Revenue Builders

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.

Brian White, the running backs coach at Bowling Green State University, shares his insights on coaching through human connection. He discusses how losing can teach invaluable lessons about accountability and productivity. White emphasizes the importance of personal connections, understanding players' backgrounds, and instilling core values like gratitude, grit, and selflessness. He also highlights the delicate balance between individuality and teamwork in fostering a strong team spirit. His guiding mantra? "Play hard, fast, and be a great teammate."

Sasha Anderson, Global Head of Customer Success at Canva, dives into the nuances of consumption-based pricing and its impact on customer engagement. Dan Barrett, Executive VP at MongoDB, highlights the necessity of aligning customer expectations with tangible value demonstration. Allison Pickens, co-author of The Customer Success Economy, discusses the urgent need to reduce churn by understanding internal factors that drive customer turnover. Together, they emphasize data analysis, cross-team alignment, and strategic transparency as keys to thriving in customer success.

Join Jeremy Duggan, a leadership expert from Multiverse, as he shares insights on the difference between managing and leading. Mark Wendling from Snowflake explores essential sales disciplines and the traits that make top salespeople successful. Brian McCarthy, CRO at Rubrik, delves into key sales stages and defining exit criteria crucial for effective execution. Finally, Doug May of Harness emphasizes the importance of aligning solutions to customer goals through his value pyramid framework, bringing clarity to business value assessments.

Mark Roberge dives into how AI challenges outdated business models and the necessity for fresh thinking to drive innovation. He highlights how large companies often resist disruptive changes due to internal dynamics. Rather than just automating tasks, there's a call for a comprehensive approach to enhance the customer experience. Roberge warns that current AI tools are merely iterative, lacking revolutionary potential. The conversation also raises provocative questions about the future of work, including the emergence of billion-dollar firms with minimal staff.

Dive into the intricate world of sales management, where effective recruitment and territory planning are paramount for first-line managers. Discover the challenges faced by second-line managers and the significance of accountability in leadership roles. The discussion also includes the critical nature of product knowledge for sales reps and strategic time management. Unravel the essential responsibilities of a Chief Revenue Officer and how collaboration across departments can elevate sales success. Tune in for invaluable insights on building robust sales teams!

Devavrat Shah, CEO of Ikigai Labs and MIT professor, joins the discussion to unravel the complexities of artificial intelligence. He covers the historical evolution of AI, tracing its roots and essential concepts. The conversation highlights AI's role in enhancing business models and decision-making through collaboration and explainability. Shah emphasizes ethical AI governance and the urgent need for upskilling in the workforce, urging businesses to adopt a mindful approach to AI to ensure sustainable growth and innovation.