Revenue Builders

Why Preparation Separates Top Performers from Everyone Else with John Rowell

19 Apr 2026

Contributed by Lukas

Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John R...

Sales as the System and Why Founders Must Own the Problem with Lou Shipley

16 Apr 2026

Contributed by Lukas

Most companies don’t fail because of product, they fail because they never build a clear, repeatable sales system around a problem that actually mat...

The Feature Trap: Why Enterprise Buyers Don’t Care with John Donnelly

12 Apr 2026

Contributed by Lukas

Today, we’re revisiting a segment from our episode on selling enterprise software and connecting technical capabilities to business outcomes with Jo...

Why 70% of Your Pipeline is Outside Your ICP with Dan Sperring

09 Apr 2026

Contributed by Lukas

Most revenue teams believe they have a definedIdeal Customer profile (ICP), but the reality is far less precise, with the majority of pipeline often s...

How Usage Signals Redefine the Sales Motion with Dan Fougere

05 Apr 2026

Contributed by Lukas

Today, we’re revisiting a segment from our episode on Product-Led Growth and modern sales playbooks with Dan Fougere. Dan is the former Chief Revenu...

The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam

02 Apr 2026

Contributed by Lukas

High-growth companies demand constant reinvention, yet most leaders underestimate how deeply roles, go-to-market models, and buyer behavior evolve ove...

Why Top CROs Focus on Trends, Not Metrics with Bob Ranaldi

29 Mar 2026

Contributed by Lukas

In today’s conversation, former Chief Revenue Officer and private equity operating partner Bob Ranaldi shares why great revenue leaders focus less o...

AI Adoption Requires Leadership Discipline, Not Just Technology with Marcy Stoudt

26 Mar 2026

Contributed by Lukas

If you treat AI as just tech or a tool, you’re likely missing out on the true strategic benefit to your organization. Many leaders are waiting on IT...

Why Teams Resist Without Relationships with Coach John Mosley Jr.

22 Mar 2026

Contributed by Lukas

Today, we're sharing a segment from our episode on leadership, discipline, and relationship-building with Coach John Mosley Jr. Coach Mosley is best k...

Pipeline Generation Is Not Broken. Your System Is with Chris Vik, VP EMEA at Samsara

19 Mar 2026

Contributed by Lukas

Many teams are finding it harder to generate pipeline these days. Is this new pipeline reality here to stay? Generating strong pipeline is still attai...

Why ICP and Persona Clarity Drives Sales Performance with Eric Erston

15 Mar 2026

Contributed by Lukas

In today’s segment with Eric Erstin, longtime sales leader and CRO of RegScale, Eric shares what separates top-performing sales teams from the rest ...

What Great CRO-CEO Alignment Actually Looks Like with Bob Ranaldi

12 Mar 2026

Contributed by Lukas

When the relationship between a CRO and CEO breaks down, the symptoms show up quickly in the forecast, the sales plan, and ultimately the boardroom. S...

AI Superhumans in Sales with Amanda Kahlow

08 Mar 2026

Contributed by Lukas

In today's minisode, AI pioneer and enterprise sales leader Amanda Kahlow shares why intent data as we know it is dying – and what replaces it. Aman...

The End of the SDR? AI and the Future of Go-to-Market with Amanda Kahlow, Founder and CEO of 1mind

05 Mar 2026

Contributed by Lukas

Amanda Kahlow joins Revenue Builders to unpack what happens when AI stops assisting go-to-market teams and starts replacing entire functions. Drawing ...

The Leadership Moment That Builds Loyalty | A Sales Leadership Lesson with Cedric Pech, MongoDB

01 Mar 2026

Contributed by Lukas

In this minisode, Cedric Pech, President of Field Operations at MongoDB and former CRO, shares a formative leadership moment from early in his career ...

How a French Skier Built a 2,000-Person Sales Team | Building Patriots, Not Mercenaries with Cedric Pech of MongoDB

26 Feb 2026

Contributed by Lukas

Scaling from regional VP to global CRO is not a promotion. It is a shift from managing execution to defining meaning at scale. In this replay conversa...

The Huddle Is More Important Than the Position | Building Winning Cultures with Brian White

22 Feb 2026

Contributed by Lukas

In today’s minisode, Football coach and author Brian White shares essential leadership lessons on building winning cultures that apply far beyond th...

How to Build Sales Teams That Won't Quit When Times Get Tough | The Locker Room Strategy with Brian White, Legendary Football Coach & Author

19 Feb 2026

Contributed by Lukas

There’s no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very ...

The Leadership Capacity Issue That Slows Growth

15 Feb 2026

Contributed by Lukas

Today’s minisode features Carlos Delatorre as he shares two hard-earned leadership lessons that every sales leader scaling an organization needs to ...

Building the Machine: The Pipeline, Metrics, and Discipline Behind 100%+ Revenue Growth with Carlos Delatorre

12 Feb 2026

Contributed by Lukas

Climbing from individual contributor to CRO requires far more than strong execution. It demands disciplined leadership, intentional systems, and the a...

Why Sales Leaders Must Re-Earn the Role as Companies Scale featuring Chris Degnan

08 Feb 2026

Contributed by Lukas

Today’s minisode features Chris Degnan, former CRO of Snowflake. In this clip, Chris explains what it really takes to grow with a company as it scal...

From Zero to Scale: What It Really Takes to Build a Billion-Dollar Revenue Engine with Chris Degnan, Former CRO of Snowflake

05 Feb 2026

Contributed by Lukas

Building a company from the ground up is rarely clean, fast, or glamorous. It requires leaders who are willing to earn their role repeatedly, adapt fa...

Why Elite Sellers Watch Their Own Game Film

01 Feb 2026

Contributed by Lukas

Today’s minisode features Bob Kocis, author of The President’s Club Mindset. In this clip, Bob explains what separates elite salespeople from the ...

The President’s Club Mindset | Inside the Behaviors, Beliefs, and Discipline of Elite Sales Performers with Bob Kocis

29 Jan 2026

Contributed by Lukas

President’s Club performance is rarely about talent alone. It is built on discipline, preparation, curiosity, and the ability to lead without author...

How Great Leaders Turn Resistance Into Rapid Growth

25 Jan 2026

Contributed by Lukas

In this episode, John Kaplan and John McMahon sit down with Jeremy Duggan, President of Multiverse, to talk about a tension every manager feels: how d...

Managing vs. Leading: What Separates Great Leaders from Great Managers with Jeremy Duggan

22 Jan 2026

Contributed by Lukas

Managing people and leading them are often treated as the same skill, but the gap between the two is where many organizations stall. In this replay ep...

Stop Selling to the Wrong Customers | The Science of Scaling Your ICP with Mark Roberge

18 Jan 2026

Contributed by Lukas

In this episode, Mark Roberge, author of the upcoming book The Science of Scaling, breaks down why so many companies fail to evolve their Ideal Custom...

Designing Systems That Scale with Mark Roberge, Founding CRO of HubSpot

15 Jan 2026

Contributed by Lukas

Scaling often looks like momentum on the surface: more pipeline, more headcount, more pressure from boards and capital. But underneath? Many leaders f...

Forgiveness as a Leadership Advantage with Doug Holladay, Author of Rethinking Success

08 Jan 2026

Contributed by Lukas

In this episode of the Revenue Builders podcast, returning guest Doug Holladay joins the show to explore why forgiveness is not just a personal virtue...

Here's to 2026!

27 Dec 2025

Contributed by Lukas

Don't miss these resources from Force Management: Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0...

Scaling and Selling with Brian Halligan

21 Dec 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, HubSpot co-founder Brian Halligan pulls back the curtain on the uncomfortable truth of scaling:...

Comp Plans for Consumption-based Businesses

14 Dec 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jose Fernandez — former Head of Global Sales Development at Go...

Helping People Thrive in Your Organization

07 Dec 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Perf...

Success Doesn't Happen in Isolation

30 Nov 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Dean Otto, a top-performing enterprise sales rep whose life chan...

Thank you Leave Us a Review

27 Nov 2025

Contributed by Lukas

Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you lov...

Rewind: Leading Authentically with Doug Holladay

20 Nov 2025

Contributed by Lukas

In this special Revenue Builders Rewind episode, we revisit our powerful first conversation with Doug Holladay, CEO & founder of PathNorth and author ...

Avoiding Burnout with Marcy Stoudt

16 Nov 2025

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, we talk burnout with Marcy Stoudt, CEO and co-founder of Revel Coach. Marcy helps leaders avo...

The Power of Belief with Dean Otto

13 Nov 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our host John Kaplan is joined by Dean Otto, an endurance athlete with a background in senior strateg...

Building PLG Playbooks with Dan Fougere

09 Nov 2025

Contributed by Lukas

In this segment, Dan Fougere breaks down how Product-Led Growth (PLG) fundamentally changes the traditional sales playbook. Drawing from his experienc...

Leading from the Front: Building Credibility at your SKO

06 Nov 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive deep into the world of Sales Kickoff (SKO) events. They d...

Scaling Sales at a Startup with Chris Reisig

02 Nov 2025

Contributed by Lukas

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with ex...

Creating Adaptive Sales Playbooks with Dan Fougere

30 Oct 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Dan Fougere, a venture partner at Index Ventures...

Owning the Recruiting Process with Andy Price

26 Oct 2025

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Andy Price from Artisanal Ventures and Artisanal T...

Leadership, Generational Insights, and the Power of People with Susan Lucia Annunzio

23 Oct 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Susan Lucia Annunzio, the “CEO Whisperer” an...

Champions and a Bias for Action with Richard Rivera

19 Oct 2025

Contributed by Lukas

In this episode of The Revenue Builders Podcast, join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions wit...

Driving Sales Behavior with Effective Compensation Plans with Jose Fernandez

16 Oct 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with spe...

The Negativity Bias with Pouli

12 Oct 2025

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on ...

The Power of Gratitude: An In-Depth Discussion with J. Douglas Holladay

09 Oct 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back J. Douglas Holladay, Founder & CEO at PathNorth, ...

Preparing for the EB Meeting with Anne Gary

05 Oct 2025

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan go on a deep dive with industry expert Anne Gary as they explore...

Resilience in Sales Leadership: Steve Garraty's Journey from Cancer Survivor to Successful Leader

02 Oct 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Steve Garraty, a tech sales leader and author wh...

Intention and Delegation with Tom Heiser

28 Sep 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Tom Heiser to explore the true meaning of empowermen...

Navigating Energy Challenges and Innovations with Carl Coe

25 Sep 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Carl Coe, Chief of Staff for the US Secretary of...

Building an Operational Cadence with Meghan Gill

21 Sep 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Meghan Gill, who spent 17 years scaling MongoDB. Meg...

Scaling Success: Revenue Growth and AI in Sales with John Schoenstein

18 Sep 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The di...

Breaking Down the Critical Role of a Manager with Scott Rudy

14 Sep 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into one of the most important and most overlooked drive...

Mission Driven Leadership with Mike Hayes

11 Sep 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back Mike Hayes, former Navy SEAL and current sales le...

Everyone Has a Story with Doug Holladay

07 Sep 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Re...

A Masterclass in Closing Big Deals with Steve Waugh

04 Sep 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Waugh, a legendary enterprise software salespe...

Demonstrating Opportunity with Your SKO

31 Aug 2025

Contributed by Lukas

The best sales kickoffs are planned in a way that aligns with the company’s strategic goals and sets your revenue teams up to execute successfully. ...

Scaling Sales Operations with Meghan Gill

28 Aug 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales ope...

Conscious Leadership and Coaching with Kara Gilbert

24 Aug 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, Kara Gilbert, executive coach, startup advisor, and former Chief People Officer at Turbonomic, ...

Empowering Leadership: Persistence, Adaptability, and Self-Awareness with Tom Heiser

21 Aug 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Heiser, a distinguished technology chairman, CEO...

Listening, Engaging and Winning with John True

17 Aug 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John True, General Partner at Cultivation Capital, to explore th...

Mastering Asia-Pacific Market Entry with Andrew Robert Clark

14 Aug 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive e...

Preparing and Developing Reps with Joe Eskenazi

10 Aug 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with J...

Spotting the Will to Work Hard with Carsten Neuhaus

07 Aug 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Carsten Neuhaus, a European Tennis Promotion Manager...

What Top Performers Do with Eric Erston

03 Aug 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with veteran sales leader and CRO of RegScale, Eric Erston, to unpack...

The Power of a Playbook with Steve McCluskey

31 Jul 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-drive...

Streamlining Internal Processes

27 Jul 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational ...

The Critical Role of Sales Managers in Driving Growth with Scott Rudy

24 Jul 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to d...

Selling to the CFO with Michael Cremen

20 Jul 2025

Contributed by Lukas

In this episode of The Revenue Builders Podcast, hosts John McMahon and John Kaplan dive deep into the critical role of the CFO in sales deals, especi...

The Role of Emotional Intelligence and Authentic Leadership in B2B Sales with John True

17 Jul 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emoti...

Finding the Right Role

13 Jul 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Marcy Stoudt, CEO and partner at Revel Search and Re...

Achieving Excellence in Leadership with Kara Gilbert

10 Jul 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Kara Gilbert, a seasoned executive coach with extens...

Adaptability and Coachability

06 Jul 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. ...

Developing a Performance Mindset in B2B Sales with Joe Eskenazi

03 Jul 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe dis...

Scaling and Hiring with George Mogannam

29 Jun 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps...

Mastering Sales Leadership with Eric Erston

26 Jun 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the chara...

Make the Number with Matt Maloney

22 Jun 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Maloney, SVP of Global Sales at Fireblocks, to dissect a cr...

AI-Driven Sales Innovation with Bobby Morrison

19 Jun 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bobby Morrison, Chief Revenue Officer of Shopify, to...

Champions, Power and Influence

15 Jun 2025

Contributed by Lukas

In this short segment, John McMahon talks through what it means to get a Champion to actively sell on your behalf. Much of which comes down to Power a...

Mastering Sales Metrics and Executive Alignment with Jim Drill

12 Jun 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by seasoned sales leader Jim Drill to discuss essential...

Shifting Left in Sales Negotiations with Tim Caito

08 Jun 2025

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Manag...

Building High-Performance Cultures with Paul Capombassis

05 Jun 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. ...

Scaling Sales at a Startup with Chris Reisig

01 Jun 2025

Contributed by Lukas

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with ex...

Maximizing Sales Success with Chris Scanlan

29 May 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With ...

Taking Care of Yourself as a Leader with Tony Marino

25 May 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Tony Marino, Senior Advisor at Fiserv and executive coach to hig...

Blockchain: The Future of Finance with Matt Maloney

22 May 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The...

Champions and Procurement with Marcello Gallo

18 May 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Marcello Gallo, CRO at Sigma Computing, tackling one of the most...

Scaling High-Growth Sales Organizations with George Mogannam

15 May 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insigh...

Process Builds Speed with John Rowell

11 May 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John Rowell, co-founder of Pinned Golf and a former enterprise s...

Embracing the Work of Resilient Leadership with Tony Marino

08 May 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tony Marino, a senior advisor and executive coach wi...

Surrounding Yourself with a Great Team with Matt Nolan

04 May 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Nolan, CRO of Redwood Software, to discuss what it really t...

Scaling High-Growth Companies with Marcello Gallo

01 May 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Compu...

Going High and Wide in Strategic Accounts with Jane Thompson

27 Apr 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selli...

Navigating the CRO Role while Building a Great Culture with Matt Nolan

24 Apr 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Softwar...

Interacting with the Board as a CRO with Bob Ranaldli

20 Apr 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Bob Ranaldi of FTV Capital to unpack the delicate dynamics betwe...

Selling into Strategic Accounts with Jane Thompson

17 Apr 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Jane Thompson, Director of Strategic Accounts at Big...

Recruiting and the Art of the Interview with Frederik Maris

13 Apr 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Frederik Maris, CRO at Atoss Software SE. Frederik shares how he...

Pinned Golf: Making the Shift from Sales to Entrepreneurship

10 Apr 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his tr...