Avsnitt
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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-maclaughlinEnjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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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 BusinessHIGHLIGHT 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." -
Saknas det avsnitt?
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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-baumEnjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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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 SalesHIGHLIGHT 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-kelliherEnjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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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-stoudtEnjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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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/1K7DDC4Check 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
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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/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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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 StoryQUOTES
[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/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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In this short segment of the Revenue Builders Podcast, John Kaplan provides end-of-year motivation and encouragement for sales leaders and representatives. With the year nearing its end, he emphasizes the importance of finishing strong whether you're surpassing targets or facing challenges. He urges listeners to prepare for the upcoming year, emphasizing planning and starting off strong. Brought to you by Force Management, this episode aims to inspire and support the sales community. Happy holidays and finish strong!
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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
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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined once more by Doug Holladay, author of 'Rethinking Success,' to discuss the critical elements of building genuine relationships in a business and personal context. They explore the increasing loneliness in modern society, the importance of maintaining authentic connections, and the significant impact of leadership vulnerability. They also delve into practical insights on forming small supportive groups and the broader implications of creating meaningful friendships. The conversation highlights the value of showing up for others and the importance of embracing both strengths and vulnerabilities as a leader.
ADDITIONAL RESOURCES
Connect and learn more about Doug Holladay:
https://www.linkedin.com/in/dougholladay/Check out Doug’s book ‘Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life’:
https://www.amazon.com/Rethinking-Success-Essential-Practices-Finding/dp/0062897888Listen to past episodes featuring Doug:
Leading Authentically: https://hubs.li/Q02_8bfg0
Rethinking Success: https://hubs.li/Q02_8bsL0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:42] Discussing 'Maintaining Genuine Relationships'
[00:01:15] The Decline of Communal Bonds
[00:02:23] Loneliness and Mental Health
[00:04:09] Cultural Differences in Family Dynamics
[00:07:49] The Importance of Vulnerability
[00:13:21] The Power of Presence and Listening
[00:18:09] Authenticity and Connection in Leadership
[00:29:03] The Role of Storytelling in Business
[00:34:36] The Power of Knowing People
[00:35:20] Contempt and Polarization
[00:37:08] Fear and the Pace of Change
[00:39:03] The Importance of Authentic Relationships
[00:40:40] Building Meaningful Connections
[00:41:54] Balancing Busy Lives and Friendships
[00:46:05] Parenting and Personal Growth
[00:53:53] The Value of VulnerabilityHIGHLIGHT QUOTES
[00:07:50] "Men don't have a language of the heart. So when they're hurting like this, they don't know how to really give voice to it."
[00:20:35] "Everyone has a story. The people that are hearing that story, they make space for that story. They make space for that. And they don't try to interject their story into anybody else's story."
[00:28:01] "People don't care about all that mumbo jumbo. They just want to know you care. Just be present."
[00:43:46] "The best thing you can do for your kids is keep working on you. I want my boys to see that, wow, dad has real friendships. Everything's not a transaction. He shows up for people."
[00:53:03] "Allowing people space to tell their story with no judgment, no expectation, no agenda is way harder than you think it is."
[00:53:55] "People are more attracted to our broken parts. They just want to be heard." -
Be sure to listen to a special message from John Kaplan on his conversation with Tom Deierlein, a former U.S. Army Major and combat wounded Operation Iraqi Freedom Vet. He’s also a Bronze Star and Purple Heart recipient.
Support Tom’s foundation: https://tdfoundation.org/
Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0
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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Deierlein, a West Point graduate, serial entrepreneur, Wounded Warrior, and Angel Investor. Deierlein shares his extraordinary journey from being an Airborne Ranger and Bronze Star recipient to becoming the CEO of Thundercat Technology. He recounts his return to active duty at age 38, being critically wounded in Iraq, and his inspiring recovery at Walter Reed. Focused on the theme of grit, Deierlein discusses the importance of persistence, resilience, and long-term goals in overcoming obstacles, using examples from his life and referencing Angela Duckworth's studies on grit. This episode is a powerful testament to the strength of character and determination needed to achieve greatness despite adversity.
ADDITIONAL RESOURCES
Connect and learn more about Tom Deierlein:
https://www.linkedin.com/in/tomdeierlein/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
[00:03:53] Tom's Early Career and Sales Background
[00:05:59] Transition to PTC and the Dot-Com Era
[00:10:22] The Call Back to Military Service
[00:16:15] Deployment and Civil Affairs in Iraq
[00:20:33] The Sniper Attack and Aftermath
[00:30:09] The Body's Healing Process
[00:30:35] The Challenge of Standing Up
[00:31:46] Facing Dark Days
[00:32:01] Defining Grit
[00:33:29] The Power of Persistence
[00:37:12] Rehabilitation Journey
[00:38:45] Discovering Grit
[00:42:17] Early Examples of Grit
[00:45:05] Ranger School Challenges
[00:48:21] Teaching Grit
[00:58:15] The Stockwell ParadoxHIGHLIGHT QUOTES
[00:53:17] "Excellence is not an act, but a habit."
[00:53:46] "Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent."
[00:59:58] "Confront the facts, have the discipline to acknowledge the harsh realities of your current situation, but maintain faith. Have an unwavering faith that you will prevail no matter how long it takes." -
In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your pricing? How do you make sure your buyer sees the value before you present pricing? These few minutes are worth your time.
KEY TAKEAWAYS
[00:01:28] Establish Value Early: Prevent customers from arbitrarily assigning low value by anchoring them to the true worth of your solution.
[00:02:32] Discovery is Critical: A robust discovery process aligns your software to customer pain points and value creation.[00:02:59] Avoid Premature Pricing: Deflect pricing conversations until you've gathered sufficient requirements and context.
[00:05:25] Build Trust with Transparency: Acknowledge customer concerns about pricing while explaining the complexities involved.
[00:07:02] Broad Pricing Ranges: Use ranges and commercial terms to delay definitive pricing until later stages of the deal.HIGHLIGHT QUOTES
[00:01:28] "We’re peddling insulin here, not apples. That’s why we establish value right out of the gate."
[00:02:03] "Negotiate how your software’s value will be evaluated—this determines whether you’re seen as an apple or insulin."
[00:02:32] "A great discovery process sets the foundation for preserving margins later in the deal."
[00:05:25] "Trust can wobble if sellers shy away from addressing pricing concerns with authenticity."
[00:07:02] "Broad ranges tied to ROI are your Plan B when pressured for pricing early."Listen to Keno’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/mastering-negotiation-in-b2b-sales-with-keno-helmi/
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/1K7DDC4Check 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
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Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong!
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check 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/Q02Zb8WG0A guide for sales messaging:
https://www.forcemanagement.com/roi-of-sales-messaging -
In this short segment of the Revenue Builders Podcast, Battery Ventures Operating Partner, Bill Binch, talks with Revenue Builders on getting specific on what makes your reps successful and the importance of understanding that success profile as a CRO. If you are hiring in 2025, don’t miss this segment.
KEY TAKEAWAYS
[00:00:27] - Introduction to Bill Binch's career highlights (Battery Ventures, Pendo, Marketo).
[00:01:11] - The importance of having a clear and compelling personal and company value proposition as a CRO.
[00:02:17] - Lessons from Marketo: Hiring top talent and being ruthless about performance in the early days.
[00:03:15] - Defining traits of successful sales reps and discovering the “Monday Morning Meeting Rule.”
[00:04:11] - Inputs that predict outputs: The critical metric of nine weekly customer-facing meetings.
[00:05:02] - Structuring onboarding and enablement to align activity with success expectations.
[00:05:38] - Setting success profiles in interviews to align hiring with organizational goals.HIGHLIGHT QUOTES
[00:01:11] - "As a CRO, if you're not audible-ready with your employee value prop or your own story, you're at risk. You're really at risk."
[00:02:56] - "If you weren’t cutting it at Marketo in 60 days, it was a hard place to be. That ruthlessness shaped our success."
[00:03:48] - "Our reps who start the week with nine customer-facing meetings consistently hit quota. Meetings multiply."
[00:05:02] - "We shifted enablement from outputs to inputs—measuring activity first to build downstream results."
[00:05:38] - "When you start here, this is what we’re going to manage you to. Does that sound good?"Listen to Bill’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/a-revenue-builders-journey-from-seller-to-leader-to-operating-partner/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/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 discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business outcomes, the challenges of Product Led Growth (PLG), and effective ways to recognize and reward technical contributions. With valuable insights and real-life examples from their experiences, they provide a comprehensive guide to enhancing collaboration between sales and technical teams for improved customer success.
ADDITIONAL RESOURCES
Connect and learn more about Keith Textor:
https://www.linkedin.com/in/keithtextor/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] Role Delineation: Sales vs Technical Resourcess
[00:02:49] Understanding Customer Requirements
[00:06:33] Effective Demonstrations and Building Champions
[00:14:59] Navigating Remote Sales Dynamics
[00:27:22] The Importance of Sales Process and Qualification
[00:39:09] Navigating Company Dynamics
[00:39:49] Understanding the Right Audience
[00:40:19] Challenges in Selling CAD Software
[00:42:13] Driving Organizational Change
[00:46:47] The Role of Sales Engineers
[00:48:36] Aligning Sales Process with Customer Needs
[00:56:32] Recognizing Technical Contributions
[01:10:27] Leveraging Telemetry for Customer SuccessHIGHLIGHT QUOTES
[00:26:13] "Your first job is to go sit down with your sellers, go introduce yourself, and get into as many meetings, as many demos, as many things you can."
[00:49:32] "If your process allows for things like that to happen, you're never going to scale."
[01:03:52] "There's a risk/reward difference in personalities." -
In this short segment of the Revenue Builders Podcast, Sasha Anderson, Global Head of Customer Success at Canva, shares her insights on crafting a scalable customer success strategy, emphasizing the importance of input metrics over output metrics. She discusses how defining clear roles, responsibilities, and competencies within customer success teams can lead to better performance management and improved outcomes like net dollar retention (NDR). Whether you're a leader building a CS team or refining an engagement model, this episode provides actionable advice to drive success.
KEY TAKEAWAYS
[00:00:29] Insights from Sasha Anderson on Customer Success
[00:01:14] Challenges in Customer Onboarding and Specialization
[00:02:37] Importance of Clear Roles and Responsibilities
[00:03:19] Metrics for Performance Management
[00:05:41] Effective Customer Engagement Strategies
[00:07:16] Diagnosing Business Issues in Customer SuccessHIGHLIGHT QUOTES
[00:01:28] "That's probably too many things for one person to be doing."
[00:02:47] "You can’t performance manage unless people know exactly what they’re supposed to be doing."
[00:03:53] "You need to provide the team with structure around the inputs they need to hit to achieve those output metrics."
[00:07:16] "When roles are clearly defined, it’s easier to diagnose where the problem lies."Listen to Sasha Anderson’s Full Episode Here:
https://revenue-builders.simplecast.com/episodes/optimizing-a-customer-success-teamEnjoying 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/1K7DDC4Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
-
George Conrades, the Former CEO of Akamai Technologies and Current member of Oracle’s Board of Directors joins John Kaplan and John McMahon for a conversation on leadership. Conrades is the author of ‘On Being a Leader’ where he shares how to inspire and guide others toward a common purpose.
He’s mentored countless leaders at all levels and across diverse industries, experiences and backgrounds. He shares his experience in this candid conversation.
ADDITIONAL RESOURCES
Connect and learn more about George Conrades:
https://www.linkedin.com/in/georgeconrades/Be sure to check out his book, On Being A Leader. All the proceeds go to the Akamai Foundation that supports STEM education in grades K-12.
https://www.amazon.com/dp/B0DF6NVQ3VEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:06] Insights on Leadership from George's Book
[00:04:13] The Power of Effective Listening
[00:08:38] Inclusiveness and Team Building
[00:17:08] Navigating Change as a Leader
[00:20:05] Transactional vs. Transformational Leadership
[00:22:55] Balancing Management and Leadership
[00:24:28] Understanding Competence and Commitment
[00:28:09] The Importance of Being Present
[00:29:02] Leveraging Team Strengths
[00:33:54] Loving People: The Heart of Leadership
[00:37:16] Leadership Development Insights
[00:38:23] The Power of Authenticity
[00:39:03] Self-Awareness in Leadership
[00:39:36] The Impact of Words and Actions
[00:44:38] Recruiting the Right People
[00:50:55] Creating Clarity and Setting Goals
[00:52:53] Accountability and Team Dynamics
[01:00:04] Guiding Principles and Urgency
[01:01:35] The Importance of HumilityHIGHLIGHT QUOTES
[00:02:10] "Leadership is not about your title. Leadership is about your intention and actions."
[00:02:35] "Absorb uncertainty. Great teams, full of wonderful people, can't stand ambiguity."
[00:06:42] "To be present shows that you care, and that's a big emotion."
[00:34:19] "Your whole job as a leader is to inspire others to do their very best. The measure of your personal leadership success is leaving behind even better leaders."
[00:35:04] "You need to be vulnerable because you're going to ask questions that will expose you as a leader who doesn't know the answer."
[00:36:41] "Great leaders are made, not born." -
In this short segment of the Revenue Builders Podcast, Brian White shares his perspectives on team motivation and leadership. Brian White, the running backs coach at Bowling Green State University, discusses the invaluable lessons learned from losses, the importance of the human touch in coaching, and the significance of building accountability and selflessness within teams. He elaborates on his coaching philosophy, which includes connecting deeply with players, understanding their backgrounds, and emphasizing the core values of gratitude, grit, and selflessness. White also recounts lessons from his mentor Joe Moore and explains his approach to fostering team spirit and individual excellence.
KEY TAKEAWAYS
[00:00:50] Lessons from Wins and Losses
[00:01:20] The Importance of Human Connection in Coaching
[00:01:58] Reaching Players' Genetic Ceilings
[00:02:36] Connecting with Players on a Personal Level
[00:03:18] Feeding Players: A Coaching Strategy
[00:06:35] Core Values: Gratitude, Grit, and Selflessness
[00:07:28] Balancing Individuality and Teamwork
[00:08:29] Mantra for Success: Play Hard, Fast, and Be a Great TeammateHIGHLIGHT QUOTES
[00:01:13] "The most important thing you learn through the losses is that the human touch is the most important component."
[00:01:25] "If you have the ability to touch people in a way that they'll relate to, you're going to drive your productivity through the roof."
[00:03:13] "People want to be touched and they want you to get involved with them."
[00:08:37] "Play as hard as you can, as fast as you can, for as long as you can, and be a great teammate."
[00:10:20] "You can be the greatest talent in the world, but if you can't get anybody to follow you, that's a problem."Listen to Mark’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/harnessing-the-power-of-coaching-with-brian-white/
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/
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
- Visa fler
