Ken Lundin, Founder & CEO of RevHeat, is a seasoned sales strategist who has lived through the highs and lows of building, losing, and rebuilding companies. We spoke about the most critical mistakes CEOs and business leaders make when trying to scale their sales teams and what it takes to fix them. Ken shared insights from decades of experience, including growing a company from $2M to $78M in just four years and recovering from the personal devastation of bankruptcy to help over 60 companies worldwide transform their sales processes.One of the standout points from our discussion was Ken's observation that "50% of salespeople don’t even have the skill sets to succeed in your industry or in sales at all." This stark reality underscores the need for CEOs to move beyond gut feelings and implement science-driven approaches to sales.We explored the seismic shifts in sales dynamics since 2020, the importance of mindset in leadership and sales success, and the dangers of relying on 'product-led growth' without robust systems in place. Ken emphasized that "sales is 75% science and 25% art," explaining how the right processes can create consistent results while leaving room for individual excellence.Key takeaways from the episode include:Why the average head of sales only lasts 18 months and how to avoid the costly revolving door.The necessity of understanding “the 21 core selling competencies” to objectively evaluate your sales team's potential.How to build the perfect salesperson by balancing mindset, willpower, and tactical skills.Practical steps to implement a sales system that turns chaos into predictable, scalable growth.Ken also offered a compelling case study: a struggling company on the brink of bankruptcy grew by 122% in just 18 months and eventually sold for over $50M, all by combining “process with the artist's touch.”If you’re a CEO or leader grappling with the challenges of scaling sales and fostering a high-performing team, this episode is packed with actionable insights and real-world wisdom you don’t want to miss.

Garrett Delph is a seasoned entrepreneur and founder of Clarity Ops, a boutique consulting firm specializing in transformational breakthroughs for small and medium-sized businesses. With 25 years of experience building three international businesses and hiring over 550 employees, Garrett has mastered navigating the "messy middle" of entrepreneurship. In our conversation, we explored his proven strategies for overcoming disorganization and building a foundation for sustainable growth through the three essential pillars he calls P3: People, Process, and Performance.Garrett began by addressing the stark reality: "Nine in ten businesses fail because they’re disorganized and don’t understand how to succeed." Drawing from his bootstrapped journey, he shared practical solutions for tackling complexity and building a resilient organization. Here’s what we covered:People: “Great people perform at their best when they’re led and cared for well.” Garrett emphasized starting with core values: “Figure out what you believe… it sets the stage for culture.” He also revealed actionable steps, like creating career paths for employees to visualize their growth and succession planning to ensure business continuity when top talent moves on. "When your great people leave—and they will—you need their knowledge documented for the next person to step in seamlessly."Process: Clear and efficient processes are non-negotiable for success. Garrett shared how Clarity Ops developed tools like the SOP Journey Map, a “living doc” that replaces cumbersome 30-page manuals with concise, actionable workflows. “It’s fast, easy, and eliminates inefficiency,” he said, stressing the importance of well-mapped processes for guaranteed outcomes.Performance: "Without accountability, we fall into chaos." Garrett explained how businesses can track and optimize performance with tools like culture surveys and churn calculators. “You’ll uncover gold—even if some of it’s hard to hear—and it will make you better.”As a special gift to podcast listeners, Garrett is offering a free 60-minute problem-solving session to address your most pressing business challenges. "We'll evaluate a couple of your problems, and I'll provide a solution on how to solve those problems at the end of 60 minutes. Just mention the name of the podcast," Garrett shared.He wrapped up the conversation with a thought-provoking reminder inspired by Steve Jobs: "The problem with most businesses is they don't think deeply about their business; they think superficially. If you want to win, think deeply. Think deeply about organizing and architecting your business for strength and scale, which will give you the growth and the win that you're looking for."This episode is packed with actionable insights and practical tools for founders and leaders looking to overcome chaos and build thriving organizations.

Isaac Saul is a seasoned political journalist and founder of Tangle News. We spoke about his journey from feeling disillusioned with traditional media to building a platform designed to provide a balanced, nuanced approach to political news. Isaac’s mission is bold yet simple: to offer a space where readers can engage with perspectives from the left, right, and center on divisive issues—all in one place.During the conversation, Isaac shared his insights on what’s broken in mainstream news and why many organizations fail to bridge the political divide. He explained his innovative model: a subscription-driven business that gives away 80-90% of its content for free, trusting that quality and transparency will convert readers into paying subscribers. "I want people to see more of our content, because I know we have really good content," he said, emphasizing the importance of building trust over time.Isaac also described the mental and operational challenges of running a small but impactful newsroom. With a team of just five, Tangle tackles the monumental task of presenting unbiased reporting while staying true to its values. "The longer people read Tangle, the better they are at changing their minds, being open-minded, and having charitable perspectives," Isaac explained, illustrating the transformative effect of thoughtful engagement with diverse viewpoints.Key takeaways from this episode include:Why transparency matters: Isaac highlighted the importance of "correcting the record when we're wrong" and showing readers the reasoning behind every conclusion.The subscription strategy that works: Tangle converts 15-20% of its readers into paid subscribers—far above the industry average—by prioritizing trust over quick paywalls.How to stay sustainable: Isaac’s personal practices, like disconnecting from news on weekends and prioritizing team collaboration, offer a blueprint for avoiding burnout in high-pressure environments.The impact of balanced news: "People realize that the world is not black and white... It helps turn the temperature down," Isaac said, reflecting on how nuanced reporting can reduce polarization.This episode offers a unique perspective on reshaping the media landscape, building a mission-driven business, and fostering open-mindedness in an era of increasing division.

Magda and Jason Schappert are a dynamic entrepreneurial couple and the founders of Moola, a groundbreaking financial tool that turns earnings into a foundation for financial freedom. From humble beginnings—crawling under houses in Florida summers and navigating life as an immigrant—to building an eight-figure business, their journey exemplifies resilience and innovation. We discussed their path to success, the lessons learned along the way, and how Moola’s blend of AI automation and timeless financial principles helps users achieve money goals faster and build lasting financial freedom.Jason shared how his teenage years, spent spraying bugs in mansions, fueled his curiosity about wealth and success. “I built this early association that successful people read a lot—they're learners,” he explained. Meanwhile, Magda reflected on her experience overcoming cultural and language barriers as an immigrant from Mallorca, Spain. "It's in the moments of decision that your destiny is shaped," she said, recounting her journey to the United States with a tennis scholarship and big dreams.Their early struggles with money shaped their innovative approach to financial literacy and management. They discovered that financial success isn’t about having more money—it’s about making smarter decisions. “You either know how to play the game, or you will be played,” Magda emphasized.Key Takeaways from This Episode:Mindset Matters: Success starts with curiosity and learning. Jason’s mantra, “Small seeds grow into big trees,” highlights the power of consistent effort.Financial Literacy is Essential: Jason pointed out, “Big banks make a ton of money off overdraft fees and ignorance.” Understanding money management is key to breaking free from financial struggles.Teamwork Fuels Growth: From running an aviation business to launching Moola, the Schapperts’ success shows the power of shared goals and aligned missions.Moola, their latest venture, embodies their passion for teaching and entrepreneurship. It simplifies investing, automates savings, and empowers users to make smarter financial decisions. As Magda aptly put it: “Money is an amazing tool to make you more of what you really are.”Whether you’re an aspiring entrepreneur, a seasoned business owner, or simply someone aiming to take control of your finances, this episode is packed with actionable insights and inspiration.

Jeremy Jenson is the founder and CEO of Encore Search Partners, a direct hire recruiting firm, and we spoke about the journey of scaling his business while maintaining balance and purpose. Jeremy openly shares the challenges he faced as an entrepreneur, from struggling to grow without sacrificing family life to navigating economic shifts that tested his leadership and strategy.One of Jeremy's turning points came in 2017 when he implemented the Entrepreneurial Operating System (EOS) and brought in an integrator. "I had to get out of my own way," he admits, acknowledging the impact of relinquishing control to drive growth. With EOS, his business achieved 10x growth by establishing clear mission, vision, and core values, which helped align his team and attract top talent.We explore the mindset shifts required to thrive during economic downturns, where Jeremy emphasizes the importance of hiring A players who can self-generate business. He shares, "If we capitalize on a slow and depressed economic market... that's going to allow us to steal a tremendous amount of market share." Jeremy also discusses his approach to 'top-grading' his team, seeking professionals who bring fresh ideas and can evolve the company’s culture and capabilities.Key takeaways from this episode include:Scaling with EOS: How implementing EOS and hiring an integrator transformed Jeremy’s business, allowing him to work less while increasing revenue.Top-Grading Talent: Jeremy explains why entrepreneurs should constantly bring in new talent with "a fresh set of ideas, right? New processes, new skills," and not rely solely on existing employees for growth.Building a Performance Culture: By fostering a sports-team mindset, Jeremy ensures his team stays competitive and avoids complacency. "If you've been on the team for five years and you're not focused on growth... some new guy is going to come in and steal your starting spot."Navigating Down Markets: Jeremy's strategy for turning economic slowdowns into opportunities by hiring top talent from competitors, preparing for the next market upswing with a stronger team.Leading with Authenticity: The value of vulnerability and transparency in leadership. Jeremy discloses challenges, such as financial downturns or difficult decisions, to his team, which he says builds "tremendous trust and rapport with our high performers."Jeremy’s insights offer a roadmap for entrepreneurs looking to not only grow their businesses but also foster a resilient and high-performing team. This episode is packed with actionable advice for leaders aiming to scale without sacrificing their values or personal lives.

Cary Sparrow, Founder, CEO at WageScape, is an experienced leader who saw a major problem in the business world: a lack of transparent, real-time labor market data. We spoke about his journey from engineering and corporate IT to founding Wagescape, with a mission to bridge the gap in hiring, pay, and talent retention. Cary explained, “Companies live and die by their access to high-quality talent,” highlighting the need for businesses to understand current market trends to attract and keep top talent.The episode covers how real-time data is revolutionizing recruitment, enabling businesses to move beyond outdated or broad-stroke pay information. Cary pointed out that typical data is “18 months prior to when you need it” and therefore irrelevant in today’s fast-moving market. His solution? A dynamic approach that allows companies to see “who’s hiring, what they’re hiring for, and what they’re paying,” giving a competitive edge in workforce strategy.Cary also addresses how organizations can use this intelligence strategically: “Imagine a situation where you can see everything about the hiring practices of your competitors.” From adjusting pay in real-time to proactively managing talent retention, this level of transparency allows businesses to anticipate, not just react.Key takeaways from our conversation include:The Power of Real-Time Data: How real-time insights reveal crucial trends in hiring, pay, and talent availability.Strategic Advantage: The ability to see granular, location-specific pay data and adjust hiring and retention strategies based on precise market movements.Beyond AI Hype: Cary discusses AI’s role in the labor market, emphasizing that while AI assists in efficiency, the real focus should be on reliable, locally sourced data as the basis for any decisions.For leaders wanting to understand how to adapt hiring strategies in today’s unpredictable labor landscape, this conversation offers valuable insights and actionable takeaways. Listen in to learn how Cary’s approach to labor market transparency could redefine your talent management strategy.

Candice DeVille, CEO of AI Copilot, is a lifelong entrepreneur whose journey with innovation began as early as childhood, selling flowers from her neighbor’s garden. We spoke about her current mission—unlocking human potential through AI. Candice sees AI not just as a tool but as a gateway for both personal and professional transformation, saying, “I’m able to now augment my human experience to unlock so much more potential and see some of the achievements I wanted.”One of the key challenges Candice addresses is the misconception about AI’s role in business. Many entrepreneurs see it as another plug-and-play software solution, but she emphasizes it’s more complex and deeply tied to people’s emotions and futures. This episode sheds light on Candice’s unique approach to integrating AI into small and medium-sized businesses, focusing on three core principles: education, collaboration, and sustainable adoption. “It’s not just about technology; it’s people at the heart,” she notes, emphasizing the need to prepare teams emotionally and practically.Candice also discusses her own journey of using AI at home, creating a tailored learning experience for her daughter, who has ADHD and autism. By programming a personal AI tutor, she helped her daughter gain confidence and succeed academically, underscoring her belief that AI’s true potential lies in helping people discover their strengths.Key takeaways from this conversation include:Understanding AI’s Role: AI is not a magic solution but a strategic asset. Business leaders must learn the practical applications and limitations.Adoption Through Education: DeVille’s approach starts with educating business owners and teams to identify opportunities where AI can truly make a difference.Prioritizing People in Transformation: AI’s success in businesses depends on people feeling secure and valued in the process, not just on tech deployment.Listen in for a nuanced look at AI’s potential beyond the hype and gain insights into practical AI applications that can empower your business and team.

Jeff Ball is a seasoned entrepreneur and co-founder of Visio Lending, and we spoke about how real estate investors can achieve financial independence through owning single-family rental properties. Jeff shared insights on the creation of the DSCR loan—a pivotal financing tool that has empowered thousands of small investors to build and grow rental portfolios by focusing on property cash flow instead of traditional income qualifications. This innovative approach has simplified financing for many self-employed individuals and business owners, unlocking doors to rental property ownership that were previously hard to access.During our conversation, Jeff recounted his journey from investment banking to building a lending platform that bridges Wall Street's capital demands with the needs of Main Street investors. As he described, Visio Lending was born from the realization that “small investors that wanted to buy single-family rental properties” faced barriers that traditional lenders didn’t address. Through his finance expertise, Jeff recognized an opportunity to create a loan product that “looks like a commercial loan written on a residential property,” paving the way for real estate investors to more easily finance and scale their portfolios.Jeff also reflected on the critical lessons he's learned as an entrepreneur, particularly the importance of focus and surrounding oneself with the right people. He emphasized the value of staying dedicated to a single mission: “I try to define my sandbox…so I can thin slice. If something is outside of the sandbox, I can quickly say, no, that’s not for us.” His intentional approach to hiring also stood out, as he explained how taking the time to “slow the hiring process down” has helped build a culture of dedication and skill growth, even enabling team members to rise through the ranks into leadership positions.Key Takeaways:Unlocking DSCR Loan Benefits: Learn how the DSCR loan focuses on rental income instead of personal income, making financing more accessible for entrepreneurs.Focus-Driven Growth: Jeff’s “sandbox” method highlights the power of staying concentrated on core objectives, a lesson for entrepreneurs facing tempting distractions.Building a Skilled Team: Discover how Visio cultivates leaders by emphasizing culture fit and offering training opportunities from the ground up.Vision for Financial Independence: Explore how real estate investment can become a viable path for financial independence, especially in today’s expanding market for both short-term and long-term rentals.For those interested in how to grow a rental portfolio or gain a better understanding of DSCR financing, Jeff offers a wealth of resources and knowledge, advocating that “successful investors mean successful borrowers.”

Arielle Smith, Vice President of Growth at Event Cadence, brings a fresh perspective on what many organizations might not even realize they need—cohesiveness. We spoke with Arielle about her journey from aspiring physician to tech leader, her unique approach to solving organizational challenges, and why, after years of working with technology, pharmaceutical, and healthcare giants, she views cohesiveness as the ultimate driver of success.In Arielle’s words, “When you really boil it down, they're saying we need help talking to each other.” Her experience highlights that, while each organization’s needs may appear unique, they often share the same underlying challenge: breaking down silos to foster open communication and alignment. Arielle explains how her platform streamlines operations for large pharmaceutical companies at industry conferences, giving attendees everything they need in one place—from schedules to key contacts and resources—all aimed at boosting ROI.She also shares how the "Does your platform listen?" approach underpins her team’s success, emphasizing that empathy and active listening are the first steps to building trust and driving adoption. “First the trust, then the adoption,” she says, explaining that customer success isn't just about efficient technology—it’s about authentic human connection.Some key takeaways include:The True Power of Cohesiveness: Discover how aligning departments and improving communication can change organizational dynamics and improve bottom lines.Building Trust Before Technology: Learn why trust and empathy are essential in adopting new processes, especially in long-established industries.Maximizing Conference ROI: Get insights into how thoughtful engagement with key thought leaders and streamlined logistics can optimize conference investments.Arielle’s approach offers valuable lessons on creating cohesion and value within any organization. To hear more insights from Arielle, check out the episode!

Steve Cadigan is a global thought leader in workplace dynamics and a trusted advisor for companies navigating the unprecedented shifts in today’s work environment. We spoke about the unraveling of traditional career paths, the rise of career fluidity, and how leaders can reframe high employee turnover as an opportunity rather than a challenge.Steve explains how traditional companies are struggling to adapt to a workforce that increasingly values flexibility and growth over long-term loyalty. For instance, Spotify has implemented a policy where employees must switch roles every two years to foster knowledge sharing. “If Susan leaves, but Roberto did Susan’s job last year, then Roberto can help us until we replace Susan,” he says, emphasizing the importance of building resilience into the team structure.Companies like Chick-fil-A and Chipotle also exemplify a new approach, acknowledging that they may be stepping stones rather than lifelong employers. “We know we’re not your destination… we want to be the best part of your journey,” says Steve, illustrating how companies can embrace career fluidity and still provide meaningful experiences for their employees.Beyond individual companies, Steve dives into macro trends that are reshaping the workplace, such as the impact of remote work on productivity and employee well-being. Reflecting on post-pandemic insights, he notes, “My life is more productive when I work from home,” capturing the new expectations workers have for work-life integration.Key takeaways from this episode:Career fluidity over loyalty: The modern workforce values learning and development above long-term tenure.Embrace change: Companies can benefit from a “culture of experimentation,” as illustrated by Walmart’s approach to integrating AI tools across its workforce.Redefining job satisfaction: Success isn't just about revenue—it’s about creating a workplace where people genuinely want to be.Listen to learn how your organization can adapt to this “Workquake” and gain insights into building resilient, flexible workplace cultures that attract and retain top talent.