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.

Revenue Builders is a business podcast hosted by Unknown Host, with 0 episodes on record and a Required Pod Score of 80.

Unknown Host hosts Revenue Builders, a business show with 0 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Revenue Builders

  Why Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers

  Oct 1, 20261h 13m

  Most deals die quietly in discovery, champion development, or economic buyer misalignment. But what actually separates consistent closers from perpetual stallers? In this replay, Anne Gary sits down with John McMahon and John Kaplan to reveal the blind spots in your sales process – and the coaching framework your leadership team needs before you finalize your 2027 plan. From preparation rituals to multi-threading strategy to navigating proof of value, Anne walks through the entire deal architecture that most teams get wrong.   Anne Gary is Managing Director at Force Management and a member of the founding team of the MEDDPICC qualification methodology. She's spent 25+ years coaching thousands of sales professionals and leaders on building repeatable, predictable deal strategies across Fortune 500 companies and high-growth startups.   Connect with Anne: LinkedIn   Key takeaways from this episode:  00:00 - Why Anne returns for a third time with one question every revenue leader should answer 03:41 - What really takes to connect feature conversations to business impact 11:42 - Why metrics during discovery reveal everything about your team's coaching gaps 19:02 - What leaders overlook about earning trust before champions emerge 32:57 - Why multi-threading quietly becomes your deal insurance policy 39:54 - A look inside how deal patterns expose your sales methodology 46:33 - What economic buyers need that most sellers never provide 54:46 - The POV mistake that looks strategic until your deal stalls 01:02:39 - Why momentum shifts when your coaching approach changes 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

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  Revenue Builders

  Why The Best Salespeople Stop Jumping (And It's Not the Money) with Sam Costello

  Sep 27, 202610 min

  The war on talent isn't won by matching OTE. Sam Costello knows this and in this segment, breaks down his evolved interviewing approach -- separating stories from facts, owning the dialogue -- and explains why candidates actually stay long-term. It comes down to rare ingredients most companies never get right.   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   Listen to the full episode: Why Great CROs Stop Managing Numbers and Start Building Systems 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

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  Revenue Builders

  Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan

  Sep 24, 202636 min

  Most SKOs are packed with inspiration and breadth – 30 topics, motivational speakers, CEO talks – but when reps walk out on Monday, they don't know what's different. In this episode, John McMahon and John Kaplan break down how to build an SKO that actually answers the question reps need answered: what do I need to do differently tomorrow?   Key takeaways from this episode:  00:00 – Why inspiration without execution quietly kills your SKO momentum 02:50 – What it really takes to focus your training on what actually moves the needle 03:09 – Why reps tune out when you forget to tie it back to deal-winning 04:52 – The mistake many CROs make when they cram 30 days of content into 3 days 05:51 – How to build an SKO that sticks beyond the first week back 28:22 – Why manager training isn't optional, it's the entire ballgame 30:23 – What leaders often overlook about reinforcing new behaviors after SKO 30:43 – A look inside why your best sellers challenge weak product messaging 34:55 – How showing what elite looks like changes everything for your team 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

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  Revenue Builders

  The Six Emotions Behind Every Buying Decision with Randy Riemersma

  Sep 20, 20269 min

  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: LinkedIn Website   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: LinkedIn YouTube Force Management

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  Revenue Builders

  Why Proprietary Data Beats AI Software for 2x Pipeline Growth with Ann Davis

  Sep 17, 202654 min

  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 Tool Official 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 infrastructure 04:33 – Why most CROs invest in the wrong asset when building competitive advantage in an AI-powered sales org 08:04 – A look inside the private market dataset that competitors cannot replicate, no matter how much they spend 09:58 – The concrete business impact when data-driven targeting replaces guesswork in account selection 20:51 – Why the transition from product-led to enterprise motion fails for most organizations, and what changes when it works 32:19 – The five readiness factors that separate companies prepared for enterprise motion from those that aren't 51:52 – 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: LinkedIn YouTube Force Management

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