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
Dec 7, 2025 • 9min
Helping People Thrive in Your Organization
In this enlightening discussion, Susan Lucia Annunzio, CEO of the Center for High Performance and author, shares insights from her pioneering study on what drives sustainable, profitable growth. She emphasizes that treating employees well is the key differentiator for success. The concept of 'Return on Brainpower' highlights how organizations can boost performance when they empower smart individuals to think independently. Annunzio also explores how shifting from transactional management to transformational leadership fosters innovation and unlocks potential in the workforce.
12 snips
Nov 30, 2025 • 12min
Success Doesn't Happen in Isolation
Dean Otto shares his incredible journey from a near-fatal cycling accident to running a half-marathon against overwhelming odds. His story emphasizes the power of forgiveness, as he had already forgiven the driver before they met. The unexpected bond formed with the driver and the neurosurgeon led to a commitment to train together. Dean's viral story highlights the importance of community in overcoming adversity. This segment is a powerful reminder that resilience and success are built through connection, not isolation.
Nov 27, 2025 • 3min
Thank you Leave Us a Review
The hosts express heartfelt gratitude to their growing audience and celebrate the spirit of Thanksgiving. They discuss the importance of listener reviews in shaping future content and share light anecdotes to keep things entertaining. As the year draws to a close, they encourage listeners to finish strong, regardless of any challenges faced. A dash of humor about boating adds a personal touch to their reflections. Tune in for a blend of community spirit and motivation!
45 snips
Nov 20, 2025 • 1h 10min
Rewind: Leading Authentically with Doug Holladay
Doug Holladay, founder of PathNorth and author of Rethinking Success, discusses his unconventional career and the importance of authentic leadership. He emphasizes the need for vulnerability and gratitude, exploring how personal narratives shape our paths. Doug offers practical exercises to uncover purpose, advocates for balancing financial success with meaningful relationships, and underscores how challenges can help us find clarity. He also shares insights on fostering empathy and maintaining humility as pivotal traits in leadership.
6 snips
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.
8 snips
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.
