In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the role of vulnerability in personal and professional growth. Varel shares insights on the significance of iterative improvements, data-driven decision-making, and a team-first mentality in scaling sales organizations. He also emphasizes the importance of an effective operating rhythm, recruiting the right talent, and balancing internal promotions with external hires. Varel's wisdom, examples, and memorable stories offer valuable takeaways for sales leaders aiming to drive growth and foster a culture of continuous learning and adaptability.

ADDITIONAL RESOURCES

Learn more about Alex Varel and his company through the links below.
https://www.linkedin.com/in/alexvarel/
https://www.linkedin.com/school/joinmultiverse/

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/

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:50] Alex’s Journey Through Sales Leadership
[00:03:06] The Power of Vulnerability and Authenticity
[00:05:19] Lessons from Defeat: Embracing Challenges
[00:17:27] The Role of a CRO: Responsibilities and Mindset
[00:37:17] The Pandemic of Certainty
[00:37:40] Learning from Various Sources
[00:38:55] The Importance of Note-Taking
[00:39:25] Learning from Everyone Around
[00:41:03] Operating Rhythm for a CRO
[00:42:35] The Value of Skip-Level Meetings
[00:45:52] Transforming to a Broad-Based Success Mentality
[00:53:50] Key Metrics for CROs
[00:56:56] The Role of External Leaders
[01:04:03] Traits to Look for in Recruits

HIGHLIGHT QUOTES

[00:12:50] "Learning is in the difficulty."
[00:31:58] "You are responsible for giving accurate feedback to every executive team member, especially the CEO."
[00:46:47] "You can always count on human fallibility, errors are to be expected."
[00:49:24] "Driving iterative improvements in a short period is critical for broad-based success."
[00:49:39] "The mindset should be about team performance over individual performance."
[01:10:56] "Don't die on every single hill; prioritize your time and energy to move the needle where it matters."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust, and long-term potential in business and sales leadership.

KEY TAKEAWAYS

[00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strength.
[00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market.
[00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust.
[00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don’t know.
[00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback.
[00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential.
[00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity.
[00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee’s resistance to change is really about their comfort zone.

QUOTES

[00:02:17] "It’s not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask."
[00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change."
[00:04:58] "The best performers never protect their current level—they always push for what’s next."
[00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if’ often resist growth."
[00:06:09] "When employees pull the ‘trust card,’ it’s often their last resort to avoid change."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlin

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 Sunil Dhaliwal, a seasoned venture capitalist and founding partner of Amplify Partners. The discussion dives deep into the challenges and skills required for startup sales leaders, emphasizing the importance of accuracy, adaptability, and honest communication. They explore the different growth stages of a company and how the role of a sales leader evolves with them. They also touch on recruiting, retaining talent, and preparing for board presentations. Dhaliwal shares his journey from Battery Ventures to founding Amplify Partners and provides insights into emerging trends and the impact of AI on various industries.

ADDITIONAL RESOURCES

Connect and learn more about Sunil Dhaliwal.

https://www.linkedin.com/in/sunildhaliwal/

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/

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:52] The Challenges of Startup Sales Leadership
[00:02:49] The Importance of Accuracy in Sales Leadership
[00:04:03] Finding the Right Sales Leader for Startups
[00:05:47] Navigating the Maze of Early-Stage Sales
[00:08:23] Communicating with the Board: Honesty and Accuracy
[00:11:29] Key Competencies for Startup Sales Leaders
[00:19:14] Presenting to the Board: Best Practices
[00:24:26] Establishing an Effective Operating Rhythm
[00:30:43] Seeking Advice from Experienced Leaders
[00:31:36] Key Metrics for Young Companies
[00:32:07] Importance of New Logo Growth
[00:33:58] Retention and Sales Productivity
[00:34:32] Challenges in Scaling Sales Teams
[00:42:51] Stages of Company Growth
[00:46:32] The Role of a CRO
[00:50:27] Energy Management in Leadership
[00:56:33] Founding Amplify Partners
[01:00:03] Identifying Emerging Trends
[01:02:52] The Future of AI in Business

HIGHLIGHT QUOTES

[00:03:19] "Their job is accurately conveying what's happening out there. Where are we good? Where are we bad?"
[00:12:03] "At different stage companies, if the product's not working, I can complain about it in a startup company. The product is not going to work the way everybody wants it to work."
[00:13:32] "Early stage companies, the mission for a CRO is more about discovery and asking questions rather than simply closing deals."
[00:17:39] "Your biggest problem is somewhere between your CEO and founder, your board, there is stuff that they believe that isn't true."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by experienced tech executive Jim Baum. With a remarkable track record of leading companies like Netezza and Indeca to successful acquisitions, Jim reflects on his early career lessons and the journey from managing to leading. He shares insights into overcoming imposter syndrome, the art of hiring, and how to transition from a doer to a leader of leaders. Whether you're a first-time manager or a seasoned executive, this episode is packed with actionable advice for growing yourself and your team.

KEY TAKEAWAYS

[00:02:03] Jim shares his first experience hiring someone older and more experienced, emphasizing the importance of understanding people's motivations.
[00:03:22] Key lesson: It's not about your age or experience; it's about the environment, relationships, and mission you offer.
[00:04:12] Moving from doing everything yourself to empowering managers is crucial for scaling as a leader.
[00:05:12] Leaders should focus on hiring people who are smarter and more skilled in their domains.
[00:07:09] Overcoming imposter syndrome involves trusting in your management and leadership abilities while empowering others to excel.

QUOTES

[00:03:05] "What motivates people to work in an environment isn’t about you—it’s about the relationships, the mission, and the team."
[00:05:12] "As a leader, your job is to hire the best people to fill leadership roles in the company and let them excel."
[00:07:26] "Respect for experience is important, but you have to recognize your own leadership abilities to take the organization where it needs to go."

Listen to the full conversation with Jim Baum through the link below.
https://revenue-builders.simplecast.com/episodes/the-entrepreneurial-mindset-with-jim-baum

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 Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening as essential skills for sales professionals. The discussion also touches on the significance of continuous recruitment and an outside-in mentality, providing valuable advice for leaders, recruiters and jobseekers.

ADDITIONAL RESOURCES

Connect and learn more about Chaz MacLaughlin:
https://www.linkedin.com/in/chazmaclaughlin/

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/

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:31] The Importance of Behavioral Traits in Hiring
[00:10:01] Key Traits for Success: Hard Work, Curiosity, and Teamwork
[00:35:20] The Role of Patience and Cultural Fit in Hiring
[00:38:19] The Importance of Key Character Traits in Hiring
[00:40:29] Recruiting as a Never-Ending Process
[00:42:05] The Rule of Three in Recruitment
[00:43:07] Challenges and Strategies in Hiring
[00:50:40] Essential Skills for Enterprise Sales
[00:56:58] The Four Essential Questions for Sales Knowledge
[00:57:57] Top Skills for Enterprise Selling
[01:03:55] The Outside-In Mentality in Sales

HIGHLIGHT QUOTES

[00:15:47] "You are a walking audition for what it's going to be like if you're a salesperson and you're interviewing, you're a walking audition for what you're going to be like as a seller."
[00:40:39] "Recruiting is not an event. It’s a process, and it's a never-ending, constant process."
[00:40:56] "The best hires we've ever hired are the not in play players."
[00:58:28] "You've got to be an amazing listener and a fantastic questioner."
[01:01:56] "If it's important to the customer, it's important to me and it should be important to us."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, improving seller education, and fostering accountability without fear. Learn how accurate forecasting strengthens relationships, enhances decision-making, and empowers teams to achieve consistent growth

KEY TAKEAWAYS

[00:00:49] The Problem with Sandbagging: Why forecasting low (or high) can harm the organization and how it’s often rooted in fear or lack of understanding.
[00:01:47] Educating Sellers on Forecasting Accuracy: How organizations can foster a positive forecasting culture that balances accountability with support.
[00:02:42] Forecasting and Leadership Intimacy: How forecasting accuracy reflects a leader’s connection to their team and customer accounts.
[00:03:28] Adjusting for Variances: Strategies for identifying and addressing forecasting shortfalls mid-quarter.

QUOTES

[00:01:20] "Forecasting low can be just as negative as forecasting high and missing."
[00:02:08] "Being 150% of your forecast three quarters in a row signals you're not doing a good job forecasting."
[00:02:42] "Accurate forecasting tells me how intimate you are with your people and the accounts they're calling on."
[00:03:28] "If you're intimate enough with your deals, you can figure out how to push one this quarter and make up the difference."

Listen to the full conversation with Jim Kelliher through the link below.
https://revenue-builders.simplecast.com/episodes/a-peek-inside-the-mind-of-a-cfo-with-jim-kelliher

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 short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Marcy Stoudt, CEO and partner at Revel Search and Revel Coach. Marcy shares actionable advice on networking with intention, understanding energy management, and distinguishing between opportunity and position when evaluating career moves. Whether you're a leader, sales professional, or someone navigating a career transition, Marcy's insights will help you approach networking and interviewing with the right mindset to find roles that truly align with your values and energize you.

KEY TAKEAWAYS

[00:01:24] Networking strategies: Build connections subtly without signaling job hunting.
[00:01:43] Energy management vs. time management: Why knowing what energizes you matters.
[00:02:51] Assessing energy alignment in job roles: Questions to uncover what fuels or drains you.
[00:03:31] The role of mindset: How being in the right energy state affects job searching outcomes.
[00:04:54] Opportunity vs. position: Why a lower title at a better company may be the smarter choice.

QUOTES

[00:01:43] "I don't believe in time management; I believe in energy management."
[00:02:51] "If you’re not honest about what gives you energy and what doesn’t, that’s on you."
[00:03:49] "When you’re in a good space, you think differently, you email differently, and you work harder."
[00:05:16] "Don’t confuse opportunity with position. Let go of your ego and focus on long-term growth."

Listen to the full conversation with Marcy Stoudt through the link below.
https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt

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 short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Devavret Shah, an MIT professor, data expert, and CEO of Ikigai Labs, to explore how AI is revolutionizing consumption-based pricing models and forecasting. Devavret delves into the challenges of predicting demand, the role of AI in empowering sales teams and CFOs, and how artificial intelligence can enhance trust and accuracy in revenue prediction. This engaging discussion also highlights how businesses can leverage AI to enable seamless decision-making and gain a competitive edge.

KEY TAKEAWAYS

[00:00:28] Understanding Consumption-Based Pricing Models: Consumption models focus on token-based API calls, offering a modern alternative to traditional SaaS pricing.
[00:01:58] Data as a Predictive Framework: Viewing data as a massive queue allows organizations to forecast compute volumes and future revenues with more accuracy.
[00:03:23] Challenges in Forecasting: Smooth macro-forecasting often clashes with micro-forecasting, such as predicting localized or choppy demand.
[00:04:14]AI's Role in Cohort Analysis: Leveraging AI to analyze sales reps and channels as cohorts improves prediction accuracy and fosters trust within organizations.
[00:05:16] Aggregating Complex Parameters: AI simplifies the aggregation of historical, seasonal, and booking data to deliver actionable insights for consumption forecasting.

QUOTES

[00:01:58] "Each forecasted data point is like a prediction query—it shows the volume of compute you're doing."
[00:03:23] "It's like forecasting smooth water versus forecasting when umbrellas are purchased—two very different problems."
[00:04:36] "AI helps organizations work with more trust, rather than more finger-pointing."
[00:05:39] "I almost feel like it's not possible without AI to effectively forecast the consumption business."

Listen to the full conversation with Devavret Shah through the link below.

https://revenue-builders.simplecast.com/episodes/cutting-through-the-noise-understanding-ai-through-history-and-practical-application

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 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/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 short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug explores the significance of vulnerability, owning your story, and fostering authentic communication in leadership and relationships. Learn how asking the right questions, embracing imperfection, and understanding the stories of others can transform both personal and professional connections.

KEY TAKEAWAYS

[00:00:40] Understanding Team Dynamics
[00:01:55] The Power of Vulnerability
[00:02:24] The Impact of Social Media on Youth
[00:04:19] Owning Your Story

QUOTES

[00:01:38] "Instead of looking for answers, why don’t we try to identify the 20 best questions that’ll help us get to the best answer?"
[00:02:03] "People are attracted to our broken parts. Nobody's really attracted to perfection."
[00:03:16] "To be nobody but yourself in a world that’s trying to make you someone else is the bravest thing you can do." – E. Cummings (cited by Doug Holliday)
[00:04:31] "Everybody has a story. Don’t think for a minute anyone you encounter doesn’t have their own."
[00:05:12] "There are no heroes, no victims—just a story."
[00:05:39] "What people want to see isn’t perfect people, but authentic people."

Connect and learn more about Doug Holladay through the link/s below.
https://www.linkedin.com/in/dougholladay/

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