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Dieser Podcast wird gerade aktualisiert – wir suchen nach neuen Episoden …

The 90-Day Hiring Question Every Sales Leader Should Ask with Jason Forget

11 Minuten
Hiring mistakes often happen when leaders focus on capability and experience without understanding whether a candidate is truly energized by the realities of the role. In this clip recorded earlier this year, Jason Forget, then President and CRO of Cockroach Labs, shares the interview question he uses to uncover long-term fit, why startup environments demand a different type of motivation, and how honest self-assessment can help leaders avoid costly hiring mistakes. The discussion offers a practical framework for evaluating energy, adaptability, and alignment before making critical hiring decisions.

 

Jason Forget is President and CRO of Resolve AI, an enterprise AI platform for production operations, and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership. Previously, he served as President and CRO at Cockroach Labs, where he led the go-to-market organization during a period of hyper-growth. His uncommon path across different functions has shaped his approach to predictable growth, helping companies scale from early-stage startups to enterprise revenue organizations through operational discipline, coaching, and repeatable sales systems.

 

Connect with Jason:

LinkedIn

 

Resources mentioned:

"The Locker Room is Not for Sale" by Coach Brian White

 

Listen to the full episode:

How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys

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

Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean

60 Minuten
You can have the best product in the world, perfect messaging, and market timing on your side… but if you don't have elite people in your sales organization, none of it matters. Brad Scott has built sales teams at Snowflake, Veza, and now Glean – three of the most different growth trajectories in tech. In this conversation, he breaks down how to hire for the traits that actually predict success: intellectual curiosity, resilience, self-awareness. He also tackles the complexity of selling AI-native products in a market flooded with AI-bolted hype, and why the fundamentals of recruiting, onboarding, and process discipline are your only anchor when everything around you is changing every 90 days.

 

Brad Scott is VP of Worldwide Sales at Glean, where he leads a 350-person sales organization through explosive growth. Before Glean, he built sales teams at Veza from an early stage and at Snowflake during its historic scale-up, giving him rare visibility into what it actually takes to build elite sales organizations across three radically different company sizes and growth phases. Brad also chairs the Work AI Institute at Glean, exploring what future organizational structures look like in an AI-driven world. 

 

Connect with Brad:

LinkedIn

 

Resources mentioned:

Atomic Habits by James Clear

Work AI Institute

Glean:GO 2026

 

Key takeaways from this episode:

00:00 – Why the caliber of people in your sales organization matters more than your product, your messaging, or your market timing.

05:15 – How the questions you ask during recruiting reveal whether someone will actually stay curious about customers – or just go through the motions.

06:36 – Why salespeople who've faced real hardship or adversity early in their careers tend to outperform everyone else when things get hard.

24:34 – How to educate prospects on the difference between AI-native and AI-bolted products (and why it matters for their ROI).

36:57 – Why your proof-of-value process must map customer workflows and business outcomes before diving into technical integrations.

45:25 – Why automating your daily drudgery is the one move that separates future-proofed salespeople from ones who'll get left behind by AI.

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

Effective Business Planning and Weekly Accountability with Scott Rudy

11 Minuten
Most first-line managers are trying to do everything at once – recruit, develop, forecast, and hit their number – all in 62 working days. But Scott Rudy has learned through building teams at high-growth companies that what separates managers who make their number from those who don't isn't effort; it's operating rhythm. In this clip, Scott breaks down how second-line managers should coach first-line managers on weekly accountability, how to set clear expectations that cascade through the organization, and why most companies misalign their manager responsibilities. If your managers don't have clarity on how to execute week to week, your reps won't either.

 

Scott Rudy is the Founder of Rudy Advisory, bringing extensive sales and leadership experience from high-profile tech companies including Zywave, PTC, Salesforce, SAP, and Paycor. He's led sales organizations through explosive growth, taking companies from 80 sales reps to 400 over eight-year periods, and is known for building championship sales cultures and creating scalable leadership frameworks, including the Frontline Sales Leadership Playbook developed with Force Management.

 

Connect with Scott:

LinkedIn

 

Resources mentioned:

Watch Force Management’s Panel Discussion on AI in Sales Leadership

Download the CRO Strategy Checklist

 

Listen to the full episode:

The Critical Role of Sales Managers in Driving Growth with Scott Rudy

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

Strategy That Teams Actually Execute with Dr. Chuck Bamford

1 Stunde 6 Minuten
Most companies spend September and October planning for 2027, but they skip the part that actually matters: figuring out how their teams will execute on it. That's why we're revisiting this episode with Dr. Chuck Bamford, who walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with customers. He covers what separates strategy that gets executed from strategy that sits on a shelf, and why most execution failures have nothing to do with the strategy itself. If you're mapping out your revenue goals for next year, this episode is a must-listen before you finalize your plan.

Dr. Chuck Bamford is the Managing Partner at Bamford Associates and an adjunct professor of strategy at both Duke University's Fuqua School of Business and the University of Notre Dame's Mendoza College of Business. He's worked with more than 170 organizations to design and implement strategy that actually drives behavior, and he's the author of many books, including The Strategy Mindset 2.0.

Connect with Chuck:

LinkedIn

Website

Resources mentioned:

The Strategy Mindset 2.0: A Practical Guide to the Design and Implementation of Strategy

Key takeaways from this episode:

00:00 – What it really takes to build strategy that doesn't fall apart the moment it hits the sales floor.

05:01 – Why most CROs treat strategy like a one-time event instead of the ongoing discipline it needs to be.

16:02 – What leaders often overlook when converting corporate KPIs into the specific daily activities their people actually execute.

18:40 – The mistake many CROs make when compensation plans quietly undermine everything their strategy is designed to accomplish.

54:43 – Why narrowing your competitive set to 3-5 competitors dramatically changes how your teams sell.

01:00:52 – A look inside how differentiation dies in strategy decks but comes alive in the three-foot conversation between your rep and a customer.

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

The ROI of Multi-Persona Selling with Daniel Simon

11 Minuten
Winning complex deals requires more than executive sponsorship. The strongest business cases are built by connecting value across the organization. Daniel Simon shares how he worked with stakeholders across product, engineering, finance, HR, and legal teams to uncover specific use cases, quantify time savings, and build an ROI story that resonated from end users to the executive team. The result was a business case that transformed AI from a technology investment into a measurable business outcome.

Daniel Simon is an Enterprise Account Executive at Glean, where he helps large enterprises deploy AI solutions that improve knowledge discovery, productivity, and decision-making across the organization. He brings experience selling complex technology solutions into Fortune 500 companies and navigating multi-stakeholder enterprise buying processes.

Connect with Dan:

LinkedIn

Resources mentioned:

The Qualified Sales Leader by by John McMahon 

The Go-Giver by by Bob Burg 

Listen to the full episode:

Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon

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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Über diesen Podcast

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 you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information.
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Urheberangabe
2022 - Force Management
Durchschnittliche Länge
Ø 40 Min.
Erscheinungsweise
Mehrmals pro Woche
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vor 3 Wo.
Zuerst veröffentlicht
vor 4 J.
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