In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to discuss the pivotal role of first and second-line sales managers in sales performance and company growth. They explore topics ranging from the importance of having a clear position and success profiles, recruiting and developing talent, and creating a nurturing company culture. Personal anecdotes and industry insights provide a comprehensive view on effective sales leadership and the significant impact of managerial roles in an organization’s success.

ADDITIONAL RESOURCES

Learn more about Scott Rudy:
https://www.linkedin.com/in/scottrudyiii/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

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

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] The Critical Role of First Line Managers
[00:02:33] Challenges and Responsibilities of First Line Managers
[00:03:09] Segregation of Duties: First Line vs. Second Line Manager
[00:05:41] Accountability and Development Plans
[00:08:09] The Importance of Coaching and Development
[00:10:48] Promotions and Accountability in Sales Leadership
[00:25:40] Effective Business Planning and Weekly Accountability
[00:34:46] Retention and Loss Reviews: Learning from Turnover
[00:35:45] A Lesson in Leadership: Evaluating Employees
[00:37:52] Defining Success Profiles
[00:41:46] The Importance of Continuous Recruitment
[00:44:30] Energy and Fit: Key Factors in Hiring
[00:47:13] The Role of First Line Leadership
[00:50:10] The Criticality of People in Organizations

HIGHLIGHT QUOTES

"It is up to you. That's what makes it such a hard job, but such a fun job because it's on you to deliver the number with this set of resources."
"You have to own your number. You gotta be able to predict, accurately predict, call the ball, and make your number. But you're not alone."
"It's not whether or not somebody can do something. It’s whether or not it gives them energy and they’re enthusiastic about it."
"If you’re not people focused as an organization, it shows up when someone quits or when you have to get rid of someone."
"Great cultures are ones in which you’re thinking about the success of the organization, not just individual results."

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In this episode of The Revenue Builders Podcast, hosts John McMahon and John Kaplan dive deep into the critical role of the CFO in sales deals, especially in uncertain times. Joined by Elastic's Chief Sales Officer, Michael Cremen, the discussion revolves around the importance of understanding and addressing the CFO factor, failing fast, and asking the hard questions. The episode provides valuable insights for sales professionals on navigating financial implications, engaging champions effectively, and using strategic language to secure deals.

KEY TAKEAWAYS

[00:00:36] Competing Beyond Competitors: Salespeople must recognize they're not just competing against direct competitors but against all the other potential investments the CFO could make.
[00:01:44] Stacking Up Against Priorities: The real competition lies in how your cost justification compares to all the other initiatives the CFO is juggling.
[00:03:24] The Timing Dilemma: Discussion on whether to go early and seek advice or go late and face critique from CFOs. Emphasis on the importance of early engagement and seeking guidance before formal proposals.
[00:05:08] Champion Dynamics: The significance of going with a champion and the potential pitfalls of leaving them out of crucial conversations with CFOs.
[00:07:36] Strategic Language: The hosts and Michael Kremen discuss the importance of using precise language that conveys the value proposition and justifies the presence of the sales team at the CFO level.
[00:09:28] Embracing Paranoia: Encouragement for sales teams to be paranoid and vigilant, especially when dealing with high-stakes deals and engaging CFOs.

HIGHLIGHT QUOTES

[00:08:18] "The best sales teams on the planet are paranoid, like viciously paranoid. If you think it's going to sail through and everything's fine, be careful, be paranoid."
[00:10:09] "People rarely argue with their own conclusions. When you ask them to walk you through a scenario and they realize that they've just answered the question, it just makes it a lot easier."
[00:11:38] "It needs to be in their language, in their parameters. If you're forcing your goals, the way you read things, the way you're measuring your customers, they don't understand it."

Listen to the full episode with Michael Cremen through this link:
https://revenue-builders.simplecast.com/episodes/connecting-to-value-with-michael-cremen

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/

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, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emotional quotient (EQ) and authentic leadership in B2B sales. They discuss the critical skills required for reading the room, active listening, self-awareness, and authentic curiosity. John True shares insights on assessing EQ in sales leaders, the importance of vulnerability and genuine interest in helping others succeed, and the evolving landscape of private equity and AI in software companies. The conversation highlights the balance between science and art in sales leadership and the long-term impacts of being around great people and networks.

ADDITIONAL RESOURCES

Learn more about John True:
https://www.linkedin.com/in/john-true-5b9653/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

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

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

[00:02:20] The Importance of Emotional Quotient (EQ) in Sales Leadership
[00:04:14] Challenges of Digital Interactions in Sales
[00:05:41] Effective Interview Techniques for Sales Leaders
[00:08:15] Reading the Room: Identifying Key Players in Sales Meetings
[00:10:02] The Role of In-Person Meetings in Sales
[00:12:23] Defining and Developing Emotional Quotient (EQ)
[00:23:03] Authentic Curiosity: A Key Trait for Sales Success
[00:31:05] Leadership and Emotional Intelligence
[00:34:40] Identifying Authentic Leadership in Sales
[00:36:57] The Importance of Vulnerability in Leadership
[00:38:25] Addressing Turnover and Accountability
[00:40:09] Assessing Candidates' Authentic Curiosity
[00:42:19] The Wana Factor in Leadership
[00:43:11] Patriots vs. Mercenaries: Building Loyal Teams
[00:45:53] Transformational vs. Transactional Leadership
[00:46:51] Choosing Opportunities: Position vs. Growth
[00:49:35] The Value of Great Networks and People
[00:54:41] Trends in Private Equity and Software?
[01:00:10] The Impact of AI on Future Opportunities
[01:05:27] The Intersection of Art and Science in Revenue Building

HIGHLIGHT QUOTES

[00:07:50] "Great salespeople are able to navigate and adjust their message to the right people at the right level over time."
[00:09:26] "You have to be here and in the moment to truly listen and respond with intuition."
[00:36:40] "Effective leaders genuinely enjoy helping others succeed in their own terms."
[00:48:54] "Many people confuse position with opportunity. Long-term success comes from prioritizing quality of leadership and growth."

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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

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, hosts John McMahon and John Kaplan are joined by Kara Gilbert, a seasoned executive coach with extensive experience in Fortune 500 companies and high-growth startups. Kara shares her insights on the key themes and strategies that emerge during her coaching sessions with high-achieving executives. She emphasizes the importance of aligning personal values with professional goals, the power of conscious leadership, and the pivotal role of feedback and accountability in fostering growth. The discussion also touches on the challenges of first-time managers, the value of active listening, and the personal habits that contribute to success. Kara's unique background and approach to coaching offer invaluable lessons for leaders aiming to navigate complex environments and achieve next-level performance.

ADDITIONAL RESOURCES

Learn more about Kara Gilbert:
https://www.linkedin.com/in/karagilbert/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

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

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

[00:02:22] The Personal Nature of Coaching
[00:04:31] Challenges and Themes in Executive Coaching
[00:09:14] The Importance of Listening in Leadership
[00:12:21] Self-Reflection and Managerial Growth
[00:16:07] Balancing Protect and Serve as a Leader
[00:25:03] Feedback and Continuous Improvement
[00:34:05] Coaching Through Social Anxiety
[00:34:45] The Importance of Being Interested
[00:36:14] Balancing Leadership and Personal Well-being
[00:37:00] Creating Good Habits and Living by Value
[00:39:24] The Challenge of Maintaining Balance
[00:41:13] Personal Inventory and Self-awareness
[00:50:49] The Power of Accountability in Coaching
[00:56:09] Engaging with a Professional Coach

HIGHLIGHT QUOTES

[00:02:59] "The thing about coaching is it's so personal... I think coaching's actually an accelerant to growth and to opportunity."
[00:03:27] "People, when they pause can be really thoughtful and break through things that they just haven't had time to think about.
[00:05:44] "The most elite people on the planet, the most effective people, the happiest people... they know their story and they've owned their story."
[00:15:11] "People rarely argue with their own conclusions. And I think the greatest leaders figure that out.
[00:33:20] "The more interested you are lasts so much longer in human behavior than how interesting you are."
[00:45:26] "Find the things that give you energy... And craft your job or your life around those things that give you energy."

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

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

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, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives.

ADDITIONAL RESOURCES

Learn more about Joe Eskenazi:
https://www.linkedin.com/in/joeeskenazi/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

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

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

[00:01:45] Performance Mindset vs. Knowledge Mindset
[00:02:31] The Art and Science of Sales Mastery
[00:05:38] Training and Developing Sales Skills
[00:07:21] Handling Objections and Building Confidence
[00:17:19] The Importance of Intuition and Experience in Sales
[00:30:27] Slowing Down the Conversation
[00:31:18] The Importance of Experience in Sales
[00:33:04] Preparedness Reduces Stress
[00:35:12] The Role of Development in Sales
[00:40:19] The Power of Role-Playing and Team Exercises
[00:48:56] Empowering Your Team to Solve Problems
[00:50:14] The Impact of a Performance Mindset
[00:54:37] Kong's Role in the API Revolution

HIGHLIGHT QUOTES

"The best leaders focus on the how in sales."

"Our development often focuses on what could go right; the real bar is how you handle things when they don’t."

"Skills need to be done hundreds of times, if not thousands, to be performed flawlessly."

"Openers are closers; the groundwork you lay in the beginning determines your success."

"You empower people by recognizing and rewarding the behavior you want to see."

"You have to give them the way. But make it simple."

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

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges.

KEY TAKEAWAYS

[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.
[00:01:40] Remote Work’s Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.
[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.
[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.
[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.
[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.

QUOTES

[00:01:14] “There’s a sales process, but no one’s really utilizing it… there’s no discipline around it.”
[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”
[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”
[00:04:59] “Companies don’t realize they’re a walking audition for what it’s going to be like to work for them.”
[00:06:41] “That’s how you burn cash in an organization—when internal readiness doesn’t match external hiring urgency.”
[00:07:27] “If the order isn’t executed at the proper time, we can accidentally shut the customer off.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannam

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/

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, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.

ADDITIONAL RESOURCES

Learn more about Eric Erston:
https://www.linkedin.com/in/ericerston/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

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

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

[00:02:07] Qualities of Top Performing Sales Teams
[00:05:37] Understanding the Ideal Customer Profile
[00:07:53] The Importance of Persona Profiles
[00:18:43] Creating a Culture of Vulnerability
[00:34:17] Leadership Authenticity and Empowerment
[00:35:18] Balancing Vision and Execution
[00:37:14] Setting Standards of Performance
[00:41:14] Accountability and Rewarding Overachievers
[00:41:48] The Importance of Simplicity in Leadership
[00:44:40] The Role of Coaching and Feedback
[00:51:05] Adapting Sales Strategies
[00:56:44] The Impact of Video Calls on Sales
[01:00:43] Opportunities at RegScale

HIGHLIGHT QUOTES

"You have to earn the right to get to that personal discussion."

"Enablement without accountability is a failure to lead."

"Get the right people, everything is so much easier."

"Lots of sales teams aren't focused."

"In order to know how to qualify out, we've gotta know what success is."

"The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component."

"How you sell can be just as important as what you sell."

"In the old days, one of the best pieces of advice I ever got was if it’s in print, expect that they expect you’ve read it."

"If you're not making enough calls, you're not going to succeed."

"Find a culture where it's comfortable being vulnerable."

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

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Maloney, SVP of Global Sales at Fireblocks, to dissect a critical lesson in sales leadership: the unwavering focus on hitting the number. Maloney recounts a pivotal mentoring moment at CloudLock that reshaped his approach to sales strategy, team structure, and market calibration. The episode also explores common missteps in early-stage startups—like trying to pursue too many use cases or building teams misaligned with the product’s true market fit. It’s a candid and practical masterclass for CROs, sales leaders, and founders navigating go-to-market chaos.

KEY TAKEAWAYS

[00:01:52] The #1 job of a sales leader isn't building teams—it's figuring out how to hit the number.
[00:02:41] Calibration of resources is critical: Balance dominance in core markets with smart expansion into emerging ones.
[00:03:41] A hard lesson: Building the wrong sales team for the product’s actual market fit can derail everything.
[00:04:24] Why focusing on 3-4 key use cases is more effective than spreading thin across many
[00:05:50] Avoid copying old playbooks—be objective about your current product and ICP
[00:06:35] Collaborate with technical founders: Align sales goals, use data, and define outlier strategies together.
[00:07:24] Operating without a clear ICP is dangerous—know how to scale, train, and forecast from it.

QUOTES

[00:02:15] "Your job is not to build an enterprise sales team or an SMB team—it's to build the right team to hit the number.
[00:03:41] "I was convinced our guiding light was to build an enterprise team. What I didn’t realize was that our product was really suited for mid-market."
[00:05:08] "You can’t build world-class products, marketing, or sales training for 13 use cases. Focus is everything.
[00:07:00] "Outliers are okay, but you need a plan for them. Don’t pretend they’re your core ICP."
[00:07:47] "If you can't identify your ICP and scale from it, you're operating in dangerous water."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/blockchain-the-future-of-finance-with-matt-maloney-loysyntt

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/

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