Scott Sinatra is the CEO and Co-Founder of Bountiful. Scott is a serial entrepreneur and former senior vice president of worldwide sales at Glassdoor. With deep industry knowledge in HR technology, Sinatra also served as a founding executive and head of go-to-market at Glint, which was acquired by LinkedIn in 2018 In this interview, Scott shares his experience responding to an RFP during his time at BladeLogic. He discusses the importance of having a champion within the customer's organization, ...
Sep 21, 2023•51 min
In this episode, John McMahon and John Kaplan host Murray Demo, a seasoned CFO with a wealth of experience at renowned companies. Murray shares valuable insights on the transition from sales leader to business leader, emphasizing the need for aligning with company-level problems and becoming a strategic thinker. The discussion explores the ideal profile of a Chief Revenue Officer (CRO) with a focus on business acumen and alignment with company goals. Murray also discusses the challenges of budge...
Sep 17, 2023•18 min
Jim Pouliopoulos, known to all as “Pouli” is a storyteller, professional speaker, author, and Senior Lecturer and Director of the Professional Sales Program at Bentley University. In July of 2020, his book, “How to be a WELL BEING: Unofficial Rules to LIVE Every Day”, was published by Wiley Publishing. It shares Pouli’s insights on bringing a happiness-first approach to business, education, and life. In his three TEDx Talks, he explores similar concepts and the question of what drives inner moti...
Sep 14, 2023•55 min
In this episode, hosts John McMahon and John Kaplan sit down with Jeremy Duggan, a seasoned sales leader with a track record of success. They delve into the challenges and strategies of building a sales team from scratch and inspiring them to achieve greatness. Jeremy emphasizes the importance of data, facts, and transparent leadership. He shares insights on the three R's of leadership, leading indicators for success, and the role of education and development in reaching sales goals. The episode...
Sep 10, 2023•16 min
Oliver Jay is a former Chief Revenue Officer of Asana and an advisor and leadership coach for various companies. In this conversation with John McMahon, Oliver Jay discusses the concept of product-led growth (PLG) and its impact on B2B sales. PLG is a methodology that focuses on using the product as the primary conduit for acquiring users, driving sales, and retaining customers. Oliver explains that PLG is effective for certain personas and products, but it requires careful planning and consider...
Sep 07, 2023•1 hr 8 min
Terry Tripp is the Chief Revenue Officer of Tines, a high-growth company in the security orchestration, automation, and response (SOAR) space. With a background in sales and recruiting, Terry brings a wealth of experience to his role. In this conversation with John McMahon, Terry Tripp, CRO of Tines, discusses the importance of a well-defined sales process and the top three things he focuses on when starting a new role. He emphasizes the need to understand the people, get feedback from customers...
Aug 31, 2023•55 min
In this episode of the Revenue Builders Podcast , we take a second look at some of our sales leader interviews over the past few months. This episode features lessons learned from three powerhouse revenue builders. Hear from Veteran Sales Leader Carlos Delatorre on hiring while you scale. Founding CRO of Procore Dennis Lyandres talks about leadership lessons learned and the hard reality of letting people go. And, Tenable Chief Operating Officer Mark Thurmond talks about Command and Control leade...
Aug 24, 2023•57 min
Dick Thomas is a sales consultant and founder of RW Consulting. He has over 25 years of experience in sales and has sold the largest deals in the history of four different companies. In this conversation with John McMahon, Dick Thomas emphasizes the importance of quantifying the value a solution brings to a customer in order to drive bigger deals. He talks about how salespeople can differentiate themselves and gain access to higher levels in an organization by focusing on solving business proble...
Aug 17, 2023•59 min
Anthony Palladino is the Chief Revenue Officer at mabl. mabl is the enterprise SaaS leader of intelligent, low-code test automation that empowers high-velocity software teams to embed automated end-to-end tests into the entire development lifecycle. Prior to mabl, Anthony spent five years at Splunk from pre-IPO through $1 billion in revenue as the leader of their Americas Field Organization. As Chief Revenue Officer at Aisera, the industry’s first AI Service Management solution, he helped define...
Aug 10, 2023•55 min
Chris Riley serves as President of Worldwide Field Operations of DataRobot, where he is responsible for accelerating the company’s revenue growth and global footprint, bringing DataRobot to organizations across all industries and geographies. Riley previously served as Chief Revenue Officer for Robotic Process Automation (RPA) leader Automation Anywhere, where he led global sales in over 90 countries and managed an ecosystem of over 1,900 partners. Prior to Automation Anywhere, Riley served as P...
Aug 03, 2023•56 min
Adam Aarons is a seasoned sales executive with extensive knowledge of the risk and compliance space. Adam is well known and admired for his time as the CRO of Okta, during which Okta grew from a $1M startup to a publicly traded $300M+ ARR category winner. Adam was previously an active advisor to Drata, and has now joined the company full time to drive revenue at scale as CRO. In this conversation with John McMahon, Adam discusses the keys to scaling a salesforce, including productivity per head,...
Jul 27, 2023•1 hr 2 min
Brian McCarthy is an accomplished executive and leader with progressive sales and leadership experience building and leading talented teams to achieve hyper-growth within the enterprise software and information services industry. Brian serves as Rubrik’s Chief Revenue Officer, where he leads the global go-to-market sales strategy. Previously he led the sales, services and support teams at ThoughtSpot, where he led the go-to-market function and the company’s SaaS transformation. Preceding his tim...
Jul 20, 2023•1 hr 18 min
Dennis Lyandres spent more than 8 years with Procore during which time Procore grew from $10m to over 900m+ in revenue. Dennis started at Procore as Executive Vice President of Sales in 2014, before moving to the Chief Revenue Officer role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. From Nov 2022 to June 2023, Dennis served as a Strategic Advisor to the CEO w...
Jul 13, 2023•58 min
The best advice comes from people who have been there, done that. In this episode, we bring you insights from sales leaders who have led their teams to incredible outcomes. You’ll hear what it’s like to be the first salesperson into a raw startup, why it’s vitally important for leaders to give their people a purpose, how to keep your top sales performers from leaving your company, why execution of all the details in a process matter, the 3 H’s of Interviewing, why sales leaders need to remove “f...
Jul 06, 2023•44 min
Carlos Delatorre is a seasoned sales leader with a career spanning several companies, including PTC, Oracle, Symantec, BMC, VMware, ClearSlide, MongoDB, Vera, and TripActions. He is also an active investor and advisor in several software companies and sits on the board of Yellow. In this episode, Carlos talks about the three basic things he considers when making a career move: market size, product differentiation, and the team. He also discusses the importance of focusing on the customer and the...
Jun 29, 2023•1 hr
Communication is a critical element of any team. Today, our guest Kevin Haverty, Vice Chairman of the Global Public Sector at ServiceNow, talks about the importance of consistent and approachable communication as a sales leader. Drawing on over 15 years of sales leadership experience and his background as a veteran, Kevin shares insight on communication styles that he’s seen drive success across his career. His conversation with John McMahon touches on recruiting, leading by example, and increas...
Jun 22, 2023•1 hr 4 min
Today’s episode features world-class insight on driving revenue growth from investors behind some of the most successful startups in recent history. We offer perspectives from both Venture Capital and Private Equity with our guests, Neeraj Agrawal, General Partner Battery Ventures, Dave Tiley, Senior Operating Partner Align Capital Partners, and Izhar Armony, General Partner CRV. Tune in for tips on what to look for when investing in early-stage companies, the attributes investors seek when maki...
Jun 15, 2023•1 hr 9 min
In today's episode of Revenue Builders, we have another conversation with Force Management Director Anne Gary. Anne is a skilled sales consultant and trainer with more than 20 years of experience in direct and indirect and channel sales, sales management, sales development, and sales operations. This time, we talk about misconceptions around who the economic buyer actually is, how their role has shifted with recent economic challenges, and strategies for gaining access to the economic buyer effe...
Jun 08, 2023•35 min
Force Management Facilitator Anne Gary joins the Revenue Builders. Anne is a skilled sales consultant and trainer with more than 20 years of experience in direct and indirect and channel sales, sales management, sales development, and sales operations. John and I both worked with her at PTC – she was there when PTC was a startup and helped us grow to a $10 billion dollar market cap. Anne spends her time now working with companies and leadership teams – helping them improve their sales performanc...
Jun 01, 2023•34 min
As we commemorate Memorial Day, we wanted to share some of the great lessons shared by some of our veteran guests. There’s no higher-stakes environment in which to learn about leadership, teamwork, and perseverance, and we in the sales world can learn a lot from their service. Tune in as VMWare Chief Operating Officer Mike Hayes and TakingPoint Leadership CEO Brent Gleeson talk about the importance of taking the harder path versus easy decisions, key leadership traits, and adapting the right min...
May 25, 2023•30 min
What makes a winning strategy? According to today’s guest Chuck Bamford, PhD, author of The Strategy Mindset 2.0 , strategy is about developing and aligning on a competitive advantage that actually moves the needle in your customer’s experience. It’s aligning on strategy from the top down that can often be a challenge for sales organization. Chuck is the author of multiple strategy books used in MBA and Entrepreneurship courses around the country. He joins us today to talk common pitfalls, new r...
May 18, 2023•1 hr 6 min
Truly great leaders transform the people and teams that they work with. We’ve been lucky enough to have some conversations with some truly transformative leaders on the Revenue Builders Podcast. This week, we’re sharing some of our favorite golden nuggets from some memorable guests. Tune in as MongoDB CRO Cedric Pech, War Veteran & Mentor Anthony Anderson, Former CEO of Iron Mountain & Chairman for Fairwinds Bob Brennan, and JD Brookhart talk emotions in times of chaos, different types o...
May 11, 2023•46 min
Today we continue our conversation with Richard Rivera, Founder of GENNOW Sales Consulting and author of The Champion Sell. This time we discuss his formula for sales success: what he calls the E.L.I.T.E. method for aligning with the buyer. E.L.I.T.E. stands for Emotional Connection, Leading Vision, Inspiring Commitment, Trust Building, and Empowering Champions. Tune in to this episode of Revenue Builders to hear Richard break down these 5 game-changing strategies in an insightful conversation w...
May 04, 2023•52 min
The buyer champion is a crucial part of any deal, but especially important in a challenging sales environment. In this episode, Richard Rivera, Founder of GENNOW Sales Consulting, joins the show to discuss his book The Champion Sell and his insights on what makes a great buyer champion. In his conversation with John Kaplan and John McMahon, Richard shares his view on the different archetypes of champions, along with the risks and benefits of each. The episode contains advice for sellers and lead...
Apr 27, 2023•44 min
Understanding the CFO perspective is becoming increasingly crucial to closing deals in today’s economy. This week, we’re sharing some highlights of the best wisdom shared by financial leaders on our show. Tune in as Six-time CFO and Board Advisor Murray Demo, Drift CFO Jim Kelliher, and Managing Director of Madrona Venture Group Hope Cochran talk forecasting, budgeting, and what a CFO’s priorities really are when the economy presents challenges. Whether you’re a seller, a champion, or a leader, ...
Apr 20, 2023•36 min
Your existing customer base is a vital part of your future sales pipeline. Today’s conversation with Allison Pickens explores how to reduce churn and ensure that your retention revenue pipeline stays full. Allison is an experienced investor, board director, and customer success expert. She joins John Kaplan and John McMahon today to discuss the importance of viewing customer success not as a separate activity from sales, but as an integral part of the sales process and, ultimately, the value of ...
Apr 13, 2023•51 min
The problem with most negotiation training approaches is they often fail to account for the nuances of a sales negotiation based on value. In this episode, Tim Caito, Senior Partner at Force Management, joins John McMahon and John Kaplan to discuss competencies and common pitfalls associated with negotiation. The conversation covers the perception of power and emotions, early preparation and value-building throughout the sales process, the role of champions in negotiation, handling give-gets and...
Apr 06, 2023•1 hr 6 min
A company's ability to recruit and hire top talent is directly related to its ability to scale effectively. In this episode, we pulled together some of the best moments from three of our best interviews on recruiting and hiring in a growing organization. These leaders share their top tips for getting beyond the resume, creating efficiencies in the hiring process, and key things to look for when hiring sales talent and sales leadership. Join us as we take look back on the best moments from Mike M...
Mar 30, 2023•33 min
“The best sales leaders are actually business leaders.” Murray Demo joins John McMahon and John Kaplan on a new episode of the Revenue Builders Podcast. A six-time CFO and board director for Citrix, Easy Software, Centrify, Qualtrics, and Lacework, Murray joins us to discuss the importance of the big picture for sales leaders. He explores how leaders can start to zoom out from just sales success into constructing a full-scale business strategy, and shares advice for CFOs and CROs approaching eco...
Mar 23, 2023•1 hr 4 min
Sarah de Lagarde is a living miracle. Her story is one of resilience and is filled with lessons for all of us. Sarah is currently the Global Head of Communications at Janus Henderson in London, but last September her life changed forever when she was involved in a horrific accident that claimed her arm and leg. Somehow, throughout an ordeal that could have been fatal many times over, Sarah remained calm and refused to give up. In this episode, John Kaplan and John McMahon talk with Sarah about h...
Mar 16, 2023•53 min
