Revenue Builders

Force Management
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  • 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. Revenue, Retention and Recruiting with Mike Earnest

    3D AGO

    Revenue, Retention and Recruiting with Mike Earnest

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams. ADDITIONAL RESOURCES Learn more about Mike Earnest: https://www.linkedin.com/in/mike-earnest-1a0a607/ Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0 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 [00:00:42] The Importance of Recruiting in Sales Leadership [00:01:59] Three Rules of Recruiting [00:03:08] Building a Culture of Promotion [00:08:56] Traits to Look for in New Recruits [00:15:57] Challenges and Strategies in Recruiting [00:32:44] Sourcing Top Talent [00:37:03] Defining the Ideal Candidate Profile [00:38:10] Proactive Pipeline Generation Strategies [00:39:23] Leveraging New Hires for Recruitment [00:42:08] Creative Recruitment Tactics [00:46:29] Retention Strategies for Top Talent [00:51:17] Challenges of Leadership Transitions [01:00:28] Supporting New Managers HIGHLIGHT QUOTES [00:01:10] "You have to create a culture of recruiting. It’s our pipeline generation as leaders." [00:03:09] "You better have a culture of promotion." [00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit. [00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other." [00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels." [00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."

    1h 9m
  2. Features and Business Outcomes with John Donnelly

    6D AGO

    Features and Business Outcomes with John Donnelly

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with John Donnelly to discuss the critical intersection of value, technical expertise, and business outcomes in enterprise sales. They explore why many sales professionals struggle with discovery, how to shift from feature-based selling to value-based selling, and the role of champion building in complex deals. If you're in B2B sales or SaaS, this episode is packed with actionable insights to help you close bigger deals and drive long-term customer success. KEY TAKEAWAYS [00:00:52] The importance of active listening in sales conversations. [00:01:24] Why enterprise sales still leans on feature-selling despite the focus on value. [00:02:57] Answering the fundamental customer question: "Why do I care?" [00:04:07] The most common mistake salespeople make in the discovery phase. [00:06:08] The power of balancing technical expertise with business outcomes. QUOTES [00:00:52] "If the person you're speaking with doesn’t feel heard, you're not going to get very far." [00:02:57] "Customers don’t care about your features unless they understand how it affects them." [00:04:07] "Sales is not a box-checking process. Rushing through discovery leads to missed opportunities." [00:06:08] "The best salespeople stand at the intersection of technical expertise and business outcomes." – John McMahon Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/no-shortcuts-accelerate-your-sales-process-with-john-donnelly 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
  3. Complex Sales: Critical Stages in a Customer’s Buying Process

    FEB 27

    Complex Sales: Critical Stages in a Customer’s Buying Process

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Patrick Ball, Chief Revenue Officer at Crux. Patrick shares his journey through various roles and companies, highlighting his unique insights into customer engagement and sales processes. Learn about Patrick's detailed approach to streamlining sales, from initial discovery to Business Value Assessments. Discover how a well-orchestrated engagement model can drive success in complex B2B sales environments, featuring real-world examples from the financial services industry. ADDITIONAL RESOURCES Learn more about Patrick Ball: https://www.linkedin.com/in/paball/ Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0 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 [00:01:48] Streamlining Customer Engagement [00:02:11] Importance of a Well-Orchestrated Sales Process [00:03:29] Handling Objections and Red Flags [00:06:54] Understanding the Product and Market [00:09:03] Mapping the Buyer’s Journey [00:11:20] Iterative Sales Process and Internal Alignment [00:16:32] Customer Engagement and Forecasting [00:19:46] External Data Assessment Workshop [00:31:53] Engaging in Business Value Assessment [00:32:35] Quantifying Value with Customers [00:34:57] Challenges in Financial Services [00:35:19] Importance of Champions and Metrics [00:39:07] Using BVA for Prospecting and Discovery [00:48:52] Handling Procurement and Negotiations [00:53:04] Recruiting for Enterprise Sales HIGHLIGHT QUOTES [00:02:40] "53 percent of buyers select a vendor based on the buying process they experience." [00:12:47] "The process is about establishing many wins in the sales cycle, like moving through stages and closing on smaller commitments." [00:27:51] "Effective sales processes turn chaotic ad-hoc meetings into structured, goal-oriented engagements." [00:29:41] "Credibility comes from showcasing you have a process that leads to outcomes the customer can't achieve on their own." [00:40:59] "You have to tap into curiosity; it's critical in a complex sales environment."

    1h 1m
  4. The CRO Mindset with Alex Varel

    FEB 23

    The CRO Mindset with Alex Varel

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan and Alex Varel, CRO of Multiverse, discuss the mindset and responsibilities required to succeed in a CRO role. Alex shares firsthand insights on the challenges of executive leadership, the importance of accountability, and how customer success should be integrated into go-to-market strategies. He also emphasizes the significance of informed decision-making and fostering a culture of collaboration across sales and customer success. KEY TAKEAWAYS [00:01:17] The CRO’s Accountability Mindset – The deep responsibility that comes with the CRO role and the need to embrace it. [00:01:56] Executive Team and Board Alignment – Understanding the dynamics of working with senior leadership and the board. [00:03:06] The Power of Listening in Leadership – Why listening is a CRO’s biggest advantage when making critical decisions. [00:04:42] Customer Success and the CRO Role – The importance of unifying pre-sale and post-sale efforts under a single vision. [00:05:28] Org Design for Customer-Centric Growth – Why aligning sales and customer success creates a seamless customer journey. [00:06:22] The Right Intent Behind Owning Customer Success – Why it’s about customer outcomes, not just control over teams. QUOTES [00:01:17] "Having the accountability to the customers, individuals, and teams—and making all of them wildly successful—is what excites me about the CRO role." [00:03:06] "A huge advantage of being a CRO is that people want to meet with you—inside and outside the company. Use that to listen and make informed decisions." [00:07:23] "The best org design creates a natural mechanism for unified goals that benefit the customer and fuel growth." [00:06:45] "I wasn’t concerned with building a fiefdom—I was focused on creating a structure that aligns sales and customer success for better customer outcomes." Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/the-reflective-journey-from-sales-leader-to-cro-with-alex-varel 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

    9 min
  5. Lessons from the Grind: Tackling Complex Enterprise Sales

    FEB 20

    Lessons from the Grind: Tackling Complex Enterprise Sales

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in sales. The conversation dives deep into strategies for navigating complex sales cycles, handling procurement, and giving effective feedback to sales reps. This episode offers a wealth of knowledge for both new and experienced B2B sales professionals. ADDITIONAL RESOURCES Learn more about Steve Fitz and his company through the links below. https://www.linkedin.com/in/steven-fitz-1487a4/ 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 [00:01:49] Challenges in Selling Enterprise Software [00:02:48] The Importance of Discovery in Sales [00:04:00] Executive Alignment and Its Impact [00:05:06] Measuring Sales Success: Activities vs. Accomplishments [00:06:00] Building Trust and Credibility with Customers [00:06:54] The Art of Effective Listening in Sales [00:09:08] Qualifying Opportunities and the Courage to Say No [00:10:18] Navigating Customer Relationships and Building Partnerships [00:12:42] The Role of Patience and Timing in Sales [00:15:47] Overcoming Seller Deficit Disorder [00:19:03] The Power of Discovery and Active Listening [00:28:37] Transforming Customer Relationships into Partnerships [00:35:40] Understanding Customer Buy-In [00:36:10] Balancing Big Deals and Forecasts [00:36:58] Executive Alignment and Team Collaboration [00:38:50] The Importance of Long-Term Thinking [00:44:24] Instilling the Right Mindset in Sales Reps [00:45:41] The Value of Embracing the Grind [00:51:47] Feedback and Continuous Improvement [01:03:04] Navigating Procurement Challenges HIGHLIGHT QUOTES [00:02:15] "You have to do your homework, you've got to know the customer better than they do." [00:02:51] "Discovery in the art of discovery has been lost in the last couple of years." [00:04:46] "If you do great discovery, the customer realizes, hey, you're a different type of salesperson." [00:11:35] "You've got to slow down to go fast." [00:21:18] "Ask the customer how they do what they currently do today and where they see challenges." [00:34:03] "The best relationship is you guys take each other to a place that you couldn't get to on your own." [00:45:26] "The grind is life. The grind is the job. The grind is everything."

    1h 8m
  6. Sales Competencies at a Startup with Sunil Dhaliwal

    FEB 16

    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
  7. No Shortcuts: Accelerate Your Sales Process with John Donnelly

    FEB 13

    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
  8. Breaking Down the Traits of a Champion with Anne Gary

    FEB 9

    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
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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 - 2025
  • Episodes
    226
  • Rating
    Clean
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

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