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. 2d ago

    How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais

    High-pressure sales moments test a leader’s ability to stay composed, present, and clear when the outcome matters. In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations. He breaks down the difference between useful nerves and disruptive anxiety, then outlines the mental skills that help leaders regulate pressure: awareness, breathing, and self-talk. For revenue leaders, this conversation offers a practical lens on preparing the mind before the stakes arrive. Dr. Michael Gervais is a performance psychologist, the founder of Finding Mastery, host of the Finding Mastery podcast, co-creator of the Performance Science Institute at the University of Southern California, and author of The First Rule of Mastery: Stop Worrying About What People Think of You. He has worked with Olympians, world champions, MMA fighters, Fortune 100 CEOs, and elite teams to help them train their minds for high-pressure performance. Connect with Dr. Gervais: Website Podcast IG Facebook LinkedIn Resources mentioned: Dr. Michael Gervais' Morning Mindset Routine The First Rule of Mastery: Stop Worrying About What Other People Think of You by Michael Gervais, PhD Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life by J. Douglas Holladay Hit Refresh by Satya Nadella Listen to the full episode: Training the Mind for High-Stakes Sales: How FOPO Hurts Executive Presence with Dr. Michael Gervais 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. 5d ago

    Training for Pressure with Greg Poss

    Pressure does not create a response. It exposes the response that has already been trained. Former professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and build resilience before the stakes rise. Greg, John McMahon, and John Kaplan examine why external achievement delivers only temporary satisfaction, how a leader’s emotional state influences the performance of the team, and why productive discomfort must be paired with a clear path forward. They also discuss practical tools including breathing, visualization, self-awareness, and Greg’s 21-day process for building more consistent responses in high-pressure environments. Greg Poss spent decades coaching professional hockey in the United States and Europe, including leading the Mannheim Eagles to a championship and coaching the German national team. He now works with athletes, coaches, and business leaders to strengthen mental resilience and improve performance under pressure. Connect with Greg: LinkedIn Website Resources mentioned: The Peter Attia Drive Podcast, Ep. #399 ‒ The evolution of Alzheimer's disease and dementia care: how early detection, personalized treatment, new therapies, and a multimodal approach are changing the landscape | Gayatri Devi, M.D. Greg Poss's 21-Day Brain Training Program Other Revenue Builders appearances: ”The Most Important Reward Is The Process” with Greg Poss Key takeaways from this episode:  00:00 - Introduction 03:05 – Why Greg believes the brain must be trained to respond deliberately before pressure arrives. 07:41 – How frustration, anger, and anxiety can signal that fear is beginning to shape a leader’s response. 16:25 – Why external achievements provide temporary satisfaction, while sustained fulfillment comes from the process of learning and mastery. 23:50 – How a leader’s emotional state influences the energy, confidence, and performance of the people around them. 36:04 – Why pushing people outside their comfort zones only produces growth when leaders also provide the tools and path forward. 50:45 – How victim thinking blocks accountability, learning, and the ability to improve after a setback. 57:29 – Why effective visualization includes adversity, friction, and the response required when events do not go according to plan. 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. Jul 19

    Why Deals Die Inside the 10-Yard Line with Randy Riemersma

    Late-stage deals can appear secure once the buyer has accepted the product and the business case, but that is often when the risk feels most personal. In today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive alignment, credible proof points, consistent communication with the champion, and a clear business-level point of view. The conversation gives revenue leaders a sharper way to evaluate late-stage deal risk and reinforces why belief, preparation, and execution matter when the buyer is preparing to make a high-stakes decision. Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance. Connect with Randy: LinkedIn Website Resources mentioned: The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor Listen to the full episode: The Hidden Cost of False Velocity with Randy Riemersma 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. Jul 16

    How Great Sales Leaders Turn Instinct Into a System with Frederik Maris

    Sales organizations stall when knowledge stays trapped in the heads of a few experienced people. In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching. He shares how conscious competence helps managers teach what top performers do instinctively, why early wins matter for new reps, and where leaders must take accountability when talent fails to develop. The conversation gives CROs a practical view of the systems, behaviors, and management discipline required to build a team that can scale. Frederik Maris is the Co-Founder and Chief Revenue Officer of EliteGTM, where he helps founders and revenue leaders build more predictable go-to-market organizations through advisory, recruiting, and enablement. His career includes senior leadership roles at Splunk, Zoom, DataRobot, BMC, Veritas, and PTC, giving him firsthand experience building and transforming complex enterprise sales teams. Connect with Frederik: LinkedIn Resources mentioned: The Happiness Advantage by Shawn Achor Key takeaways from this episode:  08:44 – What it really takes to uncover the customer pain and internal support that move complex deals forward. 04:51 – Why sales leaders need a clear understanding of the methods behind their own success. 26:16 – What CROs often overlook about the frontline manager’s role in seller ramp and retention. 28:13 – Why a new rep’s first deal can shape confidence, momentum, and long-term performance. 40:36 – Frederik Maris’s perspective on the traits that matter most when hiring for growth. 45:06 – A look inside the interview signals that reveal self-awareness and emotional intelligence. 01:01:07 – The leadership question that creates accountability when performance falls short. 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. Jul 12

    Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale

    Automation has increased sales activity while reducing effectiveness, as AI-driven outreach floods the market and drives conversion rates down. In this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live conversations create immediate learning and engagement. He outlines the discipline required to make phone work, from hiring and training to technology and compliance, and why this channel continues to perform when easier options break down. The discussion highlights a clear operational reality for sales leaders: teams that invest early in outbound phones build a durable advantage when selling gets harder. Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Listen to the full episode here: How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale 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. Jul 9

    Why Fast Growth is a Pipeline to Expose Weak Sales Organizations with Chad Peets and Chris Degnan

    Building a great sales organization has always been difficult, and the pace of AI has only raised the stakes. Chad Peets and Chris Degnan join John McMahon and John Kaplan to share what they're seeing as founders race to build go-to-market teams in one of the fastest-moving markets in software. They discuss why companies overhire, how leaders should evaluate revenue quality, what separates "patriots" from "mercenaries" in the hiring process, and the operating principles that produce durable sales organizations. Chad Peets is the Managing Partner of RPT Partners and has spent more than 25 years helping software companies build world-class go-to-market organizations. Previously Managing Director at Sutter Hill Ventures, he helped hire more than 7,500 software sales executives, including more than 500 who joined Snowflake during its growth. Connect with Chad: LinkedIn Chris Degnan is a Partner at RPT Partners and the former Chief Revenue Officer of Snowflake, where he helped build the company's go-to-market organization from its earliest stages to more than $4 billion in revenue. He is the co-author of Make It Snow: From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization. Connect with Chris: LinkedIn "Make It Snow" by Denise Persson and Chris Degnan Connect with RPT Partners: Website info@rptpartners.com More from Revenue Builders: Hiring to Ensure Success featuring Chad Peets What It Really Takes to Build a Billion-Dollar Revenue Engine featuring Chris Degnan Key takeaways from this episode: 00:00 – Why the best sales careers are built through mastery, not compensation. 10:48 – Why hiring for tomorrow's org chart often creates today's leadership problem. 12:12 – Why many AI companies are overstating revenue quality, and what leaders should look for instead. 25:58 – What leaders often overlook when separating long-term builders from short-term opportunists in the hiring process. 35:17 – A practical framework for evaluating whether a company is worth joining before you sign the offer. 41:37 – Why great technology and great sales organizations create a competitive advantage together. 45:14 – What the next generation of elite sellers will need to master to stay relevant as buying evolves. 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. Jul 5

    What AI Agents Mean for How You Build and Sell Software with Brian McCarthy

    Today’s conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution. He also explains how Cursor’s multi-model approach creates a unique advantage in a fast-moving market, and why aligning that innovation with focused sales execution is critical to winning. Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments. Connect with Brian: LinkedIn Resources mentioned: Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy All In Podcast with Chamath, Jason, Sacks & Friedberg Listen to the full episode: Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor 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. Jul 2

    The Hidden Cost of False Velocity with Randy Riemersma

    Many stalled deals do not fail because the solution is weak. They fail because the team moved too fast before the buyer had a reason to care, a sponsor willing to mobilize, and enough confidence to take the risk. Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late. He explains why elite sellers slow down early, uncover real business pain, connect operational problems to strategic outcomes, and manage the emotional side of buying when the decision starts to feel personal. Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance. Connect with Randy: LinkedIn Website Resources mentioned: The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor Key takeaways from this episode:  00:00 - Why many late-stage deals are lost long after the buyer has agreed with the business case. 02:37 - What leaders often overlook when early deal momentum feels too good to be true. 03:51 - A look inside the moment elite sellers create the urgency that average reps never uncover. 12:53 - Why many CROs see strong operational engagement fail to translate into executive sponsorship. 16:41 - The six emotions that drive buyer decisions and how to leverage them across deal stages. 28:24 - What it really takes to build buyer belief when the risk of saying yes starts to feel personal. 40:28 - Why the best discovery conversations feel less like qualification and more like understanding. 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

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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
    363
  • Rating
    Explicit
  • Copyright
    © 2022 - Force Management
  • Show Website
    Revenue Builders

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