Revenue Builders

As the year comes to a close, motivation is key for sales leaders and teams. A focus on reflections from the past year highlights the importance of resilience and the drive to finish strong. Preparations for the upcoming year are crucial, emphasizing strategic planning and a proactive mindset. Listeners are encouraged to embrace challenges and maintain momentum to kickstart the new year with energy. Happy holidays and a reminder to stay inspired!

Join Doug Holladay, author of 'Rethinking Success,' who brings a wealth of experience in public service and finance. He dives into the loneliness epidemic, discussing how modern life affects genuine friendships. Doug emphasizes the importance of vulnerability in leadership and the need for authentic connections. He shares personal stories showcasing the transformative power of meaningful relationships and offers practical insights to foster emotional bonds, reminding us that showing up for others is key to a fulfilling life.

The hosts share powerful tales of grit and resilience, spotlighting a remarkable veteran who embodies these qualities. They highlight the inspiring work of a nonprofit aiding children of wounded soldiers, underscoring the importance of generosity, especially during the holidays. A special message from a decorated veteran sheds light on his experiences, motivating listeners to support meaningful causes.

Tom Deierlein, a West Point graduate and CEO of Thundercat Technology, shares his inspiring journey from Army service to entrepreneurship. He discusses being critically wounded in Iraq and his incredible recovery journey at Walter Reed. The conversation delves into the essence of grit, emphasizing resilience and persistence in overcoming life's obstacles. Drawing from personal experiences and Angela Duckworth’s research, Deierlein highlights the importance of setting long-term goals and the power of supportive relationships in achieving greatness.

Join a captivating discussion on the nuances of pricing in sales. Learn why establishing value upfront is crucial to avoid low perceptions. Discover the significance of a thorough discovery process that aligns your solution with customer pain points. Find out how to defer pricing talks to maintain leverage and build trust through transparency. Explore the power of using broad pricing ranges tied to ROI as a strategy for navigating early pricing pressure.

The hosts share their gratitude for the audience, especially during Thanksgiving, emphasizing the importance of listener feedback. They encourage subscribers to leave reviews, assuring that it significantly impacts future content. There's a hint of future topics that may be shaped by audience requests, fostering a sense of community engagement. The conversation wraps up with a positive outlook on finishing the year strong, reinforcing the bond with their listeners.

Discover what truly makes sales reps successful with insights from industry expert Bill Binch. He highlights the importance of a compelling employee value proposition and outlines key traits to look for when hiring. Learn how starting the week with nine customer-facing meetings can dramatically boost reps' performance. Binch also stresses the need for structured onboarding aligning with success metrics and the value of creating a 'success profile' to emulate top performers. Tune in for valuable strategies to elevate your sales team!

In this conversation, Keith Textor, Senior VP of Global Professional Services at Tenable, shares his rich experience bridging technical and sales teams. He discusses the critical balance of roles in customer engagement and highlights the art of customizing demonstrations to meet client needs. Keith delves into the complexities of navigating remote sales and the necessity of adhering to a defined sales process. He also emphasizes recognizing technical contributions within teams and leveraging telemetry for enhanced customer success.

Sasha Anderson shares expert insights on crafting a scalable customer success strategy. She highlights the importance of focusing on input metrics rather than just output metrics. Clear roles and responsibilities within teams can significantly enhance performance management. The conversation delves into the complexities of customer retention and how regular interactions can boost satisfaction. Practical advice on defining engagement models and diagnosing business issues adds depth to the discussion, making it a valuable listen for leaders in customer success.

Join George Conrades, former CEO of Akamai Technologies and current Oracle Board member, as he shares inspiring insights from his book, 'On Being a Leader.' He emphasizes the power of effective listening and how inclusiveness fosters team dynamics. Delve into the differences between transactional and transformational leadership while understanding the significance of authenticity and self-awareness. George discusses navigating change, the importance of clarity and accountability, and why loving people is at the heart of true leadership.