Revenue Builders

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 import...

Nominate us for The People’s Choice Podcast Awards. Select Revenue Builders from the Business Category (after you fill out a short form - to prevent ballot stuffing!) https://www.podcastawards.com/app/signup Thank you! 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, don...

In this curated episode of the Revenue Builders Podcast , hosted by John McMahon and John Kaplan, guest Harsha Jalihal, Chief People Officer at MongoDB, shares insights on fostering open communication within teams. Drawing from her extensive HR experience at Cognizant and Unilever, Harsha discusses the importance of building relationships, getting to know team members personally, and trusting one'...

In this episode, John McMahon and John Kaplan introduce their guest, Scot Loeffler, who has remarkably transformed the football program at Bowling Green State University (BGSU). John Kaplan shares his enthusiasm for Scot's drastic improvements in the BGSU football program, which ranked near last nationally before Scot's arrival. Through candid discussions, Scot outlines the challenges and strategi...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dave Tiley from Align Capital Partners to explore the critical differences between Private Equity (PE) and Venture Capital (VC) investments. Dave delves into the distinct strategies, risk appetites, and operational approaches that differentiate PE from VC, offering invaluable insights for entreprene...

In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan delve into the mental aspects of sales and building revenue by sharing key segments from previous episodes. Guests Marcy Stoudt, CEO and co-founder of RevelCoach, discusses preventing burnout and maintaining work-life balance. Jim "Pouli" Pouliopoulus, a force management facilitator, drops insights on overcoming ne...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at Harness, to explore the art of digging deep in discovery and aligning with your buyers. Doug shares invaluable insights from his extensive career, highlighting the importance of thorough pre-meeting research, understanding industry pressures, and d...

If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you.  Our guest, Tom Smerczynski has decades of experience in winning government contracts. He’s held numerous senior executive roles, generating billions of dollars in deal flow and corporate value. His expertise lies in developing high-performance organizations within the comple...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes...

Special guest Doug Holladay, author of 'Rethinking Success,' returns to the podcast to discuss the illusions of success and the importance of purpose and meaning in life, particularly for leaders.  The discussion covers Doug's career, his work with PathNorth, and how leaders can find balance and fulfillment. They explore key themes from Doug's book, including building rich human connections, redef...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan dive into a compelling conversation with Neeraj Agrawal, General Partner at Battery Ventures. With nearly 25 years of experience and a track record of backing high-profile B2B software companies, Neeraj shares his insights on what separates successful startups from the rest. He discusses the critical dimensions...

Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Instinct, Joe sold to Carl when he was a CIO at Citi.  Carl shares his extensive experience as an economic buyer in tech deals. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information s...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth tran...

This episode of the Revenue Builders Podcast , hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing diff...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan are joined by Dan Barrett, Executive Vice President of Customers at MongoDB. Dan shares his journey of evolving MongoDB’s customer success strategy from a reactive to a proactive approach. He discusses the importance of hiring the right profiles, implementing disciplined processes, and understanding the nuanced...

Guilherme Stetelle Martins is an engineer turned software sales professional. He’s been in Software Sales his entire career from BDR to Enterprise AE. He’s also had a lot of failures that have taught him a lot about life and business, including his company he founded and shut down in early 2024. He also writes frequently about business, life and his projects on LinkedIn. Guilherme joins John McMah...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan engage in a dynamic conversation with Leslie Venetz, an expert in outbound sales strategies. Leslie delves into the art of cold calling and objection handling, drawing from her extensive experience. She shares invaluable insights into common objections, the psychology behind them, and practical strategies for nav...

Today we bring you three segments that cover sales leadership transitions. We discuss making the jump from rep to first line manager with Tammy Sexton the Chief Revenue Officer at Skyflow, the jump to second line manager with Carl Cross - CRO at Alkami and then walking in as a new CRO with Terry Trip CRO at Tines. Tune in and learn more about this episode of The Revenue Builders Podcast. HERE ARE...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan dive into when to focus on product-led growth. John McMahon and John Kaplan discuss product-led growth (PLG) with Alex Bilmes, the founder and CEO of Endgame. They explore the types of products that are well-suited for PLG and those that may not be a good fit. Alex explains that products that are easy to use, pr...

In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO. From 1990 to 1994, Sean was a salesperson and loved every minute of it (he broke records, built amazing client relationships, and put hundreds of thousands of miles on his Honda Accord). From 1994 to 2018, Sean co-founded and helped grow nine early-stage companies. Seven of these nine companies successfully e...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the crucial aspect of emotionally connecting with buyers. Joined by veteran sales leader and author Richard Rivera, they explore the science behind buyer decision-making and the importance of understanding the emotional journey buyers go through. Rivera introduces the concept of the buyer decision path,...

This episode features an insightful conversation on selling to the economic buyer with guests Carl Froggett , CIO at Deep Instinct, and Joe Lynch , Sales Director for the East at Deep Instinct. Before they were colleagues, Joe sold to Carl. Carl shares his extensive experience as an economic buyer in tech deals, highlighting the importance of account executives not wasting his time with generic pi...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan, sponsored by Force Management, delve into the crucial aspect of decision criteria in sales. Joined by Anne Gary, the team dissects the intricacies of aligning decision criteria with product differentiation to secure sales success. From handling competition to managing scope creep, they provide invaluable insigh...

Monica Stewart is a highly sought-after go-to-market consultant with over 15 years of experience working with B2B software companies. She specializes in helping startups in the $2 million to $20 million revenue range that are selling to large organizations. Monica has worked with companies like LinkedIn, Trello (acquired by Atlassian), and Panjiva (acquired by S&P). She is known for her sustainabl...

In this curated episode of the Revenue Builders Podcast , we engage in a thought-provoking conversation with Dr. Chuck Bamford, renowned author and business strategist. Dr. Bamford sheds light on the critical issue of aligning corporate strategy throughout an organization, from top-level executives to frontline employees. Drawing from his extensive experience, he highlights the common pitfalls and...