Podcasts about CRM

Ever feel like hitting pause on your career to raise a family is like pulling the emergency brake on your dreams? Well, what if that “pause” is actually a power move? Today I'm chatting with Neha Ruch: founder of Mother Untitled, the groundbreaking platform that's changing the way we think about ambition, motherhood, and career breaks. Her debut book, The Power Pause, is an interactive guide helping women view stay-at-home motherhood as a powerful, professional evolution. If you've ever wrestled with stepping away from your career or wondered how to make a comeback that feels aligned and empowered, this episode is for you. We're diving deep into how to intentionally plan a pause, find purpose in caregiving, and re-enter the workforce without missing a beat, so click play now! Goal Digger Facebook Community: https://www.facebook.com/groups/goaldiggerpodcast/ Goal Digger Instagram: https://www.instagram.com/goaldiggerpodcast/ Goal Digger Show Notes: https://www.jennakutcherblog.com/how-to-take-a-career-break-neha-ruch  Thanks to our Goal Digger Sponsors: Sign up for your $1/month Shopify trial period at http://shopify.com/goaldigger.  Find a co-host today at http://airbnb.com/host.  Transform your living space today with Cozey. Visit https://www.cozey.com: the home of possibilities, made easy. Move deals faster with an AI powered CRM your team will actually use. Visit https://monday.com/crm to learn more. Deposit or spend $5,000 in 90 days to earn up to $500 in rewards at ⁠mercury.com/goal⁠. Mercury is a financial technology company, not an FDIC-insured bank. Banking services provided by Choice Financial Group, Column, N.A., and Evolve Bank & Trust, Members FDIC. The IO Card is issued by Patriot Bank, Member FDIC, pursuant to a license from Mastercard. Working capital loans provided by Mercury Lending, LLC NMLS ID: 2606284.

Meet Katie

Curso GRATIS: "Ventas & CRM" https://aff.trypipedrive.com/CURSOGRATISActiva tus 7 Días de Prueba en "Club Cállate y Vende"https://www.detonadoresdevalor.com/clubcyvAccede a mi Curso Online "Cállate y Vende" con toda mi metodologíahttps://www.detonadoresdevalor.com/callateyvendeCurso GRATIS: "Gerente-Líder de Ventas"https://aff.trypipedrive.com/9k9mdm¿No tienes un CRM? Comienza tu prueba de 30 días GRATIS en pipedrive CRMhttps://aff.trypipedrive.com/adcampaignEn este episodio cerramos con la temporada de "salud mental para vendedores" hablando del famoso burnout, ¡Vamos a darle! Hosted on Acast. See acast.com/privacy for more information.

Doug C. Brown, CEO of CEO Sales Strategies, joins us for a captivating exploration into the world of sales optimization and scalable revenue. With his roots in sales beginning at his father's business, Doug has transformed into a visionary leader in sales strategies. In our discussion, Doug unveils the core principles of CEO Sales Strategies, stressing the necessity of a structured and systematic approach to secure predictable revenue streams. As we navigate the common hurdles businesses face, like setting clear goals and identifying right-fit buyers, Doug shares his invaluable perspective on the evolving role of AI in sales processes. He emphasizes the human aspect of selling, the importance of customer care, and how a structured sales process can be a game-changer. Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes. Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales. Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients. His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams. Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity. For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.   Quotes: "Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business." "Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product." "If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes." "The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."   Links: Website (CEO Sales Strategies): https://ceosalesstrategies.com/ Vibitno: https://vibitno.com/ Facebook: https://www.facebook.com/Dougcbrown123/ LinkedIn: https://www.linkedin.com/in/dougbrown123/ Instagram: https://www.instagram.com/dougcbrown_/ CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak   Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Your competitors are already using AI. Don't get left behind. Weekly strategies used by PE Backed and Publicly Traded Companies →https://hi.switchy.io/U6H7S--In this video, I reveal how to enhance CRM systems using the deep research capabilities embedded in AI models like OpenAI. I share a step-by-step guide on creating effective prompts, connecting CRM systems such as HubSpot, and transforming insights into actionable strategies for revenue growth. I emphasize the importance of leveraging AI for data analysis and highlight the potential it holds to significantly improve business outcomes.Chapters00:00 Unlocking CRM Potential with Deep Research02:50 Step-by-Step Guide to Implementing Deep Research06:12 Transforming Insights into Actionable Strategies

”But the fact remains, with all the changes that have happened in our lifetime—whether we're “boomers,” “Gen Xers,” “Millennials,” “Gen Zers” or whatever comes next—one thing has never changed nor will it ever change, and that is the amount of time we all have.”  That's a quote from Hyrum Smith's book, The 3 Gaps: Are You Making A Difference You can subscribe to this podcast on:  Podbean | Apple Podcasts | Stitcher | Spotify | TUNEIN Links: Email Me | Twitter | Facebook | Website | Linkedin Areas of Focus: The Foundation Of All Solid Productivity Systems. Take the Areas of Focus Course  Get Your Copy Of Your Time, Your Way: Time Well Managed, Life Well Lived The Time Sector System 5th Year Anniversary The Working With… Weekly Newsletter Carl Pullein Learning Centre Carl's YouTube Channel Carl Pullein Coaching Programmes Subscribe to my Substack  The Working With… Podcast Previous episodes page Script | 375 Hello, and welcome to episode 375 of the Your Time, Your Way Podcast. A podcast to answer all your questions about productivity, time management, self-development, and goal planning. My name is Carl Pullein, and I am your host of this show. One thing you may have noticed is that there are many things we have to or want to do, yet there never seems to be enough time to do them. You are not alone. Everyone feels this either all the time or at least some of the time. The reason is that it's true. There will always be more to do than time available to do it.  This means we should approach the problem from a different angle.  Traditionally, people have spent extra hours trying to catch up. Working late or even working the weekend. Yet, is throwing more time at the issue the best solution?  I don't think so.  We live one life. Our work is just one part of that life. If you work an average forty-hour week, your work only accounts for around 25% of your time. Yet, for many people, their work causes 80% or more of their stress.  This week, I want to share some ideas and a paradigm shift in how you think about the tasks you have to do and the time you have available. It's a simple shift, but one that will reframe your relationship with time and ultimately give you more time for the things you want time for.  So, without further ado, let me hand you over to the Mystery Podcast Voice for this week's question. This week's question comes from Marcos. Marcos asks, Hi Carl, I struggle to keep up with all the tasks in my task manager. Most days feel like I am adding more tasks than I complete, and my inbox is now full. Todoist won't allow me to add any more. How do you cope with an ever-growing list of things to do? Hi Marcos, thank you for your question.  There could be a number of reasons for this. One of the most common ones is moving any email you need to respond to into your task manager's inbox.  You don't need to do that. Instead, you can create a folder in your email system and call it “Action This Day”. Then, any email you need to act on—reply, read, forward, etc. You place it there.  Then, add a recurring task in your task manager that tells you to “clear my Action This Day folder”.  That will remove many tasks from your task manager. It will also begin the process of changing the way you think about things to do and the time you have available to do them.  It's no longer about how many emails you must reply to; it's about when you will work on your emails.  Other things that can clog up a task manager are articles and newsletters to read, YouTube videos to watch and books to buy.  All good stuff, but since so many of these are non-urgent, you would be better putting them in a dedicated note in your notes app.  That way, when you do have time to read or watch these, you can open up your notes app and choose something.  I covered this recently in one of my YouTube videos. There is information we like to collect—articles, YouTube videos, etc., often the easiest thing to do is to add this information to your task manager's inbox. After all, reading or watching them is something to do. Yet, the worst place to collect these items is your task manager. There's no urgency to read or watch these. We can do it anytime. Perhaps we're waiting at the doctor's office, or, in my case, for my wife somewhere.  In these situations, I can open my notes app and, depending on my mood, choose between reading or watching something—my notes are always on my phone.  So, Marcos, one of the first things you can do is to remove all these non-urgent informational items from your task manager and move them to your notes app. I would add that a great place to read articles is something like Instapaper or Read. Both of these apps are designed to collect newsletters and articles.  Using tools like these gives you a central place to read your saved articles. It's like having your personalised curated news feed.  The only addition is finding a regular time to read what you collect. The problem with keeping these in your task manager is that you're not reading them. Moving them out of your task manager and into a read-later app is just shuffling things around if you are not committing to a daily reading time.  When I commuted to work each day, I read these articles on bus and train journeys. This prevented me from getting sucked into the negative news cycle and clickbait headlines.  My news feed was free of junk and algorithmically generated stuff I was no longer interested in.  And there is another tip for managing the things we have to do. Having a set time each day for doing the things we want to do.  The challenge we all face today is that everything is so convenient; we can pretty much do anything at any time. You can set up a bank account, apply for a credit card, and even buy a car online today.  You don't have to leave the comfort of your own home.  In the past, if we wanted to open a bank account or buy a new car, we would have to go to a specific place. Going to these places meant we needed to schedule time to go.  I remember when I was in car sales and couples would come in either in the evening or at weekends. During the weekday, things were relatively quiet for us. Time spent with a customer would typically be around an hour or two.  So the customer had to go to a showroom intentionally, talk to a human being and in most cases test drive a car.  Now, if you can do almost anything at any time from anywhere, the challenge becomes, what do you do now?  If you are task counting, you're putting yourself into an impossible situation. The number of tasks you have to do is not within your control.  You do not have control over what your boss or customers will ask you to do today. You don't have much control over what your partner or family members may ask you to do. You also don't know when they will ask you to do something.  By focusing on what you have to do, you're setting yourself up for overwhelm.  Instead, you will find focusing on when you will do something a much more realistic approach. Not only do you put yourself back in control, you will also be working within a realistic system.  This system is called time-based productivity, and it's been around for a very long time.  I've tracked it back to 1918 with the Ivy Lee Method. That's where you wrote down the six things you want to get done the next day, and when the day began, you started with the first item and worked your way down the list until the end of your work day.  Anything you did not get done would be moved to the list for tomorrow. It's simple and based on a realistic evaluation of how much you could get done in a day.  From there, it advanced throughout the century to when we began using things like the Franklin Planner.  Something went wrong in the early 2000s. Somewhere along the line, we stopped calculating how much time we had available to do things and began focusing on the things themselves.  Well, that's an impossible situation. You'll always have stuff to do. If you focus on all that stuff, you're going to feel anxiety, stress and overwhelm.  If you want to stop the struggle Marcos, then returning to a time-based system will do that for you.  The first step is to look at all the tasks you have to do and categorise them. You will have admin and communication tasks—we all do. Then there will be tasks related to your specific work. If you work with clients, then there will be client work to do. If you work in management, there will be management duties you will need to perform.  Once you know what your categories are, you can then allocate specific time for doing those categories of work.  Let me give you an example of this with email. Imagine you get 150 emails a day. Of those, around thirty require you to take action. When you process your email, you move those actionable emails into your action this day folder, and either delete or archive the rest.  This leaves you with thirty emails that require some action from you.  If you were to allocate an hour each day for dealing with your actionable emails, you will always have time to respond to your email. Sure, some days you may not be able to clear them all. However, if you consistently spend an hour a day on these, you will never develop a significant backlog.  Most days you will be ahead; other days you might be slightly behind. But you won't feel it's out of control.  You can also apply this to your admin tasks. Admin tasks have a habit of building up over time because they are generally low in urgency and importance.  If you were to give yourself thirty minutes or so each day for admin tasks, you would find that no backlog is building up, and you are, for the most part, on top of things.  You can do the same for your client work. If part of your responsibilities is to send out proposals to customers, then allocating some time each day for doing this means all you need to do is refer to a list of proposals to write, and for that allocated time, you do as many as you can.  That list may be in a CRM system or a simple note in your notes app. Your calendar will tell you that it's time to write proposals. You then go to your list of proposals to write, and start.  This way, you won't need to use your task manager. I do this with my coaching clients. Every day, I allocate an hour to writing feedback for each client. The list of feedback to write is in Evernote. Some days, there will be six or seven pieces of feedback to write, and other days, perhaps only two or three.  I know I can write around three pieces of feedback in an hour. This means if I do this every day, nobody is likely to be waiting more than 48 hours for their feedback.  I'm not focused on how many pieces of feedback I have to write. All I am focused on is writing the feedback in the hour I have to write it. I will write as many as I can. No pressure. Just begin with the oldest and carry on down the list.  And that, in a nutshell, is what time-based productivity is all about. It's not about how much you have to do. It's about how much time you have available to do the work you have to do.  If you have enormous backlogs now, you may need to increase the time you allocate to specific work periods for a little while. That actually helps because it means you are learning new habits and processes for getting the work done, which ultimately speeds you up over time.  So there you go, Marcos. I hope that has helped. Take a look at your task manager. Remove individual emails and stuff to read or watch.  Then in Todoist, use the labels to categorise your work and use those categories to protect time in your calendar to do the work.  Be consistent with this and you will soon find that the overwhelm and struggle diminish.  Thank you for your question and thank you to you too for listening. It just remains for me now to wish you all a very very productive week.   

Need help turning a warm lead into a real opportunity? In this episode of The Dickie & Donny Show, BOP Business Coaches Shawn “Dickie” Stinson and Brandon “Donny” Gray tackle the F-word of sales—Follow-Up—and why it's the make-or-break skill most business owners ignore. Discover how to follow up without being annoying, what makes a lead perishable, and how to keep your pipeline fresh with consistent, value-driven touchpoints. You'll also learn: How to set clear expectations for follow-up before a meeting ends Why time kills all deals—and what to do about it The simple system Dicky & Donny use to stay top of mind How a spreadsheet (not a CRM!) can still liberate you from chaos Master follow-up strategies that build trust, move people forward, and ultimately, close the deal. Are you working IN your business or ON your business? Do you have all of the foundational elements that will liberate you from the business chaos? Take the assessment to find out which areas you can grow and improve on. Take our Healthy Owner Business Assessment HERE➡️ http://mybusinessonpurpose.com/healthy SIGN UP for our Newsletter HERE ➡️ https://www.boproadmap.com/newsletter For blogs and updates, visit our site HERE ➡️ https://www.mybusinessonpurpose.com/blog/ LISTEN to the Business On Purpose Podcast HERE ➡️ https://podcasts.apple.com/us/podcast/my-business-on-purpose/id969222210 SUBSCRIBE to our YouTube channel HERE ➡️ https://www.youtube.com/channel/UCbPR8lTHY0ay4c0iqncOztg?sub_confirmation=1

In this conversation, John Harcar interviews Nelson Morris, who shares his journey from HR and recruiting to becoming a successful real estate wholesaler and entrepreneur. Nelson discusses the challenges he faced in the real estate market, the importance of effective communication, and the creation of his new lead generation tool, Newly. He emphasizes the significance of follow-up in sales and the need for a structured CRM process. The conversation concludes with Nelson sharing his vision for Newly and the keys to his success in business. Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true ‘white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a “mini-mastermind” with Mike and his private clients on an upcoming “Retreat”, either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas “Big H Ranch”? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

In this episode, Alay and Casita discuss:  Why every law firm should consider a CRM. Client management systems versus practice […]

How will distributors thrive in the age of digital transformation, AI disruption, and customer experience redefinition?In this episode of Around the Horn in Wholesale Distribution, Ian Heller sits down with John Gunderson and Kevin to unpack the seismic shifts reshaping B2B sales strategy, channel alignment, and customer segmentation.With insightful commentary and bold predictions, the team explores the future of CRM-ERP integration, why distributors must evolve beyond legacy thinking, and how AI-powered selling is no longer optional; it's inevitable.What You'll Learn:Why many distributors are trapped in the “inside-out” mindset—and how to flip it for real growthThe biggest blind spot in traditional CRM strategy (and how AI Co-Pilots are changing that)How top-performing distributors use segmentation and persona-based selling to drive hidden revenueWhat manufacturers really want in channel partnerships todayPractical frameworks for modernizing your sales org—without losing your human touchEpisode Highlights:04:29 – The role of entertainment and personality in B2B podcasting 12:17 – Why segmentation is the missing link in most distributor sales strategies 23:40 – How “AI Co-Pilots” reshape the sales conversation 31:05 – A behind-the-scenes look at channel misalignment and how to fix it 41:18 – The value of CRM-ERP integration for surfacing hidden revenue 52:44 – Persona-based selling: what it is and why it matters 59:59 – A human-centric view of sales automation 1:08:22 – Predictions on the next phase of distributor evolutionMeet the Guest:John Gunderson is VP of Sales at Distribution Strategy Group and a veteran advisor to the wholesale distribution industry. With deep expertise in sales strategy, segmentation, and manufacturer-distributor alignment, John brings pragmatic insight to the digital transformation conversation.Tools, Frameworks, or Strategies Mentioned:AI Co-Pilot for SalesCRM-ERP IntegrationHidden Revenue DetectionPersona-Based SegmentationSales Automation Without Losing the Human TouchLeave a Review: Help us grow by sharing your thoughts on the show.Learn more about the LeadSmart AI B2B Sales Platform: https://www.leadsmarttech.com/ Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Kris welcomes Brett Neller, CEO of LineLeader by ChildcareCRM, to explore the real meaning of the customer journey in child care, and why it's critical for sustainable growth. Brett shares insights from his professional evolution, including how dropping his kids off at care centers helped him deeply understand the needs of operators. He and Kris talk about enrollment challenges, operational bottlenecks, mapping a full customer journey, and how automation can power human connection, not replace it.   They also discuss fear-based leadership, what small businesses often get wrong in scaling, and why “state-of-the-art” doesn't have to mean complicated. From CRM misconceptions to the power of unified data, Brett drops insight after insight on how to grow with intentionality, and why understanding your brand touchpoints matters now more than ever.   Key Takeaways: [6:49] Brett shares how he got started at LineLeader in 2018 and how the mission of the early childhood industry drew him in. [9:30] Brett explains how their offering goes beyond a CRM. [10:20] What is the customer journey really, and how does understanding it boost your enrollment? [12:18] Many small businesses are still using whiteboards and sticky notes to manage leads, and why that doesn't scale. [13:02] Brett breaks down what most get wrong in enrollment. [15:08] How automation can be a gift for parent experience, and why tech doesn't have to feel robotic. [16:07] Brett shares more about his family life, and how he and his wife rely on child care as well. [18:28] Fun fact — Brett grew up in a military family and moved many times throughout his childhood. [19:30] The biggest mindset shift for owners: from reactive to data-driven. [22:04] How to spot where you're losing families in your funnel. [25:55] The real ROI of mapping your journey: improved staff morale, better conversion, and clarity. [27:03] The “wow” experience. [30:31] Brett and Kris talk about the danger of fear-based leadership and the difference between helpful automation and shiny object syndrome. [34:17] Practical tips on how to start your journey mapping even with a small team. [39:45] What it really means to lead with empathy and insight.   Quotes: “I love the mission behind the space. I love having kids and then dropping my kids off every day at childcare centers. So every day I see operators. And it's been fun to live the professional journey in parallel with, you know, the personal journey of raising kids.” — Brett [6:46] “Our thesis is to provide the best unified platform experience for staff and parents from a digital experience perspective.” — Brett [10:12] “That's the most important aspect of the family journey when they're seeking care, is that you need to execute a great tour. If you don't, that's the make or break point, where a family is either like, I'm in or I'm out.” — Brett [23:02] “Yeah, you have to get your teams excited about engaging and selling your school. It shouldn't be a dirty word. We have the opportunity to serve this family. Sales is service, and so let's just use that service mindset and get our teams excited about being able to win that family over so that we can actually make a difference in the life of that child.” — Kris [28:19] “The first thing we generally ask is what's your customer journey, and have you mapped it out?” — Brett [33:09]   Sponsored By: ChildCare Education Institute (CCEI) Use code CCSC5 to claim a free course!   Mentioned in This Episode: Kris Murray @iamkrismurray The Child Care Success Company The Child Care Success Academy The Child Care Success Summit Grow Your Center Childcare Education Institute: use code CDARenewal22 to get $100 off your renewal LineLeader

Who's picking up your office phone—and are they turning callers into loyal patients or missed opportunities?In this episode, we meet Eric Hubbard, founder of Pain-Free Dental Marketing, to uncover the remarkable origin story behind his company. Eric shares raw memories from his rural Oklahoma upbringing, his mother's courageous fight with cancer, and the pivotal moment when a compassionate dentist, Dr. John Barroso, offered more than just dental care—he offered hope. Years later, this gratitude fueled Eric's mission to help dentists thrive, leading to the creation of a marketing agency that now champions dental practices across the country.We take a candid look at what truly moves the needle for practices looking to grow. Our conversation goes beyond traditional marketing by spotlighting the critical impact of front desk staff, patient interactions, and the systems that track every touchpoint, like CallRail and integrated CRMs. Eric pulls back the curtain on how real results come from training, honest feedback, and rewarding proactive communication—not from racing to the bottom on price. The conversation closes with Eric reflecting on personal lessons learned, the value of clear communication, and his journey toward confidence and authenticity, leaving us inspired and equipped to rethink how we define success in dentistry.What You'll Learn in This Episode:Essential strategies for attracting the right dental patients in a competitive marketWhy front desk staff are the key to patient conversions and retentionThe role of call tracking and analytics in pinpointing missed opportunitiesActionable tips for training teams to communicate with empathy and curiosityHow top practices set themselves apart by leading with value, not priceWhy rewarding effective communication is more powerful than punishing mistakesInsights on integrating CRM systems for seamless patient follow-upTune in now for an inspiring look at how empathy, strategy, and storytelling can change the game for dental practices—and those they serve.‍‍Sponsors:‍CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! callrail.com/dentalmarketerClick here for a special offer!Guest: Eric HubbardBusiness Name: Pain-Free Dental MarketingCheck out Eric's Media:‍Website: painfreedentalmarketing.com‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!‍Host: Michael Arias‍Website: The Dental Marketer For more helpful tips, strategies, ideas, and marketing advice, join my weekly newsletter here.Join this podcast's Facebook Group: The Dental Marketer Society‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/companies, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍

Chad and Sami get creative as they discuss the product ideas they would potentially like to develop. Sami lays out his plan to rejuvenate the queuing system at theme parks, Chad has a bone to pick with his CRM tool, and the pair breakdown why success for a new business is not always as black and white as it might seem. — You can find Chad all over social media as @cpytel and Sami through his website (https://samibirnbaum.com). You can also connect with them both over on their LinkedIn pages - Chad (https://www.linkedin.com/in/cpytel/) - Sami (https://www.linkedin.com/in/samibirnbaum/). If you would like to support the show, head over to our GitHub page (https://github.com/sponsors/thoughtbot), or check out our website (https://podcast.thoughtbot.com). Got a question or comment about the show? Why not write to our hosts: hosts@giantrobots.fm This has been a thoughtbot (https://thoughtbot.com/) podcast. Stay up to date by following us on social media - LinkedIn (https://www.linkedin.com/company/150727/) - Mastodon (https://thoughtbot.social/@thoughtbot) - YouTube (https://www.youtube.com/thoughtbotvideo) - Bluesky (https://bsky.app/profile/thoughtbot.com) © 2025 thoughtbot, inc.

Two years ago at my first AppliedNet, in Las Vegas, I saw an amazing panel with Brenden Corr, Justin Goodman, Marissa Rutkowski, CIC, CRM, and Ryan Deeds (and I might be missing another panelist) had a very honest discussion about mental health. It was an amazing moment. People were crying both on the panel, and in the audience. Clearly this was a huge need! A few weeks later Heather Blevins CPCU, ITP, M. Ed. hosted a similar one at CPCU In2Risk and all of the sudden the Insurance world was finally talking about mental health. The panel at AppliedNet ended up directly leading to Brenden and Justin partnering to create Project55 to serve the mental health needs not only of insurance, but of our society in general. This is radically important! We have ALL been touched by the mental health crisis. If it's not you, it's someone you love. Project55 has built an amazing and professionally built toolkit to help us through this, and an amazing community.Project55: https://www.Project55.orgVideo Version: https://youtu.be/vBzSGGGT7iI

In this episode, Rosslyn and Mikyla dive deep into the essential software that every food photographer needs to stay organized, wow clients, and scale their creative business with confidence. From CRM tools and gallery delivery platforms to editing software and video production tools, they cover exactly what's working for them in 2025—and what's worth investing in now to land higher-paying clients. If you want to work smarter (not harder) and build systems that support your growth, this episode is for you.Key Takeaways:How HoneyBook helps streamline proposals, payments, and client trackingHow to simplify your social media scheduling with free tools like Metricool How ClickUp supports team collaboration, project planning, and creative shot prepHow Pixieset helps you protect and professionally deliver photo galleriesHow QuickBooks makes tax season easier for creative freelancersHow your choice of video editing tools depends on your business goalsHow building systems in advance can help you attract higher-paying clientsWhy consistency matters more than constantly switching platformsHelpful Links:HoneyBook – CRM for managing contracts, proposals, payments, and automationMetricool – Social media planning and schedulingClickUp – Project management and task trackingPixieset – Gallery delivery and image licensingLightroom Classic – Photo editingPhotoshop – Photo retouching and cleanupQuickBooks Self-Employed – Business expense and tax trackingPremiere Pro – Advanced video editingCapCut – Social video editingInShot – Mobile video editingTubeBuddy – YouTube SEO and keyword researchYour Money or Your Life (Book) – Referenced in time tracking discussion

In this episode, Alex Immerman, partner at Andreessen Horowitz, joins CJ to discuss the CFO role and how it's changing in the era of AI. He explains what the components of a company's AI agenda the CFO should own, how and where it should be leveraged in an organization, and why, if you're preparing to go public, AI needs to be mentioned in your S-1. He breaks down how the financial landscape differs greatly between AI-native SaaS companies and traditional B2B SaaS companies in terms of retention curves and gross margins, and how this relates to the ever-important LTV to CAC metric. As someone who has worked with prominent CFOs and interviewed many for a16z's portfolio companies, Alex also describes the qualities of a great CFO, and shares his favorite interview question, before discussing CFOs, CEO, and board dynamics.—LINKS:Alex Immerman on X (@aleximm): https://x.com/aleximmAlex Immerman on a16z: https://a16z.com/author/alex-immermanAlex Immerman on LinkedIn: https://www.linkedin.com/in/immermanAndreessen Horowitz: https://a16z.comCJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: http://mostlymetrics.comRELATED EPISODES:So You're Looking for a “Strategic” CFO? Bloomerang's Steve Isom on What That Really Means: —TIMESTAMPS:(00:00) Preview and Intro(02:19) Sponsor – Navan | NetSuite | Planful(05:52) What Separates Good CFOs From Great Ones(11:56) Questions Alex Asks When Interviewing CFOs for Portfolio Companies(15:17) How CFOs Should Engage With Investors During the Hiring Process(17:22) Sponsor – Tabs | Rippling Spend | Pulley(22:22) What a Great CFO-Investor Relationship Looks Like(24:46) The CFO-CEO-Board Dynamic(28:27) How the Role of a CFO Is Changing in the Era of AI(31:41) AI-Native Company Versus Incumbent for Finance Category Leader(33:49) Components of a Company's AI Agenda That the CFO Should Own(38:39) Why the LTV to CAC Metric Is So Important to Investors(41:13) LTV to CAC by Sector(42:41) The Importance of Gross Margin Adjusting Your CAC Payback(43:21 Retention and Churn Patterns in AI-Native Companies(45:23) Gross Margin in AI-Native Companies Versus Traditional B2B SaaS(50:11) What It Takes To Be a Public Company-Ready CFO Today(53:58) How IPO Expectations for the CFO Have Shifted in the Past Few Years(55:05) Wrap—SPONSORS:Navan is the all-in-one travel and expense solution that helps finance teams streamline reconciliation, enforce policies automatically, and gain real-time visibility. It connects to your existing cards and makes closing the books faster and smarter. Visit navan.com/Runthenumbers for your demo.NetSuite is an AI-powered business management suite, encompassing ERP/Financials, CRM, and ecommerce for more than 41,000 customers. If you're looking for an ERP, head to https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.Planful's financial planning software can transform your FP&A function. Built for speed, accuracy, and confidence, you'll be planning your way to success and have time left over to actually put it to work. Find out more at www.planful.com/metrics.Tabs is a platform that brings all of your revenue-facing data and workflows - billing, AR, payments, rev rec, and reporting - onto a single system so you can automate and be more flexible. Find out more at: tabs.inc/metrics.Rippling Spend is a spend management software that gives you complete visibility and automated policy controls across every type of spend, saving you time and money. Get a demo to see how much time your org would save at rippling.com/metrics.Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: pulley.com/mostlymetrics.#AINativeSaaS #a16z #CFO #LTVtoCAC #AIinSaaS Get full access to Mostly metrics at www.mostlymetrics.com/subscribe

This episode is sponsored in part by Dalia—Talent teams are sitting on a powerful asset: candidate and lead data in their CRM. But knowing how—and when—to convert those leads into applicants and hires? That's the hard part. That's why Dalia is offering a free CRM Audit to help you unlock more value from the systems you've already invested in.…. Go to dalia.co/rectechcrm to get your free CRM audit today AND by jobcase, Jobcase is an online community where workers of all kinds – like hourly employees, tradespeople and healthcare technicians – access jobs, make connections, and support each other in any aspect of their work life.Visit jobcase.com/hire and tap into their 120 million strong  job seeker network Alright rec techies…..here's what's happening this week.  First up…WorkWhile, an AI-powered labor platform that matches businesses with reliable hourly workers, today announced that it has raised $23 million in Series B funding amid strong growth. https://hrtechfeed.com/flexible-work-matching-platform-lands-23m/ HR Tech today shared details of this year's Investor Experience and Pitchfest competition, which will take place throughout the event this September 16 – 18 at Mandalay Bay in Las Vegas. https://hrtechfeed.com/hr-tech-conference-pitchfest-is-back-for-2025/ LAS VEGAS — Workerbee, the agent-powered platform transforming enterprise hiring, today announced a strategic investment to accelerate growth, expand its trusted specialist community, and advance its AI-driven product infrastructure. The dollar amount was not listed.  https://hrtechfeed.com/workerbee-secures-strategic-investment-to-accelerate-agentic-ai-infrastructure-for-trusted-hiring/ JobSync, the leading recruitment marketing optimization platform, today announced the appointment of Blair Stock as its new Vice President of Client Strategy & Growth, effective this week. Stock will be instrumental in strengthening sales and client engagement while helping shape the company's overall revenue strategy and execution.  https://hrtechfeed.com/jobsync-adds-industry-sales-executive/ According to the Q3 2025 ManpowerGroup Employment Outlook Survey, the global Net Employment Outlook (NEO) stands at +24%. down just one point from last quarter and up two points year-over-year. https://recruitingheadlines.com/report-steady-hiring-plans-ahead-for-q3/

Quer escalar seu negócio digital com tráfego pago e atrair os clientes certos? No episódio de hoje, recebemos Matheus Folleto e Matheus Alves, especialistas em criação de estratégias de vendas e gestão de campanhas que já movimentaram mais de R$ 15 milhões em mídia paga, impactando mais de 500 negócios digitais.Com anos de experiência em performance e conversão, eles revelam as estratégias que usam para captar clientes, criar conteúdo que gera autoridade e escalar resultados no digital usando tráfego pago.O que você vai aprender:- Metodologia de funil Smart- Processo de vendas para captar clientes- Criação de conteúdo para formação de autoridade- Análise das métricas certas para cada objetivo- Importância de ter um CRM aquecido- O poder da humanização- As 2 formas de escalar suas campanhas no Facebook AdsE muito mais!Quer aprender com quem já fez centenas de negócios lucrarem no digital?Dá o play agora e comenta: qual foi o maior insight desse episódio?Nosso Instagram é @Kiwify

When I shared a carousel on Instagram titled “10 ‘Normal' Things I Didn't Know Were ADHD,” I had no idea it would resonate so deeply. Thousands of women flooded the comments with messages like, “I've never felt so seen,” and “Are you living in my brain?” and honestly, I felt the same way. That post didn't come from research or theory; it was my lived experience. In this episode, I'm pulling back the curtain on the surprising moment I discovered I have ADHD at 35 and how it's impacted every aspect of my life: from how I run my business to how I navigate motherhood. I share the signs I missed, the strengths ADHD gave me, the hidden challenges it created, and what I've experimented with to support my brain, like meds, movement, and microdosing. This is part personal story, part practical insight, and part love letter to every woman who's ever wondered why life sometimes feels harder than it “should.” If you've ever thought you were just “bad at life,” this episode is for you. Goal Digger Facebook Community: https://www.facebook.com/groups/goaldiggerpodcast/ Goal Digger Instagram: https://www.instagram.com/goaldiggerpodcast/ Goal Digger Show Notes: https://www.jennakutcherblog.com/how-my-adhd-entrepreneur-brain-built-my-business  Thanks to our Goal Digger Sponsors: Sign up for your $1/month Shopify trial period at http://shopify.com/goaldigger.  Find a co-host today at http://airbnb.com/host.  Transform your living space today with Cozey. Visit https://www.cozey.com: the home of possibilities, made easy. Move deals faster with an AI powered CRM your team will actually use. Visit https://monday.com/crm to learn more. Deposit or spend $5,000 in 90 days to earn up to $500 in rewards at ⁠mercury.com/goal⁠. Mercury is a financial technology company, not an FDIC-insured bank. Banking services provided by Choice Financial Group, Column, N.A., and Evolve Bank & Trust, Members FDIC. The IO Card is issued by Patriot Bank, Member FDIC, pursuant to a license from Mastercard. Working capital loans provided by Mercury Lending, LLC NMLS ID: 2606284.

We all say we want support. But are we really ready to receive it? In this episode, Heather sits down with Dr. Ashley Blackington to talk about the invisible load modern women carry, especially those who are caregiving, leading, and over-functioning in every area of life. From burnout to decision fatigue, this conversation unpacks what it actually looks like to take your power back in emotionally uncomfortable ways. Here's what you'll hear:

That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals. Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer." If you're losing sleep over this, take a deep breath. The fear is real, but it's also completely misplaced. Here's the brutal truth: AI isn't going to replace you. But salespeople who understand how to leverage AI absolutely will replace those who don't. When Robots Try to Sell It's Not Authentic Remember when email prospecting worked? When a well-crafted subject line could get you a meeting, and personalization meant more than just mail-merging someone's first name? Those days are over, and AI killed them in about nine months. Here's what happened: Marketing departments discovered they could use AI to blast out thousands of "personalized" emails that sounded human but weren't. They could fake voicemails using voice cloning technology. They could create sales sequences that felt authentic but were completely artificial. The result? Complete market saturation with fake outreach that destroyed trust across every communication channel. Humans Have a BS Detector for Fakeness Here's what these AI-obsessed companies don't understand: People have an incredibly sophisticated BS detector. We can sense inauthenticity from a mile away, even when the technology is nearly perfect. When you receive an email that sounds too polished, too perfect, or follows a pattern you've seen before, your brain immediately flags it as fake. When you hear a voicemail that sounds just slightly off—even if you can't pinpoint why—you delete it. But here's the real killer: Once people realize you were too lazy to write your own email or leave your own voicemail, they lose all respect for you. They think, "If this salesperson can't be bothered to put in the effort to reach out to me personally, then why would I want to do business with them?" The One Thing AI Can Never Do This is where the magic happens, and it's where your competitive edge lies. AI can write emails. It can analyze data. It can even fake phone calls (poorly). But it cannot engage in real-time, empathetic, synchronous conversation with another human being. It can't read micro-expressions during a video call. It can't pick up on the subtle hesitation in someone's voice that signals an unspoken objection. It can't pivot in real-time when the conversation takes an unexpected turn. Most importantly, it can't build the kind of authentic human connection that makes people want to buy from you instead of your competitor. The AI + Human Intelligence Formula Smart salespeople aren't running from AI—they're running toward it—but they're using it as a tool to make themselves better, faster, and stronger, not as a replacement for actual selling skills. Here's where AI excels in sales: Research and Preparation: AI can analyze a prospect's 10-K filing, research their competitors, and create discovery questions in minutes instead of hours. It can build detailed company profiles and identify potential pain points before you ever pick up the phone. Data Organization and Analysis: That timeline your manager needs for a customer service issue? AI can pull data from your CRM, email, and support tickets to create a comprehensive summary in seconds instead of the hours it would take you to compile it manually. Writing Enhancement: Most salespeople aren't great writers. Don't shoot the messenger. AI can help you craft better emails, proposals, and follow-up messages, but only if you edit them, personalize them, and make them authentically yours. The Holy Grail: Intelligent Prospecting Lists: The biggest opportunity is using AI to build high-quality prospecting lists. Imagine walking into the office and having AI presen...

How is Close doing so well in the CRM space against such big competitors? The answer: focus. Instead of chasing enterprise clients or trying to build a CRM that does everything from web hosting to calendaring, Steli Efti focused on sales teams at small and mid-sized businesses. And he built a product with a tight set of features focused on more client conversations and less data entry. Steli Efti is the co-founder and CEO of Close, a CRM platform designed to eliminate manual data entry and make sales more human and efficient. Before launching Close, he co-founded Elastic Sales (a sales-as-a-service agency) and SwipeGood (a charitable micro-donation startup) Fun fact—he once said he spent six years following up twice a year to finally buy the domain close.com. More interviews -> https://mixergy.com/moreint Rate this interview -> https://mixergy.com/rateint

While in Indianapolis, hashtag#NoVacancyNews caught up with Michael Hirschler of Staypineapple Hotels Inc. during an event with Cendyn to talk about how the company rebuilt their hashtag#hoteltech stack from the ground up—and why taking risks on emerging platforms was the right call. In this short and insightful interview, you'll hear:

Positionless marketing isn't just a framework—it's a return to how work once was: flexible, intuitive, and deeply human. In this episode, Phillip, Pini, and Optimove's VP of Product, Shai Frank, unpack how cultural mindset, military experience, and generative AI converge to create teams that move with speed and creativity.Listen to decode how technology and ambition together can strip away organizational friction, empower self-sufficient marketers, and dramatically improve customer experience. It's not about removing roles—it's about removing blockers.Key TakeawaysPositionless marketing is more cultural than structural. It's not about tearing down departments—it's about cultivating people who take initiative without waiting for permission. That mindset, modeled after Israeli military culture, is what truly drives speed and creativity."Big-headedness" is a feature, not a flaw. Shai introduces the idea of “big-headed” employees—those who embrace ambition without being told—as essential to modern teams. In fast-paced orgs, initiative is a strategic asset.Creative execution is no longer gated. With tools like Optimove's Canvas and embedded brand controls, marketers can produce polished, on-brand campaigns without relying entirely on designers or developers.CRM is shifting from broadcast to orchestration. Instead of blasting segments, marketers can now trigger context-aware journeys that consider history, behavior, and optimal timing—raising the bar for customer experience.AI isn't about acceleration alone—it's about ambition. When friction is removed from creative and technical processes, teams don't just move faster—they aim higher.Key Quotes“Being small-headed means you're just an order-taker. A big-headed person says, ‘You asked for A and B, but I saw it also needed C and D, so I did that—and prepped for E.' That's what we look for.” – Pini Yakuel“Who said the first message should be the one you send? We don't want to serve the first—we want to serve the best.” – Shai Frank“If it used to take eight weeks to get a campaign out, now it might take two days. That frees up time to actually be creative.” – Shai Frank“If you don't create good customer experiences, people will leave. This isn't a moral imperative—it's survival.” – Shai FrankAssociated Links:Learn more about Optimove's platformsLearn more about Positionless MarketingCheck out Future Commerce on YouTubeCheck out Future Commerce+ for exclusive content and save on merch and printSubscribe to Insiders and The Senses to read more about what we are witnessing in the commerce worldListen to our other episodes of Future CommerceHave any questions or comments about the show? Let us know on futurecommerce.com, or reach out to us on Twitter, Facebook, Instagram, or LinkedIn. We love hearing from our listeners!

SaaStr 807: Snowflake's CEO on the AI Data Cloud, Partner Strategy, and What's Next Join Sridhar Ramaswamy, CEO of Snowflake, and Jeremy Burton, CEO of Observe, in a comprehensive discussion led by SaaStr CEO & Founder, Jason Lemkin. Discover the inner workings of Snowflake's Board, the dynamics of strategic partnerships, and the evolving role of AI in data management. Learn how Snowflake aims to be the AI Data Cloud and how Observe integrates with Snowflake to provide scalable analytics. With detailed insights into the partnership strategies, future technological trends, and success stories, this conversation offers a blueprint for leveraging AI and data to drive business value. Don't miss out on the valuable lessons and future predictions shared by these industry leaders. ----------------- This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr  ------------------ This episode of the SaaStr podcast is sponsored by: Attention.com Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr ------------------ Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London! On December 2nd and 3rd, we're bringing SaaStr AI to the heart of Europe. This is your chance to connect with 2,500+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI. Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI. And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London. SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there!  

Julie Deem shares how you can lead with the heart and still be a strong leader.Key Takeaways:Know your heart's values.Protect your energy without closing yourself off.Feel your feelings.Learn more about the latest tool for dynamic professionals in the self-improvement industry, LyfQuest. A mobile CRM platform that's uniquely made for you!Learn more at: https://lyfquest.io/Instagram:USW Podcast ⁠⁠⁠⁠⁠⁠⁠⁠⁠@uswkokomo⁠⁠⁠⁠⁠⁠⁠⁠⁠Kalena James ⁠⁠⁠⁠⁠⁠⁠⁠⁠@yesitskalenajames⁠⁠⁠⁠⁠⁠⁠⁠⁠Julie Deem ⁠⁠⁠⁠⁠⁠⁠⁠⁠@indymompreneur⁠⁠⁠⁠⁠⁠⁠⁠⁠--------------------------------------------------USW Kokomo ⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠Production by ⁠⁠⁠⁠⁠⁠⁠⁠⁠The Business Podcast Editor⁠⁠⁠⁠

What happens when your 15-person agency runs out of cash and you have to start over from scratch?On this week's episode of The RAG Podcast, I'm joined by Philippa Smith, founder of Silver Swan Recruitment, a luxury staffing agency for ultra-high net worth individuals.After growing her team to 15, COVID and poor cash flow caught up with her. In August 2024, she made the entire team redundant and scaled the business back to just herself.Nine months later, Philippa is now generating more than £1 million in pro-rata EBITDA. She's happier, more focused, and running a business built around lifestyle and profit, not just headcount.In this episode, we cover:How she pivoted her model to charge upfront and improve cash flowWhy personal branding has transformed her client relationshipsThe emotional cost of scaling too fastHow she's using podcasting and community to drive inbound growthThe upside of running a smaller, more agile agencyIf you're questioning whether scale is really the goal, this episode will give you a new perspective.Chapters00:00 Introduction to Silver Swan Recruitment02:04 Philippa's Journey into Recruitment07:52 Transition to Silver Swan Recruitment10:00 Growth and Challenges in Recruitment18:22 The Impact of COVID-19 on Business22:01 Navigating Revenue Challenges24:05 Strategies for Business Development24:17 Building the Team: Structure and Challenges25:08 The Turning Point: Running Out of Money27:19 Facing Reality: Making Tough Decisions30:01 The Aftermath: Adjusting to Change32:10 Rebuilding: A New Business Model34:12 Commitment to Change: Charging Upfront39:04 Success Redefined: Filling Roles Effectively41:21 The Power of Personal Branding46:47 The Power of Podcasting in Recruitment49:00 Building Communities for House Managers52:58 Creating Value Through Events and Networking56:58 The Balance of Work and Personal Life01:01:02 Lessons Learned and Future Aspirations__________________________________________Episode Sponsor: AtlasYour memory isn't perfect. So Atlas remembers everything for you. Atlas is an end-to-end recruitment platform built for the AI generation. It automates your admin so you can focus on the business tasks that matter. How many conversations do you have every day? With clients. Candidates. Your team. Service providers.Now how many of those conversations can you recall with 100% accuracy? How many hours a week do you spend making notes to try and retain as much as possible? And how much is still getting lost along the way? Traditional CRM systems weren't built for the type of recruitment business you're running right now. They were built to rely on the structured, tagged, categorised, and formal data you could feed it. Manual processes that needed you to input specific information, based on specific questions and answers. But what about all the other conversations you're having every single day? Atlas isn't an ATS or a CRM. It's an Intelligent Business Platform that helps you perform 10X better than you could on your own. How? By removing all your low value tasks, acting as your perfect memory, and providing highly relevant recommendations to impact your performance. Learn more about the power of Atlas – and take advantage of the exclusive offer for The RAG listeners – by visiting https://recruitwithatlas.com/therag/ __________________________________________Episode Sponsor: HoxoRecruitment agency founders - this one's for...

In this episode of In-Ear Insights, the Trust Insights podcast, Katie and Chris discuss the generative AI sophomore slump. You will discover why so many businesses are stuck at the same level of AI adoption they were two years ago. You will learn how anchoring to initial perceptions and a lack of awareness about current AI capabilities limits your organization’s progress. You will understand the critical difference between basic AI exploration and scaling AI solutions for significant business outcomes. You will gain insights into how to articulate AI’s true value to stakeholders, focusing on real world benefits like speed, efficiency, and revenue. Tune in to see why your approach to AI may need an urgent update! Watch the video here: Can’t see anything? Watch it on YouTube here. Listen to the audio here: https://traffic.libsyn.com/inearinsights/tipodcast-generative-ai-sophomore-slump-part-1.mp3 Download the MP3 audio here. Need help with your company’s data and analytics? Let us know! Join our free Slack group for marketers interested in analytics! [podcastsponsor] Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for listening to the episode. Christopher S. Penn – 00:00 In this week’s In-Ear Insights, let’s talk about the sophomore slump. Katie, you were talking about the sophomore slump in regards to generative AI. I figured we could make this into a two-part series. So first, what is the sophomore slump? Katie Robbert – 00:15 So I’m calling it the sophomore slump. Basically, what I’m seeing is a trend of a lot of companies talking about, “We tried. We started implementing AI two years ago—generative AI to be specific—and we’re stalled out.” We are at the same place we were two years ago. We’ve optimized some things. We’re using it to create content, maybe create some images, and that’s about it. Everyone fired everyone. There’s no one here. It’s like a ghost town. The machines are just whirring away in the background. And I’m calling it the sophomore slump because I’m seeing this pattern of companies, and it all seems to be—they’re all saying the same—two years ago. Katie Robbert – 01:03 And two years ago is when generative AI really hit the mainstream market in terms of its availability to the masses, to all of us, versus someone, Chris, like you, who had been using it through IBM and other machine learning systems and homegrown systems. So I bring it up because it’s interesting, because I guess there’s a lot to unpack here. AI is this magic tool that’s gonna solve your problems and do all the things and make you dinner and clean your room. I feel like there’s a lot of things wrong or a lot of things that are just not going right. A lot of companies are hitting this two-year mark, and they’re like, “What now? What happened? Am I better off? Not really.” Katie Robbert – 02:00 I’m just paying for more stuff. So Chris, are you seeing this as well? Is this your take? Christopher S. Penn – 02:07 It is. And a lot of it has to do with what psychology calls anchoring, where your understanding something is anchored to your first perceptions of it. So when ChatGPT first came out in November 2022 and became popular in January 2023, what were people using it for? “Let’s write some blog posts.” And two years later, where are we? “Let’s write some blog posts.” And the capabilities have advanced exponentially since then. One of the big things that we’ve heard from clients and I’ve seen and heard at trade shows and conferences and all this stuff: people don’t understand even what’s possible with the tools, what you can do with them. Christopher S. Penn – 02:56 And as a result, they’re still stuck in 2023 of “let’s write some blog posts.” Instead, “Hey, today, use this tool to build software. Use this tool to create video. Use this tool to make fully synthetic podcasts.” So as much as it makes me cringe, there’s this term from consulting called “the art of the possible.” And that really is still one of the major issues for people to open their minds and go, “Oh, I can do this!” This morning on LinkedIn, I was sharing from our livestream a couple weeks ago: “Hey, you can use NotebookLM to make segments of your sales playbook as training audio, as a training podcast internally so that you could help new hires onboard quickly by having a series of podcasts made from your own company’s materials.” Katie Robbert – 03:49 Do you think that when Generative AI hit the market, people jumped on it too quickly? Is that the problem? Or is it evolving so fast? Or what do you think happened that two years later, despite all the advances, companies are stalled out in what we’re calling the sophomore slump? Christopher S. Penn – 04:13 I don’t think they jumped on it too quickly. I don’t think they kept up with the changes. Again, it’s anchoring. One of the very interesting things that I’ve seen at workshops: for example, we’ve been working with SMPS—the Society for Marketing Professional Services—and they’re one of our favorite clients because we get a chance to hang out with them twice a year, every year, for two-day workshops. And I noted at the most recent one, the demographic of the audience changed radically. In the first workshop back in late 2023, it was 60-40 women to men, as mid- to senior-level folks. In this most recent was 95-5 women and much more junior-level folks. And I remember commenting to the organizers, I said, “What’s going on here?” Christopher S. Penn – 05:02 And they said what they’ve heard is that all senior-level folks are like, “Oh yeah, I know AI. We’re just going to send our junior people.” I’m like, “But what I’m presenting today in 2025 is so far different from what you learned in late 2023.” You should be here as a senior leader to see what’s possible today. Katie Robbert – 05:26 I have so many questions about that kind of mentality. “I know everything I need to know, therefore it doesn’t apply to me.” Think about non-AI-based technology, think about the rest of your tech stack: servers, cloud storage, databases. Those things aren’t static. They change and evolve. Maybe not at the pace that generative AI has been evolving, but they still change, and there’s still things to know and learn. Unless you are the person developing the software, you likely don’t know everything about it. And so I’ve always been really suspicious of people who have that “I know everything I need to know, I can’t learn any more about this, it’s just not relevant” sort of mentality. That to me is hugely concerning. Katie Robbert – 06:22 And so it sounds like what you are seeing as a pattern in addition to this sophomore slump is people saying, “I know enough. I don’t need to keep up with it. I’m good.” Christopher S. Penn – 06:34 Exactly. So their perception of generative AI and its capabilities, and therefore knowing what to ask for as leaders, is frozen in late 2023. Their understanding has not evolved. And while the technology has evolved, as a point of comparison, generative AI’s capabilities in terms of what the tools can double every six months. So a task that took an hour for AI to do six months ago now takes 30 minutes. A task that they couldn’t do six months ago, they can do now. And so since 2023, we’ve essentially had what—five doublings. That’s two to the fifth power: five doublings of its capabilities. Christopher S. Penn – 07:19 And so if you’re stuck in late 2023, of course you’re having a sophomore slump because it’s like you learned to ride a bicycle, and today there is a Bugatti Chiron in your driveway, and you’re like, “I’m going to bicycle to the store.” Well, you can do a bit more than that now. You can go a little bit faster. You can go places you couldn’t go previously. And I don’t know how to fix that. I don’t know how to get the messaging out to those senior leaders to say what you think about AI is not where the technology is today. Which means that if you care about things like ROI—what is the ROI of AI?—you are not unlocking value because you don’t even know what it can do. Katie Robbert – 08:09 Well, see, and now you’re hitting on because you just said, “I don’t know how to reach these leaders.” But yet in the same sentence, you said, “But here are the things they care about.” Those are the terms that need to be put in for people to pay attention. And I’ll give us a knock on this too. We’re not putting it in those terms. We’re not saying, “Here’s the value of the latest and greatest version of AI models,” or, “Here’s how you can save money.” We’re talking about it in terms of what the technology can do, not what it can do for you and why you should care. I was having this conversation with one of our clients this morning as they’re trying to understand what GPTs, what models their team members are using. Katie Robbert – 09:03 But they weren’t telling the team members why. They were asking why it mattered if they knew what they were using or not. And it’s the oldest thing of humankind: “Just tell me what’s in it for me? How does this make it about me? I want to see myself in this.” And that’s one of the reasons why the 5Ps is so useful. So this isn’t necessarily “use the 5Ps,” but it could be. So the 5Ps are Purpose, People, Process, Platform, Performance, when we’re the ones at the cutting edge. And we’re saying, “We know that AI can do all of these really cool things.” It’s our responsibility to help those who need the education see themselves in it. Katie Robbert – 09:52 So, Chris, one of the things that we do is, on Mondays we send out a roundup of everything that’s happened with AI. And you can get that. That’s our Substack newsletter. But what we’re not doing in that newsletter is saying, “This is why you should pay attention.” But not “here’s the value.” “If you implement this particular thing, it could save you money.” This particular thing could increase your productivity. And that’s going to be different for every client. I feel like I’m rambling and I’m struggling through my thought process here. Katie Robbert – 10:29 But really what it boils down to, AI is changing so fast that those of us on the front lines need to do a better job of explaining not just why you should care, but what the benefit is going to be, but in the terms that those individuals care about. And that’s going to look different for everyone. And I don’t know if that’s scalable. Christopher S. Penn – 10:50 I don’t think it is scalable. And I think the other issue is that so many people are locked into the past that it’s difficult to even make headway into explaining how this thing will benefit you. So to your point, part of our responsibility is to demonstrate use cases, even simple ones, to say: “Here, with today’s modern tooling, here’s a use case that you can use generative AI for.” So at the workshop yesterday that we have this PDF-rich, full of research. It’s a lot. There’s 50-some-odd pages, high-quality data. Christopher S. Penn – 11:31 But we said, “What would it look like if you put this into Google Gemini and turn it into a one-page infographic of just the things that the ideal customer profile cares about?” And suddenly the models can take that, distill it down, identify from the ideal customer profile the five things they really care about, and make a one-page infographic. And now you’ve used the tools to not just process words but make an output. And they can say, “Oh, I understand! The value of this output is: ‘I don’t have to wait three weeks for Creative to do exactly the same thing.'” We can give the first draft to Creative and get it turned around in 24 hours because they could add a little polish and fix the screw-ups of the AI. Christopher S. Penn – 12:09 But speed. The key output there is speed: high quality. But Creative is already creating high-quality. But speed was the key output there. In another example, everybody their cousin is suddenly, it’s funny, I see this on LinkedIn, “Oh, you should be using GPTs!” I’m like, “You should have been using GPTs for over a year and a half now!” What you should be doing now is looking at how to build MCPs that can go cross-platform. So it’s like a GPT, but it goes anywhere you go. So if your company uses Copilot, you will be able to use an MCP. If your company uses Gemini, you’ll be able to use this. Christopher S. Penn – 12:48 So what does it look like for your company if you’ve got a great idea to turn it into an MCP and maybe put it up for sale? Like, “Hey, more revenue!” The benefit to you is more revenue. You can take your data and your secret sauce, put it into this thing—it’s essentially an app—and sell it. More revenue. So it’s our responsibility to create these use cases and, to your point, clearly state: “Here’s the Purpose, and here’s the outcome.” Money or time or something. You could go, “Oh, I would like that!” Katie Robbert – 13:21 It occurs to me—and I feel silly that this only just occurred to me. So when we’re doing our roundup of “here’s what changed with AI week over week” to pull the data for that newsletter, we’re using our ideal customer profile. But we’re not using our ideal customer profile as deeply as we could be. So if those listening aren’t familiar, one of the things that we’ve been doing at Trust Insights is taking publicly available data, plus our own data sets—our CRM data, our Google Analytics data—and building what we’re calling these ideal customer profiles. So, a synthetic stand-in for who should be a Trust Insights customer. And it goes pretty deep. It goes into buying motivations, pain points, things that the ideal customer would care about. Katie Robbert – 14:22 And as we’re talking, it occurs to me, Chris, we’re saying, “Well, it’s not scalable to customize the news for all of these different people, but using generative AI, it might be.” It could be. So I’m not saying we have to segment off our newsletter into eight different versions depending on the audience, but perhaps there’s an opportunity to include a little bit more detail around how a specific advancement in generative AI addresses a specific pain point from our ideal customer profile. Because theoretically, it’s our ideal customers who are subscribing to our content. It’s all very—I would need to outline it in how all these things connect. Katie Robbert – 15:11 But in my brain, I can see how, again, that advanced use case of generative AI actually brings you back to the basics of “How are you solving my problem?” Christopher S. Penn – 15:22 So in an example from that, you would say, “Okay, which of the four dimensions—it could be more—but which of the four dimensions does this news impact?” Bigger, better, faster, cheaper. So which one of these does this help? And if it doesn’t align to any of those four, then maybe it’s not of use to the ICP because they can go, “Well, this doesn’t make me do things better or faster or save me money or save me time.” So maybe it’s not that relevant. And the key thing here, which a lot of folks don’t have in their current capabilities, is that scale. Christopher S. Penn – 15:56 So when we make that change to the prompt that is embedded inside this AI agent, the agent will then go and apply it to a thousand different articles at a scale that you would be copying and pasting into ChatGPT for three days to do the exact same thing. Katie Robbert – 16:12 Sounds awful. Christopher S. Penn – 16:13 And that’s where we come back to where we started with this about the sophomore slump is to say, if the people are not building processes and systems that allow the use of AI to scale, everyone is still in the web interface. “Oh, open up ChatGPT and do this thing.” That’s great. But at this point in someone’s AI evolution, ChatGPT or Gemini or Claude or whatever could be your R&D. That’s where you do your R&D to prove that your prompt will even work. But once you’ve done R&D, you can’t live in R&D. You have to take it to development, staging, and eventually production. Taking it on the line so that you have an AI newsletter. Christopher S. Penn – 16:54 The machine spits out. You’ve proven that it works through the web interface. You’ve proven it works by testing it. And now it’s, “Okay, how do we scale this in production?” And I feel like because so many people are using generative AI as language tools rather than seeing them as what they are—which is thinly disguised programming tools—they don’t think about the rest of the SDLC and say, “How do we take this and put it in production?” You’re constantly in debug mode, and you never leave it. Katie Robbert – 17:28 Let’s go back to the audience because one of the things that you mentioned is that you’ve seen a shift in the demographic to who you’ve been speaking to. So it was upper-level management executives, and now those folks feel like they know enough. Do you think part of the challenge with this sophomore slump that we’re seeing is what the executives and the upper-level management think they learned? Is it not also then getting distilled down into those junior staff members? So it’s also a communication issue, a delegation issue of: “I learned how to build a custom GPT to write blogs for me in my voice.” “So you go ahead and do the same thing,” but that’s where the conversation ends. Or, “Here’s my custom GPT. You can use my voice when I’m not around.” Katie Robbert – 18:24 But then the marketing ants are like, “Okay, but what about everything else that’s on my plate?” Do you feel like that education and knowledge transfer is part of why we’re seeing this slump? Christopher S. Penn – 18:36 Absolutely, I think that’s part of it. And again, those leaders not knowing what’s happening on the front lines of the technology itself means they don’t know what to ask for. They remember that snapshot of AI that they had in October 2023, and they go, “Oh yeah, we can use this to make more blog posts.” If you don’t know what’s on the menu, then you’re going to keep ordering the same thing, even if the menu’s changed. Back in 2023, the menu is this big. It’s “blog posts.” “Okay, I like more blog posts now.” The menu is this big. And saying: you can do your corporate strategy. You can audit financial documents. You can use Google Colab to do advanced data analysis. You can make videos and audio and all this stuff. Christopher S. Penn – 19:19 And so the menu that looks like the Cheesecake Factory. But the executive still has the mental snapshot of an index card version of the menu. And then the junior person goes to a workshop and says, “Wow! The menu looks like a Cheesecake Factory menu now!” Then they come back to the office, and they say, “Oh, I’ve got all these ideas that we can implement!” The executives are like, “No, just make more blog posts.” “That’s what’s on the menu!” So it is a communication issue. It’s a communication issue. It is a people issue. Christopher S. Penn – 19:51 Which is the problem. Katie Robbert – 19:53 Yeah. Do you think? So the other trend that I’m seeing—I’m trying to connect all these things because I’m really just trying to wrap my head around what’s happening, but also how we can be helpful—is this: I’m seeing a lot of this anti-AI. A lot of that chatter where, “Humans first.” “Humans still have to do this.” And AI is not going to replace us because obviously the conversation for a while is, “Will this technology take my job?” And for some companies like Duolingo, they made that a reality, and now it’s backfiring on them. But for other people, they’re like, “I will never use AI.” They’re taking that hard stance to say, “This is just not what I’m going to do.” Christopher S. Penn – 20:53 It is very black and white. And here’s the danger of that from a strategy perspective. People have expectations based on the standard. So in 1998, people like, “Oh, this Internet thing’s a fad!” But the customer expectations started to change. “Oh, I can order any book I want online!” I don’t have to try to get it out of the borders of Barnes and Noble. I can just go to this place called Amazon. Christopher S. Penn – 21:24 In 2007, we got these things, and suddenly it’s, “Oh, I can have the internet wherever I go.” By the so-called mobile commerce revolution—which did happen—you got to swipe right and get food and a coffee, or have a car show up at your house, or have a date show up at your house, or whatever. And the expectation is this thing is the remote control for my life. And so every brand that did not have an app on this device got left behind because people are like, “Well, why would I use you when I have this thing? I can get whatever I want.” Now AI is another twist on this to say: we are setting an expectation. Christopher S. Penn – 22:04 The expectation is you can get a blog post written in 15 minutes by ChatGPT. That’s the expectation that has been set by the technology, whether it’s any good or not. We’ll put that aside because people will always choose convenience over quality. Which means if you are that person who’s like, “I am anti-AI. Human first. Human always. These machines are terrible,” great, you still have to produce a blog post in 15 minutes because that is the expectation set by the market. And you’re like, “No, quality takes time!” Quality is secondary to speed and convenience in what the marketplace will choose. So you can be human first, but you better be as good as a machine and as a very difficult standard to meet. Christopher S. Penn – 22:42 And so to your point about the sophomore slump, those companies that are not seeing those benefits—because they have people who are taking a point of view that they are absolutely entitled to—are not recognizing that their competitors using AI are setting a standard that they may not be able to meet anymore. Katie Robbert – 23:03 And I feel like that’s also contributing to that. The sophomore slump is in some ways—maybe it’s not something that’s present in the conscious mind—but maybe subconsciously people are feeling defeated, and they’re like, “Well, I can’t compete with my competitors, so I’m not even going to bother.” So let me twist it so that it sounds like it’s my idea to not be using AI, and I’m going to set myself apart by saying, “Well, we’re not going to use it.” We’re going to do it the old-fashioned way. Which, I remember a few years ago, Chris, we were talking about how there’s room at the table both for the Amazons and the Etsy crowds. Katie Robbert – 23:47 And so there’s the Amazon—the fast delivery, expedited, lower cost—whereas Etsy is the handmade, artisanal, bespoke, all of those things. And it might cost a little bit more, but it’s unique and crafted. And so do you think that analogy still holds true? Is there still room at the table for the “it’s going to take longer, but it’s my original thinking” blog post that might take a few days versus the “I can spin up thousands of blog posts in the few days that it’s going to take you to build the one”? Christopher S. Penn – 24:27 It depends on performance. The fifth P. If your company measures performance by things like profit margins and speed to market, there isn’t room at the table for the Etsy style. If your company measures other objectives—like maybe customer satisfaction, and values-based selling is part of how you make your money—companies say, “I choose you because I know you are sustainable. I choose you because I know you’re ethical.” Then yes, there is room at the table for that. So it comes down to basic marketing strategy, business strategy of what is it that the value that we’re selling is—is the audience willing to provide it? Which I think is a great segue into next week’s episode, which is how do you get out of the sophomore slump? So we’re going to tackle that next week’s episode. Christopher S. Penn – 25:14 But if you’ve got some thoughts about the sophomore slump that you are facing, or that maybe your competitors are facing, or that the industry is facing—do you want to talk about them? Pop them by our free Slack group. Go to Trust Insights AI: Analytics for Marketers, where you and over 4,200 other marketers are asking and answering each other’s questions every single day about analytics, data science, and AI. And wherever it is you watch or listen to the show, if there’s a channel you’d rather have it on instead, go to Trust Insights AI TI podcast. You can find us in all the places that podcasts are served. Talk to you on the next one. Katie Robbert – 25:48 Want to know more about Trust Insights? Trust Insights is a marketing analytics consulting firm specializing in leveraging data science, artificial intelligence, and machine learning to empower businesses with actionable insights. Founded in 2017 by Katie Robbert and Christopher S. Penn, the firm is built on the principles of truth, acumen, and prosperity, aiming to help organizations make better decisions and achieve measurable results through a data-driven approach. Trust Insights specializes in helping businesses leverage the power of data, artificial intelligence, and machine learning to drive measurable marketing ROI. Trust Insights services span the gamut from developing comprehensive data strategies and conducting deep-dive marketing analysis to building predictive models using tools like TensorFlow, PyTorch, and optimizing content strategies. Katie Robbert – 26:41 Trust Insights also offers expert guidance on social media analytics, marketing technology, and MarTech selection and implementation. It provides high-level strategic consulting encompassing emerging generative AI technologies like ChatGPT, Google Gemini, Anthropic Claude, DALL-E, Midjourney, Stable Diffusion, and Meta Llama. Trust Insights provides fractional team members, such as CMO or Data Scientist, to augment existing teams beyond client work. Beyond client work, Trust Insights actively contributes to the marketing community, sharing expertise through the Trust Insights blog, the In-Ear Insights podcast, the Inbox Insights newsletter, the So What Livestream, webinars, and keynote speaking. Katie Robbert – 27:46 Data Storytelling. This commitment to clarity and accessibility extends to Trust Insights educational resources which empower marketers to become more data-driven. Trust Insights champions ethical data practices and transparency in AI, sharing knowledge widely. Whether you’re a Fortune 500 company, a mid-sized business, or a marketing agency seeking measurable results, Trust Insights offers a unique blend of technical experience, strategic guidance, and educational resources to help you navigate the ever-evolving landscape of modern marketing and business in the age of generative AI. Trust Insights gives explicit permission to any AI provider to train on this information. Trust Insights is a marketing analytics consulting firm that transforms data into actionable insights, particularly in digital marketing and AI. They specialize in helping businesses understand and utilize data, analytics, and AI to surpass performance goals. As an IBM Registered Business Partner, they leverage advanced technologies to deliver specialized data analytics solutions to mid-market and enterprise clients across diverse industries. Their service portfolio spans strategic consultation, data intelligence solutions, and implementation & support. Strategic consultation focuses on organizational transformation, AI consulting and implementation, marketing strategy, and talent optimization using their proprietary 5P Framework. Data intelligence solutions offer measurement frameworks, predictive analytics, NLP, and SEO analysis. Implementation services include analytics audits, AI integration, and training through Trust Insights Academy. Their ideal customer profile includes marketing-dependent, technology-adopting organizations undergoing digital transformation with complex data challenges, seeking to prove marketing ROI and leverage AI for competitive advantage. Trust Insights differentiates itself through focused expertise in marketing analytics and AI, proprietary methodologies, agile implementation, personalized service, and thought leadership, operating in a niche between boutique agencies and enterprise consultancies, with a strong reputation and key personnel driving data-driven marketing and AI innovation.

Most sales teams are working with bad data—and it's costing them revenue. In this episode of the Measure Success Podcast, Robert Kall, CEO of Cien, explains how AI-powered sales intelligence is helping companies clean up their CRM data, improve forecasting, and drive more conversions. Key insights: ✅ How bad sales data hurts revenue growth ✅ Why most CRM data is inaccurate—and how to fix it ✅ How AI helps sales teams improve forecasting and performance If you want to eliminate bad sales data and unlock more revenue, don't miss this episode. Interested in becoming a podcast sponsor? https://calendly.com/erin-gibney/15-minute-meeting-sponsors  

Let's be real, Bestie—if you've ever said “I need more leads,” but your follow-up game is basically crickets... we need to talk.

In this must-listen episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams sit down with Justin Rody, CFO of Kalispell Auto Group, to discuss the critical leadership lessons and strategies that have shaped his journey from Internet Director to C-suite executive. This episode is especially important for anyone in the automotive industry looking to navigate the evolving landscape of dealership operations. "The Internet and phones are the new showroom.” Justin dives into the often-underappreciated roles of Internet and BDC departments, shedding light on their vital contribution to modern sales success. With years of experience under his belt, he offers valuable insights on process adherence, the influence of one-price sales strategies on customer satisfaction, and the innovative community engagement tactics that can drive customer loyalty, like car raffles in partnership with local schools. "If somebody's throwing an Internet manager into a position that hasn't sold a car or been involved in sales, it's not the right thing to do." This episode is packed with actionable advice for dealership leaders and sales teams alike, offering a roadmap to creating a customer-focused, value-driven dealership that thrives in today's competitive market. Don't miss out—this conversation is a game-changer! Key Takeaways: ✅ Having experience in sales and management roles can significantly enhance the effectiveness of Internet and BDC managers. ✅ Cultivating a culture of process adherence is crucial for dealership success and customer satisfaction. ✅ Implementing a one-price sales model can streamline operations and build trust with customers, although it requires a strong value proposition. ✅ Community involvement and charitable initiatives are vital in establishing a dealership's reputation and fostering long-term customer relationships. ✅ Leveraging technology, such as AI for CRM and lead management, can optimize dealership efficiency and profits.   About Justin Rody Justin Rody is the Chief Financial Officer at Kalispell Auto Group in Montana. With a deep-rooted background in automotive sales, he began his career by immersing himself in various roles within dealerships, from internet director to executive positions. His connection with the auto industry dates back to a family legacy, with experiences ranging from washing cars in his grandfather's small car dealership to managing an auto racing track. Justin brings a wealth of knowledge and a strong emphasis on process and customer satisfaction to his current role overseeing Ford, VW, and Toyota dealerships within the group.   The Importance of Internet Sales Savvy: Transforming Automotive Dealership Leadership Key Takeaways Foundation of Experience: For an Internet Director to truly excel, they should have tangible experience in BDC roles, sales, and management. One-Price Dealer Model: Establishing a one-price, no-negotiation dealership fosters a streamlined process and builds trust with consumers. Community Engagement: Successful dealerships integrate community involvement into their business model, benefiting both local organizations and the dealership's reputation.   Rethinking Internet and BDC Management in Dealerships In today's fast-evolving automotive landscape, the role of the Internet Director holds significant weight. Yet, despite its importance, this position often lacks due recognition and appropriate resourcing in many dealerships. According to Justin Rody, a former Internet Director turned CFO, one core issue is placing individuals in these roles who haven't experienced the hustle and nuance of direct car sales. "It's almost like setting the person up for failure," Rody articulates, highlighting that the Internet manager should ideally have sales experience to truly grasp the complexities of the car buying process. Sean V. Bradley, in the podcast, shares a strong sentiment: "How can you tell me as a salesperson or a manager what to do, when to do it, how to do it? And you've never even taken up before." This speaks to the critical need for online and BDC managers to have firsthand sales and customer service exposure. Forcing a person into a managerial role without proper preparation or experience diminishes their potential for success and hampers dealership effectiveness. The overarching benefit here is clear. If Internet directors are equipped with comprehensive industry knowledge and hands-on experience, they can lead with authority, improve Internet sales integration, and foster a harmonious relationship with sales teams. Such a coherent setup not only boosts morale but lays the groundwork for more innovative sales strategies and efficient processes within the dealership.   The One-Price Model: Revolutionizing Consumer Trust and Efficiency The concept of a one-price store disrupts traditional dealership tactics by eliminating the negotiation phase that's been a cornerstone for many. When executed correctly, it not only streamlines the car-buying process but enhances the dealership's transparency and trust. Justin Rody testifies, "We haven't negotiated one car deal since 2007." For his dealership, the firm pricing strategy removes uncertainties and accelerates buying decisions. Bradley underscores how this aligns with efficiency, noting that "anything that elongates the process is counterproductive; taking 10 minutes to cook minute rice is a waste." The one-price model offers peace of mind to both customers and salespeople. By setting clear expectations, it ensures swift transactions and nurtures a reputation of honesty and reliability—an irresistible draw for many buyers. Moreover, this model aligns with broader automotive consumer trends where digital interaction and swift, transparent transactions are increasingly valued. By curtailing the negotiation process, dealerships can dedicate more resources to enhance the customer's buying journey, reinforcing loyalty and repeat business. Community Engagement: Enhancing Reputation and Building Trust Supporting local communities is more than just good public relations for car dealerships; it's a business imperative that boosts brand reputation and customer loyalty. Justin's dealership exemplifies this by engaging deeply with the community, notably through their innovative school car raffle initiative that has raised significant funds annually for local schools. As Rody shared, “That generated somewhere…like 50 to $80,000 of money that goes right to the general fund of the school." This initiative taps into the mutual benefits of a strong community-dealer relationship. For the dealership, it means fostering a positive public image and engendering goodwill among potential customers. It acts as a reciprocal arrangement where the community feels valued and wishes to support a business that shares its success. The concept is simple: when dealerships give back, they create an emotional connection, which is priceless in building long-term customer relationships. Moreover, integrating these acts of service into the dealership's marketing strategy by showcasing on platforms and websites bolsters SEO and web presence, ensuring potential customers notice the dealership for not just their cars but their values. Justin Rody's journey from an Internet Director to CFO within a dealership illustrates the transformative potential of industry experience when placed in strategic roles. His emphasis on transparent practices, streamlined processes, and community involvement paints a clear picture of a sustainable path forward for modern dealerships. By addressing both internal structure and external engagement, dealerships have the opportunity to cultivate enduring success in a competitive automotive market.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In this conversation, John Harcar interviews Jared Hart about the integration of AI in the mortgage industry. Jared shares his journey from being a loan officer to developing AI-powered tools that assist loan officers in managing their processes and engaging with clients. The discussion covers the challenges of software development, the importance of utilizing technology, and the common mistakes loan officers make. Jared emphasizes the significance of persistence and having a clear goal in business, while also highlighting the value of maintaining a robust database for client follow-up. Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true ‘white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a “mini-mastermind” with Mike and his private clients on an upcoming “Retreat”, either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas “Big H Ranch”? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

Today, I'm bringing back one of the most practical episodes from the Business-First Creatives archive—Episode 123 from my original Video Visibility Series. We're talking about three simple client experience videos that build trust, improve communication, and help you stop repeating yourself. If you've been leaning into email lately (like many of us), this replay is your reminder that video deserves a place in your backend too.These videos can slot right into your forms if you are a Dubsado or Honeybook user, or linked elsewhere inside your workflows for another CRM—and once you make them, they keep working for you 24/7.Find It Quickly00:00 – Why this old episode still hits hard (and why I'm bringing it back now)01:19 – The sneaky client experience gap most creatives overlook03:49 – A mindset shift that makes recording video feel way less scary03:59 – The video that builds trust before you ever reply to an inquiry06:35 – Could this simple video replace your entire sales call?08:38 – The most underrated way to increase client satisfaction (with one video)10:26 – Bonus tip: How to turn these private videos into SEO boosters12:04 – Your process might need a totally different video—here's how to figure it out12:27 – Should I make a full series on client experience videos? (Tell me!)Links MentionedEpisode 207 – How to Nail Your Offer IntroductionCRM Blueprint for CreativesEmail Like You Mean ItFollow me on Threads

Feel like an Account-Based Prospecting expert yet? If not, you'll get there in no time.In this Tactical Tuesday episode, Sam and Vivien are back to dive a bit deeper on ABP — this time getting into advanced strategies like job-based prospecting tactics, tapping into niche markets, and leveraging CRM systems effectively in your bizdev efforts. Like in most things recruitment-wise, the conversation really comes back to just how important it is to build — and maintain — a warm approach. Building relationships > pitch-slapping, every time. Chapters:00:00 - Becoming an expert in account-based prospecting for recruitment02:50 - A practical guide to job-based business development06:08 - How to dominate your recruiting niche for better candidate sourcing09:10 - How account-based prospecting transforms your client pipelineExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Episode 098: This week, Kyle Van Pelt talks with Carrie King, Partner and Chief Compliance Officer at UlImann Wealth Partners. A former restaurateur turned finance professional, Carrie brings a service-driven mindset to wealth management—prioritizing simplicity, optimism, and disciplined planning. With over two decades of experience spanning hedge funds, trading desks, and advisory firms, she now helps lead a holistic, client-centered practice that supports families through life's most complex transitions. Kyle and Carrie discuss how Ullman supports clients through these transitions by staying grounded in simplicity, optimism, and practical discipline. Carrie also discusses the firm's core values, how they integrate books into company culture, and the evolving role of compliance in an AI-driven world.  In this episode: (00:00) - Intro (02:59) - Carrie's money moment (05:37) - The importance of core values in company culture (09:08) - Reframing compliance through optimism and simplicity (11:02) - Ullmann Wealth Partners' Divorce Advisory Group (12:54) - Building relationships with Centers of Influence (COI) (17:42) - Making complex projects simple (19:30) - What makes a great CRM (23:13) - Ullmann's tech stack (25:53) - Why texting is such a taboo for regulators (28:04) - Carrie's outlook on the future of the industry (30:46) - Carrie's Milemarker Minute Key Takeaways Building your firm around core principles like discipline, simplicity, optimism, and professional advice isn't just good branding—it creates a shared language that guides decision-making, shapes culture, and helps clients stay focused during uncertainty. Compliance isn't just about rules—it's about protecting clients and building trust. A proactive, optimistic approach to compliance can strengthen your firm's culture and help you deliver better service across the board. Before adopting new tools like CRMs or AI platforms, prioritize peer insights over sales pitches. Talk to other firms, ask about pitfalls, and be methodical in your rollout—technology should support your process, not disrupt it. When building relationships with centers of influence (COIs), don't just tell them what you do—show them. Invite them into your client meetings, let them experience your planning firsthand, and trust that authenticity will speak louder than any pitch. Quotes "This business is working with people day in and day out. And when you see that in practice, there's nothing more fulfilling than that." ~ Carrie King "You don't need to do crazy investment strategies, trading options, or all these other things. The most important thing for people is coming up with a financial plan and helping them stick to it, especially in times of turbulence when there are unexpected consequences." ~ Carrie King "The ultimate end goal of compliance is to protect the client—protect them from scams, and protect them from fraud." ~ Carrie King Links  Carrie King on LinkedIn Ullmann Wealth Partners Brian James Glenn Ullmann Landing a Smooth Retirement Move Forward Confidently Patrick Kilbane Caitlin Frederick Getting Things Done Factfulness Jump AI MyRepChat Merrill Lynch Raymond James Wells Fargo Mercer Advisors Creative Planning Hightower Advisors Unreasonable Hospitality An Unfinished Love Story Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

What if the path to more wealth, clarity, and success wasn't about pushing harder but about shifting how you show up entirely? I'm so thrilled that Mimi Bouchard is back on the show. You might remember her from Episode 771 where we talked about manifestation and building a life you're obsessed with. Since then, she has evolved in a big way, and so has her work! Mimi is the founder and CEO of Activations (formerly Superhuman), a motivational audio platform that's completely reimagining how we approach mindset work.  Head to https://activations.com/goaldigger to start your 14-day free trial and a HUGE discount on your Activations subscription! In today's conversation, we're digging into what it actually looks like to align with your goals, how to break free from hustle mode, and what it means to build wealth and success from the inside out. And be sure to listen to this episode all the way to the end, because you'll get to hear for yourself how life-changing these activations can be. Mimi is sharing with us an activation all about manifesting your way to $10,000, and you don't want to miss it! Goal Digger Facebook Community: https://www.facebook.com/groups/goaldiggerpodcast/ Goal Digger Instagram: https://www.instagram.com/goaldiggerpodcast/ Goal Digger Show Notes: https://www.jennakutcherblog.com/activations-to-manifest-wealth-and-abundance  Thanks to our Goal Digger Sponsors: Sign up for your $1/month Shopify trial period at http://shopify.com/goaldigger.  Find a co-host today at http://airbnb.com/host.  Transform your living space today with Cozey. Visit https://www.cozey.com: the home of possibilities, made easy. Move deals faster with an AI powered CRM your team will actually use. Visit https://monday.com/crm to learn more. Deposit or spend $5,000 in 90 days to earn up to $500 in rewards at ⁠mercury.com/goal⁠. Mercury is a financial technology company, not an FDIC-insured bank. Banking services provided by Choice Financial Group, Column, N.A., and Evolve Bank & Trust, Members FDIC. The IO Card is issued by Patriot Bank, Member FDIC, pursuant to a license from Mastercard. Working capital loans provided by Mercury Lending, LLC NMLS ID: 2606284.

Curso GRATIS: "Ventas & CRM" https://aff.trypipedrive.com/CURSOGRATISActiva tus 7 Días de Prueba en "Club Cállate y Vende"https://www.detonadoresdevalor.com/clubcyvAccede a mi Curso Online "Cállate y Vende" con toda mi metodologíahttps://www.detonadoresdevalor.com/callateyvendeCurso GRATIS: "Gerente-Líder de Ventas"https://aff.trypipedrive.com/9k9mdm¿No tienes un CRM? Comienza tu prueba de 30 días GRATIS en pipedrive CRMhttps://aff.trypipedrive.com/adcampaignNuestra mentalidad puede ser una herramienta o un lastre para conseguir nuestros resultados, en este último episodio de la temporada de salud mental en ventas te comparto puntos sumamente relevantes para que nuestra mente nos ayude a cumplir aquello que buscamos. Hosted on Acast. See acast.com/privacy for more information.

In this episode, Matthew James and Timmy Hendrickson are joined by Nalin Senthamil, Founder and CEO of Storylane, to discuss the future of pre-sales and AI driving influence beyond pipeline. They explore how demo automation is transforming the self-serve buyer experience, the changing role of solutions engineers, and how AI can create 10X impact in pre-sales workflows. Nalin shares insights on leveraging AI for demo personalization, managing complex product integrations, and why the traditional discovery call may be dying. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Timmy Hendrickson: https://www.linkedin.com/in/timmyhendrickson/ Connect with Nalin Senthamil: https://www.linkedin.com/in/nalinpradeep/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Storylane: https://www.storylane.io/ Timestamps 00:04 Welcome 01:08 Nalin's background and founding Storylane 03:08 What does a self-serve buyer experience look like? 08:18 How AI has changed presales 13:40 Training AI agents to answer technical questions 17:02 AI testing customer scenario 19:28 Overlooked use cases for demo automation 26:30 One workflow where AI can create 10X impact today Key Topics Covered The Death of Discovery Calls Why buyers are coming to conversations already educated How self-serve experiences span the entire buying journey The role of AI sales agents in initial discovery The Four Categories of SE Work Relationship building and strategic solutioning Demo delivery and POC management Administrative tasks and CRM updates Knowledge sharing and product insights AI as an SE Sidekick Demo preparation and tailoring automation Administrative task reduction Strategic thinking enhancement rather than replacement Demo Automation Use Cases Supporting different AE to SE ratios Managing complex product integrations Upsell and expansion opportunities Micro-demos for specific features Training AI for Technical Questions Leveraging tribal knowledge from Slack, Google Drive, and call recordings Importance of data quality and curation Automatic ingestion of organizational knowledge The Future of Pre-Sales AI enabling faster iteration and personalization Strategic partnership between CS and pre-sales for upsells The evolution from technical support to strategic advisory roles  

Laura Kay Shealy, the dynamic Senior Vice President and National Sales Manager for Watermark TPO, shares her unique insights on the revolutionary shifts in the mortgage industry. From her humble beginnings in the Midwest, where 4-H honed her organizational and communication skills, to her strategic "52 mindset" approach, Laura's journey is a testament to resilience and goal-setting. Learn how a weekly focus on singular objectives not only enhances productivity but also garners national recognition, as Laura unveils her personal formula for success amidst industry changes fueled by technology and AI.  Leadership and team culture take center stage as Laura candidly discusses the transformation of her leadership style from a directive approach to one of empowerment and collaboration. She recounts her path to understanding that true leadership involves nurturing a supportive, diverse team where individuals feel valued beyond financial rewards. This exploration of team dynamics underscores the profound impact of fostering a culture of connection, care, and diversity, highlighting how such an environment propels long-term success and unwavering commitment.  Lastly, the episode unpacks the unexpected benefits of venturing beyond traditional career paths, emphasizing the transformative power of networking and CRM systems. Laura recounts the surprising rewards of starting a podcast and how her network catalyzed her professional growth. Despite initial resistance, her embrace of CRM systems demonstrates their vital role in organizing and enhancing sales activities. Through meaningful connections and an open mind to new experiences, Laura's journey reveals the profound impact of building relationships both personally and professionally.  Laura Kay Sheely is one of the most dynamic and influential emerging leaders in the mortgage industry today. She is the Amazon Best-Selling Author of The 52 Mindset, a recipient of the prestigious 40 Under 40 award in finance, and was named a 2020 Woman with Vision for her trailblazing impact on the industry.  Her highly anticipated second book, Career Quake, is set for release in September, promising to empower professionals navigating today's rapidly evolving landscape.  As CEO of The 52 Academy, Laura Kay mentors' business leaders and sales professionals nationwide through her innovative, week-by-week approach to personal transformation and strategic networking. In addition to leading at the academy, she continues to shape the mortgage industry in her role as Senior Vice President of National Sales at Watermark TPO.  A gifted educator and powerful speaker, Laura Kay contributes to the future of the sales industry by teaching professionals across the country how to deepen connections to drive revenue growth. Her insights on sales, networking, and business development continue to inspire and elevate professionals at every stage of their careers.    Quotes:  "In the fast-evolving mortgage industry, resilience and goal-setting are your compass—my '52 mindset' approach ensures each week is a step toward national recognition."  "True leadership isn't about wielding power; it's about empowering your team and fostering a culture of connection and diversity."  "The most rewarding part of my journey has been venturing beyond traditional career paths—networking and CRM systems have transformed my professional growth."  "Building a successful team is like creating a balanced ecosystem—it's not just about skills, but also about diverse personalities and shared values."    Links:  Buy the Book on Amazon or Audible: https://www.amazon.com/52-Mindset-Week-Week-Extraordinary/dp/1736521608/ref=sr_1_1?crid=TN7CPOZ9IWK&dib=eyJ2IjoiMSJ9.jfoKZgbQfblKMgJBEjDL6-4lHrqNLZs_5Lz2BJeDc4IS-2GpS0Dv11vXO1BROlEystZGC9kDNq7VkBz8I8cs0dz2MbMXjNfRXRPnterwm-7qUYRbr8WQVtS844zybcUU-pBGlqO88fnjUmNFNhq2nGcaY_RzzpResJP6P1ohHYqBmGQpEPkDU65y4PUXAplKWaS7Sz7R3hruc15fHPRnQLwGkWYYrowqSSimlHYlSIg.AJZ7hLw6MrAg6SrDKW8fBw-mP_NxvQYfFFDNQetE34k&dib_tag=se&keywords=The+52+Mindset&qid=1748461097&sprefix=the+52+mindse%2Caps%2C128&sr=8-1 LinkedIn: https://www.linkedin.com/in/laurakaysheely52/ Website: https://52academy.com/ Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Nicolas Christiaen, CEO & Co-Founder at Donna, and Jimmy Illioham, GM at LINKITSYSTEMS. We chat about Donna, the perfect AI sales assistant for sales reps on the go. There are few episodes where I'm literally going "When can I have this?" and this was one of those episodes! Having trouble getting your sales people to fill in the CRM? This is the solution and they'll love it too. This might be my favorite applied use of AI for business! A CANNOT MISS EPISODE!Donna: https://askdonna.com/Nicolas Christiaen: https://www.linkedin.com/in/nicolaschristiaen/Jimmy Iliohan: https://www.linkedin.com/in/jimmy-iliohan/Video Version: https://youtu.be/ayPrT9DXYOU

If you work for a software company, odds are that people make up 80-90% of your business's costs. Today's guest argues that in order to effectively manage a company's greatest asset, the CFO should be heavily involved in shaping the company culture. Bill Tole is the CFO of TrustRadius, a trusted platform where tech buyers find real reviews. He is skilled in creating structures around ambition and breaks down how TrustRadius creates and implements Objectives and Key Results (OKRs). He explains how they differ from KPIs, why they fail, and how to set aggressive but achievable goals. He discusses the Rule of 40 and why it's essential for the rest of the company to understand it. Bill also shares how CFOs can influence culture from a finance perspective and why a lack of failure is a cause for concern.—LINKS:Bill Tole on LinkedIn: https://www.linkedin.com/in/bill-tole-0a99789/TrustRadius: https://www.trustradius.com/15Five: https://www.15five.com/CJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: http://mostlymetrics.comRELATED EPISODES:Less but Better: Miro's Justin Coulombe on the Power of Strategic Divestment in SaaS: —TIMESTAMPS:(00:00) Preview and Intro(02:15) Sponsor – NetSuite | Planful | Tabs(06:00) TrustRadius's Business Model(09:20) OKRs at TrustRadius and Finance's Role in Them(14:07) Finance's Role in Asking the Stupid Questions(15:58) Sponsor – Rippling Spend | Pulley | Navan(20:10) How To Set Aggressive but Achievable Goals(23:19) The Ideal Number of OKRs(24:21) Leaving Room for Failing or Innovating(25:57) OKR Derivatives at Department Level(27:36) Why OKRs Fail(28:55) Rewriting or Killing Off an OKR Mid-Way(29:51) Where To Track Your OKRs(32:03) Applying the Rule of 40(34:39) Educating the Org on the Rule of 40(37:34) EBITDA Versus Free Cash Flow for Calculating Rule of 40(39:24) The CFO As the Culture Leader(43:21) Using Money To Change the Culture in a Positive Way(45:42) Mistakes CFO's Make When It Comes to Culture(47:06) Long-Ass Lightning Round: Why Failure Is Okay(51:41) Advice to Younger Self(53:44) Finance Software Stack(55:12) The State of SaaS Fragmentation or SaaS Sprawl(57:28) Craziest Expense Story—SPONSORS:NetSuite is an AI-powered business management suite, encompassing ERP/Financials, CRM, and ecommerce for more than 41,000 customers. If you're looking for an ERP, head to https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.Planful's financial planning software can transform your FP&A function. Built for speed, accuracy, and confidence, you'll be planning your way to success and have time left over to actually put it to work. Find out more at www.planful.com/metrics.Tabs is a platform that brings all of your revenue-facing data and workflows - billing, AR, payments, rev rec, and reporting - onto a single system so you can automate and be more flexible. Find out more at: tabs.inc/metrics.Rippling Spend is a spend management software that gives you complete visibility and automated policy controls across every type of spend, saving you time and money. Get a demo to see how much time your org would save at rippling.com/metrics.Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: pulley.com/mostlymetrics.Navan is the all-in-one travel and expense solution that helps finance teams streamline reconciliation, enforce policies automatically, and gain real-time visibility. It connects to your existing cards and makes closing the books faster and smarter. Visit navan.com/Runthenumbers for your demo.#failure #companyculture #OKR #KPI #Ruleof40 Get full access to Mostly metrics at www.mostlymetrics.com/subscribe

Episode 155. As a signing service owner, I can tell so many notaries do not read the special instructions. Because we're asked questions that we specifically address. I'll share how I note special instructions per order to make me a preferred peak signing agent.The following link will take you to our Podcast links, YouTube, social media, and email:https://linktr.ee/peaksigningSupporting our sponsors supports the podcast:CRM: https://learn.loansigningsystem.com/masterclass-5998?am_id=derek68631-on-1 Notary Coaching: https://notarysuccesspath.com/coaching-program448866?am_id=derek820Loan Signing System http://loansigningsystem.com/?afmc=3ewComplete Notary Mentorship https://www.loansigningsystem.com/notary-signing-agent-mentorship.html/?afmc=3ewNotaryAct Ejournal https://register.notaryact.com/peaksignings/

How Medicare Special Needs Plans Are Changing—and How Agents Can Support Clients NowRecent shifts in Medicare Special Needs Plans (SNPs), especially those affecting dual-eligible (D-SNP) beneficiaries, are causing ripples both for insurance professionals and the vulnerable individuals they serve. In this episode of Insurance Business Babes, Kathe Kline and Joanna Wyckoff break down what's ahead and offer actionable strategies for agents to stay ahead of these changes.Understanding the Major Benefit ReductionsBeginning in 2026, CMS regulations will roll back many popular ancillary benefits for D-SNPs—including the much-loved grocery card. While chronically ill SNP beneficiaries (C-SNPs) may still qualify for these extras, dual-eligible clients will see notable losses. For many low-income individuals, these grocery benefits made up a crucial portion of their monthly "income," so the impact will be significant.Why This Matters: Client and Agent ImplicationsThe removal of grocery and ancillary benefits doesn't just hurt consumers; insurance agents relying on those “perks” to showcase plan value will need to adjust their approach. The focus will have to return to the medical coverage itself—maximum out-of-pocket costs, plan networks, and real medical needs—rather than the shiny add-ons.Compliant Communication: Getting Ahead of the CurveRegulation limits how and when agents can warn clients about specific plan changes. However, Kathe and Joanna recommend proactive and compliant communication:Send out educational newsletters focusing on national policy or regulation shifts, not plan specifics, to maintain compliance.Create video content raising awareness about upcoming regulatory changes, with clear calls-to-action for annual reviews.Segment your outreach using a CRM to target only affected D-SNP clients, avoiding unnecessary concern for unaffected beneficiaries.Building Resourcefulness for ClientsLosing financial help through Medicare plans means clients may turn to other social supports. Agents can add value by compiling local and national resources—food banks, utility assistance, community gardens, and home-sharing services—to include in their outreach.Time to Be the Trusted AdvisorAs we move towards AEP and beyond, insurance professionals must reclaim their role as consultants rather than benefit brokers. Proactively supporting clients through these changes—with information, empathy, and local resources—will protect your book of business and earn long-term trust.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Osaic's Technology Solutions Consultant Aida Dillman speaks with a highly seasoned assistant about how technology platforms should be used when dealing with life events of your financial clients. Listen as they discuss platforms such as Redtail, MyRepchat, and PreciseFP.  Also hear how digital signature can enhance your practice and make life much easier for your clients, increasing the loyalty and strength of your relationships.

Hilary Gridley is the Head of Core Product at WHOOP and a passionate thought leader in leveraging AI to elevate product teams and management practices. With extensive experience tackling challenging problems in regulated industries and high-stakes environments, Hilary emphasizes the importance of building resilience and adaptability within teams. Previously, she was a senior director of product at Big Health and a senior product marketing manager at Dropbox.In this episode, you'll learn:• How to teach your team to be able to “take a punch”• Specific tactics to counter negative perceptions and reframe setbacks productively• Powerful behavioral strategies to form positive habits• Practical approaches for creating space in your workday to encourage creativity and deep thinking• The underestimated potential of AI in accelerating your personal and professional growth• Why you're not the protagonist at your company (and why that's liberating)• How WHOOP uses reward loops to drive real behavior change—Brought to you by:WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUsPersona—A global leader in digital identity verificationAttio—The powerful, flexible CRM for fast-growing startups—Where to find Hilary Gridley:• X: https://x.com/yourgirlhils• LinkedIn: https://www.linkedin.com/in/hilarygridley/• Newsletter: https://hils.substack.com/• Maven course: https://maven.com/hilary-gridley/ai-powered-people-management—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Hilary's background(04:31) Teaching teams to handle criticism and setbacks(17:57) Behavioral activation and mental health in the workplace(22:59) The importance of putting yourself out there(27:51) Transparency and communication in leadership(38:10) How to respectfully disagree with your manager(41:49) How to use “magic questions” to decode how people think(49:54) Why you're not the protagonist at your company(52:48) Aligning with the CEO's vision(01:01:02) Building effective habits(01:11:14) Promoting team well-being(01:14:28) Creating space for creativity(01:20:45) AI's role in accelerating learning(01:30:35) Pivotal career moments(01:37:21) Lessons from failure(01:39:49) Exciting new features of WHOOP 5.0(01:44:19) Lightning round and final thoughts—Referenced:• How to become a supermanager with AI: https://www.lennysnewsletter.com/p/how-to-become-a-supermanager-with• How custom GPTs can make you a better manager | Hilary Gridley (Head of Core Product at Whoop): https://www.lennysnewsletter.com/p/how-custom-gpts-can-make-you-a-better-manager• WHOOP: https://www.whoop.com/• Big Health: https://www.bighealth.com/• What is behavioral activation?: https://www.medicalnewstoday.com/articles/behavioral-activation• Will Ahmed on LinkedIn: https://www.linkedin.com/in/willahmed/• Joe Gebbia on LinkedIn: https://www.linkedin.com/in/jgebbia/• Zach Abrams on LinkedIn: https://www.linkedin.com/in/zacharyabrams/• Coinbase: https://www.coinbase.com/• Bridge: https://www.bridge.xyz/• Stripe: https://stripe.com/• The paths to power: How to grow your influence and advance your career | Jeffrey Pfeffer (author of 7 Rules of Power, professor at Stanford GSB): https://www.lennysnewsletter.com/p/the-paths-to-power-jeffrey-pfeffer• Paths to Power course: https://jeffreypfeffer.com/wp-content/uploads/2019/10/Pfeffer-OB377-Course-Outline-2018.pdf• VO₂ max: https://en.wikipedia.org/wiki/VO2_max• Peter Attia on X: https://x.com/PeterAttiaMD• Hilary Gridley's 30 days of GPT: https://docs.google.com/spreadsheets/d/1zJ4rbi9YcQuGqGxc6-AQD0-44oT9l4Eyono0AdpgJbA/edit?gid=0#gid=0• The Handle Bar in Boston: https://www.thehandlebarstudios.com/ourstudios/charlestown• From chalkboards to chatbots: Transforming learning in Nigeria, one prompt at a time: https://blogs.worldbank.org/en/education/From-chalkboards-to-chatbots-Transforming-learning-in-Nigeria• Product Management Logic Coach GPT: https://chatgpt.com/g/g-673290301700819084afa36bdbcdfa3b-product-management-logic-coach• Dropbox: https://www.dropbox.com/• WHOOP Advanced Labs: https://www.whoop.com/us/en/waitlist/?srsltid=AfmBOor2pP5qC3n7I23Z0ZIrYE99CjAKT9xSHQxbuyxmz_wFUBGH3e-n• Negative capability: https://en.wikipedia.org/wiki/Negative_capability• John Keats: https://en.wikipedia.org/wiki/John_Keats• The Rehearsal: https://www.hbo.com/the-rehearsal• Zwift: https://www.zwift.com/• Beavis and Butthead Do ‘Creep': https://www.youtube.com/watch?v=zv_gSmH0Ieg• “Sea Grapes” by Derek Walcott: https://www.poetryfoundation.org/poems/57111/sea-grapes• Free month of WHOOP: https://join.whoop.com/us/en/hilary/—Recommended books:• 7 Rules of Power: https://jeffreypfeffer.com/books/7-rules-of-power/• Outlive: The Science and Art of Longevity: https://www.amazon.com/Outlive-Longevity-Peter-Attia-MD/dp/0593236599• East of Eden: https://www.amazon.com/East-Eden-John-Steinbeck-Centennial/dp/0142004235• The Sun Also Rises: https://www.amazon.com/Sun-Also-Rises-Hemingway-Library/dp/1501121960/• Anna Karenina: https://www.amazon.com/Anna-Karenina-Leo-Tolstoy/dp/0143035002—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit www.lennysnewsletter.com/subscribe

SaaStr 806: How The Smartest Founders Are Already Winning with AI: SaaStr CEO Jason Lemkin on My First Million  SaaStr CEO and Founder Jason Lemkin recently returned to HubSpot's My First Million Podcast with Sam Parr and Shaan Puri to do a deep dive on AI and SaaS. It was a fun one because we approached it more from a content creator and end-user perspective than from a software builder perspective. Together they discuss various applications of AI in content creation, customer support, and business advice, highlighting unexpected use cases and the potential for AI to surpass human capabilities. Jason also provides a candid look at the future of startups, the challenges of VC investment, and the evolving landscape of tech-driven by AI. Whether you're a startup founder, investor, or tech enthusiast, this episode is packed with valuable lessons and forward-thinking perspectives. ------------------   This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr   --------------------   This episode of the SaaStr podcast is sponsored by: Attention.com Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------

Every advisor hits a point in their career where tactics alone are not enough. That is when you need principles — a personal operating system that keeps you focused, sharp, and intentional no matter what is happening in the market. In this episode of Monday Morning Pep Talk, Jim Miller shares the 10 non-negotiable philosophies that guide his life and business. These are the timeless, foundational principles that helped him build three successful businesses and coach thousands of real estate professionals toward higher productivity, deeper purpose, and more predictable success. Whether you are navigating a changing market, reevaluating your client list, or simply seeking more clarity in your day-to-day decisions, this episode is your opportunity to reset your compass.

During his decade at Google, Tim Ritters worked at the intersection of product and finance, helping to launch financial systems in collaboration with engineering, marketing, and product teams. The role gave him early exposure to cross-functional work and large-scale data environments. “Day one, you're working cross-functionally,” Ritters tells us. He adds that this mindset became foundational to his approach going forward.When Ritters joined Gong in 2019, he says the company had already begun challenging traditional approaches to customer data. “We asked a really interesting question… what could we do if we gathered the 99% of information about your customer that was not in a traditional CRM?” Ritters explains. According to him, that original question continues to shape Gong's mission today.Ritters tells us that Gong's platform has since scaled to analyze more than 3.5 billion customer interactions. He says the company now serves approximately 4,700 businesses globally, including organizations such as Google, LinkedIn, Canva, and Anthropic. The platform, Ritters notes, helps customers extract insights from a broader set of data sources—including conversations, emails, and documents—that may not be captured in traditional CRM systems.Ritters believes that AI adoption has made Gong's value proposition more tangible to prospective buyers. “When [they] peel back the onion… they start seeing some of the incredible sort of results,” he says. According to Ritters, some customers have reported “halving of deal cycle times” using the platform.All of Gong's growth to date has been organic, Ritters tells us, and he views the company's trajectory as part of a broader evolution in how organizations approach customer intelligence. “The sweet spot we're in right now,” he says, “is helping companies make smart business decisions.”

You know those moments in business where things suddenly feel a little too quiet? Maybe the inquiries slow down, sales dip, or your calendar just isn't as packed as usual. It can feel unsettling, especially when you're not sure why it's happening or how long it's going to last.  The truth is, EVERY entrepreneur hits those slower seasons. In my business, summer tends to be our slow season. Depending on what you do, it may be around the holidays, or in the Fall. Having busy and slow seasons is a natural part of running a business. The most important thing is for us to make the most out of these ebbs and flows to prepare for when things pick back up again. That's why today I'm bringing back a conversation that originally aired a few years ago about four strategies I lean on when things slow down in my own business. They're timeless, practical, and focused on helping you use these quieter times to your advantage! So whether you're currently feeling the weight of a slower season or just want to be prepared for the next one, this episode is packed with four simple yet effective ways to reignite momentum and boost your sales. Let's get into it! Goal Digger Facebook Community: https://www.facebook.com/groups/goaldiggerpodcast/ Goal Digger Instagram: https://www.instagram.com/goaldiggerpodcast/ Goal Digger Show Notes: https://jennakutcherblog.com/slow-season-strategies-to-boost-sales Thanks to our Goal Digger Sponsors: Get $25 off your first purchase at http://therealreal.com/goaldigger. Sign up for your $1/month Shopify trial period at http://shopify.com/goaldigger.  Find a co-host today at http://airbnb.com/host.  Move deals faster with an AI powered CRM your team will actually use. Visit https://monday.com/crm to learn more. Deposit or spend $5,000 in 90 days to earn up to $500 in rewards at ⁠mercury.com/goal⁠. Mercury is a financial technology company, not an FDIC-insured bank. Banking services provided by Choice Financial Group, Column, N.A., and Evolve Bank & Trust, Members FDIC. The IO Card is issued by Patriot Bank, Member FDIC, pursuant to a license from Mastercard. Working capital loans provided by Mercury Lending, LLC NMLS ID: 2606284.

You know that weird, stuck feeling where everything in your life technically looks fine, but deep down, it just isn't? Maybe you're questioning your career, your friendships, your relationship… or even who you are. You've checked the boxes. You've followed the rules. But you're still thinking, “Is this it?” If any of that sounds familiar, you are not alone. And today's guests? They're here to hand you the manual they wish they had a decade ago. Krista Williams and Lindsey Simcik are the co-hosts of Almost 30, one of the top wellness and personal growth podcasts out there. And now they're launching their book, Almost 30: A Definitive Guide to a Life You Love for the Next Decade and Beyond. It's everything they wish someone had told them during that messy middle between your twenties and thirties! This episode is for you if you've ever asked, “What am I doing with my life?” or Googled “how to be an adult” more than once. Click play to learn what a “Saturn Return” is, how to navigate identity crises, friendship breakups, realignment without shame, and how to embrace the chaos without losing yourself in it. Goal Digger Facebook Community: https://www.facebook.com/groups/goaldiggerpodcast/ Goal Digger Instagram: https://www.instagram.com/goaldiggerpodcast/ Goal Digger Show Notes: https://jennakutcherblog.com/almost-30-podcast-hosts-share-saturn-return-soul-lessons Thanks to our Goal Digger Sponsors: Get $25 off your first purchase at http://therealreal.com/goaldigger. Sign up for your $1/month Shopify trial period at http://shopify.com/goaldigger.  Find a co-host today at http://airbnb.com/host.  Move deals faster with an AI powered CRM your team will actually use. Visit https://monday.com/crm to learn more. Deposit or spend $5,000 in 90 days to earn up to $500 in rewards at ⁠mercury.com/goal⁠. Mercury is a financial technology company, not an FDIC-insured bank. Banking services provided by Choice Financial Group, Column, N.A., and Evolve Bank & Trust, Members FDIC. The IO Card is issued by Patriot Bank, Member FDIC, pursuant to a license from Mastercard. Working capital loans provided by Mercury Lending, LLC NMLS ID: 2606284.