Revenue Builders

Mark Thurmond, COO of Tenable, shares his experience and advice on success, hiring powerhouse teams, leading by influence, reducing friction, simplification and communication, and the importance of data-driven decision making in sales and leadership.

Izhar Armony, a venture capitalist featured on the Forbes Midas list of top tech investors, discusses his journey from startup employee to successful VC. He highlights the importance of founder market fit, strong product market fit indicators, and the significance of collaboration in racing teams. The podcast also explores the benefits of role-switching and debriefing in a startup team, and delves into the characteristics of successful sales leaders.

In this inspiring episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Founder of Samaritan's Feet International, Manny Ohonme. Manny regales us with his life story of hope, faith, and selfless leadership that all started with a pair of shoes. Once a poor kid selling water and soda in Lagos, Nigeria, Manny worked hard to earn a basketball scholarship that became his ticket to the US. There, he devoted himself to his studies and eventually led a successful career in tech sales. Pursuing a search for greater purpose, Manny left his corporate career to establish a non-profit that would change the lives of millions around the world, one pair of shoes at a time.  Additional Resources:Support Samaritan’s Feet: https://samaritansfeet.org/Connect with Manny on LinkedIn:  https://www.linkedin.com/in/mannyohonme/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSHow basketball and a pair of shoes changed Manny's life Arriving in America and succeeding despite every obstacleDivine intervention and answering the call to serve Giving back to his community and its children with shoes Over 1.5 billion people are infected by diseases transmitted through soilGiving shoes to children, veterans, and elderly all over the worldHow a missed PR opportunity led to 1.3 million pairs of shoes and more QUOTESManny on servant leadership: "From CEOs to the president of companies to presidents of countries humble themselves to wash these people's feet. Let the greatest among you first be a servant. That's the power that Samaritan's Feet is all about."How a pair of shoes can change someone's life, says Manny: "We are able to bring people together to invest and educate those kids and now you're going to help them rebuild their home and give them a new job opportunity all began from the gift of a pair of shoes."Manny's message to people experiencing hardships: "Keep that dreaming part of you. Don't forget to keep dreaming. Because the situation gets so bad sometimes, they stop and forget to dream." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Navy SEAL combat veteran- and author of “Embrace The Suck,” Brent Gleeson. Brent talks about his journey from the finance world to the military, the traits that make a successful Navy SEAL, and how the mindsets he learned in training benefited him in his post-service business career. Brent’s formula for effective leadership includes resilience, decentralized command, and constant improvement. His mantra, “embrace the suck,” encourages leaders to do one hard thing every day and consistently push the boundaries of their comfort zone to achieve continued success. Additional Resources:Buy “Embrace The Suck:The Navy SEAL Way to an Extraordinary Life” by Brent Gleeson : https://www.amazon.com/Embrace-Suck-Navy-SEAL-Extraordinary/dp/0306846330Visit Brent’s Website: https://takingpointleadership.com/Connect with Brent on LinkedIn: https://www.linkedin.com/in/brentgleeson-takingpoint/Check out Brent’s Twitter: https://twitter.com/brentgleesonListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhat makes people resilientThe qualities that make a Navy SealPersistence, Purpose, and PassionLiving in a 3-foot worldAlways go for the opportunity to make better choicesDo something that sucks everydayPut yourself in an environment where you can perform betterFixed vs Growth MindsetsHow to spot and help 'gray men'Prepare, but don't worry about tomorrowA good leader can decentralize decision-makingLeaders need to know what motivates their peopleIf you're not failing, you're not trying hard enough QUOTESWhat makes people resilient, according to Brent: "Resilience doesn't necessarily come from people having an arduous childhood or coming from a lot of adversity necessarily. Sometimes it's chosen, sometimes it's intentional in the fact that people who chose to push the boundaries of their comfort zone and everything they choose to commit to. That builds resilience as well."Brent explains the 3-Foot World mindset: "His point was stay in your 3-foot world. Right here. Focus on what is in your span of control and only focus on that alone. It really goes into those core elements of resilience where people who are more resilient spend less time, emotion and energy on things they can't impact."Brent on training your brain to seek challenges, not comfort: "We seek comfort and pleasure naturally, as opposed to seeking pain. But when we can kind of retrain our brains and change the narrative in our mind, you naturally become more inclined to choose the harder stuff." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to five-time (2 as player and 3 as coach) Super Bowl Champion Thomas “Pepper” Johnson. Pepper shares the good and the bad of the many leadership styles he encountered while playing and coaching alongside some of football’s greatest legends in the NFL. He stresses that talent does not equal success - focus, hard work, and a team-player attitude ultimately determine your fate. Pepper’s advice for leaders: find your own voice and be comfortable in your skin. Additional Resources:America’s most trusted all-natural transdermal vitamin patch provider: https://buyb1.com/Learn how you can help reduce climate change and help rebuild the planet for future generations: https://www.breezypointenergy.com/Connect with Pepper on LinkedIn:  https://www.linkedin.com/in/pepper-johnson-3a698312/Check out Pepper’s Instagram:  https://www.instagram.com/pepj52/?hl=enFollow Pepper on Twitter: https://twitter.com/pepj52?lang=enListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSFocus on the game, not your prideBeing a leader goes beyond the gameWhy Pepper never watched ESPN while playing in the NFLLeadership lessons from Harry Carson and George MartinCarry your own weightMake sure you're ready for your turnA strong culture is passed down from one generation to the nextNever let distractions steer you away from your true potentialOne man is not bigger than the teamLeadership styles learned from Bill Parcells, Bill Belichick, and Nick SabanLeaders need to find their own voice QUOTESPepper on his legacy as an NFL player: "I really didn't realize the impact and the goals... and making my name in the league while I was playing. I really didn't see myself in that form. I was focused on doing my job and trying to win ball games as much as possible." The common trait that differentiated NFL League players from the rest, says Pepper: "Those were the guys that allowed distractions, whether it was on the football field, or it was off the football field, allowing them to not really perform the way that they should've been performing. [There were] some teammates that I've had going even back to high school that I thought really had the talent to go to college and could play in the league because I've seen guys in the league with lesser talent. But when I had a conversation with those guys that made it in the league, a little more dedication was there." Pepper's tips for leaders looking to find their own voice: "When you're trying to coach people, when you're trying to be your best, then you want to be comfortable. You don't want to feel like you have someone else's thoughts in your head. You have to make them your own." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this discussion, Chris Reisig, Operating Partner at Jungle Ventures and a seasoned five-time CRO, shares his expertise on scaling startups. He emphasizes the need to identify acute customer pain points and the balance between hiring sales talent and maintaining company culture as you grow. Chris also elaborates on the challenges of international expansion and offers crucial advice for leaders, including the importance of adaptability and never settling for less in recruitment. His insights are valuable for anyone aiming to build a thriving business culture.

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to professional golfer Dennis Walters. In 1974, Dennis was paralyzed from the waist down in an accident, an injury that could have put an end to his golfing career. But rather than give up on his dreams, he chose to ‘get a new dream.’ Through perseverance and innovation, Dennis developed an adaptive way of putting, going on to win prestigious accolades such as the Bob Jones Award, the Ben Hogan Award, and an induction to the World Golf Hall of Fame. Additional Resources:Connect with Dennis on LinkedIn: https://www.linkedin.com/in/dennis-walters-300672250/Check out The Dennis Walters Golf Show: https://www.denniswalters.com/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe injury that almost ended Dennis' golf careerHow Dennis learned to swing a club on a wheelchairPursue your dreams; if you fail, get a new oneWinning the Bob Jones Award and induction to the World Golf Hall of Fame Recognition from Ben Hogan, Jack Nicklaus, and other awards All it takes is hard work and a little help QUOTESDennis on starting the Dennis Walters Golf Show: "As I started to perform, right from the very first show, I told people how much I loved to play golf and how everyone told me it would be impossible to do. And what I was trying to do, among other things, was to show people what's possible not only in golf but life itself. I try to encourage them to do things in their life that the thought was impossible. As everyone said, golf would be impossible for me."The traits that make a successful man, says Dennis: "The only way I know how to do it is through hard work. And I think this applies to selling, it applies to how you conduct your life, it depends on how you treat others. But I think there's no substitute to hard work and perseverance. If you can put those things together, I think you can be successful at anything." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important Top Officer), the questions you need to ask, and how you should act in front of them to gain their trust and ultimately, the deal.  Additional Resources:Connect with Tony  on LinkedIn: https://www.linkedin.com/in/sellingtovito/Check out Tony’s best-selling book, Selling To VITO (The Very Important Top Officer): https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240VIsit Tony’s website: https://vitocorporatesalestraining.com/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhy do you want to sell to VITO?Sellers need to let it go or move it forwardWhat to ask and what not to ask a VITO Don't start a meeting with a personal ice-breaker Speak in the right language: VITO's language Don't be afraid to set personal expectations and a timeframe How people sell matters just as much as what they sell Question stuff that you hear, take notes, be interested not interesting Tony's rules for presenting to a VITO: say it in 3 slides QUOTESWhy salespeople waste their time talking to people with no real decision-making power, says Tony: "Most sales leadership is based on activity. Get more appointments. Get more presentations. Get more demos. Put more quotes out there. Salespeople naturally, like many of us, they take the path of least resistance."Why you should only talk about benefits and advantages to a VITO: "You're gonna be sent to the person you sound the most like. Facts, features and functions: you drop one of them, one silly acronym or product name or number or buzzword, you're done. "Tony on earning the right to sell: You sell yourself first, then you sell your company. And guess why: VITOs don't really care who you work for until they understand what you can do for them. " Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Kelly Connery, four-time Chief Revenue Officer (CRO) and current president of OE Connection, shares his sales journey and the challenges of moving up in the industry. He talks about the dynamics of leadership, from front-line managers to CROs, highlighting the importance of being selfless. The podcast also covers the benefits of having a framework for success, the realities and challenges of being a CRO, and a conversation about favorite movies, concerts, and a charity supporting fallen firefighters and police officers.

Neha Saxena, the Breathe Yogi, discusses how breathwork improves stress management and overall outcomes. Topics include the physiological sigh, toxic environments, wandering minds, sitting and breathing better, and the limitations of meditation for burnout.