Revenue Builders

Force Management
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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

  1. Scaling Success: Revenue Growth and AI in Sales with John Schoenstein

    HÁ 1 DIA

    Scaling Success: Revenue Growth and AI in Sales with John Schoenstein

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The discussion dives into Schoenstein's extensive experience in scaling companies from startup stages to large enterprises, touching on key topics like repeatable revenue systems, the importance of talent, and sales rep productivity. The conversation also explores the integration and impact of AI on sales processes, how to create effective revenue systems at various growth stages, and the cultural and operational shifts necessary for scaling. Schoenstein emphasizes the significance of data, training, and customer-centric approaches in driving successful sales teams. The discussion offers valuable insights for B2B sales leaders looking to understand and implement strategies for scalable and efficient growth. ADDITIONAL RESOURCES Connect with John Schoenstein: https://www.linkedin.com/in/john-schoenstein/ Learn more about Customer.io: www.Customer.io Email John about joining the Customer.io team: john.schoenstein@customer.io How leaders are driving growth and scalability in 2026: https://hubs.li/Q03JN74V0 Watch Force Management’s C-Level Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS 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 [00:02:36] Scaling Companies: Insights from John Schoen Stein [00:03:41] The Importance of Talent in Sales [00:11:16] Pipeline Generation and Sales Leadership [00:16:50] Building a Winning Culture [00:18:28] Implementing Repeatable Revenue Systems [00:30:02] The Role of Data and Rev Ops in Scaling [00:32:58] Pipeline Focus and Sales Rep Productivity [00:34:09] Measuring Sales Rep Productivity [00:35:27] Regional Productivity and Investment Decisions [00:36:05] Analyzing Sales Data for Insights [00:38:35] Sales Productivity in Startups [00:40:00] Remote Work and Sales Productivity [00:41:42] Encouraging Creativity and Adaptability in Sales [00:45:52] AI in Sales and Revenue Leadership [00:49:05] Implementing AI in Sales Processes [01:02:06] Customer Engagement and AI at Customer.io HIGHLIGHT QUOTES [00:05:32] “Talent matters at all levels. You want people who are competitive, coachable, and curious.” [00:08:33] “You can’t own your territory if you’re depending completely on inbound leads.” [00:12:54] “Patriots go to battle with you when it’s hard. Mercenaries leave when things get tough.” [00:16:57] “Pride is the precursor to winning, and winning is the precursor to pride.” [00:39:57] “If you’re not looking at sales productivity, you’re missing a precursor to whether people will make it.” [00:46:28] “AI should be a copilot—helping reps win, not just adding more inspection.” [00:47:10] “Sellers that do not have AI acumen are going to be replaced by sellers that do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1h6min
  2. Breaking Down the Critical Role of a Manager with Scott Rudy

    HÁ 4 DIAS

    Breaking Down the Critical Role of a Manager with Scott Rudy

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into one of the most important and most overlooked drivers of organizational growth: the roles of first and second line managers. Joined by Scott Rudy, CRO at Zywave, the conversation unpacks why these leadership levels are vital to sales success, where companies often blur responsibilities, and how to build accountability into leadership structures. From recruiting to development plans, and from forecasting to coaching, this discussion provides practical insights for CROs, VPs, and leaders who want to strengthen their sales engine and avoid costly missteps. KEY TAKEAWAYS [00:00:22] First line managers are the backbone of seller success but face high pressure with new responsibilities like recruiting, training, and forecasting. [00:02:02] Second line leaders should not act as duplicate first line managers; their true role is coaching, simplifying, and plugging gaps for new managers. [00:02:58] Proper segregation of duties—development plans, recruiting involvement, and quality checks—prevents confusion and duplication. [00:03:56] A sales organization’s growth is often constrained by ineffective execution at the first line manager level. [00:04:53] Accountability must extend to both first and second line managers, ensuring clarity in responsibilities. [00:06:13] CROs should hold second line managers accountable for development plans and rep performance, not just first line leaders. [00:07:27] Recruiting should be a joint process—first line managers drive it, second line managers coach and validate decisions. [00:08:12] Second line leaders focus on quality, spotting blind spots, and identifying trends in recruiting and management. QUOTES [00:00:49] “Seller success should be the number one objective and North Star for a first line leader.” [00:02:02] “A great second line leader plugs the holes of a new first line leader by coaching and simplifying the job.” [00:02:58] “Segregating responsibilities prevents first and second line leaders from duplicating efforts and confusing reps.” [00:03:56] “One of the biggest obstacles for success is the execution of a first line manager.” [00:06:31] “If I’m the CRO, I’m asking the second line manager first about a rep’s performance and development plan.” [00:08:00] “The second line leader ought to focus on quality—spotting trends and blind spots the first line leader may miss.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/the-critical-role-of-sales-managers-in-driving-growth-with-scott-rudy 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/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    9min
  3. Mission Driven Leadership with Mike Hayes

    11 DE SET.

    Mission Driven Leadership with Mike Hayes

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back Mike Hayes, former Navy SEAL and current sales leader at Insight Partners. They discuss Mike’s new book, Mission Driven: The Path to a Life of Purpose, and how its lessons apply to sales success and leadership. Mike emphasizes the importance of rooting your work in alignment with personal values and goals, which leads to not only greater outcomes and accomplishments but a sense of fulfillment. Mike also shares insights from his 20-year government career and his transition to the private sector as a sales leader. This episode is an essential listen for anyone seeking to align their personal values with their professional journey. ADDITIONAL RESOURCES Buy Mike’s book, Mission Driven: The Path to a Life of Purpose: https://www.hachettebookgroup.com/titles/mike-hayes/mission-driven/9780306836534/ Support the 1162 Foundation’s mission of helping Gold Star families: https://givebutter.com/1162foundation Listen to the first podcast with Mike Hayes on Mission, Meaning and Impact from Navy SEALs to Sales: https://www.forcemanagement.com/mission-meaning-and-impact-with-mike-hayes Connect with Mike Hayes: LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/ Instagram: Mike Hayes (@thisis.mikehayes) X: @thisismikehayes (@thisismikehayes) on X Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO 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 [00:03:05] The 1162 Foundation and Supporting Gold Star Families [00:07:12] The "Who" vs. "What": A Core Lesson on Identity [00:11:48] The Challenge of Transitioning from a High-Profile Role [00:16:01] The Power of Honest Self-Reflection and Feedback [00:25:50] The Dan Hurley Story: Purpose Over Paycheck [00:33:14] The Three Circles: Aligning Energy, Skill, and Business Need [00:36:20] Adaptability and Developing a "Meta Plan" [00:43:03] Building Resilience and Finding Perspective in Hardship [00:48:19] The Importance of Being Intentional with Your Emotions [00:55:10] A Story of Competition and Humility in Iraq HIGHLIGHT QUOTES [00:08:45] "We would always say, who do you want to be? Because the who is that deeper you... let's not connect self-esteem or success based on a what, in a title and a position." [00:41:01] "The acid test, I think for a life well lived is how many people who you've never met have you positively impacted." [00:44:17] "When you're having a hard day, the best thing to do is go find somebody who's having a harder day and go help him or her." [00:53:11] "No one is actually selling technology. What you're actually doing is selling trust." [00:54:15] "When 15 men are wrong, look in the mirror." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1h9min
  4. Everyone Has a Story with Doug Holladay

    7 DE SET.

    Everyone Has a Story with Doug Holladay

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug explores the significance of vulnerability, owning your story, and fostering authentic communication in leadership and relationships. Learn how asking the right questions, embracing imperfection, and understanding the stories of others can transform both personal and professional connections. KEY TAKEAWAYS [00:00:40] Understanding Team Dynamics [00:01:55] The Power of Vulnerability [00:02:24] The Impact of Social Media on Youth [00:04:19] Owning Your Story QUOTES [00:01:38] "Instead of looking for answers, why don’t we try to identify the 20 best questions that’ll help us get to the best answer?" [00:02:03] "People are attracted to our broken parts. Nobody's really attracted to perfection." [00:03:16] "To be nobody but yourself in a world that’s trying to make you someone else is the bravest thing you can do." – E. Cummings (cited by Doug Holliday) [00:04:31] "Everybody has a story. Don’t think for a minute anyone you encounter doesn’t have their own." [00:05:12] "There are no heroes, no victims—just a story." [00:05:39] "What people want to see isn’t perfect people, but authentic people." Connect and learn more about Doug Holladay through the link/s below. https://www.linkedin.com/in/dougholladay/ 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    6min
  5. A Masterclass in Closing Big Deals with Steve Waugh

    4 DE SET.

    A Masterclass in Closing Big Deals with Steve Waugh

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Waugh, a legendary enterprise software salesperson. Steve shares his journey from starting at IT resellers to executing some of the largest deals in enterprise software at companies like Blade Logic, BMC, and Medallia. He outlines strategies for identifying champions and detractors, the importance of mindset, belief in one's product, and understanding the customer's business impact. Additionally, Steve discusses the critical role of executive support in closing big deals and offers insights into navigating internal challenges within one's company. This episode is a treasure trove of wisdom for anyone looking to understand the art and science of selling large enterprise software deals. ADDITIONAL RESOURCES Connect and learn more from Steve Waugh: https://www.linkedin.com/in/steve-waugh-4833b57/ Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO 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 [00:02:19] Steve's Early Career and First Big Deal [00:04:30] Breaking into Financial Services [00:07:36] Mindset for Selling Big Deals [00:11:50] Identifying and Handling Detractors [00:22:21] Cost vs. Value in Sales [00:32:10] The Importance of Content in Sales [00:32:50] Embracing Your Unique Style [00:34:53] Believing in Your Product [00:36:39] Navigating Company Challenges [00:37:55] The Art of Big Deal Selling [00:46:33] Uncovering Hidden Opportunities [00:51:21] Mastering Executive Communication [00:53:43] Career Pathing and Leadership HIGHLIGHT QUOTES [00:20:49] "You have to believe that everybody gets up and puts their pants on the same way." [00:24:26] "If a customer's constantly looking at cost, you haven't got 'em converted—you gotta get 'em to forget cost and look at the value." [00:33:09] "You gotta know who your friends are, but you gotta know your enemies better." [00:46:46] "Executives don't care how you do it—they care about the 'so what.'" [00:54:17] "If my own leader doesn't believe me, it makes it uber hard for me to accomplish it." [00:56:48] "It's a two-way street. The company has to support their people to believe they can do it, and they have to have that same courage." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1h1min
  6. Demonstrating Opportunity with Your SKO

    31 DE AGO.

    Demonstrating Opportunity with Your SKO

    The best sales kickoffs are planned in a way that aligns with the company’s strategic goals and sets your revenue teams up to execute successfully. In this segment, John Kaplan and John McMahon talk through the importance of demonstrating the opportunity your company is providing your revenue teams and why committing their time to your organization is going to be worth it.  Force Management’s Sales Kickoff Resources: Five must-dos for leaders on SKO planning: https://hubs.li/Q02SpNpS0 Ultimate Sales Kickoff Resource Guide:  https://hubs.li/Q02Qr2B80 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

    8min
  7. Scaling Sales Operations with Meghan Gill

    28 DE AGO.

    Scaling Sales Operations with Meghan Gill

    In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales operations in scaling a company from $100 million to a multi-billion-dollar enterprise. Drawing on her 15 years at MongoDB, Megan shares valuable insights on evolving RevOps functions, the complexities of comp planning, the integration of AI in sales, and the importance of maintaining a robust management operating rhythm. The conversation covers a breadth of topics, including the transition to a consumption-based model, the challenges and strategies in aligning sales and client success teams, and best practices for selecting and consolidating sales tools. Megan emphasizes the necessity of detailed planning and communication, as well as the need to balance protecting the company with serving the sales organization effectively. ADDITIONAL RESOURCES Connect with Meghan Gill: https://www.linkedin.com/in/meghanpgill/ Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 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 [00:02:41] Evolution of Sales Operations [00:03:58] Field Operations and Territory Planning [00:06:45] Rev Ops vs. Sales Ops [00:08:20] Effective Territory Management [00:18:08] Metrics and KPIs in Sales Ops [00:22:55] Building a Successful Sales Ops Team [00:33:54] Deep Dive into Sales Ops Challenges [00:34:22] Diagnosing Sales Problems [00:35:05] Trust but Verify: Ensuring Data Integrity\ [00:37:36] Balancing Protection and Service in Leadership [00:39:51] Choosing the Right Sales Tools [00:43:50] The Role of AI in Sales [00:51:21] Compensation Plans and Their Complexities [01:01:25] Lessons from Scaling MongoDB HIGHLIGHT QUOTES [00:26:06] "The hardest part, to be honest, is getting the data right, because nobody has a perfect CRM with perfectly scrubbed data." [00:35:37] "Every analysis that I've done throughout my years running sales ops is very counterintuitive. It's like the fewer accounts you have, the more productive you are because you can really focus and narrow in." [01:32:06] "People with AI experience and leverage on how to do these roles are going to replace people that don't do that. And I see that happening really, really fast." [01:41:50] "Keep it simple. You want to have one, maybe two elements in the comp plan... Any more than that, they're not gonna know where to focus." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1h5min
  8. Conscious Leadership and Coaching with Kara Gilbert

    24 DE AGO.

    Conscious Leadership and Coaching with Kara Gilbert

    In this short segment of the Revenue Builders Podcast, Kara Gilbert, executive coach, startup advisor, and former Chief People Officer at Turbonomic, unpacks the transformative role of coaching—not as a remedial tool, but as an accelerator for growth, leadership, and personal clarity. She explains how elite performers unlock their potential by pausing, reflecting, and holding themselves accountable. From processing feedback to balancing life trade-offs as a working executive, Kara reveals how leaders can connect deeply with their own story to become more effective in business and life. Whether you’re a sales leader, startup founder, or executive navigating high-pressure environments, this episode will help you understand why self-awareness, accountability, and honesty are the real cornerstones of leadership success. KEY TAKEAWAYS [00:01:00] Coaching is not remedial—it’s an accelerant to growth, leadership, and opportunity. [00:01:47] The power of pausing: Why slowing down helps leaders gain clarity on goals, teams, and personal direction. [00:02:15] Accountability in coaching: How check-ins create discipline and progress. [00:02:46] Life trade-offs for executives: Outsourcing and prioritizing to focus on what truly matters. [00:03:07] Processing feedback effectively: Choosing what to embrace and what to discard. [00:03:28] Owning your story: The cornerstone of leadership, happiness, and strong relationships. [00:04:55] Honesty in coaching: Why vulnerability and raw truth unlock real breakthroughs. QUOTES [00:01:00] “Coaching is not remedial. Coaching is actually an accelerant to growth and opportunity.” [00:01:47] “When leaders pause, they can be thoughtful and break through things they just haven’t had time to think about.” [00:03:28] “The most elite people—the happiest people—are the ones who know their story and have owned it.” [00:04:55] “In coaching, you have nothing to lose. Just be honest.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/achieving-excellence-in-leadership-with-kara-gilbert 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/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    5min
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Sobre

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

Informações

  • Criado por
    Force Management
  • Anos de atividade
    2022 - 2025
  • Episódios
    282
  • Classificação
    Livre
  • Copyright
    © 2022 - Force Management
  • Site do podcast
    Revenue Builders

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