Revenue Builders

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Parm Uppal, CRO at Benchling, to discuss the critical shift from measuring sales activities to tracking accomplishments. Parm shares insights on setting clear expectations for reps, training them for high-impact meetings, and aligning their daily actions with business outcomes. The conversation explores strategie...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to l...

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Mike Earnest from Wiz to discuss the critical topic of retaining top sales talent. Mike shares his philosophy on building a culture of buy-in rather than compliance, the role of authenticity in leadership, and how sales leaders can help their teams see a clear future within the company. He also highlights the imp...

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity...

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer’s journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionab...

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about the power of persistence in sales. We explore why embracing the grind is essential for long-term success, how rejection fuels growth, and why resilience separates top performers from the rest. This episode is packed with insights on mindset, career...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with John Donnelly to discuss the critical intersection of value, technical expertise, and business outcomes in enterprise sales. They explore why many sales professionals struggle with discovery, how to shift from feature-based selling to value-based selling, and the role of champion building in complex d...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Patrick Ball, Chief Revenue Officer at Crux. Patrick shares his journey through various roles and companies, highlighting his unique insights into customer engagement and sales processes. Learn about Patrick's detailed approach to streamlining sales, from initial discovery to Business Value Assessment...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan and Alex Varel, CRO of Multiverse, discuss the mindset and responsibilities required to succeed in a CRO role. Alex shares firsthand insights on the challenges of executive leadership, the importance of accountability, and how customer success should be integrated into go-to-market strategies. He also emphasizes th...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in...

In this short segment of the Revenue Builders Podcast, John McMahon, John Kaplan and Sunil Dhaliwal, founder and general partner at Amplify Partners, explore the board’s perspective on sales leadership. Sunil shares critical insights on selling in the early stages of a startup, knowing when to walk away from a deal, and the importance of transparency in sales forecasting. The conversation dives in...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The discussion dives into John's extensive career in sales, his lessons learned, and the evolution of selling enterprise software. Key points include the importance of listening, selling value over features, and the critical role of discovery in the sale...

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...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust,...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Sunil Dhaliwal, a seasoned venture capitalist and founding partner of Amplify Partners. The discussion dives deep into the challenges and skills required for startup sales leaders, emphasizing the importance of accuracy, adaptability, and honest communication. They explore the different growth stages...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by experienced tech executive Jim Baum. With a remarkable track record of leading companies like Netezza and Indeca to successful acquisitions, Jim reflects on his early career lessons and the journey from managing to leading. He shares insights into overcoming imposter syndrome, the art of hiring, and h...

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, i...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Marcy Stoudt, CEO and partner at Revel Search and Revel Coach. Marcy shares actionable advice on networking with intention, understanding energy management, and distinguishing between opportunity and position when evaluating career moves. Whether you're a leader, sales professional, or someone navigat...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Devavret Shah, an MIT professor, data expert, and CEO of Ikigai Labs, to explore how AI is revolutionizing consumption-based pricing models and forecasting. Devavret delves into the challenges of predicting demand, the role of AI in empowering sales teams and CFOs, and how artificial intelligence can...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the keys to creating impactful sales kickoffs (SKOs). They explore strategies to motivate sales teams, align them with company goals, and provide the knowledge and skills necessary to succeed in the upcoming year. With insights on product presentations, leadership speeches, and peer-to-peer knowledge sharin...

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug explores the significance of vulnerability, owning your story, and fostering authentic communication in leadership and relationships. Learn how asking the right qu...