Revenue Builders

Force Management
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  • Entrepreneurship
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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.

  1. 17 hr ago

    Why Great Sellers Hold the Line in Discovery with Stuart Gwynn

    Enterprise sellers often lose deal quality by moving too quickly from customer pain to product answers. 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. Stuart shares how pipeline creates the courage to qualify out, why team preparation matters before strategic customer conversations, and how trust is built when sellers demonstrate that they understand the customer’s business before prescribing a solution. Stuart Gwynn is an enterprise sales leader at MongoDB who has exceeded goal every year since joining the company in 2019. Before MongoDB, he spent seven years at Pure Storage, rising from SDR to named account rep and finishing as one of the company’s top performers before moving into strategic enterprise selling. Connect with Stuart: LinkedIn Episodes mentioned: The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor Listen to the full episode: The Discipline Behind Nine-Figure Deals with Stuart Gwynn Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  2. 3 days ago

    The Hard Moments That Build a CEO with Mark Thurmond

    Senior leaders are often judged in moments they could not plan for. 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. The conversation also covers choosing learning over title, using AI to raise seller productivity, and leading a product-to-platform shift as a company-wide operating change. Mark Thurmond is Co-Chief Executive Officer of Tenable, where he oversees the company’s go-to-market functions across sales, marketing, customer success, professional services, and technical support. His career includes senior operating and sales leadership roles at EMC, RSA, Qlik, and Turbonomic. Connect with Mark: LinkedIn Key takeaways from this episode:  00:00 - What early international experience teaches leaders about operating across markets, cultures, and teams. 04:34 - Why transparency during a crisis can strengthen customer trust instead of weakening it. 10:19 - What leaders must control when uncertainty, emotion, and outside pressure start to take over. 12:22 - Why rigid career planning can distract high performers from the opportunities that actually move them forward. 15:05 - What a leader’s ability to attract former colleagues reveals about their credibility and influence. 17:04 - Why the most valuable career moves often create discomfort before they create advancement. 29:00 - A look inside what leadership demands when personal grief and business continuity collide. 34:08 - What executives often overlook about the connection between proactive health and decision-making capacity. 41:30 - Why a company’s approach to AI partnerships may determine whether it separates or falls behind. 53:00 - What many leaders underestimate about moving from a product business to a platform strategy. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  3. 2 Aug

    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. The data shows AI gaining traction in account intelligence, conversation readiness, deal acceleration, pipeline inspection, and team enablement. But the larger lesson is that the strongest teams are not just using AI to generate decks, briefs, or follow-ups faster. They are using it to create shared understanding across reps, managers, executives, RevOps, and cross-functional teams. For revenue leaders, the opportunity is not simply more automation. It is connecting the organization around the same account context, methodology, and customer truth. Alex Bilmes is the CEO and founder of Endgame, a revenue intelligence platform built for go-to-market teams. His work focuses on helping revenue organizations centralize customer, methodology, and account knowledge so both humans and AI agents can operate from a consistent foundation. Connect with Alex: LinkedIn Listen to the full episode: Revenue per Employee Is the New Endgame with Alex Bilmes Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  4. 30 Jul

    Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra

    AI partnerships are no longer won by managing a channel or securing a marketplace listing. Leaders must understand how countries, power, cooling, chip fabrication, hyperscalers, model providers, software companies, and enterprise risk fit together before they can build an effective partner strategy. Returning to Revenue Builders, 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. Alan Chhabra is the Executive Vice President of Worldwide Partnerships at Cerebras Systems, where he leads global partner expansion across hyperscalers and the broader AI ecosystem. He previously spent nearly a decade building MongoDB’s global partner network and held senior leadership roles at BMC Software. Connect with Alan: LinkedIn Other Revenue Builders episodes with Alan: The Ideal Partnership with Alan Chhabra Key takeaways from this episode:  00:00 - Why the infrastructure behind AI may matter more than the applications built on top of it. 12:26 - What the shift from data to AI changes about how partner leaders map the market. 16:06 - Why understanding the full AI stack is a prerequisite for building the right partnerships. 27:48 - A look inside what it really takes to navigate the politics of a hyperscaler partnership. 36:00 - The four capabilities CEOs should test before hiring an AI partner leader. 48:34 - What leaders often overlook about the role of sovereignty in shaping AI infrastructure decisions. 56:25 - Why software companies and traditional enterprises are moving at very different speeds on AI adoption. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  5. 26 Jul

    How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais

    High-pressure sales moments test a leader’s ability to stay composed, present, and clear when the outcome matters. In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations. He breaks down the difference between useful nerves and disruptive anxiety, then outlines the mental skills that help leaders regulate pressure: awareness, breathing, and self-talk. For revenue leaders, this conversation offers a practical lens on preparing the mind before the stakes arrive. Dr. Michael Gervais is a performance psychologist, the founder of Finding Mastery, host of the Finding Mastery podcast, co-creator of the Performance Science Institute at the University of Southern California, and author of The First Rule of Mastery: Stop Worrying About What People Think of You. He has worked with Olympians, world champions, MMA fighters, Fortune 100 CEOs, and elite teams to help them train their minds for high-pressure performance. Connect with Dr. Gervais: Website Podcast IG Facebook LinkedIn Resources mentioned: Dr. Michael Gervais' Morning Mindset Routine The First Rule of Mastery: Stop Worrying About What Other People Think of You by Michael Gervais, PhD Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life by J. Douglas Holladay Hit Refresh by Satya Nadella Listen to the full episode: Training the Mind for High-Stakes Sales: How FOPO Hurts Executive Presence with Dr. Michael Gervais Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  6. 23 Jul

    Training for Pressure with Greg Poss

    Pressure does not create a response. It exposes the response that has already been trained. 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. They also discuss practical tools including breathing, visualization, self-awareness, and Greg’s 21-day process for building more consistent responses in high-pressure environments. Greg Poss spent decades coaching professional hockey in the United States and Europe, including leading the Mannheim Eagles to a championship and coaching the German national team. He now works with athletes, coaches, and business leaders to strengthen mental resilience and improve performance under pressure. Connect with Greg: LinkedIn Website Resources mentioned: The Peter Attia Drive Podcast, Ep. #399 ‒ The evolution of Alzheimer's disease and dementia care: how early detection, personalized treatment, new therapies, and a multimodal approach are changing the landscape | Gayatri Devi, M.D. Greg Poss's 21-Day Brain Training Program Other Revenue Builders appearances: ”The Most Important Reward Is The Process” with Greg Poss Key takeaways from this episode:  00:00 - Introduction 03:05 – Why Greg believes the brain must be trained to respond deliberately before pressure arrives. 07:41 – How frustration, anger, and anxiety can signal that fear is beginning to shape a leader’s response. 16:25 – Why external achievements provide temporary satisfaction, while sustained fulfillment comes from the process of learning and mastery. 23:50 – How a leader’s emotional state influences the energy, confidence, and performance of the people around them. 36:04 – Why pushing people outside their comfort zones only produces growth when leaders also provide the tools and path forward. 50:45 – How victim thinking blocks accountability, learning, and the ability to improve after a setback. 57:29 – Why effective visualization includes adversity, friction, and the response required when events do not go according to plan. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  7. 19 Jul

    Why Deals Die Inside the 10-Yard Line with Randy Riemersma

    Late-stage deals can appear secure once the buyer has accepted the product and the business case, but that is often when the risk feels most personal. In today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive alignment, credible proof points, consistent communication with the champion, and a clear business-level point of view. The conversation gives revenue leaders a sharper way to evaluate late-stage deal risk and reinforces why belief, preparation, and execution matter when the buyer is preparing to make a high-stakes decision. Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance. Connect with Randy: LinkedIn Website Resources mentioned: The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor Listen to the full episode: The Hidden Cost of False Velocity with Randy Riemersma Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

  8. 16 Jul

    How Great Sales Leaders Turn Instinct Into a System with Frederik Maris

    Sales organizations stall when knowledge stays trapped in the heads of a few experienced people. In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching. He shares how conscious competence helps managers teach what top performers do instinctively, why early wins matter for new reps, and where leaders must take accountability when talent fails to develop. The conversation gives CROs a practical view of the systems, behaviors, and management discipline required to build a team that can scale. Frederik Maris is the Co-Founder and Chief Revenue Officer of EliteGTM, where he helps founders and revenue leaders build more predictable go-to-market organizations through advisory, recruiting, and enablement. His career includes senior leadership roles at Splunk, Zoom, DataRobot, BMC, Veritas, and PTC, giving him firsthand experience building and transforming complex enterprise sales teams. Connect with Frederik: LinkedIn Resources mentioned: The Happiness Advantage by Shawn Achor Key takeaways from this episode:  08:44 – What it really takes to uncover the customer pain and internal support that move complex deals forward. 04:51 – Why sales leaders need a clear understanding of the methods behind their own success. 26:16 – What CROs often overlook about the frontline manager’s role in seller ramp and retention. 28:13 – Why a new rep’s first deal can shape confidence, momentum, and long-term performance. 40:36 – Frederik Maris’s perspective on the traits that matter most when hiring for growth. 45:06 – A look inside the interview signals that reveal self-awareness and emotional intelligence. 01:01:07 – The leadership question that creates accountability when performance falls short. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.   This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.   Connect with Us:  LinkedInYouTubeForce Management

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About

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.

Information

  • Creator
    Force Management
  • Years Active
    2022 - 2026
  • Episodes
    367
  • Rating
    Explicit
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

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