Revenue Builders

Force Management
  • 4.9 (162)
  • 创业
  • 一周一更

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. Avoiding Burnout with Marcy Stoudt

    23小时前

    Avoiding Burnout with Marcy Stoudt

    In this curated episode of the Revenue Builders Podcast, we talk burnout with Marcy Stoudt, CEO and co-founder of Revel Coach. Marcy helps leaders avoid burnout and become their best selves without sacrificing success in either area. In this segment, she covers a few tips for avoiding burnout. KEY TAKEAWAYS [00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspective and struggle to lead effectively when overwhelmed. [00:01:45] Your attitude towards upcoming challenges greatly influences burnout; maintaining a positive mindset is key. [00:02:25] Adopt a daily practice of living "above the line," clarifying your vision and taking action aligned with your desired self. [00:04:36] Recognize and address negative events and emotions that contribute to burnout, working to stay "above the line." [00:05:55] Clear clutter from your schedule, aligning commitments with your vision of success and avoiding unnecessary tasks. HIGHLIGHT QUOTES [00:01:03] "There's a fine line between working too hard and being addicted... It's real and you can't generically say how to prevent it." [00:02:47] "Living above the line... You're defining who you want to be more often." [00:05:19] "Clearing clutter from her calendar is really important and just doing it to align to her vision of success with no comparison." [00:07:34] "Being honest with yourself about the addiction... my inability to extricate myself... became a self-fulfilling prophecy." Listen to the full episode with Marcy Stoudt through this link: https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt 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.

    8 分钟
  2. The Power of Belief with Dean Otto

    4天前

    The Power of Belief with Dean Otto

    In this episode of the Revenue Builders Podcast, our host John Kaplan is joined by Dean Otto, an endurance athlete with a background in senior strategic global account sales. Dean shares his journey of recovery after a near-fatal cycling accident that left him with a 2% chance of ever walking again. His incredible story is a testament to the power of resilience and purpose, from overcoming immense physical challenges to running a half-marathon with the driver who hit him and the surgeon who saved his life. Dean provides insights into his mindset, the importance of community and forgiveness, and how he's turned his adversity into a mission to help others. The episode also delves into his guiding principles of courage, commitment, conditioning, and the importance of intellectual and spiritual fitness. Tune in for a powerful and motivational story of overcoming the odds. ADDITIONAL RESOURCES Buy Dean’s Book and Book Dean as a Speaker: https://deanottospeaking.com/ Connect with Dean: linkedin.com/in/deanottospeaking Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 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 [00:01:15] Meet Dean Otto: A Story of Resilience [00:02:32] The Life-Changing Accident [00:06:00] Dean's Journey to Recovery [00:08:57] Overcoming Addiction and Finding Support [00:15:40] The Power of Forgiveness and Reconciliation [00:17:49] Miraculous Recovery and New Beginnings [00:33:32] Comeback Race and Heart Condition [00:34:07] Four Perspectives in the Book [00:34:56] Half Marathon Achievement [00:37:46] Turning Adversity into a Mission [00:39:16] Seizures and Medical Challenges [00:42:31] Speaking Engagements and Impact [00:51:02] Framework for Success HIGHLIGHT QUOTES [00:06:18] "We always revert to our training—make your training intentional." [00:16:07] "Isolation is the biggest enemy." [00:30:59] "Courage just means showing up." [00:35:54] "I'm not an outcome guy. I'm an input guy." [00:36:10] "If I've got a great attitude and I take the next right action, chances are the outcome's gonna be pretty great." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1 小时 5 分钟
  3. Building PLG Playbooks with Dan Fougere

    11月9日

    Building PLG Playbooks with Dan Fougere

    In this segment, Dan Fougere breaks down how Product-Led Growth (PLG) fundamentally changes the traditional sales playbook. Drawing from his experience at Datadog and advising startups, he explains that PLG companies must rethink how they engage prospects—especially when users begin interacting with the product before any formal sales conversation. Dan emphasizes the importance of usage signals—such as downloading the product or reading documentation—as triggers for sales outreach. He also discusses the risk of force-fitting old playbooks into new environments and advocates for a first principles approach: understanding how users buy, how they use the product, and what commercial conversations are relevant at each stage. On this Veterans Day Week, check out one of the charities that’s important to Dan. https://www.nplboutdoors.org/ The No Person Left Behind Outdoors charity works with combat veterans to provide outdoor experiences to foster camaraderie, promote wellness, and celebrate resilience. They do everything from hiking trips to Kilimanjaro to turkey hunts. Support their important work.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    7 分钟

  4. 11月6日

    Leading from the Front: Building Credibility at your SKO

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive deep into the world of Sales Kickoff (SKO) events. They discuss the critical importance of aligning SKO content with sales rep needs, emphasizing that it should be more than just an event—it should be a holistic process aimed at motivating and educating the sales force. The conversation covers the significance of training, the role of tools and AI in sales, and the pivotal role of frontline managers in driving sales team performance. They also share practical advice on crafting effective compensation plans and highlight the essential skills and knowledge that sales reps need for success. The episode is a must-listen for B2B sales leaders who are preparing for the upcoming SKO season and looking to drive impactful results. ADDITIONAL RESOURCES Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 See Force Management’s SKO Results: https://hubs.li/Q03RQM-V0 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 [00:01:15] Kickoff: SKO Season Insights [00:01:45] The Importance of SKO Planning [00:02:29] Effective SKO Content and Structure [00:08:28] Leveraging AI and Tools in Sales [00:18:58] Challenges in Sales Processes and Tools [00:28:13] Training and Development for Sales Success [00:37:11] The Brady Rule and Skill Development [00:37:52] Role Playing and Live Interactions [00:39:17] The Importance of Leading by Example [00:45:09] Essential Sales Skills [01:00:53] The Role of Frontline Sales Managers [01:06:16] The Importance of Comp Plans HIGHLIGHT QUOTES [00:02:29] "It's a process, not an event. As a CRO, use the SKO to motivate, align on goals, and focus on training—not just boring org charts." [00:04:37] "If you don't sit in the seat of the participant, you are going to bore people to tears." [00:11:18] "Don't tell me about another tool unless it's really going to help me sell." [00:47:21] "You have to figure out who is sitting in that audience, resonate with them, and know what outcome you want when the meeting is over." [01:20:21] "Listening is number one. Most people are awful listeners, and most salespeople can't wait to talk." [01:53:06] "The job of the frontline sales manager is so critical, and they're the last people to get trained." [01:59:45] "I cannot fathom going into an SKO at the beginning of the year and not having comp plans done." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1 小时 11 分钟
  5. Scaling Sales at a Startup with Chris Reisig

    11月2日

    Scaling Sales at a Startup with Chris Reisig

    In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for entrepreneurs looking to grow their businesses. KEY TAKEAWAYS [00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial. [00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key. [00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals. [00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue. [00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability. [00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups. [00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success. [00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success. [00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin. HIGHLIGHT QUOTES [00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important." [00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business." [00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers." [00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point." Listen to the full episode with Chris Reisig in this link: https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    14 分钟
  6. Creating Adaptive Sales Playbooks with Dan Fougere

    10月30日

    Creating Adaptive Sales Playbooks with Dan Fougere

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Dan Fougere, a venture partner at Index Ventures and former CRO of Datadog. Dan shares insights from his extensive sales career, emphasizing the importance of developing adaptive and context-specific sales playbooks. He discusses the evolution of PLG (Product-Led Growth) strategies, the integration of AI in sales processes, and the critical need for continuous learning and adaptability. The episode also touches on Dan's philanthropic efforts, including his involvement with Homes for Our Troops and other charitable initiatives. ADDITIONAL RESOURCES Connect and learn more from Dan Fougere. Connect with Dan on LinkedIn: https://www.linkedin.com/in/danfougere/ Support Homes For Our Troops: https://www.hfotusa.org Support Imagine Reading: https://imaginereading.com/ Support No Person Left Behind Outdoors: https://www.nplboutdoors.org Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 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 [00:02:24] Advice for New Sales Leaders [00:02:52] Adapting Sales Playbooks [00:03:27] The Importance of Flexibility in Sales Strategies [00:03:54] Understanding Product-Led Growth (PLG) [00:06:44] Case Study: Datadog's Sales Evolution [00:07:57] Challenges in Scaling Sales Strategies [00:08:51] Building a Sales Organization for the Future [00:12:14] The Role of a CRO in Modern Sales [00:14:48] Adapting to Market Changes [00:26:23] Traits of Effective Sales Leaders [00:34:03] The Tip of the Spear: Leading from the Front [00:34:16] Medallia: Building a Sales Process from Scratch [00:36:58] Profile of a Successful Sales Leader [00:37:47] Recruiting and Building a High-Performance Team [00:39:25] The Importance of High Standards in Hiring [00:52:41] AI's Impact on Sales and Forecasting [01:02:07] Giving Back: Charitable Endeavors HIGHLIGHT QUOTES [00:03:21] “A big mistake is trying to force fit a playbook from a previous company into a new company.” [00:06:01] “Approach it with a beginner’s mind… it’s actually an advantage you only get once.” [00:10:55] “Build your outbound before you need it, because at some point you’re going to need it.” [00:13:33] “98.5% of companies realize, ‘I wish I had a great sales organization to go with this great PLG motion.’” [00:19:07] “The thing that tops people out is the inability to adapt and collaborate—they become too rigid.” [00:22:25] “If you know in your heart your team is mediocre, you’re never going to be great. Raise those standards.” [00:31:36] “Don’t just assume you can get rid of BDRs and have AI do it. I don’t see anybody telling me that’s working yet." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1 小时 5 分钟
  7. Owning the Recruiting Process with Andy Price

    10月26日

    Owning the Recruiting Process with Andy Price

    In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Andy Price from Artisanal Ventures and Artisanal Talent. With over 30 years of experience in the recruiting industry, Andy shares valuable insights on why it's crucial for sales leaders to own the recruiting process. The discussion delves into the pitfalls of delegating recruitment to HR, the importance of building a strong internal talent acquisition team, and the impact of recruiting quality talent on overall sales success. KEY TAKEAWAYS [00:00:41] The Importance of Sales Leaders Owning the Recruiting Process [00:00:53] Pitfalls of Delegating Recruitment to HR [00:01:36] Building an Internal Talent Acquisition Muscle [00:02:15] The Impact of Economic Changes on Recruiting Strategies [00:02:53] The Importance of Consistency in Sales Team DNA [00:03:47] The Role of Networks in Successful Recruiting [00:05:02] Evaluating Sales Leaders Based on Their Recruiting Ability [00:04:16] The Consequences of Poor Recruiting on Sales Organizations [00:04:44] The Significance of Having a Vision for Talent Development HIGHLIGHT QUOTES [00:00:53] "You cannot delegate it to anybody else because you're recruiting your own team, and your team is going to determine your own success and your own career." [00:01:36] "The HR team was a central function, more administrative and compliance, comp benefits." [00:02:53] "You end up with inconsistent talent across the board and things start to vibrate." [00:03:29] "When you recruit a bunch of C's and D's, you're going to burn through a lot of money." [00:05:02] "Who are they going to bring? Who are they going to recruit?" [00:06:16] "Salespeople want to win." Listen to the full episode with Andy Price through this link:  https://revenue-builders.simplecast.com/episodes/investing-in-the-future-of-b2b-software-with-andy-price 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.

    7 分钟
  8. Leadership, Generational Insights, and the Power of People with Susan Lucia Annunzio

    10月23日

    Leadership, Generational Insights, and the Power of People with Susan Lucia Annunzio

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Susan Lucia Annunzio, the “CEO Whisperer” and President of the Center for High Performance. With over 25 years of expertise in leadership and organizational culture, Lucia shares her insights on fostering sustainable growth by treating people well, the importance of leveraging brain power, and the generational dynamics impacting today's workforce. They delve into strategies for leaders to harness the unique strengths of Gen Z, overcome organizational toxicity, and create environments where innovation and accountability thrive. Tune in to explore how to unlock potential within your teams and drive profitable growth. ADDITIONAL RESOURCES Connect with Susan Lucia Annunzio. LinkedIn: https://www.linkedin.com/in/susanannunzio/ Learn more about the Center for High Performance: https://centerforhighperformance.com/  Get Lucia’s books: https://centerforhighperformance.com/category/books/ Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 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 [00:03:08] Lucia's Journey and Mission [00:06:18] The Importance of Treating People Well [00:08:22] Return on Brain Power [00:10:17] Challenges in Leadership and Management [00:30:25] Generational Differences and Gen Z [00:33:39] The Most Rejected Generation [00:34:23] Technological Savvy and Social Media Influence [00:36:03] Gen Z's Desire for Purpose and Socialization [00:37:53] The Impact of Overprotection and Fear [00:40:21] Work Environment and Remote Work Preferences [00:43:37] The Future of Work and Leadership [00:53:30] Empowering Gen Z in the Workplace HIGHLIGHT QUOTES [00:06:56] “A great strategy without allowing people to use their brains will never maximize its potential.” [00:08:41] “Companies leave money on the table because they don’t allow people to challenge assumptions.” [00:10:57] “The number one differentiator of sustainable growth... was the people in the group felt valued.” [00:13:41] “People work for people. When you look authentic, people begin to trust you.” [00:21:55] “Most Gen Zs prefer to work in person, learn socialization skills, and make friends.” [00:28:35] “Resilience comes from making mistakes, learning from them, and getting back up again. But when you make a mistake and people keep you down, you become a victim.” [00:32:32] “Ask for help. Tell your boss you want to be a star player and want to know what good looks like.” [00:38:13] “Anybody can be good. But how do you become great? That’s what’s going to give you satisfaction.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    1 小时 7 分钟
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关于

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

信息

  • 创作者
    Force Management
  • 活跃年份
    2022年 - 2025年
  • 单集
    299
  • 分级
    儿童适宜
  • 版权
    © 2022 - Force Management
  • 节目网站
    Revenue Builders

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