Revenue Builders

Oliver Jay, former Chief Revenue Officer of Asana, discusses product-led growth (PLG) in B2B sales. He explains PLG's impact, different models, factors to consider, managing trials, and combining PLG with sales-led growth. The importance of measuring metrics and analyzing user behavior is highlighted, as well as challenges and strategies for expanding upmarket in PLG.

Terry Tripp, CRO of Tines, discusses the importance of a well-defined sales process and shares the top three things he focuses on when starting a new role. He also explains the concept of SOAR and how Tines is disrupting the cybersecurity market. Other interesting topics include the importance of thorough discovery before entering an account, the significance of hiring the right person, and the value of authenticity in leadership.

Listen to lessons learned from powerhouse revenue builders Carlos Delatorre, Dennis Lyandres, and Mark Thurmond. Topics include hiring while scaling, leadership lessons, removing friction for sales teams, assessing readiness of leaders, importance of managing time and prioritizing tasks, learning from failure in recruiting, and influential leadership over command and control leadership.

Sales consultant Dick Thomas discusses the importance of quantifying solution value and solving business problems in sales. He highlights the value pyramid, gold miner discovery, value-based demo, and business case ROI model as key components. Real-life examples are provided to showcase the competitive advantage gained by mastering these strategies.

Anthony Palladino is the Chief Revenue Officer at mabl. mabl is the enterprise SaaS leader of intelligent, low-code test automation that empowers high-velocity software teams to embed automated end-to-end tests into the entire development lifecycle.Prior to mabl, Anthony spent five years at Splunk from pre-IPO through $1 billion in revenue as the leader of their Americas Field Organization. As Chief Revenue Officer at Aisera, the industry’s first AI Service Management solution, he helped define the company’s product market fit, built and ramped their customer-facing functions, and increased revenue eightfold. Prior to Aisera, Anthony was the Senior Vice President at CloudBees overseeing global field operations. In just over three years, CloudBees quadrupled its revenue. A holistic growth leader with experience in building customer-facing organizations, go-to-market strategies, and diverse partner networks.In this conversation with John McMahon, Anthony discusses the importance of focusing on the little things in sales to drive big results. He emphasizes the need for disciplined execution, maintaining urgency with customers, and developing compelling energy in sales conversations. By identifying the deltas and addressing them, sales teams can build good habits and drive successful outcomes. Palladino also highlights the significance of documenting fit and gaining consensus in sales conversations.HERE ARE SOME KEY SECTIONS TO CHECK OUT:[00:02:03] Overview of Mabl and its impact on revenue, profitability, and risk[00:05:26] Top priorities for exploring with the salesforce[00:08:02] Importance of focusing on the little things that make a big difference[00:11:01] Example of using a sequence to drive pipeline generation[00:20:26] Importance of identifying and teaching people the knowledge areas[00:32:59] Creating compelled energy to compel customers to move forward[00:39:18] Importance of documenting the fit and gaining consensus in the first meeting[00:44:46] The components of compelled energy and the exit criteria for the first meeting[00:50:41] Importance of documenting customer requirements and identifying champions[00:55:24] The challenges of being a CRO and the importance of hiring well[00:58:00] Building a leadership team and establishing a common goalHIGHLIGHT QUOTES[00:53:41] "Who do we think is the champion? Right? And it's probably who do we think is the champion? Because an understanding if you're new to the organization, there's probably not a firm notion of what a champion is. And, you know, the definition we have is person with political respect and or technical authority who fights for us when we're not there and I have the and or in their job, because I think in a lot of cases with consensus, certain environments, those 2 things are very distinct today in some cases." - Anthony Palladino[00:57:59] “I think establishing a leadership team that is with each other. They're supporting each other. They're with each other. You're sharing that common goal to the mission. And but doing it, you know, as people and really creating that that's that's I think it doesn't come easy because you have to create a special relationship.” - Anthony Palladino Learn more about Anthony through this link:LinkedIn: https://www.linkedin.com/in/anthonypalladino/Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Chris Riley serves as President of Worldwide Field Operations of DataRobot, where he is responsible for accelerating the company’s revenue growth and global footprint, bringing DataRobot to organizations across all industries and geographies. Riley previously served as Chief Revenue Officer for Robotic Process Automation (RPA) leader Automation Anywhere, where he led global sales in over 90 countries and managed an ecosystem of over 1,900 partners. Prior to Automation Anywhere, Riley served as President of Global Sales at Dell Technologies, where he was responsible for a multi-billion dollar route to market. Riley also served as Vice President and General Manager for HP’s storage business at HPE. Riley lives in Naples, FL with his family.In this conversation with John McMahon, Chris discusses the importance of understanding the culture and processes of a new organization when stepping into a leadership role. He emphasizes the need for leaders to be adaptable and willing to learn from their teams. Chris also highlights the significance of metrics and productivity in managing a sales organization, as well as the importance of hiring the right people and providing them with the necessary training and development. He shares insights on building trust with the sales team, prioritizing pipeline generation, and the role of mentors, coaches, and godfathers in a leader's career.HERE ARE SOME KEY SECTIONS TO CHECK OUT:[00:01:51] Overview of what DataRobot does and its applications[00:15:13] The importance of work ethic, coachability, and aptitude in hiring[00:23:47] Characteristics of successful leaders and the consequences of failure[00:38:48] The most critical step in the sales process and the importance of a champion[00:47:26] Navigating a sluggish economy and advice for salespeople[00:54:15] The importance of hard work, generating pipeline, and following the processHIGHLIGHT QUOTES[00:22:02] "A mentor is somebody you can speak openly without fear of judgment." - Chris Riley[00:36:35] “A good leader builds trust with the team and shows genuine interest in their success.” - Chris RileyLearn more about Chris through this link:https://www.linkedin.com/in/chrisriley3/Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Adam Aarons is a seasoned sales executive with extensive knowledge of the risk and compliance space. Adam is well known and admired for his time as the CRO of Okta, during which Okta grew from a $1M startup to a publicly traded $300M+ ARR category winner. Adam was previously an active advisor to Drata, and has now joined the company full time to drive revenue at scale as CRO.In this conversation with John McMahon, Adam discusses the keys to scaling a salesforce, including productivity per head, average deal size, and ramp times. He emphasizes the importance of understanding the ideal customer profile and where they are located. Adam also highlights the critical role of qualification in the sales process, focusing on the ICE framework (Identify pain, Champion, Economic buyer). He stresses the need for continuous discovery and the importance of establishing decision criteria. Adam shares insights on forecasting, metrics, and the value of customer success in reducing churn and driving revenue. He also discusses the challenges and lessons learned when transitioning from a sales rep to a manager, VP, and CRO on this episode of Revenue Builders.HERE ARE SOME KEY SECTIONS TO CHECK OUT:[0:00:42] Introduction to Drata and its automation of compliance data collection[0:49:52] Using an automation platform to coordinate customer outreach and marketing campaigns[0:55:18] The need for effective communication and expectation setting between managers[1:00:55] The importance of coaching for young CROsHIGHLIGHT QUOTES[0:57:08] "Having respect and empathy for people that haven't done it before, that you're working with to make sure that they understand the why versus just saying, hey. Trust me, let me go do my job like I know what I'm doing.”[0:52:03] "If you're a leader and you're doing this work, it's hard work. You should expect it to be hard. You should enjoy the grind and enjoy the challenges because you learn so much in these jobs that even with the things that you and I have talked about, there's so much more depth that you could dive down into."Learn more about Adam through this link:LinkedIn: https://www.linkedin.com/in/adam-aarons-438111/Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Brian McCarthy is an accomplished executive and leader with progressive sales and leadership experience building and leading talented teams to achieve hyper-growth within the enterprise software and information services industry. Brian serves as Rubrik’s Chief Revenue Officer, where he leads the global go-to-market sales strategy. Previously he led the sales, services and support teams at ThoughtSpot, where he led the go-to-market function and the company’s SaaS transformation. Preceding his time at ThoughtSpot, Brian came from AppDynamics, which was acquired by Cisco, where he was responsible for leading the Americas organization as GVP and from QlikTech where he served as President of the Americas. He graduated from Franciscan University.Join us as Brian shares shares insights on managing and enabling sales teams. He emphasizes the importance of caring for and developing employees, and the need for leaders to have a secure mindset. McCarthy and John McMahon discuss tracking deals and stages in the sales process, forecasting, and improving the probability of closing deals. Tons of lessons from two top-tier sales leaders shared on this episode of Revenue Builders.HERE ARE SOME KEY SECTIONS TO CHECK OUT:[0:01:15] Brian's background and experience in sales and leadership roles[0:09:30] Brian's approach to managing and training people[0:17:23] The importance of listening skills in leadership[0:24:33] The unique approach to enablement at Rubrik[0:42:04] The critical stage in the sales process for forecasting[0:56:50] The metrics Brian tracks during and after the quarter[1:02:03] The importance of focusing on productivity in a growth company[1:04:35] The impact of churn on productivity and the importance of recruiting and training[1:14:55] Leaders who consistently over forecast or wear rose-colored glassesHIGHLIGHT QUOTES[0:40:33] Leaders job as an ultimate success - John McMahon: “Your job is to get the best players and coaches on your team. And then if you do, you're going to look like a freaking hero, right? And you also hit on something that's really critical is that ‘when is a leader's job done?’. A leader's job's done is when they've been able to prove that they were able to recruit people, train and develop those people to take their spot.That's when it's ultimate success”[1:13:49] The importance of looking at new and existing deals in the forecast - Brian: “I have a much better idea of exactly where they're going to land, plus or minus. And I usually tell them too, as I'm going through, I'll go through and be like, okay, so here's where each of your people are. Here's the range: worst is this all right, I think you're going to be about two and a half million more than you're calling here, but okay, got it.” Learn more about Brian through this link:LinkedIn: https://www.linkedin.com/in/bkmccarthy/Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Former Chief Revenue Officer of Procore, Dennis Lyandres, discusses his journey to sales leadership and the core fundamentals of prospecting. He also highlights the importance of teaching and training sales teams, creating certifications and self-service materials, and scaling a company. Dennis shares valuable lessons learned and reflects on regrets, accomplishments, and impact in his successful career.

The best advice comes from people who have been there, done that. In this episode, we bring you insights from sales leaders who have led their teams to incredible outcomes. You’ll hear what it’s like to be the first salesperson into a raw startup, why it’s vitally important for leaders to give their people a purpose, how to keep your top sales performers from leaving your company, why execution of all the details in a process matter, the 3 H’s of Interviewing, why sales leaders need to remove “friction” in the sales process and other wisdom shared on this podcast.We’ll hear from Mark Roberge, former CRO at Hubspot, current Harvard Sales Professor and Managing Director of Stage 2 Capital, Cedric Pech, the CRO at MongoDB and Chris Degnan, the CRO at Snowflake:https://www.linkedin.com/in/markroberge/https://www.linkedin.com/in/cedricpech/https://www.linkedin.com/in/chris-degnan-524470/  Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064Learn More About Force Management: https://www.forcemanagement.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.