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
7 snips
Jun 1, 2025 • 14min
Scaling Sales at a Startup with Chris Reisig
Chris Reisig, a five-time Chief Revenue Officer, shares his expertise in scaling sales for early-stage tech companies. He emphasizes the necessity of wearing multiple hats in a startup, blending sales and product management. Chris discusses the importance of identifying customer pain points and how they guide product development. He also highlights recognizing patterns in sales discussions as vital for growth. Moreover, he explains the shift from founder-led sales to building efficient sales teams, focusing on delegation and actionable planning.
38 snips
May 29, 2025 • 1h 6min
Maximizing Sales Success with Chris Scanlan
Chris Scanlan, Chief Revenue Officer at HUMAN, shares his wealth of experience in cybersecurity and sales leadership. He emphasizes the critical role of defining an ideal candidate profile to align talent with market needs. Chris discusses the significance of structured sales enablement and continuous training for adapting to market changes. He also highlights the importance of open communication around bad news and fostering discipline within teams for success. With practical insights, he provides a roadmap for building high-performing sales organizations.
6 snips
May 25, 2025 • 8min
Taking Care of Yourself as a Leader with Tony Marino
The conversation delves into the critical role of self-care for leaders facing immense pressure. Tony Marino emphasizes that achieving peak performance is akin to elite athletes, requiring attention to diet, sleep, and stress management. He advocates for daily personal time to recharge, asserting that neglecting self-care negatively impacts decision-making and team dynamics. The discussion also touches on the importance of recognizing burnout signs early and managing time effectively to avoid falling into the 'just need more time' trap.
10 snips
May 22, 2025 • 1h 7min
Blockchain: The Future of Finance with Matt Maloney
Matt Maloney, SVP of Global Sales at Fireblocks, shares his journey into the cryptocurrency landscape, emphasizing its potential to transform finance. He discusses the role of stablecoins and the importance of blockchain security, especially after incidents like the Bybit hack. Matt also highlights the need for adaptable, coachable sales teams in emerging markets and the significance of traditional sales disciplines. With insights from the influential book 'Inside the Tornado,' he underlines strategic decision-making and the necessity to understand customer needs in this evolving financial sector.
5 snips
May 18, 2025 • 8min
Champions and Procurement with Marcello Gallo
Marcello Gallo dives into the crucial interplay of champions and procurement in enterprise sales. He emphasizes the need for champions to actively advocate and engage during the procurement process, rather than retreating. Gallo highlights that elite sellers take full ownership of their deals, dismissing excuses about delays. Understanding the consequences of unresolved issues is vital for persuading stakeholders. Ultimately, true champions must hold power, creating a partnership that elevates the selling process.
19 snips
May 15, 2025 • 1h 8min
Scaling High-Growth Sales Organizations with George Mogannam
George Mogannam, the CRO at Celigo, shares his wealth of experience in scaling high-growth sales organizations. He discusses the common challenges startups face and the critical role of hiring the right salespeople. George emphasizes the importance of structured onboarding, continuous enablement, and effective communication across departments. He draws parallels between athletic routines and business leadership, highlighting how structure can enhance team cohesion. Additionally, he explores the urgent need for timely hiring and the hidden costs of delays in building an effective sales team.
6 snips
May 11, 2025 • 9min
Process Builds Speed with John Rowell
John Rowell shares how meticulous preparation transforms the sales game. He emphasizes the importance of understanding a buyer's needs before making a call, turning cold outreach into warm connections. Effective prep builds trust, allowing for authentic conversations. By comparing sales to elite athletics, Rowell highlights that top performers obsessively prepare to hit their targets. The podcast underscores how a structured approach enhances efficiency and confidence, leading to meaningful relationships in sales and entrepreneurship.
8 snips
May 8, 2025 • 1h 8min
Embracing the Work of Resilient Leadership with Tony Marino
In this engaging discussion, Tony Marino, a seasoned executive coach and former CHRO at Fiserv, shares insights on resilient leadership. He highlights the parallels between sports and business, advocating for a 'corporate athlete' mindset. Marino emphasizes the importance of self-awareness, prioritizing key tasks, and maintaining physical and mental health to prevent burnout. He also dives into the transformative power of feedback and navigating team dynamics, stressing the necessity for well-rounded leaders skilled in various critical areas.
7 snips
May 4, 2025 • 8min
Surrounding Yourself with a Great Team with Matt Nolan
Matt Nolan, the CRO of Redwood Software, shares valuable insights from his journey scaling a revenue organization past $200M. He discusses the crucial shift from being a deal-maker to a system-builder and how to navigate the complexities of cultural integration post-acquisition. Matt highlights the importance of authentic leadership in building trust and emphasizes that understanding existing cultures is key when implementing new strategies. He also touches on the challenge of balancing learning with initiating change as a new leader.
26 snips
May 1, 2025 • 1h 10min
Scaling High-Growth Companies with Marcello Gallo
Marcello Gallo, Chief Revenue Officer at Sigma Computing with over 20 years in enterprise sales, shares his unconventional journey into sales. He emphasizes the importance of structure and mentorship in driving revenue growth. The conversation dives into transitioning from technical roles to sales, underscoring the need for a deep understanding of customer needs. Marcello discusses the role of effective communication in navigating complex sales processes and highlights the significance of a growth mindset and aligning with product-market fit for sustainable success.
