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Thank you for tuning in to Episode 297 of the Down Cellar Studio Podcast. Full show notes with photos can be found on my website. This week's segments included: Off the Needles, Hook or Bobbins On the Needles, Hook or Bobbins Brainstorming From the Armchair Knitting in Passing KAL News Events Contest, News & Notes On a Happy Note Quote of the Week Off the Needles, Hook or Bobbins Dinosaur T-Rex Pattern: Dinosaur T-Rex and Pterodactyl by Anita Suriaa- $5.99 crochet pattern on Ravelry Yarn: Knit Picks Brava Worsted Hook: 2.5 mm Changed teeth- white embroidered Vs Belle the Butterfly #4 Pattern: Belle the Butterfly $4 pattern from Theresascrochetshop on Etsy Hook: D (3.25 mm( Yarn: leftover DK yarn from stash Ravelry Project Page On the Needles, Hook or Bobbins David... Fold in the cheese socks #2 Yarn: Legacy Fiber Artz in the David...Fold in the cheese!!!! colorway (with cream/gray mini skein) Pattern: OMG Heel Socks by Megan Williams ($5 knitting pattern available on Ravelry) Needles: US 1.5 (2.5 mm) Ravelry Project Page About the yarn- cream, pink and blue to match rose apron David wears in this episode of Schitt's Creek. Nearly to the heel of the first sock Inclinations Cowl Inclinations Cowl by Andrea Mowry ($7.00 Knitting Pattern available on Ravelry & her website. Needles: US 2 (2.75 mm) Yarn: 2 skeins of handspun Color A: Fiber Addict Designs 100% Merino in the Wild Plum Colorway- Ravelry link. Color B: Candombe, I think the fiber is from Malabrigo- Ravelry link. My Ravelry Project Page I love working with my handspun Same as It Ever Was Hat Pattern: Same as It Ever Was by Sarah Jordan ($6 knitting pattern available on Ravelry) Yarn: Hypnotic Yarn Plush Sock (Yarnable Box January 2024) in the Dino-Mite colorway Needles: US 2 (2.75 mm) Ravelry Project Page About the yarn: aqua, gray and purple. I don't love knitting on small needles in the round. Just placed a knit picks order so I ordered a US 2 needle with a 47 inch cord to see if going back to magic loop may serve me better. Granny square top Yarn: MC- Cloudbourn Fibers Wool Fingering Twist in Natural (1 skeins), Advent Mini Skeins from Legacy Fiber Artz (Steel Toes Base) & Fibernymph Dye Works (Bounce Base)- both from 2024. Hook: D (3.25 mm) Pattern: none Ravelry Project Page 3 round granny squares: Round 1= more tonal color, Round 2= speckled, Round 3= natural Yarn organization: I put 2 sets of colors in each mostly clear zippered pouch from my Yarnable Subscription kits. It keeps the yarn from the mini skeins from getting tangled. Progress: Squares to date: 57 squares. Adrift on an Inland Sea Socks Yarn: Woolens & Nosh SW Targhee Sock in the Adrift on an Inland Sea Socks colorway Pattern: OMG Heel Socks by Megan Williams ($5 knitting pattern available on Ravelry) Needles: US 1.5 (2.5 mm) Ravelry Project Page Worked on these last weekend. Nearly to the toe on the first sock. Cozy Clusters Blanket #5 Pattern: Cozy Clusters by Leelee Knits- $5.99 crochet pattern available on Ravelry or free from their website Yarn: Knit Picks Brava Worsted in Dove Heather Hook: J hook (6.0 mm) (cast on) and I hook (5.5 mm) Ravelry Project Page 53 clusters wide Currently 34 inches wide about 15.5 inches tall. hoping to get to 36 inches tall before border Felici Granny Stripe Blanket Yarn: Knit Picks Felici in Colorways: Punky, Whatits Galore (50g), Space Disco, Carrot Cake, Base Jump, Game Over, Secret Garden, Fiesta Pattern: Granny Stripe by Attic 24 Hook: I (5.5 mm) Ravelry Project Page 7 colorways with 100g, 1 with 50g. I have another 50g skein I could add in (more of a pain because you have to wind off half). I am matching up stripes so they end at same time or as close as possible. Changing colors typically after 4 rows- unless its a colorway that goes back and forth with the same colors- like carrot cake. Foundation half-double crochet 101. 1 row of dc (probably could have skipped). Size: 36" wide. 14 inches tall so far . Brainstorming Blanket for a friend's baby with the Four Leaf Clover Granny Square pattern- available on Ravelry I wan to make another summer tee or tank, but I should finish the granny square tank first. From the Armchair All in Her Head by Elizabeth Comen, MD. Amazon Affiliate Link The Wedding People by Alison Espach. Amazon Affiliate Link. Note: Some links are listed as Amazon Affiliate Links. If you click those, please know that I am an Amazon Associate and I earn money from qualifying purchases. Knitting in Passing I gifted Megg her "David Fold in the Cheese!!!" socks from Legacy Fiber Artz Schitt's Creek Series. She loved them! You can check out my Ravelry Project Page here. Zach liked his dinosaur "I got a baby dinosaur" KAL News Splash Pad Party Registration is open View Stats and/or Verify Registration here. Check out our Sponsor List Splash Pad Official Rules Enter your FOs using the Summer Celebration Form. Then come over to this Ravelry Thread to share pics and let us ooh and ahh with you! Submit something incorrectly? Need help? Fill out this Support Form & we'll be in touch. Splash Pad RAVELRY Links Start Here Thread Pro Shop Exclusive Items Thread Coupon Codes Thread Questions Thread Virtual Kick Off- Sunday June 1st Schedule Auction for FearLESS Living Fund Events Webs Tent Sale: May 16-17 in Northhampton, MA Sheep & Wool Festival at Coggeshall Farm: May 17 in Bristol, RI Massachusetts Sheep & Wool: May 24 & 25- Cummington, MA CNY Fiber Festival- June 7 & 8 in Frankfort, NY NEAOBA Alpaca Summer Fest 2025- July 12 in Westford, MA (New England Alpaca Owners and Breeders Association- 4th annual) Flock Fiber Festival in Seattle, WA August 8-10 Contest, News & Notes Yarnable May 2025 Unboxing Video on the Down Cellar Studio YouTube Channel On a Happy Note Kiss Me Kate 2nd weekend shows. More family and friends came out than I knew were coming. With very little help from me, we loaded up a 16 foot U-Haul with items from Mom's ebay store to send to Vegas with her friends. Huge load out of Dad's cellar and weight off his mind. Megg and I joined Trish & Vikki at their 1st of 10 Reseller Meet-ups on their way to Vegas. Follow their shenanigans on Instagram, Facebook Group. Taking Monday off after Kiss Me Kate closed Spending Friday night at Oisin's Rugby match. He scored and we enjoyed dinner after. Taking Gabriella and Zach to see Hattie's Wonka show Quote of the Week “You can't help what you feel, but you can help how you behave.” ―Margaret Atwood ------ Thank you for tuning in. Remember show notes for this episode can be found at www.downcellarstudio.com/# If you have a moment to leave a review on Apple Podcasts, I'd greatly appreciate it. I can be found on Ravelry as BostonJen and I'd love it if you came over to join our lively and engaged Down Cellar Studio Ravelry Group. Check me out on Instagram at BostonJen1 if you want to see what I'm up to between episodes. Check out my Down Cellar Studio YouTube Channel Email me at downcellarstudio@gmail.com For website: Thank you for tuning in! Contact Information: Check out the Down Cellar Studio Patreon! Ravelry: BostonJen & Down Cellar Studio Podcast Ravelry Group Instagram: BostonJen1 YouTube: Down Cellar Studio Facebook: https://www.facebook.com/downcellarstudio Sign up for my email newsletter to get the latest on everything happening in the Down Cellar Studio Check out my Down Cellar Studio YouTube Channel Knit Picks Affiliate Link Bookshop Affiliate Link Yarnable Subscription Box Affiliate Link FearLESS Living Fund to benefit the Blind Center of Nevada Music -"Soft Orange Glow" by Josh Woodward. Free download: http://joshwoodward.com/ Note: Some links are listed as Amazon Affiliate Links. If you click those, please know that I am an Amazon Associate and I earn money from qualifying purchases.
Brad Ferland hosts Viewpoint today with a slew of wonderful VT guests:9:00 to 9:30Representative Chris MattosNewly elected Senator from Milton, Westford, Essex and Fairfax9:30-10:00Maureen ShortLightHeart Sanctuary Annual Fundraiser forVermont Foodbank FundraiserRaffle for a Witch's Knot Garden stake4 elements Air, Earth, Fire and Water.Raffle tickets are $15 or 2 for $25.10:00 to 11:00John KerriganLong time sports coach WaterburyAuthor new book-Just Raise Your Left Hand- The book is a reflection of Kerrigan's life and times as a Vermont Teacher and Coach. It is autobiographical fiction.
Ouimet Scholar and Westford native Morgan Smith is one of the most accomplished young amateur golfers in Massachusetts, and the Smith family is synonymous with golf.Morgan's dad Phil is a former Massachusetts Mid-Amateur champion and both of her younger sisters are talented players, including Molly who plays collegiately at Division I Central Florida. Morgan grew up playing at Vesper Country Club in Tyngsboro and eventually began playing and working in the pro shop at Mount Pleasant Golf Club in Lowell.Morgan's accomplishments as a golfer and a student earned her a spot on the Division I women's golf team at Georgetown University in Washington, D.C. She was recently named BIG EAST Freshman of the Year after finishing second overall for the Hoyas in her first-ever BIG EAST Championship.Morgan is the two-time defending champion of the New England Women's Amateur, and won her first Massachusetts Women's Amateur in dramatic fashion back in 2022. She has lofty goals for what she aims to accomplish in the future both on and off the golf course.
In this special episode of the Scaling Wellness podcast, we delve into a pivotal transformation in the wellness industry: the shift from solo practitioner to team manager. Join us as we explore the profound changes in mindset experienced by wellness professionals as they transition into leadership roles. From navigating challenges to embracing growth, this compilation episode offers invaluable insights and inspiration for those embarking on their own leadership journey in the wellness world. This episode features: Danielle Ratliff. Danielle is the former owner of Serenity Now Massage Therapy in Cornelius, North Carolina. She currently owns a writing and marketing company called Joyful Rising. Danielle has compassionately empowered thousands on well-being journeys as a Contributing Writer, Holistic Wellness Radio Show Host, Licensed Massage Therapist, Registered Dietitian, and Mental Health Advocate. Julie Miller-Wilson. Julie is the co-owner of Body Kneads, Etc a spa, coffee shop & boutique fitness center in Lebanon, TN. Julie and Heather studied massage therapy at Southeastern Institute and continued their massage therapy education in Myofascial Trigger Point Therapy at the MYO Pain Institute, Chicago. Both Heather and Julie are "working partners" at the spa, and are licensed Neuromuscular massage therapists and specialize in Myofascial Trigger Point Therapy. Kelley Silva. Kelley, the proud owner of All About the Massage in Westford, MA, has been dedicated to providing top-notch therapeutic massage services since 2010. With a team of skilled practitioners, her practice has become a trusted hub for relaxation and pain relief within the Westford community. Want to build a wellness practice that gives you both TIME and MONEY? Learn how more at www.scalingwellness.com Schedule Your No-Cost 1:1 Strategy Call: www.scalingwellness.com/chat Follow us on Instagram: www.instagram.com/scalingwellness
Tensions continuing to build in the Middle East. A driver accused of deliberately hitting a State Police cruiser during a traffic stop in Tewksbury is captured in Westford. Thousands of runners spending the final weekend getting ready for Monday's Boston Marathon. Stay in "The Loop" from iHeartRadio. Ask Alexa to play WBZ NewsRadio on iHeartMedia.
We mark the 60th episode of Crime of the Truest Kind with the Unsolved show recorded live at Faces Brewing in Malden. It's another long one! It's a live show afterall. UNSOLVED New England Crime Cases Recorded live on Thursday, February 15 at Faces Brewing, MaldenWith Emily Sweeney of the Boston Globe Cold Case Files (subscribe here)We break down a number of New England cases, covered in Emily's reporting and on this podcast. Unsolved: The 1996 as of Marcie Fusillo Martini, first believed to be accidental but later ruled as homicide, in Walpole, MassUnidentified and unsolved: The 1973 case of the burned body of a Black man found in Westford, MassUnidentified and unsolved: In 2005 the body of a woman - Dorchester Jane Doe - was found entombed in an apartment building chimney in DorchesterMissing: In 2020, Mitchel Iviquel disappeared and little is known about her. She was reported missing in 2021, nearly one full after she was last seen in the Somerville area.Unsolved casesMissing and unsolved: Debra Melo of Taunton, 2000Unsolved: Charline Rosemond from Everett, found murdered in Somerville, 2009Missing and unsolved: Maura Murray - from Hanson, missing from Haverhill, NH, 2004Unsolved: Rita Hester - found dead in Allston, 1998The Charlestown 99 Murders, 1995Whitney Bulger's reign of terror in Boston Crime of the Truest Kindhosted by Anngelle WoodOnline crimeofthetruestkind.comSupport the showFollow Instagram | Facebook | Twitter X | TikTok | Threads | YouTube For show notes and source information, visit CrimeoftheTruestKind.comBecome a patron: Patreon.com/crimeofthetruestkind Music included in episodes from Joe "onlyone" Kowalski - Joe Got A New Heart FundDug McCormack's Math GhostsShredding by Andrew King
As your practice expands, it's important to incorporate certain elements to ensure seamless operations. This includes implementing efficient systems, utilizing the right tools, and growing your team with talented professionals. Although these factors may not have been necessary when your practice was smaller, they now play a vital role in maintaining productivity and effectively managing the increased workload. In this episode, successful owners reveal the key strategies that have greatly assisted them in their journey. This episode features: Kelley Silva. Kelley, the proud owner of All About the Massage in Westford, MA, has been dedicated to providing top-notch therapeutic massage services since 2010. With a team of skilled practitioners, her practice has become a trusted hub for relaxation and pain relief within the Westford community. Jeff Kong. Jeff, the multi-talented owner of Tri-Covery. With his background as an athlete, trainer, and massage therapist, he brings unparalleled expertise to the company. As an official NFL massage therapist for the Detroit Lions, Jeff's remarkable achievements set Tri-Covery apart from competitors, guaranteeing top-notch care for clients. Sierra Werner and Rachael Reid. Sierra & Rachael serve as the Co-Owners of Simply Therapeutic Massage located in Nashville, Tennessee. They take pride in being the founders of a women-led massage studio dedicated to providing personalized therapeutic bodywork to help individuals reach their optimal well-being. What sets them apart is the remarkable speed at which they have expanded, now boasting a team of over 10 practitioners, establishing themselves as a premier massage and wellness studio despite opening their doors just in 2020. Want to build a wellness practice that gives you both TIME and MONEY? Learn how more at www.scalingwellness.com Schedule Your No-Cost 1:1 Strategy Call: www.scalingwellness.com/chat Follow us on Instagram: www.instagram.com/scalingwellness
In this first installment of a four-part series on "FORE the Good of the Game," hosts Mike Gonzalez and Bruce Devlin engage in a delightful conversation with World Golf Hall of Fame member, Pat Bradley. This episode, rich in detail and personal anecdotes, offers an intimate glimpse into Bradley's inspiring journey in golf.Opening with reflections on Bradley's hallmark of consistency, Mike and Bruce set the stage for an exploration of her illustrious career, marked by 36 wins and six major championships. Pat shares her early life experiences, growing up in Westford, Massachusetts, where her initial passion was skiing, nurtured by her family's ski shop. Her transition from skiing to golf is a tale of passion, decision-making, and serendipity. She recounts her humble beginnings at Nashua Country Club under the guidance of pro John Worball, emphasizing the natural talent he nurtured.The narrative then delves into Bradley's amateur golf career, highlighting her local successes in New Hampshire and New England, contrasted with her national-level challenges. Listeners will be captivated by her candid recollections of the pivotal moments that steered her towards a professional golfing career, including her time at Florida International University and the crucial decision to pursue golf over skiing.Pat's storytelling vividly paints her early professional days, discussing her first golf clubs, the evolution of golf equipment, and the significant role of Colgate Palmolive in her career. The episode beautifully encapsulates the spirit of the 1970's LPGA, the challenges and triumphs Bradley faced, and the influential figures and events that shaped her path.This episode is not just a recount of a golfer's career; it's a journey through the evolution of women's golf, viewed through the lens of one of its most esteemed players. Pat Bradley's story is a testament to determination, adaptability, and the love of the game, making this a must-listen for golf enthusiasts and anyone seeking inspiration in their pursuits.Support the showFollow our show and/or leave a review/rating on: Our Website https://www.forethegoodofthegame.com/reviews/new/ Apple Podcasts https://podcasts.apple.com/us/podcast/fore-the-good-of-the-game/id1562581853 Spotify Podcasts https://open.spotify.com/show/0XSuVGjwQg6bm78COkIhZO?si=b4c9d47ea8b24b2d Google Podcasts https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5idXp6c3Byb3V0LmNvbS8xNzM3Mjc1LnJzcw About "FORE the Good of the Game” is a golf podcast featuring interviews with World Golf Hall of Fame members, winners of major championships and other people of influence in and around the game of golf. Highlighting the positive aspects of the game, we aim to create and provide an engaging and timeless repository of content that listeners can enjoy now and forever. Co-hosted by PGA Tour star Bruce Devlin, our podcast focuses on telling their life stories, in their voices. Join Bruce and Mike Gonzalez “FORE the Good of the Game.” Thanks so much for listening!
Karen B. Johnson of Madge & Johnson in Westford breaks down petitions to terminate a trust in this podcast, excerpted from MCLE's 7/18/23 live webcast: How to Terminate a Trust. The full program is available as an on demand webcast or an MP3 here. Get 24/7 instant access to hundreds of related eLectures like this one—and more—with a subscription to the MCLE OnlinePass. Learn more at www.mcle.org/onlinepass and start your free trial today! Connect with us on socials!Instagram: mcle.newenglandX (Formerly Twitter): MCLENewEnglandLinkedIn: Massachusetts Continuing Legal Education, Inc. (MCLE│New England)Facebook: MCLE New EngalndThreads: mcle.newnengland
Making the transition from working solo to managing a team is a crucial shift that demands a change in mindset. By embracing this change, you open the doors to greater opportunities for growth and success. With a team by your side, you can tackle more significant challenges and achieve more significant results. So, if you're ready to take your career to the next level, it's time to make the leap and start leading your own team. This episode features: Danielle Ratliff. She is the former owner of Serenity Now Massage Therapy in Cornelius, North Carolina. She currently owns a writing and marketing company called Joyful Rising. Danielle has compassionately empowered thousands on well-being journeys as a Contributing Writer, Holistic Wellness Radio Show Host, Licensed Massage Therapist, Registered Dietitian, and Mental Health Advocate. Kelley Silva, the owner of All About the Massage - multi-practitioner therapeutic massage practice in Westford MA. Since 2010, Kelley and her practice have been serving the Westford community through relaxing, and pain relieving therapeutic massage. Julie Miller-Wilson. Julie Miller-Wilson, co-owner of Body Kneads, Etc. - a spa, coffee shop & boutique fitness center in Lebanon, TN. Julie and Heather are "working partners" at the spa, and are licensed Neuromuscular massage therapists and specialize in Myofascial Trigger Point Therapy. Want to build a wellness practice that gives you both TIME and MONEY? Learn how more at www.scalingwellness.com Schedule Your No-Cost 1:1 Strategy Call: www.scalingwellness.com/chat Follow us on Instagram: www.instagram.com/scalingwellness
Guest Reuben Rudisill is Huber's Research, Development, & Innovation engineer, joining Jake & Pete from the Building Science Corporation Summer Symposium in Westford, MA. Jake & Pete know just enough to get in trouble when it comes to structural details of ZIP, ZIP-R, and Advantech Huber OSB panels, so Reuben quite gently sets these guys straight on how high-performance OSB is manufactured and tested, how fasteners are as important as the panels, and what you can and cannot do with each of Huber's panels. The podcast does close out nicely with how important friendships are in the building business world (we could get this "touchy-and-feely" because Steve was "missing" for this podcast...).Pete's Resource(s):1. Huber Technical Support: https://www.huberwood.com/technical-support2. Solid Panel System - https://bbe.umn.edu/research/perfect-wall-building-and-delivery-system
Some believe this carved stone marks the grave of Knight Templar Sir James Gunn who died on Prince Henry Sinclair expedition to North America in 1399. Could this expedition have brought the Holy Grail to Massachusetts? Is this truly a grave site or just old graffiti on a rock? Jeff Belanger and Ray Auger begin their quest for the Holy Grail via the medieval Westford Knight in Westford, Massachusetts. The Keeper of the Holy Grail - A New England Legends Podcast Listen ad-free plus get early access and bonus episodes at: https://www.patreon.com/NewEnglandLegends For more episodes join us here each Monday or visit their website to catch up on the hundreds of tales that legends are made of. https://ournewenglandlegends.com/category/podcasts/Follow Jeff Belanger here: https://jeffbelanger.com/See omnystudio.com/listener for privacy information.
Karen B. Johnson, Esq., of Madge & Johnson, PC in Westford breaks down Roth Conversions in the World of Medicaid Trusts in this podcast, excerpted from MCLE's 12/6/22 live webcast: Drafting Successful Medicaid Trusts. The full program is available as an on demand webcast or an MP3 here. Get 24/7 instant access to hundreds of related eLectures like this one—and more—with a subscription to the MCLE OnlinePass. Learn more at www.mcle.org/onlinepass.
In Episode 309 Jeff Belanger and Ray Auger begin their quest for the Holy Grail via the medieval Westford Knight in Westford, Massachusetts. Some believe this carved stone marks the grave of Knight Templar Sir James Gunn who died on Prince Henry Sinclair expedition to North America in 1399. Could this expedition have brought the Holy Grail to Massachusetts? Is this truly a grave site or just old graffiti on a rock? Let's explore! See more here: https://ournewenglandlegends.com/podcast-309-the-westford-knight/ Listen ad-free plus get early access and bonus episodes at: https://www.patreon.com/NewEnglandLegends
While building and growing their massage businesses, every owner is bound to make mistakes. It's a natural part of the entrepreneurial journey and provides valuable lessons for future success. With our carefully curated compilation episode, you'll get insights into the common hiring mistakes that even successful spa owners make. With this knowledge, you can avoid making these errors and ensure that your hiring process leads to the best possible outcomes for your business. This episode features: Kendall Hagensen, a licensed mental health counselor, Board Certified Dance/Movement Therapist, and owner of Vancouver Wellness Studio in Vancouver, Washington. Kelley Silva, the owner of All About the Massage - multi-practitioner therapeutic massage practice in Westford, MA. Since 2010, Kelley and her practice have been serving the Westford community through relaxing, and pain relieving therapeutic massage. Tabatha Black, the owner of 640 Massage Therapists that provides therapeutic massage services for all 640 muscles in the body with the help of licensed massage therapists with advanced training and knowledge of human anatomy, physiology & kinesiology located in Westbrook, CT. Nicholas Garman, the owner of Kalamazoo Athletic Wellness in Kalamazoo, Michigan. Kalamazoo Athletic Wellness was born out of a desire to provide a multi-angle approach to holistic wellness for athletes without the "crunchy" texture. Their approach is rooted in science-minded techniques with proven results. ------------------------------------- Want to build a wellness practice that gives you both TIME and MONEY? Learn how more at www.scalingwellness.com Schedule Your No-Cost 1:1 Strategy Call: www.scalingwellness.com/chat Follow us on Instagram: www.instagram.com/scalingwellness
The Town of Westford's selectmen have voted to replace Columbus Day with Indigenous Peoples Day. The recommendation came from the town's Diversity, Equity, and Inclusion Committee. Dan asked for listener input.
Parts of western Massachusetts grapple with flooding and washed out roadways, state officials take aim at 'ghost guns,' and a teenage golfer from Westford makes history. Five minutes of news to keep you in "The Loop."
Subscribe Apple | Google | Spotify | Stitcher | iHeart Support The Daily Gardener Buy Me A Coffee Connect for FREE! The Friday Newsletter | Daily Gardener Community Historical Events 1772 Karl Friedrich von Gaertner, German botanist, is born. Karl Friedrich von Gaertner had a fantastic last name; Gaertner translates to mean gardener. Karl was a second-generation gardener. His dad was Joseph Gaertner, the great German botanist and horticulturist, so Karl essentially stepped in his father's footsteps. Karl's claim to fame was his work with hybrids with hybridizing plants. Along with other botanists, he laid the foundation for Gregor Mendel, who discovered the basic principles of heredity through his experiments with peas in his garden at the Augustinian monastery he lived in at Brno ("BURR-no") in the Czech Republic. 1890 Phebe Holder's poem, A Song of May, appeared in newspapers this month. In addition to her religious poems, Phebe wrote about the natural world. Gardeners delight in her poems for spring and fall. Phebe is a fabulous New England Victorian poet and gardener I love and admire. She loved the delicate plants of springtime and wrote a poem called A Song of May. What song hast thou, sweet May, for me, My listening ear what song for thee? A song of life from growing things, The life thy gentle presence brings; The tender light of budding spray. The blooming down on willow grey, The living green that earth overspreads, The creamy flowers on mossy beds. From blossoms pure with petals white As pressed from out the moonbeam's light. The fragrant lily of the vale, The violet's breath on passing gale: Anemones mid last year's*leaves, Arbutus sweet in trailing wreaths, From waving lights of forest glade The light ferns hiding neath the shade. A song of joy from wood and plain, From birds in old-time haunts again; The silvery laugh of tuneful rill O'er rocky bed, down craggy hill; Soft coming of warm dropping showers, The sighing wind in piney bowers; The music breathed by low-voiced waves, For listening, from ocean caves, A plaintive strain doth memory sing, A breathing of departed Spring: An unseen Presence in the home, A spirit voice-"The Master's come!". While hearts in tender sorrow wept O'er one beloved who silent slept, Who in the May-time long ago Passed the pearl gates of glory through. A grateful song, our God, to Thee For treasures of the earth and sea; For all the beauty Thou hast given; A dream to loving hearts, of heaven; A song of life, of joy, of love, Of trust, of faith in light adore This offering on thy shrine I lay; This song hast thou for me, sweet May. Phebe's A Song of May recalls the flowers of spring. In the second verse, she's touching on many great spring beauties: the Lily of the Valley, violets, anemones, The Mayflower (also known as the trailing arbutus), and then, of course, ferns. In May, fern fronds cover the woodlands and understories. All of these spring plants emerge very quickly once they get growing. The ground transforms from leaf-littered - brown, drab, and dreary - to excellent with beautiful little blossoms. 1822 Thomas Hoy, English gardener, horticulturist, and botanist, died. Thomas was a dedicated gardener and head gardener for the Duke of Northumberland for over four decades - so he worked with plants his entire life. Thomas was a fellow of the Linnaean Society and liked to show his work at various plant societies And outings. Thomas is remembered as an experienced botanist and a capable cultivator. He was very good at his job. In fact, he was so good that the botanist Robert Brown named a popular plant genus for Thomas Hoy. Can you guess what it is? Well, if you were thinking Hoya, you are correct. The Hoya is a beautiful way to be remembered and honored. I love Hoyas. I picked up a couple of variegated Hoyas over the winter, and I'm so excited to see what the flower looks like. Overall the Hoya is a gorgeous plant named for the intelligent, thoughtful, and dedicated gardener Thomas Hoy, who died on this day when he was 72. 1867 Ralph Waldo Emerson inscribed a copy of his book, May Day, to Sophie Thoreau, the devoted sister of Henry David Thoreau. May Day is a collection of Emerson's writing and poems and includes the line, "Why chidest thou the tardy spring?" from his May Day poem. Why chidest thou the tardy Spring? The hardy bunting does not chide; The blackbirds make the maples ring With social cheer and jubilee; The redwing flutes his o-ka-lee, The robins know the melting snow; The sparrow meek, prophetic-eyed, Her nest beside the snow-drift weaves, Secure the osier yet will hide Her callow brood in mantling leaves; And thou, by science all undone, Why only must thy reason fail To see the southing of the sun? In other words, why be upset that spring is late? Spring has everything in hand. Don't be angry about nature's timing. A library first shared this inscription with Ralph Waldo Emerson's beautiful handwriting. About a decade after receiving the book, Sophie gifted the book to her friend Mabel Loomis and inscribed the transfer in the book. If you're looking for a sentimental month of May gift or have a May birthday and want to give something unique, look for an old copy of May Day by Ralph Waldo Emerson. It's a beautiful gift. Well, it turns out that May 1st is a great day to release a brand new gardening book, and so I thought I'd wrap up today's botanical history with three great garden books released on May 1st. 2001 The Himalayan Garden: Growing Plants from the Roof of the World by Jim Jermyn. If you're into growing mountain plants, Alpine plants, wildflowers, etc., and if you have a cold climate, you'll enjoy this book. 2015 Monet's Palate Cookbook: The Artist & His Kitchen Garden At Giverny by Aileen Bordman 2018 Herbal Medicine for Beginners: Your Guide to Healing Common Ailments with 35 Medicinal Herbs by Katja Swift Grow That Garden Library™ Book Recommendation Emily's Fresh Kitchen by Emily Maxson This book came out in January of 2022, and the subtitle is Cook Your Way to Better Health. I must be honest and let you know that I stumbled on this book at my local Goodwill and was immediately taken with it. I think it's fantastic. And I can't believe I missed it last year, so I'm playing catch up here. But the cover captivated me because it features a great soup - Her Roasted Butternut with Sage Soup infused with Coconut Cream. I bet it's fantastic. It sure makes for a pretty cover. And I must say that all of the pictures in this book are beautiful. I wanted to share a little bit about Emily because her story has inspired so much of her work, and she writes, After a Crohn's disease diagnosis at age 28 and over a decade of unsuccessful traditional treatment, Emily Maxson discovered the specific carbohydrate diet's positive effects and food's transformative power to improve health. She's a trained chef who poured her heart into creating delectable dishes that meet her diet's rigorous guidelines. So the diet that she's following is the Specific Carbohydrate Diet. If you haven't heard about it, Emily is an expert. And for her, the diet has led to a healthier and happier life. Now, if you're curious about this and can't wait to get the book, head over to her website Emily's Fresh Kitchen - it's the same name as the book title. You will find incredible recipes, inspiring stories, and photos there. She does a top-notch job. I also want to share more about this Specific Carbohydrate Diet because you're probably curious. This is a primarily plant-based diet, which is great for gardeners who want to eat fresh from the garden. And here's what Emily writes about on page nine of her book. Following this diet, I cooked myself out of disease and into good health. While the diet was strict, the results were miraculous. It was such a blessing not to have to take medications or to spend time in hospitals, my gut was healthy again, and I was able to start introducing foods that were not allowed while following the diet. Today, I strive for my diet to be 80% plant-based. I focus on fiber and try to get a variety of plant foods in my diet daily, including some gluten-free whole grains. This diet and way of life are working for her. Consequently, Emily has written a great cookbook with lots of ideas. I thought what I would do is walk you through the chapters here. First, she does a quick overview of what's in her pantry. Then, she talks about her favorite kitchen tools. I love the gadgets, and I love her tips on this. Emily has an excellent section on salads, main dishes, soups, sides, breakfast, and smoothies. That's a critical section for me because I always feel like if I can nail down what I'm having for breakfast, the rest of the day goes well. Then she shares appetizers and savory snacks, which is a good section, too. I've been looking for delicious things I can eat in the evenings. I will check this out. The next chapter covers sweets, treats, condiments, dressings, and spice blends. This is an essential tool, especially if you're going to a plant-based diet because you don't want to lose the flavor. And then drinks and cocktails. Emily is pretty thorough, and it's easy to tell that this is an entire lifestyle for her. She's mastered this, and she can use her own story as a testament to the fact that it does work; to cook your way to better health. This book is 284 pages of nutritious and flavorful dishes that will help heal your body and get you back on the road to health. You can get a copy of Emily's Fresh Kitchen: Cook Your Way to Better Health by Emily Maxson and support the show using the Amazon link in today's show notes for around $25. This is a great gift book if you're looking for an excellent garden-to-table cookbook. Botanic Spark 1859 On this day, Calvin Fletcher, American attorney, banker, farmer, and state senator in Indianapolis, wrote these words in his diary: This a most delightful Sabbath morn and the anniversary of my leaving Westford, Massachusetts in 1817 forty two years ago. [It's] also the anniversary of my alliance to my sainted wife in 1821 thirty eight years ago to day. Both days are of great beauty & loveliness. This morn I worked my garden & retrospected on the past. Brought up the enumerable reasons for gratitude to Almighty God for the undeserved blessings have enjoyed. All nature seemed to accord to my strain of thought. Bless the Lord O! my soul & all that is within me say Amen! Mrs. F. & I went to Westly Chapel to hear E. preach from the Canticles (Solomon's Songs): "The winter is past & the time of singing of birds has come..." Thanks for listening to The Daily Gardener And remember: For a happy, healthy life, garden every day.
Susan and Whittney talk to Alana Archangelo, aka Tik Tok's @effingbuglady, about life as a butterfly curator, STEM educator, and career changer. Mentioned in this episode:The Butterfly Place in Westford, MAAlana's Tik Tok: @effingbugladyInstagram: @thebutterflyplace Facebook: The Butterfly PlaceA Teacher Who Travels podcastSeason 1, Ep. 5: Reading Historical Romance PodcastVeronica Speedwell book series by Deanna Raybourn What's Your Reading Personality? Quiz Wish You Were Here by Jodi PicoultSeason 2, Ep. 2: Wish You Were Here Book Club PodcastGalápagos IslandsCharles DarwinJacques CousteauThe Fallen Stones: Chasing Butterflies, Discovering Mayan Secrets, and Looking for Hope Along the Way International Association of Butterfly Exhibitors and Suppliers: The American Association of University Women researchWarrior-Scholar ProjectCarol Dweck's Growth Mindset“The Power of Yet”Website: susanandwhittney.buzzsprout.comInstagram: @susanandwhittneyFacebook: The Conversation with Susan and Whittney
In our area, there is so much happening, including new construction! If you are looking for a new build home, Angie suggests looking at Triangle neighborhoods such as Friendship Station, Townes at Westford, West Village, Kings Grant, Retreat at Cedar Crossing, and Smith Farms. Before you get too far into your search, start by considering what you really want and need in a home. Working with Angie and her team will ensure you prioritize your wants and needs first and then find the home that fits your criteria. Here's what you'll learn on today's show: Mailbag: Where are new build neighborhoods coming? (0:38) Mailbag: How long will it take to sell my home this spring? (3:40) Mailbag: What are the basic steps to buying a home? (6:37) Check out our homebuying guide: https://www.acolerealty.com/blog/special-guide-the-home-buying-process/ Check out our listings: https://www.acolerealty.com/
What began as a severe skin rash for Patty Pittala became a diagnosis of B-cell non-Hodgkin lymphoma. Thanks to a positive, proactive attitude, and a no-nonsense treatment regimen, Patty attained survivorship. She enjoys a healthy lifestyle that includes her taking up kayaking. This is her story.
In Episode 285 Jeff Belanger and Ray Auger cheer Westford Academy's football team in Massachusetts. Their mascot is the Grey Ghosts. How they cam e to be called that has been a point of controversy in recent years, but part of the backstory leads us to the haunted Roudenbush Community Center in Westford where we explore a Civil War legend. See more here: https://ournewenglandlegends.com/podcast-285-westfords-grey-ghosts/
Episode 415 – Dopamine Today we have Jorie, she is 31, from Westford, VT and took her last drink on 9/19/2020 There are two spots left for our next sober travel trip to Costa Rica from April 12th-21st for more information click the link Costa Rica 2023. The deadline to register is February 24th. Registration is open for our 6 week Ukulele Course brought to you by Kala Brand ukulele – use the promo code 23ELEVATOR for 15% off. The course starts in three weeks on Saturday, February 11th so you have plenty of time to pick-up a ukulele. [02:01] Highlights from Paul: We hear a lot about dopamine in recovery. All humans have dopamine, but our dopamine systems all work differently. It is the chemical that drives us eat, find warmth, shelter, find a mate and is also known as the pleasure molecule. Living in a world of abundance rather than scarcity finds us with an overwhelming number of dopamine-triggering stimuli for nearly all of us in one way or another. Many of us reached the point in our drinking where we no longer drank to feel good but drank just to feel normal. This is all tied to dopamine and how it is processed by the body. Dopamine is important to keep us going, but we must find healthier ways to get it. Check out the book Dopamine Nation by Anna Lembke, it is a great read on the topic. We have partnered with SoberLink – there is a promo code for RE listeners. [09:14] introduces Jorie: Jorie is 31 and was born in raised in Vermont. She enjoys running, playing hockey and loves to write which she says helps her stay in the present moment. She's an athletic trainer at a local school, runs her own business and supervises sporting events. She is also part of a co-ed hockey league in her spare time. Jorie didn't start drinking until after college. Her parents divorced when she was young. Her father had a drinking problem, but her mother did not drink. She was never interested in drinking, she worked hard in school and played sports, so it didn't fit into her lifestyle. She was in a long-term relationship since she was 18 and they got married when she was 27. The pandemic really opened her eyes to her relationship with alcohol. She realized how uncomfortable it made her to think about alcohol not being an option to cope with things. Jorie and her brother challenged one another to quit drinking over the summer of 2020 and they almost made it three weeks. That experiment helped her to further review her drinking and she started realizing that she really tried to avoid being uncomfortable for a long time. She began reading books associated with recovery and discovered Recovery Elevator where she listened to other people's stories and recognized that we don't have to hit rock bottom to question our drinking. When she quit drinking, she initially felt a lot of anxiety and fear. She felt guilt that she craved alcohol, she felt shame for listening to podcasts for hours. She wants to live her best life and realizes that alcohol will impede that. Jorie does not want to see a rock bottom and is focusing on her growth in sobriety. She feels stronger in her job and in her relationships and really thrives on focusing on the present. For Jorie, recovery takes effort and continued learning is important. [46:49] Paul's outro: In the book Dopamine Nation Dr Anna Lembke talks about a 30 day dopamine fast. It isn't always that easy, but it is necessary to help us heal. Over time and with work, we can live a life without the temptations to the dopamine system. Connect with Cafe RE - Use the promo code OPPORTUNITY to waive the set-up fee. Recovery Elevator YouTube - Subscribe here! Sobriety Tracker iTunes Recovery Elevator We took the elevator down, but we've got to take the stairs back up I love you guys
We are very excited to share with you the first in a series we are calling WIBS On the Run. My wife and I were lucky enough to get to travel to Ireland this past September and thru our friends at The Beer Ladies podcast we were able to meet up with Claire Dalton of Dungarveen Brewing Co in County Waterford. She gave us a tour of the facilities along with a taste right out of the barrel of a special collab they are doing with Blackwater Distilling who are local to that area as well. I do have to apologize for the quality of the audio and the choppy nature of the edits on this episode This was the first time I recorded “in the wild” and I certainly have a lot to learn, the main one is to shut my own dang mouth and let the guest speak! Claire and I were also joined by my wife Laurel and my very great Irish friend of 25+ years Aisling you will hear them both on this recording as well. Regardless we are excited to bring a small piece of craft beer brewing in Ireland to you all here on The Craft Fermentation Podcast, enjoy!Find Dungarven Brewing atWebsite: dungarvenbrewing.comInstagram: https://www.instagram.com/DungarvanBrewCo/Find WCFA & Women's International Beer Summit at...Website: wcfa.beerInstagram: womensintlbeersummitYouTube: Women's Craft Fermentation Alliance This podcast is brought to you by the Women's Craft Fermentation Alliance, a 501(c)(3) dedicated to enabling, empowering and encouraging women and non binary folks in all facets of the craft fermentation space. Your host for this podcast is Michele Wonder, co-founder of the Women's International Beer Summit, an award winning homebrewer, BJCP Certified Beer Judge and a Certified Cicerone®
Learn from Karen B. Johnson of Madge & Johnson in Westford the preliminary steps for setting up your e-filing account with the Probate Court so that you can effortlessly file your probate cases from the comfort and convenience of your office in this podcast, excerpted from MCLE's 4/6/2022 live webcast, Mechanics of E-Filing in Estate Planning with the Probate Court. The full program is available as an on demand webcast or an MP3 here. Get 24/7 instant access to hundreds of related eLectures like this one—and more—with a subscription to the MCLE OnlinePass. Learn more at www.mcle.org/onlinepass.
Pete Best joins Cha-Chi and David from across the pond. Pete will be appearing at the Westford Regency Inn and conference center in Westford, Massachusetts, September 30th to October 2nd at the Super Mega Fest Comic-Con Weekend.Visit https://www.newenglandsupermegafest.com/Listen to Cha-Chi's Breakfast with The Beatles every Saturday morning 6am-8am on the WUMB Radio Network 91.9FM Boston and Sunday mornings 10am til noon on Seacoast Oldies 92.1FM/97.1FM in NH & Maine. More info: https://www.facebook.com/BreakfastWithTheBeatlesChaChi/Produce your own podcast! Visit www.pod617.com
Snake worship throughout history.David S. Brody is an 8-time Amazon bestselling fiction writer and author of 16 novels. His children call him a “rock nerd” because of the time he spends studying ancient stone structures which he believes evidence exploration of America prior to Columbus. A graduate of Tufts University and Georgetown Law School, he has served as a Director of the New England Antiquities Research Association (NEARA) and is an avid researcher in the subject of pre-Columbus exploration of America.He has frequently appeared as a guest expert on documentaries airing on History Channel, Travel Channel, PBS and Discovery Channel. A long-time resident of Westford, MA and native of Laconia, NH, he currently resides in Newburyport, MA with his wife, sculptor Kimberly Scott.Website http://davidbrodybooks.comBooksThief on the Cross: Templar Secrets in America The Cult of Venus Powdered Gold: Templars and the American Ark of the Covenant Cabal of The Westford Knight Echoes of Atlantis: Crones, Templars and the Lost Continent The Serpent Oracle: Templars, Mormons and the Lilith Legacy The Isaac Question: Templars and the Secret of the Old Testament Romerica: Roman Artifacts in AmericaWatchtower of Turtle Island
On Saturday, Sari and I made our annual pilgrimage to Kimballs for lobster roll. Kimball Farm, which started as an ice-cream stand in Westford, Massachusetts, has ballooned into a huge enterprise over the years and there was a big crowd lined up in front of us when we arrived. Undaunted, we traced our way to the back of the line and hoped it would move fast. It did not.
Kelley Silva Is the owner of All About the Massage - multi-practitioner therapeutic massage practice in Westford MA. Since 2010, Kelley and her practice has been serving the Westford community through relaxing, and pain-relieving therapeutic massage. In this episode we discuss: How she grew her team to over 5 therapists. How Kelley views her role as an owner vs a practitioner The impact of working with a business coach Things to consider as you grow & scale your practice Check out Kelley's Website: https://allaboutthemassage.com/ Her Facebook: https://www.facebook.com/AllAboutTheMassage/ ----------------------- Want to build a wellness practice that gives you both TIME and MONEY? Learn how more at www.scalingwellness.com
David S. Brody is a Boston Globe bestselling fiction writer and author of nine novels. A graduate of Tufts University and Georgetown Law School, he is a former Director of the New England Antiquities Research Association (NEARA) and is an avid researcher in the subject of pre-Columbian exploration of America.He has frequently appeared as a guest expert on documentaries airing on History Channel, Travel Channel, PBS and Discovery Channel. All six books in his “Templars in America” series have been Kindle Top 10 Bestsellers. He resides in Westford, Massachusetts with his wife and two daughters.
Westford-based group Mocha Connection is partnering with farmers in Yemen to bring back the country's status as a significant global supplier of coffee beans. Yemen, which has been engaged in a civil war for nearly a decade, is known for its distinct, chocolatey coffee beans that grow well in the country's rich soil. In fact, mocha gets its name from Yemen's port city Mocha, which is widely regarded as the birthplace of the coffee trade. “Four locally-based Yemeni natives are managing to get [coffee beans] out of Yemen, and are exporting coffee right here,” award-winning food writer Corby Kummer told Boston Public Radio. “I am so excited about it — I'm immediately going to mail order it.” Kummer is executive director of the food and society policy program at the Aspen Institute, a senior editor at The Atlantic and a senior lecturer at the Tufts Friedman School of Nutrition Science and Policy.
David S. Brody is a leading researcher and lecturer in the field of the history of America before Columbus. A former Director of the New England Antiquities Research Association, he has appeared frequently as a guest expert on documentaries airing on History Channel, Travel Channel, PBS and Discovery Channel. He is the author of six historical fiction novels, all of which have been Amazon Kindle Top 10 Bestsellers. A graduate of Tufts University and Georgetown Law School, he resides in Westford, Massachusetts with his wife and two daughters.
David S. Brody is a leading researcher and lecturer in the field of the history of America before Columbus. A former Director of the New England Antiquities Research Association, he has appeared frequently as a guest expert on documentaries airing on History Channel, Travel Channel, PBS and Discovery Channel. He is the author of six historical fiction novels, all of which have been Amazon Kindle Top 10 Bestsellers. A graduate of Tufts University and Georgetown Law School, he resides in Westford, Massachusetts with his wife and two daughters.
Idag har jag besök av Ewa Gun Westford. Hon blev polis 1974 ochhar varit polisens presstalekvinna i många många år. Och det hon inte kan om Polisen och dess arbete är inte värt att veta. Eva-Gun kommer ta sig an dina funderingar och dela med sig av sin erfarenhet gällande polisyrket.Ta tillfället i akt och ställ din fråga om polisen 020-22 10 30 är numret men du kan såklart också mejla oss på kvallspasset@sverigesradio.se
It's my honor to chat with Jenn Wallace today about the ups and downs of running your own business without any real business experience and what it means to have great confidence and faith in what God, the Universe, Spirit has called you to do. Jenn's sharing the tools that worked for her as she managed through the unexpected end of a big dream. And she may have dropped a hint about what's coming next. Jenn Wallace has always felt her calling is to help people, and she loves doing that through massage therapy. As a licensed massage therapist with more than 16 years' experience, she owned and operated a day spa in Westford, MA before the pandemic. Jenn is currently a stay-at-home mom to her three amazing children and very happily married to her husband Steve. Sidenote, Steve is actually the one who introduced me to Jenn and recommended her for the show. She loves vacationing with her family and serving as a worship leader at her church. By now you may have heard about the amazing 8-week, F*ck Being Fine program. Maybe you've been feeling like life is a bit out of control for a while now and you've been wishing for it to change. You're ready to trade in chaos for more peace of mind. You can take all the spa days you want, but I'm guessing you're finding them only a temporary fix. The stress continues as soon as you get back in your car. News flash, life is not going to change unless YOU take the steps to change it. You're old enough to realize the phrase “Life is short” is more than an overused cliche. If you're going to have the life you desire, it's time to do the work now. This opportunity is presenting itself for a reason. The next small group, 8-week, F*ck Being Fine program starts in just a few weeks. Get in and radically increase your focus, energy & happiness while learning to stay calm & grounded no matter what. As Brian in Boston told me, "I was a miserable human..." Ever since he implemented this one thing I teach in these sessions, his life has transformed. Now he knows how to reset his mind and his energy is off the charts. If this opportunity speaks to your heart, join me for the next cohort. Find out more at ZenRabbit.com or text me at 571.317.1463. Gina's hype song is Shut Up and Dance with Me by Walk the Moon: https://www.youtube.com/watch?v=6JCLY0Rlx6Q. Website: http://peoplepossibility.com/ LinkedIn: https://www.linkedin.com/in/ginalemon/ (https://www.linkedin.com/in/ginalemon/) Instagram: https://www.instagram.com/PeoplePossibility (https://www.instagram.com/PeoplePossibility) Find the Positive Intelligence assessment at https://assessment.positiveintelligence.com/pq/overview (https://assessment.positiveintelligence.com/pq/overview) Find the Saboteur Assessment at https://www.positiveintelligence.com/saboteurs/ (https://www.positiveintelligence.com/saboteurs/) SPECIAL OFFER: Mention this podcast for a discount on our services for coaching and culture transformation work!
(2:30) Mediocre Observations - Eddie wonders why people make noise when showing appreciation or approval? Adam wonders if he suffers from buyers remorse or is he just picky? (11:50) Eddie plays at Butter Brook GC in Westford, Massachusetts (22:00) Adam struggles with getting all parts of his game to fire at the same time. (28:15) We discuss the new Golfweek List of Public Access Golf Courses by State (37:25) Tour Takes - So much LIV talk on the heels of Phil Mickelson announcing that he will be playing this weekend and then the US Open next week. This episode was brought to you by Chasing Aces. Please visit them at www.chasingacesgolf.com. Also, please visit www.precisionprogolf.com and get $20 off with the code: Mediocre20 Follow us on: Instagram @mediocregolfpodcast Twitter @mediocregolfpod Facebook: Mediocre Golf Podcast Email: mediocregolfpodcast@gmail.com Music credits for the closing theme song: Joakim Karud, "Great Days". Creative Commons — Attribution-ShareAlike 3.0 Unported — CC BY-SA 3.0 Artist: https://twitter.com/joakimkarud
Today on The Neil Haley Show, Neil will interview Tyler Perry's Madea Homecoming Star Candace Maxwell. Tyler Perry's new leading lady, Candace Maxwell, became his go to actor of choice after casting her in his hit BET+ series “All The Queen's Men,” which was just renewed for season 2 and she stars in his latest Netflix film “TYLER PERRY'S A MADEA HOMECOMING,” as Ellie, which premieres on Netflix on February 25, 2022. Maxwell is a first-generation Caribbean-American born to parents from the islands of Jamaica and Trinidad & Tobago. Born in Westford, Connecticut, Maxwell was raised in Queens, New York where she loved music and dance, proving her to be a natural performer and entertainer. She then moved to Atlanta, Georgia where she attended CCEPA (Cobb County Center for Excellence in the Performing Arts) and after graduating, she went on to study acting and minored in dancing. She trained extensively in ballet, modern, jazz, tap, African, partnering, and hip hop which led her to dance professionally for the New York Knicks City Dancers and became a back-up dancer for hip-hop icons Beyonce, Nicki Minaj, Iggy Azalea, Lil Kim and P. Diddy.
We are excited to welcome back one of our favorite guests, Lisa Chinatti, for this episode of Keeping It Real. Lisa is a top producer based in Westford, MA, with over ten years of Real Estate experience. We are also joined by Jason Posnick, the Sales Manager for the Chinatti Realty Group and has an enormous passion for developing others, solving problems, and conveying positivity into people's lives. The market is hot right now, and we see a lot of areas with low inventory. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow. Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in. Join host Frank Klesitz, CEO of Viral Marketing, as he, Lisa, and Jason dive into generating new seller leads today. If you are looking for a way to generate more seller leads, you will want to check this one out and take notes!
In this episode I had a chance to talk with Brian Philips about 5G security. Brian is the Chief Solutions Architect for NetScout. We had a chance to dive into various parts of 5G and what does it mean for the future of the 'Mobile Office'. We also talked about future use cases that are not as far as away as you think.How is 5G going to impact security?5G Internet to home isn't 'private' yetCellular security is wider than it needs to be right nowHow companies like Amazon could utilize 5G for both a private network and a 'near me' cloud serviceEpisode Sponsor:This episode is sponsored by NetScout. NetScout is a Security and Communication Service Provider based out of Westford, Massachusetts. Proceeds from this sponsorship will be going towards a youth mental health progream here in West Michigan.
Wayland schools won't play Westford after alleged racist taunts at a basketball game. Two fires last night, one of them displacing nine people including two children. A judge has partially dismissed two lawsuits alleging abuse at New Hampshire's youth detention center. 5 minutes of news that will keep you in The Loop.
AmiSights: Financing the Future For Small Business Owners and Entrepreneurs
On this episode, Ami Kassar interviews Herb Cogliano, International Business Growth Advisor & Certified Scaling Up Coach, discussing how companies remain flexible during these uncertain times, examples of companies that have done well through the pandemic as well as companies that have done poorly. Herb Cogliano spearheads his own advisory practice based on the award-winning books Scaling Up and the Rockefeller Habits. As an international business growth advisor and experienced CEO Scaling Up practitioner, he has learned firsthand what it takes to overcome many business challenges. Herb is pursuing his passion of working with leaders of growth companies to achieve freedom by helping them create industry leading strategies and flawless execution within their organizations. He is also a Scaling Up Professor for a global Masters Scaling Up Business Course. Herb was formerly CEO of Sullivan and Cogliano Designers, a 53-year privately held family owned, Technology Staffing and Workforce Solutions firm and in 1993, he also founded the Sullivan and Cogliano education business. A resident of Westford, Herb graduated from Westford Academy in 1983, and received his BSBA from Boston College in 1987 and his MBA from the University of Massachusetts (International Honor Society Beta Gamma Sigma) in 2016. Sullivan and Cogliano joined a select group of companies that have appeared on the Inc. 5000 Fastest Growing Company list multiple times. The Inc. 5000 is ranked according to percentage revenue growth over a four-year period. This achievement puts us in a unique position, especially if you consider that over 27 million businesses are registered in the USA. His firm was a Multiyear recipient of Boston and South Florida Business Journal Best Places to Work Award. This honor recognizes Sullivan and Cogliano's achievements for changing the business landscape, in creating a positive work environment that attracts and retains employees through a combination of employee satisfaction, working conditions, and company culture. Herb serves on the Carroll School of Management Board of Advisors at Boston College. He has been a member of the American Staffing Association, and formerly served on its Board of Directors as Chapter Relations Committee Chair. He is past president of the Massachusetts Association of Staffing Services, and previously served on the boards of Employment Resources, Inc. and Junior Achievement. Recorded 01/20/22.
EPISODE #668 THE MYSTERIES OF OAK ISLAND Richard welcomes an attorney turned author who focuses on fictionalized accounts of pre-Columbian exploration of North America, including legends of lost Templar Treasure located on Nova Scotia's Oak Island. Guest: David S. Brody is an 8-time Amazon bestselling fiction writer and author of 16 novels. His children call him a "rock nerd" because of the time he spends studying ancient stone structures which he believes evidence exploration of America prior to Columbus. A graduate of Tufts University and Georgetown Law School, he has served as a Director of the New England Antiquities Research Association (NEARA) and is an avid researcher in the subject of pre-Columbus exploration of America. He has frequently appeared as a guest expert on documentaries airing on History Channel, Travel Channel, PBS and Discovery Channel. A long-time resident of Westford, MA and native of Laconia, NH, he currently resides in Newburyport, MA with his wife, sculptor Kimberly Scott. Book: Echoes of Atlantis: Crones, Templars and the Lost Continent Powdered Gold: Templars and the American Ark of the Covenant The Isaac Question: Templars and the Secret of the Old Testament Thief on the Cross: Templar Secrets in America Cabal of The Westford Knight The Cult of Venus Romerica: Roman Artifacts in America Watchtower of Turtle Island Sheba's Revenge: Oak Island and the Templar Treasure Pillars of Enoch SUPPORT OUR SPONSORS Life Change and Formula 13 Teas All Organic, No Caffeine, Non GMO! More Energy! Order now, use the code 'unlimited' to save 10% on all non-SALE items, PLUS... ALL your purchases ships for free!!! C60EVO -The Secret is out about this powerful anti-oxidant. The Purest C60 available is ESS60. Buy Direct from the Source. Buy Now and Save 10% – Use Coupon Code: EVRS at Checkout! Strange Planet Shop - If you're a fan of the radio show and the podcast, why not show it off? Greats T-shirts, sweatshirts, mugs, and more. It's a Strange Planet - Dress For It! BECOME A PREMIUM SUBSCRIBER FOR LESS THAN $2 PER MONTH If you're a fan of this podcast, I hope you'll consider becoming a Premium Subscriber. For just $1.99 per month, subscribers to my Conspiracy Unlimited Plus gain access to two exclusive, commercial-free episodes per month. They also gain access to my back catalog of episodes. The most recent 30 episodes of Conspiracy Unlimited will remain available for free. Stream all episodes and Premium content on your mobile device by getting the FREE Conspiracy Unlimited APP for both IOS and Android devices... Available at the App Store and Google Play.
This episode we dive into what life has been like at Lumberlend's 3rd and current office space in Westford, MA. We touch upon the importance of building a brand, re-working processes, growing a media team from 3-9 within a month, and much more. This podcast is brought to you by Lumberlend Co, Home of the Original Bat Mug.
Welcome back to Episode 3 of "Who's Going To Buy This?" where we talk about the move out of AJ's dad's garage to where we are now in Westford, MA. Throughout this episode we touch upon Lumberlend's biggest year in revenue, hiring/firing, and what it is like to operate over 10 employees. This episode is brought to you by Lumberlend Co, Home of the Original Bat Mug.
I want us to take some time this morning and think about our communities, the places where we live. I especially want us to think about Westford, the community God has placed us in. As we think about our towns, think of some of the things you really like about your community. What do you appreciate? I love Westford. It's a beautiful town, with lots of winding roadways, big beautiful houses, land, and yet there's also a nice modern part
Roadtrip! The gangs checks out the local Bed and Breakfast scene, Todd steals an old man's dinner, Moyle meets Kipper Steve, Eldrin learns a lesson in gendoor politics, Fait Brimley's out, and Baba knows the way from Westford. Patreon is LIVE!: https://www.gmdlcast.com/patreon Now streaming Thursday at 7:30 PM Central at: https://www.gmdlcast.com/twitch https://www.gmdlcast.com/youtube https://www.gmdlcast.com/facebook Tweet at the Party: The DM: https://twitter.com/Gmdlcast Fait/Jazz: https://twitter.com/etxjasan Baba/Anthony https://twitter.com/anthonydrobert Listen to Harland and Jamie on their other shows: https://popupfilmcast.podbean.com/ https://threeangrynerds.com/category/three-angry-gamers/
In this episode we talk with magician John Westford about his career in magic; from working in an amusement park to working with Harry Blackstone Jr to working on cruise ships and more! Wesiseli.com Patreon.com/wes_iseli
This week we are beginning a 3 week mini-series looking at the importance of oral health and how to maintain it. I will be speaking with a dentist, speech and language pathologist and an occupational therapist about why oral health is important for overall health and what you can do to help keep your mouth, teeth and gums healthy. This week I am speaking with Dr Gregory Wu, a dentist at Emerson Dental in Westford, Massachusetts. We talk about why dental health is important for overall health, the reasons that we need to brush and floss, and the importance of being seen by the dentist regularly in order to ensure that we are managing bacteria in the mouth to prevent tooth decay. We also talk about why a dentist may recommend more frequent tooth cleanings for prevention. You can find out more about Dr. Wu's practice at: https://www.emerson-dental.com/ or on Facebook at: https://www.facebook.com/emersondental As always, if you want to contact Anne, you can reach her at: anne.envision@gmail.com Or you can find me on my social media platforms: Facebook : https://www.facebook.com/anne.gouldruete Instagram: https://www.instagram.com/the_pd_pt/ https://www.instagram.com/envisionptwell/
Guest: Ryan Burke - SVP, International @InVision (Formerly SVP, Sales & Custome Success @InVision; Formerly @Compete, @Mainspring, @Goldman Sachs) Guest Background: Ryan joined InVision in 2014 as the Vice President of Sales. He quickly grew his remote salesforce of 3 to over 100 talented professionals responsible for identifying new market opportunities for collaborative design, developing new revenue streams and managing both enterprise and inside sales. Ryan was eventually promoted to SVP, Sales before taking on his current role as the SVP, International leading their international expansion efforts around the world. Prior to InVision, Ryan was at Moontoast as a member of the senior management team. He created and managed both enterprise and inside sales functions, selling both SaaS and custom solutions to clients including Toyota, P&G, GM, Microsoft and others. Prior to Moontoast, Ryan was the SVP of Sales at Compete which was acquired by WPP and later became Millward Brown Digital. He led all sales efforts, including a senior vertical enterprise team as well as an inside team selling the Compete.com SaaS product. Guest Links: LinkedIn | Twitter Episode Summary: In this episode, we cover: - The 3 F's to Build Your Sales Team from 1-50 - The InVision Story - InVision = 1,000 Remote Employees: How to Hire, Onboard, Manage and Communicate w/ Remote Teams - The Role of Sales in Creating & Cultivating a Global Brand & Community - Inside Sales vs. Enterprise Sales Full Interview Transcript: Naber: Hello friends around the world. My name is Brandon Naber. Welcome to The Naberhood, where we have switched on, fun discussions with some of the most brilliant, successful, experienced, talented and highly skilled Sales and Marketing minds on the planet, from the world's fastest-growing companies. Enjoy! Naber: Hey everybody. Today we have Ryan Burke on the show. Ryan Burke joined InVision back in 2014 as the Vice President of Sales. InVision has a $1.9 billion valuation and $350 million in capital raised. Ryan quickly grew his remote salesforce of three to over 100 talented professionals responsible for identifying new market opportunities for collaborative design, developing new revenue streams, and managing both Enterprise and Inside Sales teams. Ryan was eventually promoted to SVP of Sales before taking on his current role as a Senior Vice President for International @InVision leading their international expansion efforts around the world. Prior to InVision, Ryan was at Moontoast as a member of the Senior management team. He created and managed both Enterprise and Inside Sales functions, selling both SaaS and custom solutions to clients including Toyota, P&G, GM, Microsoft and others. Prior to Moontoast, Ryan was the SVP of Sales at Compete, which was acquired by WPP and later became Millward Brown Digital. He led all Sales efforts at Compete as the SVP of Sales, including a senior vertical Enterprise team as well as an Inside Sales team selling Compete.com SaaS solutions. Here we go. Naber: Ryan, awesome to have you on the show. How are you doing? Ryan Burke: I'm doing great. I'm doing great. Thanks for having me. Brandon. Naber: I've seen you with a beard without a beard and a lot of my research I've been doing in the last few hours here. I like the beard and without the beard. It's very rare you can say that about someone you like it equally, and I typically lean towards beard by, I really like both. Ryan Burke: And now it's the grey beard. Now it's the grey beard. Naber: It's like, you go from all bald on the face to some salt and pepper, to a lot of salt, and then you're just, it sinks in. This is just a grey beard. This is just a great, love it. Love it. You and I have gotten to know each other personally over the last few months professionally as well, which is quite cool. I'm happy that we get to, go through a lot of this, as content today with you. What I figured we could do is go through some personal stuff first. So start with Ryan Burke as a kid, what you're interested in. Then ultimately graduate into, pun intended, where are were in school with Baldwin the Eagle up in Boston, and then all the way through your professional jumps into your time at InVision. And in that time we'll just cover a bunch of superpowers as well as things that I know, people have said that you are very good at. And I know that you excel at given a lot of the places you've worked, and roles that you've had. Sound okay? Ryan Burke: Yeah. Awesome. Awesome. Cool. Naber: So Westford, MA. What was it like for Ryan Burke as a kid? What were you like? What were you interested in? What were some of your hobbies? Let's go. Ryan Burke: Yeah, definitely, definitely. So Westford is about 40 minutes northwest of Boston. Typical New England town with the centre of town, and the old church, and the common, and all of that. And it was great. Kind of prototypical New England childhood riding a bike around the neighbourhood and doing that whole thing. It was funny, my first job actually was, snake busters. So my buddies and I, when we were, I don't know, maybe 12, decided that we were going to rid the neighbourhood of snakes. So we would walk to people's houses, knock on the door, and charge a dollar a snake. It went well, it went well. It went well. We made all these crazy tools and t-shirts. We ended up just grabbing them with our hands, harmless garter snakes. But it went well until my mother came home one day and found a giant trashcan in the garage that had about 40 snakes in it. That was the end of, that was the end of snake busters. Naber: Did you call it snake busters? Ryan Burke: Oh yeah, we did the tee shirts that we hand drew. I mean, it was right around, I mean, I'm dating myself, but it was right around the Ghostbusters days. So, that was, that was my first commercial endeavour. Got me started in, got me started in Sales. But. Westford was great. I was kind of the athlete, whatever, captain of the basketball and soccer teams in high school, it was great. National Honor Society, I got kicked out my junior year, and came back in my Senior year and won the leadership award. So, it was a fun time and nothing but good things to say about Westford. I had a great childhood. I stay in touch with a lot of my friends still from Westford, pretty close to the community. And the Grey Ghosts, which was our mascot, which I still think is a great name, and I was the 200th graduating class of Westford academy. So it was public high school, but 200. Naber: So, one more question then we'll, we'll talk about your move up to BC. What did your parents do, when you were growing up? And what were some of the hobbies and interests you had outside of sports? Because obviously, you were quite athletic. Ryan Burke: Yeah, definitely, definitely. So my dad was, that day and age was still the time of the long runs at companies. And so my dad was that a Digital Equipment Corporation. So he was at DEC for shoot, 30 years, I think, a long, long time. He ran manufacturing for a couple of plants there. My mom worked there as well for about 10 years. Naber: Is that how they met? Ryan Burke: No, they met outside of Hartford, Connecticut, in college. But my dad had a great run in Digital. My favourite thing was during his retirement ceremony, they renamed the big board room, the Bill Burke Board Room, and then they did a top 10 Bill Burke famous quotes. The number one quote for Bill Burke that I'm not sure what it says about him for his 30 years. There was f*ck 'em. I mean it was celebrated, and it was a quote on a plaque, and all of that. But for 30 years that was interesting, and it kind of describes my dad, in a nutshell, a little bit. Naber: It's funny because people that know your dad if you gave him 10 guesses, they'd probably guess it. People not knowing your dad, like myself, if you gave me a hundred guesses, that wouldn't have been it. I'm so glad that that just happened. Ryan Burke: Yeah. So, and then the hobbies. Like it's interesting, you grew up in Massachusetts, but for whatever reason, my brother and I got really into fishing. And so, that's become a lifelong passion. I actually started and ran a fishing tournament for about 13 years on Cape Cod, kind of post-graduation. The Headhunt. The Harwich Headhunt. And yeah, it just became a passion, and I still fish all the time, and I've gotten my kids involved, and all of that. But that was one of the things that my brother and I would sort of hike through the woods, and find little ponds, and build our little boats or whatever, and float out there, and catch bass and perch and whatever all day. And then we got the bug and started to get closer to the ocean and do some of the offshore fishing, which has been great. Naber: Wow. Very cool. All right, we're going to get into BC, but I have to go rogue on this one. If you're not heavy into fishing, what's the best part about fishing? Like, why do you love it? Ryan Burke: Yeah. I mean honestly now that we get out offshore and go out on the ocean, you're just so in such a different environment and a different mindset, and really things just kind of melt away. And just from the stresses of the world being 10-15-20 miles offshore in that type of environment, we go to tuna fishing, there are whales jumping, whatever's going on, it's just a real escape. The phone's half the time don't work, and so, it's just...a lot of times we'll go out for an eight-hour fishing trip and my wife will say, well, you didn't catch anything. What the heck did you guys do out there? You're in this small confined space with like three other friends. She's like, what do you guys talk about the whole time out there, not catching fish. And so, it is a fairly intimate experience as well with your buddies, and there are beers involved, and all of that. Yeah, I just liked the whole like mindset change when you kind of get out on the boat, and you're heading out, like everything else sort of melts away the further you get offshore, and I really enjoy that. Naber: Wow, that's great. And from your sons perspective, as they're growing up, that's so cool that you're bringing them into your headspace and that world, to truly disconnect like that. That's really special. All right, you're away from the Ghosts, you're moving onto the Eagles - Baldwin The Eagle, your best friend. Why Boston College? And maybe a couple of minutes on what you were looking like in University. Ryan Burke: Yes. So, it's funny, BC was the only local school that I applied to. I really want to go to Duke, didn't get in. I almost went to Wake Forest. For whatever reason, I wanted to go and explore another part of the country, but I ended up, going to BC. Obviously great school, a lot of fun. And I'll say I'm really happy with the decision based on what it was able to give back to my family. And so what happened at BC, the football games and the tailgates. And so my dad, my mom would get season tickets and they'd come to every game. And they just developed a great relationship with all of my roommates and friends. Sometimes inappropriately with like, the conversations, they would hear were just crazy. And they get to meet other parents. And so over the four years, like my parents were really involved in my college experience. And for them to be honest writing the checks, like I felt like that was an opportunity for me to give them something back. And I always cherish that, bringing them into that experience. And we still talk about the glory days of the football games and beating another game Notre Dame, or whatever. So it was a great experience, and being in Boston was a lot of fun. Even most of the friends that I had at BC, were actually from outside of Boston. But yeah, BC was great. We were sort of in the heyday of sports when I was there too. We had some good runs, they're obviously terrible now. But I also, all things considered, I liked having a team. Me and my wife went to Holy Cross, and I kind of give her crap all the time because, it was great school as well, but like having a team and a brand that you can sort of follow. And I'd still all way too close to I know every high school recruit that football team is right now and I read it every morning. And it's a little creepy, I know, but I'm pretty involved. Naber: That's a job because they come from all the country to BC obviously. Ryan Burke: And I did it, I did it as a job a little bit. So I got so involved after graduation that I actually started writing for a BC website that was all focused on recruiting. And so I did that for about three years, just on the side for shits and giggles, and go to the game, sit in the press box, interview Matt Ryan after the game on the field, and all of that. And I was when I was still trying to figure out if I was going to get into the sports, as a career. But it was a lot, it was a lot of fun to do that. Naber: You know, it's really interesting. We're going to get into your professional jumps. That's a really good segue. But what I find when I'm talking to a lot of these, a lot of folks in this podcast and a lot of the folks I really admire professionally with an entrepreneurial spirit, it comes out in so many different ways. And I actually don't think that the person talking about it really knows that it's coming out. So from snake busters all the way through to, like you have side hobbies you've turned into like organized things that you do. Like, getting into BC sports, writing about it, making an organized effort and project around that. Same thing with fishing, 13 years of running that tournament. Like, taking your hobbies and turning them into something organized, structured so that everyone can enjoy and you're the driving force behind it with your effort because effort is the great equalizer within entrepreneurship. I think that that entrepreneurial spirit always comes out in people's hobbies, and I don't think that most of the people talking about it often think about it like that. But it's coming out in your hobbies right now. That's pretty cool. Ryan Burke: Yeah. And if you want, I can do a quick sidebar into a hobby that turned into somebody that, did you hear about my book club? Naber: Oh, don't tell me, scorpion something. What is it? Ryan Burke: Scorpions. New Speaker: Scorpions. Yeah. Tell me about it. Ryan Burke: Something I'm proud of and something I will also say is potentially my biggest regret. But my wife was in publishing, and she'd go to these book clubs and she would come home have a couple of glasses of wine and saying, Hey, did you talk about the book? Nah, we just sorta talked, and chatted, and drank wine. And I was like, you know what, this is a bunch of BS. I'm going to go and I'm going to start a book club to spite your book clubs, and just show you that I can build a better book club than any of the book clubs you've been a part of. And she's yeah, yeah, whatever. And so I was all right, I'm going to call it the scorpions. I came up with a tagline that was "Read. Bleed.", and it was all sort of tongue in cheek. So in Boston, it was like the all hard guy book club. And so I got about seven or eight of my friends who were smart, a bunch of entrepreneurial folks as well, a few guys that have been CEOs and sold companies. And we all read. And so what we did was we would go to places like dog racetracks, or shooting ranges, but we would actually talk about the book. So we would actually talk about the book. We would do trivia about the book. And then we would typically end it with a physical challenge to see who could pick the next book. And so what happened was one of the guys that was in the book club worked with my wife in publishing, and he released a press release. Because my whole point was I'm going to create the Anti- Oprah Book Club. I'm going to create, where a woman can walk into a store and know exactly what book she should be buying her husband, boyfriend, or whatever with a scorpion stamp. And so we read a book, and then we released a press release just for fun and games. Scorpions select, I don't remember what the first book was. Scorpions select this book as their official monthly book club, Dah, Dah, Dah. And we did it a couple of times, and the next thing you know it starts getting picked up. And I get a call one day from The New Yorker. And the New Yorker says, Hey, we want to do an interview with you. We do a feature on a book club every month. And we read about the all hard guy book club, the Scorpions. And we're like, all right. And so, called and interviewed me, Dah, Dah, Dah. And they put it on their website. Called back the next day. Hey, this has gotten so, so many hits. We want to go front page tomorrow. we need more pictures. I'm like, I don't have any pictures. Like literally get up that morning with my wife, take my shirt off, put up World War Z, which we're reading the time up in front of me with a bottle of Jack Daniels, and she snaps a picture on her iPhone. And that next thing you know, that's on the front page of TheNewYorker.com next day. And so then it gets picked up, and Gawker picks it up, we had these magazines reaching out. And what happened was it snowballed very quickly where authors, I mean agents were calling me and saying, Hey, we want you to review our author's book. We want you to give it the scorpion seal. We made like a seal and all this stuff. And we're what is going on here? And we had people calling us from all over the country. Can we start a scorpions thing? A reality TV show reached out to us. My buddy called me at one point, my roommate from college, and he's like Hey, what did you start some stupid book club? I'm like yeah, the scorpions. He's like well I'm reading the 50th-anniversary edition of Playboy, and you guys are in here. And I was what? And so we picked up playboy and we're in there. So we almost got a book deal. We almost got a TV deal. And the whole thing sort of faded. It was at that stage, we're all just having kids. A couple of guys were going to sell their company, and so we really give it the attention. But finally I was able to go back to my wife and say, listen, I proved you wrong, I started a better book club. And now there's talk of bringing it back because I still think there's actually an opportunity in the marketplace for that sort of Anti- Oprah Book Club. And we actually read good, compelling books. And so that was my tie into the hobby question. Naber: You know, it's funny. One of the reasons I love doing the personal side before we jump into all this other stuff is, before you reach out to somebody, before you first have conversations and when you just look up on the pedestal of this person at this company with this title, and your background, your experience, I think it's quite intimidating before you start having conversations and humanize the experience. And that's one of the things I love about, about this section. But that's a perfect example. If you're hey, quick sidebar, I want to tell you about something and the entire Scorpion's book club, love it. It's great. So cool. All right. So that is, that is not a segue, but I'm going to create one, into, you're leaving Boston College. And so Scorpions Book Club, the best thing you ever did, but we'll talk about some of the second and third best things you ever did after, after that. You're leaving BC, and run us through your professional experiences, up through the end of when you're at Compete so we can jump into InVision. So just run us through, the companies you were at, and the roles that you're in, maybe like five to seven minutes so we can, we can get some detail on there as well. Ryan Burke: Yeah, definitely. Definitely. The first job I had out of college...I still get amazed at the jobs and internships that today...I'm really impressed. Like back in my day, it was kind of like, all right, we're going to travel to Europe, we're going to screw around after graduation, whatever. And so when I was midway through my Senior year in college, a buddy called me - this is 1996 the Olympics in Atlanta - and he said, hey, I work for a staffing company, Randstad, I've gotta hire like 20,000 people. Do you want to come work for the Atlanta Olympics for the summer? And I was sure, I got nothing going on. And I became known as the kid on campus that, like, I'd walk into any party and be like, hey Burke, I heard you can give me a job with the Olympics. And I'm like, yeah. So people giving me their resumes to work at the Olympics. So I think I got 40 kids from BC jobs at the Olympics. So we all went down there, and we all rented condos in the same little complex. And this was back in the Buckhead days of Atlanta too, the bars were open till five the morning before Ray Lewis ruined it. So worked for the Olympics. Great experience. I ended up staying there for a year, working for the Olympic Committee for a year. And it was just a really, it was a really cool experience. And then randomly, again, I was still trying to figure things out, and I had a buddy call and say, hey, you want to move to San Francisco? And I said, yeah. And jumped in the car, and we moved to San Francisco and slept on a floor for six months, and tried to figure it out. Did some temp things, and then I ended up getting into finance. So I got into a small kind of Muni Bond Equity House, which was, which was really cool. It was a really small, company. I touched so many different parts of the business. from the trading to the operational side and it was good. Series 7, Series 63 the whole deal. And then I use that as a springboard to get into Goldman Sachs. Worked in the private client services group in San Francisco, with Goldman. This was sort of during the heyday too. So, managing some of the early Amazon folks back in the day, and making some of those trades. I was what am I doing wrong? So it was great, and I had a good experience at, Goldman. And then it just, I got to the point where there were some family pulls back to the East Coast and at the same time I was at that stage where I was, on a pretty good trajectory in finance, but it was just something about finance that wasn't really getting my juices flowing. And I just knew. I mean just the culture of it. It very, obviously, money-oriented, and people are doing very well. And I just don't know, it just wasn't for me. And so I knew, okay, if I didn't get out then like I was just going to double down, sell my soul, and do the finance thing. And so I pulled the plug. I found a job back East at a tech consulting company. So this is the tail end of sort of the internet boom, and I got into a company called Mainspring, which was really interesting. It was a really smart group of folks from BCG, and McKinsey, and Bain that basically wanted to create a digital strategy consulting firm. And this is just at the time when all these companies are trying to figure out a digital strategy, nobody knew what it meant. And it was also interesting, in that they had a Sales function. So I joined as an Inside Salesperson, which was, your typical cold calling bullpen environment, and weird because you're dialling for dollars for high-end strategy consulting. And it actually differentiated us in the market a little bit, but I really cut my teeth in Inside Sales there, and just opening doors, and prospecting, overcoming objections. I really liked it. Mainspring actually had a pretty good run for a little while. We ended up going public. And then, the market sort of tanked. And then IBM ended up acquiring Mainspring. And so, it ended up working out in that, it was kind of offered a package. I could have stayed at IBM. It was another one of those decisions where similar to financial services, it was all right, I can take a job with IBM, but do I want to do that long-term at this stage of my career when I knew I wanted to be in something smaller and entrepreneurial. And I liked the small team environment, even at Mainstream when I started it was only 100 people or whatever it was. And that's when I got into Compete. Naber: You spent 11 years there. There's a lot of learnings here. So if you want to take your time and go through the next few minutes to talk about some of the things you learned as you're jumping through each individual step that you had, that's all right because that's probably helpful. Ryan Burke: Yeah, definitely, definitely. And so Compete was interesting because that was back in the incubator model days. So basically Compete was an incubated business. David Cancel, who's the CEO of Drift, was kind of the first employee founder there. And I journal joined early on. It was basically, we had a web-based panel that we aggregated data and sold back competitive intelligence to companies. So, Hey, my website traffic is this, how does this compare to my peers? My conversion rate is x on my site, how does that compare? And you know, there were some dark days early on. There was your typical start-up, really young management team, screaming matches in the glass-encased conference room that was like raised four feet above, so everybody could see it, you know. And there were a few turnovers of Senior Leadership early on. A few turnovers of the entire Sales team that I survived twice early days. And we did that for the first probably two to three years. I was kind of the top Salesperson. And worked with some really smart people. And again, that entrepreneurial environment that I like, we had trouble figuring it out. And then for us at that point, the inflexion point was really when we decided to go vertical. And obviously not something that I think every business needs to necessarily do, but from a competitive standpoint...I helped found a kind of the wireless practice, and this was back in the Nextel, Singular, AT&T days, and they were all so hyper-competitive. And so we had this really rich data set to show like, how much online traffic are each one of these sides getting. What is their conversion rate to get people to sign up for bill pay? What was their conversion rate for e-commerce? And really valuable data. And so we built some dashboards, we layered on a consulting component on top of that. And it was really, it was really interesting. And that started what was a pretty big catalyst. Wireless became the biggest vertical at the company. I sold the biggest deal with Sprint, which is $500k, when our ASP was like $30k. And it was interesting in the fact that as a Salesperson, what kept me there as well, is when I started that vertical, I was able to position myself as more than just a Salesperson. And I became a wireless expert. And I would go speak at conferences, I would write white papers because that always gave me the credibility when I wanted to go and sit in a room with Senior folks. I mean we would do crazy stuff like I had business cards made, different business cards for like the big wireless conferences, the CTIA's or even the CES's, and I'd get invited as press because I would write white papers, and so they would put me in as pressed. So like here I go to these things I get to sit down for 10 minutes with the CMO of Verizon and the CTO of AT&T to do briefings. And inevitably you share some data. And the other thing that we did at the time was we partnered with Bear Stearns, who was a big analyst in the Wireless space. And we created this really nice white paper that they distributed - a glossy cover, Bear Stearns, and it was all our data. And free data for Bear Sterns, whatever. But that became a little bit of every meeting we would walk into that was on somebody's desk. And so it was very easy to point to that and say, oh, that's our data in there. And they're like, oh really? We didn't know that. Tell us what you did. And so, building a brand beyond just being a Salesperson was really valuable to me from a career perspective. And partnering with somebody like Bear Stearns at the time was really powerful in the space from a wireless analyst perspective. And using that as a vehicle for content was just so big in building our brand at the time. And so, that was the kind of the earlier part of my career at Compete. And there are always times that thought about leaving, but every time it was sort of thinking about it, there was a new opportunity that would arise. And so then I moved into more kind of Sales leadership, and that was a new challenge. And building out sort of an Inside Sales and an Enterprise Sales team. Then `we were required. So the company was acquired by TNS, a big research firm. And then six months later by WPP, so essentially acquired by WPP, became part of that world. And that opened up a whole new world of opportunity and challenges, and that kind of put me into a new role. And then I became Head of Global Sales, SVP of Sales, across Compete. And that was within sort of the WPP, umbrella organization. So that was fun. So yeah, I was there a long time but worked with some really sharp people. My old boss Scott Earnst, I sort of followed him up as well, and he became CEO, and one of my mentors to this day. And so it was a really interesting ride. Definitely a really interesting ride. Naber: Very cool. And that brings, does that bring us to your jump into InVision at this point? Ryan Burke: I did have a quick move, between there, I went to a company called Moontoast. Naber: Oh, that's right. Yeah, Moontoast. So, hey, before you do that, I want to talk about, you mentioned managing Enterprise and Inside Sales Teams. You've done this at three different organizations if not more if you've done some advisory work on this. But you've done Inside and Enterprise Sales at the same time. A lot of the people listening will either start a business, have started businesses, will be the VP of Sales, VP of marketing, whatever. And they'll either inherit Inside Sales or inherit Enterprise Sales. And usually, they kind of tack one onto the other or they graduate from Inside Sales Leader into Enterprise Sales. You've managed both at three different businesses. Let's talk about that for a few minutes here. What are the main best practices or tips that you have in managing Inside Sales as a contrast to managing Enterprise Sales? And we'll get into the top tips and best practices for that, but Inside Sales first. Inside Sales, what are the biggest differences between managing Enterprise and Inside Sales teams? When you're talking about Inside Sales, what are the best practices and tips for doing that? Ryan Burke: Yeah, that's a good question. And I think the end of the day it's still, Inside Sales is obviously a lot more transactional and so it's a lot more around kind of that process. And Enterprises is around the process as well, but obviously very different motion, trajectory, timing, all of that. And so, with Inside Sales I would say one thing that's probably most important is figuring out what that customer journey is upfront, and really defining that path, and finding those friction points, and then building a process around what are the activities and behaviors that..like to me, everything kind of boils down to behaviors and activities when it comes to Sales. And that's relatable to Inside and Enterprise. And so performance in numbers is one thing, but you just need to figure out what the right activities are for Inside Sales. So break apart that funnel, figure out what those metrics are, and then really measure on those activity metrics. And that's been probably the most important thing. The other thing is, even when I started at InVision, we'll talk about it, making sure you have the operational infrastructure to define that for Inside Sales, whether it's hiring an operations person, like to me, you can never hire operations too early. I probably waited, I probably waited too long at InVision, and getting that in there early for Inside Sales, and building out, we even call them the leading indicators of what will drive you to a particular transaction. And so I think those behaviours and activities are incredibly important for Inside Sales. And then you just have to evolve it for Enterprise because that's a different motion, different ASP, whatever it is. And so same concept around leading indicators, behaviours and activities, it's just a different framework. And the hardest part is obviously, you sort of view Inside Sales as a stepping stone to Enterprise. And that's not really the case from a mindset standpoint. And that's, you almost have to break bad habits and rebuild them because the Inside Sales folks, currently really good at transactional, driving acquisition, boom, boom, boom. And then you move into Enterprise, you're like, whoa, slow down, let's talk. Now we're value selling, where before it's much more of a product sell. Inside Sales is much more of a product sell. Enterprise Sales is a value sell. And that's a big transition from a mindset standpoint where, step back, make sure you're asking these questions, figuring out obvious things like pain or whatever it is. And again, when we promote Inside Salespeople, sometimes there's that period where the onboarding for Enterprise is just as important as when you're onboarding them as a new employee for Inside Sales because it's a totally new framework and mindset. And if you're using the methodology like MEDDIC or Sandler or whatever it is, you've got to kind of break them down and rebuild them again. Naber: Yup. Yup. That makes a lot of sense. Okay. So moving from Compete to Moontoast, let's hop into why you moved to Moontoast, and then give us a summary of that, and then we'll hop into InVision and I've got a few questions on some of the superpowers that you have, some of the things you've done really well, and a couple that InVision has as well. Ryan Burke: Yeah. And so Moontoast was a social advertising, kind of rich media, social advertising - rich media within the Facebook feed predominantly, or any social feed. Part of it was at the time I was looking to get out of Compete. Moontoast came along, social was obviously very sexy, they just raised some money. Kind of wanted an opportunity to go in and be the guy from day one, and build it up. And you know, everybody's got a miss on their resume, and this was a miss. I came in, and we had some good momentum, really enjoyed the product team and sort of the position we had in the market. But we also existed within the Facebook ecosystem, which I don't care what you say, they just own everything. It's really hard to do exist. They make one change in their technology and like 20 companies go out of business. So I built a really strong team. I've hired my top guy from Compete, brought him over. Hired some really good Salespeople, a few who I've actually taken to InVision. But the product, we had to re-pivot product, and we ultimately had to re-platform it to try to fill the gap with services while we got the platform, then Facebook changes. We missed it. We just missed the window and things got a little ugly. It was one of those startup things where it was a little messy. And so I ended up leaving. I ended up just saying, you know what, and Moontoast not seeing their Future, we'll leave it at that. But I left. It was a good learning experience, met some really good people there. Social space was interesting, I'll never go back. Then I left there and then that was when I had the opportunity at InVision. And I can tell you kind of how that's how that started as well. Naber: Yeah. So this is good. So people are gonna want to hear the story. You joined really early. You're employee number 35, I believe at InVision, you've got upwards of almost if not above, around the thousand employees or so, shed load of them remote if not all of them remote. Exactly, all of them remote. Like the largest, that I know of, tech workforce in the entire world that is remote - it's unbelievable. So, tell us about the story. Run us through the journey that you've been on so far, and then I've got a question around building your Sales teams from one to 50 that we'll cover, after you kind of tell us what the journey is up until now. Ryan Burke: Sure, sure. And so the quick story of how I ended up at InVision was, I quit Moontoast so I was out of a job. I was in sort of this panic mode and got some opportunities right away. And I was I don't want to act, move too quick. And then, just really stressful at that time in life, couple kids, like the whole deal. I was like, what am I doing? And was really close, I had paper in hand to an offer as the CRO of another company in Boston. Ended up being out on a boat with a few folks for my old boss, Scott Earnst, goodbye from Compete, and was sitting with Dave Cancel, we're having a beer on this boat, and tell them about my situation. Naber: I've heard so many good things about Dave, by the way. So many good things through the grapevine. I'll meet him sooner than later. But as far as he's such a good guy. Ryan Burke: Yeah, he is. And just sitting on the boat, and he was like, Hey, don't sign that paper. I was like, why? He's like, you need to talk to Clark at InVision. And I was I don't know anything about InVision. And he's like, design prototyping software. I'm like, I don't know anything about it. Just talk to him. So I didn't sign the paper. We had a couple of conversations, he introduced me to Clark the next day. Had a couple of conversations with Clark, Clark Valberg, the Founder & CEO of InVision, who is just an incredibly interesting, inspiring person. And so the way it went down was, it was like a Wednesday night at probably 9:00 PM in Boston. And Clark, who was in New York, calls me and he's like, alright, I want you to come down tomorrow and meet with the board and meet with me. I'm like, alright, what time? He said, eight o'clock tomorrow morning in New York. And it's like nine o'clock at night in Boston. I'm alright, I'll make it work. And so I go down there, meet with a board member. Clark comes in, and I've never him met in person or anything, and he just sits down and he said, all right, I'm going to spend the next two hours convincing you that this is the wrong job for you. I'm like, interesting. And so we ended up having about a four-hour session on design space, and how Enterprise might not work for design, all of these things. I remember at one point he was like, oh wait, when is your flight? I was well, I missed, it was like an hour ago. He's like, why didn't you tell me? And I was like, well, I want the job, this is super interesting. And so it was great. So we hit it off. Quick background, InVision before me had two VP's of Sales - one lasted a week, one lasted a month. And so I was pretty intimidated, and they were clearly a rocket ship. Even from the early days, you could just see the momentum. And that transactional business, like I had done some the Inside Sales stuff, but like not to that scale before, and build on it from a freemium model. So it was a pretty big leap for both sides and forever grateful for, for Clark taking the chance. And obviously it's been a successful path so far, and a lot of fun. But that's kind of how the whole thing kinda started, which was interesting. Naber: Great. Great Story. And so tell us, tell us about how many people were there when you got there. Like, what the Sales team can seem consisted of, which I'm pretty sure was like two people plus you. And then give us maybe a couple of stats on where you are right now as a company, so we can understand that growth trajectory. And then I'll hop into how you did a lot of those things. Okay? Ryan Burke: Yeah, definitely. Definitely. So when I joined those 35 people, I think there were three people on the Sales team, that I inherited. And the Enterprise business really didn't exist at that point. It was kind of formally launched a few months beforehand, but really there wasn't, there wasn't much revenue there. But what we were doing is we were getting about a thousand people signing up for the product every day to the free service or the self serve plan .So just incredible product-market alignment, and that momentum, and those signals for the business. And so I came on, now we are about 900 employees globally. We work with 100% of the fortune 100. We are fully remote. Raised $350 million total. So it's been, it's been a ride, that's for sure. And it's been a lot of fun. Naber: Man. Unbelievable. You've got almost a $2 billion valuation on that $350 raised. You've been there for about five years now. Is that right? Ryan Burke: Yup. Naber: Wow. Amazing. First of all, congratulations on all the success you guys have had. I just think it's an iconic company, an iconic story. And I think you guys are can't miss, can't lose, badass product company who is, building so fast, doing it the right way, which is great...From the outside looking in, and that's even before you and I started having conversations, I'm so impressed. So let's talk about a couple of things. One, you have, you talk a little bit, in the past around building your Sales Team from one to 50. And you talk about it using the story of InVision, so let's use that story. But you talk about, building your Sales team from one to 50, you got to think about the three F's - the First Five, the Foundation, and the Future. Let's walk through each one of those bullets if you don't mind. Why don't we talk about the First Five, first? Actually, you know what, if you want to tee this up at all, that's fine. But I want to hear about the three F's for building your Sales team from one to 50 because it's an excellent framework. Ryan Burke: Yeah. And so, the way I was thinking about it when I kind of looked back and break it apart is really, figuring out the right people for each stage. Because it evolves and it changes. And then the customer journey changes as you mature, and the deals get bigger, and you move more into the Enterprise. And so you kind of have to chunk it up and hire the right people at each stage, address the customer life cycle at each stage, remove friction points. And so, the biggest thing for me early on was getting the right people in the boat early. And fortunately for me, my first two hires, two Salespeople, that one is now a manager for me in Amsterdam, the other one's the top rep in the US, still here. Which is good because right before I took the job, Mark Roberge from HubSpot, a buddy of mine, called me and he was like, on speed dial who are your two best Salespeople? And I gave him these two names because I have a job. And they both got offers from HubSpot. And they both turned them down. And thankfully...Roberge was like, what the hell? I'm like, I don't know man. And so then I got the job with InVision a month later, and it just worked out like, I called both of them, and I was like you guys are on the team, and it ended up working out really well. And I think, back to the First Five, I think some of the important traits for those folks early on is, they weren't necessarily just Salespeople. Like they were product managers almost at that stage and they just, they knew the product inside and out. And without having, proper Sales Engineer support, or any of that product support on calls, like it was a little bit of the wild west and we had to do our own thing. And InVision couldn't be further at that point, especially couldn't have been further from a Sales culture. Like it was a free product, free value to everybody, designers, it wasn't a push market, it was fully pull-motion, it was all bottoms up. And so we were definitely a little bit out there trying to figure it out. And so, hired these folks early on, that really could talk to the customer, understand their concerns, and their process, and their journey. And then ultimately we built the Sales process around that. And the other key thing about those first people are, you've got to get the people that are on the boat that want to join a company at that stage for the right reasons. If you want to make a lot of money as a Salesperson startup, like InVision at that stage and start, that's not the right place. It's just not, go work at Salesforce. And so, you need to find people that are there because of the opportunity. They want the career opportunity. They want to be co-owners and building something. And that's what the early folks on the sales team, I actually think to this day we still hire people with those profiles...with the trajectory of InVision, like it's still early. And um, that was really critical to find people that wanted to join for the right reasons and not just purely on the financial side. And so getting those builders in early, the ones that can have those product conversations, that was really important for us early on. Naber: Very cool. Yeah, I think in one of the talks that you do, you talk about focusing on key traits - resilience, adaptability and fighters; and then focusing on key motivations - opportunity, vision and ownership. Those six things I think are so important. Do you want to talk about that a little bit? Ryan Burke: Yeah. And I would say resilience is probably the biggest one because, at any startup, you're gonna have so many challenges. And so, I mean, I've even made some decisions where we've hired people that have had really good runs at really big companies and their resumes are great, and you hire them to a place like InVision, and it doesn't work out, and they're not ready for it. We probably hired them at the wrong time, the people that are better off, like I even tell our recruiters like, go find people that had a big run at a company, at a really successful company. Then went to a startup that ran out of money or a startup that went out of business. And they've gotten their nose bloodied, and they know what it feels like because your nose is going to get bloodied at a startup inevitably at some point. And so you need the people that can take the punches and be resilient and battle through that. Not only can do it, but want to do it. And some of the folks we hired, like they just didn't want to do it at that stage in their career. I don't blame them either. So, you just gotta figure out that profile and make sure that things like resilience that is so important for those early hires. Naber: Yeah, absolutely. And I think it's incumbent upon the person hiring them to help those Salespeople to make that decision. Like oftentimes you don't know that you need to go get your nose bloodied, or you need to go have a failure somewhere else after your first jump from an organization or you've had a really good run or a long run. Like you have to go get that, that that failure, you have to go learn and have that learning experience. Like it is incumbent upon the person hiring those individuals to help those individuals realize whether or not it's the right time in their career to make the jump into that startup or not. Ryan Burke: Yeah, exactly. Exactly. And so, yeah, that was really important early on. And then in, the only other thing was that I talked about is finding all of those friction points early. So, mapping out that customer journey and figuring out why aren't people buying your product. Is it the price? Did they not trust you? Not know who you are? They do not want to sign up for a longterm commitment? Is it particular features? Like, whatever it is, you've got a map that out, and then start to figure out how do you remove each one of those and address each one of those. And that's really important early on. And that will evolve once you move into the Enterprise, you're gonna have different friction points and you have to readdress them. Security and things like that all start to come in a little bit more, overtly. But early on, like just why don't people have the product in their hands? And do everything you can to remove those friction points to get the product in their hands. Naber: Yeah. Awesome. So there's a couple of examples that you use and some of your past content. Like, if the price is a friction point, using free trials and freemium, you are getting the product into their hands with free trials. Seeing the product in action, doing group Demos. You talk about understanding how they use it, pre-populating the assets and pre-populating the product. Lack of trust in your brand, building customer testimonials. Longterm commitments to a product, offer an opt-out, just get them on board. And then lack of features, sharing the roadmap for the product team, from the product team, getting them involved with that journey, and setting them up, setting the customers up with the product team to help evolve that journey. And I thought the examples you used and the solutions to them, I think those are extremely valuable as you're thinking about each one as different friction points, both as you get started and sometimes you don't solve those problem points with those solutions that you just talked about until mid-stage, late-stage and building Sales teams. So sorry to kind of steal some of that thunder. But I thought you've talked about this a bunch of times in the past and using those examples, I think that that's really valuable for people and it's just great content. Ryan Burke: You did your homework. You did your homework, Brandon. Naber: Hell yeah, brother. I'm always doing my homework. It's all about the prep in my world. So that's First Five. Now let's talk about Foundation. Ryan Burke: Yup. Yeah. And so the Foundation is sort of when really want to start building out the process, and that's when, like I said before, like that's when it's really important to hire operations because you're going to start to build out those leading indicators that I talked about - what are those activities that you want to measure? Because again, at this stage it's less about the results. I know that the results are important, but you really need to figure out like all of the specific activities and that'll lead to potential success. You can start to understand like what are the points, even in the Sales process, that you need to, that you're struggling with. And these aren't, these aren't things that are meant to beat the team upon. There's always like this head trash, and people are like, ah, I don't you to measure how many meetings I have a week, and I don't want you to measure many prospecting calls I'm doing, whatever. And it's like, that's not the point. The point is not to like manage you out if you're doing it. The point is to help identify the coaching opportunities for the managers to say, okay, you're not able to get people to respond to your emails. Like, let's go through those and evaluate. You're not getting enough meetings. Like, let's look at some of your other outreach. You're not converting meetings opportunities. Let's go through your talk track in those meetings. Their guidelines and they're really coaching opportunities is what they essentially are. Naber: Diagnostics. Exactly. Ryan Burke: Yeah, exactly. Exactly. And so, building that Foundation. The other thing, for a specifically for a company like InVision early on, is, how do you offer value beyond the product? And I'm really sort of incredibly lucky and proud of what we do at InVision because we offer so much more beyond the product. But that's really important early because to some extent you need to build the trust and the credibility with your customers when your product doesn't always fulfil every promise. And that buys you time, especially early on. That's really important. So even when the Sales team, I never want somebody to prospect and try to set up a meeting to just talking about the product, it's like, offer something of value - a piece of content, whatever it is, but like offer value to somebody all the time. And you can, there are opportunities to do that beyond on the product. I mean, just a quick, a quick thing. I mean, our CEO is a brilliant marketer. And one of the things that we did is we made a movie. And so, even when I first started, Clark was Hey, we're making a movie. I was like, what are you talking about? And he's like we're making a feature-length film on design. It's like, you're crazy. And we hired this production company out of New York and flew around the country, and we made a feature-length movie called design disruptors. And it was an intimate look at companies that were using product design to disrupt entire industries. Google, Airbnb, Netflix, all of these, all of these companies. And we made this awesome movie, and we weren't in it. InVision wasn't in it, but it was brought to you by InVision. And so what we did was, we did a world premiere in San Francisco, Castro Theater, red carpet, press, the whole deal, VIP dinner after. Then we did one in New York, and we did one in London, and they were huge. And then what happened was, we were like alright, we're going to release the movie. But then people started emailing us and saying, hey, how can we do a screening here? I want my executive team at Uber or NBC or at Salesforce to see this. And so we sort of weaponized. And we didn't release it to the public. And we said, all right, if you want to do a screening or at your community, you know, wherever, we will host it. And I think we've probably done 500 screenings across the globe at this point. You name a company, we're doing...we're doing one next week in Europe with a company, and what an opportunity to one, reach out to somebody and say, Hey, we've got this incredible story that will help your management team understand the value of a design-centric approach. It's super entertaining. Why don't we come on, have some drinks, get a couple of hundred people in the room, whatever it is. Sometimes we'll even do a panel, we'll get people and product leads. We'll do a panel discussion after the movie. And it's been such a great a vehicle for us. I mean, now we have a full, we have a whole film team now at InVision, we did a documentary with IBM or called The Loop on their process, celebrated and evangelize their process, which, sort of strengthened our relationship with IBM. But again, offered value to the community, which the movie then ultimately did. Like it was a free offering from us to the community. Here's some really good content, best practices, examples, in an entertaining format that we are going to deliver to you as part of what our brand represents. Now we've got a new movie that we're releasing this fall. And it's been incredibly successful. It's just another example of how do you go ahead...And not everybody can make a movie, I get it. But although I've seen some good copycats over the last six months or the last year, it's coming. It's getting out there. But, Clark Valberg, this is yours. Valberg this is yours. It was a really powerful vehicle for us. Naber: Nice. Very good. And so you talked about adding value beyond your product. You talked about focusing on behaviours and activities. You talked about some of the activities. And you talk about hiring your first layer of management. You talk about hiring coaches, and not managers. Can you explain a little bit about that? Ryan Burke: Yeah, I just feel like early, early days you just, you need folks that are, they're not about coming in as a manager for title reasons. And you get people in there that are really good at coaching because that's what is so critical. Using those leading indicators, using those behaviours and activities, finding those opportunities to help coach the team. And that's why your first Sales Director, or whatever it might be, they've gotta be a really good coach. Because it's gonna be all about the failures, and the misses early on, and the objections, there's going to be so many objections you're gonna face, whether it's product, price, competitors, whatever it is. Like you really need to figure out how do you coach the team on overcoming those. And so that's why it's really important from a profile perspective that you really dig in when you're interviewing in terms of, talk me through, talk me through an example of where you identified something with a rep, and coached them through it to an improvement. What was the result? Those types of things are really important when you're building that Foundational team. Naber: Nice. Awesome. Okay. So that's that's the First Five, then we just talked about Foundation. Now let's talk about Future. Ryan Burke: Yeah, and the only other thing that I'll mention on the Foundation, now that you're kind of bringing up the topic, which is just one of the things that we did that was interesting at InVision, was it's so important to understand your customer and like everything about their customer. This evolves at every stage. And so, early on, like I hired one. And so I hired a designer onto our team instead of a Sales Engineer. I hired a designer, this person came on boards, still with the company, he's great, but just gave that credibility to the Sales team in terms of the day in the life of what a designer deals with. And could hop on calls and give us some credibility in terms of talking to designers, which is a very unique persona to sell to. They don't like to be sold to. They want to touch and feel the product, learn about it, and then use it, and if they like it they'll tell their friends about it. So, figuring out who your customer is and then hiring them was really important. The other thing that we do now, which is an interesting kind of nuance is around understanding the customer. We now have a program called delicious empathy. And every person at InVision anywhere, again, fully distributed company, we have people all over the world, and anybody at the company from Operations, to Sales, to Finance, has the ability to take a designer out to dinner once a month and expense it. And the only rule is you're not allowed to talk about InVision. And so it's just about, again, building those relationships, understanding the motivations, the personal motivations even of your customers. And that just feeds into everything that we believe in and do as a company. And so that's been another kind of interesting thing for us to do across the company to help people build empathy with our customers. Naber: Yeah. Yeah. It's great. You call it, I think you call it relentless focus on the customer. It's a pretty cool example. Delicious empathy. I love the Pun. Delicious, as in, take you out to dinner, that's good. I'm not usually a laggard on the jokes, that was a good one. Le's talk about Future. so you talk about a Foundation for building the Future. Go ahead. Ryan Burke: Yeah. So the Future is, I feel like, at this point, this is where, you built the Foundational team, you've got some infrastructure in place, you're moving into the Enterprise. Like this is when things will break. Like things are gonna start to break. And you've got to kind of revisit the overall customer journey. You've got to revisit the friction points as you move into the Enterprise, things like legal process, security, all of those are going to be new friction points that you're going to have to learn how to address. And this is also, in a lot of cases, this is also when you make that shift from a transactional product-focused sale to the value-based one. And that's when you've got to hire a different profile of Salesperson at this stage. You've got to have all your motion at this stage. And so, now is kind of when you're, when you're really selling, and you've got to get people that are, again, stewards of your brand. Along all of this, your brand is so important these days that just, I think people sometimes underestimate the impact of hiring the wrong Salesperson on their brand. And like, you gotta think about is this somebody that you would want in a room with 15 of your prospects, your customers? Would the be someone you would want presenting at a community event on behalf of your brand? And if the answer is no, they're probably not the right person. Even if they're the best seller in the world because they are representative of your brand. And you've got to create that value through your Salespeople and that represents the value that you want to project in your brand. That's really important. And the other part about this stage is you've got to find people that are really good storytellers. And that's so important. Can they tell a story? Because at this point, people don't really care about your product. Like this is when the transition switches on the customer side as well. They don't care about your product. They care about what the promise of your product can deliver. They care about the results, they care about the examples of what other customers have done to drive tangible business value from the product. And so there's that shift, and this is where you don't need the product experts in the Sales team. And this is where you can introduce things like Sales Engineers, or Product Specialists, or whatever it is to fill some of those technical gaps. But this is where you need people that can actually tell that story and sell the dream of what your products and more importantly what your brand represents. And that's really important at this stage as you kind of build out the team. Naber: Nice. Okay, so I want to hop onto a different topic or anything else you want to talk about before we conclude on that? Ryan Burke: No, I think that's good. Naber: Okay, cool. I've got two more topics I want to talk about and then we'll wrap. First one is, hiring, onboarding, and managing, remote Sales teams, and really remote workforces are what you guys have to manage as an entire business. But specifically hiring, onboarding and managing remote Sales teams. So there are a few different things that I'd like to cover. I think there's five in total. First one is hiring profile and hiring execution. How do you search for the right person that is a great person to hire as a remote employee. What are some of the things you look for in making sure that they can do that? And then what's your execution process look like considering you're hiring people all over the world, you're not necessarily sourcing them in one city or one industry. You're looking for them all over the place. So what's the hiring profile and how do you execute on the hiring process? Ryan Burke: Yeah, and I think we are the single largest fully remote company in the world now. It's a little crazy. There's definitely cracks at times and things. And just a little, a little bit of context. It started where our CEO wanted to hire the best engineering talent. So we started to hire folks in different places. Even when I started, he was like, Hey, if you want us to open up a Boston Sales office, you can. And I did the whole tour of real estate in Boston, and almost pulled the trigger, but then it just in part of our culture. And so we started to hire some people from all over, and you could kind of place people strategically in these maybe lower-tier markets, or whatever. And so it became really, really, valuable for us. And it's a big asset. On the hiring, you've got to find people, not everybody is ready for it. The last person you want is the person that found you on a remote job site, and you ask them what they like about InVision, and they say, oh, I want to work from home. Like, they're out. You do need to find people that are proactive. Like you need to find people who seek help because sometimes it's hard, and you can get lost or and you can hide. And you've got to find those folks that are very proactive in their approach and sort of ask questions around that in in the interview process. That's really important. But the biggest thing in one of the biggest lessons we have learned here is onboarding. Onboarding is so critical because it can be very intimidating your first day sitting there and not having anybody to talk to. And so we've evolved our onboarding process, pretty dramatically over the last couple of years to, we kind of map out everybody's first 90 days now. And they need to know exactly who they're talking to, exactly what they should be focused on, exactly what the expectations are. And we can still improve that. But even from things like time management, like I think there are still opportunities for us to improve there, especially for some of the younger folks that come in. And they're living with four other buddies in San Francisco, or they're off on their own somewhere, wherever, and they get up in the morning like, how do I spend my day? And so we're getting a lot more prescriptive in terms of just even time management training. And what percentage of the time per week should they be focused on these types of things? What percentage of the times did we focus on these things? Even like learning and development. And so the onboarding process is something that it's just so critically important for a remote team, and there are still opportunities to improve, but I think we're doing a pretty good job now. Naber: Nice one. So you just talked about hiring profile and some of the things that you need to assess to make sure someone's ready for that. You've talked about time management. And you also just talked about
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