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 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.
8 snips
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.
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.
16 snips
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.
