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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

00:05:05

Here's to 2026!

Revenue Builders ·

2025/12/27

Don't miss these resources from Force Management: Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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00:08:03

Scaling and Selling with Brian Halligan

Revenue Builders ·

2025/12/21

In this short segment of the Revenue Builders Podcast, HubSpot co-founder Brian Halligan pulls back the curtain on the uncomfortable truth of scaling: there is no magic inflection point—only relentless progress, painful setbacks, and self-inflicted potholes. Brian shares how HubSpot embraced a “Pothole Report” mindset to identify unforced errors before they became existential threats, why most scaling failures are internal, and how long-term thinking—not quick exits—shaped HubSpot into a

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00:10:39

Comp Plans for Consumption-based Businesses

Revenue Builders ·

2025/12/14

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jose Fernandez — former Head of Global Sales Development at Google and now CEO of Easy Comp — breaks down how compensation must evolve when companies shift from traditional SaaS licensing to consumption-based models. Drawing from his experience at Google Ads, one of the most successful consumption engines in business history, Jose lays out the structural advantages of consumption models and how GTM, onboarding,

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00:09:01

Helping People Thrive in Your Organization

Revenue Builders ·

2025/12/07

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Performance. Backed by the world’s first global quantitative study on accelerated growth, Lucia reveals the single biggest differentiator of companies that grow profitably over the long term: how they treat their people.She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their

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00:11:43

Success Doesn't Happen in Isolation

Revenue Builders ·

2025/11/30

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Dean Otto, a top-performing enterprise sales rep whose life changed in an instant after being struck by a vehicle while cycling. Given a 2% chance of ever walking again, Dean went on to run a half-marathon just one year later—alongside the man who hit him and the neurosurgeon who operated on him.Through forgiveness, faith, relentless work, and a refusal to isolate, Dean rebuilt not only his body but also a powerful

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00:02:51

Thank you Leave Us a Review

Revenue Builders ·

2025/11/27

Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong!Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Explore Force

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01:09:44

Rewind: Leading Authentically with Doug Holladay

Revenue Builders ·

2025/11/20

In this special Revenue Builders Rewind episode, we revisit our powerful first conversation with Doug Holladay, CEO & founder of PathNorth and author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug shares his unconventional career journey and explores his philosophy on leadership, purpose, and living a more intentional life.The discussion dives into the importance of authenticity, gratitude, and meaningful relationships, as well as the value of

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00:08:15

Avoiding Burnout with Marcy Stoudt

Revenue Builders ·

2025/11/16

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 and become their best selves without sacrificing success in either area. In this segment, she covers a few tips for 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

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01:05:05

The Power of Belief with Dean Otto

Revenue Builders ·

2025/11/13

In this episode of the Revenue Builders Podcast, our host John Kaplan is joined by Dean Otto, an endurance athlete with a background in senior strategic global account sales. Dean shares his journey of recovery after a near-fatal cycling accident that left him with a 2% chance of ever walking again. His incredible story is a testament to the power of resilience and purpose, from overcoming immense physical challenges to running a half-marathon with the driver who hit him and the surgeon who saved

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00:06:58

Building PLG Playbooks with Dan Fougere

Revenue Builders ·

2025/11/09

In this segment, Dan Fougere breaks down how Product-Led Growth (PLG) fundamentally changes the traditional sales playbook. Drawing from his experience at Datadog and advising startups, he explains that PLG companies must rethink how they engage prospects—especially when users begin interacting with the product before any formal sales conversation.Dan emphasizes the importance of usage signals—such as downloading the product or reading documentation—as triggers for sales outreach. He also discusses

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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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