Revenue Builders

Pressure does not create a response. It exposes the response that has already been trained. Former professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and build resilience before the stakes rise. Greg, John McMahon, and John Kaplan examine why external achievement delivers only temporary satisfaction, how a leader’s emotional state influences the performance of the team, and why productive discomfort must be paired with a clear path forward. They also discuss practical tools including breathing, visualization, self-awareness, and Greg’s 21-day process for building more consistent responses in high-pressure environments.

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

Key takeaways from this episode: 

00:00 - Introduction

03:05 – Why Greg believes the brain must be trained to respond deliberately before pressure arrives.

07:41 – How frustration, anger, and anxiety can signal that fear is beginning to shape a leader’s response.

16:25 – Why external achievements provide temporary satisfaction, while sustained fulfillment comes from the process of learning and mastery.

23:50 – How a leader’s emotional state influences the energy, confidence, and performance of the people around them.

36:04 – Why pushing people outside their comfort zones only produces growth when leaders also provide the tools and path forward.

50:45 – How victim thinking blocks accountability, learning, and the ability to improve after a setback.

57:29 – Why effective visualization includes adversity, friction, and the response required when events do not go according to plan.

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

Late-stage deals can appear secure once the buyer has accepted the product and the business case, but that is often when the risk feels most personal. In today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive alignment, credible proof points, consistent communication with the champion, and a clear business-level point of view. The conversation gives revenue leaders a sharper way to evaluate late-stage deal risk and reinforces why belief, preparation, and execution matter when the buyer is preparing to make a high-stakes decision.

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

Listen to the full episode:

The Hidden Cost of False Velocity with Randy Riemersma

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

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