Revenue Builders

Force Management
  • 5.0 (3)
  • ENTREPRENEURSHIP
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Revenue Builders

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. Sales Competencies at a Startup with Sunil Dhaliwal

    2 DAYS AGO

    Sales Competencies at a Startup with Sunil Dhaliwal

    In this short segment of the Revenue Builders Podcast, John McMahon, John Kaplan and Sunil Dhaliwal, founder and general partner at Amplify Partners, explore the board’s perspective on sales leadership. Sunil shares critical insights on selling in the early stages of a startup, knowing when to walk away from a deal, and the importance of transparency in sales forecasting. The conversation dives into the competencies that separate exceptional sales leaders from the rest—honesty, market assessment, and adaptability. If you’re leading sales at a high-growth company or thinking about joining a startup, this episode is packed with must-know strategies. KEY TAKEAWAYS [00:00:47] The Pressure of Startup Sales – Why every deal feels like life or death [00:01:27] The "Man on an Island" Feeling – The loneliness of sales leadership in startups [00:02:29] The Risk of Overpromising – How inaccurate forecasts hurt the whole company [00:03:16] The Cost of Poor Sales Leadership – When inaccurate reporting sets a company back quarters [00:04:09] The Most Critical Competency – Why great sales leaders must accurately assess the battlefield [00:05:38] Market Awareness & Adaptability – Understanding product fit vs. chasing deals [00:06:02] The Power of Asking the Right Questions – Why startups need more than just "closing" skills [00:08:00] Honest Forecasting – How sales leaders should communicate realistic expectations QUOTES [00:00:47] "A lot of people have a hard time backing away from a deal, but sometimes the right move is to walk away." [00:01:27] "Good sales leaders in startups embrace that lonely moment and are honest about what's going on." [00:03:16] "The worst thing you can do is overpromise. You're not just hurting yourself—you’re setting the company back quarters." [00:04:09] "Great sales leaders must be able to accurately orient themselves on the battlefield and communicate what’s happening." [00:05:01] "At a startup, the product won’t work the way you want it to. It’s not us vs. them—it’s about understanding what the product can and should do." [00:06:36] "Startup sales isn’t just about closing—it’s about figuring out whether you should even be in this deal at all." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/a-board-members-perspective-on-sales-leadership-with-sunil-dhaliwal Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    8 min
  2. No Shortcuts: Accelerate Your Sales Process with John Donnelly

    5 DAYS AGO

    No Shortcuts: Accelerate Your Sales Process with John Donnelly

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The discussion dives into John's extensive career in sales, his lessons learned, and the evolution of selling enterprise software. Key points include the importance of listening, selling value over features, and the critical role of discovery in the sales process. The conversation also covers the impact of AI on sales operations, specifically in automating BDR functions and optimizing sales activities. They highlight the shift towards AI-driven tools to enhance productivity, personalize customer interactions, and gain real-time insights. The episode wraps up with insights into John's current role at Qumulo and their innovative approach to handling unstructured data in the cloud. ADDITIONAL RESOURCES Learn more about John Donnelly and his company through the links below. https://www.linkedin.com/in/jkdhale/ https://www.linkedin.com/company/qumulo/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/ HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:43] Lessons from Early Career Experiences [00:06:10] The Importance of Listening in Sales [00:06:49] Challenges in Selling Enterprise Software [00:08:06] Balancing Features and Value in Sales [00:08:51] Building Strong Champions in Sales [00:11:35] Effective Sales Presentations and Discovery [00:22:15] Creating Urgency in the Sales Process [00:33:02] Understanding Human Behavior in Sales [00:34:46] The Importance of Knowledge and Skills [00:38:05] Identifying and Targeting Ideal Customer Profiles (ICPs) [00:47:25] The Role of AI in Modern Sales [00:51:02] The Future of Sales and AI Integration [00:58:59] New Opportunities and Challenges in Storage Solutions HIGHLIGHT QUOTES [00:12:14] "Sales is not a box-checking process." [00:19:21] "Make it outside in, no matter where you are in the sales process. You have to first make it all about the person you're presenting to before you earn the right to make it all about you." [00:30:46] "People rarely argue with their own conclusions." [00:57:59] "If you're a seller, embrace the technology that's coming at you." [00:58:36] "The power of a personal relationship is going to become even greater in the future." [01:02:26] "If you follow the playbook, you will make money. You will get rich off of this."

    1h 4m
  3. Breaking Down the Traits of a Champion with Anne Gary

    9 FEB

    Breaking Down the Traits of a Champion with Anne Gary

    In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguish between these key players, the indicators to look for when meeting potential champions, and the importance of aligning with individuals who have both authority and influence within an organization. KEY TAKEAWAYS [00:01:21] Start with an organization chart to understand the hierarchy, reporting structure, and positional authority within an organization. [00:02:33] Identify not only positional authority but also influence within the organization, as influence plays a crucial role in decision-making. [00:03:44] Just because someone holds a position in the organization doesn't guarantee their influence in the sales process, especially with the economic buyer. [00:04:30] Look for change agents on the "power chart" who have a track record of making a positive impact on the organization. [00:06:02] Influence and authority are independent of hierarchy; influential champions can be found at various organizational levels. [00:07:23] Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise. [00:10:10] Champions provide access to the economic buyer's power, which is essential for controlling the decision process. [00:12:26] Coaches offer valuable insights and guidance but may lack the authority and influence to access the economic buyer. [00:13:40] Continuously test conversations to identify whether you're developing a technical champion or a champion with the necessary business acumen. [00:15:11] Business champions address substantial business problems "above the noise" and speak in terms of business outcomes. HIGHLIGHT QUOTES [00:03:44] "Just because somebody has positional authority in a company, we can't automatically conclude that they have power in the organization over a potential decision to buy our software." [00:04:30] "Start by looking for change agents on the 'power chart,' individuals who have made a positive impact on the organization in the past." [00:07:23] "Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise." [00:10:10] "You really know you're in control when you have a champion that's selling on your behalf, helping you control the decision criteria in terms of influence." [00:15:11] "Business champions address substantial business problems 'above the noise' and speak in terms of business outcomes." Listen to the full episode with Anne Gary in this link: https://revenue-builders.simplecast.com/episodes/finding-your-champion-with-anne-gary Listen to the episode we did with Anne Gary on Economic Buyers here: https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-gary Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender Platform: https://my.ascender.co/Ascender/

    16 min
  4. The Reflective Journey from Sales Leader to CRO with Alex Varel

    6 FEB

    The Reflective Journey from Sales Leader to CRO with Alex Varel

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the role of vulnerability in personal and professional growth. Varel shares insights on the significance of iterative improvements, data-driven decision-making, and a team-first mentality in scaling sales organizations. He also emphasizes the importance of an effective operating rhythm, recruiting the right talent, and balancing internal promotions with external hires. Varel's wisdom, examples, and memorable stories offer valuable takeaways for sales leaders aiming to drive growth and foster a culture of continuous learning and adaptability. ADDITIONAL RESOURCES Learn more about Alex Varel and his company through the links below. https://www.linkedin.com/in/alexvarel/ https://www.linkedin.com/school/joinmultiverse/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/ HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:00:50] Alex’s Journey Through Sales Leadership [00:03:06] The Power of Vulnerability and Authenticity [00:05:19] Lessons from Defeat: Embracing Challenges [00:17:27] The Role of a CRO: Responsibilities and Mindset [00:37:17] The Pandemic of Certainty [00:37:40] Learning from Various Sources [00:38:55] The Importance of Note-Taking [00:39:25] Learning from Everyone Around [00:41:03] Operating Rhythm for a CRO [00:42:35] The Value of Skip-Level Meetings [00:45:52] Transforming to a Broad-Based Success Mentality [00:53:50] Key Metrics for CROs [00:56:56] The Role of External Leaders [01:04:03] Traits to Look for in Recruits HIGHLIGHT QUOTES [00:12:50] "Learning is in the difficulty." [00:31:58] "You are responsible for giving accurate feedback to every executive team member, especially the CEO." [00:46:47] "You can always count on human fallibility, errors are to be expected." [00:49:24] "Driving iterative improvements in a short period is critical for broad-based success." [00:49:39] "The mindset should be about team performance over individual performance." [01:10:56] "Don't die on every single hill; prioritize your time and energy to move the needle where it matters."

    1h 13m
  5. Adaptability and Coachability

    2 FEB

    Adaptability and Coachability

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust, and long-term potential in business and sales leadership. KEY TAKEAWAYS [00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strength. [00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market. [00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust. [00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don’t know. [00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback. [00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential. [00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity. [00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee’s resistance to change is really about their comfort zone. QUOTES [00:02:17] "It’s not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask." [00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change." [00:04:58] "The best performers never protect their current level—they always push for what’s next." [00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if’ often resist growth." [00:06:09] "When employees pull the ‘trust card,’ it’s often their last resort to avoid change." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlin Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    7 min
  6. A Board Member’s Perspective on Sales Leadership with Sunil Dhaliwal

    30 JAN

    A Board Member’s Perspective on Sales Leadership with Sunil Dhaliwal

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Sunil Dhaliwal, a seasoned venture capitalist and founding partner of Amplify Partners. The discussion dives deep into the challenges and skills required for startup sales leaders, emphasizing the importance of accuracy, adaptability, and honest communication. They explore the different growth stages of a company and how the role of a sales leader evolves with them. They also touch on recruiting, retaining talent, and preparing for board presentations. Dhaliwal shares his journey from Battery Ventures to founding Amplify Partners and provides insights into emerging trends and the impact of AI on various industries. ADDITIONAL RESOURCES Connect and learn more about Sunil Dhaliwal. https://www.linkedin.com/in/sunildhaliwal/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/ HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:52] The Challenges of Startup Sales Leadership [00:02:49] The Importance of Accuracy in Sales Leadership [00:04:03] Finding the Right Sales Leader for Startups [00:05:47] Navigating the Maze of Early-Stage Sales [00:08:23] Communicating with the Board: Honesty and Accuracy [00:11:29] Key Competencies for Startup Sales Leaders [00:19:14] Presenting to the Board: Best Practices [00:24:26] Establishing an Effective Operating Rhythm [00:30:43] Seeking Advice from Experienced Leaders [00:31:36] Key Metrics for Young Companies [00:32:07] Importance of New Logo Growth [00:33:58] Retention and Sales Productivity [00:34:32] Challenges in Scaling Sales Teams [00:42:51] Stages of Company Growth [00:46:32] The Role of a CRO [00:50:27] Energy Management in Leadership [00:56:33] Founding Amplify Partners [01:00:03] Identifying Emerging Trends [01:02:52] The Future of AI in Business HIGHLIGHT QUOTES [00:03:19] "Their job is accurately conveying what's happening out there. Where are we good? Where are we bad?" [00:12:03] "At different stage companies, if the product's not working, I can complain about it in a startup company. The product is not going to work the way everybody wants it to work." [00:13:32] "Early stage companies, the mission for a CRO is more about discovery and asking questions rather than simply closing deals." [00:17:39] "Your biggest problem is somewhere between your CEO and founder, your board, there is stuff that they believe that isn't true."

    1h 5m
  7. Lessons Learned as a Leader and Manager

    26 JAN

    Lessons Learned as a Leader and Manager

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by experienced tech executive Jim Baum. With a remarkable track record of leading companies like Netezza and Indeca to successful acquisitions, Jim reflects on his early career lessons and the journey from managing to leading. He shares insights into overcoming imposter syndrome, the art of hiring, and how to transition from a doer to a leader of leaders. Whether you're a first-time manager or a seasoned executive, this episode is packed with actionable advice for growing yourself and your team. KEY TAKEAWAYS [00:02:03] Jim shares his first experience hiring someone older and more experienced, emphasizing the importance of understanding people's motivations. [00:03:22] Key lesson: It's not about your age or experience; it's about the environment, relationships, and mission you offer. [00:04:12] Moving from doing everything yourself to empowering managers is crucial for scaling as a leader. [00:05:12] Leaders should focus on hiring people who are smarter and more skilled in their domains. [00:07:09] Overcoming imposter syndrome involves trusting in your management and leadership abilities while empowering others to excel. QUOTES [00:03:05] "What motivates people to work in an environment isn’t about you—it’s about the relationships, the mission, and the team." [00:05:12] "As a leader, your job is to hire the best people to fill leadership roles in the company and let them excel." [00:07:26] "Respect for experience is important, but you have to recognize your own leadership abilities to take the organization where it needs to go." Listen to the full conversation with Jim Baum through the link below. https://revenue-builders.simplecast.com/episodes/the-entrepreneurial-mindset-with-jim-baum Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    8 min
  8. The Importance of Recruiting Behavioral Traits with Chaz MacLaughlin

    23 JAN

    The Importance of Recruiting Behavioral Traits with Chaz MacLaughlin

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening as essential skills for sales professionals. The discussion also touches on the significance of continuous recruitment and an outside-in mentality, providing valuable advice for leaders, recruiters and jobseekers. ADDITIONAL RESOURCES Connect and learn more about Chaz MacLaughlin: https://www.linkedin.com/in/chazmaclaughlin/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/ HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:31] The Importance of Behavioral Traits in Hiring [00:10:01] Key Traits for Success: Hard Work, Curiosity, and Teamwork [00:35:20] The Role of Patience and Cultural Fit in Hiring [00:38:19] The Importance of Key Character Traits in Hiring [00:40:29] Recruiting as a Never-Ending Process [00:42:05] The Rule of Three in Recruitment [00:43:07] Challenges and Strategies in Hiring [00:50:40] Essential Skills for Enterprise Sales [00:56:58] The Four Essential Questions for Sales Knowledge [00:57:57] Top Skills for Enterprise Selling [01:03:55] The Outside-In Mentality in Sales HIGHLIGHT QUOTES [00:15:47] "You are a walking audition for what it's going to be like if you're a salesperson and you're interviewing, you're a walking audition for what you're going to be like as a seller." [00:40:39] "Recruiting is not an event. It’s a process, and it's a never-ending, constant process." [00:40:56] "The best hires we've ever hired are the not in play players." [00:58:28] "You've got to be an amazing listener and a fantastic questioner." [01:01:56] "If it's important to the customer, it's important to me and it should be important to us."

    1h 9m
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Ratings & Reviews

5
out of 5
3 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 - 2025
  • Episodes
    221
  • Rating
    Clean
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

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