A Revenue Builder’s Journey: From Seller to Leader to Operating Partner

In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, they explore Bill's extensive career, beginning at major companies like Oracle and PeopleSoft, moving to startups such as Marketo, and eventually stepping into the VC world. Bill shares key lessons on effective sales management, transparent leadership, and strategic hiring. He also emphasizes the importance of consistent messaging, proactive problem-solving, and the integration of new technologies like AI in achieving revenue goals. This episode provides practical insights into growing within the sales domain, understanding the motivations behind career transitions, and the roles of anticipation and deliberate growth for CROs looking to evolve into advisory or operating positions within investment firms. Tune in and learn more on this episode of The Revenue Builders Podcast. ADDITIONAL RESOURCES Connect and learn more about Bill Binch: https://www.linkedin.com/in/bill-binch-302a4a2/ Listen to Bill's podcast: https://podcasts.apple.com/gb/podcast/sound-bites-with-bill-binch/id1732334718 Read Bill's Content: https://www.battery.com/blog-author/bill-binch/ 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 [00:01:33] Lessons from Oracle and PeopleSoft [00:04:32] Purposeful Career Moves and Sacrifices [00:09:02] Navigating Career Challenges and Mentorship [00:13:05] The Importance of Learning and Patience [00:32:19] Transitioning to Smaller Companies [00:45:57] Transparency and Community Building at Marketo [00:47:13] Simplifying the Message: A CRO's Skill [00:48:48] Recruitment Challenges and Strategies [00:51:55] Building a High-Performance Sales Team [00:52:37] The Importance of Employee Value Proposition [00:55:47] Traits of Successful Sales Reps [00:59:28] The Role of a CRO in a Startup [01:01:07] Navigating the CRO-CEO Relationship [01:05:25] Forecasting and Accountability [01:09:48] Transitioning to an Operating Partner Role [01:18:43] Advice for Aspiring CROs and Board Members HIGHLIGHT QUOTES [00:02:28] "People that raise their hands and say the word yes, opportunities open up for you when that happens." — Bill Binch [00:10:50] "Learn, earn, and return. And you don't ever stop; as you grow, you acquire more of those stages." — Bill Binch [00:11:00] "So it starts with learning your craft, learning your skill, getting good at something." — Bill Binch