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
Nov 16, 2025 • 8min
Avoiding Burnout with Marcy Stoudt
Marcy Stoudt, CEO and co-founder of Revel Coach, guides leaders to dodge burnout while maintaining success. She emphasizes that leadership roles are particularly susceptible to burnout when perspective is lost. Marcy introduces the concept of living 'above the line' to create a positive mindset and encourages clearing calendar clutter. Through actionable prioritization and honest reflection, she helps listeners identify daily triggers that lead to burnout, transforming their approach to leadership and personal well-being.
Nov 13, 2025 • 1h 5min
The Power of Belief with Dean Otto
Dean Otto, an endurance athlete and author, shares his remarkable journey of survival after a cycling accident that left him with a 2% chance of walking again. He discusses the power of resilience, the importance of forgiveness, and how he formed a bond with the driver who hit him. Dean highlights the need for community support during recovery and the significance of focusing on small victories. He also explains his leadership principles, emphasizing courage and commitment, while inspiring others to overcome their challenges.
Nov 9, 2025 • 7min
Building PLG Playbooks with Dan Fougere
Dan Fougere, former head of global sales at Medallia and chief revenue officer at Datadog, dives into Product-Led Growth (PLG) and its impact on sales strategies. He argues that traditional playbooks often fail in a PLG environment and stresses the importance of understanding user behavior through usage signals like downloads. Dan also shares insights on adapting sales outreach to meet users wherever they are in their journey, using Datadog's dual sales approach as an example. Additionally, he highlights the significance of supporting veterans in his charity work.
18 snips
Nov 6, 2025 • 1h 11min
Leading from the Front: Building Credibility at your SKO
Explore the vital role of Sales Kickoff (SKO) events as more than just a gathering, focusing on how they should align with sales reps' needs. Discover practical insights on leveraging AI to enhance selling and how effective training transforms sales team performance. Learn the importance of showcasing top performers and using real-life success stories, as well as crafting compensation plans that motivate. The discussion emphasizes the necessity for frontline managers to lead effectively, ensuring that sellers are equipped with the right knowledge and skills for success.
7 snips
Nov 2, 2025 • 14min
Scaling Sales at a Startup with Chris Reisig
Chris Reisig, a five-time Chief Revenue Officer, shares his wealth of knowledge on scaling sales at startups. He emphasizes the importance of wearing multiple hats to find your ideal customer profile and highlights the necessity of prioritizing product features that address customer pain points. Reisig discusses the significance of recognizing sales patterns before hiring reps, and how founders can transition out of day-to-day selling to focus on larger visions. This insightful conversation is a must-listen for entrepreneurs aiming to grow their businesses.
5 snips
Oct 30, 2025 • 1h 5min
Creating Adaptive Sales Playbooks with Dan Fougere
Dan Fougere, a venture partner at Index Ventures and former CRO of Datadog, reveals his insights into creating adaptive sales playbooks. He emphasizes the need for flexibility in sales strategies, especially for Product-Led Growth (PLG) customers. Dan discusses scaling sales efforts and the importance of aligning outreach with customer usage signals. He outlines how AI tools can enhance sales processes and forecasting, while also stressing the significance of collaboration across teams. Additionally, Dan shares his philanthropic efforts, highlighting the importance of giving back.
Oct 26, 2025 • 7min
Owning the Recruiting Process with Andy Price
Andy Price, a seasoned recruiting executive with over 30 years of experience, emphasizes the necessity for sales leaders to take charge of the recruiting process. He discusses the dangers of delegating hiring to HR and advocates for building an internal talent acquisition team. Price highlights how poor recruiting can lead to inconsistent sales talent and wasted resources. He also shares insights on the importance of a leader's network in attracting top talent and how strong leadership directly influences team success.
17 snips
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.
62 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.
