Revenue Builders

In this short segment, John McMahon talks through what it means to get a Champion to actively sell on your behalf. Much of which comes down to Power and Influence. He and John Kaplan talk through the nuances of finding someone with Power and Influence.  Check out the full episode here:  https://revenue-builders.simplecast.com/episodes/a-closer-look-at-champions [https://revenue-builders.simplecast.com/episodes/a-closer-look-at-champions] Here are additional episodes on Champions:  Coaches vs. Champions: https://revenue-builders.simplecast.com/episodes/coaches-vs-champions-with-anne-gary [https://revenue-builders.simplecast.com/episodes/coaches-vs-champions-with-anne-gary] Champions and a Bias for Action:  https://revenue-builders.simplecast.com/episodes/champions-and-a-bias-for-action-with-richard-rivera [https://revenue-builders.simplecast.com/episodes/champions-and-a-bias-for-action-with-richard-rivera]

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by seasoned sales leader Jim Drill to discuss essential aspects of the B2B sales process, career development, and leadership. Jim shares valuable lessons from his extensive career, emphasizing the importance of understanding customer pain points, selling higher in the customer organization, and connecting solutions to concrete business metrics. Through insightful stories from his experience at companies like IBM, PTC, and beyond, Jim highlights how asking the right questions and staying curious can lead to substantial sales success. The conversation also delves into practical advice for young sellers and leaders, stressing the significance of structured training and continuous learning. Jim's anecdotes offer perspective on effectively driving urgency, building strong champions, and implementing impactful sales strategies. ADDITIONAL RESOURCES Learn more about Jim Drill: https://www.linkedin.com/in/jimdrill/ [https://www.linkedin.com/in/jimdrill/] Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 [https://hubs.ly/Q03rlW4Z0] Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 [https://hubs.li/Q03f8LmX0] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:09] Jim's Early Career at IBM [00:05:23] Learning the Sales Process [00:07:13] The Importance of Curiosity and Learning [00:15:34] Advice for Young Sellers [00:21:15] Understanding Business Metrics [00:30:08] High-Level Sales Strategies [00:38:08] Budget Constraints and Problem Solving [00:38:43] The M and W Approach to Organizational Navigation [00:39:12] Connecting Metrics to Urgency and Champions [00:40:12] The Importance of Metrics in Sales [00:41:09] Creating Emotional Connections in Sales [00:45:51] The Power of the Champion Letter [00:56:58] The Role of Sales Leadership [01:00:31] Common Mistakes in Startups HIGHLIGHT QUOTES "Knowledge builds confidence. Confidence turns into credibility. Credibility turns into enthusiasm. That turns into passion, and passion turns into persuasion. But the foundation is knowledge." "The urgency, lack of champions—if sellers are struggling, go back to your metrics. Where are you with your metrics?" "Consultative selling is not just about providing solutions, but deeply understanding the pain points and creating value." "You can either do this, separate yourself and set yourself up for the future, or you're going to end up working for someone that did it." "Fires are going to happen. My job is to make sure the whole forest doesn’t burn down."

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations. KEY TAKEAWAYS [00:01:07] Starting early in the sales process is crucial for successful negotiation. [00:02:09] Begin the negotiation process before the other side believes you're negotiating. [00:02:58] Having a better alternative gives leverage in negotiations. [00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic. [00:05:51] Procurement's role and the importance of preparing champions for the negotiation process. [00:08:23] The significance of creating a powerful cost justification to resist procurement pressure. [00:10:46] The role of champions as the great equalizer in the negotiation process. [00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure. HIGHLIGHT QUOTES [00:01:26] "Start the negotiation process before the other side believes we're negotiating." [00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement." [00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by." [00:10:27] "Champions are the great equalizer in a negotiation process." [00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question." Listen to the full episode with Tim Caito through this link: https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caito [https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caito] Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 [https://a.co/d/1K7DDC4] Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/]

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth. ADDITIONAL RESOURCES Learn more about Paul Capombassis: https://www.linkedin.com/in/paul-capombassis-3684b211/ [https://www.linkedin.com/in/paul-capombassis-3684b211/] Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 [https://hubs.li/Q03ldrzD0] Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 [https://hubs.li/Q03f8LmX0] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:59] Building a High-Performance Culture at MongoDB [00:04:45] Characteristics of a Disruptor in Sales [00:06:56] Challenges of Selling Disruptive Technology [00:16:11] Importance of Leadership and Enablement [00:21:57] Adapting to Change in a Fast-Growing Company [00:23:58] Coaching and Developing Leaders [00:30:21] Adapting Leadership for Business Growth [00:31:56] The Importance of Authentic Leadership [00:33:32] Recruitment and Enablement Strategies [00:34:40] Domain Expertise vs. Scaling with Hunters [00:38:22] Leader Development Programs [00:41:51] Challenges in Assessing Team Strengths [00:47:06] Second Line Leadership Responsibilities [00:50:23] Inspiring Through Authenticity HIGHLIGHT QUOTES "When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing." "Every time you make a hire... it's a million-dollar bet that you're taking." "Change requires discipline. And discipline is really hard." "High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement." "Great leaders today are the best coaches." "The best leaders today are the ones that can connect technical capabilities to business outcomes."

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for entrepreneurs looking to grow their businesses. KEY TAKEAWAYS [00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial. [00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key. [00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals. [00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue. [00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability. [00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups. [00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success. [00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success. [00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin. HIGHLIGHT QUOTES [00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important." [00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business." [00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers." [00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point." Listen to the full episode with Chris Reisig in this link: https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig [https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 [https://a.co/d/1K7DDC4]