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
Oct 22, 2023 • 17min
The Passion a Founder Needs with Jim Baum
In this episode, guest Jim Baum, a growth executive with more than 25 years of experience in tech businesses, shares insights on leadership in entrepreneurship. Key takeaways include the importance of a leader's belief, perseverance, and primary market research. The podcast also explores the characteristics and challenges of being an entrepreneur.
Oct 19, 2023 • 1h 3min
The Art of Cold Calling with Leslie Venetz
Leslie Venetz, corporate sales trainer and sales-led GTM consultant, shares her expertise on cold calling, emphasizing its relevance in sales. She provides tips on maximizing success, crafting a compelling cold call pitch, and effective questioning. The podcast also discusses preparation, objection handling, the importance of skill set and mindset in sales, and the art and science of sales.
Oct 15, 2023 • 13min
Taking Ownership When Scaling Sales with Andy Byron
Sales leader Andy Byron shares insights on sales scaling, ideal customer profile alignment, pipeline metrics, and the cost of a bad hire. The importance of adaptability, fact-based decisions, and leading indicators for sustainable growth is emphasized. Hiring the right people in sales is crucial for productivity and revenue growth.
Oct 12, 2023 • 1h 1min
Innovating and Iterating for Growth with Hubspot Co-Founder Brian Halligan
Brian Halligan, former CEO and co-founder of HubSpot, revolutionized marketing with the concept of inbound marketing. He discusses the challenges of scaling a company, the importance of continuous improvement, and his new venture, Propeller, which invests in climate and ocean-related solutions.
Oct 8, 2023 • 9min
Measuring Pipeline Activities with Carlos Delatorre
Sales leader Carlos Delatore discusses the complexity of pipeline generation in open source software sales. Key topics include conducting thorough research on target accounts, tailoring messages to different personas, and key metrics such as net new meetings and visible opportunities. Importance of clear exit criteria for successful pipeline management is emphasized.
24 snips
Oct 5, 2023 • 1h
Effective Proof of Concepts with Keno Helmi
Keno Helmi, a five-time CRO with extensive experience in the technology industry, discusses the importance of proof of value (POV) in the sales process. He highlights the need for clear success criteria and involving the economic buyer (EB) to improve forecasting. Keno shares best practices for running a successful POV, including thorough qualification, defining objectives, and debriefing with the champion. He emphasizes the importance of presenting a comprehensive report to the EB after the POV.
5 snips
Oct 1, 2023 • 13min
Making the Right Sales Hire with Mark Roberge
Mark Roberge, co-founder at Stage 2 Capital and Harvard Business School lecturer, discusses the importance of context in sales hiring. He highlights the need for a hiring scorecard with attributes like coachability, intelligence, and curiosity. Mark emphasizes the role of role-playing in interviews and the continuous evolution of the hiring process.
Sep 28, 2023 • 1h 7min
Investing in the Future of B2B Software with Andy Price
Andy Price, Founder of Artisanal Talent and globally recognized for helping build and invest in successful software startups, discusses talent acquisition in the software industry, the importance of specialization in recruiting, and the role of sales leaders. They emphasize the importance of hiring the right sales leaders at each stage of growth, the key qualities for sales leaders, and the challenges and benefits of integrating AI into the hiring process.
Sep 24, 2023 • 11min
Making Sure the Right Decision Gets Made with Mike Hayes
Navy SEAL veteran and VMware COO, Mike Hayes, shares insights on leadership and decision-making. Topics include dynamic subordination, empowering others, creating a culture of idea generation, trying hard things, continuous learning, and humility in leadership.
Sep 21, 2023 • 51min
Responding to RFPs in B2B sales with Scott Sinatra
Scott Sinatra, CEO and co-founder of Bountiful and a former senior sales leader at Glassdoor and LinkedIn, shares his expertise on navigating RFPs in B2B sales. He emphasizes the importance of building relationships within organizations and having a strong internal champion. Scott discusses the challenges of responding to vague RFPs and the critical need for strategic communication. He also highlights the necessity of making informed go/no-go decisions and aligns proposal criteria with client needs to stand out in competitive markets.
