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.
Don't just listen to podcasts. Learn from them with transcripts, summaries, and chapters for every episode. Skim, search, and bookmark insights. Learn more
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. ...
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 ...
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 transacti...
Carl Coe, Chief of Staff for the US Secretary of Energy, shares his unique career path from a sales rep to his influential government role. He outlines the urgent need to double the nation's power capacity by addressing stagnant infrastructure, over-regulation, and the race against global competitors in AI and energy. The episode highlights DOE's efforts in IT modernization, AI integration, diversifying energy sources, and reforming the education system to cultivate a future workforce for vital manufacturing and infrastructure projects.
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 ...
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 system...
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 foreca...
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. Mi...
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...
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. Additional...
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/Q02SpNpS0 Ultimate Sa...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales operations in scaling a company from $100 million to a multi-billion-dollar enterprise. Drawing on her 15 years at MongoDB, Megan shares valuable insights on evolving RevOps functions, the complexities of comp planning, the integration of AI in sales, and the importance of maintaining a robust management operating rhythm. The conversation covers a bre...
In this short segment of the Revenue Builders Podcast, Kara Gilbert, executive coach, startup advisor, and former Chief People Officer at Turbonomic, unpacks the transformative role of coaching—not as a remedial tool, but as an accelerator for growth, leadership, and personal clarity. She explains how elite performers unlock their potential by pausing, reflecting, and holding themselves accountable. From processing feedback to balancing life trade-offs as a working executive, Kara reveals how le...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Heiser, a distinguished technology chairman, CEO, and board director with extensive leadership experience. The episode delves into Heiser's career journey from a sales trainee at EMC Corporation to leadership roles in multiple private equity-backed companies. Key topics discussed include the importance of empowerment in leadership, the value of persistence and adaptability, self-awareness, and t...
In this short segment of the Revenue Builders Podcast, we revisit the discussion with John True, General Partner at Cultivation Capital, to explore the critical role of emotional intelligence (EQ) in sales leadership. From reading the room to eliminating partial listening, John shares insights on why understanding personal and professional wins is as important as the deal itself. He reveals why active listening is a lost art, how group interviews can reveal a candidate’s EQ, and why being fully ...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these...
In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with Joe Eskenazi, CRO at Kong Inc. They discuss how vital it is for salespeople to be prepared to reduce stress and build trust with clients. Joe shares personal experiences from his early sales career, emphasizing the need for genuine conversations over mechanical responses. He outlines various training exercises and strategies for developing a high-pe...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Carsten Neuhaus, a European Tennis Promotion Manager at YONEX. Carsten shares his extensive experience in scouting and recruiting tennis talent across Europe, drawing parallels between identifying potential in sports and business. He discusses the importance of long-term commitment in recruitment, the role of intuition, intangibles such as champion attitude and coachability, and the challenges of su...
In this short segment of the Revenue Builders Podcast, we revisit the discussion with veteran sales leader and CRO of RegScale, Eric Erston, to unpack what truly sets top-performing sales teams apart. From the importance of laser focus and understanding your ideal customer persona to evolving qualification strategies and leveraging modern tools to decode human motivation — Eric shares hard-won wisdom from decades in enterprise sales and leadership. Whether you're a rep or a revenue leader, this ...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-driven sales leadership. They discuss why a foundational "playbook" is crucial before implementing metrics, how to balance activity with accomplishment, and the importance of creating a simple, effective operating rhythm. Drawing on extensive experience, Steve shares practical examples, like the "Magnificent Seven" principle, to illustrate how leaders c...
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational "pod structure" they've adopted to align cross-functional teams more closely with customer outcomes. Drawing on lessons from his tenure at Microsoft, Morrison explains how Shopify’s industry-specific pods streamline collaboration across sales, solution engineers, marketing, and customer success—leading to improved speed, accountability, and custome...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to discuss the pivotal role of first and second-line sales managers in sales performance and company growth. They explore topics ranging from the importance of having a clear position and success profiles, recruiting and developing talent, and creating a nurturing company culture. Personal anecdotes and industry insights provide a comprehensive view on...
In this episode of The Revenue Builders Podcast, hosts John McMahon and John Kaplan dive deep into the critical role of the CFO in sales deals, especially in uncertain times. Joined by Elastic's Chief Sales Officer, Michael Cremen, the discussion revolves around the importance of understanding and addressing the CFO factor, failing fast, and asking the hard questions. The episode provides valuable insights for sales professionals on navigating financial implications, engaging champions effective...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emotional quotient (EQ) and authentic leadership in B2B sales. They discuss the critical skills required for reading the room, active listening, self-awareness, and authentic curiosity. John True shares insights on assessing EQ in sales leaders, the importance of vulnerability and genuine interest in helping others succeed, and the evolving landscape of...
In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Marcy Stoudt, CEO and partner at Revel Search and Revel Coach. Marcy shares actionable advice on networking with intention, understanding energy management, and distinguishing between opportunity and position when evaluating career moves. Whether you're a leader, sales professional, or someone navigating a career transition, Marcy's insights will help you approach networking and interviewing with th...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Kara Gilbert, a seasoned executive coach with extensive experience in Fortune 500 companies and high-growth startups. Kara shares her insights on the key themes and strategies that emerge during her coaching sessions with high-achieving executives. She emphasizes the importance of aligning personal values with professional goals, the power of conscious leadership, and the pivotal role of feedback an...
John McMahon and John Kaplan discuss how many mistakenly view adaptability as a weakness, exploring why some professionals resist change, often masking discomfort with trust issues or micromanagement claims. They highlight that true career growth requires both coachability and the courage to act on feedback, preventing individuals from protecting their comfort zones instead of reaching full potential. The hosts emphasize the importance of curiosity and how leaders must recognize and manage employees' underlying resistance to foster a culture of continuous development.
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuitio...
In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, a...
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares...
