Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales.
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What happens when conventional methods lead to plateaued results? Leadership gets frustrated, people lose their jobs, investors lose faith, and morale takes a nosedive. What if you took the road less traveled in your industry… and found your success? Unorthodox: The New Road to Success is a status quo-shift with people at the center of unconventional approaches to business, education, leadership, and life. Host Ben Chaib shares insights and industry interviews from high-performing, innovativ ...
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The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, includ ...
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Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. ...
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Enterprise Sales & Marketing Leadership - for B2B Companies - CXO - VC - Startup - Success - SaaS
Brian Burns
A show for CEO's, CMO's CRO's and Venture Capitalists If you are in a B2B Leadership role this is the podcast for you. The founder of "The Brutal Truth About Sales & Selling" interviews the most thought-provoking guests. We will cover what is working today in Sales & Marketing. If you like Tim Ferriss, Bill Burr, Dave Ramsey, Serial, Reply All, The Art of Charm, HBR, WTF, Startup, Motley Fool, Money, Gimlet, TEDTalk, NPR, EOFIRE, The TOP, Ziglar, Hustler, Advanced Selling, Salesman Red, Sale ...
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B2B Revenue Leadership - CEO, CRO, CMO, VC, Sales and Marketing Startup SaaS
Sales Leadership Marketing Startup SaaS expert - Brian Burns
If you're interested in B2B Revenue Leadership this is the show for you. From the founder of The Brutal Truth about Sales & Selling and The Sales Questions PodCast. This PodCast is Focused on Leadership in the B2B Space to drive revenue by using the most modern and scientific approaches. If you are a CEO, VC, CRO, CMO or want to be one some day this PodCast is for you. If you like Tim Ferriss, Bill Burr, Dave Ramsey, Serial, Reply All, The Art of Charm, HBR, WTF, Startup, Motley Fool, Money, ...
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Scaling Up Services is a podcast devoted to helping founders, partners, CEOs, key executives, and managers of service-based businesses scale their companies faster and with less drama.
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Isn't it time to make selling smarter? Join Conquer CRO, Greg Moran, as he interviews top sales and marketing leaders in the B2B SaaS space on the latest strategies and technologies being utilized by modern revenue teams. Get the critical insights you need to level up your organization, directly from industry experts themselves.
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The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the greatest minds in RevOps. Tune in every Thursday for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps to the next level.
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The podcast for sales and marketing teams that tackles the question: How can cybersecurity companies grow sales faster? We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts. Listen in, and you will get proven strategies to - help you get more leads - win more customers, and, - create your killer go-to-market growth engine. If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.
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In Season 3, we are focusing on interviews with C-Suite executives, subject matter experts, authors and thought leaders in the Sales and Marketing arenas. A rapidly shifting landscape and uncertain economy is forcing everyone to raise the bar and weeding out some of the mediocre to low performers. Join our Sales Is King Boardroom Community here: https://www.facebook.com/groups/457366486708505/
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Are you tired of ONLY hearing about all the money everyone is making as an Entrepreneur? Well, this is the podcast where we will Challenge Every Single Thing and Xpose the TRUTH behind the PLAYS! Join us in debunking a lot of the glitz and glam that most people online only show in order to get you to buy their course or service. It doesn’t mean it should STOP you from being an entrepreneur……it’s just now you will be better prepared to take that leap!
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Behind the scenes with top go-to-market practitioners from the B2B tech industry to understand their mindset and tactics: how they define go-to-market, their journey to the top role, team size, top of mind challenges and goals. Learn how product, sales, marketing and customer success leaders create internal alignment, achieve desired outcomes and help their teams perceive their customer in a human way. Hosted by Vijay Damojipurapu. Presented by Stratyve
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Hosted by 6sense CMO Latané Conant, every episode of this season of TalkingSense is entertaining, engaging, and full of insights sales leaders can start using today.
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The Millennial Sales podcast helps millennials to sell more and have a more lucrative and fulfilling career. Matching with the best and brightest in B2B and Tech Sales, Tom Alaimo will inspire, entertain you, and give you actionable steps you can take into the field.
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Logan Bartlett is a Software Investor at Redpoint Ventures - a Silicon Valley-based VC with $6B AUM and investments in Snowflake, DraftKings, Twilio, Netflix. In each episode, Logan goes behind the scenes with world-class entrepreneurs and investors. If you're interested in the real inside baseball of tech, entrepreneurship, and start-up investing, tune in every Friday for new episodes.
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In the SellingSaas Podcast (Formerly the Sales Leader Network) we break down the topics of Go To Market strategies, Revenue Acquisition, and my favorite topic of Sales Leadership. We have a few versions of the show where we have the traditional guest episode when I bring on someone who is an expert in one of the topics just mentioned, then there will episodes where I’ve been a guest on another show that I share on this show for you, and then there will be solo episodes from yours truly where ...
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Discover app marketing growth hacks from the top app publishers. Learn the secrets of app store optimization, app store features, and online marketing to drive more downloads for your mobile app.
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Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders in the SaaS industry!
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Ecommerce Exits Podcast | Inside look at Building, Buying, Selling and Scaling Ecommerce Businesses
Nate Ginsburg, FBA E-Commerce Expert and Strategist
Join Nate Ginsburg, the 7-figure ecommerce exit strategist, as he talks to industry leaders on how to maximize your business for your dream exit. If you want to get more sales, automate your operations, and improve your cashflow for your ecommerce business, you need to understand what it takes from experts who know how to do it best. Listen to Nate's conversations on the Ecommerce Exits Podcast powered by SellerPlex.
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Sell Playbook: Value Propositions on Cold Calls
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Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsBởi Armand Farrokh & Nick Cegelski
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EP 113: Dara Khosrowshahi Uber CEO Lays Out the Path to Autonomous Vehicles
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Dara Khosrowshahi runs one of the most complicated businesses in the world, Uber. Since taking over in 2017 Dara has led the company to profitability against all odds. In this episode, we touch on a number of things including Uber’s position on the future of Autonomous Vehicles (AVs), the challenges that were overcome in making Uber profitable, and…
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Generative AI and Multigenerational Workforces with Hollie Castro
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In this episode, John Kaplan and John McMahon welcome back Hollie Castro, a seasoned business executive and advisor, as they delve into key challenges and opportunities in today's B2B sales environment. They cover topics ranging from managing multigenerational workforces and enhancing communication to leveraging generative AI for efficiency and inn…
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239 (Lead) How To Avoid Hiring The Wrong Reps (John Sherer, Growth Assistant)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hi…
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Q&A | How Do You Decide Whether CS or Sales Owns Revenue from Customers?
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Today we have another mailbag question, and let me tell you: I love these. Today's question is one that's come up a lot lately for the portfolio over at Stage 2 Capital -- "How do you decide whether CS or Sales owns revenue from customers?" Here's what you can expect: Pros & cons in specializing roles between hunters and farmers A framework for dec…
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The Power of Authenticity: Personal Branding Strategies for Executives with Alan McLaren
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Alan McLaren, Co-Founder STRATA Originals Alan McLaren is a personal branding and digital marketing expert with over 30 years of experience. As the Co-Founder of STRATA Originals, he collaborates with CEOs and executive leaders to strategically build their personal brands. Alan's passion for personal branding originated from his extensive backgroun…
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180: Are You Influential? | Keynote Speaker/Author, Stacey Hanke
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In this conversation, Stacey Hanke discusses the challenges that executives face in the current business environment, particularly in terms of communication and personal branding. She emphasizes the importance of being consistently connected and influential in a world that is more connected but less connected than ever before. Hanke also highlights…
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Boost Your App's Engagement & Revenue NOW with These Little Tricks!
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Master the art of user engagement and skyrocket your subscription app profits! Discover hidden tactics to turn casual users into loyal subscribers. Learn how to boost user engagement, increase retention, and convert more trial users. From crafting compelling emails to perfecting the subscription conversion process, this podcast covers it all. Work …
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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
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FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…
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179: Next Gen Email | Archie Hollingsworth of Fyxer.AI
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Archie Hollingsworth, co-founder and CRO of Fyxer.ai, joins Dan and discusses the current state of B2B marketing and sales and the challenges faced by B2B executives. He emphasizes the importance of being selective and doubling down on what's working in marketing and sales strategies. Hollingsworth also highlights the value of in-person connections…
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An Ex-Googler’s Guide to Google UAC for iOS
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In this interview, we get into the intricacies of Google UAC strategies for iOS apps post Apple's introduction of App Tracking Transparency (ATT). We are joined by ex-googler and founder of CandidConsulting LLC, Ashley Black. Ashley will describe, in detail, Google’s initial response to ATT and talk about modeled conversions. We will also uncover t…
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FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your con…
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What to Consider When You're a New CRO with Paul Ohls
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In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by the Airtable CRO, Paul Ohls, to discuss the critical steps new Chief Revenue Officers (CROs) should take when joining a new organization. They delve into the importance of identifying and leveraging existing areas of success, understanding the nuance…
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EP 112: Mike Maples (Founding Partner, Floodgate): What Makes Startups Win & The Future of Venture Capital
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Mike Maples is an 8x Midas List investor and founding partner at Floodgate Fund. In our conversation, we dive into his latest book, "Pattern Breakers: Why Some Startups Change The Future." Mike shares his frameworks on how top startups beat incumbents by redefining categories, and he reflects on his worst and best decisions. We also discuss what th…
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Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsBởi Armand Farrokh & Nick Cegelski
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Securing Predictable Revenue with Greg Resh
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In this episode, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The discussion delves into Resh’s diverse background, covering a wide range of industries from sports to technology. Resh provides insights into the differences between B2B and B2C selling, the critical im…
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What’s Driving Performance for the Most Successful Teams in H1 2024?
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This week on the Revenue Insights Podcast, we’re excited to share a talk by the redoubtable Guy Rubin, Founder and CEO of the Revenue Operations Community.In this episode, Guy dives deep into the power of clean data and how it transforms sales strategies. On stage at GTM EMEA 2024 hosted by Pavilion, Guy emphasizes the importance of focusing on you…
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237 (Lead) Taking a Startup To Market With Founder Led Sales (Peter Kazanjy, Atrium)
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FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing…
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Collaborating With Sales For a POV That Resonates: Insights From Julien Sauvage
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Dive into the latest episode of the B2B Go to Market Leaders podcast, where Julien Sauvage, the GVP Marketing lead at Clari delves into how to create an effective company narrative through the art of storytelling and having an alignment with sales for efficient go-to-market strategies. He shares his career journey and insights on breaking down silo…
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How to Build a Billion Dollar Outbound Sales Team w/ Carrie Bosworth (SVP Sales, Checkr)
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Is the startup you're about to join gonna become a unicorn? That's the billion dollar question. It's so hard to tell. But one of the leading indicators of that that's rarely talked about is whether they're scaling to massive revenue through only inbound leads. It's so hard to find those companies. And if you do latch on. That's what happened with C…
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178: Unsticking Deals(New Book) | Sales Guru, James Muir
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James Muir discusses the current challenges in B2B selling and the top issues for sellers today. He emphasizes the importance of preventing deals from getting stuck and provides five strategies to keep the momentum going. These strategies include securing executive sponsorship, throttling information, using the perfect close technique, implementing…
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Try These 2 Retention & Monetization Strategies (Stolen From 7-Figure Apps)
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This video unlocks the secrets used by successful 7-figure apps to keep users engaged and coming back for more. You'll discover: -The 3 Essential Rooms for App Success: Acquisition, Engagement, & Retention & Monetization -Network Effect Power: How to leverage user connections to skyrocket app value -LiveOps Strategies: Dynamically create exciting o…
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236 (Sell) Asking Buyers Tough Questions to Avoid Deal Killers (Steven Bryerton, ZoomInfo)
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FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associat…
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177: Marketing + Sales Is Aligned And Well | Rhiannon Staples and Carrie Seifer
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Dan is back with the CMO and CCO of GWI, Rhiannon Staples and Carrie Seifer. The conversation explores the current state of B2B marketing and sales alignment, as well as the trends and challenges in the industry. The guests discuss the need for personalized and targeted messaging in a noisy market, the difficulty of reaching prospects on the phone,…
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FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PAT…
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Product Market Fit and Scaling a Startup with Jeremy Burton
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In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process o…
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EP 111: How Josh Reeves (CEO, Gusto) Built a $10B Company Serving Small Businesses
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Josh Reeves has built Gusto into a nearly $10B company with over $500M in ARR, serving small businesses. In our conversation, Josh delves into Gusto’s 13-year journey, sharing insights on how they achieved product-market fit by initially targeting a very narrow niche. He also highlights the tactics they’ve used to build an intentional culture of hu…
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Know Your Story to Achieve True Success with Doug Holladay
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In this episode, John McMahon and John Kaplan welcome back Doug Holladay to delve deeper into the themes of Doug's best-selling book, 'Rethinking Success.' The discussion focuses on the importance of understanding and embracing one's personal story to avoid living someone else's narrative. They explore how life experiences and backgrounds shape emo…
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235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday fo…
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Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice)
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You're looking for your next job. The last one didn't go so well. You gotta get this one right, and you found one. But how do you know if it's good and how do you know you can help? That's an important riddle. And today we bring in my friend Dini Mehta , the founding CRO of Lattice. She saw that this company wasn't exactly growing in its infancy, b…
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Unlocking the secrets to trust in cybersecurity sales with Dani Woolf, CEO at Audience 1st
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Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen! In t…
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7 Mistakes to Avoid When Launching Your App
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Uncovering the 7 Deadly Sins of App Launches. From overlooking in-app purchases to neglecting onboarding, countless app developers fall into common traps that can derail their launch. Discover the hidden pitfalls that sink many apps before they take off. Learn how to avoid these mistakes and launch an app destined for success. Leave a comment below…
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234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow)
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FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…
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176 Leandra Fishman's Road To The C-Suite
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Summary The conversation between Dan Sixsmith and Leandra Fishman explores the challenges and changes in B2B sales and marketing. They discuss the importance of productivity and efficiency, the role of AI in sales, and the need for thoughtful solutions that provide value and ROI. They also touch on the difficulties of selling and buying in today's …
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$400,000 in Sales in 7 Months on Upwork Using AI
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This week's guest built an AI proposal tool that helped him generate $400K in sales through UpWork.. Daniel Reiling is the Co-Founder & CTO of Ecordia Studios - the company that helps you design, build, and launch your app fast. In addition, you will discover the power of data-driven product development and proven strategies to excel as a freelance…
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FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X]…
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Effective Second-Line Leadership with Carl Cross
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In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delve into the complexities of second line leadership. The discussion centers around the critical skills required to train and lead first line leaders, the common pitfalls second line managers face, and s…
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Sell Playbook: The Ultimate Cold Calling Masterclass
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To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it …
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If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segments on the topic featuring: Neeraj Agrawal - General Partner, Battery Ventures Keno Helmi - CRO, Espressive Chris Degnan - CRO, Snowflake ADDITIONAL RESOURCES For more information on Selling in a New Ca…
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90 Days to Make an Impact with Louis Poulin of Buildertrend
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This week on the Revenue Insights Podcast, we are joined by Louis Poulin, Vice President of Revenue Operations at Buildertrend.In this episode, Guy and Louis explore improving the efficiency and effectiveness of revenue generation by consolidating and aligning operations teams. Discover how to make an impact in just 90 days, understand what factors…
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233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can…
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Product Hunt Launch Secrets: A conversation with Leo Bosuener
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Dive into the latest episode of the B2B Go to Market Leaders podcast, where Leo Bosuener founder of a product launch agency specializing in Product Hunt shares his career journey from freelancing as a B2B consultant to focusing on product launches. He emphasizes the importance of aligning product, sales, marketing, and customer success teams for a …
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Expanding to Multi-Product Selling w/ Ryan Meadows (SVP Global Sales, Klaviyo)
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Expanding from selling a single product to multiple products. It's almost a required journey for getting to unicorn status. And yet that journey often leads to failure. Most companies think, "Mobilize the organization, train the sales team, build the product, get the customer support folks trained, change the website." Only, that's the approach tha…
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The Inside Innovator: A Practical Guide to Intrapreneurship with Louis Gump
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Louis Gump, President of Cambian Solutions. Louis Gump is a business builder, transformational leader, and pragmatic optimist. He is also author of the Amazon bestselling book The Inside Innovator: A Practical Guide to Intrapreneurship, published in March 2024. Louis has worked with some of the most recognized companies in the world, developing tal…
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232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
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TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions …
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175: Mark Niemiec's First 150 Days as Salesloft CRO
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Summary Mark Niemiec, Chief Revenue Officer at SalesLoft, discusses the challenges in B2B sales and the importance of delivering a compelling value proposition. He emphasizes the need for sellers to understand their customers' language, challenges, and context in order to rise above the noise and deliver a 10 out of 10 message. Niemiec also highlig…
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Insights From Running $20M in Rewarded User Acquisition Campaigns
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In this live stream, we have Alexander Hrankin who has spent over $20M for 20 different rewarded ad channels before he decided to fix the problems he saw with rewarded user acquisition. You will discover the ins and outs of rewarded user acquisition, including when to integrate it into your marketing strategy Alex’s journey in the marketing and adv…
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FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on…
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Training Your Teams on a POV with JP Bolen
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In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at Rubrik, to discuss the importance of equipping sales teams with a compelling point of view (POV). JP emphasizes the necessity of thorough research and understanding of the client's business, industry …
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EP 110: How Eric Glyman (CEO, Ramp) Runs One of The Fastest Growing Startups
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Eric Glyman (CEO, Ramp) shared his operating playbook for leading one of the fastest-growing startups on his second appearance on the podcast. We also explored the unique ways Ramp leverages AI internally, strategies for startups to build moats in AI, and the concept of self-driving money. We concluded with one of the most profound and thoughtful d…
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