President’s Club performance is rarely about talent alone. It is
built on discipline, preparation, curiosity, and the ability to
lead without authority in complex, high-stakes sales
environments. In this episode, Bob Kocis joins John McMahon and
John Kaplan to unpack what truly separates perennial President’s
Club winners from the rest of the field. Drawing on decades of
enterprise sales leadership and insights from interviewing top
performers across tech, Bob breaks down the habits, mindset
shifts, and behaviors that drive consistent elite performance.
These include agenda-free listening, proactive selling, building
champions, neutralizing enemies, and staying adaptable as markets
evolve.
Bob Kocis is the author of The President’s Club Mindset,
released in December 2025. He has held senior revenue leadership
roles across global enterprise organizations for more than 20
years and has spent his career studying what drives sustained
excellence in sales.
Connect with Bob:
Website
LinkedIn
Buy The President’s Club Mindset by Bob Kocis
Resources:
Join our live discussion with Bob Kocis on February 10, where
he’ll break down President’s Club performance and answer your
questions.
Wondering how to drive consistent President’s Club-level
performance across your entire org as a leader? Check out Force
Management’s Predictable Revenue Framework.
Key takeaways from this episode:
02:00 – Why attitude and effort are table stakes, but
curiosity is what separates elite sellers from average performers
over time
04:20 – How resilience and persistence create unfair
advantages in long sales cycles, and why most reps quit one call
too early
06:00 – Why top performers attract internal resources
naturally by leading without authority and acting as the
quarterback of the deal
14:25 – How agenda-free listening and deep preparation unlock
better questions, stronger discovery, and more credible
leadership with customers
25:20 – Why elite sellers move at a different pace,
understand their own conversion math, and operate with extreme
self-awareness
29:30 – How great reps turn skeptics into champions by
connecting pain, solution, and personal win -- not by pushing for
the close
41:00 – Why the best sales leaders focus on serving their
people first, and how that mindset leads to long-term success and
legacy
Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.
This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.
Connect with Us:
LinkedIn
YouTube
Force Management
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