Revenue Builders

Frederik Maris, Chief Revenue Officer at Atoss Software SE, brings a wealth of B2B sales leadership experience. He discusses the importance of recruiting sales talent with qualities like intelligence, character, and coachability. Frederik emphasizes the need for a strong discovery process to deeply understand client challenges. He also highlights the crucial role of first-line managers in fostering continuous learning and accountability within teams, coupled with the power of self-awareness in driving sales success.

Discover insights on retaining top sales talent through authentic leadership. The conversation emphasizes building a culture of buy-in, where employees feel valued and aligned with organizational goals. Learn how transformational management can foster long-term loyalty by investing in employee growth. Mike Earnest highlights the necessity of helping teams envision their future within the company, ensuring they see a path for personal and professional achievement.

In this engaging discussion, Christopher Vik, Chief Revenue Officer at Leapwork, shares his extensive experience in sales leadership. He highlights the evolving landscape of pipeline generation and the critical role AI plays in it. Chris emphasizes building a strong pipeline generation culture through five key components and the importance of preparing A-players for success. He also illustrates how aligning candidate values and company needs can enhance recruitment, alongside effective collaboration between sales and marketing for optimal results.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer’s journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder engagement, and how to structure a sales motion that drives real value. If you're in B2B sales, you won't want to miss this deep dive into sales execution.KEY TAKEAWAYS[00:01:37] 53% of buyers select a vendor based on the buying process, making structured engagement essential.[00:02:05] How a clearly defined sales process builds trust and credibility with prospects.[00:02:53] The importance of “go/no-go” checkpoints to prevent wasted time and stalled deals.[00:04:15] Red flags that indicate you’re dealing with the wrong person in the buying process.[00:05:09] Why business value assessments (BVA) are critical to securing executive buy-in.[00:06:10] Understanding the complexity of selling a managed service vs. traditional SaaS.QUOTES[00:01:37] “53% of buyers choose a vendor based on the buying process. So why wouldn’t we want to control that in the best possible way?”[00:02:53] “A well-structured sales process keeps both the vendor and the prospect in lockstep, ensuring we’re not wasting time on deals that won’t close.”[00:04:15] “If a prospect resists engaging in a business value assessment, it’s often a sign you’re talking to the wrong person.”[00:05:40] “Sales isn’t just about a single point of contact—it’s about engaging all the necessary stakeholders to drive a deal forward.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/complex-sales-critical-stages-in-a-customers-buying-processEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check 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/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionable insights and avoid overwhelming sales reps. The conversation also explores the importance of distinguishing between skill and knowledge issues among reps, hiring the right sales leaders for startups, and maintaining a clear focus on the ideal customer profile (ICP). Parm gives practical advice for newly appointed CROs, stressing the importance of a 90-day listening tour and aligning with cross-functional teams. Additionally, the discussion touches on the impact of AI tools in sales processes and the evolving role of data in modern sales strategies. This episode offers a treasure trove of insights and best practices for sales leaders at various stages of their careers.ADDITIONAL RESOURCESLearn more about Parm Uppal:https://www.linkedin.com/in/parmuppal/Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:05] Introducing Parm Uppal: Career Highlights[00:01:54] Using Data to Develop Sales Reps[00:03:45] Simplifying Data for Effective Coaching[00:05:09] Identifying and Solving Sales Problems[00:07:30] Leading Indicators and Coaching Strategies[00:10:36] Balancing Data and Observation in Sales[00:23:29] Adapting to Buyer Changes and Market Shifts[00:35:30] Building the CRO Scorecard[00:36:58] The Importance of a 90-Day Listening Tour[00:38:48] Commanding the Plan and Talent[00:41:08] Key Metrics for Success[00:48:15] Challenges in Recruiting and Retention[01:01:34] Emerging Tools in SalesHIGHLIGHT QUOTES[00:02:15] "You can't just walk into that conversation with an opinion because everybody's got an opinion."[00:02:37] "We have so much more data nowadays. If you don't simplify it, and you don't take a step back... it can overwhelm you."[00:19:55] "It's activity with accomplishment versus activity without purpose."[00:31:00] "You can't cookie-cutter sales methodologies from one context into another without understanding the unique market dynamics.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about the power of persistence in sales. We explore why embracing the grind is essential for long-term success, how rejection fuels growth, and why resilience separates top performers from the rest. This episode is packed with insights on mindset, career longevity, and why playing the long game always wins.KEY TAKEAWAYS[00:00:26] Sales is a grind, and embracing it is key to long-term success.[00:01:04] The best sales reps don’t fear rejection—they master the art of the “no” and find a way back.[00:01:47] Career success comes from commitment; jumping around too often limits long-term impact.[00:02:55] A grinder’s mindset means working harder, more often, and at times others won’t.[00:04:21] Employers value perseverance over job-hopping—grit signals trust and loyalty.[00:06:04] Running away from challenges stunts growth; learning is in the struggle.[00:07:02] Mindset shift: Change “I have to” into “I get to” for lasting motivation.QUOTES[00:01:04] “You gotta love rejection as a sales rep. You gotta love the art of ‘no’ and then find a way back.”[00:02:55] “To be successful today, you have to do it better, more often, and at times others are unwilling to.”[00:06:04] “Grinding is learning. The struggle becomes your foundation—if you play it right.” [00:07:02] “The mindset shift is everything. It’s not ‘I have to’—it’s ‘I get to.’” – Steve FitzListen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/lessons-from-the-grind-tackling-complex-enterprise-salesEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check 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/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Mike Earnest, VP of worldwide sales at Wiz with a rich background in B2B sales, shares his insights on recruitment and retention in this engaging discussion. He emphasizes the critical need for a robust recruitment culture and the 'rule of three' for effective hiring. Earnest highlights traits like curiosity and grit for ideal candidates, while also offering practical wisdom on authentic leadership. He explores innovative recruitment strategies and the complexities of transitioning to management, providing valuable advice for maintaining high-performing sales teams.

Dive into the vital world of enterprise sales, where active listening can make or break a deal. Discover why many sales professionals still cling to selling features instead of highlighting real value to customers. Learn about the common pitfalls in the discovery phase and why authentic engagement matters. The conversation reveals how balancing technical know-how with business outcomes is key to closing those larger deals. Get ready to shift your sales approach and drive lasting success!

Join Patrick Ball, Chief Revenue Officer at Crux, whose extensive experience in financial services brings valuable insights into complex sales. He delves into the significance of a well-structured sales process and the importance of understanding customer personas. Patrick explains how to effectively engage key stakeholders and navigate challenges during the buying journey. He also highlights the value of Business Value Assessments and how iterative processes improve internal alignment and customer engagement, ultimately driving B2B sales success.

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan and Alex Varel, CRO of Multiverse, discuss the mindset and responsibilities required to succeed in a CRO role. Alex shares firsthand insights on the challenges of executive leadership, the importance of accountability, and how customer success should be integrated into go-to-market strategies. He also emphasizes the significance of informed decision-making and fostering a culture of collaboration across sales and customer success.KEY TAKEAWAYS[00:01:17] The CRO’s Accountability Mindset – The deep responsibility that comes with the CRO role and the need to embrace it.[00:01:56] Executive Team and Board Alignment – Understanding the dynamics of working with senior leadership and the board.[00:03:06] The Power of Listening in Leadership – Why listening is a CRO’s biggest advantage when making critical decisions.[00:04:42] Customer Success and the CRO Role – The importance of unifying pre-sale and post-sale efforts under a single vision.[00:05:28] Org Design for Customer-Centric Growth – Why aligning sales and customer success creates a seamless customer journey.[00:06:22] The Right Intent Behind Owning Customer Success – Why it’s about customer outcomes, not just control over teams.QUOTES[00:01:17] "Having the accountability to the customers, individuals, and teams—and making all of them wildly successful—is what excites me about the CRO role."[00:03:06] "A huge advantage of being a CRO is that people want to meet with you—inside and outside the company. Use that to listen and make informed decisions."[00:07:23] "The best org design creates a natural mechanism for unified goals that benefit the customer and fuel growth."[00:06:45] "I wasn’t concerned with building a fiefdom—I was focused on creating a structure that aligns sales and customer success for better customer outcomes."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-reflective-journey-from-sales-leader-to-cro-with-alex-varelEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check 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/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging