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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.

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33 episodes
a few times a week
Avg 34 min
English

Episodes 33

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Sunday · 9 min
Why The Best Salespeople Stop Jumping (And It's Not the Money) with Sam Costello
The war on talent isn't won by matching OTE. Sam Costello knows this and in this segment, breaks down his evolved interviewing approach -- separating stories from facts, owning the dialogue -- and explains why candidates actually stay long-term. It comes down to rare ingredients most companies never get right.
Thursday · 35 min
Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan
In this episode, John McMahon and John Kaplan break down how to build an SKO that actually answers the question reps need answered: what do I need to do differently tomorrow?
September 20 · 9 min
The Six Emotions Behind Every Buying Decision with Randy Riemersma
In this minisode, Randy Riemersma breaks down the six emotions that influence how deals progress and explains why elite sellers know how to create urgency, build confidence, and sustain momentum throughout the buying journey.
September 17 · 54 min
Why Proprietary Data Beats AI Software for 2x Pipeline Growth with Ann Davis
On this episode, Ann Davis, CRO at Crunchbase, walks through how knowing which customers to pursue drives 2x pipeline growth in six months, why sellers need to stay in control of the conversation, and how she built a headless AI interface that connects Salesforce, Gong, and private market data so reps know exactly what to focus on each day.
September 13 · 11 min
The 90-Day Hiring Question Every Sales Leader Should Ask with Jason Forget
In this clip recorded earlier this year, Jason Forget, then President and CRO of Cockroach Labs, shares the interview question he uses to uncover long-term fit, why startup environments demand a different type of motivation, and how honest self-assessment can help leaders avoid costly hiring mistakes.
September 10 · 59 min
Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean
Brad Scott has built sales teams at Snowflake, Veza, and now Glean – three of the most different growth trajectories in tech. In this conversation, he breaks down how to hire for the traits that actually predict success: intellectual curiosity, resilience, self-awareness.
September 6 · 10 min
Effective Business Planning and Weekly Accountability with Scott Rudy
In this clip, Scott breaks down how second-line managers should coach first-line managers on weekly accountability, how to set clear expectations that cascade through the organization, and why most companies misalign their manager responsibilities.
September 3 · 1 hr 6 min
Strategy That Teams Actually Execute with Dr. Chuck Bamford
Dr. Chuck Bamford walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with customers. He covers what separates strategy that gets executed from strategy that sits on a shelf, and why most execution failures have nothing to do with the strategy itself.
August 30 · 10 min
The ROI of Multi-Persona Selling with Daniel Simon
Daniel Simon shares how he worked with stakeholders across product, engineering, finance, HR, and legal teams to uncover specific use cases, quantify time savings, and build an ROI story that resonated from end users to the executive team.
August 27 · 1 hr 1 min
Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello
If you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it.
August 23 · 10 min
AI Selling Rewards Curiosity | Workflow Discovery with Seong Park
Seong Park, SVP of Customer Support & Services at Cursor, explains why the old model of selling certainty is giving way to curiosity, experimentation, and workflow discovery.
August 20 · 1 hr 6 min
How to Hire Better Salespeople Than Yourself and Lead Them to Win
In this conversation, Michelle Bove breaks down the real mechanics of winning: why likability is underrated, how to hire people better than you, why skip levels work when done transparently, and what it actually costs to prove yourself as a young female leader in cybersecurity.
August 16 · 10 min
The SNL Lesson on Talent and Fit with Lindsay Shookus
In this Revenue Builders segment, Lindsay Shookus shares lessons from Saturday Night Live on cultural fit, team buy-in, trust, and performance under pressure.
August 13 · 50 min
Reps Who Skip the Story Lose the Deal with Rob Potter
Rob Potter, CEO of Oomnitza, joins John Kaplan and John McMahon to argue that revenue and retention run on the same fuel: story, evidence, and belief rather than pressure.
August 9 · 9 min
Why Great Sellers Hold the Line in Discovery with Stuart Gwynn
In this Revenue Builders minisode, Stuart Gwynn of MongoDB explains why the best sellers slow down in discovery, hold the line with the customer, and use disciplined qualification to determine whether a problem is real, urgent, and worth solving.
August 6 · 1 hr
The Hard Moments That Build a CEO with Mark Thurmond
Mark Thurmond’s path from sales rep to co-CEO of Tenable was built through consistent execution, difficult operating assignments, and crises that demanded calm before certainty. He explains what the RSA breach taught him about transparency and customer trust, how he and Steve Vintz kept Tenable moving after the death of CEO Amit Yoran, and why the strongest leaders build followership before they need it.
August 2 · 11 min
Where AI Is Actually Working in Revenue Teams with Alex Bilmes
In this clip, Alex Bilmes, CEO of Endgame, joins Revenue Builders to share what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams.
July 30 · 1 hr 2 min
Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra
Alan Chhabra explains how Cerebras navigated the technical and political realities of working with AWS, why successful partner leaders need more than relationships, and how sovereignty is changing infrastructure, model selection, and cloud decisions. He also examines why software companies are moving aggressively on AI while traditional enterprises remain more cautious.
July 26 · 9 min
How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais
In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations.
July 23 · 1 hr 2 min
Training for Pressure with Greg Poss
Former professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and build resilience before the stakes rise. Greg, John McMahon, and John Kaplan examine why external achievement delivers only temporary satisfaction, how a leader’s emotional state influences the performance of the team, and why productive discomfort must be paired with a clear path forward.

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