Leading Through Economic Challenges with Murray Demo

“The best sales leaders are actually business leaders.” Murray
Demo joins John McMahon and John Kaplan on a new episode of the
Revenue Builders Podcast. A six-time CFO and board director for
Citrix, Easy Software, Centrify, Qualtrics, and Lacework, Murray
joins us to discuss the importance of the big picture for sales
leaders. He explores how leaders can start to zoom out from just
sales success into constructing a full-scale business strategy,
and shares advice for CFOs and CROs approaching economic
downturn.



Everything is a trade-off when you’re making complex business
decisions, but how can you be sure you’re making the best
decision for the long-term health of your company? Murray
suggests getting on the ground meeting people and staying
informed on what’s happening at every level of the organization.
Dig into even more advice for sales leaders in this episode of
Revenue Builders.


 


Here are some key sections to check out: 


08:29 The key metrics to look for in sales performance


13:47 Balancing fiscal responsibility with agility


20:40 Compensation programs’ impact on company performance


29:37 Expectations of cost justification and commitment


42:38 Defining a good company


56:31 Defining a down round and how to handle it
 


Additional Resources:


Connect with Murray Demo on LinkedIn:
https://www.linkedin.com/in/murray-demo-59a31117/

Visit the Lacework website: https://www.lacework.com/

More resources for leaders facing economic change:
https://forc.mx/3neLAR7



 


QUOTES


Murray - Where the best leaders come from: “What I have
found, though, is the best sales leaders are actually business
leaders, they made a transition from carrying the bag and trying
to make their number and tunnel vision and closing business,
which is what you have to do to start your career, but as you
progress up, the ones that are the most successful, they turn
into business leaders and trying to solve a problem more at a
company level than just for a specific sales oriented activity.”


 


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