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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

01:33:18

A Revenue Builder’s Journey: From Seller to Leader to...

Revenue Builders ·

2024/10/04

In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, they explore Bill's extensive career, beginning at major companies like Oracle and PeopleSoft, moving to startups such as Marketo, and eventually stepping into the VC world. Bill shares key lessons on effective sales management, transparent leadership, and strategic hiring. He also emphasizes the importance of consistent messaging, proactive

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00:10:58

Understanding Your People with Hollie Castro

Revenue Builders ·

2024/09/29

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Hollie Castro, a seasoned Chief People Officer and business transformation expert. Hollie delves into the importance of fostering deeper, more meaningful connections with team members to enhance leadership effectiveness. By understanding your people’s strengths, motivations, and cultural backgrounds, leaders can create more cohesive and innovative teams. Hollie shares her own experiences, emphasizing

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00:57:18

Optimizing a Customer Success Team

Revenue Builders ·

2024/09/26

In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (CSM) expert to explore the evolving role of CSMs in sales organizations. The discussion covers whether CSMs should be more commercially focused or technical, based on product complexity and pricing models. Sasha emphasizes the importance of driving customer value and usage, especially in consumption-based models where revenue is tied to product usage

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00:08:12

Aligning on Metrics with Your Customer

Revenue Builders ·

2024/09/22

This short segment comes from our recent episode on Reasons Deals Don’t Close with Force Management’s Anne Gary. Today’s conversation focuses specifically on metrics - how to align them to your buyer and why reps often struggle with getting this critical information from the customer. Be sure to check out the full episode with Anne here: https://revenue-builders.simplecast.com/episodes/key-reasons-deals-dont-closeDon’t miss Force Management’s webinar on Building Consensus with Metrics. It’s geared

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01:01:27

What the Best Sales Kickoffs Do

Revenue Builders ·

2024/09/19

If you’re beginning to plan next year’s sales kickoff, this episode is a must-listen. John Kaplan and John McMahon talk about what the best SKOs do and how to structure the event so it’s meaningful, motivating, and focused on execution.Force Management has a list of free resources to help you align your SKO to your growth strategy. Check them out here: https://hubs.li/Q02Qr2B80Also check out the podcast on building alignment with partners featuring Mongo DB’s Alan Chhabra:

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00:07:24

Engaging the 100lb Brains

Revenue Builders ·

2024/09/15

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the mechanics of closing high-stakes deals with industry experts Carl Froggatt and Joe Lynch. Drawing from their experience at Deep Instinct and Citibank, Carl and Joe discuss how leveraging expert knowledge—what Kaplan calls the "100-pound brains"—is crucial for aligning stakeholders, solving business problems, and ensuring successful deal outcomes. Learn how to strategically engage these experts early in

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00:14:33

Interviewing for Your Next Role

Revenue Builders ·

2024/09/12

In this episode, John McMahon and John Kaplan dive deep into the essential elements of navigating job transitions from the perspective of a candidate. They discuss how to sharpen your focus, effectively network, and manage your energy to ensure success when hunting for your next sales or leadership role. With practical insights from industry leaders, this episode provides listeners with actionable advice on how to align personal energy with career goals, tackle interviews, and differentiate between

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00:01:35

A Message from John Kaplan

Revenue Builders ·

2024/09/08

Thank you for listening to Revenue Builders. Listen to this brief message from John Kaplan.Don’t miss Force Management’s upcoming webinar: Your SKO: Common Mistakes You Can’t Afford to Make. They’ll talk about how to get beyond the “event’ and use it to focus on year-long execution. Sign up here: https://tinyurl.com/ndma6es7

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00:52:15

Harnessing the Power of Coaching with Brian White

Revenue Builders ·

2024/09/05

In this episode, John Kaplan and John McMahon dive into the intricacies of leadership, coaching, and team dynamics with Brian White, the Running Backs Coach at Bowling Green. They explore the parallels between sports and sales leadership, emphasizing the importance of will, skill, and creating a team-oriented atmosphere. White shares insights from his illustrious career, including his coaching philosophy, the importance of building intimate relationships with players, and balancing individual and

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00:07:24

Rebuilding a Team with Scot Loeffler

Revenue Builders ·

2024/09/01

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Scot Loeffler, head football coach at Bowling Green State University and a former quarterback coach for Tom Brady at Michigan. The discussion centers on the challenges and strategies of rebuilding a football team, including the importance of hiring experienced staff and aligning them with a shared vision. Loeffler emphasizes focusing on the majority who contribute positively rather than the minority who

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01:12:47

Key Reasons Deals Don't Close

Revenue Builders ·

2024/08/29

In this episode, John Kaplan and John McMahon dive deep into the intricacies of why B2B sales deals often don't close successfully. Special guest Anne Gary joins the discussion for the third time to offer insights into the common pitfalls in the sales process, from poor discovery and scoping to failed champion development and suboptimal engagement with economic buyers. They provide actionable advice on how to slow down and properly align your sales strategy with the customer's pain points, metrics,

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00:05:46

Building Trust with Mark Banfield

Revenue Builders ·

2024/08/25

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Mark Banfield, CEO of 1E, to discuss the importance of building trust in sales. The conversation delves into how integrity, emotional intelligence, and a deep understanding of the customer’s needs are critical in establishing trust. They also explore how elite sellers differentiate themselves by turning technical capabilities into business outcomes and guiding champions within an organization. Whether

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00:56:57

Innovation, Growth and Failure

Revenue Builders ·

2024/08/22

In this episode, John Kaplan and John McMahon are joined by Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital. They dive deep into Clayton Christensen’s book, 'The Innovator's Dilemma,' exploring why well-managed companies fail despite their best efforts to innovate. The discussion covers historical and present examples of disruptive vs. sustaining technologies, with a focus on how companies can adapt in the rapidly changing tech landscape, especially with the emergence of AI

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00:07:56

AI and Sales Productivity with James Underhill

Revenue Builders ·

2024/08/18

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the transformative potential of AI in sales with insights from James Underhill, Senior Director for Sales Innovation at MongoDB. The discussion covers how AI can enhance sales productivity across the funnel, from territory management to post-sale processes. James shares his experiences and strategies for using AI to help sales reps focus on what truly matters—building strong relationships and driving

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01:07:58

Leadership and Mentorship with Jake Zweig

Revenue Builders ·

2024/08/15

In this episode, John Kaplan and John McMahon welcome Jake Zweig, a former Navy SEAL, college football coach, and leadership development expert. Jake shares his inspiring journey from his formative years in Washington State to his achievements at the U.S. Naval Academy and beyond. The discussion covers his unyielding drive to win, lessons in leadership, and the significance of mentorship. Jake also explains his approach to identifying and developing leaders, which involves a deep understanding of

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00:07:16

Champions, Power and Influence

Revenue Builders ·

2024/08/11

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the pivotal role of champions in accelerating sales performance. John McMahon explains the necessity of earning trust, educating, and developing champions to effectively sell on your behalf. He emphasizes the importance of differentiating your product and preparing champions to handle objections in competitive scenarios. Additionally, the discussion highlights the distinctions between 'coaches' and

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00:58:28

Generative AI and Multigenerational Workforces with...

Revenue Builders ·

2024/08/08

In this episode, John Kaplan and John McMahon welcome back Hollie Castro, a seasoned business executive and advisor, as they delve into key challenges and opportunities in today's B2B sales environment. They cover topics ranging from managing multigenerational workforces and enhancing communication to leveraging generative AI for efficiency and innovation. Hollie shares her extensive experience in human capital management and transformative strategies, underscoring the importance of curiosity,

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00:06:14

What to Consider When You're a New CRO with Paul Ohls

Revenue Builders ·

2024/08/04

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by the Airtable CRO, Paul Ohls, to discuss the critical steps new Chief Revenue Officers (CROs) should take when joining a new organization. They delve into the importance of identifying and leveraging existing areas of success, understanding the nuances of the current sales environment, and balancing proven strategies with necessary adaptations. Whether you're a new CRO or a seasoned sales leader, this

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01:05:38

Securing Predictable Revenue with Greg Resh

Revenue Builders ·

2024/08/01

In this episode, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The discussion delves into Resh’s diverse background, covering a wide range of industries from sports to technology. Resh provides insights into the differences between B2B and B2C selling, the critical importance of accurate forecasting, and navigating the private equity landscape. He shares strategies for securing revenue predictability that paves the way

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00:09:25

Product Market Fit and Scaling a Startup with Jeremy...

Revenue Builders ·

2024/07/28

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process of identifying the ideal customer profile. Burton shares insights on adapting sales strategies for larger enterprises, the evolving demands of educated

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309 results

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