Why Fast Growth is a Pipeline to Expose Weak Sales Organizations with Chad Peets and Chris Degnan

Why do you get out of bed every morning? Like, who are you? What motivates you? W- why, why... And then I look at the resume. Why did you make this move? Why did you make this move? Why did you make this move? Yeah, I wanna make money. No shit, we all wanna make money.

Right.

And then I'll, and I'll talk a little bit about myself, you know? I said, like, "Look, I wake up at 3:00 in the morning thinking about what I'm gonna do the next day to be the best that I can be at my job. What do you wake up at 3:00 in the morning thinking about? Why do you wanna do this? Does it matter to you that you're the best in the world? Where do you sit amongst your peers currently in your sales organization?" And if they don't know, and they can't talk about their track record at PG, and exceeding quota, and going to club, and they don't wear it like a badge of honor, that tells me something about them.

Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives, hosted by five-time CRO John McMahon and Force Management co-founder Jon Kaplan. The show takes guests in the barrel, behind the scenes with the people who've been there, done that, and seen the results. Revenue Builders covers best practices for scaling and growing your business, while sharing the pitfalls to avoid. Today, they sit down with Chad Petz and Chris Degnan of RPT Partners for a timely conversation on what it really takes to build world-class sales organizations in today's market. Both are making their second appearance on Revenue Builders, as they now have their joint venture, RPT Partners, underway. As many of you know, Chris Degnan was the first sales hire and 11-year CRO at Snowflake. He led that organization through the largest software IPO in history. He also just published his new book, Make It Snow. Chad is the former managing director of Sutter Hill Ventures, where he was instrumental in scaling Snowflake's revenue team, helping them hire more than 500 people. He's helped hire more than 7,500 software sales executives in his 25 years of building elite go-to-market organizations. In this episode, they talk about how they approach helping founders build durable, high-performing go-to-market organizations. This conversation covers what has changed in the AI era, why some companies are confusing run rate revenue with true ARR, how to separate patriots from mercenaries in the hiring process, and why great sales talent still has to know the product, understand the customer's business, and create measurable value. Here we go.

So we have the number one recruiter in enterprise sales, Chad Petz, and he's teaming with one of the top, if not the top, former CRO in enterprise sales, Mr. Chris Degnan, in RPT Partners. So guys, let's talk about why you're teaming and what special talent you bring to companies out there.

So I st- you know, John, you know the history. I started Petz & Associates, and then went to Sutter Hill, and then spun out and, and created RPT. And, and the intent of RPT is to build world-class sales organizations with both the, a combination of the recruiting piece, so as you know, we place every salesperson, and then myself providing the