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37 episodes

Revenue Builders, page 2

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.

All episodes, page 2

The SNL Lesson on Talent and Fit with Lindsay Shookus

Talent fit, team dynamics, and performance under pressure—how leaders create psychological safety, clarify roles, and help people “opt in” so they can take risks and succeed.

16 Aug 2026 · 11m · 5 chapters

Reps Who Skip the Story Lose the Deal with Rob Potter

How great B2B selling works when reps use customer stories (journey to outcome), build team-based delivery, delegate across the sales cycle, and translate technical credibility into business…

13 Aug 2026 · 50m · 26 chapters

Why Great Sellers Hold the Line in Discovery with Stuart Gwynn

Enterprise discovery discipline—how great sellers “hold the line” by staying in the customer’s pain long enough to determine if the problem is real, urgent, and financially/emotionally worth solving;…

9 Aug 2026 · 9m · 3 chapters

The Hard Moments That Build a CEO with Mark Thurmond

Mark Thurmond (co-CEO of Tenable) discusses stepping into the CEO role during the death of Tenable’s longtime CEO, running the company as co-CEOs, and lessons from crisis leadership (including the…

6 Aug 2026 · 1h · 25 chapters

Where AI Is Actually Working in Revenue Teams with Alex Bilmes

Alex Bilmes (Endgame CEO) explains where AI is actually used in revenue teams, based on analyzing 30,000 real AI workflows over six months.

2 Aug 2026 · 11m · 5 chapters

Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra

How partner leaders should master the AI “stack” and hyperscaler politics to win strategic partnerships; includes a detailed AI landscape model (countries/land → power/water/minerals → chip fabs →…

30 Jul 2026 · 1h 2m · 21 chapters

How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais

How elite performers manage pre-performance pressure in high-stakes sales meetings, using activation calibration, breathing, and self-talk; also how trauma work can create better teammates by…

26 Jul 2026 · 10m · 3 chapters

Training for Pressure with Greg Poss

Elite performance mental game—how to shift from “lower brain” fear/fight-or-flight to “higher brain” logic/flow/joy under pressure; using tools (especially breathing), reframing external…

23 Jul 2026 · 1h 3m · 22 chapters

Why Deals Die Inside the 10-Yard Line with Randy Riemersma

Why B2B deals die inside the 10-yard line—rarely due to product gaps, but due to buyer confidence and risk fear.

19 Jul 2026 · 10m · 4 chapters

How Great Sales Leaders Turn Instinct Into a System with Frederik Maris

How enterprise sales leaders turn “instinct” into repeatable systems—centered on qualifying, discovery, champion building, and building consciously competent managers and reps.

16 Jul 2026 · 1h 5m · 27 chapters

Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale

Greg Casale argues that outbound phone remains the best channel for generating real conversations when selling gets hard, despite AI-driven outreach increasing volume but hurting conversion.

12 Jul 2026 · 10m · 2 chapters

What AI Agents Mean for How You Build and Sell Software with Brian McCarthy

How AI agents are changing software development (SDLC) from code autocomplete to autonomous “agent development environments,” and what that means for competition, product strategy, and go-to-market.

5 Jul 2026 · 12m · 4 chapters

The Hidden Cost of False Velocity with Randy Riemersma

How B2B sellers create “false velocity” at the front end of deals by moving too fast, failing to uncover real business pain, and not emotionally engaging buyers early.

2 Jul 2026 · 1h 1m · 25 chapters