Revenue Builders

John McMahon and John Kaplan welcome Mike Hayes in this latest episode of Revenue Builders. In this conversation, Mike shares some of the lessons he learned as a Navy SEAL and how they have helped him in his current role as the Chief Operating Officer at VMware. He conveys the importance of collective accountability, humility, and purpose in leading any successful team. Mike’s book about his SEAL experiences, “Never Enough”, donates proceeds to his charity the 1162 Foundation, which helps families of fallen special operations heroes. Additional Resources:Read “Never Enough: A Navy SEAL Commander on Living a Life of Excellence, Agility, and Meaning” by Mike Hayes: https://www.amazon.com/Never-Enough-Commander-Excellence-Agility/dp/1250753376Support the 1162 Foundation: https://joingenerous.com/1162-foundation-inc-mrnn2myVisit VMware Website: https://www.vmware.comConnect with Mike on LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSMike Hayes: A Navy Seal Commander on the Life of Living a Life of Excellence, Agility, and MeaningOur Best is a Moving TargetLessons Learned from High-Performing Individuals and OrganizationsTaking the Path of Most ResistanceLeadership in the Business World: Subordination, Decisions, and ConfidenceHow to Be More Productive by Working LessLeadership in the Face of AdversityMaking Decisions and Surrounding Yourself with Diverse InputsThe Importance of Confidence and HumilityThe Importance of Hiring Intrinsically Motivated EmployeesThe Power of Focusing on What You Can ControlThe Importance of Capability in LeadershipLeadership in the Face of Change QUOTESMike - You already have the skill set to repeat your success: "What's really interesting is sure you can diagnose the winds and say what do we need to keep repeating, but by and large, you already have the skills that you need in order to keep repeating closing deals."Mike - Diagnose your losses and learn from there: "What you want to do is think well, look at the deals that you lost in to diagnose the loss and say, What did I learn? And that feedback and that incorporation in a very open way, and having no ego and saying I could have done something better? What was it? That to me is the biggest ingredient."Mike defines the true first decision: "The point that what I would say is the first decision in decision making is not the decision. The first decision in decision-making is when you need to make your decision." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Today we are joined by Managing Director from  Foster Beck Associates, Bill Cea, to discuss hiring for sales organizations of every size, from seed stage to market. Bill gives insights on making great long-term hires by sharing startup hiring strategies according to three stages. In the first stage of growth, companies should focus on hiring people who fit the product and market. In the second stage, companies should focus on hiring people who can help them scale. In the third stage, companies should focus on hiring people who can help them mature. Additional Resources:Support Saint Jude Children’sSupport The Ronald McDonald HouseConnect with Bill on LinkedInCheck out Foster Beck AssociatesListen to More Revenue Builders HIGHLIGHTSHiring for startups at every stage of growthWhy you need a recruiter at the Product Market Fit StageThe Impact of Hiring on Business GrowthThe role of culture fit in hiringHow to be a Student of the MarketplaceRed Flags to Look for in candidatesKey indicators of a candidate with entrepreneurial spiritThe Benefits of Hiring Self-Aware SalespeopleThe Most Important Attributes of a Successful Sales LeaderKey Components for Hiring the Right PersonHiring Salespeople with the Right Domain ExpertiseDistributed Workforce on Sales ManagementImpact of Technology on TalentThe Differentiation of a True Sales ProfessionalElements of a thorough Background CheckRecruiting in a tight economy and competitive job market QUOTESBILL: PRE-REQUISITES OF BUILDING A PROFILE“When you're building a profile, what else you really need to understand is, how is the company going to go to market. In other words, there are many different ways companies go to market, they're going to do a vertical approach, they're going to do geo-named accounts. I don't believe the Rolodex question is applicable anymore. But I think it's much more important that they at least sold to like industries where they understand the buying process.”BILL: CREATE A DEFINITIVE AND EXPEDITIOUS PROCESS“A smart company has that definitive process, while that process is going on, they're doing their due diligence, background perspective, they're ready to strike, you have to be expeditious through the process, or you're gonna lose to a company that is doing it right.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Michael Cremen is the Chief Sales Officer at Elastic and has nearly 20 years of experience in executive roles at firms like Hitachi, IBM, and Veritas. Through his robust experience as a sales decision maker, he knows a thing or two about the decision making process for a purchase. He discusses with John Kaplan and John McMahon what he calls the “CFO factor” - the need for sales teams to consider executive financial decision-maker involvement in the sales process, particularly now in a price-conscious economy. He also shares strategies for effectively communicating value, driving great front line manager performance, and hiring. Get his advice for sales teams and leaders in this latest episode of Revenue Builders. Additional Resources:Support Saint Jude Children’s Hospital: https://www.stjude.org/donateConnect with  Michael on LinkedIn: https://www.linkedin.com/in/michaelcremen/Check out Elastic: https://www.elastic.co/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe CFO Factor according to Michael CremenConnecting Value in the Sales ProcessHaving a Strong Champion (or multiple) in the Sales ProcessCFO Involvement in Sales DealsWhy You Have to be Paranoid in SalesAsking the Right Questions When Selling to a CompanyHiring the Right People and Sales EnablementSales Enablement and Speaking the Same LanguageThe importance of Methodologies in Sales OrganizationsField Leadership SystemsKnowing How to Sell the Opportunity When RecruitingThe Power of Personality in Recruiting Top Talent QUOTESMICHAEL: BE THE ONE TO CONNECT THE VALUE“Companies only really care about three things at the highest level, making money, saving money, and mitigating risk, and at some point, you have to rise up to that and what are you doing there, that's the value that you're getting to for those customers.”MICHAEL: LEADERS SHOULD BE ENGAGED“One thing I've noticed over the years is leaders that are engaged with their teams, they love to be involved with the deals of that to happen, they want to go in there and close that deal and get it done, and like it’s glory time... Spend the time early stage. Spend it during the development time, because as a leader, you can have more impact there.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

In this episode of Revenue Builders, our hosts John Kaplan and John McMahon talk with Bob Brennan. Bob has worked in multiple VP and CEO positions throughout his career and is currently a board chairman for Fairwinds, BitSight, and Thoughtworks. They discuss the metaphorical ‘athleticism’ required to be a successful leader of a high-growth sales organization, gained through self-improvement and practice. Bob’s advice for sales leaders is to own your mistakes, never assume you’re the expert, and not be afraid to ask for help. He reminds us that it takes a team mentality to succeed, so positive energy and true comradery are your best assets. Additional Resources:Help give opportunities to youth in foster care: https://mtwyouth.org/Support Black-owned businesses in Massachusetts: https://www.becma.org/Connect with Bob on LinkedIn: https://www.linkedin.com/in/bobbrennan236/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSBeing a coachable leaderBenefits of an accountable cultureHow to handle the wrong hireOwning your mistakes, but not dwelling on themDon’t talk to yourself in a way you wouldn’t talk to othersDealing with activist investorsThe difference in leading public vs. private companiesLeading indicators of a successful ventureLeadership doesn’t have to be lonely - don’t be afraid to ask for help QUOTESBOB: The kind of people you want around you"I think you want to have people around you that are going to be supportive, but clear-eyed about, like when you're off or when you're wrong, and can you know, say, hey, wait a minute. So you don't end up betting the farm inadvertently, or, you know, chasing the wrong truck.”BOB: Don’t be so hard on yourself"I think you want to hold up the mirror and be honest with yourself about screwing things up because it is a game of misses business. But then, let yourself off the hook too, just take that on board is don't do it again. But like, would you let it go? Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Mark Thurmond, COO of Tenable, shares his experience and advice on success, hiring powerhouse teams, leading by influence, reducing friction, simplification and communication, and the importance of data-driven decision making in sales and leadership.

Izhar Armony, a venture capitalist featured on the Forbes Midas list of top tech investors, discusses his journey from startup employee to successful VC. He highlights the importance of founder market fit, strong product market fit indicators, and the significance of collaboration in racing teams. The podcast also explores the benefits of role-switching and debriefing in a startup team, and delves into the characteristics of successful sales leaders.

In this inspiring episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Founder of Samaritan's Feet International, Manny Ohonme. Manny regales us with his life story of hope, faith, and selfless leadership that all started with a pair of shoes. Once a poor kid selling water and soda in Lagos, Nigeria, Manny worked hard to earn a basketball scholarship that became his ticket to the US. There, he devoted himself to his studies and eventually led a successful career in tech sales. Pursuing a search for greater purpose, Manny left his corporate career to establish a non-profit that would change the lives of millions around the world, one pair of shoes at a time.  Additional Resources:Support Samaritan’s Feet: https://samaritansfeet.org/Connect with Manny on LinkedIn:  https://www.linkedin.com/in/mannyohonme/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSHow basketball and a pair of shoes changed Manny's life Arriving in America and succeeding despite every obstacleDivine intervention and answering the call to serve Giving back to his community and its children with shoes Over 1.5 billion people are infected by diseases transmitted through soilGiving shoes to children, veterans, and elderly all over the worldHow a missed PR opportunity led to 1.3 million pairs of shoes and more QUOTESManny on servant leadership: "From CEOs to the president of companies to presidents of countries humble themselves to wash these people's feet. Let the greatest among you first be a servant. That's the power that Samaritan's Feet is all about."How a pair of shoes can change someone's life, says Manny: "We are able to bring people together to invest and educate those kids and now you're going to help them rebuild their home and give them a new job opportunity all began from the gift of a pair of shoes."Manny's message to people experiencing hardships: "Keep that dreaming part of you. Don't forget to keep dreaming. Because the situation gets so bad sometimes, they stop and forget to dream." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Navy SEAL combat veteran- and author of “Embrace The Suck,” Brent Gleeson. Brent talks about his journey from the finance world to the military, the traits that make a successful Navy SEAL, and how the mindsets he learned in training benefited him in his post-service business career. Brent’s formula for effective leadership includes resilience, decentralized command, and constant improvement. His mantra, “embrace the suck,” encourages leaders to do one hard thing every day and consistently push the boundaries of their comfort zone to achieve continued success. Additional Resources:Buy “Embrace The Suck:The Navy SEAL Way to an Extraordinary Life” by Brent Gleeson : https://www.amazon.com/Embrace-Suck-Navy-SEAL-Extraordinary/dp/0306846330Visit Brent’s Website: https://takingpointleadership.com/Connect with Brent on LinkedIn: https://www.linkedin.com/in/brentgleeson-takingpoint/Check out Brent’s Twitter: https://twitter.com/brentgleesonListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhat makes people resilientThe qualities that make a Navy SealPersistence, Purpose, and PassionLiving in a 3-foot worldAlways go for the opportunity to make better choicesDo something that sucks everydayPut yourself in an environment where you can perform betterFixed vs Growth MindsetsHow to spot and help 'gray men'Prepare, but don't worry about tomorrowA good leader can decentralize decision-makingLeaders need to know what motivates their peopleIf you're not failing, you're not trying hard enough QUOTESWhat makes people resilient, according to Brent: "Resilience doesn't necessarily come from people having an arduous childhood or coming from a lot of adversity necessarily. Sometimes it's chosen, sometimes it's intentional in the fact that people who chose to push the boundaries of their comfort zone and everything they choose to commit to. That builds resilience as well."Brent explains the 3-Foot World mindset: "His point was stay in your 3-foot world. Right here. Focus on what is in your span of control and only focus on that alone. It really goes into those core elements of resilience where people who are more resilient spend less time, emotion and energy on things they can't impact."Brent on training your brain to seek challenges, not comfort: "We seek comfort and pleasure naturally, as opposed to seeking pain. But when we can kind of retrain our brains and change the narrative in our mind, you naturally become more inclined to choose the harder stuff." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to five-time (2 as player and 3 as coach) Super Bowl Champion Thomas “Pepper” Johnson. Pepper shares the good and the bad of the many leadership styles he encountered while playing and coaching alongside some of football’s greatest legends in the NFL. He stresses that talent does not equal success - focus, hard work, and a team-player attitude ultimately determine your fate. Pepper’s advice for leaders: find your own voice and be comfortable in your skin. Additional Resources:America’s most trusted all-natural transdermal vitamin patch provider: https://buyb1.com/Learn how you can help reduce climate change and help rebuild the planet for future generations: https://www.breezypointenergy.com/Connect with Pepper on LinkedIn:  https://www.linkedin.com/in/pepper-johnson-3a698312/Check out Pepper’s Instagram:  https://www.instagram.com/pepj52/?hl=enFollow Pepper on Twitter: https://twitter.com/pepj52?lang=enListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSFocus on the game, not your prideBeing a leader goes beyond the gameWhy Pepper never watched ESPN while playing in the NFLLeadership lessons from Harry Carson and George MartinCarry your own weightMake sure you're ready for your turnA strong culture is passed down from one generation to the nextNever let distractions steer you away from your true potentialOne man is not bigger than the teamLeadership styles learned from Bill Parcells, Bill Belichick, and Nick SabanLeaders need to find their own voice QUOTESPepper on his legacy as an NFL player: "I really didn't realize the impact and the goals... and making my name in the league while I was playing. I really didn't see myself in that form. I was focused on doing my job and trying to win ball games as much as possible." The common trait that differentiated NFL League players from the rest, says Pepper: "Those were the guys that allowed distractions, whether it was on the football field, or it was off the football field, allowing them to not really perform the way that they should've been performing. [There were] some teammates that I've had going even back to high school that I thought really had the talent to go to college and could play in the league because I've seen guys in the league with lesser talent. But when I had a conversation with those guys that made it in the league, a little more dedication was there." Pepper's tips for leaders looking to find their own voice: "When you're trying to coach people, when you're trying to be your best, then you want to be comfortable. You don't want to feel like you have someone else's thoughts in your head. You have to make them your own." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

In this discussion, Chris Reisig, Operating Partner at Jungle Ventures and a seasoned five-time CRO, shares his expertise on scaling startups. He emphasizes the need to identify acute customer pain points and the balance between hiring sales talent and maintaining company culture as you grow. Chris also elaborates on the challenges of international expansion and offers crucial advice for leaders, including the importance of adaptability and never settling for less in recruitment. His insights are valuable for anyone aiming to build a thriving business culture.