Revenue Builders

Strong technology alone does not earn access to a hyperscaler. Partner leaders must understand the company’s internal products, supply dependencies, power structure, and competing priorities before they can build an agreement that gains support. In this segment, Alan Chhabra explains how Cerebras aligned its offering with AWS Trainium, why complementary architectures can overcome internal resistance, and how political judgment and organizational mapping help leaders build champions inside complex partner accounts.


Alan Chhabra is the Executive Vice President of Worldwide Partnerships at Cerebras Systems, where he leads global partner expansion across hyperscalers and the broader AI ecosystem. He previously spent nearly a decade building MongoDB’s global partner network and held senior leadership roles at BMC Software.


Connect with Alan:
LinkedIn


Other Revenue Builders episodes with Alan:
The Ideal Partnership with Alan Chhabra


Listen to the full episode:
Why Partner Leaders Must Master the AI Landscape with Alan Chhabra

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

Most sales leaders coach the outer game: pipeline, routing plans, pricing, KPIs. That’s maybe 15 percent of performance. The rest sits under the surface in self-doubt, fear of other people’s opinions, and the stories reps tell themselves about who they are. Collin Henderson was a two-sport Division I athlete who developed a stutter at 11 and once pre-recorded his answers to a pharma sales evaluation, so he knows what happens when that layer goes untrained. In this one, he breaks down why talent plus skill minus internal interference equals execution, and walks through the three-step influence system from his book The Oz Method.


Collin Henderson is a mental performance coach, keynote speaker, and founder of Master Your Mindset, LLC who has trained teams at Nike, Amazon, Microsoft, and Salesforce, and shares how to connect with him and get his new book, The Oz Method, at the end of the episode.


Connect with Collin:
LinkedIn
Instagram
Website


Resources mentioned:
The Oz Method by Collin Henderson
The Brain That Changes Itself by Norman Doidge
The Body Keeps the Score by Bessel van der Kolk
Psycho-Cybernetics by Maxwell Maltz
Positive Intelligence by Shirzad Chamine
Emotional Agility by Susan David
Building a StoryBrand by Donald Miller
Toastmasters International


Key takeaways from this episode:
00:00 - Why leaders who only coach the business side are training two of the three things that drive performance.
05:24 - The equation Collin uses to explain execution, and the one variable most sales organizations never train.
10:28 - A look inside the stutter Collin hid from teammates, managers, and customers for more than a decade.
21:22 - What it really takes to spot the fear holding you back when you can’t name it yet.
37:34 - Why worrying about your next line quietly pulls you out of the customer conversation.
49:03 - Collin’s perspective on why the first step of influence takes the pressure to perform off the seller.
1:01:00 - What leaders often overlook about storytelling, and how a buyer’s own words make a story stick.

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

Pressure often takes over before a leader realizes it. In this segment, former professional hockey coach and mental performance coach Greg Poss explains how shallow breathing, frustration, and blame can reveal a shift into what he calls a lower-brain state. He shares a simple breathing practice for restoring focus, outlines the structure behind his 21-day training program, and explains why accountability begins with asking what needs to change in your own execution.


Greg Poss spent decades coaching professional hockey in the United States and Europe, including leading the Mannheim Eagles to a championship and coaching the German national team. He now works with athletes, coaches, and business leaders to strengthen mental resilience and improve performance under pressure.


Connect with Greg:
LinkedIn
Website


Resources mentioned:
The Peter Attia Drive Podcast, Ep. #399 ‒ The evolution of Alzheimer's disease and dementia care: how early detection, personalized treatment, new therapies, and a multimodal approach are changing the landscape | Gayatri Devi, M.D.
Greg Poss's 21-Day Brain Training Program


Other Revenue Builders appearances:
”The Most Important Reward Is The Process” with Greg Poss


Listen to the full episode:
Training for Pressure with Greg Poss

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

Many leaders spend their careers chasing a scoreboard someone else set. It works until the how stops working, and nobody ever trained them on the why. This conversation picks up our Rethinking Success series dissecting the definition of success and failure for yourself while inviting real risk into your life. John McMahon connects a study of high school valedictorians to the sellers who win complex enterprise deals, and John Kaplan opens up about how fear of failure shaped his own path. Doug Holladay explains why the people who embrace setbacks build the most, and how leaders can start examining their own story before a crisis forces it.


Doug Holladay is the founder & CEO of PathNorth, a Georgetown MBA professor, a former Goldman Sachs senior officer and White House Special Ambassador, and the author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life.


Connect with Doug:
LinkedIn
Website


Resources mentioned:
Rethinking Success by Doug Holladay
Lives of Promise by Karen Arnold
The Challenger Sale by Matthew Dixon and Brent Adamson
Swagger by Jimmy Johnson
Cradles of Eminence by Victor and Mildred Goertzel
Johannes Haushofer's CV of Failures
Die Broke by Stephen Pollan and Mark Levine
Episodes mentioned:
Forgiveness as a Leadership Advantage with Doug Holladay, Author of Rethinking Success


Key takeaways from this episode:
00:00 - Why the most accomplished parents shield their kids from the exact hardship that made them great
06:43 - What leaders often overlook about the scoreboard they never chose to play to
19:13 - Why straight-A valedictorians so rarely become the standouts in their field
27:27 - John McMahon's perspective on which seller profile wins long enterprise deals, and which one quietly falls behind
33:13 - A look inside the 1962 study of 400 eminent people and the thread most of them shared
46:59 - The mistake many leaders make when they call a meeting to find answers after losing a big client
54:08 - What it really takes to know which version of yourself shows up each morning

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

Most organizations structure territory planning around guesswork and political compromise. But Meghan Gill learned at MongoDB that territory strategy starts with operational discipline. In this clip, she walks through how to build field operations that run the operational cadence on the ground, structure territories so leaders have real data to work with, and use centralized dashboards to enable smart decisions at scale. If you're heading into Q4 or finalizing 2027 territory and resource allocation, this is the actionable framework your sales leadership needs.


Meghan Gill was employee #8 and the first GTM hire at MongoDB, where she scaled sales operations alongside the company's journey from pre-revenue to a $2 billion public company. Today she advises growth and early-stage companies on sales, marketing, and revenue operations strategy through Ansa Capital and independent consulting.

Connect with Meghan:
LinkedIn


Resources mentioned:
Download the CRO Strategy Checklist
Watch Force Management’s Panel Discussion on AI in Sales Leadership


Listen to the full episode:
Scaling Sales Operations with Meghan Gill

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