Categories: Podcasts
This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel. Don't miss out - listen, save, and share these episodes to start applying the knowledge that gets your team on the top of their game for a strong showing in Q4.
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.
September Featured Episodes:
Product-Led Growth in B2B Sales with Oliver Jay
Duration: 1 hr 8 min
Topic:
Oliver Jay is a former Chief Revenue Officer of Asana and an advisor and leadership coach for various companies. In this conversation with John McMahon, Jay discusses the concept of product-led growth (PLG) and its impact on B2B sales. PLG is a methodology that focuses on using the product as the primary conduit for acquiring users, driving sales, and retaining customers. Jay explains that PLG is effective for certain personas and products, but it requires careful planning and consideration as companies scale. He also highlights the importance of understanding the buyer's perspective and the need to articulate the value of the product in terms of revenue, profitability, and risk.
Listen Now
Learning Leadership with Jeremy Duggan
Duration: 15 min
Topic:
In this episode, hosts John McMahon and John Kaplan sit down with Jeremy Duggan, a seasoned sales leader with a track record of success. They delve into the challenges and strategies of building a sales team from scratch and inspiring them to achieve greatness. Duggan emphasizes the importance of data, facts, and transparent leadership. He shares insights on the three R's of leadership, leading indicators for success, and the role of education and development in reaching sales goals. The episode highlights the value of constant self-improvement and learning in the dynamic world of sales leadership.
Listen Now
How to be a Well Being in Sales with Jim "Pouli" Pouliopoulos
Duration: 54 min
Topic:
Jim "Pouli" Pouliopoulos is a storyteller, professional speaker, and author who serves at Bentley University as Senior Lecturer and Director of the Professional Sales Program. His recent book, How to be a WELL BEING: Unofficial Rules to LIVE Every Day shares Pouli’s insights on bringing a happiness-first approach to business, education, and life. In this conversation with John McMahon, Pouli discusses the importance of happiness in our working and personal lives. He explains that happiness is not dependent on external circumstances but rather on our mindset and daily habits. Pouli emphasizes the need to focus on the process rather than the outcome and shares insights on how to minimize the impact of negativity bias. He also introduces the career satisfaction matrix and highlights the importance of finding enjoyment in our work.
Listen Now
Command and Control of the Business with Murray Demo
Duration: 17 min
Topic:
In this episode, John McMahon and John Kaplan host Murray Demo, a seasoned CFO with a wealth of experience at renowned companies. Demo shares valuable insights on the transition from sales leader to business leader, emphasizing the need for aligning with company-level problems and becoming a strategic thinker. The discussion explores the ideal profile of a Chief Revenue Officer (CRO) with a focus on business acumen and alignment with company goals. Demo also discusses the challenges of budgeting during economic downturns and the delicate balance between fiscal responsibility and agility. Key metrics for evaluating sales performance, including command of the business, pipeline management, and discounting, are highlighted. The episode concludes by addressing the burden of budgeting within organizations and the importance of aligning compensation programs with corporate strategies.
Listen Now
Responding to RFPs in B2B sales with Scott Sinatra
Duration: 51 min
Topic:
Scott Sinatra is the CEO and Co-Founder of Bountiful. Sinatra is a serial entrepreneur and former senior vice president of worldwide sales at Glassdoor. With deep industry knowledge in HR technology, Sinatra also served as a founding executive and head of go-to-market at Glint, which was acquired by LinkedIn in 2018. In this interview, Sinatra shares his experience responding to an RFP during his time at BladeLogic. He discusses the importance of having a champion within the customer's organization, the need to influence the decision criteria in the RFP, and the value of training and understanding your product and competition. Sinatra also emphasizes the importance of making a go/no-go decision when evaluating an RFP and the need to prioritize activities that will lead to success.
Listen Now
Making Sure the Right Decision Gets Made with Mike Hayes
Duration: 11 min
Topic:
In this episode of the Revenue Builders podcast, John McMahon and John Kaplan interview Navy SEAL veteran and VMware COO, Mike Hayes, about leadership and decision-making. Hayes discusses the concept of dynamic subordination, where anyone in an effective team can take the lead based on their skills and the situation. He emphasizes the importance of leaders empowering others and creating a culture where individuals feel comfortable bringing up ideas and attempting challenging tasks. Hayes also shares insights on learning, humility, and continuous improvement in leadership.
Listen Now
Investing in the Future of B2B Software with Andy Price
Duration: 1 hr 6 min
Topic:
As Founder of Artisanal Talent, Andy Price is globally recognized for having helped build, and invest in, some of the most successful software startups in history. He has 26 years in the industry, built two companies in the exec search industry as CEO, and spent a couple years inside two of the top VC firms in the world (Redpoint and Index). In this interview, Price discusses the world of recruiting and talent acquisition in the software industry. He shares the story behind the founding of his companies and how they connect capital and talent to help build iconic software companies. John and Andy delve into the changing landscape of recruiting, the importance of specialization, and the shift towards consultative recruiting. The conversation also explores the role of sales leaders in the recruiting process and the common misconceptions about replacing sales leaders as a company grows. Price emphasizes the significance of owning the recruiting process and investing in talent acquisition.
Listen Now
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.
Revenue Builders Podcast Page | Apple Podcasts | Stitcher | Spotify | Google Podcasts
