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.”