“The best sales leaders are actually business leaders.” Murray Demo joins John McMahon and John Kaplan on a new episode of the Revenue Builders Podcast. A six-time CFO and board director for Citrix, Easy Software, Centrify, Qualtrics, and Lacework, Murray joins us to discuss the importance of the big picture for sales leaders. He explores how leaders can start to zoom out from just sales success into constructing a full-scale business strategy, and shares advice for CFOs and CROs approaching economic downturn.

Everything is a trade-off when you’re making complex business decisions, but how can you be sure you’re making the best decision for the long-term health of your company? Murray suggests getting on the ground meeting people and staying informed on what’s happening at every level of the organization. Dig into even more advice for sales leaders in this episode of Revenue Builders.

Here are some key sections to check out: 

08:29 The key metrics to look for in sales performance

13:47 Balancing fiscal responsibility with agility

20:40 Compensation programs’ impact on company performance

29:37 Expectations of cost justification and commitment

42:38 Defining a good company

56:31 Defining a down round and how to handle it
 

Additional Resources:

• Connect with Murray Demo on LinkedIn: https://www.linkedin.com/in/murray-demo-59a31117/
• Visit the Lacework website: https://www.lacework.com/
• More resources for leaders facing economic change: https://forc.mx/3neLAR7

QUOTES

Murray - Where the best leaders come from: “What I have found, though, is the best sales leaders are actually business leaders, they made a transition from carrying the bag and trying to make their number and tunnel vision and closing business, which is what you have to do to start your career, but as you progress up, the ones that are the most successful, they turn into business leaders and trying to solve a problem more at a company level than just for a specific sales oriented activity.”

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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