Revenue Builders

In today’s minisode, Football coach and author Brian White shares essential leadership lessons on building winning cultures that apply far beyond the field. Brian breaks down why trust must flow both ways, from the individual entering a new organization and from the team itself, and reveals why assimilating into an existing culture before trying to change it is the key to lasting impact. Whether you're a sales leader establishing yourself in a new company, a manager building team cohesion, or a CRO creating a culture where people compete selfishly but give selflessly, this episode delivers actionable insights on peer leadership, the power of direct human engagement, and why the huddle is always more important than the position. 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. Resources mentioned: The Locker Room Is Not for Sale by Brian WhiteThe Qualified Sales Leader by John McMahon Want to know how top-performing organizations create a culture of consistent success? Check out Force Management’s guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0 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: LinkedInYouTubeForce Management

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. Resources mentioned: The Locker Room Is Not for Sale by Brian WhiteThe Qualified Sales Leader by John McMahon Want to know how top-performing organizations create a culture of consistent success? Check out Force Management’s guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0 Key takeaways from this episode: 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: LinkedInYouTubeForce Management

Today’s minisode features Carlos Delatorre as he shares two hard-earned leadership lessons that every sales leader scaling an organization needs to hear. He reflects on an early moment in his career when he learned the difference between being a top-performing rep and becoming a true manager, and why doing the work for your team might feel helpful in the moment but ultimately breaks scale. If you’re a manager trying to transition into leadership, or a CRO navigating rapid growth and wondering whether your leadership bench is ready to scale, this clip is for you. 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. Connect with Carlos: LinkedIn 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: LinkedInYouTubeForce Management

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. Connect with Carlos: LinkedInForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for LeadersKey takeaways from this episode: 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: LinkedInYouTubeForce Management

Today’s minisode features Chris Degnan, former CRO of Snowflake. In this clip, Chris explains what it really takes to grow with a company as it scales, and why earning your role does not stop once the title changes. He shares how treating every quarter like a 90-day contract, staying open to feedback, and knowing when to shift from grinding in the business to building leaders helped him navigate board pressure and scale through hypergrowth. If you’re a sales leader navigating rapid growth, or questioning how to evolve without losing your edge, this is a perspective worth hearing. 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. Connect with Chris: LinkedInFrom Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris DegnanResources mentioned: Multiple Myeloma Research Foundation 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: LinkedInYouTubeForce Management

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. Connect with Chris: LinkedInFrom Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris DegnanResources mentioned: Multiple Myeloma Research FoundationIf you’re responsible for scaling a go-to-market organization, drive predictability at scale with Force Management’s Predictable Revenue Framework. Get the free guide: https://hubs.li/Q03-T6NH0 Key takeaways from this episode: 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: LinkedInYouTubeForce Management

Today’s minisode features Bob Kocis, author of The President’s Club Mindset. In this clip, Bob explains what separates elite salespeople from the rest, and it’s not just about skill. It’s about the discipline of watching yourself. He breaks down how top performers review their own “game film,” recognize what’s actually happening in the deal, and make micro-adjustments that lead to macro results. If you’re a rep trying to sharpen your edge, or a leader building a culture of accountability and growth, this is a mindset shift you’ll want to hear. Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales. Connect with Bob: WebsiteLinkedInThe President’s Club Mindset by Bob KocisResources: Join our live discussion with Bob Kocis on February 10,Predictable Revenue Framework. 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: LinkedInYouTubeForce Management

President’s Club performance is rarely about talent alone. It is built on discipline, preparation, curiosity, and the ability to lead without authority in complex, high-stakes sales environments. In this episode, Bob Kocis joins John McMahon and John Kaplan to unpack what truly separates perennial President’s Club winners from the rest of the field. Drawing on decades of enterprise sales leadership and insights from interviewing top performers across tech, Bob breaks down the habits, mindset shifts, and behaviors that drive consistent elite performance. These include agenda-free listening, proactive selling, building champions, neutralizing enemies, and staying adaptable as markets evolve. Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales. Connect with Bob: WebsiteLinkedInThe President’s Club Mindset by Bob KocisResources: Join our live discussion with Bob Kocis on February 10,Predictable Revenue Framework.Key takeaways from this episode: 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: LinkedInYouTubeForce Management

In this episode, John Kaplan and John McMahon sit down with Jeremy Duggan, President of Multiverse, to talk about a tension every manager feels: how do you genuinely care about your people while still holding them accountable? They dig into a real story of a high-potential rep who wasn’t thrilled about a big quota increase—and what it took to turn resistance into growth. Along the way, they break down how the right intent, honest conversations, and data-backed coaching can elevate performance, and they share the practical frameworks and tools that separate good managers from true leaders. Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results. Connect with Jeremy: MultiverseLinkedIn 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: LinkedInYouTubeForce Management

Managing people and leading them are often treated as the same skill, but the gap between the two is where many organizations stall. In this replay episode, Jeremy Duggan joins the conversation to explore one of the most critical distinctions in business leadership: the difference between driving results and developing people. Drawing on real-world experience scaling multiple companies to billion-dollar valuations, Jeremy unpacks why great leaders prioritize belief, execution, and long-term growth over short-term outcomes, and why vision only works when it’s paired with disciplined follow-through. Whether you’re struggling to balance leadership with management or looking to elevate your team to extraordinary performance, this conversation reveals the principles that separate good managers from truly great leaders. Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results. Connect with Jeremy: MultiverseLinkedInResources mentioned: Bill Parcells “This is why you lift all those weights” Super Bowl clipKey takeaways from this episode: 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: LinkedInYouTubeForce Management

In this episode, Mark Roberge, author of the upcoming book The Science of Scaling, breaks down why so many companies fail to evolve their Ideal Customer Profile (ICP) despite changing market conditions—and reveals the surprising truth: it's emotional decision-making, not data, holding them back. Discover the game-changing "green, yellow, red" framework that separates truly ideal customers (those with high lifetime value) from those draining your resources, and learn how to strategically reallocate your team's efforts to maximize retention and expansion. Plus, explore how getting your ICP right doesn't just boost sales—it aligns your entire organization, from marketing and product development to customer success, creating a powerful go-to-market engine that drives real scaling. Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably. Connect with Mark: Stage 2 CapitalResources mentioned: The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for Leaders 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: LinkedInYouTubeForce Management

Scaling often looks like momentum on the surface: more pipeline, more headcount, more pressure from boards and capital. But underneath? Many leaders feel the strain of decisions moving faster than their systems can support. In this conversation, Mark Roberge sits down to unpack why scaling is not a milestone, but a system that must be intentionally designed and continuously recalibrated. Drawing on his experience as HubSpot’s founding CRO, a Harvard Business School lecturer, and the author of The Science of Scaling, Mark offers a clear, data-driven perspective on how leaders can move beyond reactive growth and build systems that scale with intention. Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably. Connect with Mark: Stage 2 CapitalResources mentioned: The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably: The Predictable Revenue Framework: Guide for LeadersKey takeaways from this episode: 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: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, returning guest Doug Holladay joins the show to explore why forgiveness is not just a personal virtue, but a critical leadership skill. Drawing from Doug’s book Rethinking Success and decades of leadership experience, the conversation reframes forgiveness as a way to reclaim mental bandwidth, build trust-driven cultures, and prevent resentment from quietly eroding performance. The discussion moves beyond theory into real stories, practical distinctions, and leadership behaviors that directly impact how teams operate and scale. Doug Holladay is an author, educator, and leadership advisor known for helping leaders examine the internal patterns that shape culture, decision-making, and long-term success. He is the author of Rethinking Success and a frequent contributor to conversations on leadership, humility, and organizational health. Resources mentioned: Rethinking Success by Doug HolladayThe Wounded Healer by Henri NouwenWhat Happened to You? by Bruce Perry and Oprah WinfreyKey takeaways from this episode: 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: LinkedInYouTubeForce Management

Don't miss these resources from Force Management: https://hubs.li/Q03JN74V0https://hubs.li/Q02R10xN0 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: LinkedInYouTubeForce Management

In this short segment of the Revenue Builders Podcast, HubSpot co-founder Brian Halligan pulls back the curtain on the uncomfortable truth of scaling: there is no magic inflection point—only relentless progress, painful setbacks, and self-inflicted potholes. Brian shares how HubSpot embraced a “Pothole Report” mindset to identify unforced errors before they became existential threats, why most scaling failures are internal, and how long-term thinking—not quick exits—shaped HubSpot into a generational company. It’s a masterclass in founder mindset, operational discipline, and playing the long game in hypergrowth. KEY TAKEAWAYS [00:00:25] There is no magical hire, partnership, or customer that suddenly fixes everything—success is a grind, even in the best moments [00:01:13] The road to scale is filled with setbacks, many of which are self-inflicted rather than caused by competition [00:01:58] The “Pothole Report” helped HubSpot systematically identify mistakes, root causes, and missing metrics before small issues became big failures [00:02:32] Promoting too fast without protecting core functions can quietly break critical systems like customer support [00:03:27] In hypergrowth, people, systems, processes, and products don’t scale naturally—everything eventually breaks [00:04:28] No system, process, or role lasts more than three years without needing to be rebuilt or replaced [00:05:12] Contrary to startup mythology, acquisition opportunities are rare—even for successful, fast-growing companies [00:06:20] Founders often optimize for “local maxima” instead of anchoring their ambition against truly global category leaders [00:07:17] Aligning founder expectations early—especially around time horizon and exit scenarios—enables long-term conviction and focus QUOTES [00:00:25] “Every happy moment’s been a grind.” [00:01:13] “So many setbacks along the way. So many unforced errors.” [00:01:58] “Here’s all the potholes we have—and almost all of them we caused ourselves.” [00:03:27] “In hypergrowth mode, nothing scales. Everything breaks.” [00:04:44] “No person lasts longer than three years. No system, no process, no nothing.” [00:06:42] “We wanted to build a company our grandkids would be proud of.” [00:07:36] “We’d already made some money—so we decided to swing hard.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/innovating-and-iterating-for-growth-with-hubspot-co-founder-brian-halligan Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ 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: LinkedInYouTubeForce Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jose Fernandez — former Head of Global Sales Development at Google and now CEO of Easy Comp — breaks down how compensation must evolve when companies shift from traditional SaaS licensing to consumption-based models. Drawing from his experience at Google Ads, one of the most successful consumption engines in business history, Jose lays out the structural advantages of consumption models and how GTM, onboarding, forecasting, and comp plans must align to unlock growth. John McMahon and John Kaplan then expand on how consumption changes seller behavior, deal sizing, renewal dynamics, forecast accuracy, and quota mechanics. This is a must-listen for revenue leaders, sellers, and anyone navigating the industry-wide shift toward usage-based pricing. KEY TAKEAWAYS [00:00:46] Companies transitioning to consumption models often copy SaaS licensing structures instead of designing comp that amplifies consumption-driven advantages. [00:01:34] Three core advantages of consumption models: lower barrier to entry, value-aligned spend increases, and product-led expansion. [00:03:07] Aligning GTM roles — new business, onboarding, and account management — enables scale and fairness in comp. [00:03:57] Forecasting in consumption models becomes an analytical discipline, requiring predictive models rather than rep intuition. [00:05:00] High-quality customer fit at acquisition can result in massive upside — one rep earned huge commission from a $15M three-month advertiser. [00:07:02] In consumption, churn can happen in a week — sellers must ensure rapid value realization, not just contract signing. [00:08:00] Sellers often intentionally downsize initial deals to ensure burn-down and protect compensation. [00:08:59] PLG and sales-assisted models blend; comp must account for small initial usage that grows rapidly. [00:09:48] Companies balance advance payments to reps with clawbacks to protect against churn. [00:10:10] Smart sellers can land small, prove value, and convert usage to multi-year, high-value commitments. QUOTES [00:01:10] “Companies take too much inspiration from the old model instead of designing comp that amplifies the advantages of consumption.” [00:01:56] “Customer spend is directly proportional to the value they get — and their understanding of that value.” [00:02:19] “If you have an amazing product, some of that growth is going to be product-led, regardless of the sales team.” [00:03:57] “Forecasting in a consumption model is an analytical exercise — not something you ask an account executive to guess.” [00:07:54] “In consumption, a customer can use it for a week, turn it off like a light switch, and move on.” [00:08:38] “PLG might start with $500 on a credit card and scale into a major enterprise deal.” [00:09:28] “Sometimes comp gives future credit for usage trajectory — but companies will claw it back if churn happens.” [00:10:33] “There’s a lot of gold in this full episode — make sure you check it out.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/driving-sales-behavior-with-effective-compensation-plans-with-jose-fernandez Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ 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: LinkedInYouTubeForce Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Performance. Backed by the world’s first global quantitative study on accelerated growth, Lucia reveals the single biggest differentiator of companies that grow profitably over the long term: how they treat their people. She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their smart people to think, challenge assumptions, and interpret intent rather than simply follow orders. Through research insights and real-world leadership examples, the conversation explores how leaders can shift from transactional management to transformational development, empowering people to deliver results beyond expectations. KEY TAKEAWAYS [00:00:52] The real driver of long-term profitable growth is how companies treat their people. [00:01:13] Even the best strategy fails when employees aren’t empowered to think for themselves. [00:02:35] “Return on Brainpower” is a leadership metric that fuels performance and innovation. [00:03:00] Micromanagement prevents people from using their full cognitive capacity. [00:04:40] The #1 global growth differentiator: treating smart people like they’re smart. [00:05:33] Commander's Intent enables employees to interpret purpose, not just follow steps. [00:07:30] Leaders must adapt to inner-directed vs. outer-directed personality wiring. [00:08:23] Psychological safety determines whether people speak up or stay silent. QUOTES [00:00:52] “How companies make money that lasts comes down to how human beings at your corporation are treated.” [00:01:13] “A great strategy without allowing people to use their brains will never maximize its potential.” [00:02:35] “The secret to success is return on brainpower.” [00:03:00] “Companies leave money on the table because they don’t allow people to challenge assumptions.” [00:04:40] “My boss tells me what to do, not how to do it.” [00:04:14] “The best leaders develop people so well that they don’t need them anymore.” [00:08:23] “Show your thinking—not ask the boss for theirs.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzio Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ 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: LinkedInYouTubeForce Management

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Dean Otto, a top-performing enterprise sales rep whose life changed in an instant after being struck by a vehicle while cycling. Given a 2% chance of ever walking again, Dean went on to run a half-marathon just one year later—alongside the man who hit him and the neurosurgeon who operated on him. Through forgiveness, faith, relentless work, and a refusal to isolate, Dean rebuilt not only his body but also a powerful community around him. In this clip, he shares the inside story of meeting the driver, reconciling in the hospital, training against all odds, and ultimately proving what grit and connection can achieve. This excerpt is a masterclass in resilience, leadership, and the compounding power of not going through adversity alone. KEY TAKEAWAYS [00:00:29] The accident that changed everything. Dean’s 2% chance of walking again and the comeback mission it sparked. [00:01:14] Forgiveness before reconciliation. Dean had forgiven the driver before ever meeting him — a testament to emotional and spiritual maturity. [00:02:02] Will, the driver, reaches out. The surprising request from the man who hit Dean and how that meeting turned into a two-hour connection. [00:03:21] Rebuilding relationships through shared struggle. Dean, Will, and their families build deep bonds and ultimately commit to running together. [00:03:53] Viral impact & platform responsibility. How Dean’s story went viral and why he shifted the focus to helping other spinal cord patients. [00:04:52] Returning to work despite severe injury. Balancing recovery with career identity — including Dean closing deals from his hospital bed. [00:06:21] A doctor becomes a runner. Dean’s neurosurgeon trains for his own half marathon to stand beside his patient. [00:07:52] Integrity and sacrifice. Will joins the race despite a heart condition, symbolizing commitment far beyond obligation. [00:09:48] A race about more than racing. Dean breaks two hours by five seconds, proving to himself and others what’s possible after trauma. [00:10:24] Going back for your people. Dean and the team return to finish the race with Will — the metaphor for leadership and connection. [00:11:12] Isolation kills progress. Communities, companies, and sellers fail alone — but win together. QUOTES [00:01:14] “When I read that part of your story, I was like, whoa — forgiveness and reconciliation.” [00:07:52] “The integrity and thoughtfulness of this young man was unbelievable.” [00:11:12] “Sellers don’t make it in isolation. Companies don’t make it in isolation.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/the-power-of-belief-with-dean-otto Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ 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: LinkedInYouTubeForce Management

Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong! Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 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: LinkedInYouTubeForce Management

In this special Revenue Builders Rewind episode, we revisit our powerful first conversation with Doug Holladay, CEO & founder of PathNorth and author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug shares his unconventional career journey and explores his philosophy on leadership, purpose, and living a more intentional life. The discussion dives into the importance of authenticity, gratitude, and meaningful relationships, as well as the value of understanding your own story and embracing vulnerability. Doug also highlights why many people need to rethink how they define both personal and professional success. He offers practical exercises for uncovering purpose and explains how simple rituals can help ground your life in reflection and gratitude. Stay tuned for more episodes with Doug as we continue our series with him in 2026. ADDITIONAL RESOURCES Connect with J. Douglas Holladay: https://www.linkedin.com/in/dougholladay/ Listen to the earlier episodes with Doug - each one delves into a different aspect of successful business leadership: The Power of Gratitude: https://www.forcemanagement.com/the-power-of-gratitude-an-in-depth-discussion-with-douglas-holladay Knowing Your Story: https://revenue-builders.simplecast.com/episodes/know-your-story-to-achieve-true-success-with-doug-holladay Rethinking Success and Finding Purpose: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladay Learn more about Doug’s CEO programs: https://www.pathnorth.com/ Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:03:38] Finding Purpose and Passion [00:04:27] Understanding Life Patterns [00:07:17] The Impact of Family Stories [00:18:48] Authentic Leadership and Vulnerability [00:34:10] The Importance of Knowing People's Stories [00:37:30] Understanding Personal Stories [00:38:34] Pandemic-Induced Self-Reflection [00:39:31] Pain as a Catalyst for Change [00:41:14] Traits of Great Leaders [00:46:08] Founding PathNorth [00:56:55] The Power of Gratitude [01:03:24] Rapid Fire Questions HIGHLIGHT QUOTES [00:04:22] “Put your life in five-year blocks... What did you love doing and what did others say you were good at?” [00:06:59] “Most of us get eclipsed by the money chase.” [00:07:59] “If you don’t create space to think and feel, you’ll be one of those whose light goes out.” [00:10:50] “We’re all born in someone else’s story.” [00:13:21] “The story you have seen will be your family unless you break those patterns.” [00:16:13] “Our point of identity is not our strength, it’s our brokenness.” [00:18:37] “Meaning is what you want to go for. You can be in the most godawful situations and still find meaning.” [00:22:17] “Everybody has a story. The most successful people are the ones who let people tell their stories.” [00:27:09] “When the price of making more begins to do bad things to my soul, it’s time to leave.” [00:28:40] “Gratitude is the only emotion that cannot share space with any other emotion.” 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: LinkedInYouTubeForce Management