Revenue Builders

The conversation delves into the critical role of self-care for leaders facing immense pressure. Tony Marino emphasizes that achieving peak performance is akin to elite athletes, requiring attention to diet, sleep, and stress management. He advocates for daily personal time to recharge, asserting that neglecting self-care negatively impacts decision-making and team dynamics. The discussion also touches on the importance of recognizing burnout signs early and managing time effectively to avoid falling into the 'just need more time' trap.

Matt Maloney, SVP of Global Sales at Fireblocks, shares his journey into the cryptocurrency landscape, emphasizing its potential to transform finance. He discusses the role of stablecoins and the importance of blockchain security, especially after incidents like the Bybit hack. Matt also highlights the need for adaptable, coachable sales teams in emerging markets and the significance of traditional sales disciplines. With insights from the influential book 'Inside the Tornado,' he underlines strategic decision-making and the necessity to understand customer needs in this evolving financial sector.

Marcello Gallo dives into the crucial interplay of champions and procurement in enterprise sales. He emphasizes the need for champions to actively advocate and engage during the procurement process, rather than retreating. Gallo highlights that elite sellers take full ownership of their deals, dismissing excuses about delays. Understanding the consequences of unresolved issues is vital for persuading stakeholders. Ultimately, true champions must hold power, creating a partnership that elevates the selling process.

George Mogannam, the CRO at Celigo, shares his wealth of experience in scaling high-growth sales organizations. He discusses the common challenges startups face and the critical role of hiring the right salespeople. George emphasizes the importance of structured onboarding, continuous enablement, and effective communication across departments. He draws parallels between athletic routines and business leadership, highlighting how structure can enhance team cohesion. Additionally, he explores the urgent need for timely hiring and the hidden costs of delays in building an effective sales team.

John Rowell shares how meticulous preparation transforms the sales game. He emphasizes the importance of understanding a buyer's needs before making a call, turning cold outreach into warm connections. Effective prep builds trust, allowing for authentic conversations. By comparing sales to elite athletics, Rowell highlights that top performers obsessively prepare to hit their targets. The podcast underscores how a structured approach enhances efficiency and confidence, leading to meaningful relationships in sales and entrepreneurship.

In this engaging discussion, Tony Marino, a seasoned executive coach and former CHRO at Fiserv, shares insights on resilient leadership. He highlights the parallels between sports and business, advocating for a 'corporate athlete' mindset. Marino emphasizes the importance of self-awareness, prioritizing key tasks, and maintaining physical and mental health to prevent burnout. He also dives into the transformative power of feedback and navigating team dynamics, stressing the necessity for well-rounded leaders skilled in various critical areas.

Matt Nolan, the CRO of Redwood Software, shares valuable insights from his journey scaling a revenue organization past $200M. He discusses the crucial shift from being a deal-maker to a system-builder and how to navigate the complexities of cultural integration post-acquisition. Matt highlights the importance of authentic leadership in building trust and emphasizes that understanding existing cultures is key when implementing new strategies. He also touches on the challenge of balancing learning with initiating change as a new leader.

Marcello Gallo, Chief Revenue Officer at Sigma Computing with over 20 years in enterprise sales, shares his unconventional journey into sales. He emphasizes the importance of structure and mentorship in driving revenue growth. The conversation dives into transitioning from technical roles to sales, underscoring the need for a deep understanding of customer needs. Marcello discusses the role of effective communication in navigating complex sales processes and highlights the significance of a growth mindset and aligning with product-market fit for sustainable success.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selling into strategic accounts. Jane shares hard-won wisdom on navigating multi-divisional enterprises, building champions across layers of influence, and translating technical capabilities into board-level business value. If you want to elevate from tactical selling to true strategic impact, this episode delivers the roadmap.KEY TAKEAWAYS[00:00:45] Focus beyond standard research—find personal executive insights to connect meaningfully.[00:01:15] Strategic sellers must bridge technical solutions to business outcomes.[00:02:00] Map value by stakeholder: technical director, VP, CIO—tailor it to each.[00:03:30] Selling to multi-divisional organizations requires managing multiple champions, needs, and value props.[00:04:15] Ecosystems are interdependent—solutions impact multiple departments.[00:05:00] Use the “M and W Effect” to navigate accounts vertically and horizontally.[00:06:00] Prevent single-threading—schedule multiple meetings at once and communicate openly.QUOTES[00:01:20] “Anyone can go read a 10-K, but go find personal tidbits that help you build a champion at every level.”[00:01:55] “You have to translate what you do into business issues—or you’re not going to be a good strategic account rep.”[00:02:40] “If you think in a strategic sense, mapping value by stakeholder becomes second nature.”[00:04:00] “It’s a skill to unify multiple divisions with multiple stakeholders into a single ROI conversation.”[00:05:10] “If you’re not moving up and down in the org chart, you won’t make it in strategic accounts.”[00:06:05] “Be transparent—reach high and wide without being sneaky. It works if done right.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompsonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: Revenue Builders Podcast, John Kaplan, John McMahon, Force Managementhttps://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Matt Nolan, Chief Revenue Officer at Redwood Software, dives into his extensive journey in global revenue strategies and scaling automation solutions. He discusses the crucial role of company culture in recruitment and the art of hiring proactively, emphasizing that strong leadership significantly influences team success. Matt shares insights on navigating board relations, the impacts of remote teamwork during the pandemic, and the importance of creating a high-performance culture that drives growth. Listeners gain practical strategies for building winning sales organizations.