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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

01:01:47

Why I Shutdown My Startup

Revenue Builders ·

2024/05/16

Guilherme Stetelle Martins is an engineer turned software sales professional. He’s been in Software Sales his entire career from BDR to Enterprise AE. He’s also had a lot of failures that have taught him a lot about life and business, including his company he founded and shut down in early 2024. He also writes frequently about business, life and his projects on LinkedIn.Guilherme joins John McMahon and John Kaplan to discuss his experience as a startup founder and the lessons he learned from

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00:08:04

Cold Calling and Objections with Leslie Venetz

Revenue Builders ·

2024/05/12

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan engage in a dynamic conversation with Leslie Venetz, an expert in outbound sales strategies. Leslie delves into the art of cold calling and objection handling, drawing from her extensive experience. She shares invaluable insights into common objections, the psychology behind them, and practical strategies for navigating them effectively. Discover how curiosity, conversation, and conclusion form the pillars of

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00:22:21

Moving Into Sales Leadership Roles

Revenue Builders ·

2024/05/09

Today we bring you three segments that cover sales leadership transitions. We discuss making the jump from rep to first line manager with Tammy Sexton the Chief Revenue Officer at Skyflow, the jump to second line manager with Carl Cross - CRO at Alkami and then walking in as a new CRO with Terry Trip CRO at Tines.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:46] Segment 1: Transitioning from Rep to First Line Manager[00:06:19]

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00:13:42

When You Should Focus on PLG with Alex Bilmes

Revenue Builders ·

2024/05/05

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into when to focus on product-led growth. John McMahon and John Kaplan discuss product-led growth (PLG) with Alex Bilmes, the founder and CEO of Endgame. They explore the types of products that are well-suited for PLG and those that may not be a good fit. Alex explains that products that are easy to use, provide immediate value to the user, have a short time to value, and have a low price are ideal for PLG

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01:04:51

Scars of Knowledge from a Serial Entrepreneur

Revenue Builders ·

2024/05/02

In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO.From 1990 to 1994, Sean was a salesperson and loved every minute of it (he broke records, built amazing client relationships, and put hundreds of thousands of miles on his Honda Accord).From 1994 to 2018, Sean co-founded and helped grow nine early-stage companies. Seven of these nine companies successfully exited for over $600M.During these years, Sean learned about mergers & acquisitions, product-market fit,

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00:06:49

Emotionally Connecting with Your Buyers with Richard...

Revenue Builders ·

2024/04/28

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the crucial aspect of emotionally connecting with buyers. Joined by veteran sales leader and author Richard Rivera, they explore the science behind buyer decision-making and the importance of understanding the emotional journey buyers go through. Rivera introduces the concept of the buyer decision path, emphasizing the need to disarm the survival instincts of buyers before engaging their thrive state and

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01:01:39

Behind the Deal: A Perspective from an Economic Buyer

Revenue Builders ·

2024/04/25

This episode features an insightful conversation on selling to the economic buyer with guests Carl Froggett, CIO at Deep Instinct, and Joe Lynch, Sales Director for the East at Deep Instinct. Before they were colleagues, Joe sold to Carl. Carl shares his extensive experience as an economic buyer in tech deals, highlighting the importance of account executives not wasting his time with generic pitches or vendor bashing, and instead focusing on understanding his business needs. Joe discusses his

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00:08:29

Decision Criteria with Anne Gary

Revenue Builders ·

2024/04/21

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the crucial aspect of decision criteria in sales. Joined by Anne Gary, the team dissects the intricacies of aligning decision criteria with product differentiation to secure sales success. From handling competition to managing scope creep, they provide invaluable insights into navigating the sales landscape with precision.KEY TAKEAWAYS[00:00:35] Understanding how

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00:58:59

Growing in B2B Sales: Common Mistakes to Avoid with...

Revenue Builders ·

2024/04/18

Monica Stewart is a highly sought-after go-to-market consultant with over 15 years of experience working with B2B software companies. She specializes in helping startups in the $2 million to $20 million revenue range that are selling to large organizations. Monica has worked with companies like LinkedIn, Trello (acquired by Atlassian), and Pangeva (acquired by S\&P). She is known for her sustainable growth-focused mindset and her ability to help companies bridge the gap between their current

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00:07:08

Do Your Teams Know the Strategy? with Chuck Bamford

Revenue Builders ·

2024/04/14

In this curated episode of the Revenue Builders Podcast, we engage in a thought-provoking conversation with Dr. Chuck Bamford, renowned author and business strategist. Dr. Bamford sheds light on the critical issue of aligning corporate strategy throughout an organization, from top-level executives to frontline employees. Drawing from his extensive experience, he highlights the common pitfalls and challenges companies face in achieving this alignment and offers insightful strategies for overcoming

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01:01:50

The Impact of AI on Sales with James Underhill

Revenue Builders ·

2024/04/11

James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and later spent two years at Twitter as a Revenue Operations Analyst. Since joining MongoDB, James has been promoted four times and now leads the Sales Innovation team.In this episode, John McMahon and John Kaplan are joined by James Underhill to discuss the potential impact of AI on sales. They explore how AI can enhance sales productivity by automating

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00:08:50

The Challenges with Scaling PLG with Oliver Jay

Revenue Builders ·

2024/04/07

In this curated episode of the Revenue Builders Podcast, we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Jay, former Product Led Sales leader at Dropbox and CRO at Asana. In this insightful conversation, they explore the nuances of PLG, its effectiveness in different market landscapes, and the strategies required to navigate its scalability challenges. From understanding the dominance dynamics in PLG markets to dissecting the intricacies of selling to

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01:04:24

A Closer Look At Champions

Revenue Builders ·

2024/04/04

In this episode, John McMahon and John Kaplan discuss the process of champion building in B2B sales. They emphasize the importance of identifying potential champions early in the sales process and developing strong relationships with them. They also highlight the need for sales reps to earn trust, educate champions, and provide value throughout the sales cycle. The episode explores various strategies for testing champions and collaborating with them to achieve successful outcomes.Tune in to this

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00:09:23

The Right Leader for the Right Growth Stage with Bill...

Revenue Builders ·

2024/03/31

In this curated episode of the Revenue Builders Podcast, we delve into the nuances of hiring effective leaders for various growth stages within companies. Joined by Bill Cea, Managing Director at Foster Beck Associates, the discussion navigates through the distinct requirements of sales personnel and Chief Revenue Officers (CROs) across product market fit, deal stage, and scale stage. From debunking conventional job descriptions to unraveling the myths of hiring from big-name companies, the

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01:00:27

Improving Productivity and Reducing Friction in the...

Revenue Builders ·

2024/03/28

In this episode, Mark Banfield, CEO of 1E, discusses the emerging market of Digital Employee Experience (DEX). He explains how 1E's technology monitors and manages the digital experience of employees on their devices, identifying and remedying issues before they impact productivity. Mark emphasizes the importance of providing a great employee experience, as it directly translates to a great customer experience. He also highlights the role of technical and executive champions in driving the adoption

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00:04:27

Making Decisions with Brian McCarthy

Revenue Builders ·

2024/03/24

In this curated episode of the Revenue Builders Podcast, we dive into the intricacies of decision-making, the role of intuition versus data, and the importance of checking one's ego with special guest, Brian McCarthy, Chief Revenue Officer at Rubrik. Brian shares insightful perspectives on how to blend gut instincts with data-driven approaches, the significance of being secure in one's decisions, and the value of course correction when needed. Through candid discussions and personal anecdotes,

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00:58:52

Sales Best Practices with Mark Wendling

Revenue Builders ·

2024/03/21

Mark Wendling is the Global VP of Data Cloud Sales and Alliances at Snowflake. He has a successful career in sales and has held various leadership positions in companies like S.C., Michael Page International, East Search Vision, ClearSlide, and Sumo Logic. Mark has been with Snowflake for the past seven years and has played a crucial role in scaling the company's sales organization.In this episode, Mark shares insights into how Snowflake organizes its commercial sales teams and the key skills young

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00:08:15

Avoiding Burnout with Marcy Stoudt

Revenue Builders ·

2024/03/17

In this curated episode of the Revenue Builders Podcast, we talk burnout with Marcy Stoudt CEO and co-founder of Revel Coach. Marcy helps leaders avoid burnout, become their best selves without sacrificing success in either area. In this segment she covers a few tips to avoiding burnout.KEY TAKEAWAYS[00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspective and struggle to lead effectively when overwhelmed.[00:01:45] Your attitude towards upcoming challenges

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00:52:16

The Emergence of the Cloud as a Route-to-Market

Revenue Builders ·

2024/03/14

John Jahnke, CEO of Tackle.io, has 20 years of experience in executive leadership roles. John has worked with companies like Pivotal, Greenplum, EMC, and Cognizant.Jake Simpson, CRO of Tackle.io, has led companies through substantial growth phases as the CRO of Anapsis and Catalan Technologies.In this episode, John Jahnke and Jake Simpson, discuss the emergence of cloud marketplaces as a route to market for software companies. They explain how cloud marketplaces, such as AWS, Microsoft, and Google,

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00:11:23

Hiring Top Sales Talent: What the Best Companies Do

Revenue Builders ·

2024/03/10

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan delve into the essential characteristics of successful hiring companies, joined by J.R. Butler, founder of the Shift Group. Together, they explore the key elements that make a company excel in recruiting, developing, and retaining top talent, particularly athletes and veterans transitioning into sales roles.KEY TAKEAWAYS[00:00:49] Characteristics of A-Players: A-Players are hungry to learn, self-starters with a

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309 results

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