👉🏼 Founders, CEOs & owners: book a free Revenue Strategy Call and let's build a sales team that runs without you: https://venli.co/pod-shownotes-exec-podcast

In this episode, Marcus Chan interviews Darrin Nelson, EVP of Strategic Growth at Pellera, on how to scale a sales organization with leverage, hunt for growth where your real buyers actually live, and win change-management buy-in from leadership and finance.

Meet Darrin Nelson here:
 https://www.linkedin.com/in/darrin-nelson-977676

https://pellera.com/

Welcome to The Revenue Vault powered by Venli, where founders and sales leaders share exactly how they build sales teams that run without them, from systems and sales plays to leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting, who led a $195M/year sales org with 110+ employees, and was promoted 12 times in 8 years, this show is tactical, direct, and built for operators.

If you want to build sales that runs without you, this is your playbook.

Follow Marcus Chan's Socials:

LinkedIn | YouTube | Instagram | TikTok | Venli

👉🏼Founders, CEOs & owners: book a free Revenue Strategy Call and let's build a sales team that runs without you: https://venli.co/pod-shownotes-exec-client-story

Think your deals slip because of the close? They slip upstream, long before it. In this episode, Marcus Chan sits down with Kevin Gordon, a strategic account manager at GitHub with 20 years in sales, who reset his discovery and watched his average deal go from $50K to $300K to $400K, his win rate climb from 15% to 60%, and his discounting fall to almost nothing. You will hear the why-and-impact questions he asks now, how he multithreads procurement and executives early so deals stop resetting at the finish line, and how great discovery turned into a steady flow of internal referrals.

Welcome to The Revenue Vault powered by Venli, where founders and sales leaders share exactly how they build sales teams that run without them, from systems and sales plays to leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting, who led a $195M/year sales org with 110+ employees, and was promoted 12 times in 8 years, this show is tactical, direct, and built for operators.

If you want to build sales that runs without you, this is your playbook.

Follow Marcus Chan's Socials:

LinkedIn | YouTube | Instagram | TikTok | Venli

📞 Founders, CEOs & owners: book a free Revenue Strategy Call and let's build a sales team that runs without you 👉 https://venli.co/pod-shownotes-exec-podcast

In this episode, Marcus Chan catches up with Kyle Vamvouris, founder of Vouris on why he walked away from a $1.5M consulting business to bet on AI, how he builds agent workflows that do the work and bring him the decision, and why the real AI unlock is getting all your sales data in one place.

Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance revenue engines from systems and sales plays to leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting, who led a $195M/year sales org with 110+ employees, and was promoted 12 times in 8 years, this show is tactical, direct, and built for operators.

If you're serious about driving results, this is your playbook.

Follow Marcus Chan's Socials:

LinkedIn | YouTube | Instagram | TikTok | Venli

You gave the team a 90-minute prospecting block every single day.

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One rep ran 31 activities inside it and got three real conversations.

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In this short episode, Marcus breaks down how to automate the prospecting list so the block starts producing:

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• Why a daily prospecting block turns into 31 activities and only three meaty interactions
• The weekly trigger-event scan Marcus runs in Claude that finds companies hiring salespeople and ranks them by recency
• The Google Sheets verification step that catches AI errors before anything reaches Apollo, so the rep opens a task and already knows what to say

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👉 Want to double revenue without increasing headcount? Book a 45-min working session: https://venli.co/pod-shownotes-exec-prospecting

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About Marcus Chan:

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Wall Street Journal best-selling author and CEO of Venli Consulting.

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Led a $195M/year sales org with 110+ employees.

ㅤ

Promoted 12 times in 8 years.

ㅤ

Marcus helps CROs and Sales VPs install B2B sales operating systems that drive real revenue lift.

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Follow Marcus Chan:

ㅤ

LinkedIn | YouTube | Instagram | TikTok | Venli

📞 Founders, CEOs & owners: book a free Revenue Strategy Call and let's build a sales team that runs without you 👉 https://venli.co/pod-shownotes-exec-sales-leadership

In this episode, Marcus Chan breaks down why "we just need to find better people" is the most expensive sentence in B2B sales. The true $1.2M Year 1 cost of one A-player hire (direct costs plus the opportunity costs nobody counts). The 50% failure rate stat. The math that shows why $100K spent on system fixes returns $1.4M while the average A-player hire costs more than it returns. 3 real case studies of teams that doubled output without hiring a single new person.

Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance revenue engines. Systems. Sales plays. Leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting. Marcus led a $195M a year sales org with 110+ employees and was promoted 12 times in 8 years. This show is tactical, direct, and built for operators.

If you are serious about driving results, this is your playbook.

👉🏼 Want to see where your deals are dying and what each leak is costing you in real dollars? Grab the free Revenue Leak Playbook + calculator: https://venli.co/pod-shownotes-diag-podcast

👉🏼 CEOs, founders, CROs & VPs of Sales: want us to pinpoint the best 3 moves to grow revenue using your own pipeline and calls? Book a free 45-minute Executive Snapshot: https://venli.co/pod-shownotes-exec-podcast

In this episode, Marcus Chan interviews Susan Rothwell, Chief Revenue Officer at Simpli.fi, on how she runs revenue like an operator: staying close to the field, diagnosing why deals really stall, cutting churn before it starts, and building the sales certifications that keep her team ready to sell.

Meet Susan Rothwell here:

https://www.linkedin.com/in/susan-rothwell-213840

Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance revenue engines from systems and sales plays to leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting, who led a $195M/year sales org with 110+ employees, and was promoted 12 times in 8 years, this show is tactical, direct, and built for operators.

If you're serious about driving results, this is your playbook.

Follow Marcus Chan's Socials:

LinkedIn | YouTube | Instagram | TikTok | Venli

👉 Want to uncover your biggest hidden revenue leaks? Free Diagnostic Playbook: https://venli.co/pod-shownotes-diag-discovery

👉 Want to double revenue without increasing headcount? Book a 45-min working session: https://venli.co/pod-shownotes-exec-discovery

In this short episode, Marcus breaks down competitive selling when you're first in the deal:

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• The first-in vs. last-in framework and why your position changes your entire play
• How to plant decision criteria so every other vendor gets measured against you
• The "ask to see their proof too" line that turns honesty into your edge

ㅤ

About Marcus Chan:

Wall Street Journal best-selling author and CEO of Venli Consulting.

Led a $195M/year sales org with 110+ employees.

Promoted 12 times in 8 years.ㅤ

Marcus helps CEOs, CROs and Sales VPs install B2B sales operating systems that drive real revenue lift.

ㅤ

Follow Marcus Chan:

ㅤ

LinkedIn | YouTube | Instagram | TikTok | Venli

👉🏼 Want to see where your deals are dying and what each leak is costing you in real dollars? Grab the free Revenue Leak Playbook + calculator: https://venli.co/pod-shownotes-diag-sales-leadership

👉🏼 CEOs, founders, CROs & VPs of Sales: want us to pinpoint the best 3 moves to grow revenue using your own pipeline and calls? Book a free 45-minute Executive Snapshot: https://venli.co/pod-shownotes-exec-sales-leadership

At 22, Marcus had the highest activity on his sales team and zero closed deals. Sixty days in, his manager put him on a performance plan with hard numbers attached. Eight years and 12 promotions later, he was running a 110-person organization with a $195M annual P&L. In 2019 he walked away to build Venli.

In this episode, the full arc. The library stack and the Tony Robbins question that rewired his thinking. The $8,000 event he put on credit cards he could not afford. The 30-day identity shift that made him the number one rep on his team. The 2011 move that looked like a demotion and built his leadership career. The 2017 realization that started the exit. And the golden handcuffs he finally broke in 2019, walking away from over $1M in unvested stock, worth roughly $3M today.

Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance revenue engines from systems and sales plays to leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting.

👉🏼 Want to see where your deals are dying and what each leak is costing you in real dollars? Grab the free Revenue Leak Playbook + calculator: https://venli.co/pod-shownotes-diag-sales-leadership

👉🏼 CEOs, founders, CROs & VPs of Sales: want us to pinpoint the best 3 moves to grow revenue using your own pipeline and calls? Book a free 45-minute Executive Snapshot: https://venli.co/pod-shownotes-exec-sales-leadership

Most sales teams use AI like a fancy Google: one question, one paragraph, and it never moves the number. In this walkthrough I run all 11 AI agents my team uses to close six-figure deals, live, on a real deal, and I show you exactly where AI helps and where a human still has to take over.

Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance revenue engines from systems and sales plays to leadership moves that actually work.

Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting, who led a $195M/year sales org with 110+ employees, and was promoted 12 times in 8 years, this show is tactical, direct, and built for operators.

If you're serious about driving results, this is your playbook.

Follow Marcus Chan's Socials:

LinkedIn | YouTube | Instagram | TikTok | Venli