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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

01:07:49

Evolving from Management to Leadership with Jeremy...

Revenue Builders ·

2024/03/07

In this episode we are joined for a second time by Jeremy Duggan, President and Board Member of Multiverse. Jeremy is a highly talented sales leader known for his expertise in B2B sales, ability to drive results and develop successful sales teams, and track record of changing lives and inspiring his team members to achieve greatness. He is passionate about leadership and believes in prioritizing the growth and development of his people.In this episode, Jeremy Duggan joins hosts John McMahon and John

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00:09:00

The Nuances of Making the Right Hire with Chris Riley

Revenue Builders ·

2024/03/03

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the intricacies of sales hiring, dissecting the reasons behind sales rep failures, and exploring the critical aspects of assessing the hiring process in a leadership role. Joined by Chris Riley, CEO of Winning Edge Advisors and former president of Worldwide Field Operations at DataRobot, the trio shares insights into the challenges of identifying the wrong hire, the

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00:32:23

A Look Back: Revenue Builders Podcast’s 100th Episode

Revenue Builders ·

2024/02/29

In this milestone 100th episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan reflect on their journey and share some of their most memorable takeaways from previous conversations. They discuss the importance of authentic leadership, the power of debriefing, and the value of leading with a vision. They also highlight the significance of balancing work and personal life, the impact of Navy SEAL principles on leadership, and the role of customer success in reducing churn. The

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00:06:42

Measuring Churn with Allison Pickens

Revenue Builders ·

2024/02/25

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they dive into the intricate world of churn with special guest Allison Pickens. Former COO of Gainsight, Allison shares her insights into scaling a company and understanding the nuanced reasons behind customer departures. From measuring churn metrics to the importance of responding to external factors, this episode provides valuable lessons for businesses aiming to enhance

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00:55:09

An Outcome Mentality: The Right Way to Approach...

Revenue Builders ·

2024/02/22

Dan Barrett is the Senior Vice President of Customer Success at MongoDB. With a background in sales, Dan has held various leadership roles in the technology industry. He started his career at IBM before moving on to Q Associates, Symantec, and ServiceNow. Dan joined MongoDB as a Regional Director for the UK and Ireland and has since been promoted to Vice President of Northern Europe and then to his current role as Senior Vice President of Customer Success.In this episode, Dan discusses his

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00:09:39

The Negativity Bias with Pouli

Revenue Builders ·

2024/02/18

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating

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01:02:22

From Inside to Outside Sales: The Growth and Progression

Revenue Builders ·

2024/02/15

Joe Young currently holds the position of Vice President of Worldwide Commercial Sales at Zscaler, where he oversees both the inside and field Commercial sales organization consisting of 200 people, along with the sales development organization of 100 people. Before joining Zscaler, Joe accumulated over 9 years of experience at EMC & Dell EMC, contributing to various inside sales, field sales, and leadership roles across different segments of the company. A native of the Boston area, Joe is a Babson

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00:10:08

Preparing for the EB Meeting with Anne Gary

Revenue Builders ·

2024/02/11

SHOW SUMMARYIn this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan in a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.KEY TAKEAWAYS[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted

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00:57:05

Managing Deals: Stopping the Slip and Elite Execution

Revenue Builders ·

2024/02/08

John Donnelly III is a seasoned global operational executive with over 25 years of experience in growing enterprise B2B SaaS companies. He has successfully managed various stages of growth for tech companies, ranging from series A to over $900M in revenue, leading large global teams in sales, support, services, and marketing. With a track record of delivering multiple millions in returns to private equity and venture investors, John has played key roles in two IPOs and several M&A exits. In this

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00:09:55

Starting a new CRO role? What to Assess with Terry Tripp

Revenue Builders ·

2024/02/04

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they sit down with Terry Tripp, the Chief Revenue Officer at Tynes. In this insightful episode, Terry shares his experiences and key strategies for navigating the critical first steps as a Chief Revenue Officer (CRO). From understanding the team and connecting with customers to identifying early opportunities, Terry provides valuable insights for both new and seasoned CROs.KEY

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01:12:23

The Value of Sales Engineers in the Sales Process...

Revenue Builders ·

2024/02/01

John Care spent numerous years building world-class Sales Engineering organizations at Oracle, Sybase, Vantive, Clarify, CA, Business Objects, and HP Software. He has a BSc with Honours in Chemical Engineering from Imperial College, London, and is a former contributing member of the MBA Advisory Council for the Fox Business School of Temple University, Philadelphia. He has been published in such diverse media as CIO, InfoWorld, Touchline, and The Wall Street Journal. He now serves on the Advisory

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00:13:21

Mindset and Resilience with Brent Gleeson

Revenue Builders ·

2024/01/28

In this curated episode of the Revenue Builders Podcast, hosts Jon McMahon and Jon Kaplan sit down with special guest Brent Gleeson, a Navy SEAL veteran and leadership training expert. Together, they explore the concept of a growth mindset versus a fixed mindset, drawing insights from Brent's experiences and research. The discussion delves into the challenges, efforts, feedback, and setbacks associated with each mindset, providing valuable lessons for individuals and teams seeking to enhance their

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01:08:16

Showing Value as a Sales Leader with Tammy Sexton

Revenue Builders ·

2024/01/25

As the Chief Revenue Officer at Skyflow, Tammy Sexton is responsible for driving revenue growth and scaling the go-to-market team for the company's innovative data privacy platform. With more than 20 years of experience in enterprise sales,Tammy has a proven track record of leading and developing high-performing sales teams, building strategic partnerships, and delivering value to customers across various industries and regions. She has successfully managed and grown sales organizations at early and

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00:15:53

Shifting Left in Sales Negotiations with Tim Caito

Revenue Builders ·

2024/01/21

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.KEY TAKEAWAYS[00:01:07] Starting early in the sales

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01:00:00

The Path to Sales Leadership: Lessons Learned at Each...

Revenue Builders ·

2024/01/18

Carl Cross has an established career transforming and leading superior teams resulting in high performance and vibrant revenue growth. Carl has advanced through multiple leadership roles and has consistently been asked to lead key projects that drive corporate strategy. Currently, Carl is the Chief Revenue Officer of Alkami, a SaaS based digital banking platform. He started his career at Peoplesoft where he climbed into the sales leadership ranks before moving to SAP. After SAP he moved to BMC where

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00:00:53

John Kaplan Webinar This Friday

Revenue Builders ·

2024/01/16

If you’re a leader and you want your revenue teams to really own their number, treat their territory or accounts as their own franchise, have them join Force Management's webinar THIS FRIDAY with John Kaplan. In the "Plan to Make the Plan", John Kaplan will cover:Having the right mindset to attack your territory or set of accountsWays to more effectively enter into Account PlanningBest practices on building an Operating Rhythm that works for youAs you know, John is a master at providing salespeople

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00:14:53

Three Traits of a Successful Revenue Partnership with...

Revenue Builders ·

2024/01/14

In this curated episode of the Revenue Builders Podcast, we engage in a riveting conversation with Alan Chhabra, the Executive Vice President of Worldwide Partners at MongoDB. Alan delves into the intricacies of establishing, nurturing, and enhancing partnerships within the realm of sales and channel organizations. Alan shares insights into prioritizing partnerships, aligning them with customer needs, enhancing sales productivity, and turbocharging relationships with various types of partners.KEY

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01:05:50

The Startup CEO with Jeremy Burton

Revenue Builders ·

2024/01/11

Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell.In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He emphasizes the importance of introspection and humility, building a culture of open feedback and

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00:08:39

Loyalty and Culture with Hollie Castro

Revenue Builders ·

2024/01/07

In this curated episode of the Revenue Builders Podcast, we engage in an insightful conversation with Hollie Castro, a seasoned Chief People Officer and business transformation leader. Hollie delves into the evolving landscape of loyalty in the workforce, dissecting changing career expectations, motivations behind career transitions, and the shifting definitions of loyalty across different life stages. Holly shares invaluable insights on redefining loyalty in the modern workplace, emphasizing the

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01:06:56

Business Value Assessments: Looking at Opportunities...

Revenue Builders ·

2024/01/04

Doug May is the Chief of Staff to the CRO at Datadog. He has extensive experience in sales leadership and has a deep understanding of driving business value for customers.In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Doug emphasizes the importance of quantifying value in the sales process. By aligning solutions with customer goals and strategies, sellers can show real business impact. Discovery is crucial for understanding customer challenges, and building

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309 results

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