Revenue Builders

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  How to Hire Better Salespeople Than Yourself and Lead Them to Win 20.08.2026 1時間 6分

  In this conversation, Michelle Bove breaks down the real mechanics of winning: why likability is underrated, how to hire people better than you, why skip levels work when done transparently, and what it actually costs to prove yourself as a young female leader in cybersecurity.
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  The SNL Lesson on Talent and Fit with Lindsay Shookus 16.08.2026 10分

  In this Revenue Builders segment, Lindsay Shookus shares lessons from Saturday Night Live on cultural fit, team buy-in, trust, and performance under pressure.
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  Reps Who Skip the Story Lose the Deal with Rob Potter 13.08.2026 50分

  Rob Potter, CEO of Oomnitza, joins John Kaplan and John McMahon to argue that revenue and retention run on the same fuel: story, evidence, and belief rather than pressure.
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  Why Great Sellers Hold the Line in Discovery with Stuart Gwynn 09.08.2026 9分

  In this Revenue Builders minisode, Stuart Gwynn of MongoDB explains why the best sellers slow down in discovery, hold the line with the customer, and use disciplined qualification to determine whether a problem is real, urgent, and worth solving.
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  The Hard Moments That Build a CEO with Mark Thurmond 06.08.2026 1時間

  Mark Thurmond’s path from sales rep to co-CEO of Tenable was built through consistent execution, difficult operating assignments, and crises that demanded calm before certainty. He explains what the RSA breach taught him about transparency and customer trust, how he and Steve Vintz kept Tenable moving after the death of CEO Amit Yoran, and why the strongest leaders build followership before they need it.
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  Where AI Is Actually Working in Revenue Teams with Alex Bilmes 02.08.2026 11分

  In this clip, Alex Bilmes, CEO of Endgame, joins Revenue Builders to share what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams.
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  Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra 30.07.2026 1時間 2分

  Alan Chhabra explains how Cerebras navigated the technical and political realities of working with AWS, why successful partner leaders need more than relationships, and how sovereignty is changing infrastructure, model selection, and cloud decisions. He also examines why software companies are moving aggressively on AI while traditional enterprises remain more cautious.
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  How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais 26.07.2026 9分

  In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations.
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  Training for Pressure with Greg Poss 23.07.2026 1時間 2分

  Former professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and build resilience before the stakes rise. Greg, John McMahon, and John Kaplan examine why external achievement delivers only temporary satisfaction, how a leader’s emotional state influences the performance of the team, and why productive discomfort must be paired with a clear path forward.
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  Why Deals Die Inside the 10-Yard Line with Randy Riemersma 19.07.2026 9分

  In today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive alignment, credible proof points, consistent communication with the champion, and a clear business-level point of view.
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  How Great Sales Leaders Turn Instinct Into a System with Frederik Maris 16.07.2026 1時間 5分

  In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching.
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  Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale 12.07.2026 10分

  In this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live conversations create immediate learning and engagement. He outlines the discipline required to make phone work, from hiring and training to technology and compliance, and why this channel continues to perform when easier options break down.
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  Why Fast Growth is a Pipeline to Expose Weak Sales Organizations with Chad Peets and Chris Degnan 09.07.2026 55分

  Chad Peets and Chris Degnan join John McMahon and John Kaplan to share what they're seeing as founders race to build go-to-market teams in one of the fastest-moving markets in software. They discuss why companies overhire, how leaders should evaluate revenue quality, what separates "patriots" from "mercenaries" in the hiring process, and the operating principles that produce durable sales organizations.
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  What AI Agents Mean for How You Build and Sell Software with Brian McCarthy 05.07.2026 12分

  Today’s conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution.
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  The Hidden Cost of False Velocity with Randy Riemersma 02.07.2026 1時間 1分

  Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late.
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  AI Is Redefining Seller Productivity with Alex Varel 28.06.2026 11分

  In this segment, Alex Varel shares a grounded look at how AI is already reshaping the role, from a RevOps leader training multiple agents in a single weekend to the expectation that sellers will augment their own output.
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  How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys 25.06.2026 1時間 7分

  Jason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why sales motions must continuously evolve as companies scale. The conversation explores the role of RevOps as a strategic advisor to leadership, the importance of building a strong middle class of sellers, hiring for adaptability and coachability, and creating cultures where problems surface early.
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  You Can’t Delegate Sales Early with Lou Shipley 21.06.2026 14分

  In this minisode, we hear from Lou Shipley, a three-time CEO, Harvard Business School professor, and author who has spent his career building and scaling venture-backed companies. This clip focuses on a critical mistake early-stage founders make: delegating sales before they truly understand the problem they’re solving.
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  Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon 18.06.2026 1時間 1分

  Daniel Simon, Enterprise Account Executive at Glean, joins John Kaplan and John McMahon to discuss what it takes to sell AI in complex enterprise environments, why multi-threading matters more when buyers are evaluating broad organizational change, and how strong sellers build trust by tying use cases to productivity, governance, and ROI instead of relying on product excitement alone.
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  High LTV Isn’t Enough: The ICP Tradeoff Leaders Miss with Dan Sperring 14.06.2026 11分

  In this today’s segment, Dan Sperring, founder and CEO of Align ICP, breaks down a mistake most revenue leaders make when defining their ideal customer profile.