Categories: Company Alignment | Sales Process | Sales Productivity
The concept of hero selling is not new. Sales organizations have always had top performers, and leaders have always looked for ways to narrow the gap between A-players and B-players. What has changed is the environment. As sales motions become more complex, buying groups expand, and AI-driven offerings introduce new layers of technical and business scrutiny, the distance between elite performers and the rest of the team can grow wider. At the same time, leaders are under increasing pressure to deliver efficient, sustainable revenue growth. Those pressures turn a familiar performance gap into a mission-critical organizational problem.
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Categories: Company Alignment | Forecasting | Sales Leadership | Scaling Sales
Recent research shows that 2/3 of B2B executives say they can't trust their forecast data. Yet, forecasting technology is rapidly advancing — in theory, getting an accurate picture of predicted revenue should be easier than ever.
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Categories: Podcasts
This month’s featured episodes explore the shifts redefining today’s revenue engine, from the growing role of AI in go-to-market to the leadership discipline required to drive alignment, pipeline, and execution. Drawing on insights from experienced founders, operators, and advisors, these conversations examine how revenue leaders can rethink org design, strengthen cross-functional accountability, improve planning, and build more durable systems for growth. Explore the latest episodes to hear practical perspectives on what it takes to lead in a rapidly changing market. Listen to the Revenue Builders podcast on your favorite podcast player, so you can easily download, listen and share.
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Categories: CRO Best Practices | Company Alignment | Scaling Sales
Most revenue leaders treat scaling like a milestone instead of a stress test for their go-to-market model. When growth kicks in, expectations rise. Investment follows — and it’s easy to assume the system works. In reality, momentum often hides weaknesses. When growth slows, many leaders react by hiring faster or adding more tools. Misreading revenue as progress is a costly mistake that usually amplifies the underlying issue. Mark Roberge, former founding CRO of HubSpot, joined John Kaplan and John McMahon on the Revenue Builders Podcast to explain why scaling isn’t a moment in time but actually a system you design, validate and recalibrate. His perspective highlights three mistakes that stall predictable growth.
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Categories: Company Alignment | Front-line Managers | Talent Management
“We are what we repeatedly do. Excellence, then is not an act, but a habit.” – Aristotle The best leaders in the world are successful because they are able to align everyday company activities to their core revenue objectives. How do they do that? The answer is the Management Operating Rhythm (MOR). The MOR is a major way that organizations support their sales managers, outlining the actions necessary for repeatable success and holding them accountable to perform them consistently and at a high level. The operating rhythm helps leaders connect their role to the company’s strategy and execute the plan of action without getting bogged down in administrative burdens. Unfortunately, most companies don’t have a Management Operating Rhythm to make sure that their sales managers and their sales teams can be successful. You may have a certain cadence set for manager reviews, but is there consistency across the company with how these are executed? Do your managers have a clear idea of how to lead planning efforts and coach deals to ensure maximum revenue in every opportunity? Without a strong operating rhythm, there may be revenue falling through the cracks.
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Categories: Podcasts
This month on the Revenue Builders Podcast, we had valuable conversations focused on what it really takes to build and sustain high-performing revenue organizations. Across the conversations, leaders shared lessons on scaling from early-stage uncertainty to massive growth, building the pipeline discipline and operating rhythm required for consistent revenue performance, and creating cultures rooted in accountability, trust, and resilience. Together, these episodes explored the leadership mindset, systems, and team dynamics that help companies grow without losing what makes them successful. 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.
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