Revenue Builders

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...

In this episode, we dive deep into the world of sales leadership with veteran sales leader Andy Byron. We discussed critical aspects of sales scaling, including ideal customer profile alignment, pipeline metrics, and the cost of a bad hire. Andy shares invaluable insights on what it takes to build a successful sales organization and the common pitfalls to avoid. Whether you're a seasoned sales pro...

Brian Halligan, former CEO, and co-founder and executive chairperson of HubSpot, is a visionary leader who revolutionized marketing with the concept of "inbound marketing." His tenure as CEO, until 2021, was marked by consistent recognition on Glassdoor's and Comparably's lists of best CEOs. Brian's influence extends beyond HubSpot; he is an esteemed educator, teaching MIT's Scaling Entrepreneuria...

Veteran sales leader Carlos Delatorre joins Revenue Builders for a conversation into pipeline generation and the essential skills and metrics that sales leaders should monitor. Carlos shares his experience in building a sophisticated pipeline generation machine at MongoDB, highlighting the complexity of open source software sales. He emphasizes the importance of conducting thorough research on tar...

Keno Helmi is a five-time CRO with a wealth of experience in the technology industry. He has held leadership positions at companies such as PTC, HP, Digby, Duetto, Platform 9, and Pegasus. Currently, he serves as the CRO at Espressive. Keno discusses the importance of proof of value (POV) in the sales process. He explains that a POV is not just about validating the technology, but also about valid...

In this episode of the Revenue Builders podcast , hosts John McMahon and John Kaplan are joined by Mark Roberge , co-founder at Stage 2 Capital and Harvard Business School lecturer. The discussion revolves around scaling sales and building a disciplined hiring process. Mark shares his insights into hiring for sales and highlights the importance of context in shaping the ideal sales team. He emphas...

As Founder of Artisanal Talent, Andy is globally recognized for having helped build, and invest in, some of the most successful software startups in history. He has spent 26 years in the industry, built two companies as CEO in the exec search industry, and 2 years inside two of the top VC firms in the world (Redpoint and Index). He continues to work closely with, and learn from, the best VC’s in t...

In this episode of the Revenue Builders podcast , John McMahon and John Kaplan interview Navy SEAL veteran and VMware COO, Mike Hayes , about leadership and decision-making. Mike discusses the concept of dynamic subordination, where anyone in an effective team can take the lead based on their skills and the situation. He emphasizes the importance of leaders empowering others and creating a culture...