Revenue Builders

Carl Cross has an established career transforming and leading superior teams resulting in high performance and vibrant revenue growth. Carl has advanced through multiple leadership roles and has consistently been asked to lead key projects that drive corporate strategy. Currently, Carl is the Chief Revenue Officer of Alkami, a SaaS based digital banking platform. He started his career at Peoplesof...

If you’re a leader and you want your revenue teams to really own their number, treat their territory or accounts as their own franchise, have them join Force Management's webinar THIS FRIDAY with John Kaplan.  In the "Plan to Make the Plan" , John Kaplan will cover: Having the right mindset to attack your territory or set of accounts Ways to more effectively enter into Account Planning Best practi...

In this curated episode of the Revenue Builders Podcast, we engage in a riveting conversation with Alan Chhabra, the Executive Vice President of Worldwide Partners at MongoDB. Alan delves into the intricacies of establishing, nurturing, and enhancing partnerships within the realm of sales and channel organizations. Alan shares insights into prioritizing partnerships, aligning them with customer ne...

Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell. In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He...

In this curated episode of the Revenue Builders Podcast , we engage in an insightful conversation with Hollie Castro, a seasoned Chief People Officer and business transformation leader. Hollie delves into the evolving landscape of loyalty in the workforce, dissecting changing career expectations, motivations behind career transitions, and the shifting definitions of loyalty across different life s...

Doug May is the Chief of Staff to the CRO at Datadog. He has extensive experience in sales leadership and has a deep understanding of driving business value for customers. In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Doug emphasizes the importance of quantifying value in the sales process. By aligning solutions with customer goals and strategies, sellers...

Join hosts John McMahon and John Kaplan on the Revenue Builders podcast as they delve into the art of storytelling in sales with Maury Rogow, CEO of Rip Media. Discover how storytelling shapes sales strategies, transforms brands, and influences purchasing decisions. Uncover the crucial role storytelling plays in building relationships, captivating audiences, and driving revenue. KEY TAKEAWAYS [00:...

John McMahon and John Kaplan as they express gratitude to their dedicated audience while reflecting on the impactful moments of 2023. In this festive episode, the duo discusses the diverse array of esteemed guests, key takeaways, and listener engagement that shaped the Revenue Builders Podcast. From top-tier executives to specific sales strategies, the hosts invite feedback and suggestions for fut...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, they engage in a dynamic discussion with Mark Thurmond, COO of Tenable, a veteran revenue builder. Mark shares insights on recruiting top talent using the concept of the "three H's" – head, heart, and hard work – emphasizing the significance of character attributes in addition to skills. The conversation delves...

In this episode of th e Revenue Builders Podcast hosted by John McMahon and John Kaplan, our special guest, Anne Gary , the Managing Director at Force Management, is back again to discuss the intricacies of decision criteria while mastering the role of champions in sales success. Delving into the depths of sales strategy, they explore defining decision criteria, aligning it with customer needs, an...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan they engage in a captivating conversation with Cedric Pech, the Chief Revenue Officer at MongoDB. Cedric shares insightful experiences and lessons learned in transitioning from a VP role to a CRO position, focusing on the challenges of managing global teams, fostering purpose-driven leadership, and creating a un...

JP Bolen is the VP of Global Sales at Rubrik. He has a wealth of experience in sales and sales leadership, having worked at various companies such as Wallace Computer, PTC, Primo, Blade Logic, BMC Software, Dynamic Ops, VMware, ClearSlide, MongoDB, and ThoughtSpot. In this episode, JP emphasizes the importance of sales enablement and the three types of training: onboarding, ongoing, and field trai...

In this episode of The Revenue Builders Podcast , hosts John McMahon and John Kaplan dive deep into the critical role of the CFO in sales deals, especially in uncertain times. Michael Cremen joined us when he was the CSO of Elastic. The discussion revolves around the importance of understanding and addressing the CFO factor, failing fast, and asking the hard questions. The episode provides valuabl...

Harsha Jalihal is the Chief People Officer at MongoDB. She has a background in HR and has worked in various leadership roles at companies like Cognizant and Unilever. In this episode, Harsha emphasizes the importance of balancing the needs of the business with the needs of the employees. She discusses the role of different departments in driving business outcomes and highlights the significance of...

In this episode of The Revenue Builders Podcast , join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions with veteran sales leader and author Richard Rivera. Discover the nuances of champion dynamics, including the often-overlooked aspect of bias for action. Rivera breaks down the four champion tendencies—Complacent, Teaser, Protector, and Transformer—rev...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Kelly Connery delved into the nuances of transitioning into leadership roles, specifically focusing on the Chief Revenue Officer (CRO) position. Kelly shares invaluable insights from his extensive experience in various leadership positions, offering crucial advice on leadership, team alignment, and global persp...

Join hosts John McMahon and John Kaplan in a profound exploration of Product-Led Growth (PLG) and its seamless integration with traditional sales strategies. Guest expert Alex Bilmes, CEO of Endgame, shares practical insights and strategies for revenue leaders aiming to leverage product data to supercharge their sales efforts. Discover how PLG, far from being a threat to sales, serves as a force m...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and unde...

Devdutt Yellurkar is a managing partner at CRV and has a wealth of experience as a sales VP, CEO, and venture capitalist. He has worked with several successful startups and has a deep understanding of the sales process and building successful companies. Devdutt is also a co-founder of the VC fund named Propeller, which focuses on investing in companies that address climate change. In this conversa...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguis...

Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr. In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, dri...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Snowflake's CRO Chris Degnan delves into the pivotal decisions and strategies that led Snowflake to its incredible growth. Chris shares insights into recognizing key moments and adapting to changing market dynamics. From selling to large enterprises to navigating the shift to the cloud, Chris provides valuable...

Pawan Deshpande is a serial entrepreneur and angel investor, and a Head of Product & Growth at Linea. He has founded multiple successful companies, including Curata, a content marketing and analytics software company. Pawan has extensive experience in customer success and has implemented a critical care framework to improve customer retention and satisfaction. Pawan shares his experience with cust...

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, growth executive Jim Baum, who has more than 25 years of experience in growing and managing cutting-edge tech businesses, shares his insights into what makes great leadership in the world of entrepreneurship and startup growth. The conversation delves into the significance of a leader's unwavering belief, perse...

Leslie Venetz is a corporate sales trainer and sales-led GTM consultant. She has made over 100,000 cold calls, was a 3x Head of Sales & is now the Founder of Sales Team Builder. Leslie uses her expertise to help teams talk WITH their prospects instead of AT them. She is an active content Creator with over 60,000 followers. She has posted daily on LinkedIn for over 1000 days & is a LinkedIn Top Voi...