Revenue Builders

26 episodes scanned. 96% of ad slots promote the show's own products.

Recent Episodes

1. Why People Leave After One Bad Quarter with Rob Potter

   Nov 1, 2026

   Rob Potter, CEO of Oomnitza and a veteran sales leader with prior roles at RSA, EMC, and Symantec, discusses the difference between transactional and transformative leadership. He argues that honesty, transparency, and empathy build the trust and pride that keep employees through a missed quarter. He also covers how leaders set ambitious milestones and help reps and teams see how their work connects to the number.

2. Why AI Is Making Your Reps Sound Like Everyone Else with Matt Fermino

   Oct 29, 2026

   Matt Fermino, Chief Revenue Officer at Fable Security, joins John McMahon and John Kaplan to discuss how AI can weaken sales preparation when reps use it to replace customer research rather than deepen it. He describes what he calls "Seller Deficit Disorder," how he uses role-play and call reviews to build rep comfort with complex pain discovery, and why he prioritizes coachability and adaptability over current skill in hiring. The conversation also covers the use of Gong call recordings for weekly coaching and the importance of career development.

3. Why Performance Comes Before Promotion with Mark Thurmond

   Oct 25, 2026

   Mark Thurmond, Co-Chief Executive Officer of Tenable, discusses how sustained performance, continuous learning, and attracting trusted people shape a durable leadership career. He and the hosts argue that career advancement should follow from execution rather than chasing titles, compensation, or fixed timelines. The conversation also covers why leaders should bring their networks with them, how to benchmark against competitors, and why opportunity should outweigh immediate title or pay.

4. Why Enterprise AI Agents Struggle to Reach Production with Open Source Pioneer Ben Sabrin

   Oct 22, 2026

   Ben Sabrin, GTM Lead at Arcade, explains how Arcade provides authorization and policy enforcement for AI agents, sitting in the agent loop to decide which user, agent, and action combinations can access which systems. The conversation covers why enterprise agents stall before production, how the Model Context Protocol (MCP) shaped the category, and why Arcade works with existing entitlement systems rather than requiring them to be rebuilt. Sabrin also discusses building an early go-to-market team, hiring for curiosity and AI fluency, and using AI as a thought partner in sales operations.

5. Why Better Technology Does Not Win Hyperscaler Partnerships with Alan Chhabra

   Oct 18, 2026

   Alan Chhabra, Executive Vice President of Worldwide Partnerships at Cerebras Systems, explains why winning hyperscaler partnerships requires more than strong technology. He describes how Cerebras aligned its architecture with AWS Trainium, with Trainium handling prefill and Cerebras handling decode, and how that deal depended on understanding AWS's internal politics, Nvidia relationships, and competing chip priorities. The discussion also covers his MongoDB partner-building experience, organizational mapping, and building champions while neutralizing internal opponents.

6. The Inner Game Most Sales Leaders Never Coach with Collin Henderson

   Oct 15, 2026

   Collin Henderson, founder of Master Your Mindset and author of The Oz Method, discusses how sales leaders often coach only the business side of performance while neglecting self-doubt, fear, and self-image. He shares his own story as a two-sport Division I athlete who developed a stutter as a child and later struggled with anxiety in pharmaceutical sales. He walks through his talent plus skill minus internal interference equals execution equation and his three-step influence system (curiosity, clarify with story, collaborate on a needs-based solution).

7. Tools to Perform Under Pressure with Mental Performance Coach Greg Poss

   Oct 11, 2026

   Former professional hockey coach Greg Poss, who coached in North America and Europe including the Mannheim Eagles and the German national team, explains how to recognize when anxiety, frustration, or anger has pushed a person into a "lower brain" state. He describes a simple breathing practice (4-7-8 breathing) for restoring focus, and outlines his 21-day, roughly 10-minutes-a-day training program. He also discusses "victim mode" as a warning sign and argues that accountability starts with asking what needs to change in your own execution.

8. Why Risk Takers Build the Most with Doug Holladay, Author of Rethinking Success

   Oct 8, 2026

   Doug Holladay, founder and CEO of PathNorth and author of *Rethinking Success*, returns for the next installment of the series to discuss defining success and failure on your own terms and the role of risk in building a career and business. The conversation links his book's research on high-achieving valedictorians and the Challenger Sale study of sales professionals to the idea that playing to someone else's scoreboard limits results. Discussion also covers how leaders can examine their own story, face family and personal history, and reflect on what matters before a crisis forces it.

9. Territory Planning with Meghan Gill: Data-Driven Operational Cadence for Q4 & 2027

   Oct 4, 2026

   Meghan Gill, who scaled sales operations at MongoDB from pre-revenue to a $2 billion public company, discusses the operational discipline required for territory planning and resource allocation. She breaks down how to structure field operations teams, implement centralized dashboards, and use data-driven processes to enable sales leaders instead of burying them in planning cycles. The conversation covers how sales operations evolves as companies scale, the balance between centralized and decentralized functions, and practical frameworks for territory design using TAM-based account assignment.

10. Why Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers

    Oct 1, 2026

    Anne Gary, Managing Director at Force Management and co-architect of the MEDDPICC methodology, returns for her third appearance to discuss why deals fail across the sales process. She walks through critical gaps in discovery, champion development, economic buyer engagement, and proof-of-value execution, offering a framework for leaders to coach their teams on building repeatable deal strategies.