The Revenue Vault: Inside the minds of sales leaders who build unstoppable revenue engines.
Business & Finance
About
What separates sales orgs that scale from those that stall? Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance revenue engines from systems and sales plays to leadership moves that actually work. Hosted by Marcus Chan, Wall Street Journal best-selling author and CEO of Venli Consulting, who led a $195M/year sales org with 110+ emps, and was promoted 12 times in 8 years, this show is tactical, direct, and built for operators. If you’re serious about driving results, this is your playbook. Want to double revenue without increasing your headcount? https://venli.co/rvs-podcast Follow Marcus Chan’s Socials: LinkedIn: https://urlgeni.us/linkedin/IThv YouTube: https://urlgeni.us/youtube/channel/marcuschan Instagram: https://urlgeni.us/instagram/marcuschan TikTok: https://www.tiktok.com/@marcuschanofficial Website: http://www.venliconsulting.com
Episodes
- The Wrong Pipeline Question Every CRO Asks (Ask These Three Instead)
In this episode of The Revenue Vault, Marcus Chan interviews Yannis Sarantis, VP of Revenue Operations at Hack The Box, about pipeline metrics and forecasting strategies. They also discuss Sarantis’s career background and the lessons learn…
- 40 Years of Sales Knowledge in 79 Minutes [LIVE Sales Coaching]
In this episode, Marcus Chan coaches AEs on challenges like stalled deals and filling the pipeline. The Revenue Vault, hosted by Marcus Chan, features sales leaders discussing strategies for building high-performance revenue engines.
- You Forecast $2.5M. You Closed $1.9M. Here's Why.
This episode of The Revenue Vault features Marcus Chan discussing the reasons behind missed B2B sales forecasts. He identifies three root causes and three fixes to improve forecast accuracy, basing his insights on his experience leading a…
- 81% of Buyers Already Picked a Vendor Before They Call You. Here's What Sellers Do Now.
In this episode of The Revenue Vault, Marcus Chan interviews Braydan Young, CEO of SlashExperts. They discuss how 81% of B2B buyers pre-select vendors before engaging with sales and the implications for modern sales strategies and the futu…
- Prospects say “I need to think about it” and you’ll say “...”
This episode of The Revenue Vault features Marcus Chan discussing how sales professionals can effectively respond when prospects say, "I need to think about it." The episode provides tactical advice for sales leaders and operators.
- She Won The Top Sales Award at a $1B Org. Here's What Changed.
This episode of The Revenue Vault features an interview with a tech sales AE. She discusses paying for her own sales coaching and subsequently winning a new product revenue award in EMEA at a $1B organization.
- Why This 9 Figure VP Told Her CRO The Forecast Was About To Get Ugly
Kerry Grueneich, VP of Enterprise Sales at Conterra Networks, is interviewed on this episode. She discusses improving forecast accuracy and managing multiple sales motions within an organization.
- How This Sales Leader Increased His Team's ACV to $250K+ in 6 Months
This episode of The Revenue Vault features a sales leader who increased their team's ACV to over $250K and win rates by 5x in six months. The discussion covers strategies for building high-performance revenue engines.
- 7 Brutally Honest Answers Every Sales Leader Needs to Hear
In this episode, Marcus Chan discusses seven common questions from sales leaders regarding sales training effectiveness, assessing rep coachability, and necessary preparations before investing in training programs.
- 14 Negotiation Secrets to Always Get What You Want
In this episode, Marcus Chan reveals 14 tactical secrets for negotiating. The Revenue Vault, hosted by Marcus Chan, features sales leaders discussing how they build high-performance revenue engines.
- They Lost $3M/Year in Sales. Here's the Sequencing Mistake That Caused It.
In this episode of The Revenue Vault, Marcus Chan and Ash Wendt discuss a sequencing mistake that cost Cowen Partners Executive Search $3M/year in sales. They explore how a broken outbound motion led to this loss and the insight that sales…
- An 8-Figure Sales VP Told Me Why Your Team Keeps Missing Quota
This episode of The Revenue Vault features an interview with Rich Patterson, VP of Sales at Masonhub. He discusses building a buyer psychology framework, the 5 Buyer Codes system, and lessons from 20 years leading sales teams.
- Generating Pipeline Was Hard Until I Understood These 5 Steps
In this episode, Marcus Chan discusses strategies to generate pipeline coverage. He shares insights for sales leaders on building high-performance revenue engines.
- Why Your Sales Org Is Leaking Revenue (And Can't See It)
In this episode, Marcus Chan identifies five common revenue leaks in B2B sales organizations. He explains the financial benefits of improving sales systems over hiring more representatives, suggesting a potential value of over $2.1 million…
- How This VP Scaled HubSpot from $200M to $1.5B
In this episode, Channing Ferrer is interviewed about his experience scaling HubSpot from $200M to $1.5B in revenue. He also discusses his work with Brandwatch and Brevo Americas.
- Scientifically Proven Steps to Building Rapport with Anyone in Sales
This episode of The Revenue Vault discusses scientifically proven ways to build rapport in sales. The podcast, hosted by Marcus Chan, focuses on strategies for sales leaders to create high-performance revenue teams.
- How One Team Went from 5% to 25% Win Rate in 90 Days (Sales Gravy Podcast)
This episode of The Revenue Vault features an interview with Marcus Chan, who explains how a sales team improved their win rate from 5% to 25% in 90 days. He discusses the implementation of the Revenue Engine OS and shares his experiences…
- Get them to COMMIT in Sales: What to Say to Prospects
In this episode of The Revenue Vault, Marcus Chan discusses strategies and frameworks to engage prospects and advance sales deals. The episode focuses on practical approaches for sales professionals.
- The 12 Week Ramp Plan I Used to Build Multiple 8-9 Figure President's Club Teams
Marcus Chan shares his 12-week sales ramp plan, detailing how it was used to onboard AEs at two Fortune 500 companies. The plan covers foundational training, live call experience, discovery calls, and full immersion for new sales professio…
- Former Combat Pilot: How Systems Thinking Scales Revenue Teams
In this episode, Roee Hartuv, Head of GTM at Willingness to Pay and former combat pilot, discusses how systems thinking can scale revenue teams. He covers the optimal time to implement systems, how to identify breakpoints in sales, custome…
- Brutally Honest Cold Outreach Advice (backed by $140M+ ARR)
In this episode, Marcus Chan discusses generating over $140M ARR in new business through cold outreach. The Revenue Vault features sales leaders sharing insights on building high-performance revenue engines.
- More Pipeline Won't Save You (If Your Win Rate Is 10%)
In this episode, Marcus Chan explains that more pipeline alone will not solve low win rates. He discusses addressing root causes instead of symptoms, exemplified by a 100-rep organization with a 10% win rate. He also shares his diagnostic…
- The 7 Steps to Keep Your Sales Team's Swagger (From a Former Athletic Trainer)
Jeff Bajorek is interviewed on The Revenue Vault. The discussion covers how sales leaders can maintain their team's performance and strategies for effective sales leadership.
- How This AE Became #1 and 2X’ed His ACV While Working Less
This episode of The Revenue Vault features an interview with an Account Executive who shares how they became a top performer and doubled their ACV while working less. The show, hosted by Marcus Chan, focuses on insights from sales leaders…
- How to Close 80-90% of Your Trials with This 4-Step System
In this episode, Marcus Chan introduces the GEAR framework, a four-step system designed to help sales professionals close a higher percentage of trials and proofs of concept. The framework focuses on setting clear expectations and maintain…
- $250M Tech CRO: Win the Week to Win the Quarter
In this episode of The Revenue Vault, Adam Trenkle, CRO at Momentive Software, discusses sales strategies. He explains the importance of winning the week to win the quarter and how he runs "Operation Pipeline" for outbound prospecting.
- Top Tech Sales VP Shares How to Blow Out Sales Targets
Marcus Chan interviews a top tech sales VP about consistently exceeding sales targets. The discussion focuses on building high-performance revenue engines, including systems, sales plays, and leadership strategies.
- I Outworked Everyone and Closed Zero Deals.
Marcus Chan and Dylan Conroy discuss various sales strategies, including how to improve conversions, a three-step diagnostic framework for underperforming sales, and the importance of omnichannel outreach. They also cover using content as…
- $60M Sales VP: I Had a Panic Attack. Now I Do 3X the Work (And Feel Calmer).
In this episode, Keith Weightman, RVP of Sales at Bullhorn, is interviewed about managing a $60M revenue engine. He discusses his experience going from panic attacks to increasing his workload while feeling calmer, the systems he built to…
- How This Tech Sales Leader Took His Team to #1 at a $1B+ Org
This episode of The Revenue Vault discusses how a sales leader led their team to the number one position at a billion-dollar organization. The show focuses on building high-performance revenue engines.
- Why 86% of Your Deals Are Dying (It's Not Your Reps)
This episode discusses factors contributing to unsuccessful deals in B2B sales. It covers traditional sales methods, buyer changes, AI adoption, and the sales leadership gap, offering strategic imperatives for sales leaders.
- Ex-LinkedIn exec on how to 2X revenue without headcount
In this episode, former LinkedIn executive Dan McLennan discusses how to double revenue without increasing headcount. He emphasizes manager enablement as a high-leverage growth lever and the importance of diagnosing what is broken before A…
- The 3-Step Blueprint to Running The Perfect Sales Training Meeting
This episode of The Revenue Vault presents a 3-step blueprint for running effective sales training meetings. The show features top sales VPs, CROs, and revenue leaders sharing strategies for building high-performance revenue engines.
- They Said No 5 Times. I Booked the Meeting Anyway.
Marcus Chan and Chelsea Rickman share cold call frameworks for sales leaders. Topics include an objection framework, a voicemail strategy, and methods for booking meetings and handling early objections.
- Ex-Microsoft Sales Exec: 98% of My Revenue Came From Referrals (Not Cold Calls)
In this episode, Stephen Oommen, an ex-Microsoft sales executive, explains how he generated 98% of his revenue through referrals rather than cold calls. He details how to systemize referrals across an entire company and identifies a key qu…
- How to Grow Your Sales So Fast It Feels ILLEGAL
This episode of The Revenue Vault discusses 9 growth levers to increase sales. It features sales leaders sharing strategies for building high-performance revenue engines.
- 18 Years Of Brutally Honest Sales Leadership Advice in 63 Mins
Marcus Chan discusses 18 years of sales leadership advice, including strategies for building high-performance revenue engines and scaling sales teams. He shares insights on systems over heroics and the importance of managers in sales organ…
- Sendoso CEO (Raised $160M): From AE to AI Outbound at Scale
In this episode of The Revenue Vault, Kris Rudeegraap, CEO at Sendoso, shares his career path from AE to building a gifting platform. He details strategies including using Clay plays for pipeline generation, relaunching PLG with "Sendoso f…
- This Video Will Make You Unstoppable in Tech Sales
This episode discusses how to become effective in sales, featuring insights from sales leaders on building high-performance revenue engines. The show is hosted by Marcus Chan.
- How a Brand New Sales Team Hit 300% of Target With Zero Marketing
In this episode, Marcus Chan explains how his new sales team reached 300% of their target in 12 months with no marketing. He details a 3-level system that improved win rates from 20% to 38% and decreased turnover from 50% to 10%.
- $1.5B RVP: “Operational Clarity Beats Heroics”
In this episode, Thom Wright, RVP at UiPath, is interviewed about why operational clarity is important. He discusses his RAP framework and strategies for doubling revenue without increasing headcount.
- 40 Years of Sales Knowledge in 78 Minutes - Part 2 [LIVE Sales Coaching]
In this episode, Marcus Chan shares 40 years of sales knowledge, including frameworks he used to get promoted, live coaching sessions, and core skills for high earners. He also discusses urgency creation tactics.
- How CROs Raise Disco to Close Win Rates 5–9 Points Without Adding Reps (Revenue Engine OS)
This episode explains how sales teams can improve win rates and reduce sales cycles without increasing staff. It is hosted by Marcus Chan.
- Financial Planner to High Earning CROs: You're Trapped in a Seven Figure Prison
In this episode, Marcus Chan and Mando Sallavanti discuss why high-earning CROs may face challenges with low liquid savings and explore strategies for wealth building. They cover topics including increasing savings rates, managing cash flo…
- Secrets to Mastering Discovery Calls
This episode of The Revenue Vault features Marcus Chan discussing strategies for mastering discovery calls. He shares a framework, questioning techniques, and ways to understand prospect decision-making.
- Secrets to Master Cold Calling
This episode of The Revenue Vault discusses strategies for mastering cold calling. It covers frameworks for preparation, scripts, objection handling, and the psychology of tonality to improve sales performance.
- Most CROs Manage Reps Wrong (CRO at $4B Tech Company)
Jeff Ford, CRO at a $4B+ tech company, explains his approach to managing sales representatives, focusing on personal earnings goals over quotas. He also highlights the potential of AI to enhance productivity without increasing headcount.
- $195M+ Sales Leader Reveals His 23-Point Team Assessment System
Marcus Chan shares a 23-point system for assessing sales teams. The episode provides insights for sales leaders on building high-performance revenue engines.
- The 90 Day Onboarding System That Drops Turnover to 17% and Builds President's Club Winners
This episode of The Revenue Vault discusses a 90-day onboarding system for sales teams. The system aims to reduce turnover and help sales representatives close deals faster.
- How a VP of Sales at $1B+ Tech Company Scales Revenue Without Adding Headcount
Jessica Stacpoole, VP of Sales at MVF, shares her approach to scaling revenue without increasing headcount. She discusses building scalable sales organizations through rapid iteration and tight feedback loops, emphasizing the importance of…