In this episode, John Kaplan and John McMahon dive into the intricacies of leadership, coaching, and team dynamics with Brian White, the Running Backs Coach at Bowling Green. They explore the parallels between sports and sales leadership, emphasizing the importance of will, skill, and creating a team-oriented atmosphere. White shares insights from his illustrious career, including his coaching philosophy, the importance of building intimate relationships with players, and balancing individual and team goals. The discussion also addresses the evolving challenges in coaching amidst a backdrop of changing team compositions and maintaining a competitive edge. Tune in for an engaging session filled with practical advice and inspiring anecdotes on leading and motivating high-performance teams.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Brian White:https://www.linkedin.com/in/brian-white-38bb5716a/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:20] Brian White's Coaching Journey[00:08:12] Lessons from Wins and Losses[00:09:04] The Role of a Coach[00:13:05] Building a Team Culture[00:19:58] Effective Communication in Coaching[00:25:10] Creating a Roadmap for Success[00:27:27] Competitive Memory in Sports[00:27:57] The Importance of Fundamentals[00:29:28] Intimacy in Coaching[00:30:38] The Role of Feedback[00:31:30] Coaching vs. Teaching[00:32:12] Leadership and Parenting[00:33:22] Creating a Comfortable Environment[00:34:33] Being Coachable[00:41:37] Evolving as a Coach[00:44:24] Skill and Will MatrixHIGHLIGHT QUOTES[00:09:25] "The role of a coach is to help you reach your genetic ceiling. I want you to get a concussion banging your head on your genetic ceiling."[00:07:17]"For every buyer, there has to be a seller. It’s not real complicated—when the market crashed, there were no buyers. Simple wisdom applies to life as well."[00:15:49] "Play as hard as you can, as fast as you can, for as long as you can—and be a great teammate."[00:10:21] "People haven’t changed; they still want to be touched and connected with on a human level."

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Scot Loeffler, head football coach at Bowling Green State University and a former quarterback coach for Tom Brady at Michigan. The discussion centers on the challenges and strategies of rebuilding a football team, including the importance of hiring experienced staff and aligning them with a shared vision. Loeffler emphasizes focusing on the majority who contribute positively rather than the minority who resist change, and expresses gratitude for the time and support provided by Bowling Green to properly rebuild the program. This episode offers valuable insights for leaders looking to build the right team and drive successful organizational change.KEY TAKEAWAYS[00:00:35] Challenges of Rebuilding a Team[00:01:19] Hiring the Right People[00:02:16] Establishing and Maintaining Culture[00:04:45] Focusing on Positive Leadership[00:05:52] The Importance of Time in RebuildingHIGHLIGHT QUOTES[00:02:16] “We simply took the business model that we knew at the University of Michigan and translated it into Bowling Green.”[00:05:00] “As this process was moving along, I found myself as a leader, really concentrating on the 10 percent that was bad rather than the 90 percent of my good kids.”[00:06:04] “In my industry, time is the ultimate essence. I was very fortunate to walk into this organization and they said that we're going to rebuild the whole thing.”[00:06:51] “It always takes a little bit longer than you think to turn around a program.”Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/story-of-a-turnaround-the-long-game-of-leadershipCheck 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, John Kaplan and John McMahon dive deep into the intricacies of why B2B sales deals often don't close successfully. Special guest Anne Gary joins the discussion for the third time to offer insights into the common pitfalls in the sales process, from poor discovery and scoping to failed champion development and suboptimal engagement with economic buyers. They provide actionable advice on how to slow down and properly align your sales strategy with the customer's pain points, metrics, and decision criteria to close deals effectively. They emphasize the importance of thorough preparation, understanding customer pain points, building solid champions, and creating a compelling proof of value. The episode is a must-listen for any sales professional looking to refine their approach and increase their close rates.Tune in and learn more on this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:04] Why Deals Don't Close: Discovery Stage[00:03:41] The Importance of Proper Preparation[00:11:42] Metrics and Measuring Success[00:19:02] Building Trust and Overcoming Hesitation[00:32:57] Finding and Leveraging Champions[00:39:54] Understanding Deal Patterns: M, W, and L[00:40:36] The Importance of Multi-Threading in Sales[00:41:53] Developing Trust with Potential Champions[00:46:33] Economic Buyers and Their Influence[00:54:46] Navigating Proof of Value (POV)[01:02:39] Closing the Deal: Overcoming Common ChallengesHIGHLIGHT QUOTES[00:03:08] "The biggest mistake we make is hoping the customer will connect the dots from the features and functions to the quantifiable impact that you have on solving the business problem."[00:09:21] "If you’re measured on how many meetings you get, you can get a lot of meetings, but they may not be with the right person." [00:13:34] "Metrics are hard because a lot of reps don’t know how a customer should be measuring success based on the problems and solutions discussed."[00:19:15] "Sometimes customers hold back on metrics because they don’t trust you yet."[00:46:11] "I'm willing to be led, provided you can take me to a place I can't get to on my own."[00:47:49] "If you're selling anything that's worth anything, they're never going to have a budget for it."[00:49:22] "Economic buyers need their own champions inside the account."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Mark Banfield, CEO of 1E, to discuss the importance of building trust in sales. The conversation delves into how integrity, emotional intelligence, and a deep understanding of the customer’s needs are critical in establishing trust. They also explore how elite sellers differentiate themselves by turning technical capabilities into business outcomes and guiding champions within an organization. Whether you're a seasoned sales professional or just starting, this episode offers invaluable insights on fostering trust and achieving sales success.KEY TAKEAWAYS[00:01:18] Integrity and emotional intelligence as cornerstones of trust-building.[00:02:28] The importance of understanding both the business and personal objectives of customers.[00:03:14] The value of patience and deep understanding during the discovery phase.[00:04:09] Attaching to the biggest business issues: Turning technical capabilities into customer outcomes.[00:04:59] Preparing customers for internal communication: A crucial step in building trust.HIGHLIGHT QUOTES[00:01:49] "Selling is more about listening than it's about anything else.[00:02:48] "Integrity happens by your actions—what you say you're going to do, you do."[00:04:09] "You have to attach yourself to the biggest business issue facing that customer. Once you do that, the road is paved with gold."[00:04:33] "When they allow you to influence that decision criteria with your differentiation, that's trust."Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/improving-productivity-and-reducing-friction-in-the-workplace-with-mark-banfieldCheck 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, John Kaplan and John McMahon are joined by Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital. They dive deep into Clayton Christensen’s book, 'The Innovator's Dilemma,' exploring why well-managed companies fail despite their best efforts to innovate. The discussion covers historical and present examples of disruptive vs. sustaining technologies, with a focus on how companies can adapt in the rapidly changing tech landscape, especially with the emergence of AI. Insightful anecdotes from their careers and practical advice for business leaders make this a must-listen for anyone navigating the world of B2B sales and technology.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Mark Roberge: https://www.linkedin.com/in/markroberge/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:26] Discussing The Innovator's Dilemma[00:04:24] Relevance of The Innovator's Dilemma Today[00:05:51] Sustaining vs. Disruptive Innovation[00:07:12] Historical Examples of Disruptive Innovation[00:08:53] Challenges of Adapting to Disruptive Technologies[00:17:47] The Role of AI in Future Disruptions[00:30:19] The Evolution of Job Markets[00:30:36] AI's Impact on Insurance Companies[00:31:43] Disrupting Established Companies[00:32:48] Challenges of Acquisitions[00:33:45] Strategies for Cloud Transition[00:44:11] The Role of SMBs in Innovation[00:48:29] HubSpot's Unique ApproachHIGHLIGHT QUOTES[00:04:08] "I just think therapists are like the best analog for just great salesmanship because if you walk into a therapy session, you're bummed out. You walk out, you're friggin jazzed about life and all they did was ask you eight questions."[00:06:39] "We were in a sustaining innovation realm...you follow that, you're going to be bankrupt in five years."[00:10:04] "The promise of AI is to get rid of the people, to get rid of the salespeople. And when you look at today’s sales tech big players, their entire business model is based on charging per person. How the hell are they going to survive in a world where the number of salespeople a company has is declining?"[00:16:47] "The move to cloud infrastructure, subscription pricing, and shifting to inside sales — for a big company, these changes are nearly impossible to make."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the transformative potential of AI in sales with insights from James Underhill, Senior Director for Sales Innovation at MongoDB. The discussion covers how AI can enhance sales productivity across the funnel, from territory management to post-sale processes. James shares his experiences and strategies for using AI to help sales reps focus on what truly matters—building strong relationships and driving revenue.KEY TAKEAWAYS[00:01:19] The importance of reframing customer problems to build trust.[00:01:54] AI's role in contextualizing top-of-the-funnel data.[00:02:40] Middle-of-the-funnel AI applications: CRM and knowledge management.[00:03:19] Bottom-of-the-funnel AI uses: Renewal, upsell, and customer usage insights.[00:05:16] The distinction between what AI should be used for vs. what it can be used for.[00:06:51] AI as a tool for sales reps and leaders, not a replacement.HIGHLIGHT QUOTES[00:01:19] "When somebody helps to reframe a problem that I have in a way I hadn’t thought of, that’s when I know this is a great seller."[00:05:16] "It’s important to have the tools to augment the information you have, but decisions should still be made by people."[00:06:51] "The value proposition for AI is what it can do for the reps and sales leaders, not to them."Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/the-impact-of-ai-on-sales-with-james-underhillCheck 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, John Kaplan and John McMahon welcome Jake Zweig, a former Navy SEAL, college football coach, and leadership development expert. Jake shares his inspiring journey from his formative years in Washington State to his achievements at the U.S. Naval Academy and beyond. The discussion covers his unyielding drive to win, lessons in leadership, and the significance of mentorship. Jake also explains his approach to identifying and developing leaders, which involves a deep understanding of their capabilities and a relentless pursuit of excellence. Tune in to hear Jake's valuable insights and powerful, real-life anecdotes on resilience and leadership.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Jake Zweig: https://www.linkedin.com/in/jakezweig/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:36] Jake's Upbringing and Early Influences[00:06:22] Academic Achievements and Early Leadership[00:11:48] Journey to the Naval Academy[00:20:41] Challenges and Lessons at the Naval Academy[00:22:17] Transition to SEAL Training[00:25:41] Athletic Pursuits and Wrestling at Navy[00:30:49] Leadership Lessons from Bad Examples[00:32:42] Current Endeavors and Leadership Philosophy[00:35:22] The Importance of Hard Work and Dedication[00:36:07] Developing Leadership Skills[00:38:07] Characteristics of Successful Leaders[00:40:22] Emotional Intelligence and Intuition[00:41:53] The Role of Upbringing in Success[00:45:08] The How: Teaching and Mentorship[00:46:25] Real-Life Mentorship Success Stories[00:52:57] The Blueprint to Success[00:54:46] The Importance of Execution and Adaptability HIGHLIGHT QUOTES[00:32:30] "I'm about leadership and results. My job is to make sure those freshmen get grounded, have a great foundation for the rest of the time at the Naval Academy, and they learn good leadership. Screaming at people is not good leadership. That's bad leadership."[00:35:14] "They got to be a capable person. If you're not a capable person, I can't put you in charge. The next thing I look for is, do you want to be good? Because there's a lot of people out there that are super capable and they don't want to do the work to be great."[00:40:22] "Yeah, all of the things you said play into EQ, right? Like your emotional intelligence, your ability to talk to somebody and understand where they came from and who they are and how you can relate to them."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the pivotal role of champions in accelerating sales performance. John McMahon explains the necessity of earning trust, educating, and developing champions to effectively sell on your behalf. He emphasizes the importance of differentiating your product and preparing champions to handle objections in competitive scenarios. Additionally, the discussion highlights the distinctions between 'coaches' and 'champions' and the significance of understanding influence and authority within an organization. This episode is a comprehensive guide for sales professionals aiming to leverage internal champions to drive success.KEY TAKEAWAYS[00:00:22] The Role of Champions in Sales[00:00:43] Building Trust and Educating Your Champion[00:01:09] Preparing Champions for Objections[00:01:55] Role-Playing Scenarios with Champions[00:03:41] Defining Coaches vs. Champions[00:04:03] Understanding Influence and Authority[00:05:31] Real-World Example: Selling to the Right PersonHIGHLIGHT QUOTES[00:00:48] "First, you got to earn trust and you have to help educate and develop your champion."[00:01:09] "When that champion goes into a meeting to talk about you and your product, there's going to be a competitor's champion in that same room."[00:00:48] "You have to almost make them an internal salesperson because when you're not there, they have to basically sell on your behalf."[00:05:07] "Stay away from Nina and stay away from Annie. Nina is no influence and no authority and Annie is authority and no influence."[00:05:26] "What’s the difference between an org chart and a power chart? Authority and influence."Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/a-closer-look-at-champions/Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: ttps://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, John Kaplan and John McMahon welcome back Hollie Castro, a seasoned business executive and advisor, as they delve into key challenges and opportunities in today's B2B sales environment. They cover topics ranging from managing multigenerational workforces and enhancing communication to leveraging generative AI for efficiency and innovation. Hollie shares her extensive experience in human capital management and transformative strategies, underscoring the importance of curiosity, leadership clarity, and ethical considerations in adopting new technologies. The episode also explores the implications of AI on hiring practices, skill development, and the future of work.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Hollie Castro: https://www.linkedin.com/in/hollie-castro/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:56] Meet Hollie Castro: Board Member and Business Executive[00:04:00] Understanding Generational Differences in the Workforce[00:07:56] Effective Leadership and Communication Strategies[00:13:01] Building Diverse and High-Performing Teams[00:27:23] The Role of Generative AI in Modern Business[00:31:52] Efficiency and Job Displacement[00:33:34] Innovative Applications of Gen AI[00:35:04] Challenges and Concerns with AI[00:35:55] The Human Element in AI[00:37:22] AI's Impact on Hiring and Education[00:38:48] Adapting to AI in Business[00:41:49] Personal Experiences with AI[00:48:25] Skills and Attributes for the FutureHIGHLIGHT QUOTES[00:05:39] “Millennials are digital pioneers, highly value education and work-life balance, while Gen Z are digital natives with a strong entrepreneurial spirit and focus on mental health awareness.” - Hollie Castro[00:09:04] “Clarity is kind. As a leader, being very clear about what you value, what you expect, and how you measure performance is crucial.”[00:21:15] “If you look around and everyone looks like you or sells like you, there’s probably an area of opportunity you’re missing for innovation.”

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by the Airtable CRO, Paul Ohls, to discuss the critical steps new Chief Revenue Officers (CROs) should take when joining a new organization. They delve into the importance of identifying and leveraging existing areas of success, understanding the nuances of the current sales environment, and balancing proven strategies with necessary adaptations. Whether you're a new CRO or a seasoned sales leader, this episode provides valuable insights on how to prioritize and implement changes effectively to drive revenue growth.KEY TAKEAWAYS[00:00:35] Challenges for New CROs[00:01:13] Identifying Pockets of Success[00:02:18] Reverse Engineering Success[00:03:01] Adapting Playbooks for New Environments[00:05:09] Universal Sales FundamentalsHIGHLIGHT QUOTES[00:01:01] "Coming into a new role, you have to let people know you're not a magician. It's about prioritization of what to do first."[00:03:52] "You earn a ton of credibility by diving into what's working."[00:05:02] "It's like a Venn diagram... there are universal things that don't really change."[00:05:45] "Focus on the fundamentals and see if they test for real right now or if they need optimization."Listen to the full episode with Paul Ohls through this link: https://podcasts.apple.com/au/podcast/focusing-on-the-fundamentals-with-paul-ohls/id1610203369?i=1000633465533Check 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, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The discussion delves into Resh’s diverse background, covering a wide range of industries from sports to technology. Resh provides insights into the differences between B2B and B2C selling, the critical importance of accurate forecasting, and navigating the private equity landscape. He shares strategies for securing revenue predictability that paves the way to growth, recommending leaders focus on honest communication, strategic alignment, and choosing the right productivity and CRM tools. The conversation also touches on investment opportunities in emerging markets such as EVs, AI, and blockchain, and the nuances of working with PE firms versus family offices.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Greg Resh: https://www.linkedin.com/in/greg-resh-4942139/Strategies for Selling an AI Solution:https://hubs.li/Q02GXNTZ0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:38] Greg Resh's Diverse Career Journey[00:06:54] B2B vs B2C Sales Insights[00:14:24] Challenges in Revenue Prediction[00:30:30] The Importance of CRM in Sales and Finance[00:35:36] The Need for Real-Time Productivity Tools[00:37:31] Accountability in Sales Forecasting[00:39:14] The Importance of Accurate Predictions[00:41:29] Building Reconciliation Plans[00:42:58] Investing in High Performers[00:46:59] The Role of AI in Business[00:48:15] Investing in Emerging Industries[00:58:20] Private Equity and Family OfficesHIGHLIGHT QUOTES[00:04:16] "I think the part I appreciate the most in retrospect is definitely getting to see these different industries, and really the fact that most of them have had B2B and B2C components."[00:07:41] "It's easy for sure, but I do think it's a little simpler or less complex to sell B2B because you can actually go in and go to that business or that sector, that industry, and really figure out what they're trying to do."[00:16:29] "I think forecasting accuracy is just as important as over-delivering by 20%."[00:18:04] "You can't cut your way to growth. You can't overreact to a miss, but that's why if you're really on top of things and accurate, then you can really manage a business in a short minute, a long term basis more effectively."[00:20:12] "You're negotiating on both sides, right? You're trying to get them up to a realistic number, you're trying to figure out how to put a bogey on top or close that gap or be strategic and creative there."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process of identifying the ideal customer profile. Burton shares insights on adapting sales strategies for larger enterprises, the evolving demands of educated customers, and creating a culture where honest feedback is valued. A must-listen for sales leaders at startups navigating their own path to market fit.KEY TAKEAWAYS[00:00:49] Defining a Great First Line Leader[00:01:42] Common Mistakes of Second Line Leaders[00:02:28] Transitioning from Tactical to Strategic Thinking[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line ManagersHIGHLIGHT QUOTES[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."[00:02:28] "The further you move up the range, the lonelier it gets at the top."[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."Listen to the full episode with Jeremy Burton through this link: https://revenue-builders.simplecast.com/episodes/the-startup-ceo-with-jeremy-burtonCheck 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, John McMahon and John Kaplan welcome back Doug Holladay to delve deeper into the themes of Doug's best-selling book, 'Rethinking Success.' The discussion focuses on the importance of understanding and embracing one's personal story to avoid living someone else's narrative. They explore how life experiences and backgrounds shape emotions, perceptions, and actions. Practical strategies for self-discovery and self-improvement are shared, emphasizing the significance of authenticity and addressing deep-seated emotional triggers. The episode also explores storytelling in leadership and the profound impact of understanding colleagues' backgrounds. This conversation is essential for anyone striving to integrate personal growth with professional excellence.Tune in and learn more about this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESListen to the earlier episodes with Doug here: Leading Authentically: https://www.forcemanagement.com/leading-authenticallyRethinking Success: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladayConnect and learn more about Doug Holladay: https://www.linkedin.com/in/dougholladay/Learn more about Doug’s CEO programs: https://www.pathnorth.com/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:40] Understanding Personal Narratives[00:06:36] The Impact of Family Stories[00:08:55] Exercises for Self-Discovery[00:12:22] Breaking Generational Cycles[00:17:56] The Importance of Audience[00:34:37] Celebrating Positive Actions in Children[00:36:21] Learning Through the Eyes of Your Children[00:39:29] Understanding Personal Triggers and Growth[00:41:50] The Power of Self-Awareness[00:50:24] Writing and Reflecting on Your Own Story[01:02:29] Integrating Personal Stories in LeadershipHIGHLIGHT QUOTES[00:03:19] "It's really easy to misinterpret the actions of others when you don't understand the story they were born into or the demons they're wrestling with."[00:09:09] "If we don't bother to understand that story we were born into, guess what? You're going to replicate that in your own family."[00:21:51] "The best thing I can do for my family, my children, my spouse, my partner, for the people I work with, for the country, is to be the best version of myself."[00:13:28] "You will know the truth and the truth will set you free."[00:23:03] "None of us wants to be fixed by somebody else. That's why we've got to start with fixing ourselves."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delve into the complexities of second line leadership. The discussion centers around the critical skills required to train and lead first line leaders, the common pitfalls second line managers face, and strategies to ensure that leadership at every level is effective and empowering. This episode offers valuable insights for those looking to elevate their leadership capabilities and drive better results through their teams.KEY TAKEAWAYS[00:00:49] Defining a Great First Line Leader[00:01:42] Common Mistakes of Second Line Leaders[00:02:28] Transitioning from Tactical to Strategic Thinking[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line ManagersHIGHLIGHT QUOTES[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."[00:02:28] "The further you move up the range, the lonelier it gets at the top."[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."Listen to the full episode with Carl Cross through this link: https://revenue-builders.simplecast.com/episodes/the-path-to-sales-leadership-lessons-learned-at-each-management-level-with-carl-crossCheck 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/front-line-managers

If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segments on the topic featuring:Neeraj Agrawal - General Partner, Battery VenturesKeno Helmi - CRO, EspressiveChris Degnan - CRO, SnowflakeADDITIONAL RESOURCESFor more information on Selling in a New Category, check out Force Management’s eBook: https://hubs.li/Q02GXNTZ0Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:28] Understanding market transitions and spotting opportunities.[00:03:01] Challenges of new technologies as solutions looking for problems.[00:04:29] Investing in new product areas and the importance of timing.[00:05:07] The role of POVs in selling complex technologies.[00:06:06] Different sales motions: Provoking interest vs. competing in an active market.[00:07:52] Qualifying economic buyers before a POV.[00:11:12] Realities of selling new technology at a startup.[00:13:24] Strategies for targeting early customers and overcoming competition.[00:15:14] Key customers that helped shape Snowflake's success.HIGHLIGHT QUOTES[00:01:46] "Spotting these transitions and being there at the right point is a key component here."[00:03:01] "New technologies as solutions looking for a problem must be the harder ones to guess."[00:05:07] "Sharing a POV or a POC is critically important when you're selling a technology your customers may not understand."[00:06:56] "If I have a brand new technology that customers may not understand, I can alleviate a lot of their concerns by doing a POV."[00:11:32] "There's a misperception if you're a salesperson that you can go into an early stage startup and make a ton of money."[00:14:09] "Teradata was almost arrogant... They let the cloud sideswipe them."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at Rubrik, to discuss the importance of equipping sales teams with a compelling point of view (POV). JP emphasizes the necessity of thorough research and understanding of the client's business, industry trends, and specific challenges before approaching potential customers. He shares insights on how a well-prepared POV can boost confidence, earn respect, and open productive dialogue with clients. The episode also highlights practical training methods and the benefits of utilizing customer stories to relate to business problems. For additional resources on enhancing sales performance, listeners are encouraged to check out Force Management's ebook linked in the show notes.KEY TAKEAWAYS[00:00:22] The Importance of a Compelling Point of View[00:00:41] Training Reps for Success[00:01:24] Research and Preparation Strategies[00:02:21] Using Customer Stories Effectively[00:03:30] Avoiding Analysis Paralysis[00:05:13] Engaging Executives with a Strong POV[00:06:28] Building Confidence and Earning Respect[00:07:40] Creating Custom Slides for DiscoveryHIGHLIGHT QUOTES[00:01:06] "The POV is absolute power. If you do it right, you immediately earn respect from the person on the other side of the table."[00:06:28] "A compelling point of view gives you confidence and opens the conversation to talking about the client's pain points."[00:01:52] "It's not rocket science, but doing the work and putting the effort in to understand the account and industry trends is crucial."[00:04:59] "We overdo everything. If you find a nugget, use that nugget to go hit somebody right now."[00:05:40] "You want a partner to help you? Show them why this is important and prepare as if your CRO is going to make the pitch for you."Listen to the full episode with JP Bolen through this link: https://revenue-builders.simplecast.com/episodes/driving-sales-productivity-with-jp-bolenCheck 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, John McMahon and John Kaplan are joined by leadership expert Marcy Stoudt for a comprehensive discussion on recruitment, interviewing, and onboarding in B2B sales. Marcy is the co-founder of Revel Coach and Revel Search, she is an expert in recruiting and retaining top leadership and talent. This episode emphasizes the importance of defining an ideal candidate profile, the need for rigorous and insightful interview questions, and the critical nature of an effective onboarding process. Additionally, Marcy offers practical tips and reveals some helpful tools to enhance team dynamics and productivity. Throughout the conversation, the hosts and Marcy highlight best practices for attracting, hiring, and retaining top talent in a competitive sales environment.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:02] Meet Marcy Stoudt: Leadership and Coaching[00:01:40] The Launch of Revel Coach and Revel Search[00:04:06] Challenges in Hiring and Retention[00:05:41] Effective Hiring Strategies[00:06:45] The Importance of Candidate Profiles[00:10:37] Sourcing and Networking Tips[00:17:23] The Role of Leaders in Recruitment[00:31:26] Energy Management in Job Hunting[00:33:37] Boosting Your Mental Energy[00:34:08] Choosing the Right Opportunity Over Position[00:35:57] Interviewing and Screening: Best Practices[00:38:35] The Role of Technology in Hiring[00:41:39] Understanding Candidate Fit[00:55:46] The Importance of Listening in Interviews[00:59:03] Effective Onboarding StrategiesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPMeet the Mentors at Revel Coach: Learn more about our mentors https://www.revelcoach.com/meet-the-mentors?pgid=loynx9fa-52f3dc1d-7c65-4168-9a43-ea5c7dcfa740Try out Cloverleaf - the software referenced in the show:  Cloverleaf.meInformation on Revel Search: Explore Revel90 and our approach to coaching https://www.therevelsearch.com/revel90Learn more about Marcy Stoudt through this link.https://www.linkedin.com/in/marcy-stoudt/HIGHLIGHT QUOTES[00:06:54] "If you really get clear on why you are hiring this person, why you are funding this person, and then you make the time to make sure you are sourcing from many markets, everything else is so much easier down the road."[00:10:08] "It's all about the people that I recruit that's going to define my career and how well I do in this job."[00:16:45] "You have to figure out the DNA of who you're hiring and then say, where do they socialize? And then you get to those places."[00:19:59] "If you put the onus on the leader, you are ensuring that they are invested in the success of the new hire from day one."[00:21:19] "Candidates have equal responsibility to eliminate the guesswork and get the ultimate decision maker in the interview process a lot sooner than most companies do."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Andy Price from Artisanal Ventures and Artisanal Talent. With over 30 years of experience in the recruiting industry, Andy shares valuable insights on why it's crucial for sales leaders to own the recruiting process. The discussion delves into the pitfalls of delegating recruitment to HR, the importance of building a strong internal talent acquisition team, and the impact of recruiting quality talent on overall sales success.KEY TAKEAWAYS[00:00:41] The Importance of Sales Leaders Owning the Recruiting Process[00:00:53] Pitfalls of Delegating Recruitment to HR[00:01:36] Building an Internal Talent Acquisition Muscle[00:02:15] The Impact of Economic Changes on Recruiting Strategies[00:02:53] The Importance of Consistency in Sales Team DNA[00:03:47] The Role of Networks in Successful Recruiting[00:05:02] Evaluating Sales Leaders Based on Their Recruiting Ability[00:04:16] The Consequences of Poor Recruiting on Sales Organizations[00:04:44] The Significance of Having a Vision for Talent DevelopmentHIGHLIGHT QUOTES[00:00:53] "You cannot delegate it to anybody else because you're recruiting your own team, and your team is going to determine your own success and your own career."[00:01:36] "The HR team was a central function, more administrative and compliance, comp benefits."[00:02:53] "You end up with inconsistent talent across the board and things start to vibrate."[00:03:29] "When you recruit a bunch of C's and D's, you're going to burn through a lot of money."[00:05:02] "Who are they going to bring? Who are they going to recruit?"[00:06:16] "Salespeople want to win."Listen to the full episode with Andy Price through this link: https://revenue-builders.simplecast.com/episodes/investing-in-the-future-of-b2b-software-with-andy-priceCheck 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/

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In this curated episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, guest Harsha Jalihal, Chief People Officer at MongoDB, shares insights on fostering open communication within teams. Drawing from her extensive HR experience at Cognizant and Unilever, Harsha discusses the importance of building relationships, getting to know team members personally, and trusting one's gut instincts. She emphasizes that developing trust and understanding takes time and multiple conversations, particularly in the post-COVID era where personal and professional boundaries are blurred. Notable advice includes asking direct questions, providing space for honesty, and ensuring employees feel comfortable sharing their concerns.KEY TAKEAWAYS[00:00:38] Building Trust and Relationships[00:01:23] The Importance of Knowing Your Team[00:02:35] Navigating Difficult Conversations[00:03:15] Trusting Your Gut Instincts[00:03:55] Giving Space and TimeHIGHLIGHT QUOTES[00:01:27] "You can't just think of your job as directing their work. You've got to get to know the people who work for you."[00:02:26] "It's harder to manage people these days because you have to really get to know them almost on a personal level."[00:03:00] "You're not going to get to really figure out what's bothering somebody with one conversation. It's going to take you more than one or two attempts."[00:03:49] "Is there something you're not telling me? Because you're afraid or concerned that I might react negatively to it?"Listen to the full episode with Harsha Jalihal through this link: https://revenue-builders.simplecast.com/episodes/balancing-business-and-people-in-leadership-with-harsha-jalihal/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/