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
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 Coe highlights the transformative role of AI in streamlining regulations and the importance of updating outdated IT systems.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.
Sep 18, 2025 • 1h 6min
Scaling Success: Revenue Growth and AI in Sales with John Schoenstein
In this engaging discussion, John Schoenstein, Chief Revenue Officer at Customer.io, shares his expertise in scaling sales teams from startups to enterprises. He emphasizes the importance of repeatable revenue systems and pipeline generation as essential skills for success. Schoenstein dives into leveraging data and AI to enhance sales productivity, offering practical tips for optimizing tools and ensuring pipeline hygiene. His insights into fostering a customer-centric culture and manager enablement provide valuable strategies for B2B leaders aiming for growth.
7 snips
Sep 14, 2025 • 9min
Breaking Down the Critical Role of a Manager with Scott Rudy
The discussion highlights the crucial, yet often overlooked role of first and second line managers in driving sales success. First line managers are described as the backbone of sales, facing pressures like recruiting and training. Second line leaders play a key role in coaching and supporting new managers rather than duplicating efforts. Clear job distinctions and accountability measures are necessary to prevent confusion and enhance performance. The conversation provides actionable insights to strengthen sales leadership and organization.
13 snips
Sep 11, 2025 • 1h 9min
Mission Driven Leadership with Mike Hayes
Mike Hayes, a former Navy SEAL and sales leader at Insight Partners, shares insights from his book, 'Mission Driven: The Path to a Life of Purpose.' He emphasizes aligning personal values with professional goals for fulfillment and success. The conversation delves into his journey transitioning from military to civilian life, the importance of resilience, and supporting Gold Star families through the 1162 Foundation. Hayes also highlights the critical role of self-reflection and adaptability in achieving personal growth and effective leadership.
Sep 7, 2025 • 6min
Everyone Has a Story with Doug Holladay
Explore the profound impact of vulnerability in personal and professional relationships. The conversation highlights how owning your story and fostering authentic communication can transform team dynamics. Discover the value of asking the right questions instead of just seeking answers. There's a deep dive into the effects of social media on youth and the importance of embracing imperfections. At the heart of it all, everyone has a story, and true connection lies in authenticity rather than perfection.
Sep 4, 2025 • 1h 1min
A Masterclass in Closing Big Deals with Steve Waugh
In this engaging discussion, Steve Waugh, a legendary enterprise software salesperson with a remarkable track record at companies like Blade Logic and BMC, shares his insights on closing big deals. He emphasizes the critical mindset for success, the importance of identifying champions and detractors, and how to articulate value over cost to influence executives. Steve also dives into the necessity of strong executive support and navigating internal challenges while mastering the art of building relationships, making this a goldmine for aspiring sales professionals.
Aug 31, 2025 • 8min
Demonstrating Opportunity with Your SKO
Planning impactful sales kickoffs is crucial for aligning teams with company goals. The discussion emphasizes the need for motivating sales representatives by spotlighting growth opportunities. Leaders are encouraged to craft powerful narratives that resonate with both organizational objectives and individual aspirations. Engaging sales teams effectively can drive collaboration and excellence, ensuring that their commitment to the organization feels rewarding. This approach not only energizes the team but also sets the stage for future success.
6 snips
Aug 28, 2025 • 1h 5min
Scaling Sales Operations with Meghan Gill
Meghan Gill, former Senior VP of Sales Operations at MongoDB, offers a wealth of experience guiding sales teams through rapid growth. She delves into transforming sales operations, emphasizing the role of detailed planning and effective communication. Key discussions include the importance of AI in streamlining sales tools, aligning sales with client success, and the complexities of compensation planning. Meghan provides invaluable strategies for balancing company protection and satisfying the sales organization while navigating the shift to consumption-based models.
