Episode 120

Empathy and Financial Fluency in Sales Leadership with Tommy McNulty

Published on: 30th August, 2023

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Highlights

  • [00:51] - From an SDR who grew a company to $70 Million to starting his own company.
  • [04:50] - The Journey Up: Moving up in his sales career.
  • [08:08] - Shifting careers to get more fulfillment.
  • [10:09] - Going from an account executive position to become VP of Sales.
  • [13:09] - Why he took a 75% pay cut and how it paid off.
  • [15:46] - Leveraging his years of sales experience to start his own company.
  • [20:46] - Why it’s important for VPs of sales to become financially fluent.
  • [25:41] - The power of empathy in sales leadership.


In this episode of the Transformed Sales Podcast, I interviewed Tommy McNulty, the Founder and CEO of Rhythm, a venture-backed SaaS startup using AI to find and monitor areas for profit maximization. Prior to Rhythm, Tommy was the Head of B2B at NerdWallet, overseeing a team of 80+ and a $70M revenue P&L. Tommy joined NerdWallet via the acquisition of Fundera where he helped grow the company from $0 to $50M in revenue over five years. Tommy started his career as an SDR and AE at ZocDoc.


Tommy McNulty shares his remarkable journey from an SDR who elevated a company's revenue to $70M, to spearheading Rhythm. From his vast experience, Tommy sheds light on the nuances of ascending the sales hierarchy, the essence of financial fluency for VPs, and the indispensable role of empathy in sales leadership. His insights underscore the core belief that profound skill development can lead to unprecedented opportunities in the sales domain. Tune in to learn about that and more from Tommy. You’ll get a lot of valuable insights out of it.


Quotes


“If you have big aspirations, you have to throw yourself into the fire” - Tommy McNulty


“Get the idea of money, success, and showmanship out of your head, and build as much skill as you possibly can because that skill will meet an opportunity and then you’ll just take off” - Tommy McNulty


“VP of Sales will have to become financially fluent and be capable of digging deep into a P&L and making decisions based on that P&L” - Tommy McNulty


“As a sales leader, you have to make decisions and some of those decisions are difficult decisions. You have to have the courage to make them” - Tommy McNulty


Learn More About Tommy McNulty in the Links Below:


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About the Podcast

Transformed Sales
Transforming Sales Managers to Lead Using Behavior-Based Skills Development
As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership is difficult.

The Transformed Sales podcast equips sales leaders with the skills to develop high-performance teams. We provide coaching strategies for improving sales team performance, mentoring developing sellers, and providing ongoing support for best practices. As a result sales leaders can guide, create, and nurture long-term relationships with their teams.

You will learn how to enhance your ability to engage in productive conversations with internal team members, resulting in a collaborative, dynamic environment where sellers feel supported.

Transformed Sales assists businesses in developing and building the culture necessary to build high-performing sales teams. In this leadership coaching program, coaching strategies are offered that can be used to improve the performance of sales teams. These strategies provide ongoing support and reinforcement of best practices