Podcast · Business
by Force Management · English · Business
Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results.
11 Oct 2026 · 14 minNew
In this segment, former professional hockey coach and mental performance coach Greg Poss explains how shallow breathing, frustration, and blame can reveal a shift into what he calls a lower-brain state.
8 Oct 2026 · 1 hr 5 min
This conversation picks up our Rethinking Success series dissecting the definition of success and failure for yourself while inviting real risk into your life.
4 Oct 2026 · 12 min
In this clip, Meghan Gill walks through how to build field operations that run the operational cadence on the ground, structure territories so leaders have real data to work with, and use centralized dashboards to enable smart decisions at scale.
1 Oct 2026 · 1 hr 13 min
In this replay, Anne Gary sits down with John McMahon and John Kaplan to reveal the blind spots in your sales process – and the coaching framework your leadership team needs before you finalize your 2027 plan.
27 Sep 2026 · 10 min
The war on talent isn't won by matching OTE. Sam Costello knows this and in this segment, breaks down his evolved interviewing approach -- separating stories from facts, owning the dialogue -- and explains why candidates actually stay long-term. It comes down to rare ingredients most companies never get right.
24 Sep 2026 · 36 min
In this episode, John McMahon and John Kaplan break down how to build an SKO that actually answers the question reps need answered: what do I need to do differently tomorrow?
20 Sep 2026 · 9 min
In this minisode, Randy Riemersma breaks down the six emotions that influence how deals progress and explains why elite sellers know how to create urgency, build confidence, and sustain momentum throughout the buying journey.
17 Sep 2026 · 54 min
On this episode, Ann Davis, CRO at Crunchbase, walks through how knowing which customers to pursue drives 2x pipeline growth in six months, why sellers need to stay in control of the conversation, and how she built a headless AI interface that connects Salesforce, Gong, and private market data so reps know exactly what to focus on each day.
13 Sep 2026 · 11 min
In this clip recorded earlier this year, Jason Forget, then President and CRO of Cockroach Labs, shares the interview question he uses to uncover long-term fit, why startup environments demand a different type of motivation, and how honest self-assessment can help leaders avoid costly hiring mistakes.
10 Sep 2026 · 1 hr
Brad Scott has built sales teams at Snowflake, Veza, and now Glean – three of the most different growth trajectories in tech. In this conversation, he breaks down how to hire for the traits that actually predict success: intellectual curiosity, resilience, self-awareness.
6 Sep 2026 · 11 min
In this clip, Scott breaks down how second-line managers should coach first-line managers on weekly accountability, how to set clear expectations that cascade through the organization, and why most companies misalign their manager responsibilities.
3 Sep 2026 · 1 hr 7 min
Dr. Chuck Bamford walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with customers. He covers what separates strategy that gets executed from strategy that sits on a shelf, and why most execution failures have nothing to do with the strategy itself.
30 Aug 2026 · 11 min
Daniel Simon shares how he worked with stakeholders across product, engineering, finance, HR, and legal teams to uncover specific use cases, quantify time savings, and build an ROI story that resonated from end users to the executive team.
27 Aug 2026 · 1 hr 2 min
If you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it.
23 Aug 2026 · 10 min
Seong Park, SVP of Customer Support & Services at Cursor, explains why the old model of selling certainty is giving way to curiosity, experimentation, and workflow discovery.
20 Aug 2026 · 1 hr 7 min
In this conversation, Michelle Bove breaks down the real mechanics of winning: why likability is underrated, how to hire people better than you, why skip levels work when done transparently, and what it actually costs to prove yourself as a young female leader in cybersecurity.
16 Aug 2026 · 11 min
In this Revenue Builders segment, Lindsay Shookus shares lessons from Saturday Night Live on cultural fit, team buy-in, trust, and performance under pressure.
13 Aug 2026 · 50 min
Rob Potter, CEO of Oomnitza, joins John Kaplan and John McMahon to argue that revenue and retention run on the same fuel: story, evidence, and belief rather than pressure.
9 Aug 2026 · 9 min
In this Revenue Builders minisode, Stuart Gwynn of MongoDB explains why the best sellers slow down in discovery, hold the line with the customer, and use disciplined qualification to determine whether a problem is real, urgent, and worth solving.
6 Aug 2026 · 1 hr
Mark Thurmond’s path from sales rep to co-CEO of Tenable was built through consistent execution, difficult operating assignments, and crises that demanded calm before certainty. He explains what the RSA breach taught him about transparency and customer trust, how he and Steve Vintz kept Tenable moving after the death of CEO Amit Yoran, and why the strongest leaders build followership before they need it.
2 Aug 2026 · 11 min
In this clip, Alex Bilmes, CEO of Endgame, joins Revenue Builders to share what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams.
30 Jul 2026 · 1 hr 2 min
Alan Chhabra explains how Cerebras navigated the technical and political realities of working with AWS, why successful partner leaders need more than relationships, and how sovereignty is changing infrastructure, model selection, and cloud decisions. He also examines why software companies are moving aggressively on AI while traditional enterprises remain more cautious.
26 Jul 2026 · 10 min
In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations.
23 Jul 2026 · 1 hr 3 min
Former professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and build resilience before the stakes rise. Greg, John McMahon, and John Kaplan examine why external achievement delivers only temporary satisfaction, how a leader’s emotional state influences the performance of the team, and why productive discomfort must be paired with a clear path forward.
19 Jul 2026 · 10 min
In today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive alignment, credible proof points, consistent communication with the champion, and a clear business-level point of view.
16 Jul 2026 · 1 hr 5 min
In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching.
12 Jul 2026 · 10 min
In this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live conversations create immediate learning and engagement. He outlines the discipline required to make phone work, from hiring and training to technology and compliance, and why this channel continues to perform when easier options break down.
5 Jul 2026 · 12 min
Today’s conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution.
2 Jul 2026 · 1 hr 1 min
Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late.
28 Jun 2026 · 11 min
In this segment, Alex Varel shares a grounded look at how AI is already reshaping the role, from a RevOps leader training multiple agents in a single weekend to the expectation that sellers will augment their own output.
Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information.
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