Latest Podcasts: Sales Leadership Best Practices

Last month on the Revenue Builders Podcast, our guests shared experiences in revenue leadership and what they've learned about how to prove your worth as a leader and secure the best possible outcomes for your team. We had several must-listen episodes for go-to-market leaders this week—from leveraging data to enhance team performance, to managing top-tier talent programs, to helping your teams build and close high-value pipeline, March brought some heavy hitters. Especially as markets continue to be in flux, these learnings are critical for anyone who's looking to drive toward revenue growth and maintain their team's execution. Dig in!

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.

March Featured Episodes:

Features and Business Outcomes with John Donnelly

Duration:  7 min

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In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with John Donnelly to discuss the critical intersection of value, technical expertise, and business outcomes in enterprise sales. They explore why many sales professionals struggle with discovery, how to shift from feature-based selling to value-based selling, and the role of champion building in complex deals. If you're in B2B sales or SaaS, this episode is packed with actionable insights to help you close bigger deals and drive long-term customer success.

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Revenue, Retention and Recruiting with Mike Earnest

Duration: 1 hr 9 min

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.

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Learning from the Grind with Steve Fitz

Duration: 8 min

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In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about the power of persistence in sales. We explore why embracing the grind is essential for long-term success, how rejection fuels growth, and why resilience separates top performers from the rest. This episode is packed with insights on mindset, career longevity, and why playing the long game always wins.

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Data-Driven Decision-Making with Parm Uppal

Duration:  1hr 7 min

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionable insights and avoid overwhelming sales reps. The conversation also explores the importance of distinguishing between skill and knowledge issues among reps, hiring the right sales leaders for startups, and maintaining a clear focus on the ideal customer profile (ICP). Parm gives practical advice for newly appointed CROs, stressing the importance of a 90-day listening tour and aligning with cross-functional teams. Additionally, the discussion touches on the impact of AI tools in sales processes and the evolving role of data in modern sales strategies. This episode offers a treasure trove of insights and best practices for sales leaders at various stages of their careers.

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Getting Buy-in for the Buying Process with Patrick Ball

Duration: 7 min

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In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer’s journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder engagement, and how to structure a sales motion that drives real value. If you're in B2B sales, you won't want to miss this deep dive into sales execution.

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Driving Pipeline with Christopher Vik

Duration: 1 hr 8 min

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In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity. Through personal anecdotes, Chris outlines the five key components of building a robust pipeline generation culture. He discusses the intricacies of recruiting A-players, stressing the importance of preparation, values, and alignment with company needs. This episode provides a comprehensive look at refining both sales and recruitment processes to enable revenue expansion.

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Training Your Teams for Complex Enterprise Sales with Frederik Maris

Duration: 1 hr 6 min

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.

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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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