Command and Control of the Business with Murray Demo

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 focus on business acumen and alignment with company
goals. Murray also discusses the challenges of budgeting during
economic downturns and the delicate balance between fiscal
responsibility and agility. Key metrics for evaluating sales
performance, including command of the business, pipeline
management, and discounting, are highlighted. The episode
concludes by addressing the burden of budgeting within
organizations and the importance of aligning compensation
programs with corporate strategies.


KEY TAKEAWAYS


[00:00:50] Transition to Business Leadership
[00:04:05] Aligning with Company Priorities
[00:05:02] Adapting During Tough Times
[00:16:06] Aligning Compensation with Strategy


HIGHLIGHT QUOTES


[00:00:50] Becoming Business Leaders - "The best sales leaders
are actually business leaders. They've made a transition from
carrying the bag and trying to make their number."
[00:04:05] Sales and Business Strategy - "So how do my
priorities or the company priorities get funded and does my team
know that I utilize my seat at the table as well as I could to
try to better the sales organization?"
[00:05:02] Adapting During Tough Times - "When the recession
hits, customers just don't have as much money to buy things. So
you're going to have to pull back in marketing and you're going
to have to pull back on sales."
[00:16:06] Aligning Compensation with Strategy - "I think
there has to be some thoughtfulness about how you transition
from, you know, here's your quota. Here's what you can do on
accelerators. It's all cash. To start mixing in more stock as you
go."


Listen to the full episode with Murray Demo in
this link:
https://revenue-builders.simplecast.com/episodes/leading-through-economic-challenges-with-murray-demo


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