Revenue Builders

Force Management
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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. 1 DAY AGO

    Building the Machine: The Pipeline, Metrics, and Discipline Behind 100%+ Revenue Growth with Carlos Delatorre

    Climbing from individual contributor to CRO requires far more than strong execution. It demands disciplined leadership, intentional systems, and the ability to scale through complexity. In this replay episode, Carlos de la Torre joins John McMahon to unpack lessons from decades of enterprise sales leadership, including how he evaluates CRO opportunities, why complex selling environments demand sophisticated go-to-market engines, and how pipeline generation, leadership hiring, and management operating rhythm drive sustainable growth. Carlos also shares hard-earned insights on developing leaders, avoiding common scaling traps, and protecting personal sustainability as organizational demands increase. Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo. Connect with Carlos: LinkedInForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for LeadersKey takeaways from this episode:  04:18 - The three non-negotiables Carlos uses to evaluate a CRO role: a market big enough to scale, a product that delivers real business value, and a leadership team capable of growing with the company.06:43 - Why complex selling environments require more than great reps, and how elite go-to-market engines translate technical products into business outcomes across multiple stakeholders while navigating internal politics.20:47 - The MongoDB lesson every scaling CRO needs to hear: why waiting 6-9 months too long to hire senior leaders creates capacity gaps, forces Q4 heroics, and caps your upside.34:00 - How defining clear stage criteria, tailoring messages by persona, and training the entire team on a single system fuels consistent 100%+ growth.41:44 - What to analyze after the quarter closes: how revenue mix, productivity per AE, and stage conversion rates reveal which reps and behaviors are actually driving outsized results.49:12 - Why blocking time by day, week, month, quarter, and year is the only way to protect focus and maintain execution.54:56 - Staying connected to what’s really happening in the field, why office walks, open office hours, and time on sales calls give CROs earlier signal, better coaching moments, and stronger 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

    59 min

  2. 5 DAYS AGO

    Why Sales Leaders Must Re-Earn the Role as Companies Scale featuring Chris Degnan

    Today’s minisode features Chris Degnan, former CRO of Snowflake. In this clip, Chris explains what it really takes to grow with a company as it scales, and why earning your role does not stop once the title changes. He shares how treating every quarter like a 90-day contract, staying open to feedback, and knowing when to shift from grinding in the business to building leaders helped him navigate board pressure and scale through hypergrowth. If you’re a sales leader navigating rapid growth, or questioning how to evolve without losing your edge, this is a perspective worth hearing. Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models. Connect with Chris: LinkedInFrom Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris DegnanResources mentioned: Multiple Myeloma Research Foundation 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

    11 min

  3. 5 FEB

    From Zero to Scale: What It Really Takes to Build a Billion-Dollar Revenue Engine with Chris Degnan, Former CRO of Snowflake

    Building a company from the ground up is rarely clean, fast, or glamorous. It requires leaders who are willing to earn their role repeatedly, adapt faster than the business evolves, and stay grounded in customer reality even as pressure to scale intensifies. In this replay of one of our favorite Revenue Builders Podcast conversations, Chris Degnan shares what it actually took to help build Snowflake from pre-product uncertainty into a billion-dollar revenue engine. Drawing on his experience joining the company two years before general availability, Chris breaks down the stages of growth, the discipline required to identify real product-market fit, and the leadership mindset needed to scale teams, go-to-market motion, and accountability without losing velocity or culture. Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models. Connect with Chris: LinkedInFrom Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris DegnanResources mentioned: Multiple Myeloma Research FoundationIf you’re responsible for scaling a go-to-market organization, drive predictability at scale with Force Management’s Predictable Revenue Framework. Get the free guide: https://hubs.li/Q03-T6NH0 Key takeaways from this episode: 05:10 – Why joining an early-stage company means earning your role every quarter, not relying on past success or title10:25 – How defining a narrow and honest ideal customer profile creates momentum, while chasing outliers quietly destroys focus and capital16:45 – Why velocity and enterprise selling must coexist, and how overcommitting to one creates instability as companies scale20:05 – How coachability and adaptability determine whether leaders grow with the company or get replaced as scale increases21:55 – Why consumption-based selling demands accountability beyond the deal, and how reps must own customer success to earn full value26:30 – Why resisting the urge to replace leaders too early preserves institutional knowledge and strengthens culture during scale 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

    1h 2m

  4. 1 FEB

    Why Elite Sellers Watch Their Own Game Film

    Today’s minisode features Bob Kocis, author of The President’s Club Mindset. In this clip, Bob explains what separates elite salespeople from the rest, and it’s not just about skill. It’s about the discipline of watching yourself. He breaks down how top performers review their own “game film,” recognize what’s actually happening in the deal, and make micro-adjustments that lead to macro results. If you’re a rep trying to sharpen your edge, or a leader building a culture of accountability and growth, this is a mindset shift you’ll want to hear. Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales. Connect with Bob: WebsiteLinkedInBuy The President’s Club Mindset by Bob KocisResources: Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework. 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

    16 min

  5. 29 JAN

    The President’s Club Mindset | Inside the Behaviors, Beliefs, and Discipline of Elite Sales Performers with Bob Kocis

    President’s Club performance is rarely about talent alone. It is built on discipline, preparation, curiosity, and the ability to lead without authority in complex, high-stakes sales environments. In this episode, Bob Kocis joins John McMahon and John Kaplan to unpack what truly separates perennial President’s Club winners from the rest of the field. Drawing on decades of enterprise sales leadership and insights from interviewing top performers across tech, Bob breaks down the habits, mindset shifts, and behaviors that drive consistent elite performance. These include agenda-free listening, proactive selling, building champions, neutralizing enemies, and staying adaptable as markets evolve. Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales. Connect with Bob: WebsiteLinkedInBuy The President’s Club Mindset by Bob KocisResources: Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework.Key takeaways from this episode: 02:00 – Why attitude and effort are table stakes, but curiosity is what separates elite sellers from average performers over time04:20 – How resilience and persistence create unfair advantages in long sales cycles, and why most reps quit one call too early06:00 – Why top performers attract internal resources naturally by leading without authority and acting as the quarterback of the deal14:25 – How agenda-free listening and deep preparation unlock better questions, stronger discovery, and more credible leadership with customers25:20 – Why elite sellers move at a different pace, understand their own conversion math, and operate with extreme self-awareness29:30 – How great reps turn skeptics into champions by connecting pain, solution, and personal win -- not by pushing for the close41:00 – Why the best sales leaders focus on serving their people first, and how that mindset leads to long-term success and legacy 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

    59 min

  6. 25 JAN

    How Great Leaders Turn Resistance Into Rapid Growth

    In this episode, John Kaplan and John McMahon sit down with Jeremy Duggan, President of Multiverse, to talk about a tension every manager feels: how do you genuinely care about your people while still holding them accountable? They dig into a real story of a high-potential rep who wasn’t thrilled about a big quota increase—and what it took to turn resistance into growth. Along the way, they break down how the right intent, honest conversations, and data-backed coaching can elevate performance, and they share the practical frameworks and tools that separate good managers from true leaders. Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results. Connect with Jeremy: MultiverseLinkedIn 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

    12 min

  7. 22 JAN

    Managing vs. Leading: What Separates Great Leaders from Great Managers with Jeremy Duggan

    Managing people and leading them are often treated as the same skill, but the gap between the two is where many organizations stall. In this replay episode, Jeremy Duggan joins the conversation to explore one of the most critical distinctions in business leadership: the difference between driving results and developing people.  Drawing on real-world experience scaling multiple companies to billion-dollar valuations, Jeremy unpacks why great leaders prioritize belief, execution, and long-term growth over short-term outcomes, and why vision only works when it’s paired with disciplined follow-through.  Whether you’re struggling to balance leadership with management or looking to elevate your team to extraordinary performance, this conversation reveals the principles that separate good managers from truly great leaders. Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results. Connect with Jeremy: MultiverseLinkedInResources mentioned: Bill Parcells “This is why you lift all those weights” Super Bowl clipKey takeaways from this episode: 04:00 – Why great leaders focus on making people great, not just making the work great, and how that mindset consistently produces stronger results08:50 – How difficult conversations, when rooted in genuine care and clear intent, become defining moments that unlock coachability and long-term growth13:30 – Why people want to be led only if they believe a leader can take them somewhere they cannot reach on their own21:00 – How vision shows where you’re going, purpose explains why it matters, and belief bridges the gap between ambition and execution34:00 – Why belief isn’t motivation. It’s built through proof, planning, and helping people see what’s possible before they can see it themselves46:00 – Why leadership without process creates empty inspiration, and management without vision limits performance and development59:30 – How true leadership legacy is measured by the people you develop and the leaders who emerge after you leave 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

    1h 8m

  8. 18 JAN

    Stop Selling to the Wrong Customers | The Science of Scaling Your ICP with Mark Roberge

    In this episode, Mark Roberge, author of the upcoming book The Science of Scaling, breaks down why so many companies fail to evolve their Ideal Customer Profile (ICP) despite changing market conditions—and reveals the surprising truth: it's emotional decision-making, not data, holding them back.  Discover the game-changing "green, yellow, red" framework that separates truly ideal customers (those with high lifetime value) from those draining your resources, and learn how to strategically reallocate your team's efforts to maximize retention and expansion.  Plus, explore how getting your ICP right doesn't just boost sales—it aligns your entire organization, from marketing and product development to customer success, creating a powerful go-to-market engine that drives real scaling. Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably.  Connect with Mark:  Stage 2 CapitalResources mentioned: The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for Leaders 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

    13 min
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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
    316
  • Rating
    Clean
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

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