Revenue Builders

Anne Gary, Managing Director at Force Management, shares her expertise on the traits of sales champions. She delves into distinguishing between business and technical champions, emphasizing the importance of influence over positional authority. Listeners learn to utilize organizational and power charts to identify key players and change agents. Gary highlights how the right relationships can drive decision-making and improve business outcomes, offering invaluable strategies for sales success.

Alex Varel, the CRO at Multiverse and seasoned sales leader, dives into his journey spanning media, software, and technology. He emphasizes the power of vulnerability and authenticity in leadership, sharing personal stories that highlight their role in fostering strong team connections. Varel discusses the importance of data-driven decisions and iterative improvements for scaling sales. He balances recruiting talent internally versus externally and stresses the need for effective operating rhythms to drive growth and cultivate a culture of continuous learning.

Exploring the power of adaptability, the discussion highlights its role as a strength rather than a weakness. Job-hopping is now seen as a norm, reflecting the evolving job market. The podcast delves into the psychology behind resistance to change, linking coachability and curiosity to personal growth. Leaders are urged to understand trust dynamics and the root causes of employee resistance to coaching. Ultimately, embracing change is key to reaching full potential in business and leadership.

Sunil Dhaliwal, a seasoned venture capitalist and founding partner of Amplify Partners, shares insightful perspectives on the intricacies of startup sales leadership. He discusses the vital traits required for success, such as adaptability and effective communication. Dhaliwal highlights how the role of sales leaders evolves with a company's growth stages and emphasizes the importance of aligning board presentations with core metrics. He also explores emerging tech trends and the significance of self-awareness for career satisfaction.

Join a tech executive as he shares insights from his journey in leadership. Discover how to navigate the tricky transition from manager to leader while emphasizing the importance of team dynamics. Learn how to overcome imposter syndrome, especially when leading experienced team members. The conversation highlights the value of empowering others and hiring top talent. It's all about fostering an environment where relationships and a shared mission drive success.

Chaz MacLaughlin, Chief Revenue Officer at Nucleus Security, shares his expertise in B2B sales recruiting and interviewing. He highlights the crucial behavioral traits like hard work, curiosity, and teamwork essential for candidates' success. Chaz emphasizes the need for patience in hiring and stresses the importance of continuous recruitment. The conversation also explores the significance of cultural fit and the complexities of trust in recruitment, providing insightful strategies for leaders and recruiters to enhance their hiring processes.

Discover the art of accurate forecasting and its impact on sales success. Jim Kelliher shares how sandbagging can harm organizations and emphasizes the need for a supportive, educational culture. The discussion highlights the role of leadership in fostering accountability and addressing variances mid-quarter. Learn how a leader's connection with their team reflects through forecasting accuracy, ultimately driving better decision-making and consistent growth.

Marcy Stoudt shares invaluable insights on networking with intention and the power of energy management in career choices. She explains why understanding what energizes you is crucial for finding fulfilling roles. The discussion emphasizes assessing energy alignment in job evaluations and maintaining a positive mindset during job searches. Marcy also highlights the importance of distinguishing between opportunity and position, encouraging listeners to prioritize long-term growth over ego.

Artificial intelligence is transforming consumption-based pricing models, enabling more accurate revenue forecasting. Experts discuss the challenges of predicting localized demand while balancing macro trends. AI empowers sales teams by analyzing data as a predictive framework, fostering trust within organizations. The conversation highlights how businesses can leverage AI to aggregate complex data and improve decision-making, offering a competitive edge in the market.

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the keys to creating impactful sales kickoffs (SKOs). They explore strategies to motivate sales teams, align them with company goals, and provide the knowledge and skills necessary to succeed in the upcoming year. With insights on product presentations, leadership speeches, and peer-to-peer knowledge sharing, this episode offers a blueprint for making SKOs a transformative event for your sales force.KEY TAKEAWAYS[00:00:26] The primary objectives of an SKO: motivating the sales team, aligning them with company goals, and providing training.[00:01:37] Peer-to-peer knowledge sharing during SKOs is an often overlooked, yet invaluable benefit.[00:03:03] Product updates during SKOs: only present when there is a clear, well-differentiated value proposition. Avoid overpromising timelines or features.[00:04:13] Leaders must intimately understand the challenges faced by their sales teams to inspire and motivate effectively.[00:05:27] Creating a “platform of opportunity” and defining clear, aspirational goals motivates high-performing salespeople to fully commit.QUOTES[00:01:37] “The priceless piece of SKOs is the transfer of knowledge between sales reps—it’s not just top-down training.”[00:03:31] “Don’t make promises you can’t keep about product timelines; it’s the fastest way to demotivate a sales force.”|[00:04:35] “Tell your sales team why they’ll be better at their job, why they’ll make more money, and how they’ll achieve their career aspirations.”[00:05:27] “People want to stand on a platform of opportunity that elevates them to be a special individual on a special team.”Enjoying 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: https://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.