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
Aug 7, 2025 • 1h 12min
Spotting the Will to Work Hard with Carsten Neuhaus
Carsten Neuhaus, the European Tennis Promotion Manager at YONEX, shares fascinating insights from his career in scouting talent across Europe. He emphasizes the importance of long-term commitment and the qualities that set champions apart, like resilience and coachability. Carsten discusses the balance between data and intuition in recruitment, the challenges of supporting young athletes, and the responsibility that comes with nurturing their potential. He also reflects on the intersection of sports branding and personal growth, offering a unique perspective on success.
Aug 3, 2025 • 7min
What Top Performers Do with Eric Erston
Discover the secrets that differentiate top-performing sales teams from the rest. Eric Erston emphasizes the critical need for laser focus and a clear understanding of customer personas. He shares how structured metrics and disciplined processes drive success. Learn why recognizing the human element behind professional personas is crucial. Gain insights into leveraging modern tools for deeper research into decision-makers' motivations. This conversation is a treasure trove for anyone aiming to enhance their sales strategies and effectiveness.
8 snips
Jul 31, 2025 • 1h 10min
The Power of a Playbook with Steve McCluskey
Steve McCluskey brings a wealth of experience from IBM and various leadership roles in tech to discuss data-driven sales leadership. He emphasizes the importance of a foundational playbook before diving into metrics. Steve highlights the need to balance activity with outcomes and introduces the 'Magnificent Seven' principle for coaching. He also stresses creating a simple operating rhythm and adapting strategies to the buyer's journey, all while ensuring managers understand accountability in metrics to drive performance.
Jul 27, 2025 • 6min
Streamlining Internal Processes
Explore how Shopify has revolutionized its internal structure with industry-specific pods. This innovative approach aligns sales, engineering, and marketing teams towards shared customer goals. Learn from Bobby Morrison how these pods enhance collaboration and reduce internal friction, leading to greater efficiency and accountability. The discussion also highlights the shift from siloed roles, showcasing how this model fosters seamless execution and improves customer satisfaction.
17 snips
Jul 24, 2025 • 1h 6min
The Critical Role of Sales Managers in Driving Growth with Scott Rudy
Scott Rudy, a three-time Chief Revenue Officer now at Zywave and a former U.S. Army commander, shares his insights on the critical role of sales managers in driving growth. He highlights the importance of defining success profiles, effective coaching, and nurturing company culture. Scott discusses challenges faced by first-line managers and emphasizes accountability in hiring and retention practices. With personal anecdotes, he illustrates how cultivating an ownership mindset within sales teams can transform performance and enhance organizational success.
7 snips
Jul 20, 2025 • 13min
Selling to the CFO with Michael Cremen
In this engaging discussion, Michael Cremen, Chief Sales Officer at Elastic, emphasizes the pivotal role CFOs play in sales deals during uncertain times. He explores strategies for early CFO engagement, stressing the importance of asking tough questions and leveraging internal champions. Cremen also reveals how sales professionals can effectively compare their cost justifications against competing initiatives. The conversation highlights the need for strategic language that clearly articulates value, crucial for navigating financial discussions and securing deals.
14 snips
Jul 17, 2025 • 1h 9min
The Role of Emotional Intelligence and Authentic Leadership in B2B Sales with John True
John True, General Partner at Cultivation Capital and an Operating Executive at Insight Partners, dives into the critical role of emotional intelligence in B2B sales. He emphasizes the importance of active listening, self-awareness, and authentic curiosity to foster deeper client relationships. The discussion also touches on the challenges posed by digital interactions, the need for vulnerability in leadership, and the evolving landscape of AI in sales. True shares valuable insights on navigating career paths and the balance between science and art in effective sales leadership.
7 snips
Jul 13, 2025 • 6min
Finding the Right Role
Discover networking strategies that go beyond traditional job hunting techniques. Learn about the importance of energy management and how understanding what energizes you can change your job search. Find out why a lower title at a more reputable company can lead to better long-term growth. Marcy shares insights on the power of mindset in career transitions and stresses the need to differentiate between opportunities and positions. Tune in for practical tips to align your career with your values!
10 snips
Jul 10, 2025 • 1h 1min
Achieving Excellence in Leadership with Kara Gilbert
Kara Gilbert, an executive coach with a rich background in Fortune 500 companies and high-growth startups, discusses the nuances of leadership. She highlights the importance of aligning personal values with professional goals and the transformative power of feedback. Kara emphasizes empathetic listening and self-reflection as key tools for leaders. She also addresses challenges faced by first-time managers and shares insights on balance between personal well-being and professional responsibilities, urging leaders to embrace vulnerability and accountability for growth.
7 snips
Jul 6, 2025 • 7min
Adaptability and Coachability
Adaptability is a vital strength in today's fast-changing job market, yet many view it as a weakness. The discussion emphasizes the evolving perception of career mobility, where job-hopping is now common. Trust issues can hinder coaching, as some fear revealing their knowledge gaps. There's a strong link between being coachable and having the courage to embrace feedback, which can unlock potential. Curiosity is also highlighted as a crucial driver for personal and professional growth.
