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…
Recent Episodes
Where AI Is Actually Working in Revenue Teams with Alex Bilmes
Aug 2, 2026Alex Bilmes, CEO and founder of Endgame, discusses findings from analyzing over 30,000 real AI workflows across go-to-market teams. The data reveals AI is gaining traction in five key areas: account intelligence, conversation readiness, deal acceleration, pipeline inspection, and team enablement. The strongest performing teams use AI not just for faster output generation, but to create shared organizational understanding across reps, managers, executives, RevOps, and cross-functional teams around consistent account context and customer truth.
Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra
Jul 30, 2026Alan Chhabra, Executive Vice President of Worldwide Partnerships at Cerebras Systems, discusses how AI has fundamentally reshaped the technology landscape and partnership strategy compared to his decade-long tenure at MongoDB. He maps out a comprehensive pyramid framework for understanding the AI stack—from foundational layers (countries, land, power, water, minerals) through chip manufacturers, hyperscalers, model providers, and ISVs—and explains how partner leaders must master this landscape to win hyperscaler partnerships. Chhabra shares his approach to cracking AWS and other hyperscalers by creating joint offerings that leverage their proprietary IP rather than competing head-on, and addresses sovereignty considerations, enterprise risk tolerance, and the strategic differences between selling to software companies versus traditional enterprises in the AI era.
How Elite Performers Manage Pressure Before the Moment with Dr. Michael Gervais
Jul 26, 2026Dr. Michael Gervais, a performance psychologist who works with elite athletes and senior leaders, discusses mental preparation for high-pressure sales moments. Using the framework of activation levels (arousal), he explains how to distinguish between productive nervousness and counterproductive anxiety, and introduces three core psychological skills—awareness, breathing, and self-talk—that must be trained in advance to execute effectively in critical moments like closing multimillion-dollar deals.
Training for Pressure with Greg Poss
Jul 23, 2026Greg Poss, a former professional hockey coach and current elite mental strength coach, discusses the neuroscience of high-pressure performance and the distinction between lower brain (fear-based) and higher brain (logic, creativity, fearlessness) states. The episode explores how to rewire the brain through neuroplasticity, the role of internal versus external gratification in sustained success, and practical tools for maintaining peak performance under pressure—lessons applicable to enterprise sales leaders, athletes, and high-stakes decision-makers.
Why Deals Die Inside the 10-Yard Line with Randy Riemersma
Jul 19, 2026Randy Riemersma, founder of Cell with Precision and veteran B2B sales leader with 35+ years of experience, discusses why deals fail in the final stages of the sales cycle. He argues that late-stage deal losses stem not from product shortcomings but from buyer confidence deficiency, and emphasizes the critical role of executive alignment, credible proof points, daily champion communication, and belief transfer in closing enterprise deals. The conversation explores how elite sellers use preparation, provocative points of view, and peer-level executive messaging to reinforce buyer confidence and drive deals across the finish line.
How Great Sales Leaders Turn Instinct Into a System with Frederik Maris
Jul 16, 2026Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale
Jul 12, 2026Why Fast Growth is a Pipeline to Expose Weak Sales Organizations with Chad Peets and Chris Degnan
Jul 9, 2026What AI Agents Mean for How You Build and Sell Software with Brian McCarthy
Jul 5, 2026The Hidden Cost of False Velocity with Randy Riemersma
Jul 2, 2026
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