Categories: Podcasts
Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time. Tune in to the episodes below to hear their stories and advice on building, scaling, and enabling a winning culture as a sales leader.
We recently started publishing two episodes per week, so there's even more great lessons in leadership to dig in to! Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
January Featured Episodes:
Business Value Assessments: Looking at Opportunities through a Value Lens with Doug May
Duration: 1 hr 6 min
Topic:
Doug May is the Chief of Staff to the CRO at Datadog. He has extensive experience in sales leadership and has a deep understanding of driving business value for customers.
In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Doug emphasizes the importance of quantifying value in the sales process. By aligning solutions with customer goals and strategies, sellers can show real business impact. Discovery is crucial for understanding customer challenges, and building trust is essential for successful sales engagements. Presenting the results of a business value assessment in a simple and compelling way is key to gaining customer buy-in.
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Loyalty and Culture with Hollie Castro
Duration: 8 min
Topic:
In this curated episode of the Revenue Builders Podcast, we engage in an insightful conversation with Hollie Castro, a seasoned Chief People Officer and business transformation leader. Hollie delves into the evolving landscape of loyalty in the workforce, dissecting changing career expectations, motivations behind career transitions, and the shifting definitions of loyalty across different life stages. Holly shares invaluable insights on redefining loyalty in the modern workplace, emphasizing the importance of mindset shifts and transparent conversations between leaders and their teams.
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The Startup CEO with Jeremy Burton
Duration: 1 hr 5 min
Topic:
Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell. In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He emphasizes the importance of introspection and humility, building a culture of open feedback and discussion, and understanding the continuous process of product-market fit. He also discusses the potential of AI to transform industries and increase productivity, while acknowledging its limitations.
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Three Traits of a Successful Revenue Partnership with Alan Chhabra
Duration: 14 min
Topic:
In this curated episode of the Revenue Builders Podcast, we engage in a riveting conversation with Alan Chhabra, the Executive Vice President of Worldwide Partners at MongoDB. Alan delves into the intricacies of establishing, nurturing, and enhancing partnerships within the realm of sales and channel organizations. Alan shares insights into prioritizing partnerships, aligning them with customer needs, enhancing sales productivity, and turbocharging relationships with various types of partners.
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The Path to Sales Leadership: Lessons Learned at Each Management Level with Carl Cross
Duration: 14 min
Topic:
In this episode of the Revenue Builders Podcast, Carl Cross, the Chief Revenue Officer at Alkami, shares his insights on sales leadership and 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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Shifting Left in Sales Negotiations with Tim Caito
Duration: 15 min
Topic:
In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.
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Showing Value as a Sales Leader with Tammy Sexton
Duration: 1 hr 8 min
Topic:
Now the Chief Revenue Officer at Skyflow, Tammy Sexton has successfully managed and grown sales organizations at early and mid-stage startups, such as LaunchDarkly, LogicHub, and Sumo Logic, as well as established companies, such as PagerDuty, EMC, and PTC.
In this episode of the Revenue Builders Podcast, Tammy discusses the importance of data privacy and how Skyflow's data vault as a service helps companies protect sensitive information. She shares insights on the impact of data breaches on brand reputation and revenue, as well as the role of data privacy in building customer trust. Tammy also reflects on her journey as a sales leader and provides valuable lessons on transitioning from an account executive to a manager, managing managers, and becoming a CRO.
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Mindset and Resilience with Brent Gleeson
Duration: 13 min
Topic:
In this curated episode of the Revenue Builders Podcast, hosts Jon McMahon and Jon Kaplan sit down with special guest Brent Gleeson, a Navy SEAL veteran and leadership training expert. Together, they explore the concept of a growth mindset versus a fixed mindset, drawing insights from Brent's experiences and research. The discussion delves into the challenges, efforts, feedback, and setbacks associated with each mindset, providing valuable lessons for individuals and teams seeking to enhance their performance. Brent shares anecdotes from SEAL training, offering practical applications for leaders in any industry. The episode concludes with a focus on leading individuals out of the "gray area" of self-sabotage and fostering a shared sense of purpose.
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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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