Revenue Builders
tekijä: Force Management
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Why New Leaders Fall Into the 90 Day Trap with Former AAA CEO Bob…
Why New Leaders Fall Into the 90 Day Trap with Former AAA CEO Bob…
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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 enjoy our content, please subscribe, rate and review the show to help us reach more people.
This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information.
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- Why New Leaders Fall Into the 90 Day Trap with Former AAA CEO Bob Darbelnet · 1 h 8 minWith John McMahon and John Kaplan, Bob explains why rolling out a new strategy in your first 90 days backfires, what separates a strong board member from a passive one, and why…
- Table Stakes Matter More Than You Think with Dr. Chuck Bamford · 11 minIn this clip, Chuck walks through why companies get this backwards, why they obsess over innovation while customers leave over broken table stakes, and what it takes to get the…
- Why People Leave After One Bad Quarter with Rob Potter · 11 minIn this clip, Rob Potter, CEO of Oomnitza and a veteran sales leader from RSA, EMC, and Symantec, breaks down the line between transactional leadership, which runs on threats and…
- Why AI Is Making Your Reps Sound Like Everyone Else with Matt Fermino · 1 h 4 minMatt Fermino joins John McMahon and John Kaplan to break down how AI turns information into a crutch, how his leaders use call recordings to coach tone and likability, and why…
- Why Performance Comes Before Promotion with Mark Thurmond · 12 minMark Thurmond explains how consistent execution, continuous learning, and the ability to attract trusted people create career momentum that compounds over time, giving revenue…
- Why Enterprise AI Agents Struggle to Reach Production with Open Source Pioneer Ben Sabrin · 1 h 4 minBen Sabrin, an open source pioneer who built early sales teams at JBoss and MongoDB, leads its go-to-market. He explains what it takes to sell a category this new, why…
- Why Better Technology Does Not Win Hyperscaler Partnerships with Alan Chhabra · 13 minIn this segment, Alan Chhabra explains how Cerebras aligned its offering with AWS Trainium, why complementary architectures can overcome internal resistance, and how political…
- The Inner Game Most Sales Leaders Never Coach with Collin Henderson · 1 h 11 minCollin Henderson was a two-sport Division I athlete who developed a stutter at 11 and once pre-recorded his answers to a pharma sales evaluation, so he knows what happens when…
- Tools to Perform Under Pressure with Mental Performance Coach Greg Poss · 14 minIn this segment, former professional hockey coach and mental performance coach Greg Poss explains how shallow breathing, frustration, and blame can reveal a shift into what he…
- Why Risk Takers Build the Most with Doug Holladay, Author of Rethinking Success · 1 h 5 minThis conversation picks up our Rethinking Success series dissecting the definition of success and failure for yourself while inviting real risk into your life.
- Territory Planning with Meghan Gill: Data-Driven Operational Cadence for Q4 & 2027 · 12 minIn this clip, Meghan Gill walks through how to build field operations that run the operational cadence on the ground, structure territories so leaders have real data to work…
- Why Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers · 1 h 13 minIn this replay, Anne Gary sits down with John McMahon and John Kaplan to reveal the blind spots in your sales process – and the coaching framework your leadership team needs…
- Why The Best Salespeople Stop Jumping (And It's Not the Money) with Sam Costello · 10 minThe war on talent isn't won by matching OTE. Sam Costello knows this and in this segment, breaks down his evolved interviewing approach -- separating stories from facts, owning…
- Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan · 36 minIn this episode, John McMahon and John Kaplan break down how to build an SKO that actually answers the question reps need answered: what do I need to do differently tomorrow?
- The Six Emotions Behind Every Buying Decision with Randy Riemersma · 9 minIn this minisode, Randy Riemersma breaks down the six emotions that influence how deals progress and explains why elite sellers know how to create urgency, build confidence, and…
- Why Proprietary Data Beats AI Software for 2x Pipeline Growth with Ann Davis · 54 minOn this episode, Ann Davis, CRO at Crunchbase, walks through how knowing which customers to pursue drives 2x pipeline growth in six months, why sellers need to stay in control of…
- The 90-Day Hiring Question Every Sales Leader Should Ask with Jason Forget · 11 minIn this clip recorded earlier this year, Jason Forget, then President and CRO of Cockroach Labs, shares the interview question he uses to uncover long-term fit, why startup…
- Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean · 60 minBrad Scott has built sales teams at Snowflake, Veza, and now Glean – three of the most different growth trajectories in tech. In this conversation, he breaks down how to hire for…
- Effective Business Planning and Weekly Accountability with Scott Rudy · 11 minIn this clip, Scott breaks down how second-line managers should coach first-line managers on weekly accountability, how to set clear expectations that cascade through the…
- Strategy That Teams Actually Execute with Dr. Chuck Bamford · 1 h 6 minDr. Chuck Bamford walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with…
- The ROI of Multi-Persona Selling with Daniel Simon · 11 minDaniel Simon shares how he worked with stakeholders across product, engineering, finance, HR, and legal teams to uncover specific use cases, quantify time savings, and build an…
- Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello · 1 h 1 minIf you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it.
- AI Selling Rewards Curiosity | Workflow Discovery with Seong Park · 10 minSeong Park, SVP of Customer Support & Services at Cursor, explains why the old model of selling certainty is giving way to curiosity, experimentation, and workflow discovery.
- The SNL Lesson on Talent and Fit with Lindsay Shookus · 11 minIn this Revenue Builders segment, Lindsay Shookus shares lessons from Saturday Night Live on cultural fit, team buy-in, trust, and performance under pressure.
- Reps Who Skip the Story Lose the Deal with Rob Potter · 50 minRob Potter, CEO of Oomnitza, joins John Kaplan and John McMahon to argue that revenue and retention run on the same fuel: story, evidence, and belief rather than pressure.
- Why Great Sellers Hold the Line in Discovery with Stuart Gwynn · 9 minIn this Revenue Builders minisode, Stuart Gwynn of MongoDB explains why the best sellers slow down in discovery, hold the line with the customer, and use disciplined…
- The Hard Moments That Build a CEO with Mark Thurmond · 1 h 0 minMark Thurmond’s path from sales rep to co-CEO of Tenable was built through consistent execution, difficult operating assignments, and crises that demanded calm before certainty…
- Where AI Is Actually Working in Revenue Teams with Alex Bilmes · 11 minIn this clip, Alex Bilmes, CEO of Endgame, joins Revenue Builders to share what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams.
- Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra · 1 h 2 minAlan Chhabra explains how Cerebras navigated the technical and political realities of working with AWS, why successful partner leaders need more than relationships, and how…
- How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais · 10 minIn this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations.
- Training for Pressure with Greg Poss · 1 h 2 minFormer professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and…
- Why Deals Die Inside the 10-Yard Line with Randy Riemersma · 10 minIn today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive…
- How Great Sales Leaders Turn Instinct Into a System with Frederik Maris · 1 h 5 minIn this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management…
- Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale · 10 minIn this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live…
- What AI Agents Mean for How You Build and Sell Software with Brian McCarthy · 12 minToday’s conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118…
- The Hidden Cost of False Velocity with Randy Riemersma · 1 h 1 minRandy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late.
- AI Is Redefining Seller Productivity with Alex Varel · 11 minIn this segment, Alex Varel shares a grounded look at how AI is already reshaping the role, from a RevOps leader training multiple agents in a single weekend to the expectation…
- How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys · 1 h 7 minJason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why…
- You Can’t Delegate Sales Early with Lou Shipley · 14 minIn this minisode, we hear from Lou Shipley, a three-time CEO, Harvard Business School professor, and author who has spent his career building and scaling venture-backed…
- Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon · 1 h 1 minDaniel Simon, Enterprise Account Executive at Glean, joins John Kaplan and John McMahon to discuss what it takes to sell AI in complex enterprise environments, why…
- High LTV Isn’t Enough: The ICP Tradeoff Leaders Miss with Dan Sperring · 11 minIn this today’s segment, Dan Sperring, founder and CEO of Align ICP, breaks down a mistake most revenue leaders make when defining their ideal customer profile.
- The Real Sale Starts After Signature | Proving Value in AI and Consumption Models with Seong Park · 1 h 2 minSeong Park, Senior Vice President of Customer Support and Services at Cursor, joins John Kaplan and John McMahon to examine how customer success has become a consultative…
- Humility & The Art of Letting Go with Doug Holladay · 17 minDoug Holladay shares a powerful personal story of forgiving someone he resented for 35 years after an unexpected encounter at a college reunion, emphasizing that forgiveness is…
- How Saturday Night Live Builds Teams That Perform Under Pressure with Lindsay Shookus · 59 minLindsay Shookus spent 20 years at Saturday Night Live, including 10 years as a producer, where every week required a team of writers, cast members, celebrity hosts, musicians…
- John McMahon on Building a Better SKO · 6 minJohn McMahon shares his perspective on how CEOs and CROs should think about SKOs, from motivating the sales force and aligning teams around company goals to delivering training…
- The Discipline Behind Nine-Figure Deals with Stuart Gwynn · 1 h 0 minStuart Gwynn, a top-performing enterprise seller at MongoDB, joins John Kaplan and John McMahon to unpack what separates disciplined enterprise execution from deal chasing.
- How the Best Sellers Think Differently with Sahir Azam · 8 minThis conversation breaks down what actually separates top enterprise sellers, from intellectual curiosity to resource orchestration, and why those traits alone aren’t enough…
- Revenue per Employee Is the New Endgame with Alex Bilmes · 59 minAlex Bilmes, CEO of Endgame, joins John Kaplan and John McMahon to discuss what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams.
- Why Consumption Pricing Makes Forecasting Harder with Devavrat Shah · 6 minIn this replay segment, Devavrat Shah explains how AI can help teams learn across cohorts, spot patterns in uneven data, and create more trust in a forecast that would otherwise…
- Training the Mind for High-Stakes Sales: How FOPO Hurts Executive Presence with Dr. Michael Gervais · 1 h 0 minDr. Michael Gervais joins John Kaplan and John McMahon to unpack FOPO, the fear of other people’s opinions, and its impact on executive presence, listening, trust, and…
