Podcast
Revenue Builders
Hosted by Force Management · EN
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. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information
2episodes
Episodes
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Make Your Customer The Hero with Maury Rogow
May 12, 202201:00:15Tap to summarizeIn this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to author, entrepreneur, public speaker, and sales leader Maury Rogow. Maury talks about using powerful storytelling techniques in the context of sales, and how marketing and sales teams should be working together seamlessly to attract and convert customers. Maury also takes us into the story of how he got into Hollywood and how he transformed himself from the kid who couldn’t raise his hands in school to a capable public speaker, and that one time he opened for comedian Joe Rogan. Additional Resources:Key Characteristics for CROs to Hone in Each Stage of Growth | https://forc.mx/3uUCM3ZTaking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEismDonate to breast cancer research: https://drsusanloveresearch.org/Check out Maury's book: https://www.amazon.com/gp/product/B07TB1FKLX/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0Connect with Maury on LinkedIn: https://www.linkedin.com/in/mauryrogow/More about Force Management | https://forc.mx/3waMDDSHIGHLIGHTSMany salespeople fail because they lack this basic skillYour customer is the hero of the story Always know where you are in the buyer's journeyGet the S-T-U-F-F in your stories to make them effective Know your customer's learning styleThe messaging must be seamless from marketing to salesThe shy kid who couldn't raise his hand in schoolIntroducing the E-P-I-C story structureHow Maury got into Hollywood and the lessons learned Advice for connecting to people remotelyQUOTESMaury: "Your brand will thrive or die based on the story you tell. That's for the sales people and it's for executives too. The reason I say that is it's all based on fact but I got to get it across fast. Salespeople are failing out there because they don't have the basic skills to grab attention and then be memorable." Maury: "Sure, you get plenty of sales without your story in there. They're probably low value, they're probably the cheap shots, you're probably making quota or getting to your quota. But the folks that are really good at this, the folks that really can tell a great story, can get somebody else to share, they're the ones bringing in the six, the seven, even eight-figure deals because they're building a relationship." Maury...
Transcribe →Hiring Great Sales Talent
May 5, 202200:38:16Tap to summarizeIn this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk through their experiences with recruiting talent, and why many companies often stumble in this fundamental step. Your employees are the lifeblood of your business, and to be successful, you need to hire the right people. In this era of mass resignations and global hiring, business leaders and interviewers need to hone in on the characteristics, skill sets and knowledge of what will make sales talent successful in your company.Additional Resources:Hiring Great Sales Talent: https://podcasts.apple.com/ph/podcast/revenue-builders/id1610203369HIGHLIGHTSStop relying solely on the resume or LinkedIn profiles Sales people are not created equal Interviewers need to both qualify the candidate and sell the opportunityLook for qualified candidates, not friendsCompanies should equip their employees with skills and knowledgeDon't sleep on the references How candidates can prepare for the interview QUOTESJohn MacMahon: "If I'm gonna be in a fast growing company, two of the most essential characteristics I have to have in a person is intelligence and drive. Because skills take a lot of time to develop. If somebody's really smart in a classroom, I can teach them stuff. On the job, I can teach them stuff pretty quickly. But it's the skillset that takes a really long time to develop." John Kaplan: "I found that some of the best interviewers have emotionally connected to what they do matters and why it matters and therefore, it comes across the interview process. I find people woefully prepared to really talk about why what they do matters." John MacMahon: "The mistake that a lot of first time leaders make is they are almost looking more for a friend than they are for a candidate that can really be successful int he role. Because of that they do some people a disservice because they truly don't have the knowledge or the skillset to be successful. But they like the person."John Kaplan: "The knowledge and skills are the responsibility of the company to bring them the knowledge that they're going to need and to give them the opportunity to enhance their skills, to develop the skills, to position that knowledge effectively. The responsibility of the individual is to bring their character to that equation." Learn More about Force Management here: www.forcemanagement.comCheck out John McMahon’s book here: https://www.ama...
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