In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.

ADDITIONAL RESOURCES

Learn more about Matt Maloney:
https://www.linkedin.com/in/matt-maloney-75698/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

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

[00:02:13] Matt Maloney's Journey into Crypto
[00:02:55] Understanding Fireblocks and Blockchain
[00:06:36] The Role of Stablecoins
[00:10:28] Security Challenges in Crypto
[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets
[00:34:44] Mitigating Risk in Emerging Markets
[00:35:07] The Importance of Continuous Development
[00:37:11] Building Trust and Credibility
[00:38:07] Characteristics of Successful Salespeople
[00:39:41] Company Responsibility in Employee Development
[00:41:02] Aligning Company Goals with Sales Strategies
[00:46:05] Avoiding Shiny Object Syndrome
[00:48:36] The Role of Ideal Customer Profiles
[00:49:43] Lessons from Mentorship and Experience
[00:58:00] The Innovator's Journey

HIGHLIGHT QUOTES

"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders."

"If you can be part of a disruptive movement... it could be game-changing."

"You need people that are coachable that will take the time to listen and learn about what this market is."