In this short segment of the Revenue Builders Podcast, we revisit the discussion with Marcello Gallo, CRO at Sigma Computing, tackling one of the most critical and misunderstood phases of complex enterprise sales: procurement. They dissect the challenges of "separation of church and state," the pitfalls of weak champions, and the importance of owning the final stretch of the sales cycle with confidence, conviction, and clarity of value.

KEY TAKEAWAYS

[00:00:25] Understand “Separation of Church and State”: Champions often step back during procurement. Plan for it, but don’t surrender the deal.
[00:01:33] “Participate in Your Own Rescue”: Teach champions to fight for the value they believe in—even through procurement.
[00:03:15] Extreme Ownership is Non-Negotiable: Blaming procurement delays is a weak excuse. Elite sellers own the entire process.
[00:04:00] Know the Negative Consequences: It’s not just about the pain — it’s about what happens if the problem doesn’t get solved now.
[00:05:54] True Champions Have Power and Influence: They actively sell on your behalf and are invested in your success. Anything less is not a real champion
[00:06:38] Elite Sellers Multiply Champion Power: The best reps elevate their champions inside the account. It’s not seller vs. buyer—it’s a partnership.

QUOTES

[00:01:54] “You can’t get alligator arms during procurement. If this is what you want delivered, you have to participate in your own rescue.”
[00:03:35] “Extreme ownership means the deal is yours. No excuses. If procurement’s dragging, you didn't plan it right.”
[00:04:59] “Without understanding the negative consequences, you can’t drive urgency — and urgency drives deals.”
[00:05:54] “A true champion has power and influence, is actively selling on your behalf, and has a vested interest in your success.
[00:07:02] “If a rep’s saying, ‘It’s us versus them,’ you’re in trouble. It means you never had a real champion to begin with.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-high-growth-companies-with-marcello-gallo

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 five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insights from his extensive experience in scaling high-growth businesses and leading world-class sales organizations. The discussion delves into the common challenges startups face as they grow, highlighting the importance of establishing the right hiring profiles, formal onboarding and training, key performance indicators (KPIs), and an operating rhythm to drive sustainable growth. The episode offers practical advice for CROs on building high-performing revenue teams, ensuring effective communication, and integrating sales processes across various departments to maintain a competitive edge in today's market. George emphasizes the need for continuous enablement, cultural cohesion, and the pivotal role of the CRO in fostering an accountable and disciplined sales environment.

ADDITIONAL RESOURCES

Learn more about George Mogannam:
https://www.linkedin.com/in/georgemogannam/

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
[00:02:05] The Importance of Process in Scaling Startups
[00:02:40] Common Challenges in Sales Organizations
[00:03:43] Hiring the Right Salespeople
[00:04:46] The Role of Sales Enablement
[00:06:53] Defining Sales Terminology
[00:09:11] Adapting Hiring Profiles for Growth
[00:23:44] Onboarding and Training New Hires
[00:32:03] Leveraging Tools and Metrics for Success
[00:37:59] Understanding the Five Quarter Report
[00:40:06] Implementing Sales Disciplines Across Departments
[00:44:15] The Role of the CRO in Organizational Growth
[00:48:26] The Importance of Operating Rhythms
[00:52:44] Challenges in Sales Processes and Technology
[00:57:02] The Impact of Remote Work on Sales Teams
[01:00:00] The Criticality of Efficient Hiring Processes

HIGHLIGHT QUOTES

"When you implement these disciplines, it helps pull the rest of the company along."

"You must have the right people on the bus executing in the direction we need to go."

"A common language and definitions become critical as part of the enablement."

"Everybody loves to be in an environment where they can be led to a place they couldn't get to on their own."

"Creating a hiring profile that evolves with the company is essential; what works at one stage may not work at another."

"It's critical to have the tools and metrics in place to provide direction and identify gaps in the sales process."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John Rowell, co-founder of Pinned Golf and a former enterprise sales leader, to explore the timeless value of preparation in both sales and entrepreneurship. Rowell breaks down how his enterprise sales discipline shaped his startup success, sharing tactical wisdom on transforming cold calls into warm connections, creating repeatable processes, and winning buyer trust from the very first interaction. Whether you’re a rep, a sales leader, or a founder, this is a playbook for showing up like a pro.

KEY TAKEAWAYS

[00:00:44] Preparation Builds Confidence: Rowell shares how structured pre-call prep creates clarity and control in high-stakes sales interactions.
[00:01:06] Hypothesize Before You Call: Great reps make educated assumptions about the buyer’s needs before they ever get on the phone.
[00:02:21] Preparation Is the Message: How you prep shows who you are and how you'll show up for the customer.
[00:02:57] Cold Calls Shouldn’t Be Cold: Transform outreach by researching industries, personas, and proof points before dialing.
[00:04:09] Sales Is a High-Performance Sport: Like elite athletes, the best reps obsessively prepare to perform at their peak.
[00:05:31] Preparation Builds Trust Early: First impressions matter—showing up prepared signals reliability.
[00:06:24] Presence Over Performance: When you're prepped, you can truly listen and be present instead of trying to sound “interesting.
[00:07:29] Process Equals Speed: Rowell unpacks how process-driven sales teams outpace the competition by removing guesswork and bottlenecks
[00:08:34] Apply Process to Entrepreneurship: From startup KPIs to sales funnels, the mindset of structure translates directly to building a business.

QUOTES

[00:00:44] “Process equals speed. If you can build what you're gonna do every day into a defined process, you're gonna move faster.”
[00:01:46] “I saw 50-year-old President’s Club winners still taking time to read 10-Ks before calls. That prep never stops being valuable.”
[00:02:57] “They shouldn't be cold calls. They should be warm calls because you should figure out ways to make them warm.
[00:04:09] “If you're an enterprise rep, that’s your NFL. You should be prepping like Patrick Mahomes watches film.
[00:05:55] “Preparation allows you to be present, not scrambling to sound interesting.
[00:06:45] “When you’re prepared, you’re not performing. You’re just being yourself—and that’s when trust is built.
[00:08:34] “Dialing in a process and measuring success—whether in sales or startups—gives you repeatable wins.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/pinned-golf-making-the-shift-from-sales-to-entrepreneurship

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 five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tony Marino, a senior advisor and executive coach with a storied career as CHRO for major global companies like Fiserv. The discussion revolves around the critical aspects of corporate leadership, the parallels between athletics and business, and the importance of maintaining physical and mental well-being for optimal performance. Marino introduces the concept of 'five-tool players' in a corporate context, emphasizing the need for well-rounded leaders proficient in six key areas: financial and business acumen, client focus, people and team leadership, risk and controls, operational excellence, and innovation. The episode also covers practical strategies for establishing priorities, key lessons from transformative sales effectiveness initiatives, and the impact of habits and routines on leadership success.

ADDITIONAL RESOURCES

Learn more about Anthony Marino:
https://www.linkedin.com/in/anthony-s-marino-94a6476/

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/Q02R10x

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:59] Corporate Athlete: Balancing Leadership and Well-being
[00:04:13] Transferable Lessons from Athletics to Business
[00:06:31] The Importance of Physical and Mental Health for Leaders
[00:09:56] Setting and Achieving Goals: The 6% Club
[00:12:34] Prioritizing and Managing Time Effectively
[00:28:11] Real-life Examples and Practical Advice
[00:33:54] The Importance of Operating Rhythm in Corporations
[00:35:43] Predictable Management Routines for Leaders
[00:38:18] Understanding the Concept of Five Tool Players
[00:40:17] Six Key Traits of Successful Leaders
[00:47:49] The Role of Feedback and Coachability
[00:51:07] Identifying Team Archetypes
[00:59:36] The Impact of Sales Effectiveness on Company Success

HIGHLIGHT QUOTES

"The greatest leaders are well-rounded, like five tool players."

"If you don’t take care of yourself, you lose perspective."

"The best leaders I've ever met are self-aware."

"Every leader should evaluate all the activities on their desk regularly to ensure they are adding value."

"Sales productivity should be the number one metric for any company."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Nolan, CRO of Redwood Software, to discuss what it really takes to scale a revenue organization beyond the $200M mark. Matt shares what he’s learned stepping into the CRO role—shifting from deal-maker to system-builder, navigating cultural integration post-acquisition, managing board dynamics, and building trust through authentic leadership. If you're a sales leader, aspiring CRO, or operating in a private equity-backed company, this candid conversation is loaded with actionable insights.

KEY TAKEAWAYS

[00:00:30] The shift from deal involvement to systems thinking as a CRO
[00:01:40] Navigating complexity: PLG, SLG, and assisted motions in one org
[00:02:15] Tackling organizational friction points no one else can move
[00:03:00] Building credibility with a board that has a different go-to-market background
[00:03:45] The challenge of balancing learning vs. initiating change as a new leader
[00:05:00] Why being authentically yourself is the best leadership strategy
[00:06:15] How to build trust without gutting legacy teams
[00:06:45] Culture wins: no account conflicts, cross-region harmony, and shared mission
[00:07:15] Going from “best kept secret” to magic quadrant leader

QUOTES

[00:01:45] “My job is to go turn all the ‘what's not working’ into ‘what's working.’”
[00:02:10] “There are some rocks in the business that only the CRO can move."
[00:03:05] “You’ve got to earn trust to make big moves—especially when your vision differs from the board’s.”
[00:05:00] “The only way to do it is to be yourself—even if that means being more open than most."
[00:06:50] “I’m proud of a very corny thing: no account conflict has ever escalated to me in three years.
[00:07:00] “We were the best kept secret in software—now we’re in the magic quadrant.”

Listen to the full conversation through the link below:
https://revenue-builders.simplecast.com/episodes/navigating-the-cro-role-while-building-a-great-culture-with-matt-nolan

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/1K7DDC

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 five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.

ADDITIONAL RESOURCES

Learn more about Marcello Gallo:
https://www.linkedin.com/in/gallomarcello/

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

[00:01:53] Marcello's Journey into Enterprise Sales
[00:08:13] The Importance of Structure in Sales
[00:28:37] Navigating Major Accounts and Complex Sales
[00:34:32] Understanding the Champion's Role in Sales
[00:35:15] Building Strong Relationships with Champions
[00:37:59] The Importance of Predicting and Preparing for Objections
[00:39:14] Role-Playing and Preparation Techniques
[00:40:05] Leadership and Helping Teams Get Unstuck
[00:42:03] Lessons from Climbing the Corporate Ladder
[00:43:21] The Value of Enablement and Territory Management
[00:46:20] Adapting to Market Changes and Customer Feedback
[00:53:59] Choosing the Right Opportunities and Taking Risks
[01:04:50] Sigma Computing's Growth and Opportunities

HIGHLIGHT QUOTES

“If you can't bet on yourself, who can you bet on?"
“Knowledge is courage.”
“You get delegated to those that you sound like.”
“Hire the people commensurate to the territory that you have open.”
“Don't confuse position with opportunity.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selling into strategic accounts. Jane shares hard-won wisdom on navigating multi-divisional enterprises, building champions across layers of influence, and translating technical capabilities into board-level business value. If you want to elevate from tactical selling to true strategic impact, this episode delivers the roadmap.

KEY TAKEAWAYS

[00:00:45] Focus beyond standard research—find personal executive insights to connect meaningfully.

[00:01:15] Strategic sellers must bridge technical solutions to business outcomes.

[00:02:00] Map value by stakeholder: technical director, VP, CIO—tailor it to each.

[00:03:30] Selling to multi-divisional organizations requires managing multiple champions, needs, and value props.

[00:04:15] Ecosystems are interdependent—solutions impact multiple departments.

[00:05:00] Use the “M and W Effect” to navigate accounts vertically and horizontally.

[00:06:00] Prevent single-threading—schedule multiple meetings at once and communicate openly.

QUOTES

[00:01:20] “Anyone can go read a 10-K, but go find personal tidbits that help you build a champion at every level.”

[00:01:55] “You have to translate what you do into business issues—or you’re not going to be a good strategic account rep.”

[00:02:40] “If you think in a strategic sense, mapping value by stakeholder becomes second nature.”

[00:04:00] “It’s a skill to unify multiple divisions with multiple stakeholders into a single ROI conversation.”

[00:05:10] “If you’re not moving up and down in the org chart, you won’t make it in strategic accounts.”

[00:06:05] “Be transparent—reach high and wide without being sneaky. It works if done right.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompson

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: 
Revenue Builders Podcast, John Kaplan, John McMahon, Force Managementhttps://hubs.li/Q02Zb8WG0

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

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.

ADDITIONAL RESOURCES

Learn more about Matt Nolan:
https://www.linkedin.com/in/matthewanolan
https://www.linkedin.com/company/redwood-software/

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

[00:02:02] Lessons from a First-Time CRO
[00:03:47] Building and Maintaining Company Culture
[00:04:45] Navigating Leadership During COVID-19
[00:06:05] Managing the Board and Leadership Challenges
[00:07:03] Scaling Revenue and Systems Thinking
[00:10:15] Recruitment and Team Building Strategies
[00:11:16] The Importance of Authentic Leadership?
[00:15:21] Fostering a Team-Based Culture
[00:20:39] Recruitment Pipeline and Talent Acquisition
[00:21:30] The Relentless Pursuit of Top Talent
[00:34:00] The Power of Networking and Recruiting
[00:35:14] Building a Leadership Team
[00:36:15] The Importance of Recruiting Top Talent
[00:39:10] Sourcing and Recruiting Strategies
[01:01:21] The Role of Culture in Building a Dynast

HIGHLIGHT QUOTES

"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships."
"Once you see the impact of having great people, you can't unsee it."
"You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins."
"Every word you say as a leader is internalized deeply by your team."
"You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Bob Ranaldi of FTV Capital to unpack the delicate dynamics between CROs, CEOs, and board members. From managing expectations to avoiding pitfalls of dysfunction, this conversation dives deep into how CROs can approach board interactions with strategy, self-awareness, and alignment. Perfect for revenue leaders who want to strengthen executive relationships and drive healthy boardroom collaboration.

KEY TAKEAWAYS

[00:00:35] Understand the Board’s Purpose: CROs must recognize the board’s role in needs analysis and bringing strategic value—not just oversight
[00:01:10] Diversify Board Experience: Great boards consist of varied backgrounds and expertise; avoid redundancy in experience sets
[00:01:45] Root Cause vs. Surface Complaints: Before raising issues with the board, ensure the CRO and CEO have sought resolution together.
[00:02:15] Bring Solutions, Not Just Problems: Leaders must shift from venting to proactive solution-building
[00:02:50] Avoid Commiserating with Board Members: CROs should direct internal concerns to CEOs first, not the board—keep relationships clear and constructive.
[00:03:30] Align Board Expertise with Department Needs: Strong boards mirror company functions, acting as mentors to department leaders when the CEO is confident and secure.

QUOTES

[00:00:55] "The board needs to do a needs analysis… making sure you don’t have redundancy in experience is really important."
[00:02:00] "If you’ve got a problem and you’re not thinking about a solution, then you’ve got to look in the mirror."
[00:02:50] "If you're bringing something to me that looks like you don’t have a solution, you’re just complaining."
[00:03:50] "The really good CEOs bring in board members who can act as mentors aligned to each function.
[00:04:15] "For that to work, the CEO must be very secure in their job."

Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/understanding-the-nuances-of-the-cro-ceo-relationship

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 five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Jane Thompson, Director of Strategic Accounts at Big Panda. They discuss the intricacies of managing strategic accounts in B2B sales. Highlights include essential characteristics for reps, such as thinking in terms of value, having confidence and courage, understanding the customer's organization, and translating technical capabilities into business outcomes. The conversation also covers the importance of internal support, effective compensation structures, and the critical timing for scaling accounts in startups. Jane shares her experiences and insights on what makes a successful strategic accounts manager, while the hosts emphasize the pitfalls of transitioning reps without the right skill set into strategic roles.

ADDITIONAL RESOURCES

Learn more about Jane Thompson: https://www.linkedin.com/in/jane-thompson-5aa940/

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

[00:01:58] Understanding Strategic Accounts
[00:03:06] Navigating Organizational Structures
[00:05:16] The Importance of Value in Sales
[00:11:17] Characteristics of Successful Strategic Account Reps
[00:21:30] Building Relationships and Trust
[00:29:50] Challenges and Pitfalls in Strategic Account Management
[00:31:20] Managing Strategic Accounts Effectively
[00:32:33] Common Mistakes in Scaling Startups
[00:33:13] Effective Strategies for Major Accounts
[00:34:36] Challenges with Strategic Account Management
[00:37:20] Organic Growth in Early-Stage Companies
[00:39:19] The Importance of Strategic Reps
[00:56:00] Compensation and Incentives for Strategic Reps

HIGHLIGHT QUOTES

"If you're curious, you know how to map very quickly; you have to know the top three value drivers."
"You need people who can get others to want to, when they don't have to."
"You can't put a tactical leader on top of a strategic account."
"Most importantly is understanding the organization first and foremost. How is the company structured?"
"You need to start high and work your way down to find the power base."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management