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
May 16, 2024 • 1h 2min
Why I Shutdown My Startup
Engineer turned software sales professional, Guilherme Stetelle Martins, discusses his journey from startup founder to shutdown in early 2024. He emphasizes the importance of self-reflection, understanding motivations, and the distinction between being a patriot and mercenary in entrepreneurship. Topics include the impact of slow versus fast success on character, transparency in startup challenges, and the value of perseverance and humility.
May 12, 2024 • 8min
Cold Calling and Objections with Leslie Venetz
Leslie Venetz, an expert in outbound sales strategies, shares insights on handling objections in cold calling. She introduces the 3 C's framework - Curiosity, Conversation, and Conclusion, emphasizing the importance of understanding objections. Discover practical tips for sales success in this dynamic conversation.
May 9, 2024 • 22min
Moving Into Sales Leadership Roles
Guests Tammy Sexton, Carl Cross, and Terry Trip share insights on transitioning into sales leadership roles. Topics include moving from rep to first-line manager, evolving into second-line leadership, and stepping into the CRO role at a startup. They discuss the importance of coaching, strategic thinking, and building relationships within the team for success in sales leadership positions.
May 5, 2024 • 14min
When You Should Focus on PLG with Alex Bilmes
Founder and CEO of Endgame, Alex Bilmes, discusses product-led growth with insights on product suitability, ideal customer profile assessment, and the intersection of sales strategies. Topics include transformative products, user behavior analysis for sales segmentation, and strategies for transitioning to product-led growth.
May 2, 2024 • 1h 5min
Scars of Knowledge from a Serial Entrepreneur
Guest Sean Burke shares insights on mergers & acquisitions, product-market fit, managing cash flow, and sales strategies. Key topics include sales lessons from Mark Cuban, building trust in sales, and strategies for improving sales performance and forecasting.
Apr 28, 2024 • 7min
Emotionally Connecting with Your Buyers with Richard Rivera
Veteran sales leader and author Richard Rivera discusses the buyer decision path, emphasizing the need to disarm the survival instincts of buyers before engaging their thrive state and intellectual brain. Emotionally connecting with buyers is crucial for successful sales outcomes, with a focus on prioritizing emotional connection over intellectual engagement in sales strategies.
Apr 25, 2024 • 1h 2min
Behind the Deal: A Perspective from an Economic Buyer
Learn from CIO Carl Froggett and Sales Director Joe Lynch about selling to economic buyers in the tech industry. Carl emphasizes the importance of understanding business needs, while Joe stresses the value of tailored value propositions. They discuss forming genuine partnerships, navigating sales processes in global banks, and Deep Instinct's threat prevention technology.
Apr 21, 2024 • 8min
Decision Criteria with Anne Gary
Anne Gary, an expert in aligning decision criteria with product differentiation in sales, joins John McMahon and John Kaplan to discuss navigating decision criteria, aligning product differentiators, and managing scope creep in sales. They highlight the importance of clarifying distinctions in customer conversations, identifying decision influencers, and formalizing criteria to avoid ambiguity. Failing to define criteria rigorously can lead to irreversible setbacks, as seen in failed Proof of Value scenarios.
4 snips
Apr 18, 2024 • 59min
Growing in B2B Sales: Common Mistakes to Avoid with Monica Stewart
Highly sought-after go-to-market consultant Monica Stewart discusses common mistakes in B2B sales for startups, emphasizing the importance of targeting ideal customer profiles, lead channels, and net dollar retention metrics. She highlights the need for founders to be open to change, prioritize post-sale processes, and narrow their focus for long-term success.
Apr 14, 2024 • 7min
Do Your Teams Know the Strategy? with Chuck Bamford
Renowned author and business strategist Chuck Bamford discusses the critical issue of aligning corporate strategy throughout organizations, highlighting pitfalls like lack of relevance for employees, annual strategy setting, activity alignment, and misaligned incentives. Success lies in effective communication and aligning goals at all levels.
