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PODCAST

Revenue Builders

Force Management

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’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you

business entrepreneurship

All Episodes

00:05:59

Everyone Has a Story with Doug Holladay

Revenue Builders ·

2024/12/22

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug explores the significance of vulnerability, owning your story, and fostering authentic communication in leadership and relationships. Learn how asking the right questions, embracing imperfection, and understanding the stories of others can transform both personal and

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00:02:10

End-of-the-Year Motivation with John Kaplan

Revenue Builders ·

2024/12/15

In this short segment of the Revenue Builders Podcast, John Kaplan provides end-of-year motivation and encouragement for sales leaders and representatives. With the year nearing its end, he emphasizes the importance of finishing strong whether you're surpassing targets or facing challenges. He urges listeners to prepare for the upcoming year, emphasizing planning and starting off strong. Brought to you by Force Management, this episode aims to inspire and support the sales community. Happy holidays

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01:04:06

Maintaining Genuine Relationships with Doug Holladay

Revenue Builders ·

2024/12/12

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined once more by Doug Holladay, author of 'Rethinking Success,' to discuss the critical elements of building genuine relationships in a business and personal context. They explore the increasing loneliness in modern society, the importance of maintaining authentic connections, and the significant impact of leadership vulnerability. They also delve into practical insights on forming small supportive groups and

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00:03:53

Our Takeaways on Grit

Revenue Builders ·

2024/12/08

Be sure to listen to a special message from John Kaplan on his conversation with Tom Deierlein, a former U.S. Army Major and combat wounded Operation Iraqi Freedom Vet. He’s also a Bronze Star and Purple Heart recipient. Support Tom’s foundation: https://tdfoundation.org/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

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01:01:37

The Epitome of Grit with Tom Deierlein

Revenue Builders ·

2024/12/05

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Deierlein, a West Point graduate, serial entrepreneur, Wounded Warrior, and Angel Investor. Deierlein shares his extraordinary journey from being an Airborne Ranger and Bronze Star recipient to becoming the CEO of Thundercat Technology. He recounts his return to active duty at age 38, being critically wounded in Iraq, and his inspiring recovery at Walter Reed. Focused on the theme of grit, Deierlein

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00:07:55

Talking about Price with Keno Helmi

Revenue Builders ·

2024/12/01

In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your pricing? How do you make sure your buyer sees the value before you present pricing? These few minutes are worth your time.KEY TAKEAWAYS[00:01:28] Establish Value Early: Prevent customers from arbitrarily assigning low value by anchoring them to the true worth of your solution.[00:02:32] Discovery is Critical: A robust discovery process aligns your

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00:02:51

Thank You to our Listeners!

Revenue Builders ·

2024/11/28

Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong!Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform

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00:06:21

What Makes Your Reps Successful

Revenue Builders ·

2024/11/24

In this short segment of the Revenue Builders Podcast, Battery Ventures Operating Partner, Bill Binch, talks with Revenue Builders on getting specific on what makes your reps successful and the importance of understanding that success profile as a CRO. If you are hiring in 2025, don’t miss this segment. KEY TAKEAWAYS[00:00:27] - Introduction to Bill Binch's career highlights (Battery Ventures, Pendo, Marketo).[00:01:11] - The importance of having a clear and compelling personal and company value

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01:15:38

Balancing Technical Expertise and Sales Strategy with...

Revenue Builders ·

2024/11/21

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business

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00:08:08

What Customer Success Activities Drive the Output...

Revenue Builders ·

2024/11/17

In this short segment of the Revenue Builders Podcast, Sasha Anderson, Global Head of Customer Success at Canva, shares her insights on crafting a scalable customer success strategy, emphasizing the importance of input metrics over output metrics. She discusses how defining clear roles, responsibilities, and competencies within customer success teams can lead to better performance management and improved outcomes like net dollar retention (NDR). Whether you're a leader building a CS team or refining

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01:10:38

On Being a Leader with George Conrades

Revenue Builders ·

2024/11/14

George Conrades, the Former CEO of Akamai Technologies and Current member of Oracle’s Board of Directors joins John Kaplan and John McMahon for a conversation on leadership. Conrades is the author of ‘On Being a Leader’ where he shares how to inspire and guide others toward a common purpose. He’s mentored countless leaders at all levels and across diverse industries, experiences and backgrounds. He shares his experience in this candid conversation. ADDITIONAL RESOURCESConnect and learn more about

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00:10:43

Coaching Your Team to Success with Brian White

Revenue Builders ·

2024/11/10

In this short segment of the Revenue Builders Podcast, Brian White shares his perspectives on team motivation and leadership. Brian White, the running backs coach at Bowling Green State University, discusses the invaluable lessons learned from losses, the importance of the human touch in coaching, and the significance of building accountability and selflessness within teams. He elaborates on his coaching philosophy, which includes connecting deeply with players, understanding their backgrounds, and

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00:22:54

Debriefing Our Most Popular Episodes

Revenue Builders ·

2024/11/07

In this episode, we bring you snippets of several conversations that focused on Customer Success. Listen as John Kaplan and John McMahon talk with Sasha Anderson, the Global Head of Customer Success at Canva, Dan Barrett the Executive VP of Customers at MongoDB and Allison Pickens Co-Author of the Customer Success Economy. [00:00:13] Sasha Anderson on Customer Success and Consumption Pricing[00:06:30] Dan Barrett on Customer Expectations and Value Demonstration[00:16:35] The Importance of Customer

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00:29:17

Debriefing Our Most Popular Episodes

Revenue Builders ·

2024/10/31

In this episode, John Kaplan and John McMahon talk through their key takeaways from the most popular episodes in our Revenue Builders Archive. We compiled our top five shows based on listener data - tune in as our hosts talk through the following conversations and lessons learned:[00:03:03] The Difference Between Managing and Leading with Jeremy Duggan, President and Board Member at Multiverse.[00:09:27] Sales Best Practices with Mark Wendling, VP of WW Data Cloud Sales at Snowflake.[00:12:54] Sales

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00:06:35

AI Disruption: Thinking Outside-In

Revenue Builders ·

2024/10/27

In this short segment of the Revenue Builders Podcast, Mark Roberge shares some thoughts on AI and how to think about using it to innovate business, rather than automating isolated tasks. It’s part of a larger episode with John Kaplan and John McMahon. KEY TAKEAWAYS[00:00:25] How AI Disrupts Legacy Thinking: Relying on established systems and resources will lead to failure; companies must rethink from scratch.[00:01:41] Big Companies Resist Disruption: Internal power dynamics often prevent large

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01:14:22

Sales Management: Key Responsibilities that Will Make...

Revenue Builders ·

2024/10/24

In this episode, John Kaplan and John McMahon talk through each stage of sales management and the important responsibilities that must be mastered at each role.From first-line manager to second-line to VP of Sales and all the way up to the CRO, they tackle the key responsibilities at each role and the key factors that go into coaching and developing their teams at every stage. It’s a great discussion on how these leadership roles intertwine with the ultimate goal of building a system for revenue

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01:05:19

Cutting Through the Noise: Understanding AI Through...

Revenue Builders ·

2024/10/17

In this episode, John Kaplan and John McMahon are joined by Devavrat Shah, CEO and co-founder of Ikigai Labs and MIT professor, to demystify the rapidly evolving landscape of artificial intelligence. The conversation spans a wide array of crucial AI topics including the history and applications of AI, causal inference, explainability, and the integration of AI into sales and forecasting processes. Key highlights include the role of AI in consumption pricing, business model transformations, and job

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00:07:37

Demonstrating Opportunity with Your SKO

Revenue Builders ·

2024/10/13

The best sales kickoffs are planned in a way that aligns with the company’s strategic goals and sets your revenue teams up to execute successfully. In this segment, John Kaplan and John McMahon talk through the importance of demonstrating the opportunity your company is providing your revenue teams and why committing their time to your organization is going to be worth it. Force Management’s Sales Kickoff Resources:Five must-dos for leaders on SKO planning: https://hubs.li/Q02SpNpS0Ultimate Sales

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01:04:55

Mastering Negotiation in B2B Sales with Keno Helmi

Revenue Builders ·

2024/10/10

In this episode, John Kaplan and John McMahon are joined by return guest Keno Helmi, a seasoned five-time CRO, to delve into the nuances of negotiation in B2B sales. Keno offers insights into effectively managing price perception and ensuring the customer's focus remains on the value of the solution, rather than cost. With a focus on crafting an impactful ROI and leveraging business cases, Keno highlights the importance of negotiation as a competency requiring strategic planning and training. Tune

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00:05:42

The Manager Curse: Being a Super Rep with Tammy Sexton

Revenue Builders ·

2024/10/06

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by sales veteran Tammy Sexton, currently CRO at Aerospike, discussing the crucial transition from being an account executive to a first-line manager. Tammy emphasizes the common pitfall of new managers acting as 'super reps' by trying to sell in their style rather than coaching their teams. She shares insights on empowering sales reps, recognizing individual strengths, and fostering lasting behavioral

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309 results

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