In this short segment of the Revenue Builders Podcast, we revisit the discussion with Tony Marino, Senior Advisor at Fiserv and executive coach to high-performing leaders. The discussion dives deep into the non-negotiable role of physical and mental wellness in leadership. From billion-dollar responsibilities to 30,000-person teams, Marino explains why sustaining peak performance demands the same discipline as elite athletes. Whether you're leading a company, a team, or just striving to stay on top of your game, this episode will challenge your excuses and inspire a new mindset.

KEY TAKEAWAYS

[00:00:48] Big Leadership = Big Stress
Leaders often oversee billions in revenue or tens of thousands of people—making personal wellness crucial.

[00:01:32] Corporate Athletes are the New Standard
Executive performance hinges on diet, sleep, exercise, and stress management

[00:02:25] One or Two Hours a Day for You
Marino's rule: If you’re not carving out personal time daily, you’re cheating yourself—and your team.

[00:03:38] You Can't Lead Others If You’re Off Balance
When leaders neglect self-care, it shows up in decision-making, temperament, and team performance.

[00:04:45] Success Requires Pattern Recognition
Great leaders recognize the signs of burnout early and act fast to recalibrate.

[00:05:34] "If I Just Had More Time" Is a Trap
Most leaders don’t lack knowledge—they lack deliberate time management.

[00:06:23] Join the 6% Club
Referencing Michelle Rosen’s book, Marino explains why only 6% stick with goals—and how to be one of them.

[00:07:19] Discipline and Planning are Everything
Plan your day with intent. Success isn’t about hustle; it’s about preparation.

QUOTES

[00:01:58] “You need to be a corporate athlete if you’re going to succeed in these big, tough jobs.”

[00:02:25] “If you’re not giving yourself one or two hours a day, you’re cheating yourself.”

[00:03:38] “You can’t take care of your team if you can’t take care of yourself.”

[00:04:45] “The most successful people I’ve met know themselves really, really well.”

[00:05:34] “The most common sentence I’ve heard from leaders is, ‘If I just had more time…’”

[00:07:44] “The key is being deliberate and planful. That’s how you become part of the 6% club.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/embracing-the-work-of-resilient-leadership-with-tony-marino

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
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Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

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."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Marcello Gallo, CRO at Sigma Computing, tackling one of the most critical and misunderstood phases of complex enterprise sales: procurement. They dissect the challenges of "separation of church and state," the pitfalls of weak champions, and the importance of owning the final stretch of the sales cycle with confidence, conviction, and clarity of value.

KEY TAKEAWAYS

[00:00:25] Understand “Separation of Church and State”: Champions often step back during procurement. Plan for it, but don’t surrender the deal.
[00:01:33] “Participate in Your Own Rescue”: Teach champions to fight for the value they believe in—even through procurement.
[00:03:15] Extreme Ownership is Non-Negotiable: Blaming procurement delays is a weak excuse. Elite sellers own the entire process.
[00:04:00] Know the Negative Consequences: It’s not just about the pain — it’s about what happens if the problem doesn’t get solved now.
[00:05:54] True Champions Have Power and Influence: They actively sell on your behalf and are invested in your success. Anything less is not a real champion
[00:06:38] Elite Sellers Multiply Champion Power: The best reps elevate their champions inside the account. It’s not seller vs. buyer—it’s a partnership.

QUOTES

[00:01:54] “You can’t get alligator arms during procurement. If this is what you want delivered, you have to participate in your own rescue.”
[00:03:35] “Extreme ownership means the deal is yours. No excuses. If procurement’s dragging, you didn't plan it right.”
[00:04:59] “Without understanding the negative consequences, you can’t drive urgency — and urgency drives deals.”
[00:05:54] “A true champion has power and influence, is actively selling on your behalf, and has a vested interest in your success.
[00:07:02] “If a rep’s saying, ‘It’s us versus them,’ you’re in trouble. It means you never had a real champion to begin with.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-high-growth-companies-with-marcello-gallo

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

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

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/