Latest Podcasts: The Power of Influence
Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment. Dig into our April episodes below and share them with your team to stay prepared for whatever the market throws at you.
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April Featured Episodes:
The Secrets of Sales Negotiation with Tim Caito
Duration: 1 hr 5 min
The problem with most negotiation training approaches is they often fail to account for the nuances of a sales negotiation based on value. In this episode, Tim Caito, Senior Partner at Force Management, joins John McMahon and John Kaplan to discuss competencies and common pitfalls associated with negotiation. The conversation covers the perception of power and emotions, early preparation and value-building throughout the sales process, the role of champions in negotiation, handling give-gets and package options, and many more negotiation topics. Learn how these concepts apply to your sales team and the current economic environment in this episode of Revenue Builders.
Mastering the Art of Customer Success with Allison Pickens
Duration: 1 hr 5 min
Your existing customer base is a vital part of your future sales pipeline. This conversation with Allison Pickens explores how to reduce churn and ensure that your retention revenue pipeline stays full. Allison is an experienced investor, board director, and customer success expert. She joins John Kaplan and John McMahon today to discuss the importance of viewing customer success not as a separate activity from sales, but as an integral part of the sales process and, ultimately, the value of your solution. Allison shares strategies for assessing customer health during economic uncertainty, harnessing the power of AI for customer success, and aligning customer success with your overall sales objectives.
Selling to the CFO
Duration: 50 min
Understanding the CFO perspective is becoming increasingly crucial to closing deals in today’s economy. This week, we’re sharing some highlights of the best wisdom shared by financial leaders on our show. Tune in as six-time CFO and Board Advisor Murray Demo, Drift CFO Jim Kelliher, and Managing Director of Madrona Venture Group Hope Cochran talk forecasting, budgeting, and what a CFO’s priorities really are when the economy presents challenges. Whether you’re a seller, a champion, or a leader, you’ll get a valuable glimpse into the mind of a CFO on this episode of Revenue Builders.
Developing Buyer Champions with Richard Rivera
Duration: 44 min
The buyer champion is a crucial part of any deal, but especially important in a challenging sales environment. In this episode, Richard Rivera, Founder of GENNOW Sales Consulting, joins the show to discuss his book The Champion Sell and his insights on what makes a great buyer champion. In his conversation with John Kaplan and John McMahon, Richard shares his view on the different archetypes of champions, along with the risks and benefits of each. The episode contains advice for sellers and leaders on how to incorporate stronger champion practices into their sales rhythm.
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