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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

01:08:00

Know Your Story to Achieve True Success with Doug...

Revenue Builders ·

2024/07/25

In this episode, John McMahon and John Kaplan welcome back Doug Holiday to delve deeper into the themes of Doug's best-selling book, 'Rethinking Success.' The discussion focuses on the importance of understanding and embracing one's personal story to avoid living someone else's narrative. They explore how life experiences and backgrounds shape emotions, perceptions, and actions. Practical strategies for self-discovery and self-improvement are shared, emphasizing the significance of authenticity and

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00:07:51

Effective Second-Line Leadership with Carl Cross

Revenue Builders ·

2024/07/21

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delve into the complexities of second line leadership. The discussion centers around the critical skills required to train and lead first line leaders, the common pitfalls second line managers face, and strategies to ensure that leadership at every level is effective and empowering. This episode offers valuable insights for those looking to elevate their

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00:19:43

Selling in a New Category

Revenue Builders ·

2024/07/18

If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segments on the topic featuring:Neeraj Agrawal - General Partner, Battery VenturesKeno Helmi - CRO, EspressiveChris Degnan - CRO, SnowflakeADDITIONAL RESOURCESFor more information on Selling in a New Category, check out Force Management’s eBook: https://hubs.li/Q02GXNTZ0Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME

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00:09:03

Training Your Teams on a POV with JP Bolen

Revenue Builders ·

2024/07/14

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at Rubrik, discuss the importance of equipping sales teams with a compelling point of view (POV). JP emphasizes the necessity of thorough research and understanding of the client's business, industry trends, and specific challenges before approaching potential customers. He shares insights on how a well-prepared POV can boost confidence, earn respect, and

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01:05:36

Building a Strong Sales Team: Recruitment, Interview,...

Revenue Builders ·

2024/07/11

In this episode, John McMahon and John Kaplan are joined by leadership expert Marcy Stoudt for a comprehensive discussion on recruitment, interviewing, and onboarding in B2B sales. Marcy is the co-founder of Revel Coach and Revel Search, she is an expert in recruiting and retaining top leadership and talent. This episode emphasizes the importance of defining an ideal candidate profile, the need for rigorous and insightful interview questions, and the critical nature of an effective onboarding

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00:06:37

Owning the Recruiting Process with Andy Price

Revenue Builders ·

2024/07/07

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Andy Price from Artisanal Ventures and Artisanal Talent. With over 30 years of experience in the recruiting industry, Andy shares valuable insights on why it's crucial for sales leaders to own the recruiting process. The discussion delves into the pitfalls of delegating recruitment to HR, the importance of building a strong internal talent acquisition team, and the impact of recruiting quality talent

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00:03:10

A Quick Request

Revenue Builders ·

2024/07/04

Nominate us for The People’s Choice Podcast Awards. Select Revenue Builders from the Business Category (after you fill out a short form - to prevent ballot stuffing!)https://www.podcastawards.com/app/signupThank you!

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00:05:01

Getting Team Members to Open Up with Harsha Jalihal

Revenue Builders ·

2024/06/30

In this curated episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, guest Harsha Jalihal, Chief People Officer at MongoDB, shares insights on fostering open communication within teams. Drawing from her extensive HR experience at Cognizant and Unilever, Harsha discusses the importance of building relationships, getting to know team members personally, and trusting one's gut instincts. She emphasizes that developing trust and understanding takes time and multiple

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01:08:37

Story of a Turnaround: The Long Game of Leadership

Revenue Builders ·

2024/06/27

In this episode, John McMahon and John Kaplan introduce their guest, Scot Loeffler, who has remarkably transformed the football program at Bowling Green State University (BGSU). John Kaplan shares his enthusiasm for Scot's drastic improvements in the BGSU football program, which ranked near last nationally before Scot's arrival. Through candid discussions, Scot outlines the challenges and strategies of rebuilding a struggling team, emphasizing the importance of hiring the right staff, instilling a

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00:06:26

The Difference Between PE and VC Investments with...

Revenue Builders ·

2024/06/23

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dave Tiley from Align Capital Partners to explore the critical differences between Private Equity (PE) and Venture Capital (VC) investments. Dave delves into the distinct strategies, risk appetites, and operational approaches that differentiate PE from VC, offering invaluable insights for entrepreneurs, investors, and business leaders. From early-stage ventures to mature businesses, this episode

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00:24:04

Mental Toughness in Sales

Revenue Builders ·

2024/06/20

In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan delve into the mental aspects of sales and building revenue by sharing key segments from previous episodes. Guests Marcy Stoudt, CEO and co-founder of RevelCoach, discusses preventing burnout and maintaining work-life balance. Jim "Pouli" Pouliopoulus, a force management facilitator, drops insights on overcoming negativity bias in sales. Finally, Greg Poss with Stark Mind talks about applying mental toughness from

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00:08:43

Discovery and Aligning to Your Buyer with Doug May

Revenue Builders ·

2024/06/16

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at Harness, to explore the art of digging deep in discovery and aligning with your buyers. Doug shares invaluable insights from his extensive career, highlighting the importance of thorough pre-meeting research, understanding industry pressures, and developing a compelling viewpoint. This conversation is packed with practical tips for sales professionals

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01:11:03

Selling to the Government with Tom Smerczynski

Revenue Builders ·

2024/06/13

If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you. Our guest, Tom Smerczynski has decades of experience in winning government contracts. He’s held numerous senior executive roles, generating billions of dollars in deal flow and corporate value. His expertise lies in developing high-performance organizations within the complex government acquisition and procurement system. As CEO and President of the Talisman Group, founded in

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00:07:31

Pain and Gain: Aligning Technical Sales

Revenue Builders ·

2024/06/09

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform

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01:05:44

Rethinking Success and Finding Purpose with Doug...

Revenue Builders ·

2024/06/06

Special guest Doug Holladay, author of 'Rethinking Success,' returns to the podcast to discuss the illusions of success and the importance of purpose and meaning in life, particularly for leaders. The discussion covers Doug's career, his work with PathNorth, and how leaders can find balance and fulfillment. They explore key themes from Doug's book, including building rich human connections, redefining personal identity beyond professional achievements, and integrating purpose into life's pursuits

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00:07:04

Key Factors that Help a Company Scale

Revenue Builders ·

2024/06/02

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a compelling conversation with Neeraj Agrawal, General Partner at Battery Ventures. With nearly 25 years of experience and a track record of backing high-profile B2B software companies, Neeraj shares his insights on what separates successful startups from the rest. He discusses the critical dimensions of market, team, technology, and deal terms, and explores the evolving importance of product quality and

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01:19:11

Behind the Deal: Engaging the Economic Buyer Part II

Revenue Builders ·

2024/05/30

Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Instinct, Joe sold to Carl when he was a CIO at Citi. Carl shares his extensive experience as an economic buyer in tech deals. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information security space. Don't miss Part 1 of the Epiosode here:

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00:08:28

Driving Consistency as You Scale with Joe Young

Revenue Builders ·

2024/05/26

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth transitions and effective sales execution.KEY TAKEAWAYS[00:00:55] Consistency in Processes: Maintaining

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00:30:09

REPLAY: The Navy SEAL Approach to Leadership

Revenue Builders ·

2024/05/23

This episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing difficult situations, and fostering a team-oriented mindset. Gleason shares his SEAL experiences and insights

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00:10:58

The Right Hire for Customer Success with Dan Barrett

Revenue Builders ·

2024/05/19

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dan Barrett, Executive Vice President of Customers at MongoDB. Dan shares his journey of evolving MongoDB’s customer success strategy from a reactive to a proactive approach. He discusses the importance of hiring the right profiles, implementing disciplined processes, and understanding the nuanced root causes of customer churn. This conversation is a must-listen for anyone involved in customer success

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309 results

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