Revenue Builders

Epizódy

• What AI Agents Mean for How You Build and Sell Software with Brian McCarthy 05.07.2026 12min

  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.
• The Hidden Cost of False Velocity with Randy Riemersma 02.07.2026 1h 1min

  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.
• AI Is Redefining Seller Productivity with Alex Varel 28.06.2026 11min

  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.
• How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys 25.06.2026 1h 7min

  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.
• You Can’t Delegate Sales Early with Lou Shipley 21.06.2026 14min

  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.
• Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon 18.06.2026 1h 1min

  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.
• High LTV Isn’t Enough: The ICP Tradeoff Leaders Miss with Dan Sperring 14.06.2026 11min

  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.
• The Real Sale Starts After Signature | Proving Value in AI and Consumption Models with Seong Park 11.06.2026 1h 2min

  Seong Park, Senior Vice President of Customer Support and Services at Cursor, joins John Kaplan and John McMahon to examine how customer success has become a consultative, technical, and commercial function in modern go-to-market.
• Humility & The Art of Letting Go with Doug Holladay 07.06.2026 16min

  Doug Holladay shares a powerful personal story of forgiving someone he resented for 35 years after an unexpected encounter at a college reunion, emphasizing that forgiveness is fundamentally about personal work rather than the actions of others. He discusses the distinction between forgiveness and reconciliation, stressing the importance of releasing expectations for perfect apologies and instead focusing on recognizing sincere intent in others' gestures.
• How Saturday Night Live Builds Teams That Perform Under Pressure with Lindsay Shookus 04.06.2026 59min

  Lindsay Shookus spent 20 years at Saturday Night Live, including 10 years as a producer, where every week required a team of writers, cast members, celebrity hosts, musicians, producers, and crew to create a live show in six days. In this conversation, Lindsay joins John Kaplan and John McMahon to share what SNL taught her about building trust quickly, hiring people who elevate the room, reading talent under pressure, and creating a process that allows strong personalities to perform together.
• John McMahon on Building a Better SKO 31.05.2026 6min

  John McMahon shares his perspective on how CEOs and CROs should think about SKOs, from motivating the sales force and aligning teams around company goals to delivering training that actually prepares reps to execute.
• The Discipline Behind Nine-Figure Deals with Stuart Gwynn 28.05.2026 1h

  Stuart Gwynn, a top-performing enterprise seller at MongoDB, joins John Kaplan and John McMahon to unpack what separates disciplined enterprise execution from deal chasing.
• How the Best Sellers Think Differently with Sahir Azam 24.05.2026 7min

  This conversation breaks down what actually separates top enterprise sellers, from intellectual curiosity to resource orchestration, and why those traits alone aren’t enough without leadership building the right operating model around them. Sahir also explains how sales leaders create scale through enablement, accountability, and structured engagement, not just hiring more talent.
• Revenue per Employee Is the New Endgame with Alex Bilmes 21.05.2026 59min

  Alex Bilmes, CEO of Endgame, joins John Kaplan and John McMahon to discuss what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams.
• Why Consumption Pricing Makes Forecasting Harder with Devavrat Shah 17.05.2026 6min

  In this replay segment, Devavrat Shah explains how AI can help teams learn across cohorts, spot patterns in uneven data, and create more trust in a forecast that would otherwise depend on isolated judgment calls.
• Training the Mind for High-Stakes Sales: How FOPO Hurts Executive Presence with Dr. Michael Gervais 14.05.2026 1h

  Dr. Michael Gervais joins John Kaplan and John McMahon to unpack FOPO, the fear of other people’s opinions, and its impact on executive presence, listening, trust, and decision-making. Drawing from his work with Olympians, world champions, Fortune 100 leaders, and elite teams, Dr. Gervais explains how mental skills like awareness, breathing, self-talk, imagery, and honest team dynamics help people operate with more clarity under pressure.
• The New Standard for Sales Coaching in the AI Era with Marcy Stoudt 10.05.2026 9min

  In this segment, Marcy Stoudt, Founder of Revel Companies, breaks down how AI is changing one of the most important responsibilities in sales leadership: coaching. This conversation focuses on a simple but critical shift. For years, managers struggled to observe real customer interactions and give meaningful feedback at scale.
• How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale 07.05.2026 1h 12min

  In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction.
• Why Strategic Account Selling Still Comes Down to Value and Alignment with Jane Thompson 03.05.2026 6min

  In this replay segment, Jane Thompson unpacks what it actually takes to navigate complex, multi-division organizations, from building aligned champions to translating solutions into outcomes that matter at the board level.
• How AI Is Rewriting the Sales Playbook and Raising the Bar on Human Performance with Alex Varel 30.04.2026 1h 2min

  Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups.