Latest Podcasts: Leading Teams to Success

Last month, the Revenue Builders Podcast shared stories from the sales world and beyond of leaders who built, coached and motivated elite teams. From Bowling Green University football coach Brian White to accomplished Human Resources expert Hollie Castro, these leaders have some wisdom to impart on building great relationships and coaching greatness out of the individual. We even get a special one-on-one episode from our hosts on the topic of sales kickoffs, how important they are to teambuilding and alignment, and how to get the most value out of them as a leader.

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.

September Featured Episodes:

Rebuilding a Team with Scot Loeffler

Duration: 7 min

Topic: 

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Scot Loeffler, head football coach at Bowling Green State University and a former quarterback coach for Tom Brady at Michigan. The discussion centers on the challenges and strategies of rebuilding a football team, including the importance of hiring experienced staff and aligning them with a shared vision. Loeffler emphasizes focusing on the majority who contribute positively rather than the minority who resist change, and expresses gratitude for the time and support provided by Bowling Green to properly rebuild the program. This episode offers valuable insights for leaders looking to build the right team and drive successful organizational change.

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Harnessing the Power of Coaching with Brian White

Duration: 52 min

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In this episode, John Kaplan and John McMahon dive into the intricacies of leadership, coaching, and team dynamics with Brian White, the Running Backs Coach at Bowling Green. They explore the parallels between sports and sales leadership, emphasizing the importance of will, skill, and creating a team-oriented atmosphere. White shares insights from his illustrious career, including his coaching philosophy, the importance of building intimate relationships with players, and balancing individual and team goals. The discussion also addresses the evolving challenges in coaching amidst a backdrop of changing team compositions and maintaining a competitive edge. Tune in for an engaging session filled with practical advice and inspiring anecdotes on leading and motivating high-performance teams.

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Interviewing for Your Next Role

Duration:  15 min

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In this episode, John McMahon and John Kaplan dive deep into the essential elements of navigating job transitions from the perspective of a candidate. They discuss how to sharpen your focus, effectively network, and manage your energy to ensure success when hunting for your next sales or leadership role. With practical insights from industry leaders, this episode provides listeners with actionable advice on how to align personal energy with career goals, tackle interviews, and differentiate between position and opportunity.

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Engaging the 100lb Brains

Duration:  7 min

Topic:

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the mechanics of closing high-stakes deals with industry experts Carl Froggatt and Joe Lynch. Drawing from their experience at Deep Instinct and Citibank, Carl and Joe discuss how leveraging expert knowledge—what Kaplan calls the "100-pound brains"—is crucial for aligning stakeholders, solving business problems, and ensuring successful deal outcomes. Learn how to strategically engage these experts early in the sales process and navigate complex client environments like Citibank. This episode offers actionable insights for anyone involved in enterprise sales, focusing on building strong internal and external champions.

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What the Best Sales Kickoffs Do

Duration: 1 hr 1 min

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If you’re beginning to plan next year’s sales kickoff, this episode is a must-listen. John Kaplan and John McMahon talk about what the best SKOs do and how to structure the event so it’s meaningful, motivating, and focused on execution. Check out the rest of our free resources to help you align your SKO to your growth strategy.

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Aligning on Metrics with Your Customer

Duration:  8 min

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This short segment comes from our recent episode on Reasons Deals Don’t Close with Force Management’s Anne Gary. Today’s conversation focuses specifically on metrics - how to align them to your buyer and why reps often struggle with getting this critical information from the customer. 

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Optimizing a Customer Success Team with Sasha Anderson

Duration:  57 min

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In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (CSM) expert to explore the evolving role of CSMs in sales organizations. The discussion covers whether CSMs should be more commercially focused or technical, based on product complexity and pricing models. Sasha emphasizes the importance of driving customer value and usage, especially in consumption-based models where revenue is tied to product usage. The conversation also delves into the challenges of specialization, the need for alignment between sales and CS teams, and the importance of performance metrics and operating rhythms. Practical advice is provided on building a high-performance culture within CSM organizations. This episode is a must-listen for leaders aiming to optimize their customer success strategies.

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Understanding Your People with Hollie Castro

Duration:  11 min

Topic:

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Hollie Castro, a seasoned Chief People Officer and business transformation expert. Hollie delves into the importance of fostering deeper, more meaningful connections with team members to enhance leadership effectiveness. By understanding your people’s strengths, motivations, and cultural backgrounds, leaders can create more cohesive and innovative teams. Hollie shares her own experiences, emphasizing curiosity, empathy, and how to navigate diverse teams to achieve transformation. Tune in to discover practical tips on building trust, hiring strategies, and the role of selfless leadership.

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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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