Revenue Builders

Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell.In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He emphasizes the importance of introspection and humility, building a culture of open feedback and discussion, and understanding the continuous process of product-market fit. He also discusses the potential of AI to transform industries and increase productivity, while acknowledging its limitations.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:09:01] Importance of optimism and comfort with the unknown in a startup[00:10:53] Importance of being prepared to make mistakes and learn[00:13:11] Pride is detrimental, need to readjust and reassess decisions[00:19:42] Look for a startup that could become a big company[00:21:50] Importance of humility and listening to customer feedback[00:26:01] Building for larger enterprises can have a stronger value proposition[00:29:30] Focusing on solving customer problems rather than cool features[00:40:31] Skill sets of sellers and understanding users and enterprise[00:47:38] Generative AI can automate troubleshooting tasks and improve efficiency[01:00:00] Marketing's role in making sales successfulADDITIONAL RESOURCESLearn more about Jeremy Burton and about their company:https://www.linkedin.com/in/jburton0/https://www.linkedin.com/company/observe-inc/Download our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:54:33] "And I think all of those kinds of industries where a domain expert is required to explain, they're sort of the gatekeeper and you've got to pay them a lot of money. I think that interface is changing. It's going to be blown wide open. And so, if your value is in doing this translation from complicated domain specific language to layman's, you find somewhere else to add value because that's not going to be it."[00:55:52] "But the number of people that can then interact with that is going to be an order of magnitude greater. And so you better make sure your system can scale because more people are probably going to engage. There's a whole bunch of sort of caveats that I think almost every software company is going to have to think through, which is why, if you don't have someone really important in your company working on this, then you're making a mistake." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, we engage in an insightful conversation with Hollie Castro, a seasoned Chief People Officer and business transformation leader. Hollie delves into the evolving landscape of loyalty in the workforce, dissecting changing career expectations, motivations behind career transitions, and the shifting definitions of loyalty across different life stages. Holly shares invaluable insights on redefining loyalty in the modern workplace, emphasizing the importance of mindset shifts and transparent conversations between leaders and their teams.KEY TAKEAWAYS[00:00:52] Traditional career longevity is evolving; individuals are more inclined to pursue diverse career paths, influenced by factors like peer comparison, financial gains, and personal growth.[00:01:44] Different life stages dictate varied motivations for career changes. Social media plays a pivotal role in shaping individuals' perceptions of success.[00:03:01] Loyalty remains a fundamental concept, but the expression and expectations surrounding loyalty have transformed over time. Leaders must adapt to the changing dynamics of employee loyalty.[00:04:49] A shift in mindset is crucial. Loyalty doesn't necessarily equate to lifelong commitment; it involves honest conversations and continuous re-recruitment efforts.[00:06:28] How employees exit a company is as vital as their contributions while working there. Leaving transparently and with a positive plan benefits both the departing individual and the organization.[00:08:25] The world is smaller than perceived; leaving a positive legacy matters, as personal reputations endure through professional connections and references.HIGHLIGHT QUOTES[00:01:18] "Social media is a powerful force. So when they perceive their peer group to be, you know, making more money or having a bigger title, that has a huge influence on how they think about themselves."[00:04:49] "Loyalty means something different... It's more about having an honest conversation. Somebody's going to leave. Who's going to leave? What do we need to do to re-recruit them?"[00:06:54] "How you leave is more important than actually everything you did because it's the only thing people will remember about you."[00:07:42] "At some point, you're going to quit a job. And when you do that, how you do it... are you going to be a pro or are you going to be a loser?"Listen to the full episode with Hollie Castro through this link:https://revenue-builders.simplecast.com/episodes/hiring-in-the-post-covid-19-era-with-hollie-castroCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

Doug May, Chief of Staff to the CRO at Datadog, discusses the importance of quantifying value in the sales process. Discovery, building trust, and presenting business value assessment results are key. They also highlight the significance of aligning solutions and understanding customer challenges, as well as the value of creating a customer version of the sales process and utilizing a message framework in sales.

Join hosts John McMahon and John Kaplan on the Revenue Builders podcast as they delve into the art of storytelling in sales with Maury Rogow, CEO of Rip Media. Discover how storytelling shapes sales strategies, transforms brands, and influences purchasing decisions. Uncover the crucial role storytelling plays in building relationships, captivating audiences, and driving revenue.KEY TAKEAWAYS[00:01:10] The significance of storytelling in sales for both salespeople and executives.[00:01:27] Understanding the customer journey and tailoring stories for various stages.[00:02:07] Making customers the heroes of your stories to address their needs and solutions.[00:03:42] Simplifying complex information into compelling narratives for emotional connection.[00:08:09] Adapting storytelling techniques based on the buyer's position in the purchasing cycle.HIGHLIGHT QUOTES[00:00:49] "Your brand will thrive or die based on the story you tell."[00:01:47] "The folks that tell great stories, get to the point, and build relationships bring in the 6, 7, even 8-figure deals."[00:06:32] "It's not about you; it's about how you help those on the other side of the table. They need to be the hero."[00:07:13] "If you walk in there to serve, the 'what's in it for me,' they're thinking what's in it for me to be sitting here with you."Listen to the full episode with Maury Rogow through this link:https://revenue-builders.simplecast.com/episodes/make-your-customer-the-hero-with-maury-rogowCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

John McMahon and John Kaplan as they express gratitude to their dedicated audience while reflecting on the impactful moments of 2023. In this festive episode, the duo discusses the diverse array of esteemed guests, key takeaways, and listener engagement that shaped the Revenue Builders Podcast. From top-tier executives to specific sales strategies, the hosts invite feedback and suggestions for future episodes. They also share exciting plans for 2024 and offer a heartfelt holiday message to their listenersCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

Mark Thurmond, COO of Tenable and a seasoned revenue builder, shares his expertise on assembling top-notch sales teams. He emphasizes the 'three H's' of recruitment: intellect, passion, and work ethic, explaining how these traits shape effective teams. The discussion dives into the importance of robust sales enablement strategies that empower teams with essential skills. Additionally, Mark highlights the need to eliminate friction within organizations to enhance productivity, ensuring sales teams can operate efficiently and responsively.

Anne Gary, Managing Director at Force Management, discusses decision criteria and mastering sales champions. Topics include aligning product differentiators, risks of scope creep, preparing champions and quantifying pain, the role of champions in controlling decision criteria, feedback and champion influence, and managing stakeholders with champions.

Cedric Pech, CRO at MongoDB, discusses transitioning to a CRO role, purposeful leadership, building a vision, and creating a culture of patriots in an organization.

JP Bolen, VP of Global Sales at Rubrik, discusses the importance of sales enablement and the three types of training: onboarding, ongoing, and field training. He shares his experience in implementing a comprehensive onboarding program at Rubrik. The conversation also touches on 'winning the stage' in the sales process, having a compelling POV, and the role of continuous learning in sales success.

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. Michael Cremen joined us when he was the CSO of Elastic. 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-cremenCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management