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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

01:05:09

Maximizing Your Impact with Zack Rosenburg

Revenue Builders ·

2023/02/09

As sales leaders, our success isn’t defined solely by revenue. Today’s guest Zack Rosenburg is the co-founder of SBP, an organization that supports communities affected by natural disasters. Originally founded as a disaster relief volunteer group in 2006, SBP has evolved to now include government advisory, loan funding programs, and disaster risk education and prevention into their activities. A former defense attorney, Zack has built a career on serving others. His story is inspiring as is his

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01:00:43

The Entrepreneurial Mindset with Jim Baum

Revenue Builders ·

2023/02/02

What characteristics make a successful entrepreneur? Jim Baum has over 25 years of tech industry experience as an entrepreneur and board leader. According to Jim, it takes “the smarts, the drive, and just enough of the craziness to make it happen.” As a seasoned president, CEO, and advisor of high-growth, venture-backed B2B software environments, he shares his insights on the limits of technology, the importance of customer-defined value, and how entrepreneurial values are critical to the success of

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01:06:07

Mastering Work/Life Balance with Marcy Stoudt

Revenue Builders ·

2023/01/26

Work/life balance is often something we strive for, but have difficulty achieving. This week’s guest Marcy Stoudt, CEO and co-founder of Revel Coach, helps leaders avoid burnout and become their best selves. Marcy offers advice for all leaders to avoid burnout and achieve work-life balance without sacrificing success in either area. She also discusses how diversity and new generations are changing the corporate landscape, diving into how both women and their teams can ensure success throughout and

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01:01:57

Thinking Like an Executive with Dali Rajic

Revenue Builders ·

2023/01/19

WHAT DOES IT TAKE TO BE A GREAT LEADER?John McMahon and John Kaplan welcome Dali Rajic, Chief Operating Officer at Zscaler, as he discusses his career in sales leadership, starting as a first-line manager and eventually becoming a Chief Revenue Officer (CRO). He gives advice for fron-tline managers, those coaching front-line managers, and those wishing to take their career to the next level. Dali discusses the difference between working hard and working efficiently, the anatomy of a great team

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01:02:01

From Good to Great With Dave Tiley

Revenue Builders ·

2023/01/12

John McMahon and John Kaplan welcome Dave Tiley in this latest episode of Revenue Builders. In this conversation, Dave shares his journey of being a serial entrepreneur, growing and selling multiple successful startups, and how it led him to become a private equity investor. He discusses his experiences running and growing businesses and developing his “good to great” approach along the way. With this approach, Dave and his firm Align Capital Partners get radically honest about what’s working in

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01:00:50

Mission, Meaning, and Impact with Mike Hayes

Revenue Builders ·

2023/01/05

John McMahon and John Kaplan welcome Mike Hayes in this latest episode of Revenue Builders. In this conversation, Mike shares some of the lessons he learned as a Navy SEAL and how they have helped him in his current role as the Chief Operating Officer at VMware. He conveys the importance of collective accountability, humility, and purpose in leading any successful team. Mike’s book about his SEAL experiences, “Never Enough”, donates proceeds to his charity the 1162 Foundation, which helps families

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01:06:36

Hiring for Growth: Strategies for Scaling Sales Teams...

Revenue Builders ·

2022/12/29

Today we are joined by Managing Director from Foster Beck Associates, Bill Cea, to discuss hiring for sales organizations of every size, from seed stage to market. Bill gives insights on making great long-term hires by sharing startup hiring strategies according to three stages. In the first stage of growth, companies should focus on hiring people who fit the product and market. In the second stage, companies should focus on hiring people who can help them scale. In the third stage, companies

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01:07:11

Connecting to Value With Michael Cremen

Revenue Builders ·

2022/12/22

Michael Cremen is the Chief Sales Officer at Elastic and has nearly 20 years of experience in executive roles at firms like Hitachi, IBM, and Veritas. Through his robust experience as a sales decision maker, he knows a thing or two about the decision making process for a purchase. He discusses with John Kaplan and John McMahon what he calls the “CFO factor” - the need for sales teams to consider executive financial decision-maker involvement in the sales process, particularly now in a

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01:02:54

The Sport of Sales Leadership with Bob Brennan

Revenue Builders ·

2022/12/15

In this episode of Revenue Builders, our hosts John Kaplan and John McMahon talk with Bob Brennan. Bob has worked in multiple VP and CEO positions throughout his career and is currently a board chairman for Fairwinds, BitSight, and Thoughtworks. They discuss the metaphorical ‘athleticism’ required to be a successful leader of a high-growth sales organization, gained through self-improvement and practice. Bob’s advice for sales leaders is to own your mistakes, never assume you’re the expert, and not

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01:05:02

Hard Work, Grit, And Removing Friction For Your Teams

Revenue Builders ·

2022/12/08

In today’s episode, John McMahon and John Kaplan chat with COO of Tenable and veteran sales leader Mark Thurmond. Mark shares his experience with both the personal and professional actions that lead to success, and what he looks for when hiring to build a powerhouse team. He imparts valuable advice for both sellers and leaders on patience, persistence, and humility. His #1 piece of advice? Keep it simple - in sales, in leadership, and in strategy. Hear Mark explain why the basics, done well, can

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01:09:45

Building Unicorn Companies with Izhar Armony

Revenue Builders ·

2022/12/01

On this episode of the Revenue Builders Podcast, our hosts John McMahon and John Kaplan welcome Izhar Armony, a venture capitalist who has been featured on the Forbes Midas list of top tech investors. After 7 years running marketing and raising money at a startup, he crossed the aisle to become the investor he once pitched to. He has now been a seed investor in over 40 startups, including six ‘unicorn’ startups and four multi-billion dollar IPOs. He shares his history in the Israeli army, his

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01:17:03

The Power of Service with Manny Ohonme

Revenue Builders ·

2022/11/24

In this inspiring episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Founder of Samaritan's Feet International, Manny Ohonme. Manny regales us with his life story of hope, faith, and selfless leadership that all started with a pair of shoes. Once a poor kid selling water and soda in Lagos, Nigeria, Manny worked hard to earn a basketball scholarship that became his ticket to the US. There, he devoted himself to his studies and eventually led a successful

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01:24:29

Embrace The Suck with Brent Gleeson

Revenue Builders ·

2022/11/17

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Navy SEAL combat veteran- and author of “Embrace The Suck,” Brent Gleeson. Brent talks about his journey from the finance world to the military, the traits that make a successful Navy SEAL, and how the mindsets he learned in training benefited him in his post-service business career. Brent’s formula for effective leadership includes resilience, decentralized command, and constant improvement. His mantra,

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01:32:04

Locker Room Lessons with NFL Great Pepper Johnson

Revenue Builders ·

2022/11/10

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to five-time (2 as player and 3 as coach) Super Bowl Champion Thomas “Pepper” Johnson. Pepper shares the good and the bad of the many leadership styles he encountered while playing and coaching alongside some of football’s greatest legends in the NFL. He stresses that talent does not equal success - focus, hard work, and a team-player attitude ultimately determine your fate. Pepper’s advice for leaders: find

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01:11:03

Building a Scalable Culture with Chris Reisig

Revenue Builders ·

2022/11/03

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Chris Reisig, Operating Partner for Jungle Ventures and 5-time CRO. Chris shares insights and wisdom he’s gained through his experience leading the scaling of multiple early-stage companies. From defining the ideal customer to hiring leaders and market expansion, Chris has done and seen it all. Leaders of all levels will appreciate this valuable advice on culture, talent, international sales, and

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01:08:09

Doing The Impossible With Dennis Walters

Revenue Builders ·

2022/10/27

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to professional golfer Dennis Walters. In 1974, Dennis was paralyzed from the waist down in an accident, an injury that could have put an end to his golfing career. But rather than give up on his dreams, he chose to ‘get a new dream.’ Through perseverance and innovation, Dennis developed an adaptive way of putting, going on to win prestigious accolades such as the Bob Jones Award, the Ben Hogan Award, and an

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01:22:18

Selling to Decision Makers with Tony Parinello

Revenue Builders ·

2022/10/20

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important Top Officer), the questions you need to ask, and how you should act in front of them to gain their trust

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01:09:55

The Art of Selfless Leadership with Kelly Connery

Revenue Builders ·

2022/10/13

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to four-time Chief Revenue Officer (CRO) and current president of OE Connection, Kelly Connery. Kelly talks about his sales journey from sales rep to CRO, and the wealth of knowledge that he has acquired through the years. Tune in to hear Kelly talk about selling on the go, dynamics of leadership in large companies, and why selfless leaders are the ones you want to put in charge of running your

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01:07:23

Mastering the Mind with Neha Saxena

Revenue Builders ·

2022/10/06

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Breathe Yogi herself, Neha Saxena. Neha talks about the importance of breath in managing stress levels and improving overall outcomes both in your everyday life and your professional career. Tune in to learn about how your body’s stress response works, and learn breathing techniques such as the physiological sigh, which helps reduce the heart rate and bring down stress levels. Additional

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01:05:31

Scaling and Growth with Chris Degnan

Revenue Builders ·

2022/09/29

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Snowflake’s Chief Revenue Officer, Chris Degnan. Chris talks about his experiences working in a raw startup environment, and why he chose to leave a relatively comfortable position to do so. Chris lives and breathes the art of the grind, and relishes the prospect of being challenged, showing his aptitude for adapting to different situations and coming up with creative solutions. Tune in to hear the story

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309 results

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