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
38 snips
Feb 26, 2026 • 1h 4min
How a French Skier Built a 2,000-Person Sales Team | Building Patriots, Not Mercenaries with Cedric Pech of MongoDB
Cedric Pech, seasoned sales leader who scaled MongoDB to a 2,000-person global organization, shares his journey from competitive skier to revenue executive. He explores the shift from execution to defining purpose. Short takes cover building resilient culture, leading for meaning versus pay, preventing burnout, and empowering reps in the room.
Feb 22, 2026 • 10min
The Huddle Is More Important Than the Position | Building Winning Cultures with Brian White
Brian White, veteran Division I coach and author of The Locker Room Is Not for Sale, shares leadership lessons from 55+ years in elite football. He discusses why mutual trust matters, how assimilation enables lasting change, the power of player-led culture correction, and why the huddle and direct human engagement beat individual roles every time.
49 snips
Feb 19, 2026 • 1h 11min
How to Build Sales Teams That Won't Quit When Times Get Tough | The Locker Room Strategy with Brian White, Legendary Football Coach & Author
Brian White, veteran Division I coach and author of The Locker Room Is Not For Sale, shares lessons from 55+ years in elite programs. He explores why respect precedes trust. He explains peer-led accountability, the human touch as an advantage, and why simple values and clear standards protect culture. He also discusses accelerating young talent and how preparation wins when pressure comes.
24 snips
Feb 15, 2026 • 11min
The Leadership Capacity Issue That Slows Growth
Carlos Delatorre, seasoned sales leader and investor with 25+ years in enterprise software and SaaS. He shares a pivotal managerial wake-up call about stopping hands-on fixes and learning to develop reps. He explains why building reps' independence scales better than doing the work yourself. He also warns about hiring senior leaders too late and how that creates heroic, unsustainable effort.
59 snips
Feb 12, 2026 • 59min
Building the Machine: The Pipeline, Metrics, and Discipline Behind 100%+ Revenue Growth with Carlos Delatorre
Carlos Delatorre, a 25+ year enterprise SaaS sales leader who scaled MongoDB through 100%+ annual growth, shares scaling playbooks. He discusses building predictable pipeline engines, hiring senior leaders early, and running a disciplined management operating rhythm. He also covers multi‑persona messaging for complex sales and protecting personal sustainability while leading hypergrowth.
13 snips
Feb 8, 2026 • 11min
Why Sales Leaders Must Re-Earn the Role as Companies Scale featuring Chris Degnan
Chris Degnan, former CRO of Snowflake who scaled revenue from zero to $1B+, reflects on how sales leaders must continually earn their roles. He talks about treating each quarter like a 90-day contract. He explores shifting from deal-doer to builder of leaders and staying open to feedback while navigating board pressure during hypergrowth.
22 snips
Feb 5, 2026 • 1h 2min
From Zero to Scale: What It Really Takes to Build a Billion-Dollar Revenue Engine with Chris Degnan, Former CRO of Snowflake
Chris Degnan, former CRO of Snowflake who scaled the company from pre-product to $1B+ in consumption revenue. He recounts joining early, earning his role repeatedly, shaping product with customer-led feedback, and finding a narrow ideal customer profile. He also covers balancing velocity with enterprise motion and how consumption-based, land-and-expand selling drives expansion.
19 snips
Feb 1, 2026 • 16min
Why Elite Sellers Watch Their Own Game Film
Bob Kocis, author of The President's Club Mindset and 20+ year revenue leader, explains elite seller behaviors. He talks about reviewing your own “game film,” using tools to watch calls, and why rehearsal and self-awareness separate top performers. Topics include identifying passive participants, creating champions, and how enemies surfacing signals momentum.
37 snips
Jan 29, 2026 • 59min
The President’s Club Mindset | Inside the Behaviors, Beliefs, and Discipline of Elite Sales Performers with Bob Kocis
Bob Kocis, author and enterprise sales leader with 20+ years studying top performers. He digs into curiosity, resilience, and leading without authority. Hear practical habits like agenda-free listening, proactive selling, and mapping power bases. Short, actionable conversations on preparation, pace, and building champions that sustain President’s Club levels.
5 snips
Jan 25, 2026 • 12min
How Great Leaders Turn Resistance Into Rapid Growth
Jeremy Duggan, President of Multiverse and seasoned software sales leader, helps leaders build people-first organizations. He explores balancing care with accountability. He tells a story of resistance turned into rapid promotion. He covers hard conversations, coachability, and building playbooks and dashboards to guide growth.
