Little Things That Make a Big Impact in Sales with Anthony Palladino

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 Chief Revenue Officer at Aisera, the
industry’s first AI Service Management solution, he helped define
the company’s product market fit, built and ramped their
customer-facing functions, and increased revenue eightfold. Prior
to Aisera, Anthony was the Senior Vice President at CloudBees
overseeing global field operations. In just over three years,
CloudBees quadrupled its revenue. A holistic growth leader with
experience in building customer-facing organizations,
go-to-market strategies, and diverse partner networks.


In this conversation with John McMahon, Anthony discusses the
importance of focusing on the little things in sales to drive big
results. He emphasizes the need for disciplined execution,
maintaining urgency with customers, and developing compelling
energy in sales conversations. By identifying the deltas and
addressing them, sales teams can build good habits and drive
successful outcomes. Palladino also highlights the significance
of documenting fit and gaining consensus in sales conversations.


HERE ARE SOME KEY SECTIONS TO CHECK OUT:


[00:02:03] Overview of Mabl and its impact on revenue,
profitability, and risk


[00:05:26] Top priorities for exploring with the salesforce


[00:08:02] Importance of focusing on the little things that make
a big difference


[00:11:01] Example of using a sequence to drive pipeline
generation


[00:20:26] Importance of identifying and teaching people the
knowledge areas


[00:32:59] Creating compelled energy to compel customers to move
forward


[00:39:18] Importance of documenting the fit and gaining
consensus in the first meeting


[00:44:46] The components of compelled energy and the exit
criteria for the first meeting


[00:50:41] Importance of documenting customer requirements and
identifying champions


[00:55:24] The challenges of being a CRO and the importance of
hiring well


[00:58:00] Building a leadership team and establishing a common
goal


HIGHLIGHT QUOTES


[00:53:41] "Who do we think is the champion? Right? And it's
probably who do we think is the champion? Because an
understanding if you're new to the organization, there's probably
not a firm notion of what a champion is. And, you know, the
definition we have is person with political respect and or
technical authority who fights for us when we're not there and I
have the and or in their job, because I think in a lot of cases
with consensus, certain environments, those 2 things are very
distinct today in some cases." - Anthony Palladino


[00:57:59] “I think establishing a leadership team that is
with each other. They're supporting each other. They're with each
other. You're sharing that common goal to the mission. And but
doing it, you know, as people and really creating that that's
that's I think it doesn't come easy because you have to create a
special relationship.” - Anthony Palladino


 


Learn more about Anthony through this
link:
LinkedIn: https://www.linkedin.com/in/anthonypalladino/


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064