Revenue Builders

The most impactful leaders turn challenges into growth opportunities. In this episode, our hosts welcome Dr. Tommy Watson, Ed. D., ACC, one of America's leading experts on turning transitions into triumphs, to their podcast. Dr. Watson has authored two books and is considered an authority on resilience, change, motivation, and leadership. Dr. Tommy explains his definition of resilience as the ability to bounce back from adversity. He believes that no matter what area of life someone comes from or what they do, they will always face challenges and must be able to bounce back in order to be successful. Learn more about Dr. Tommy’s philosophies for life and leadership in this latest episode of Revenue Builders.Additional Resources:Support skill and character building for NC youth: https://www.shieldmentor.org/Read Dr. Tomy’s motivational guide - The Resilience of Champions: Secret Habits of Highly Resilient Individuals and Organizationshttps://www.amazon.com/Resilience-Champions-Resilient-Individuals-Organizations/dp/1491733543Read Dr. Tommy’s memoir - A Face of Courage: The Tommy Watson Storyhttps://www.amazon.com/Face-Courage-Watson-Story-How-survive/dp/0595530567Connect with Dr. Tommy on LinkedIn: https://www.linkedin.com/in/tawatsonspeaking/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSDr. Tommy’s definition of resilienceHow sports gave him a dreamBeing a statistical miracle of human resilienceHow to focus on the positiveTuning in to your ‘yes’ voice and tuning out your ‘no’ voiceThe three V’s of motivationNever forget your ‘why’Finding the one thing that is going rightThe resilience of champions and thriving in uncertaintyThe growth comes from the valley, not the mountains.Defining your vision of excellenceSuccess and failure are a cycle, not opposite outcomesRituals of your culture QUOTESDr. Tommy - Definition of resilience: “Resilience, John, and John, is really about just bouncing back from adversity because no matter what area of life you come from, or what you do, we're always going to face some challenges when it comes to life, life is gonna throw things at us, and we got to be able to bounce back. But I think oftentimes people look at resiliency as simply surviving, that's an aspect of it. But resiliency is really about bouncing back and thriving.”Dr. Tommy - Focus on the positive: “Sometimes in the midst of a lot of chaos, you have to hone in on the one thing that's going right, find one thing that's going right and hold on to it.” 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.

As sales leaders, our success isn’t defined solely by revenue. Today’s guest Zack Rosenburg is the co-founder of SBP, an organization that supports communities affected by natural disasters. Originally founded as a disaster relief volunteer group in 2006, SBP has evolved to now include government advisory, loan funding programs, and disaster risk education and prevention into their activities. A former defense attorney, Zack has built a career on serving others. His story is inspiring as is his approach to his non-profit. Zack and SBP adopted a unique approach to non-profit growth that focuses on efficiency and the customer experience. He discusses his dedication to continuous improvement and a people-first culture. Listen to the full conversation with John McMahon and John Kaplan to learn about maximizing your impact. Additional Resources:Learn more about SBP and support their mission to end suffering from natural disasters: https://www.sbpusa.org/Connect with Zack on LinkedIn: https://www.linkedin.com/in/zackrosenburg/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSZack’s history in lawThe class implications of natural disastersThe “Mom” RuleTalk about problems, not just wins.Are you ahead or behind?If you do it well, share it.The power of knowledge investmentsStrive to put yourself out of businessCreating a safe cultureDon’t get too far ahead or too far behindThe best ideas come from the shop floorConstructive DiscontentYou have to be hearableWithout struggle, there is no progressSteering through turbulenceThe magic of aligning on valuesQUOTESZack - Inspiration from Toyota’s Yokoten Notion: “If a for-profit global company can take their resources to drive efficiency with others, we can do the same thing. And that's what started our share intervention when we began, not just investing money, but time resources in the Toyota Production System.”Zack - Think about what the customer wants: “We realized that just being reactive wasn't enough. Just building houses wasn't enough. They talked about upstream solutions, and the best upstream, and they talked about what would the customer want? Think about does the customer want us to rebuild their house? Or would they want to never need our help in the first place?” 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.

What characteristics make a successful entrepreneur? Jim Baum has over 25 years of tech industry experience as an entrepreneur and board leader. According to Jim, it takes “the smarts, the drive, and just enough of the craziness to make it happen.” As a seasoned president, CEO, and advisor of high-growth, venture-backed B2B software environments, he shares his insights on the limits of technology, the importance of customer-defined value, and how entrepreneurial values are critical to the success of all sales individuals and leaders. Dig in to strategies for personal and organizational growth in this conversation with John McMahon and John Kaplan on Revenue Builders.Additional Resources:Support Angel Flight in providing transportation to lifesaving medical care: https://www.angelflightne.org/Connect with Jim on LinkedIn: https://www.linkedin.com/in/jimbaum/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcastHIGHLIGHTSHow Jim’s technical background helped him in his careerAdvice for technical people looking to become revenue buildersAdmitting and owning mistakesIteration is keyThe dynamic subordination of leadership and decision makingKey traits of successful entrepreneursEntrepreneurship as a mindset for all sales leadersHow contagious passion shapes enterprise teamsDifferences between being an entrepreneur and being a corporate executiveThe importance of having an outside-in vs inside-out mentalityQUOTESJim - Get to know the customer: “Not to downplay the importance of technology, and the quality of the technology and the architecture and the systems that are used, and the way they're deployed, and the way they scale and all of those things. But on top of all that, there's an end user, there's a person, there's a human or a system that needs to somehow derive value from what this technology is doing. And so I really think the advice is, get to know the customer get to know the use case, get to know, in deeply understand the value.”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.

Work/life balance is often something we strive for, but have difficulty achieving. This week’s guest Marcy Stoudt, CEO and co-founder of Revel Coach, helps leaders avoid burnout and become their best selves. Marcy offers advice for all leaders to avoid burnout and achieve work-life balance without sacrificing success in either area. She also discusses how diversity and new generations are changing the corporate landscape, diving into how both women and their teams can ensure success throughout and after the maternity leave process. Tune in for actionable items on leading, and rising the ranks within, a modern sales workforce in this latest episode of Revenue Builders. Additional Resources:Shop Unique Products that Support Rehabilitation of Human Trafficking Survivors at Rethreaded: https://rethreaded.com/Visit Revel Coach’s Website: https://www.revelcoach.com/Connect with Marcy on LinkedIn: https://www.linkedin.com/in/marcy-stoudt-59469a2/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhat is Revel Coach and why does it exist?Exploring Challenges Faced by Working MomsBalancing Work, Home, and SelfEgo, Affirmation, and BurnoutLiving above the line vs. living below the lineAddressing Work AddictionsGenerational Judgment vs. Growth MindsetCross-Generational Leadership and Cultural ConfusionExecutive Burnout and MicromanagementWomen in Sales, Abundance Mindset, and Modern Maternity ProgramsIdentifying who you are today and what serves you nowThe importance of understanding the other person’s perspectiveLiving Life with No Regrets QUOTESMarcy - What Revel Coach is all about: "Specifically, we serve that time-starved working mom whose vision of success includes a very successful career, but without the sacrifice of personal wellness or quality time at home."Marcy - Leading beyond generational judgment: “The best leaders see the strength and people's unique style, and basically you want to flourish that mute, get that person to flourish…” 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.

WHAT DOES IT TAKE TO BE A GREAT LEADER?John McMahon and John Kaplan welcome Dali Rajic, Chief Operating Officer at Zscaler, as he discusses his career in sales leadership, starting as a first-line manager and eventually becoming a Chief Revenue Officer (CRO). He gives advice for fron-tline managers, those coaching front-line managers, and those wishing to take their career to the next level. Dali discusses the difference between working hard and working efficiently, the anatomy of a great team culture, and explains an approach to results-based enablement. Learn more about Dali’s work and achievements in this latest episode of Revenue Builders. Additional Resources:Support At-Risk Youth with National Runaway Safeline: https://www.1800runaway.org/Visit Zscaler’s Website: https://www.zscaler.com/Connect with Dali on LinkedIn: https://www.linkedin.com/in/dali-rajic-295912/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe Revenue Builders Podcast: A Conversation with Dali RajicThe Different Types of Leaders and What They Need to LearnThe Benefits of Being Vulnerable in the WorkplaceThe Second Line Manager's Role in SalesThe Differentiation Between First and Second Line ManagersThe Impact of Moving from Second Line to Third LineThe Importance of Keeping a Pulse on the BusinessThe Importance of Thinking Like an Executive in a Complex OrganizationThe Importance of a Strong Revenue Operations FunctionThe Importance of Being Selective with PromotionsThe Importance of Trust and Community in BusinessThe Impact of Sales on Organizational Culture and DevelopmentDali Rajic on the Importance of Training and DevelopmentThe Importance of Enablement in Career SuccessThe Power of Enablement and Rev-Ups in BusinessThe Importance of Enablement in BusinessLeadership Enablement: The Key to Inspiring ComplianceThe Importance of Marginal Gains and Training Sales LeadersLeadership Development in a Remote WorldThe Impact of Leaders on Sales PerformanceThe Three R's of Successful Sales: Recruitment, Readiness, and ResultsThe Importance of Coachability and Being a Team Player in a High-Growth CompanyThe Top Three Takeaways from Dali Rajic's Interview on Sales EnablementThe Importance of Leadership in Business QUOTESDali - A leader doesn’t have all the answers: "Actually it's okay to be vulnerable because you think you got promoted, and you got to know everything except you don't know everything. All this talent on your team, and if you create a culture of mutual learning from one another, then it becomes really an approach of exchanging ideas, weighing them, trying to figure out what the best one is forward, you become a sounding board, you learn, evolve your thinking, now you can add more value."Dali - Celebrate every small win: “Everybody waits for like this big miracle to happen this big enlightenment this moment, and what you miss out is, if you're just waiting for the big moments, you miss all the little moments. And what we brought in is a concept of marginal gains, where we celebrated every small win.” 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.

John McMahon and John Kaplan welcome Dave Tiley in this latest episode of Revenue Builders. In this conversation, Dave shares his journey of being a serial entrepreneur, growing and selling multiple successful startups, and how it led him to become a private equity investor. He discusses his experiences running and growing businesses and developing his “good to great” approach along the way. With this approach, Dave and his firm Align Capital Partners get radically honest about what’s working in their companies and what is not benefitting the end goal. Applying this philosophy to culture, accounting, sales and talent is what enables them to help the companies they work with graduate from just good to truly great. Additional Resources:Support Restore Addiction Recovery in fighting the opioid crisis: https://restoreaddictionrecovery.com/Visit Align Capital Partners Website: https://aligncp.com/Connect with Dave on LinkedIn: https://www.linkedin.com/in/davetiley/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSDifferences Between Venture Capital and Private EquityInvesting in the Middle MarketVC Funding for StartupsThe Future of Venture-Backed CompaniesThe Importance of Both Revenue and Earnings Growth in Private EquityThe Different Types of Private Equity InvestmentsThe Importance of Company Culture in AcquisitionsThe Importance and The Benefits of a Good Leadership TeamInnovation and Culture are Key for Successful CompaniesThe Importance of Company Culture in Hiring New EmployeesThe Importance of a Good Sales ProcessThe Differentiator Between Good and Great SalespeopleThe Benefits of Good to Great for Small BusinessesThe Importance of a Company's Mission StatementTaking Risks and Betting on Yourself QUOTESDave - Keep your mind open to new opportunities: "What I would encourage people is financially, they get rewarded no matter what, and it's usually a pretty life-changing event, and that's why we really focus on the journey, not the exit. It's that journey, because they just, they quiver just got richer and bigger, because they've done now a private equity exit, and that just makes them more right open and the door opens for other opportunities." Dave - You can learn in every situation: "I just want to tell people, man bloom where you're planted. Everyone was trying to think, Well, I gotta get to the next three jobs, or I gotta get over here. I gotta get over here. And they're missing the blessing of what this job can give you. Because I think you can learn something in every situation." 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.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.