Latest Podcasts: Today's Top Sales Leadership Strategies

Last month, the Revenue Builders Podcast shared some tactical sales conversations that really dig into the intricacies of winning deals, creating processes, and leading teams with confidence. Hosts John Kaplan and John McMahon speak to several specialized experts with deep practical knowledge on their topics, as well as sharing their own insights and experiences from their decades-long tenure as sales leaders. The conversations cover improving accuracy in forecasting, overcoming common deal obstacles, bringing new technologies to market, the intricacies of mentorship, and managing teams that span multiple generations. Artificial intelligence is also a major theme, as our hosts discuss the new technology that's top-of-mind for many sales leaders. Several guests share insights on how AI productivity tools are poised to change the sales process and how sales leaders can use AI as a force for good with their teams.

Dig in to the below episodes to stay up-to-date with the latest in sales trends and strategies from some of the brightest minds in the industry.

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.

August Featured Episodes:

Securing Predictable Revenue with Greg Resh

Duration: 1 hr 6 min

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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.

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What to Consider When You're a New CRO with Paul Ohls

Duration: 6 min

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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.

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Key Reasons Deals Don't Close

Duration:  1 hr 13 min

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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.

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Building Trust with Mark Banfield

Duration:  6 min

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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.

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Innovation, Growth and Failure with Mark Roberge

Duration: 57 min

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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.

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AI and Sales Productivity with James Underhill

Duration:  8 min

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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.

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Leadership and Mentorship with Jake Zweig

Duration:  1 hr 8 min

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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.

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Champions, Power and Influence

Duration:  7 min

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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.

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Generative AI and Multigenerational Workforces with Hollie Castro

Duration:  58 min

Topic:

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.

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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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