Revenue Builders

Force Management
  • 4.9 (172)
  • 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. 8h ago

    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

  2. 3d ago

    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

  3. Sep 6

    Effective Business Planning and Weekly Accountability with Scott Rudy

    Most first-line managers are trying to do everything at once – recruit, develop, forecast, and hit their number – all in 62 working days. But Scott Rudy has learned through building teams at high-growth companies that what separates managers who make their number from those who don't isn't effort; it's operating rhythm. 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. If your managers don't have clarity on how to execute week to week, your reps won't either.   Scott Rudy is the Founder of Rudy Advisory, bringing extensive sales and leadership experience from high-profile tech companies including Zywave, PTC, Salesforce, SAP, and Paycor. He's led sales organizations through explosive growth, taking companies from 80 sales reps to 400 over eight-year periods, and is known for building championship sales cultures and creating scalable leadership frameworks, including the Frontline Sales Leadership Playbook developed with Force Management.   Connect with Scott: LinkedIn  Resources mentioned: Watch Force Management’s Panel Discussion on AI in Sales LeadershipDownload the CRO Strategy Checklist  Listen to the full episode: The Critical Role of Sales Managers in Driving Growth with Scott Rudy 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 3

    Strategy That Teams Actually Execute with Dr. Chuck Bamford

    Most companies spend September and October planning for 2027, but they skip the part that actually matters: figuring out how their teams will execute on it. That's why we're revisiting this episode with Dr. Chuck Bamford, who 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. If you're mapping out your revenue goals for next year, this episode is a must-listen before you finalize your plan. Dr. Chuck Bamford is the Managing Partner at Bamford Associates and an adjunct professor of strategy at both Duke University's Fuqua School of Business and the University of Notre Dame's Mendoza College of Business. He's worked with more than 170 organizations to design and implement strategy that actually drives behavior, and he's the author of many books, including The Strategy Mindset 2.0. Connect with Chuck: LinkedIn Website Resources mentioned: The Strategy Mindset 2.0: A Practical Guide to the Design and Implementation of Strategy Key takeaways from this episode: 00:00 – What it really takes to build strategy that doesn't fall apart the moment it hits the sales floor. 05:01 – Why most CROs treat strategy like a one-time event instead of the ongoing discipline it needs to be. 16:02 – What leaders often overlook when converting corporate KPIs into the specific daily activities their people actually execute. 18:40 – The mistake many CROs make when compensation plans quietly undermine everything their strategy is designed to accomplish. 54:43 – Why narrowing your competitive set to 3-5 competitors dramatically changes how your teams sell. 01:00:52 – A look inside how differentiation dies in strategy decks but comes alive in the three-foot conversation between your rep and a customer. 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. Aug 30

    The ROI of Multi-Persona Selling with Daniel Simon

    Winning complex deals requires more than executive sponsorship. The strongest business cases are built by connecting value across the organization. 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. The result was a business case that transformed AI from a technology investment into a measurable business outcome. Daniel Simon is an Enterprise Account Executive at Glean, where he helps large enterprises deploy AI solutions that improve knowledge discovery, productivity, and decision-making across the organization. He brings experience selling complex technology solutions into Fortune 500 companies and navigating multi-stakeholder enterprise buying processes. Connect with Dan: LinkedIn Resources mentioned: The Qualified Sales Leader by by John McMahon  The Go-Giver by by Bob Burg  Listen to the full episode: Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon 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. Aug 27

    Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello

    CROs who chase pipeline numbers miss what really matters. Sam Costello's path from sub-$1M to $100M at Harness taught him to stop managing revenue and start building the machine that produces it, which means recruiting elite, coachable talent, running a champion-first sales process with discipline, and building a culture of radical candor where MEDDPIC reviews are hunts, not compliance exercises. 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. 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 Key takeaways from this episode: 00:00 – Why most CROs get the job fundamentally wrong 06:00 – Why your team is building champions in the wrong order 13:40 – Why POV processes fail before they even start 31:41 – Why MEDDPIC reviews are failing in most organizations 40:43 – Why the question most hiring leaders should ask (but don't) 46:12 – Why OTE isn't your real competition in the war on talent 53:00 – What separates great companies from the rest 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. Aug 23

    AI Selling Rewards Curiosity | Workflow Discovery with Seong Park

    AI adoption has changed the standard for go-to-market execution. 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. He breaks down why the real work starts after signature, why pilots only matter if they lead to business-critical adoption, and how revenue leaders can guide customers from AI exploration to measurable impact. Seong Park is the Senior Vice President of Customer Support and Services at Cursor. His background spans pre-sales, customer success, and go-to-market leadership across companies including MongoDB, ThoughtSpot, and now Cursor. Connect with Seong: LinkedIn Listen to the full episode: The Real Sale Starts After Signature | Proving Value in AI and Consumption Models with Seong Park 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. Aug 20

    How to Hire Better Salespeople Than Yourself and Lead Them to Win

    Michelle Bove didn't start in enterprise software – she started as a soccer referee in seventh grade, hustling for an extra $10 per game, then moved into door-to-door sales at a three-person startup where she learned rejection quickly and loved it even more. That hunger never left. Today, as an AVP of East Sales at Wiz, she's built her career at some of the sharpest sales cultures in software history (PTC, AppDynamics, Zscaler), closed deals nobody else could get into, and turned around entire teams by replacing broken managers instead of blaming reps. In this conversation, she 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. Her philosophy is simple: science plus art. Discipline and processes without human connection will only get you halfway there. Michelle Bove is an AVP of East Sales at Wiz and has built her career at PTC, AppDynamics, and Zscaler – some of the sharpest sales cultures in enterprise software. She's known for closing deals nobody else could get into and turning underperforming teams into world-class organizations. Connect with Michelle: LinkedIn Resources mentioned: Profession Profiles International assessments Key takeaways from this episode: 00:00 – Introduction and Michelle's origin story from soccer referee to enterprise sales leader 06:44 – Why likability is the most underrated sales competency and directly impacts your ability to build champions and close deals 20:00 – Why tailored coaching based on individual strengths and weaknesses beats cookie-cutter management 36:30 – How to run skip levels the right way: prep, conduct, document, share back with managers, and follow up without alienating people 47:50 – Operating rhythms in practice: daily prospecting, 15-question deal reviews, and deep customer research that actually moves deals 51:00 – Why in-person customer engagement beats remote-only selling for strategic accounts and mega-deals, even in the AI era 59:45 – The hardest part of her job: being a young female leader in a male-dominated space and proving herself every room she walks into 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

See All (377)

4.9
out of 5
172 Ratings

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
    377
  • Rating
    Explicit
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

You Might Also Like