Shows
Growth Success StoriesLisa Zelenak - Stop Saying ’More Sales’ Why Vision Drives True Growth
Lisa Zelenak
Challenges the conventional "revenue-first" mindset that dominates many businesses today. She highlights how focusing solely on sales and revenue can lead to stagnation and burnout, advocating instead for a vision-driven approach to inspire employees and foster growth. Lisa shares actionable strategies for transferring the vision to teams and customers, aligning organizational values, and adopting practical frameworks like "controlling the controllables" for sustainable success. This episode is a must-listen for leaders seeking to transform their organizational culture and drive meaningful progress.
Key Takeaways:
Vision Over Revenue: Prioritizing a clear, inspiring vision fosters sustainable growth.
Align Values and...
2025-03-2527 min
Growth Success StoriesLogan Lyles - Personality Led Growth: Transforming Your Team into Content PowerhousesLogan Lyles
Introduces the concept of personality-led growth and how it transforms traditional B2B marketing. Logan explores the importance of personal branding, leveraging individual profiles over company pages, and building trust in a noisy market. He shares actionable insights on converting sales calls into content goldmines, using tools to streamline content creation, and fostering genuine engagement on social platforms like LinkedIn. Learn how to create impactful content, avoid common pitfalls, and measure success in this innovative approach to marketing.
Key Takeaways:
Personality-Led Growth Defined: Focus on individual profiles over corporate branding to create authentic connections.
T...
2025-03-2542 min
Growth Success StoriesDonovan Erba - Breaking Down Barriers Revolutionizing Marketing LeadershipDonovan Erba
Unpacks the biggest challenges in marketing leadership, from tackling organizational silos to fostering collaboration between sales and marketing. Donovan shares practical strategies for breaking down barriers, building integrated teams, and creating a culture of trust and transparency. With actionable advice and real-world examples, he emphasizes the importance of visual storytelling, open communication, and data-driven decision-making to elevate marketing's role in driving business growth. Donovan offers a refreshing perspective on how marketers can start small, maintain momentum, and build credibility while navigating the ever-evolving dynamics of their profession.
Takeaways:
Marketing leaders must communicate clearly and set expectations...
2025-03-1633 min
Growth Success StoriesDavid Plutschak - Lost in Translation? How a Shared Data Dictionary Can Transform Your BusinessDavid Plutschak - Lost in Translation? How a Shared Data Dictionary Can Transform Your Business
In this eye-opening episode, RevOps expert David Plutschak reveals why so many organizations struggle with misalignment between departments—and offers a surprisingly simple solution that can transform your business operations. From his days making SDRs perform stand-up comedy to help them overcome call reluctance, to crafting data-driven sales sequences at Outreach.io, David shares practical insights on how to create a common language that bridges the gaps between marketing, sales, finance, and customer success teams.
What You'll Learn:
Why your sales, marketing, and su...
2025-03-1628 min
Growth Success StoriesBrannon Santos - Breaking the Sales Code How AI Transforms Buyers from Hunted to HeardBrannon Santos - Breaking the Sales Code: How AI Transforms Buyers from Hunted to Heard
In this eye-opening episode, Brannon Santos shares his journey from boardroom failure to sales innovation pioneer. After watching traditional sales tactics crumble under changing buyer behaviors—leading to his own exit from a CRO role—Brannon developed a revolutionary buyer-centric approach powered by AI. He explains why modern buyers avoid sales calls, how traditional outreach is creating "dead engagement," and why Gen Z is reshaping the entire B2B landscape with demands for self-service and asynchronous buying experiences.
What You'll Learn:
Why traditional sale...
2025-03-1623 min
Growth Success StoriesJeff Torbeck - Sales, EQ & Networking The Secret Sauce to Leveling Up Your CareerJeff Torbeck - Sales, EQ & Networking: The Secret Sauce to Leveling Up Your Career
In this illuminating episode, sales veteran Jeff Torbeck challenges the "more means more" mindset plaguing today's sales teams. Drawing from over 15 years of experience, Jeff reveals why emotional intelligence trumps product knowledge when building meaningful client relationships. He shares how the best salespeople read rooms, adapt to different buyer personalities, and focus on solving genuine problems rather than simply persuading prospects to buy.
What You'll Learn:
Why forcing activity metrics creates "robotic" salespeople who fail to connect authentically with buyers
How to identify a...
2025-03-1628 min
Growth Success StoriesKenny Vincent - The Elite Sales Playbook Building Skills, Strategy, and RelationshipsKenny Vincent - The Elite Sales Playbook: Building Skills, Strategy, and Relationships
In this compelling episode, Kenny Vincent reveals why today's sales environment demands a return to fundamentals and relationship-building in an era dominated by order-takers and automation. Drawing from his extensive experience with high-growth companies, Kenny shares how the "order-taking salespeople" produced during the 2019-2023 boom years often lack critical selling skills—from proper discovery and account research to building business cases and demonstrating ROI.
Kenny challenges the "spam cannon approach" and provides actionable intelligence on how elite salespeople conduct rigorous account research, engage with prospects, an...
2025-03-1625 min
Growth Success StoriesMichael Schneider - Stop Digging: How AI Turns Data into GoldMichael Schneider - Stop Digging: How AI Turns Data into Gold
In this eye-opening episode, Michael Schneider, Head of Sales at Claritype, reveals how organizations are unlocking "magical insights" from their data—and why most companies struggle to access this intelligence. Drawing from his background in AI and experiences with former Palantir team members, Michael explains how traditional data preparation has been a months-long manual process that's now being revolutionized through artificial intelligence.
What You'll Learn:
Why most AI transformation projects get stuck at the data preparation stage—and how to overcome this critical bottleneck
The three-step process for...
2025-03-1625 min
Growth Success StoriesLuiz Cent - Nearshore Gold Unlocking Top Talent in Latin AmericaLuiz Cent - Nearshore Gold: Unlocking Top Talent in Latin America
In this value-packed episode, Luiz Cent shares his journey from accidental experiment to founding a thriving nearshore talent company. What began as hiring his Colombian roommate for a bootstrapped startup has evolved into a game-changing approach that's transforming how growth-focused companies build their teams. Luiz explains why Latin American talent offers superior cultural alignment, remarkable work ethic, and time zone compatibility compared to traditional outsourcing models—all while creating life-changing opportunities for professionals in these regions.
What You'll Learn:
How to identify when outsourcing fails and why ne...
2025-03-1618 min
Growth Success StoriesMike Petroskey - Beyond the Hype: Practical AI for Sales SuccessMike Petroskey - Beyond the Hype: Practical AI for Sales Success
In this refreshingly honest episode, veteran sales leader Mike Petroskey cuts through the AI hype cycle to deliver practical wisdom about implementing artificial intelligence in sales organizations. Drawing from 15 years of sales experience and colorful fly fishing analogies, Mike explains why the real value of AI isn't in replacing humans, but in reducing friction at specific points in the sales process—while preserving the human connections that drive meaningful business relationships.
What You'll Learn:
Why AI should be viewed as "a very smart but misguided and maybe dr...
2025-03-1629 min
Growth Success StoriesMaria Trysla - Beyond the Pitch: Crafting a Value Proposition That Actually SellsMaria Trysla - Beyond the Pitch: Crafting a Value Proposition That Actually Sells
In this essential episode for SaaS leaders, fractional CMO and two-time CEO Maria Trysla reveals why most companies are failing at the foundation of their go-to-market strategy. With 30 years of marketing experience, Maria explains that in today's congested SaaS landscape, a clear, customer-focused value proposition isn't just nice to have—it's critical for survival, especially when 68% of B2B buying committees have already decided on their evaluation set before sales even enters the picture.
What You'll Learn:
The fill-in-the-blank template Maria uses to craft compelling va...
2025-03-1633 min
Growth Success StoriesAli Mirza - Stop Murdering Your Business: The No-BS Guide to Leadership and Sales SuccessAli Mirza - Stop Murdering Your Business: The No-BS Guide to Leadership and Sales Success
In this raw and unfiltered episode, sales consultant Ali Mirza delivers a brutal wake-up call to business leaders who are letting misplaced loyalty and fear of difficult decisions slowly kill their companies. With the intensity of a drill sergeant and the precision of a surgeon, Ali diagnoses the leadership pandemic of being "too nice" and offers his prescription for creating high-performing sales teams through accountability, intentional coaching, and the elimination of sacred cows.
What You'll Learn:
Why keeping underperforming team members damages your...
2025-03-1635 min
Growth Success StoriesCorey Smith - Stop Selling Embrace a Consultative Sales ApproachCorey Smith - Stop Selling: Embrace a Consultative Sales Approach
In this illuminating episode, Marketing Strategist & HubSpot Consultant at Smithworks Corey Smith shares his transformative philosophy on sales: stop selling and start consulting. Drawing from his 17+ years of experience as a business owner and agency founder, Corey reveals how shifting from transactional selling to building genuine consultative relationships has dramatically improved client satisfaction and retention. His refreshingly honest approach prioritizes solving client problems over hitting sales quotas, creating reciprocal relationships built on trust and transparency.
What You'll Learn:
Why a consultative approach delivers better long-term results than traditional...
2025-03-1628 min
Growth Success StoriesJustin Kline - Cold Outbound is Dead Embrace Value-Driven Inbound MarketingJustin Kline - Cold Outbound is Dead: Embrace Value-Driven Inbound Marketing
In this eye-opening episode, sales leader Justin Kline delivers a powerful reality check about the effectiveness of traditional outbound marketing in today's business landscape. Drawing from years of experience—including his own early success with "dialing for dollars" tactics—Justin explains why cold outbound strategies that worked a decade ago are now hitting unprecedented barriers: sophisticated spam filters, security-conscious buyers, anti-spam legislation, and a fundamental shift in how B2B customers research and purchase solutions.
What You'll Learn:
Why Justin's recent experiment with 10,000 cold outreach activities (calls and...
2025-03-1620 min
Growth Success StoriesErica Pagliarulo - Beyond the Dollar Sign How Genuine Connections Drive Business SuccessErica Pagliarulo
Dives deep into the art of relationship-based sales, emphasizing the importance of the human element in business. Sharing her personal experiences, Erica highlights the pitfalls of transactional interactions and the power of building trust through genuine connections. She discusses the value of curiosity, effective prospecting, and the role of gratitude in fostering long-term client relationships. Packed with actionable insights and relatable anecdotes, this episode is a must-listen for anyone striving to grow their business by prioritizing people over profits.
Key Takeaways:
The Human Element is Essential: Genuine connections outperform transactional approaches.
Curiosity Builds Trust: Taking the...
2025-03-1630 min
Growth Success StoriesWill Werhane - Building Resilient Teams Vulnerability, Feedback, and GrowthBuilding Resilient Teams: Vulnerability, Feedback, and Growth with Will Werhane
In this thought-provoking episode, Jeremy Malandar sits down with Will Werhane, a leader who transformed company culture through radical transparency and psychological safety. Will shares the story behind Culture Amp's innovative "Yay, We Failed" wall—a powerful tool that turned failures into stepping stones for organizational growth.
Discover why vulnerability is the secret ingredient to building resilient teams in today's fast-paced business environment. Will explains how creating psychological safety empowers team members to take risks, innovate, and pivot quickly when strategies aren't delivering expected results.
Yo...
2025-03-1635 min
Growth Success StoriesJordan Schumacher - Unlocking Untapped Revenue Data Integration and Strategic GrowthIn this value-packed episode, we sit down with Jordan Schumacher, CEO and Co-Founder of ThoughtLeader, who shares his journey from agency marketer to building a $15+ million business in just four years. Jordan reveals how his "simplify to amplify" philosophy has been the secret weapon behind his remarkable growth trajectory.
After building a marketing department as a solo operator and eventually scaling to a team, Jordan identified a game-changing insight: most businesses overcomplicate their operations, creating unnecessary friction that stifles growth. He shares the exact moment when a candid conversation at a bar completely reframed his mindset about...
2025-03-1628 min
Growth Success StoriesSteve Reilly - The Data-Driven Secret to Boosting Your Bottom Line by 12%Steve Reilly
shares his journey of merging two companies and leveraging data to drive growth and efficiency. He delves into the challenges of integration, the importance of trust and empowerment, and how data-driven decisions have revolutionized his business. Steve discusses reducing labor costs, fostering a culture of innovation, and giving employees a stake in the outcome to enhance motivation and performance. From operational excellence to gratitude for his team, Steve provides invaluable insights for business leaders aiming to achieve sustainable growth.
Key Takeaways:
Merge with Purpose: Align company cultures, systems, and values for a seamless integration.
Data is Key: Use a...
2025-03-1632 min
Growth Success StoriesJon Allen - Visionary is NOT a bad wordJon Allen - Visionary is NOT a Bad Word
In this paradigm-shifting episode, Jon Allen—a former music industry veteran who spent 15 years managing tours for artists—challenges the negative connotation often attached to "visionary" and reveals why healthy, focused visionaries are essential to building scalable companies. Drawing from his experience working with eccentric musicians and high-growth entrepreneurs, Jon explains why the tension between big ideas and practical execution isn't a bug—it's a feature of successful organizations.
What You'll Learn:
The crucial framework of Visionary-Operator-Processor and why your company desperately needs all three to scale
Why most compan...
2025-03-1623 min
Growth Success StoriesRyan Brazzell - Master Your Golden Hours: How Top Performers Maximize Their Most Productive 3-4 HoursRyan Brazzell - Master Your Golden Hours: How Top Performers Maximize Their Most Productive 3-4 Hours
From chasing school buses as a kid to tattooing the number of hours in an average human life on his chest (yes, really), Ryan Brazzell's obsession with time optimization is both entertaining and enlightening. In this energy-packed episode, the serial entrepreneur and systems enthusiast reveals why most of us are squandering our most valuable asset—those magical 3-4 hours of "golden energy" when our brains are firing on all cylinders and we could be making our biggest impact.
What You'll Learn:
Why th...
2025-03-1625 min
Growth Success StoriesPhilip Lester - The $20M Design Mistake Why Beautiful Design Isn’t Always Good DesignPhilip Lester
shares his journey of evolving as a designer who bridges the gap between aesthetics and functionality. He highlights the importance of aligning design decisions with business metrics and user needs, offering real-world examples of the consequences of prioritizing style over substance. Philip discusses the pitfalls of "Dribbble-ification" in the design world, the value of testing and iteration, and the future role of AI in enhancing—not replacing—designers. This episode is a must-listen for designers, business leaders, and anyone aiming to create products that look great and perform even better.
Key Takeaways:
Design Meets Business Goals: Grea...
2025-03-1525 min
On The Flip SideGoal it up: Josh on getting inbound right“It always starts with a goal.” Before you even begin to set up an inbound motion, think about what that goal is. Ideally, it's one that’ll have an intrinsic value for both sales and marketing, says Josh. According to him, the age-old rift between marketing and sales can be mended by establishing trustworthy inbound processes. Josh Harcus, founder & Head of Growth at Huify, is an expert on all things inbound. He is also the best selling author of Closing Culture. In this episode, Josh shared his insights on: - Obvious mistakes people make while setting up their inbound motion. - The i...
2022-05-3120 min
B2B GrowthHow to Consistently Deposit Value Into Your IndustryMost of us understand that to get value, you’ve got to give it first.
But offering a valuable nugget once in a while doesn’t pay off like consistent value deposits do.
In today’s episode, host Josh Harcus catches up with Adam Peek, Business Development & Channel Partnership Manager at Fortis Solutions Group and co-host of People of Packaging. The two discuss…
Why salespeople need to get comfortable with who they are on the inside
How & why to offer consistent value to your industry
Advice for starting a busine...
2021-03-1027 min
Helping Sells RadioEpisode 65: Kyle Jepson and Josh Harcus Increased Revenue 6X By Training Sales To HelpJosh Harcus, renowned author and sales leader, and Kyle Jepson, Inbound Sales Professor at HubSpot Academy, joined Helping Sells Radio to talk about increasing revenue by teaching sales teams to call customers and ask, "what can I help you find?" In this episode we explore why most sales teams pitch themselves into a corner and how to re-frame sales conversations into helping opportunities. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit helpingsells.substack.com
2018-03-1333 min
Small Business War StoriesFLASH! Building Relationships with Business Gifting | Josh HarcusJosh Harcus, chairman at Huify and bestselling author of A Closing Culture, joins us this week four our inaugural Flash Episode of Small Business War Stories. This week, we discuss the art of business gifting, the best tactics and the perfect timing to gift your customers. Josh Harcus instructs us on how to gift thoughtfully and authentically to grow your business relationships. Three reasons to tune in this week: How to give gifts that are thoughtful, lasting, and that people might not typically buy for themselves. How to think of the long-term value of...
2017-12-0100 min
The Brandon Bornancin ShowWhat Makes or Breaks A Great Coaching Program w/Tom Lavery @JiminnyCoaching is something that people talk about but rarely do. Why? Is it because it's hard? Is there no technology to support coaching activities? In this episode, Tom Lavery CEO of Jiminny, discusses why and how companies can start creating a culture of coaching.
In This Episode You'll Learn:
What great organizations do to create a culture of coaching
Where leaders should spend time coaching
How to develop sales people in the ways they learn
How companies are measuring performance
Links and Resources Mentioned in This Episode:
31: Creating a Culture of Coaching by Using...
2016-11-0727 min
The Brandon Bornancin ShowCreating a Culture of Coaching by Using Call Recordings w/Steve Richard @ExecVision_ioGame film is a integral part of any football team's activities. Oddly, in sales many don't use game film. With the ability to record calls in an easy-to-use interface companies can create a structure to have managers and reps coaching each other. In this episode, CRO of ExecVision Steve Richard, talks about how companies are creating coaching programs that actually work.
In This Episode You'll Learn:
How to capture call recordings in compliance with State and Federal laws
The one InsideSales.com PowerDialer feature you’re likely not using
Step-by-step call coaching playbook: why, who, when, ho...
2016-10-1727 min
The Brandon Bornancin ShowOwning the Sales Conversation w/Josh Harcus @TeamHuifyReps are not closing, what do you do? Most sales management teams don't realize they are not leaving their team out to dry. In this episode, Josh Harcus discusses how to support your team through a structured pipeline process and how to teach your reps to take control of the conversation and keep it.
In This Episode You'll Learn:
Keys to keeping control of the sales conversation and how to do it
How to own the sales conversation from beginning to end
Thoughts on supporting your sales team with a formula for pipeline management
Links...
2016-09-2623 min
Free Ideas43: Josh Harcus | Head of Inbound Strategy of HüifyJosh Harcus serves as the Head of Inbound Strategy at Hüify. His experience has helped him steer Hüify in the direction of online marketing. Josh has turned the company’s focus to genuine, measurable, and attainable outcomes that help take Hüify’s clients beyond the stagnating threshold of mediocrity and into new levels of reach for their brand. Josh has consulted brands such as Car and Driver, Springer Global Publishing, and Compact Power Equipment Rental. He has also spoken at conferences alongside Google, Facebook, Bing, and Hubspot. #Timestamp 00:45- Dark Chocolate But ONLY if a Donut is Not...
2016-08-0937 min
Agency JourneyJosh Harcus from HüifyIn this episode of Inbound Agency Journey, we're excited to welcome back to the podcast author, speaker, and entrepreneur Josh Harcus. Josh is the CEO of Hüify, an inbound marketing and sales agency in Wilmington, NC. Josh shares the background on his new book, A Closing Culture, and how you can create a sales-focused team. Enjoy!
2016-08-0848 minAgency JourneyJosh Harcus from HuifyJosh pulls back the curtain on how he and his team approach inbound selling from an agency perspective. A cool takeaway from this interview was just how well phone calls are working in Josh's sales process. Check it out, you're going to love it!
2015-04-2035 min