Revenue Builders

In this episode, we dive deep into the world of sales leadership with veteran sales leader Andy Byron. We discussed critical aspects of sales scaling, including ideal customer profile alignment, pipeline metrics, and the cost of a bad hire. Andy shares invaluable insights on what it takes to build a successful sales organization and the common pitfalls to avoid. Whether you're a seasoned sales pro...

Brian Halligan, former CEO, and co-founder and executive chairperson of HubSpot, is a visionary leader who revolutionized marketing with the concept of "inbound marketing." His tenure as CEO, until 2021, was marked by consistent recognition on Glassdoor's and Comparably's lists of best CEOs. Brian's influence extends beyond HubSpot; he is an esteemed educator, teaching MIT's Scaling Entrepreneuria...

Veteran sales leader Carlos Delatorre joins Revenue Builders for a conversation into pipeline generation and the essential skills and metrics that sales leaders should monitor. Carlos shares his experience in building a sophisticated pipeline generation machine at MongoDB, highlighting the complexity of open source software sales. He emphasizes the importance of conducting thorough research on tar...

Keno Helmi is a five-time CRO with a wealth of experience in the technology industry. He has held leadership positions at companies such as PTC, HP, Digby, Duetto, Platform 9, and Pegasus. Currently, he serves as the CRO at Espressive. Keno discusses the importance of proof of value (POV) in the sales process. He explains that a POV is not just about validating the technology, but also about valid...

In this episode of the Revenue Builders podcast , hosts John McMahon and John Kaplan are joined by Mark Roberge , co-founder at Stage 2 Capital and Harvard Business School lecturer. The discussion revolves around scaling sales and building a disciplined hiring process. Mark shares his insights into hiring for sales and highlights the importance of context in shaping the ideal sales team. He emphas...

As Founder of Artisanal Talent, Andy is globally recognized for having helped build, and invest in, some of the most successful software startups in history. He has spent 26 years in the industry, built two companies as CEO in the exec search industry, and 2 years inside two of the top VC firms in the world (Redpoint and Index). He continues to work closely with, and learn from, the best VC’s in t...

In this episode of the Revenue Builders podcast , John McMahon and John Kaplan interview Navy SEAL veteran and VMware COO, Mike Hayes , about leadership and decision-making. Mike discusses the concept of dynamic subordination, where anyone in an effective team can take the lead based on their skills and the situation. He emphasizes the importance of leaders empowering others and creating a culture...

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...

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 focu...

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 li...

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 in...

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 th...

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 wh...

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...

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 t...

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 Ch...

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 countr...

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...

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 ThoughtS...

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...

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...

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...

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 h...

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...

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 s...