Revenue Builders

From Deals to Recruiting: Owning the Pipeline with Chris Vik

06 Apr 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Chris Vik, CRO at Leapwork, to discuss the critical role of pipe...

Understanding the Nuances of the CRO/CEO Relationship

03 Apr 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bob Ranaldi, a seasoned global sales executive with ...

Simplifying Expectations for Your Reps with Parm Uppal

30 Mar 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Parm Uppal, CRO at Benchling, to discuss the critical shift from...

Training Your Teams for Complex Enterprise Sales with Frederik Maris

27 Mar 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss S...

Retaining Top Talent with Mike Earnest

23 Mar 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Mike Earnest from Wiz to discuss the critical topic of retaining...

Driving Pipeline with Christopher Vik

20 Mar 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris sh...

Getting Buy-in for the Buying Process with Patrick Ball

16 Mar 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a...

Data-Driven Decision-Making with Parm Uppal

13 Mar 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm sh...

Learning from the Grind with Steve Fitz

09 Mar 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about...

Revenue, Retention and Recruiting with Mike Earnest

06 Mar 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sal...

Features and Business Outcomes with John Donnelly

02 Mar 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with John Donnelly to discuss the critical intersection o...

Complex Sales: Critical Stages in a Customer’s Buying Process

27 Feb 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Patrick Ball, Chief Revenue Officer at Crux. Patrick...

The CRO Mindset with Alex Varel

23 Feb 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan and Alex Varel, CRO of Multiverse, discuss the mindset and respons...

Lessons from the Grind: Tackling Complex Enterprise Sales

20 Feb 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to dis...

Sales Competencies at a Startup with Sunil Dhaliwal

16 Feb 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon, John Kaplan and Sunil Dhaliwal, founder and general partner at Amplify Partners, ...

No Shortcuts: Accelerate Your Sales Process with John Donnelly

13 Feb 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The ...

Breaking Down the Traits of a Champion with Anne Gary

09 Feb 2025

Contributed by Lukas

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into th...

The Reflective Journey from Sales Leader to CRO with Alex Varel

06 Feb 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiv...

Adaptability and Coachability

02 Feb 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. ...

A Board Member’s Perspective on Sales Leadership with Sunil Dhaliwal

30 Jan 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Sunil Dhaliwal, a seasoned venture capitalist and fo...

Lessons Learned as a Leader and Manager

26 Jan 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by experienced tech executive Jim Baum. With a remarkab...

The Importance of Recruiting Behavioral Traits with Chaz MacLaughlin

23 Jan 2025

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effect...

How to Stress Accurate Forecasts to Your Teams

19 Jan 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership r...

Finding the Right Role

12 Jan 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...

Using AI in Consumption Pricing Models

05 Jan 2025

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Devavret Shah, an MIT professor, data expert, and CE...

John McMahon's Perspective on SKOs and Motivation

29 Dec 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the keys to creating impactful sales kickoffs (SKOs). They...

Everyone Has a Story with Doug Holladay

22 Dec 2024

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...

End-of-the-Year Motivation with John Kaplan

15 Dec 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, John Kaplan provides end-of-year motivation and encouragement for sales leaders and representat...

Maintaining Genuine Relationships with Doug Holladay

12 Dec 2024

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined once more by Doug Holladay, author of 'Rethinking Succe...

Our Takeaways on Grit

08 Dec 2024

Contributed by Lukas

Be sure to listen to a special message from John Kaplan on his conversation with Tom Deierlein, a former U.S. Army Major and combat wounded Operation ...

The Epitome of Grit with Tom Deierlein

05 Dec 2024

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Deierlein, a West Point graduate, serial entrepr...

Talking about Price with Keno Helmi

01 Dec 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your ...

Thank You to our Listeners!

28 Nov 2024

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...

What Makes Your Reps Successful

24 Nov 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, Battery Ventures Operating Partner, Bill Binch, talks with Revenue Builders on getting specific...

Balancing Technical Expertise and Sales Strategy with Keith Textor

21 Nov 2024

Contributed by Lukas

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources...

What Customer Success Activities Drive the Output Metrics with Sasha Anderson

17 Nov 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, Sasha Anderson, Global Head of Customer Success at Canva, shares her insights on crafting a sca...

On Being a Leader with George Conrades

14 Nov 2024

Contributed by Lukas

George Conrades, the Former CEO of Akamai Technologies and Current member of Oracle’s Board of Directors joins John Kaplan and John McMahon for a co...

Coaching Your Team to Success with Brian White

10 Nov 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, Brian White shares his perspectives on team motivation and leadership. Brian White, the running...

Getting Customer Success Right

07 Nov 2024

Contributed by Lukas

In this episode, we bring you snippets of several conversations that focused on Customer Success. Listen as John Kaplan and John McMahon talk with Sas...

Debriefing Our Most Popular Episodes

31 Oct 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon talk through their key takeaways from the most popular episodes in our Revenue Builders Archive. We comp...

AI Disruption: Thinking Outside-In

27 Oct 2024

Contributed by Lukas

In this short segment of the Revenue Builders Podcast, Mark Roberge shares some thoughts on AI and how to think about using it to innovate business, r...

Sales Management: Key Responsibilities that Will Make or Break Success

24 Oct 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon talk through each stage of sales management and the important responsibilities that must be mastered at ...

Cutting Through the Noise: Understanding AI Through History and Practical Application

17 Oct 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon are joined by Devavrat Shah, CEO and co-founder of Ikigai Labs and MIT professor, to demystify the rapid...

Demonstrating Opportunity with Your SKO

13 Oct 2024

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. ...

Mastering Negotiation in B2B Sales with Keno Helmi

10 Oct 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon are joined by return guest Keno Helmi, a seasoned five-time CRO, to delve into the nuances of negotiatio...

The Manager Curse: Being a Super Rep with Tammy Sexton

06 Oct 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by sales veteran Tammy Sexton, currently CRO at Aeros...

A Revenue Builder’s Journey: From Seller to Leader to Operating Partner

04 Oct 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, t...

Understanding Your People with Hollie Castro

29 Sep 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Hollie Castro, a seasoned Chief People Officer and...

Optimizing a Customer Success Team

26 Sep 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (...

Aligning on Metrics with Your Customer

22 Sep 2024

Contributed by Lukas

This short segment comes from our recent episode on Reasons Deals Don’t Close with Force Management’s Anne Gary. Today’s conversation focuses sp...

What the Best Sales Kickoffs Do

19 Sep 2024

Contributed by Lukas

If you’re beginning to plan next year’s sales kickoff, this episode is a must-listen. John Kaplan and John McMahon talk about what the best SKOs d...

Engaging the 100lb Brains

15 Sep 2024

Contributed by Lukas

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the mechanics of closing high-stakes deals with industry ...

Interviewing for Your Next Role

12 Sep 2024

Contributed by Lukas

In this episode, John McMahon and John Kaplan dive deep into the essential elements of navigating job transitions from the perspective of a candidate....

A Message from John Kaplan

08 Sep 2024

Contributed by Lukas

Thank you for listening to Revenue Builders. Listen to this brief message from John Kaplan.Don’t miss Force Management’s upcoming webinar: Your SK...

Harnessing the Power of Coaching with Brian White

05 Sep 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon dive into the intricacies of leadership, coaching, and team dynamics with Brian White, the Running Backs...

Rebuilding a Team with Scot Loeffler

01 Sep 2024

Contributed by Lukas

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Scot Loeffler, head football coach at Bowling Green State ...

Key Reasons Deals Don't Close

29 Aug 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon dive deep into the intricacies of why B2B sales deals often don't close successfully. Special guest Anne...

Building Trust with Mark Banfield

25 Aug 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Mark Banfield, CEO of 1E, to discuss the importanc...

Innovation, Growth and Failure

22 Aug 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon are joined by Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital. They dive deep into...

AI and Sales Productivity with James Underhill

18 Aug 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the transformative potential of AI in sales with insig...

Leadership and Mentorship with Jake Zweig

15 Aug 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon welcome Jake Zweig, a former Navy SEAL, college football coach, and leadership development expert. Jake ...

Champions, Power and Influence

11 Aug 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the pivotal role of champions in accelerating sales perf...

Generative AI and Multigenerational Workforces with Hollie Castro

08 Aug 2024

Contributed by Lukas

In this episode, John Kaplan and John McMahon welcome back Hollie Castro, a seasoned business executive and advisor, as they delve into key challenges...

What to Consider When You're a New CRO with Paul Ohls

04 Aug 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by the Airtable CRO, Paul Ohls, to discuss the critic...

Securing Predictable Revenue with Greg Resh

01 Aug 2024

Contributed by Lukas

In this episode, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The d...

Product Market Fit and Scaling a Startup with Jeremy Burton

28 Jul 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit ...

Know Your Story to Achieve True Success with Doug Holladay

25 Jul 2024

Contributed by Lukas

In this episode, John McMahon and John Kaplan welcome back Doug Holladay to delve deeper into the themes of Doug's best-selling book, 'Rethinking Succ...

Effective Second-Line Leadership with Carl Cross

21 Jul 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delv...

Selling in a New Category

18 Jul 2024

Contributed by Lukas

If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segme...

Training Your Teams on a POV with JP Bolen

14 Jul 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at ...

Building a Strong Sales Team: Recruitment, Interview, and Onboarding Best Practices

11 Jul 2024

Contributed by Lukas

In this episode, John McMahon and John Kaplan are joined by leadership expert Marcy Stoudt for a comprehensive discussion on recruitment, interviewing...

Owning the Recruiting Process with Andy Price

07 Jul 2024

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...

A Quick Request

04 Jul 2024

Contributed by Lukas

Nominate us for The People’s Choice Podcast Awards. Select Revenue Builders from the Business Category (after you fill out a short form - to prevent...

Getting Team Members to Open Up with Harsha Jalihal

30 Jun 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, guest Harsha Jalihal, Chief People Officer at MongoDB...

Story of a Turnaround: The Long Game of Leadership

27 Jun 2024

Contributed by Lukas

In this episode, John McMahon and John Kaplan introduce their guest, Scot Loeffler, who has remarkably transformed the football program at Bowling Gre...

The Difference Between PE and VC Investments with Dave Tiley

23 Jun 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dave Tiley from Align Capital Partners to explore ...

Mental Toughness in Sales

20 Jun 2024

Contributed by Lukas

In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan delve into the mental aspects of sales and building revenue by sha...

Discovery and Aligning to Your Buyer with Doug May

16 Jun 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at...

Selling to the Government with Tom Smerczynski

13 Jun 2024

Contributed by Lukas

If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you.  Our guest, Tom Sme...

Pain and Gain: Aligning Technical Sales

09 Jun 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discus...

Rethinking Success and Finding Purpose with Doug Holladay

06 Jun 2024

Contributed by Lukas

Special guest Doug Holladay, author of 'Rethinking Success,' returns to the podcast to discuss the illusions of success and the importance of purpose ...

Key Factors that Help a Company Scale

02 Jun 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a compelling conversation with Neeraj Agrawal, General...

Behind the Deal: Engaging the Economic Buyer Part II

30 May 2024

Contributed by Lukas

Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Ins...

Driving Consistency as You Scale with Joe Young

26 May 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Wor...

REPLAY: The Navy SEAL Approach to Leadership

23 May 2024

Contributed by Lukas

This episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insigh...

The Right Hire for Customer Success with Dan Barrett

19 May 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dan Barrett, Executive Vice President of Customers...

Why I Shutdown My Startup

16 May 2024

Contributed by Lukas

Guilherme Stetelle Martins is an engineer turned software sales professional. He’s been in Software Sales his entire career from BDR to Enterprise A...

Cold Calling and Objections with Leslie Venetz

12 May 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan engage in a dynamic conversation with Leslie Venetz, an expert i...

Moving Into Sales Leadership Roles

09 May 2024

Contributed by Lukas

Today we bring you three segments that cover sales leadership transitions. We discuss making the jump from rep to first line manager with Tammy Sexton...

When You Should Focus on PLG with Alex Bilmes

05 May 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into when to focus on product-led growth. John McMahon and ...

Scars of Knowledge from a Serial Entrepreneur

02 May 2024

Contributed by Lukas

In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO.From 1990 to 1994, Sean was a salesperson and loved every min...

Emotionally Connecting with Your Buyers with Richard Rivera

28 Apr 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the crucial aspect of emotionally connecting with buye...

Behind the Deal: A Perspective from an Economic Buyer

25 Apr 2024

Contributed by Lukas

This episode features an insightful conversation on selling to the economic buyer with guests Carl Froggett, CIO at Deep Instinct, and Joe Lynch, Sale...

Decision Criteria with Anne Gary

21 Apr 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the crucial aspect of...

Growing in B2B Sales: Common Mistakes to Avoid with Monica Stewart

18 Apr 2024

Contributed by Lukas

Monica Stewart is a highly sought-after go-to-market consultant with over 15 years of experience working with B2B software companies. She specializes ...

Do Your Teams Know the Strategy? with Chuck Bamford

14 Apr 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, we engage in a thought-provoking conversation with Dr. Chuck Bamford, renowned author and bus...

The Impact of AI on Sales with James Underhill

11 Apr 2024

Contributed by Lukas

James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and lat...

The Challenges with Scaling PLG with Oliver Jay

07 Apr 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Ja...

A Closer Look At Champions

04 Apr 2024

Contributed by Lukas

In this episode, John McMahon and John Kaplan discuss the process of champion building in B2B sales. They emphasize the importance of identifying pote...

The Right Leader for the Right Growth Stage with Bill Cea

31 Mar 2024

Contributed by Lukas

In this curated episode of the Revenue Builders Podcast, we delve into the nuances of hiring effective leaders for various growth stages within compan...