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Revenue Builders Podcast
Make the Number with Matt Maloney

Make the Number with Matt Maloney

Revenue Builders vor 1 Jahr

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7:56

In this short segment of the Revenue Builders Podcast, we revisit
the discussion with Matt Maloney, SVP of Global Sales at
Fireblocks, to dissect a critical lesson in sales leadership: the
unwavering focus on hitting the number. Maloney recounts a
pivotal mentoring moment at CloudLock that reshaped his approach
to sales strategy, team structure, and market calibration. The
episode also explores common missteps in early-stage
startups—like trying to pursue too many use cases or building
teams misaligned with the product’s true market fit. It’s a
candid and practical masterclass for CROs, sales leaders, and
founders navigating go-to-market chaos.

KEY TAKEAWAYS

[00:01:52] The #1 job of a sales leader isn't building teams—it's
figuring out how to hit the number.

[00:02:41] Calibration of resources is critical: Balance
dominance in core markets with smart expansion into emerging
ones.

[00:03:41] A hard lesson: Building the wrong sales team for the
product’s actual market fit can derail everything.

[00:04:24] Why focusing on 3-4 key use cases is more effective
than spreading thin across many

[00:05:50] Avoid copying old playbooks—be objective about your
current product and ICP

[00:06:35] Collaborate with technical founders: Align sales
goals, use data, and define outlier strategies together.

[00:07:24] Operating without a clear ICP is dangerous—know how to
scale, train, and forecast from it.

QUOTES

[00:02:15] "Your job is not to build an enterprise sales team or
an SMB team—it's to build the right team to hit the number.

[00:03:41] "I was convinced our guiding light was to build an
enterprise team. What I didn’t realize was that our product was
really suited for mid-market."

[00:05:08] "You can’t build world-class products, marketing, or
sales training for 13 use cases. Focus is everything.

[00:07:00] "Outliers are okay, but you need a plan for them.
Don’t pretend they’re your core ICP."

[00:07:47] "If you can't identify your ICP and scale from it,
you're operating in dangerous water."

Listen to the full conversation through the link
below.

https://revenue-builders.simplecast.com/episodes/blockchain-the-future-of-finance-with-matt-maloney-loysyntt

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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/

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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