Revenue Builders

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important T...

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to four-time Chief Revenue Officer (CRO) and current president of OE Connection, Kelly Connery. Kelly talks about his sales journey from sales rep to CRO, and the wealth of knowledge that he has acquired through the years. Tune in to hear Kelly talk about selling on the go, dynamics of leadership in large...

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Breathe Yogi herself, Neha Saxena. Neha talks about the importance of breath in managing stress levels and improving overall outcomes both in your everyday life and your professional career. Tune in to learn about how your body’s stress response works, and learn breathing techniques such as the phys...

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Snowflake’s Chief Revenue Officer, Chris Degnan. Chris talks about his experiences working in a raw startup environment, and why he chose to leave a relatively comfortable position to do so. Chris lives and breathes the art of the grind, and relishes the prospect of being challenged, showing his aptitud...

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Articulate’s Chief Revenue Officer Jaimie Buss. Jaimie’s vast experience as an engineer, seller, and then sales leader shows her ability to adapt and overcome challenges, despite learning a little bit differently and having a different educational background from her peers. Jaimie talks about the import...

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to MW Components’ VP of Sales Kara Bosse about the current state of the manufacturing industry and how they are addressing the most recent challenges, including the backlogs caused by the supply chain issues. Kara emphasizes the need to be communicative, keep a healthy and deep pipeline, and be open to hav...

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Hubspot’s original senior vice president for sales and later Chief Revenue Officer, Mark Roberge. Mark talks about working at Hubspot since day one, building the sales department from the ground up, offering advice on prioritization, hiring, addressing retention and reducing churn. Mark also shares his...

SHOW SUMMARY In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Afghan freedom fighter, poet, and diplomat, Ambassador Massoud Khalili.   By all counts, Masood has lived a life in service of his people and country. In this episode, Masood talks about his experiences of war and its aftermath. He also shares the many lessons that he learned from his time...

SHOW SUMMARY In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Sprinklr’s Chief Revenue Officer Luca Lazzaron. Luca, who has held several sales leadership and general manager positions in multiple software organizations over the past 20 years, offers golden lessons in hiring exceptional talent, credible leadership, and effective revenue forecasting. As...

SHOW SUMMARY In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Saratoga Systems CEO and President Greg Fairbank. Greg, who served in key positions in the US Army for 26 years, talks about the intersection of military training and sales, and how his army background has immensely contributed to his success in the technology industry.  Greg also talks abo...

In this episode of the Revenue Builders podcast, Neeraj Agrawal, General Partner at Battery Ventures, joins our hosts John Kaplan and John McMahon to discuss the nitty gritty of doing business in today’s markets. Neeraj sits on more than a dozen boards and has invested in several companies that have gone on to stage IPOs. As a serial investor with a long list of companies in his portfolio, Neeraj...

In this episode of the Revenue Builders podcast, Doug Holladay joins our hosts John Kaplan and John McMahon to discuss the importance of purpose as a leader. Doug has found meaning in his long and successful career spanning from Goldman Sachs to international government and now, higher education as an executive-in-residence at Georgetown University. In their conversation, you’ll hear many of the l...

Everyone has their own definition of success. But for MongoDB’s Chief Revenue Officer Cedric Pech, the journey towards achieving it, the self-improvements you make, and the lessons learned along the way may prove to be more important than the destination itself. In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Cedric about his career, and his thoughts...

The Chief Financial Officer is a critical, but often misunderstood role in growing companies. In this episode of the Revenue Builders podcast, John Kaplan and John MacMahon talk shop with four-time CFO Jim Kelliher about the intricacies of the CFO role. With vast experience under his belt, Jim talks about specific strategies that companies can use to scale effectively, and how CFOs can best guide...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Mosley, Jr., Head Men's Basketball Coach at East Los Angeles College. Mosley and the story of their Huskies basketball program are covered in the popular Netflix series Last Chance U: Basketball. Mosley shares his strategies for leading even the most difficult teams successfully, focusing on relationship bui...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon are joined by Alan Chhabra, Executive Vice President of WW Partners at MongoDB. Alan talks about starting the partner program at MongoDB and how he overcame some of the role’s biggest challenges. Alan shares what he’s learned about establishing great partnerships, managing connections, and growing relationships with part...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to mental performance coach Greg Poss. Greg, who played professional Hockey and later on went to make a name for himself as coach, talks about tapping into your higher brain in a consistent manner to achieve success. Greg describes a state of higher energy, where you are able to shut down your fear centers in favor...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Anne Gary, Director at Force Management. With several sales management roles under her belt, Anne knows a thing or two about building and operating large complex sales organizations from scratch, resulting in closing multi-million dollar sales. Anne talks about her journey from engineer to sales leader, the value...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Sahir Azam, Chief Product Officer of MongoDB. Sahir shares his insight gained working in the intersection of product and go-to-market teams. Sahir also touches on creating synergy between pre-sales and sales teams, and the need to balance innovation and solving actual customer problems.  Additional Resources: Con...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Hollie Castro. The Chief Human Resources Officer & SVP, ESG for Yeti, talks about how the company overcame the incredible challenges that they faced during the height of the COVID-19 pandemic. Hollie shares her perspective on how workforce needs have changed post-COVID, as well as how the increasing need to attra...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Hanlon, an experienced sales leader on all things leadership, from being coachable, to taking on a new VP of sales role. Hanlon talks about key learnings you can gain from past failures and the top traits that all good leaders possess. Digging deeper, Hanlon shares one key thing that good leaders can’t have,...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Jeremy Duggan, a veteran sales leader who helped build AppDynamics into a juggernaut before it was acquired by Cisco for $3.7 billion. From recruitment and retention all the way to creating revenue, Jeremy knows how to lead and provides a proven formula for success that includes caring about your people and using...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to the Executive Vice President and Chief Marketing Officer at UPS, Kevin Warren. Kevin takes us through his journey in business, starting from his time as a salesperson in Xerox to where he is now at UPS. Kevin talks about constant improvement and ensuring that you are learning new things to keep up with dynamic ma...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to author, entrepreneur, public speaker, and sales leader Maury Rogow. Maury talks about using powerful storytelling techniques in the context of sales, and how marketing and sales teams should be working together seamlessly to attract and convert customers.  Maury also takes us into the story of how he got into Hol...

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk through their experiences with recruiting talent, and why many companies often stumble in this fundamental step. Your employees are the lifeblood of your business, and to be successful, you need to hire the right people. In this era of mass resignations and global hiring, business leaders and interviewers need to ho...