Shows
Steel City GrowthImproving Process, Driving Success - Sarah Halperin DiPerna- Steel City Growth - Episode #5It’s all in the process! Sarah Halperin DiPerna joins Bill on the show today to share her journey to Co-Founding Process Works with her father. She highlights the importance of setting clear goals and explains how her company helps businesses by documenting core processes and aligning organizational values. She also delves into the benefits of the Entrepreneurial Operating System (EOS) and shares personal anecdotes, including her travels. This episode offers valuable lessons for business owners looking to streamline operations and drive sustainable growth. Takeaways:Define Your Core Processes: Identify and document the core pro...2025-05-2243 min
Making Better Decisions: Leaders in DataUnderstanding Data as a Business Asset - Arman Eshraghi - Making Better Decisions - Episode #54“Any business is in data business”. Arman Eshraghi, Founder and CEO of Qrvey, joins Ryan today, where they discuss looking at data as an asset to the business. Arman shares his extensive experience in the field of business analytics, emphasizing the importance of high-quality, relevant data for making impactful business decisions. The discussion covers various aspects of data strategy, including the importance of separating data collection and data utilization, the role of low-code and no-code environments, and the significance of data literacy within organizations. Arman advises leaders to embrace data-driven decision-making and explains how to cultivate a strong data cult...2025-05-2143 min
Defining HospitalityRevolutionizing Hospitality Education - Nicolas Graf - Defining Hospitality - Episode # 201How is hospitality education evolving? Nicolas Graf, chaired professor and Associate Dean at New York University’s Jonathan M Tisch Center of Hospitality, joins Dan today to discuss the realm of hospitality education. Their discussion spans Nicolas's unique career path that started from being a high school dropout and chef apprentice in Switzerland, to becoming a chaired professor of hospitality. They explore the essential role of hospitality in everyday life and its potential for significantly impacting careers. The two dive into the future of hospitality education, emerging pathways for students and apprentices, and the substantial impact of hosting hospitality co...2025-05-211h 09
The Agentic InsiderReal Takeaways from Our Agentic AI Focus Group - The Agentic Insider - Episode #6This week, Phillip and Alistair are joined by Katharine Reagan, Chief Revenue Officer at Iridius. The three reflect on the company’s first focus group that took place last week, which featured feedback from industry leaders, including Uli Homan of Microsoft. They discuss the significance of building AI solutions that are compliant and secure from the outset and the perks of their early access program. The episode emphasizes the importance of customer collaboration in product development. Takeaways:Engage in Focus Groups: Participate in or organize focus groups with customers to gain real-time feedback on you...2025-05-1530 min
Steel City GrowthMapping to Business Success - Doogie Levine - Steel City Growth - Episode #4What tools do YOU need to build? That’s one of the questions Doogie Levine, Chief Executive Officer at IAS Business Coaching and Consulting, asks his clients. He emphasizes the importance of strategic maps when running a business and planning with the end in mind. They discuss key strategies for business growth, including the importance of understanding how to integrate people into a business and having detailed exit and financial plans. The conversation also explores the role of AI in business, specifically how medium-sized companies can leverage AI for improved efficiency and competitive advantage. Doogie shares his entrepreneurial journey, fr...2025-05-1547 min
Defining HospitalityBuilding The Dream: Dubai’s Hospitality Scene - Jensen Moonien - Defining Hospitality - Episode #200There’s a lot that goes on pre-opening in hospitality, whether it be a hotel, a club, or a restaurant. That’s where Jensen Moonien comes in. He is the Founder and Managing Director of La Rencontre, a consulting firm specializing in the F&B space of hospitality. Jensen discusses the importance of hospitality, sharing enduring memories without expecting anything in return, and highlights his entrepreneurial journey, including his move from Mauritius to Dubai. The conversation covers the complexities and strategies of opening a successful restaurant in Dubai, including market adaptation, the significance of the pre-opening phase, and the vibr...2025-05-1443 min
The Agentic InsiderRedefining Leadership in AI - Brian Evergreen - The Agentic Insider - Episode #5What does the future hold for AI integration and leadership? Today, Brian Evergreen, author of “Autonomous Transformation” and CEO of The Future Solving Company, joins the show with Phillip and Alistair. The trio explores Brian's journey in AI from Accenture to Microsoft, his groundbreaking strategies for AI implementation, and the essence of having a human-centered approach in technological innovation. Brian shares insights into the importance of vision-driven strategy over use-case-driven approaches and emphasizes the role of storytelling and empathy in change management. This episode is a must-listen for understanding the future of AI in driving business transformation and creating new...2025-05-0846 min
Steel City GrowthDecoding Business Value - George Wellmer - Steel City Growth - Episode #3Do you know the real value of your business? George Welmer, an expert in SBA lending and Founder of Tupelo, joins Bill today to dive into business value. George shares his journey from aspiring baseball player to successful entrepreneur, discusses strategies for business growth, the importance of business valuations, and how AI is revolutionizing various business operations. The conversation covers pricing strategies, customer-centric product development, and insights on acquiring businesses. You won’t want to miss out on what George has to say!Takeaways:Understand Your Business's Value: Regularly assess the worth of yo...2025-05-0835 min
Defining HospitalityInvesting in Hospitality - Nate Edgerly and Tom Donaldson - Defining Hospitality - Episode #199Today’s episode pivots into restaurant investing. Joining Dan is two experts of hospitality financing and investments, Nate Edgerly and Tom Donaldson, the CEO and Chairman of Enzo Group Inc. The discussion goes into the motivations behind investing in hospitality, the critical role of strong management teams, and the unique challenges and opportunities in scaling restaurant businesses. They explore the financial metrics used to evaluate investments, the impact of macroeconomic factors on the industry, and the potential for growth in fast-casual dining. This conversation provides valuable insights for investors, restaurateurs, and industry professionals looking to understand the complexities of ho...2025-05-071h 15
The Agentic InsiderHow GM is Enhancing Human Potential with AI - Brian Ames & Bob Rapp - The Agentic Insider - Ep #4Join Phillip and Alistair as they dive into a conversation with two experienced industry leaders from General Motors: Brian Ames, Senior Manager of Transformation and Enablement and Bob Rapp, AI Data Scientist. They discuss the transformative role of AI in industries, from enhancing everyday operations to revolutionizing data science. Highlights include the 'Gutenberg moment' in AI, the importance of responsible AI innovation, the distinction between agents and chatbots, and the benefits of upskilling over headcount reduction. The episode wraps up with a rapid-fire Q&A on tools, industry terms, KPIs, and recommended readings. Tune in to hear firsthand insights...2025-05-0138 min
Steel City GrowthHarnessing Local Potential - Joel Burstein - Steel City Growth - Episode #2There is power behind local businesses! Today, we welcome Joel Burstein, CEO and Co-Founder of Beam Collaborative. Joel, who has over 25 years of strategic leadership experience, emphasizes the importance of automation and AI in today's business landscape. He talks about how Beam Collaborative uses AI tools to support local small businesses. Joel also shares insights into economic development, the significance of local spending, and how small businesses can thrive through strategic planning and acquisitions. The discussion highlights the challenges and opportunities for small businesses, the role of partnerships, and practical advice for those looking to buy or grow a...2025-05-0151 min
Defining HospitalityBehind the Smoke: Media in Hospitality - Shawn Walchef - Defining Hospitality - Episode #198What role does media play in hospitality? This episode welcomes media expert and Owner of Cali BBQ, Shawn Walchef. Shawn discusses his journey from creating award-winning barbecue restaurants in San Diego to building a successful media platform. He shares insights on the importance of hospitality, storytelling, and the role of time in perfecting one's craft. Shawn also offers practical advice on leveraging digital media to build and grow a business, emphasizing the need to create consistent content and the power of being a curious and compassionate host. This episode is a must-watch for those looking to embrace their media...2025-04-301h 02
Steel City GrowthCrafting a Business That Serves Your Life - Craig Peterson - Steel City Growth - Episode #1Welcome to Steel City Growth! Our first episode features an amazing guest, Craig Peterson, CEO and Founder of Transparent Financial Solutions. Craig shares his entrepreneurial journey and provides actionable advice to fellow business owners. He emphasizes the importance of clarity in business goals, the value of mentorship, and the necessity of systems and processes for scalable growth. He also discusses the significance of personal fulfillment in entrepreneurship and offers advice for achieving both business success and personal satisfaction. This conversation is packed with practical tips for entrepreneurs aiming to simplify their finances and make strategic decisions, while also finding...2025-04-2433 min
The Agentic InsiderFrom Analogs to Algorithms: A Deep Dive into Responsible AI Done Right - The Agentic Insider - Ep #3Dive into discussing the complexities and opportunities of AI implementation with Peter Larsen, the Chief Technical Officer at Iridius. Him, Phillip, and Alistair explore the challenges organizations face in AI adoption, such as governance, mitigation of bias, and model transparency. Peter shares insights into the importance of integrating AI while maintaining control and compliance, emphasizing the role of agents in bridging legacy systems and new technologies. The conversation also touches on the democratization of development, the future of developer roles, the importance of safe and responsible AI, and the need for scalable and manageable AI architectures in enterprises.2025-04-2438 min
Making Better Decisions: Leaders in DataBeyond the Rate: Unpacking Mortgage Data - Brennan O’Connell - Making Better Decisions - Episode #53Today we niche down to discuss mortgage data and analytics. Brennan O’Connell, Director of Data Solutions at Optimal Blue joins to dive into how leveraging data can significantly enhance decision-making within the mortgage industry. The conversation touches on the importance of connecting disparate data sets, understanding market pricing relative to internal data, and effectively building a data-driven decision structure. They explore how actionable insights for mortgage originators can be derived from analyzing both internal and external datasets. The episode also highlights Optimal Blue’s Market Advantage Report and Podcast as key resources for industry insights.Key Take...2025-04-2349 min
Defining HospitalityA Lifetime in Hospitality - Xavier Lividini - Defining Hospitality - Episode #197Sometimes you find yourself born into a business. That’s exactly what landed Xavier Lividini, Managing Partner at Hospitality Advance International, in the hospitality industry as he comes from a family of hoteliers! Xavier shares insights from his extensive career in operations, marketing strategy, and hospitality management and development. The episode covers stories from his time at iconic hotels like the Waldorf Astoria and the InterContinental and highlights valuable lessons from his family’s multigenerational involvement in the hotel industry. He also shares his entrepreneurial journey of founding Hospitality Advance International and his rewarding work in the boutique hotel spac...2025-04-2348 min
The Agentic InsiderAI Reality Check with Spencer Bentley – OpenAI - The Agentic Insider - Episode #2Spencer Bentley, AI Technical Fellow at Iridius, joins the show today to provide Phillip and Alistair with an AI reality check of their very own! The three of them discuss emerging AI trends and the complexities of AI integration, highlighting the importance of vigilance, context, and responsible use. Other crucial points include the growing significance of AI agents, the need for a clear, narrow project focus, and the integration of safe and ethical AI practices. The episode concludes with a discussion of future trends and practical strategies for successfully implementing AI in business operations. This episode is packed with...2025-04-1740 min
Defining HospitalityBeyond the Green: Hospitality & High-Performance - Scott Young - Defining Hospitality - Episode #196“ Our hospitality starts with education, but it's also having a welcoming point of view.”Scott Young, Founder of SSWING, an innovative indoor golf training facility in New York City, and an expert golfer joins the podcast today to hash out the meaning of hospitality and dive into his business. They discuss the broader meaning of hospitality in various environments, focusing on creating a welcoming yet challenging space to help people improve. The conversation dives into Scott’s analytical approach to golf using math and biomechanics, balancing customer comfort with pushing them to new limits. Scott shares insights from his...2025-04-1654 min
Making Better Decisions: Leaders in DataUnderstanding the 3D Approach to Analytics - Jacquie Bailey - Making Better Decisions - Episode #52“ I strongly believe that you can take a horse and attach a unicorn by training them to think differently.” Jacquie Bailey, Director of Analytics at Designit, joins the show today to discuss how best to transform a seemingly ordinary analyst into a unicorn, somebody who balances the technical and business aspects. She emphasizes the need to think beyond historical measurements to identify actionable levers that can influence future results. Jacquie shares insights on understanding three-dimensional problems in analytics, the importance of data accessibility, and how organizations can foster a data-driven culture.Key Takeaways:Think Beyond Historical Data...2025-04-1642 min
The Agentic InsiderForget What You’ve Heard About AI—This Is the Reality You’re Missing - The Agentic Insider - Episode #1Welcome to The Agentic Insider! Our first episode provides valuable insights from two of Iridius’ Co-Founders: Phillip Swan and Alistair Lowe-Norris. Together, they discuss the opportunity of AI today. They address the significant gaps in the AI industry regarding safety, responsibility, and trustworthiness. They discuss the challenges of implementing AI systems, including the importance of selecting the right use cases, ensuring data quality, and leveraging autonomous intelligent agents. Emphasizing the need for ethical, safe, and compliant AI, the duo shares insights on how organizations can innovate confidently while adhering to privacy and data protection standards. They also hint at fu...2025-04-1034 min
Defining HospitalityCultivating Joy and Awe - Nathan St. Cyr- Defining Hospitality - Episode # 195What does it take to be the number one small hostile in North America? Today we welcome Nathan St. Cyr, Co-Founder of Malama Capital and Owner of Howzit Hostels, to tell us just that. Dan and Nathan dive into Nathan's journey within the hospitality industry, including his foundational experiences in sales, his profound motivation rooted in personal history, and the creation of successful hospitality ventures in Maui. They talk about the six human emotional needs, their own podcast experiences, and the evolution of their business practices. This engaging conversation highlights the unique aspects of building a culture-focused hospitality brand.2025-04-0959 min
Making Better Decisions: Leaders in DataThe Philosophy of AI Consciousness - Stephanie Shipp - Making Better Decisions - Episode #51What does AI consciousness mean? Today, Stephanie Shipp, Director of Business Analytics at Beacon Building Products joins to hash out this exact question, drawing from her background in philosophy and AI. Stephanie emphasizes the importance of balancing speed, insights, and accuracy in analytics. She talks about the need for setting clear expectations with stakeholders using accuracy scores and the importance of understanding the business context. The episode concludes with a discussion on the challenges of rapid technological advancements and the need for continuous learning and skill development in analytics.Key Takeaways:Balance Speed, Insights, and...2025-04-0950 min
Defining HospitalityWeaving the Future of Design - Mark Page - Defining Hospitality - Episode # 194Mentorship is important in encouraging students to enter artistic and creative career paths. Mark Page, Vice President of Design at Mohawk Industries, touches on the importance of fostering connections with colleges and universities to inspire the youth of today to continue their creative paths. Mark also shares insights on the challenges and innovations in flooring, such as the use of sustainable materials and advanced fiber technologies. He discusses the evolving demands of the hospitality industry, being able to offer something creative and beautiful that also meets functional and performance needs. This episode provides valuable perspectives for anyone interested in...2025-04-021h 03
Making Better Decisions: Leaders in DataThe Art of Dodging Disaster - Sashi Tadinada - Making Better Decisions - Episode #50How can we effectively manage risk? Sashi Tadinada, Vice President of Actuarial and Analytics at NFP joins the show today to hash out risk management and probability. Sashi dives deep into the importance of feedback in data modeling. Sashi and Ryan discuss the common misconceptions about data models, the role of iteration, and how to effectively communicate the range of outcomes to stakeholders. The conversation also explores how businesses can prepare for catastrophic events, although rare. This episode provides valuable insights for business leaders on making informed decisions using data analytics.Key Takeaways:Prioritize Real-World Feedback...2025-04-0234 min
Defining HospitalityBuilding Together - Ian Mills and Becca Roderick- Defining Hospitality - Episode # 193Today we discuss the intersection of architecture and interior design, finding a common ground for both aspects to complement each other. Ian Mills and Becca Roderick, Executive Directors of Architecture and Interiors, respectively, at Morris Adjmi Architects. They delve into the concept of hospitality, the collaborative process within their firm, and how they align their visions to create contextually relevant and impactful projects. The conversation covers notable projects like the Wythe Hotel and The Forth, emphasizing how thoughtful design can redefine neighborhoods and meet client expectations. They also discuss the emergence of branded residences and the importance of client...2025-03-2659 min
Making Better Decisions: Leaders in DataNavigating Data Tides - Parag Shrivastava- Making Better Decisions - Episode #49“ The focus is on driving the business outcomes and the last mile delivery.” Ryan welcomes Parag Shrivastava, the Global Director and Head of the Data and Analytics Portfolio at Hewlett Packard Enterprise. With nearly 25 years of experience in the field, Parag discusses his journey ranging from electrical engineering to roles in major companies like Sama, Deloitte, and McKesson. They discuss the importance of turning raw data into actionable business outcomes, focusing on last-mile delivery, balancing data infrastructure, and the human element involved in data storytelling and adoption. Parag also touches on crucial aspects of change management and shares practical applic...2025-03-2637 min
Defining HospitalityBehind the Brand - David Carofano - Defining Hospitality - Episode # 192We’re going all in on branding and strategy for hospitality companies this week! David Carofano, Strategy and Commercial Director at Crown Creative joins as Dan’s guest to discuss the importance of branding in the hospitality industry, from conceptualizing a new project to breathing life into an established brand. David shares his journey, starting from a teenager working in restaurants to becoming a thought leader in hospitality branding. He highlights successful case studies such as the rebranding of The Dead Rabbit and emphasizes the role of brand strategy in creating memorable hospitality experiences. The conversation offers valuable insights for...2025-03-2053 min
Making Better Decisions: Leaders in DataBuilding Trust and Frameworks in AI - Catalina Herrera- Making Better Decisions - Episode #48“It’s not just about the cool shiny tool.” Today Ryan welcomes Catalina Herrera, Field Chief Data Officer at Dataiku. She discusses her extensive background in engineering and AI, emphasizing the importance of data governance, trust, and frameworks in achieving data-driven success. She explains that effective data use involves seamless organizational collaboration, clear roles, and responsibility. She touches on challenges faced by both large and small organizations in deriving value from data, highlighting the need for digitalized processes and AI literacy. The two also dive into the necessity of holistic frameworks for maintaining data integrity and avoiding negative outcomes in AI...2025-03-1944 min
Making Better Decisions: Leaders in DataDissecting the Ocean of Data - Yin Warner - Making Better Decisions - Episode #47We’re going all-in on a customer-centric mindset! Ryan welcomes Yin Warner, Senior Director and Head of Enterprise Data Management at First American to discuss a range of topics, including the balance between data accuracy and speed in the financial sector, risk management, the challenges of enterprise data management across different reporting pipelines, and the importance of data literacy and effective communication. Yin also discusses her curiosity-driven approach to problem-solving, her research interests outside of work, and the value of ongoing learning and networking. Key Takeaways:Instill a Customer-Centric Mindset: Encourage your team to apply a c...2025-03-1240 min
Defining HospitalityPutting Others First - Thomas Healy - Defining Hospitality - Episode # 191What’s more important than making guests feel cared for? Today, Thomas Healy joins to discuss the core values of hospitality, the importance of a diverse and inclusive team, and his definition of leadership. He also reflects on how his upbringing in his family's New Jersey restaurant informed his hospitality ethos. The interview touches on significant topics such as the financial aspects of investing in independent hotels, the role of management companies in fostering employee culture, and the impact of technology on hospitality operations. Tom also shares a personal story about a recent health scare that led him to re...2025-03-051h 09
Making Better Decisions: Leaders in DataThe Human Touch in Analytics - Bhupi Arora - Making Better Decisions - Episode #46Today we discuss the human touch in analytics with Bhupi Arora, VP of Business Data Analytics and Insights at Hitachi Vantara. The discussion delves into the challenges of using data to inform decision-making in an era of overwhelming data abundance. Bhupi shares insights on connecting fragmented data, ethical AI use, and the importance of maintaining a narrow focus on business outcomes. They also explore the future of analytics, the role of change management, and the human elements essential to navigating the evolving landscape of data and AI. Throughout the conversation, Ryan and Bhupi emphasize the need for a strategic...2025-03-0544 min
Defining HospitalityElevating Spaces and Inspiring Minds - Kellie Sirna - Defining Hospitality - Episode # 190Mentorship is so valuable, especially in hospitality. Today Dan interviews Kellie Sirna, Owner and Principal of Studio 11 Design. Kellie shares her journey through 20 years in the hospitality design industry, highlighting key milestones such as the purchase and renovation of a historic building, the expansion of her business with sister companies specializing in branding and art, and the challenges of entrepreneurship. They explore the importance of mentorship, the evolving landscape of hospitality design, and navigating through the pressures of business restructuring. Kellie also discusses her vision for the future, including international expansion and the development of Studio 11 Design-branded residences. The...2025-02-2653 min
Making Better Decisions: Leaders in DataDriving Data-Driven Change - Robin Sutara - Making Better Decisions - Episode #45What happens when technically inclined people work with non-technical individuals? Robin Sutara, Field Chief Data Strategy Officer at Databricks, says that is where the most valuable contributions come from. Robin shares her journey from repairing Apache helicopters in the U.S. Army to holding prominent roles at Microsoft, and her contributions to the field of data strategy and AI. She discusses the importance of using data in everyday decisions, the challenges of implementing data-driven transformations in organizations with legacy systems, and the crucial role of data engineering. Robin also emphasizes the need for greater diversity in data roles and...2025-02-2646 min
Defining HospitalityEvent Magic and Community Building - Meg Gutowski - Defining Hospitality - Episode # 189Is there power behind organized chaos? Today, Dan Ryan engages with Meg Gutowski, Vice President of the Independent Lodging Congress (ILC). They discuss the essence of hospitality, the role of ILC in fostering connections among industry professionals, and the unique blend of events hosted by ILC that emphasize genuine human interactions over transactional relationships. Meg shares insights from her extensive experience in the hospitality industry, including planning initiatives, organizing events, and the importance of creating meaningful experiences for attendees. They also delve into personal anecdotes and the intricacies of balancing organized chaos in event planning. The episode e...2025-02-191h 01
Making Better Decisions: Leaders in DataEmbracing Human Elements in Data - John Giaquinto - Making Better Decisions - Episode #44Biases are the setback to human involvement in data-driven decision-making. This episode with John Giaquinto, VP of Loyalty, Personalization, and Analytics at Rite Aid, discusses the intricate dynamics of human behavior and data-driven decision-making. John shares his extensive experience in marketing, advertising, and customer analytics, emphasizing the importance of interpreting data correctly and challenging preconceived biases. Throughout the conversation, John and Ryan explore the concept of proactive vs. reactive data analysis and the significance of exploratory efforts. They delve into the specifics of loyalty-based marketing, discussing long-term incrementality, consumer behavior, and the challenges faced in a constantly changing business...2025-02-1941 min
Defining HospitalitySoulful Hospitality - Rob Blood - Defining Hospitality - Episode # 188What is soul-making hospitality? Today, Rob Blood, Founder and Chairman of Lark Hotels and Principal at Elder and Ash, joins Dan to talk about the importance of creating genuine hospitality experiences. Rob shares his journey from an innkeeper to managing nearly one hundred hotels and over thirty restaurants. They discuss the core principles of hospitality, the significance of soul-making in hotel design, and the innovative approaches Lark Hotels brings to the industry. The conversation includes insights on scaling businesses, retaining top talent, and tech advancements impacting the sector.Takeaways: Understand that hospitality is a...2025-02-121h 02
Making Better Decisions: Leaders in DataNavigating the Last Mile - Nachiket Mehta - Making Better Decisions - Episode #43Nachiket Mehta, the Head of Data and Analytics Engineering for Global Operations at Wayfair joins today to discuss navigating the last mile of data decision making. Nachiket shares his extensive experience in software development, consulting, and data engineering. They also discuss the importance of translating data into actionable insights and the best practices in data governance and AI application. Nachiket emphasizes the importance of stakeholder alignment, data contracts, and automated governance. He also explores upskilling employees for AI and the role of data in making better strategic decisions.Key Takeaways:Focus on Business Impact: Always...2025-02-1247 min
Defining HospitalityArt, Vision, and Impact in Hospitality - Richard Kessler - Defining Hospitality - Episode # 187Implementing art and music, seeing potential, and giving back are the key pillars that Mr. Richard Kessler brings to his business. As the Chairman and CEO of The Kessler Collection, and over 50 years of experience in the field of hospitality, Mr. Kessler shares in his unique story. Mr. Kessler discusses his transition from helping found Days Inn to pioneering boutique hotels before they were even a recognized category. He reflects on the resilience needed to navigate economic crises, his passion for creating beautiful spaces, and the significance of hospitality in making guests feel cared for and entertained. Beyond his...2025-02-051h 01
Making Better Decisions: Leaders in DataDiving Into Data: Beyond Lakes and Swamps - Mark Brady - Making Better Decisions - Episode #42Mark Brady, Deputy Chief Data Officer for TRMC at KBR joins the show today to hone in on data knowledge and management best practices. With an extensive background in mathematics and computer science and experience in various industries, Mark discusses the essential elements of effective data management. He critiques common data science practices, such as the flawed concept of the data life cycle and the misuse of terms like 'data lake.' Mark emphasizes the need for rigorous, structured approaches and outlines the four levels of knowing in data science. He also introduces the notion of next-generation data management...2025-02-0552 min
Defining HospitalityRebuilding Hospitality - Joe Balcken and Shelton Steele - Defining Hospitality - Episode # 186Hospitality is key, especially under hardships and destruction, something Joe Balcken and Shelton Steele, Co-Owners of the Wrong Way River Lodge and Cabins in Asheville, North Carolina are passionate about. They discuss their unique urban campground hotel and the challenges they've faced. The conversation explores the definition of hospitality, the building of their flood-resilient property, and the impact of a recent historic flood on their business and the local community. The duo share their entrepreneurial journey, the human spirit of resilience, and the importance of tourism in revitalizing Asheville post-disaster. The episode is a testament to perseverance, community, and...2025-01-2952 min
Making Better Decisions: Leaders in DataThe Automation Conversation - Keith Aumiller - Making Better Decisions - Episode #41Keith Aumiller, Director of Advanced Analytics at AmeriGas joins the podcast today to discuss automation within the data field. Keith shares the insights he’s gained from a career spanning financial services, aerospace manufacturing, and the energy sector. They discuss the importance of data quality, the limitations and hype surrounding generative AI, and the role of advanced analytics in business automation. Keith also delves into the philosophical implications of full automation and offers practical advice on implementing and understanding large language models. This episode is packed with thought-provoking discussions on the future of analytics and its impact on business de...2025-01-2943 min
Defining HospitalityRedefining Service Culture - Robyn Pratt - Defining Hospitality - Episode # 185In this episode, Dan Ryan interviews Robyn Pratt, the General Manager of the Phoenicia Hotel in Malta and Principal of Impact Consulting Limited. Robyn shares her journey from her upbringing in Australia to becoming a leader in the hospitality industry. She elaborates on the importance of genuine employee engagement and shares her approach to creating a strong service culture that results in both happy employees and loyal guests. Robyn also discusses the unique aspects of Malta and how the island's rich history adds to the charm of the Phoenicia Hotel. This episode provides a deep dive into how authentic...2025-01-2254 min
Making Better Decisions: Leaders in DataKnowing the Data’s Purpose - Charles Link - Making Better Decisions - Episode #40Today, Ryan Sullivan is joined by Charles Link, Senior Director of Data and Analytics at ReWorld Waste. Charles shares his extensive experience spanning marketing, financial analysis, IT, and data management. They discuss the importance of understanding the purpose behind data creation, the significance of having clear data definitions, and the value of conversations with both data creators and stakeholders. Charles also emphasizes the importance of artificial intelligence as a tool that needs to be understood properly and integrated thoughtfully. This episode brings practical strategies for balancing data accuracy with practical business processes, securing sensitive data, and embracing AI for...2025-01-2250 min
Defining HospitalityValue-Driven Hospitality - Casey Lavin - Defining Hospitality - Episode # 184🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ In this episode, Dan Ryan explores the deeper significance of hospitality with guest Casey Lavin, President of Beemok Hospitality Collection (BHC). They discuss the importance of culture, values, and intentionality in the hospitality industry, emphasizing the need for genuine care and empathy. Casey shares insights from his extensive career, including his experiences in renowned establishments such as Ritz Carlton and Sea Island, and delves into BHC's vision and mission. The conversation highlights the transfor...2025-01-151h 00
Making Better Decisions: Leaders in DataCrafting Narratives for Data Storytelling - Jeff Nieman - Making Better Decisions - Episode #39Today, Ryan interviews Jeff Nieman, Senior Director of Data Strategy and Visualization at Best Buy. Jeff shares his extensive experience in data governance, data literacy, and AI's role in improving data cataloging and storytelling. He emphasizes the importance of trust in data, creating accessible data catalogs, and achieving balance in data strategy to ensure ROI. Jeff also sheds light on the concept of proactive data analytics and predictive modeling, underscoring the need for strong business partnerships and a thorough understanding of business contexts to maximize data utilization effectively.Key Takeaways:Prioritize Data Trust and Accessibility...2025-01-1544 min
Defining HospitalityBuilding Homes and Futures - Oscar Mejia - Defining Hospitality - Episode # 183🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ In this episode of Defining Hospitality, host Dan Ryan talks with Oscar Mejia, Co-Founder of Asociacion de Casas a Hogares (Houses to Homes) based in Antigua, Guatemala. The discussion delves into Oscar's background, his passion for improving housing, education, and healthcare for underprivileged communities, and the impactful work of his organization. Dan shares personal experiences from his and his family's hands-on volunteer work in Guatemala, emphasizing the themes of hospitality, shelter, and community service. The episode high...2025-01-0855 min
Making Better Decisions: Leaders in DataThe Trifecta for Better Business Decisions - Nikhar Shah - Making Better Decisions - Episode #38In this episode of Making Better Decisions, host Ryan Sullivan speaks with Nikhar Shah, VP of Data Analytics and Forecasting at LPL Financial. Nikhar shares his academic background in computer science, management information systems, and data science and recounts his extensive experience in the data industry. He discusses crucial skills for making data-driven decisions, emphasizes the importance of combining technical skills, problem understanding, and communication, and delves into the differences in working in data analytics between India and the United States. Nikhar also touches on current challenges in the field and the impact of AI and ML on business...2025-01-0847 min
Defining HospitalityLeadership and Legacy in Hospitality - Marc Bromley - Defining Hospitality - Episode # 182🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ In this episode of Defining Hospitality, host Dan Ryan chats with Marc Bromley, Regional VP and General Manager at Four Seasons Hotel, Washington, D.C. The discussion delves into the essence of hospitality, nurturing a culture of care, and powerful leadership lessons from Marc's father, Stan Bromley, a legendary figure in the industry. Marc shares his path in hospitality, the importance of attention to detail, and balancing professional commitments with personal life. The conversa...2025-01-0244 min
Making Better Decisions: Leaders in DataData Predictions and Strategies for 2025 - Ryan Sullivan - Making Better Decisions - Episode #37In this episode of Making Better Decisions, host Ryan Sullivan sets the stage for 2025 with predictions, advice, and insights on using data to drive outcomes. Ryan highlights the growing maturity of technologies like generative AI and Microsoft's Fabric platform, emphasizing the need for a balanced approach to both short-term wins and long-term data strategies. He also discusses common data challenges such as integrating data from multiple sources, managing spiky demand for reports, and improving governance and communication. The episode underscores the evolving role of data in decision-making and stresses the importance of continuous learning and adaptation.Key...2025-01-0225 min
Making Better Decisions: Leaders in Data2024 Data Reflections - Ryan Sullivan - Making Better Decisions - Episode #36In the final episode of the year, host Ryan Sullivan answers listener questions and reflects on the biggest data trends of 2024. He emphasizes the significance of understanding the role of humans in the data process and the importance of crafting deep relationships across organizations for impactful analytics. Ryan also discusses the importance of staying informed, the value of teamwork, and the inspiration he derives from clients. He addresses the major barriers to adopting data-driven strategies and stresses the need for well-organized governance and high-quality analytics practices. Finally, Ryan shares his personal hopes for the holiday season and expresses gratitude...2024-12-2326 min
Making Better Decisions: Leaders in DataBeyond Quick Wins - Aleks Lazarevic - Making Better Decisions - Episode #35In this episode of the Making Better Decisions podcast, Ryan Sullivan speaks with Aleks Lazarevic, an experienced analytics professional who is currently a Senior Consulting Partner for Sigmoid and Founder of AI&DA Insights. They discuss the importance of asking the right business questions to effectively leverage data, the challenges organizations face in creating a data-driven culture, and the role of advanced analytics in achieving business goals. Aleks shares insights from his career across diverse industries, offers practical advice on integrating both internal and external data for better decision-making, and emphasizes the evolving role of AI in the analytics...2024-12-1848 min
Defining HospitalityCreativity Outside the Comfort Zone - Dwayne MacEwen - Defining Hospitality - Episode # 181🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ Today, Dan Ryan hosts Dwayne MacEwen, a renowned architecture and design professional, and Founder and Principal of DMAC Architecture and Interiors. The conversation delves into Dwayne's journey from working at Jordan Moser to starting his own company. They discuss his innovative approach in the hospitality industry and explore his projects like the award-winning American Airlines lounge and unconventional methods—bending wire sculptures, carving topography models, and prioritizing intuitive design without heavy reliance on signage. Th...2024-12-181h 01
Making Better Decisions: Leaders in DataMaking Data-Driven Healthcare Decisions - Jason Jones - Making Better Decisions - Episode #34In this episode of the Making Better Decisions podcast, Ryan Sullivan speaks with Jason Jones, the Chief Analytics and Data Science Officer at Health Catalyst. With nearly 30 years of healthcare data analytics experience, Jason offers valuable insights into the challenges and solutions for using data to make better decisions. He emphasizes the common pitfalls humans face when interpreting data and presents known methods to improve accuracy and consistency in decision-making. The discussion also covers the psychology of decision-making, the complexities of healthcare, and strategies for applying data-driven insights more effectively. Key Takeaways:Embrace Human Limitations: Acknowledge t...2024-12-1157 min
Defining HospitalityBuilding More Than Hotels - Ashley Ewing Parrott - Defining Hospitality - Episode # 180🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ In today’s episode, Dan Ryan sits down with Ashley Ewing Parrott, Founder and Principal Creative Director at AEP Hospitality Consulting and Co-Founder of The Saturday Crowd. The discussion delves into how Ashley's creative direction and strategic insights have helped transform the hospitality industry. They explore what hospitality truly means, the importance of branding, and how a well-crafted guest experience can drive revenue. Ashley shares her journey from her early aspirations to her current su...2024-12-1155 min
Defining HospitalityMeet, Greet, Treat - Eliza Pesuit - Defining Hospitality - Episode # 179🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ In today’s episode of Defining Hospitality, Dan Ryan welcomes Eliza Pesuit, the Founder and CEO of Global Glimpse. Eliza discusses her journey in reimagining travel and how it can serve as a powerful educational tool for high school students. With over 15 years of commitment to equity and access, Global Glimpse has provided transformative travel experiences to thousands of young people from diverse backgrounds. Eliza shares her insights into the profound impact of travel on y...2024-12-0458 min
Making Better Decisions: Leaders in DataData: A Living, Breathing Thing - Kaushik Meneni - Making Better Decisions - Episode #33In this episode of the Making Better Decisions podcast, Ryan Sullivan discusses the essential role of data in decision-making with Kaushik Meneni, Director of Commercial Analytics at Extended Stay America. Kaushik shares insights from his extensive career spanning across multiple industries such as biotech, manufacturing, and hospitality, emphasizing the dynamic nature of data. They dive into the significance of understanding business strategy, the importance of standardization and automation in data tasks, and the exciting potential of data analytics in sales and FP&A.Key Takeaways:Embrace Data as a Living Entity: Recognize that data is...2024-12-0445 min
Defining HospitalityThe Science of Design - Matthew Goodrich - Defining Hospitality - Episode #178🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ Today, Dan explores hospitality design with Matthew Goodrich, an acclaimed interior designer and strategist. They dive into Goodrich's journey from his art background to founding his own firm, Goodrich, seven years ago. The conversation touches on recent projects, including a jazz bar he designed, the UBS Arena, and lessons learned from renowned restaurateur Danny Meyer. Goodrich explains his 'Design Foundation' framework, focusing on the elimination of awkwardness and fostering human connection in hospitality...2024-11-271h 12
Making Better Decisions: Leaders in DataData Empathy and Innovation - David Wendt - Making Better Decisions - Episode #32In this episode of the Making Better Decisions podcast, Ryan interviews David Wendt, the Lead Data Scientist and Manager of Innovation and AI Governance at Sherwin Williams. David discusses his career journey, the challenges of using data for making better decisions, and the impact of generative AI. The conversation also touches upon the importance of empathy, communication, and storytelling in analytics, along with the need for data professionals to understand business operations. David shares practical advice for analysts and reflects on how his personal interests, such as tabletop role-playing and 3D printing, influence his professional approach. K...2024-11-2749 min
Coach2Scale: How Modern Leaders Build A Coaching CultureGood to Great > Bad to Good - Ed Diller - Coach2Scale - Episode # 67In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasizing the need for risk-taking, clear communication, and the benefits of focusing on strengths. He also highlights the role of coaching in career progression and how leaders can foster engagement and avoid burnout in hybrid work environments. Takeaways:Ensure clear and concise communication, especially when wor...2024-11-2643 min
Making Better Decisions: Leaders in DataThe Power of Mental Models in Data - Ashish Singru - Making Better Decisions - Episode #31In this episode of Making Better Decisions, analytics consultant Ashish Singru joins to discuss optimizing decision-making using data. Ashish shares his extensive experience across various multinational companies and emphasizes the importance of understanding business contexts and mental models in data analysis. He elaborates on the significance of blending technical expertise with business insights, drawing from his background in engineering and analytics. Additionally, Ashish offers valuable advice on leveraging India's technical talent and the benefits of trial and error approaches in root cause analysis. The conversation also explores Ashish's personal interests in travel, history, and bird watching, emphasizing the importance...2024-11-2051 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching ↔️ Two Way Street - Derek Bates - Coach2Scale - Episode # 66Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at Alteryx. Additionally, they touch on personal stories, including Derek's college baseball coach's influence, the role of leadership in retaining talent, and strategies for effective time management.Takeaways:Recognize that money isn't the only...2024-11-1946 min
Defining HospitalityDoorways to Branding Success - Bonnie Campagnuolo - Defining Hospitality - Episode # 177🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ Today, host Dan Ryan sits down with Bonnie Campagnuolo, Brand Leader of Embassy Suites by Hilton. The discussion follows the intricacies of hospitality, brand strategy, and evolving customer needs. Bonnie shares her journey from advertising to hospitality, her insights on brand evolution, and the importance of creating a guest-centric experience. They explore Embassy Suites' recent design changes, the importance of model rooms, and integrating technology in hospitality.Takeaways: 2024-11-1555 min
Coach2Scale: How Modern Leaders Build A Coaching CultureFrom Hamster Wheel to High Performance - Mark Roberge - Coach2Scale - Episode # 65In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales...2024-11-1225 min
Defining HospitalityPurchasing with Purpose - Áine O’Connor - Defining Hospitality - Episode # 176🏨✨ Defining Hospitality is Sponsored by Berman Falk https://www.bermanfalk.com/ - Check out their impact page! 🌍🌱 https://www.bermanfalk.com/impact/ Today Dan Ryan welcomes Áine O'Connor, President of the International Society of Hospitality Purchasers (ISHP) and Founder of AOC Purchasing LLC. Áine shares her extensive experience in the hospitality industry from working across the globe in project management, budgeting, and procurement. She delves into her journey to entrepreneurship, balancing work and family life, and the critical issue of human trafficking awareness within hospitality. This episode explores the importance of relationships, collaboration, and passion for qu...2024-11-0654 min
Coach2Scale: How Modern Leaders Build A Coaching CultureConsistency, Urgency & Lombardi’s Lessons - Pat Deskin - Coach2Scale - Episode # 64In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don't need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat's influential experiences and favorite coaching philosophies from Vince Lombardi. Takeaways:Ensure that even your most experienced reps receive consistent coaching. Coaching should be part of the regular routine, helping them to continually evolve and improve.Implement a structured one-on-one meeting framework th...2024-11-0533 min
Defining HospitalityPioneering a Stand Alone Vision - Mary Alice Palmer - Defining Hospitality - Episode # 175In this episode of Defining Hospitality, Dan Ryan meets with Mary Alice Palmer, the Global Creative Director and Founding Principal at ROAM Interior Design. The conversation focuses on the innovative decision by HKS to spin out ROAM as a standalone design firm. Mary Alice shares insights into her career, mentorship influences, and the strategic considerations behind the successful rebranding and growth of ROAM. The discussion also highlights how this unique approach brings new value to the firm and attracts top industry talent.Takeaways: Focus on developing a high-quality portfolio that showcases your team's a...2024-10-3051 min
Coach2Scale: How Modern Leaders Build A Coaching CultureEmpathy Isn’t Easy, Accountability Isn’t Optional - Jill Harris - Coach2Scale - Episode # 63In this episode of Coach2Scale, Matt Benelli engages in a thought-provoking conversation with Jill Harris, VP of Sales for North America at GoTo. Jill shares her insight on balancing empathy and accountability in sales coaching. She emphasizes the importance of asking the right questions and fostering a collaborative environment when it comes to sales leadership. Jill introduces her Sales Coaching Plan, which focuses on co-creating solutions and addresses the root causes of underperformance. The episode discusses fostering self-awareness and accountability among reps, navigating the risks of an excuse culture, and maintaining a growth mindset amidst change.2024-10-2941 min
The TransactionAlign and Conquer with Carlos Hidalgo - The Transaction - Ep # 30Today Matt and Craig open the floodgates to actionable marketing insights with seasoned guest, Carlos Hidalgo Co-Founder and CEO of Digital Exhaust. The episode focuses on the landscape of marketing, shedding light on the challenges and missteps related to AI, new technologies, and the tendency to chase after shiny objects. It examines the struggles CMOs face in balancing short-term demands with long-term strategies, emphasizing the significance of mutual respect and alignment between marketing, sales, finance, and product teams for sustainable success. Takeaways:Treat sales, finance, and product teams as partners. Spend dedicated time t...2024-10-2449 min
Defining HospitalityHospitality Beyond Four Walls - Paul McElroy - Defining Hospitality - Episode # 174Dan welcomes Paul McElroy, Executive Vice President of Design and Construction at Lucid, Highgate’s in-house design studio, onto today’s episode where they dive into the transformative power of sustainability within the hospitality industry. Paul emphasizes the critical role of small changes and conversations, the significance of detailed project management, and the impactful lessons learned from challenging construction projects. The conversation conveys how vulnerability and resilience shape professional approaches and industry-wide improvements. The duo also explores how pioneering figures and companies are integrating sustainable practices, stressing the necessity of these efforts to become standard operations due to regulatory and...2024-10-231h 06
Coach2Scale: How Modern Leaders Build A Coaching CultureDon’t Wait to Lead - Steve Boss - Coach2Scale - Episode # 62Today host Matt Benelli engages in a thought-provoking conversation with sales leader Steve Boss. The discussion spans a variety of topics, including effective sales coaching, the challenges of transitioning to management, and the importance of self-advocacy and mentorship. Highlighting the significance of managing both up and down within an organization, the episode provides practical advice on being solution-oriented and proactive. Steve emphasizes the vital role of authenticity, empathy, and individualized communication in leadership. The two also explore the transformative potential of AI in sales, illustrating how technology can enhance efficiency and effectiveness. Takeaways:Start t...2024-10-2237 min
The TransactionBuilding Trust and Reputation in Today's Market with Jon Miller - The Transaction - Ep # 029In this episode, Matt and Craig welcome Jon Miller, Co-Founder of both Marketo and Engagio, who discusses the evolution of B2B marketing and sales strategies. They critique traditional methodologies like MQLs and programmatic email marketing, stressing the need for creativity and relationship-building. Key themes from this episode include the significance of content quality over quantity, customer-centric approaches, and the foundational role of market positioning and core fundamentals. The conversation explores the strategic shift required of modern CMOs, the importance of proprietary research, personal branding, and community building for reputation, and the necessity of evolving marketing metrics and reporting...2024-10-1748 min
Defining HospitalitySmall But Mighty Hospitality - Sonja Haviland/Haley Mistler - Defining Hospitality - Episode # 173In this episode, Dan Ryan interviews Sonja Haviland and Haley Mistler, Co-Founders of Superette Studio. They discuss their six-year journey in the hospitality design industry, highlighting key projects such as the Napa Valley Lodge and The Lodge at Bodega Bay, the latter of which was awarded Condé Nast Traveler's Reader's Choice - Best Hotel in the World. The duo shares insights on entrepreneurship, their definition of hospitality as the art of making people feel like they belong, and the importance of creative networks. They also touch upon the significance of trust and communication in their partnership, showcasing their nimble a...2024-10-1653 min
Coach2Scale: How Modern Leaders Build A Coaching CulturePotential Realized, Impact Delivered - Michelle Benfer - Coach2Scale - Episode # 61In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data and scorecards to enhance sales performance. Michelle emphasizes the significance of unlocking potential in team members, leveraging AI for productivity, and fostering a supportive company culture. Aspiring leaders are encouraged to focus on impact, both quantitatively and qualitatively, and Michelle highlights her...2024-10-1546 min
The TransactionAdvisor Avengers: Assembling Your Network with Carilu Dietrich - The Transaction - Ep # 28In this episode, Matt and Craig explore the role of advisors in driving B2B business growth with Carilu Dietrich, an ex-CMO and current hypergrowth advisor to CEOs and CMOs. Carilu shares her insights on the importance of having a skilled team of advisors to support executives, highlighting the need for different types of advisors at various growth stages. The discussion also delves into the nuances of building valuable professional networks and how to effectively seek and maintain advisory relationships. The episode emphasizes that the right advisory connections can be pivotal in determining the success and growth trajectory of...2024-10-1045 min
Defining HospitalityCrafting Unique Hospitality Experiences - Scott Williams - Defining Hospitality - Episode # 172Today Scott Williams, the Chief Development and Brand Officer at Main Street Hospitality, joins host Dan Ryan to unpack the essence of hospitality through empathy, connection, and innovation. Drawing from his extensive background in media and branding, Scott offers valuable insights on creating genuine guest experiences and the parallels between theater and hospitality. The discussion also covers the significance of people-first approaches, continuous learning, and maintaining personal discipline. With anecdotes from influential leaders and successful brands, the conversation highlights the importance of independent hotels as innovation hubs, the evolving trends in experiential hospitality, and the power of community and...2024-10-0949 min
Coach2Scale: How Modern Leaders Build A Coaching CultureTransforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 60In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior change to create real impact, the role of sales managers in enabling teams, and how technology like AI-driven insights can refine sales processes. Takeaways:Prioritize i...2024-10-0851 min
The TransactionTriple T POV with Dan Gottlieb- The Transaction - Ep # 27In this episode, Craig and Matt host Dan Gottlieb, Vice President Analyst at Gartner. They discuss sales strategies, highlighting the need for modern sales organizations to rethink their talent strategies, simplify sales processes, and intelligently apply technology. Dan shares insights from Gartner research on the competencies of high-performing sales reps and the importance of adaptability, tactical flexibility, and AI partnership. They also discuss the challenges and opportunities in adopting AI in sales, the value of point-of-view selling, and how technology can enhance sales tactics.Takeaways:Focus on hiring and developing talent that exhibits...2024-10-0357 min
Defining HospitalityBridging Cultures with Hospitality - Marion Emmanuelle Bullôt - Defining Hospitality - Episode # 171In this episode, we explore the essence and impact of hospitality in various contexts. Dan interviews Marion Emmanuelle Bullôt, the Managing Partner of AvroKO Hospitality Group. The conversation dives into Marion's career journey, starting from her early days in France, her influential experience with Gordon Ramsay, to her current role where she oversees strategy and concept development at AvroKO. Marion provides insights into how hospitality can transform spaces, enhance business strategies, and create meaningful experiences. The episode also highlights AvroKO's global projects, the importance of understanding market constraints, and the evolving nature of hospitality in enhancing guest experiences a...2024-10-0254 min
Coach2Scale: How Modern Leaders Build A Coaching CultureQ3 Top 10 Takeaways - Coach2Scale - Episode # 059Today we have a special episode. Host Matt Benelli discusses the top ten takeaways from the twelve guests featured on Coach2Scale this quarter. Grab a coffee and listen to this episode, which highlights the key advice proven sales leaders have implemented in order to craft better, stronger teams. You don’t want to miss this! Episodes MentionedJustin Michael https://coach2scale.transistor.fm/episodes/combining-science-psychology-and-persistence-justin-michael-coach2scale-episode-048Lisa McLeod https://coach2scale.transistor.fm/episodes/selling-with-noble-purpose-lisa-mcleod-coach2scale-episode-048 Tony Rodoni https://coach2scale.transistor.fm/episodes/leader-playbooks-tony-rodoni-coach2scale-episode-049Bob Bennett https://coach2scale.transistor.fm/e...2024-10-0109 min
The TransactionNavigating Market Success with AJ Gandhi - The Transaction - Ep # 26In today’s episode, Matt and Craig are joined by AJ Gandhi, Chief Growth Officer at Marlin Equity. The discussion is an in-depth exploration of go-to-market (GTM) strategies. They cover the importance of core selling skills, the impact of over-reliant sales enablement tools, and the undervalued power of creative marketing. AJ emphasizes the critical role of coherent, cross-functional collaboration in GTM strategies and the need to reassess current methods to align with today's discerning buyers. They also discuss the importance of accurate marketing spend, talent development, and the overlooked strategic role of customer and partner funnels in driving business gr...2024-09-2653 min
Defining HospitalitySustainable Design and Innovation - Defining Hospitality - Episode # 170Today’s episode provides listeners access to a session from Hospitality Sustainable Design Collaborative that Dan Ryan recently got to speak during. The webinar emphasizes the importance of sustainability in the hospitality industry. Collaborating with Marriott, Hilton, Hyatt, and Highgate Hotels, the initiative aims to educate industry professionals on climate health, equity, and carbon footprint reduction. The session highlights the significant environmental impact of packaging and showcases how companies like Berman Falk are innovating by using recyclable materials, reducing waste, and lowering carbon emissions. The broader discussion includes the financial and operational impacts of climate change, the role of su...2024-09-2542 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Goldilocks Zone of Sales - Mark Kosoglow - Coach2Scale - Episode # 058For today’s episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth, methods to create effective demos, and the importance of a positive, fun work environment. Additionally, Mark shares his experiences with executive coaching an...2024-09-2447 min
The TransactionFrom Siloed Heroics to Aligned Growth Playbooks with John Common - The Transaction - Ep # 25In this episode of 'The Transaction,' Matt and Craig are joined by John Common, CEO of Intelligent Demand, to discuss various aspects of B2B growth strategy. The conversation focuses on the importance of different go-to-market motions, ICP targeting, and the implementation of cross-functional alignment. John stresses moving beyond tactical focus to strategic integration, operationalizing alignment, and realistically tackling people problems to achieve scalable growth. The episode wraps up with a focus on practical steps for CEOs and ELTs to improve business performance through clearly defined roles and metrics, and learning from successful case examples.2024-09-1957 min
Defining HospitalityLeadership in Design: Intern to Principal - Alessia Genova - Defining Hospitality - Episode # 169In this episode of Defining Hospitality, Dan interviews Alessia Genova, a noted interior design expert in the hospitality industry. Alessia shares her inspiring journey from starting as an intern at Tihany Design to becoming the company's principal and managing partner. With over 15 years of experience, Alessia discusses her passion for hospitality design, the importance of relationships and reputation, and the challenges and triumphs she encountered when taking over the company. The conversation offers valuable insights into maintaining high-quality standards, navigating career transitions, and balancing innovation with tradition in the design industry. She is an inspiration to hospitality professionals everywhere...2024-09-1856 min
Coach2Scale: How Modern Leaders Build A Coaching CultureClimbing the Career Jungle Gym - Tanya Faddoul - Coach2Scale - Episode # 057In this episode of Coach2Scale, host Matt Benelli engages with Tanya Fadool, VP of Customer Innovation at DocuSign, to discuss her unique career journey likened to a 'jungle gym'. Tanya shares valuable insights on the significance of diverse teams, imposter syndrome's impact, and innovation's vital role in sales. They also discuss the importance of internal and external networks, effective mentorship, and strategies for leveraging AI in sales. Tanya emphasizes leadership's role in nurturing diverse skills and fostering an environment where everyone can thrive. Takeaways:Understand that career growth doesn't always follow a straight l...2024-09-1753 min
The TransactionPitching the Promised Land with Andy Raskin - The Transaction - Ep # 24Today Craig and Matt welcome guest Andy Raskin, a renowned figure in the B2B space. The discussion revolves around the importance of creating impactful sales narratives. They discuss the structure and strategy behind compelling sales decks, leaning on examples like the famous Zuora deck. Andy shares insights on transitioning from founder-led sales pitches to scalable narratives and emphasizes the significance of CEO involvement in crafting these stories. The conversation also explores how narratives can frame market changes and embody a movement, making them more relatable and engaging for diverse audiences. Takeaways:Emphasize u...2024-09-1250 min
Defining HospitalityBringing Excitement to Every Space - Natalia Miyar - Defining Hospitality - Episode # 168Today, host Dan Ryan speaks with Natalia Miyar, an experienced architect and designer with a global footprint and the Founder of Natalia Miyar Atelier. Natalia shares her journey from studying art history to establishing a successful design studio focusing on both high-end residential and hospitality projects. They discuss her design philosophy, the importance of making spaces comfortable and unique, and her transition into the hospitality sector, which includes projects in London and Mexico. Natalia also elaborates on her commitment to mentoring young talent and her aspirations for creating a lifestyle brand in the future. The conversation highlights the blend...2024-09-1158 min
The TransactionBecoming a LinkedIn Master with Alec Paul - The Transaction - Ep # 23In this episode, Matt and Craig delve into the evolving landscape of LinkedIn as a key platform for B2B thought leadership and brand building with the insights of Alec Paul, a LinkedIn strategist and Founder of SalesBrand. Alec discusses the significance of authenticity, audience engagement, and the potential of LinkedIn video. The conversation also covers the limitations and strategies for optimizing LinkedIn profiles, promoting podcasts, and understanding LinkedIn's algorithm. This episode is a deep dive into actionable strategies that can transform LinkedIn into a powerful tool for business growth.Takeaways:Encourage executives...2024-09-0556 min
Defining HospitalityBlurring Lines: Architecture and Hospitality - Foreman Rogers - Defining Hospitality - Episode # 167In this episode, Dan sits down in person with Foreman Rogers, Principal at Blur Workshop, to discuss his career in hospitality design and the firm's recent milestone of celebrating their 10th anniversary! Foreman shares insights on the founding of Blur Workshop, the significance of blurring the lines between architecture and interiors, and the importance of empathy and listening in their design process. He also highlights the firm's collaborative culture, high retention rate, and the wide spectrum of projects they handle, from boutique hotels to large convention centers. Join us as we explore Foreman's reflections on the last decade, his...2024-09-0452 min
Defining HospitalityCrafting Authentic Southern Hospitality - Amy Michaelson Kelly - Defining Hospitality - Episode # 166In this episode, Dan Ryan interviews Amy Michaelson Kelly, a former litigator turned hotel developer and Principal of Hatteras Sky. Amy shares her path from practicing law to creating unique hospitality experiences in Asheville, North Carolina. She’s developed the Radical and Zelda Dearest hotels, both providing unique hotel experiences. Amy discusses the importance of community involvement, storytelling in hotel branding, and balancing compliance with creativity. She also talks about her firm's upcoming project, the Asher Adams Hotel in Salt Lake City, Utah. Throughout the conversation, Amy highlights the value of intentionality in independent hotels, the significance of making gu...2024-08-3051 min
The TransactionWhich Metrics ACTUALLY Matter for B2B Marketers with Ray Rike - Ep 22In this episode of The Transaction, Hosts Matt Amundson and Craig Rosenberg are joined by Ray Rike, the Founder and CEO of BenchmarkIt and the Co-Host of SaaS Talk, to delve into the world of metrics. Ray shares his passion for allowing SaaS operators to make metric-informed and benchmark-validated decisions by looking at metrics across the entire customer journey. He highlights key metrics such as CAC ratio, inbound hand raisers, and expansion CAC ratio, emphasizing their crucial roles in making informed business decisions. The conversation also explores the significance of shared goals among go-to-market teams and the need for...2024-08-2956 min
The TransactionThe New Playbook: Signal Based Selling with Jen Igartua - The Transaction - Ep # 21The Transaction’s guest today is one of many talents. Jen Igartua, who is not only the CEO of GoNimbly but also a side hustler in both comedy and board game designing, provides her insights on the sales and marketing world today. The conversation covers transforming B2B sales strategies using signal-based selling and PLG (Product-Led Growth) insights. Jen shares her innovative approach of using algorithmic scoring and playbooks to refine lead scoring and offering specific actionable insights for sales teams. She emphasizes the importance of integrating data from diverse sources and creating systems in Salesforce to optimize outcomes. Th...2024-08-2248 min
The TransactionUnlocking Sales Success: Creativity Over Volume with Mark Kosoglow - The Transaction - Ep # 20Today Mark Kosoglow, an experienced sales professional and an advisor at HockeyStack, discusses with Craig and Matt his insightful perspectives on sales strategies. He emphasizes the importance of creativity over sheer volume in outreach and the challenges posed by current sales practices. Mark highlights his approach to sales from his time at Outreach, underscoring the significance of business acumen, the use of relevant buyer experiences, and the concept of a 'buyer room.' The discussion also explores the effectiveness and potential drawbacks of digital sales rooms and inbound-led outbound strategies, concluding with a reflection on the importance of helping...2024-08-1552 min
The TransactionPeople Strategy: Hiring, Firing, and Leadership with Dennis Lyandres - The Transaction - Ep # 19This episode brings on Dennis Lyandres as the guest. He is currently an advisor at ICONIQ Capital and has many years of sales, marketing, and strategy experience. Along with Craig and Matt, Dennis discusses effective leadership techniques and the importance of relentless learning in the sales and marketing world. He emphasizes the importance of hiring curious, humble, and growth-oriented individuals. The conversation covers critical aspects of scaling a business, such as proactive hiring and firing practices, leadership development, and leveraging unique people strategies. They stress the need for purposeful learning and personalized development plans to foster great leaders and...2024-08-0853 min
Defining HospitalityHospitality Through Empathy - Malcolm Berg - Defining Hospitality - Episode #165Today, Dan finally gets to sit down and talk with Malcolm Berg, who is not only a designer, but an entrepreneur who founded Edge of Architecture. He is all about pushing the boundaries and innovating to the next degree. Malcolm provides his insights on hospitality and how important it is to bring empathy and human connection to the forefront of design and architecture. The conversation also delves into the significance of gratitude, the role of mentorship at EOA, and the enduring philosophy of reflecting values and unity in their projects. Listen along to hear Malcolm and Dan’s conversation!...2024-08-011h 01
The TransactionUnlocking Strategic Marketing with Sydney Sloan - The Transaction - Ep # 18Today’s episode welcomes Sydney Sloan, former CMO of Drata and newest CMO of G2, to sit down with Craig and Matt to give strong insights on the evolving strategies being used in marketing. Sydney discusses the shift from account-based to segment-based strategies, and elaborates on how triangulation of data points can enhance targeting and campaign effectiveness. The discussion also covers practical approaches centered on data-backed decision-making, the importance of regular updates, and optimizing digital channels. Sydney emphasizes the necessity of clean data, strong branding, and a focused organic LinkedIn strategy. Listen now to hear her personal insights and he...2024-08-0146 min
The TransactionMastering Value and ROI in SaaS with Matt Harney - The Transaction - Ep # 17Today’s episode showcases Craig and Matt as they hear powerful insights from the Founder of Cloud Ratings, Matt Harney, as he discusses the importance of ROI and value selling within the software industry. The conversation begins with a discussion on the underutilization of ROI calculators by software companies, emphasizing how personalized ROI can be a game-changer for sales. This episode also highlights AI potential and how that might look in the future. Listen to hear Matt Harney’s fascinating insights into the world of software research analysis.Takeaways:Emphasizing quantified ROI is cruc...2024-07-2554 min
Defining HospitalityThe Entrepreneurial Spirit of Design - Vanessa Watts & Erika Dray - Defining Hospitality - Episode # 164In today’s episode, Dan sits down to talk with a fiery design duo who have overcome new business challenges and thrived in the interior design industry. They are the co-founders and current partners of Watts & Dray: Vanessa Watts and Erika Dray. The two provide insights into their journey from creative director and fashion designer into partners who built a company from scratch. Take a listen and hear their story, as well as some valuable insights!Takeaways: The importance of genuine human connection and attentiveness in hospitality can't be overstated. Leaders should foster an...2024-07-2453 min
Defining HospitalityINDIEConFab Recap - Dan Ryan - Defining Hospitality - Episode # 163This week, Dan Ryan sits down to talk about the INDIEConFab, a conference he attended and emceed earlier this week. He recaps on the two days he spent there and provides insights on what he thought about it (spoiler: he loved it) and summarizes the different segments he got the opportunity to emcee for! Listen to hear about Dan’s experience at the INDIEConFab!Takeaways: Mentorship can be both formal and informal but should focus on genuine curiosity and openness.Mentors should be prepared to guide mentees even if it means encouraging them to explore opportunities out...2024-07-1919 min
The TransactionReally Knowing Your Customer with Dave Brock - The Transaction - Ep # 16In today’s episode of The Transaction, hosts Craig and Matt sit down to talk with sales expert Dave Brock. Dave is a well-established sales consultant, the founder and CEO of Partners in EXCELLENCE, and the author of “Sales Manager Survival Guide”. They discuss the pivotal changes required in the sales approach, focusing on customer engagement, win rates, and efficient prospecting methods. Dave shares his insights on getting involved earlier in the buying cycle, understanding customer problems, and the importance of business acumen. He also shares multiple inspiring and informative stories from his many years of experience. Tune in for in...2024-07-1846 min