Revenue Builders
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.
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.
Episodes
Mentioned books
15 snips
May 10, 2026 • 10min
The New Standard for Sales Coaching in the AI Era with Marcy Stoudt
Marcy Stoudt, founder of Revel Companies who advises revenue leaders on AI adoption and sales leadership. She explores how AI closes the observation gap in coaching and frees leaders from calendar overload. Conversations cover using voice AI as a personal strategist and programming tools to push back on ideas. The focus is on making AI create space for thinking, coaching, and better leadership.
19 snips
May 7, 2026 • 1h 12min
How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale
Greg Casale, Founder and CEO of Reveneer and former chemical engineer, applies an engineering mindset to make outbound pipeline predictable. He discusses building repeatable systems for SDR teams, why dedicated embedded reps outperform fractional models, the enduring power of phone outreach, and where AI helps prep without replacing human conversations.
7 snips
May 3, 2026 • 7min
Why Strategic Account Selling Still Comes Down to Value and Alignment with Jane Thompson
Jane Thompson, a sales leader at BigPanda with deep enterprise account experience. She discusses researching executives beyond standard docs to build champions. She explains turning technical capabilities into board-level value. She covers mapping value across roles, aggregating multi-division needs into one ROI, and the power of multi-threaded engagement and intellectual curiosity.
41 snips
Apr 30, 2026 • 1h 3min
How AI Is Rewriting the Sales Playbook and Raising the Bar on Human Performance with Alex Varel
Alex Varel, EVP of Worldwide Sales at Cerebras Systems, leads global go-to-market for AI infrastructure. He talks about why inference speed and memory bandwidth now drive competitive advantage. He explains how legacy sales playbooks break down and why sellers must master agentic AI, shorten tech stacks, and constantly recalibrate ICPs to orchestrate value across complex buying groups.
7 snips
Apr 26, 2026 • 13min
Why Pipeline Generation Fails Before the First Call with Christopher Vick
Christopher Vik, VP EMEA at Samsara and former CRO who builds structured revenue systems. He explains why pipeline generation collapses before it starts. He shares a Sunday preparation routine, three research steps to build conviction, and how role-play and hands-on leadership coaching make outreach stick.
42 snips
Apr 24, 2026 • 55min
Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor
Brian McCarthy, revenue leader who scaled Rubrik to $1.5B ARR, discusses PLG-driven growth and the capacity problems it can create. He talks about re-segmenting accounts to improve buying experiences. He emphasizes building champions over features, blending bottom-up adoption with top-down value selling, and hiring high clock-speed sellers to sustain AI-era scale.
30 snips
Apr 19, 2026 • 9min
Why Preparation Separates Top Performers from Everyone Else with John Rowell
John Rowell, co-founder of Pinned Golf and former enterprise sales leader, shares his practitioner view on disciplined pre-call preparation. He explains how preparation sharpens positioning and turns cold outreach into meaningful engagement. He also discusses how preparation enables presence, builds credibility, and creates repeatable processes to scale sales fast.
36 snips
Apr 16, 2026 • 1h 3min
Sales as the System and Why Founders Must Own the Problem with Lou Shipley
Lou Shipley, three-time CEO, former Harvard Business School professor and author, traces sales from door-to-door grit to repeatable systems. He explores why founders must own sales early, how narrowing your target and testing 100 real prospects exposes real problems, and tools like the "murder board" that pressure-test strategy. Short, punchy frameworks on turning a felt problem into a scalable sales machine.
5 snips
Apr 12, 2026 • 8min
The Feature Trap: Why Enterprise Buyers Don’t Care with John Donnelly
John Donnelly, a seasoned enterprise sales leader and CRO who scales complex sales through IPOs and acquisitions. He explains why sellers default to features. He dives into discovery mistakes and rushed processes. He shows how to translate technical capabilities into measurable business impact with concrete value stories.
18 snips
Apr 9, 2026 • 1h 7min
Aligning Pipeline to Ideal Customer Profile with Dan Sperring
Dan Sperring, founder and CEO of AlignICP who helps revenue teams align around high-value customer segments. He explains why most pipeline sits outside real ICPs. Conversation focuses on using use cases as the true signal, measuring segment health by retention and LTV, and fixing misaligned GTM structures and incentives.
