Revenue Builders: Our Top Podcasts of 2024

As we wrap up another year of insightful conversations and invaluable lessons, we're excited to share our top podcast episodes of 2024. The Revenue Builders Podcast has continued to bring you the best in sales strategies, leadership insights, and industry trends, featuring some of the most influential voices in the field. From uncovering the reasons behind failed deals to exploring the journey of sales leadership, our episodes this year have been packed with actionable advice and inspiring stories. Join us as we recap the most listened-to episodes of 2024, each one offering unique perspectives and practical tips to help you excel in your sales career and get your team to the next level of execution.

We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.

Revenue Builders Podcast's Top 5 Most Listened Episodes of 2024:

1. Key Reasons Deals Don't Close with Anne Gary

Duration: 1 hr 13 min

Topic: 

Our most listened podcast of 2024 is this podcast episode with Anne Gary of Force Management, where she joins John Kaplan and John McMahon to dive deep into the intricacies of why B2B sales deals often don't close successfully. Anne offers 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, or for a leader looking to improve consistency and close rates across their revenue teams.

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2. Showing Value as a Sales Leader with Tammy Sexton

Duration: 1 hr 8 min

Topic: 

In our next most popular episode of the Revenue Builders Podcast for 2024, our hosts are joined by Tammy Sexton, Chief Revenue Officer at Skyflow. With more than 20 years of experience in enterprise sales, Tammy has a proven track record of leading and developing high-performing sales teams, building strategic partnerships, and delivering value to customers across various industries and regions. In this discussion, Tammy reflects on her journey as a sales leader and provides valuable lessons on how to show measurable results from your efforts in every stage of sales leadership, all the way up to driving tangible growth as a CRO.

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3. Behind the Deal: Engaging the Economic Buyer Part II with Carl Froggett and Joe Lynch

Duration:  1hr 1 min

Topic:

Our #3 episode features an insightful conversation on selling to the economic buyer with guests Carl Froggett, CIO at Deep Instinct, and Joe Lynch, Sales Director for the East at Deep Instinct. Before they were colleagues, Joe sold to Carl. In this second installment of our conversation, we dive even deeper into our tactical breakdown of how to sell to enterprise-level decision-makers. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information security space. It's also a great listen for leaders who want to enable this skill more frequently among their sales teams.

Don't miss Part 1 of our conversation with Joe Lynch and Carl Froggett.

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4. The Path to Sales Leadership: Lessons Learned at Each Management Level with Carl Cross

Duration:  1 hr

Topic:

Our #4 episode of the year features some valuable insights on career growth and leadership from Carl Cross, the Chief Revenue Officer at Alkami. Carl has an established career transforming and leading superior teams across organizations like HP, AppSense and Workfront. He draws on that experience to share his lessons learned on scaling a sales organization. He emphasizes the importance of effective leadership, creating a strong sales culture, and aligning sales and marketing efforts. Carl also highlights the significance of understanding the buyer's journey and conducting thorough discovery in the sales process. When it comes to scaling a sales force, Carl discusses the need for a sales capacity plan and the importance of staying ahead in recruiting to avoid falling behind in sales goals.

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5. Growing in B2B Sales: Common Mistakes to Avoid with Monica Stewart

Duration: 1 hr 16 min

Topic:
In our fifth most-listened episode of 2024, Monica Stewart joins John Kaplan and John McMahon to discuss common mistakes made by startups. Monica Stewart is a go-to-market consultant helping startups in the $2 million to $20 million revenue range that are selling to large organizations. Monica has worked with companies like LinkedIn, Trello (acquired by Atlassian), and Pangeva (acquired by S\&P). She shares valuable insights on where startups go wrong, such as not targeting their ideal customer profile (ICP) specifically enough, lacking a clear understanding of lead channels, and neglecting net dollar retention (NRR) metrics. Monica also emphasizes the importance of narrowing the ICP, prioritizing lead channels, and implementing effective post-sale processes for long-term success.

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Never Miss an Episode

We publish new episodes every week. Download, listen and share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms, or get new episodes straight to your inbox by subscribing to email updates.

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