In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to mental performance coach Greg Poss. Greg, who played professional Hockey and later on went to make a name for himself as coach, talks about tapping into your higher brain in a consistent manner to achieve success. Greg describes a state of higher energy, where you are able to shut down your fear centers in favor of higher brain functions. He also talks about valuing the process as the most important reward, whi...
Jun 30, 2022•1 hr
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Anne Gary, Director at Force Management. With several sales management roles under her belt, Anne knows a thing or two about building and operating large complex sales organizations from scratch, resulting in closing multi-million dollar sales. Anne talks about her journey from engineer to sales leader, the value of understanding a company’s political landscape, and how to identify and cultivate potential in pe...
Jun 23, 2022•1 hr 3 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Sahir Azam, Chief Product Officer of MongoDB. Sahir shares his insight gained working in the intersection of product and go-to-market teams. Sahir also touches on creating synergy between pre-sales and sales teams, and the need to balance innovation and solving actual customer problems. Additional Resources: Connect With Sahir Azam on LinkedIn | https://www.linkedin.com/in/sahirazam Donate to The Jed Foundation...
Jun 16, 2022•1 hr 25 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Hollie Castro. The Chief Human Resources Officer & SVP, ESG for Yeti, talks about how the company overcame the incredible challenges that they faced during the height of the COVID-19 pandemic. Hollie shares her perspective on how workforce needs have changed post-COVID, as well as how the increasing need to attract Millennial and Gen Z hires calls for a new approach to culture and expectations. She offers h...
Jun 09, 2022•1 hr 7 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Hanlon, an experienced sales leader on all things leadership, from being coachable, to taking on a new VP of sales role. Hanlon talks about key learnings you can gain from past failures and the top traits that all good leaders possess. Digging deeper, Hanlon shares one key thing that good leaders can’t have, if they want to do their job effectively. Additional Resources: Connect With John Hanlon on LinkedI...
Jun 02, 2022•58 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Jeremy Duggan, a veteran sales leader who helped build AppDynamics into a juggernaut before it was acquired by Cisco for $3.7 billion. From recruitment and retention all the way to creating revenue, Jeremy knows how to lead and provides a proven formula for success that includes caring about your people and using data effectively. Additional Resources: Donate to Save the Children | https://www.savethechildren.o...
May 26, 2022•1 hr
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to the Executive Vice President and Chief Marketing Officer at UPS, Kevin Warren. Kevin takes us through his journey in business, starting from his time as a salesperson in Xerox to where he is now at UPS. Kevin talks about constant improvement and ensuring that you are learning new things to keep up with dynamic markets. He applies this mantra even at UPS, where he took on the enormous challenge of elevating the ...
May 19, 2022•1 hr 12 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to author, entrepreneur, public speaker, and sales leader Maury Rogow. Maury talks about using powerful storytelling techniques in the context of sales, and how marketing and sales teams should be working together seamlessly to attract and convert customers. Maury also takes us into the story of how he got into Hollywood and how he transformed himself from the kid who couldn’t raise his hands in school to a capabl...
May 12, 2022•1 hr
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk through their experiences with recruiting talent, and why many companies often stumble in this fundamental step. Your employees are the lifeblood of your business, and to be successful, you need to hire the right people. In this era of mass resignations and global hiring, business leaders and interviewers need to hone in on the characteristics, skill sets and knowledge of what will make sales talent successful in ...
May 05, 2022•38 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to veteran recruiter, Chad Peets. As a Managing Director of Sutter Hill Ventures, Chad is responsible for building the go-to-market teams globally for their portfolio companies. Chad talks about his process for recruiting, particularly for the CEO and CRO roles. Having been in the recruitment industry for more than two decades, Chad shares his expertise on which qualities to look out for in candidates in order to ...
Apr 28, 2022•53 min
On this episode of the Revenue Builders podcast, John McMahon and John Kaplan talk to veteran football coach JD Brookhart. JD has led an interesting life, working as a coach for the Denver Broncos and several college football teams. He coached the Akron Zips to their first MAC Championship Title in 2005 and brought the team to their first collegiate bowl as a Division One program. Beyond his life in football, JD also earned accolades as a salesperson during his time with Xerox and is now a manag...
Apr 21, 2022•1 hr 1 min
Few can understand what happens in a war unless you’ve been in the middle of one. Often the lessons that come after the homecoming are some of the toughest to learn. The moral injuries that our veterans face often go unnoticed and untreated. That’s what sparked Sgt. Anthony Anderson’s walk from Wisconsin to California featured in the Almost Sunrise Documentary. In this episode of the Revenue Builders podcast, Anthony talks about his own lessons learned and how those leading companies can support...
Apr 14, 2022•1 hr 18 min
HIGHLIGHTS How a business travel company survived COVID-19 lockdowns Achieving growth and pivoting in a time of crisis Using content to drive brand recognition and revenue on a budget Discussions about Product-Led Growth Always try to find out how and why your customers are buying Biggest challenges over the last two years for a CMO We need to create second-line leaders Look for problem solvers, not victims Donate to Ukraine QUOTES Kaplan : "Everybody's boat went down at the same time. Around th...
Apr 07, 2022•1 hr
In this episode of the Revenue Builders podcast, Kaplan and McMahon talk to Mike McSally, a recognized and accomplished business leader with deep expertise in aligning people, operations and technology. Mike, who spent more than 30 years with Allegis Group, talks about the current state of recruitment and the situations that are causing the problems hounding the industry. Mike also shares practical tips for job seekers looking to stand out and not get lost in the shuffle of resumes. HIGHLIGHTS S...
Mar 31, 2022•1 hr 3 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to established sales leader and current President of Lacework, Andy Byron. Andy gives actionable advice for scaling sales organizations, especially in defining your ideal customer profile. HIGHLIGHTS The prerequisites of scaling a sales organization How to define your ideal customer profile Are geographic territories still relevant? Challenges of the Chief Revenue Officer role Founding CEOs aren't always the best ...
Mar 24, 2022•1 hr 1 min
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Managing Director of Madrona Venture Group Hope Cochran. Hope serves on the board of three public companies, Hasbro, Inc, MongoDB and NewRelic. She is the former CFO of King Digital, the developer behind the phenomenal game Candy Crush. She is also the co-chair of OnBoarding Women, an organization that supports talented accomplished women in their journey to the boardroom. Website: https://onboardingwomen.org/....
Mar 17, 2022•1 hr
We kick off the inaugural episode of the Revenue Builders podcast with a short conversation featuring our hosts John McMahon and John Kaplan. Both have been there, done that when it comes to sales leadership. John Kaplan is the President and Managing Partner of Force Management and John McMahon is a five-time CRO and the author of the bestselling book The Qualified Sales Leader. QUOTES John MacMahon : "I find that there's no common question, but there's a common thread. And the common thread is ...
Feb 15, 2022•22 min
