In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his transition from a successful career in enterprise sales to entrepreneurship. Rowell shares his invaluable experiences from working at EMC Dell Technologies and Lacework, highlighting the importance of process and preparation. He discusses how these skills translated into building a thriving startup, explains the significance of defining an ideal customer profile, and offers insights into the challenges and rewards of making the leap to start his own company. The episode also delves into Pinned Golf’s innovative products, the dynamics of working with friends, and strategies for effective sales and management in both B2B and B2C environments.

ADDITIONAL RESOURCES

Visit Pinned Golf! Check out their products here: https://pinnedgolf.com/

Connect with John Rowell:
https://www.linkedin.com/in/johnerowell/

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

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

[00:01:39] John Rowell's Career Journey at EMC and Lacework
[00:05:21] Advice for BDRs and SDRs: Building Confidence and Authenticity
[00:07:37] The Importance of Pre-Call Preparation
[00:15:01] Process Equals Speed: Lessons from Lacework
[00:19:23] Transitioning to Entrepreneurship: Founding Pinned Golf
[00:25:19] Developing and Marketing Pinned Golf Products
[00:31:36] The Caddy: Revolutionizing Golf Technology
[00:34:17] Pre-Order and Market Gap
[00:35:46] Finding the Ideal Customer Profile (ICP)
[00:38:26] Distribution Strategies
[00:41:14] Entrepreneurial Journey and Challenges
[00:46:56] Manufacturing and Role Segregation
[00:48:30] Partnership Dynamics and Decision Making
[00:57:50] Sales and Growth Mindset
[01:04:53] Product Customization and Corporate Gifts

HIGHLIGHT QUOTES

"Process equals speed."
"If you're not prepared, you'll figure it out after the call, but then it's too late."
"The best way, the best connection you can make is to give that person space to be able to articulate what their challenges or problems are."
"If you can get the channel really working for you and selling on your behalf, you can touch so many more people."
"You can have three guys in a boat, but if only one's rowing, it's definitely not gonna work."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Chris Vik, CRO at Leapwork, to discuss the critical role of pipeline generation (PG) in both sales and recruiting. Chris challenges the notion that PG is dead, emphasizing the relentless effort required from leaders to inspect, inspire, and engage their teams. He also highlights the importance of leaders taking ownership of recruitment rather than outsourcing it, ensuring they build high-performing teams. Tune in to learn why getting “in the pit” with your reps is essential and how to recruit top talent—even as a lesser-known company.

KEY TAKEAWAYS

[00:01:00] Pipeline Generation Isn't Dead – Leaders must commit to driving PG consistently.
[00:02:00] The Role of Leaders in PG – Inspiring and supporting reps is critical to success.
[00:02:30] Getting ‘In the Pit’ – Leading by example fosters accountability and growth
[00:03:00] Recruiting as a Team Sport – Why leaders should be hands-on in hiring.
[00:06:00] The Art of Recruiting Top Talent – Overcoming objections when hiring for a lesser-known company.

QUOTES

[00:01:00] “PG isn’t dead—you just have to do it the right way.
[00:02:00] “Your job as a leader is to help people get unstuck.”
[00:02:30] “If you're not in the pit with your reps, how can you coach them?”
[00:06:00] “Recruiting is a team sport—don’t outsource your dream team.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppal

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/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bob Ranaldi, a seasoned global sales executive with over 20 years of experience. Bob shares insights on optimizing CRO-CEO relationships, emphasizing high communication, aligned goals, and data-driven decision-making. The discussion explores how to create a strong board, the importance of sales efficiency, and the need for CROs to own their numbers and impact the forecast immediately. Bob and the hosts provide valuable advice for sales leaders, highlighting the significance of understanding the company's ideal candidate profile, fostering a winning mindset, and balancing growth with EBITDA. They also delve into the nuances of maintaining effective communication, especially in post-COVID, remote work environments, and the critical role of board members in supporting various company disciplines.

ADDITIONAL RESOURCES

Learn more about Bob Ranaldi:
https://www.linkedin.com/in/bob-ranaldi-54a46514/

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

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

[00:02:57] The Importance of CRO-CEO Relationship
[00:04:39] Effective Communication and Data-Driven Decisions
[00:07:40] Balancing Growth and Efficiency in Private Equity
[00:11:53] Sales Efficiency and Productivity Metrics
[00:16:33] Navigating Challenges in Sales Leadership
[00:29:10] The Role of Communication in Remote Work
[00:32:50] Leadership Language and Mindset
[00:33:28] Advice for First Board Meetings
[00:34:45] Owning the Forecas
[00:39:32] Building the Right Team
[00:46:12] Navigating CEO and CRO Dynamics
[00:51:06] Effective Board Member Selection

HIGHLIGHT QUOTES

"You have to see yourself on the same level as the CEO. You're paid to express your opinion on what you think."
"It's important to set the bar high, but it has to be an attainable goal to maintain team morale and drive performance."
"The interaction verbally is the place to start. The face-to-face communication helps resolve disagreements and builds relationships."
"Always put the company first. Your department and your role matter, but they come second to the company's success."
"Understanding the current state and helping the team win early builds momentum and fosters team cohesion."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Parm Uppal, CRO at Benchling, to discuss the critical shift from measuring sales activities to tracking accomplishments. Parm shares insights on setting clear expectations for reps, training them for high-impact meetings, and aligning their daily actions with business outcomes. The conversation explores strategies for reaching economic buyers, adapting to shifting funding landscapes, and simplifying sales execution for maximum effectiveness.

KEY TAKEAWAYS

[00:00:26] The power of simplifying expectations for sales reps.
[00:01:19] Training reps for high-impact meetings to close deals.
[00:02:13] Why accomplishments matter more than activity metrics.
[00:03:16] Aligning rep performance with business goals using a proven framework.
[00:04:52] Adapting to shifts in funding and decision-making authority.
[00:05:45] Setting clear expectations: the three-to-four things reps must always know.
[00:07:07] Keeping sales execution simple and focusing on small wins.

QUOTES

[00:01:45] “If we know these are the toughest meetings, we have a duty as leaders to be training reps for them.”
[00:02:32] “If you got an EB meeting, chances are you already have a champion. To get a champion, you probably did proper discovery.”
[00:04:07] “Are you the chief problem officer, or are you just running deals? Your sales strategy depends on how well you define the problem.”
[00:05:45] “I want my reps to wake up and immediately know the three to four things I expect from them—without having to write them down.”
[00:07:24] “We keep it simple: What’s the biggest red flag in MEDDIC today, and who do we take the Three Whys to?”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppal

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/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.

ADDITIONAL RESOURCES

Learn more about Frederik Maris:
https://www.linkedin.com/in/frederikmaris/

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

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

[00:02:26] Early Lessons in Sales: Learning and Networking
[00:03:48] The Importance of Qualification in Sales
[00:04:39] Becoming Consciously Competent
[00:06:13] Building a Strong Network and Recognizing Special Opportunities
[00:08:32] The Key to Sales Success: Understanding Pain and Champions
[00:09:43] Effective Discovery Process in Sales
[00:12:22] The Role of CRO in Aligning Company and Sales Strategy
[00:23:02] Knowledge, Skills, and Culture in Sales Organizations
[00:33:36] Scaling Challenges in Sales Leadership
[00:33:50] The Importance of First Deals
[00:34:00] Understanding the Sales Cycle
[00:34:15] Conscious Competence in Sales
[00:34:39] The Role of Sales Managers
[00:34:50] The Science Behind Sales
[00:37:15] Champion Building and Sales Science
[00:40:13] Recruiting Top Performing Reps
[00:41:50] Qualities of Successful Salespeople
[00:44:22] Testing for Emotional Intelligence
[00:54:42] Why Sales Reps Fail
[00:58:13] Accountability in Sales Leadership
[01:02:20] The Journey of Sales Success

HIGHLIGHT QUOTES

[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."
[00:09:25] "The more you understand the pain points, the better you can build a champion."
[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."
[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."
[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Mike Earnest from Wiz to discuss the critical topic of retaining top sales talent. Mike shares his philosophy on building a culture of buy-in rather than compliance, the role of authenticity in leadership, and how sales leaders can help their teams see a clear future within the company. He also highlights the importance of transformational management, showing how investing in employees’ growth leads to long-term loyalty.

KEY TAKEAWAYS

[00:01:08] Understanding Employee Motivations – Retention starts with knowing what employees want to achieve both personally and professionally.
[00:02:15] Creating a Culture of Buy-In vs. Compliance – Employees who believe in the process stay longer than those who are forced into it.
[00:03:02] Transactional vs. Transformational Leadership – Developing employees and helping them grow outweighs short-term financial incentives.
[00:03:50] Helping Employees See Their Future – Retention is at risk when employees cannot envision their future within the company.
[00:04:12] Taking Ownership of Employee Development – Sales leaders, not just enablement teams, must actively guide career growth.

QUOTES

[00:01:55] “If you're authentic and genuinely care about your team, they’re not going to leave. They won’t chase a shiny object because they’re already in one.”
[00:02:37] “There's a difference between adhering to a sales process and wanting to adhere to a sales process because it adds value.”
[00:03:02] “When you help someone develop skills they never thought they could master, they’re not leaving for another $10,000.”
[00:03:50] “One of a leader's greatest traits is helping people see themselves in the future.”
[00:04:37] “Retention isn’t just about the company’s reputation—it’s about whether employees see a clear future for themselves.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/revenue-retention-and-recruiting-with-mike-earnest

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/

Force Management is hiring for a Sales Director. Apply here: 
https://hubs.li/Q02Zb8WG0

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

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity. Through personal anecdotes, Chris outlines the five key components of building a robust pipeline generation culture. He discusses the intricacies of recruiting A-players, stressing the importance of preparation, values, and alignment with company needs. This episode provides a comprehensive look at refining both sales and recruitment processes to enable revenue expansion.

ADDITIONAL RESOURCES

Learn more about Christopher Vik:
https://www.linkedin.com/in/christophervik/

Read Force Management’s Guide to Increasing Company Valuation: 
https://hubs.li/Q038n0jT0

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

[00:02:00] Pipeline Generation: Is It Still Alive?
[00:02:25] Building a Pipeline Generation Culture
[00:04:01] The Five Mechanisms of Successful Reps
[00:15:53] The Importance of Preparation in Pipeline Generation
[00:24:26] Recruitment and Building a Dream Team
[00:33:00] Leveraging AI and Tools for Pipeline Generation
[00:35:01] Leveraging Thought Leaders for Sales
[00:35:32] The House Party Analogy for Warm Introductions
[00:38:21] Tailoring the Challenger Approach
[00:43:30] Importance of In-Person Meetings
[00:46:14] Creating an Invisible Fence in Sales
[00:49:02] Connecting Systems for Sales Success
[00:53:37] Recruiting the Right Sales Reps
[01:03:27] Defining and Living by Your Value

HIGHLIGHT QUOTES

[00:02:00] "Pipeline generation is not dead; it's about evolving the methods with new tools like AI."
[00:03:33] "You can build a business on pipeline generation, but it has to be sustainable and strategic to avoid burnout."
[00:16:56] "Preparation leads to attitude. If you're really prepared, you have a better attitude."
[00:50:01] "Everyone loves to be led, provided you can take them to a place they can't get to on their own."
[01:04:03] "As a leader, you need to know your values and articulate them; it helps build a strong, values-driven culture."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer’s journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder engagement, and how to structure a sales motion that drives real value. If you're in B2B sales, you won't want to miss this deep dive into sales execution.

KEY TAKEAWAYS

[00:01:37] 53% of buyers select a vendor based on the buying process, making structured engagement essential.
[00:02:05] How a clearly defined sales process builds trust and credibility with prospects.
[00:02:53] The importance of “go/no-go” checkpoints to prevent wasted time and stalled deals.
[00:04:15] Red flags that indicate you’re dealing with the wrong person in the buying process.
[00:05:09] Why business value assessments (BVA) are critical to securing executive buy-in.
[00:06:10] Understanding the complexity of selling a managed service vs. traditional SaaS.

QUOTES

[00:01:37] “53% of buyers choose a vendor based on the buying process. So why wouldn’t we want to control that in the best possible way?”
[00:02:53] “A well-structured sales process keeps both the vendor and the prospect in lockstep, ensuring we’re not wasting time on deals that won’t close.”
[00:04:15] “If a prospect resists engaging in a business value assessment, it’s often a sign you’re talking to the wrong person.”
[00:05:40] “Sales isn’t just about a single point of contact—it’s about engaging all the necessary stakeholders to drive a deal forward.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/complex-sales-critical-stages-in-a-customers-buying-process

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/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionable insights and avoid overwhelming sales reps. The conversation also explores the importance of distinguishing between skill and knowledge issues among reps, hiring the right sales leaders for startups, and maintaining a clear focus on the ideal customer profile (ICP). Parm gives practical advice for newly appointed CROs, stressing the importance of a 90-day listening tour and aligning with cross-functional teams. Additionally, the discussion touches on the impact of AI tools in sales processes and the evolving role of data in modern sales strategies. This episode offers a treasure trove of insights and best practices for sales leaders at various stages of their careers.

ADDITIONAL RESOURCES

Learn more about Parm Uppal:
https://www.linkedin.com/in/parmuppal/

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

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

[00:01:05] Introducing Parm Uppal: Career Highlights
[00:01:54] Using Data to Develop Sales Reps
[00:03:45] Simplifying Data for Effective Coaching
[00:05:09] Identifying and Solving Sales Problems
[00:07:30] Leading Indicators and Coaching Strategies
[00:10:36] Balancing Data and Observation in Sales
[00:23:29] Adapting to Buyer Changes and Market Shifts
[00:35:30] Building the CRO Scorecard
[00:36:58] The Importance of a 90-Day Listening Tour
[00:38:48] Commanding the Plan and Talent
[00:41:08] Key Metrics for Success
[00:48:15] Challenges in Recruiting and Retention
[01:01:34] Emerging Tools in Sales

HIGHLIGHT QUOTES

[00:02:15] "You can't just walk into that conversation with an opinion because everybody's got an opinion."
[00:02:37] "We have so much more data nowadays. If you don't simplify it, and you don't take a step back... it can overwhelm you."
[00:19:55] "It's activity with accomplishment versus activity without purpose."
[00:31:00] "You can't cookie-cutter sales methodologies from one context into another without understanding the unique market dynamics.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about the power of persistence in sales. We explore why embracing the grind is essential for long-term success, how rejection fuels growth, and why resilience separates top performers from the rest. This episode is packed with insights on mindset, career longevity, and why playing the long game always wins.

KEY TAKEAWAYS

[00:00:26] Sales is a grind, and embracing it is key to long-term success.
[00:01:04] The best sales reps don’t fear rejection—they master the art of the “no” and find a way back.
[00:01:47] Career success comes from commitment; jumping around too often limits long-term impact.
[00:02:55] A grinder’s mindset means working harder, more often, and at times others won’t.
[00:04:21] Employers value perseverance over job-hopping—grit signals trust and loyalty.
[00:06:04] Running away from challenges stunts growth; learning is in the struggle.
[00:07:02] Mindset shift: Change “I have to” into “I get to” for lasting motivation.

QUOTES

[00:01:04] “You gotta love rejection as a sales rep. You gotta love the art of ‘no’ and then find a way back.”
[00:02:55] “To be successful today, you have to do it better, more often, and at times others are unwilling to.”
[00:06:04] “Grinding is learning. The struggle becomes your foundation—if you play it right.” 
[00:07:02] “The mindset shift is everything. It’s not ‘I have to’—it’s ‘I get to.’” – Steve Fitz

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/lessons-from-the-grind-tackling-complex-enterprise-sales

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/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

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