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Revenue Builders

Force Management

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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24 episodes
a few times a week
Avg 36 min
English

Episodes 24

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Thursday · 1 hr 1 min
Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello
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.
Sunday · 10 min
AI Selling Rewards Curiosity | Workflow Discovery with Seong Park
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.
August 20 · 1 hr 6 min
How to Hire Better Salespeople Than Yourself and Lead Them to Win
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.
August 16 · 10 min
The SNL Lesson on Talent and Fit with Lindsay Shookus
In this Revenue Builders segment, Lindsay Shookus shares lessons from Saturday Night Live on cultural fit, team buy-in, trust, and performance under pressure.
August 13 · 50 min
Reps Who Skip the Story Lose the Deal with Rob Potter
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.
August 9 · 9 min
Why Great Sellers Hold the Line in Discovery with Stuart Gwynn
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.
August 6 · 1 hr
The Hard Moments That Build a CEO with Mark Thurmond
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.
August 2 · 11 min
Where AI Is Actually Working in Revenue Teams with Alex Bilmes
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.
July 30 · 1 hr 2 min
Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra
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.
July 26 · 9 min
How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais
In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations.
July 23 · 1 hr 2 min
Training for Pressure with Greg Poss
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.
July 19 · 9 min
Why Deals Die Inside the 10-Yard Line with Randy Riemersma
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.
July 16 · 1 hr 5 min
How Great Sales Leaders Turn Instinct Into a System with Frederik Maris
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.
July 12 · 10 min
Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale
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.
July 9 · 55 min
Why Fast Growth is a Pipeline to Expose Weak Sales Organizations with Chad Peets and Chris Degnan
Chad Peets and Chris Degnan join John McMahon and John Kaplan to share what they're seeing as founders race to build go-to-market teams in one of the fastest-moving markets in software. They discuss why companies overhire, how leaders should evaluate revenue quality, what separates "patriots" from "mercenaries" in the hiring process, and the operating principles that produce durable sales organizations.
July 5 · 12 min
What AI Agents Mean for How You Build and Sell Software with Brian McCarthy
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.
July 2 · 1 hr 1 min
The Hidden Cost of False Velocity with Randy Riemersma
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.
June 28 · 11 min
AI Is Redefining Seller Productivity with Alex Varel
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.
June 25 · 1 hr 7 min
How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys
Jason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why sales motions must continuously evolve as companies scale. The conversation explores the role of RevOps as a strategic advisor to leadership, the importance of building a strong middle class of sellers, hiring for adaptability and coachability, and creating cultures where problems surface early.
June 21 · 14 min
You Can’t Delegate Sales Early with Lou Shipley
In this minisode, we hear from Lou Shipley, a three-time CEO, Harvard Business School professor, and author who has spent his career building and scaling venture-backed companies. This clip focuses on a critical mistake early-stage founders make: delegating sales before they truly understand the problem they’re solving.

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