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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Jane Thompson, Director of Strategic Accounts at Big Panda. They discuss the intricacies of managing strategic accounts in B2B sales. Highlights include essential characteristics for reps, such as thinking in terms of value, having confidence and courage, understanding the customer's organization, and translating technical capabilities into business outcomes. The conversation also covers the importance of internal support, effective compensation structures, and the critical timing for scaling accounts in startups. Jane shares her experiences and insights on what makes a successful strategic accounts manager, while the hosts emphasize the pitfalls of transitioning reps without the right skill set into strategic roles.

ADDITIONAL RESOURCES

Learn more about Jane Thompson: https://www.linkedin.com/in/jane-thompson-5aa940/

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

[00:01:58] Understanding Strategic Accounts
[00:03:06] Navigating Organizational Structures
[00:05:16] The Importance of Value in Sales
[00:11:17] Characteristics of Successful Strategic Account Reps
[00:21:30] Building Relationships and Trust
[00:29:50] Challenges and Pitfalls in Strategic Account Management
[00:31:20] Managing Strategic Accounts Effectively
[00:32:33] Common Mistakes in Scaling Startups
[00:33:13] Effective Strategies for Major Accounts
[00:34:36] Challenges with Strategic Account Management
[00:37:20] Organic Growth in Early-Stage Companies
[00:39:19] The Importance of Strategic Reps
[00:56:00] Compensation and Incentives for Strategic Reps

HIGHLIGHT QUOTES

"If you're curious, you know how to map very quickly; you have to know the top three value drivers."
"You need people who can get others to want to, when they don't have to."
"You can't put a tactical leader on top of a strategic account."
"Most importantly is understanding the organization first and foremost. How is the company structured?"
"You need to start high and work your way down to find the power base."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Frederik Maris, CRO at Atoss Software SE. Frederik shares how he interviews, assesses, and hires elite enterprise sales talent by focusing on EQ, character, and curiosity over resumes alone. Learn the power of the ICE criteria and how seasoned leaders spot top performers by blending science, gut instinct, and situational awareness.

KEY TAKEAWAYS

[00:01:00] The ICE criteria: Intelligence, Character, Coachability, and Experience—what it means and how to apply it in hiring
[00:02:00] How “Spin Selling” still applies to modern interviews and what it reveals about candidates
[00:03:00] Why understanding hiring criteria is a test of a rep’s customer empathy
[00:04:00] EQ as a deal accelerator—how top reps build champions both internally and externally
[00:05:00] The role of self-awareness, curiosity, and integrity in elite salespeople
[00:06:00] How to spot emotional intelligence in subtle cues during interviews
[00:07:00] Why gut feel, not just metrics, is a critical part of hiring decisions
[00:08:00] Frederik’s favorite interview question that reveals a rep’s self-awareness instantly

QUOTES

[00:01:00] "If they don't ask what I'm looking for in this interview, how are they going to understand what a customer wants?"
[00:04:00] "EQ is about the ability to build champions—internally and externally."
[00:05:00] "I'm looking for people who do what's right for the customer, the partner, the company—and hopefully, the world."
[00:06:00] "You can feel EQ—how they interact with the receptionist, how they carry warmth in a conversation."
[00:08:00] "How do you think you're doing in this interview?" That one question shows me their self-awareness instantly."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/training-your-teams-for-complex-enterprise-sales-with-frederik-maris

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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his transition from a successful career in enterprise sales to entrepreneurship. Rowell shares his invaluable experiences from working at EMC Dell Technologies and Lacework, highlighting the importance of process and preparation. He discusses how these skills translated into building a thriving startup, explains the significance of defining an ideal customer profile, and offers insights into the challenges and rewards of making the leap to start his own company. The episode also delves into Pinned Golf’s innovative products, the dynamics of working with friends, and strategies for effective sales and management in both B2B and B2C environments.

ADDITIONAL RESOURCES

Visit Pinned Golf! Check out their products here: https://pinnedgolf.com/

Connect with John Rowell:
https://www.linkedin.com/in/johnerowell/

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

[00:01:39] John Rowell's Career Journey at EMC and Lacework
[00:05:21] Advice for BDRs and SDRs: Building Confidence and Authenticity
[00:07:37] The Importance of Pre-Call Preparation
[00:15:01] Process Equals Speed: Lessons from Lacework
[00:19:23] Transitioning to Entrepreneurship: Founding Pinned Golf
[00:25:19] Developing and Marketing Pinned Golf Products
[00:31:36] The Caddy: Revolutionizing Golf Technology
[00:34:17] Pre-Order and Market Gap
[00:35:46] Finding the Ideal Customer Profile (ICP)
[00:38:26] Distribution Strategies
[00:41:14] Entrepreneurial Journey and Challenges
[00:46:56] Manufacturing and Role Segregation
[00:48:30] Partnership Dynamics and Decision Making
[00:57:50] Sales and Growth Mindset
[01:04:53] Product Customization and Corporate Gifts

HIGHLIGHT QUOTES

"Process equals speed."
"If you're not prepared, you'll figure it out after the call, but then it's too late."
"The best way, the best connection you can make is to give that person space to be able to articulate what their challenges or problems are."
"If you can get the channel really working for you and selling on your behalf, you can touch so many more people."
"You can have three guys in a boat, but if only one's rowing, it's definitely not gonna work."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Chris Vik, CRO at Leapwork, to discuss the critical role of pipeline generation (PG) in both sales and recruiting. Chris challenges the notion that PG is dead, emphasizing the relentless effort required from leaders to inspect, inspire, and engage their teams. He also highlights the importance of leaders taking ownership of recruitment rather than outsourcing it, ensuring they build high-performing teams. Tune in to learn why getting “in the pit” with your reps is essential and how to recruit top talent—even as a lesser-known company.

KEY TAKEAWAYS

[00:01:00] Pipeline Generation Isn't Dead – Leaders must commit to driving PG consistently.
[00:02:00] The Role of Leaders in PG – Inspiring and supporting reps is critical to success.
[00:02:30] Getting ‘In the Pit’ – Leading by example fosters accountability and growth
[00:03:00] Recruiting as a Team Sport – Why leaders should be hands-on in hiring.
[00:06:00] The Art of Recruiting Top Talent – Overcoming objections when hiring for a lesser-known company.

QUOTES

[00:01:00] “PG isn’t dead—you just have to do it the right way.
[00:02:00] “Your job as a leader is to help people get unstuck.”
[00:02:30] “If you're not in the pit with your reps, how can you coach them?”
[00:06:00] “Recruiting is a team sport—don’t outsource your dream team.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppal

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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bob Ranaldi, a seasoned global sales executive with over 20 years of experience. Bob shares insights on optimizing CRO-CEO relationships, emphasizing high communication, aligned goals, and data-driven decision-making. The discussion explores how to create a strong board, the importance of sales efficiency, and the need for CROs to own their numbers and impact the forecast immediately. Bob and the hosts provide valuable advice for sales leaders, highlighting the significance of understanding the company's ideal candidate profile, fostering a winning mindset, and balancing growth with EBITDA. They also delve into the nuances of maintaining effective communication, especially in post-COVID, remote work environments, and the critical role of board members in supporting various company disciplines.

ADDITIONAL RESOURCES

Learn more about Bob Ranaldi:
https://www.linkedin.com/in/bob-ranaldi-54a46514/

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

[00:02:57] The Importance of CRO-CEO Relationship
[00:04:39] Effective Communication and Data-Driven Decisions
[00:07:40] Balancing Growth and Efficiency in Private Equity
[00:11:53] Sales Efficiency and Productivity Metrics
[00:16:33] Navigating Challenges in Sales Leadership
[00:29:10] The Role of Communication in Remote Work
[00:32:50] Leadership Language and Mindset
[00:33:28] Advice for First Board Meetings
[00:34:45] Owning the Forecas
[00:39:32] Building the Right Team
[00:46:12] Navigating CEO and CRO Dynamics
[00:51:06] Effective Board Member Selection

HIGHLIGHT QUOTES

"You have to see yourself on the same level as the CEO. You're paid to express your opinion on what you think."
"It's important to set the bar high, but it has to be an attainable goal to maintain team morale and drive performance."
"The interaction verbally is the place to start. The face-to-face communication helps resolve disagreements and builds relationships."
"Always put the company first. Your department and your role matter, but they come second to the company's success."
"Understanding the current state and helping the team win early builds momentum and fosters team cohesion."