Podcasts about CRM

Are you loving yourself, others, and your life in a way that truly serves you? In this episode, I sit down with Matthew Hussey, who has spent over 15 years helping millions of people raise their standards, build meaningful relationships, and navigate the challenges that come with finding love. We talk about how your past experiences shape your relationships, why you may chase the wrong things, and how the stories you tell yourself can make heartbreak even harder. Get ready to raise your standards and build the kind of love and life you truly want. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS 00:00 The one shift that changes how you love yourself, others & your life. 04:45 Why understanding your love languages can strengthen your relationships. 10:30 The 3 relationships that determine the quality of your life. 16:15 Do you really need to “fix yourself” before finding love? 21:00 The red flags people miss and finding love again after heartbreak. 25:00 Rewriting the stories you tell yourself that can make heartbreak even harder. 34:30 Are you chasing the wrong things in relationships? 40:00 Tips to overcome the fear of rejection and have more vulnerable conversations. 48:45 How to create deeper and more genuine connections. 53:00 The Daniel Radcliffe story that changed Matthew's perspective on pain. 57:00 Can your “baggage” become the thing that makes someone love you more? 01:04:15 The book for anyone struggling to find love and feel worthy of it. 01:08:15 There's nothing shameful about wanting to find love. RESOURCES Get your copy of Matthew's Book “Love Life: How to Raise Your Standards, Find Your Person, and Live Happily (No Matter What)” HERE Learn more about Loop at loriharder.com/loop Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Matthew: @thematthewhussey

You probably don't need more real estate leads. You need more appointments. If your CRM keeps growing but your calendar doesn't, the problem may not be lead generation at all. It may be what happens after the lead arrives. In this episode, Tim and Julie Harris break down why fast personal follow-up, strong prequalification, better questions, and consistent database conversations are often more valuable than simply buying another batch of leads. They explain why experienced agents can accidentally talk themselves out of appointments by giving away too much information too early, why delegating new-lead follow-up can damage conversion, and why a large database isn't valuable if you're not actually talking to the people inside it. You'll learn how to track the numbers that matter from conversations to appointments, agreements, contracts, and closings; why past clients and your center of influence require consistent follow-up; how to avoid hiding behind automation and drip campaigns; and why communication skills remain one of the strongest ways to differentiate yourself as a real estate professional. Before you decide you need more leads, find out what happened to the opportunities you already generated. Free training: HarrisRealEstateDaily.comCoaching: PremierCoaching.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.

Your year-end plan is actively insulting a segment of your donor file. It's September and that plan is nearly locked, so let's fix it before it goes out.When I was a baby ED, we'd get a $7,500 check from Schwab Charitable in December and I'd code it to Schwab. Not to Susan, who actually made the gift. In my file, Susan looked like she'd bought a gala ticket. She was a major donor and I never once treated her like one, because I didn't know what a DAF was and neither did the person doing my data entry. You probably have Susans right now, sitting in your database dressed up as corporations.Here's what most fundraisers miss: a DAF donor already took her tax deduction the day the money went into the fund. February and December are the same day to her. So every countdown clock and midnight-tonight email you send that segment is factually wrong, and she knows it. It makes you look like an amateur.In this episode I give you the CRM screen to run this week, the four behavioral signals that flag someone holding a DAF who's never given you one, and why I'd rather run this play in January. Everyone decided December was the Super Bowl. January is the empty field. Keep your annual fund calendar exactly as it is, your major gift calendar is a different animal.Important Links:My Big Ask Gifts ProgramMy Book, Get That Money HoneyMy NewsletterJoin the Free Webinar

AI is about to replace bloated SaaS, and most businesses are still only playing with chatbotsSean G Muller says the next wave of AI is not about better prompts or prettier copilots. It is about rebuilding business around context, agents, and what actually creates value - before your software stack becomes the expensive middleman.Mark Smth and Sean unpack why the last six months have been a genuine shift: agentic loops are now good enough to handle real business work, not just experiments. Sean explains how he moved from traditional technical architecture into building full application pipelines, MCP servers, and background agents that review email, track social signals, draft responses, and keep business moving without adding more human overhead.You'll discover why context is the missing ingredient in almost every failed AI project, how Sean uses a simple meal-planning example to explain it, and why companies that scatter knowledge across laptops, SharePoint, Google Cloud, and people's heads are sitting on hidden risk. Sean also breaks down the difference between AI as a feature and AI as a business transformation engine, including the mistake many firms make when they bolt chat onto old workflows and call it progress.We also get into the coming SaaS pocalypse - the idea that tools like HubSpot, Salesforce, Xero, Slack, and Atlassian may face a serious reckoning as businesses realize they can build leaner, custom, agent-first systems for less than the cost of endless licenses and modules. Sean shares how he built a headless, agent-driven CRM and why he thinks greenfield builds will replace expensive transformation projects much sooner than most executives expect. This conversation matters if you lead a business, run operations, own a small or mid-sized company, or simply suspect your current software is forcing you to work the wrong way. If you want to understand where AI is actually delivering leverage right now - and how to avoid wasting money on shallow pilots - this episode is essential listening.Mark Smth hosts the conversation and brings the enterprise and product lens, pushing Sean to get specific about what success looks like for real businesses in New Zealand.Sean G Muller is an AI and enterprise architecture specialist based in New Zealand, known for helping organizations build practical AI systems, implement agentic workflows, and rethink business process from the ground up.Resources1. The Cuckoo's Egg: Tracking a Spy Through the Maze of Computer Espionage - https://www.amazon.com.au/dp/0385249462?ref_=mr_referred_us_au_nz2. Gemini: A Family of Highly Capable Multimodal Models — 2312.11805.pdf ⁠https://arxiv.org/abs/2312.118053. On the Measure of Intelligence — 1911.01547.pdf - https://arxiv.org/pdf/1911.01547Support the showIf you want to get in touch with me, you can message me here on Linkedin.Thanks for listening

Don’t get left behind in the AI shift! Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this critical conversation, Vince Menzione sits down with Shannon Sigmon, Marc Harpster, and Jeff Mesnik to uncover how the rapid pace of change in the Google Cloud Marketplace and AI agent integration is forcing organizations to completely rethink their go-to-market strategies. They break down why traditional three-year business plans are dead, replacing them with agile 100-day sprints to keep up with the shifting ecosystem. The panel reveals that leveraging your Adaptability Quotient (AQ) and turning data patterns into actionable co-sell motions are the only ways to survive the upcoming “agent age” and maintain a competitive edge. https://youtu.be/xIaABKU1jmM Key Takeaways Consistent messaging is required to gather actionable data and build trust with channel partners. Three-to-five-year business plans are obsolete, and leaders must now operate in 100-day sprints to keep pace with hyperscaler changes. Google Cloud Marketplace uniquely supports channel partners by allowing them to own the customer relationship and recognize top-line revenue. The rise of AI agents is shifting discovery away from traditional SEO, requiring ISVs to adapt how they provide access to their tools. Creating interactive content variations from a single asset helps train AI agents to discover and prioritize your solutions. Despite rapid digital transformation, human connection remains the ultimate deciding factor in enterprise software purchases. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Adaptability Quotient, Google Cloud Marketplace, agentic age, co-sell motion, digital sales hub, private offers, propensity to buy, AI pattern analysis, hyperscaler CRM, interactive trivia content, product-led discovery. Transcript Shannon – Marc – Jeff AUDIO Podcast [00:00:00] Vince Menzione: That becomes the core of your data analysis because if you’re not submitting consistent content and submit, you know, consistent information, then you’re not gonna get information back. [00:00:13] Vince Menzione: You can feel it happening. The ecosystem is shifting beneath us. The way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:25] Vince Menzione: Welcome to the Ultimate Partner [00:00:26] Vince Menzione: Podcast. I’m Vince Menzione your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the [00:00:46] Vince Menzione: strategy. [00:00:47] Vince Menzione: It is the strategy because being in the room changes everything. Let’s start. [00:00:57] ——-: We have another incredible group of leaders coming up here and, uh, and friends of ultimate partner and, uh, Susan, do you need me for, okay, good. Come on up. So I’m gonna, I’m gonna invite you up and then have you each. Introduce yourself, uh, to this conversation. Shannon, it has been a great to see you. Yeah, great friend. [00:01:18] ——-: Been in, it was in Boca. Mark. Great to have you. Good to see you, sir. Jeff, great to have you. Uh, this is incredible. I’m, I’m excited for this conversation. So, uh, yeah, we talked about aq. We talked a little bit about AQ in this last session. Don’t, didn’t we? Yeah. [00:01:34] Shannon Sigmon: A little. [00:01:34] Vince Menzione: Why don’t we go, why don’t we have you, I wanna have you each introduce yourself, your role, your company mission, and, and, and everything here. [00:01:40] Vince Menzione: So why don’t we start with Shannon. [00:01:41] Shannon Sigmon: Um, hey, thank you Vince for having us again, um, here in Bellevue. It’s been great to meet with everybody and see some old friends. Uh, I’m at Software One, so Shannon Sigman, um, based on the East Coast, but I work at Software One I’m responsible for. Um, in my sales role, I’m responsible for our channel and digital sales organization in North America. [00:02:00] Shannon Sigmon: And then I also have, um, responsibility supporting Regina Ma and Freddie and our leadership team as the chief of staff. Um, and we’re focused software one, if you haven’t worked with us before, we’re focused on helping, um, helping our customers and partners deliver real financial impact in their business so they can afford some of the, the cool to do some of the cool stuff you were talking about in the earlier session. [00:02:20] Shannon Sigmon: And it’s, for us, it’s really about coming in on the front end and helping, um, our customers and our partners understand what they’re doing in their software stack, their cloud stack, and then how to, um, optimize that, rationalize the strategy and, and the implementation of of solutions. [00:02:36] Vince Menzione: And a global leader in the marketplace in [00:02:38] Shannon Sigmon: That’s right. [00:02:39] Shannon Sigmon: The, the number one Microsofts, um, we [00:02:41] Vince Menzione: used to say re reseller or ls. We used to all these different, [00:02:44] Shannon Sigmon: yeah. We, um, it’s funny, I was speaking last night. We fall into the scale solution provider. We’re d with Google and AWS. But, um, we operate very differently on the, on the North America market as a more of a boutique, uh, personalized experience than what a traditional dity is. [00:02:59] Shannon Sigmon: I’m less about the transaction and more about the impact and the, the outcomes and, and helping partners with their go-to-market strategy. [00:03:07] ——-: Awesome. Yeah. And sitting next to you, Marc I’ll let you introduce yourself ’cause this kind of ties in very nicely in [00:03:13] Marc Harpster: Yeah. [00:03:13] ——-: In terms of the work you do. [00:03:14] Marc Harpster: Uh, thanks Vince. [00:03:15] Marc Harpster: Uh, hi everyone. I’m Mark Harpster. I am part of the Google Cloud Marketplace organization. So, uh, guy who you just heard from on the last panel is my boss. Uh, I run strategic initiatives within the marketplace team. So this includes our channel program. Uh, so everyone who is. Uh, the partners who like to resell, uh, ISV software out our marketplace. [00:03:38] Marc Harpster: Uh, I have a team who works with, uh, all of you, and that includes distribution. Uh, and uh, then I also, we run, um, the, some of our, like the go to market strategic initiatives. So we have a. Uh, customer credit program that ISVs can take advantage of to help incentivize deals going through marketplace, uh, propensity to buy, uh, data that we can share. [00:04:02] Marc Harpster: Mm-hmm. Uh, a number of different programs along those lines. Uh, basically, uh, we’re we’re helping. You know, customers find the solutions that they want to buy and helping them buy from the who they wanna buy from. [00:04:14] ——-: Yeah. And you were out early. I mean, you’ve been in the, the, I I feel like Google was leaned in very early on the channel. [00:04:20] Marc Harpster: Yeah. [00:04:20] ——-: And it was a couple years now, right? [00:04:22] Marc Harpster: Yeah. I joined Google about two and a half years ago. Uh, I was, you know, at, at another, worked for another cloud marketplace before that. So I’ve, I’ve been in the marketplace space for, uh, over a decade now. Uh, I’m really passionate about it. And with the, to touch on your point, Vince, I think the one key advantage of Google is, you know, within the, our channel partners, uh, we have a huge, uh, partner network, uh, of, of, you know, channel resellers and, uh, system integrators. [00:04:52] Marc Harpster: Uh, and we actively want those channel partners to, you know, own the customer relationship, including all of the billing. Uh, channel partners tend to love this because we’re the only cloud marketplace that really supports sort of the ability to recognize top line revenue for the channel partners. Uh, and so that’s been a real, uh, you know, distinguishing factor. [00:05:11] Marc Harpster: And one thing I’m really excited about within our marketplace. [00:05:14] Vince Menzione: You got it right. Awesome, Jeff. Good to see you, sir. [00:05:17] Vince Menzione: Good to see you. Thank you. Thank you for having [00:05:19] Jeff Mesnik: me. Good to have you. [00:05:20] Vince Menzione: Yeah. [00:05:21] Vince Menzione: Tell us a little bit about your organization, about content amx. [00:05:24] Jeff Mesnik: Well, I’m honored to be here with, uh, these two. Yeah. [00:05:27] Jeff Mesnik: You know, and, and Vince obviously [00:05:29] Vince Menzione: Thank you. [00:05:29] Jeff Mesnik: But you know, our organization is really about coming back, and I’m not trying to plug tackle by you saying this, but we’re doing the blocking and tackling for organizations another. [00:05:40] Vince Menzione: That’s why I named the tackle. [00:05:41] Jeff Mesnik: Yeah, I know. It’s, it’s, it’s part of my every conversation now and I have to think about it, but we basically believe in the idea that trust is starting by consistency and expectation. [00:05:55] Jeff Mesnik: So a few years ago I was listening to, um, an event where Tim Couch and, um, Michelle Ragusa, McBain were talking and they said, partners respond to. You meeting and greet, you know, exceeding expectations. So one of those expectations should be consistent messaging to them and consistent messaging for them to send out to their customers. [00:06:15] Jeff Mesnik: And then the next step is that becomes the core of your data analysis, because if you’re not submitting consistent content and submit, you know, consistent information, then you’re not gonna get information back. So that information back then turns into sales opportunities because you’re not looking at. [00:06:34] Jeff Mesnik: Clicks or having a marketing person say, Hey, you know, this person just stopped by my booth. Or Hey, they downloaded a white paper. It’s patterns using AI to analyze and address and look at patterns and turn those patterns into actions. So, you know, we’ve been talking Shannon and Mark and I about those patterns and how to. [00:06:55] Jeff Mesnik: Respond to them to maybe do a co-sell motion if that’s what’s necessary, or to make sure that the partner is ready for the next step. We’re doing a program for Microsoft. Whoops. So we’re doing a program for Microsoft. Do I still have it? [00:07:11] Marc Harpster: Yeah, you’re [00:07:11] Marc Harpster: good. Um, that en enables the partners to learn about AI and then we can understand where they are in their AI path. [00:07:22] Vince Menzione: Awesome. So Shannon, uh, Regina, man. Freddy. Yeah. Also a great friend of, ultimate Partner. Been on stage, was on stage here a couple years ago. We talked about adaptability quotient. Uh, we, we took that, we took that back. Now we use it all the time. And I, you know, I want, I wanna cover with you what that means to your organization. [00:07:40] Vince Menzione: A lot has changed. [00:07:41] Shannon Sigmon: Yes. Still. Yeah. [00:07:42] Vince Menzione: Still changed. Yeah. And you work with multiple hyperscalers, so take us through like, how, how, how does. What is now Software One used to be crayon, now it’s software one Crayon, or it’s just software one. Now let’s talk about all the change and how you’re absorbing it, and then how are you taking it to market and being successful. [00:08:00] Shannon Sigmon: Yeah, it’s interesting. We spent time, gosh, two, three years ago now, um, talking about adaptability being the next superpower [00:08:07] Vince Menzione: Yeah. [00:08:07] Shannon Sigmon: Uh, of workforce, right? That it wasn’t just about having the experience, but with the rate at which. The pace at which change was happening, having, uh, uh, employees foundationally focused on curiosity and learning and con constant development. [00:08:23] Shannon Sigmon: Um, and my goodness, uh, this year alone, right? We we’re. We, it’s hard to keep up. Right? So this idea of creating a full three to five year plan, we’re, we’re creating sprints plans. Yes. Right. And sprint strategies. And so I do think when we look at our integration of the two companies as Crayon and Software one come together globally, um, that has been a critical mass. [00:08:47] Shannon Sigmon: Uh, issue for us to overcome, but also to get our employee base one feeling comfortable with the pace of change because it can, for those people who are, are not change agents, it can be really uncomfortable and, and stress inducing. Um, but also giving them space to, to try things, fail fast and learn from it. [00:09:07] Shannon Sigmon: And. Um, it, it, it infuses that adaptability quotient, infuses entrepreneurial spirit within the organization a bit. Um, but it has become, it is the superpower of the next generation is how, how quickly can you adapt to change, but not just adapt to it as it’s coming, but stay ahead of it, um, and stay ahead of what’s happening in the industry through communities like this so that you’re skating towards the puck, not waiting for the puck to hit you in between the eyeballs. [00:09:34] Vince Menzione: Yeah. How long are these sprint. I can’t even imagine doing a three-year plan any, any longer. Right. [00:09:39] Shannon Sigmon: I mean, we, there’s some intentionality behind it for us. So my, um, partner in crime, Sean, uh, er, who leads our rev ops, uh, function in North America, we, we sprint pretty fast. So we do leadership offsite every three months. [00:09:52] Shannon Sigmon: Um, and it’s not like it does, we don’t sit in a meeting conference room like this quite often. There’s. We’re running an Airbnb and we’re living and breathing and talking and tumbling rocks together in a real productive way. Um, and it forces our leadership team to not just work at an operational level, but like really down in the trenches at a personal level together to solve problems for our people. [00:10:15] Shannon Sigmon: For our culture, for our business future. And I think that has helped us stay ahead of what’s coming at us from both the hyperscaler community, from the economy, uh, and global, some of the global trends that we’re seeing. It helps us stay ahead of that. And I mean, as leaders, we can, we can conflict and, and, uh, debate in a closed, safe space to get to work through some of that. [00:10:38] Vince Menzione: Mark, what are you seeing? I mean, we were just talking to D about all the significant advances Yeah. In your organization and you work with all these amazing top resellers in the industry. Mm-hmm. Uh, Tony Voya is an old friend of mine’s. Been on the podcast a hundred times. Yeah. Ran another organization’s one of [00:10:54] Marc Harpster: Yeah. [00:10:54] Vince Menzione: Also one of the large, yeah. [00:10:57] Marc Harpster: Yeah. Tony’s great. Um, it’s interesting you mentioned working in sprints. We, we ourselves are even adapting into sort of the notion of like. What are you doing in the next a hundred days? [00:11:07] Vince Menzione: Mm-hmm. [00:11:07] Marc Harpster: Right? You can’t, that six months, a year is too long. It’s too long. So, you know, that’s just internally, uh, within Google Cloud. [00:11:14] Marc Harpster: But, uh, our, you know, I see this across, if, if we go back a decade ago, uh, you know, ISVs had to learn how to change to, to just to, to list a PayGo product in a marketplace. [00:11:28] Vince Menzione: Yeah. Yeah. [00:11:28] Marc Harpster: Right. A whole new business model. Uh, and then, then we. Introduced the notion of like, Hey, it doesn’t have to just be pay, right? [00:11:36] Marc Harpster: It’s, yeah. Now we’re going to introduce the concept of a private offer, right? And how does that work? Right? And so you heard a lot of, uh, insights in the last panel about some of the changes you need to make to your sales organization and how do you adapt to that, right? And then there’s the change of like, well, what about the channel partners? [00:11:52] Marc Harpster: Right? Yeah. So every channel partner. Uh, in that I’ve been working with for the last eight, nine years, make the pivot to like, oh, we still have a place here. We have all these customer relationships and connections and hey, we can sell these things too. Right? But they have to figure out how the channel private offers feature works, right? [00:12:10] Marc Harpster: Um, distribution. Right. Then suddenly we’re, we’re, we’re bringing distributors back into the cloud marketplace world, you know, and they’re actually pushing us for like brand new things, like, Hey, we wanna, we want more APIs, right? And so I, I’ve seen. The entire community of partners. Be, be able to adapt to meet the customer where they are. [00:12:30] Marc Harpster: Right. And, and take advantage of the customer benefits of buying through marketplaces. And so now we’ve got another, another moment of great change, right? As we head kind of into the agent age. And every one of us is gonna have to, to be adaptable again. Yeah. And I think the notion of like. Whatcha gonna do in the next a hundred days? [00:12:47] Marc Harpster: Or like, what, what, what is the first thing that we, what are our priorities? How do we focus on, this is going to be key, right? ISVs need to, to understand, hey, how do, how do agents change the way we, uh, allow customers to access our tools and our software? Right? Uh, the channel needs to then understand like, well, what are we reselling agents? [00:13:07] Marc Harpster: Are we creating our own agents? Yes. Like, how does this change us? Right? And so it’s across the board, uh, and it’s gonna be a really. Fun, you know, rest next few months. [00:13:16] Vince Menzione: What are you seeing with regards to that? I was thinking about that as well. Like does the ISV create the agent or does the, the, the, the channel partner, the reseller, the Gs, I mean the GSIs [00:13:25] Marc Harpster: are involved here as well. [00:13:26] Marc Harpster: Certainly are, are, are, you know, I think DI mentioned this in the last panel. They, they’re, they’re creating agents, uh, you know, all over the place right now. But a lot of ISVs are as well. They recognize that they need to adapt. Right. And so I think we’re getting. Um, we’re getting really good participation, uh, from. [00:13:46] Marc Harpster: All sorts of partners and even, you know, the, the kind of traditional, uh, like what I call a reseller, they’re starting to figure it out as well. Right? Like, do I need to list my own agent? How do I do that? Right. And they’re coming to us seeking some guidance right now. Yeah. Are [00:14:01] Vince Menzione: you? [00:14:01] Shannon Sigmon: Yeah, I mean, I think we look at ourselves as customers. [00:14:03] Shannon Sigmon: You already heard that yesterday. Yeah. A lot on, from some of the Microsoft community. Um, we we’re starting to see pockets and um, we’re, we’re actually running our own company-wide hackathon in June. Um, specifically to intersect with copilot, Gemini, Claude, how do we get our teams on the ground level? Um, I loved what was said earlier, but it’s gotta be a, a bottoms up, tops down approach. [00:14:28] Shannon Sigmon: And the good thing for us is we have leadership support at the top down on, on the tinkering, on the learning, on the implementation. And now we’re working to build the skillset from the bottom up so that we can take some of those use cases to our customers and our partners and, and start to learn and adopt along the way. [00:14:45] Vince Menzione: So Jeff, you’ve been working with channel partners on the marketing side for many years on their go to market strategies. What are you seeing on your side of this aq? Or how are, how is AQ being absorbed and how are you thinking about this new world that we’re living in today? [00:14:58] Jeff Mesnik: Yeah, I mean, I think, you know, we work with 10,000 different types of channel partners and whether it’s through education or passing through and driving demand for them, and what we’re finding is there’s a little bit sometimes also a whiplash. [00:15:12] Jeff Mesnik: I mean, it’s like first it’s like, okay, we gotta go to the marketplace. Now we have ai, and now, oh wait, there’s these ISVs that can add value on top, and how do I do it together? So. Well, we’re, when we’re talking to these partners, we are trying to learn from the customers also who are bringing, because they’re adjusting their, you know, notions like, right? [00:15:34] Jeff Mesnik: You know, Shannon, you’re doing it every three months, [00:15:36] Shannon Sigmon: right? [00:15:36] Jeff Mesnik: So these poor partners, right? They’re trying to communicate and engage and work with the customer, and then all of a sudden it changes on a dime. So you need to have that instantaneous access to the. Information about what a customer is researching, what they’re doing, what they’re most interested in, and that’s really the important part to help with the, you know, adaptability quotient for these partners. [00:16:00] Vince Menzione: Yeah. [00:16:00] Jeff Mesnik: And for them to learn, they have to be pushed into it through a customer. Not just pushed into it from the vendor’s perspective. Also on the distributors are saying, Hey, let’s you know, go to my marketplace. Don’t go to Google’s marketplace. We are, we are Google’s marketplace. And it’s very, it can be very confusing. [00:16:18] Jeff Mesnik: So using AI you can understand what the customer’s needs are. You can enrich it by pulling in data from the different sources of information, whether it’s a CRM system or third party piece, and then use AI to actually define the next step that each partner can take so that they’re adapting faster and their sales team understands what to do next, and then go through some micro learnings or whatever it might be. [00:16:44] Jeff Mesnik: Mm-hmm. I love that. [00:16:45] Shannon Sigmon: Yeah. Yeah, and I was gonna say, Jeff and I are actually working together on a pilot. One of the things, and Vince, we talked about it, um, our teams internally are so consumed with the integration. [00:16:56] Vince Menzione: Yeah. [00:16:56] Shannon Sigmon: I was scared. There’s a lot of work going on behind the scenes. We pulled the plug really early on, at least getting our frontline sales force integrated last year. [00:17:04] Shannon Sigmon: So, at least to the market and to our customer and partner community, we were one company, but there’s a lot of system integration that’s still to come. And so, um, we, we’ve been partnered with Jeff and, and the content MX team because, um, a part of our cycles of getting our message out to market to our partners and helping them with their customer messaging is just the nurturing, the insights and leading the customer, leading the sellers through that sales Next. [00:17:27] Shannon Sigmon: Best step conversation. And so we’re, um, we’ll leverage some of the, the tools and the resources that that Jeff’s team is bringing to bear for us, because our marketing team has got integration work to go do. We’ve got rebranding and new websites to build and new processes to implement. And so for us that adaptability means realizing we can’t do it all ourselves. [00:17:48] Shannon Sigmon: And so we leveraged this community to connect with partners in the ecosystem who can help us. With our own solutioning of, of how we go to market and making sure we’re not missing the beat in those a hundred day sprints. [00:18:00] Vince Menzione: And you’re truly global. That’s right. As an organization. Right. So Switzerland is now the new headquarters that is right. [00:18:05] Vince Menzione: Nor was it Norway before and [00:18:06] Shannon Sigmon: yeah. [00:18:07] Vince Menzione: And then of course you’ve got the Americas [00:18:09] Vince Menzione: and [00:18:09] Shannon Sigmon: Yeah, we have our headquarter office here in Milwaukee and they’ve got a digital sales hub in Nashville, Tennessee. [00:18:13] Vince Menzione: Yeah. So. Bringing all those resources and then having all these people that have to adapt to change and then drive and go to market. [00:18:20] Shannon Sigmon: Yeah. [00:18:20] Vince Menzione: On top of that, [00:18:21] Shannon Sigmon: look, it just allows us to focus on what matters most, which is our customers, our partners, and our people. Um, and so leveraging our partner community, leveraging this network of folks that you’ve built helps us. We’ll continue to focus our team on the things that matter most for driving the business our results. [00:18:38] Shannon Sigmon: Um, we just announced earlier this week we had a bang up, um, Q1 and looking forward to that momentum carrying through the rest of the year. And, and it’s because of the partnerships and, and helping us to, to manage that adapt adaption of our business, um, going forward. [00:18:54] Vince Menzione: Mark, anything else from your side? [00:18:56] Marc Harpster: Uh, I just, I, I think, you know, platforms like yours are, are super exciting to me, and there’s a number of them that we’ve heard from over the last couple days. [00:19:06] Marc Harpster: You, you help all of us, every partner in the room, including the hyperscalers, you know, meet the customer where they are. And I think that’s increasingly important because as complicated as it’s for all of us to figure this out, it still has to be the customers at the center of it all. Right? And so we need to meet ’em where they are. [00:19:22] Vince Menzione: So what does real AI credibility look like for those partners? [00:19:27] Marc Harpster: Yeah, it’s, it’s a great question. Um, you know, it’s, it’s, uh, I’m fortunate to, to get to be at Google right now and we have, uh, uh, you know, we’re obviously working on a lot of things. Um, you know, we’ve been talking a lot about agents and, and, uh, you know. [00:19:45] Marc Harpster: What does it mean to, to listen agent and what’s that gonna do for the customer? Um, you know, I think it, it’s, it’s gonna have a big impact on how we co-sell. Right. I think we touched a little bit on this in the last panel. Uh, I think that, um, you know, customers, uh, are going to find their way to agents and it’s a different type of customer who’s gonna find it. [00:20:08] Vince Menzione: Yeah. [00:20:08] Marc Harpster: Uh, and I think that, you know, this opens up a real opportunity. Uh, for us to, you know, us as hyperscalers in the marketplace, to, um, kind of flip how things have been. Where traditionally it’s like, oh, you know, the ISV or, or the channel reseller sources the deal, and then we’re gonna register a deal in the, in the CRM, it’s gonna go over to, uh, you know, the, the, the hyperscaler CRM and then the sales rep’s gonna get involved. [00:20:34] Marc Harpster: I mean, that stuff is still gonna happen, still gonna be important, but now customers are gonna find their way to agents and now it’s, oh. The marketplace. [00:20:43] Vince Menzione: Yeah. [00:20:43] Marc Harpster: To get that information back out. Right. Or maybe they’re finding the content through a platform like Jeff’s, uh, and they go try something out and suddenly that’s the signal. [00:20:53] Marc Harpster: Right? And so we need to find a way to communicate that, I think a little more nimbly than we have in the past. Um, you know, so that’s a really big one. Um, and I think that like, uh, you know. The next, the next decade is really gonna be like, a little bit like the last decade was, uh, just as you know, in the last decade, really all these, all of the businesses that, you know, all of you guys in this room found a way to grow these astounding businesses, you know, in cloud. [00:21:21] Marc Harpster: And now I get to do the whole thing again in, you know, in the age of AI and agents. So I’m super excited for it. [00:21:27] Vince Menzione: Well, it, I think about SEO and product-led growth, almost like, oh, the agent’s gonna discover mm-hmm. Yeah. The solution in the marketplace, right? [00:21:35] Marc Harpster: Yeah. [00:21:35] Vince Menzione: So how do you think about go-to market strategies around that, right? [00:21:39] Vince Menzione: Yeah. ’cause, ’cause marketing changes dramatically, [00:21:41] Marc Harpster: right? [00:21:42] Vince Menzione: We were talking about that yesterday. [00:21:43] Marc Harpster: Yeah. Like when the agent is the one, finding [00:21:45] Vince Menzione: the agent is the one finding it, and it, it better be able to find it. ’cause then it’s gonna go search other places if it doesn’t. Yep. As if it’s not discoverable. [00:21:52] Vince Menzione: I think we all get to figure that out together. [00:21:54] Vince Menzione: Right. [00:21:54] Vince Menzione: Jeff, you’re, you’re the go-to-market expert, [00:21:57] Jeff Mesnik: I mean, [00:21:57] Vince Menzione: in the panel here. So how do you think about that? [00:22:00] Jeff Mesnik: We think about it the same way, kind of in your video, right? Yeah. Where it’s basically there’s a few ways that you need to be, um, reaching out so that you’re discovered by the AI agent. [00:22:10] Vince Menzione: Yeah. [00:22:10] Jeff Mesnik: So exactly the, you know, for example, you, you know, people here we are all writing white papers and case studies and, you know, doing all that work. [00:22:18] Jeff Mesnik: But what really triggers it is when you create more content from that one piece. So that’s more interactive. So for example, like, you know, you guys were talking about the short, the video shorts. [00:22:29] Shannon Sigmon: Yeah. [00:22:29] Jeff Mesnik: You can instantaneously, like we have a system that’s connected that instantaneously creates these video shorts from the PDF. [00:22:36] Jeff Mesnik: Or some of you may have seen I created a trivia night, which is an interactive element, so it enables people to then share and engage, and that starts to have, you know, some effect with the SEO, which is now. AI agents who are looking out to see, okay, what are the responses? What are the other people saying? [00:22:57] Jeff Mesnik: You’re spearheading that motion. [00:23:00] Jeff Mesnik: Yeah. [00:23:00] Jeff Mesnik: And then as you said, kind of the, kind of the triggers or the, you know, the, for the data insights that come back mm-hmm. From that are the ones that can trigger a co-sell motion where you’re working together with. Other partners you can be, you know, if you’re a vendor and you use us and you see that information, then maybe partner tap comes in and you can basically find which partner is the right one, and the systems can then target and have a co-sell motion together. [00:23:27] Jeff Mesnik: Yeah. [00:23:27] Jeff Mesnik: Right. So that’s the power that’s available now. [00:23:30] Vince Menzione: Yeah. Shannon, you mentioned about skating where the puck is going. Yeah. Famous. What, by the way, Wayne Gretzky lives in Jupiter, Florida. For those who dunno, uh, all the famous athletes, but of course that’s his, his quote. [00:23:42] Vince Menzione: And Joe Namath. Right. [00:23:43] Vince Menzione: And Joe NamUs. [00:23:44] Vince Menzione: Yeah, he’s in the, he’s in that one picture though slide. I have. Let’s talk about that a little bit. ’cause you, you’re navigating quite a bit of change. One of the most trusted resellers in the market working with the hyperscalers. Tell us how you’re adapting to that puck, where that puck is going. [00:24:01] Shannon Sigmon: Yeah, I, I think one of the things that we encourage and we talk about it, we, um, have a regular standing, uh, meeting where we talk about going out in the wild. [00:24:09] Shannon Sigmon: And so I think the, the most important thing that I would leave you all with and something that we are, um, fostering and learning along the way too, is your people in this whole A-E-O-G-E-O world. Your people have to have an opinion. It’s not just enough for them to share the content, click on the content, read the content, but they have to show up with a perspective or an opinion. [00:24:30] Shannon Sigmon: I don’t, I don’t need to be Jay McBain, but my goodness, I’m gonna follow him. I’m gonna learn from him, and I’m gonna share some of the learnings that I read from him because. He’s doing the work and, and getting the research together for us. But it is important that they do that and the, and the learning and adapting to where the puck is going, doesn’t happen behind a pane of glass. [00:24:47] Shannon Sigmon: They have to be out in front of it, in front of their customers, in front of partners, having a cup of coffee down the street with the neighbors. Because everybody is now consuming information in a much more personal way. It’s not, uh, just a corporate feed, uh, trough of AI slop that, um, somebody I was at an event last week they talked about, but to, to really understand it, to know it to be customer zero. [00:25:13] Shannon Sigmon: You have to be in it. And that doesn’t happen behind the pane of glass. So I would say that was probably the first one. And I think, um, one of the things that, uh, sparked, you know, a fire yesterday for me, Vince, was just really this conversation around the marketplace. Um, and especially in our, our, our community and what we do is how do we, this convergence of SaaS. [00:25:34] Shannon Sigmon: This convergence of consumption in the marketplace. Um, how do we as resellers help our customers optimize how they procure, um, their software in a much more modern way, um, and manage that along, along this journey so that they can take advantage of things coming up in ai. But I think those are like the two. [00:25:53] Shannon Sigmon: The one thing is just being curious, getting out in front of it and building your perspective. And you don’t have to be the smartest person in the room, but you do need an opinion. Um. And then showing up at events like this so that you can learn. [00:26:06] Vince Menzione: So Mark, uh, largest go to market shifts happening. I mean, the, the, the, the growth is astounding. [00:26:12] Vince Menzione: What about from your perspective? [00:26:14] Marc Harpster: Yeah, I think, um, you know, how you go to market, uh, in, in this new age is gonna change based on the type of partner that you are, right? Uh, if you’re an AI native startup, then you know that is your go to market. Like, like the AI is who you are, right? It’s part of your identity. [00:26:35] Marc Harpster: Versus if you’re a a, you know, a, a, an incumbent, a, a large ISV, you need to figure out how to wrap AI around your existing solutions, right? Mm-hmm. But if you may have a SaaS solution, and now do you have agents that are talking to that SaaS solution? You know, and are you building that? Where are you building that? [00:26:50] Marc Harpster: How are you running it? And how are you partnering with, you know, the hyperscalers? Uh, how are you partnering? You know, it could be, uh, philanthropic or open ai, right? Mm-hmm. Like we all have to, you know, you have to think about. How each of these different types of partners can help you go to market, right? [00:27:08] Marc Harpster: And really come up with that strategy. [00:27:13] Vince Menzione: Former. Any comments on that? [00:27:14] Jeff Mesnik: Yeah, well, I mean, I’ll just add, I, I just was thinking about this, uh, I’m gonna butcher this Bueller quote, but things are changing really fast, and you gotta take a moment to listen and understand what’s going on out there. So the data coming in is always going to drive everything else that you do. [00:27:30] Jeff Mesnik: So I butchered that quote, but imagine I said it right? [00:27:33] Vince Menzione: Yeah. I, I love Shannon, what you said it, and I’ll. Paraphrase it. The analog is the new digital. [00:27:42] Shannon Sigmon: It is, yeah. [00:27:43] Vince Menzione: Because we need rooms like this. We need to be in the room with other listen experts like [00:27:48] Shannon Sigmon: yourselves. Yeah. I mean, I say quite often human connection still matters, and at the end of the day, people are gonna use AI tools to do the research, to find the information, to surface the video training, but they’re not gonna make the decision until they know the person they’re buying from. [00:28:03] Shannon Sigmon: Yeah. And so that whole adage of people buy from people they like and trust. Is even more important in this, in this day and age. Yeah. [00:28:12] Vince Menzione: Any last comments or go tos for the, for this community? In front of us today. [00:28:17] Jeff Mesnik: I’ll just say that because of this community, you know, Shannon and I met, so we have yeah. [00:28:21] Jeff Mesnik: Great business that we’re gonna be doing together and I met the team at ISSI and we’ve got a great partnership that’s brewing. And, you know, I’m looking forward to other, you know, people that I’ve met here, um, Andrew who’s out there. Um, we’re gonna do some work together. So thank you, Vince. Thank you. I mean, this community has really been fabulous for me personally and for my business. [00:28:39] Jeff Mesnik: It’s been great meeting [00:28:40] Vince Menzione: and I didn’t pay you to say that, by the way. [00:28:42] Jeff Mesnik: No, I paid you. [00:28:44] Vince Menzione: That’s right. You did. You. Okay. Well, alright, mark, anything, any last comments from [00:28:52] Marc Harpster: Yeah. You know, um, don’t be afraid of the change, right? Like, if you have that hour a week, just go play around with play, play with all of the different, uh, AI. [00:29:02] Marc Harpster: Technologies that are out there, right. And just, uh, get to know them, right? The more comfortable you are with them, the easier this whole thing’s gonna be. So dedicate an hour a week, just go, you know, and that’s your time to, to learn how these things work, right? So [00:29:15] Vince Menzione: yeah, [00:29:15] Marc Harpster: I say don’t be afraid of it. [00:29:16] Vince Menzione: Awesome. [00:29:17] Vince Menzione: Yeah. Thank you so much. What a great panel. Great conversation. What do you think? Everyone? Thank you. Thank you so much. [00:29:25] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated. Share it with a [00:29:31] Vince Menzione: partner leader in your network. Subscribe where you listen, and head over to the Ultimate partner.com for show notes related content and the resources for this episode. [00:29:42] Vince Menzione: And if you haven’t already, now’s the time to register for the Ultimate Partner Live event in Reston, Virginia, October 26th through October 28th. Until next time, keep showing up in the rooms that matter because being in the room changes everything.

Imagine doubling your close rate and cutting your sales cycle in half. That's not a hypothetical. It's exactly what Pieter Leenhouts and his team did at Tax Guard, a Cogency Global company that sells to banks and financial institutions. Pieter walked me through exactly how they pulled it off, and it wasn't magic. It was math, structure, and a relentless focus on the front end of the pipeline.Why Their Sales Cycle Was So Long To Begin WithTax Guard's solution was new to the financial institutions they sold to, so reps had to spend real time educating buyers before those buyers even understood why they needed it.That education requirement, combined with deals that stalled out with the wrong contacts, created a long sales cycle and a lower close rate.Fixing it started with the pipeline itself, not with pushing reps to work harder.Give Every Rep the Right Size Pipeline, Not Just More DealsPieter's team found that around 120 opportunities was the right pipeline size for most of their account executives, though the number flexes based on how efficient a rep is.Instead of leaving reps to self source every opportunity, the team loads a portion of that pipeline for them, so reps spend more time working real opportunities and less time hunting for net new business.Their market of five to ten thousand financial institutions is well defined, which makes it possible to plan pipeline size with real precision instead of guessing.Split the Pipeline: 70 Percent Pre-Handraiser, 30 Percent Post-HandraiserOf those 120 opportunities, about 70 percent sit in the pre-handraiser stage, where reps are still working to connect with people.The remaining 30 percent sit in the post-handraiser stage, where there's already an active, ongoing conversation with the customer.That split keeps reps focused on outreach without starving the deals that are already moving.Marketing and Sales Load the Pipeline TogetherPieter is careful to point out that loading the pipeline isn't a sales-only effort. It's a collaboration between sales leadership and marketing leadership.Marketing helps identify and prioritize which accounts and departments actually fit where Tax Guard's solution applies.That partnership is part of why the team can hand reps a healthier mix of fast cycle and slow cycle opportunities instead of leaving it to chance.Why They Kept AEs on the Full Buyer Journey Instead of Handing Off to BDRsBecause their solution requires ongoing education, Pieter's team decided against using BDRs or SDRs to book appointments and hand off to AEs.The same person a buyer starts talking to needs to stay with them as a trusted advisor through the entire education process.Pieter is clear that this only makes sense because of how complex and unfamiliar their solution is. A more transactional sale can absolutely work with a BDR handoff.The Cadence: 17 Touches Over 70 DaysEach opportunity in the pipeline follows a defined cadence, roughly 17 touches over 70 days, with three to five contacts tied to each account.That structure turns follow-up into a math exercise. Once you know the number of opportunities, steps, and contacts, you know almost exactly how many activities a rep needs to complete each day.The cadence isn't automated. Reps still show up and do the work themselves, which keeps the process personal instead of robotic.Personalization Is What Makes the Math WorkPieter gets five to six hundred pitches a day himself, so he knows exactly what gets ignored: generic, unpersonalized outreach.His team uses AI to gather background information quickly, but the personal touch, referencing where someone went to school or what they care about, still has to come from the rep.That combination of structure and personalization is what actually breaks through the noise instead of just adding to it.How They Catch Reps Who Are Gaming Activity NumbersTo catch reps who rack up huge activity numbers without real substance, like hanging up before voicemail or blasting the same email to everyone, Pieter's team looks past raw activity totals.They review call recordings and email engagement to see whether real conversations are actually happening, not just whether the activity got logged.The goal isn't to catch people doing something wrong. It's to find the reps who are getting real engagement and figure out what they're doing differently so the whole team can replicate it.Weekly and Monthly Rhythms Keep the Team AccountableEvery rep gets a weekly one on one that covers both big strategic issues, like what's happening in the market or with competitors, and specific opportunities that need a plan to close.Once a month, Pieter's team reviews the front end metrics as a group: how many people are in cadence, how many emails are opening, how many real conversations are happening.They also track Net Promoter Score to measure how the sales experience actually felt to the buyer, not just whether a deal closed.Their Tech Stack: Salesforce, Gong, Gong Flows, and DelightedSalesforce is their core CRM, and Pieter says most of what makes it powerful is what gets plugged into it.Gong records and analyzes sales conversations, which lets the team track things like how often pricing objections come up and coach reps faster than they could otherwise.Gong Flows adds structured outreach sequences with AI built in, and Delighted measures NPS so the team can see how the buying experience felt from the customer's side.The Numbers Pieter's Team Watches Every WeekClose rate and pipeline velocity are the two headline numbers Pieter checks first, since they show whether the whole system is working.Underneath those, his team tracks how long deals sit in each of their seven pipeline stages, with alerts when something sits too long.They also watch the quality of the opportunities reps are given and how well each rep prospects into the right people, since strong activity numbers mean nothing if they aren't pointed at the right accounts."Activities create opportunities, opportunities create sales. The only thing we control is our activity level." — Pieter LeenhoutsResourcesConnect with Pieter Leenhouts on LinkedIn.Learn more about Tax Guard, a Cogency Global company.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help creating podcast production content.Join our LinkedIn cohort and learn to prospect the right way.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast,

A $250M NYC broker admits her team has no CRM, and explains why psychology closes deals instead.Ashley Reidy Quinn is a partner at Asset Advisory Team in New York City, where she and her business partner Nick Montebano have closed over a quarter billion dollars across Manhattan, Brooklyn, and the Hamptons. She started in the industry at 22 with a psychology degree and no real estate background, won her firm's Deal of the Year in her first year, and has spent the twelve years since building a six person team from scratch.In this episode, Ashley talks with Jack about what actually scales a real estate business, and it is not always what you would expect. She admits her team still doesn't run on a CRM, and explains why she considers that her biggest operational weak spot even as the business keeps growing. She also breaks down how a psychology degree shapes the way she manages clients and teammates, why the word no has become one of her most useful business tools, and how her team is using AI in ways that help and in ways that work against them with clients.This conversation is for any investor or agent trying to figure out whether systems or relationships are what actually scales a business. Ashley makes the case that in a people-first industry, the relationships come first, and the systems catch up later.Key topics:Scaling a real estate team without a CRM, and why that's a problem she's fixingHow a psychology degree shapes client and team managementThe operational differences between Manhattan, Brooklyn, and the HamptonsHiring lessons from her team's first hire to her most recent oneWhy silence, not rejection, kills a real estate dealWhere AI is helping her team, and where it's working against themAbout Ashley Reidy Quinn:Ashley is a partner at Asset Advisory Team, closing over a quarter billion dollars across Manhattan, Brooklyn, and the Hamptons alongside business partner Nick Montebano.Links:

SaaStr 875: Who Owns Your Data Now? Agents vs. System of Record, ServiceTitan vs. Podium, Headless Salesforce, and Agentic Renewals on The Agents #013 The agents are writing data faster than any human ever could - and systems of record aren't ready for it. This week on The Agents, Jason and Amelia dig into the biggest meta-theme of 2026: what happens when your AI agents become the primary user of your CRM, your MAP, and every other system you've built your business on? Together, they unpack the ServiceTitan vs. Podium blowup, where an agentic lead gen tool slowly became a competing system of record until ServiceTitan shut them off with 30 days' notice, and why this is just the first of many fights like it coming across SaaS. Then Amelia pulls back the curtain on how SaaStr actually runs Salesforce headless through 10K, what it means that their agents have written 40 gigabytes of data into Salesforce without either of them logging in, and why the storage math is going to force a reckoning for every vendor jacking up API prices right now. Plus: the renewal agent Amelia built that generates a fully custom, hyper-personalized pitch deck for every single customer, using headless Salesforce, Gamma, social data, podcast mentions, and Gmail. And why Clay plus ZoomInfo plus Cowork turned out to be the best enrichment stack their agents have found yet. If you're building on top of systems of record, selling to companies that are, or just trying to figure out how agents change the economics of SaaS data, this one is essential listening. Timestamps: 00:00 - Intro 02:00 - ServiceTitan cuts off Podium: what happened and why it matters 10:00 - 40 gigs in Salesforce and neither of us logged in 16:00 - The API pricing reckoning coming for systems of record 22:00 - How SaaStr runs Salesforce headless with 10K 30:00 - The renewal agent: no account left behind 42:00 - Narrative-first pitching: getting the agent to sell 50:00 - Clay + ZoomInfo + Cowork: the enrichment stack that actually worked 58:00 - What comes next: agentic inbound proposals SaaStr hosts the world's largest community for B2B software founders and executives.

In this episode, David and Mitch break down some points about marketing and why the problem is you just not answering your phone when it rings! Answer the phone, book the call, make a sale, and capitalize to the fullest extent of the opportunity you have in front of you. FieldPulse is the Official Field Service Management Software of The Void Podcast. Their software is ideal for you and your business. For more information about how FieldPulse can benefit you, check them out here: FieldPulse Summer Promotion: Until the end of August, 20% of the base price for a year and 50% off of Premium Support for a year. https://landing.fieldpulse.com/thevoid-tradewins TW Job Calculator APPS Not ready for a full blown CRM but need to invoice from your phone? This is the APP! https://play.google.com/store/apps/details?id=com.tradewinsconsulting.jobcalculator https://apps.apple.com/us/app/trade-wins-job-calculator/id6744992264?platform=iphone If you have questions you'd like us to answer, please feel free to email them to askmitch@mitchsmedley.com Thanks for listening and thanks for sharing! Enjoy the show! If you'd like more insight from Mitch and David, you need to check out Trade Wins. Trade Wins can help you start your business or take your newer business and get it to a very healthy level. For more information about Trade Wins, check out https://www.tradewinsconsulting.com/ Empower Payments: Need a better credit card processor? These guys are it http://empowerpayments.com/TheVoid Contact us: askmitch@mitchsmedley.com David Hilton mitch@tradewinsconsulting.com Jeremy Senior Go Fund Me: https://www.gofundme.com/f/help-jeremy-get-urgent-medical-care?cp_src=m

What if more visibility isn't actually what your business needs to make more sales? In this episode, I break down why getting in front of more people won't move the needle if your messaging isn't clear enough to make the right person immediately think, “That's for me.” I share how to communicate the specific problem you solve, why being authentic doesn't mean showing up unprepared, and the mistake that causes people to hear what you do without understanding why they need it. Get ready to simplify your message, become known for the ONE thing you want people to remember, and turn the attention you're already getting into more followers, clients, and sales. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS Why more visibility won't lead to more sales if your messaging isn't clear. The messaging mistake that makes the right people scroll past your content. How to communicate what you do so your ideal client instantly knows it's for them. Why “showing up authentically” without a clear message can hurt your conversions. The difference between talking about what you do and communicating the problem you actually solve. How to make your podcast appearances and content lead people toward your offer. The ONE thing you want your ideal client to remember after hearing you speak. Why simplifying your message can help you cut through the noise and become known for what you do. RESOURCES Clarify your messaging, stand out on podcasts, and turn guest appearances into revenue! Get on the waitlist for Million Dollar Guest now at milliondollarguest.com/waitlist. Learn more about Loop at loriharder.com/loop Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci

Chris Wands shares how he built a powerhouse Miami luxury real estate business by embracing the fundamentals: hard work, showing up, answering the phone, and treating every client and transaction as an opportunity. Chris explains why rentals have been a major driver of his team's growth, how a $1,000 rental can eventually lead to a multimillion-dollar client, and why agents should never underestimate the value of smaller deals. Last, Chris also opens up about building a team, using AI and CRM systems to improve operations, becoming a trusted advisor rather than simply a salesperson, and maintaining client relationships long after the transaction is over. If you'd prefer to watch this interview, click here to view on YouTube! Chris Wands can be reached at 561.420.9610 and christopher.wands@elliman.com. This episode is brought to you by RealGeeks and Courted.io.

Adam Coupe, owner of a New York-based landscaping company discusses the operational philosophies of running a high-volume service business, including how his single crew manages 150 weekly mowing properties through route density. Coupe shares his preference for staying in the field rather than focusing on administrative tasks, emphasizing that owners should build a business structure that aligns with their personal happiness. The conversation also covers the importance of client screening, using specific equipment for finished property work, and maintaining a debt-free financial model. Additionally, Coupe reflects on the economic lessons learned during the 2008 recession and the value of professional CRM systems for growth.  Key Takeaways: Focus on accumulating small, consistent wins to build your overall success instead of constantly chasing high-stress, high-risk projects. Learn to comfortably say "no" to opportunities that do not align with your geographic boundaries or target audience to keep your daily schedule highly efficient. Build your career or business around the day-to-day work you actually enjoy rather than forcing yourself into administrative roles just to follow standard industry advice. Adopt a rainy-day financial mindset by actively saving for future replacement costs and avoiding debt so you can start every workday with a completely clear mind. Recognize that running an organization and managing people are two completely different jobs that require entirely separate skill sets and mindsets to master. Connect with Auman Landscape

383: What Nonprofit Leaders Get Wrong About Growing Fast (Steve Isom)Episode SummaryNonprofit professionals often come to the sector craving mission, not metrics, and the discomfort that creates around money, growth, and hard numbers can quietly limit how far an organization goes. Steve Isom, Chief Operating and Financial Officer at Bloomerang, has spent nearly six years professionalizing the finance, operations, and customer functions behind the giving platform that now serves more than 24,000 nonprofits, and in this conversation he draws a direct line between his own path from Wall Street investment banking to nonprofit-adjacent leadership and the mindset shifts he sees separating scarcity-minded organizations from ones that grow without losing themselves. He talks candidly about scaling Bloomerang from 114 employees to roughly 600 without sacrificing the culture that built it, why hiring the “great people” leaders think they can't afford is usually the real unlock, and the three principles now guiding Bloomerang's approach to AI: mission is the metric, the relationship stays human, and your data stays yours. Listeners will walk away with a clearer case for treating fundraising and finance as fuel for the mission rather than a distraction from it, and a practical framework for growing fast without losing what made their organization work in the first place.About SteveSteve Isom is the Chief Operating and Financial Officer at Bloomerang, an Omaha, NE-based giving platform that unifies CRM, fundraising, and volunteer management for more than 24,000 nonprofit customers. He began his career in investment banking on Wall Street before moving into private equity investing in technology companies, then ran FP&A and finance for high-growth tech companies. He joined Bloomerang nearly six years ago, brought in by JMI Equity to professionalize the company's finance, accounting, legal, and IT functions, and earlier this year expanded his role to lead Bloomerang's customer organization as well, overseeing support, onboarding, and customer success. Isom serves on multiple nonprofit boards and has met with more than 100 Bloomerang customers in person over the past five years. Outside the office, he's a self-described “Type A” list-maker who still writes everything on scrap paper before consolidating it each night, and a devoted LEGO collector who runs his own LEGO fan account on Instagram.ResourcesSteve's LinkedInBloomerangBloomerang's three AI principles: mission is the metric, the relationship stays human, your data stays yoursBonus: Steve's LEGO fan account, @lego_doug_not_dad on InstagramBook recommendation: The Hard Thing About Hard Things by Ben Horowitz (not a past guest)Join the Emerging Leaders in Philanthropy! www.institutepl.orgFollow Your Path to Nonprofit Leadership — and please leave a review!Learn more about the leadership resources at Armstrong McGuire — ArmstrongMcGuire.com

John Padgett is a South Carolina real estate agent with more than a decade of experience serving buyers and sellers throughout Horry County and the greater Myrtle Beach area. After working demanding jobs in steel mills, construction, road work, medical equipment delivery, and restaurants, John entered real estate with little industry experience and no established sphere of influence. His early approach was simple: work hard, talk to people, and keep going. In this episode, John shares how those principles helped him build a sustainable real estate business centered on prospecting, relationships, referrals, and consistent follow-up.John walks through his journey from manually tracking prospects in a binder to using REDX to prospect expired listings and build a qualified database. He explains how consistent calling dramatically increased his listings, why he believes prospecting provides one of the strongest returns on investment in real estate, and how he transitioned from door knocking to expireds and geo-prospecting. He also shares how past-client follow-up, targeted mailers, YouTube property tours, social media, and his Google Business Profile have helped him continue to nurture relationships and expand his reach. Most importantly, John explains why discipline and perseverance matter more than constantly changing strategies and why new agents should choose a path, stick with it, and give their efforts enough time to compound. This episode is especially valuable for both new and experienced agents seeking practical prospecting strategies, improved follow-up systems, and a sustainable approach to building a real estate business.Here's What You'll Discover in This Episode...• How John transitioned from demanding blue-collar jobs into a decade-long real estate career.• Why he believes consistent prospecting provides one of the strongest ROIs in real estate.• How door knocking helped John build his first database before he had a CRM.• What changed when John began prospecting expired listings with REDX.• How John organizes, qualifies, and continuously cleans his database.• Why following up with prospects can create opportunities far beyond the original conversation.• How geo-prospecting and neighborhood marketing can help build a pipeline for future business.• What John learned from using YouTube property tours and expanding his digital presence.• Why discipline and perseverance are more important than constantly switching strategies• How new agents can avoid becoming overwhelmed by choosing a few strategies and consistently working them.JUMP TO THESE TOPICS00:00 –

Are you growing your business and making more money, but still wondering if you're building the wealth and freedom you want? In this episode, Chris and I sit down with Phil and Trish Calandra, CEO and Co-Founder of TruWealth Advisors, to talk about the difference between generating revenue and building long-term wealth. They break down the “revenue trap,” why having multiple financial experts doesn't always mean you have a unified strategy, and how entrepreneurs can create a clearer path toward their personal wealth freedom number. We also talk about the money stories that can shape your financial decisions, why women entrepreneurs can put their own wealth goals last, and what it means to become work optional. Tune in to learn how you can make your business work toward the freedom you want. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS 00:00 Why making more money doesn't always mean building more wealth. 02:45 The lesson Phil learned from having just $0.08 in his business account. 06:00 The decision that pushed Trish to take a major career risk and move to Atlanta. 09:45 What is the “revenue trap” and why does it keep entrepreneurs stuck? 15:00 What is your “wealth freedom number”? 22:30 The financial savings that come from having a coordinated strategy. 24:00 Why women entrepreneurs often put their own wealth goals last. 25:30 How time makes compounding work in your favor. 28:15 How your money story influences your financial decisions. 35:00 What should parents teach their kids about money? 38:00 The lesson Phil learned from his grandfather about finding a financial advantage. 40:00 What does it really mean to be “work optional”? 42:45 What financial levers can help you move toward work-optional freedom? 45:15 How the Wealth Creation Scorecard can help you identify financial gaps. 49:30 Can your financial situation be fixed if you've made major money mistakes? 53:45 Why the best time to start building wealth is now.  RESOURCES Take the Wealth Creation Scorecard HERE! Find your Wealth Freedom Number HERE! Learn more about the Wealth Ascension System HERE! Learn more about Loop at loriharder.com/loop Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow Chris: @chriswharder Follow glōci: @getgloci Follow Trish: @trishcalandra1 Follow Phil: @philcalandra1

In this special turned-tables episode, my incredible Director of Operations, Erin Lindstrom, drops into my living room and interviews me on everything from how my lens for messaging was formed, to the frameworks I walk clients through inside the Revenue Accelerator, to the personal side of my life that I rarely talk about publicly. Erin asks me questions I've genuinely never been asked before and I share openly about my Human Design, my journalism background, why I believe none of us are reinventing the wheel, and the "fifth-grade language" test I run every framework through before I teach it. We go into the depths of Mirror Messaging vs. pain point marketing, why the real work of the Revenue Accelerator is a reclamation of who you are at your core, and why women often get stuck when they refuse to slow down enough to feel what their next-level really requires. I share what I've learned about being at the "higher level" (spoiler: the problems don't disappear, they magnify), the Contrary Action framework I use for visibility, the wildflower-versus-oak-tree analogy that's shaping how I think about quality over quantity, and the concept of loving detachment and stewardship that runs through both my business and my home life. If you've ever wondered what it really looks like behind the scenes of a Julie Solomon business, and life, this episode is for you. Liked this episode? Make sure to subscribe to our podcast and leave a review with your takeaways, this helps us create the exact content you want!  KEY POINTS:  00:00 Show Intro 00:49 Erin Takes Over 02:18 How Julie Got Her Lens 04:51 Building Signature Frameworks 08:01 Mirror Messaging Explained 09:33 Client Process and Identity Work 12:24 Where Clients Get Stuck 16:53 Julie Practices the Work 19:51 Higher Level Challenges 24:46 Fear of Being Seen 25:34 Depth Over Formulas 28:52 Contrary Action Method 30:59 Quality Over Quantity 33:29 Choosing Containers 37:43 Retreats and Real Life 43:33 Stewardship and Detachment 44:52 Closing and Next Steps QUOTABLES: “ So many people think it's about adding in all of the different pieces, but this concept of what are we actually taking away so that what you actually want is what's left is brilliant.” - Erin Lindstrom “  You have to be willing to receive compliments and accept the gifts that you have. If you can't receive them, you can't give them.” - Julie Solomon GUEST RESOURCES: RESOURCES: [UNSCRIPTED RETREAT 2027] Where your voice, your message, and your identity become one. February 3–5, 2027 • Nashville, Tennessee APPLY HERE [THE REVENUE ACCELERATOR] Book a strategy call to explore whether The Revenue Accelerator is the right next step for your business and leadership. Apply and schedule your call today. [ORDER] my book or Audible, Get What You Want: How to Go From Unseen to Unstoppable so you can leverage the power of your own influence. Follow Julie on Instagram! MUST HAVES THIS MONTH: [BOOST YOUR SALES WITH SMART TOOLS]This platform's AI tools help you write product descriptions, enhance photos, and create campaigns that boost engagement. Find out how. [YOUR ALL-IN-ONE MARKETING SOLUTION] From email and SMS marketing to CRM and automation, Brevo gives you everything you need to build stronger customer relationships in one place. Start for free at https://www.brevo.com/woman, or use code WOMAN50 for 50% off your first three months.

This Week In Startups is made possible by: Lightfield https://lightfield.app Northwest Registered Agent https://www.northwestregisteredagent.com/twistdomain Rippling https://Rippling.ai/twist   Today's show: *Bill Gates dropped a 6,000 word warning: AI will be "the greatest equalizer ever invented, or the worst sort of injustice." The Microsoft icon has an AI agenda for the US: new national institutions, AI use taxes, and jobs legally reserved for humans only. Our VC roundtable guests — Sheel Mohnot (Better Tomorrow Ventures), Dave McClure (Practical Venture Capital), and Hussein Kanji — push back hard. Is taxing profits a better fix for AI taking jobs than taxing the tokens themselves? PLUS: Meta's $17B kids safety settlement… does it go far enough? Why does Stripe want OpenRouter? A peek at the VC's actual portfolio mark-ups. AND begun, the AI agent wars have. Our panel chooses between OpenClaw, Instinct, and Grok Bot. Guests Sheel Mohnot on X: https://x.com/pitdesi Better Tomorrow Ventures: https://www.btv.vc/ Dave McClure on X: https://x.com/davemcclure Practical Venture Capital: https://practicalvc.com/ Hussein Kanji on X: https://x.com/hkanji Hoxton Ventures: https://hoxtonventures.com/ Relevant Links GatesNotes: "The turbulent AI era is here": https://www.gatesnotes.com/a-turbulent-ai-era-and-critical-choices-to-make NPR: Meta settlement coverage: https://www.npr.org/2026/08/26/nx-s1-5944781/meta-settlement-child-safety-lawsuit TechCrunch: Stripe agrees to buy OpenRouter: https://techcrunch.com/2026/08/16/stripe-will-reportedly-acquire-ai-gateway-startup-openrouter-for-7b/ Skild AI S1 Demo: https://www.skild.ai/blogs/s1 Instinct AI agent (waitlist): https://instinct.co/ TechCrunch: Instinct coverage: https://techcrunch.com/2026/08/24/instincts-powerful-ai-assistant-is-raising-privacy-and-security-concerns/ CNBC: OpenAI CFO says IPO is coming in 2027: https://www.cnbc.com/2026/08/19/open-ai-ipo-timing-2027-friar.html Basis: https://www.getbasis.ai/ TaxGPT: https://www.taxgpt.com/ Cusp AI: https://cusp.ai/ Abacus: https://goabacus.co/ Micro1: https://www.micro1.ai/ Mottu: https://mottu.com.br/ EquityBee: https://equitybee.com/ Kiva: https://www.kiva.org/ Timestamps: 0:00 It's Hussein's first time on the VC Roundtable! 2:09 Gates says "turbulent era" for AI is here 8:56 Microloans, Kiva, and "universal basic income" 9:23 Thanks to our partner, Lightfield, the AI-native CRM that updates itself, so you never have to! Try it for free at https://lightfield.app 13:00 Why sole proprietorships may be AI's biggest beneficiary 20:29 Got a new business idea? Northwest helps you bring it to life. Get a free domain, email, phone number, and more, with no purchase required! Learn more at https://www.northwestregisteredagent.com/twistdomain 21:00 Should the gov't take a stake in AI labs? 30:24 Thanks to our partners at Rippling! Head to https://Rippling.ai/twist to get the only AI built to give you full visibility across your startup and take complex actions across your entire business. 32:44 Meta's $17.1B settlement 45:14 Is anything still fundable outside of AI? 46:29 Stripe and SpaceX deals 55:54 Skild AI's pancake flipping demo 59:49 Sheel's Hottest Takes 1:04:37 Dave's Charts 1:09:07 Who loses money when there are no IPOs? 1:16:49 The Agent Wars heat up 1:24:56 Everyone's favorite investments   Subscribe to the TWiST500 newsletter: https://ticker.thisweekinstartups.com Check out the TWIST500: https://www.twist500.com Subscribe to This Week in Startups on Apple: https://rb.gy/v19fcp   Follow Lon: X: https://x.com/lons   Follow Jason: X: https://twitter.com/Jason LinkedIn: https://www.linkedin.com/in/jasoncalacanis   Thank you to our partners: (0:00) PARTNER - AD BLURB (0:00) PARTNER - AD BLURB (0:00) PARTNER - AD BLURB Check out all our partner offers: https://partners.launch.co/   Great TWIST interviews: Will Guidara, Eoghan McCabe, Steve Huffman, Brian Chesky, Bob Moesta, Aaron Levie, Sophia Amoruso, Reid Hoffman, Frank Slootman, Billy McFarland   Check out Jason's suite of newsletters: https://substack.com/@calacanis   Follow TWiST: Twitter: https://twitter.com/TWiStartups YouTube: https://www.youtube.com/thisweekin Instagram: https://www.instagram.com/thisweekinstartups TikTok: https://www.tiktok.com/@thisweekinstartups Substack: https://twistartups.substack.com

How does a traditional fine artist go from painting oil canvases in Scotland to pioneering Web3, augmented reality, and multi-million-dollar NFT drops? In this classic throwback episode of The Edge of NFT, host Josh Kriger sits down with world-renowned artist Trevor Jones.Trevor shares his unconventional journey from failing as a young bassist in Vancouver to studying fine art at Edinburgh College of Art in his 30s. He details his earliest experiments with hand-painted QR code canvases in 2012, his shift to augmented reality (AR) storytelling, and his early 2017 entry into Bitcoin.Discover the story behind his legendary Bitcoin Angel open edition drop, which grossed $3.2 million in seven minutes and how it funded his iconic, philanthropic Castle Parties. Trevor also reflects on collaborating with Web3 legends like Pak, Jose Delbo, and Alotta Money, while offering invaluable advice on maintaining authenticity and long-term vision as an artist.Support us through our Sponsors! ☕ Want to make content like ours? Sign up with Castmagic to make your creative process easy: https://bit.ly/CastmagicReferral Work smarter, grow faster. Automate your SEO, get AI insights, and manage all your clients in one place with Helm. Start today 50% off your first month at helmseo.comDouble your team's efficiency with COCO. Hire dedicated AI employees for copywriting, research, and CRM. Use code REF-W8CBVH for an exclusive 5% off your first order: https://coco.xyz/dashboard/hire/plan?ref=REF-W8CBVH Do you want to grow a business? Go from an idea to livebusiness in minutes. Use our Referral code: edgeof to 50% off your first month at https://www.willo.ai/When you purchase through these links, we may earn a commission. ____

You Might Not Have an AI Problem—You Might Have an Operating System ProblemI've spent a lot of time teaching AI this week, and I noticed something that completely changed the way I think about AI in business.Almost everyone is using AI—but very few entrepreneurs are actually building with it.If you're using ChatGPT or Claude to write emails, brainstorm content, research ideas, or help with a random task, you're not doing anything wrong. I do those things too. But there's a much bigger opportunity hiding beyond the one-off prompts.In this episode, I'm breaking down the four levels of using AI in your business: from simply chatting with AI, to giving it context, building repeatable systems, and ultimately integrating AI into the way your business actually operates.And if you've been feeling like you're “behind” on AI, I want you to hear this: you probably aren't behind. You may just be using AI at the wrong level.Things I Cover:Why most entrepreneurs don't actually have an AI problem—they have an operating system problemThe 4 levels of AI in business: Chat → Context → Systems → IntegrationWhy giving AI better context can be more powerful than searching for the “perfect prompt”How to turn AI from a tool you occasionally use into a role within your businessThe difference between using AI for a single task and building a repeatable AI systemHow AI can support your calendar, inbox, CRM, meetings, content, team, and client follow-upWhy chasing every new AI tool could actually be slowing you downThe one question I want you to ask before hiring another person or adding another toolHow to identify ONE repetitive process in your business that AI could help you build once and use repeatedlyWhy the biggest AI advantage may not belong to the entrepreneur who knows the most tools—but to the one who knows where AI belongsYour ChallengePick one thing you do over and over again in your business.Instead of asking, “How can AI help me do this today?”Ask: “How can I build this once so AI helps me do it every time?”That shift—from using AI to building with AI—could completely change the way you operate.If this episode gave you a new perspective on how you're using AI, share it with another entrepreneur who needs to hear this.And if you're ready to start building AI into your actual business, connect with me on Instagram at @itsraquelq for resources, workshops, and ways to start building the systems behind your business.Build better. Live bigger. Play Bigger.

What if the next generation of donors wants to give, but they want giving to feel tangible, convenient, and digital at the same time?As donor expectations continue to evolve, nonprofits have an opportunity to rethink how they engage younger supporters. While online fundraising has made monetary giving easier than ever, physical-item donations and in-kind giving can still be surprisingly difficult to organize, manage, and scale.On this episode of Nonprofit Nation, Julia Campbell sits down with Logan Vaughan, co-founder and CEO of GiftDrive.org, to talk about the changing landscape of donor engagement and what nonprofits need to understand about the way Gen Z and younger millennials want to give.Logan shares the story behind GiftDrive, a platform designed specifically to help nonprofits create online wishlists and donation drives for physical goods. Since launching, GiftDrive has supported more than 55 nonprofit organizations and facilitated more than 5,500 item donations valued at over $60,000. Together, Julia and Logan explore why physical giving resonates with younger donors, where traditional tools like online wishlists fall short, and how technology can make in-kind giving more accessible and effective.In this episode, you'll learn: Why younger donors are increasingly drawn to giving physical items instead of cash How Gen Z and millennials are changing expectations around philanthropy and nonprofit engagement  Why tangible giving can feel more accessible and meaningful to younger supporters  What younger donors expect when it comes to convenience, transparency, and technology The challenges nonprofits face when managing physical-item donation drives  Why consumer tools like Amazon Wish Lists aren't always the best solution for nonprofit organizations  How purpose-built technology can make in-kind giving easier to manage and scale  The importance of CRM integrations, automated tax receipts, reporting, analytics, and customization  What Logan has learned by building GiftDrive alongside the nonprofits it serves How nonprofit leaders can prepare for the next generation of donors About Logan VaughanLogan Vaughan is a senior at the University of Vermont and the co-founder and CEO of GiftDrive.org, a platform that helps nonprofits create wishlists and donation drives to collect physical items from their communities.Since launching, GiftDrive has supported more than 55 nonprofit organizations across the country, facilitating more than 5,500 item donations valued at over $60,000. Logan is passionate about building the nonprofit technology and infrastructure of the future and believes organizations need tools designed around the ways modern donors want to give. Resources Mentioned

Carlos Corredor, Co-Founder and CEO of Condor Digital Marketing, is driven by a passion for interpreting data and helping marketing leaders Generate and Measure Your Pipeline with greater accuracy. ith a background in sports analytics and journalism, Carlos helps B2B companies identify which marketing activities generate qualified leads, clients, and revenue so they can invest confidently in what works.  In this conversation, Carlos introduces The Condor Pipeline Generation Framework—Understand Current Pipeline Generation, Map the Process, Move Budgets to Their Highest and Best Use, Fix Measurement Gaps, and Rinse and Repeat. He explains why marketers should begin with clients and revenue instead of clicks and impressions, how the Pipeline X-Ray exposes attribution gaps, and why budgets should move toward channels with proven returns. Carlos also discusses using BANT to diagnose conversion problems and why client champions, paid media, and events drive growth in high-ticket B2B markets. — Generate and Measure Your Pipeline with Carlos Corredor  Good day, dear listeners. Steve Preda here with the Management Blueprint, and today my guest is Carlos Corredor, Co-Founder and CEO of Condor Digital Marketing, a pipeline generation and measurement firm. Carlos, welcome to the show.  Hey, Steve. Hi, everybody. Thanks for having me. Great to be here.  It's exciting to have you and to learn about your secrets of how you generate a measurable pipeline. But before we get into it, I'm curious: What is your personal why, and how are you manifesting it through your company?  Yeah. So I've always been passionate about sports and the data behind sports, and I actually worked in sports data analysis and journalism. But ultimately, I've been passionate about interpreting data to have an advantage, whether that's playing tennis or doing analysis for baseball teams. And then I eventually started working in marketing, doing sports websites, and I saw the opportunity. In marketing in general, especially with digital, to use data to your advantage. So I would say that's really what I'm passionate about in terms of my professional life and why I enjoy what I do so much and why I get up in the morning and I really look forward to the day and even to Monday. Because obviously, it's not all fun. But ultimately, I think it comes from that passion of liking what you're doing, and the time flies when you work and you like what you do and you see that you're good at what you're doing and it's making an impact. So I would say that's why.  And have you always been a data person? Are you analytical and like to look at the numbers behind things?  Yeah, yeah. It started with sports. That's where I realized that I had, let's say, that passion at the beginning and ultimately that skill. With baseball at the beginning, it was reading the back of baseball cards and then fantasy baseball in high school, and then actually working in that. In kind of like sabermetrics and Moneyball-type analysis in college.  Because I saw, just like it happens in marketing, how back in the old days, even professionals, they were using the wrong type of data or a very antiquated way of looking at things. So it's like understanding really what has an impact and what is responsible for outcomes. That's, I think, the part that I've always thought was what's important and what I had a knack for, a talent to do that better than others. So that's why I went deep into that.  Okay. So how do you do that? So this podcast is a podcast of frameworks. So I wonder if you have a framework of how to create pipeline generation based on data, and perhaps you can share a simplified version of that with our listeners, something that can be explained in three to five steps.  Yeah, definitely. And I'll give you first the kind of like the philosophy or the mental model, and then I'll give you those steps because one comes from the other. So in marketing, with all of the data that's available, especially today, a lot of people start at the bottom. At clicks, impressions, and then they try to build a bottoms-up report to then prove what's generating leads and clients and revenue. But that is always inexact, takes forever.  What I propose is doing it the opposite: a top-down approach where you start with clients and revenue, and then start figuring out where those leads in your pipeline or clients and the closed revenue is coming from. And you will know all of that at the beginning. So that's, I think, how it starts, that framework. So the first step of the framework is to understand, which sounds really basic, but you'd be surprised today how many marketing leaders, marketing VPs, CMOs of especially mid-market, definitely smaller mid-market, and even some enterprise companies, don't have that data readily available to understand how much pipeline did we, as a marketing department, generate, let's say, last year. So that's, I think, the first step, is understanding that. It's asking your team for a report that says that. Now your team's going to come back and say they won't know the full picture. Maybe they know 10%, maybe they know 90%. But they're going to show you something. So then is the second step. You're going to start adjusting your investments to what you're seeing there, and at the same time, you're going to start fixing the dark holes or what you can't see.  And then simply step number three is rinse and repeat every, let's say, quarter at the beginning. And obviously, there's nuances of how exactly you should adjust and what exactly you can fix. But ultimately, that would be the three-step approach that you asked about.  That's fascinating. So the understand piece is understanding your pipeline or how you're generating the pipeline? What is it? Understanding what?  Yeah. So actually we have a name for that first step. We call it the Pipeline X-Ray. So let's say you start a new job as a CMO of a new company. Or simply you've been in the job for a while and you're listening to this and you say, “Okay, actually, I've never thought about it that way.  Let's sit tomorrow with my team and ask the question: How many qualified leads and closed clients have we, as marketing, generated so far this year and, let's say, last year?” That is understanding that. Now, I'll tell you, I'd be very surprised if the marketing person or the marketing team or the leader has that data in a way that they can say with 100% certainty what the answer is. In terms of, “We've closed these four clients, and we've had 72 qualified leads.  And out of the 72, 50 have come from our paid search campaigns, 10 have come from events, and then the others have come from organic.” In an ideal world, that's the type of answer that you want. But in the real world, again, very rarely do you have that clear understanding right then and there. So that's when step number two becomes, okay, let's close the gaps to be able to have an understanding.  Okay. So essentially, when you say adjust and fix, then are you talking about adjusting and fixing the process of generating clients, or actually mapping the gaps in the pipeline first?  Yeah, so that's a great question. The adjust, I mean move budget around. Not necessarily increase budget. You have to prove what's working. And obviously, if you don't have the full picture and understanding, you cannot just go to your CEO and say, “I need more budget.” So with the same budget that you have, what can you pause and move around towards the things that step number one told you with certainty are working. So if, let's say, out of the 50 qualified leads that you generated, you saw that half of them came from your paid search campaigns, then you say, “Oh, okay.” And then you don't see anything, let's say, for conferences, and now you're going to 10 conferences a year and you're spending a million dollars on conferences, and you're only spending $200,000 a year on your paid media spend. Then you say, “You know what? I'm going to stop. I'm going to pause. We're not going to go to these two conferences this year, and I'm going to move those $200,000, and we're going to double our spend in Google Ads,” for example. That's what I mean with the adjust piece. It could be the opposite. It could be pause paid search and then be more aggressive on our conference strategy. It could be, let's start a paid social campaign, whether that's LinkedIn or programmatic ads, or let's be more aggressive on our PR because right now our leads have come from interviews that our subject matter experts have done in certain types of podcasts or YouTube channels.  But that's what step number one is. But adjust is move budget around. Put your stocks where the returns are positive and where you can expect a better return almost immediately, or at least in the next upcoming months. And then the fix is particularly around the measurement gaps. The fix is what you can't see, right, on step number one. Step number one is understanding. And a report with all of that. When the person that does the reporting for you came back, or when you did it yourself or whatever, probably a lot of leads are like, “Ah, now it says direct traffic. What is that?” Obviously, they didn't just come and wake up one day and say, “Oh, I'm just going to go to condoragency.com.” No, they heard you somewhere, but you're still not sure. You won the client, you know you won the client, the client's paying you money, but you're not sure. So maybe, okay, what needs to improve in our measurement framework.  Usually, you can start with your CRM, your HubSpot, Salesforce, for instance, or whatever you use. There's some web analytics that might need to happen. You need to connect your advertising platforms. You're probably going to need to start talking to your sales team so they ask the right questions when they have discovery calls with prospects. I mean, there's a few things you can do, but I'm talking specifically about measurement gaps so you can have the full picture.  So when you talk to new prospects or clients, can they answer one most of the time?  They can partially answer one. I would go a step beyond because, I mean, that's not the sexiest answer. I would say it's usually, let's just say, around 50% of their leads and clients, they can know who was responsible. And then there's a couple of parts there. First and foremost, not only for your sake, but for the sake of your alignment with the C-suite and with the CEO and the CFO and even the sales team. You want to know, is marketing responsible for this? Number one. Because then that's very important.  Because that's what's going to justify the existence of the marketing team. Then later, if it came from a paid search campaign or a paid social or a conference, if those all are in the marketing budget, that's secondary. But most importantly, you want to make sure that, number one, you're bringing pipeline as a marketing department, and number two, you know exactly what pipeline you're bringing. Not only you, but then also your CEO and your CFO. So then it's like a luxury, let's say, to see if it comes from, the tough part is that you won't know that it comes from marketing unless you're tracking paid search and you're tracking conferences in the CRM the right way. So obviously, they are related in that way.  Okay. Love it. So understand your pipeline generation, and then adjust the budget to make sure you're supporting the ones that generate the most, and fix those that are not optimized. So maybe optimize them or replace them or come up with a new one. How else do you fix other than your measurement gaps?  Okay, you fixed the measurement gaps. Now you can measure it. You have a full picture. Then you have a slate of options, and how do you know what to choose if you're not doing enough?  Yeah. So I think there’s a couple of things there. One is understanding if you… Because, obviously, you always want to generate more pipeline. So you have to then say, “Okay, is my problem that I'm not generating any interest in the first place at all?” Like, there's nobody visiting my website. Or even downloading some pieces of content, what traditionally is called conversions or marketing-qualified leads. Obviously, that's not the goal.  The goal is that they turn into clients. But you have to know that if people are not visiting your website and you're not seeing marketing-qualified leads coming into your CRM, then you have to do certain things. Whereas if the problem is, “Okay, no, that's not the problem, Carlos,” and this is actually more common, which is a little counterintuitive, but the more and more that we work with mid-market clients, we realize this is the case.They are generating marketing-qualified leads. There is activity in the CRM. There are companies, new companies, that you see are visiting your website, downloading and consuming content. But then, for some reason, they are not becoming clients. So that's where we have to dig in and understand. Maybe they downloaded a white paper that was very educational in nature. And they're not ready to buy. Which is fine, and I'm not saying you have to not show that white paper, but you know that white paper is not going to bring you ready-to-buy customers.  So that's when we have the concept of what sales and marketing people call a BANT-type of lead, which is a lead that has the budget, the authority, the need, and the timing. You want, obviously, a lead that has the four things. Now you start, you measure. Okay, we had 10 leads, and they had, let's say, the budget and the authority. They were the CTO. The lead of the technology department in the company that we know has the budget. But they just downloaded this and didn't convert. They didn't have, let's say, the timing or the need.  Then maybe you rely more on, for example, paid search, which is a channel that, by searching the right keywords, the bottom-of-funnel keywords, for example, we are a pipeline generation firm. If somebody is looking for, “What is Google Ads?” That's educational. Now, if somebody's searching for “experienced agencies in B2B managing Google Ads.” Now, that's somebody that's ready to hire an agency to manage their Google Ads. So that's why, for example, in this case, if the component that's lacking is the need and the timing, paid search could be a way to do it. Or intent data, which is now something that is out there not only via paid search, but you identify certain signals and you can target them on programmatic ads or YouTube or whatever. That's another alternative. So that's something that you could do, for example, if you have a pain in moving leads down the funnel and closing clients, and you also realize that you're talking to the right people, but then they're simply not converting.  And the opposite. You get a lot of people that need your service. But they may be too small, or they may be just a manager and they don't have the authority to approve a high-ticket service. Then you go towards maybe LinkedIn targeting, or you do a campaign that is based more on account-based marketing, or ABM. Where you know you're talking to the right people. So again, that's another adjustment that you can make. So I don't know if I… Sorry if I deviated a little bit from the question, Steve, but hopefully that's still—  No, it makes sense. It makes sense. So first you want to measure, and then you diagnose. If you've got some activity but it's not converting, why is it not converting? Maybe it's not the right approach to build trust. Maybe there's another approach.  And then you look at the different elements: budget, authority, need, timing. That makes sense. So let me turn it back to you. So what drives growth in your business?  So for us, I would say if we do that, let's say, Pipeline X-Ray. And we actually did. We've been in business for almost 10 years now. And if you would do a Pipeline X-Ray, the number one driver of leads and new clients are, let's just call it, Condor champions that switch jobs. And not switch jobs that were working with us, but they were working with one of our clients.  And they worked with us, and they saw the work that we did, and they ended up moving to another agency within the same space, for example, or in B2B services, or even if it's something a little more niche like tech services, which is an area that we also specialize in. And then they say, “I already worked with Condor for either measurement or paid search campaigns or demand generation in general, and I like working with them, so they're going to call us.” And then some people, they switch multiple jobs. So embracing that and obviously using that to fuel and to focus even more on doing a great job and maintaining relationships with people, obviously most importantly while they're a client, but even if they switch, not forgetting about them. That has been the main driver. Obviously, we don't want to only rely on that. And then more recently, we've given more structure to our own sales and marketing department for that. And, for example, we closed a client that came via a paid search campaign. But that's still… We haven't scaled those yet.  We're still making sure. We're still in that measurement phase where, yeah, we're putting budget behind a few things and some of them seem to be working better, but not yet at the point of truly scaling that. We're ultimately also a relatively small firm, which obviously makes decisions differently than if you are, let's say, a mid-market or enterprise. But those, I would say, in order of importance, have been our three main drivers of growth: the champions that switch jobs, number one, and then I would say secondarily, paid media and events.  Yeah. So these are the three things. And what about the events? Why do you put events as a third? I'm just thinking that you're a B2B company and trust-based. Would events not be better than paid media?  I would say they're not mutually exclusive. Actually, they rely a lot on each other. And honestly, for us, I just put number two and three, but I would say they're tied for second, and then the other ones are four and below. And the reason why I think events are important, what we're seeing not only for us but for our clients, the outbound activity is really saturated.  I think cold email or cold outreach in general, because it used to be via email, now it's on LinkedIn as well, it's really, really saturated. It's really hard to be heard or to get a reply with cold outreach in general. Paid media, you can be a little bit more creative because you have visuals. Whether that's video that hopefully you can leverage. So I'm a believer in paid media more than the actual cold outreach via email or LinkedIn. But then the events are also great precisely because of that.  People are saturated and tired of being bombarded with messages from people they don't know. Whereas especially after COVID, people started going back to both the office and simply going out there. It doesn't have to be a big yearly conference. It can be just a dinner where you invite four or five people and talk about certain topics or any in-person activity. Well, I mean, a webinar can even be considered an event. Where you're educating your audience on certain things. And especially if your target audience is more on the manager side or below, or director and below, webinars can be an avenue.  But to answer your question, I think that personal connection is really, really powerful. And people forgot about it with, let's say, the boom of cold outreach and digital and now AI, and especially during COVID. But definitely in the last few years, we've seen not only that people are more willing or prefer to meet people in person, but we see that in the data as well, We see cold outreach campaigns that are bringing less and less results. And then when you connect in person.  Especially high-ticket. I also give this example. If you're selling B2B services, which are usually high-ticket. It's a project of either $50,000. It could be an engagement of $2 million over two years. Obviously, you want to know the company, but you also want to trust the human that is going to deliver on that promise. I always give the example: If you're selling an iPhone cover that costs $25, yeah, maybe you can get away with a pretty image on an Instagram ad. You click and you buy. Boom. Great. You can fully leverage digital for that.  But when you're selling a cloud migration project of a million dollars, you're going to want to talk to somebody, trust that person, dig in a little bit more, have a couple of meetings. So it's more complex. So in particular for those instances, that's why I think the personal connection, that it's even better if it starts at an event, or however you manage to do it, helps a lot.  So for Condor, do you make a distinction between B2B companies and B2C, and where you can help them the most?  Yeah. We have a couple of direct-to-consumer clients, but the majority of the work that we do is either for B2B or, if not B2B, it's lead generation. So e-commerce, for example, is a different world. E-commerce, as I mentioned, depending on what you buy, it's immediate. You track things. You have a platform like Shopify or something similar. It's a whole different world. Whereas that's immediate, and you can see everything, and it's all kind of automated and based on an inventory.  Whereas in either B2B services or lead generation, it's more about, okay, what happens after the initial action, after that initial either visit or conversion. Because a conversion is not a purchase. In e-commerce, in direct-to-consumer, in the example that I gave you, we made it. We sold the cover. That's our business. In here, it's like, okay, they downloaded a white paper. Or they signed up for a webinar, but that's only the first step of a long journey of closing, again, a $1 million service client.  So we specialize in that. In what needs to happen, not only to generate the initial raise of hand, but to make sure that the people that raise their hands are the right people, because otherwise they're not going to end up buying. And ultimately, the entire process of lead generated to client closed. Which is a big universe in itself. So that's where we want to focus.  So you basically help them not just to get the leads but to convert the leads and turn them into a client.  Right. Right.  So Carlos, if you had a magic wand and you could fix just one thing in your business in the next 12 months, what would you use the magic wand for?  I would say accelerate. I would accelerate by five or 10 years the structure and how mature our sales and marketing team is. I would love to wake up tomorrow morning and have a team of five people in the marketing department and five people dedicated to sales, with SDRs and a sales leader, that is already generating, that we're closing 10 clients a month. So I would say that's… But that obviously takes time.  And you want to go one step at a time, otherwise, to prove ROI and to grow without, let's say, wasting unproven budget or wasting money. But I think a lot of owners—I don't know if it's a cheap answer—but I think a lot of owners would probably answer the same thing.  Yeah. So essentially what you need to do is you need to have scalable sales and marketing so that you can just add people and it's going to—it's like a coin-operated system, right?  Yeah. Yeah.  So if the listeners would like to go through that process and they would like to understand, okay, how do we map our leads, where they come from, evaluate it, and then adjust and fix and scale, where can they learn more and how can they connect with you? Yeah.  So if they go to our website, it's condoragency.com. Condor, like the bird. There are some options there on how to work with us or even some information, even if they want to try and do it by themselves, right? Again, what I mentioned earlier, the Pipeline X-Ray. It's a quick project that we do to get to that, where you can start seeing some valuable information to take action on fairly quickly.  We can get that done in a couple of weeks, the exercise of the Pipeline X-Ray, so then you know what to start adjusting and fixing. And obviously, you can contact me directly also on LinkedIn or via our website. I'm glad to obviously have a subsequent conversation and see if and how we can help.  Awesome. So if you are out there and you want to improve your sales and marketing, then you have to start with the Pipeline X-Ray because you are getting leads, you just don't know where they are from and how effective they are, and then how you tweak the process so that you're putting energy behind the more effective ones and readjusting your budget, and then fix the gaps.  So Carlos can help you with that, right? So make sure you reach out to Condor and get the X-Ray. So Carlos, thanks for coming. And if you enjoyed this conversation, then make sure you subscribe and follow us on YouTube, Apple Podcasts, because every week I bring a couple of entrepreneurs who are sharing their frameworks with you. So Carlos, thanks for coming, and thanks for listening. Important Links: Carlos's LinkedIn Carlos's website

Destiny Castro shares insights on building fan CRM from scratch, preparing for the data shift at Etihad Park, and balancing personalisation with fan privacy. Show notes available at sportsgeekhq.com/457

Waffling between a couple of lead management tools? Think you should just make your own? Let's see what the pros (aka, Guy and Conrad Sam) think. Oh, and you bet we're gonna make fun of Avvo.  ----- First, if you haven't thought through your firm's need for lead management software, you might be behind in the grand scheme of things. But, never fear—Gyi and Conrad are here to talk you through how to suss out your CRM essentials and make a smart, business-building software choice. And, let's take a particular moment to examine whether you can vibe code your way to a high quality solution.  Later, y'all know we love poking holes in survey data reports, so let's do it again! Today's victim is the 2026 Law Firm Growth Report from Avvo. The guys pick apart the bad and even graciously give a little credit where credit is due. The bottom line: don't assume these surveys are the end all be all of, well, anything.    The News: Do you think the googly Googs solved all the problems with this one? – Google releases August 2026 spam update. Gyi ran across a weird ChatGPT ads transparency issue. What's the deal here, anyway? Maybe spamming the crap out of Reddit is taking its toll – Reddit's ChatGPT Search citations fell 86% in four days: Report. We'll be joining our good friends at Case Status CX Summit for a live episode! CX Summit 2026 | The Legal Client Experience Conference Hey, you! Send us a question and we might just feature it on the show.  Ask us a question!  Listen Next: Live! From the 2026 Lunch Hour Legal Marketing Summit Connect: Leave Us an Apple Review  Lunch Hour Legal Marketing on YouTube  Lunch Hour Legal Marketing on TikTok r/LHLM   

Are you holding on too tightly to people, opportunities, or business strategies that have already run their course? In this episode, Chris and I talk about why life and business are always changing, and how much of the pain comes from expecting things to stay the same. We share how friendships, income streams, and business chapters have evolved throughout our lives and why learning to enjoy what you have while you have it is just as important as knowing when to pivot. Get ready to rethink how you handle change and start seeing what could be waiting around the corner. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS Why life and business are always a revolving door. How to enjoy people and opportunities while you have them. Why friendships often change as your life and priorities evolve. How to backfill what changes instead of getting stuck in the past. Why your next opportunity may come from a completely different direction. How the right rooms can help you find new people, ideas, and opportunities. RESOURCES Want to join me for four days up the Southern California coast? DM Chris on Instagram at @chriswharder Learn more about Loop at loriharder.com/loop Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow Chris: @chriswharder Follow glōci: @getgloci

In this episode, Axel sits down with Zach Hoereth — real estate investor, operator of Midwest Storage, and one of the more entertaining (and polarizing) voices on real estate Instagram — for a genuinely unfiltered conversation about what actually works in this business.He brings a uniquely blunt, been-there perspective on direct-to-seller acquisitions, the limits of AI and technology in a relationship-driven business, and why chasing unit count and AUM is one of the most overrated status games in real estate investing.This episode is essential listening for any investor who wants a no-BS look at what it actually takes to source deals, build a lean operation, and avoid the traps that sideline so many people who get into this business.Join us as we dive into:Zach's path from a college leasing hustle to buying his first $20–30K house in Indianapolis in 2018, and how that snowballed into today's business.How Zach's operation is structured: direct-to-seller mail feeding wholesaling and flipping, which funds acquisitions of small multifamily, single-family rentals, and self-storage — all without outside equity to date.Why "just buying rentals" isn't a wealth strategy — cash flow keeps you in the game, but equity and capital events are what actually move the needle.Why AI and chatbots can't fix a bad reputation or replace the human-to-human trust that wins deals, retains tenants, and keeps LPs engaged.The "70 dudes who partnered on a fourplex" problem — why unit count and AUM get wildly overrated as status symbols, and why doing a few deals solo teaches more than riding shotgun on a syndication.The three things you actually need to start doing direct-to-seller deals: a CRM, a targeted list (tools like PropStream and Reonomy), and a mail houseHow to make aggressive offers respectfully, and why "running toward the confrontation" beats avoiding it.The three Ds of distress — death, divorce, and drama — and how to quickly identify which sellers are actually motivated versus wasting your time.Why a seller's real pain point is often bigger (and weirder) than investors assume, and why being present when they decide to sell matters more than trying to convince them.Connect with Zach Hoereth:Follow him on InstagramAre you looking to invest in real estate, but don't want to deal with the hassle of finding great deals, signing on debt, and managing tenants? Aligned Real Estate Partners provides investment opportunities to passive investors looking for the returns, stability, and tax benefits multifamily real estate offers, but without the work - join our investor club to be notified of future investment opportunities.Connect with Axel:Follow him on InstagramConnect with him on LinkedinSubscribe to our YouTube channelLearn more about Aligned Real Estate Partners

Garrett Mendelsohn, founder of GameForce.ai, is on today's podcast to show us what real gamification looks like when it keeps up with the trends and technology of today's sales industry. Garrett's AI-powered CRM is an emerging all-in-one platform that gives sales teams a modern, centralized toolkit to streamline and innovate competition in the entire sales process.

When a senior expert walks out the door, years of judgment, pattern-recognition, and relationship capital often vanish with them. Dr. Bruce Dorey, founder of Jes-AI and author of Lift: Passing the Craft, and Digital Bell specializes in stopping that silent knowledge leak. Drawing on his decades in HVAC, sales engineering, and leadership, Bruce shows how AI can systematically capture “tribal knowledge” from conversations, documents, and deals so that future teams can still benefit from the hard-won lessons of today's top performers. Bruce also shares the idea of the Digital Bell, a modern, AI-powered way to snap out of autopilot and daily “drift.” Influenced by his years living in the Middle East and observing how the call to prayer regularly reset people's focus, he explains how leaders and professionals can build intentional, AI-assisted check-ins throughout the day. Instead of being yanked around by social media and email, you can design digital prompts that re-anchor you and your team to core values, long-term goals, and the key insights that matter most day after day, meeting after meeting. Bruce also pulls back the curtain on Jes-AI, a system built for sales organizations (especially in HVAC and technical fields) that turns messy, scattered data quotes, proposals, invoices, CRM notes into a strategic advantage. Jes-AI analyzes historical deals to reveal which clients actually buy, which ones never convert, who the true decision-makers are, and which internal experts you should involve on complex projects. This is AI as a coach and strategist, helping teams prioritize the right opportunities, build smarter playbooks, and stop wasting time on low-probability deals all while keeping sensitive data locked inside the company's own Microsoft environment. We go deep into succession planning, mentorship, and preserving institutional wisdom. Bruce explains why traditional corporate mentoring often fails and how the master–journeyman–apprentice model from old guilds (anchored in the Dunbar number of ~150 meaningful relationships) is still the most effective structure. Using AI to transcribe real mentoring conversations, extract the “nuggets” of hard-won expertise, and turn them into reusable playbooks, companies can ensure that when senior engineers, salespeople, or leaders retire, their knowledge doesn't retire with them. Bruce also shares a powerful personal story about recovering from a spinal injury and medication dependency, and how structured routines, human connection, and AI-assisted reflection helped him avoid drift and reconnect with what truly matters. https://youtu.be/J6sApODuMZo?si=0PT3edi5IA21wEus If you're worried about losing key people, watching your team operate on autopilot, or sitting on years of underused data in your CRM and documents, this conversation is your roadmap. You'll learn how to use AI not as a gimmick, but as a multiplier of human judgment, craftsmanship, and long-term thinking, so your organization can keep growing even as your experts move on. Quotes: “AI is kind of like the smartest guy in your office sitting with you and telling you what to do or what has worked in the past.” "Part of what we call tribal knowledge is just relationships; who do we know, and when we work with this person or this company, things get done."  "What I recommend is that you start capturing these insights, and then you remind yourself, and you remind your team, and the team reminds itself of what's important on a daily basis." Contact Details: Scale Smarter: Engineer Faster: Build With JES-AI Turn Insight Into Action: Start With BR Dorey Connect With Bruce Dorey On LinkedIn And Build What's Next Follow Bruce Dorey On Facebook For Insights That Move Ideas Forward Follow Bruce Dorey On Instagram For Ideas, Insights, And Inspiration Lift: Passing the Craft on Amazon

 Join an active community of RE investors here: https://linktr.ee/gabepetersen 

What happens when a global call center veteran steps into the automotive industry and starts questioning the way dealerships have always done things?  In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams sit down with Lee Harris, current Internet Director at Minnesota Truck Headquarters, a BPO veteran turned automotive innovator who is bringing a completely different perspective to dealership customer engagement. "Your most valuable asset that you have in your dealership, it's not the cars on the floor, it's not the cars in the showroom, it's the people." – Lee Harris With years of experience leading high-volume customer service, operations, and technology organizations, Lee is taking lessons from outside automotive and applying them to one of the industry's biggest opportunities: how dealerships communicate with, follow up with, and ultimately serve today's customer. The conversation dives into the evolution of the traditional BDC, the growing role of AI and automation, the importance of stronger processes and training, and why technology should make dealership teams MORE effective without removing the human connection.  "AI doubles in capacity and capability every two weeks." – Lee Harris If you're a Dealer Principal, GM, BDC leader, sales manager, or automotive professional trying to prepare for where customer engagement is headed next, you're going to want to hear this conversation! Key Takeaways: ✅ Lee Harris highlights the value of integrating advanced AI tools and CRM customization to enhance client services' effectiveness within car dealerships. ✅ The automotive sector often lags in adopting modern technology, with Harris noting the industry's typical five to seven-year lag behind bleeding-edge solutions. ✅ Personalization and the human element remain crucial in customer interactions, even when leveraging high-end AI tools to streamline processes. ✅ Fostering a team environment where personnel investment in training and morale is prioritized can drive substantial success, as evidenced by record-breaking sales figures at MTH. ✅ Harris advises dealership leaders to rethink traditional managerial roles by emphasizing leadership qualities that inspire and genuinely connect with employees.   About Lee Harris Lee Harris is a seasoned professional with nearly three decades of experience in the Business Process Outsourcing (BPO) industry. He began his career as an agent and ascended to senior executive roles at large organizations like Conduent, Xerox Services, and Sutherland Healthcare. Harris has been involved with operations in numerous countries, managing substantial revenues and diverse teams. Currently, he is the Director of Business Development at Minnesota Truck Headquarters (MTH) in St. Cloud, where his expertise in technology, customer experience, and process development is helping redefine automotive sales strategies.     AI Revolution in Automotive BDC: Transforming Client Services in Dealerships   Key Takeaways: Adapting New Technologies: CRM technologies are increasingly seen as outdated; AI tools are proving indispensable for operational efficiency in auto dealerships. Focus on Human Capital: Building a dedicated, well-trained team with a strong culture and synergy is vital for success. Engagement Optimization: Increasing customer engagement through technology, particularly AI, is paramount for maximizing showroom visits and sales success.   The Shift from Traditional BDC to AI Integration in Dealerships In the ever-evolving landscape of automotive sales, dealerships are faced with the need to innovate or risk being left behind. This conversation brings to light the transformational journey from traditional Customer Relationship Management (CRM) systems to Artificial Intelligence (AI) driven strategies. As Lee Harris from Minnesota Truck Headquarters shares, "AI doubles in capacity and capability every two weeks," underscoring the rapid advancement and adoption of technology that is necessary for modern dealerships to thrive. The podcast participants echo a pivotal revelation: the traditional CRM's limitations in dynamically adapting to ever-changing dealership needs. Sean V. Bradley emphasizes, "CRM is antiquated technology now," advocating for a shift towards tools like Podium's AI. This technology steps beyond static scripts, offering dynamic, personalized communication powered by an extensive knowledge base. This ability, Harris notes, allows dealerships to handle communications with precision, enhancing customer interaction and satisfaction. Through this integration, dealerships empower their sales teams to focus on high-impact interactions by letting AI handle routine, low-complexity tasks. Bradley states, "If we delegate all the tier one remedial activities to artificial intelligence, […] now my humans can focus on higher levels." This delegation not only optimizes human resource capabilities but also maximizes lead conversion, showcasing the multilateral benefits of AI over traditional CRM systems.   Emphasizing Human Capital and Leadership In the broader scheme of automotive business development, human capital remains the cornerstone of any successful dealership. Lee Harris passionately argues for investing in people, expressing, "Your people are the most precious thing that you have in your group, in your responsibility." This sentiment is a cornerstone for transformational leadership and modern business strategies within dealerships. The discussion probes into what sets excellent dealerships apart — their approach to nurturing and investing in a highly competent and motivated workforce. For Harris, leading a team goes beyond managing transactions; it's about cultivating a culture of excellence where team members understand their value and are equipped with the right tools and training. By stating, "Invest both professionally and personally into those individuals to be successful," Harris emphasizes the significance of a dedicated and well-supported team for achieving dealership objectives. Training and development play an integral role in this framework. Dealer Synergy's Bradley On Demand platform is applauded for its comprehensive training, ensuring that team members "don't even get to touch a phone until they are through the initial training," a practice that ingrains a regiment of quality assurance and preparedness foundational to operational success.   Revolutionizing Customer Engagement A recurring theme throughout the dialogue is the pivotal role of customer engagement strategies in dictating sales and dealership success. The integration of AI is poised to revolutionize how dealerships engage with prospective customers, significantly bridging gaps between inquiries and successful sales. Bradley notes the chronic issue of low engagement levels, stating that most dealership efforts result in "not talking to somebody." This reveals a critical area of opportunity — the need for effective engagement strategies. AI tools like Podium's Jerry 2.0 transform engagement dynamics by facilitating omnipresent communication, ensuring customer interactions are timely, relevant, and personalized. In integrating AI, dealerships can remarkably enhance appointment show rates, which Harris notes as being "73% appointment show ratio" — a staggering figure above industry averages. This indicates AI's profound impact on bridging communication gaps, ensuring prospects are guided efficiently through the sales funnel. The potential of AI in this capacity is magnified by its ability to analyze and learn from interactions, delivering nuanced conversations that are tailored to client needs and potentially increasing showroom traffic and sales. Harris concludes, adopting "convenience and a friction-free process" is essential for translating client inquiries into satisfied customers, highlighting AI's role in crafting seamless customer journeys. In the evolving landscape of automotive sales and services, the dealership's adaptability to AI-driven methodologies is not just a competitive advantage; it is becoming a standard of future-forward operations. The rich discussions from industry leaders cast a spotlight on the profound changes AI brings, demonstrating a roadmap for others to follow, where smart technology and human empathy work in tandem toward exceptional dealership success.     Resources + Our Proud Sponsors: ➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!   ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.   ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.

In this episode, we analyse Better Collective's recent performance, strategic shifts, and the evolving US and international markets. We explore how the company is navigating economic challenges, technological innovations, and competitive pressures in the iGaming industry.Key TopicsBetter Collective's US media engine recoveryImpact of international markets on profitsNorth American assets and revenue streamsRole of prediction markets in growthOperational and strategic priorities for 2023-2026Use of AI for cost reduction and efficiencyMarket competition from Genius Sports and SportradarRegional performance differences in Europe and LatamLong-term sustainability of revenue modelsIndustry challenges and future outlookHost: Charlie HornerGuests: Ted Orme-Claye & Ted MenmuirProducer: Anaya McDonaldEditor: Anaya McDonaldLearn how Optimove's Positionless Marketing is changing how iGaming teams operate. Discover how operators are using Optimove's Positionless Marketing Platform to launch personalised CRM campaigns, dynamically change casino lobbies and bet slips, and create engaging gamified experiences. Learn more at optimove.com.Finally, remember to check out Optimove at https://hubs.la/Q02gLC5L0 or go to Optimove.com/sbc to get your first month free when buying the industry's leading customer-loyalty service. 

Does your business still need you to make every decision, solve every problem, and make sure everything gets done? In this episode, I sit down with former Google, Apple, and Microsoft team expert Lia Garvin to talk about how to stop being the bottleneck and build a team that actually helps your business make more money. Lia shares the simple systems that can free up your time, make delegation easier, eliminate unnecessary meetings and expenses, and give your team the clarity to take real ownership. We also talk about how to know whether you have the wrong person or they simply haven't been led well, the conversations too many founders avoid, and how to create a culture of clear expectations without becoming a micromanager. If you're ready to get out of the weeds, stop carrying your entire business on your shoulders, and build a team that can grow with you, this episode is for you. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS 00:00 How to turn your team from an expense into a revenue driver. 03:00 How Lia became the “team whisperer” at Microsoft, Apple, and Google. 06:10 What Lia learned about creating value when she felt like she didn't belong. 09:40 How to address team problems without putting people on the defensive. 12:00 The team problems Lia saw repeatedly inside some of the world's biggest companies. 16:10 Why Lia left Google to help entrepreneurs build better teams. 18:00 The leadership struggles business owners face when they start hiring. 20:15 The biggest misconception that keeps founders from creating systems sooner. 22:25 Where to start when you're already too busy to build systems. 24:55 How doing everything yourself is limiting your team and your growth. 26:10 How getting out of the weeds can directly impact your bottom line. 29:10 The simple weekly system that gives you visibility without micromanaging. 31:25 The delegation trap that keeps founders doing everything themselves. 32:50 The conversations that can save you from losing your best employees. 35:20 How to reset your company culture when expectations haven't been clear. 39:15 The first thing to fix when your founder and team are blaming each other. 41:40 Do you have the wrong employee, or are they being led the wrong way? 43:00 The 3 questions to ask before deciding a team member isn't working out. 46:00 How to give clear feedback without feeling like the “bad guy.” 49:15 How simple operational changes can save thousands and unlock more revenue. RESOURCES DM Lia the word “HAPPY” to get access to the Snippets app and create a simple weekly system for tracking your team's wins, blockers, and priorities. DM Lia the word “HAPPY” or head to liagarvin.com/happy to get her free guide for navigating sticky team conversations and having your own “sit down.” Learn more about Lia's Team Ops Playbook and fractional COO support at liagarvin.com Learn more about Loop at loriharder.com/loop Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Lia: @lia.garvin

Mon, 24 Aug 2026 21:15:00 GMT http://relay.fm/upgrade/634 http://relay.fm/upgrade/634 Crime River 634 Jason Snell and Myke Hurley The EU gives up and settles with Apple, John Ternus's new home strategy starts to come into focus, and people at Apple just love the folding iPhone. The EU gives up and settles with Apple, John Ternus's new home strategy starts to come into focus, and people at Apple just love the folding iPhone. clean 4689 The EU gives up and settles with Apple, John Ternus's new home strategy starts to come into focus, and people at Apple just love the folding iPhone. This episode of Upgrade is sponsored by: Shipaton, from RevenueCat: The world's biggest mobile hackathon for people who actually ship. Daylite: The only made-for-mac CRM solution. Start your free trial today. Sentry: Mobile crash reporting and app monitoring. New users get $100 in Sentry credits with code upgrade26. Links and Show Notes: Get Upgrade+. More content, no ads. Check out Upgrade merch! Submit Feedback Thermapen Thermometers Combustion Inc PopSockets Cortex #182: Reporting on the World's Most Secretive Tech Company, with Mark Gurman - Relay Schlage Sense Pro UWB smart lock review: What price beauty? – Six Colors Apple announces changes for apps in the European Union - Apple Changes for apps in the European Union - Support - Apple Developer EU Welcomes Apple's App Store Changes, Epic Slams 'Junk Fees' - MacRumors Apple Settles With E.U., U.S. App Store Fees, ATT Rules in Germany – Stratechery by Ben Thompson Mark Gurman on the AirPods with a Camera Apple's Home Hub Will Have a Widget Gallery With iPhone Widget Support - MacRumors HomePad code suggests it'll act like a giant Apple Watch - 9to5Mac Apple's Foldable iPhone Details; Retail Store Changes for New Home Products - Bloomberg Apple Cuts Jobs in Siri, Vision Pro Immersive Video and Gaming Teams - Bloomberg iPhone 18 Pro Max Rumored to Get Exclusive Camera

Your real estate year has less time left than the calendar makes it appear. And if you want listings that can actually close and pay this year, your true deadline arrives even sooner. In this episode, Tim and Julie Harris break down why agents need to stop measuring their remaining opportunity in months and start measuring it in productive workdays. They explain why focused execution matters more than another CRM, marketing strategy, or shortcut—and why top-producing agents consistently do the uncomfortable work at a higher level. You'll learn how to identify activities you should stop doing, why past clients and centers of influence deserve more direct attention, how to separate true workdays from days off, and how to build an honest scoreboard using closed transactions, pendings, active listings, buyers, and your actual production goal. You'll also learn how to calculate the exact number of transactions you still need instead of relying on vague goals like “work harder” or “get more deals,” plus why your existing lead follow-up may contain some of the fastest opportunities available to you. Tim and Julie also discuss Premier Coaching's Real Plan, which works backward from your goals to create specific action steps rather than leaving you with another unstructured business objective. Free training: HarrisRealEstateDaily.com Coaching: PremierCoaching.com Join eXp + Libertas: WhyLibertas.com/Harris Text Tim Direct: 512-758-0206 Opinions are my own and not the views of eXp Realty.

✨ Join our FREE upcoming Masterclass – Board-Ready Marketing KPIs with AI: https://www.passetto.com/ai-marketing-kpi-masterclassMarketing is increasingly accountable for revenue while being asked to rely on data it doesn't control and often can't validate. In this episode, Amber breaks down the main revenue data blind spots that often undermine marketing's ability to explain performance, defend spend, and make decisions with conviction and real evidence..It starts with an old mindset: that once a deal moves to sales, marketing's job is done. It's not. Marketing has a role throughout the opportunity cycle, but most teams are missing the data they need to understand what happens after handoff.Sales activity is scattered across systems. Buying committees disappear from marketing's view. Critical fields are manually set or overwritten. And system migrations can wipe out the historical context you need to understand performance over time.The result? Marketing is held accountable to pipeline and revenue numbers it can't fully explain.Amber walks through a real client example: pipeline suddenly spiked, the CEO wanted to know why, and the marketing leader couldn't confidently answer. The problem wasn't a lack of data. It was what the data couldn't tell her.What this episode covers:The old mindset that convinces marketing its role ends at handoff and why that's increasingly dangerousWhy sales activity is one of the biggest untapped data sources for marketingThe buying committee data most marketing teams lose once an opportunity is createdWhy manually set and overwritten CRM fields make seemingly simple metrics difficult to defendHow CRM and marketing automation migrations quietly destroy historical visibilityA real client story: a pipeline spike marketing couldn't confidently explain to the CEOThe specific CRM red flags to look for before building your next board narrative-----------------------------------------------------

Mon, 24 Aug 2026 21:15:00 GMT http://relay.fm/upgrade/634 http://relay.fm/upgrade/634 Jason Snell and Myke Hurley The EU gives up and settles with Apple, John Ternus's new home strategy starts to come into focus, and people at Apple just love the folding iPhone. The EU gives up and settles with Apple, John Ternus's new home strategy starts to come into focus, and people at Apple just love the folding iPhone. clean 4689 The EU gives up and settles with Apple, John Ternus's new home strategy starts to come into focus, and people at Apple just love the folding iPhone. This episode of Upgrade is sponsored by: Shipaton, from RevenueCat: The world's biggest mobile hackathon for people who actually ship. Daylite: The only made-for-mac CRM solution. Start your free trial today. Sentry: Mobile crash reporting and app monitoring. New users get $100 in Sentry credits with code upgrade26. Links and Show Notes: Get Upgrade+. More content, no ads. Check out Upgrade merch! Submit Feedback Thermapen Thermometers Combustion Inc PopSockets Cortex #182: Reporting on the World's Most Secretive Tech Company, with Mark Gurman - Relay Schlage Sense Pro UWB smart lock review: What price beauty? – Six Colors Apple announces changes for apps in the European Union - Apple Changes for apps in the European Union - Support - Apple Developer EU Welcomes Apple's App Store Changes, Epic Slams 'Junk Fees' - MacRumors Apple Settles With E.U., U.S. App Store Fees, ATT Rules in Germany – Stratechery by Ben Thompson Mark Gurman on the AirPods with a Camera Apple's Home Hub Will Have a Widget Gallery With iPhone Widget Support - MacRumors HomePad code suggests it'll act like a giant Apple Watch - 9to5Mac Apple's Foldable iPhone Details; Retail Store Changes for New Home Products - Bloomberg Apple Cuts Jobs in Siri, Vision Pro Immersive Video and Gaming Teams - Bloomberg iPhone 18 Pro Max Rumored to Get Exclusiv

Jen Abel is the co-founder of JJellyfish and GM of enterprise sales at State Affairs. She is widely regarded as one of the sharpest practitioners in enterprise sales, and for that reason, this is her third visit to the podcast. In our first conversation we went deep on founder-led sales; in our second we mapped the $1M–$10M playbook. This time we do something I've never seen on another podcast: walk step by step through the full enterprise sales cycle. Most people think it's five steps. Jen shows it's closer to 15.In our in-depth conversation, we discuss:1. Why the standard five-stage CRM pipeline is a forecasting tool, not a sales process, and what the real 15-step cycle looks like2. The “pincer model” for landing the first meeting at the executive and N-minus-one level simultaneously3. How to craft a two-to-three-sentence message around giving them “alpha”4. How to run an intro call that extracts maximum intelligence before you ever show a demo5. The two-to-three-day pilot structure, how to define success jointly, and when to charge for a longer pilot versus giving it away6. Navigating pricing, procurement, redline negotiations, and the final signature without losing momentum—Brought to you by:WorkOS—Make your app enterprise-ready, with SSO, SCIM, RBAC, and moreMercury—Radically different banking, now with Command—Where to find Jen Abel:• X: https://x.com/jjen_abel• LinkedIn: https://www.linkedin.com/in/earlystagesales• Website: https://www.jjellyfish.com—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction(02:49) Why Jen is giving away her enterprise sales playbook(05:54) Example: selling AI legal tech to SpaceX(09:11) Step 1: Landing the meeting(18:44) Step 2: Running the intro call(30:00) Step 3: Running a follow-up call(36:30) Step 4: Prepping the pitch/frame for demo(38:36) Step 5: Running the demo(46:45) Step 6: Post-demo debrief(48:59) Step 7 through 9: Preparing for and running the pilot(01:03:44) Why the standard five-stage CRM pipeline doesn't work(01:04:49) Step 10: Post-pilot session(01:07:48) What a healthy enterprise win rate looks like(01:11:45) Steps 11 through 14: Navigating procurement and getting the signature(01:18:01) How to think about expansion(01:19:18) How buyers can say no without wasting everyone's time(01:21:53) Why enterprise sales is a lot like product management(01:22:27) Closing thoughts—Referenced:• State Affairs: https://stateaffairs.com• The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH): https://www.lennysnewsletter.com/p/master-founder-led-sales-jen-abel• “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr• SpaceX: https://www.spacex.com• Lemlist: https://www.lemlist.com• Palantir: https://www.palantir.com• Jason Lemkin on X: https://x.com/jasonlk• We replaced our sales team with 20 AI agents—here's what happened | Jason Lemkin (SaaStr): https://www.lennysnewsletter.com/p/we-replaced-our-sales-team-with-20-ai-agents• Building a world-class sales org | Jason Lemkin (SaaStr): https://www.lennysnewsletter.com/p/building-a-world-class-sales-org• Careers at State Affairs: https://stateaffairs.com/careers—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

This Week In Startups is made possible by: Superhuman https://Superhuman.com Sentry https://sentry.io/twist Lightfield https://lightfield.app Today's show: Jason's been saying it for years now (and we've got an All In clip from 2023 to prove it). Open source will win the AI race. This week gives us a major evidence point, as $11B legal AI company Harvey released its own in-house model, trained on an open-weight Kimi K3 base. Harvey made a proprietary specialized solution without having to risk sharing its precious expert-compiled data with the major frontier labs. PLUS we're checking out the FREE AI dictation app Willow with co-founder Allan Guo, and finding out how he plans to compete with giants like Wispr Flow and Apple. AND we've got the Stanford student who built an automated golf cart and gave luminaries like Jensen Huang and Sam Altman rides around campus. Guests Allan Guo on X: https://x.com/_allanguo Willow: https://willowvoice.com/ Ethan Goodhart: https://x.com/EthanGoodhart Sign up for the Wind TestFlight: https://testflight.apple.com/join/zZqmhhwf Relevant Links CNBC: OpenAI "will be a public company in 2027": https://www.cnbc.com/2026/08/19/open-ai-ipo-timing-2027-friar.html OpenAI Zero Data Retention Pledge: https://openai.com/index/our-commitment-to-zero-data-retention TWIST (June 2026): Jason comments on OpenAI and training data: https://youtu.be/o3eow1nTrcI?si=orungk7OmplOuyio&t=742 All In podcast (Feb 2023): Jason comments on open source vs. frontier models: https://youtu.be/PVgBWV2bvLs?si=j6y7sHS0wx9q09oa&t=5173 Harvey: https://www.harvey.ai/ Harvey Tenet Research Preview: https://www.harvey.ai/blog/post-training-update-harvey-tenet Fireworks AI: https://fireworks.ai/ Wispr Flow: https://wisprflow.ai/ Pipedrive: https://www.pipedrive.com/ Nvidia Jetson Thor: https://www.nvidia.com/en-us/autonomous-machines/embedded-systems/jetson-thor/ OpenAI shares Wind golf cart clip: https://www.tiktok.com/@openai/video/7645336713472134431 Starlink Mini: https://starlink.com/mini-product-us?srsltid=AfmBOorzM7arxhdzYAdDpH6RGD4LLg9WV_BFnEoLuYieuHuGSCjQTE1Y Toro mowers: https://www.toro.com/ 404 Media: https://www.404media.co/ Punchbowl News: https://punchbowl.news/ Semafor: https://www.semafor.com/ Skift: https://skift.com/ Newcomer: https://www.newcomer.co/ Deirdre Bosa on YouTube: https://www.youtube.com/@deebosa Electrek: Genesis GV90 review: https://electrek.co/2026/08/20/genesis-gv90-luxury-coach-doors-images/ Toyota Alphard gallery: https://global.toyota/en/mobility/toyota-brand/gallery/alphard.html The Clash "London Calling" video: https://www.youtube.com/watch?v=EfK-WX2pa8c Timestamps: 0:00 What is Jason's Grok Bot up to? 5:17 Systems over goals 9:43 Superhuman - Superhuman Go is an AI chat that's always there when you need it, already aware of what you're doing, and doesn't ask you to start from zero. Sign up to get the best in AI at https://Superhuman.com 13:08 OpenAI will go public soon 14:19 Top line ARR matters way less than churn 20:43 Sentry - Your team should be focused on shipping features — not chasing down bugs. New users can get $240 in free credits when they go to https://sentry.io/twist and use the code TWIST 29:55 Lightfield - Name one person who's ever enjoyed updating a CRM. Exactly. Lightfield's AI agent does it for you — it even prospects and books your meetings. Used by thousands of startups. Free at https://lightfield.app 30:52 Harvey launches Tenet 34:32 "Open source is going to win it all" 35:58 Allan Guo of Willow joins 39:18 Managing a single source of truth across a team 47:00 Lon and Jason love the Toyota Alphard 51:00 Stanford student and AV expert Ethan Goodhart joins 1:00:09 How Ethan got Jensen Huang to go for a ride 1:00:37 Punk Rock 101 1:06:24 Phoebe Gates' secret Harvard class Subscribe to the TWiST500 newsletter: https://ticker.thisweekinstartups.com Check out the TWIST500: https://www.twist500.com Subscribe to This Week in Startups on Apple: https://rb.gy/v19fcp   Follow Lon: X: https://x.com/lons   Follow Jason: X: https://twitter.com/Jason LinkedIn: https://www.linkedin.com/in/jasoncalacanis   Check out all our partner offers: https://partners.launch.co/   Great TWIST interviews: Will Guidara, Eoghan McCabe, Steve Huffman, Brian Chesky, Bob Moesta, Aaron Levie, Sophia Amoruso, Reid Hoffman, Frank Slootman, Billy McFarland   Check out Jason's suite of newsletters: https://substack.com/@calacanis   Follow TWiST: Twitter: https://twitter.com/TWiStartups YouTube: https://www.youtube.com/thisweekin Instagram: https://www.instagram.com/thisweekinstartups TikTok: https://www.tiktok.com/@thisweekinstartups Substack: https://twistartups.substack.com

Send us Fan MailYou can answer every email, sit through three meetings, clean up your CRM, and still end the day in the exact same place. That is not a discipline problem. It is what happens when motion impersonates progress, and from the inside they feel identical. We unpack the difference in plain language, with sharp examples that hit home: researching vs calling, planning vs recording, reading about the gym vs getting under the bar. We also dig into the uncomfortable reason motion is so tempting. Motion is safe because it cannot reject you. A spreadsheet cannot say no. A website draft cannot dismiss your pitch. Preparation can look like ambition while quietly protecting you from the verdict. That is why this mindset shift matters for entrepreneurs, creators, sales teams, and anyone trying to improve productivity, time management, and focus without burning out. Then we give you two simple tools you can use immediately. First, a one-question test that exposes busywork: “If I do this today, does someone else have to respond?” Second, a 90-second calendar audit that helps you label each block as motion or progress and count how many real “Ps” you have scheduled. If you have fewer than three, the issue is not productivity. It is courage, and we show you how to build it with small, concrete actions. If this helped you, subscribe for more short, practical episodes, share it with a friend who is stuck in busywork, and leave a review. What is one progress action you will schedule for tomorrow? To Reach Jordan:Email: Jordan@Edwards.Consulting Youtube:https://www.youtube.com/channel/UC9ejFXH1_BjdnxG4J8u93ZwFacebook: https://www.facebook.com/jordan.edwards.7503Instagram: https://www.instagram.com/jordanfedwards/Linkedin: https://www.linkedin.com/in/jordanedwards5/Hope you find value in this. If so please provide a 5-star and drop a review.Complimentary Edwards Consulting Session: https://tidycal.com/m4j6dvm/breakthrough-strategy-session

Today we're going to venture outside real estate for a few minutes and talk about software. But this is really a discussion about business economics, and those principles apply to every industry.For the past twenty years, one of the most attractive business models in technology has been Software as a Service, or SaaS.Instead of buying software once, customers pay every month or every year. From the software company's perspective, this is wonderful. Revenue becomes recurring and predictable. Investors love recurring revenue, and software companies have been valued accordingly.But artificial intelligence may be starting to challenge the fundamental economics of that model.We recently conducted an audit of the software subscriptions inside our own business. Like many companies, we had accumulated numerous applications over the years. Accounting software, project management software, communication tools, document management, CRM systems, design tools, and numerous specialized applications.What became obvious was that we were paying for a tremendous amount of capability that we simply weren't using.In several cases we were subscribing to the highest tier because, at some point, somebody believed we needed one particular feature. When we looked carefully at actual usage, we discovered that the basic version accomplished virtually everything we needed.We downgraded several subscriptions and, in some cases, reduced the cost by more than fifty percent.Did productivity decline?Not at all.Suppose your company uses only ten percent of the functionality in a large project management platform.What if instead you built exactly the workflow your organization needs?Instead of changing your business process to accommodate somebody else's software, the software accommodates your business process.There is something very attractive about that.But before declaring the SaaS industry dead, we need to distinguish between development cost and lifecycle cost.----------**Real Estate Espresso Podcast:** Spotify: [The Real Estate Espresso Podcast](https://open.spotify.com/show/3GvtwRmTq4r3es8cbw8jW0?si=c75ea506a6694ef1)   iTunes: [The Real Estate Espresso Podcast](https://podcasts.apple.com/ca/podcast/the-real-estate-espresso-podcast/id1340482613)   Website: [www.victorjm.com](http://www.victorjm.com)   LinkedIn: [Victor Menasce](http://www.linkedin.com/in/vmenasce)   YouTube: [The Real Estate Espresso Podcast](http://www.youtube.com/@victorjmenasce6734)   Facebook: [www.facebook.com/realestateespresso](http://www.facebook.com/realestateespresso)   Email: [podcast@victorjm.com](mailto:podcast@victorjm.com)  **Y Street Capital:** Website: [www.ystreetcapital.com](http://www.ystreetcapital.com)   Facebook: [www.facebook.com/YStreetCapital](https://www.facebook.com/YStreetCapital)   Instagram: [@ystreetcapital](http://www.instagram.com/ystreetcapital)  

Chris Diroll of SMA Support explains why roofing contractors may not need more leads—they may need better follow-up, clearer processes and someone responsible for consistent implementation.Show Notes:Most roofing contractors believe more leads will solve their sales problems. But what if the real problem is that the leads they already paid for are slipping through the cracks?In this third installment of the Roofing Business Health Check series, Dave Sullivan is joined by Chris Diroll of SMA Support to discuss the missing implementation piece behind a healthy roofing business.Financial statements and CRM dashboards give you the lab work, but they only provide a snapshot. Before you can make an accurate diagnosis and decide what to fix, someone must keep the information accurate, maintain the CRM and make sure the processes are followed consistently.Chris shares how he once believed he needed more leads. Instead, he followed up with approximately 200 open estimates in only 22 minutes—and had two or three signed the following morning.In this episode, you'll learn:Why more leads may be the wrong prescriptionWhere opportunities leak out of the sales processWhy your CRM needs one clearly responsible ownerThe difference between hiring a VA and installing a managed processWhy recruiting, role fit, training and accountability matterHow missed calls and inconsistent follow-up waste marketing dollarsWhy accurate information must be maintained consistentlyHow back-office support can free the owner for higher-value workWhy job costing and accurate bookkeeping complete the Health CheckThe goal is not simply to add more software, employees or leads. It is to diagnose the real constraint, assign ownership and consistently implement the right process.RESOURCESRoofing Business Health Check:https://theroofercoach.com/health-check/Learn more about SMA Support:https://theroofercoach.com/smasupportLearn more about ProLine:https://theroofercoach.com/prolineEpisode 490 — Financial Health:https://theroofercoach.com/490Episode 491 — Sales Health with John DeLaurier:https://theroofercoach.com/491Schedule a call with Dave:https://davesullivan.as.me/consulting-call Keep an eye out for the upcoming live Roofing Business Health Check webinar with Dave Sullivan, Chris Diroll and John DeLaurier.

In this episode, David and Mitch talk truth. There will always be problems in your business. Be as prepared as you can be. Can you be prepared for them all, of course not. When one comes up that you were blind sided by, face it, fix it, and move on. TW Job Calculator APPS Not ready for a full blown CRM but need to invoice from your phone? This is the APP! https://play.google.com/store/apps/details?id=com.tradewinsconsulting.jobcalculator https://apps.apple.com/us/app/trade-wins-job-calculator/id6744992264?platform=iphone If you have questions you'd like us to answer, please feel free to email them to askmitch@mitchsmedley.com Thanks for listening and thanks for sharing! Enjoy the show! If you'd like more insight from Mitch and David, you need to check out Trade Wins. Trade Wins can help you start your business or take your newer business and get it to a very healthy level. For more information about Trade Wins, check out https://www.tradewinsconsulting.com/ FieldPulse is the Official Field Service Management Software of The Void Podcast. Their software is ideal for you and your business. For more information about how FieldPulse can benefit you, check them out here: FieldPulse Summer Promotion: Until the end of August, 20% of the base price for a year and 50% off of Premium Support for a year. https://landing.fieldpulse.com/thevoid-tradewins Empower Payments: Need a better credit card processor? These guys are it http://empowerpayments.com/TheVoid Contact us: askmitch@mitchsmedley.com David Hilton mitch@tradewinsconsulting.com Jeremy Senior Go Fund Me: https://www.gofundme.com/f/help-jeremy-get-urgent-medical-care?cp_src=m

Malcolm and Mike tackle the latest headlines shaking up the freight and logistics world. From dark realities at the border to major infrastructure debate and college sports sponsorship firsts, the duo breaks down the industry's biggest news before diving into deep-dive interviews with tech and compliance leaders. Nick Dorman, Founder & CEO of Alvys, breaks down "Foundry"—their AI agent layer built natively into an order-to-cash CRM. Nick explains how hybrid architecture, in-house EDI, and guardrailed AI agents streamline complex workflows for frontline logistics operators. Joe Hurst, Co-Founder and President of Veroot Compliance, unpacks how recent White House executive orders are making C-TPAT validation essential for foreign importers of record and customs brokers ⁠Watch on YouTube⁠ ⁠Visit our sponsor - GNOSIS FREIGHT⁠ ⁠Subscribe to the WTT newsletter⁠ ⁠Apple Podcasts⁠ ⁠Spotify⁠ ⁠More FreightWaves Podcasts⁠ #WHATTHETRUCK #FreightNews #supplychain Learn more about your ad choices. Visit megaphone.fm/adchoices

Have you ever been trying so hard to make something happen that you end up feeling even more disconnected from it? In this episode, I share what I've been learning about manifestation, confidence, and getting back to a place of neutrality after a really challenging season in business. I talk about why forcing yourself to feel abundant can sometimes create more pressure, the questions that helped me take personal responsibility for what wasn't working, and how getting neutral can help you reconnect with what's already available to you. Get ready to release the pressure, trust yourself again, and start creating from a more aligned place. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS The questions that helped me see why certain things weren't working. Why alignment matters when you're trying to show up and be visible. How nervous system regulation can support creativity, clarity, and possibility. Why breathwork, prayer, and slowing down can help you move out of scarcity. Why you don't have to force the outcome to move toward what you want. RESOURCES Learn more about Loop at loriharder.com/loop Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci

When does a cash-based pelvic health practice actually need a fancy CRM?For most of us? Never.And yes—we've made this mistake ourselves.

Are you in a season where your routines keep changing, your plans aren't going the way you expected, or you're struggling to stay consistent? In this episode, Stephanie Gambetta and I talk about how to keep moving forward without falling into the all-or-nothing mindset. We share ways to stay consistent when life gets chaotic, how to protect your time and energy, how to handle those days when you don't feel your best in your body, and why you're never too old to pivot and create something new. Get ready to rethink what consistency really looks like and give yourself permission to pivot when life calls for something different. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS 00:00 The mindset that keeps you moving forward on bad days. 03:45 What stepping away from social media can give you back. 07:45 What should you do when your routine doesn't look the way you planned? 12:15 What women are struggling with when they come to coaching. 13:45 How to simplify your health goals when there's too much information online. 16:00 What sustainable progress looks like over time. 20:00 Why it's not shallow to want to look and feel your best. 24:30 How to find a coach who genuinely cares about helping you. 29:30 What can you do when you feel run down and need to support your body? 31:30 What consistency looks like when you can't give 100%. 36:45 Can you really reinvent yourself in your 40s and 50s? 39:00 How to decide what deserves a place in your schedule. 44:45 What to do when you're having a bad body-image day. 50:45 The sleep product Stephanie is currently obsessed with. 52:00 The supplement timing mistake that disrupted Stephanie's sleep. RESOURCES Get 20% off Stephanie's coaching course as an Earn Your Happy listener. Learn more about Loop at loriharder.com/loop Text LOOP to 310-496-8363 to learn more about peptides, connect with a coach, ask questions, and receive a special discount on your first order. Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow The Loop Way: @loop.way

In this episode, I sit down with Callan Faulkner, founder of The Uncommon Business and the world's leading voice on AI education for entrepreneurs, for a jaw-dropping conversation about how AI is completely reshaping the way we build, scale, and lead our businesses. Callan is scaling to $40-50 million in revenue this year with just 40 humans and over 150 AI employees, and she's here to show us that AI isn't just for tech founders or seven-figure businesses. It's for stay-at-home moms, coaches, plumbers, steel manufacturers, and every woman in between who is ready to stop drowning in manual work and start actually building the business she was meant to build. We break down the exact difference between using AI and building systems with AI, what an "AI employee" actually is (spoiler: it starts with a Claude skill), and how to identify the low-hanging fruit in your business right now. Callan walks us through real examples—from an AI employee that manages school emails and meal plans to Instacart, to the ones that write podcast pitches, run recruiting, and draft content in your voice. We tackle the biggest objections, including "will this replace my human assistant?", "isn't AI going to steal my creativity?", and "what about my data?" If you've ever felt stuck in the weeds of your business, this is your invitation to see what's actually possible—and it all starts with her AI Employee Bootcamp this fall. Liked this episode? Make sure to subscribe to our podcast and leave a review with your takeaways, this helps us create the exact content you want!  KEY POINTS:  00:00 Welcome to Woman of Influence 00:49 Meet Callan 02:21 Why AI Matters Now 03:26 Influence and AI Co-Creation 06:33 From Prompts to Systems 07:29 AI Employee Examples 10:50 Do You Need Seven Figures 11:58 Life Automation Meal Planning 13:36 Boot Camp Behind the Scenes 15:12 What Is an AI Employee 17:22 Skills Connectors Scheduling 20:41 Creativity and Privacy Concerns 21:52 Human Touch vs AI 22:22 Authenticity Over Volume 23:11 Privacy and Data Reality 23:33 Ethics Anthropic vs OpenAI 24:44 Will AI Replace Assistants 27:45 Elevating Humans to Strategy 30:09 Training AI to Your Voice 34:08 Better Editing Workflows 34:47 AI Employee Bootcamp Overview 38:40 VIP Hot Seat Coaching 41:25 Final Invite and Wrap QUOTABLES: “ Humans should be doing irreplaceable work, relationship building, using their intuition, gut checking.” - Callan Faulkner  “   I don't care if you are running an eight-figure coaching business, if you have an Etsy shop, or if you are about to go on maternity leave you need AI employees.” - Julie Solomon GUEST RESOURCES: [JOIN AUTOMATE TO ACCELERATE FALL 2026] Get behind-the-scenes access to how Callan runs her multi-million dollar company with AI employees and learn how to build your own. Save your seat here. Follow Callan on Instagram @callanfaulkner RESOURCES: [UNSCRIPTED RETREAT 2027] Where your voice, your message, and your identity become one. February 4–5, 2027 • Nashville, Tennessee APPLY HERE [THE REVENUE ACCELERATOR] Book a strategy call to explore whether The Revenue Accelerator is the right next step for your business and leadership. Apply and schedule your call today. [ORDER] my book or Audible, Get What You Want: How to Go From Unseen to Unstoppable so you can leverage the power of your own influence. Follow Julie on Instagram! MUST HAVES THIS MONTH: [EASIER BUSINESS, ONE PLATFORM] This tool makes it simple to manage your online store. With everything from inventory management to marketing automation all in one place, you'll save time and grow faster. Try it here. [QUALITY WITHOUT THE MARKUP] From linen to denim, Quince delivers premium essentials you'll wear on repeat without the usual markup. Explore here: quince.com/JULIE  for free shipping on your order and 365-day returns. Now available in Canada, too. [MARKETING THAT WORKS WHILE YOU DO] Spend less time managing your marketing and more time growing your business. Brevo's automations, CRM, and AI assistant help you connect with customers, personalize your messaging, and streamline your workflow—all from one dashboard. Learn more at https://www.brevo.com/woman.

The federal government will spend about a trillion dollars on interest this year, roughly what it spends on national defense, and every rate increase makes that number larger. We will explain why the government's own borrowing costs now shape monetary policy, what that means for long-dated bonds, and why central banks around the world are buying gold at the fastest pace in years.Today's Stocks & Topics: Credo Technology Group Holding Ltd (CRDO), Market Wrap, Valero Energy Corporation (VLO), Marathon Petroleum Corporation (MPC), Phillips 66 (PSX), Car Makers and Motor Oil, The Trillion-dollar Interest Bill Nobody Votes On, Avantis International Equity ETF (AVDE), Short Selling vs Put Options, Chevron Corporation (CVX), Salesforce, Inc. (CRM), ServiceNow, Inc. (NOW).Our Sponsors:* Check out Anthropic and use my code Claude.ai/invest for a great deal: https://www.anthropic.com* Check out Quince and use my code quince.com/INVEST for a great deal: https://www.quince.comAdvertising Inquiries: https://redcircle.com/brands

What happens when legendary venture capital investors and pioneering media entrepreneurs replace traditional studio infrastructure with AI digital twins? In this throwback episode of our Edge of AI Podcast, host Ron Levy sits down with Tim Draper and Mark Scarpa.Mark breaks down how Defiance.TV operates as the first AI-powered television network, utilizing digital twins, automated script writing, AI fact-checking, and decentralized IPFS blockchain distribution to maintain journalistic integrity across 160 million households. Tim shares how his own AI doppelganger on Draper TV broadcasts daily news updates on several hundred portfolio companies in up to 22 native languages, surprisingly serving as his own daily intelligence briefing.Discover Tim Draper's vision for decentralized governance using AI to streamline bloated government bureaucracies, aligning performance incentives with GDP growth, and why Bitcoin and blockchain ledgers will eliminate modern accounting and auditing friction.Support us through our Sponsors! ☕ Want to make content like ours? Sign up with Castmagic to make your creative process easy: https://bit.ly/CastmagicReferral Work smarter, grow faster. Automate your SEO, get AI insights, and manage all your clients in one place with Helm. Start today 50% off your first month at helmseo.comDouble your team's efficiency with COCO. Hire dedicated AI employees for copywriting, research, and CRM. Use code REF-W8CBVH for an exclusive 5% off your first order: https://coco.xyz/dashboard/hire/plan?ref=REF-W8CBVH Do you want to grow a business? Go from an idea to livebusiness in minutes. Use our Referral code: edgeof to 50% off your first month at https://www.willo.ai/When you purchase through these links, we may earn a commission. ____

Do you find yourself having the same arguments over and over with your partner, family member, friend, or business partner? In this episode, Chris and I share the rules of engagement that have helped us communicate better, resolve conflict faster, and remember we're on the same team during disagreements. We talk about the mindset shifts and tools that can help you move through conflict with less defensiveness, more understanding, and greater empathy. Tune in to learn how to handle conflict in a way that builds more trust, deeper connection, and healthier relationships. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS The "1 to 10" scale that helps end unnecessary arguments. Why taking a pause can completely change the outcome of a conflict. How the "same team" mindset strengthens every relationship. The question that helps you understand instead of criticize. Why ownership statements are more effective than blame. The 5-minute listening exercise that helps both people feel heard. RESOURCES Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow Chris: @chriswharder Follow glōci: @getgloci

Are you doing everything in your business but still wondering why you never have enough time? In this episode, Danielle and Kyle Roach break down how getting more specific about your ideal customer, messaging, and marketing makes growing your business much easier. They share how AI can help local businesses create better content, improve SEO, optimize ads, and build a marketing system that works together. We also talk about building a business with your partner, creating a shared vision, and navigating the different seasons of family and entrepreneurship together. Tune in to learn how to grow your business without letting it take over your life. Check out our Sponsors: Shopify - Try the ecommerce platform I trust for Glōci. Sign up for your $1/month trial period at http://Shopify.com/happy. Monarch Money -  Get your first year of Monarch Core for half off at http://Monarch.com with code EYH. Northwest Registered Agent - Visit http://northwestregisteredagent.com/EarnFree and start using free resources to build something amazing. Fabric - Join the thousands of parents who trust Fabric to help protect their family. Apply today in just minutes at http://meetfabric.com/earn. Indeed - Indeed is giving Earn Your Happy listeners a $75 SPONSORED JOB CREDIT to help get your job the premium status it deserves. Just go to http://Indeed.com/podcast right now and support our show by saying you heard about Indeed on Earn Your Happy. Momentous - If you want to try Momentous Signature Spec Creatine, head to http://livemomentous.com and use code EARN for up to 35% off your entire first order. Brevo - Meet Brevo…the all-in-one marketing and CRM platform built to help you connect with customers, boost engagement, and grow your business smarter. Get started for free today—or use code HAPPY50 to save 50% on Starter and Standard Plans for the first three months of an annual subscription. Just head to http://www.brevo.com/happy HIGHLIGHTS 00:00 Unclear marketing makes growing your business harder than it needs to be. 03:45 How dividing responsibilities helps reduce decision fatigue. 09:00 What communication rituals keep you aligned through different seasons? 14:30 How to make your differences work for you in business and marriage. 22:00 The “capacity lie” that keeps successful business owners stuck. 26:30 How systems and delegation can help you escape business burnout. 29:00 The 3 marketing channels local businesses need to build. 34:30 The Fab 5 framework for finding your ideal client. 40:30 How AI can create and optimize your marketing content. 44:00 What does it actually take to turn your marketing into consistent clients? 48:00 What can you build in 30 to 90 days with an AI-powered marketing system? 52:45 Why brick-and-mortar businesses have a huge opportunity with AI. 59:15 How to create a consistent marketing engine in less than an hour a week. RESOURCES DM “AI MACHINE” to @theexpandedcollective to learn more about Danielle and Kyle's marketing AI system. Apply for the Elite Entrepreneur Mastermind HERE! Get on the waitlist for Mentor Collective Mastermind HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Danielle: @dr.danielleroach Follow The Expanded Collective: @theexpandedcollective