Lisa Zelenak challenges the conventional ”revenue-first” mindset, advocating for a vision-driven approach to inspire employees and foster sustainable growth. She shares strategies for aligning organizational values, transferring the company’s vision to teams and customers, and focusing on actionable steps through frameworks like ”controlling the controllables.” This discussion is essential for leaders aiming to transform their organizational culture and drive meaningful progress.

Discover how personal branding can revolutionize B2B marketing in this episode with Logan Lyles. Learn to turn everyday sales calls into compelling content and build genuine connections on LinkedIn.

Marketing leader Donovan Erba addresses key challenges in marketing leadership, such as overcoming organizational silos and enhancing collaboration between sales and marketing teams. He provides practical strategies for dismantling barriers, fostering integrated teams, and cultivating a culture of trust and transparency. Donovan emphasizes the significance of visual storytelling, open communication, and data-driven decision-making in elevating marketing’s role in driving business growth. He offers actionable advice on starting with small, impactful initiatives to build momentum and credibility in the ever-evolving marketing landscape.

RevOps expert David Plutschak reveals how creating a ”data dictionary” that clearly defines key terms and metrics across departments can transform organizational alignment, eliminate subjective forecasting, and drive measurable business growth. Drawing from his experiences at companies like PandaDoc and Outreach.io, he explains that while this process may seem tedious upfront, it creates the foundation for scaling your business effectively by ensuring everyone from marketing to sales to customer success speaks the same language—preventing the all-too-common scenario where leads are ”thrown over the fence” with mismatched expectations that leave customers confused and teams frustrated.

Brannon Santos, founder of Peel.ai, reveals how traditional sales tactics are failing in today’s market and presents a revolutionary buyer-centric approach powered by AI that transformed 3,000 unresponsive leads into 222 quality conversations and multiple closed deals. This episode is essential for sales leaders facing declining engagement rates and anyone interested in how AI can transform the buyer journey from a frustrating obstacle course into a valuable, self-directed experience where prospects feel heard rather than hunted.

Jeff Torbeck, a 15+ year sales veteran, reveals how emotional intelligence and authentic relationship-building are the true differentiators in today’s sales landscape where traditional activity metrics and persuasion tactics fall short. This episode provides actionable strategies for developing EQ within sales teams, emphasizing purposeful engagement with prospects and explains why understanding a buyer’s journey is more important than pushing them through your sales cycle.

Kenny Vincent reveals why today’s sales professionals must master deep research and relationship-building skills rather than relying on automation and order-taking habits developed during the 2019-2023 boom years. He provides actionable strategies for conducting rigorous account research, crafting business cases aligned with client objectives, and leveraging public information to create meaningful conversations that drive substantial deals.

Michael Schneider of Claritype reveals how AI is revolutionizing data preparation, transforming what once took teams of data scientists months of tedious manual work into an automated process completed in minutes. This episode provides practical insights for business leaders facing data integration challenges, especially during mergers and acquisitions, showing how centralizing disparate data systems can unlock powerful business intelligence that was previously inaccessible.

Luiz Cent reveals how hiring Latin American talent transformed his approach to building sales teams, offering superior cultural alignment, remarkable work ethic, and time zone compatibility compared to traditional overseas outsourcing models—all while creating life-changing opportunities for professionals in these regions. This episode provides concrete compensation structures, step-by-step recruiting tactics, and insights on navigating cultural nuances across different Latin American countries, challenging the misconception that nearshore talent is only viable for junior positions.

Mike Petroskey, a 15-year sales veteran, cuts through the AI hype to deliver practical wisdom about implementing artificial intelligence in sales organizations, explaining that the real value isn’t in replacing humans but in reducing friction at specific points in the process while preserving meaningful business relationships. Drawing from colorful fly fishing analogies and revealing case studies, he provides a framework for thoughtful AI implementation—including viewing AI as ”a very smart but misguided employee” rather than a sales savior, creating 30-60-90 day plans for your AI tools, and understanding that technology amplifies both strengths and weaknesses, making proper ongoing management crucial for success.

Fractional CMO and two-time CEO Maria Trysla reveals why most SaaS companies fail to craft compelling value propositions, focusing too much on product features rather than translating them into customer benefits. She provides a practical template and step-by-step methodology to develop customer-focused value propositions that significantly improve conversion rates, sharing how one client achieved a 50% increase simply by refining their target market definition and aligning their messaging with specific customer pain points.

In this episode, Hawk Media’s Managing Director Corey Smith reveals why a consultative approach to sales outperforms traditional selling techniques, sharing how prioritizing client problems over sales quotas builds longer-lasting, more profitable relationships. Drawing from his 17+ years as a business owner, Corey provides practical strategies for developing genuine curiosity about client challenges and the confidence to recommend only solutions that truly address their needs—even when it means delaying a sale.

Ali Mirza delivers a no-holds-barred critique of business leaders who slowly kill their companies by avoiding tough decisions, maintaining loyalty to underperformers, and refusing to eliminate ”sacred cows.” Through vivid analogies and real-world case studies, he reveals how one client reduced headcount by 30% while nearly doubling revenue, offering a framework for segmenting teams based on skill level and providing the appropriate coaching style for each—from behavioral fundamentals for beginners to philosophical nuances for experts.

Justin Kline shares why traditional cold outbound marketing has become ineffective in today’s business environment, revealing how his recent experiment with 10,000 cold outreach activities produced zero qualified leads while inbound efforts targeting the same audience generated multiple opportunities. He provides a practical three-tier approach to generating revenue without cold outreach—focusing on current customers, activating your network, and engaging in buyer communities—while emphasizing the shift from ”always be closing” to ”always be helping” as the key to modern sales success.

Erica shares her insights on the importance of human relationships in business, emphasizing the need for genuine connections over transactional interactions. She discusses her experiences in sales, highlighting the significance of understanding clients, effective prospecting strategies, and the role of curiosity in building trust. Erica also reflects on real-life sales experiences, the pitfalls to avoid in client relationships, and the value of gratitude in her professional journey.

Will Werhane discusses building resilient teams through vulnerability and transparent leadership. He shares Culture Amp’s ”Yay We Failed” initiative that celebrates failures as learning opportunities, explains how psychological safety drives innovation, and offers practical frameworks for understanding employee motivations. This episode provides valuable insights for leaders on fostering team resilience, removing ego from leadership, and creating high-performing teams through open feedback and data-driven decision-making.

Jordan Schumacher, CEO of ThoughtLeader, shares how simplifying your business operations can unlock explosive growth. Learn how his ”one-page spreadsheet” methodology helped scale from $4.4M to $15M+ in just one year, why over-segmentation kills conversion rates, and how to identify the single constraint limiting your business growth right now. Perfect for entrepreneurs, marketers, and business leaders wanting to amplify results through strategic simplification.

Steve Reilly shares his journey of merging two companies and leveraging data to drive growth and efficiency. He delves into the challenges of integration, the importance of trust and empowerment, and how data-driven decisions have revolutionized his business.

Jon Allen, a former music industry veteran who managed tours for eccentric artists, explains why the term ”visionary” shouldn’t be treated as a dirty word and reveals how healthy, focused visionaries work in harmony with operators and processors to build scalable companies. Through colorful examples and practical wisdom, he demonstrates how visionaries need space to ”live in space cadet land” to observe the world differently, while operators execute brilliantly but unsustainably, and processors create the repeatable systems that allow companies to scale—making all three roles essential despite their natural tension.

From the guy who has the number of hours in a human lifetime tattooed on his chest (seriously) and used to chase school buses as a kid, Ryan Brazzell delivers a wake-up call about the myth of all-day productivity and reveals how top performers strategically schedule their ”golden energy”—those magical 3-4 hours when your brain is firing on all cylinders. With hilarious candor, he explains why most entrepreneurs end up giving their relationships and personal lives ”garbage energy” (the exhausted 10% left at day’s end), while sharing practical strategies that helped his team boost sales conversions by 34% in just one month by restructuring their workflow around natural energy cycles.