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37 episodes
Revenue Builders
by Force Management · English
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.
Latest episodes
All episodes
Why New Leaders Fall Into the 90 Day Trap with Former AAA CEO Bob Darbelnet
Bob Darbelnet, former AAA CEO, explains lessons from his “CEO’s Playbook” on governance, leadership culture, and avoiding the “90-day trap” when stepping into a new CEO role.
12 Nov 2026 · 1h 8m · 27 chaptersTable Stakes Matter More Than You Think with Dr. Chuck Bamford
Dr. Chuck Bamford argues that “table stakes” (billing/invoicing accuracy, fast responses, competent support) must be at least median versus competitors before innovation or “competitive advantage”…
8 Nov 2026 · 11m · 4 chaptersWhy People Leave After One Bad Quarter with Rob Potter
Why employees leave after one bad quarter; the difference between transactional vs transformative leadership, and how honesty, transparency, empathy, and belief sustain culture through missed numbers.
1 Nov 2026 · 11m · 3 chaptersWhy AI Is Making Your Reps Sound Like Everyone Else with Matt Fermino
How AI can either improve or damage enterprise sales effectiveness—especially by replacing real customer research with generic “information,” leading to “seller deficit disorder” (buyers doubting…
29 Oct 2026 · 1h 4m · 29 chaptersWhy Performance Comes Before Promotion with Mark Thurmond
Career growth and leadership progression—why performance and execution come before chasing titles, salary, or equity; how leaders build followings, keep learning, and benchmark against competitors.
25 Oct 2026 · 12m · 5 chaptersWhy Enterprise AI Agents Struggle to Reach Production with Open Source Pioneer Ben Sabrin
Enterprise AI agents need authorization and security to take actions safely across tools.
22 Oct 2026 · 1h 4m · 27 chaptersWhy Better Technology Does Not Win Hyperscaler Partnerships with Alan Chhabra
Why hyperscaler partnerships fail when companies focus only on better technology; success requires understanding partner politics, internal priorities, competitive pressures, power structures, and…
18 Oct 2026 · 13m · 5 chaptersThe Inner Game Most Sales Leaders Never Coach with Collin Henderson
The “inner game” of sales leadership—how mindset, self-image, and fear (“internal interference”) drive performance more than business tactics.
15 Oct 2026 · 1h 11m · 28 chaptersTools to Perform Under Pressure with Mental Performance Coach Greg Poss
Mental performance under pressure—how to tell when you’ve slipped into “lower brain” (anxiety, frustration, anger, victim mode) versus “higher brain” (peace, focus, awareness, joy), and tools to…
11 Oct 2026 · 14m · 5 chaptersWhy Risk Takers Build the Most with Doug Holladay, Author of Rethinking Success
Doug Holladay (author of Rethinking Success) argues that many people chase the “scorecard they didn’t choose,” because they focus on the “how” (metrics) but never define their “why” (purpose).
8 Oct 2026 · 1h 5m · 27 chaptersTerritory Planning with Meghan Gill: Data-Driven Operational Cadence for Q4 & 2027
How to build a data-driven operational cadence and territory planning process for Q4 and multi-year planning (e.g., FY26), so sales leaders are enabled rather than overwhelmed.
4 Oct 2026 · 12m · 4 chaptersWhy Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers
Why B2B deals don’t close, using Anne Gary’s framework across discovery, scoping/quantification, urgency, champion building, and economic buyer (EB) engagement.
1 Oct 2026 · 1h 13m · 26 chaptersWhy The Best Salespeople Stop Jumping (And It's Not the Money) with Sam Costello
Sam Costello (CRO at Harness) explains why elite salespeople stay long-term, arguing it’s not primarily about OTE or money.
27 Sep 2026 · 10m · 3 chaptersWhy Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan
How to design an effective Sales Kickoff (SKO) that improves seller productivity and deal execution—versus “inspiration without execution.” They argue SKOs should answer “what will reps do…
24 Sep 2026 · 36m · 21 chaptersThe Six Emotions Behind Every Buying Decision with Randy Riemersma
How B2B buyers make decisions through six emotions—fear, curiosity, hope, desire, confidence, urgency—and how sellers can intentionally guide each stage of a deal.
20 Sep 2026 · 9m · 5 chaptersWhy Proprietary Data Beats AI Software for 2x Pipeline Growth with Ann Davis
Ann Davis argues that in the AI era, proprietary data—not AI software—drives durable sales and pipeline growth.
17 Sep 2026 · 54m · 23 chaptersThe 90-Day Hiring Question Every Sales Leader Should Ask with Jason Forget
Jason Forget (Cockroach Labs CRO) explains a hiring filter for sales leaders and reps: the “90-day question” that tests whether candidates truly want the job’s real 90-day reality (chaos, tactical…
13 Sep 2026 · 11m · 5 chaptersRecruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean
How to build and recruit an elite B2B sales organization in the AI era, and how to sell truly differentiated “AI-native” products (vs AI bolted onto legacy software) using proof-of-value processes.
10 Sep 2026 · 1h · 27 chaptersEffective Business Planning and Weekly Accountability with Scott Rudy
How second-line leaders can set an operating rhythm for first-line sales managers using weekly business planning and weekly accountability (WAM), so managers develop reps instead of just chasing…
6 Sep 2026 · 11m · 5 chaptersStrategy That Teams Actually Execute with Dr. Chuck Bamford
Why strategy fails and how to make it executable: strategy is (1) not frustrating customers with “table stakes” performance and (2) choosing 2–3 real competitive advantages that customers would “buy…
3 Sep 2026 · 1h 7m · 26 chaptersThe ROI of Multi-Persona Selling with Daniel Simon
How to sell enterprise AI by “multi-threading” across personas and building a measurable ROI, using Glean’s context/search and security features.
30 Aug 2026 · 11m · 6 chaptersWhy Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello
How top CROs shift from “managing numbers” to building a repeatable revenue system, using Harness’s enterprise technical sales approach: recruiting/enablement, disciplined qualification, and a…
27 Aug 2026 · 1h 2m · 39 chaptersAI Selling Rewards Curiosity | Workflow Discovery with Seong Park
AI-era go-to-market shifts from selling “certainty” to rewarding “curiosity,” with workflow discovery as the core work after Signature, not a pre-sales pilot.
23 Aug 2026 · 10m · 4 chaptersHow to Hire Better Salespeople Than Yourself and Lead Them to Win
Hiring and leading salespeople to win by prioritizing human connection, likability, discipline, and authentic leadership; coaching managers and using skip-levels to diagnose whether issues are with…
20 Aug 2026 · 1h 7m · 27 chaptersWe use cookies.They keep VO running smoothly and help us improve it. Privacy policy