Categories: Podcasts
We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. Whether you're an upcoming leader or are currently managing a sales organization, there are some valuable lessons to be learned from these guests. From preventing deal slippage to mastering customer success to maximizing the value of Sales Engineers and Sales Development Representatives, dig into these conversations to learn what strategies leaders are finding success with right now.
We recently started publishing two episodes per week, so there are even more great lessons in leadership to unpack! Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
February Featured Episodes:
The Value of Sales Engineers in the Sales Process with John Care
Duration: 1 hr 12 min
Topic:
In this podcast, hosts John Kaplan and John McMahon are joined by John Care. John Care has been involved in building world-class Sales Engineering organizations at Oracle, Sybase, Vantive, Clarify, CA Technologies, and Business Objects, and is the co-author of the handbook Mastering Technical Sales. He shares insight on the role of technical sales and how sales leaders can effectively utilize sales engineers (SEs) to demonstrate customer value and differentiate their solutions. They emphasize the importance of building relationships, storytelling, and slowing down to go fast in the sales process. The conversation also covers the partnership between SEs and account executives (AEs), the value SEs bring to the sales team, and the significance of qualification and preparation before demos and proof of concepts (POCs).
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Starting a new CRO role? What to Assess with Terry Tripp
Duration: 9 min
Topic:
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Terry Tripp, the Chief Revenue Officer at Tynes. In this insightful episode, Terry shares his experiences and key strategies for navigating the critical first steps as a Chief Revenue Officer (CRO). From understanding the team and connecting with customers to identifying early opportunities, Terry provides valuable insights for both new and seasoned CROs.
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Managing Deals: Stopping the Slip and Elite Execution with John Donnelly
Duration: 1 hr 5 min
Topic:
In this episode, John McMahon and John Kaplan talk with John Donnelly, a seasoned global operational executive with over 25 years of experience in growing enterprise B2B SaaS companies. He shares about his sales career journey, the challenges of business acquisitions, effective sales forecasting, and the importance of storytelling in sales campaigns. Donnelly stresses the need for sales reps to build emotional connections to their customers and to deeply understand their needs, as well as the power of the ability to ask for help and leverage the power of your team to close a deal. This episode illuminates valuable insights for sales executives navigating forecast challenges and business acquisitions.
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Preparing for the EB Meeting with Anne Gary
Duration: 10 min
Topic:
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan take a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.
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From Inside to Outside Sales: The Growth and Progression
Duration: 1 hr 2 min
Topic:
Joe Young, Vice President of Worldwide Commercial Sales at Zscaler, joins John Kaplan and John McMahon in this podcast episode where he shares insights into how Zscaler organizes its commercial sales team, including inside sales, SDRs, and field sales. He discusses the segmentation of the commercial market into SMB (500 employees and below) and commercial (500-2,500 employees) accounts. Joe also highlights the importance of having field presence for commercial accounts and the role of SDRs in building pipeline and demand generation. He emphasizes the need for consistent enablement, common language, and sales processes across geographies. Additionally, Joe provides valuable advice on recruiting and developing talent, the key qualities of successful SDRs and inside salespeople, and the challenges of territory balancing.
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The Negativity Bias with Pouli
Duration: 9 min
Topic:
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.
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An Outcome Mentality: The Right Way to Approach Customer Success
Duration: 55 min
Topic:
Dan Barrett is the Senior Vice President of Customer Success at MongoDB, with an extensive background in sales including IBM, Q Associates, Symantec, and ServiceNow. In this episode, Dan discusses his transition from sales to customer success and the importance of aligning sales and customer success teams. Dan shares insights on reducing churn, proactive customer success strategies, and the changing expectations of customers in a consumption-driven world. He emphasizes the need for measuring and demonstrating the impact of customer success and the role of customer success in driving business outcomes. Dan also highlights the significance of cultivating advocates and engaging economic buyers throughout the customer journey.
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Measuring Churn with Allison Pickens
Duration: 6 min
Topic:
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they dive into the intricate world of churn with special guest Allison Pickens. Former COO of Gainsight, Allison shares her insights into scaling a company and understanding the nuanced reasons behind customer departures. From measuring churn metrics to the importance of responding to external factors, this episode provides valuable lessons for businesses aiming to enhance customer success and retention.
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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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