Latest Podcasts: Building and Sustaining High-Performing Teams
Categories: Podcasts
This month on the Revenue Builders Podcast, we had valuable conversations focused on what it really takes to build and sustain high-performing revenue organizations. Across the conversations, leaders shared lessons on scaling from early-stage uncertainty to massive growth, building the pipeline discipline and operating rhythm required for consistent revenue performance, and creating cultures rooted in accountability, trust, and resilience. Together, these episodes explored the leadership mindset, systems, and team dynamics that help companies grow without losing what makes them successful.
We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders Podcast on your favorite podcast player, so you never miss an episode.
February Featured Episodes:
From Zero to Scale: What It Really Takes to Build a Billion-Dollar Revenue Engine with Chris Degnan, Former CRO of Snowflake
Duration: 1 hr 2 min
Topic:
Building a company from the ground up is rarely clean, fast, or glamorous. It requires leaders who are willing to earn their role repeatedly, adapt faster than the business evolves, and stay grounded in customer reality even as pressure to scale intensifies. In this replay of one of our favorite Revenue Builders Podcast conversations, Chris Degnan shares what it actually took to help build Snowflake from pre-product uncertainty into a billion-dollar revenue engine. Drawing on his experience joining the company two years before general availability, Chris breaks down the stages of growth, the discipline required to identify real product-market fit, and the leadership mindset needed to scale teams, go-to-market motion, and accountability without losing velocity or culture.
Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models.
Building the Machine: The Pipeline, Metrics, and Discipline Behind 100%+ Revenue Growth with Carlos Delatorre
Duration: 59 min
Topic:
Climbing from individual contributor to CRO requires far more than strong execution. It demands disciplined leadership, intentional systems, and the ability to scale through complexity. In this replay episode, Carlos de la Torre joins John McMahon to unpack lessons from decades of enterprise sales leadership, including how he evaluates CRO opportunities, why complex selling environments demand sophisticated go-to-market engines, and how pipeline generation, leadership hiring, and management operating rhythm drive sustainable growth. Carlos also shares hard-earned insights on developing leaders, avoiding common scaling traps, and protecting personal sustainability as organizational demands increase.
Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.
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How to Build Sales Teams That Won't Quit When Times Get Tough | The Locker Room Strategy with Brian White, Legendary Football Coach & Author
Duration: 1 hr 8 min
Topic:
There’s no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very foundation that sustains performance over time. Brian White joins John Kaplan and John McMahon to unpack why elite teams are built on respect first, why trust is collective (not individual), and why commitment without conditions is the only kind that lasts. Drawing from decades inside championship locker rooms, Brian outlines what it takes to build peer-led accountability, accelerate young talent, demand excellence without demeaning people, and create environments where pride replaces entitlement. This conversation is for revenue leaders who want to build a long-lasting high-performance culture that goes beyond incentives.
Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.
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We publish new episodes every week. Download, listen and share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms, or get new episodes straight to your inbox by subscribing to email updates.
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