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 24, 2025 • 5min
Conscious Leadership and Coaching with Kara Gilbert
Discover the transformative power of coaching as an accelerator for growth and leadership. Kara Gilbert highlights the importance of pausing for clarity in both personal and professional life. She emphasizes accountability and the role of check-ins in facilitating real progress. Learn how to effectively process feedback and make life trade-offs that prioritize what truly matters. Owning one’s story and embracing vulnerability are presented as vital elements for impactful leadership and meaningful relationships.
Aug 21, 2025 • 1h 3min
Empowering Leadership: Persistence, Adaptability, and Self-Awareness with Tom Heiser
Tom Heiser, a seasoned technology executive with impressive leadership experience, shares his insights on empowerment and authenticity in leadership. He emphasizes the importance of persistence and adaptability in navigating career challenges. Heiser also discusses the concept of 'commander's intent' and the critical role self-awareness plays in effective management. Drawing from his journey from sales trainee to CEO, he reflects on the value of mentorship and emotional intelligence in fostering team growth and resilience.
Aug 17, 2025 • 8min
Listening, Engaging and Winning with John True
Join John True, General Partner at Cultivation Capital, as he dives into the transformative power of emotional intelligence (EQ) in sales leadership. He stresses that understanding personal and professional wins is fundamental to influence. Active listening, note-taking, and reading the room are highlighted as essential skills that set elite salespeople apart. John also discusses how group interviews can unveil a candidate's EQ and the importance of being fully present to enhance communication and leadership effectiveness.
Aug 14, 2025 • 1h 6min
Mastering Asia-Pacific Market Entry with Andrew Robert Clark
In this discussion, Andy Clark, a skilled sales leader and founder of Asia Revenue Catalyst, shares his journey from a life-changing injury to mastering the Japanese market. He highlights the complexities of entering the Asia-Pacific region, emphasizing the need for local strategies and cultural understanding. Andy discusses the importance of hiring local talent and forming joint ventures while steering clear of common pitfalls. His insights provide valuable guidance for businesses aiming for long-term success in this diverse landscape.
Aug 10, 2025 • 9min
Preparing and Developing Reps with Joe Eskenazi
Joe Eskenazi, the Chief Revenue Officer at Kong Inc., shares insights from his extensive sales career, emphasizing the transformative power of preparation. He discusses how being well-prepared reduces stress and fosters trust with clients. Authenticity emerges as a key theme, with Joe advocating for genuine conversations over mechanical responses. The conversation dives into effective coaching strategies and personal development, highlighting how thorough preparation can turn pressure into confidence, ultimately enhancing sales performance.
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.
4 snips
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.
24 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.
