Revenue Builders

Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John Rowell, he breaks down of how disciplined pre-call preparation sharpens positioning, turns cold outreach into meaningful engagement, and allows reps to stay fully present in the moment. The conversation highlights why preparation is not just about information gathering, but about earning credibility, accelerating sales cycles, and creating the conditions for authentic customer conversations. John Rowell is the Co-Founder of Pinned Golf and a former enterprise sales leader with experience at EMC and Lacework. He brings a practitioner's perspective on applying enterprise sales discipline to startup growth. Connect with John: LinkedIn Pinned Golf Website Resources mentioned: Pin Golf's Caddie GPS Tablet Catch the full conversation, here:  Pinned Golf: Making the Shift from Sales to Entrepreneurship 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

Most companies don't fail because of product, they fail because they never build a clear, repeatable sales system around a problem that actually matters. That shows up early when founders delegate sales too soon, chase broad markets without focus, and struggle to translate technical insight into customer urgency. In this conversation, Lou Shipley brings a career spanning door-to-door selling to leading and teaching at Harvard to break down what separates companies that scale from those that stall. He introduces frameworks like the “problem with the problem” and the “murder board,” while reinforcing a consistent theme: sales is not a downstream function, it is the organizing discipline of the business. For leaders trying to build a high-performance culture or evaluate their next move, this conversation clarifies what to look for and what to avoid. Lou Shipley is a three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs. He has led multiple startups and previously taught sales at MIT. Connect with Lou:  LinkedIn Website Resources mentioned: Unlikely Entrepreneurs: Wins, Losses, and Crucial Lessons on Building Great Companies by N. Louis Shipley and Patricia Favreau Key takeaways from this episode: 00:00 – How Lou Shipley built his sales foundation on 100% commission 06:00 – The 30-second mistake sellers keep making and how it kills deals early 10:33 – Why Lou Shipley believes emotional connection to the problem changes everything 25:55 – Why founders who delegate sales too early almost always get it wrong 33:33 – A behind-the-scenes look at how great teams pressure-test their strategy before the market does 40:22 – The three questions that instantly expose whether a company is worth joining 44:25 – Why narrowing your ICP is the fastest path to real revenue growth, not a limitation 58:33 – The real reason most companies fail before they ever 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

Today, we're revisiting a segment from our episode on selling enterprise software and connecting technical capabilities to business outcomes with John Donnelly. John is a seasoned enterprise sales leader with deep experience scaling complex sales motions across organizations like MobileIron and Kana. In this clip, he breaks down why so many sellers default to features, where discovery goes wrong, and how the best reps connect technical differentiation to real business impact to win complex deals. John Donnelly is a seasoned enterprise sales leader and CRO with a track record of scaling high-growth organizations through IPOs and acquisitions, known for helping teams translate technical capabilities into measurable business outcomes. Connect with John: LinkedIn 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

Most revenue teams believe they have a definedIdeal Customer profile (ICP), but the reality is far less precise, with the majority of pipeline often sitting outside the segments that actually drive retention and expansion. This disconnect creates inefficiency across marketing, sales, and customer success, and is only amplified by AI-driven outreach that scales poor targeting. Dan Sperring, founder and CEO of Align ICP, breaks down why ICP must evolve from a static definition into a dynamic operating system rooted in use cases, lifetime value, and market health. The conversation challenges traditional go-to-market structures, highlights the risks of misaligned incentives, and offers a clear framework for building predictable, durable growth. Dan Sperring is the founder and CEO of AlignICP, a company focused on helping revenue teams align around high-value customer segments to drive predictable growth. He brings experience across customer success, revenue leadership, and scaling SaaS businesses through product-market and go-to-market alignment. Connect with Dan: AlignICP LinkedIn Books mentioned: The Innovator's Dilemma by Clayton M. Christensen The Innovator's Solution by Clayton M. Christensen and Michael E. Raynor Predictable Revenue by Aaron Ross and ​​Marylou Tyler  Amp It Up by Frank Slootman Tools and podcasts mentioned: clay.com zoominfo.com The Science of Scaling Podcast Get the Force Management framework for aligning your ICP, sales motion, and customer lifecycle around high-value use cases and measurable business outcomes: The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode:  00:00 – What Dan Sperring really thinks about ICP and why 70% of pipeline is wasted before it even starts 14:12 – Why use case is the signal most teams miss and what actually predicts expansion and retention  23:37 – What high-performing ICPs all have in common and why most segments fail one of the three tests  25:21 – The hidden tradeoff between product-market fit and sales complexity that early teams underestimate  40:27 – A peek into what really breaks when sales and customer success are separated across the customer journey  56:06 – How top teams shift comp from bookings to LTV and what that unlocks in pipeline quality and predictability 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

Today, we're revisiting a segment from our episode on Product-Led Growth and modern sales playbooks with Dan Fougere. Dan is the former Chief Revenue Officer at Datadog and former Head of Global Sales at Medallia, now advising high-growth startups. In this clip, Dan breaks down why traditional sales playbooks fail in PLG environments, and how leaders need to shift toward usage-based signals and first principles thinking. He explains how buyer engagement now starts inside the product, what those signals actually look like, and how sales teams should adapt their timing, messaging, and motion accordingly. Dan Fougere is the former Chief Revenue Officer at Datadog and former Head of Global Sales at Medallia, now advising high-growth companies on scaling modern revenue models. Connect with Dan: LinkedIn Get the Force Management framework for building sales motions that align to how modern buyers evaluate and adopt products: 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

High-growth companies demand constant reinvention, yet most leaders underestimate how deeply roles, go-to-market models, and buyer behavior evolve over time. This episode explores what it actually takes to adapt at that level, from navigating internal resistance to aligning product and sales with how customers truly buy. Sahir Azam brings a rare operator-to-investor perspective, unpacking the realities of PLG to enterprise transitions, the cultural discipline required to scale sales, and how AI is reshaping both software and the sales function itself. The conversation also challenges common assumptions around SaaS models, tooling, and where value will accrue as AI infrastructure matures. Sahir Azam is a Partner at Index Ventures investing in AI infrastructure, and former Chief Product Officer at MongoDB where he led the Atlas transformation into a multi-billion-dollar platform. He brings a rare operator's perspective on building go-to-market discipline, scaling sales culture, and navigating the product-distribution balance that separates winners from founders who fail. Connect with Sahir: Index Ventures LinkedIn Get the Force Management framework for navigating product-go-to-market fit and building the sales discipline that separates scaling companies from those that fail: The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode:  00:00 – How Sahir Azam went from building MongoDB Atlas into a multi-billion-dollar platform to investing in the infrastructure shaping AI's next wave 06:24 – The secret to driving change inside a company before trying to win in the market 10:10 – What PLG and enterprise sales actually have in common when you design around the buyer 12:18 – What it's really like to move upmarket and why most companies underestimate the cultural shift required 23:50 – Sahir Azam's unexpected perspective on technical founders who struggle to scale 41:12 – A peek into where real value in AI is being built and why infrastructure is the leverage point 01:02:00 – What you can do right now to stay relevant as AI reshapes how top sellers operate 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

In today's conversation, former Chief Revenue Officer and private equity operating partner Bob Ranaldi shares why great revenue leaders focus less on static metrics and more on the trends behind them. In this segment, Bob explains why looking at a single month of pipeline or bookings can be misleading, and why CROs and CEOs need to study the progression of key metrics over time. He also breaks down how leading indicators like discovery meetings, pipeline growth, and conversion rates help leaders make better decisions before problems show up in the number. If you're a CRO, founder, or sales leader responsible for forecasting and revenue planning, this segment highlights why data trends, not snapshots, should guide your decisions. Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders. Connect with Bob: LinkedIn Resources mentioned: The Qualified Sales Leader by John McMahon Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter:  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

If you treat AI as just tech or a tool, you're likely missing out on the true strategic benefit to your organization. Many leaders are waiting on IT, governance, or the “right stack” while competitors are already compounding gains through faster execution, better preparation, and tighter alignment. Marcy Stoudt returns to unpack why AI adoption starts with mindset, how productivity gains break without cross-functional integration, and why the next competitive edge will come from leaders who drive curiosity, coaching, and clarity in how their teams actually sell and hire. Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams. Connect with Marcy:  LinkedIn Website Get the Force Management framework for building AI-native revenue systems that drive repeatable execution and growth:  The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode: 04:00 – Why AI adoption breaks when leaders treat it like a tech stack decision instead of changing how work actually gets done 14:17 – What CROs get wrong when they wait on IT to lead AI strategy while competitors move faster 23:00 – The daily discipline that separates leaders who are compounding AI advantage from those falling behind 30:00 – What it really looks like to use AI to create space, reduce noise, and improve how you think 39:40 – Where your real inefficiencies actually live and why your frontline already knows the answer 49:30 – What hiring looks like when every resume sounds perfect and signal gets harder to find 59:15 – Why AI is increasing the value of leadership fundamentals like alignment, coaching, and culture 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

Today, we're sharing a segment from our episode on leadership, discipline, and relationship-building with Coach John Mosley Jr. Coach Mosley is best known for leading East Los Angeles College and for his role on Netflix's Last Chance U, where his leadership philosophy is on full display. In this particular conversation, Coach Mosley breaks down a simple but often overlooked principle: rules without relationships lead to resistance. He explains why leaders who rely on compliance lose their teams, how genuine connection creates trust, and why discipline only works when it's grounded in relationship. Coach John Mosley Jr. is the head basketball coach at East Los Angeles College and gained national recognition through Netflix's Last Chance U: Basketball. He is known for his relationship-driven leadership style, focused on discipline, accountability, and developing young athletes both on and off the court. Get the Force Management framework for building predictable pipeline, disciplined execution, and aligned revenue teams:  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

Many teams are finding it harder to generate pipeline these days. Is this new pipeline reality here to stay? Generating strong pipeline is still attainable — but the winning approach has changed. Most sales teams are running highly individualized pipeline gen tactics, without the structure, preparation, or leadership discipline required to sustain it. In this replay episode, Chris Vik breaks down why pipeline fails when it's treated as an event instead of a system, and how high-performing teams connect pipeline generation to partners, community, field marketing, and recruiting to create durable growth. This conversation reframes pipeline as a leadership responsibility, not a rep activity, and challenges leaders to rethink how their entire go-to-market motion fits together. Chris Vik is VP EMEA at Samsara and a former CRO at Leapwork and Go Autonomous, where he scaled go-to-market teams across new markets and high-growth environments. He is known for building structured revenue systems that connect pipeline generation, sales execution, and recruiting. Resources mentioned: Flip the Script by Oren Klaff Pitch Anything by Oren Klaff Get the Force Management framework for building and scaling predictable pipeline and revenue systems:  The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode: 00:00 – Why pipeline generation isn't dead, but most programs fail due to poor structure and lack of leadership ownership. 01:31 – Why pipeline generation alone burns reps out, and how the five-cylinder model creates more durable growth. 12:20 – Why pipeline generation breaks down before execution, and how lack of preparation shows up as low activity and poor results. 18:55 – How real conviction comes from understanding how a business makes money and where it's vulnerable. 37:39 – Why insight-led outreach outperforms generic messaging and earns you the right to a conversation. 46:45 – Why deals are won or lost early, based on whether you identify and build a true champion. 52:04 – What candidate preparation actually signals, and why it's one of the strongest predictors of performance. 01:02:58 – How clearly defined leadership values shape hiring, trust, and day-to-day execution. 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

In today's segment with Eric Erstin, longtime sales leader and CRO of RegScale, Eric shares what separates top-performing sales teams from the rest – from maintaining laser focus on metrics and success definitions, to rigorously qualifying leads based on budget, timeframe, and pain points. Eric emphasizes the critical importance of deeply understanding both the ideal customer profile and the individual persona, including the human motivators behind decision-makers, not just their titles. He also discusses how this evolved understanding of persona dynamics becomes essential when transitioning from being an individual seller to leading and scaling a sales team. Eric Erstin is a longtime sales leader and currently serves as Chief Revenue Officer at RegScale. With deep expertise in sales process, qualification methodology, and building high-performing teams, Eric shares insights on what separates top performers from the rest of the pack. Want to build a sales organization grounded in clear qualification, defined success metrics, and repeatable execution? Get Force Management's  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

When the relationship between a CRO and CEO breaks down, the symptoms show up quickly in the forecast, the sales plan, and ultimately the boardroom. Strong revenue organizations avoid that trap by anchoring leadership decisions in shared data, realistic planning, and constant communication. In this replay episode, John Kaplan and John McMahon sit down with former CRO and private equity operating partner Bob Ranaldi to break down what effective CRO leadership looks like from both the operator and investor perspective. The conversation explores how CRO-CEO alignment shapes company performance, why sales efficiency has become a defining metric in private equity environments, and why revenue leaders must take ownership of the forecast from day one. Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders. Connect with Bob: LinkedIn Resources mentioned: The Qualified Sales Leader by John McMahon Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter:  The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode:  00:00 – What strong CRO–CEO alignment actually requires and why frequent communication grounded in shared goals and hard data determines whether the partnership works. 04:30 – Why unrealistic revenue targets quietly create hiring mistakes, missed forecasts, and morale problems long before leadership realizes it. 12:00 – Why looking at a single quarter of metrics can mislead leadership teams and how five-quarter trends reveal the real health of the business. 24:20 – Bob Ranaldi's simple test for whether a CRO is operating with an owner mindset or just protecting their department. 31:00 – What new CROs often get wrong in their first 90 days and why early wins matter more than sweeping changes. 40:00 – A look inside the three groups every CRO inherits in a sales organization and how early wins turn the middle group into champions. 54:00 – What the best CEOs do differently when building leadership teams and why great leaders hire people they can learn from. 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

In today's minisode, AI pioneer and enterprise sales leader Amanda Kahlow shares why intent data as we know it is dying – and what replaces it. Amanda is the founder and CEO of 1mind. In this segment, she discusses how SI  “superhumans” can operate inside live deals with access to every document and data point, and why the future of go-to-market may move toward agent-to-agent negotiation… with humans stepping in only for the final mile. If you're a CRO rethinking your funnel, a sales leader questioning the future of the SDR role, or an operator trying to understand how AI fits into active pipeline management, this episode is for you. Amanda Kahlow is the Founder and CEO of 1mind and the Founder of Sixth Sense. She is a multi time enterprise founder building AI systems designed to transform the full go-to-market lifecycle. Connect with Amanda: LinkedIn 1mind Get the Force Management guide to adapting your go-to-market execution for the AI age: 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

Amanda Kahlow joins Revenue Builders to unpack what happens when AI stops assisting go-to-market teams and starts replacing entire functions. Drawing on her experience founding SixthSense and now leading 1mind, she explains how technology originally built for Alzheimer's caregivers evolved into AI “superhumans” capable of running demos, qualifying buyers, building business cases, and onboarding customers. The conversation gets real about some of the uncomfortable questions facing sales today: what happens to SDRs, how the AE role changes, why traditional handoffs between Sales, Marketing, and Customer Success break down, and what “the final mile” of human selling really looks like. For revenue leaders, the bigger question isn't whether AI will impact go-to-market… it's how quickly org design, skill sets, and accountability models need to adapt. Amanda Kahlow is the Founder and CEO of 1mind and the Founder of Sixth Sense. She is a multi time enterprise founder building AI systems designed to transform the full go-to-market lifecycle. Connect with Amanda: LinkedIn 1mind Get the Force Management guide to adapting your go-to-market execution for the AI age: The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode:  00:00 – How tech built for Alzheimer's caregivers evolved into AI that can qualify buyers, run demos, and move deals forward. 05:09 – What Amanda really means by a “superhuman”, and why it's far beyond an AI SDR bolted onto your website. 06:27 – Why buyers are increasingly more comfortable with AI than humans in early-stage conversations, and what that does to traditional sales handoffs. 16:48 – How automated knowledge ingestion and system integrations are collapsing AI onboarding timelines from ~4 months to ~4 weeks. 30:23 – The GTM shakeup: SDRs disappear, AEs become strategic operators, and humans remain for one thing only… the “final mile.” 46:36 – The ultimate question: can AI replace high-cost revenue roles profitably? And what happens to trust, security, and data ownership in regulated industries? 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

In this minisode, Cedric Pech, President of Field Operations at MongoDB and former CRO, shares a formative leadership moment from early in his career at PTC that shaped how he thinks about building revenue organizations. He tells the story of a manager who invested in him personally before he had proven himself professionally. It is a lesson in what real leadership looks like under pressure. For CROs and frontline leaders alike, this clip is a reminder that culture is built in moments like these, not in mission statements. 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

Scaling from regional VP to global CRO is not a promotion. It is a shift from managing execution to defining meaning at scale. In this replay conversation, Cedric Pech reflects on leading a 2,000-person global sales organization at MongoDB, integrating complex routes to market, and building culture that withstands market volatility. He breaks down the difference between compensation-driven leadership and purpose-driven leadership, why execution alone creates burnout, and how resilient organizations are built long before downturns arrive. For CROs and revenue leaders navigating scale, volatility, or retention pressure, this episode offers a grounded perspective on building durable teams without burning them out. 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

In today's minisode, Football coach and author Brian White shares essential leadership lessons on building winning cultures that apply far beyond the field. Brian breaks down why trust must flow both ways, from the individual entering a new organization and from the team itself, and reveals why assimilating into an existing culture before trying to change it is the key to lasting impact. Whether you're a sales leader establishing yourself in a new company, a manager building team cohesion, or a CRO creating a culture where people compete selfishly but give selflessly, this episode delivers actionable insights on peer leadership, the power of direct human engagement, and why the huddle is always more important than the position. Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch. Resources mentioned: The Locker Room Is Not for Sale by Brian White The Qualified Sales Leader by John McMahon Want to know how top-performing organizations create a culture of consistent success? Check out Force Management's guide to the Predictable Revenue Framework:  https://hubs.li/Q03-T6NH0 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

There's no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very foundation that sustains performance over time. Brian White joins John Kaplan and John McMahon to unpack why elite teams are built on respect first, why trust is collective (not individual), and why commitment without conditions is the only kind that lasts. Drawing from decades inside championship locker rooms, Brian outlines what it takes to build peer-led accountability, accelerate young talent, demand excellence without demeaning people, and create environments where pride replaces entitlement. This conversation is for revenue leaders who want to build a long-lasting high-performance culture that goes beyond incentives.Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.Resources mentioned:The Locker Room Is Not for Sale by Brian WhiteThe Qualified Sales Leader by John McMahonWant to know how top-performing organizations create a culture of consistent success? Check out Force Management's guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0Key takeaways from this episode:16:53 – Why respect, not trust, is the true starting point of elite team culture25:55 – The human touch as a competitive advantage, not a soft leadership tactic35:27 – Caring is competence, and why pride is earned through preparation and standards40:54 – Why three clear values outperform forty two vague ones47:48 – How peer leaders, not titles, protect the integrity of the locker room55:06 – You don't rise to the occasion, you fall to your level of preparation01:02:06 – Why great leaders get talent in front of experience and refuse to hide behind youth 01:06:22 – Why direct engagement eliminates fear and prevents cultural drift 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

Today's minisode features Carlos Delatorre as he shares two hard-earned leadership lessons that every sales leader scaling an organization needs to hear. He reflects on an early moment in his career when he learned the difference between being a top-performing rep and becoming a true manager, and why doing the work for your team might feel helpful in the moment but ultimately breaks scale. If you're a manager trying to transition into leadership, or a CRO navigating rapid growth and wondering whether your leadership bench is ready to scale, this clip is for you. Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.Connect with Carlos:LinkedIn 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

Climbing from individual contributor to CRO requires far more than strong execution. It demands disciplined leadership, intentional systems, and the ability to scale through complexity. In this replay episode, Carlos de la Torre joins John McMahon to unpack lessons from decades of enterprise sales leadership, including how he evaluates CRO opportunities, why complex selling environments demand sophisticated go-to-market engines, and how pipeline generation, leadership hiring, and management operating rhythm drive sustainable growth. Carlos also shares hard-earned insights on developing leaders, avoiding common scaling traps, and protecting personal sustainability as organizational demands increase.Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.Connect with Carlos:LinkedInForce Management resources on scaling predictably:The Predictable Revenue Framework: Guide for LeadersKey takeaways from this episode: 04:18 - The three non-negotiables Carlos uses to evaluate a CRO role: a market big enough to scale, a product that delivers real business value, and a leadership team capable of growing with the company.06:43 - Why complex selling environments require more than great reps, and how elite go-to-market engines translate technical products into business outcomes across multiple stakeholders while navigating internal politics.20:47 - The MongoDB lesson every scaling CRO needs to hear: why waiting 6-9 months too long to hire senior leaders creates capacity gaps, forces Q4 heroics, and caps your upside.34:00 - How defining clear stage criteria, tailoring messages by persona, and training the entire team on a single system fuels consistent 100%+ growth.41:44 - What to analyze after the quarter closes: how revenue mix, productivity per AE, and stage conversion rates reveal which reps and behaviors are actually driving outsized results.49:12 - Why blocking time by day, week, month, quarter, and year is the only way to protect focus and maintain execution.54:56 - Staying connected to what's really happening in the field, why office walks, open office hours, and time on sales calls give CROs earlier signal, better coaching moments, and stronger strategy. 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

Today's minisode features Chris Degnan, former CRO of Snowflake. In this clip, Chris explains what it really takes to grow with a company as it scales, and why earning your role does not stop once the title changes. He shares how treating every quarter like a 90-day contract, staying open to feedback, and knowing when to shift from grinding in the business to building leaders helped him navigate board pressure and scale through hypergrowth.If you're a sales leader navigating rapid growth, or questioning how to evolve without losing your edge, this is a perspective worth hearing.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 Foundation 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

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-T6NH0Key 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

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

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

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

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

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

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: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

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

Don't miss these resources from Force Management: Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox:  https://hubs.li/Q02R10xN0 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this short segment of the Revenue Builders Podcast, HubSpot co-founder Brian Halligan pulls back the curtain on the uncomfortable truth of scaling: there is no magic inflection point—only relentless progress, painful setbacks, and self-inflicted potholes. Brian shares how HubSpot embraced a “Pothole Report” mindset to identify unforced errors before they became existential threats, why most scaling failures are internal, and how long-term thinking—not quick exits—shaped HubSpot into a generational company. It's a masterclass in founder mindset, operational discipline, and playing the long game in hypergrowth.KEY TAKEAWAYS[00:00:25] There is no magical hire, partnership, or customer that suddenly fixes everything—success is a grind, even in the best moments[00:01:13] The road to scale is filled with setbacks, many of which are self-inflicted rather than caused by competition[00:01:58] The “Pothole Report” helped HubSpot systematically identify mistakes, root causes, and missing metrics before small issues became big failures[00:02:32] Promoting too fast without protecting core functions can quietly break critical systems like customer support[00:03:27] In hypergrowth, people, systems, processes, and products don't scale naturally—everything eventually breaks[00:04:28] No system, process, or role lasts more than three years without needing to be rebuilt or replaced[00:05:12] Contrary to startup mythology, acquisition opportunities are rare—even for successful, fast-growing companies[00:06:20] Founders often optimize for “local maxima” instead of anchoring their ambition against truly global category leaders[00:07:17] Aligning founder expectations early—especially around time horizon and exit scenarios—enables long-term conviction and focusQUOTES[00:00:25] “Every happy moment's been a grind.”[00:01:13] “So many setbacks along the way. So many unforced errors.”[00:01:58] “Here's all the potholes we have—and almost all of them we caused ourselves.”[00:03:27] “In hypergrowth mode, nothing scales. Everything breaks.”[00:04:44] “No person lasts longer than three years. No system, no process, no nothing.”[00:06:42] “We wanted to build a company our grandkids would be proud of.”[00:07:36] “We'd already made some money—so we decided to swing hard.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/innovating-and-iterating-for-growth-with-hubspot-co-founder-brian-halliganEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jose Fernandez — former Head of Global Sales Development at Google and now CEO of Easy Comp — breaks down how compensation must evolve when companies shift from traditional SaaS licensing to consumption-based models. Drawing from his experience at Google Ads, one of the most successful consumption engines in business history, Jose lays out the structural advantages of consumption models and how GTM, onboarding, forecasting, and comp plans must align to unlock growth.John McMahon and John Kaplan then expand on how consumption changes seller behavior, deal sizing, renewal dynamics, forecast accuracy, and quota mechanics. This is a must-listen for revenue leaders, sellers, and anyone navigating the industry-wide shift toward usage-based pricing.KEY TAKEAWAYS[00:00:46] Companies transitioning to consumption models often copy SaaS licensing structures instead of designing comp that amplifies consumption-driven advantages.[00:01:34] Three core advantages of consumption models: lower barrier to entry, value-aligned spend increases, and product-led expansion.[00:03:07] Aligning GTM roles — new business, onboarding, and account management — enables scale and fairness in comp.[00:03:57] Forecasting in consumption models becomes an analytical discipline, requiring predictive models rather than rep intuition.[00:05:00] High-quality customer fit at acquisition can result in massive upside — one rep earned huge commission from a $15M three-month advertiser.[00:07:02] In consumption, churn can happen in a week — sellers must ensure rapid value realization, not just contract signing.[00:08:00] Sellers often intentionally downsize initial deals to ensure burn-down and protect compensation.[00:08:59] PLG and sales-assisted models blend; comp must account for small initial usage that grows rapidly.[00:09:48] Companies balance advance payments to reps with clawbacks to protect against churn.[00:10:10] Smart sellers can land small, prove value, and convert usage to multi-year, high-value commitments.QUOTES[00:01:10] “Companies take too much inspiration from the old model instead of designing comp that amplifies the advantages of consumption.”[00:01:56] “Customer spend is directly proportional to the value they get — and their understanding of that value.”[00:02:19] “If you have an amazing product, some of that growth is going to be product-led, regardless of the sales team.”[00:03:57] “Forecasting in a consumption model is an analytical exercise — not something you ask an account executive to guess.”[00:07:54] “In consumption, a customer can use it for a week, turn it off like a light switch, and move on.”[00:08:38] “PLG might start with $500 on a credit card and scale into a major enterprise deal.”[00:09:28] “Sometimes comp gives future credit for usage trajectory — but companies will claw it back if churn happens.”[00:10:33] “There's a lot of gold in this full episode — make sure you check it out.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/driving-sales-behavior-with-effective-compensation-plans-with-jose-fernandezEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Performance. Backed by the world's first global quantitative study on accelerated growth, Lucia reveals the single biggest differentiator of companies that grow profitably over the long term: how they treat their people.She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their smart people to think, challenge assumptions, and interpret intent rather than simply follow orders. Through research insights and real-world leadership examples, the conversation explores how leaders can shift from transactional management to transformational development, empowering people to deliver results beyond expectations.KEY TAKEAWAYS[00:00:52] The real driver of long-term profitable growth is how companies treat their people.[00:01:13] Even the best strategy fails when employees aren't empowered to think for themselves.[00:02:35] “Return on Brainpower” is a leadership metric that fuels performance and innovation.[00:03:00] Micromanagement prevents people from using their full cognitive capacity.[00:04:40] The #1 global growth differentiator: treating smart people like they're smart.[00:05:33] Commander's Intent enables employees to interpret purpose, not just follow steps.[00:07:30] Leaders must adapt to inner-directed vs. outer-directed personality wiring.[00:08:23] Psychological safety determines whether people speak up or stay silent.QUOTES[00:00:52] “How companies make money that lasts comes down to how human beings at your corporation are treated.”[00:01:13] “A great strategy without allowing people to use their brains will never maximize its potential.”[00:02:35] “The secret to success is return on brainpower.”[00:03:00] “Companies leave money on the table because they don't allow people to challenge assumptions.”[00:04:40] “My boss tells me what to do, not how to do it.”[00:04:14] “The best leaders develop people so well that they don't need them anymore.”[00:08:23] “Show your thinking—not ask the boss for theirs.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzioEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Dean Otto, a top-performing enterprise sales rep whose life changed in an instant after being struck by a vehicle while cycling. Given a 2% chance of ever walking again, Dean went on to run a half-marathon just one year later—alongside the man who hit him and the neurosurgeon who operated on him.Through forgiveness, faith, relentless work, and a refusal to isolate, Dean rebuilt not only his body but also a powerful community around him. In this clip, he shares the inside story of meeting the driver, reconciling in the hospital, training against all odds, and ultimately proving what grit and connection can achieve. This excerpt is a masterclass in resilience, leadership, and the compounding power of not going through adversity alone.KEY TAKEAWAYS[00:00:29] The accident that changed everything.Dean's 2% chance of walking again and the comeback mission it sparked.[00:01:14] Forgiveness before reconciliation.Dean had forgiven the driver before ever meeting him — a testament to emotional and spiritual maturity.[00:02:02] Will, the driver, reaches out.The surprising request from the man who hit Dean and how that meeting turned into a two-hour connection.[00:03:21] Rebuilding relationships through shared struggle.Dean, Will, and their families build deep bonds and ultimately commit to running together.[00:03:53] Viral impact & platform responsibility.How Dean's story went viral and why he shifted the focus to helping other spinal cord patients.[00:04:52] Returning to work despite severe injury.Balancing recovery with career identity — including Dean closing deals from his hospital bed.[00:06:21] A doctor becomes a runner.Dean's neurosurgeon trains for his own half marathon to stand beside his patient.[00:07:52] Integrity and sacrifice.Will joins the race despite a heart condition, symbolizing commitment far beyond obligation.[00:09:48] A race about more than racing.Dean breaks two hours by five seconds, proving to himself and others what's possible after trauma.[00:10:24] Going back for your people.Dean and the team return to finish the race with Will — the metaphor for leadership and connection.[00:11:12] Isolation kills progress.Communities, companies, and sellers fail alone — but win together.QUOTES[00:01:14] “When I read that part of your story, I was like, whoa — forgiveness and reconciliation.”[00:07:52] “The integrity and thoughtfulness of this young man was unbelievable.”[00:11:12] “Sellers don't make it in isolation. Companies don't make it in isolation.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-power-of-belief-with-dean-ottoEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

Thank you for being part of the Revenue Builders community! We're grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don't forget to subscribe, rate, and review—it truly makes a difference. Here's to finishing the year strong!Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Explore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this special Revenue Builders Rewind episode, we revisit our powerful first conversation with Doug Holladay, CEO & founder of PathNorth and author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug shares his unconventional career journey and explores his philosophy on leadership, purpose, and living a more intentional life.The discussion dives into the importance of authenticity, gratitude, and meaningful relationships, as well as the value of understanding your own story and embracing vulnerability. Doug also highlights why many people need to rethink how they define both personal and professional success. He offers practical exercises for uncovering purpose and explains how simple rituals can help ground your life in reflection and gratitude.Stay tuned for more episodes with Doug as we continue our series with him in 2026.ADDITIONAL RESOURCESConnect with J. Douglas Holladay:https://www.linkedin.com/in/dougholladay/Listen to the earlier episodes with Doug - each one delves into a different aspect of successful business leadership: The Power of Gratitude: https://www.forcemanagement.com/the-power-of-gratitude-an-in-depth-discussion-with-douglas-holladayKnowing Your Story: https://revenue-builders.simplecast.com/episodes/know-your-story-to-achieve-true-success-with-doug-holladayRethinking Success and Finding Purpose: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladayLearn more about Doug's CEO programs: https://www.pathnorth.com/Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Explore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:38] Finding Purpose and Passion[00:04:27] Understanding Life Patterns[00:07:17] The Impact of Family Stories[00:18:48] Authentic Leadership and Vulnerability[00:34:10] The Importance of Knowing People's Stories[00:37:30] Understanding Personal Stories[00:38:34] Pandemic-Induced Self-Reflection[00:39:31] Pain as a Catalyst for Change[00:41:14] Traits of Great Leaders[00:46:08] Founding PathNorth[00:56:55] The Power of Gratitude[01:03:24] Rapid Fire QuestionsHIGHLIGHT QUOTES[00:04:22] “Put your life in five-year blocks... What did you love doing and what did others say you were good at?”[00:06:59] “Most of us get eclipsed by the money chase.”[00:07:59] “If you don't create space to think and feel, you'll be one of those whose light goes out.”[00:10:50] “We're all born in someone else's story.”[00:13:21] “The story you have seen will be your family unless you break those patterns.”[00:16:13] “Our point of identity is not our strength, it's our brokenness.”[00:18:37] “Meaning is what you want to go for. You can be in the most godawful situations and still find meaning.”[00:22:17] “Everybody has a story. The most successful people are the ones who let people tell their stories.”[00:27:09] “When the price of making more begins to do bad things to my soul, it's time to leave.”[00:28:40] “Gratitude is the only emotion that cannot share space with any other emotion.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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-stoudtCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

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 RESOURCESBuy Dean's Book and Book Dean as a Speaker: https://deanottospeaking.com/Connect with Dean: linkedin.com/in/deanottospeakingRead the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Explore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE 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 SuccessHIGHLIGHT 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.

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.

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 RESOURCESExplore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0See Force Management's SKO Results: https://hubs.li/Q03RQM-V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE 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 PlansHIGHLIGHT 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.

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-reisigEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check 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.

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 RESOURCESConnect 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.orgSupport Imagine Reading: https://imaginereading.com/Support No Person Left Behind Outdoors: https://www.nplboutdoors.orgRead the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE 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 EndeavorsHIGHLIGHT 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.

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 DevelopmentHIGHLIGHT 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-priceCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

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 RESOURCESConnect 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/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE 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 WorkplaceHIGHLIGHT 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.

In this episode of The Revenue Builders Podcast, join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions with veteran sales leader and author Richard Rivera. Discover the nuances of champion dynamics, including the often-overlooked aspect of bias for action. Rivera breaks down the four champion tendencies—Complacent, Teaser, Protector, and Transformer—revealing strategies to navigate each and ensure successful deals.KEY TAKEAWAYS[00:01:02] Understanding the Bias for Action: Richard Rivera introduces the concept of bias for action in champions, emphasizing its crucial role in sales success.[00:02:29] The Defining Characteristics of a Champion: The importance of champions not just having power and influence but actively taking action on behalf of the salesperson.[00:03:36] Dimensions of Champion Tendencies: Rivera introduces a framework with two dimensions—appreciation for innovation and bias for action—to categorize champions into four tendencies.[00:05:59] The Protector Tendency: Exploring champions who take action but lean towards risk-averse decisions, and how to navigate objections from such individuals.[00:06:38] The Transformer: Rivera's favorite tendency, champions who prioritize innovation and have a bias for action, but with potential pitfalls. Strategies for dealing with Transformers in the sales process.[00:08:44] Selling in a Collective Yes Environment: Acknowledging the shift towards collective decision-making and the challenge of navigating the intricacies of multiple decision-makers and influencers.[00:11:19] Becoming the Protector: When dealing with Transformers, the importance of assuming a protector role—anticipating risks and ensuring a smooth decision-making process.[00:12:48] Early Challenges with Transformers: Highlighting the risk of Transformers going too early to the economic buyer and losing the deal due to lack of preparation.[00:14:37] What We Heard Concept: Introducing a mature approach to address potential conflicts with Transformers by referring back to shared understandings and perspectives.HIGHLIGHT QUOTES[00:03:16] "If they're not taking action, they are not being a champion for us."[00:06:18] "Recognize who you have and then fill their gaps."[00:09:10] "If you can't be with the one you love, love the one you're with."[00:13:46] "What we heard is a mature way to address potential conflicts."Here are the links to our full episodes with Richard Riverag: Part 1: https://revenue-builders.simplecast.com/episodes/developing-buyer-champions-with-richard-rivera-part-1Part 2: https://revenue-builders.simplecast.com/episodes/developing-elite-sales-habits-with-richard-rivera-part-2Check out Richard Rivera's book here: https://www.amazon.com/CHAMPION-SELL-L-I-T-Building-Champions/dp/B0BV415V9M/ref=sr_1_1Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with special guest Jose Fernandez, co-founder of Easy Comp. The discussion covers the primary purpose of sales compensation plans, the impact of incentives on sales behavior, and various strategies for aligning sales incentives with company goals. Jose shares examples from his experience at MongoDB, Intap, and Google, highlighting how tailored compensation plans can drive desired behaviors and increase sales productivity. The episode also touches on the challenges of transitioning to consumption-based models and the importance of clear, motivational, and actionable compensation plans for sales teams.ADDITIONAL RESOURCESConnect with Jose Fernandez.LinkedIn: https://www.linkedin.com/in/joseluisfernandez/Learn more about EasyComp: https://www.easycomp.ai/Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:44] Understanding Sales Compensation Plans[00:01:59] Driving Sales Behavior with Compensation[00:06:43] Aligning Compensation with Company Strategy[00:08:50] Simplifying Compensation Plans[00:12:19] Planning and Implementing Effective Compensation Plans[00:20:31] Leveraging Technology in Compensation Planning[00:27:01] Incentivizing Overachievers and Managing Churn[00:32:42] Understanding Sales Performance Metrics[00:33:49] The Debate on Sales Compensation Caps[00:35:30] Challenges with Sales Compensation Plans[00:36:46] Coaching Technical Founders on Sales[00:38:07] Celebrating Big Wins in Sales[00:45:32] The Role of Technology in Sales Compensation[00:49:01] The Shift to Consumption-Based Models[01:00:16] The Importance of Collaboration in Sales[01:01:26] Introducing EZ Comp and Its MissionHIGHLIGHT QUOTES[00:02:04] "Incentives drive behavior, and it does it in a very strong way."[00:03:09] "The first place they're going to go to figure out what they're supposed to do is their compensation letter."[00:05:14] "Simplicity is key. If they have to write it down, it's never gonna work."[00:06:36] "The number one way to lose sellers: comp plans that don't represent things I have control over."[00:31:05] "Any good sales rep, really the top-notch salespeople, are not going to your company if you have a cap in the sales plan."[00:34:41] "If they're not getting value, they're turning it off. That's number one in consumption."[01:06:53] "AI is gonna unleash wave after wave of business transformation, and we want to be part of those waves." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.KEY TAKEAWAYS[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.HIGHLIGHT QUOTES[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-salesCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back J. Douglas Holladay, Founder & CEO at PathNorth, to discuss his book, 'Rethinking Success' focusing on the chapter on gratitude. Doug shares his insights on the profound impact of gratitude on personal and professional life. The conversation delves into the science behind gratitude, practical steps to incorporate it into daily routines, and its influence on emotional well-being. The episode also highlights personal anecdotes, the importance of naming and confronting one's inner demons, and how leaders can foster a positive work environment through appreciation. The discussion emphasizes that gratitude is a muscle that can be developed and a practice that transforms lives.ADDITIONAL RESOURCESConnect with J. Douglas Holladay.LinkedIn: https://www.linkedin.com/in/dougholladay/Explore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:30] Diving into 'Rethinking Success'[00:03:53] The Power of Gratitude[00:13:05] Practical Gratitude Practices[00:25:55] Embracing Solitude and Reflection[00:34:24] Facing Life's Challenges Head-On[00:35:02] The Power of Naming Your Demons[00:36:28] Owning and Sharing Your Story[00:38:31] Teaching Bravery and Authenticity at Georgetown[00:44:30] The Impact of Gratitude Letters[00:53:40] The Importance of Positive Reinforcement[01:04:13] Practicing Gratitude in Everyday LifeHIGHLIGHT QUOTES[00:04:42] “The more of an effort you make to feel gratitude one day, the more feeling will come to you spontaneously in the future.”[00:07:47] “Gratitude is the one emotion that cannot share space with anything else in the brain at the same time.”[00:09:33] “Nobody changes through an argument. It's more how you penetrate the emotions.”[00:10:48] “Trouble is the stuff of life. We're always going to be navigating trouble, but gratitude is one of the tools to get in a good space.”[00:39:40] “You can't be a great leader if you haven't understood and owned your story.”[00:55:00] “For every negative interaction you have, it takes five positives to overcome it.”[01:06:00] “Gratitude is a way of living that has a massive return, but it's a practice, not an event or a feeling.”[00:45:30] “To be nobody but yourself in a world that's trying every day to make you something other than yourself is the bravest thing you can do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan go on a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.KEY TAKEAWAYS[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand.[00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues.[00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation.[00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes.[00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths, addressing specific pain points for winning the Proof of Value (POV).[00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions.HIGHLIGHT QUOTES[00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered."[00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms."[00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated."Listen to the full episode with Anne Gary through this link:https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Steve Garraty, a tech sales leader and author who shares his inspiring journey from a troubled teen diagnosed with cancer to a successful career in sales leadership. Steve delves into his incredible story of resilience, how he overcame a devastating cancer diagnosis at 18, and how this battle shaped his personal and professional life. Highlighting key themes of gratitude, empathy, and the power of positive thinking, Steve discusses the impact of cancer on his leadership style and offers valuable advice for those facing personal challenges. The conversation also touches on the importance of relationships and knowing one's story. Steve's newly released book, Greatfruit, captures these life-changing experiences and provides further insights into his journey.ADDITIONAL RESOURCESConnect with Steve Garraty: https://www.linkedin.com/in/stevegarratyGet Greatfruit at Barnes & Noble: https://www.barnesandnoble.com/w/greatfruit-steve-garraty/1147081359 Get Greatfruit on Amazon: https://a.co/d/2sWFNEwExplore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:13] Steve's Early Life and Cancer Diagnosis[00:01:39] The Battle with Cancer[00:02:02] Life After Cancer: Career and Family[00:03:04] Writing 'Great Fruit' and Reconnecting with John[00:08:08] Steve's Journey Through Chemotherapy[00:10:21] The Mental and Physical Toll of Cancer Treatment[00:22:08] Finding Blessings Amidst Tragedy[00:26:33] The Importance of Relationships and Leadership[00:34:49] The Brutal Interview Process[00:36:02] Revealing the Cancer Story[00:39:17] Writing the Book: A 37-Year Journey[00:46:58] Mindset and Health: The Power of Positive Thinking[00:54:19] Impact on Sales Career and Leadership[00:57:39] Advice for Overcoming Personal ChallengesHIGHLIGHT QUOTES[00:01:48] “He went from victim to Victor, from asking ‘Why me?' to ‘Why not me?'”[00:21:32] “Blessings can be found amidst the tragedies.”[00:25:11] “Every day is a gift.”[00:26:20] “You never know what people are going through—everybody's got a story.”[00:27:51] “The greatest sign of leadership is when your people don't need you anymore.”[01:00:48] “If you're going through something tough, the worst thing you can do is isolate.”[01:01:14] “Just show up. You don't have to say anything.”[00:27:09] “I want to help people achieve success—not for me, but for them.”[00:25:36] “Perspective is what turns adversity into a blessing.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Tom Heiser to explore the true meaning of empowerment, accountability, and intent in leadership. From the dangers of “pocket vetoes” to the military-inspired concept of Commander's Intent, this discussion unpacks how transformational leaders create environments where teams thrive. Listeners will gain practical insights on fostering trust, enabling decision-making, and avoiding the traps of transactional leadership.KEY TAKEAWAYS[00:00:58] The illusion of empowerment — why saying “you're empowered” while secretly holding the answer is demotivating.[00:01:39] Transactional vs. transformational leadership — the difference between “just selling” and growing through responsibility.[00:02:23] The power of accountability — great leaders inspect what they assign, signaling its importance.[00:03:25] Commander's Intent in business — lessons from the military on giving clear direction while allowing creativity.[00:04:56] Different team dynamics — recognizing who thrives with intent versus who needs step-by-step guidance.[00:06:00] The paralysis of over-measurement — how too many metrics can crush motivation and productivity.QUOTES[00:00:58] “There are very few things less motivating than being told you're empowered, but realizing the leader already had the answer.”[00:01:39] “You're either in a transactional environment or a transformational one. Transformational management forces you to grow.”[00:02:23] “Great leadership inspects what it expects. That accountability keeps people honest and shows them the work matters.”[00:03:25] “Commander's Intent gives people the ability to operate freely within boundaries and often deliver more powerful outcomes.”[00:06:04] “Leaders who measure by eight different ways paralyze their people—they can't even get out of bed in the morning.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/empowering-leadership-persistence-adaptability-and-self-awareness-with-tom-heiserEnjoying the podcast? Sign up to receive new episodes straight to your inboxhttps://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check 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.