In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these markets. With anecdotes from his own career, Andy highlights the crucial elements of success, from hiring the right local talent to understanding cultural nuances. He also delves into the challenges and strategies of forming joint ventures, and why companies need to be prepared for a long-term commitment to succeed in the region. If you're considering expanding your business into APAC, this episode is a must-listen for invaluable insights and practical advice. ADDITIONAL RESOURCES Learn more about Andrew Robert Clark: https://www.linkedin.com/in/andrewrobertclark/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:04:26] Breaking into the Japanese Market [00:07:27] Expanding Across Asia Pacific [00:11:09] Challenges and Strategies in Asia Pacific [00:19:32] Hiring and Leadership in Japan [00:32:50] Entering the Asia Pacific Market: A Strategic Approach [00:34:39] Exploring Japan's Business Landscape [00:35:29] Challenges of Joint Ventures in Japan [00:38:29] Strategies for Entering the Japanese Market [00:40:41] Building a Successful Team in Japan [00:45:47] Pricing and Market Dynamics in Japan [00:47:36] Expanding Beyond Japan: Korea and China [00:55:43] The Expat Experience: Opportunities and Challenges HIGHLIGHT QUOTES [00:11:51] "The complexity of Asia Pacific is underestimated significantly." [00:17:59] "One of the worst things you can do in APJ is false start." [00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like." [00:28:33] "Japanification is really the best word... blending both sides into a process and methodology." [00:31:26] "Be the same before you establish your difference." [00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time." [00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."

In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with Joe Eskenazi, CRO at Kong Inc. They discuss how vital it is for salespeople to be prepared to reduce stress and build trust with clients. Joe shares personal experiences from his early sales career, emphasizing the need for genuine conversations over mechanical responses. He outlines various training exercises and strategies for developing a high-performing sales team, highlighting the fusion of preparation and development in achieving success. Listen for valuable insights on how preparation transforms pressure into confidence and effectiveness in sales. KEY TAKEAWAYS [00:00:26] The Power of Preparation in Sales [00:01:23] Embracing Authenticity Over Mechanics [00:02:17] The Role of Preparedness in Reducing Stress [00:02:57] The Importance of Self-Driven Development [00:04:25] Coaching and Training for Sales Success [00:05:41] The Impact of Exhaustive Preparation QUOTES [00:02:29] "The difference between stress and pressure is preparedness." [00:02:49] "You bring the character, the courage, the art, the curiosity by applying your style to the skills and knowledge." [00:03:40] "You gotta participate in your own rescue. You gotta put in the work." [00:07:20] "There's no such thing really as closing. It's how openers are closers and opening the sales cycle is where all of your ground is laid." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/developing-a-performance-mindset-in-b2b-sales-with-joe-eskenazi Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Carsten Neuhaus, a European Tennis Promotion Manager at YONEX. Carsten shares his extensive experience in scouting and recruiting tennis talent across Europe, drawing parallels between identifying potential in sports and business. He discusses the importance of long-term commitment in recruitment, the role of intuition, intangibles such as champion attitude and coachability, and the challenges of supporting young athletes on and off the court. The conversation delves into the importance of inner drive, adaptability, and the significance of maintaining balance and mental health. Carsten also highlights the pleasure and responsibility of seeing young talent succeed, as well as the intricate process of selling and embedding a brand's values within the rising stars. ADDITIONAL RESOURCES Learn more about Carsten Neuhaus: https://www.linkedin.com/in/carsten-neuhaus-4a929a12a/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:41] Carsten's Scouting Success Stories [00:05:54] The Journey of Niels McDonald [00:14:51] The Importance of Intangibles in Scouting [00:21:55] Challenges and Realities of Modern Scouting [00:32:48] Parallels Between Sports Scouting and Sales Recruitment [00:37:22] The Role of Intuition in Talent Scouting [00:39:57] The Importance of Team Effort in Scouting [00:41:03] Challenges and Rewards of a Scout's Life [00:44:54] The Likability Factor in Recruitment [00:52:26] The Coachability and Adaptability of Athletes [00:56:20] The Mental Game and Social Media Impact [01:02:28] The Business Side of Scouting and Recruiting HIGHLIGHT QUOTES [00:06:58] “He had no fear. He came in and for me, it was the first time I realized he has attitude of a champion.” [00:14:06] “It was the first time that I was fighting against my own team because they didn’t believe. And I took all the risks and it paid off.” [00:18:47] “The biggest talent is the will to work hard.” [00:32:53] “The two things that we always look for when we're looking for salespeople is drive and coachability.” [00:34:22] “We show them the door and they need to go through themselves.” [00:37:40] “AI can help to find a talent, but it will never replace a recruiter or a scout. No chance.” [01:09:40] “Sometimes you win and sometimes you learn. If you’re not winning, you’re learning.”

In this short segment of the Revenue Builders Podcast, we revisit the discussion with veteran sales leader and CRO of RegScale, Eric Erston, to unpack what truly sets top-performing sales teams apart. From the importance of laser focus and understanding your ideal customer persona to evolving qualification strategies and leveraging modern tools to decode human motivation — Eric shares hard-won wisdom from decades in enterprise sales and leadership. Whether you're a rep or a revenue leader, this conversation reveals why success depends on where you spend your time — and who you spend it with. KEY TAKEAWAYS [00:00:25] Top performers exhibit relentless focus — not just on numbers but on aligning activity with outcomes. [00:01:10] Teams with process clarity and metric discipline stand in stark contrast to disorganized teams. [00:01:52] The “measure twice, cut once” principle applies in sales — especially in qualification and time prioritization. [00:02:16] Beyond BANT: Success requires knowing the ideal company profile and persona profile — both matter deeply. [00:03:14] Not all CISOs are equal — role scope and influence vary by industry and product category. [00:03:54] Many teams ignore the depth of the human behind the persona — a costly oversight. [00:04:16] Use modern tools (social, blogs, panels, LinkedIn) to research what excites and motivates decision-makers. [00:05:36] There’s a work persona and a human persona — both drive behavior. Understand them both. [00:06:00] Success in scale comes not from personal talent, but repeatable frameworks others can execute. QUOTES [00:00:25] "Top performers are always focused… focused on what they sell, their metrics, and what success actually looks like." [00:01:52] "Measure twice, cut once — you can’t qualify without knowing what success looks like." [00:02:38] "I didn’t spend enough time thinking about the role of the human… I thought if you get to the exec, you’re good. Well, maybe." [00:03:54] "We know how they’re measured — but we rarely go deeper into what drives them as a person." [00:06:49] "As a seller, I could get deals done. But when you're leading a team, you realize you have to teach those nuances." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/mastering-sales-leadership-with-eric-erston Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-driven sales leadership. They discuss why a foundational "playbook" is crucial before implementing metrics, how to balance activity with accomplishment, and the importance of creating a simple, effective operating rhythm. Drawing on extensive experience, Steve shares practical examples, like the "Magnificent Seven" principle, to illustrate how leaders can use data not for micromanagement, but for targeted coaching, developing talent, and ultimately, driving predictable revenue growth. ADDITIONAL RESOURCES Learn more about Steve McCluskey: https://www.linkedin.com/in/stevemccluskey/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:45] The Playbook: The Foundation of Data-Driven Leadership [00:06:12] The Three Dimensions of Sales Metrics [00:08:30] Balancing Activity vs. Accomplishment [00:13:21] The "Magnificent Seven": Learning from Top Performers [00:19:05] Adapting the Playbook to the Buyer's Journey [00:21:48] Holding Leaders Accountable for New Rep Ramp Time [00:29:45] Rock Management: How to Settle on the Critical Few Metrics [00:34:10] The Importance of a Cross-Functional Operating Rhythm [00:41:02] Why Data is Just the Starting Point for Coaching [00:44:31] Churn, Accountability, and Regretted Attrition [00:46:15] The Criticality of a Rep's First Deal [00:52:19] Management vs. Leadership: It's a Mindset [00:55:01] The Power of Simplicity in Metrics [00:58:12] Getting Emotionally Connected to Measurement HIGHLIGHT QUOTES "I don't think that data-driven leadership really means anything without that playbook foundation." "One man's micromanagement is another man's success formula. It's just mindset." "The biggest point of leadership is the coaching aspect of it. You're not gonna read a list of metrics and be able to tell somebody what they're doing great... You have to watch the swing." "People don't leave their job. They leave their leaders." "If you can navigate that simply and, and in a, you know, through those metrics, that's so important. But then the second piece... is the difference between management and leadership."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational "pod structure" they've adopted to align cross-functional teams more closely with customer outcomes. Drawing on lessons from his tenure at Microsoft, Morrison explains how Shopify’s industry-specific pods streamline collaboration across sales, solution engineers, marketing, and customer success—leading to improved speed, accountability, and customer satisfaction. He also reveals how aligning incentives within these pods reduces internal friction and creates scalable, enterprise-grade execution. This episode is packed with strategic insight for CROs, sales leaders, and go-to-market operators aiming to drive operational efficiency and growth. KEY TAKEAWAYS [00:00:28] Shopify’s shift to 16 industry-specific pods was designed to bring cross-functional teams closer to the customer. [00:01:00] Each pod includes sales, solution engineering, launch engineers, and partners all aligned around a single outcome. [00:02:00] At Microsoft, the team spent 70% of their time on internal orchestration, highlighting the inefficiency of siloed roles. [00:03:00] Shopify’s pod structure includes defined primary and secondary roles with centralized responsibility and incentives. [00:03:49] All roles in a pod are measured against the same customer cohort, improving continuity and reducing disruption. [00:04:12] Morrison explains how aligning marketing with outcomes (not just MQLs) is helping Shopify eliminate interdepartmental friction. [00:05:00] Shopify is close to assigning at-risk compensation to marketing teams based on segment performance—creating real ownership. [00:05:49] The pod model drives faster decisions, stronger accountability, and less tug-of-war between siloed departments. QUOTES [00:01:00] "All aligned around a single outcome, which is helping our customers win." [00:02:39] "A sales rep could have as many as 87 different people they're working with internally to hit their objective." [00:03:49] "Now the pods are incentivized off of the same customer cohort." [00:04:59] "We're very close to assigning at-risk targets to our marketing team. [00:05:49] "Less tug-of-war that happens between siloed parts of the organization that have different KPIs." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/ai-driven-sales-innovation-with-bobby-morrison Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to discuss the pivotal role of first and second-line sales managers in sales performance and company growth. They explore topics ranging from the importance of having a clear position and success profiles, recruiting and developing talent, and creating a nurturing company culture. Personal anecdotes and industry insights provide a comprehensive view on effective sales leadership and the significant impact of managerial roles in an organization’s success. ADDITIONAL RESOURCES Learn more about Scott Rudy: https://www.linkedin.com/in/scottrudyiii/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:33] The Critical Role of First Line Managers [00:02:33] Challenges and Responsibilities of First Line Managers [00:03:09] Segregation of Duties: First Line vs. Second Line Managers [00:05:41] Accountability and Development Plans [00:08:09] The Importance of Coaching and Development [00:10:48] Promotions and Accountability in Sales Leadership [00:25:40] Effective Business Planning and Weekly Accountability [00:34:46] Retention and Loss Reviews: Learning from Turnover [00:35:45] A Lesson in Leadership: Evaluating Employees [00:37:52] Defining Success Profiles [00:41:46] The Importance of Continuous Recruitment [00:44:30] Energy and Fit: Key Factors in Hiring [00:47:13] The Role of First Line Leadership [00:50:10] The Criticality of People in Organizations HIGHLIGHT QUOTES "It is up to you. That's what makes it such a hard job, but such a fun job because it's on you to deliver the number with this set of resources." "You have to own your number. You gotta be able to predict, accurately predict, call the ball, and make your number. But you're not alone." "It's not whether or not somebody can do something. It’s whether or not it gives them energy and they’re enthusiastic about it." "If you’re not people focused as an organization, it shows up when someone quits or when you have to get rid of someone." "Great cultures are ones in which you’re thinking about the success of the organization, not just individual results."

In this episode of The Revenue Builders Podcast, hosts John McMahon and John Kaplan dive deep into the critical role of the CFO in sales deals, especially in uncertain times. Joined by Elastic's Chief Sales Officer, Michael Cremen, the discussion revolves around the importance of understanding and addressing the CFO factor, failing fast, and asking the hard questions. The episode provides valuable insights for sales professionals on navigating financial implications, engaging champions effectively, and using strategic language to secure deals. KEY TAKEAWAYS [00:00:36] Competing Beyond Competitors: Salespeople must recognize they're not just competing against direct competitors but against all the other potential investments the CFO could make. [00:01:44] Stacking Up Against Priorities: The real competition lies in how your cost justification compares to all the other initiatives the CFO is juggling. [00:03:24] The Timing Dilemma: Discussion on whether to go early and seek advice or go late and face critique from CFOs. Emphasis on the importance of early engagement and seeking guidance before formal proposals. [00:05:08] Champion Dynamics: The significance of going with a champion and the potential pitfalls of leaving them out of crucial conversations with CFOs. [00:07:36] Strategic Language: The hosts and Michael Kremen discuss the importance of using precise language that conveys the value proposition and justifies the presence of the sales team at the CFO level. [00:09:28] Embracing Paranoia: Encouragement for sales teams to be paranoid and vigilant, especially when dealing with high-stakes deals and engaging CFOs. HIGHLIGHT QUOTES [00:08:18] "The best sales teams on the planet are paranoid, like viciously paranoid. If you think it's going to sail through and everything's fine, be careful, be paranoid." [00:10:09] "People rarely argue with their own conclusions. When you ask them to walk you through a scenario and they realize that they've just answered the question, it just makes it a lot easier." [00:11:38] "It needs to be in their language, in their parameters. If you're forcing your goals, the way you read things, the way you're measured onto your customers, they don't understand it." Listen to the full episode with Michael Cremen through this link: https://revenue-builders.simplecast.com/episodes/connecting-to-value-with-michael-cremen Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emotional quotient (EQ) and authentic leadership in B2B sales. They discuss the critical skills required for reading the room, active listening, self-awareness, and authentic curiosity. John True shares insights on assessing EQ in sales leaders, the importance of vulnerability and genuine interest in helping others succeed, and the evolving landscape of private equity and AI in software companies. The conversation highlights the balance between science and art in sales leadership and the long-term impacts of being around great people and networks. ADDITIONAL RESOURCES Learn more about John True: https://www.linkedin.com/in/john-true-5b9653/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:20] The Importance of Emotional Quotient (EQ) in Sales Leadership [00:04:14] Challenges of Digital Interactions in Sales [00:05:41] Effective Interview Techniques for Sales Leaders [00:08:15] Reading the Room: Identifying Key Players in Sales Meetings [00:10:02] The Role of In-Person Meetings in Sales [00:12:23] Defining and Developing Emotional Quotient (EQ) [00:23:03] Authentic Curiosity: A Key Trait for Sales Success [00:31:05] Leadership and Emotional Intelligence [00:34:40] Identifying Authentic Leadership in Sales [00:36:57] The Importance of Vulnerability in Leadership [00:38:25] Addressing Turnover and Accountability [00:40:09] Assessing Candidates' Authentic Curiosity [00:42:19] The Wana Factor in Leadership [00:43:11] Patriots vs. Mercenaries: Building Loyal Teams [00:45:53] Transformational vs. Transactional Leadership [00:46:51] Choosing Opportunities: Position vs. Growth [00:49:35] The Value of Great Networks and People [00:54:41] Trends in Private Equity and Software [01:00:10] The Impact of AI on Future Opportunities [01:05:27] The Intersection of Art and Science in Revenue Building HIGHLIGHT QUOTES [00:07:50] "Great salespeople are able to navigate and adjust their message to the right people at the right level over time." [00:09:26] "You have to be here and in the moment to truly listen and respond with intuition." [00:36:40] "Effective leaders genuinely enjoy helping others succeed in their own terms." [00:48:54] "Many people confuse position with opportunity. Long-term success comes from prioritizing quality of leadership and growth."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Marcy Stoudt, CEO and partner at Revel Search and Revel Coach. Marcy shares actionable advice on networking with intention, understanding energy management, and distinguishing between opportunity and position when evaluating career moves. Whether you're a leader, sales professional, or someone navigating a career transition, Marcy's insights will help you approach networking and interviewing with the right mindset to find roles that truly align with your values and energize you. KEY TAKEAWAYS [00:01:24] Networking strategies: Build connections subtly without signaling job hunting. [00:01:43] Energy management vs. time management: Why knowing what energizes you matters. [00:02:51] Assessing energy alignment in job roles: Questions to uncover what fuels or drains you. [00:03:31] The role of mindset: How being in the right energy state affects job searching outcomes. [00:04:54] Opportunity vs. position: Why a lower title at a better company may be the smarter choice. QUOTES [00:01:43] "I don't believe in time management; I believe in energy management." [00:02:51] "If you’re not honest about what gives you energy and what doesn’t, that’s on you." [00:03:49] "When you’re in a good space, you think differently, you email differently, and you work harder." [00:05:16] "Don’t confuse opportunity with position. Let go of your ego and focus on long-term growth." Listen to the full conversation with Marcy Stoudt through the link below. https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Kara Gilbert, a seasoned executive coach with extensive experience in Fortune 500 companies and high-growth startups. Kara shares her insights on the key themes and strategies that emerge during her coaching sessions with high-achieving executives. She emphasizes the importance of aligning personal values with professional goals, the power of conscious leadership, and the pivotal role of feedback and accountability in fostering growth. The discussion also touches on the challenges of first-time managers, the value of active listening, and the personal habits that contribute to success. Kara's unique background and approach to coaching offer invaluable lessons for leaders aiming to navigate complex environments and achieve next-level performance. ADDITIONAL RESOURCES Learn more about Kara Gilbert: https://www.linkedin.com/in/karagilbert/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:22] The Personal Nature of Coaching [00:04:31] Challenges and Themes in Executive Coaching [00:09:14] The Importance of Listening in Leadership [00:12:21] Self-Reflection and Managerial Growth [00:16:07] Balancing Protect and Serve as a Leader [00:25:03] Feedback and Continuous Improvement [00:34:05] Coaching Through Social Anxiety [00:34:45] The Importance of Being Interested [00:36:14] Balancing Leadership and Personal Well-being [00:37:00] Creating Good Habits and Living by Values [00:39:24] The Challenge of Maintaining Balance [00:41:13] Personal Inventory and Self-awareness [00:50:49] The Power of Accountability in Coaching [00:56:09] Engaging with a Professional Coach HIGHLIGHT QUOTES [00:02:59] "The thing about coaching is it's so personal... I think coaching's actually an accelerant to growth and to opportunity." [00:03:27] "People, when they pause can be really thoughtful and break through things that they just haven't had time to think about." [00:05:44] "The most elite people on the planet, the most effective people, the happiest people... they know their story and they've owned their story." [00:15:11] "People rarely argue with their own conclusions. And I think the greatest leaders figure that out." [00:33:20] "The more interested you are lasts so much longer in human behavior than how interesting you are." [00:45:26] "Find the things that give you energy... And craft your job or your life around those things that give you energy."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust, and long-term potential in business and sales leadership. KEY TAKEAWAYS [00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strengt [00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market. [00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust. [00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don’t know. [00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback. [00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential. [00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity. [00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee’s resistance to change is really about their comfort zone. QUOTES [00:02:17] "It’s not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask." [00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change." [00:04:58] "The best performers never protect their current level—they always push for what’s next." [00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if’ often resist growth." [00:06:09] "When employees pull the ‘trust card,’ it’s often their last resort to avoid change." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlin Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives. ADDITIONAL RESOURCES Learn more about Joe Eskenazi: https://www.linkedin.com/in/joeeskenazi/ Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:45] Performance Mindset vs. Knowledge Mindset [00:02:31] The Art and Science of Sales Mastery [00:05:38] Training and Developing Sales Skills [00:07:21] Handling Objections and Building Confidence [00:17:19] The Importance of Intuition and Experience in Sales [00:30:27] Slowing Down the Conversation [00:31:18] The Importance of Experience in Sales [00:33:04] Preparedness Reduces Stress [00:35:12] The Role of Development in Sales [00:40:19] The Power of Role-Playing and Team Exercises [00:48:56] Empowering Your Team to Solve Problems [00:50:14] The Impact of a Performance Mindset [00:54:37] Kong's Role in the API Revolution HIGHLIGHT QUOTES "The best leaders focus on the how in sales." "Our development often focuses on what could go right; the real bar is how you handle things when they don’t." "Skills need to be done hundreds of times, if not thousands, to be performed flawlessly." "Openers are closers; the groundwork you lay in the beginning determines your success." "You empower people by recognizing and rewarding the behavior you want to see." "You have to give them the way. But make it simple."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges. KEY TAKEAWAYS [00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms. [00:01:40] Remote Work’s Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams. [00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs. [00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance. [00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment. [00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions. QUOTES [00:01:14] “There’s a sales process, but no one’s really utilizing it… there’s no discipline around it.” [00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.” [00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.” [00:04:59] “Companies don’t realize they’re a walking audition for what it’s going to be like to work for them.” [00:06:41] “That’s how you burn cash in an organization—when internal readiness doesn’t match external hiring urgency.” [00:07:27] “If the order isn’t executed at the proper time, we can accidentally shut the customer off.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannam Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game. ADDITIONAL RESOURCES Learn more about Eric Erston: https://www.linkedin.com/in/ericerston/ Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:07] Qualities of Top Performing Sales Teams [00:05:37] Understanding the Ideal Customer Profile [00:07:53] The Importance of Persona Profiles [00:18:43] Creating a Culture of Vulnerability [00:34:17] Leadership Authenticity and Empowerment [00:35:18] Balancing Vision and Execution [00:37:14] Setting Standards of Performance [00:41:14] Accountability and Rewarding Overachievers [00:41:48] The Importance of Simplicity in Leadership [00:44:40] The Role of Coaching and Feedback [00:51:05] Adapting Sales Strategies [00:56:44] The Impact of Video Calls on Sales [01:00:43] Opportunities at RegScale HIGHLIGHT QUOTES "You have to earn the right to get to that personal discussion." "Enablement without accountability is a failure to lead." "Get the right people, everything is so much easier." "Lots of sales teams aren't focused." "In order to know how to qualify out, we've gotta know what success is." "The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component." "How you sell can be just as important as what you sell." "In the old days, one of the best pieces of advice I ever got was if it’s in print, expect that they expect you’ve read it." "If you're not making enough calls, you're not going to succeed." "Find a culture where it's comfortable being vulnerable."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Maloney, SVP of Global Sales at Fireblocks, to dissect a critical lesson in sales leadership: the unwavering focus on hitting the number. Maloney recounts a pivotal mentoring moment at CloudLock that reshaped his approach to sales strategy, team structure, and market calibration. The episode also explores common missteps in early-stage startups—like trying to pursue too many use cases or building teams misaligned with the product’s true market fit. It’s a candid and practical masterclass for CROs, sales leaders, and founders navigating go-to-market chaos. KEY TAKEAWAYS [00:01:52] The #1 job of a sales leader isn't building teams—it's figuring out how to hit the number. [00:02:41] Calibration of resources is critical: Balance dominance in core markets with smart expansion into emerging ones. [00:03:41] A hard lesson: Building the wrong sales team for the product’s actual market fit can derail everything. [00:04:24] Why focusing on 3-4 key use cases is more effective than spreading thin across many. [00:05:50] Avoid copying old playbooks—be objective about your current product and ICP. [00:06:35] Collaborate with technical founders: Align sales goals, use data, and define outlier strategies together. [00:07:24] Operating without a clear ICP is dangerous—know how to scale, train, and forecast from it. QUOTES [00:02:15] "Your job is not to build an enterprise sales team or an SMB team—it's to build the right team to hit the number. [00:03:41] "I was convinced our guiding light was to build an enterprise team. What I didn’t realize was that our product was really suited for mid-market." [00:05:08] "You can’t build world-class products, marketing, or sales training for 13 use cases. Focus is everything." [00:07:00] "Outliers are okay, but you need a plan for them. Don’t pretend they’re your core ICP." [00:07:47] "If you can't identify your ICP and scale from it, you're operating in dangerous water." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/blockchain-the-future-of-finance-with-matt-maloney-loysyntt Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bobby Morrison, Chief Revenue Officer of Shopify, to discuss the transformative power of AI in the sales domain. Bobby shares an in-depth look at Shopify's innovative approach to structuring their go-to-market strategy using pods, which integrate sales, customer success, and engineering teams for optimal client engagement and business growth. He delves into the role of AI in streamlining tasks, enhancing craft, and orchestrating workflows, while highlighting Shopify's AI-first philosophy and the democratization of AI tools across the company. Bobby also touches on the importance of industry-specific knowledge, the benefits of the Chaos Monkey practice to prevent organizational entropy, and the evolving expectations of modern buyers. This episode provides invaluable insights into leveraging AI to drive sales performance and organizational agility. ADDITIONAL RESOURCES Learn more about Bobby Morrison: https://www.linkedin.com/in/bobby-morrison-60663327/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:25] Understanding Shopify's Business Model [00:02:57] Shopify's Go-to-Market Strategy [00:04:55] Transition to Pod Structure [00:09:21] Industry Expertise and Pod Implementation [00:14:00] AI Integration at Shopify [00:17:17] Hiring and Training for AI Proficiency [00:21:38] Challenges and Future of AI in Sales [00:29:41] Enhancing Employee Performance Through Observation [00:30:21] Leveraging Call Recordings for Better Coaching [00:32:17] The Role of AI in Job Security [00:33:25] Importance of Deep Domain Expertise [00:35:30] Customer Expectations and Specialized Software [00:37:22] The Pod Structure and Compensation Models [00:41:31] Partner Ecosystem and Collaboration [00:42:47] Managing AI and Intellectual Property [00:45:54] Chaos Monkey and Organizational Flexibility [00:51:50] Future of Sales Teams with AI HIGHLIGHT QUOTES On AI: “AI is not gonna replace your job, but the people using AI will.” On Culture: “Toby [the CEO] advises that Shopify should intentionally destabilize enough to avoid ruts and maintain agility.” On Alignment: “We win best when we win with our partners.” On Future Vision: “I dream one day that our sales teams will wake up and just have great conversations with customers, free from low-value tasks.”

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 Here are additional episodes on Champions: Coaches vs. Champions: 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

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/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: 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 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/