The Revenue Vault: Inside the minds of sales leaders who build unstoppable revenue engines.
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 yo...
The $1.4M Reason I Stopped Firing Sales Reps
Every leader who fires a sales rep and watches the numbers stay flat just paid six figures for their own coaching gap. After 700 sales orgs, that math holds every time.
Marcus Chan breaks down the three avoidance moves leaders default to when the numbers stall, the diagnostic question that exposes the real cause in 30 seconds, and three companies that moved win rates from 28% to 42% without replacing a single rep.
Key Takeaways:
The three avoidance moves every sales leader defaults to (and why all three make the problem worse)The 30-second diagnostic that tells you...He Diagnosed 200 Sales Teams. The Problem Is Almost Never Sales.
In this episode, Marcus Chan interviews Nigel Green, CEO at Sea Suite, on why most sales problems are symptoms of a structural decision the leader keeps avoiding, the doctor-style diagnosis he runs across 27 data points and 200 assessed sales teams, and why the root cause usually traces back to a leader who is stuck.
Then the counterintuitive part. Decisiveness is a skill you can train. Nigel explains how 100+ days a year on the water built his ability to decide under pressure, why courage is doing it scared, and how to tell a real playbook problem from your relationship...
Top 1% EdTech Sales Pro Explains How He Closed $5M in a Tough Economy
In this episode, Marcus Chan interviews a tech sales professional on how he closed over $5M on a $1M quota in a tough market.
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...
Almost fired in week 7 to #1 and 12 promotions in 8 years
"Turn this around or you are fired." That was my boss in week 7 of my first sales job. Zero deals. About to be done.
In this episode, Marcus sits down with Ray Green and walks through the full 13-year arc before founding Venli. From Performance Improvement Plan to leading 110 reps in a $195M revenue org. The mindset shift that flipped his career in 8 weeks. The coaching diagnostic that turned a 1-deal-a-week rep into Rookie of the Year. And the hardest leadership conversation of his career, which he handled with a 3-letter framework called Tact, Tone, Timing.
<...7 Sales Habits That Save Me 4+Hours/Day
In this episode, Marcus Chan breaks down the 7 sales habits that helped him scale and run a 100+ rep org.
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...
How an 8-Figure Org Got 75% More Enterprise Deals
Most established orgs trying to crack enterprise outbound fail. This one didn't.
In this episode, Marcus Chan interviews Sarah Icely Hill, SVP of Growth at BrandActive, on how a 30-year-old, 8-figure org built a direct-to-client outbound engine to Fortune 2000 buyers. The result: 75% more enterprise deals in Q1, a 100% cold reply rate, and half of those replies booked into calls.
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.
<...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, on why "do we have enough pipeline?" is the wrong question every CRO asks, the three diagnostic pipeline metrics he runs every Monday at Hack The Box (4 million community members), and the three-layer forecast triangulation that removes rep bias from the operating cadence.
Plus the operator lessons that came from Yannis surviving the Greek financial crisis as a 17-year-old immigrant: calm under pressure as a superpower, first-principles thinking from a physics background, and why "the answer is...
40 Years of Sales Knowledge in 79 Minutes [LIVE Sales Coaching]
In this episode, Marcus Chan coaches AE’s on their biggest challenges with stalled deals, filling the pipeline, and more.
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 Forecast $2.5M. You Closed $1.9M. Here's Why.
You forecasted $2.5M. You closed $1.9M. Industry research pegs B2B forecast accuracy at around 63%. The gap is not bad luck. It is broken architecture.
In this episode, Marcus breaks down the three root causes behind every missed B2B sales forecast and the three fixes that close the gap in about 12 weeks. You will walk away with the exact stage exit criteria framework, the multi-threading rule that kills politics-driven deal death, and the 90-minute weekly pipeline review that breaks manager hope bias. Marcus pulls from leading a 110-person sales org generating $195M in annual TCV.
<...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, on how 81% of B2B buyers pick a vendor before sales ever gets the call and what that means for the modern rep, the funnel, and the future of selling.
Learn more about Brayden Young and SlashExperts here: http://slashexperts.com/
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...
Prospects say “I need to think about it” and you’ll say “...”
In this episode, Marcus Chan breaks down what to do when prospects say “I need to think about it.”
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’...
She Won The Top Sales Award at a $1B Org. Here's What Changed.
In this episode, Marcus Chan interviews a tech sales AE on why she paid for her own sales coaching out of pocket and what it took to win the EMEA revenue award for new products in 12 months at a $1B org.
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...
Why This 9 Figure VP Told Her CRO The Forecast Was About To Get Ugly
In this episode, Marcus Chan interviews Kerry Grueneich, VP of Enterprise Sales at Conterra Networks, on why your monthly commit is full of hope deals that keep pushing, the 10-checkbox standard that fixes forecast accuracy in 30 days, and the operating rhythm she uses to run four sales motions under one org chart without the wheels coming off.
Meet Kerry Grueneich here:
kgrueneich@conterra.com
www.conterra.com
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...
How This Sales Leader Increased His Team's ACV to $250K+ in 6 Months
In this episode, learn how this sales leader increased their org’s win rates 5X and increased their ACV 25X.
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...
7 Brutally Honest Answers Every Sales Leader Needs to Hear
In this episode, Marcus Chan breaks down the 7 questions sales leaders ask him every week, including why sales training fails to stick, how to know if a rep is coachable or in the wrong role, and what you need in place before any training investment makes sense.
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...
14 Negotiation Secrets to Always Get What You Want
In this episode, Marcus Chan interviews reveals 14 tactical secrets for negotiating.
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 yo...
They Lost $3M/Year in Sales. Here's the Sequencing Mistake That Caused It.
In this episode, Marcus Chan chats with Ash Wendt, co-founder of Cowen Partners Executive Search, who was leaving between one and three million dollars on the table every single year from a broken outbound motion. Multiple hires. Multiple failures. And a realization that changed everything: you cannot buy sales. You have to engineer it.
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...
An 8-Figure Sales VP Told Me Why Your Team Keeps Missing Quota
In this episode of The Revenue Vault, Marcus Chan interviews Rich Patterson, VP of Sales at Masonhub, on how he built a buyer psychology framework that helps reps identify exactly how each prospect makes decisions and close more deals without getting ghosted. Rich breaks down his 5 Buyer Codes system, why most onboarding setups guarantee rep failure, and the hiring and retention lessons from 20 years leading sales teams across direct, SaaS, and logistics.
Meet Rich Patterson here:
https://www.linkedin.com/in/richhitsgoals
http://www.buyercoding.com/
Welcome to The R...
Generating Pipeline Was Hard Until I Understood These 5 Steps
In this episode, Marcus Chan breaks down tactical strategies to generate 3-5X pipeline coverage like clockwork.
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...
Why Your Sales Org Is Leaking Revenue (And Can't See It)
In this episode, Marcus Chan breaks down the 5 most common revenue leaks he finds when auditing B2B sales organizations - and the exact math behind why fixing your sales system (not hiring more reps) is worth $2.1M+ for a 15-person team.
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...
How This VP Scaled HubSpot from $200M to $1.5B
In this episode of The Revenue Vault, Marcus Chan interviews Channing Ferrer on how they helped build the GTM machine that took HubSpot from $200M to $1.5B in revenue. Then he turned around a declining org at Brandwatch. Now he's running Brevo Americas after a $583M raise, betting everything on cracking the U.S. enterprise market.
Meet Channing Ferrer here: http://linkedin.com/in/channing-ferrer-981437 www.brevo.com
Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high...
Scientifically Proven Steps to Building Rapport with Anyone in Sales
In this episode, learn the proven ways to build rapport with anyone immediately.
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.
<...
How One Team Went from 5% to 25% Win Rate in 90 Days (Sales Gravy Podcast)
Jeb Blount Jr. interviews Marcus Chan on how to uncover $2-10 million in hidden revenue by installing the Revenue Engine OS. Marcus shares lessons from selling uniforms (selling in a saturated commoditized market), earning 12 promotions in 8 years, leading a $195 million sales org, and why you don't have a people problem, you have a systems problem.
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.
Get them to COMMIT in Sales: What to Say to Prospects
This is episode Marcus Chan shares exact scripts and frameworks to progress deals forward.
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 re...
The 12 Week Ramp Plan I Used to Build Multiple 8-9 Figure President's Club Teams
Marcus Chan joins 30 Minutes to President's Club to break down his exact 12-week sales ramp plan used to onboard hundreds of AEs across two Fortune 500 companies. Week 1: foundation and role plays (no baby objections). Week 2: live calls (goal: book 1 meeting). Week 3: first discoveries with top AE. Week 4: Perfect President's Club Week (show them exactly what great looks like). Weeks 5-12: full immersion and certification.
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...
Former Combat Pilot: How Systems Thinking Scales Revenue Teams
In this episode, Marcus Chan interviews Roee Hartuv, Head of GTM at Willingness to Pay (and former combat pilot), on when startups actually need to implement systems (it's not about hitting $5M ARR, it's about when you hire "normal people" instead of superstars), how running sales, customer success, and marketing simultaneously reveals the breakpoints most leaders miss, and why customer success is the most overlooked revenue lever in SaaS
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...
Brutally Honest Cold Outreach Advice (backed by $140M+ ARR)
In this episode, Marcus Chan shares exactly how he generated $140M ARR in new business on cold outbound.
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...
More Pipeline Won't Save You (If Your Win Rate Is 10%)
In this episode, Mike Simmons interviews Marcus Chan on why most sales leaders solve symptoms instead of root causes, the story of a 100-rep org that said "we need more pipeline" but actually had a 10% win rate problem, why you can't see your own blind spots (you're inside the frame), the diagnostic process Marcus used to turn around an 85-person sales org (talked to all 85 reps, rode with them 4x/week for 16 weeks, found managers didn't know how to manage and 40-45% turnover), and the 12 Week Year system Marcus uses to plan his quarters.
...
The 7 Steps to Keep Your Sales Team's Swagger (From a Former Athletic Trainer)
In this episode, Marcus Chan interviews Jeff Bajorek, Founder at Parabola Consulting, on why sales leaders hide pain like athletes do, how discovery should work like a physical examination, what Bob actually does when he says "I just have great relationships," and how to keep your swagger when doubt creeps in. Jeff helps VPs understand what their best reps do and make it repeatable.
Learn more about Jeff Bajorek here: http://jeffbajorek.com/revenuevault
https://www.linkedin.com/in/jeffbajorek/
Welcome to The Revenue Vault powered by Venli, w...
How This AE Became #1 and 2X’ed His ACV While Working Less
In this interview, learn how this AE became #1 and 2X’ed his ACV while working less.
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.
...How to Close 80-90% of Your Trials with This 4-Step System
Most reps lose control of the deal the moment they give trial access. In this episode, Marcus breaks down the GEAR framework (Goal, Expectations, Agreement, Reclarify) to help you close 80-90% of your trials and POCs by setting clear expectations, locking in post-trial steps before the trial starts, and maintaining control throughout the process.
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.
...
$250M Tech CRO: Win the Week to Win the Quarter
In this episode of The Revenue Vault, Marcus Chan interviews Adam Trenkle, CRO at Momentive Software, on why great salespeople want three things (make money, be part of something great, grow and be challenged), why you have to win the week to win the quarter, and how he runs "Operation Pipeline" every Tuesday (no internal or external meetings allowed, just outbound prospecting with AI research).
Connect with Adam Trenkle here: https://www.linkedin.com/in/adam-trenkle/
Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and...
Top Tech Sales VP Shares How to Blow Out Sales Targets
In this episode, Marcus Chan interviews a top tech sales VP on how his hit his sales targets year after year like clockwork.
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...
I Outworked Everyone and Closed Zero Deals.
In this episode, Marcus Chan chats with Dylan Conroy on the Ad Podcast covering why you can't outwork bad conversions, the three-step diagnostic framework before blaming underperforming reps (mirror, process, employee), why cold calling isn't dead but single-channel outreach is, how to use content as a free 24/7 salesperson, and why most top producers shouldn't become sales leaders. Marcus breaks down the math behind why activity metrics don't fix skill gaps, the omnichannel outreach strategy that actually works, and how to create content for your buyers (not your peers).
Welcome to The Revenue Vault powered by Venli, where...
$60M Sales VP: I Had a Panic Attack. Now I Do 3X the Work (And Feel Calmer).
In this episode of The Revenue Vault, Marcus Chan interviews Keith Weightman, RVP of Sales at Bullhorn overseeing a $60M revenue engine, on how he went from having a panic attack in 2021 to tripling his workload (team + 2 newsletters + kids' soccer) while feeling calmer, the systems he built to eliminate notification hell, and why middle-pack reps lack sales courage.
Meet Keith Weightman here: https://www.linkedin.com/in/kweightman/https://the-systematic-sales-leader.beehiiv.com/subscribe
Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share ex...
How This Tech Sales Leader Took His Team to #1 at a $1B+ Org
In this episode, learn how this sales leader took his team to #1 at a $1B org.
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.<...
Why 86% of Your Deals Are Dying (It's Not Your Reps)
Quota attainment stuck at 42%? After analyzing 15+ sales reports from Gong, Gartner, and RepVue (tens of thousands of salespeople, hundreds of companies), here's what's broken in B2B sales 2026: traditional playbooks don't work, buyers changed (70% of journey happens before sales contact), AI moved from experimental to essential (96% adoption), massive sales leadership gap (only 10% of CEOs think CSOs are AI-savvy), yet $36 trillion B2B opportunity exists. Five strategic imperatives for CROs and Sales VPs.
Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share exactly how they build high-performance...
Ex-LinkedIn exec on how to 2X revenue without headcount
In this episode of The Revenue Vault, Marcus Chan interviews Dan McLennan, VP of Sales at AppFolio and former LinkedIn executive, on why manager enablement is the highest-leverage growth lever when you need to double revenue without adding headcount, why most managers don't know what good looks like, and how to diagnose what's broken before AI amplifies it.
Connect with Dan here:
https://www.linkedin.com/in/mclennan
https://x.com/dmclennan
www.appfolio.com
Welcome to The Revenue Vault powered by Venli, where top Sales VPs, CROs, and revenue leaders share...
The 3-Step Blueprint to Running The Perfect Sales Training Meeting
In this episode, learn the simple 3-step blueprint to running the perfect sales training meeting.
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.
<...They Said No 5 Times. I Booked the Meeting Anyway.
Marcus Chan (Venli) and Chelsea Rickman (Orum) share cold call frameworks that generate $70M/week in pipeline, the Q1 direct opener (no permission-based), the 5-NO objection framework (push to 5 rejections, convert 50%+ of connects), the 10-second voicemail with 70% callback rate, why to book meetings FIRST and ask discovery AFTER, and the bulldoze method for early objections.
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.
