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 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
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
Episodes
Mentioned books
Oct 23, 2025 • 1h 7min
Leadership, Generational Insights, and the Power of People with Susan Lucia Annunzio
Susan Lucia Annunzio, known as the 'CEO Whisperer' and President of the Center for High Performance, dives into impactful leadership strategies. She highlights the vital role of treating employees well and leveraging their brainpower for sustainable growth. Annunzio also discusses generational dynamics, particularly focusing on Gen Z's unique workplace needs. By fostering understanding and creating supportive environments, leaders can harness the strengths of all generations, driving innovation and accountability for lasting success.
Oct 19, 2025 • 15min
Champions and a Bias for Action with Richard Rivera
In a fascinating discussion, Richard Rivera, a veteran sales leader and author of The Champion Cell, explores the critical concept of bias for action among sales champions. He reveals four champion types: Complacent, Teaser, Protector, and Transformer, and shares strategies for effectively engaging each. Rivera emphasizes the importance of champions not just having influence but actively supporting sales efforts. Discover how innovation appreciation and action bias define these champions and how to navigate their tendencies for successful deals.
12 snips
Oct 16, 2025 • 1h 7min
Driving Sales Behavior with Effective Compensation Plans with Jose Fernandez
Jose Fernandez, co-founder of EasyComp and former sales ops leader at MongoDB and Google, explores the art of sales compensation plans. He reveals how well-designed incentives can drive seller behavior and align with company strategy. From simplifying plans to the importance of clarity, he emphasizes the need for actionable and motivational structures. Jose discusses the challenges of consumption-based models and shares tech tools for real-time visibility in compensation. His insights can transform how organizations motivate sales teams and boost productivity.
Oct 12, 2025 • 10min
The Negativity Bias with Pouli
Joining the discussion is Jim Pouliopoulos, a sales management facilitator and author known for his insightful work on well-being. He sheds light on the negativity bias, a hardwired human tendency that skews our perception towards the negative—a trait rooted in evolutionary survival. Jim emphasizes how this bias impacts sales people, fostering self-doubt and fear of rejection. He offers practical strategies to combat this inclination, stressing the importance of focusing on the sales process and approaching interactions with empathy.
32 snips
Oct 9, 2025 • 1h 10min
The Power of Gratitude: An In-Depth Discussion with J. Douglas Holladay
J. Douglas Holladay, Founder & CEO of PathNorth and author of 'Rethinking Success', dives into the transformative power of gratitude. He discusses its neuroscience, emphasizing that gratitude reshapes the brain and serves as a practice to enhance well-being. Doug shares practical tips for cultivating gratitude daily, highlights the importance of facing one's inner demons, and the role of solitude in self-reflection. He also explores how reframing past pain can lead to growth, creating meaningful connections through heartfelt letters and appreciation.
9 snips
Oct 5, 2025 • 10min
Preparing for the EB Meeting with Anne Gary
Anne Gary, a seasoned sales and go-to-market leader with a rich history at PTC, shares her expertise on preparing for Economic Buyer meetings. She emphasizes the importance of thorough research to avoid wasted time in sales meetings. Anne discusses how to differentiate as a true business partner by uncovering unconsidered issues. She also highlights aligning solutions with corporate goals and individual KPIs. Furthermore, Anne encourages quantifying existing pain points to showcase potential positive outcomes, and stresses the significance of a confident preliminary ROI before discussions.
Oct 2, 2025 • 1h 8min
Resilience in Sales Leadership: Steve Garraty's Journey from Cancer Survivor to Successful Leader
Steve Garraty, a tech sales leader and author, shares his powerful journey from cancer survival to a thriving career in sales. He reflects on how his early diagnosis at 18 reshaped his life, emphasizing themes of resilience, empathy, and gratitude. Steve discusses the mental and physical challenges during chemotherapy and how these experiences inform his leadership style today. He offers valuable advice for those facing hardships and highlights the significance of relationships and presence in overcoming adversity.
Sep 28, 2025 • 7min
Intention and Delegation with Tom Heiser
Explore the dangers of false empowerment in leadership, where leaders hold answers while claiming to foster independence. Discover the contrast between transactional and transformational leadership, emphasizing accountability and growth. Learn how military principles like Commander's Intent can inspire teams while allowing creativity. Understand that over-measurement can paralyze performance, and recognize the diverse needs of team members—some thrive on autonomy, while others require clear guidance. This conversation is packed with insights for empowering effective leadership.
Sep 25, 2025 • 1h 1min
Navigating Energy Challenges and Innovations with Carl Coe
Carl Coe, Chief of Staff to the U.S. Secretary of Energy, shares insights from his journey in high-growth tech and his pivotal role at DOE. He discusses the urgent need to double U.S. power capacity and explores innovative solutions through nuclear and renewable resources. Coe highlights the transformative role of AI in streamlining regulations and the importance of updating outdated IT systems. He also emphasizes the need for workforce revival in trades and the significance of industry partnerships with national labs to keep pace with global challenges.
7 snips
Sep 21, 2025 • 8min
Building an Operational Cadence with Meghan Gill
In a compelling discussion, Meghan Gill highlights the importance of cleaning reporting to build trust in sales operations. She emphasizes establishing a management cadence that promotes consistency and peak performance, akin to a championship sports team. The conversation delves into the different operational focuses of frontline managers and leadership teams, and the role of weekly metric reviews in fostering accountability. This insightful talk showcases how effective RevOps can drive long-term success and empower organizations.
