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 Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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

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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.”

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In this curated episode of the Revenue Builders Podcast, we talk burnout with Marcy Stoudt, CEO and co-founder of Revel Coach. Marcy helps leaders avoid burnout and become their best selves without sacrificing success in either area. In this segment, she covers a few tips for avoiding burnout.

KEY TAKEAWAYS

[00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspective and struggle to lead effectively when overwhelmed.
[00:01:45] Your attitude towards upcoming challenges greatly influences burnout; maintaining a positive mindset is key.
[00:02:25] Adopt a daily practice of living "above the line," clarifying your vision and taking action aligned with your desired self.
[00:04:36] Recognize and address negative events and emotions that contribute to burnout, working to stay "above the line."
[00:05:55] Clear clutter from your schedule, aligning commitments with your vision of success and avoiding unnecessary tasks.

HIGHLIGHT QUOTES

[00:01:03] "There's a fine line between working too hard and being addicted... It's real and you can't generically say how to prevent it."
[00:02:47] "Living above the line... You're defining who you want to be more often."
[00:05:19] "Clearing clutter from her calendar is really important and just doing it to align to her vision of success with no comparison."
[00:07:34] "Being honest with yourself about the addiction... my inability to extricate myself... became a self-fulfilling prophecy."

Listen to the full episode with Marcy Stoudt through this link:
https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt

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 Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Revenue Builders Podcast, our host John Kaplan is joined by Dean Otto, an endurance athlete with a background in senior strategic global account sales. Dean shares his journey of recovery after a near-fatal cycling accident that left him with a 2% chance of ever walking again. His incredible story is a testament to the power of resilience and purpose, from overcoming immense physical challenges to running a half-marathon with the driver who hit him and the surgeon who saved his life. Dean provides insights into his mindset, the importance of community and forgiveness, and how he's turned his adversity into a mission to help others. The episode also delves into his guiding principles of courage, commitment, conditioning, and the importance of intellectual and spiritual fitness. Tune in for a powerful and motivational story of overcoming the odds.

ADDITIONAL RESOURCES

Buy Dean’s Book and Book Dean as a Speaker: https://deanottospeaking.com/

Connect with Dean: linkedin.com/in/deanottospeaking

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

[00:01:15] Meet Dean Otto: A Story of Resilience
[00:02:32] The Life-Changing Accident
[00:06:00] Dean's Journey to Recovery
[00:08:57] Overcoming Addiction and Finding Support
[00:15:40] The Power of Forgiveness and Reconciliation
[00:17:49] Miraculous Recovery and New Beginnings
[00:33:32] Comeback Race and Heart Condition
[00:34:07] Four Perspectives in the Book
[00:34:56] Half Marathon Achievement
[00:37:46] Turning Adversity into a Mission
[00:39:16] Seizures and Medical Challenges
[00:42:31] Speaking Engagements and Impact
[00:51:02] Framework for Success

HIGHLIGHT QUOTES

[00:06:18] "We always revert to our training—make your training intentional."
[00:16:07] "Isolation is the biggest enemy."
[00:30:59] "Courage just means showing up."
[00:35:54] "I'm not an outcome guy. I'm an input guy."
[00:36:10] "If I've got a great attitude and I take the next right action, chances are the outcome's gonna be pretty great."

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this segment, Dan Fougere breaks down how Product-Led Growth (PLG) fundamentally changes the traditional sales playbook. Drawing from his experience at Datadog and advising startups, he explains that PLG companies must rethink how they engage prospects—especially when users begin interacting with the product before any formal sales conversation.

Dan emphasizes the importance of usage signals—such as downloading the product or reading documentation—as triggers for sales outreach. He also discusses the risk of force-fitting old playbooks into new environments and advocates for a first principles approach: understanding how users buy, how they use the product, and what commercial conversations are relevant at each stage.

On this Veterans Day Week, check out one of the charities that’s important to Dan.

https://www.nplboutdoors.org/

The No Person Left Behind Outdoors charity works with combat veterans to provide outdoor experiences to foster camaraderie, promote wellness, and celebrate resilience. They do everything from hiking trips to Kilimanjaro to turkey hunts. Support their important work.

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In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive deep into the world of Sales Kickoff (SKO) events. They discuss the critical importance of aligning SKO content with sales rep needs, emphasizing that it should be more than just an event—it should be a holistic process aimed at motivating and educating the sales force. The conversation covers the significance of training, the role of tools and AI in sales, and the pivotal role of frontline managers in driving sales team performance. They also share practical advice on crafting effective compensation plans and highlight the essential skills and knowledge that sales reps need for success. The episode is a must-listen for B2B sales leaders who are preparing for the upcoming SKO season and looking to drive impactful results.

ADDITIONAL RESOURCES

Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0

Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0

See Force Management’s SKO Results: https://hubs.li/Q03RQM-V0

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

[00:01:15] Kickoff: SKO Season Insights
[00:01:45] The Importance of SKO Planning
[00:02:29] Effective SKO Content and Structure
[00:08:28] Leveraging AI and Tools in Sales
[00:18:58] Challenges in Sales Processes and Tools
[00:28:13] Training and Development for Sales Success
[00:37:11] The Brady Rule and Skill Development
[00:37:52] Role Playing and Live Interactions
[00:39:17] The Importance of Leading by Example
[00:45:09] Essential Sales Skills
[01:00:53] The Role of Frontline Sales Managers
[01:06:16] The Importance of Comp Plans

HIGHLIGHT QUOTES

[00:02:29] "It's a process, not an event. As a CRO, use the SKO to motivate, align on goals, and focus on training—not just boring org charts."
[00:04:37] "If you don't sit in the seat of the participant, you are going to bore people to tears."
[00:11:18] "Don't tell me about another tool unless it's really going to help me sell."
[00:47:21] "You have to figure out who is sitting in that audience, resonate with them, and know what outcome you want when the meeting is over."
[01:20:21] "Listening is number one. Most people are awful listeners, and most salespeople can't wait to talk."
[01:53:06] "The job of the frontline sales manager is so critical, and they're the last people to get trained."
[01:59:45] "I cannot fathom going into an SKO at the beginning of the year and not having comp plans done."

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for entrepreneurs looking to grow their businesses.

KEY TAKEAWAYS

[00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial.

[00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key.

[00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals.

[00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue.

[00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability.

[00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups.

[00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success.

[00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success.

[00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin.

HIGHLIGHT QUOTES

[00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important."

[00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business."

[00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers."

[00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point."

Listen to the full episode with Chris Reisig in this link:
https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig

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

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.