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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

01:10:35

Leading from the Front: Building Credibility at your SKO

Revenue Builders ·

2025/11/06

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive deep into the world of Sales Kickoff (SKO) events. They discuss the critical importance of aligning SKO content with sales rep needs, emphasizing that it should be more than just an event—it should be a holistic process aimed at motivating and educating the sales force. The conversation covers the significance of training, the role of tools and AI in sales, and the pivotal role of frontline managers in

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00:14:19

Scaling Sales at a Startup with Chris Reisig

Revenue Builders ·

2025/11/02

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for

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01:05:11

Creating Adaptive Sales Playbooks with Dan Fougere

Revenue Builders ·

2025/10/30

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Dan Fougere, a venture partner at Index Ventures and former CRO of Datadog. Dan shares insights from his extensive sales career, emphasizing the importance of developing adaptive and context-specific sales playbooks. He discusses the evolution of PLG (Product-Led Growth) strategies, the integration of AI in sales processes, and the critical need for continuous learning and adaptability. The episode

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00:06:37

Owning the Recruiting Process with Andy Price

Revenue Builders ·

2025/10/26

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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01:07:16

Leadership, Generational Insights, and the Power of...

Revenue Builders ·

2025/10/23

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Susan Lucia Annunzio, the “CEO Whisperer” and President of the Center for High Performance. With over 25 years of expertise in leadership and organizational culture, Lucia shares her insights on fostering sustainable growth by treating people well, the importance of leveraging brain power, and the generational dynamics impacting today's workforce. They delve into strategies for leaders to harness

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00:14:55

Champions and a Bias for Action with Richard Rivera

Revenue Builders ·

2025/10/19

In this episode of The Revenue Builders Podcast, join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions with veteran sales leader and author Richard Rivera. Discover the nuances of champion dynamics, including the often-overlooked aspect of bias for action. Rivera breaks down the four champion tendencies—Complacent, Teaser, Protector, and Transformer—revealing strategies to navigate each and ensure successful deals.KEY TAKEAWAYS[00:01:02] Understanding the

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01:06:49

Driving Sales Behavior with Effective Compensation...

Revenue Builders ·

2025/10/16

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with special guest Jose Fernandez, co-founder of Easy Comp. The discussion covers the primary purpose of sales compensation plans, the impact of incentives on sales behavior, and various strategies for aligning sales incentives with company goals. Jose shares examples from his experience at MongoDB, Intap, and Google, highlighting how tailored compensation

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00:09:39

The Negativity Bias with Pouli

Revenue Builders ·

2025/10/12

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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01:10:04

The Power of Gratitude: An In-Depth Discussion with...

Revenue Builders ·

2025/10/09

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back J. Douglas Holladay, Founder & CEO at PathNorth, to discuss his book, 'Rethinking Success' focusing on the chapter on gratitude. Doug shares his insights on the profound impact of gratitude on personal and professional life. The conversation delves into the science behind gratitude, practical steps to incorporate it into daily routines, and its influence on emotional well-being. The episode also

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00:10:08

Preparing for the EB Meeting with Anne Gary

Revenue Builders ·

2025/10/05

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan go on 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 time

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01:08:16

Resilience in Sales Leadership: Steve Garraty's...

Revenue Builders ·

2025/10/02

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Steve Garraty, a tech sales leader and author who shares his inspiring journey from a troubled teen diagnosed with cancer to a successful career in sales leadership. Steve delves into his incredible story of resilience, how he overcame a devastating cancer diagnosis at 18, and how this battle shaped his personal and professional life. Highlighting key themes of gratitude, empathy, and the power of

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00:06:39

Intention and Delegation with Tom Heiser

Revenue Builders ·

2025/09/28

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Tom Heiser to explore the true meaning of empowerment, accountability, and intent in leadership. From the dangers of “pocket vetoes” to the military-inspired concept of Commander's Intent, this discussion unpacks how transformational leaders create environments where teams thrive. Listeners will gain practical insights on fostering trust, enabling decision-making, and avoiding the traps of transactional

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01:00:43

Navigating Energy Challenges and Innovations with...

Revenue Builders ·

2025/09/25

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Carl Coe, Chief of Staff for the US Secretary of Energy. Carl shares his impressive career journey, from his initial sales role at PTC to his current influential government position. The conversation covers the urgency of addressing the United States' power capacity, the role of nuclear and renewable energy, and the intricate relationship between DOE and industry leaders. Carl also speaks about the

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00:08:11

Building an Operational Cadence with Meghan Gill

Revenue Builders ·

2025/09/21

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Meghan Gill, who spent 17 years scaling MongoDB. Meghan shares her approach to building credibility in sales operations, enabling leaders to think with a business mindset, and creating a management operating rhythm that empowers organizations to scale effectively. From fixing broken reporting to establishing trust and building a cadence that fosters championship-level performance, this conversation is a

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01:05:50

Scaling Success: Revenue Growth and AI in Sales with...

Revenue Builders ·

2025/09/18

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The discussion dives into Schoenstein's extensive experience in scaling companies from startup stages to large enterprises, touching on key topics like repeatable revenue systems, the importance of talent, and sales rep productivity. The conversation also explores the integration and impact of AI on sales processes, how to create effective revenue systems at

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00:08:41

Breaking Down the Critical Role of a Manager with...

Revenue Builders ·

2025/09/14

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into one of the most important and most overlooked drivers of organizational growth: the roles of first and second line managers. Joined by Scott Rudy, CRO at Zywave, the conversation unpacks why these leadership levels are vital to sales success, where companies often blur responsibilities, and how to build accountability into leadership structures. From recruiting to development plans, and from

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01:08:56

Mission Driven Leadership with Mike Hayes

Revenue Builders ·

2025/09/11

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back Mike Hayes, former Navy SEAL and current sales leader at Insight Partners. They discuss Mike’s new book, Mission Driven: The Path to a Life of Purpose, and how its lessons apply to sales success and leadership. Mike emphasizes the importance of rooting your work in alignment with personal values and goals, which leads to not only greater outcomes and accomplishments but a sense of fulfillment. Mike

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00:05:59

Everyone Has a Story with Doug Holladay

Revenue Builders ·

2025/09/07

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug explores the significance of vulnerability, owning your story, and fostering authentic communication in leadership and relationships. Learn how asking the right questions, embracing imperfection, and understanding the stories of others can transform both personal and

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01:01:24

A Masterclass in Closing Big Deals with Steve Waugh

Revenue Builders ·

2025/09/04

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Waugh, a legendary enterprise software salesperson. Steve shares his journey from starting at IT resellers to executing some of the largest deals in enterprise software at companies like Blade Logic, BMC, and Medallia. He outlines strategies for identifying champions and detractors, the importance of mindset, belief in one's product, and understanding the customer's business impact. Additionally,

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00:07:37

Demonstrating Opportunity with Your SKO

Revenue Builders ·

2025/08/31

The best sales kickoffs are planned in a way that aligns with the company’s strategic goals and sets your revenue teams up to execute successfully. In this segment, John Kaplan and John McMahon talk through the importance of demonstrating the opportunity your company is providing your revenue teams and why committing their time to your organization is going to be worth it. Force Management’s Sales Kickoff Resources:Five must-dos for leaders on SKO planning: https://hubs.li/Q02SpNpS0Ultimate Sales

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296 results

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