Revenue Builders

Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures, discusses his career trajectory from Oracle to startups like Marketo. He shares insightful lessons on transparent leadership, strategic hiring, and the vital role of adaptability in embracing AI technologies. Bill emphasizes mentorship and patience as key factors for career growth and explores the transition from being an individual contributor to a leadership role. His practical advice on enhancing sales performance and navigating market challenges provides a roadmap for aspiring revenue leaders.

Hollie Castro, a seasoned Chief People Officer and business transformation expert, joins the discussion to emphasize the power of understanding team dynamics. She highlights the importance of building meaningful connections with team members to boost leadership effectiveness. Expect insights on hiring strategies that prioritize complementary characteristics and the significance of embracing diverse perspectives for innovation. Hollie shares her experiences advocating for curiosity and empathy to navigate cultural differences and foster selfless teamwork.

Sasha Anderson, Global Head of Customer Success at Canva, shares her expertise in customer success management. She discusses the evolving role of CSMs, debating the balance between commercial and technical focus based on product complexity. Sasha emphasizes the significance of customer value in consumption-based models and the need for alignment between sales and CS teams. The challenges of specialization within CSMs and strategies for building a high-performance culture are also highlighted, making this a treasure trove of insights for leaders in the field.

Anne Gary from Force Management joins the discussion, bringing expertise in aligning metrics with buyers. She emphasizes the significance of identifying customer pain points during the discovery phase. The conversation navigates the challenges of establishing effective customer success metrics, highlighting the difference between financial and technical aspects. Practical advice is offered for sales reps to bridge these perspectives, underlining the importance of preparation and communication in sales discussions.

Join sales experts John Kaplan, known for his expertise in event structuring, and John McMahon, a speaker on effective sales kickoffs, alongside MongoDB's Alan Chhabra, who offers partnership insights. They discuss how to create impactful sales kickoffs that motivate teams and align with business goals. Key topics include maximizing participation, the importance of clear messaging, engaging presentations, and the power of role-playing for skill development. They also stress the need for collaboration with partners to enhance the overall event experience.

Join Carl Froggatt, a seasoned expert from Deep Instinct, and Joe Lynch, a pro from Citibank, as they delve into the art of closing high-stakes deals. They emphasize the importance of engaging critical '100-pound brains' early in the sales process. Discover why companies like Citibank prioritize solutions over flashy tech. The duo shares strategies for fostering internal champions and navigating the complexities of resource allocation within organizations. Get actionable insights on aligning stakeholder priorities for successful outcomes.

Job transitions can be daunting, but there are effective strategies to thrive. Discover the art of strategic networking while managing your energy. Prioritize opportunities that align with your long-term goals rather than just a title. Learn how to treat interviews like sales calls, solving problems and asking insightful questions. Plus, hear about one candidate's memorable approach that combined silence, confidence, and a wink to stand out. It's about energizing your job search and showcasing your potential!

In this insightful segment, John Kaplan, a key figure in the sales strategy realm, shares exciting updates and highlights about the podcast, which is a finalist for two People's Choice awards. He emphasizes the importance of making the most out of sales kickoffs and introduces an upcoming webinar focused on common pitfalls sales teams should avoid. Kaplan's message is both motivating and informative, aimed at helping listeners transform their sales strategies for year-long success.

Brian White, the Running Backs Coach at Bowling Green, shares his coaching journey and highlights the parallels between sports and leadership. He discusses the importance of will over skill and fostering intimate player connections to build a collaborative team culture. White emphasizes learning from both wins and losses, the necessity of effective communication, and the role of feedback in personal and team growth. Tune in for his insights on adapting to evolving dynamics and creating a nurturing environment for high-performance teams.

Scot Loeffler, head football coach at Bowling Green State University and former quarterback coach for Tom Brady, dives into the art of rebuilding a football team. He shares insights into the challenges of hiring the right staff and the significance of cultivating a positive team culture. Loeffler emphasizes focusing on the majority who are dedicated rather than the few who resist change. He highlights the essential role of time in this transformative journey and reflects on how past experiences shape current strategies.