SHOW SUMMARY

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Sprinklr’s Chief Revenue Officer Luca Lazzaron. Luca, who has held several sales leadership and general manager positions in multiple software organizations over the past 20 years, offers golden lessons in hiring exceptional talent, credible leadership, and effective revenue forecasting. As Sprinklr’s Chief Revenue Officer, Luca talks about the most challenging aspects of transitioning from a private to a public company, and the difference between having a committed versus a compliant team. 

Additional Resources:

• Donate to Istituto Serafico Di Assisi: https://www.serafico.org/come-sostenerci/?lang=en
• Connect with Luca on LinkedIn: https://www.linkedin.com/in/luca-lazzaron/
• 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
• Listen to More Revenue Builders: https://forc.mx/3bfW5Od

HIGHLIGHTS

• The science and art of hiring salespeople
• How managers can be more credible leaders
• What it's like to be CRO running a public company
• How to do effective revenue forecasting
• Leaders need to have a disproportionate passion for coaching
• Being committed vs. Being compliant
• Always go back to your 'Why' 
• Sprinklr: the easiest way to know what's on your customer's mind 

GUEST BIO

Luca Lazzaron is the Chief Revenue Officer of Sprinklr, the only Unified-CXM platform purpose-built for enterprises, empowering the world's biggest companies to be human@scale across 30+ messaging, live chat, email and voice channels — and leveraging the industry's most sophisticated AI engine to bring Care, Research, Sales & Engagement, and Marketing & Advertising together like never before.

Luca has held sales leadership and general manager positions in multiple software organizations over the last 20 years. His experience includes both scaling rapid growth startups and IPO experience as well as overall operational management with large corporations globally. Meanwhile, his  experience in acquisition includes both Geotel and Bladelogic generating a combined value of >3B$. 

Luca is a strong and committed supporter for the Istituto Serafico in Assisi, a unique institute specialized in the rehabilitation and long term care for children with severe multiple disabilities.

QUOTES

Luca on why managers need to have real, on the ground experience: "People sometimes underestimate that if you want to lead a team, you have to be credible. You have to know what you are talking about in detail. Because otherwise, there's no way you can inspire the people and coach them on a daily basis on what their job is about and how to do it better."

Luca on what it takes to be a CRO of a public company: "Having the entire company able to actually make the customer happy and deliver value to the customer is the first thing. Because you can do all this new business that you want but if from the bucket you're going to continue to lose revenue, there's no way you can run a public company."

Luca on the difference between commitment and compliance: "People tend to be compliant when you tell them what to do, and you do not explain why and what difference it can make for them. People are committed when they buy into something and it becomes their own stuff." 

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

SHOW SUMMARY

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Saratoga Systems CEO and President Greg Fairbank. Greg, who served in key positions in the US Army for 26 years, talks about the intersection of military training and sales, and how his army background has immensely contributed to his success in the technology industry. 

Greg also talks about No One Left Behind, a non-profit organization working on evacuating the tens of thousands of U.S. government employees and interpreters who remain in Iraq and Afghanistan, and providing them critical assistance for housing, transportation, food and household goods.

Additional Resources:

• Support No One Left Behind (NOLB): https://www.nooneleft.org/getinvolved
• Saratoga Systems is hiring! To apply, connect with Greg on LinkedIn: https://www.linkedin.com/in/gregfairbank/
• 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
• Listen to More Revenue Builders: https://forc.mx/3bfW5Od

HIGHLIGHTS

• How military training can prepare you for sales
• Earn the right to build rapport
• Leading with competence: overcoming the Seller Deficit Disorder
• Hiring a military vet can be a rare but golden opportunity 
• What is commander's intent?
• Advice for companies that want to take on government contracts 
• No One Left Behind: aftermath of the Afghan exit 

GUEST BIO

Greg Fairbank is the president and CEO of Saratoga Data Systems. With an extensive background in enterprise software development and sales at high growth technology companies. 

Prior to Saratoga, Greg developed Endeca Technologies, which was acquired by oracle. Prior to that, Greg was a software development manager at Sapient Corporation. He managed Sapient's first offshore development effort and delivered online banking and commerce applications to Fortune 500 clients. 

As a colonel in the United States Army, Greg held battalion and strategic commands, as well as serving in the Joint Chiefs of Staff. During his tenure with the Joint Chiefs, Greg represented his unit to the US Congress and provided briefings to the senior leadership of the departments of state and defense. Greg holds degrees from Cornell and Harvard, and is a distinguished graduate of the US Army War College. 

QUOTES

Greg on the similarities between military training and sales: "Think about the things that you learn in your sales training. Not asking leading questions. Asking open-ended questions and not interjecting in the conversation. Letting silence be a good thing. These are all things which they unquestionably teach in that world and there's direct analogues in the sales world."

Greg on commander's intent and why military vets are excellent hires: "It is core to our good non-commissioned officers and our officers that listen, I'm not gonna give you every little detail on how things are gonna happen. I'm gonna give you my intent, and you figure out how it's gonna happen. And it works really, really well."

Greg on the goal of No One Left Behind: "Our goal is to get these people here and make them productive members of society. Get them over here, we try to set them up with apartments. We also try to get them vehicles. We're giving cars to these folks so they could get to and from work or be an UBER driver, be a Lyft driver, do some of these on-demand delivery functions. They can make a living and not just be reliant on any sort of public handouts."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, Neeraj Agrawal, General Partner at Battery Ventures, joins our hosts John Kaplan and John McMahon to discuss the nitty gritty of doing business in today’s markets. Neeraj sits on more than a dozen boards and has invested in several companies that have gone on to stage IPOs. As a serial investor with a long list of companies in his portfolio, Neeraj knows a thing or two about helping startups turn an idea into a full-fledged company. Tune in to hear actionable tips on leadership, growth, and revenue from the man himself, including how he chooses the companies he works with as an investor. 

Additional Resources:

• Donate to Hack Diversity: https://www.hackdiversity.com/
• LinkedIn: https://www.linkedin.com/in/neerajagrawal2000/
• 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
• Listen to More Revenue Builders: https://forc.mx/3bfW5Od

HIGHLIGHTS

• 4 key dimensions that determine the success of companies 
• Timing is more predictive of success than market size
• Great product and sales processes are crucial for sustainable growth
• Lessons learned from successful and failed investments 
• Technical founders aren't necessarily the best CEOs 
• The bull market is on its way out, what about it?
• Your company reputation is everything
• How Neeraj chooses the companies that he works with

GUEST BIO

Neeraj joined Battery in 2000 and invests in SaaS and internet companies across all stages. He has invested in several companies that have gone on to stage IPOs, including Bazaarvoice (NASDAQ: BV); Coupa (NASDAQ: COUP); Guidewire Software (NYSE: GWRE); Marketo (NASDAQ: MKTO, acquired by Vista Equity Partners); Nutanix (NASDAQ: NTNX); Omniture (NASDAQ: OMTR, acquired by Adobe); RealPage (NASDAQ: RP); and Wayfair (NYSE: W).

He also invested in several companies that have experienced M&A events, such as A Place for Mom (acquired by Warburg Pincus); AppDynamics (acquired by Cisco); Brightree (acquired by ResMed); Chef (acquired by Progress); Glassdoor (acquired by Recruit Holdings); Internet Brands (acquired by Hellman & Friedman); Kustomer (acquired by Meta); OpsGenie (acquired by Atlassian); Stella Connect (acquired by Medallia, Inc.); and VSS Monitoring (acquired by Danaher). Neeraj also played a key role in several other Battery investments including Groupon (NASDAQ: GRPN); ITA Software (acquired by Google); and Sabre (NASDAQ: SABR).

Neeraj is currently on the boards of Braze (NASDAQ: BRZE), Compt, Catchpoint, Dataiku, Level AI, LogRocket, Pendo, Reify Health, Repeat, Scopely, Shortcut (formerly Clubhouse), Sprinklr (NYSE: CXM), Tealium, Wunderkind (formerly BounceX), Workato and Yesware. He is a board observer for InVision and Mattermost. Neeraj has also made seed investments in companies including 8fig, Dooly, PayStand, Proton, Reibus International and UserGems since 2020.

QUOTES

Neeraj on the challenge of timing your investment: "The challenge often is if you invest too early, you've got a good idea but you run out of money before the inflection point happens. And if you invest too late, somebody else captures the market. Having a sense of the timing is really important and like most things in life, luck has a lot to do with it."

Neeraj on why both product and sales are crucial for success: "Ultimately, great companies are built on great products and great sales. You can kind of fake it for a while now on the sales side, but the longer you wait to put in the fundamentals, the harder it is to do later." 

Neeraj on how he chooses the companies that he backs: "Life's too short. If this isn't a person that I want to back from beginning to exit, they don't have the right coachability and skill to read my mind, it's probably time to move on and look at other investments."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, Doug Holladay joins our hosts John Kaplan and John McMahon to discuss the importance of purpose as a leader. Doug has found meaning in his long and successful career spanning from Goldman Sachs to international government and now, higher education as an executive-in-residence at Georgetown University. In their conversation, you’ll hear many of the lessons Doug shares in his MBA class on the importance of authenticity, purpose, and vulnerability in becoming a truly impactful leader - and feeling fulfilled while doing it.

Additional Resources:

• Donate to Morehouse College: https://www.giving.morehouse.edu/s/
• Get Doug's Book: https://www.amazon.com/Rethinking-Success-Essential-Practices-Finding/dp/0062897888
• LinkedIn: https://www.linkedin.com/in/dougholladay/
• Website: https://www.dougholladay.com/
• 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh

Listen to More Revenue Builders: 

https://forc.mx/3bfW5Od

HIGHLIGHTS

• Know your purpose and where you can add value
• Why business leaders are lonely at the top
• Our point of connection is our brokenness
• Eulogy virtues vs Resume virtues
• The difference between happiness and meaning
• Life changes when we bother knowing other people's stories
• The neuroscience behind gratitude

GUEST BIO

The career trajectory of Doug Holladay has been unique and varied with its blend of public service, finance and business, non-profit work, and more recently, teaching and journalism.

J. Douglas Holladay is a co-founder of Park Avenue Equity Partners, L.P. with offices in New York, a private equity fund which makes equity investments in middle market operating companies. He is a co-founder and general partner in Elgin Capital Partners LP, a private equity partnership focused on domestic energy development. While Mr. Holladay continues as an active investor, the main focus of his time is on several not-for-profit efforts, including PathNorth, which helps business owners and CEOs define success more broadly, and ABC2 (Accelerate Brain Cancer Cure), working to find a cure for brain cancer. Additionally, he holds the Heinz Christian Prechter Executive in Residence position at Georgetown University where he teaches MBA students.

QUOTES

Doug on why many executives are lonely at the top: "The unintended consequences of success can be loneliness and disconnection. You can be the principal of a middle school or sheriff of a police force in a small town, and the same phenomenon is true there. Particularly with men; we're not taught. We don't have a language of the heart."

Doug on the difference between happiness and meaning: "Happiness is correlated with externalities. I have a girlfriend. My son got into a good college. I did this, I did that. And that comes and goes. Sometimes we're happy about these things. Sometimes we're not. But meaning is what you want to go for. Meaning, you can be in the most god-awful situations and still find meaning."

Doug on understanding people through their stories: "Everybody is what they're like because of the sum total of all the craziness and goodness that they've experienced in life. Once you understand that, it's powerful."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Everyone has their own definition of success. But for MongoDB’s Chief Revenue Officer Cedric Pech, the journey towards achieving it, the self-improvements you make, and the lessons learned along the way may prove to be more important than the destination itself. In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Cedric about his career, and his thoughts on leadership, purpose, and success. 

Additional Resources:

• Connect with Cedric Pech on LinkedIn: https://www.linkedin.com/in/cedricpech/

HIGHLIGHTS

• From VP to CRO: Challenges faced and lessons learned
• Why having a purpose is crucial for teams 
• It can't be just about the paycheck 
• Patriots vs. Mercenaries 
• Success is a marathon, not a sprint
• Slow Success vs. Fast Success 
• How skiing influenced Cedric's career 
• It's about the journey, not the destination
• Details are where the consequences lie
• Leaders have to take care of themselves too

GUEST BIO

Cedric Pech is the current  Chief Revenue Officer for MondoDB. He joined MongoDB to lead Europe, Middle East and Africa (EMEA) sales in July 2017, and since that time has rapidly increased the size of the team, expanded into new markets, implemented a new process that has measurably increased sales productivity and has driven exceptional growth.

With more than 20 years of sales leadership experience, Cedric has a track record of building high-performance sales organizations that deliver strong and consistent results. Prior to MongoDB, he led worldwide sales at Fuze, an enterprise global cloud communications and collaboration software platform. He has also held senior sales leadership roles for four different software companies, including three publicly traded companies: BladeLogic, BMC, and BazaarVoice.

QUOTES

Cedric on finding your purpose: "I think it starts from you. There's a moment where you wake up in the morning and it's so hard that you ask yourself, why am I doing what I'm doing? And the moment you stop asking that, then you start to dig into yourself and do some introspection to come up with answers."

John McMahon on retaining employees: "When people understand the why, they can handle the how."

Cedric's advice for sellers: "Be patient and work on your craft. Don't cut corners and don't go after the next promotion or after short-term money but really work on your foundations. This is a marathon."

Why Cedric says you shouldn't rush success: "Slow success builds character and fast success builds ego."

Cedric on which things cannot be sacrificed for the sake of 'winning': "We are going to win, but not at any cost. And the line that we are going to draw is the line where people get hurt in their families, their health or their personal balance."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The Chief Financial Officer is a critical, but often misunderstood role in growing companies. In this episode of the Revenue Builders podcast, John Kaplan and John MacMahon talk shop with four-time CFO Jim Kelliher about the intricacies of the CFO role. With vast experience under his belt, Jim talks about specific strategies that companies can use to scale effectively, and how CFOs can best guide their companies towards financial soundness. 

Additional Resources:

• Connect with Jim Kelliher on LinkedIn: https://www.linkedin.com/in/jim-kelliher-8a3100/
• Donate to the Irish American Partnership | https://www.irishap.org/
• Drive Consistency in Your Sales Planning Process: https://forc.mx/3PuYNOa
• A CFO Perspective on Healthy Revenue Growth: https://forc.mx/3yIMhE6

HIGHLIGHTS

• What keeps CFOs up at night?
• Things to prepare before pitching to a CFO
• What is a frugal spend culture?
• All markets eventually bounce back
• What does a financially-sound company look like?
• Financial forecasting is a critical skill in business
• Cost-justification needs to come from an internal champion

QUOTES

Jim: "Our job is to control the business. We have to make sure we're not doing silly things with our cash, we're not doing things that don't make sense longer term. But our objective is really to grow the business." 

Jim: "When I say frugal, it's usually around an investment you're making in the company or in the infrastructure, or in a person that you expect to be paid back and have thought through. That's what I mean by frugal. Do it in the right way." 

Jim: "Let's do it a bit at a time, so that if it doesn't work, you haven't made  a big bet and you can kind of pull your foot off. If it doesn't work, you understand why it doesn't work and maybe you can self-correct in the middle of that process. That's what I mean by experimenting." 

Jim: "It will probably be volatile for a period of time. But longer term, good companies get the bulk of markets, good companies are successful, good companies are bought. So create a good company, create a good culture, create a scalable model, and you'll be just fine." 

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Mosley, Jr., Head Men's Basketball Coach at East Los Angeles College. Mosley and the story of their Huskies basketball program are covered in the popular Netflix series Last Chance U: Basketball. Mosley shares his strategies for leading even the most difficult teams successfully, focusing on relationship building and leading by example. He concludes that if you can make a sincere impact on one person’s life and career, the chain reaction benefits many others.

Additional Resources:

• Connect with John Mosley, Jr. on LinkedIn: https://www.linkedin.com/in/john-mosley-jr-b5269239/
• Donate to the ELAC Men’s Basketball Program | https://org.eteamsponsor.com/ETS/supportUs/411913647?fund_participant_id=411913648
• For larger donations that require tax deductions:
• Donate to the ELAC Student-Athlete Fund |  https://elacfoundation.com/elac-student-athletes-fund/
  • Specify "Men's Basketball" in the comments.
  • The foundation is a 501C3
  • Federal Tax ID# 33-0034221
• Coach Your Managers To Learn From Wins and Losses: https://forc.mx/3NKvQNf
• 5 Leadership Tactics That Get Results: https://forc.mx/3P3PCEA

HIGHLIGHTS

• Behind the scenes of Netflix’s 'Last Chance University' 
• Why great leaders are great coaches 
• Ditch the playbook and meet your team where they are
• Speech is silver, silence is golden
• To lead people is to carry their burden for them 
• Rules without relationship equals rebellion

QUOTES

Kaplan: "We believe great leaders are great coaches, and they have the ability to meet kids wherever they're at and understand their story." 

Mosley: "In leadership, you direct behavior. In order to direct behavior in leadership, I think you have to have that personal relationship. And when you go down and you have those personal relationships and you live out, I think it's important to live out the burdens with these young men. That's what I'm called to do." 

Mosley: "Whenever I see a young man or anybody who didn't want to listen to me, even little kids. It works on little babies. You think of a five-year old and you say, hey, sit down and do this. It won't sit down. You take a five-year-old and before you tell him to sit down, you say, hey, you like this color? What's your favorite color? What do you like to eat? And then you tell the five-year-old, hey, have a seat here. Guess what, they're gonna go sit down." 

Kaplan: "Do not confuse the coach's kindness with weakness."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon are joined by Alan Chhabra, Executive Vice President of WW Partners at MongoDB. Alan talks about starting the partner program at MongoDB and how he overcame some of the role’s biggest challenges.

Alan shares what he’s learned about establishing great partnerships, managing connections, and growing relationships with partners to maximize efficiency and long-term results. He also talks about his experience managing the complexities of client relationships, especially when it comes to competition.

Additional Resources:

• Connect with Alan on LinkedIn: https://www.linkedin.com/in/alanchhabra/
• Visit MongoDB's website: https://www.mongodb.com/
• Donate to The Home for Little Wanderers: https://www.thehome.org/
• Support Vision-Aid: https://visionaid.org/
• More about Force Management | https://forc.mx/3waMDDS
• Increase Revenue by Improving the Manager/Seller Relationship | https://forc.mx/3bt8jTl
• Drive Revenue Growth Through Indirect Sales Channels | https://forc.mx/3nsioTh

HIGHLIGHTS

• How to manage the diversity of partnerships
• Gaining traction early with a partner
• The challenges of managing channel conflict
• The characteristics of the right people for a channel
• Establishing trust for enablement information
• Alan's advice on things you can get from a partner community

QUOTES

Alan: "When you put that together, then you get a handful of partners that you double down. I'm not one for where you just have hundreds of partners that you focus on. You really should get the ones that fit into all those buckets, and then you go deep."

Alan: "It does start on the street. If local sales leadership from both companies are not tight at the hip, global partnerships do not work. They may help with some marketing awareness, they may get people excited on LinkedIn, but if there's no real tight-at-the-hip at the geos, it doesn't work.

Alan: "The reason for that mistrust is usually because of misalignment on what's in it for them and what's in it for us. For example, if all that partner's job is to ambulance chase your deals in the field and steal points, the last thing you're going to do is share information with them."

Alan: "The customers' buying motion has changed. In the last five to seven years, customers now buy upfront infrastructure and commitments with the cloud provider."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to mental performance coach Greg Poss. Greg, who played professional Hockey and later on went to make a name for himself as coach, talks about tapping into your higher brain in a consistent manner to achieve success. Greg describes a state of higher energy, where you are able to shut down your fear centers in favor of higher brain functions. He also talks about valuing the process as the most important reward, which is also the key to sustainable happiness and success and fulfillment.

Additional Resources:

• Buy Fearless: The Winner's Mind | https://starkemind.com/page-1
• Visit Greg’s website: https://www.starkemind.com/
• Check out Greg’s LinkedIn page: https://www.linkedin.com/in/greg-poss-a0a8a72b/
• More about Force Management | https://forc.mx/3waMDDS
• Using MEDDICC to Drive Revenue Predictability | https://forc.mx/3mZ5r3i  
• How To Enable Your Sales Team To Execute At The Buyer Level | https://forc.mx/3QGXq0D  

HIGHLIGHTS

• Greg's Hockey playing and coaching career 
• How to go from low energy to a high energy state
• The lower brain vs the higher brain
• The edge of our comfort zone is where life begins
• The most important reward is the process 
• Analyze, Iterate, Move Forward
• Nobody cares, play better 

QUOTES

Greg: "When we get into the right state of mind, everything is gonna flow around us the way it should and it's gonna optimize our performance." 

Greg: "We want to impress other people, or we do it for external pleasure: to make money, to win a trophy, to get a promotion, whatever the case might be. I'm not saying that going after those things is bad. We should go after those things. But our major motivation has got to be the moment to moment gamification and joy of the journey." 

Greg: "When we can intentionally control our thoughts and rewire our brains to be higher brain dominant, we're automatically turning off our lower brain, or the fear centers of our brain. And there's a big difference between being fearless and reckless." 

Greg: "The only way to have sustainable happiness and success and fulfillment is through internal gratification, which we get in the creative fearlessness of our process or journey."

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Anne Gary, Director at Force Management. With several sales management roles under her belt, Anne knows a thing or two about building and operating large complex sales organizations from scratch, resulting in closing multi-million dollar sales. Anne talks about her journey from engineer to sales leader, the value of understanding a company’s political landscape, and how to identify and cultivate potential in people. 

Additional Resources:

• Connect With Anne Gary on LinkedIn | https://www.linkedin.com/in/anne-gary-a054aa96/
• Donate to The Boys & Girls Clubs of America | https://www.bgca.org/
• More about Force Management | https://forc.mx/3waMDDS
• Using MEDDICC to Drive Revenue Predictability | https://forc.mx/3mZ5r3i  
• How To Enable Your Sales Team To Execute At The Buyer Level | https://forc.mx/3QGXq0D  

HIGHLIGHTS

• From engineering to sales 
• Always look for a problem to solve 
• How to separate the great salespeople from the good ones
• Hiring for startups, then and now
• Go wide and deep on the buying organization's political landscape 
• Look out for an organization's champions
• If you're not constantly training, you're stagnating
• How to spot a great leader

QUOTES

Anne: "So many people, they keep trying to change things up all the time instead of just staying the course for a while. Pick something that you know needs to be done, implement it, stay the course and see what happens. Because we know from engineering, you don't change 10 or 12 variables and try to figure out what's working because you won't know." 

Anne: "Probably the biggest thing for me when I was interviewing was to ask a salesperson about a sale that they had been through recently, and I wanted to know about the political landscape. I would ask them to go up the board, draw the organization chart, and tell me who are the people that are the influencers in the situation and have them walk me through that." 

Anne: "I find that the best champions are the ones that are not just about themselves and a personal win for themselves but also about the organization win as well." 

McMahon: "I always say that you know you have a champion when the sales process has moved from unpredictable to predictable." 

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.