Revenue Builders

Jeremy Duggan discusses the difference between leadership and management, focusing on prioritizing people and personal growth. The conversation delves into the importance of difficult conversations, clear vision, data-driven plans, belief, and changing lives. Also, explored are topics like belief in success, loyalty in leadership, and the role of accountability in organizational development.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the intricacies of sales hiring, dissecting the reasons behind sales rep failures, and exploring the critical aspects of assessing the hiring process in a leadership role. Joined by Chris Riley, CEO of Winning Edge Advisors and former president of Worldwide Field Operations at DataRobot, the trio shares insights into the challenges of identifying the wrong hire, the importance of coaching, and the nuances of adapting to evolving business landscapes.KEY TAKEAWAYS[00:00:52] Identifying Sales Rep Failures: Chris Riley discusses the multifaceted reasons behind sales rep failures and emphasizes the role of managers in daily coaching and feedback.[00:01:56] Critical Traits: The hosts and Chris highlight the significance of work ethic, coachability, and the ability to absorb and learn as key traits in successful sales hires.[00:03:33] Character Traits: The discussion touches on the challenge of changing inherent character traits, emphasizing the importance of recognizing a person's fundamental nature.[00:05:10] Skills Transferability: Chris shares insights into evaluating if a salesperson's skills are transferable to different sales environments and the potential pitfalls of misplacing talent.[00:06:34] Strategic Hires: The hosts stress the importance of strategic hires in business ops and go-to-market strategy, pivotal for proper business metrics and effective training.HIGHLIGHT QUOTES[00:03:47] "If they're hungry enough, as you said, they're persistent. You might be able to help them develop skills, but you're not gonna change their character."[00:04:20] "Persistence, heart, and desire. You just have to give it everything you got."[00:06:52] "One, if you hire really good people and then when you onboard them the right way so you can decrease the ramp time and then you train them and develop 'em to increase their productivity and you give 'em to good leaders, you're probably not gonna churn them either."Listen to the full episode with Chris Riley through this link:https://revenue-builders.simplecast.com/episodes/driving-accountability-and-building-trust-with-chris-rileyCheck 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/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this milestone 100th episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan reflect on their journey and share some of their most memorable takeaways from previous conversations. They discuss the importance of authentic leadership, the power of debriefing, and the value of leading with a vision. They also highlight the significance of balancing work and personal life, the impact of Navy SEAL principles on leadership, and the role of customer success in reducing churn. The hosts express their gratitude to the listeners and emphasize the importance of caring for the guests and their stories.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:00] Introduction to the 100th episode celebration[00:01:08] Memorable episodes from previous guests[00:11:41] Conclusion and final thoughts on the 100th episode celebration[00:12:08] Sarah Dillegaard's story of staying calm in a crisis[00:15:14] Chris Kin's rare journey from salesperson to CRO in a startup[00:16:53] Cedric Pesce's insight on giving the team a vision to stay motivated[00:19:28] Mark Roberge's strategies to reduce churn at HubSpot[00:21:00] Leading authentically and the importance of caring for your team[00:21:39] John Mosley's selfless leadership as a basketball coach[00:23:06] Customer-centric approach with discovery and the significance of MEDDIC qualification criteriaADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP HIGHLIGHT QUOTES[00:04:40] "The podcast is about giving back and taking the experiences from our guests and letting them share those life lessons."[00:10:23] "A good leader needs to give the team a vision that keeps their mind away from the monotony of everyday work.[00:17:38] "If you wanna build a ship, don't drum up people to assign them tasks, but rather teach them to long for the endless immensity of the sea." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they dive into the intricate world of churn with special guest Allison Pickens. Former COO of Gainsight, Allison shares her insights into scaling a company and understanding the nuanced reasons behind customer departures. From measuring churn metrics to the importance of responding to external factors, this episode provides valuable lessons for businesses aiming to enhance customer success and retention.KEY TAKEAWAYS[00:00:54] Superficial Understanding of Churn Causes: Alison discusses how some companies may view churn too superficially, attributing it to external factors like a change in company leadership or losing to a competitor.[00:01:44] Strategic Response to Churn: Emphasizing the importance of responding appropriately to churn events and considering them as opportunities rather than inevitable losses.[00:02:48] Honest Evaluation: Encouraging companies to be honest about what aspects of their operations can be improved and aligning strategies with company goals.HIGHLIGHT QUOTES[00:00:54] "One way in which they might think about it too superficially is they might note things, root causes that are outside of their control."[00:01:44] "When your customer gets acquired by another company, that is not an obvious churn or like an inevitable churn reason. It might be an opportunity to expand your deployment to the larger company."[00:02:48] "What's important is just being honest with yourself about what you can improve and what you can based on the strategy of your company at the time."Listen to the full episode with Allison Pickens through this link:https://revenue-builders.simplecast.com/episodes/mastering-the-art-of-customer-success-with-allison-pickensCheck 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/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Dan Barrett, Senior VP of Customer Success at MongoDB, discusses transitioning from sales to customer success, the importance of aligning sales and customer success teams, reducing churn, proactive strategies, measuring impact, and engaging economic buyers. The podcast delves into evolving roles, outcome-based relationships, engaging economic buyers, mapping customer journeys, and the competitive advantage of customer success.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.KEY TAKEAWAYS[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.HIGHLIGHT QUOTES[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-salesCheck 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/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Joe Young, VP of Worldwide Commercial Sales at Zscaler, discusses organizing commercial sales teams, market segmentation, and the role of SDRs. He emphasizes consistency in processes, talent development, and challenges of territory balancing in this insightful episode.

SHOW SUMMARYIn this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan in a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.KEY TAKEAWAYS[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand.[00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues.[00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation.[00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes.[00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths addressing specific pain points for winning the Proof of Value (POV).[00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions.HIGHLIGHT QUOTES[00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered."[00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms."[00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated."Listen to the full episode with Anne Gary through this link:https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck 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/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

John Donnelly III, a seasoned global operational executive with over 25 years of experience, discusses his sales career journey, the challenges of business acquisitions, effective sales forecasting, and the importance of storytelling in sales campaigns. He emphasizes the need for sales reps to build emotional connections with customers and deeply understand their needs. Valuable insights for sales executives navigating forecast challenges and business acquisitions.

The podcast discusses key strategies for new Chief Revenue Officers (CROs), including understanding the team, exploring customer insights, seeking early wins, and establishing a well-defined sales process for training and forecasting. Terry Tripp shares valuable insights on connecting with team members, understanding customer needs, and driving quick successes in startups.