Sahir Azam is a Partner at Index Ventures investing in AI infrastructure, and former Chief Product Officer at MongoDB where he led the Atlas transformation into a multi-billion-dollar platform. He brings a rare operator's perspective on building go-to-market discipline, scaling sales culture, and navigating the product-distribution balance that separates winners from founders who fail.

Connect with Sahir:

• Index Ventures
• LinkedIn

Get the Force Management framework for navigating product-go-to-market fit and building the sales discipline that separates scaling companies from those that fail:

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode: 

• 00:00 – How Sahir Azam went from building MongoDB Atlas into a multi-billion-dollar platform to investing in the infrastructure shaping AI’s next wave
• 06:24 – The secret to driving change inside a company before trying to win in the market
• 10:10 – What PLG and enterprise sales actually have in common when you design around the buyer
• 12:18 – What it’s really like to move upmarket and why most companies underestimate the cultural shift required
• 23:50 – Sahir Azam’s unexpected perspective on technical founders who struggle to scale
• 41:12 – A peek into where real value in AI is being built and why infrastructure is the leverage point
• 01:02:00 – What you can do right now to stay relevant as AI reshapes how top sellers operate

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders.

Connect with Bob:

LinkedIn

Resources mentioned:

• The Qualified Sales Leader by John McMahon

Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter: 

• The Predictable Revenue Framework: Guide for Leaders

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams.

Connect with Marcy: 

• LinkedIn
• Website

Get the Force Management framework for building AI-native revenue systems that drive repeatable execution and growth: 

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode:

• 04:00 – Why AI adoption breaks when leaders treat it like a tech stack decision instead of changing how work actually gets done
• 14:17 – What CROs get wrong when they wait on IT to lead AI strategy while competitors move faster
• 23:00 – The daily discipline that separates leaders who are compounding AI advantage from those falling behind
• 30:00 – What it really looks like to use AI to create space, reduce noise, and improve how you think
• 39:40 – Where your real inefficiencies actually live and why your frontline already knows the answer
• 49:30 – What hiring looks like when every resume sounds perfect and signal gets harder to find
• 59:15 – Why AI is increasing the value of leadership fundamentals like alignment, coaching, and culture

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Coach John Mosley Jr. is the head basketball coach at East Los Angeles College and gained national recognition through Netflix’s Last Chance U: Basketball. He is known for his relationship-driven leadership style, focused on discipline, accountability, and developing young athletes both on and off the court.

Get the Force Management framework for building predictable pipeline, disciplined execution, and aligned revenue teams: 

• The Predictable Revenue Framework: Guide for Leaders

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Chris Vik is VP EMEA at Samsara and a former CRO at Leapwork and Go Autonomous, where he scaled go-to-market teams across new markets and high-growth environments. He is known for building structured revenue systems that connect pipeline generation, sales execution, and recruiting.

Resources mentioned:

• Flip the Script by Oren Klaff
• Pitch Anything by Oren Klaff

Get the Force Management framework for building and scaling predictable pipeline and revenue systems: 

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode:

• 00:00 – Why pipeline generation isn’t dead, but most programs fail due to poor structure and lack of leadership ownership.
• 01:31 – Why pipeline generation alone burns reps out, and how the five-cylinder model creates more durable growth.
• 12:20 – Why pipeline generation breaks down before execution, and how lack of preparation shows up as low activity and poor results.
• 18:55 – How real conviction comes from understanding how a business makes money and where it’s vulnerable.
• 37:39 – Why insight-led outreach outperforms generic messaging and earns you the right to a conversation.
• 46:45 – Why deals are won or lost early, based on whether you identify and build a true champion.
• 52:04 – What candidate preparation actually signals, and why it’s one of the strongest predictors of performance.
• 01:02:58 – How clearly defined leadership values shape hiring, trust, and day-to-day execution.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Eric Erstin is a longtime sales leader and currently serves as Chief Revenue Officer at RegScale. With deep expertise in sales process, qualification methodology, and building high-performing teams, Eric shares insights on what separates top performers from the rest of the pack.

Want to build a sales organization grounded in clear qualification, defined success metrics, and repeatable execution? Get Force Management’s 

Predictable Revenue Framework: Guide for Leaders

.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders.

Connect with Bob:

• LinkedIn

Resources mentioned:

• The Qualified Sales Leader by John McMahon

Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter: 

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode: 

• 00:00 – What strong CRO–CEO alignment actually requires and why frequent communication grounded in shared goals and hard data determines whether the partnership works.
• 04:30 – Why unrealistic revenue targets quietly create hiring mistakes, missed forecasts, and morale problems long before leadership realizes it.
• 12:00 – Why looking at a single quarter of metrics can mislead leadership teams and how five-quarter trends reveal the real health of the business.
• 24:20 – Bob Ranaldi’s simple test for whether a CRO is operating with an owner mindset or just protecting their department.
• 31:00 – What new CROs often get wrong in their first 90 days and why early wins matter more than sweeping changes.
• 40:00 – A look inside the three groups every CRO inherits in a sales organization and how early wins turn the middle group into champions.
• 54:00 – What the best CEOs do differently when building leadership teams and why great leaders hire people they can learn from.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Amanda Kahlow is the Founder and CEO of 1mind and the Founder of Sixth Sense. She is a multi time enterprise founder building AI systems designed to transform the full go-to-market lifecycle.

Connect with Amanda:

• LinkedIn
• 1mind

Get the Force Management guide to adapting your go-to-market execution for the AI age:

• The Predictable Revenue Framework: Guide for Leaders

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Amanda Kahlow is the Founder and CEO of 1mind and the Founder of Sixth Sense. She is a multi time enterprise founder building AI systems designed to transform the full go-to-market lifecycle.

Connect with Amanda:

• LinkedIn
• 1mind

Get the Force Management guide to adapting your go-to-market execution for the AI age:

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode: 

• 00:00 – How tech built for Alzheimer’s caregivers evolved into AI that can qualify buyers, run demos, and move deals forward.
• 05:09 – What Amanda really means by a “superhuman”, and why it’s far beyond an AI SDR bolted onto your website.
• 06:27 – Why buyers are increasingly more comfortable with AI than humans in early-stage conversations, and what that does to traditional sales handoffs.
• 16:48 – How automated knowledge ingestion and system integrations are collapsing AI onboarding timelines from ~4 months to ~4 weeks.
• 30:23 – The GTM shakeup: SDRs disappear, AEs become strategic operators, and humans remain for one thing only… the “final mile.”
• 46:36 – The ultimate question: can AI replace high-cost revenue roles profitably? And what happens to trust, security, and data ownership in regulated industries?

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.

Resources mentioned:

• The Locker Room Is Not for Sale by Brian White
• The Qualified Sales Leader by John McMahon

Want to know how top-performing organizations create a culture of consistent success? Check out Force Management’s guide to the Predictable Revenue Framework: 

https://hubs.li/Q03-T6NH0

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.

Resources mentioned:

• The Locker Room Is Not for Sale by Brian White
• The Qualified Sales Leader by John McMahon

Want to know how top-performing organizations create a culture of consistent success? Check out Force Management’s guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0

Key takeaways from this episode:

• 16:53 – Why respect, not trust, is the true starting point of elite team culture
• 25:55 – The human touch as a competitive advantage, not a soft leadership tactic
• 35:27 – Caring is competence, and why pride is earned through preparation and standards
• 40:54 – Why three clear values outperform forty two vague ones
• 47:48 – How peer leaders, not titles, protect the integrity of the locker room
• 55:06 – You don’t rise to the occasion, you fall to your level of preparation
• 01:02:06 – Why great leaders get talent in front of experience and refuse to hide behind youth 
• 01:06:22 – Why direct engagement eliminates fear and prevents cultural drift

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

If you’re a manager trying to transition into leadership, or a CRO navigating rapid growth and wondering whether your leadership bench is ready to scale, this clip is for you. 

Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.

Connect with Carlos:

• LinkedIn

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.

Connect with Carlos:

• LinkedIn

Force Management resources on scaling predictably:

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode: 

• 04:18 - The three non-negotiables Carlos uses to evaluate a CRO role: a market big enough to scale, a product that delivers real business value, and a leadership team capable of growing with the company.
• 06:43 - Why complex selling environments require more than great reps, and how elite go-to-market engines translate technical products into business outcomes across multiple stakeholders while navigating internal politics.
• 20:47 - The MongoDB lesson every scaling CRO needs to hear: why waiting 6-9 months too long to hire senior leaders creates capacity gaps, forces Q4 heroics, and caps your upside.
• 34:00 - How defining clear stage criteria, tailoring messages by persona, and training the entire team on a single system fuels consistent 100%+ growth.
• 41:44 - What to analyze after the quarter closes: how revenue mix, productivity per AE, and stage conversion rates reveal which reps and behaviors are actually driving outsized results.
• 49:12 - Why blocking time by day, week, month, quarter, and year is the only way to protect focus and maintain execution.
• 54:56 - Staying connected to what’s really happening in the field, why office walks, open office hours, and time on sales calls give CROs earlier signal, better coaching moments, and stronger strategy.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

If you’re a sales leader navigating rapid growth, or questioning how to evolve without losing your edge, this is a perspective worth hearing.

Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models.

Connect with Chris:

• LinkedIn
• From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris Degnan

Resources mentioned:

• Multiple Myeloma Research Foundation

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models.

Connect with Chris:

• LinkedIn
• From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris Degnan

Resources mentioned:

• Multiple Myeloma Research Foundation

If you’re responsible for scaling a go-to-market organization, drive predictability at scale with Force Management’s Predictable Revenue Framework. Get the free guide: https://hubs.li/Q03-T6NH0

Key takeaways from this episode:

• 05:10 – Why joining an early-stage company means earning your role every quarter, not relying on past success or title
• 10:25 – How defining a narrow and honest ideal customer profile creates momentum, while chasing outliers quietly destroys focus and capital
• 16:45 – Why velocity and enterprise selling must coexist, and how overcommitting to one creates instability as companies scale
• 20:05 – How coachability and adaptability determine whether leaders grow with the company or get replaced as scale increases
• 21:55 – Why consumption-based selling demands accountability beyond the deal, and how reps must own customer success to earn full value
• 26:30 – Why resisting the urge to replace leaders too early preserves institutional knowledge and strengthens culture during scale

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

If you’re a rep trying to sharpen your edge, or a leader building a culture of accountability and growth, this is a mindset shift you’ll want to hear.

Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales.

Connect with Bob:

• Website
• LinkedIn
• Buy The President’s Club Mindset by Bob Kocis

Resources:

• Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.
• Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales.

Connect with Bob:

• Website
• LinkedIn
• Buy The President’s Club Mindset by Bob Kocis

Resources:

• Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.
• Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework.

Key takeaways from this episode:

• 02:00 – Why attitude and effort are table stakes, but curiosity is what separates elite sellers from average performers over time
• 04:20 – How resilience and persistence create unfair advantages in long sales cycles, and why most reps quit one call too early
• 06:00 – Why top performers attract internal resources naturally by leading without authority and acting as the quarterback of the deal
• 14:25 – How agenda-free listening and deep preparation unlock better questions, stronger discovery, and more credible leadership with customers
• 25:20 – Why elite sellers move at a different pace, understand their own conversion math, and operate with extreme self-awareness
• 29:30 – How great reps turn skeptics into champions by connecting pain, solution, and personal win -- not by pushing for the close
• 41:00 – Why the best sales leaders focus on serving their people first, and how that mindset leads to long-term success and legacy

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results.

Connect with Jeremy:

• Multiverse
• LinkedIn

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Drawing on real-world experience scaling multiple companies to billion-dollar valuations, Jeremy unpacks why great leaders prioritize belief, execution, and long-term growth over short-term outcomes, and why vision only works when it’s paired with disciplined follow-through. 

Whether you’re struggling to balance leadership with management or looking to elevate your team to extraordinary performance, this conversation reveals the principles that separate good managers from truly great leaders.

Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results.

Connect with Jeremy:

• Multiverse
• LinkedIn

Resources mentioned:

• Bill Parcells “This is why you lift all those weights” Super Bowl clip

Key takeaways from this episode:

• 04:00 – Why great leaders focus on making people great, not just making the work great, and how that mindset consistently produces stronger results
• 08:50 – How difficult conversations, when rooted in genuine care and clear intent, become defining moments that unlock coachability and long-term growth
• 13:30 – Why people want to be led only if they believe a leader can take them somewhere they cannot reach on their own
• 21:00 – How vision shows where you’re going, purpose explains why it matters, and belief bridges the gap between ambition and execution
• 34:00 – Why belief isn’t motivation. It’s built through proof, planning, and helping people see what’s possible before they can see it themselves
• 46:00 – Why leadership without process creates empty inspiration, and management without vision limits performance and development
• 59:30 – How true leadership legacy is measured by the people you develop and the leaders who emerge after you leave

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Discover the game-changing "green, yellow, red" framework that separates truly ideal customers (those with high lifetime value) from those draining your resources, and learn how to strategically reallocate your team's efforts to maximize retention and expansion. 

Plus, explore how getting your ICP right doesn't just boost sales—it aligns your entire organization, from marketing and product development to customer success, creating a powerful go-to-market engine that drives real scaling.

Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably. 

Connect with Mark: 

• Stage 2 Capital

Resources mentioned:

• The Science of Scaling by Mark Roberge
• The Sales Acceleration Formula by Mark Roberge

Force Management resources on scaling predictably:

• The Predictable Revenue Framework: Guide for Leaders

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably. 

Connect with Mark: 

• Stage 2 Capital

Resources mentioned:

• Pre-order Mark's book now. All proceeds will be donated to McLean Hospital, a global leader in mental health research and care.
  • The Science of Scaling by Mark Roberge
• The Sales Acceleration Formula by Mark Roberge

Force Management resources on scaling predictably:

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode:

• 04:45 Why scaling too early, often triggered by capital of board pressure, creates more downstream problems than it solves
• 09:20 Why your ideal customer profile is defined by who your sellers actually close, not what’s written in your pitch deck
• 12:43 Why revenue is a misleading indicator of product-market fit (and what leaders should pay attention to instead)
• 13:58 The critical difference between product-market fit and go-to-market fit, and why skipping the latter derails scale
• 19:36 How using leading indicators of retention removes guesswork from growth decisions
• 40:02 Why top-down revenue targets fail, and how bottoms-up capacity planning creates sustainable scale
• 53:55 Why Mark chose to donate all book proceeds to mental health, and why leadership conversations must make room for humanity

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Doug Holladay is an author, educator, and leadership advisor known for helping leaders examine the internal patterns that shape culture, decision-making, and long-term success. He is the author of Rethinking Success and a frequent contributor to conversations on leadership, humility, and organizational health.

Resources mentioned:

• Rethinking Success by Doug Holladay
• The Wounded Healer by Henri Nouwen
• What Happened to You? by Bruce Perry and Oprah Winfrey

Key takeaways from this episode:

• 01:33 Why holding onto resentment quietly drains a leader’s focus, energy, and decision-making capacity
• 10:45 What most leaders get wrong about culture, and why how you handle conflict matters more than what’s written on the wall
• 12:28 The difference between forgiveness and reconciliation -- and why waiting for an apology keeps leaders stuck
• 23:34 What forgiveness actually looks like in real leadership moments (and why it’s not about fairness or closure)
• 26:44 Why leaders who avoid examining their own role in conflict rarely move forward – even when they’re “right”
• 35:42 Why humility isn’t weakness -- and how strong leaders redirect power instead of using it defensively
• 49:13 How shifting from “What’s wrong with them?” to “What happened to them?” changes the way leaders respond under pressure

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

• Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0
• Enjoying the podcast? Sign up to receive new episodes straight to your inbox:  https://hubs.li/Q02R10xN0

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:25] There is no magical hire, partnership, or customer that suddenly fixes everything—success is a grind, even in the best moments
[00:01:13] The road to scale is filled with setbacks, many of which are self-inflicted rather than caused by competition
[00:01:58] The “Pothole Report” helped HubSpot systematically identify mistakes, root causes, and missing metrics before small issues became big failures
[00:02:32] Promoting too fast without protecting core functions can quietly break critical systems like customer support
[00:03:27] In hypergrowth, people, systems, processes, and products don’t scale naturally—everything eventually breaks
[00:04:28] No system, process, or role lasts more than three years without needing to be rebuilt or replaced
[00:05:12] Contrary to startup mythology, acquisition opportunities are rare—even for successful, fast-growing companies
[00:06:20] Founders often optimize for “local maxima” instead of anchoring their ambition against truly global category leaders
[00:07:17] Aligning founder expectations early—especially around time horizon and exit scenarios—enables long-term conviction and focus

QUOTES

[00:00:25] “Every happy moment’s been a grind.”
[00:01:13] “So many setbacks along the way. So many unforced errors.”
[00:01:58] “Here’s all the potholes we have—and almost all of them we caused ourselves.”
[00:03:27] “In hypergrowth mode, nothing scales. Everything breaks.”
[00:04:44] “No person lasts longer than three years. No system, no process, no nothing.”
[00:06:42] “We wanted to build a company our grandkids would be proud of.”
[00:07:36] “We’d already made some money—so we decided to swing hard.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/innovating-and-iterating-for-growth-with-hubspot-co-founder-brian-halligan

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

John McMahon and John Kaplan then expand on how consumption changes seller behavior, deal sizing, renewal dynamics, forecast accuracy, and quota mechanics. This is a must-listen for revenue leaders, sellers, and anyone navigating the industry-wide shift toward usage-based pricing.

KEY TAKEAWAYS

[00:00:46] Companies transitioning to consumption models often copy SaaS licensing structures instead of designing comp that amplifies consumption-driven advantages.
[00:01:34] Three core advantages of consumption models: lower barrier to entry, value-aligned spend increases, and product-led expansion.
[00:03:07] Aligning GTM roles — new business, onboarding, and account management — enables scale and fairness in comp.
[00:03:57] Forecasting in consumption models becomes an analytical discipline, requiring predictive models rather than rep intuition.
[00:05:00] High-quality customer fit at acquisition can result in massive upside — one rep earned huge commission from a $15M three-month advertiser.
[00:07:02] In consumption, churn can happen in a week — sellers must ensure rapid value realization, not just contract signing.
[00:08:00] Sellers often intentionally downsize initial deals to ensure burn-down and protect compensation.
[00:08:59] PLG and sales-assisted models blend; comp must account for small initial usage that grows rapidly.
[00:09:48] Companies balance advance payments to reps with clawbacks to protect against churn.
[00:10:10] Smart sellers can land small, prove value, and convert usage to multi-year, high-value commitments.

QUOTES

[00:01:10] “Companies take too much inspiration from the old model instead of designing comp that amplifies the advantages of consumption.”
[00:01:56] “Customer spend is directly proportional to the value they get — and their understanding of that value.”
[00:02:19] “If you have an amazing product, some of that growth is going to be product-led, regardless of the sales team.”
[00:03:57] “Forecasting in a consumption model is an analytical exercise — not something you ask an account executive to guess.”
[00:07:54] “In consumption, a customer can use it for a week, turn it off like a light switch, and move on.”
[00:08:38] “PLG might start with $500 on a credit card and scale into a major enterprise deal.”
[00:09:28] “Sometimes comp gives future credit for usage trajectory — but companies will claw it back if churn happens.”
[00:10:33] “There’s a lot of gold in this full episode — make sure you check it out.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/driving-sales-behavior-with-effective-compensation-plans-with-jose-fernandez

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their smart people to think, challenge assumptions, and interpret intent rather than simply follow orders. Through research insights and real-world leadership examples, the conversation explores how leaders can shift from transactional management to transformational development, empowering people to deliver results beyond expectations.

KEY TAKEAWAYS

[00:00:52] The real driver of long-term profitable growth is how companies treat their people.
[00:01:13] Even the best strategy fails when employees aren’t empowered to think for themselves.
[00:02:35] “Return on Brainpower” is a leadership metric that fuels performance and innovation.
[00:03:00] Micromanagement prevents people from using their full cognitive capacity.
[00:04:40] The #1 global growth differentiator: treating smart people like they’re smart.
[00:05:33] Commander's Intent enables employees to interpret purpose, not just follow steps.
[00:07:30] Leaders must adapt to inner-directed vs. outer-directed personality wiring.
[00:08:23] Psychological safety determines whether people speak up or stay silent.

QUOTES

[00:00:52] “How companies make money that lasts comes down to how human beings at your corporation are treated.”
[00:01:13] “A great strategy without allowing people to use their brains will never maximize its potential.”
[00:02:35] “The secret to success is return on brainpower.”
[00:03:00] “Companies leave money on the table because they don’t allow people to challenge assumptions.”
[00:04:40] “My boss tells me what to do, not how to do it.”
[00:04:14] “The best leaders develop people so well that they don’t need them anymore.”
[00:08:23] “Show your thinking—not ask the boss for theirs.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzio

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Through forgiveness, faith, relentless work, and a refusal to isolate, Dean rebuilt not only his body but also a powerful community around him. In this clip, he shares the inside story of meeting the driver, reconciling in the hospital, training against all odds, and ultimately proving what grit and connection can achieve. This excerpt is a masterclass in resilience, leadership, and the compounding power of not going through adversity alone.

KEY TAKEAWAYS

[00:00:29] The accident that changed everything.
Dean’s 2% chance of walking again and the comeback mission it sparked.

[00:01:14] Forgiveness before reconciliation.
Dean had forgiven the driver before ever meeting him — a testament to emotional and spiritual maturity.

[00:02:02] Will, the driver, reaches out.
The surprising request from the man who hit Dean and how that meeting turned into a two-hour connection.

[00:03:21] Rebuilding relationships through shared struggle.
Dean, Will, and their families build deep bonds and ultimately commit to running together.

[00:03:53] Viral impact & platform responsibility.
How Dean’s story went viral and why he shifted the focus to helping other spinal cord patients.

[00:04:52] Returning to work despite severe injury.
Balancing recovery with career identity — including Dean closing deals from his hospital bed.

[00:06:21] A doctor becomes a runner.
Dean’s neurosurgeon trains for his own half marathon to stand beside his patient.

[00:07:52] Integrity and sacrifice.
Will joins the race despite a heart condition, symbolizing commitment far beyond obligation.

[00:09:48] A race about more than racing.
Dean breaks two hours by five seconds, proving to himself and others what’s possible after trauma.

[00:10:24] Going back for your people.
Dean and the team return to finish the race with Will — the metaphor for leadership and connection.

[00:11:12] Isolation kills progress.
Communities, companies, and sellers fail alone — but win together.

QUOTES

[00:01:14] “When I read that part of your story, I was like, whoa — forgiveness and reconciliation.”
[00:07:52] “The integrity and thoughtfulness of this young man was unbelievable.”
[00:11:12] “Sellers don’t make it in isolation. Companies don’t make it in isolation.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-power-of-belief-with-dean-otto

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

The discussion dives into the importance of authenticity, gratitude, and meaningful relationships, as well as the value of understanding your own story and embracing vulnerability. Doug also highlights why many people need to rethink how they define both personal and professional success. He offers practical exercises for uncovering purpose and explains how simple rituals can help ground your life in reflection and gratitude.

Stay tuned for more episodes with Doug as we continue our series with him in 2026.

ADDITIONAL RESOURCES

Connect with J. Douglas Holladay:
https://www.linkedin.com/in/dougholladay/

Listen to the earlier episodes with Doug - each one delves into a different aspect of successful business leadership: 

The Power of Gratitude: https://www.forcemanagement.com/the-power-of-gratitude-an-in-depth-discussion-with-douglas-holladay

Knowing Your Story: https://revenue-builders.simplecast.com/episodes/know-your-story-to-achieve-true-success-with-doug-holladay

Rethinking Success and Finding Purpose: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladay

Learn more about Doug’s CEO programs: https://www.pathnorth.com/

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:38] Finding Purpose and Passion
[00:04:27] Understanding Life Patterns
[00:07:17] The Impact of Family Stories
[00:18:48] Authentic Leadership and Vulnerability
[00:34:10] The Importance of Knowing People's Stories
[00:37:30] Understanding Personal Stories
[00:38:34] Pandemic-Induced Self-Reflection
[00:39:31] Pain as a Catalyst for Change
[00:41:14] Traits of Great Leaders
[00:46:08] Founding PathNorth
[00:56:55] The Power of Gratitude
[01:03:24] Rapid Fire Questions

HIGHLIGHT QUOTES

[00:04:22] “Put your life in five-year blocks... What did you love doing and what did others say you were good at?”
[00:06:59] “Most of us get eclipsed by the money chase.”
[00:07:59] “If you don’t create space to think and feel, you’ll be one of those whose light goes out.”
[00:10:50] “We’re all born in someone else’s story.”
[00:13:21] “The story you have seen will be your family unless you break those patterns.”
[00:16:13] “Our point of identity is not our strength, it’s our brokenness.”
[00:18:37] “Meaning is what you want to go for. You can be in the most godawful situations and still find meaning.”
[00:22:17] “Everybody has a story. The most successful people are the ones who let people tell their stories.”
[00:27:09] “When the price of making more begins to do bad things to my soul, it’s time to leave.”
[00:28:40] “Gratitude is the only emotion that cannot share space with any other emotion.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspective and struggle to lead effectively when overwhelmed.
[00:01:45] Your attitude towards upcoming challenges greatly influences burnout; maintaining a positive mindset is key.
[00:02:25] Adopt a daily practice of living "above the line," clarifying your vision and taking action aligned with your desired self.
[00:04:36] Recognize and address negative events and emotions that contribute to burnout, working to stay "above the line."
[00:05:55] Clear clutter from your schedule, aligning commitments with your vision of success and avoiding unnecessary tasks.

HIGHLIGHT QUOTES

[00:01:03] "There's a fine line between working too hard and being addicted... It's real and you can't generically say how to prevent it."
[00:02:47] "Living above the line... You're defining who you want to be more often."
[00:05:19] "Clearing clutter from her calendar is really important and just doing it to align to her vision of success with no comparison."
[00:07:34] "Being honest with yourself about the addiction... my inability to extricate myself... became a self-fulfilling prophecy."

Listen to the full episode with Marcy Stoudt through this link:
https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Buy Dean’s Book and Book Dean as a Speaker: https://deanottospeaking.com/

Connect with Dean: linkedin.com/in/deanottospeaking

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:15] Meet Dean Otto: A Story of Resilience
[00:02:32] The Life-Changing Accident
[00:06:00] Dean's Journey to Recovery
[00:08:57] Overcoming Addiction and Finding Support
[00:15:40] The Power of Forgiveness and Reconciliation
[00:17:49] Miraculous Recovery and New Beginnings
[00:33:32] Comeback Race and Heart Condition
[00:34:07] Four Perspectives in the Book
[00:34:56] Half Marathon Achievement
[00:37:46] Turning Adversity into a Mission
[00:39:16] Seizures and Medical Challenges
[00:42:31] Speaking Engagements and Impact
[00:51:02] Framework for Success

HIGHLIGHT QUOTES

[00:06:18] "We always revert to our training—make your training intentional."
[00:16:07] "Isolation is the biggest enemy."
[00:30:59] "Courage just means showing up."
[00:35:54] "I'm not an outcome guy. I'm an input guy."
[00:36:10] "If I've got a great attitude and I take the next right action, chances are the outcome's gonna be pretty great."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Dan emphasizes the importance of usage signals—such as downloading the product or reading documentation—as triggers for sales outreach. He also discusses the risk of force-fitting old playbooks into new environments and advocates for a first principles approach: understanding how users buy, how they use the product, and what commercial conversations are relevant at each stage.

On this Veterans Day Week, check out one of the charities that’s important to Dan.

https://www.nplboutdoors.org/

The No Person Left Behind Outdoors charity works with combat veterans to provide outdoor experiences to foster camaraderie, promote wellness, and celebrate resilience. They do everything from hiking trips to Kilimanjaro to turkey hunts. Support their important work. 

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

See Force Management’s SKO Results: https://hubs.li/Q03RQM-V0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:15] Kickoff: SKO Season Insights
[00:01:45] The Importance of SKO Planning
[00:02:29] Effective SKO Content and Structure
[00:08:28] Leveraging AI and Tools in Sales
[00:18:58] Challenges in Sales Processes and Tools
[00:28:13] Training and Development for Sales Success
[00:37:11] The Brady Rule and Skill Development
[00:37:52] Role Playing and Live Interactions
[00:39:17] The Importance of Leading by Example
[00:45:09] Essential Sales Skills
[01:00:53] The Role of Frontline Sales Managers
[01:06:16] The Importance of Comp Plans

HIGHLIGHT QUOTES

[00:02:29] "It's a process, not an event. As a CRO, use the SKO to motivate, align on goals, and focus on training—not just boring org charts."
[00:04:37] "If you don't sit in the seat of the participant, you are going to bore people to tears."
[00:11:18] "Don't tell me about another tool unless it's really going to help me sell."
[00:47:21] "You have to figure out who is sitting in that audience, resonate with them, and know what outcome you want when the meeting is over."
[01:20:21] "Listening is number one. Most people are awful listeners, and most salespeople can't wait to talk."
[01:53:06] "The job of the frontline sales manager is so critical, and they're the last people to get trained."
[01:59:45] "I cannot fathom going into an SKO at the beginning of the year and not having comp plans done."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial.

[00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key.

[00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals.

[00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue.

[00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability.

[00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups.

[00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success.

[00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success.

[00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin.

HIGHLIGHT QUOTES

[00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important."

[00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business."

[00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers."

[00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point."

Listen to the full episode with Chris Reisig in this link:
https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect and learn more from Dan Fougere.
Connect with Dan on LinkedIn: https://www.linkedin.com/in/danfougere/
Support Homes For Our Troops: https://www.hfotusa.org
Support Imagine Reading: https://imaginereading.com/
Support No Person Left Behind Outdoors: https://www.nplboutdoors.org
Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:24] Advice for New Sales Leaders
[00:02:52] Adapting Sales Playbooks
[00:03:27] The Importance of Flexibility in Sales Strategies
[00:03:54] Understanding Product-Led Growth (PLG)
[00:06:44] Case Study: Datadog's Sales Evolution
[00:07:57] Challenges in Scaling Sales Strategies
[00:08:51] Building a Sales Organization for the Future
[00:12:14] The Role of a CRO in Modern Sales
[00:14:48] Adapting to Market Changes
[00:26:23] Traits of Effective Sales Leaders
[00:34:03] The Tip of the Spear: Leading from the Front
[00:34:16] Medallia: Building a Sales Process from Scratch
[00:36:58] Profile of a Successful Sales Leader
[00:37:47] Recruiting and Building a High-Performance Team
[00:39:25] The Importance of High Standards in Hiring
[00:52:41] AI's Impact on Sales and Forecasting
[01:02:07] Giving Back: Charitable Endeavors

HIGHLIGHT QUOTES

[00:03:21] “A big mistake is trying to force fit a playbook from a previous company into a new company.”
[00:06:01] “Approach it with a beginner’s mind… it’s actually an advantage you only get once.”
[00:10:55] “Build your outbound before you need it, because at some point you’re going to need it.”
[00:13:33] “98.5% of companies realize, ‘I wish I had a great sales organization to go with this great PLG motion.’”
[00:19:07] “The thing that tops people out is the inability to adapt and collaborate—they become too rigid.”
[00:22:25] “If you know in your heart your team is mediocre, you’re never going to be great. Raise those standards.”
[00:31:36] “Don’t just assume you can get rid of BDRs and have AI do it. I don’t see anybody telling me that’s working yet."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:41] The Importance of Sales Leaders Owning the Recruiting Process
[00:00:53] Pitfalls of Delegating Recruitment to HR
[00:01:36] Building an Internal Talent Acquisition Muscle
[00:02:15] The Impact of Economic Changes on Recruiting Strategies
[00:02:53] The Importance of Consistency in Sales Team DNA
[00:03:47] The Role of Networks in Successful Recruiting
[00:05:02] Evaluating Sales Leaders Based on Their Recruiting Ability
[00:04:16] The Consequences of Poor Recruiting on Sales Organizations
[00:04:44] The Significance of Having a Vision for Talent Development

HIGHLIGHT QUOTES

[00:00:53] "You cannot delegate it to anybody else because you're recruiting your own team, and your team is going to determine your own success and your own career."
[00:01:36] "The HR team was a central function, more administrative and compliance, comp benefits."
[00:02:53] "You end up with inconsistent talent across the board and things start to vibrate."
[00:03:29] "When you recruit a bunch of C's and D's, you're going to burn through a lot of money."
[00:05:02] "Who are they going to bring? Who are they going to recruit?"
[00:06:16] "Salespeople want to win."

Listen to the full episode with Andy Price through this link: 
https://revenue-builders.simplecast.com/episodes/investing-in-the-future-of-b2b-software-with-andy-price

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with Susan Lucia Annunzio.
LinkedIn: https://www.linkedin.com/in/susanannunzio/

Learn more about the Center for High Performance: https://centerforhighperformance.com/ 

Get Lucia’s books: https://centerforhighperformance.com/category/books/

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:08] Lucia's Journey and Mission
[00:06:18] The Importance of Treating People Well
[00:08:22] Return on Brain Power
[00:10:17] Challenges in Leadership and Management
[00:30:25] Generational Differences and Gen Z
[00:33:39] The Most Rejected Generation
[00:34:23] Technological Savvy and Social Media Influence
[00:36:03] Gen Z's Desire for Purpose and Socialization
[00:37:53] The Impact of Overprotection and Fear
[00:40:21] Work Environment and Remote Work Preferences
[00:43:37] The Future of Work and Leadership
[00:53:30] Empowering Gen Z in the Workplace

HIGHLIGHT QUOTES

[00:06:56] “A great strategy without allowing people to use their brains will never maximize its potential.”
[00:08:41] “Companies leave money on the table because they don’t allow people to challenge assumptions.”
[00:10:57] “The number one differentiator of sustainable growth... was the people in the group felt valued.”
[00:13:41] “People work for people. When you look authentic, people begin to trust you.”
[00:21:55] “Most Gen Zs prefer to work in person, learn socialization skills, and make friends.”
[00:28:35] “Resilience comes from making mistakes, learning from them, and getting back up again. But when you make a mistake and people keep you down, you become a victim.”
[00:32:32] “Ask for help. Tell your boss you want to be a star player and want to know what good looks like.”
[00:38:13] “Anybody can be good. But how do you become great? That’s what’s going to give you satisfaction.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:01:02] Understanding the Bias for Action: Richard Rivera introduces the concept of bias for action in champions, emphasizing its crucial role in sales success.
[00:02:29] The Defining Characteristics of a Champion: The importance of champions not just having power and influence but actively taking action on behalf of the salesperson.
[00:03:36] Dimensions of Champion Tendencies: Rivera introduces a framework with two dimensions—appreciation for innovation and bias for action—to categorize champions into four tendencies.
[00:05:59] The Protector Tendency: Exploring champions who take action but lean towards risk-averse decisions, and how to navigate objections from such individuals.
[00:06:38] The Transformer: Rivera's favorite tendency, champions who prioritize innovation and have a bias for action, but with potential pitfalls. Strategies for dealing with Transformers in the sales process.
[00:08:44] Selling in a Collective Yes Environment: Acknowledging the shift towards collective decision-making and the challenge of navigating the intricacies of multiple decision-makers and influencers.
[00:11:19] Becoming the Protector: When dealing with Transformers, the importance of assuming a protector role—anticipating risks and ensuring a smooth decision-making process.
[00:12:48] Early Challenges with Transformers: Highlighting the risk of Transformers going too early to the economic buyer and losing the deal due to lack of preparation.
[00:14:37] What We Heard Concept: Introducing a mature approach to address potential conflicts with Transformers by referring back to shared understandings and perspectives.

HIGHLIGHT QUOTES

[00:03:16] "If they're not taking action, they are not being a champion for us."
[00:06:18] "Recognize who you have and then fill their gaps."
[00:09:10] "If you can't be with the one you love, love the one you're with."
[00:13:46] "What we heard is a mature way to address potential conflicts."

Here are the links to our full episodes with Richard Riverag: 
Part 1: https://revenue-builders.simplecast.com/episodes/developing-buyer-champions-with-richard-rivera-part-1
Part 2: https://revenue-builders.simplecast.com/episodes/developing-elite-sales-habits-with-richard-rivera-part-2

Check out Richard Rivera’s book here: 
https://www.amazon.com/CHAMPION-SELL-L-I-T-Building-Champions/dp/B0BV415V9M/ref=sr_1_1

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with Jose Fernandez.
LinkedIn: https://www.linkedin.com/in/joseluisfernandez/

Learn more about EasyComp: https://www.easycomp.ai/

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:44] Understanding Sales Compensation Plans
[00:01:59] Driving Sales Behavior with Compensation
[00:06:43] Aligning Compensation with Company Strategy
[00:08:50] Simplifying Compensation Plans
[00:12:19] Planning and Implementing Effective Compensation Plans
[00:20:31] Leveraging Technology in Compensation Planning
[00:27:01] Incentivizing Overachievers and Managing Churn
[00:32:42] Understanding Sales Performance Metrics
[00:33:49] The Debate on Sales Compensation Caps
[00:35:30] Challenges with Sales Compensation Plans
[00:36:46] Coaching Technical Founders on Sales
[00:38:07] Celebrating Big Wins in Sales
[00:45:32] The Role of Technology in Sales Compensation
[00:49:01] The Shift to Consumption-Based Models
[01:00:16] The Importance of Collaboration in Sales
[01:01:26] Introducing EZ Comp and Its Mission

HIGHLIGHT QUOTES

[00:02:04] "Incentives drive behavior, and it does it in a very strong way."
[00:03:09] "The first place they're going to go to figure out what they're supposed to do is their compensation letter."
[00:05:14] "Simplicity is key. If they have to write it down, it's never gonna work."
[00:06:36] "The number one way to lose sellers: comp plans that don’t represent things I have control over."
[00:31:05] "Any good sales rep, really the top-notch salespeople, are not going to your company if you have a cap in the sales plan."
[00:34:41] "If they're not getting value, they're turning it off. That's number one in consumption."
[01:06:53] "AI is gonna unleash wave after wave of business transformation, and we want to be part of those waves."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.
[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.
[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.
[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.
[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.
[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.

HIGHLIGHT QUOTES

[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."
[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."
[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."
[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."

Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:
https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-sales

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with J. Douglas Holladay.
LinkedIn: https://www.linkedin.com/in/dougholladay/

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:30] Diving into 'Rethinking Success'
[00:03:53] The Power of Gratitude
[00:13:05] Practical Gratitude Practices
[00:25:55] Embracing Solitude and Reflection
[00:34:24] Facing Life's Challenges Head-On
[00:35:02] The Power of Naming Your Demons
[00:36:28] Owning and Sharing Your Story
[00:38:31] Teaching Bravery and Authenticity at Georgetown
[00:44:30] The Impact of Gratitude Letters
[00:53:40] The Importance of Positive Reinforcement
[01:04:13] Practicing Gratitude in Everyday Life

HIGHLIGHT QUOTES

[00:04:42] “The more of an effort you make to feel gratitude one day, the more feeling will come to you spontaneously in the future.”
[00:07:47] “Gratitude is the one emotion that cannot share space with anything else in the brain at the same time.”
[00:09:33] “Nobody changes through an argument. It’s more how you penetrate the emotions.”
[00:10:48] “Trouble is the stuff of life. We’re always going to be navigating trouble, but gratitude is one of the tools to get in a good space.”
[00:39:40] “You can’t be a great leader if you haven’t understood and owned your story.”
[00:55:00] “For every negative interaction you have, it takes five positives to overcome it.”
[01:06:00] “Gratitude is a way of living that has a massive return, but it’s a practice, not an event or a feeling.”
[00:45:30] “To be nobody but yourself in a world that’s trying every day to make you something other than yourself is the bravest thing you can do.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand.
[00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues.
[00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation.
[00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes.
[00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths, addressing specific pain points for winning the Proof of Value (POV).
[00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions.

HIGHLIGHT QUOTES

[00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered."
[00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms."
[00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated."

Listen to the full episode with Anne Gary through this link:
https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-gary

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with Steve Garraty: https://www.linkedin.com/in/stevegarraty

Get Greatfruit at Barnes & Noble: https://www.barnesandnoble.com/w/greatfruit-steve-garraty/1147081359 

Get Greatfruit on Amazon: https://a.co/d/2sWFNEw

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:13] Steve's Early Life and Cancer Diagnosis
[00:01:39] The Battle with Cancer
[00:02:02] Life After Cancer: Career and Family
[00:03:04] Writing 'Great Fruit' and Reconnecting with John
[00:08:08] Steve's Journey Through Chemotherapy
[00:10:21] The Mental and Physical Toll of Cancer Treatment
[00:22:08] Finding Blessings Amidst Tragedy
[00:26:33] The Importance of Relationships and Leadership
[00:34:49] The Brutal Interview Process
[00:36:02] Revealing the Cancer Story
[00:39:17] Writing the Book: A 37-Year Journey
[00:46:58] Mindset and Health: The Power of Positive Thinking
[00:54:19] Impact on Sales Career and Leadership
[00:57:39] Advice for Overcoming Personal Challenges

HIGHLIGHT QUOTES

[00:01:48] “He went from victim to Victor, from asking ‘Why me?’ to ‘Why not me?’”
[00:21:32] “Blessings can be found amidst the tragedies.”
[00:25:11] “Every day is a gift.”
[00:26:20] “You never know what people are going through—everybody’s got a story.”
[00:27:51] “The greatest sign of leadership is when your people don’t need you anymore.”
[01:00:48] “If you’re going through something tough, the worst thing you can do is isolate.”
[01:01:14] “Just show up. You don’t have to say anything.”
[00:27:09] “I want to help people achieve success—not for me, but for them.”
[00:25:36] “Perspective is what turns adversity into a blessing.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:58] The illusion of empowerment — why saying “you’re empowered” while secretly holding the answer is demotivating.
[00:01:39] Transactional vs. transformational leadership — the difference between “just selling” and growing through responsibility.
[00:02:23] The power of accountability — great leaders inspect what they assign, signaling its importance.
[00:03:25] Commander's Intent in business — lessons from the military on giving clear direction while allowing creativity.
[00:04:56] Different team dynamics — recognizing who thrives with intent versus who needs step-by-step guidance.
[00:06:00] The paralysis of over-measurement — how too many metrics can crush motivation and productivity.

QUOTES

[00:00:58] “There are very few things less motivating than being told you’re empowered, but realizing the leader already had the answer.”
[00:01:39] “You’re either in a transactional environment or a transformational one. Transformational management forces you to grow.”
[00:02:23] “Great leadership inspects what it expects. That accountability keeps people honest and shows them the work matters.”
[00:03:25] “Commander's Intent gives people the ability to operate freely within boundaries and often deliver more powerful outcomes.”
[00:06:04] “Leaders who measure by eight different ways paralyze their people—they can’t even get out of bed in the morning.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/empowering-leadership-persistence-adaptability-and-self-awareness-with-tom-heiser

Enjoying the podcast? Sign up to receive new episodes straight to your inbox
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with Carl Coe: https://www.linkedin.com/in/carl-coe-912b82/

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:17] Carl Coe's Career Journey
[00:05:58] Lessons from PTC and Beyond
[00:15:32] Transition to Government Role
[00:19:43] Challenges and Achievements at DOE
[00:30:05] Modernization and Opportunities in Government IT
[00:30:53] AI's Role in Streamlining Regulations
[00:31:49] The Power Capacity Challenge
[00:32:25] Strategies to Increase Power Capacity
[00:36:05] Incentives for Diverse Energy Sources
[00:37:46] Reviving the Nuclear Industry
[00:39:00] The Importance of Trade Skills
[00:43:33] Engaging with the Department of Energy
[00:44:28] Technological Innovations and DOE's Role
[00:51:45] Procurement and Efficiency Initiatives
[00:55:01] Cybersecurity and Grid Protection

HIGHLIGHT QUOTES

[00:05:30] "Think big, be incredibly urgent. Don't take no for an answer. Outwork, out-hustle, outcompete."
[00:13:20] Key lesson: Extreme competitiveness and knowing your product, customer, and problem are essential for success.
[00:21:58] "Lose the small battles, win the big ones. Get fired up about the big stuff."
[00:24:12] "Many more deposits than withdrawals—help people advance so when you ask for something, they're happy to do it."
[00:27:50] "Mission is everything. All parties need to know what the mission is and that everyone is in it for the right reasons."
[00:32:54] "You can't skip steps. You gotta know what problem your customer's trying to solve and build champions around it."
[00:38:16] "Urgency—it's about urgency, not for us, but for the country. It's a race. We've got to win. There's no choice."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:01:00] Sales leaders often excel at recruiting and closing deals but must learn how to leverage information effectively.
[00:02:12] Credibility begins with fixing the basics—clean reporting builds trust and opens the door to deeper strategic input.
[00:03:00] A strong cadence inside an organization enables consistency and peak performance, much like a championship sports team.
[00:04:21] Multiple cadences exist at different levels—frontline managers focus on recruiting and pipeline, while leadership focuses on forecasting and long-term planning.
[00:05:52] Sales operations can provide insights that validate or challenge a CRO’s instincts, helping identify hidden issues.
[00:07:08] Weekly metric reviews create accountability and ensure readiness, cascading discipline throughout the sales organization.

QUOTES

[00:00:48] “The greatest sales ops organizations aren’t internal affairs—they’re like coaches, helping sales leaders think with a business intent.”
00:02:29] “Don’t come in too hot. Solve the first basic problems, earn trust, and then earn the right to be at the table.”
[00:03:35] “The cadence wasn’t punitive—it became enabling. It was something you sought after, like being part of a championship team.”
[00:05:22] “By the fifth day of the first month, forecasts roll up. By the 10th, something else happens—there’s a time element to cadence that drives discipline.”
[00:07:29] “It started with me. I had to understand the metrics and be prepared, which set a standard that cascaded throughout the organization.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-sales-operations-with-meghan-gill

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with John Schoenstein: https://www.linkedin.com/in/john-schoenstein/

Learn more about Customer.io: www.Customer.io

Email John about joining the Customer.io team: john.schoenstein@customer.io

How leaders are driving growth and scalability in 2026: https://hubs.li/Q03JN74V0

Watch Force Management’s C-Level Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:36] Scaling Companies: Insights from John Schoen Stein
[00:03:41] The Importance of Talent in Sales
[00:11:16] Pipeline Generation and Sales Leadership
[00:16:50] Building a Winning Culture
[00:18:28] Implementing Repeatable Revenue Systems
[00:30:02] The Role of Data and Rev Ops in Scaling
[00:32:58] Pipeline Focus and Sales Rep Productivity
[00:34:09] Measuring Sales Rep Productivity
[00:35:27] Regional Productivity and Investment Decisions
[00:36:05] Analyzing Sales Data for Insights
[00:38:35] Sales Productivity in Startups
[00:40:00] Remote Work and Sales Productivity
[00:41:42] Encouraging Creativity and Adaptability in Sales
[00:45:52] AI in Sales and Revenue Leadership
[00:49:05] Implementing AI in Sales Processes
[01:02:06] Customer Engagement and AI at Customer.io

HIGHLIGHT QUOTES

[00:05:32] “Talent matters at all levels. You want people who are competitive, coachable, and curious.”
[00:08:33] “You can’t own your territory if you’re depending completely on inbound leads.”
[00:12:54] “Patriots go to battle with you when it’s hard. Mercenaries leave when things get tough.”
[00:16:57] “Pride is the precursor to winning, and winning is the precursor to pride.”
[00:39:57] “If you’re not looking at sales productivity, you’re missing a precursor to whether people will make it.”
[00:46:28] “AI should be a copilot—helping reps win, not just adding more inspection.”
[00:47:10] “Sellers that do not have AI acumen are going to be replaced by sellers that do.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:22] First line managers are the backbone of seller success but face high pressure with new responsibilities like recruiting, training, and forecasting.
[00:02:02] Second line leaders should not act as duplicate first line managers; their true role is coaching, simplifying, and plugging gaps for new managers.
[00:02:58] Proper segregation of duties—development plans, recruiting involvement, and quality checks—prevents confusion and duplication.
[00:03:56] A sales organization’s growth is often constrained by ineffective execution at the first line manager level.
[00:04:53] Accountability must extend to both first and second line managers, ensuring clarity in responsibilities.
[00:06:13] CROs should hold second line managers accountable for development plans and rep performance, not just first line leaders.
[00:07:27] Recruiting should be a joint process—first line managers drive it, second line managers coach and validate decisions.
[00:08:12] Second line leaders focus on quality, spotting blind spots, and identifying trends in recruiting and management.

QUOTES

[00:00:49] “Seller success should be the number one objective and North Star for a first line leader.”
[00:02:02] “A great second line leader plugs the holes of a new first line leader by coaching and simplifying the job.”
[00:02:58] “Segregating responsibilities prevents first and second line leaders from duplicating efforts and confusing reps.”
[00:03:56] “One of the biggest obstacles for success is the execution of a first line manager.”
[00:06:31] “If I’m the CRO, I’m asking the second line manager first about a rep’s performance and development plan.”
[00:08:00] “The second line leader ought to focus on quality—spotting trends and blind spots the first line leader may miss.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-critical-role-of-sales-managers-in-driving-growth-with-scott-rudy

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Buy Mike’s book, Mission Driven: The Path to a Life of Purpose:
https://www.hachettebookgroup.com/titles/mike-hayes/mission-driven/9780306836534/

Support the 1162 Foundation’s mission of helping Gold Star families:
https://givebutter.com/1162foundation

Listen to the first podcast with Mike Hayes on Mission, Meaning and Impact from Navy SEALs to Sales:
https://www.forcemanagement.com/mission-meaning-and-impact-with-mike-hayes

Connect with Mike Hayes:
LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/
Instagram: Mike Hayes (@thisis.mikehayes)
X: @thisismikehayes (@thisismikehayes) on X

Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:05] The 1162 Foundation and Supporting Gold Star Families
[00:07:12] The "Who" vs. "What": A Core Lesson on Identity
[00:11:48] The Challenge of Transitioning from a High-Profile Role
[00:16:01] The Power of Honest Self-Reflection and Feedback
[00:25:50] The Dan Hurley Story: Purpose Over Paycheck
[00:33:14] The Three Circles: Aligning Energy, Skill, and Business Need
[00:36:20] Adaptability and Developing a "Meta Plan"
[00:43:03] Building Resilience and Finding Perspective in Hardship
[00:48:19] The Importance of Being Intentional with Your Emotions
[00:55:10] A Story of Competition and Humility in Iraq

HIGHLIGHT QUOTES

[00:08:45] "We would always say, who do you want to be? Because the who is that deeper you... let's not connect self-esteem or success based on a what, in a title and a position."
[00:41:01] "The acid test, I think for a life well lived is how many people who you've never met have you positively impacted."
[00:44:17] "When you're having a hard day, the best thing to do is go find somebody who's having a harder day and go help him or her."
[00:53:11] "No one is actually selling technology. What you're actually doing is selling trust."
[00:54:15] "When 15 men are wrong, look in the mirror."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:40] Understanding Team Dynamics
[00:01:55] The Power of Vulnerability
[00:02:24] The Impact of Social Media on Youth
[00:04:19] Owning Your Story

QUOTES

[00:01:38] "Instead of looking for answers, why don’t we try to identify the 20 best questions that’ll help us get to the best answer?"
[00:02:03] "People are attracted to our broken parts. Nobody's really attracted to perfection."
[00:03:16] "To be nobody but yourself in a world that’s trying to make you someone else is the bravest thing you can do." – E. Cummings (cited by Doug Holliday)
[00:04:31] "Everybody has a story. Don’t think for a minute anyone you encounter doesn’t have their own."
[00:05:12] "There are no heroes, no victims—just a story."
[00:05:39] "What people want to see isn’t perfect people, but authentic people."

Connect and learn more about Doug Holladay through the link/s below.
https://www.linkedin.com/in/dougholladay/

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect and learn more from Steve Waugh:
https://www.linkedin.com/in/steve-waugh-4833b57/

Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS

Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:19] Steve's Early Career and First Big Deal
[00:04:30] Breaking into Financial Services
[00:07:36] Mindset for Selling Big Deals
[00:11:50] Identifying and Handling Detractors
[00:22:21] Cost vs. Value in Sales
[00:32:10] The Importance of Content in Sales
[00:32:50] Embracing Your Unique Style
[00:34:53] Believing in Your Product
[00:36:39] Navigating Company Challenges
[00:37:55] The Art of Big Deal Selling
[00:46:33] Uncovering Hidden Opportunities
[00:51:21] Mastering Executive Communication
[00:53:43] Career Pathing and Leadership

HIGHLIGHT QUOTES

[00:20:49] "You have to believe that everybody gets up and puts their pants on the same way."
[00:24:26] "If a customer's constantly looking at cost, you haven't got 'em converted—you gotta get 'em to forget cost and look at the value."
[00:33:09] "You gotta know who your friends are, but you gotta know your enemies better."
[00:46:46] "Executives don't care how you do it—they care about the 'so what.'"
[00:54:17] "If my own leader doesn't believe me, it makes it uber hard for me to accomplish it."
[00:56:48] "It's a two-way street. The company has to support their people to believe they can do it, and they have to have that same courage."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

Force Management’s Sales Kickoff Resources:

Five must-dos for leaders on SKO planning: https://hubs.li/Q02SpNpS0

Ultimate Sales Kickoff Resource Guide:  https://hubs.li/Q02Qr2B80

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Connect with Meghan Gill:
https://www.linkedin.com/in/meghanpgill/

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:41] Evolution of Sales Operations
[00:03:58] Field Operations and Territory Planning
[00:06:45] Rev Ops vs. Sales Ops
[00:08:20] Effective Territory Management
[00:18:08] Metrics and KPIs in Sales Ops
[00:22:55] Building a Successful Sales Ops Team
[00:33:54] Deep Dive into Sales Ops Challenges
[00:34:22] Diagnosing Sales Problems
[00:35:05] Trust but Verify: Ensuring Data Integrity\
[00:37:36] Balancing Protection and Service in Leadership
[00:39:51] Choosing the Right Sales Tools
[00:43:50] The Role of AI in Sales
[00:51:21] Compensation Plans and Their Complexities
[01:01:25] Lessons from Scaling MongoDB

HIGHLIGHT QUOTES

[00:26:06] "The hardest part, to be honest, is getting the data right, because nobody has a perfect CRM with perfectly scrubbed data."
[00:35:37] "Every analysis that I've done throughout my years running sales ops is very counterintuitive. It's like the fewer accounts you have, the more productive you are because you can really focus and narrow in."
[01:32:06] "People with AI experience and leverage on how to do these roles are going to replace people that don't do that. And I see that happening really, really fast."
[01:41:50] "Keep it simple. You want to have one, maybe two elements in the comp plan... Any more than that, they're not gonna know where to focus."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

She explains how elite performers unlock their potential by pausing, reflecting, and holding themselves accountable. From processing feedback to balancing life trade-offs as a working executive, Kara reveals how leaders can connect deeply with their own story to become more effective in business and life.

Whether you’re a sales leader, startup founder, or executive navigating high-pressure environments, this episode will help you understand why self-awareness, accountability, and honesty are the real cornerstones of leadership success.

KEY TAKEAWAYS

[00:01:00] Coaching is not remedial—it’s an accelerant to growth, leadership, and opportunity.
[00:01:47] The power of pausing: Why slowing down helps leaders gain clarity on goals, teams, and personal direction.
[00:02:15] Accountability in coaching: How check-ins create discipline and progress.
[00:02:46] Life trade-offs for executives: Outsourcing and prioritizing to focus on what truly matters.
[00:03:07] Processing feedback effectively: Choosing what to embrace and what to discard.
[00:03:28] Owning your story: The cornerstone of leadership, happiness, and strong relationships.
[00:04:55] Honesty in coaching: Why vulnerability and raw truth unlock real breakthroughs.

QUOTES

[00:01:00] “Coaching is not remedial. Coaching is actually an accelerant to growth and opportunity.”
[00:01:47] “When leaders pause, they can be thoughtful and break through things they just haven’t had time to think about.”
[00:03:28] “The most elite people—the happiest people—are the ones who know their story and have owned it.”
[00:04:55] “In coaching, you have nothing to lose. Just be honest.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/achieving-excellence-in-leadership-with-kara-gilbert

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Tom Heiser:
https://www.linkedin.com/in/tom-heiser-83b86680/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:52] The Importance of Reinvention and Growth
[00:04:48] Impact of Force Management
[00:09:50] Tom Heiser's Management Tenets
[00:23:06] The Role of Self-Awareness in Leadership
[00:33:13] The Power of Passion in Leadership
[00:34:17] Understanding Emotional Proprioception
[00:35:21] The Importance of Self-Awareness
[00:37:00] Embracing Vulnerability and Authenticity
[00:40:54] Empowerment: The Key to Effective Leadership
[00:49:43] Commander's Intent and Leadership Strategies
[00:58:26] Persistence and Determination in Leadership
[01:01:05] Learning from Adversity

HIGHLIGHT QUOTES

[00:05:41] "You constantly have to reinvent yourself. What got you here is not gonna get you to where you want to go."
[00:21:59] "When I told them what to do, I owned it. When they got there, they owned it. That was a force multiplier."
[00:58:42] "Persistence and determination alone are omnipotent."
[00:59:32] "What's the difference between an EMC sales rep and a pit bull? The pit bull eventually gives up."
[01:01:04] "Tough times are not fun, but look at them for the learning experiences they offer."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:47] EQ is not optional—it's a core characteristic of great sales leaders.
[00:01:16] Understanding personal and professional wins is essential to influence without dictating
[00:03:11] Active listening, note-taking, and reading the room set elite salespeople apart
[00:04:00] Asking "How do you know?" reveals deeper self-awareness in interviews
[00:05:12] Group interviews can uncover a seller’s ability to assess multiple stakeholders
[00:06:21] Reading the political landscape in the room helps tailor your message effectively
[00:07:24] Distractions kill EQ—presence is the foundation of emotional intelligence.

QUOTES

[00:01:00] "A big part of every interaction as a leader is understanding personal and professional wins as much as what you’re up to."
[00:03:11] "Active listening is about showing you’re engaged—taking notes, bringing insights back into the conversation.
[00:04:00] "How are you doing? How do you think you’re doing? And most importantly—how do you know?"
[00:07:24] "To have EQ, you first have to be here—in the moment, with no distractions."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-role-of-emotional-intelligence-and-authentic-leadership-in-b2b-sales-with-john-true

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Andrew Robert Clark:
https://www.linkedin.com/in/andrewrobertclark/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:04:26] Breaking into the Japanese Market
[00:07:27] Expanding Across Asia Pacific
[00:11:09] Challenges and Strategies in the Asia Pacific
[00:19:32] Hiring and Leadership in Japan
[00:32:50] Entering the Asia Pacific Market: A Strategic Approach
[00:34:39] Exploring Japan's Business Landscape
[00:35:29] Challenges of Joint Ventures in Japan
[00:38:29] Strategies for Entering the Japanese Market
[00:40:41] Building a Successful Team in Japan
[00:45:47] Pricing and Market Dynamics in Japan
[00:47:36] Expanding Beyond Japan: Korea and China
[00:55:43] The Expat Experience: Opportunities and Challenges

HIGHLIGHT QUOTES

[00:11:51] "The complexity of Asia Pacific is underestimated significantly."
[00:17:59] "One of the worst things you can do in APJ is false start."
[00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like."
[00:28:33] "Japanification is really the best word... blending both sides into a process and methodology."
[00:31:26] "Be the same before you establish your difference."
[00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time."
[00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:26] The Power of Preparation in Sales
[00:01:23] Embracing Authenticity Over Mechanics
[00:02:17] The Role of Preparedness in Reducing Stress
[00:02:57] The Importance of Self-Driven Development
[00:04:25] Coaching and Training for Sales Success
[00:05:41] The Impact of Exhaustive Preparation

QUOTES

[00:02:29] "The difference between stress and pressure is preparedness."
[00:02:49] "You bring the character, the courage, the art, the curiosity by applying your style to the skills and knowledge."
[00:03:40] "You gotta participate in your own rescue. You gotta put in the work."
[00:07:20] "There's no such thing really as closing. It's how openers are closers and opening the sales cycle is where all of your ground is laid."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/developing-a-performance-mindset-in-b2b-sales-with-joe-eskenazi

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Carsten Neuhaus:
https://www.linkedin.com/in/carsten-neuhaus-4a929a12a/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:41] Carsten's Scouting Success Stories
[00:05:54] The Journey of Niels McDonald
[00:14:51] The Importance of Intangibles in Scouting
[00:21:55] Challenges and Realities of Modern Scouting
[00:32:48] Parallels Between Sports Scouting and Sales Recruitment
[00:37:22] The Role of Intuition in Talent Scouting
[00:39:57] The Importance of Team Effort in Scouting
[00:41:03] Challenges and Rewards of a Scout's Life
[00:44:54] The Likability Factor in Recruitment
[00:52:26] The Coachability and Adaptability of Athletes
[00:56:20] The Mental Game and Social Media Impact
[01:02:28] The Business Side of Scouting and Recruiting

HIGHLIGHT QUOTES

[00:06:58] “He had no fear. He came in and for me, it was the first time I realized he has attitude of a champion.”
[00:14:06] “It was the first time that I was fighting against my own team because they didn’t believe. And I took all the risks and it paid off.”
[00:18:47] “The biggest talent is the will to work hard.”
[00:32:53] “The two things that we always look for when we're looking for salespeople is drive and coachability.”
[00:34:22] “We show them the door and they need to go through themselves.”
[00:37:40] “AI can help to find a talent, but it will never replace a recruiter or a scout. No chance.”
[01:09:40] “Sometimes you win and sometimes you learn. If you’re not winning, you’re learning.”

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:25] Top performers exhibit relentless focus — not just on numbers but on aligning activity with outcomes.
[00:01:10] Teams with process clarity and metric discipline stand in stark contrast to disorganized teams
[00:01:52] The “measure twice, cut once” principle applies in sales — especially in qualification and time prioritization.
[00:02:16] Beyond BANT: Success requires knowing the ideal company profile and persona profile — both matter deeply.
[00:03:14] Not all CISOs are equal — role scope and influence vary by industry and product category.
[00:03:54] Many teams ignore the depth of the human behind the persona — a costly oversight.
[00:04:16] Use modern tools (social, blogs, panels, LinkedIn) to research what excites and motivates decision-makers.
[00:05:36] There’s a work persona and a human persona — both drive behavior. Understand them both.
[00:06:00] Success in scale comes not from personal talent, but repeatable frameworks others can execute.

QUOTES

[00:00:25] "Top performers are always focused… focused on what they sell, their metrics, and what success actually looks like.
[00:01:52] "Measure twice, cut once — you can’t qualify without knowing what success looks like.
[00:02:38] "I didn’t spend enough time thinking about the role of the human… I thought if you get to the exec, you’re good. Well, maybe."
[00:03:54] "We know how they’re measured — but we rarely go deeper into what drives them as a person."
[00:06:49] "As a seller, I could get deals done. But when you're leading a team, you realize you have to teach those nuances."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/mastering-sales-leadership-with-eric-erston

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Steve McCluskey:
https://www.linkedin.com/in/stevemccluskey/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:45] The Playbook: The Foundation of Data-Driven Leadership
[00:06:12] The Three Dimensions of Sales Metrics
[00:08:30] Balancing Activity vs. Accomplishment
[00:13:21] The "Magnificent Seven": Learning from Top Performers
[00:19:05] Adapting the Playbook to the Buyer's Journey
[00:21:48] Holding Leaders Accountable for New Rep Ramp Time
[00:29:45] Rock Management: How to Settle on the Critical Few Metrics
[00:34:10] The Importance of a Cross-Functional Operating Rhythm
[00:41:02] Why Data is Just the Starting Point for Coaching
[00:44:31] Churn, Accountability, and Regretted Attrition
[00:46:15] The Criticality of a Rep's First Deal
[00:52:19] Management vs. Leadership: It's a Mindset
[00:55:01] The Power of Simplicity in Metrics
[00:58:12] Getting Emotionally Connected to Measurement

HIGHLIGHT QUOTES

"I don't think that data-driven leadership really means anything without that playbook foundation."

"One man's micromanagement is another man's success formula. It's just mindset."

"The biggest point of leadership is the coaching aspect of it. You're not gonna read a list of metrics and be able to tell somebody what they're doing great... You have to watch the swing."

"People don't leave their job. They leave their leaders."

"If you can navigate that simply and, and in a, you know, through those metrics, that's so important. But then the second piece... is the difference between management and leadership."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:28] Shopify’s shift to 16 industry-specific pods was designed to bring cross-functional teams closer to the customer.
[00:01:00] Each pod includes sales, solution engineering, launch engineers, and partners all aligned around a single outcome.
[00:02:00] At Microsoft, the team spent 70% of their time on internal orchestration, highlighting the inefficiency of siloed roles.
[00:03:00] Shopify’s pod structure includes defined primary and secondary roles with centralized responsibility and incentives.
[00:03:49] All roles in a pod are measured against the same customer cohort, improving continuity and reducing disruption.
[00:04:12] Morrison explains how aligning marketing with outcomes (not just MQLs) is helping Shopify eliminate interdepartmental friction.
[00:05:00] Shopify is close to assigning at-risk compensation to marketing teams based on segment performance—creating real ownership.
[00:05:49] The pod model drives faster decisions, stronger accountability, and less tug-of-war between siloed departments.

QUOTES

[00:01:00] "All aligned around a single outcome, which is helping our customers win."
[00:02:39] "A sales rep could have as many as 87 different people they're working with internally to hit their objective."
[00:03:49] "Now the pods are incentivized off of the same customer cohort."
[00:04:59] "We're very close to assigning at-risk targets to our marketing team."
[00:05:49] "Less tug-of-war that happens between siloed parts of the organization that have different KPIs."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/ai-driven-sales-innovation-with-bobby-morrison

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Scott Rudy:
https://www.linkedin.com/in/scottrudyiii/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:33] The Critical Role of First Line Managers
[00:02:33] Challenges and Responsibilities of First Line Managers
[00:03:09] Segregation of Duties: First Line vs. Second Line Manager
[00:05:41] Accountability and Development Plans
[00:08:09] The Importance of Coaching and Development
[00:10:48] Promotions and Accountability in Sales Leadership
[00:25:40] Effective Business Planning and Weekly Accountability
[00:34:46] Retention and Loss Reviews: Learning from Turnover
[00:35:45] A Lesson in Leadership: Evaluating Employees
[00:37:52] Defining Success Profiles
[00:41:46] The Importance of Continuous Recruitment
[00:44:30] Energy and Fit: Key Factors in Hiring
[00:47:13] The Role of First Line Leadership
[00:50:10] The Criticality of People in Organizations

HIGHLIGHT QUOTES

"It is up to you. That's what makes it such a hard job, but such a fun job because it's on you to deliver the number with this set of resources."
"You have to own your number. You gotta be able to predict, accurately predict, call the ball, and make your number. But you're not alone."
"It's not whether or not somebody can do something. It’s whether or not it gives them energy and they’re enthusiastic about it."
"If you’re not people focused as an organization, it shows up when someone quits or when you have to get rid of someone."
"Great cultures are ones in which you’re thinking about the success of the organization, not just individual results."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:36] Competing Beyond Competitors: Salespeople must recognize they're not just competing against direct competitors but against all the other potential investments the CFO could make.
[00:01:44] Stacking Up Against Priorities: The real competition lies in how your cost justification compares to all the other initiatives the CFO is juggling.
[00:03:24] The Timing Dilemma: Discussion on whether to go early and seek advice or go late and face critique from CFOs. Emphasis on the importance of early engagement and seeking guidance before formal proposals.
[00:05:08] Champion Dynamics: The significance of going with a champion and the potential pitfalls of leaving them out of crucial conversations with CFOs.
[00:07:36] Strategic Language: The hosts and Michael Kremen discuss the importance of using precise language that conveys the value proposition and justifies the presence of the sales team at the CFO level.
[00:09:28] Embracing Paranoia: Encouragement for sales teams to be paranoid and vigilant, especially when dealing with high-stakes deals and engaging CFOs.

HIGHLIGHT QUOTES

[00:08:18] "The best sales teams on the planet are paranoid, like viciously paranoid. If you think it's going to sail through and everything's fine, be careful, be paranoid."
[00:10:09] "People rarely argue with their own conclusions. When you ask them to walk you through a scenario and they realize that they've just answered the question, it just makes it a lot easier."
[00:11:38] "It needs to be in their language, in their parameters. If you're forcing your goals, the way you read things, the way you're measuring your customers, they don't understand it."

Listen to the full episode with Michael Cremen through this link:
https://revenue-builders.simplecast.com/episodes/connecting-to-value-with-michael-cremen

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about John True:
https://www.linkedin.com/in/john-true-5b9653/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:20] The Importance of Emotional Quotient (EQ) in Sales Leadership
[00:04:14] Challenges of Digital Interactions in Sales
[00:05:41] Effective Interview Techniques for Sales Leaders
[00:08:15] Reading the Room: Identifying Key Players in Sales Meetings
[00:10:02] The Role of In-Person Meetings in Sales
[00:12:23] Defining and Developing Emotional Quotient (EQ)
[00:23:03] Authentic Curiosity: A Key Trait for Sales Success
[00:31:05] Leadership and Emotional Intelligence
[00:34:40] Identifying Authentic Leadership in Sales
[00:36:57] The Importance of Vulnerability in Leadership
[00:38:25] Addressing Turnover and Accountability
[00:40:09] Assessing Candidates' Authentic Curiosity
[00:42:19] The Wana Factor in Leadership
[00:43:11] Patriots vs. Mercenaries: Building Loyal Teams
[00:45:53] Transformational vs. Transactional Leadership
[00:46:51] Choosing Opportunities: Position vs. Growth
[00:49:35] The Value of Great Networks and People
[00:54:41] Trends in Private Equity and Software?
[01:00:10] The Impact of AI on Future Opportunities
[01:05:27] The Intersection of Art and Science in Revenue Building

HIGHLIGHT QUOTES

[00:07:50] "Great salespeople are able to navigate and adjust their message to the right people at the right level over time."
[00:09:26] "You have to be here and in the moment to truly listen and respond with intuition."
[00:36:40] "Effective leaders genuinely enjoy helping others succeed in their own terms."
[00:48:54] "Many people confuse position with opportunity. Long-term success comes from prioritizing quality of leadership and growth."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:01:24] Networking strategies: Build connections subtly without signaling job hunting.
[00:01:43] Energy management vs. time management: Why knowing what energizes you matters.
[00:02:51] Assessing energy alignment in job roles: Questions to uncover what fuels or drains you.
[00:03:31] The role of mindset: How being in the right energy state affects job searching outcomes.
[00:04:54] Opportunity vs. position: Why a lower title at a better company may be the smarter choice.

QUOTES

[00:01:43] "I don't believe in time management; I believe in energy management."
[00:02:51] "If you’re not honest about what gives you energy and what doesn’t, that’s on you.
[00:03:49] "When you’re in a good space, you think differently, you email differently, and you work harder."
[00:05:16] "Don’t confuse opportunity with position. Let go of your ego and focus on long-term growth."

Listen to the full conversation with Marcy Stoudt through the link below.
https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Kara Gilbert:
https://www.linkedin.com/in/karagilbert/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:22] The Personal Nature of Coaching
[00:04:31] Challenges and Themes in Executive Coaching
[00:09:14] The Importance of Listening in Leadership
[00:12:21] Self-Reflection and Managerial Growth
[00:16:07] Balancing Protect and Serve as a Leader
[00:25:03] Feedback and Continuous Improvement
[00:34:05] Coaching Through Social Anxiety
[00:34:45] The Importance of Being Interested
[00:36:14] Balancing Leadership and Personal Well-being
[00:37:00] Creating Good Habits and Living by Value
[00:39:24] The Challenge of Maintaining Balance
[00:41:13] Personal Inventory and Self-awareness
[00:50:49] The Power of Accountability in Coaching
[00:56:09] Engaging with a Professional Coach

HIGHLIGHT QUOTES

[00:02:59] "The thing about coaching is it's so personal... I think coaching's actually an accelerant to growth and to opportunity."
[00:03:27] "People, when they pause can be really thoughtful and break through things that they just haven't had time to think about.
[00:05:44] "The most elite people on the planet, the most effective people, the happiest people... they know their story and they've owned their story."
[00:15:11] "People rarely argue with their own conclusions. And I think the greatest leaders figure that out.
[00:33:20] "The more interested you are lasts so much longer in human behavior than how interesting you are."
[00:45:26] "Find the things that give you energy... And craft your job or your life around those things that give you energy."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strength
[00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market
[00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust.
[00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don’t know.
[00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback.
[00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential
[00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity
[00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee’s resistance to change is really about their comfort zone.

QUOTES

[00:02:17] "It’s not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask."}
[00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change."
[00:04:58] "The best performers never protect their current level—they always push for what’s next."
[00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if’ often resist growth."
[00:06:09] "When employees pull the ‘trust card,’ it’s often their last resort to avoid change."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlin

Enjoying the podcast? Sign up to receive new episodes straight to your inbox
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Joe Eskenazi:
https://www.linkedin.com/in/joeeskenazi/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:45] Performance Mindset vs. Knowledge Mindset
[00:02:31] The Art and Science of Sales Mastery
[00:05:38] Training and Developing Sales Skills
[00:07:21] Handling Objections and Building Confidence
[00:17:19] The Importance of Intuition and Experience in Sales
[00:30:27] Slowing Down the Conversation
[00:31:18] The Importance of Experience in Sales
[00:33:04] Preparedness Reduces Stress
[00:35:12] The Role of Development in Sales
[00:40:19] The Power of Role-Playing and Team Exercises
[00:48:56] Empowering Your Team to Solve Problems
[00:50:14] The Impact of a Performance Mindset
[00:54:37] Kong's Role in the API Revolution

HIGHLIGHT QUOTES

"The best leaders focus on the how in sales."

"Our development often focuses on what could go right; the real bar is how you handle things when they don’t."

"Skills need to be done hundreds of times, if not thousands, to be performed flawlessly."

"Openers are closers; the groundwork you lay in the beginning determines your success."

"You empower people by recognizing and rewarding the behavior you want to see."

"You have to give them the way. But make it simple."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

KEY TAKEAWAYS

[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.
[00:01:40] Remote Work’s Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.
[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.
[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.
[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.
[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.

QUOTES

[00:01:14] “There’s a sales process, but no one’s really utilizing it… there’s no discipline around it.”
[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”
[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”
[00:04:59] “Companies don’t realize they’re a walking audition for what it’s going to be like to work for them.”
[00:06:41] “That’s how you burn cash in an organization—when internal readiness doesn’t match external hiring urgency.”
[00:07:27] “If the order isn’t executed at the proper time, we can accidentally shut the customer off.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannam

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management

ADDITIONAL RESOURCES

Learn more about Eric Erston:
https://www.linkedin.com/in/ericerston/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:07] Qualities of Top Performing Sales Teams
[00:05:37] Understanding the Ideal Customer Profile
[00:07:53] The Importance of Persona Profiles
[00:18:43] Creating a Culture of Vulnerability
[00:34:17] Leadership Authenticity and Empowerment
[00:35:18] Balancing Vision and Execution
[00:37:14] Setting Standards of Performance
[00:41:14] Accountability and Rewarding Overachievers
[00:41:48] The Importance of Simplicity in Leadership
[00:44:40] The Role of Coaching and Feedback
[00:51:05] Adapting Sales Strategies
[00:56:44] The Impact of Video Calls on Sales
[01:00:43] Opportunities at RegScale

HIGHLIGHT QUOTES

"You have to earn the right to get to that personal discussion."

"Enablement without accountability is a failure to lead."

"Get the right people, everything is so much easier."

"Lots of sales teams aren't focused."

"In order to know how to qualify out, we've gotta know what success is."

"The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component."

"How you sell can be just as important as what you sell."

"In the old days, one of the best pieces of advice I ever got was if it’s in print, expect that they expect you’ve read it."

"If you're not making enough calls, you're not going to succeed."

"Find a culture where it's comfortable being vulnerable."

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management