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Revenue Builders: Daily Summaries Delivered
by Force Management
Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information.
Latest Episodes
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- Today9 min
The Six Emotions Behind Every Buying Decision with Randy Riemersma
Buyers rarely make decisions on logic alone. In this minisode, Randy Riemersma breaks down the six emotions that influence how deals progress and explains why elite sellers know how to create urgency, build confidence, and sustain momentum throughout the buying journey. Randy shares his perspective on the role of fear, curiosity, hope, desire, confidence, and urgency in complex sales, along with why subject matter expertise and genuine curiosity remain essential for earning trust and guiding decisions. Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders improve execution, leadership effectiveness, and go-to-market performance through battle-tested systems and coaching. With more than 35 years of B2B sales, leadership, and executive development experience, he works with organizations to build more predictable and scalable revenue engines. Connect with Randy:LinkedInWebsite Resources mentioned:The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor Listen to the full episode:The Hidden Cost of False Velocity with Randy Riemersma 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: LinkedInYouTubeForce Management
- 3 days ago54 min
Why Proprietary Data Beats AI Software for 2x Pipeline Growth with Ann Davis
Proprietary data, not the software, is the long-term value driver. On this episode, Ann Davis, CRO at Crunchbase, walks through how knowing which customers to pursue drives 2x pipeline growth in six months, why sellers need to stay in control of the conversation, and how she built a headless AI interface that connects Salesforce, Gong, and private market data so reps know exactly what to focus on each day. Ann Davis is Chief Revenue Officer at Crunchbase, where she leads their shift from product-led to enterprise; she spent five years at Google Cloud running data and analytics and led sales at Looker (acquired by Google), and earlier configured camera systems on Sidewinder missiles for the F14 fighter program. Connect with Ann:LinkedIn Resources mentioned:SEC 10-K Search ToolOfficial Crunchbase MCP Key takeaways from this episode: 00:00 – What Ann's path from configuring missile systems to running enterprise sales reveals about building revenue infrastructure04:33 – Why most CROs invest in the wrong asset when building competitive advantage in an AI-powered sales org08:04 – A look inside the private market dataset that competitors cannot replicate, no matter how much they spend09:58 – The concrete business impact when data-driven targeting replaces guesswork in account selection20:51 – Why the transition from product-led to enterprise motion fails for most organizations, and what changes when it works32:19 – The five readiness factors that separate companies prepared for enterprise motion from those that aren't51:52 – Why enterprise sellers are becoming more essential (not obsolete) as AI reshapes sales infrastructure 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: LinkedInYouTubeForce Management
- 1 weeks ago11 min
The 90-Day Hiring Question Every Sales Leader Should Ask with Jason Forget
Hiring mistakes often happen when leaders focus on capability and experience without understanding whether a candidate is truly energized by the realities of the role. In this clip recorded earlier this year, Jason Forget, then President and CRO of Cockroach Labs, shares the interview question he uses to uncover long-term fit, why startup environments demand a different type of motivation, and how honest self-assessment can help leaders avoid costly hiring mistakes. The discussion offers a practical framework for evaluating energy, adaptability, and alignment before making critical hiring decisions. Jason Forget is President and CRO of Resolve AI, an enterprise AI platform for production operations, and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership. Previously, he served as President and CRO at Cockroach Labs, where he led the go-to-market organization during a period of hyper-growth. His uncommon path across different functions has shaped his approach to predictable growth, helping companies scale from early-stage startups to enterprise revenue organizations through operational discipline, coaching, and repeatable sales systems. Connect with Jason:LinkedIn Resources mentioned:"The Locker Room is Not for Sale" by Coach Brian White Listen to the full episode:How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys 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: LinkedInYouTubeForce Management
- 1 weeks ago59 min
Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean
You can have the best product in the world, perfect messaging, and market timing on your side… but if you don't have elite people in your sales organization, none of it matters. Brad Scott has built sales teams at Snowflake, Veza, and now Glean – three of the most different growth trajectories in tech. In this conversation, he breaks down how to hire for the traits that actually predict success: intellectual curiosity, resilience, self-awareness. He also tackles the complexity of selling AI-native products in a market flooded with AI-bolted hype, and why the fundamentals of recruiting, onboarding, and process discipline are your only anchor when everything around you is changing every 90 days. Brad Scott is VP of Worldwide Sales at Glean, where he leads a 350-person sales organization through explosive growth. Before Glean, he built sales teams at Veza from an early stage and at Snowflake during its historic scale-up, giving him rare visibility into what it actually takes to build elite sales organizations across three radically different company sizes and growth phases. Brad also chairs the Work AI Institute at Glean, exploring what future organizational structures look like in an AI-driven world. Connect with Brad:LinkedIn Resources mentioned:Atomic Habits by James ClearWork AI InstituteGlean:GO 2026 Key takeaways from this episode:00:00 – Why the caliber of people in your sales organization matters more than your product, your messaging, or your market timing.05:15 – How the questions you ask during recruiting reveal whether someone will actually stay curious about customers – or just go through the motions.06:36 – Why salespeople who've faced real hardship or adversity early in their careers tend to outperform everyone else when things get hard.24:34 – How to educate prospects on the difference between AI-native and AI-bolted products (and why it matters for their ROI).36:57 – Why your proof-of-value process must map customer workflows and business outcomes before diving into technical integrations.45:25 – Why automating your daily drudgery is the one move that separates future-proofed salespeople from ones who'll get left behind by AI. 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: LinkedInYouTubeForce Management
- 2 weeks ago10 min
Effective Business Planning and Weekly Accountability with Scott Rudy
Most first-line managers are trying to do everything at once – recruit, develop, forecast, and hit their number – all in 62 working days. But Scott Rudy has learned through building teams at high-growth companies that what separates managers who make their number from those who don't isn't effort; it's operating rhythm. In this clip, Scott breaks down how second-line managers should coach first-line managers on weekly accountability, how to set clear expectations that cascade through the organization, and why most companies misalign their manager responsibilities. If your managers don't have clarity on how to execute week to week, your reps won't either. Scott Rudy is the Founder of Rudy Advisory, bringing extensive sales and leadership experience from high-profile tech companies including Zywave, PTC, Salesforce, SAP, and Paycor. He's led sales organizations through explosive growth, taking companies from 80 sales reps to 400 over eight-year periods, and is known for building championship sales cultures and creating scalable leadership frameworks, including the Frontline Sales Leadership Playbook developed with Force Management. Connect with Scott:LinkedIn Resources mentioned:Watch Force Management’s Panel Discussion on AI in Sales LeadershipDownload the CRO Strategy Checklist Listen to the full episode:The Critical Role of Sales Managers in Driving Growth with Scott Rudy 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: LinkedInYouTubeForce Management
- 2 weeks ago1h 6m
Strategy That Teams Actually Execute with Dr. Chuck Bamford
Most companies spend September and October planning for 2027, but they skip the part that actually matters: figuring out how their teams will execute on it. That's why we're revisiting this episode with Dr. Chuck Bamford, who walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with customers. He covers what separates strategy that gets executed from strategy that sits on a shelf, and why most execution failures have nothing to do with the strategy itself. If you're mapping out your revenue goals for next year, this episode is a must-listen before you finalize your plan. Dr. Chuck Bamford is the Managing Partner at Bamford Associates and an adjunct professor of strategy at both Duke University's Fuqua School of Business and the University of Notre Dame's Mendoza College of Business. He's worked with more than 170 organizations to design and implement strategy that actually drives behavior, and he's the author of many books, including The Strategy Mindset 2.0. Connect with Chuck: LinkedIn Website Resources mentioned: The Strategy Mindset 2.0: A Practical Guide to the Design and Implementation of Strategy Key takeaways from this episode: 00:00 – What it really takes to build strategy that doesn't fall apart the moment it hits the sales floor. 05:01 – Why most CROs treat strategy like a one-time event instead of the ongoing discipline it needs to be. 16:02 – What leaders often overlook when converting corporate KPIs into the specific daily activities their people actually execute. 18:40 – The mistake many CROs make when compensation plans quietly undermine everything their strategy is designed to accomplish. 54:43 – Why narrowing your competitive set to 3-5 competitors dramatically changes how your teams sell. 01:00:52 – A look inside how differentiation dies in strategy decks but comes alive in the three-foot conversation between your rep and a customer. 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: LinkedInYouTubeForce Management
- 3 weeks ago10 min
The ROI of Multi-Persona Selling with Daniel Simon
Winning complex deals requires more than executive sponsorship. The strongest business cases are built by connecting value across the organization. Daniel Simon shares how he worked with stakeholders across product, engineering, finance, HR, and legal teams to uncover specific use cases, quantify time savings, and build an ROI story that resonated from end users to the executive team. The result was a business case that transformed AI from a technology investment into a measurable business outcome. Daniel Simon is an Enterprise Account Executive at Glean, where he helps large enterprises deploy AI solutions that improve knowledge discovery, productivity, and decision-making across the organization. He brings experience selling complex technology solutions into Fortune 500 companies and navigating multi-stakeholder enterprise buying processes. Connect with Dan: LinkedIn Resources mentioned: The Qualified Sales Leader by by John McMahon The Go-Giver by by Bob Burg Listen to the full episode: Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon 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: LinkedInYouTubeForce Management
- 3 weeks ago1h 1m
Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello
CROs who chase pipeline numbers miss what really matters. Sam Costello's path from sub-$1M to $100M at Harness taught him to stop managing revenue and start building the machine that produces it, which means recruiting elite, coachable talent, running a champion-first sales process with discipline, and building a culture of radical candor where MEDDPIC reviews are hunts, not compliance exercises. If you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it. Sam Costello is CRO at Harness, where he's spent 7.5 years scaling the platform from sub-$1M to $100M ARR. He interviews ~400 candidates annually and partners closely with co-leader Carlos to build what he calls an 'execution machine', recruiting elite talent, running disciplined sales processes, and developing a culture of radical candor and coachability. Connect with Sam: LinkedIn Key takeaways from this episode: 00:00 – Why most CROs get the job fundamentally wrong 06:00 – Why your team is building champions in the wrong order 13:40 – Why POV processes fail before they even start 31:41 – Why MEDDPIC reviews are failing in most organizations 40:43 – Why the question most hiring leaders should ask (but don't) 46:12 – Why OTE isn't your real competition in the war on talent 53:00 – What separates great companies from the rest 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: LinkedInYouTubeForce Management
About Revenue Builders
Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information.
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