Podcasts about ICP

Curators Marina Chao & Adam Ryan (CPW) join PhotoWork with Sasha Wolf to discuss the inaugural Upstate Photography Biennial and the curatorial process behind this major contemporary photography exhibition. Chao, Ryan, and Wolf explore how CPW develops exhibitions with both the local community and broader audience in mind, building meaningful public engagement, and what artists can do to establish and sustain relationships with photography and arts organizations. https://cpw.org Marina Chao has previously held curatorial positions at the International Center of Photography and the Museum of Modern Art in New York. As assistant curator at ICP she organized the exhibition Multiply, Identify, Her (2018) and contributed to the publication Public, Private, Secret: On Photography and the Configuration of Self (Aperture and ICP, 2018). She was awarded a 2019 Curatorial Research Fellowship from the Andy Warhol Foundation for the Visual Arts for a project exploring the intersections of image, language, and technology. Adam Ryan is a photography specialist and curator based in Poughkeepsie, New York. He gained experience working at the San Francisco Museum of Modern Art, where he focused on the museum's permanent collection of photographs, while also managing its Collection Study Center. He collaborated on multiple exhibitions such as Japanese Photography from Post War to Now, Selections from the Sack Photographic Trust, and Nothing Stable Under Heaven. Before that, he worked in the Photography Department of the Carnegie Museum of Art in Pittsburgh, Pennsylvania, where his primary focus was a major retrospective on the work of renowned artist Duane Michals – Storyteller: The Photographs of Duane Michals. As a student, he learned photography at the Rochester Institute of Technology and continued into graduate school at Toronto Metropolitan University in Toronto, Canada. https://www.adamgilesryan.com

SEO verändert sich grundlegend. Rankings und Keywords allein reichen nicht mehr aus. Mit AI Search, Google AI Overviews und LLMs rücken Customer Journey, Positionierung und Business-Verständnis in den Mittelpunkt.Gemeinsam mit Ann-Kathrin Reitmeyer sprechen wir darüber, warum moderne SEOs heute nicht mehr nur Suchmaschinen verstehen müssen, sondern auch Produkte, Zielgruppen und Unternehmensstrategie.Wir diskutieren, warum das Ideal Customer Profile (ICP) wichtiger wird als Suchvolumen, weshalb viele Unternehmen ihre eigenen USPs nicht klar kommunizieren und wie LLMs Marken heute als Spiegel ihrer Außenwahrnehmung dienen.Außerdem sprechen wir über Customer Journey Audits, Messaging-Analysen, den Einsatz von AI zur Identifikation von Content-Lücken sowie darüber, welche KPIs in einer Welt mit sinkenden Klickzahlen wirklich noch relevant sind.Eine Folge für alle, die SEO nicht mehr als Traffic-Kanal, sondern als strategische Disziplin verstehen wollen.

JCW Champion, Caleb Konley joins the show to discuss JCW's Bloodmania at the ICP's Gathering of the Juggalos, his custom JCW Championship belt, and so much more. (01:00) Welcome Caleb Konley to the show(03:03) The Responsibility of being the champ!(04:39) Growing up a wrestling fan(10:33) Working with Insane Clown Posse(15:14) Breaking through the glass moment in wrestling(16:33) Advice on how to stay ahead of changing trends(21:11) Where to find JCW Lunacy every Thursday 7:00 pm et on YouTube(24:23) JCW Bloodymania at ICP's Gathering of the Juggalos August 19th & 20th(27:52) Working with Vince Russo at JCWGet your tickets for Bloodlymania https://juggalogathering.com/ https://www.opus.pro/?via=brianhwaters Save 10% off your purchase on Vertical Athletics by using the code BRIANHWATERS https://verticalathletics.com/discount/BRIANHWATERS?ref=brianhwaters24

Podcast de ventas B2B y prospección moderna En este episodio de Yo también vendo a empresas hablamos con Clara Sousa, Global BDR Manager en Odilo, sobre lo que significa gestionar con éxito equipos internacionales de SDRs. Partimos de una realidad incómoda: el trabajo de un SDR es uno de los más duros de la organización comercial, sometido a presión constante, muchas negativas y métricas en tiempo real. Cuando además tienes que coordinar personas en distintos países, idiomas y culturas comerciales, la complejidad se dispara. Clara nos cuenta cómo ha evolucionado desde SDR hasta liderar un equipo global y cómo ha aprendido que el rol de SDR Manager va mucho más allá de “mirar KPIs”. Hablamos de selección, onboarding, formación, acompañamiento, motivación y de ese equilibrio entre operaciones, enablement y recursos humanos que requiere este tipo de liderazgo. A lo largo de la conversación vemos: - Cómo definir la estrategia y el go-to-market para equipos internacionales de SDRs, adaptando ICP, señales de intención y priorización por mercado. - Qué canales funcionan mejor según la geografía (teléfono, LinkedIn, email, WhatsApp) y cómo equilibrar cadencias y mensajes. - El impacto de la cultura en la prospección: Europa vs Latinoamérica, países más “fríos” frente a mercados donde la conversación es muy abierta pero aumenta el riesgo de no-shows. - Cómo trabajar el miedo al teléfono, la resiliencia y la gestión emocional de un rol donde se reciben decenas de “no” cada semana. - Qué hacer cuando un SDR no llega a objetivos: diagnóstico, ajuste de canales, revisión de mercado y responsabilidad del manager. - Qué buscar al contratar SDRs: resiliencia, simpatía natural, curiosidad y capacidad de comunicar, más allá de la edad o el salario. Si lideras equipos de SDRs, quieres escalar prospección en varios mercados o estás pensando en dar el salto de SDR a manager, este episodio te ayuda a entender qué pide de verdad el rol y cómo construir un equipo que genere pipeline de forma consistente sin quemarse por el camino. ..................................................................................................................... Y si quieres mejorar tu Maquinaría de Ventas Outbound o formar a tus equipos en #modernprospecting Pues lo tienes fácil: 699 45 85 82 Más en https://outbounders.es/

In this episode, Kevin and George break down their entire Five BE's framework for B2B marketing and demand generation, recorded live in studio. It's the system we came up with over 200 episodes ago, and we put it through the test of time to see what still holds up.We cover:→ The 95/5 rule and why talking to the 95% out of market matters as much as the 5% ready to buy→ Be Ready: deeply understanding your dream customers and documenting your ICP, not just your TAM→ Be Helpful: building trust with helpful content that makes you the obvious choice when buyers are in market→ Be Seen: deliberate distribution across one to many, one to few and 1 to 1 channels→ Be Better and Be the Best: optimising your processes, revenue alignment and building a flywheelIf you are a B2B marketer or founder on a small, lean team who's tired of random acts of marketing and wants one practical framework to run demand gen without getting lost in the weeds.Tune in and learn:→ Why 95% of your market isn't ready to buy today, and how to influence them before they are→ How to niche down on your ICP and turn customer interviews into messaging and content→ Why the person delivering the message is now just as important as the message itself→ How to pick the right channels based on where your buyers actually hang out and who they trust→ How Revenue Alignment Architecture breaks down the silos between sales, marketing and CS-----------------------------------------------------

I sat down with one of our clients — a podcast agency owner stuck at £6K/month — and built the exact roadmap to scale her to £30K/month without working more hours.We cover the real reason done-for-you agencies hit a ceiling, how to build a hiring engine that never stops, why retainer + rev share changes everything, and the reoffer strategy that closes leads everyone else gives up on.If you run an agency, coaching business, or any service business, this is the playbook.⏱ TIMESTAMPS0:00 – The £6K → £30K goal2:40 – Acquisition vs delivery: the only two things that matter5:50 – Building a hiring engine (the JP Morgan lesson)10:10 – Ramping new hires (why you must hire 45 days early)11:57 – Maker vs manager: who to promote (and who not to)15:40 – Retainer + rev share: the model that breaks linear growth23:34 – Done-for-you vs done-with-you offers30:50 – How to qualify consulting clients32:45 – The referral outbound system (25% + 5% in perpetuity)36:38 – The reoffer strategy (proximity, speed, duration, price)41:50 – Opening up your ICP beyond referrals44:20 – Market to the root cause, not the symptom48:30 – The problem awareness loop53:40 – Gap selling: current state vs future state59:10 – Final principlesSupport the show

AI for sales is everywhere right now, but most of it is noise. This episode is about what actually works: AI sales coaching that lives inside a rep's daily workflow instead of sitting unused in a Google Drive.After 18 months of building, Dave, Luigi and Regan officially launch CoachPilot on this episode of Revenue Leaders. It's the AI coaching layer that sits on top of your CRM and coaches every rep on every deal, live.The three of them have spent decades in sales, built hundreds of playbooks, and onboarded over 200 SDRs for companies like Stripe. They kept hitting the same wall: even the best playbook fails because it never lives in the rep's daily workflow. CoachPilot is their answer.What you'll learn:→ Why the number one problem in every sales org is adherence to the sales process, not talent→ The playbook problem: why even great playbooks end up sitting unused→ What a day in the life with CoachPilot looks like: morning briefings, live call coaching, post-call CRM updates→ The live coaching sidebar that prompts you on objections, pacing, and talk ratio mid-call→ Why they built their own call recorder instead of integrating with existing tools→ The four IP layers: forecast score, coaching score, deal score, and methodology score→ Gartner's 2.8x revenue stat: why action-based AI paired with humans beats AI alone→ Why AI can't replace sellers in complex, multi-stakeholder deals→ The 50% unapproved AI usage problem inside sales teams and why governance matters→ Who CoachPilot is NOT for: the honest ICP conversation most founders avoidWhether you're a founder, sales leader, or rep, this is a rare inside look at why three sales veterans killed their own consulting business model to build a product.⭐ Learn more about CoachPilot: https://coachpilot.comFollow us:https://www.instagram.com/davidfastuca/https://www.linkedin.com/in/luigiprestinenzi/https://www.linkedin.com/in/reganbarker/https://www.linkedin.com/in/davidfastuca/

In this exciting episode:0:00 - Introduction and music news15:40 - Let's talk about DOC GRUESOME! - as suggested by our Patreon member, Veronica!  You can check out her Doc Gruesome playlist (the one we listened to for this episode) right HERE!50:32 - Fun Time Book Club Update + Mike's Wedding Talk + More (Leeeegion)!1:08:27 - Show closing + Patron shoutouts!If you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.If you want EVEN MORE underground goodness, check out Robbie's underground rap and horrorcore focused news show on YouTube, DO IT FOR THE UNDERGROUND (DIFTUG) HEREbtw, FUCK Axl Rose, what a dipshit.Send us Fan Mail

This episode was too good to leave in the archive! As part of our Summer Replay Series, we're revisiting my conversation with consultant, SaaS founder, and self-described AI fanatic Andrew Ansley — and honestly, his advice is even more relevant today.Andrew breaks down exactly how he uses ChatGPT and Claude to run multiple businesses, why "clouding up the context window" is killing your AI outputs, and how to train an AI assistant on your business in 30 minutes or less. Then we go deep on SEO: what actually changed after 2022, how Google understands content through entities and embeddings, and what it really takes to build topical authority today.Whether you're an SEO, a small business owner, or just AI-curious, this replay is packed with practical workflows you can put to work this week.What You'll LearnWhy you should delete the messy middle of your AI conversations (and keep only the first prompt + final output)How to set up AI "projects" for each client or task — with business info, SOPs, examples, and your unique perspectiveThe 4 pieces Andrew uploads to train an AI on any workflow in about 30 minutesWhy you must define abstract concepts (like "write an email" or "SEO strategy") instead of letting AI decide what they meanDefinition + example + template: the simple prompt formula that upgrades your outputsClaude vs. ChatGPT: where each tool shines (projects, styles, voice transcription, and more)How SEO changed after 2022: entities, semantics, and user metricsWhat topical authority actually means — going deeper, faster, or wider with your content clustersWhy the real ranking signal is whether searchers end their journey on YOUR siteThe "Could ChatGPT give them this?" test for creating content that still winsEpisode Highlights & Timestamps(00:00) Welcome + meet Andrew Ansley(01:00) Consultant, SaaS founder, community leader: how Andrew wears all the hats(02:00) Why Andrew (and Crystal!) are learning Python(03:30) Inside Andrew's Skool community: automate marketing with AI + n8n(05:30) The one-person, AI-powered business (could you scale to $10M solo?)(07:30) Don't cloud the context window: Andrew's clean-conversation trick(09:45) Building SOPs with AI in an hour instead of a week(10:30) ChatGPT Pro vs. Claude: Andrew's honest comparison(11:00) How to set up an AI project: business info, ICP, SOPs, examples & styles(16:00) The power of templates (stop reinventing the wheel!)(21:30) Screen share: how Andrew organizes projects, prompts & custom styles(28:00) From aspiring pastor to bartender to SEO: Andrew's origin story(36:00) AI as the ultimate learning tool for curious kids (and adults)(45:00) How SEO changed: keyword matching → RankBrain, BERT & semantic search(48:30) User metrics, mobile-first indexing, and ending the search journey(51:30) Topical authority explained: embeddings, content clusters & internal links(54:00) Why sites dip after agencies leave (core algorithm updates + historical metrics)(56:00) The "Could ChatGPT give them this?" content test(56:45) Where to connect with AndrewQuotable Moment"You cannot let the AI decide what abstract concepts mean. You have to define it — and if you give it an example, that's even better." — Andrew AnsleyConnect with Andrew AnsleySkool Community (AI Marketeers)YouTubeAndrew's article on Search Engine LandMentioned in This EpisodeContent Sprout (Andrew's SaaS)n8n (open-source automation alternative to Zapier)GoHighLevelKoray Tuğberk Gübür (topical authority & entity SEO)Bill Slawski (SEO research pioneer)Alex Hormozi & Sam Ovens (Skool)Connect with CrystalWebsiteLinkedInText me your questions or comments!Hey, Shopify store owners! (Especially if you're selling on Etsy, too!)Here's a quick question: Are people actually finding your products on Google?If SEO feels confusing, overwhelming, or like something you'll "get to later", this is for you.I'm hosting a free, seven day Shopify SEO challenge that breaks it down into simple, doable steps.No tech headaches, no fluff. Join us at  Hey, Shopify store owners! (Especially if you're selling on Etsy, too!)Here's a quick question: Are people actually finding your products on Google?If SEO feels confusing, overwhelming, or like something you'll "get to later", this is for you.I'm hosting a free, seven day Shopify SEO challenge that breaks it down into simple, doable steps.No tech headaches, no fluff. Join us atSupport the showFree checklist: Is your Shopify store quietly losing sales? Run the 5-minute self-check →Book a Shopify Store Strategy Call With Crystal!Want to follow up on what you've heard? Search the podcast!AFFILIATE LINKS:Start your Shopify Store!Get SurferSEO!Metricool (to be everywhere online, you NEED a social media scheduler!)Grid and PixelNote: If you make a purchase using some of my links, I make a little money. But I only ever share products, people, & offers I trust & use myself!

איך נראית הקמת סטארטאפ בתוך חברה גדולה, ואיך מנווטים את הצעדים הראשונים בעידן ה-AI? הפרק השבוע פותח את סדרת הפרקים החדשה שלנו, שבה נלווה מקרוב את ההקמה והפעילות של Agent Talent, פרוייקט ששואף לפצח שוק חדש של מרקט-פלייס שמחבר בין חברות שמעוניינות לשכור אייג׳נטים כעובדים מצד אחד, לבילדרים שבונים אייג׳נטים מהצד השני. לאורך הסדרה נביא את הסיפור מאחורי בניית הפרוייקט, האתגרים, הטעויות, ההצלחות והניסיונות שמתרחשים בזמן אמת. הצטרפו אלינו למסע של המוצר הזה, ושל הצוות שמקים אותו - לאן הם יתקדמו אנחנו נגלה ביחד תוך כדי תנועה. בפרק הראשון, גל ברוך ונדב שלזינגר, צוות הפאונדרים של אייג׳נט טאלנט, חוזרים לנקודת הזינוק ומספרים על השינוי המחשבתי שעברו - מהשלב שבו הם פעלו הם חשבו שהם רק ״בורג״ במוצר, ועד לנקודה שבה לקחו עליו בעלות מלאה. הם משתפים בהלם של תחילת הדרך כשהבינו שגיוס בילדרים לפלטפורמה הוא החלק הקל, בעוד שהבאת חברות ולקוחות משלמים היא האתגר המרכזי, ומתארים את הכאוס האינהרנטי של ניהול תפקידים בתוך צוות רזה שפועל בקצב שיא. הפרק הוא הצצה לדינמיקה של פיצוח שוק ומוצר, החל מהרגע שבו נכנס הכסף הראשון לחשבון הבנק ושינה את רמת האמונה של הצוות בפרויקט, ועד להחלטה לזרוק לפח מתודולוגיות עבודה קלאסיות לטובת ריצה מהירה ותיקונים יומיים. בפרק הזה, וגם הפרקים הבאים, נדבר על תובנות מעשיות סביב בניית ICP משתנה, ניהול קשרי לקוחות בגישת High-Touch, עבודה בצוות שמורכב חלקו מעובדים אנושיים וחלקו מאייג׳נטים, הרבה תובנות על בניית GTM - ועוד ועוד ועוד. See omnystudio.com/listener for privacy information.

When AI can spit out infinite content for free, is yelling into the void actually a losing game? In this LIVE panel, Daniel sits down with two experienced Marketers with strong opinions about what to do. Debbie Millman is a designer, author, and educator who founded the world's first ever Master's program in Branding at SVA. She's also hosted the podcast Design Matters for 21 years and is a Harvard Fellow. Christina Bottis is a CMO with 20+ years in B2B Marketing who has built brand at pretty much every size and stage of company. In this episode, taped live, they get into what "breaking through" actually means, because it's not volume. It's A+ content, real consistency, and a strategy that makes you behave differently from your competitors (not just a fancier plan). Debbie also talks about brand as "manufactured meaning" and why our reptilian brains are wired to hate every rebrand on sight. Plus the big 1: when everyone can generate everything, what's the new scarce resource? The panel makes the case for taste, ingenuity, and originality, and why the Marketer who keeps building real fundamentals (instead of outsourcing them all to AI) becomes the most valuable person in the room. Also in this episode is a script for how to defend the value of brand - from showing short AND long-term wins, to moving fast without skipping your ICP foundations, and why your audience wants to hear from the real people behind the brand, not the brand itself. If you're a Marketer who wants to learn how to build a brand that cuts through in the AI era, this is the episode for YOU. Follow Debbie: https://www.linkedin.com/in/deborahmillman/ Follow Christina: https://www.linkedin.com/in/christinabottis/ Follow Daniel: YouTube: ⁠https://www.youtube.com/@themarketingmillennials/featured⁠ Twitter: ⁠https://www.twitter.com/Dmurr68⁠ LinkedIn: ⁠https://www.linkedin.com/in/daniel-murray-marketing⁠ Sign up for The Marketing Millennials newsletter: ⁠www.workweek.com/brand/the-marketing-millennials⁠ Daniel is a Workweek friend, working to produce amazing podcasts. To find out more, visit: ⁠www.workweek.com

Your ICP might be the most expensive document you never use. If your ideal customer profile lives in a spreadsheet that nobody reads, you end up with scattered messaging, generic AI content, and a team that can't agree on who you're really for. We're fixing that by focusing on one decision that creates momentum fast: choosing your one clear customer, the customer who's happiest, refers you, values your strongest offer, and moves the needle for the business.We walk through why the “please everyone” approach quietly breaks marketing and sales alignment, then show how clarity becomes a force multiplier across campaigns, landing pages, emails, and sales outreach. We also address the real reason so many teams feel disappointed with AI marketing tools: when the inputs are vague, the outputs are generic. NotebookLM becomes powerful when you treat it like a memory system for your best customer evidence, not a magic button.You'll learn a practical workflow for building a customer vision board and ICP assets using real source material: reviews, testimonials, referrals, sales call transcripts, service conversations, and customer interviews. Then we show how to generate an ideal customer description, turn it into an infographic, and even produce a simple slideshow that maps the onboarding journey so delivery matches the promise.If you want sharper positioning, better lead quality, and a team that rows in the same direction, hit play. Subscribe, share this with a teammate, and leave a review with the one customer you're ready to focus on.Send us Fan MailSupport the show

Most outbound motions are built the same way: build a big list, blast everyone, hope something converts. It doesn't work anymore — and Regan and Luigibreak down exactly why.In this episode, they unpack the modern outbound motion they're building at CoachPilot — how they monitor 2,200 companies in real time, narrow their active prospect list down to 292 trigger-based targets, and why a cold call with no meeting booked is never actually a failed attempt.This is one of the most tactical episodes Revenue Leaders has recorded — no frameworks, no theory, just the exact system they're running right now.What you'll learn:→ Why blasting your full ICP list is the fastest way to destroy your conversion rate→ How to use firmographic and technographic filters to find your top 50 in-market prospects→ The trigger-based prospecting system that monitors 2,200 companies and surfaces 292 active targets→ Why a failed cold call is still a win — and how to extract value from every touch→ The relationship funnel that runs parallel to your outbound motion and closes deals before the first call→ The human-nonhuman touch framework that builds trust invisibly over months→ Why AI-generated outreach is getting easier to spot — and the one tell that kills credibility instantly→ The manual step you should never automate no matter how good your tools get→ Why outbound will always be the dominant lead channel even in a world of inbound and events→ How to build a trigger waterfall specific to your industry and ICPIf you're an AE, BDR, or sales leader and your outbound isn't converting — this is the episode that changes how you prospect.

What if the single move almost no seller bothers to make is the one that multiplies your pipeline by eight? In this episode, Neal Goyal, a go-to-market leader who built 8x pipeline at Postpilot in just eight months, breaks down exactly how he did it using LinkedIn in a way that only one out of every hundred sellers actually does. Neal reveals why content is the last step in his three-part flywheel, not the first, and why showing up in your target ICP's comments before ever sending a message is the real foundation of trust. You'll also hear why the spray-and-pray outbound tactics that dominate most sales teams are actively eroding the trust you need to close deals, especially when thousands of software companies are all fighting for the attention of the same two thousand brands. If you want to understand how to compete for attention instead of just competing on features, Neal's approach will change how you think about pipeline building entirely.──────────────────────────────────────────────────────

You've done all the research, implemented every startup strategy you could find, but your product just isn't selling. Where do you start looking for the problem? And how do you identify and implement the solution?In this episode, Yaniv Bernstein sits down with Rob Snyder – serial founder, fellow at Harvard Innovation Labs, operating partner on the venture side, and now author of 'The Power of PULL' – to discuss why most founders have fundamentally misunderstood demand, and how to accurately pinpoint it. In this episode, you will:Understand why pain points and problems alone are not demand, and why customers can have them indefinitely without ever buying anythingLearn the PULL framework (Project, Unavoidable, List of options, Limitations): the four conditions that must all be present before a customer will rip a product out of your handsHear how startup Ruby went from 10 nodding sales calls with no closes to rapid growth, simply by identifying the specific moment when their ICP's project became truly unavoidableGet Rob's two-step pull-based sales script: how to get a prospect to monologue their own pull framework back at you, and how to pitch in a way that fits their world rather than your visionTimestamps00:00 Coming Up...00:51 On Today's Show: Rob Snyder on When Sales Works03:24 Why 'Demand' Is More Than Pain05:51 What Are Other Frameworks Missing?12:36 'Vitamins vs. Painkillers' 16:12 What is the PULL Framework?21:07 Case Study: Data Migration (Ruby)26:04 Case Study: Fundraising (Campground)29:11 Where Interviews Go Wrong35:19 Practice Exercise: Rob Sells Yaniv The Book40:14 Debrief: Why Listening Wins42:48 How to Spot Real Buying Signals43:58 Reverse Engineering Fast Deals47:58 Founder Mindset and Sanity50:54 Closing Thoughts: "Get Out Of The Building"Resources in this episodeThe Power of Pull by Rob Snyder: https://www.amazon.com/Power-Pull-Customer-Successful-Founders/dp/1541705955Rob's website: https://www.robsnyder.orgRob on LinkedIn: https://www.linkedin.com/in/rsnyder1Rob's Substack, 'The Physics of Startups': https://thephysicsofstartups.substack.comEric Ries's TSP episode: https://youtu.be/HQ7cP1lGyiM April Dunford's TSP episode: https://youtu.be/QC4cKxlW81sMark Roberge's TSP episode (also discusses product-market fit): https://youtu.be/j_UeeEn7p9o The PactHonor the Startup Podcast Pact! If you have listened to TSP and gotten value from it, please:Follow, rate, and review us in your listening appSecure your official TSP merchandise at https://shop.tsp.show/Follow us here on YouTube for full-video episodes: https://www.youtube.com/channel/UCNjm1MTdjysRRV07fSf0yGgGive us a public shout-out on LinkedIn or anywhere you have a social media followingKey linksThis episode of the Startup Podcast is sponsored by .tech domains. Forget weird prefixes and creative misspellings; the availability for .tech domains is simply way better than .com. For a clean and memorable name, go to https://⁠get.tech/tspThis episode of the Startup Podcast is sponsored by Vanta. Vanta helps businesses get and stay compliant by automating up to 90% of the work for the most in demand compliance frameworks. With over 200 integrations, you can easily monitor and secure the tools your business relies on. For a limited time offer of US$1,000 off, go to ⁠⁠⁠⁠https://⁠www.vanta.com/tsp⁠⁠⁠⁠⁠ The Startup Podcast website: https://www.tsp.show/episodes/Learn more about Chris and YanivWork 1:1 with Chris: http://chrissaad.com/advisory/Follow Chris on Linkedin: https://www.linkedin.com/in/chrissaad/Follow Yaniv on Linkedin: https://www.linkedin.com/in/ybernstein/Producer: Justin McArthur https://www.linkedin.com/in/justin-mcarthurAssistant Producer: Steph Hefferan https://www.linkedin.com/in/steph-heff/Intro Voice: Jeremiah Owyang https://web-strategist.com/

#367 | Dave sits down with Jess Cook, VP of Marketing at Vector, to talk about how she spent $12K on seven micro-influencers with zero UTM tracking and generated $1.1M in pipeline. Jess also breaks down why she started a brand podcast as an awareness play, how a B2C copywriting background at major CPG brands shaped the way she thinks about brand and standing out in B2B, and what it actually takes to make the jump from content leader to VP of Marketing.Timestamps(00:00) - - Intro (07:00) - - Why influencer marketing made sense as a first channel (12:15) - - Tracking pipeline without UTMs: using keyword alerts (13:06) - - The results: 45 demos, 80%+ ICP, $1.1M in pipeline (15:45) - - Why loose briefs outperform tightly controlled campaigns (20:23) - - How to scale an influencer program when you're a team of two (23:01) - - How to make your podcast an awareness magnet (31:49) - - How to know if your podcast is working when you can't track it (37:01) - - LinkedIn: 37K followers in 3 years and how the content strategy works (44:58) - - Why brand and mascots aren't optional anymore in B2B Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Webflow - A website platform built for the agentic web, helping modern marketing teams build fully custom sites—no developer needed—that perform in AI search. Learn more at webflow.com/for/exitfive.Markup AI - A content quality platform that scans your content against brand voice, preferred terms, messaging standards, and AI-search readiness before it goes live, right inside Google Docs. Learn more at markup.ai.Optimizely - A no-code AI platform where autonomous agents execute marketing work across webpages, email, SEO, and campaigns. Learn how to deploy agents on your marketing team at Agents in the Mix. Learn more at optimizely.com/exitfive. Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive, or check out the MCP server by clicking this link.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode of the Prolonged Field Care Podcast, Dennis sits down with Jeff to tackle one of the most time-sensitive and under-appreciated threats in tactical and austere medicine: anoxic brain injury. They break down exactly what it is, how fast it can progress from unnoticed hypoxia to devastating outcomes, and why the MARCH algorithm plus aggressive prevention of secondary injury are your most powerful tools when oxygen and resources are limited.Key Takeaways:Anoxic brain injury exists on a spectrum — brief drops in SpO2 can cause real damage, and recovery (when it happens) can take days, weeks, months, or even years of rehab.The landmark Arizona pre-post TBI study showed hypoxia and hypotension each increase mortality 2–3×; combined they increase it 5–6×. Updated analysis reveals harm begins at SpO2

Is your ICP actually an ICP… or is it just “women aged 25 to 45” in a trench coat?

One bold "yes" rerouted Ashley Segura's career from local journalism into digital marketing, eventually leading her to Search Lab after 15 years across agencies, in-house teams, and companies she built along the way.In this episode, we get practical about what actually makes marketing work, why the "one-stop shop" promise breaks agencies, how niching down improves delivery, and what real mentorship looks like beyond just inspiration. Ashley breaks down her tactical approach to ICP and persona development, using marketing audits and sales call transcripts to align stakeholders and prioritize revenue-driving channels. If you're thinking about leading a marketing team in 2026 or building a marketing department from scratch, you'll walk away with frameworks you can apply immediately.Episode Highlights:This episode tells the tale of how saying yes to an insurance agent's website request launched a 15-year career in digital marketing, and why fear is often a signal you're on the right path.Ashley shares the hard-knocks lessons from running four agencies: being a one-stop shop burns you out, and the narrower the focus, the better the results and the happier the clients.Ashley details the ICP development process she uses at SearchLab: pulling real customer language from call transcripts and letting the data replace gut-feeling arguments in stakeholder conversations.The conversation affirms that the best evergreen content serves multiple personas through an accessible, step-by-step structure, rather than trying to be everything to everyone.Ashley explains how to keep the ROI engine running while doing the invisible operational work that takes months but changes everything downstream.Episode Links: Ashley Segura on LinkedInSearchLab Digital Website Send us Fan MailFollow The Digital Marketing Mentor:Website and Blog: thedmmentor.comInstagram: @thedmmentorLinkedin: @thedmmentorYouTube: @thedmmentorInterested in Digital Marketing Services, Careers, or Courses? Check out more from the TDMM Family:Optidge.com - Full Service Digital Marketing Agency specializing in SEO, PPC, Paid Social, and Lead Generation efforts for established B2C and B2B businesses and organizations.ODEOacademy.com - Digital Marketing online education and course platform. ODEO gives you solid digital marketing knowledge to launch/boost your career or understand your business's digital marketing strategy.

Thanks to our Partners, Pico Technology, and AutelWatch Full Video EpisodeIn this episode of Diagnosing the Aftermarket A to Z, Matt Fanslow starts with a case study on a 2000 Ford Excursion with a 7.3L Power Stroke that came in with a severe lack of power. What began as a fuel delivery problem turned into a more interesting diagnostic puzzle involving a P1280 injection control pressure sensor code, an aftermarket ICP sensor, and a fault that appeared to happen not during cranking or running, but after key-off.The case becomes a practical example of why testing under actual operating conditions matters. Static tests can pass, scan data can look normal, and a meter may never show the event. In this case, the scope captured something the rest of the tools could easily miss.Matt then shifts into a listener question about artificial intelligence, especially large language models like ChatGPT, Gemini, Claude, Grok, and others. The concern is not simply whether AI is good or bad, but whether people, especially kids, may begin outsourcing too much thinking, writing, problem-solving, and confidence to these tools.The episode lands on a recurring theme: tools are not the problem by themselves. The question is how they are used, what skills may atrophy when they are overused, and whether individuals, families, businesses, industries, and society are willing to think more carefully and evidence-first about the long-term effects.Topics Covered2000 Ford Excursion 7.3L Power Stroke Case StudyMatt discusses a 7.3L Power Stroke with a major lack-of-power concern. The initial issue was tied to the low-pressure fuel supply side. A basic fuel pressure test had passed, but it had not been tested under the actual conditions where the symptom occurred.That led to a larger point: testing at idle, key-on, or during cranking is not the same as testing under load.The vehicle ultimately had damaged pickup screens and debris in the fuel tank. Cleaning the tank and replacing the failed components solved the fuel supply issue, but another problem remained.The P1280 ICP Sensor ProblemAfter the fuel supply repair, the truck began setting a P1280 code, related to the injection control pressure sensor circuit reading low.The strange part was that the voltage looked normal:Key-on engine-off voltage looked normal.Cranking voltage did not drop.Five-volt reference stayed stable.Sensor ground stayed stable.The signal looked fine while running.The meter never really caught the failure.The scope eventually revealed the important event: after key-off, the ICP signal voltage would sometimes dip nearly to zero. That appeared to be enough for the PCM to set the code on the next key cycle.Scope vs. Meter vs. Scan ToolThis case is a useful reminder that each tool has limits.A scan tool may not refresh fast enough or may stop collecting data after key-off. A meter may technically sample quickly, but the display may not show a short event clearly. The oscilloscope was the tool that made the failure visible.The point is not that one tool is always better. The point is knowing which tool fits the question being asked.Aftermarket Sensor BehaviorThe aftermarket ICP sensor appeared to produce a rebound effect after shutdown. Matt compares the behavior to something like inertial rebound, a concept familiar from certain pressure pulse sensors and piezo-style tools.The OE Motorcraft sensor did not reproduce the same behavior. Replacing the aftermarket sensor with the OE sensor corrected the issue.Main Diagnostic TakeawaysTesting has to match the failure condition. A fuel pressure test that passes at idle does not prove the fuel system can keep up under load.A sensor can create a failure outside the moment most people are watching. In this case, the important event seemed to occur after key-off.A scope can reveal details that a scan tool or meter may miss, especially when the event is brief, intermittent, or happens outside normal observation windows.Aftermarket parts can fail in ways that are not obvious or traditionally “failed.” The sensor was not simply dead. It behaved incorrectly under a specific condition.Listener Question: AI, Kids, and Skill AtrophyThe second half of the episode deals with a listener question about artificial intelligence and whether it may negatively affect people, especially kids.Matt narrows the discussion to what most people mean by AI in everyday conversation: large language models. These tools can write, summarize, explain, organize, and suggest. That makes them useful, but it also creates a risk.The concern is skill atrophy. When people lean too heavily on AI to write, think, summarize, diagnose, or explain, they may lose confidence or sharpness in those same areas.AI TakeawaysAI does not have to be viewed as the collapse of civilization, but it also should not be treated casually.The better question is not “Is AI good or bad?” It is: What happens when people outsource too much of their thinking to it?Matt argues for an evidence-based approach. Families, schools, businesses, industries, and society should be asking harder questions about long-term effects instead of simply letting the tools spread and hoping it all works out.Neuroplasticity matters here. Even if people become overdependent on AI, the brain can adapt again. Skills can be rebuilt. Confidence can be recovered. But that depends on whether people recognize the problem and choose to do something about it.Thanks to our Partner, Pico TechnologyAre you chasing elusive automotive problems? Pico Technology empowers you to see what's really happening. Their PicoScope oscilloscopes transform your diagnostic capabilities. Visit PicoAuto.comThanks to our Partner, AutelFrom drivability diagnostics and TPMS service to ADAS and advanced safety systems, Autel helps technicians follow OEM procedures and repair with confidence. Learn more at Autel.comContact InformationEmail Matt: mattfanslowpodcast@gmail.comDiagnosing the Aftermarket A - Z YouTube ChannelThe Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open Discussion. https://remarkableresults.biz/Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest. https://huntdemarest.captivate.fm/The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level. https://autorepairmarketing.captivate.fm/The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching. https://chriscotton.captivate.fm/Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size. https://craigoneill.captivate.fm/

Join us for a special episode hosted by Geoff Campbell who is standing in for Matt Bertram, we focus on the part of marketing most teams ignore: turning existing traffic into real phone calls, form fills, and sales. We break down a simple conversion framework, why dynamic website messaging works, and how to think about proof, positioning, and AI search as buyer behavior changes. • traffic times conversion rate equals customers as the core lens for SEO and CRO • treating an agency website as proof of competence and a trust signal • the “practice what you preach” mistake that costs agencies better clients • the reality of wearing every hat and why teams and cash flow matter • productizing a service into SaaS by solving our own lead generation problem • fixing the “blocked toilet” problem before buying more traffic • answering four questions fast: who you are, what you do, why choose you, how to contact you • using dynamic messaging by time, intent, and customer situation to lift conversions • adding specials, testimonials, video, and clear calls to action without clutter • building attribution with codes and tracking to learn what really drives leads • scaling SaaS with proof first, then outbound, ads, and partner channels • narrowing the ICP to high-traffic, lead-driven, high-value businesses • using design and presuasion to match the buyer you want • simplifying pages like a movie teaser so skimmers become readers • watching AI search emerge as a new visibility layer on top of SEO Guest Contact Information: Website: irwinhau.comLinkedIn: au.linkedin.com/in/irwinhauInstagram: instagram.com/haudoyoudoMore from EWR and Matthew:Leave us a review wherever you listen: Spotify, Apple Podcasts, or Amazon PodcastFree SEO Consultation: www.ewrdigital.com/discovery-callWith over 5 million downloads, The Best SEO Podcast has been the go-to show for digital marketers, business owners, and entrepreneurs wanting real-world strategies to grow online. Now, host Matthew Bertram — creator of the LLM Visibility Stack™, and Lead Strategist at EWR Digital — takes the conversation beyond traditional SEO into the AI era of discoverability. Each week, Matthew dives into the tactics, frameworks, and insights that matter most in a world where search engines, large language models, and answer engines are reshaping how people find, trust, and choose businesses. From SEO and AI-driven marketing to executive-level growth strategy, you'll hear expert interviews, deep-dive discussions, and actionable strategies to help you stay ahead of the curve. Find more episodes here: youtube.com/@BestSEOPodcastbestseopodcast.combestseopodcast.buzzsprout.comFollow us on:Facebook: @bestseopodcastInstagram: @thebestseopodcastTiktok: @bestseopodcastLinkedIn: @bestseopodcastConnect With Matthew Bertram: Website: www.matthewbertram.comInstagram: @matt_bertram_liveLinkedIn: @mattbertramlivePowered by: ewrdigital.comSupport the show

Join us for a special episode hosted by Geoff Campbell who is standing in for Matt Bertram, we focus on the part of marketing most teams ignore: turning existing traffic into real phone calls, form fills, and sales. We break down a simple conversion framework, why dynamic website messaging works, and how to think about proof, positioning, and AI search as buyer behavior changes. • traffic times conversion rate equals customers as the core lens for SEO and CRO • treating an agency website as proof of competence and a trust signal • the “practice what you preach” mistake that costs agencies better clients • the reality of wearing every hat and why teams and cash flow matter • productizing a service into SaaS by solving our own lead generation problem • fixing the “blocked toilet” problem before buying more traffic • answering four questions fast: who you are, what you do, why choose you, how to contact you • using dynamic messaging by time, intent, and customer situation to lift conversions • adding specials, testimonials, video, and clear calls to action without clutter • building attribution with codes and tracking to learn what really drives leads • scaling SaaS with proof first, then outbound, ads, and partner channels • narrowing the ICP to high-traffic, lead-driven, high-value businesses • using design and presuasion to match the buyer you want • simplifying pages like a movie teaser so skimmers become readers • watching AI search emerge as a new visibility layer on top of SEO Guest Contact Information: Website: irwinhau.comLinkedIn: au.linkedin.com/in/irwinhauInstagram: instagram.com/haudoyoudoMore from EWR and Matthew:Leave us a review wherever you listen: Spotify, Apple Podcasts, or Amazon PodcastFree SEO Consultation: www.ewrdigital.com/discovery-callWith over 5 million downloads, The Best SEO Podcast has been the go-to show for digital marketers, business owners, and entrepreneurs wanting real-world strategies to grow online. Now, host Matthew Bertram — creator of the LLM Visibility Stack™, and Lead Strategist at EWR Digital — takes the conversation beyond traditional SEO into the AI era of discoverability. Each week, Matthew dives into the tactics, frameworks, and insights that matter most in a world where search engines, large language models, and answer engines are reshaping how people find, trust, and choose businesses. From SEO and AI-driven marketing to executive-level growth strategy, you'll hear expert interviews, deep-dive discussions, and actionable strategies to help you stay ahead of the curve. Find more episodes here: youtube.com/@BestSEOPodcastbestseopodcast.combestseopodcast.buzzsprout.comFollow us on:Facebook: @bestseopodcastInstagram: @thebestseopodcastTiktok: @bestseopodcastLinkedIn: @bestseopodcastConnect With Matthew Bertram: Website: www.matthewbertram.comInstagram: @matt_bertram_liveLinkedIn: @mattbertramlivePowered by: ewrdigital.comSupport the show

270 | Nicolas Schell ist ein Pionier für GTM-Engineering - mit AI-Tools automatisiert er ganze Vertriebs-Teams.Mach das 1-minütige Quiz und finde eine Geschäftsidee, die zu dir passt: digitaleoptimisten.de/quiz.So erreichst du uns:Sprachnachricht senden: https://www.speakpipe.com/digitaleoptimistenEmail schreiben: alexander@digitaleoptimisten.deLearningsGo-to-market-Engineering: Vier SchritteDas Go-to-market-Engineering-Playbook besteht aus vier Schritten: ICP definieren, TAM mappen, Kontaktdaten der Entscheider finden und Cold Outreach planen. Nico erklärt diese Struktur explizit im Gespräch als Kernprozess des GTM-Engineerings. Die klare Abfolge macht GTM-operativ umsetzbar und messbar, statt vage zu bleiben.ICP und datengetriebene ZielgruppenDer ICP wird datengetrieben definiert, indem man das Problem des Kunden sichtbar macht und analysiert, in welcher Situation er es hat. Für die Longlist nutzt Scalantech Northdata, Google Maps Scraping (Epi-Fi) und Datenbanken wie AI Arc; dabei wird ein Pareto-Ansatz verwendet, um die 20% der Kunden zu finden, die 80% des Umsatzes ausmachen. In der Fallstudie Seven Senders erzielte man 10% Antwortrate per E-Mail, 25% per LinkedIn und 38 Meetings in zwei Monaten, was die Wirksamkeit datengetriebener Zielgruppenauswahl belegt.Natürliche Nachricht statt KI-MassenoutreachManuell erstellte Outreach-Nachrichten werden anschließend mit KI-gestützten Anpassungen personalisiert; vollständige KI-Generierung lehnt Nico ab. Der Fokus liegt darauf, dass die Ansprache natürlich wirkt, fast wie eine Nachricht an einen Kumpel, statt wie eine Standard-Sales-Nachricht. Obwohl Trigger-Hacks funktionieren können, bleiben Fundamentals wie gute Liste, Personalisierung und solides Angebot entscheidend.Hypothese: Services als SoftwareHypothese: Die Zukunft gehört Services as software; Unternehmen setzen KI-Agenten ein, um Services zu automatisieren; die nächste Trillion-Dollar-Firma könnte eine Softwarefirma sein, die sich als Servicesfirma maskiert. Zukunftsgespräche sehen auch produktisierte Services und AI-Agenten pro Kunde vor; eine konkrete Idee ist eine Go-to-Market-Engineering-School kombiniert mit einer Headhunting-Agentur für AI-Engineers.KeywordsGTM Engineering, Go-to-Market Engineering, Vertriebsautomatisierung, KI im Vertrieb, Sales Automation, B2B Vertrieb, Kaltakquise, Cold Outreach, Leadgenerierung, NeukundengewinnungClay, Lemlist, n8n, Claude Code, Apollo, Northdata, AI Arc, InstantlyKI ersetzt Jobs, AI SDR, KI Vertriebler, Services as Software, Vertrieb der Zukunft, Sales mit KI, Automatisierung MittelstandVertriebsteam durch KI ersetzen, Cold Outreach personalisieren, ICP definieren, B2B Leadliste erstellen, Outreach Antwortrate erhöhenNicolas Schell, Scalantech, Digitale Optimisten

In this episode of the Prolonged Field Care Podcast, Dennis sits down with Dr. Mike Falk — pediatric ICU physician with multiple deployments to Iraq, Gaza, and Ukraine — for a raw, practical, deep dive into pediatric care when you're the only asset and evacuation is denied.Most combat medics carry 99% adult gear. Kids still show up. Dr. Falk breaks down the absolute minimalist kit that actually works in austere and combat environments: canine tourniquets for toddlers, the single blue IO you really need, simplified airway choices, push-pull resuscitation with a syringe and stopcock, and a field-expedient needle cric setup.Then he walks through three real cases that expose the brutal decision-making required in prolonged field care:A 4-year-old pulled from rubble with a head injury who decompensates from rising ICPAn 8-year-old with a penetrating chest wound and tension pneumothorax at the thoracoabdominal junctionA 4-year-old with an infected blast wound fracture who develops septic shock days later in a denied environmentYou'll learn weight-based dosing that actually works in the field, why kids decompensate differently, how to mix and run an epinephrine drip with limited supplies, the realities of black-tagging children in mass casualty events, and why these cases stay with providers long after the mission.Key Takeaways:The truly minimalist pediatric kit that won't break your weight limitPractical field management of rising ICP when you have no CT or neurosurgeryPush-pull volume resuscitation and epinephrine drip mixing for pediatric shockWhy penetrating trauma at the 6th–7th rib level is often thoracoabdominalThe emotional and ethical weight of black-tagging kids — and why you must train itMalnutrition's hidden impact on wound healing and sepsis in prolonged scenariosChapters00:00 - Welcome & Why Most Medics Are Unprepared for Pediatric Patients00:57 - The Bare Essential Pediatric Combat Medic Bag02:25 - Canine Tourniquet for Under-2s & Minimalist Hemorrhage Control02:25 - Vascular Access: Why the Blue IO is Usually All You Need03:22 - Simplified Airway: OPAs, NPAs & i-gel Sizes That Actually Matter03:22 - ET Tubes: Why Only 4.0, 5.0 & 6.0 Cuffed Are Necessary04:24 - Push-Pull Resuscitation Technique (Syringe + Stopcock)04:56 - Needle Cricothyrotomy Setup & Critical I:E Ratio Warning07:09 - Case 1 Begins: 4-Year-Old Blast Victim Pulled from Rubble08:47 - Initial Assessment, C-Spine Considerations in Kids & Access12:16 - GCS 11, Pain Control & Why Fluids Make Sense Early14:17 - Hours Later: Decompensation & Rising ICP18:17 - Positioning, Hypertonic Saline Dosing (5 mL/kg) & Decision to Intubate23:13 - Ketamine-Only Intubation, Permissive Hyperventilation & Realities27:51 - The Emotional Toll: Black Tagging Kids in MCI29:44 - Case 2: 8-Year-Old with Right Chest GSW & Tension Pneumothorax31:36 - Chest Seal + Needle Decompression (Anterior Approach Preference)34:23 - Blood Resuscitation (10 mL/kg) & Why Location Matters (Diaphragm Level)40:20 - Case 3: 4-Year-Old with Infected Blast Wound Fracture – Septic Shock42:51 - Broad-Spectrum Antibiotics & Source Control in Denied Environments45:26 - Push-Pull Boluses, Epinephrine Drip Mixing & Permissive Hypotension51:09 - Malnutrition's Impact on Healing & Infection in Prolonged Care56:49 - Final Lessons: Training Black Tags, Calling for Help & Provider PTSD57:32 - Outro & Where to Find More PFC ContentFor more content, go to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.prolongedfieldcare.org⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Consider supporting us: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠patreon.com/ProlongedFieldCareCollective⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.lobocoffeeco.com/product-page/prolonged-field-care⁠

In this video, Kevin and I get into whether you actually need flashy AI-powered analytics to measure your B2B marketing, or whether some clear objectives and a simple spreadsheet will do the job just fine.We cover:→ Why another dashboard, AI-powered or not, was never the silver bullet for growing your business→ The data problem in B2B marketing and why so many metrics are just vanity metrics→ Our practical framework for getting insights without expensive tools→ How to tier your ICP and tailor your reporting to match each tier's play→ Where AI genuinely helps, especially when you're sifting through loads of qualitative dataIf you are a B2B marketer or founder who's tired of drowning in flashy dashboards and wants a simpler, clearer way to measure what actually drives revenue.Tune in and learn:→ Why clarity beats complexity and what questions to nail down before you buy any AI tool→ How to revisit your ICP and segment accounts into tiers that shape your reporting→ How to track a handful of meaningful metrics instead of drowning in data→ How to use AI and Claude to pull together messy qualitative data and surface real patterns→ Why holistic measurement that links marketing to revenue matters more than any tool-----------------------------------------------------

Neste episódio do Vamos de Vendas, Gustavo Pagotto recebe Hiram Damin, CRO da B2B Stack e uma das maiores referências em Customer Success da América Latina, para uma conversa sobre como transformar dados em ações práticas para aumentar retenção, expansão de receita e rentabilidade dos clientes.Ao longo do episódio, Hiram explica por que muitas empresas ainda olham apenas para aquisição de clientes enquanto ignoram a principal fonte de crescimento sustentável: a própria carteira. Ele mostra como estruturar uma operação de Customer Success do zero, quais dados buscar primeiro, quais métricas realmente importam e como evitar o erro de acumular dashboards sem gerar mudanças reais no negócio.A conversa também aborda temas como churn, lifetime value, ICP, Health Score, onboarding, Voice of Customer e o papel do CRM na gestão da jornada do cliente. Hiram compartilha exemplos práticos sobre integração entre vendas, financeiro e Customer Success, além de explicar como identificar clientes com maior potencial de retenção e expansão usando dados confiáveis.

Send us Fan MailIn this episode of the B2B Go-To-Market Leaders Podcast, Vijay Damojipurapu sits down with Kady Srinivasan, Chief Marketing Officer at Freshworks, to explore what it really takes to build market share in SaaS, and why finding the right ICP is often the difference between accelerated growth and stalled momentum.Drawing from leadership roles across Dropbox, Klaviyo, Lightspeed, and Freshworks, Kady shares lessons from scaling PLG, inbound, outbound, and hybrid go-to-market motions, while navigating the realities of product-market fit, category expansion, and AI-driven disruption.The conversation dives into the evolution of modern GTM, from defining your initial ICP to expanding into adjacent markets without losing your positioning, and why many companies drift away from the messaging and audience that made them successful in the first place.They dive into:Why GTM is ultimately about building market share through coordinated actions across product, marketing, sales, and customer success.How great products still fail when they're sold to the wrong audience or positioned with the wrong messaging.The concept of ICP+ and how successful companies expand beyond their initial customer base without losing focus.Why many SaaS companies unintentionally drift away from their original positioning as they add products and features.The differences between PLG, inbound, outbound, and enterprise sales motions—and when each makes sense.How pricing, packaging, and expansion strategy influence long-term customer value.Kady's ABCD Framework for positioning: Audience, Benefits, Compelling Reasons to Believe, and Differentiation.Why storytelling frameworks like the Hero's Journey remain powerful tools for modern marketers.How AI is creating a new generation of multi-threaded marketers who can operate across traditional marketing silos.A creative CEO influence strategy that transformed LinkedIn engagement into pipeline and qualified opportunities.Lessons from a major ICP pivot at Lightspeed that helped drive significant market share gains in targeted geographies.Why defining and defending your ICP is one of the most important leadership decisions a company can make.Kady's core message is simple:The companies that win aren't necessarily the ones with the biggest products, they're the ones with the clearest understanding of who they're serving and why.This episode is a practical masterclass on ICP definition, positioning, GTM motion design, and the future of marketing in an AI-powered world.

Most SaaS founders in the messy middle are making the same expensive mistake — building first and validating never. In this episode, Jeff Mains sits down with Corinne Kavanagh, founder of CAC Media & Publishing and former Microsoft Azure Data team contributor (part of a team that drove $500M+ in revenue with 76% YoY growth), to unpack what it actually takes to scale past the growth plateau.Corinne shares why your top-of-funnel obsession may be quietly killing your growth, how to validate demand before writing a single line of code, and why a fractional CMO may be the smartest hire you're not making. She also introduces her CARE re-engagement method, her SaaS Marketing Playbook, and the SCALE framework for building an AI-first marketing department without homogenizing your brand.If your business is growing and suffocating at the same time, this episode is for you.Key Takeaways0:24 — Welcome & episode framing: Why the messy middle is where most SaaS companies stall out3:22 — Guest intro: Corinne Kavanagh, founder of CAC Media, fractional CMO firm for SaaS & tech companies4:10 — Startups vs. enterprise: What big companies do differently — and what smaller companies can learn from retail validation models5:12 — Feature prioritization trap: Why founders rush to build before validating demand, and how to use micro-testing ($5–$10 ad spend) to validate before committing resources15:30 — Pre-development checklist: ICP study → messaging tests → distribution partner conversations → pricing research → competitive analysis17:09 — Competitor vs. customer time allocation: Why founders should be "in all channels" — and how AI tools can automate competitive monitoring23:04 — AI modernization in marketing: Efficiency gains without sacrificing brand authenticity — plus the importance of an AI use policy23:49 — Early churn warning systems: The retention play most SaaS teams ignore — and how to re-engage customers before they leave24:24 — The CARE Method: Corinne's re-engagement framework for growing lifetime value and sealing the leaky bucket25:08 — Account-based marketing (ABM): Why a focused list of 100 ideal accounts beats a massive TAM for execution27:01 — Growth plateaus: How to read your revenue chart — what "bubbles" mean vs. a flat line, and what each signals about your acquisition and retention engines29:48 — Aligning marketing, product & sales: Breaking down the wall between sales and marketing through co-invention, shared messaging, and CMO-level integration40:38 — The SCALE Framework: How to build an AI-first marketing department without producing brand slop45:24 — #1 marketing shift for 2026: Stop running your company — start building systems that run it for youTweetable Quotes"You can beat everyone else to market — but if your customer is not ready and chomping at the bit to buy it, it doesn't matter." — Corinne Kavanagh"Stop thinking about top of funnel only. Retention is half the story, and most SaaS companies are ignoring it." — Corinne Kavanagh"A consultant does a drive-by. They drop strategy and leave. That's not how you actually scale." — Corinne Kavanagh"If you're in the feature rat race, step back. Ask yourself: am I creating a category, or just chasing competitors?" — Corinne Kavanagh"Your marketing team should feel responsible for the P&L — not just the pipeline." — Corinne Kavanagh"Don't give sales a playbook and say 'go sell it.' Alignment has to be co-invention, or no one buys in." — Corinne Kavanagh"The most dangerous thing you can do with your runway right now might be shipping the next great feature." — Jeff Mains"Pretend you have a $200M company. What would you stop doing that you're doing right now?" — Corinne KavanaghSaaS Leadership Lessons1. Validate demand before you build — always. Retail companies won't spin up a new product line without marketplace testing. SaaS founders should apply the same discipline. Run micro-ads ($5–$10), talk to a pre-engagement cohort, and confirm that desire is "fiery enough to click the buy button" before writing a line of code.2. Your leaky bucket is as dangerous as an empty funnel. Pouring money into top-of-funnel while ignoring churn is a losing strategy. Build early churn warning systems using platform data (login frequency, monthly active users) and re-engage customers proactively before they silently leave out the back door.3. Bring marketing into R&D — not just into launch. Marketing shouldn't receive a finished product and be told to "figure out how to message it." A CMO-level voice in early R&D conversations means better competitive analysis, more relevant feature decisions, and messaging that actually lands in the marketplace.4. Break down the wall between sales and marketing. The old grudge match — "sales can't close our leads" vs. "marketing gives us garbage" — is a systems failure. Solve it through collaborative co-invention: shared meetings, shared messaging, and shared accountability for what's working.5. Category creation beats feature competition. If you're in a feature rat race with competitors, you've already lost the game. Step back and ask: how do we position ourselves so far apart from the competition that comparison becomes irrelevant? Companies like WooCommerce and GoDaddy didn't win by having more features — they won by creating new categories.6. Systems are your most important 2026 marketing investment. The #1 shift every SaaS founder needs to make: stop running the machine manually. Build systems around what's consuming your time, project forward to what a 100X customer base would require, and install those systems now. That's what gets you out of the messy middle for good.Guest Resourcescc@cac-media.comhttps://cac-media.comhttps://www.linkedin.com/in/corinnefss/https://www.instagram.com/corinnecava/https://twitter.com/Corinne_C_WAEpisode SponsorThe Futureproof Series - https://www.youtube.com/playlist?list=PLfkXKUPZ5xuOqMPR7_gzGybncTtavyR1NThe Captain's KeysSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite - https://championleadership.com/Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/Twitter - https://twitter.com/jeffkmainsFacebook - https://www.facebook.com/thesaasguy/Instagram - https://instagram.com/jeffkmains

Every generation says the next one is soft. Rob's dad said it. Dustin's dad said it. Now coaches are saying it about the athletes in their gyms right now. But before we accept the premise, it's worth asking a harder question: what if they're not softer at all? What if they're just more aware, more informed, and asking better questions than we're ready to answer?In this episode, Rob and Dustin take on the lazy version of the "today's athletes are soft" conversation and push toward something more useful — what coaches actually need to do differently when the people in front of them have more access, more options, and more questions than any generation before them.TopicsWhy "they're soft" is usually the wrong diagnosis — and what coaches miss when they stop thereThe difference between questions and questioning — and why Rob took it personally for yearsWhat COVID and social media actually broke (hint: it wasn't toughness — it was conflict resolution)How parents haven't really changed, but their access hasWhy coaches need to redefine toughness before they can teach it — Dustin's shift from calling out soft plays to catching tough onesThe Steve Magness two-part definition of team toughness: psychological safety + a real path to getting betterWhy the best marketer wins online, and what that means for how coaches teach their craft nowThe honest follow-up question: how much time are coaches spending on the 1% of 1% who bail?One Line Worth Thinking About"I don't think I've ever been harder on my guys from a practice, from a communication, from an accountability standpoint. And yet I don't think I've ever received more." — Dustin GalyonFor The Coach ListeningThree questions to take into your next staff meeting or solo drive home:When was the last time you trained conflict resolution like you train any other skill?What does tough actually look like in your program — and have you ever told your athletes specifically?Are you catching the tough plays, or only flagging the soft ones?About the Impactful Coaching ProjectThe Impactful Coaching Project develops coaches who coach the whole person. Built on the Three C's — Competence, Care, Constancy — ICP is the thought leader in coaching the 21st century athlete.Substack: impactfulcoachingproject.substack.comPodcast: beyondcoaching.alitu.comBeyond Coaching is produced by ICP with the support of Friends University.

In this today's segment, Dan Sperring, founder and CEO of Align ICP, breaks down a mistake most revenue leaders make when defining their ideal customer profile. The instinct is to chase the highest lifetime value customers, but those segments are often the hardest to win, the slowest to close, and the first to break when the market shifts. This clip focuses on how to balance three critical factors inside your ICP: lifetime value, ease of acquisition, and market health. Dan explains why ignoring any one of these creates pipeline risk, and how leaders can avoid over-rotating into segments that look great on paper but fail in execution. For leaders responsible for predictable growth, this is about making smarter tradeoffs, not just better targeting. Dan Sperring is the founder and CEO of AlignICP, a company focused on helping revenue teams align around high-value customer segments to drive predictable growth. He brings experience across customer success, revenue leadership, and scaling SaaS businesses through product-market and go-to-market alignment. Connect with Dan: AlignICP LinkedIn Books mentioned: The Innovator's Dilemma by Clayton M. Christensen The Innovator's Solution by Clayton M. Christensen and Michael E. Raynor Predictable Revenue by Aaron Ross and ​​Marylou Tyler  Amp It Up by Frank Slootman Tools and podcasts mentioned: clay.com zoominfo.com The Science of Scaling Podcast Listen to the full episode: Aligning Pipeline to Ideal Customer Profile with Dan Sperring Get the Force Management framework for aligning your ICP, sales motion, and customer lifecycle around high-value use cases and measurable business outcomes: The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

This week, join Peter and Chris on the wrap up episode for Season 10, talking all things RiddleBox! Sit back and listen as they go over fixes and updates from the season, discuss merch from the era of the thirds Jokers Card, listen to your voicemails, and tackle important topics like the top ten juggalo rappers of 2026!      The LinkTree is at https://linktr.ee/juggalorwd... Twitter/X: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Threads: @JuggaloRWD BlueSky: @JuggaloRWD The website is www.JuggaloRewind.com. Join us everywhere to talk to other listeners and about ICP, Twiztid and random juggalo nonsense. Email us at juggalorwd@gmail.com or call/text us at (810) 666-1570.        Join our Patreon! You can join for free OR for only FOUR DOLLARS a month, you can join Kilnore's Army and get at least two bonus episodes per month, videos, chats and more! Even without paying, you can still join the Patreon community! Become an official member of the Phat or Wack Pack today! -- Juggalo Rewind Patreon. Additional music provided by the IRTD. Voiceover work provided by Christmas. All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

Sam Blond is the Co-founder and CEO of Monaco, the revenue engine for startups.Sam is one of the best sales operators in tech. He spent four years as CRO at Brex, where he helped scale it to a ~$12B valuation, ran sales at Zenefits before that, and got his start at EchoSign.If there's a modern GTM playbook, Sam helped write it. Our conversation walks through how AI has rewritten a big chunk of it. But most importantly, we talk about what hasn't changed.We get into the sales work AI is now better at than humans, and why Sam thinks 90% of startups misdiagnose their bottleneck as conversion when it's really demand gen.He explains why he doesn't measure early brand marketing at all and trusts anecdotes over attribution, walks through the full Monaco launch playbook including the Super Bowl box-truck story, and shares a rev-ops insight from Brex, including how they figured out a specific ICP converted at 4x the rate of another.Thank you to Numeral, Flex, Amplitude, and Merge for supporting this episode.Numeral: The end-to-end platform for sales tax and compliance https://www.numeral.comFlex: Get premium banking and a net 60 day credit card at 0% APY https://home.flex.one/referral/bananacapitalAmplitude: AI analytics, all you have to do is ask https://www.amplitude.comMerge: Every modal. One API. Total control. Check out Merge's Agent Handler. merge.dev/turnerTimestamps:(0:00) Scaling Brex to $12B(1:14) How AI speeds up prospecting and TAM building(5:19) Using AI to get more leverage(9:15) Incubating Monaco at Founders Fund(12:56) Innovator's dilemma in AI(15:57) Why AI companies build full platforms, not wedge products(23:30) Revenue is just a math equation(27:18) Two ways AI increases conversion rates(36:56) AI will never replace spending time with customers(39:46) Don't measure the impact of brand marketing(49:03) Your marketing must be different (and hard)(58:39) Customer discovery calls and working with design partners(1:03:03) The zero to 100 launch(1:11:00) Monaco's launch playbook(1:19:00) Send gifts that are unique and social(1:22:17) Naming your company(1:28:04) Founders should send early outbound(1:32:38) How multi-channel augments AI outbound(1:39:42) Using intent signals and outreach timing to increase conversions(1:43:28) Two common ways founders mess up when scaling revenue(1:50:22) Monaco's Forward Deployed AE'sReferencedTry Monaco: https://www.monaco.com/Careers at Monaco: https://jobs.ashbyhq.com/monacoSam's launch post: https://x.com/samdblond/status/2026420015793320129?s=20Follow SamTwitter: https://x.com/samdblondLinkedIn: https://www.linkedin.com/in/sam-blond-791026b/Follow TurnerTwitter: https://twitter.com/TurnerNovakLinkedIn: https://www.linkedin.com/in/turnernovakSubscribe to my newsletter to get every episode + the transcript in your inbox every week: https://www.thespl.it/

Justin Moore (Creator Wizard) joins Matt and Kolby to talk about how Sponsor Games lost ~$10K in year two but still turned a profit, why 22% of his challenge attendees upgrade to VIP every single time, the great event food debate, and how to find your real ICP with a book funnel.Timestamps:00:00 Intro00:26 Sponsor Games Year Two: A $10K Loss and a Reality Show03:50 How the Mastermind Offer Made It Profitable04:15 Marketing a Novel Event With No Speakers05:56 Changing the Date and Venue for Year Three09:30 Should the Event Go on Tour?11:50 Pre-Selling 20% of Next Year's Tickets12:09 Ryan Deiss's 3 Types of Events16:15 The Halo Effect of Hosting an Event22:56 The Great Event Food Debate26:14 Do You Actually Need a VIP Tier?30:16 Inside the 10K Brand Deal Challenge36:09 The Partner Challenge That Flopped42:00 Book Funnels and Finding Your Real ICP50:07 The Case for Focus Over Shiny Objects51:42 Where to Find Justin

Merwan Mery a été négociateur au sein des forces spéciales françaises, fondateur de l'agence ADN et son dernier livre se nomme "L'élégance de la manipulation." Tout un programme :)Je me suis dit depuis longtemps que la négociation, c'était une compétence pour les autres, je me défini moi même comme "nul" dans le domaine, aussi parce que je n'aime pas le conflit. Et puis en lisant le livre puis en discutant avec Merwan je me suis rendu compte que j'avais tout faux. Il est né au Liban en 1975, son père a sauvé sa famille d'un peloton d'exécution par les seuls mots. Et depuis, Marwan a fait de ça une vie entière.Dans cet épisode, nous parlons de pourquoi éviter le conflit, c'est se condamner à perdre, des vrais leviers pour débloquer une négociation, de ce que Trump révèle d'un négociateur piégé par sa propre rhétorique, et de comment sortir quelqu'un d'une emprise sans jamais casser le lien.J'ai questionné Marwan sur les 6 mécanismes universels qui nous rendent tous perméables à la manipulation, sur la différence entre gain réel et gain perçu, sur la technique d'inoculation psychologique pour protéger quelqu'un qu'on aime et évidemment sur la manipulation.Citations marquantes"Je préfère gérer 100 psychopathes, 200 sociopathes, 400 pervers qu'un passif agressif. C'est pas une blague.""La clôture d'une négociation ne se fait que sur de la perception. Il n'y a rien de rationnel.""L'absence de résistance de ta part ne fera qu'augmenter le niveau d'exigence de l'autre.""On est tous manipulés, on est tous manipulateurs et on est tous manipulables.""Si vous ne décidez pas pour vous, les gens décideront pour vous. C'est le principe de l'indécision."Idées centrales Idée 1 — La manipulation n'est pas un défaut moral, c'est une nécessité humaine Marwan distingue l'influence de la manipulation par un seul critère : l'intention. Pas l'acte. On manipule tous dès l'enfance, avant même de savoir parler — dès qu'on oriente la réalité pour obtenir quelque chose. Ne pas exercer d'influence sur l'autre, c'est se soumettre à lui. Refuser cette réalité ne protège pas, ça fragilise. C'est pourquoi se réconcilier avec la manipulation, c'est le début de la liberté. Timestamp : 02:17 – 20:30Idée 2 — Distinguer position et enjeu : la clé de 100% des conflits Derrière chaque position affichée se cache un enjeu réel qui n'a, dans la quasi-totalité des cas, rien à voir avec elle. La prise d'otage de Munich en 1972 ? La position, c'est la libération de prisonniers. L'enjeu, c'est la cause palestinienne. Tant qu'on répond à la position, on ne résout rien. La seule voie, c'est de comprendre ce qu'il y a en dessous — et c'est toujours caché. Timestamp : 09:47 – 11:00Idée 3 — L'ICP, intérêt commun partagé : transcender le conflit plutôt que l'affronter Quand tout oppose deux parties, le seul levier est de trouver la chose sur laquelle les deux peuvent dire oui. En grande distribution, face à l'hyperinflation : le distributeur et le fournisseur s'opposent sur tout — sauf sur une chose, faire revenir le consommateur en magasin. Ça suffit à créer un espace de négociation là où il n'y en avait plus. Timestamp : 11:00 – 16:00Idée 4 — Les 6 mécanismes universels de perméabilité Marwan en a identifié six qui s'appliquent à tous, quelle que soit la culture : la mortalité (on agit pour ne pas mourir), l'émotion (qui prend souvent le pas sur la raison), le besoin de croire (donner du sens à ce qu'on ne comprend pas), la dissonance cognitive (les histoires qu'on se raconte pour éviter l'inconfort), le bénéfice supérieur (toutes nos actions sont guidées par lui), et l'économie des ressources (on choisit toujours le chemin le plus court). Ces six leviers font de chacun de nous une cible permanente. Timestamp : 23:39 – 27:08Idée 5 — Ce qui compte, c'est le gain perçu, pas le gain réel Une négociation ne se clôture jamais sur des faits — seulement sur un sentiment. Quelqu'un qui se bat quatre heures pour obtenir 1% sera plus satisfait que celui qui obtient 20% en claquant des doigts. Le travail du négociateur, c'est de provoquer chez l'autre le sentiment de satiété — lui donner l'impression qu'il a tout arraché, même s'il a tout perdu. Timestamp : 38:02 – 40:41Idée 6 — L'inoculation psychologique comme outil contre l'emprise Dire à quelqu'un "ton partenaire te manipule, regarde ce qu'il fait" ne sert à rien — le manipulateur l'a préparé à entendre exactement ça. En revanche, si on liste à l'avance les méthodes que le manipulateur va utiliser, sans cibler personne, la personne sous emprise fait elle-même le lien quand ces méthodes apparaissent. C'est l'électrochoc qui ouvre la fenêtre. Timestamp : 1:02:50 – 1:04:36Idée 7 — L'IA et la société sans friction : ce qu'on est en train de perdre Plus une technologie promet de réduire l'effort, plus on l'adopte silencieusement. GPS, ascenseurs, smartphones — et maintenant l'IA. Le problème : on perd les compétences que ces outils remplacent. Et les générations qui n'ont connu que l'après ne peuvent même plus se poser la question. La friction, c'est ce qui donne de l'expérience. L'enlever, c'est enlever le sens. Timestamp : 28:17 – 36:53Questions posées dans l'interviewLe titre L'élégance de la manipulation est volontairement transgressif — pourquoi choisir un mot que tout le monde fuit ?À quel âge commence-t-on à manipuler ?Qu'est-ce qui t'a amené à en faire une carrière — et quel rôle a joué ton histoire personnelle ?Comment passe-t-on de quelqu'un qui évite le conflit à quelqu'un qui sait le gérer ?Comment distinguer position et enjeu dans un conflit — et comment trouver l'ICP ?Que révèle Trump, lu à travers le prisme d'un négociateur professionnel ?Savoir qu'on est manipulables, est-ce libérateur ou anxiogène ?Comment repérer qu'on est dans une bulle de filtre algorithmique — et comment s'en extraire ?Quels sont les premiers signaux d'une emprise dans un couple, et comment sortir quelqu'un d'une emprise sans briser le lien ?Face à quelqu'un qui refuse de bouger, quelle est la pire erreur — et quelle question fonctionne vraiment ? Références citéesLivresL'élégance de la manipulation — Merwan Mehri (livre principal de l'épisode)The Art of the Deal — Donald Trump, cité pour illustrer la méthode du passage en force (16:11)Événements historiquesPrise d'otage de Munich, JO 1972 — exemple canonique de distinction entre position affichée et enjeu réel (10:30)Guerre du Liban, 6 décembre 1975 — le père de Marwan sauve la famille par la négociation face à un peloton d'exécution (03:35)Études et donnéesÉtude Universcience sur l'esprit critique : 76% des Français pensent avoir un bon esprit critique, 40% refusent de parler à des gens avec qui ils ne sont pas d'accord (52:28)Statistiques ONU sur la démographie mondiale : 8 milliards aujourd'hui, 10 milliards en chiffres médians d'ici 2050 (1:05:14)Références culturellesStranger Things (Netflix) — mentionné par Marwan pour évoquer la simplicité perçue des années 80 (1:05:14)Pyramide de Maslow — référencée sur le bonheur dans les sociétés riches (1:10:19)AutresFabrice Midal — cité en parallèle, discussion sur la société sans friction et l'expérience (27:08)Agence ADN — l'agence de Marwan, forme 3 000 à 4 000 personnes par an sur tous les continents (1:14:02)Timestamps clés (optimisés YouTube)00:00 — Introduction : manipulation, un mot qui fait peur Gregory se dit mauvais négociateur, Marwan aussi. Et pourtant. L'épisode s'ouvre sur une tension : pourquoi appeler un livre L'élégance de la manipulation quand le mot lui-même fait fuir ?02:17 — Manipulation vs influence : tout est dans l'intention Ce qui différencie les deux, ce n'est pas l'acte — c'est l'intention derrière. On peut manipuler positivement et influencer négativement. Le médecin qui te dit que c'est "le seul médicament" te manipule. On l'accepte parce que l'intention est bonne.03:35 — L'histoire personnelle de Marwan Né au Liban en 1975. Son père a sauvé la famille d'un peloton d'exécution le 6 décembre de la même année, par la seule force de la négociation. C'est là que tout a commencé.05:48 — Comment se réconcilier avec le conflit Le conflit n'est pas une violence. C'est l'expression normale d'un désaccord. Savoir le gérer, c'est un hard skill comme les maths. Ceux qui savent se battre n'ont pas peur de se promener à deux heures du matin. Ceux qui savent négocier vivent différemment.09:47 — La distinction position/enjeu : la clé de tout Derrière chaque position affichée se cache un enjeu réel — et dans 100% des cas, les deux n'ont rien à voir. Le mari en retard et la dispute qui s'ensuit : ce n'est pas le retard le sujet. C'est un besoin de respect qui n'est pas comblé.11:00 — L'ICP : intérêt commun partagé Même quand tout oppose deux parties, il existe toujours quelque chose sur quoi les deux peuvent dire oui. C'est cet espace-là qu'il faut trouver. Distributeur vs fournisseur en pleine hyperinflation : l'ICP, c'est faire revenir le consommateur en magasin. Sans ça, tout le monde perd.16:01 — Trump analysé par un négociateur des forces spéciales Trump est prévisible dans son imprévisibilité. Il pousse les curseurs au maximum, ça fonctionne face aux faibles. Mais face à l'Iran — qui ne se perçoit pas comme faible et n'a rien à perdre — il se retrouve dans une situation impossible. C'est le syndrome du tigre blessé.23:39 — Les 6 mécanismes universels de perméabilité Mortalité, émotion, besoin de croire, dissonance cognitive, bénéfice supérieur, économie des ressources. Ces six leviers s'appliquent à tout le monde, partout, toujours. Connaître les 250 biais cognitifs du codex ne suffit pas à s'en protéger.37:46 — La clôture d'une négociation : rien de rationnel Le gain réel ne compte pas. Ce qui compte, c'est le gain perçu. Battu 4 heures pour 1% = satisfaction maximale. Obtenu 20% en claquant des doigts = sentiment d'avoir laissé de l'argent sur la table. Le travail du négociateur, c'est de provoquer le sentiment de satiété.42:27 — Les 4 pouvoirs pour asseoir sa crédibilité Institutionnel (ton statut), situationnel (ce que tu sais faire que les autres ne savent pas), relationnel (ta capacité à créer le lien), personnel (ce que tu es, ton genre, ton charisme, ta couleur de peau). On n'existe qu'au travers du pouvoir que l'autre nous confère.44:44 — Le passif agressif : le profil le plus dangereux Marwan préfère 100 psychopathes à un passif agressif. Ce sont des gens qui sabotent le système de l'intérieur, qui retournent les équipes contre le patron, qui ne quittent jamais l'entreprise parce qu'ils savent qu'ils ne sont pas bankable ailleurs.51:41 — Bulles de filtre : impossible de s'en protéger seul Les algos confirment toujours ta pensée originelle. Connaître les biais ne suffit pas à les éviter. La seule vraie protection : ne pas rester seul dans ses décisions. L'isolement décisionnel, c'est ce qui nous tue.58:01 — Emprise dans un couple : les deux signaux à surveiller Privation de liberté et contrôle coercitif. Les deux s'installent si progressivement qu'au bout de deux ans, les gens ne se rendent même plus compte que demander la permission pour sortir, ce n'est pas normal.1:02:50 — L'inoculation psychologique Ne pas dire "il te manipule, regarde". Mais lister à l'avance les méthodes qu'il va utiliser. Quand il les utilise, la personne fait le lien elle-même. C'est l'électrochoc qui ouvre la fenêtre — sans provoquer de réactance.1:05:14 — Comment redonner envie du futur Pas avec de l'optimisme naïf. En apprenant à gérer l'incertitude. En choisissant quelle fenêtre ouvrir. L'alphabétisation a chuté, la longévité a augmenté, la pauvreté a reculé — les données existent. C'est un choix de regard, pas une certitude.1:12:06 — Ce qu'il faut retenir du livre Détourner un enfant d'un écran, libérer un proche d'une emprise, briser un discours radical : ça nécessite de l'expertise. Ça ne s'improvise pas. Et comme on manipule tous de toute façon, autant bien le faire.Hébergé par Audiomeans. Visitez audiomeans.fr/politique-de-confidentialite pour plus d'informations.

Merwan Mery a été négociateur au sein des forces spéciales françaises, fondateur de l'agence ADN et son dernier livre se nomme "L'élégance de la manipulation." Tout un programme :)Je me suis dit depuis longtemps que la négociation, c'était une compétence pour les autres, je me défini moi même comme "nul" dans le domaine, aussi parce que je n'aime pas le conflit. Et puis en lisant le livre puis en discutant avec Merwan je me suis rendu compte que j'avais tout faux. Il est né au Liban en 1975, son père a sauvé sa famille d'un peloton d'exécution par les seuls mots. Et depuis, Marwan a fait de ça une vie entière.Dans cet épisode, nous parlons de pourquoi éviter le conflit, c'est se condamner à perdre, des vrais leviers pour débloquer une négociation, de ce que Trump révèle d'un négociateur piégé par sa propre rhétorique, et de comment sortir quelqu'un d'une emprise sans jamais casser le lien.J'ai questionné Marwan sur les 6 mécanismes universels qui nous rendent tous perméables à la manipulation, sur la différence entre gain réel et gain perçu, sur la technique d'inoculation psychologique pour protéger quelqu'un qu'on aime et évidemment sur la manipulation.Citations marquantes"Je préfère gérer 100 psychopathes, 200 sociopathes, 400 pervers qu'un passif agressif. C'est pas une blague.""La clôture d'une négociation ne se fait que sur de la perception. Il n'y a rien de rationnel.""L'absence de résistance de ta part ne fera qu'augmenter le niveau d'exigence de l'autre.""On est tous manipulés, on est tous manipulateurs et on est tous manipulables.""Si vous ne décidez pas pour vous, les gens décideront pour vous. C'est le principe de l'indécision."Idées centrales Idée 1 — La manipulation n'est pas un défaut moral, c'est une nécessité humaine Marwan distingue l'influence de la manipulation par un seul critère : l'intention. Pas l'acte. On manipule tous dès l'enfance, avant même de savoir parler — dès qu'on oriente la réalité pour obtenir quelque chose. Ne pas exercer d'influence sur l'autre, c'est se soumettre à lui. Refuser cette réalité ne protège pas, ça fragilise. C'est pourquoi se réconcilier avec la manipulation, c'est le début de la liberté. Timestamp : 02:17 – 20:30Idée 2 — Distinguer position et enjeu : la clé de 100% des conflits Derrière chaque position affichée se cache un enjeu réel qui n'a, dans la quasi-totalité des cas, rien à voir avec elle. La prise d'otage de Munich en 1972 ? La position, c'est la libération de prisonniers. L'enjeu, c'est la cause palestinienne. Tant qu'on répond à la position, on ne résout rien. La seule voie, c'est de comprendre ce qu'il y a en dessous — et c'est toujours caché. Timestamp : 09:47 – 11:00Idée 3 — L'ICP, intérêt commun partagé : transcender le conflit plutôt que l'affronter Quand tout oppose deux parties, le seul levier est de trouver la chose sur laquelle les deux peuvent dire oui. En grande distribution, face à l'hyperinflation : le distributeur et le fournisseur s'opposent sur tout — sauf sur une chose, faire revenir le consommateur en magasin. Ça suffit à créer un espace de négociation là où il n'y en avait plus. Timestamp : 11:00 – 16:00Idée 4 — Les 6 mécanismes universels de perméabilité Marwan en a identifié six qui s'appliquent à tous, quelle que soit la culture : la mortalité (on agit pour ne pas mourir), l'émotion (qui prend souvent le pas sur la raison), le besoin de croire (donner du sens à ce qu'on ne comprend pas), la dissonance cognitive (les histoires qu'on se raconte pour éviter l'inconfort), le bénéfice supérieur (toutes nos actions sont guidées par lui), et l'économie des ressources (on choisit toujours le chemin le plus court). Ces six leviers font de chacun de nous une cible permanente. Timestamp : 23:39 – 27:08Idée 5 — Ce qui compte, c'est le gain perçu, pas le gain réel Une négociation ne se clôture jamais sur des faits — seulement sur un sentiment. Quelqu'un qui se bat quatre heures pour obtenir 1% sera plus satisfait que celui qui obtient 20% en claquant des doigts. Le travail du négociateur, c'est de provoquer chez l'autre le sentiment de satiété — lui donner l'impression qu'il a tout arraché, même s'il a tout perdu. Timestamp : 38:02 – 40:41Idée 6 — L'inoculation psychologique comme outil contre l'emprise Dire à quelqu'un "ton partenaire te manipule, regarde ce qu'il fait" ne sert à rien — le manipulateur l'a préparé à entendre exactement ça. En revanche, si on liste à l'avance les méthodes que le manipulateur va utiliser, sans cibler personne, la personne sous emprise fait elle-même le lien quand ces méthodes apparaissent. C'est l'électrochoc qui ouvre la fenêtre. Timestamp : 1:02:50 – 1:04:36Idée 7 — L'IA et la société sans friction : ce qu'on est en train de perdre Plus une technologie promet de réduire l'effort, plus on l'adopte silencieusement. GPS, ascenseurs, smartphones — et maintenant l'IA. Le problème : on perd les compétences que ces outils remplacent. Et les générations qui n'ont connu que l'après ne peuvent même plus se poser la question. La friction, c'est ce qui donne de l'expérience. L'enlever, c'est enlever le sens. Timestamp : 28:17 – 36:53Questions posées dans l'interviewLe titre L'élégance de la manipulation est volontairement transgressif — pourquoi choisir un mot que tout le monde fuit ?À quel âge commence-t-on à manipuler ?Qu'est-ce qui t'a amené à en faire une carrière — et quel rôle a joué ton histoire personnelle ?Comment passe-t-on de quelqu'un qui évite le conflit à quelqu'un qui sait le gérer ?Comment distinguer position et enjeu dans un conflit — et comment trouver l'ICP ?Que révèle Trump, lu à travers le prisme d'un négociateur professionnel ?Savoir qu'on est manipulables, est-ce libérateur ou anxiogène ?Comment repérer qu'on est dans une bulle de filtre algorithmique — et comment s'en extraire ?Quels sont les premiers signaux d'une emprise dans un couple, et comment sortir quelqu'un d'une emprise sans briser le lien ?Face à quelqu'un qui refuse de bouger, quelle est la pire erreur — et quelle question fonctionne vraiment ? Références citéesLivresL'élégance de la manipulation — Merwan Mehri (livre principal de l'épisode)The Art of the Deal — Donald Trump, cité pour illustrer la méthode du passage en force (16:11)Événements historiquesPrise d'otage de Munich, JO 1972 — exemple canonique de distinction entre position affichée et enjeu réel (10:30)Guerre du Liban, 6 décembre 1975 — le père de Marwan sauve la famille par la négociation face à un peloton d'exécution (03:35)Études et donnéesÉtude Universcience sur l'esprit critique : 76% des Français pensent avoir un bon esprit critique, 40% refusent de parler à des gens avec qui ils ne sont pas d'accord (52:28)Statistiques ONU sur la démographie mondiale : 8 milliards aujourd'hui, 10 milliards en chiffres médians d'ici 2050 (1:05:14)Références culturellesStranger Things (Netflix) — mentionné par Marwan pour évoquer la simplicité perçue des années 80 (1:05:14)Pyramide de Maslow — référencée sur le bonheur dans les sociétés riches (1:10:19)AutresFabrice Midal — cité en parallèle, discussion sur la société sans friction et l'expérience (27:08)Agence ADN — l'agence de Marwan, forme 3 000 à 4 000 personnes par an sur tous les continents (1:14:02)Timestamps clés (optimisés YouTube)00:00 — Introduction : manipulation, un mot qui fait peur Gregory se dit mauvais négociateur, Marwan aussi. Et pourtant. L'épisode s'ouvre sur une tension : pourquoi appeler un livre L'élégance de la manipulation quand le mot lui-même fait fuir ?02:17 — Manipulation vs influence : tout est dans l'intention Ce qui différencie les deux, ce n'est pas l'acte — c'est l'intention derrière. On peut manipuler positivement et influencer négativement. Le médecin qui te dit que c'est "le seul médicament" te manipule. On l'accepte parce que l'intention est bonne.03:35 — L'histoire personnelle de Marwan Né au Liban en 1975. Son père a sauvé la famille d'un peloton d'exécution le 6 décembre de la même année, par la seule force de la négociation. C'est là que tout a commencé.05:48 — Comment se réconcilier avec le conflit Le conflit n'est pas une violence. C'est l'expression normale d'un désaccord. Savoir le gérer, c'est un hard skill comme les maths. Ceux qui savent se battre n'ont pas peur de se promener à deux heures du matin. Ceux qui savent négocier vivent différemment.09:47 — La distinction position/enjeu : la clé de tout Derrière chaque position affichée se cache un enjeu réel — et dans 100% des cas, les deux n'ont rien à voir. Le mari en retard et la dispute qui s'ensuit : ce n'est pas le retard le sujet. C'est un besoin de respect qui n'est pas comblé.11:00 — L'ICP : intérêt commun partagé Même quand tout oppose deux parties, il existe toujours quelque chose sur quoi les deux peuvent dire oui. C'est cet espace-là qu'il faut trouver. Distributeur vs fournisseur en pleine hyperinflation : l'ICP, c'est faire revenir le consommateur en magasin. Sans ça, tout le monde perd.16:01 — Trump analysé par un négociateur des forces spéciales Trump est prévisible dans son imprévisibilité. Il pousse les curseurs au maximum, ça fonctionne face aux faibles. Mais face à l'Iran — qui ne se perçoit pas comme faible et n'a rien à perdre — il se retrouve dans une situation impossible. C'est le syndrome du tigre blessé.23:39 — Les 6 mécanismes universels de perméabilité Mortalité, émotion, besoin de croire, dissonance cognitive, bénéfice supérieur, économie des ressources. Ces six leviers s'appliquent à tout le monde, partout, toujours. Connaître les 250 biais cognitifs du codex ne suffit pas à s'en protéger.37:46 — La clôture d'une négociation : rien de rationnel Le gain réel ne compte pas. Ce qui compte, c'est le gain perçu. Battu 4 heures pour 1% = satisfaction maximale. Obtenu 20% en claquant des doigts = sentiment d'avoir laissé de l'argent sur la table. Le travail du négociateur, c'est de provoquer le sentiment de satiété.42:27 — Les 4 pouvoirs pour asseoir sa crédibilité Institutionnel (ton statut), situationnel (ce que tu sais faire que les autres ne savent pas), relationnel (ta capacité à créer le lien), personnel (ce que tu es, ton genre, ton charisme, ta couleur de peau). On n'existe qu'au travers du pouvoir que l'autre nous confère.44:44 — Le passif agressif : le profil le plus dangereux Marwan préfère 100 psychopathes à un passif agressif. Ce sont des gens qui sabotent le système de l'intérieur, qui retournent les équipes contre le patron, qui ne quittent jamais l'entreprise parce qu'ils savent qu'ils ne sont pas bankable ailleurs.51:41 — Bulles de filtre : impossible de s'en protéger seul Les algos confirment toujours ta pensée originelle. Connaître les biais ne suffit pas à les éviter. La seule vraie protection : ne pas rester seul dans ses décisions. L'isolement décisionnel, c'est ce qui nous tue.58:01 — Emprise dans un couple : les deux signaux à surveiller Privation de liberté et contrôle coercitif. Les deux s'installent si progressivement qu'au bout de deux ans, les gens ne se rendent même plus compte que demander la permission pour sortir, ce n'est pas normal.1:02:50 — L'inoculation psychologique Ne pas dire "il te manipule, regarde". Mais lister à l'avance les méthodes qu'il va utiliser. Quand il les utilise, la personne fait le lien elle-même. C'est l'électrochoc qui ouvre la fenêtre — sans provoquer de réactance.1:05:14 — Comment redonner envie du futur Pas avec de l'optimisme naïf. En apprenant à gérer l'incertitude. En choisissant quelle fenêtre ouvrir. L'alphabétisation a chuté, la longévité a augmenté, la pauvreté a reculé — les données existent. C'est un choix de regard, pas une certitude.1:12:06 — Ce qu'il faut retenir du livre Détourner un enfant d'un écran, libérer un proche d'une emprise, briser un discours radical : ça nécessite de l'expertise. Ça ne s'improvise pas. Et comme on manipule tous de toute façon, autant bien le faire. Suggestion d'autres épisodes à écouter : [SOLO] Atrophie sociale : anatomie d'une manipulation de masse (https://audmns.com/UouEwvn) #342 Manipulation des idées : enquête sur un lobby libertarien mondial avec Anne-Sophie Simpère (https://audmns.com/NqsewHr) Vlan #64 Comment vos émotions sont-elles manipulées à travers les réseaux sociaux? avec Guy Philippe Goldstein (https://audmns.com/bZIlUdE)Hébergé par Audiomeans. Visitez audiomeans.fr/politique-de-confidentialite pour plus d'informations.

Find Zak: https://auralnauts.myspreadshop.com https://www.youtube.com/@ZaksGarbage https://www.patreon.com/cw/ZaksPlanetofGarbage Find Dirk: Patreon.com/vhus vh-us.com

Rylan Foltz went from JP Morgan analyst to independent wealth advisor to co-founding WealthFeed — a marketing and prospecting platform helping financial advisors find better clients faster using predictive analytics and behavioral data. In this episode, Rylan walks through the full arc of that journey and unpacks the strategic decisions that took WealthFeed from zero to thousands of advisors in just two years.Jeff and Rylan dig into why the wealth management industry is so underserved by marketing technology, the power of building bottom-up before going enterprise, how to make a SaaS product genuinely sticky in a regulated industry, and why your distribution moat matters more than your product moat in an era where anyone can spin up a competing product overnight.Whether you're a first-time founder trying to crack product-market fit, or a scaling SaaS leader thinking through enterprise sales cycles, pricing strategy, and team-building, this episode delivers actionable insight on all fronts.Key Takeaways3:47 — The Origin of WealthFeed Rylan realized as a practicing advisor that organic growth was the hardest part of the job — and that the wealth management industry had almost no structured approach to marketing. That gap became the business.6:15 — Why Finance Is Marketing's Last Frontier Advisors can name the big firms but not their local competitors. The industry is dominated by aging, lifestyle-mode advisors who stopped teaching growth tactics — leaving a giant opportunity for a niche marketing platform.10:39 — What's Old Is New Again WealthFeed offers machine-written handwritten notes that look like wedding invitations. In a world saturated with digital communication, old-school physical outreach is standing out again.11:22 — Stop Thinking Leads, Start Building Assets Advisors shouldn't buy leads — they should build a database audience the way Budweiser buys Super Bowl ads: consistent, compounding, ROI over time.13:01 — Niche Marketing Builds Trust Generic messaging ("I help with retirement planning") signals you don't know your prospect. Hyper-specific messaging ("I work exclusively with SaaS co-founders on RSUs and equity comp") creates immediate trust and relevance.14:12 — The All-in-One Platform Advantage WealthFeed layers CRM, outbound marketing (LinkedIn, email, direct mail, handwritten notes), and proprietary data into one workflow — so advisors don't stitch together five point solutions.17:41 — Simplicity Over Power at Launch Early on, feature overload slowed adoption. The lesson: launch with one compelling use case (for WealthFeed, inheritance lead data), get users in the door, then upsell from there.20:55 — Your Moat Is Your Distribution AI lets anyone copy a product in a weekend. What can't be copied overnight is your relationships, your user base, and the custom integrations you've built into a customer's workflow.25:03 — Bottom-Up Enterprise Strategy WealthFeed got traction by signing individual advisors first, letting the grassroots demand bubble up to management — which created enterprise deals without having to wait in long procurement queues.27:09 — Don't Hunt Elephants Until You Can Afford To Enterprise deals can drag for three years. Without revenue from individual and SMB customers, a startup can starve waiting for that one big contract to close.29:28 — Hybrid Pricing: Access Fee + Usage Credits Flat subscriptions don't work when one advisor sends 20,000 handwritten notes and another logs in once a month. A hybrid model lets you charge for scale without penalizing light users.31:28 — Price High, Discount Down Starting low and raising prices creates churn and resentment. Starting at a premium and offering a promotional discount sets expectations — customers know the real value from day one.33:19 — Balancing Founder Vision vs. Customer Feedback A 50/50 split: take customer input seriously, but don't become a yes-man. The most successful founders — especially those who've lived the problem — trust their forward vision even when customers can't yet see it.35:59 — Build Infrastructure Before You're Drowning WealthFeed hired sales, dev, and customer success earlier than felt necessary. That foundation is now why their customer success "outperforms anyone else in the industry."38:30 — Flatten the Org to Connect Dev and Customer Tech teams that never see how the product is used build the wrong things. WealthFeed has engineers sit in on sales calls so they understand why features matter, not just what to build.39:45 — Let Compliance Work With You, Not Against You Instead of pitching firms on new compliance workflows, WealthFeed integrates into whatever compliance process already exists — dramatically speeding up enterprise approvals.Tweetable Quotes"Your moat is your distribution. Go-to-market has gotten extremely valuable because you could almost create the product overnight." — Rylan Foltz"Stop thinking about leads. Start thinking about building an audience, a database, an asset for life." — Rylan Foltz"No one wants a generalist. Everyone wants the best knee surgeon in the country. As an advisor, you've got to become really niche-focused." — Rylan Foltz"Start your pricing high. You can always discount down. It's really hard to raise prices." — Rylan Foltz"It's easier to sell one flavor of ice cream and say it's the best than to offer 32 flavors and create option overload." — Rylan Foltz"What's old is new. Everything shifted to digital, so old-school processes are how you stand out now." — Rylan Foltz"You'll be most successful solving a problem you personally went through. It comes across in your sales, your fundraising, everything." — Rylan Foltz"Don't get too caught up in enterprise until you build up the user base. Get revenue first, then you can afford to chase the elephants." — Rylan FoltzSaaS Leadership Lessons1. Niche down relentlessly — and mean it. Rylan didn't just say "we focus on financial advisors." WealthFeed built every feature, every data layer, and every compliance workflow around that single ICP. The more specific your niche, the stronger your trust signal, the better your retention, and the harder you are to displace. Generalist products get commoditized. Specialists get embedded.2. Distribution is the real product. In a world where a working SaaS product can be replicated in a weekend, your go-to-market is your most defensible asset. Relationships, user base saturation within target firms, custom integrations, and compliance workflow ownership are what prevent a competitor from walking in and saying "we do the same thing." Build distribution as intentionally as you build product.3. Start simple — layer complexity after adoption. Feature-rich doesn't mean better. WealthFeed launched with one use case (inheritance lead data) and expanded from there. Getting a user in the door on one powerful idea is vastly easier than selling a full platform. Upselling to an existing user is far more efficient than converting a prospect who's overwhelmed at first glance.4. Build your team infrastructure earlier than you think you need it. Founders often hire only when they're already underwater. Rylan and his team built out sales, dev, and customer success before they felt the pressure — and that head start compounded into top-tier customer outcomes. Infrastructure built under stress tends to crack. Infrastructure built with intention scales.5. Price to your value, then offer strategic discounts. Starting low might feel like a growth hack, but it sets a price anchor that's almost impossible to raise without friction. Starting at a premium gives you room to discount strategically, run promos, and still maintain perceived value. Customers who came in knowing the "real" price won't balk at renewal the way customers who got a surprise price hike will.6. Close the gap between your builders and your buyers. One of WealthFeed's most impactful structural choices: having engineers sit in on sales calls. When the people building the product understand how it's actually used — and why it matters — they build better, faster, and with more empathy. Kill the wall between tech and go-to-market. Your roadmap will thank you.Guest Resourcesrylan@wealthfeed.comhttps://www.wealthfeed.com/https://www.linkedin.com/in/rylanfolts/Episode SponsorThe Futureproof Series - https://www.youtube.com/playlist?list=PLfkXKUPZ5xuOqMPR7_gzGybncTtavyR1NThe Captain's KeysSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group –

CJ Gustafson sits down with Marten Abrahamsen, CFO of Vercel, at the NYSE to talk about running finance inside a hypergrowth AI company. They cover AI use cases in finance, rev rec, forecasting, KPI dashboards, PLG, consumption pricing, and Marten's “speeding tickets vs. parking tickets” framework for moving fast without losing control.—SPONSORS:Brex is an intelligent finance platform with AI-powered agents that capture expenses automatically, enforce policy before the spend happens, and close your books in minutes instead of weeks. 35,000+ companies like OpenAI, Coinbase, Anthropic, and DoorDash already run on Brex. It's time to get Brex AF. Learn more at https://www.brex.com/metricsAleph is a modern FP&A platform built for teams that want more than another planning tool. By connecting your ERP, CRM, and other systems into one trusted data layer with AI workflows, Aleph helps you move faster with real-time insights. Get a personalized demo at https://www.getaleph.com/runRightRev is an automated revenue recognition platform that lets your product team ship new pricing without asking finance for permission, and your sales team close deals without creating downstream chaos. Check out their free tool at calculator.rightrev.com It scores your rev rec process, shows what's exposing you to risk, and tells you exactly where to focus before it bites you in the rear end. Check it out at https://calculator.rightrev.comRillet is an AI-native ERP built for modern finance teams that want to replace NetSuite and close faster. With revenue recognition, close management, multi-entity support, and native Stripe and Salesforce integrations, Rillet helps scaling companies run their finance stack in one place. Hundreds of teams, including Windsurf and Mercor, use Rillet to make the zero-day close real. Book a demo at https://www.rillet.com/cjEY has been part of Silicon Valley since it was just a valley, helping the most successful names in tech go from startup to exit to megacap. With teams across strategy, tax, audit, and transactions, EY helps you get your financials right early, long before your investors start asking for it. You build the next big thing, and EY will help you build it right. Learn more at https://www.ey.com/techstartupsSpendHound cuts your SaaS and AI spend by up to 30% using real pricing benchmarks across 10,000 vendors, so you always know what fair pricing looks like before your next renewal. Rated #1 on G2 in SaaS spend management, it's free forever for teams up to 1,000 employees. Sign up by June 12th and get $500 just for getting started. Go to https://www.spendhound.com/cj—LINKS: Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsNGuest: https://www.linkedin.com/in/martenabrahamsen/Company: http://vercel.com/CJ: https://www.linkedin.com/in/cj-gustafson-13140948/Mostly metrics: https://www.mostlymetrics.com—TIMESTAMPS:0:00 Speeding tickets vs. parking tickets3:21 Visa IPO in the financial crisis5:09 Going public has changed6:45 Private market: 22–24 trillion9:03 More or fewer public companies?9:48 Sponsors — Brex | Aleph | RightRev13:04 KPI dashboard on your phone14:12 Revenue flux via Slack and Notion15:37 RevRec tool: green, yellow, red17:56 V0 is a job requirement19:43 Speeding tickets vs. parking tickets20:33 Sponsors — Rillet | EY | SpendHound23:49 Very few one-way doors25:02 Finance in hypergrowth25:39 Three-scenario planning27:00 Honest with the board31:00 PLG + consumption at Vercel33:32 What Marten checks every morning34:03 Why RPO doesn't work here35:36 Holiday usage is up37:10 ICP shifted to solo developer39:22 Capital allocation in a fast market41:32 Growth compounds; margin can't43:22 SaaS gross margins: spicy take44:24 Cash-burning AI: 2026 vs. 202147:29 Are some hypergrowth cos destroying value?50:00 Lightning round50:11 Bank of Ireland mix-up51:10 Don't punt problems forward52:04 Finance software stack52:38 Expensed an oven53:12 Credits

What this episode is about Most salespeople are pointed at targets without being taught to think about them. That gap — between knowing who to call and understanding why it matters — is what Peter Cleary and Tom Sterns set out to close with their book Graphic Sales: How to Build a Prospecting Playbook. The book is unusual. It teaches through illustrated comic strips drawn from real sales disasters, using the Aesop's Fables principle: story first, lesson second. The goal isn't to lecture. It's to help salespeople recognise themselves, laugh at the madness, and do the work better. What Marcus, Peter, and Tom cover Ideal Customer Profile as a foundation — not a filter. The ICP chapter opens the book because everything else depends on it. ICP isn't just demographic targeting. It's understanding the four to six data attributes that signal your solution is genuinely right for a specific buyer — and then thinking critically about what those signals mean in context. Why AI won't solve poor prospecting judgement. Tom shares a cautionary story: he built an AI-assisted prospecting tool for a team, fed it the right signals, and watched conversion rates fall. The problem wasn't the data. It was that automating the research broke the reps' critical thinking. They stopped trusting the information because they hadn't processed it themselves. They started dialling without thinking. Conversion rates recovered only when the reps were given time to verify and reason about the signals themselves. Pre-call planning is a non-negotiable. Hundreds of touchpoints go into booking a meeting. Showing up without reviewing the notes, researching the company, and forming a hypothesis is a dereliction of the role — not just poor practice. The post-call debrief most organisations never do. Standardised post-call analysis is almost universally absent. Marcus describes his red-teaming process: everyone hears the call, debriefs individually, and lessons feed directly into the next pre-call plan. It's how losses become assets rather than embarrassments. Multi-threading vs single-contact selling. SDRs are frequently incentivised to book a meeting with one person and move on. The result is account executives walking into rooms they don't understand, recapping conversations the buyer has already had. Tom and Peter describe pod structures where SDRs and AEs share long-term account ownership — so the knowledge doesn't evaporate at handoff. Meeting buyers where they actually are. Marcus introduces a staged buying journey framework — from centre of dissatisfaction through passive and active looking, to deciding — and maps this against persona data. A buyer who started a new role four weeks ago is in a different conversation than one who looks like they're planning their next move. Timing, relevance, and personal value determine whether a rep gets championed internally. Honesty, pipeline integrity, and what managers actually owe their organisations. Tom shares a pipeline audit story where redefining stage criteria caused the pipeline to drop by two-thirds — and the leadership committee was relieved. Peter and Marcus discuss the cultural cost of managers who manage upwards rather than telling the truth to the people who need to act on it. Key quotes from the episode Marcus: "Haste is different from speed. Most people prospect with haste." Tom: "I don't even care about your product in the first week of onboarding. We're going to focus entirely on your buyer's world." Marcus: "Buyers don't hate being sold to. They hate being sold to badly. And more often than not, the problem isn't laziness or stupidity — it's lack of self-awareness." About the book Graphic Sales: How to Build a Prospecting Playbook by Peter Cleary and Tom Sterns. Available at all good bookstores. About The Inquisitor Podcast Hosted by Marcus Cauchi. Produced by Principled Selling. The show examines what commercial dysfunction actually looks like from the inside — and what honest, buyer-centred selling requires.

Learn how to leverage B2B thought leadership, adapt to the new LinkedIn algorithm, and survive the rise of AI filters to outpace your competition. The game of B2B marketing has completely transformed. It's no longer just about pushing content out into the void; it's about navigating a shifting ecosystem where buyer discernment is at an all-time high and AI algorithms act as the new gatekeepers. If you think you can simply drop a link, log off, and watch the leads roll in, you're missing the massive shift happening right now. In this episode, Charles Gaudet sits down with Justin Rowe, founder of Impactable and one of the most brilliant minds in digital advertising, to unpack the exact playbook for building authority on LinkedIn and YouTube. From navigating the newly updated LinkedIn algorithm to understanding how "AI filters" are vetting your business before a human ever does, this conversation breaks down the high-level strategies needed to capture demand and scale your business beyond seven figures. KEY TAKEAWAYS: The Rise of the AI Gatekeeper: In enterprise sales, a staggering 75% of RFPs now pass through an AI filter before ever reaching human eyes. If your digital footprint lacks frameworks, original thought, and proof, you risk being suppressed by the "AI gods" before you even get a meeting. Cracking the "LinkedIn 360 Brew" Algorithm: Pushed in February 2026, LinkedIn's newest algorithmic update heavily penalizes "post-and-bounce" behavior. To maximize organic reach, leaders must treat the platform like a physical networking event: engage for 20 minutes before posting, publish, and linger for another 10 to 20 minutes to reply to the community. Organic Amplification to Evergreen Ads: Stop guessing what content to put money behind. Spend six months building an organic motion, identify the specific posts driving DMs or comments from your Ideal Customer Profile (ICP), and pluck those out to sponsor as evergreen client-acquisition assets. Drowning Out the "AI Slop": AI has made it easier than ever to churn out surface-level content, resulting in a wave of generic digital slop. Real competitive advantage belongs to leaders who focus on the "white space"—sharing unique points of view, contrasting frameworks, and real operational experiences that competitors can't replicate. Curating an ICP Network vs. Accepting Hodgepodge Requests: Growing an audience organically isn't enough if it's filled with people trying to sell to you. True channel growth requires intentionally sending 15 targeted connection requests a day to your exact ICP while maintaining a strict filter on who you let in. The Bingeable ROI of YouTube vs. The LinkedIn Feed: While LinkedIn is ideal for text-based text posts and high engagement, its feed eventually buries even your best work. YouTube demands a harder, longer grind for B2B channels, but its playlist structure creates a "bingeable library" where a single discovery can lead a prospect to consume 10 videos in one sitting. RESOURCES MENTIONED: Impactable: Learn more about scaling B2B results via Impactable.com Impactable YouTube Channel: Access the free, high-value LinkedIn Ads Beginners 101 Playlist. YouTube Channel Follow Charles Gaudet and Predictable Profits on Social Media: Facebook: facebook.com/PredictableProfits Instagram: instagram.com/predictableprofits Twitter: twitter.com/charlesgaudet LinkedIn: linkedin.com/in/charlesgaudet Visit Charles Gaudet's Wesbites: www.PredictableProfits.com www.predictableprofits.com/community https://start.predictableprofits.com/community Enjoyed the episode? Growing a business can be hard, but it shouldn't be a struggle. Make sure to rate, review, and subscribe on your favorite podcast platform so you never miss an episode of top-level growth strategies! Mixing, editing, and show notes provided by NEXT DAY PODCAST

We sit down with Bridget Winston to unpack what separates a real Chief Revenue Officer from a bookings-focused sales leader, and why the org chart tells you the truth faster than the job title. We get practical about SaaS metrics, AI-driven go-to-market, and the leadership habits that keep teams performing as the playbook keeps changing.• Evaluating a CRO remit by reporting lines and revenue accountability• Using GRR and NRR to diagnose product-market fit and ICP clarity• Treating revenue as a lagging indicator of customer centricity• Preparing for LLM-driven discovery with brand, PR, and earned media• Testing AI tools that shrink territory and quota planning cycles• Shifting budget from paid ads to community-led growth and local events• Turning customer testimonials into repeatable social proof loops• Managing humans and AI agents with specific, camera-ready feedback• Fixing incentives and systems before blaming the team• Creating urgency with day-five impact expectations instead of tired 30-60-90 plansYour org chart can tell you whether you're hiring a true Chief Revenue Officer or just renaming a VP of Sales. We sit down with Bridget Winston, CRO at Patient Now and a three-time CRO, to get brutally clear on what revenue ownership actually means and why “bookings” is a dangerous north star when retention and expansion are what compound.We dig into the SaaS metrics that expose reality fast: GRR, NRR, LTV to CAC, and how boards interpret dashboards when product-market fit and ideal customer profile are still shaky. Bridget shares a sharp reframing that stuck with us: revenue is a lagging indicator of customer centricity. From there, we zoom out to the “SaaS-pocalypse” conversation and what happens to pricing, planning cycles, and revenue per employee as AI turns some companies into dinosaurs and others into cheetahs.Then we get tactical about the LLM era of B2B discovery. If buyers are finding software through ChatGPT-style answers, Reddit threads, G2-style reviews, and YouTube, we need consumer-grade brand building, PR, and community-led growth that creates earned media AI can't ignore. Bridget also breaks down AI tools she's used to compress territory planning and quota work from months to weeks, plus AI coaching that improves call quality and handoffs without blowing up day-to-day operations.We even take a fun detour into Spark Tank wine trivia, then bring it back to leadership: how to give feedback with real specificity, fix systems before blaming people, and set expectations for day-one impact. Subscribe, share this with a revenue leader, and leave a review so more builders can find the show.Bridget Winston:  https://www.linkedin.com/in/bridgetwinston/Bridget Winston is the Chief Revenue Officer at PatientNow, leading go-to-market and customer-facing teams across a rapidly growing vertical SaaS platform in the fast-expanding $20 billion aesthetics and wellness industry.  A three-time CRO with over 20 years of experience, Bridget was formerly the CRO at Chief, where she led membership growth and helped the company reach a $1.1 billion valuation. During her tenure, Chief was recognized by TIME as one of the 100 Most Influential Companies and by Fast Company as one of the Most Innovative Companies. Before that, Bridget served as the CRO at Shutterstock, growing revenue to $300 million.Website: https://www.position2.com/podcast/Rajiv Parikh: https://www.linkedin.com/in/rajivparikh/Email us with any feedback for the show: sparkofages.podcast@position2.com

This week, join Peter and Chris as they deep dive into the sixteenth and final track off of RiddleBox, the almighty third jokers card from ICP, "I'm Coming Home"! Sit back and listen as they dissect the lyrics and content of the track, discuss ICP final album tracks, talk about Coney dogs and a little smog, and tackle important topics like J singing like John Lennon!      The LinkTree is at https://linktr.ee/juggalorwd... Twitter/X: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Threads: @JuggaloRWD BlueSky: @JuggaloRWD The website is www.JuggaloRewind.com. Join us everywhere to talk to other listeners and about ICP, Twiztid and random juggalo nonsense. Email us at juggalorwd@gmail.com or call/text us at (810) 666-1570.        Join our Patreon! You can join for free OR for only FOUR DOLLARS a month, you can join Kilnore's Army and get at least two bonus episodes per month, videos, chats and more! Even without paying, you can still join the Patreon community! Become an official member of the Phat or Wack Pack today! -- Juggalo Rewind Patreon. Additional music provided by the IRTD. Voiceover work provided by Christmas. All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

Getting hung up on by any leader hurts, but it's the grind. Jason Bay flips the script and shows you how to bounce back and book meetings. In this episode you'll learn:

Here's the knot almost every founder hits. Things are working. Money is coming in. And then everyone around you starts chanting the same advice. Niche down. It sounds smart. It feels terrifying. Because the second you try it, it feels like you're about to fire the people funding your life. So I ran the question through The Room. I convened a council session inside Invisible Council AI with cognitive models of four people who have actually built fortunes on this exact decision. Alex Hormozi. Dan Kennedy. Dan Sullivan. Frank Kern. They did not politely agree. They collided. And the collision is where the gold was. Hormozi separated the two decisions everyone blends together. Kennedy reframed a niche as a farm you can dominate, not a smaller crowd to starve in. Sullivan made the call that your current clients are evidence, not your identity. Kern added the filter that changes everything. Pick the client you could win for even if you only got paid after they succeeded. The Third Mind that emerged from all four was simple and sharp. You don't announce a divorce to find a better date. You build a revenue-safe front door for the proven buyer while the old book of business quietly funds the transition. Tighter front door. Same cash register. This one is for any founder sitting on revenue they're scared to risk and a focus they're scared to commit to. Listen all the way through. The open question at the end is the one that decides whether your niche becomes a farm or a trap. What You'll Learn The two separate decisions you're accidentally blending, and why that blend is the source of the fear. Why cash flow is not the thing you protect at all costs. It's the thing that buys you time to get smarter. How to choose your ideal client from evidence instead of preference, using the clients you already have. Why a niche is not a smaller audience. It's a market small enough to dominate and rich enough to matter. The difference between revenue and complexity wearing a fake mustache. How to reposition without sending a single client a dramatic "we've evolved beyond you" announcement. The 90-day narrowing test that turns a scary identity change into a measurable experiment. The exact first move you can run this week with your last 20 clients and a spreadsheet. Chapter Markers (Times are placeholders. Map to your final audio in your host.) 00:00 — The founder's fear: niche down without blowing up revenue 00:00 — Hormozi: the two decisions you keep blending 00:00 — Pick the niche the evidence is pointing at, not the one you like 00:00 — "Your strategy is what you say no to" 00:00 — Kennedy: a niche is a farm, not a smaller crowd 00:00 — The fantasy demographic test 00:00 — Third Mind: the Cash-Flow Airlock 00:00 — Sullivan: your clients are evidence, not your identity 00:00 — The 10x Client Test 00:00 — Third Mind: the Two-Bank Niche Test 00:00 — Kern: pick who you could win for if you got paid last 00:00 — Kennedy vs Kern: ease versus richness 00:00 — Third Mind: the Revenue-Safe Front Door 00:00 — The Council Brief and your first move 00:00 — The open question: farm or elegant trap Lines From The Room (Pulled from the live council session. These are the cognitive models speaking inside Invisible Council AI.) The Hormozi model, on the real lever: "Your strategy is what you say no to. Not what you put in the Google Doc." The Kennedy model, on choosing wrong: "If the answer is no, you don't have an ICP. You have a fantasy demographic." The Sullivan model, on the trap of revenue: "Complexity disguised as cash flow." The Kern model, on the filter that matters: "Don't choose the ICP you can sell. Choose the ICP you can almost guarantee results for." The Third Mind, on the whole move: "You don't announce a divorce to find a better date." The Frameworks Named In This Session The Cash-Flow Airlock — keep serving the messy back room while the new front door only admits the proven buyer inside a conquerable farm. The Two-Bank Niche Test — deposit into the future bank while making zero withdrawals from the current bank. The 10x Client Test — if I had ten times more clients like this one, would the business get simpler, more profitable, and more energizing, or collapse under complexity. The Revenue-Safe Front Door — test the narrow ICP in media the legacy herd doesn't even consume, while the back room keeps proving appreciation to the people paying now. Your Move This Week Take your last 20 clients. Put them in a spreadsheet. Score each one on: Did they get a measurable result How easy were they to sell How profitable were they to serve How easy were they to fulfill Did serving them drain you or energize you Would you take them if you only got paid after they succeeded Would you want ten times more just like them The overlap is your first farm. Then write one sentence. "I help [specific person or company] solve [specific expensive problem] so they can achieve [specific outcome] without [specific pain]." If it doesn't exclude people, it isn't finished. Then point your next 90 days of new marketing at that person only. Back room keeps getting served. Same cash register.

Imagine building one of the world's first cold email automation platforms, then deciding not to chase hypergrowth or venture capital but to grow profitably by serving a very specific kind of customer well. In this episode of Predictable B2B Success, Vinay Koshy speaks with Jeremy Chatelaine, founder and CEO of Quickmail, to discover how he prioritized product excellence and customer retention in a fast-moving SaaS landscape. With over 400 podcast episodes, an industry-defining book, and the trust of agencies managing hundreds of clients, Jeremy's story flips conventional SaaS wisdom on its head. He reveals how the internal calculus of “good fit” versus “bad fit” customers can make or break a business and why refusing a paying customer can sometimes be more profitable in the long run as opposed to customers who destroy value, the unusual economics of retention vs. acquisition, and why delivering exceptional customer results like, booking 4.22 times more meetings than the competition, is about much more than emails and automation. Jeremy also shares hard-won lessons from mistakes, killer feature inventions, and why an executive assistant could be the highest ROI hire you're not making. Tune in for an unfiltered, unconventional masterclass in SaaS success. Some topics we explore in this episode include: Bootstrapping vs Venture Capital: Jeremy details the benefits of building Quickmail profitably without VC funding.Customer Retention vs Acquisition: Why retention often outperforms acquisition for long-term SaaS growth.Defining Ideal Customer Profiles: How to identify and evolve good-fit and bad-fit customers over time.Product-Led Growth from Customer Feedback: Developing features driven by close interaction with customers.Educational Content's Role: The role of podcasts and books in attracting and pre-qualifying leads.Technical Differentiation: Email Deliverability: What sets Quickmail's deliverability and booking rates apart.Multi-Channel Outreach (LinkedIn + Email): Data on improved results from combining email and LinkedIn campaigns.Roadmap Discipline: Saying No: When and why to decline feature requests that don't serve the ICP.Scaling for Agencies: Tools and approaches for agencies managing many client accounts.Founder Leverage via Delegation: The value of executive assistants and reducing operational overload.

This week, join Peter and Chris as they deep dive into the fifteenth track off of RiddleBox, the almighty third jokers card from ICP, "The Killing Fields'"! Sit back and listen as they dissect the lyrics and content of the track, discuss spooky songs from Bloody Sunday, talk about attractions in the Dark Carnival, and tackle important topics like ICP's HOF bids for both music and wrestling!      The LinkTree is at https://linktr.ee/juggalorwd... Twitter/X: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Threads: @JuggaloRWD BlueSky: @JuggaloRWD The website is www.JuggaloRewind.com. Join us everywhere to talk to other listeners and about ICP, Twiztid and random juggalo nonsense. Email us at juggalorwd@gmail.com or call/text us at (810) 666-1570.        Join our Patreon! You can join for free OR for only FOUR DOLLARS a month, you can join Kilnore's Army and get at least two bonus episodes per month, videos, chats and more! Even without paying, you can still join the Patreon community! Become an official member of the Phat or Wack Pack today! -- Juggalo Rewind Patreon. Additional music provided by the IRTD. Voiceover work provided by Christmas. All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

In this interview, Matt Pierce, co-founder and CEO of Immediate, shares the story behind the company and its mission to give employees early access to wages they've already earned through a simple, flat-fee alternative to payday and title loans. He discusses Immediate's growth since 2019 to nearly 700 employees nationwide, and how the company is staying mission-driven while scaling in a competitive earned wage access market. Matt also talks about how they're building alignment through shared ownership and stock education, shifting toward strategic partnerships and larger clients, and learning from a past hiring mistake in sales. He closes by reflecting on his own leadership growth, especially around delegation, coaching, and developing stronger leaders across the organization. Episode Highlights & Time Stamps 3:10 Immediate's Earned Wage Access 4:38 Fighting Payday Loans 6:40 Growth With Purpose 11:31 Building True Ownership 15:48 Scaling Through Setbacks 20:30 Learning to Let Go Key Takeaways Fast growth only works when the mission is actively reinforced through stories, not just stated in strategy documents. At Immediate, customer impact stories (avoiding late fees, accessing earned wages) keep teams aligned and motivated. Ownership is strengthened by structure giving employees equity changes how they think, decide, and act. Rapid sales expansion without clear ICP or territories created inefficiency and overlap, requiring a strategic reset. The company shifted toward strategic partnerships to scale more efficiently and improve enterprise reach. Founder leadership must evolve from "doing the work" to "coaching the team" to avoid becoming a bottleneck. Trusting the team and stepping back is essential for sustainable scale. This episode is a must-listen for CEOs and executives looking to lead innovation with purpose, scale responsibly with AI, and build cultures where people feel empowered to think boldly and grow. About the Guest Matt Pierce is the co-founder of Immediate, an earned wage access company helping employees access wages they've already earned, offering a responsible alternative to payday lending. Under his leadership, Immediate has scaled rapidly while focusing on mission-driven growth and financial wellness for workers across the U.S. How to Connect with Matt Pierce: LinkedIn: Matt Pierce https://www.linkedin.com/in/piercmb/ Company Website: https://www.joinimmediate.com/ – to learn more about his work and platform Get In Touch with Matt: https://www.joinimmediate.com/contact-us Resources & Next Steps Ready to take your leadership energy to the next level? Explore free training and resources at https://training.coreelevation.com/ to help you identify energy leaks, strengthen your leadership presence, and elevate your team's performance.

If your ICP (Ideal Customer Profile) is still built on broad categories, instinct, and a little wishful thinking, it may be more aspirational than operational.  An ICP like that leaves too much room for interpretation. Marketing, sales, and ops start working from different definitions of the right account, and the business keeps chasing customers that look right on paper but don't behave like winners.  In this episode, Drew talks with Drake Lenhan, Sitecore's Sr. Director, Global Market Intelligence & Portfolio Strategy, about what it takes to turn ICP into a source of focus that the whole business can work from.  Drake walks through the progression from validating where you actually win to building a scoring model, securing cross-functional buy-in, and creating a system that stays steady as the market shifts.  What You'll Learn:  How to spot gaps between assumed fit and actual fit  How to turn raw account traits into a practical ranking system  Why use case fit matters as much as segment fit  How to keep ICP from going stale after launch  If you're a B2B CMO ready to revisit your ICP with win data, sharper focus, and stronger cross-functional alignment, this episode gives you the blueprint.  For full show notes and transcripts, visit https://renegademarketing.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

This week, join Peter and Chris as they deep dive into the fourteenth track off of RiddleBox, the almighty third jokers card from ICP, "12'"! Sit back and listen as they dissect the lyrics and content of the track, discuss capital punishment, talk about the ABK Tour, and tackle important topics like ICP's history with judges!      The LinkTree is at https://linktr.ee/juggalorwd... Twitter/X: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Threads: @JuggaloRWD BlueSky: @JuggaloRWD The website is www.JuggaloRewind.com. Join us everywhere to talk to other listeners and about ICP, Twiztid and random juggalo nonsense. Email us at juggalorwd@gmail.com or call/text us at (810) 666-1570.        Join our Patreon! You can join for free OR for only FOUR DOLLARS a month, you can join Kilnore's Army and get at least two bonus episodes per month, videos, chats and more! Even without paying, you can still join the Patreon community! Become an official member of the Phat or Wack Pack today! -- Juggalo Rewind Patreon. Additional music provided by the IRTD. Voiceover work provided by Christmas. All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

In this episode of Fullerton Unfiltered, Brian and Adam break down how branding directly impacts the type of customers your business attracts. From websites and social media to trucks, uniforms, and messaging, they unpack why some companies attract premium clients while others constantly battle price shoppers. This conversation dives into positioning, trust, perceived value, and how to build a brand that attracts the right ICP and helps your business stand out in a crowded market.