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. -1 ДН.

    From Zero to Scale: What It Really Takes to Build a Billion-Dollar Revenue Engine with Chris Degnan, Former CRO of Snowflake

    Building a company from the ground up is rarely clean, fast, or glamorous. It requires leaders who are willing to earn their role repeatedly, adapt faster than the business evolves, and stay grounded in customer reality even as pressure to scale intensifies. In this replay of one of our favorite Revenue Builders Podcast conversations, Chris Degnan shares what it actually took to help build Snowflake from pre-product uncertainty into a billion-dollar revenue engine. Drawing on his experience joining the company two years before general availability, Chris breaks down the stages of growth, the discipline required to identify real product-market fit, and the leadership mindset needed to scale teams, go-to-market motion, and accountability without losing velocity or culture. Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models. Connect with Chris: LinkedInFrom Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris DegnanResources mentioned: Multiple Myeloma Research FoundationIf you’re responsible for scaling a go-to-market organization, drive predictability at scale with Force Management’s Predictable Revenue Framework. Get the free guide: https://hubs.li/Q03-T6NH0 Key takeaways from this episode: 05:10 – Why joining an early-stage company means earning your role every quarter, not relying on past success or title10:25 – How defining a narrow and honest ideal customer profile creates momentum, while chasing outliers quietly destroys focus and capital16:45 – Why velocity and enterprise selling must coexist, and how overcommitting to one creates instability as companies scale20:05 – How coachability and adaptability determine whether leaders grow with the company or get replaced as scale increases21:55 – Why consumption-based selling demands accountability beyond the deal, and how reps must own customer success to earn full value26:30 – Why resisting the urge to replace leaders too early preserves institutional knowledge and strengthens culture during scale 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

    1 ч. 2 мин.

  2. -5 ДН.

    Why Elite Sellers Watch Their Own Game Film

    Today’s minisode features Bob Kocis, author of The President’s Club Mindset. In this clip, Bob explains what separates elite salespeople from the rest, and it’s not just about skill. It’s about the discipline of watching yourself. He breaks down how top performers review their own “game film,” recognize what’s actually happening in the deal, and make micro-adjustments that lead to macro results. If you’re a rep trying to sharpen your edge, or a leader building a culture of accountability and growth, this is a mindset shift you’ll want to hear. Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales. Connect with Bob: WebsiteLinkedInBuy The President’s Club Mindset by Bob KocisResources: Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework. 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

    16 мин.

  3. 29 ЯНВ.

    The President’s Club Mindset | Inside the Behaviors, Beliefs, and Discipline of Elite Sales Performers with Bob Kocis

    President’s Club performance is rarely about talent alone. It is built on discipline, preparation, curiosity, and the ability to lead without authority in complex, high-stakes sales environments. In this episode, Bob Kocis joins John McMahon and John Kaplan to unpack what truly separates perennial President’s Club winners from the rest of the field. Drawing on decades of enterprise sales leadership and insights from interviewing top performers across tech, Bob breaks down the habits, mindset shifts, and behaviors that drive consistent elite performance. These include agenda-free listening, proactive selling, building champions, neutralizing enemies, and staying adaptable as markets evolve. Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales. Connect with Bob: WebsiteLinkedInBuy The President’s Club Mindset by Bob KocisResources: Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework.Key takeaways from this episode: 02:00 – Why attitude and effort are table stakes, but curiosity is what separates elite sellers from average performers over time04:20 – How resilience and persistence create unfair advantages in long sales cycles, and why most reps quit one call too early06:00 – Why top performers attract internal resources naturally by leading without authority and acting as the quarterback of the deal14:25 – How agenda-free listening and deep preparation unlock better questions, stronger discovery, and more credible leadership with customers25:20 – Why elite sellers move at a different pace, understand their own conversion math, and operate with extreme self-awareness29:30 – How great reps turn skeptics into champions by connecting pain, solution, and personal win -- not by pushing for the close41:00 – Why the best sales leaders focus on serving their people first, and how that mindset leads to long-term success and legacy 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

    59 мин.

  4. 25 ЯНВ.

    How Great Leaders Turn Resistance Into Rapid Growth

    In this episode, John Kaplan and John McMahon sit down with Jeremy Duggan, President of Multiverse, to talk about a tension every manager feels: how do you genuinely care about your people while still holding them accountable? They dig into a real story of a high-potential rep who wasn’t thrilled about a big quota increase—and what it took to turn resistance into growth. Along the way, they break down how the right intent, honest conversations, and data-backed coaching can elevate performance, and they share the practical frameworks and tools that separate good managers from true leaders. Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results. Connect with Jeremy: MultiverseLinkedIn 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

    12 мин.

  5. 22 ЯНВ.

    Managing vs. Leading: What Separates Great Leaders from Great Managers with Jeremy Duggan

    Managing people and leading them are often treated as the same skill, but the gap between the two is where many organizations stall. In this replay episode, Jeremy Duggan joins the conversation to explore one of the most critical distinctions in business leadership: the difference between driving results and developing people.  Drawing on real-world experience scaling multiple companies to billion-dollar valuations, Jeremy unpacks why great leaders prioritize belief, execution, and long-term growth over short-term outcomes, and why vision only works when it’s paired with disciplined follow-through.  Whether you’re struggling to balance leadership with management or looking to elevate your team to extraordinary performance, this conversation reveals the principles that separate good managers from truly great leaders. Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results. Connect with Jeremy: MultiverseLinkedInResources mentioned: Bill Parcells “This is why you lift all those weights” Super Bowl clipKey takeaways from this episode: 04:00 – Why great leaders focus on making people great, not just making the work great, and how that mindset consistently produces stronger results08:50 – How difficult conversations, when rooted in genuine care and clear intent, become defining moments that unlock coachability and long-term growth13:30 – Why people want to be led only if they believe a leader can take them somewhere they cannot reach on their own21:00 – How vision shows where you’re going, purpose explains why it matters, and belief bridges the gap between ambition and execution34:00 – Why belief isn’t motivation. It’s built through proof, planning, and helping people see what’s possible before they can see it themselves46:00 – Why leadership without process creates empty inspiration, and management without vision limits performance and development59:30 – How true leadership legacy is measured by the people you develop and the leaders who emerge after you leave 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

    1 ч. 8 мин.

  6. 18 ЯНВ.

    Stop Selling to the Wrong Customers | The Science of Scaling Your ICP with Mark Roberge

    In this episode, Mark Roberge, author of the upcoming book The Science of Scaling, breaks down why so many companies fail to evolve their Ideal Customer Profile (ICP) despite changing market conditions—and reveals the surprising truth: it's emotional decision-making, not data, holding them back.  Discover the game-changing "green, yellow, red" framework that separates truly ideal customers (those with high lifetime value) from those draining your resources, and learn how to strategically reallocate your team's efforts to maximize retention and expansion.  Plus, explore how getting your ICP right doesn't just boost sales—it aligns your entire organization, from marketing and product development to customer success, creating a powerful go-to-market engine that drives real scaling. Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably.  Connect with Mark:  Stage 2 CapitalResources mentioned: The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for Leaders 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

    13 мин.

  7. 15 ЯНВ.

    Designing Systems That Scale with Mark Roberge, Founding CRO of HubSpot

    Scaling often looks like momentum on the surface: more pipeline, more headcount, more pressure from boards and capital. But underneath? Many leaders feel the strain of decisions moving faster than their systems can support. In this conversation, Mark Roberge sits down to unpack why scaling is not a milestone, but a system that must be intentionally designed and continuously recalibrated. Drawing on his experience as HubSpot’s founding CRO, a Harvard Business School lecturer, and the author of The Science of Scaling, Mark offers a clear, data-driven perspective on how leaders can move beyond reactive growth and build systems that scale with intention. Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably.  Connect with Mark:  Stage 2 CapitalResources mentioned: Pre-order Mark's book now. All proceeds will be donated to McLean Hospital, a global leader in mental health research and care.The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for LeadersKey takeaways from this episode: 04:45 Why scaling too early, often triggered by capital of board pressure, creates more downstream problems than it solves09:20 Why your ideal customer profile is defined by who your sellers actually close, not what’s written in your pitch deck12:43 Why revenue is a misleading indicator of product-market fit (and what leaders should pay attention to instead)13:58 The critical difference between product-market fit and go-to-market fit, and why skipping the latter derails scale19:36 How using leading indicators of retention removes guesswork from growth decisions40:02 Why top-down revenue targets fail, and how bottoms-up capacity planning creates sustainable scale53:55 Why Mark chose to donate all book proceeds to mental health, and why leadership conversations must make room for humanity 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

    1 ч. 1 мин.

  8. 8 ЯНВ.

    Forgiveness as a Leadership Advantage with Doug Holladay, Author of Rethinking Success

    In this episode of the Revenue Builders podcast, returning guest Doug Holladay joins the show to explore why forgiveness is not just a personal virtue, but a critical leadership skill. Drawing from Doug’s book Rethinking Success and decades of leadership experience, the conversation reframes forgiveness as a way to reclaim mental bandwidth, build trust-driven cultures, and prevent resentment from quietly eroding performance. The discussion moves beyond theory into real stories, practical distinctions, and leadership behaviors that directly impact how teams operate and scale. Doug Holladay is an author, educator, and leadership advisor known for helping leaders examine the internal patterns that shape culture, decision-making, and long-term success. He is the author of Rethinking Success and a frequent contributor to conversations on leadership, humility, and organizational health. Resources mentioned: Rethinking Success by Doug HolladayThe Wounded Healer by Henri NouwenWhat Happened to You? by Bruce Perry and Oprah WinfreyKey takeaways from this episode: 01:33 Why holding onto resentment quietly drains a leader’s focus, energy, and decision-making capacity10:45 What most leaders get wrong about culture, and why how you handle conflict matters more than what’s written on the wall12:28 The difference between forgiveness and reconciliation -- and why waiting for an apology keeps leaders stuck23:34 What forgiveness actually looks like in real leadership moments (and why it’s not about fairness or closure)26:44 Why leaders who avoid examining their own role in conflict rarely move forward – even when they’re “right”35:42 Why humility isn’t weakness -- and how strong leaders redirect power instead of using it defensively49:13 How shifting from “What’s wrong with them?” to “What happened to them?” changes the way leaders respond under pressure 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

    1 ч. 5 мин.
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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.

Информация

  • Автор
    Force Management
  • Годы выхода
    2022 - 2026
  • Выпуски
    314
  • Ограничения
    Без ненормативной лексики
  • Авторские права
    © 2022 - Force Management
  • Сайт подкаста
    Revenue Builders

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