Revenue Builders

Sales organizations stall when knowledge stays trapped in the heads of a few experienced people. In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching. He shares how conscious competence helps managers teach what top performers do instinctively, why early wins matter for new reps, and where leaders must take accountability when talent fails to develop. The conversation gives CROs a practical view of the systems, behaviors, and management discipline required to build a team that can scale.

Frederik Maris is the Co-Founder and Chief Revenue Officer of EliteGTM, where he helps founders and revenue leaders build more predictable go-to-market organizations through advisory, recruiting, and enablement. His career includes senior leadership roles at Splunk, Zoom, DataRobot, BMC, Veritas, and PTC, giving him firsthand experience building and transforming complex enterprise sales teams.

Connect with Frederik:

LinkedIn

Resources mentioned:

The Happiness Advantage by Shawn Achor

Key takeaways from this episode: 

08:44 – What it really takes to uncover the customer pain and internal support that move complex deals forward.

04:51 – Why sales leaders need a clear understanding of the methods behind their own success.

26:16 – What CROs often overlook about the frontline manager’s role in seller ramp and retention.

28:13 – Why a new rep’s first deal can shape confidence, momentum, and long-term performance.

40:36 – Frederik Maris’s perspective on the traits that matter most when hiring for growth.

45:06 – A look inside the interview signals that reveal self-awareness and emotional intelligence.

01:01:07 – The leadership question that creates accountability when performance falls short.

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

Automation has increased sales activity while reducing effectiveness, as AI-driven outreach floods the market and drives conversion rates down. In this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live conversations create immediate learning and engagement. He outlines the discipline required to make phone work, from hiring and training to technology and compliance, and why this channel continues to perform when easier options break down. The discussion highlights a clear operational reality for sales leaders: teams that invest early in outbound phones build a durable advantage when selling gets harder.

Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations.

Connect with Greg:

LinkedIn

Resources mentioned:

Hyperbound

TitanX

Listen to the full episode here:

How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale

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

Building a great sales organization has always been difficult, and the pace of AI has only raised the stakes. Chad Peets and Chris Degnan join John McMahon and John Kaplan to share what they're seeing as founders race to build go-to-market teams in one of the fastest-moving markets in software. They discuss why companies overhire, how leaders should evaluate revenue quality, what separates "patriots" from "mercenaries" in the hiring process, and the operating principles that produce durable sales organizations.

Chad Peets is the Managing Partner of RPT Partners and has spent more than 25 years helping software companies build world-class go-to-market organizations. Previously Managing Director at Sutter Hill Ventures, he helped hire more than 7,500 software sales executives, including more than 500 who joined Snowflake during its growth.

Connect with Chad:

LinkedIn

Chris Degnan is a Partner at RPT Partners and the former Chief Revenue Officer of Snowflake, where he helped build the company's go-to-market organization from its earliest stages to more than $4 billion in revenue. He is the co-author of Make It Snow: From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization.

Connect with Chris:

LinkedIn

"Make It Snow" by Denise Persson and Chris Degnan

Connect with RPT Partners:

Website

info@rptpartners.com

More from Revenue Builders:

Hiring to Ensure Success featuring Chad Peets

What It Really Takes to Build a Billion-Dollar Revenue Engine featuring Chris Degnan

Key takeaways from this episode:

00:00 – Why the best sales careers are built through mastery, not compensation.

10:48 – Why hiring for tomorrow's org chart often creates today's leadership problem.

12:12 – Why many AI companies are overstating revenue quality, and what leaders should look for instead.

25:58 – What leaders often overlook when separating long-term builders from short-term opportunists in the hiring process.

35:17 – A practical framework for evaluating whether a company is worth joining before you sign the offer.

41:37 – Why great technology and great sales organizations create a competitive advantage together.

45:14 – What the next generation of elite sellers will need to master to stay relevant as buying evolves.

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

Today’s conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution. He also explains how Cursor’s multi-model approach creates a unique advantage in a fast-moving market, and why aligning that innovation with focused sales execution is critical to winning.

Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments.

Connect with Brian:

LinkedIn

Resources mentioned:

Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy

All In Podcast with Chamath, Jason, Sacks & Friedberg

Listen to the full episode:

Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor

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 stalled deals do not fail because the solution is weak. They fail because the team moved too fast before the buyer had a reason to care, a sponsor willing to mobilize, and enough confidence to take the risk. Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late. He explains why elite sellers slow down early, uncover real business pain, connect operational problems to strategic outcomes, and manage the emotional side of buying when the decision starts to feel personal.

Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance.

Connect with Randy:

LinkedIn

Website

Resources mentioned:

The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor

Key takeaways from this episode: 

00:00 - Why many late-stage deals are lost long after the buyer has agreed with the business case.

02:37 - What leaders often overlook when early deal momentum feels too good to be true.

03:51 - A look inside the moment elite sellers create the urgency that average reps never uncover.

12:53 - Why many CROs see strong operational engagement fail to translate into executive sponsorship.

16:41 - The six emotions that drive buyer decisions and how to leverage them across deal stages.

28:24 - What it really takes to build buyer belief when the risk of saying yes starts to feel personal.

40:28 - Why the best discovery conversations feel less like qualification and more like understanding.

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