Revenue Builders

Force Management
  • 4.9 (173)
  • Entrepreneurship
  • Updated Weekly

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. 9h ago

    Territory Planning with Meghan Gill: Data-Driven Operational Cadence for Q4 & 2027

    Most organizations structure territory planning around guesswork and political compromise. But Meghan Gill learned at MongoDB that territory strategy starts with operational discipline. In this clip, she walks through how to build field operations that run the operational cadence on the ground, structure territories so leaders have real data to work with, and use centralized dashboards to enable smart decisions at scale. If you're heading into Q4 or finalizing 2027 territory and resource allocation, this is the actionable framework your sales leadership needs.   Meghan Gill was employee #8 and the first GTM hire at MongoDB, where she scaled sales operations alongside the company's journey from pre-revenue to a $2 billion public company. Today she advises growth and early-stage companies on sales, marketing, and revenue operations strategy through Ansa Capital and independent consulting.Connect with Meghan: LinkedIn  Resources mentioned: Download the CRO Strategy ChecklistWatch Force Management’s Panel Discussion on AI in Sales Leadership  Listen to the full episode: Scaling Sales Operations with Meghan Gill 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. 3d ago

    Why Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers

    Most deals die quietly in discovery, champion development, or economic buyer misalignment. But what actually separates consistent closers from perpetual stallers? In this replay, Anne Gary sits down with John McMahon and John Kaplan to reveal the blind spots in your sales process – and the coaching framework your leadership team needs before you finalize your 2027 plan. From preparation rituals to multi-threading strategy to navigating proof of value, Anne walks through the entire deal architecture that most teams get wrong.   Anne Gary is Managing Director at Force Management and a member of the founding team of the MEDDPICC qualification methodology. She's spent 25+ years coaching thousands of sales professionals and leaders on building repeatable, predictable deal strategies across Fortune 500 companies and high-growth startups.   Connect with Anne: LinkedIn  Key takeaways from this episode:  00:00 - Why Anne returns for a third time with one question every revenue leader should answer03:41 - What really takes to connect feature conversations to business impact11:42 - Why metrics during discovery reveal everything about your team's coaching gaps19:02 - What leaders overlook about earning trust before champions emerge32:57 - Why multi-threading quietly becomes your deal insurance policy39:54 - A look inside how deal patterns expose your sales methodology46:33 - What economic buyers need that most sellers never provide54:46 - The POV mistake that looks strategic until your deal stalls01:02:39 - Why momentum shifts when your coaching approach changes 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. Sep 27

    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.   Sam Costello is CRO at Harness, where he's spent 7.5 years scaling the platform from sub-$1M to $100M ARR. He interviews ~400 candidates annually and partners closely with co-leader Carlos to build what he calls an 'execution machine', recruiting elite talent, running disciplined sales processes, and developing a culture of radical candor and coachability.   Connect with Sam: LinkedIn  Listen to the full episode: Why Great CROs Stop Managing Numbers and Start Building Systems 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. Sep 24

    Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan

    Most SKOs are packed with inspiration and breadth – 30 topics, motivational speakers, CEO talks – but when reps walk out on Monday, they don't know what's different. 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?   Key takeaways from this episode:  00:00 – Why inspiration without execution quietly kills your SKO momentum02:50 – What it really takes to focus your training on what actually moves the needle03:09 – Why reps tune out when you forget to tie it back to deal-winning04:52 – The mistake many CROs make when they cram 30 days of content into 3 days05:51 – How to build an SKO that sticks beyond the first week back28:22 – Why manager training isn't optional, it's the entire ballgame30:23 – What leaders often overlook about reinforcing new behaviors after SKO30:43 – A look inside why your best sellers challenge weak product messaging34:55 – How showing what elite looks like changes everything for your team 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. Sep 20

    The Six Emotions Behind Every Buying Decision with Randy Riemersma

    Buyers rarely make decisions on logic alone. 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. Randy shares his perspective on the role of fear, curiosity, hope, desire, confidence, and urgency in complex sales, along with why subject matter expertise and genuine curiosity remain essential for earning trust and guiding decisions.   Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders improve execution, leadership effectiveness, and go-to-market performance through battle-tested systems and coaching. With more than 35 years of B2B sales, leadership, and executive development experience, he works with organizations to build more predictable and scalable revenue engines.   Connect with Randy: LinkedInWebsite  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

  6. Sep 17

    Why Proprietary Data Beats AI Software for 2x Pipeline Growth with Ann Davis

    Proprietary data, not the software, is the long-term value driver. 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.   Ann Davis is Chief Revenue Officer at Crunchbase, where she leads their shift from product-led to enterprise; she spent five years at Google Cloud running data and analytics and led sales at Looker (acquired by Google), and earlier configured camera systems on Sidewinder missiles for the F14 fighter program.   Connect with Ann: LinkedIn  Resources mentioned: SEC 10-K Search ToolOfficial Crunchbase MCP  Key takeaways from this episode:  00:00 – What Ann's path from configuring missile systems to running enterprise sales reveals about building revenue infrastructure04:33 – Why most CROs invest in the wrong asset when building competitive advantage in an AI-powered sales org08:04 – A look inside the private market dataset that competitors cannot replicate, no matter how much they spend09:58 – The concrete business impact when data-driven targeting replaces guesswork in account selection20:51 – Why the transition from product-led to enterprise motion fails for most organizations, and what changes when it works32:19 – The five readiness factors that separate companies prepared for enterprise motion from those that aren't51:52 – Why enterprise sellers are becoming more essential (not obsolete) as AI reshapes sales infrastructure 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. Sep 13

    The 90-Day Hiring Question Every Sales Leader Should Ask with Jason Forget

    Hiring mistakes often happen when leaders focus on capability and experience without understanding whether a candidate is truly energized by the realities of the role. 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. The discussion offers a practical framework for evaluating energy, adaptability, and alignment before making critical hiring decisions.   Jason Forget is President and CRO of Resolve AI, an enterprise AI platform for production operations, and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership. Previously, he served as President and CRO at Cockroach Labs, where he led the go-to-market organization during a period of hyper-growth. His uncommon path across different functions has shaped his approach to predictable growth, helping companies scale from early-stage startups to enterprise revenue organizations through operational discipline, coaching, and repeatable sales systems.   Connect with Jason: LinkedIn  Resources mentioned: "The Locker Room is Not for Sale" by Coach Brian White  Listen to the full episode: How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys 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. Sep 10

    Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean

    You can have the best product in the world, perfect messaging, and market timing on your side… but if you don't have elite people in your sales organization, none of it matters. 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. He also tackles the complexity of selling AI-native products in a market flooded with AI-bolted hype, and why the fundamentals of recruiting, onboarding, and process discipline are your only anchor when everything around you is changing every 90 days.   Brad Scott is VP of Worldwide Sales at Glean, where he leads a 350-person sales organization through explosive growth. Before Glean, he built sales teams at Veza from an early stage and at Snowflake during its historic scale-up, giving him rare visibility into what it actually takes to build elite sales organizations across three radically different company sizes and growth phases. Brad also chairs the Work AI Institute at Glean, exploring what future organizational structures look like in an AI-driven world.    Connect with Brad: LinkedIn  Resources mentioned: Atomic Habits by James ClearWork AI InstituteGlean:GO 2026  Key takeaways from this episode: 00:00 – Why the caliber of people in your sales organization matters more than your product, your messaging, or your market timing.05:15 – How the questions you ask during recruiting reveal whether someone will actually stay curious about customers – or just go through the motions.06:36 – Why salespeople who've faced real hardship or adversity early in their careers tend to outperform everyone else when things get hard.24:34 – How to educate prospects on the difference between AI-native and AI-bolted products (and why it matters for their ROI).36:57 – Why your proof-of-value process must map customer workflows and business outcomes before diving into technical integrations.45:25 – Why automating your daily drudgery is the one move that separates future-proofed salespeople from ones who'll get left behind by AI. 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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4.9
out of 5
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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
    382
  • Rating
    Explicit
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

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