Categories: Podcasts
This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence.
We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with their ideal customer with Monica Stewart. Our hosts also explored how leaders can equip their teams to better connect with specific roles in the sales process, with special deep-dives into Champions and the Economic Buyer.
We publish two episodes every week, with both long-form discussions and bite-sized lessons to offer value to leaders at all stages of growth. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
April Featured Episodes:
A Closer Look At Champions with John McMahon and John Kaplan
Duration: 1 hr 4 min
Topic:
In this episode of the podcast, John McMahon and John Kaplan discuss the process of champion building in B2B sales. They emphasize the importance of identifying potential champions early in the sales process and developing strong relationships with them. They also highlight the need for sales reps to earn trust, educate champions, and provide value throughout the sales cycle. The episode explores various strategies for testing champions and collaborating with them to achieve successful outcomes.
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The Challenges with Scaling PLG with Oliver Jay
Duration: 8 min
Topic:
In this curated episode of the Revenue Builders Podcast, we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Jay, former Product Led Sales leader at Dropbox and CRO at Asana. In this insightful conversation, they explore the nuances of PLG, its effectiveness in different market landscapes, and the strategies required to navigate its scalability challenges. From understanding the dominance dynamics in PLG markets to dissecting the intricacies of selling to end-users versus enterprise buyers, this episode offers invaluable insights for companies looking to leverage PLG for accelerated sales performance.
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The Impact of AI on Sales with James Underhill
Duration: 1 hr 1 min
Topic:
James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and later spent two years at Twitter as a Revenue Operations Analyst. Since joining MongoDB, James has been promoted four times and now leads the Sales Innovation team.
In this episode, John McMahon and John Kaplan are joined by James Underhill to discuss the potential impact of AI on sales. They explore how AI can enhance sales productivity by automating time-consuming tasks and providing valuable insights. James breaks down the different stages of the sales process and explains how AI can be leveraged to improve territory management, discovery, preparation, coaching, and forecasting. He emphasizes the importance of combining AI with human skills and highlights the need for curiosity, critical thinking, and a customer-centric approach in sales. The conversation also touches on the potential changes in the buying experience as AI becomes more prevalent in sales.
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Do Your Teams Know the Strategy? with Chuck Bamford
Duration: 7 min
Topic:
In this curated episode of the Revenue Builders Podcast, we engage in a thought-provoking conversation with Dr. Chuck Bamford, renowned author and business strategist. Dr. Bamford sheds light on the critical issue of aligning corporate strategy throughout an organization, from top-level executives to frontline employees. Drawing from his extensive experience, he highlights the common pitfalls and challenges companies face in achieving this alignment and offers insightful strategies for overcoming them.
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Growing in B2B Sales: Common Mistakes to Avoid with Monica Stewart
Duration: 58 min
Topic:
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 Panjiva (acquired by S&P). She is known for her sustainable growth-focused mindset and her ability to help companies bridge the gap between their current strategy and their long-term vision.
In this episode, Monica shares valuable insights and discusses common mistakes made by startups, 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. She emphasizes the importance of narrowing the ICP, prioritizing lead channels, and implementing effective post-sale processes for long-term success. Monica also highlights the need for founders to be open to change and willing to reevaluate their strategies as their companies evolve.
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Decision Criteria with Anne Gary
Duration: 8 min
Topic:
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan delve into the crucial aspect of decision criteria in sales. Anne Gary joins the hosts to dissect the intricacies of aligning decision criteria with product differentiation to secure sales success. From handling competition to managing scope creep, they provide invaluable insights into navigating the sales landscape with precision.
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Behind the Deal: A Perspective from an Economic Buyer
Duration: 1 hr 1 min
Topic:
This 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. Carl shares his extensive experience as an economic buyer in tech deals, highlighting the importance of account executives not wasting his time with generic pitches or vendor bashing, and instead focusing on understanding his business needs. Joe discusses his approach to selling to Carl at Citi, emphasizing the value of doing thorough research, building trust, and creating a tailored value proposition. The discussion also covers strategies for forming genuine partnerships with clients, the challenges of navigating sales processes within large global banks, and the innovative threat prevention technology offered by Deep Instinct. The conversation provides valuable insights for B2B sales professionals on effectively engaging with economic buyers and fostering long-term partnerships.
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Emotionally Connecting with Your Buyers with Richard Rivera
Duration: 6 min
Topic:
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the crucial aspect of emotionally connecting with buyers. Joined by veteran sales leader and author Richard Rivera, they explore the science behind buyer decision-making and the importance of understanding the emotional journey buyers go through. Rivera introduces the concept of the buyer decision path, emphasizing the need to disarm the survival instincts of buyers before engaging their thrive state and intellectual brain. Through insightful discussions and practical examples, listeners gain valuable insights into reshaping their sales approach to prioritize emotional connection and drive successful outcomes.
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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.
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