Revenue Builders

Learn from CIO Carl Froggett and Sales Director Joe Lynch about selling to economic buyers in the tech industry. Carl emphasizes the importance of understanding business needs, while Joe stresses the value of tailored value propositions. They discuss forming genuine partnerships, navigating sales processes in global banks, and Deep Instinct's threat prevention technology.

Anne Gary, an expert in aligning decision criteria with product differentiation in sales, joins John McMahon and John Kaplan to discuss navigating decision criteria, aligning product differentiators, and managing scope creep in sales. They highlight the importance of clarifying distinctions in customer conversations, identifying decision influencers, and formalizing criteria to avoid ambiguity. Failing to define criteria rigorously can lead to irreversible setbacks, as seen in failed Proof of Value scenarios.

Highly sought-after go-to-market consultant Monica Stewart discusses common mistakes in B2B sales for startups, emphasizing the importance of targeting ideal customer profiles, lead channels, and net dollar retention metrics. She highlights the need for founders to be open to change, prioritize post-sale processes, and narrow their focus for long-term success.

Renowned author and business strategist Chuck Bamford discusses the critical issue of aligning corporate strategy throughout organizations, highlighting pitfalls like lack of relevance for employees, annual strategy setting, activity alignment, and misaligned incentives. Success lies in effective communication and aligning goals at all levels.

James Underhill, Senior Director of Sales Operations at MongoDB, discusses the impact of AI on sales. He highlights the importance of combining AI with human skills for effective sales, explains how AI enhances territory management, coaching, and forecasting. The conversation also touches on the changing buying experience with AI in sales.

Former Product Led Sales leader at Dropbox and CRO at Asana, Oliver Jay, discusses the challenges of scaling PLG models. Topics include PLG dominance dynamics, struggles for non-leading companies, compatibility with enterprise sales, hybrid scalability approaches, and the layered nature of PLG growth.

John McMahon and John Kaplan delve into champion building in B2B sales, stressing early identification, relationship development, trust building, and value provision. They distinguish between coaches and champions, emphasize the need for authority and influence, and discuss educating champions and aligning them with critical business issues. The conversation also touches on adding value throughout the sales cycle, measuring accomplishment, and setting clear criteria to prevent competition from changing the rules.

In this curated episode of the Revenue Builders Podcast, we delve into the nuances of hiring effective leaders for various growth stages within companies. Joined by Bill Cea, Managing Director at Foster Beck Associates, the discussion navigates through the distinct requirements of sales personnel and Chief Revenue Officers (CROs) across product market fit, deal stage, and scale stage. From debunking conventional job descriptions to unraveling the myths of hiring from big-name companies, the conversation provides invaluable insights into assembling the right sales team for sustainable growth.KEY TAKEAWAYS[00:01:14] Product Market Fit Stage: Initial job descriptions often lack relevance; insights from product and engineering teams are crucial for identifying the right salesperson tailored to the product and market needs.[00:02:45] Warning Signs of Misalignment: Inconsistencies in the backgrounds of sales team members can signal organizational issues; diverse backgrounds without a common thread indicate potential problems.[00:03:25] Importance of Early-Stage Expertise: Startups require individuals capable of building from scratch; hiring from established entities may not align with the demands of early-stage growth.[00:04:07] The Fallacy of Big-Name Hires: Hiring from renowned companies doesn't guarantee success; candidates considering both startups and established firms may lack commitment to the startup's demands.[00:06:33] Aligning Expectations: Transparent communication about the challenges and expectations of a role is essential to prevent disillusionment and turnover.[00:07:52] Navigating Deal and Scale Stages: Accelerated hiring plans demand individuals with an entrepreneurial mindset; excessive hiring can lead to revenue dilution and dissatisfaction among sales teams.HIGHLIGHT QUOTES[00:02:27] "If the sellers all look differently... there's something wrong... That's the 1st warning sign."[00:03:06] "You need somebody who truly understands how to develop something from nothing."[00:04:07] "Hiring a name brand... is the absolute opposite... It's a safer bet, bigger company, which completely is the absolute opposite, right?"[00:06:33] "Transparent communication... is essential to prevent disillusionment and turnover."[00:07:52] "Excessive hiring can lead to revenue dilution... dissatisfaction among sales teams."Listen to the full episode with Bill Cea through this link:https://revenue-builders.simplecast.com/episodes/hiring-for-growth-strategies-for-scaling-sales-teams-with-bill-cea/Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

CEO of 1E, Mark Banfield, discusses Digital Employee Experience (DEX) and its impact on productivity. He emphasizes the importance of great employee experience for a great customer experience. Topics include measuring DEX, cost savings, building trust with customers, and the role of technical and executive champions in driving adoption of DEX solutions.

In this curated episode of the Revenue Builders Podcast, we dive into the intricacies of decision-making, the role of intuition versus data, and the importance of checking one's ego with special guest, Brian McCarthy, Chief Revenue Officer at Rubrik. Brian shares insightful perspectives on how to blend gut instincts with data-driven approaches, the significance of being secure in one's decisions, and the value of course correction when needed. Through candid discussions and personal anecdotes, listeners gain valuable insights into effective leadership strategies and sales performance optimization.KEY TAKEAWAYS[00:00:29] Intuition in Decision-Making: Brian discusses the significance of listening to one's gut instincts alongside analyzing data when making critical decisions.[00:02:11] Ego and Decision-Making: The importance of separating ego from decisions, being open to course correction based on new data, and avoiding ego-driven attachment to decisions.[00:03:33] Integrating Data and Intuition: Brian highlights the importance of considering both data-driven insights and gut instincts, along with input from key individuals, to make informed decisions and drive organizational success.HIGHLIGHT QUOTES[00:00:49] "They give me the data and I just, I hear them. Sounds like there's a logical solution, but my gut just is something in my stomach... I just don't feel like I want to make the decision now."[00:02:30] "Get your ego out of the way and just change [the decision]... I've always found it's okay to make a decision based upon the data that you have."[00:03:54] "If you're really listening, you're listening to what the data tells you, you're listening to what your eyes are telling you, what your gut tells you... and then quickly execute."Listen to the full episode with Brian McCarthy through this link:https://revenue-builders.simplecast.com/episodes/what-the-best-sales-leaders-do-with-brian-mccarthyCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/