Revenue Builders

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...

James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and later spent two years at Twitter as a Revenue Operations Analyst. Since joining MongoDB, James has been promoted four times and now leads the Sales Innovation team. In this episode, John McMahon and John Kaplan are joined by James Underhill to discuss t...

In this curated episode of the Revenue Builders Podcast , we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Jay, former Product Led Sales leader at Dropbox and CRO at Asana. In this insightful conversation, they explore the nuances of PLG, its effectiveness in different market landscapes, and the strategies required to navigate its scalability challenges. F...

In this episode, John McMahon and John Kaplan discuss the process of champion building in B2B sales. They emphasize the importance of identifying potential champions early in the sales process and developing strong relationships with them. They also highlight the need for sales reps to earn trust, educate champions, and provide value throughout the sales cycle. The episode explores various strateg...

In this curated episode of the Revenue Builders Podcast , we delve into the nuances of hiring effective leaders for various growth stages within companies. Joined by Bill Cea, Managing Director at Foster Beck Associates, the discussion navigates through the distinct requirements of sales personnel and Chief Revenue Officers (CROs) across product market fit, deal stage, and scale stage. From debunk...

In this episode, Mark Banfield, CEO of 1E, discusses the emerging market of Digital Employee Experience (DEX). He explains how 1E's technology monitors and manages the digital experience of employees on their devices, identifying and remedying issues before they impact productivity. Mark emphasizes the importance of providing a great employee experience, as it directly translates to a great custom...

In this curated episode of the Revenue Builders Podcast, we dive into the intricacies of decision-making, the role of intuition versus data, and the importance of checking one's ego with special guest, Brian McCarthy, Chief Revenue Officer at Rubrik. Brian shares insightful perspectives on how to blend gut instincts with data-driven approaches, the significance of being secure in one's decisions,...

Mark Wendling is the Global VP of Data Cloud Sales and Alliances at Snowflake. He has a successful career in sales and has held various leadership positions in companies like S.C., Michael Page International, East Search Vision, ClearSlide, and Sumo Logic. Mark has been with Snowflake for the past seven years and has played a crucial role in scaling the company's sales organization. In this episod...

In this curated episode of the Revenue Builders Podcast, we talk burnout with Marcy Stoudt CEO and co-founder of Revel Coach. Marcy helps leaders avoid burnout, become their best selves without sacrificing success in either area. In this segment she covers a few tips to avoiding burnout. KEY TAKEAWAYS [00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspectiv...

John Jahnke , CEO of Tackle.io, has 20 years of experience in executive leadership roles. John has worked with companies like Pivotal, Greenplum, EMC, and Cognizant. Jake Simpson , CRO of Tackle.io, has led companies through substantial growth phases as the CRO of Anapsis and Catalan Technologies. In this episode, John Jahnke and Jake Simpson, discuss the emergence of cloud marketplaces as a route...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan delve into the essential characteristics of successful hiring companies, joined by J.R. Butler, founder of the Shift Group. Together, they explore the key elements that make a company excel in recruiting, developing, and retaining top talent, particularly athletes and veterans transitioning into sales roles. KEY...

In this episode we are joined for a second time by Jeremy Duggan, President and Board Member of Multiverse. Jeremy is a highly talented sales leader known for his expertise in B2B sales, ability to drive results and develop successful sales teams, and track record of changing lives and inspiring his team members to achieve greatness. He is passionate about leadership and believes in prioritizing t...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the intricacies of sales hiring, dissecting the reasons behind sales rep failures, and exploring the critical aspects of assessing the hiring process in a leadership role. Joined by Chris Riley, CEO of Winning Edge Advisors and former president of Worldwide Field Operati...

In this milestone 100th episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan reflect on their journey and share some of their most memorable takeaways from previous conversations. They discuss the importance of authentic leadership, the power of debriefing, and the value of leading with a vision. They also highlight the significance of balancing work and personal life, the i...

In this curated episode of the Revenue Builders Podcast , John McMahon and John Kaplan on the Revenue Builders podcast as they dive into the intricate world of churn with special guest Allison Pickens. Former COO of Gainsight, Allison shares her insights into scaling a company and understanding the nuanced reasons behind customer departures. From measuring churn metrics to the importance of respon...

Dan Barrett is the Senior Vice President of Customer Success at MongoDB. With a background in sales, Dan has held various leadership roles in the technology industry. He started his career at IBM before moving on to Q Associates, Symantec, and ServiceNow. Dan joined MongoDB as a Regional Director for the UK and Ireland and has since been promoted to Vice President of Northern Europe and then to hi...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to...

Joe Young currently holds the position of Vice President of Worldwide Commercial Sales at Zscaler, where he oversees both the inside and field Commercial sales organization consisting of 200 people, along with the sales development organization of 100 people. Before joining Zscaler, Joe accumulated over 9 years of experience at EMC & Dell EMC, contributing to various inside sales, field sales, and...

SHOW SUMMARY In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan in a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual obje...

John Donnelly III is a seasoned global operational executive with over 25 years of experience in growing enterprise B2B SaaS companies. He has successfully managed various stages of growth for tech companies, ranging from series A to over $900M in revenue, leading large global teams in sales, support, services, and marketing. With a track record of delivering multiple millions in returns to privat...

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they sit down with Terry Tripp, the Chief Revenue Officer at Tynes. In this insightful episode, Terry shares his experiences and key strategies for navigating the critical first steps as a Chief Revenue Officer (CRO). From understanding the team and connecting with customers to...

John Care spent numerous years building world-class Sales Engineering organizations at Oracle, Sybase, Vantive, Clarify, CA, Business Objects, and HP Software. He has a BSc with Honours in Chemical Engineering from Imperial College, London, and is a former contributing member of the MBA Advisory Council for the Fox Business School of Temple University, Philadelphia. He has been published in such d...

In this curated episode of the Revenue Builders Podcast, hosts Jon McMahon and Jon Kaplan sit down with special guest Brent Gleeson, a Navy SEAL veteran and leadership training expert. Together, they explore the concept of a growth mindset versus a fixed mindset, drawing insights from Brent's experiences and research. The discussion delves into the challenges, efforts, feedback, and setbacks assoc...

As the Chief Revenue Officer at Skyflow, Tammy Sexton is responsible for driving revenue growth and scaling the go-to-market team for the company's innovative data privacy platform. With more than 20 years of experience in enterprise sales,Tammy has a proven track record of leading and developing high-performing sales teams, building strategic partnerships, and delivering value to customers across...

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the f...