Revenue Builders

Join Alex Bilmes, CEO of Endgame, on the Revenue Builders podcast as he shares insights on leveraging Product-Led Sales for growth. Explore topics such as aligning product signals with conversion, navigating the evolving go-to-market strategies, and the role of product data in improving sales processes.

Chris Reising, a five-time CRO at early-stage tech companies, shares insights on scaling sales at startups, including finding product-market fit, hiring sales reps, and understanding pain points. In the early stages, wearing multiple hats is crucial, and effective communication with product teams is key. Investor relations play a significant role in understanding market signals. Recognizing patterns in sales discussions is a sign of scalability. Founders must overcome the challenge of letting go of day-to-day selling to focus on building the right team.

Devdutt Yellurkar is a managing partner at CRV and has a wealth of experience as a sales VP, CEO, and venture capitalist. He has worked with several successful startups and has a deep understanding of the sales process and building successful companies. Devdutt is also a co-founder of the VC fund named Propeller, which focuses on investing in companies that address climate change.In this conversation with John McMahon, Devdutt shares his insights on how his experience in sales has helped him as a CEO and venture capitalist. He discusses the importance of sales in building a company and the role of a CEO in selling the company's vision. He talks about making hiring mistakes and how sales has changed with the speed of new technologies and new sales models. Devdutt emphasizes the need for empathy and non-judgmental support when working with founders and the importance of persistence in achieving success. Finally, he discusses the impact of climate change and how venture capital can be a powerful tool in addressing this global issue.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:08:10] The importance of selling as a CEO[00:11:11] Selling enterprise software and the importance of storytelling[00:11:53] Jack Welch admitted to making hiring mistakes as a CEO.[00:14:48] Forecasting in sales helped in forecasting as a CEO.[00:16:49] Pipeline coverage is key to mitigating deal slippage.[00:19:03] Tough experiences provide valuable lessons for growth.[00:27:01] Implementation of sales methodology and importance of qualification.[00:30:51] Importance of being a grandparent, not a parent, as a board member.[00:44:04] The power of persistence in achieving success.[01:04:48] Propeller VC fund was started to address climate change.ADDITIONAL RESOURCESLearn more about Devdutt Yellurkar: https://www.linkedin.com/in/devduttyellurkar/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:54:15]  "Because you want your resource, your best resources are actually focused on taking a pro license and moving it to a strategic relationship, because that's when emotional intelligence is needed."[01:04:23] "You can't just be a sales guy because, you know, as we discussed earlier, a lot of this is around product market fit. And that is a lot through kind of understanding the market, understanding your customer. Understanding technology." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Anne Gary, Managing Director at Force Management, discusses the importance of identifying and understanding champions in the sales process. Topics covered include: differences between business and technical champions, the significance of the power chart, and the role of coaches. Key takeaways include using an organization chart, identifying influence, and targeting both business and technical champions.

Paul Ohls, Chief Revenue Officer at Sprinklr, shares insights on sales leadership and the importance of hiring the right people. He discusses the challenges of forecasting and the value of understanding customer pain points. Paul emphasizes the need for a strong pipeline and highlights the importance of conversion rates in driving sales success.

Snowflake's CRO Chris Degnan shares insights into pivotal moments and strategies that fueled Snowflake's growth. From selling to large enterprises to expanding into a larger customer base, Chris discusses the importance of adaptability and understanding the company's culture. The podcast also explores Snowflake's partnership with Capital One and the significance of identifying an ideal customer profile. Overall, the podcast delves into key decisions and lessons on scaling a successful business.

Pawan Deshpande, Head of Product & Growth at Linea, discusses the concept of critical care framework for customer retention. He emphasizes the proactive approach to customer support and highlights the four distinct ways companies handle customer success. Pawan also discusses the importance of a culture of ownership within the customer success team and the role of instrumentation and telemetry in detecting issues. Furthermore, he talks about the mindset shift required for effective customer success and the potential for upselling within the role.

In this episode, guest Jim Baum, a growth executive with more than 25 years of experience in tech businesses, shares insights on leadership in entrepreneurship. Key takeaways include the importance of a leader's belief, perseverance, and primary market research. The podcast also explores the characteristics and challenges of being an entrepreneur.

Leslie Venetz, corporate sales trainer and sales-led GTM consultant, shares her expertise on cold calling, emphasizing its relevance in sales. She provides tips on maximizing success, crafting a compelling cold call pitch, and effective questioning. The podcast also discusses preparation, objection handling, the importance of skill set and mindset in sales, and the art and science of sales.

Sales leader Andy Byron shares insights on sales scaling, ideal customer profile alignment, pipeline metrics, and the cost of a bad hire. The importance of adaptability, fact-based decisions, and leading indicators for sustainable growth is emphasized. Hiring the right people in sales is crucial for productivity and revenue growth.