In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selling into strategic accounts. Jane shares hard-won wisdom on navigating multi-divisional enterprises, building champions across layers of influence, and translating technical capabilities into board-level business value. If you want to elevate from tactical selling to true strategic impact, this episode delivers the roadmap.

KEY TAKEAWAYS

[00:00:45] Focus beyond standard research—find personal executive insights to connect meaningfully.

[00:01:15] Strategic sellers must bridge technical solutions to business outcomes.

[00:02:00] Map value by stakeholder: technical director, VP, CIO—tailor it to each.

[00:03:30] Selling to multi-divisional organizations requires managing multiple champions, needs, and value props.

[00:04:15] Ecosystems are interdependent—solutions impact multiple departments.

[00:05:00] Use the “M and W Effect” to navigate accounts vertically and horizontally.

[00:06:00] Prevent single-threading—schedule multiple meetings at once and communicate openly.

QUOTES

[00:01:20] “Anyone can go read a 10-K, but go find personal tidbits that help you build a champion at every level.”

[00:01:55] “You have to translate what you do into business issues—or you’re not going to be a good strategic account rep.”

[00:02:40] “If you think in a strategic sense, mapping value by stakeholder becomes second nature.”

[00:04:00] “It’s a skill to unify multiple divisions with multiple stakeholders into a single ROI conversation.”

[00:05:10] “If you’re not moving up and down in the org chart, you won’t make it in strategic accounts.”

[00:06:05] “Be transparent—reach high and wide without being sneaky. It works if done right.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompson

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply here:
Revenue Builders Podcast, John Kaplan, John McMahon, Force Managementhttps://hubs.li/Q02Zb8WG0

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.

ADDITIONAL RESOURCES

Learn more about Matt Nolan:
https://www.linkedin.com/in/matthewanolan
https://www.linkedin.com/company/redwood-software/

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:02] Lessons from a First-Time CRO
[00:03:47] Building and Maintaining Company Culture
[00:04:45] Navigating Leadership During COVID-19
[00:06:05] Managing the Board and Leadership Challenges
[00:07:03] Scaling Revenue and Systems Thinking
[00:10:15] Recruitment and Team Building Strategies
[00:11:16] The Importance of Authentic Leadership?
[00:15:21] Fostering a Team-Based Culture
[00:20:39] Recruitment Pipeline and Talent Acquisition
[00:21:30] The Relentless Pursuit of Top Talent
[00:34:00] The Power of Networking and Recruiting
[00:35:14] Building a Leadership Team
[00:36:15] The Importance of Recruiting Top Talent
[00:39:10] Sourcing and Recruiting Strategies
[01:01:21] The Role of Culture in Building a Dynast

HIGHLIGHT QUOTES

"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships."
"Once you see the impact of having great people, you can't unsee it."
"You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins."
"Every word you say as a leader is internalized deeply by your team."
"You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Bob Ranadli of FTV Capital to unpack the delicate dynamics between CROs, CEOs, and board members. From managing expectations to avoiding pitfalls of dysfunction, this conversation dives deep into how CROs can approach board interactions with strategy, self-awareness, and alignment. Perfect for revenue leaders who want to strengthen executive relationships and drive healthy boardroom collaboration.

KEY TAKEAWAYS

[00:00:35] Understand the Board’s Purpose: CROs must recognize the board’s role in needs analysis and bringing strategic value—not just oversight
[00:01:10] Diversify Board Experience: Great boards consist of varied backgrounds and expertise; avoid redundancy in experience sets
[00:01:45] Root Cause vs. Surface Complaints: Before raising issues with the board, ensure the CRO and CEO have sought resolution together.
[00:02:15] Bring Solutions, Not Just Problems: Leaders must shift from venting to proactive solution-building
[00:02:50] Avoid Commiserating with Board Members: CROs should direct internal concerns to CEOs first, not the board—keep relationships clear and constructive.
[00:03:30] Align Board Expertise with Department Needs: Strong boards mirror company functions, acting as mentors to department leaders when the CEO is confident and secure.

QUOTES

[00:00:55] "The board needs to do a needs analysis… making sure you don’t have redundancy in experience is really important."
[00:02:00] "If you’ve got a problem and you’re not thinking about a solution, then you’ve got to look in the mirror."
[00:02:50] "If you're bringing something to me that looks like you don’t have a solution, you’re just complaining."
[00:03:50] "The really good CEOs bring in board members who can act as mentors aligned to each function.
[00:04:15] "For that to work, the CEO must be very secure in their job."

Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/understanding-the-nuances-of-the-cro-ceo-relationship

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging