Revenue Builders

In this episode, John Kaplan and John McMahon talk through their key takeaways from the most popular episodes in our Revenue Builders Archive. We compiled our top five shows based on listener data - tune in as our hosts talk through the following conversations and lessons learned:

[00:03:03] The Difference Between Managing and Leading with Jeremy Duggan, President and Board Member at Multiverse.
[00:09:27] Sales Best Practices with Mark Wendling, VP of WW Data Cloud Sales at Snowflake.
[00:12:54] Sales Stages and Exit Criteria, with Brian McCarthy CRO at Rubrik.
[00:19:36] Business Value Assessments, with Doug May SVP of Productivity at Harness.

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

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

In this short segment of the Revenue Builders Podcast, Mark Roberge shares some thoughts on AI and how to think about using it to innovate business, rather than automating isolated tasks. It’s part of a larger episode with John Kaplan and John McMahon. 

KEY TAKEAWAYS

[00:00:25] How AI Disrupts Legacy Thinking: Relying on established systems and resources will lead to failure; companies must rethink from scratch.
[00:01:41] Big Companies Resist Disruption: Internal power dynamics often prevent large companies from embracing necessary innovation.[00:03:13] AI's Shortcomings in Sales: Many companies focus on automating tasks rather than considering the full customer experience.
[00:05:09] AI Co-pilot Concept: Current AI tools are overly iterative, with most companies simply aiming to boost productivity, not revolutionize.
[00:05:57] Future of Work with AI: The potential for billion-dollar companies with minimal employees raises questions about capitalism and job creation.

HIGHLIGHT QUOTES

[00:00:46] Mark Roberge on Innovation: "The minute you say, ‘How can we leverage what we already have?’—game over."
[00:01:41] John McMahon on Company Resistance: "The people in power won’t give in easily to disruptions that challenge their status."
[00:03:57] Mark Roberge on AI's Shortcomings: "Co-pilot is the pets.com of this era. It’s iterative. It’s not revolutionary."
[00:05:57] Mark Roberge on Future Jobs: "AI will lead to the first billion-dollar company with two employees."

Listen to Mark’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/innovation-growth-and-failure

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, John Kaplan and John McMahon talk through each stage of sales management and the important responsibilities that must be mastered at each role.

From first-line manager to second-line to VP of Sales and all the way up to the CRO, they tackle the key responsibilities at each role and the key factors that go into coaching and developing their teams at every stage. It’s a great discussion on how these leadership roles intertwine with the ultimate goal of building a system for revenue success. 

ADDITIONAL RESOURCES

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

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

Force Management’s Manager Enablement Resources: https://hubs.li/Q02Vt_xM0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:02] Key Responsibilities of Sales Reps
[00:03:46] Challenges of First Line Sales Managers
[00:07:03] Territory Management and Fairness
[00:11:35] Recruiting and Developing Talent
[00:19:46] The Role of Second Line Managers
[00:36:07] A Learning Experience in Management
[00:38:07] The Impact of Attrition on Sales
[00:41:12] Why Sales Reps Fail
[00:50:28] The Importance of Time Management
[00:55:01] Responsibilities of a CRO
[01:04:32] Critical Metrics for Sales Success

HIGHLIGHT QUOTES

[00:07:01] "Management needs to have deep insights into the accounts and the reps. Without that, it's all just guesses." – John McMahon
[00:18:16] "If you're a good recruiter, you meet spouses and friends of your hires. You have to zip them up in a body bag if you fail them, and that's serious." – John Kaplan
[01:13:37] "Critical activities, proactive processes, and understanding why we're measuring people on these metrics are key components for driving success." – John Kaplan
[01:12:51] "It's all about building and maintaining a collective sense of urgency and careful management of quotas and recruiting timelines." – John McMahon

In this episode, John Kaplan and John McMahon are joined by Devavrat Shah, CEO and co-founder of Ikigai Labs and MIT professor, to demystify the rapidly evolving landscape of artificial intelligence. The conversation spans a wide array of crucial AI topics including the history and applications of AI, causal inference, explainability, and the integration of AI into sales and forecasting processes. Key highlights include the role of AI in consumption pricing, business model transformations, and job market impacts. Shah underscores the importance of governance, ethical use, and education in AI, offering valuable insights into AI tools from Ikigai Labs and their practical implementations in sectors like healthcare, supply chain, and BFSI. The discussion concludes with a focus on the explosive growth of AI, urging businesses to invest in internal education and to approach AI adoption with a 'proof of value' mindset for sustained success and global upskilling.

ADDITIONAL RESOURCES

Connect and learn more about Devavrat Shah:
https://www.linkedin.com/in/devavrat-shah-63b59a2/

Learn more about AI through Ikagai Academy: https://www.ikigailabs.io/ai-academy

Check out Force Management’s guide on implementing AI for B2B Sales teams: https://hubs.li/Q02TG4tZ0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:02] History and Evolution of AI
[00:06:21] Understanding AI Terminology
[00:18:37] The Role of Explainability in AI
[00:26:45] AI in Consumption Pricing and Forecasting
[00:33:33] Future Possibilities and Implications of AI
[00:35:58] AI's Role in Healthcare and Decision Making
[00:37:08] Human-Machine Interaction and AI
[00:38:29] Embracing AI Tools in Daily Life
[00:40:33] Challenges and Governance in AI
[00:42:44] The Importance of AI Governance
[00:49:10] Introduction to IKIGAI Labs
[00:54:13] AI's Impact on Industries and Consumers
[01:01:18] The AI Revolution: Why Now?

HIGHLIGHT QUOTES

[00:03:15] "AI, statistics, machine learning, data science, for me, all of those terms have intimate relationships." – Devavret Shah
[00:04:32] "Humans primarily do two things really well: mind and muscle." – Devavret Shah
[01:00:27] "Don't just rush into AI because it's cool. Carefully choose where you go." – Devavret Shah
[01:00:51] "Have internal champions who should be educated in terms of how to use AI." – Devavret Shah
[01:04:13] "It's time to just upskill a little around AI so that we are not left behind." – Devavret Shah

The best sales kickoffs are planned in a way that aligns with the company’s strategic goals and sets your revenue teams up to execute successfully. In this segment, John Kaplan and John McMahon talk through the importance of demonstrating the opportunity your company is providing your revenue teams and why committing their time to your organization is going to be worth it. 

Force Management’s Sales Kickoff Resources:
Five must-dos for leaders on SKO planning: https://hubs.li/Q02SpNpS0
Ultimate Sales Kickoff Resource Guide:  https://hubs.li/Q02Qr2B80

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, John Kaplan and John McMahon are joined by return guest Keno Helmi, a seasoned five-time CRO, to delve into the nuances of negotiation in B2B sales. Keno offers insights into effectively managing price perception and ensuring the customer's focus remains on the value of the solution, rather than cost. With a focus on crafting an impactful ROI and leveraging business cases, Keno highlights the importance of negotiation as a competency requiring strategic planning and training. Tune in to hear a detailed overview of Keno's negotiation protocol, which includes qualifying negotiation conditions, understanding the customer's alternatives, and the importance of preparing for trade-offs to secure a favorable deal.

ADDITIONAL RESOURCES

Connect and learn more about Keno Helmi: https://www.linkedin.com/in/keno-helmi-74779329/

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:07] Kino Helmi's Career Journey
[00:02:05] The Importance of Early Negotiation
[00:04:51] Characterizing Your Product as Premium
[00:08:03] Handling Pricing and Value Discussions
[00:12:24] The Role of Discovery in Negotiation
[00:26:12] Budgetary Pricing and ROI
[00:33:32] Navigating Late-Stage Sales Challenges
[00:35:04] The Importance of ROI in Negotiations
[00:40:35] Mastering the Art of Shock and Awe
[00:41:53] Qualifying the Negotiation
[00:43:34] Leveraging Non-Price Elements
[00:44:37] Aligning Sales Reps and Company Goals
[00:56:31] Establishing a Walkaway Point

HIGHLIGHT QUOTES

[00:09:25] "Negotiation is a process, not an event."
[00:35:47] "Ultimately, you're going to be judged relative to the ROI."
[00:41:04] "Shock and awe: No matter what the counter proposal is, fall out of your seat; provoke a reaction."
[01:00:13] "Every great deal has a thousand mothers and fathers to it. Everybody signs up and says, 'Oh, we were part of that deal.' Every bad deal is a rep on an island."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by sales veteran Tammy Sexton, currently CRO at Aerospike, discussing the crucial transition from being an account executive to a first-line manager. Tammy emphasizes the common pitfall of new managers acting as 'super reps' by trying to sell in their style rather than coaching their teams. She shares insights on empowering sales reps, recognizing individual strengths, and fostering lasting behavioral changes through effective coaching. The conversation highlights the importance of not overshadowing AEs in client interactions and allowing them to enjoy the critical negotiation phases. Tammy provides strategies to help new managers succeed in their roles and drive revenue goals without undermining their team's potential.

KEY TAKEAWAYS

[00:00:45] Transitioning from AE to First Line Manager
[00:01:26] Avoiding the Super Rep Trap
[00:03:46] Effective Coaching Strategies
[00:04:11] Empowering Your Team

HIGHLIGHT QUOTES

[00:01:43] "Managers need to recognize when they're becoming super rep and when they're doing their AEs' job for them, as opposed to coaching them."
[00:01:59] "Sometimes letting them just fall off once is not a bad thing either."
[00:03:50] "Telling them what to do is never really effective. Asking them questions so that they figure out that they could be doing something differently themselves - that's when you're going to actually have a change that's going to be a lasting change in their behavior."
[00:04:21] "The most important person at the account is the rep and you're disrespecting the rep in front of the customer, you're not giving any power to the AE."
[00:05:09] "Taking that fun part away from them makes them not want to be on your team anymore."

Listen to the full episode through this link: 
https://revenue-builders.simplecast.com/episodes/showing-value-as-a-sales-leader-with-tammy-sexton/

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, they explore Bill's extensive career, beginning at major companies like Oracle and PeopleSoft, moving to startups such as Marketo, and eventually stepping into the VC world. Bill shares key lessons on effective sales management, transparent leadership, and strategic hiring. He also emphasizes the importance of consistent messaging, proactive problem-solving, and the integration of new technologies like AI in achieving revenue goals. This episode provides practical insights into growing within the sales domain, understanding the motivations behind career transitions, and the roles of anticipation and deliberate growth for CROs looking to evolve into advisory or operating positions within investment firms.

Tune in and learn more on this episode of The Revenue Builders Podcast.

ADDITIONAL RESOURCES

Connect and learn more about Bill Binch:
https://www.linkedin.com/in/bill-binch-302a4a2/

Listen to Bill's podcast:  

https://podcasts.apple.com/gb/podcast/sound-bites-with-bill-binch/id1732334718

Read Bill's Content:  

https://www.battery.com/blog-author/bill-binch/

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:33] Lessons from Oracle and PeopleSoft
[00:04:32] Purposeful Career Moves and Sacrifices
[00:09:02] Navigating Career Challenges and Mentorship
[00:13:05] The Importance of Learning and Patience
[00:32:19] Transitioning to Smaller Companies
[00:45:57] Transparency and Community Building at Marketo
[00:47:13] Simplifying the Message: A CRO's Skill
[00:48:48] Recruitment Challenges and Strategies
[00:51:55] Building a High-Performance Sales Team
[00:52:37] The Importance of Employee Value Proposition
[00:55:47] Traits of Successful Sales Reps
[00:59:28] The Role of a CRO in a Startup
[01:01:07] Navigating the CRO-CEO Relationship
[01:05:25] Forecasting and Accountability
[01:09:48] Transitioning to an Operating Partner Role
[01:18:43] Advice for Aspiring CROs and Board Members

HIGHLIGHT QUOTES

[00:02:28] "People that raise their hands and say the word yes, opportunities open up for you when that happens." — Bill Binch
[00:10:50] "Learn, earn, and return. And you don't ever stop; as you grow, you acquire more of those stages." — Bill Binch
[00:11:00] "So it starts with learning your craft, learning your skill, getting good at something." — Bill Binch

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Hollie Castro, a seasoned Chief People Officer and business transformation expert. Hollie delves into the importance of fostering deeper, more meaningful connections with team members to enhance leadership effectiveness. By understanding your people’s strengths, motivations, and cultural backgrounds, leaders can create more cohesive and innovative teams. Hollie shares her own experiences, emphasizing curiosity, empathy, and how to navigate diverse teams to achieve transformation. Tune in to discover practical tips on building trust, hiring strategies, and the role of selfless leadership.

KEY TAKEAWAYS

[00:01:20] Emphasizing customer-centricity across an organization is crucial for success, but not always a prevalent mindset.
[00:02:05] Leaders must cultivate curiosity to understand their team's deeper motivations and perspectives.
[00:03:00] Misunderstanding cultural norms can hinder leadership effectiveness—adjusting to audience needs is key.
[00:05:05] Hiring strategies should go beyond skills to include characteristics that complement and balance the team.
[00:08:03] Diverse perspectives drive innovation—leaders should embrace differences rather than surround themselves with like-minded people.
[00:09:51] The huddle analogy highlights the importance of fostering selfless teammates rather than selfish individuals.

HIGHLIGHT QUOTES

[00:02:05] "As a leader, getting really curious about the individual in front of you, in a way that is respectful, but maybe goes a layer deeper than we went 10 years ago."
[00:03:46] "The more information I have about my audience, the better communicator I'm going to be."
[00:05:54] "Bringing in a new mindset to a team can either enhance or detract—leaders must assess team composition carefully."
[00:09:29] "If you look around and everyone looks, talks, and sells like you, there's probably an area of opportunity you're missing."
[00:10:35] "The huddle knows. If you’re selfish, the huddle won’t accept it."

Listen to the full episode through this link: 
https://revenue-builders.simplecast.com/episodes/hiring-in-the-post-covid-19-era-with-hollie-castro

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (CSM) expert to explore the evolving role of CSMs in sales organizations. The discussion covers whether CSMs should be more commercially focused or technical, based on product complexity and pricing models. Sasha emphasizes the importance of driving customer value and usage, especially in consumption-based models where revenue is tied to product usage. The conversation also delves into the challenges of specialization, the need for alignment between sales and CS teams, and the importance of performance metrics and operating rhythms. Practical advice is provided on building a high-performance culture within CSM organizations. This episode is a must-listen for leaders aiming to optimize their customer success strategies.

Tune in and learn more on this episode of The Revenue Builders Podcast.

ADDITIONAL RESOURCES

Connect and learn more about Sasha Anderson: https://www.linkedin.com/in/sasha-b-anderson/

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:43] The Evolution of the CSM Role
[00:01:32] Commercial vs. Technical Focus for CSMs
[00:02:22] Impact of Consumption-Based Models
[00:04:30] Challenges and Strategies in CSM
[00:08:47] The Shift from Customer Support to Business Partner[00:11:13] Aligning CS with Revenue Goals
[00:16:55] Building Strong Relationships Between CS and Sales
[00:19:42] The Importance of Customer Engagement Models
[00:28:58] Aligning Sales and Customer Success
[00:31:18] The Importance of Specialization
[00:31:55] Pros and Cons of Specialization
[00:34:52] When to Consider Specialization
[00:38:11] Performance Management in Customer Success
[00:46:51] Building a High-Performance Culture
[00:48:55] Operating Cadence in Customer Success

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HIGHLIGHT QUOTES

[00:28:47] "Tight handoffs are so important...if you don't understand that there's a competitor sitting right there that understands it and they're willing to take advantage of that opportunity."
[00:49:21] "The whole point of the operating cadence is a couple different things: everyone should know what's expected on them on what cadence too."
[00:52:12] "If you want one of these roles in CS, in today's environment, you better know how to communicate up."
[00:53:28] "As a CS leader, you're responsible for owning the narrative with your C suite, with your customers, with your board about what's happening in the business. And if you don't own the narrative, somebody else is going to own it for you."