Revenue Builders

Force Management
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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. End-of-the-Year Motivation with John Kaplan

    قبل ٣ أيام

    End-of-the-Year Motivation with John Kaplan

    In this short segment of the Revenue Builders Podcast, John Kaplan provides end-of-year motivation and encouragement for sales leaders and representatives. With the year nearing its end, he emphasizes the importance of finishing strong whether you're surpassing targets or facing challenges. He urges listeners to prepare for the upcoming year, emphasizing planning and starting off strong. Brought to you by Force Management, this episode aims to inspire and support the sales community. Happy holidays and finish strong! 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

    ٢ من الدقائق
  2. Maintaining Genuine Relationships with Doug Holladay

    قبل ٦ أيام

    Maintaining Genuine Relationships with Doug Holladay

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined once more by Doug Holladay, author of 'Rethinking Success,' to discuss the critical elements of building genuine relationships in a business and personal context. They explore the increasing loneliness in modern society, the importance of maintaining authentic connections, and the significant impact of leadership vulnerability. They also delve into practical insights on forming small supportive groups and the broader implications of creating meaningful friendships. The conversation highlights the value of showing up for others and the importance of embracing both strengths and vulnerabilities as a leader. ADDITIONAL RESOURCES Connect and learn more about Doug Holladay: https://www.linkedin.com/in/dougholladay/ Check out Doug’s book ‘Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life’: https://www.amazon.com/Rethinking-Success-Essential-Practices-Finding/dp/0062897888 Listen to past episodes featuring Doug: Leading Authentically: https://hubs.li/Q02_8bfg0 Rethinking Success: https://hubs.li/Q02_8bsL0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:00:42] Discussing 'Maintaining Genuine Relationships' [00:01:15] The Decline of Communal Bonds [00:02:23] Loneliness and Mental Health [00:04:09] Cultural Differences in Family Dynamics [00:07:49] The Importance of Vulnerability [00:13:21] The Power of Presence and Listening [00:18:09] Authenticity and Connection in Leadership [00:29:03] The Role of Storytelling in Business [00:34:36] The Power of Knowing People [00:35:20] Contempt and Polarization [00:37:08] Fear and the Pace of Change [00:39:03] The Importance of Authentic Relationships [00:40:40] Building Meaningful Connections [00:41:54] Balancing Busy Lives and Friendships [00:46:05] Parenting and Personal Growth [00:53:53] The Value of Vulnerability HIGHLIGHT QUOTES [00:07:50] "Men don't have a language of the heart. So when they're hurting like this, they don't know how to really give voice to it." [00:20:35] "Everyone has a story. The people that are hearing that story, they make space for that story. They make space for that. And they don't try to interject their story into anybody else's story." [00:28:01] "People don't care about all that mumbo jumbo. They just want to know you care. Just be present." [00:43:46] "The best thing you can do for your kids is keep working on you. I want my boys to see that, wow, dad has real friendships. Everything's not a transaction. He shows up for people." [00:53:03] "Allowing people space to tell their story with no judgment, no expectation, no agenda is way harder than you think it is." [00:53:55] "People are more attracted to our broken parts. They just want to be heard."

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  3. Our Takeaways on Grit

    ٧ جمادى الآخرة

    Our Takeaways on Grit

    Be sure to listen to a special message from John Kaplan on his conversation with Tom Deierlein, a former U.S. Army Major and combat wounded Operation Iraqi Freedom Vet. He’s also a Bronze Star and Purple Heart recipient. Support Tom’s foundation: https://tdfoundation.org/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

    ٤ من الدقائق
  4. The Epitome of Grit with Tom Deierlein

    ٤ جمادى الآخرة

    The Epitome of Grit with Tom Deierlein

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Deierlein, a West Point graduate, serial entrepreneur, Wounded Warrior, and Angel Investor. Deierlein shares his extraordinary journey from being an Airborne Ranger and Bronze Star recipient to becoming the CEO of Thundercat Technology. He recounts his return to active duty at age 38, being critically wounded in Iraq, and his inspiring recovery at Walter Reed. Focused on the theme of grit, Deierlein discusses the importance of persistence, resilience, and long-term goals in overcoming obstacles, using examples from his life and referencing Angela Duckworth's studies on grit. This episode is a powerful testament to the strength of character and determination needed to achieve greatness despite adversity. ADDITIONAL RESOURCES Connect and learn more about Tom Deierlein: https://www.linkedin.com/in/tomdeierlein/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:03:53] Tom's Early Career and Sales Background [00:05:59] Transition to PTC and the Dot-Com Era [00:10:22] The Call Back to Military Service [00:16:15] Deployment and Civil Affairs in Iraq [00:20:33] The Sniper Attack and Aftermath [00:30:09] The Body's Healing Process [00:30:35] The Challenge of Standing Up [00:31:46] Facing Dark Days [00:32:01] Defining Grit [00:33:29] The Power of Persistence [00:37:12] Rehabilitation Journey [00:38:45] Discovering Grit [00:42:17] Early Examples of Grit [00:45:05] Ranger School Challenges [00:48:21] Teaching Grit [00:58:15] The Stockwell Paradox HIGHLIGHT QUOTES [00:53:17] "Excellence is not an act, but a habit." [00:53:46] "Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent." [00:59:58] "Confront the facts, have the discipline to acknowledge the harsh realities of your current situation, but maintain faith. Have an unwavering faith that you will prevail no matter how long it takes."

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  5. Talking about Price with Keno Helmi

    ٢٩ جمادى الأولى

    Talking about Price with Keno Helmi

    In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your pricing? How do you make sure your buyer sees the value before you present pricing? These few minutes are worth your time. KEY TAKEAWAYS [00:01:28] Establish Value Early: Prevent customers from arbitrarily assigning low value by anchoring them to the true worth of your solution. [00:02:32] Discovery is Critical: A robust discovery process aligns your software to customer pain points and value creation. [00:02:59] Avoid Premature Pricing: Deflect pricing conversations until you've gathered sufficient requirements and context. [00:05:25] Build Trust with Transparency: Acknowledge customer concerns about pricing while explaining the complexities involved. [00:07:02] Broad Pricing Ranges: Use ranges and commercial terms to delay definitive pricing until later stages of the deal. HIGHLIGHT QUOTES [00:01:28] "We’re peddling insulin here, not apples. That’s why we establish value right out of the gate." [00:02:03] "Negotiate how your software’s value will be evaluated—this determines whether you’re seen as an apple or insulin." [00:02:32] "A great discovery process sets the foundation for preserving margins later in the deal." [00:05:25] "Trust can wobble if sellers shy away from addressing pricing concerns with authenticity." [00:07:02] "Broad ranges tied to ROI are your Plan B when pressured for pricing early." Listen to Keno’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/mastering-negotiation-in-b2b-sales-with-keno-helmi/ 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

    ٨ من الدقائق

  6. ٢٦ جمادى الأولى

    Thank You to our Listeners!

    Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong! 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 A guide for sales messaging: https://www.forcemanagement.com/roi-of-sales-messaging

    ٣ من الدقائق
  7. What Makes Your Reps Successful

    ٢٢ جمادى الأولى

    What Makes Your Reps Successful

    In this short segment of the Revenue Builders Podcast, Battery Ventures Operating Partner, Bill Binch, talks with Revenue Builders on getting specific on what makes your reps successful and the importance of understanding that success profile as a CRO. If you are hiring in 2025, don’t miss this segment. KEY TAKEAWAYS [00:00:27] - Introduction to Bill Binch's career highlights (Battery Ventures, Pendo, Marketo). [00:01:11] - The importance of having a clear and compelling personal and company value proposition as a CRO. [00:02:17] - Lessons from Marketo: Hiring top talent and being ruthless about performance in the early days. [00:03:15] - Defining traits of successful sales reps and discovering the “Monday Morning Meeting Rule.” [00:04:11] - Inputs that predict outputs: The critical metric of nine weekly customer-facing meetings. [00:05:02] - Structuring onboarding and enablement to align activity with success expectations. [00:05:38] - Setting success profiles in interviews to align hiring with organizational goals. HIGHLIGHT QUOTES [00:01:11] - "As a CRO, if you're not audible-ready with your employee value prop or your own story, you're at risk. You're really at risk." [00:02:56] - "If you weren’t cutting it at Marketo in 60 days, it was a hard place to be. That ruthlessness shaped our success." [00:03:48] - "Our reps who start the week with nine customer-facing meetings consistently hit quota. Meetings multiply." [00:05:02] - "We shifted enablement from outputs to inputs—measuring activity first to build downstream results." [00:05:38] - "When you start here, this is what we’re going to manage you to. Does that sound good?" Listen to Bill’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/a-revenue-builders-journey-from-seller-to-leader-to-operating-partner/ 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/ Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    ٦ من الدقائق
  8. Balancing Technical Expertise and Sales Strategy with Keith Textor

    ١٩ جمادى الأولى

    Balancing Technical Expertise and Sales Strategy with Keith Textor

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business outcomes, the challenges of Product Led Growth (PLG), and effective ways to recognize and reward technical contributions. With valuable insights and real-life examples from their experiences, they provide a comprehensive guide to enhancing collaboration between sales and technical teams for improved customer success. ADDITIONAL RESOURCES Connect and learn more about Keith Textor: https://www.linkedin.com/in/keithtextor/ Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:05] Role Delineation: Sales vs Technical Resources [00:02:49] Understanding Customer Requirements [00:06:33] Effective Demonstrations and Building Champions [00:14:59] Navigating Remote Sales Dynamics [00:27:22] The Importance of Sales Process and Qualification [00:39:09] Navigating Company Dynamics [00:39:49] Understanding the Right Audience [00:40:19] Challenges in Selling CAD Software [00:42:13] Driving Organizational Change [00:46:47] The Role of Sales Engineers [00:48:36] Aligning Sales Process with Customer Needs [00:56:32] Recognizing Technical Contributions [01:10:27] Leveraging Telemetry for Customer Success HIGHLIGHT QUOTES [00:26:13] "Your first job is to go sit down with your sellers, go introduce yourself, and get into as many meetings, as many demos, as many things you can." [00:49:32] "If your process allows for things like that to happen, you're never going to scale." [01:03:52] "There's a risk/reward difference in personalities."

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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

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    Revenue Builders

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