Growth Success Stories

Lisa 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 Actions: Consistency between internal practices and external messaging builds trust.
Transferable Vision: Employees and customers must deeply connect with the company's greater aim.
Control the Controllables: Focus on tangible, actionable steps for growth instead of vague goals.
Motivation Through Co-Creation: Engage employees by aligning their personal visions with the company's mission.
Incongruence Leads to Erosion: Misaligned leadership erodes trust and growth potential.
Notable Quotes:
"Revenue is a byproduct, not the goal—it's the lagging metric of potential."
"A greater vision motivates sales and growth; 'revenue' is just noise."
"Transfer your vision to your team and let them carry it forward."
"Control what’s winnable instead of grasping at straws for quick fixes."
Chapters:
[00:00] The Negative Effect of Constantly Focusing on RevenueLisa explains why obsessing over revenue can backfire.
[03:04] The Power of a Greater Vision and AimHow a strong vision fuels sustainable growth.
[08:27] Transferring the Vision to Teams and CustomersStrategies for inspiring buy-in across the board.
[15:34] The Importance of Values and AlignmentAvoiding pitfalls of inconsistency in leadership and messaging.
[19:30] Controlling the Controllables for GrowthPractical steps for creating focus and momentum.
Listener Takeaways:
Shift your focus from revenue goals to creating an inspiring vision.
Align leadership messaging with organizational values to foster trust.
Empower employees by integrating their goals with the company's mission.
Take small, actionable steps (controllables) to build momentum toward growth.
Adopt frameworks like Scaling Up to refine your strategy and execution.
 
Connect with Lisa Zelenak:
Instagram: @lisa.zelenak
 
 
 
 
 
 

Logan Lyles - Personality Led Growth: Transforming Your Team into Content Powerhouses

Logan 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.
Trust is Key: Personal connections and credibility outweigh automated messages in building relationships.
Sales Calls as Content: Transform everyday conversations into high-value content.
Streamline Content Creation: Tools like Cast Magic and Letter Drop make it easier to repurpose and distribute content.
Start Small for Big Impact: Begin with a few contributors to ensure quality and scalability.
Engagement Matters: Avoid the "post and ghost" approach—interact consistently to maximize results.
Track the Right Metrics: Use lead and lag measures to gauge the effectiveness of your efforts.
Notable Quotes:
"There's never been more noise in the market—people crave trust and authenticity."
"Sales calls are content goldmines waiting to be tapped."
"The best content doesn't just inform; it connects on a personal level."
"Stop post-and-ghosting—engagement is the real secret to visibility."
Chapters:
[00:00] Introduction to Personality-Led GrowthLogan explains the concept and its transformative impact on B2B marketing.
[02:01] Traditional B2B vs. Personality-Led GrowthContrasting old methods with innovative personal branding strategies.
[05:12] The Importance of Trust in MarketingWhy authenticity and personal connection are vital in today’s landscape.
[07:51] Transforming Sales Calls into ContentHow to mine everyday interactions for content that resonates.
[15:03] Tools for Streamlining Content CreationRecommendations for tools that simplify the content creation process.
[17:29] Getting Started with Personality-Led GrowthSteps to identify contributors and initiate the program effectively.
[21:43] Common Pitfalls to AvoidTips to prevent over-reliance on automation and lack of engagement.
[30:38] Measuring Success in Personality-Led GrowthMetrics and insights to track your progress and refine strategies.
[37:41] The Future of Personality-Led GrowthHow this approach will evolve and shape the B2B marketing landscape.
Listener Takeaways:
Leverage your team’s personal brands to connect authentically with your audience.
Use tools like Cast Magic to convert sales calls into shareable content efficiently.
Engage consistently on platforms like LinkedIn to build trust and visibility.
Start small with a select group of contributors and expand as you see results.
Balance creativity with measurable strategies to maximize impact.
 
Connect with Logan Lyles:
LinkedIn: https://www.linkedin.com/in/loganlyles/
Agency: Business Builders
For further inquiries, connect with Logan directly on LinkedIn. Let him know you heard about him on this podcast!
 
 
 
 
 
 

Donovan Erba - Breaking Down Barriers Revolutionizing Marketing Leadership

Donovan 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 early to build trust.
Identifying and addressing the symptoms of siloed teams is essential for success.
Visual storytelling engages teams and aligns perceptions of marketing’s value.
Collaboration between sales and marketing is key to driving revenue.
Data-driven insights are critical to validate marketing’s contributions.
Celebrate wins and share customer stories to inspire and motivate the organization.
Start small with impactful initiatives to build momentum and credibility.
Sound Bites:
"Marketing leaders are under the spotlight."
"Visual storytelling is a game-changer for marketing engagement."
"Marketing isn’t just about leads; it’s about driving business growth."
Chapters:
00:00 Introduction to Marketing Leadership Challenges
02:54 Recognizing and Addressing Siloed Teams
05:52 Communication as a Cornerstone of Marketing Leadership
09:04 Building and Sustaining Integrated Teams
11:50 Overcoming Resistance to Change and Collaboration
14:51 Maintaining Momentum Amid Resistance
18:07 Sales and Marketing: Creating a True Partnership
21:00 Tackling Lead Quality Concerns and Building Trust
23:59 Practical Steps to Break Down Silos
26:50 The Evolving Role of Marketing in Modern Organizations
Connect with Donovan:
LinkedIn: https://www.linkedin.com/in/donovanerba/
 
 
 
 
 
 
 
 
 

David Plutschak - Lost in Translation? How a Shared Data Dictionary Can Transform Your Business

David 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 success teams might think they're speaking the same language when they're actually misunderstanding each other completely
The powerful concept of a "data dictionary"—and why documenting your key terms and metrics can eliminate costly misalignments
How to eliminate subjective forecasting and replace it with data-driven decision making that reduces anxiety and increases accuracy
Practical steps to implement a data dictionary that won't just gather dust but will evolve with your business
Key Insights:
David explains why the seemingly tedious process of defining terms like "sales qualified lead" or "ACV" across departments is actually the foundation for scaling your business effectively. He breaks down why constructive conflict during this process is actually valuable—exposing underlying assumptions that might be holding your organization back. Using real-world examples, he demonstrates how even something as simple as differing definitions of an "ideal customer" can lead marketing to target prospects that sales doesn't want.
"You can't improve what you can't measure, and you can't have a functioning team if people don't speak the same language—or at least understand where other teams are coming from." - David Plutschak
This episode is essential listening for founders, revenue leaders, and operations professionals who want to eliminate the frustrating "thrown over the fence" handoffs that leave everyone feeling misunderstood. David provides a framework for creating alignment that transforms how your departments collaborate, forecasts more accurately, and ultimately delivers better experiences to your customers.

Brannon Santos - Breaking the Sales Code How AI Transforms Buyers from Hunted to Heard

Brannon 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 sales tactics are failing (and how CRO tenures have shortened from 18 to just 9 months)
How to transform your approach from seller-focused to buyer-centric using AI
The danger of "automated solutions making us more busy than ever, but less productive than ever"
A real-world case study showing how AI-led conversations achieved 222 quality engagements and multiple closed deals from previously unresponsive leads
Key Insights:
When a prospect would rather talk to an AI than your sales rep, something has gone fundamentally wrong with your engagement strategy. Brannon provides a practical framework for rethinking the entire sales cycle, leveraging AI not just for efficiency but to create genuinely valuable buyer experiences that respect their time and preferences.
"Most tools and processes that we set up today are to push information to the individual. If you're a good sales rep and a curious sales rep, what typically works best is asking open-ended questions and shutting up and just taking in. The more you can do that, the better your response will be." - Brannon Santos
This episode is essential listening for sales leaders facing declining meeting acceptance rates, founders looking to differentiate their go-to-market approach, and anyone interested in how AI can transform the buyer journey from a frustrating obstacle course into a valuable, self-directed experience.

Jeff Torbeck - Sales, EQ & Networking The Secret Sauce to Leveling Up Your Career

Jeff 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 candidate's true sales motivation with the revealing "do you love to win or hate to lose" interview question
The critical difference between transactional sales and relationship-based selling in today's buyer-educated landscape
Practical techniques for developing emotional intelligence within your sales team
Key Insights:
Jeff challenges conventional wisdom by demonstrating that modern sales success isn't about persuasion—it's about meeting buyers where they are in their journey. He explains why authenticity matters more than ever and provides actionable strategies for slowing down sales cycles to build meaningful relationships that ultimately accelerate deal closure.
"I always tell people call with a purpose, email with a why. There's a reason that you're calling this person. And what is the purpose of the phone call when they pick up?" - Jeff Torbeck
This episode is essential listening for sales leaders struggling to break free from outdated metrics, salespeople looking to differentiate themselves in a crowded marketplace, and anyone who believes that genuine human connection is the foundation of sustainable business growth. Jeff's advice on leveraging communities and investing in self-awareness offers a refreshing perspective on career development beyond conventional sales training.

Kenny Vincent - The Elite Sales Playbook Building Skills, Strategy, and Relationships

Kenny 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, and drive meaningful conversations that lead to substantial deals.
What You'll Learn:
How to conduct deep, strategic account research that uncovers actionable insights about prospect companies
The art of building business cases aligned with company objectives rather than rushing to pricing discussions
How to effectively leverage public information from earnings calls and S1 filings to create hyper-relevant outreach
A proven enterprise playbook for expanding single-contact inbound leads into multi-stakeholder opportunities
Why understanding industry-specific language is crucial for building immediate alignment in sales conversations
Key Highlights:
Kenny's tactical breakdown of PLG (Product-Led Growth) strategies that balance automation with high-touch human experiences
A real-world example of how analyzing public company statements led to connecting with a CIO and securing a major deal within weeks
Why elite performers consistently outperform larger teams of average representatives
The importance of constant learning and building meaningful relationships with executives at all levels
"There's nobody at the top echelon that's like, 'I'm an automation king. I automated every part of this process and that's how I got here.' 99 percent of the people at the top deeply understand their clients and craft sophisticated business cases that solve major challenges for companies." - Kenny Vincent
Whether you're an individual contributor looking to elevate your selling approach or a sales leader building a high-performance team, Kenny's insights provide a blueprint for authentic, research-driven sales that delivers exceptional results in today's challenging business environment.

Michael Schneider - Stop Digging: How AI Turns Data into Gold

Michael 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 streamlining your data to extract meaningful insights quickly
How a single automotive company saved five data scientists and a full year of work through AI-powered data integration
Why mergers and acquisitions create massive data challenges that most companies aren't prepared to handle
Key Insights:
Michael shares fascinating real-world examples, including how his team helped an Italian transportation authority integrate data from 20 different regional systems and enabled a dental service organization to gain unified visibility across 27 practices within days instead of months. He challenges the common misconception that data preparation must be slow and expensive, demonstrating how Claritype's AI approach can transform months of manual effort into minutes of automated processing.
"JP Morgan could tell that out of a population of 300 million Americans, that guy is a drug dealer, and that guy's a terrorist, and that guy's going to commit fraud before he does, and be right 99.99% of the time... but it would take teams of very talented people literally months of manual effort to get the data to a state where they could get those kinds of insights from it." - Michael Schneider
This episode is essential listening for any business leader struggling with data silos, especially those managing multiple systems or integrating newly acquired companies. Michael's practical advice on centralizing your data first before attempting analysis provides a clear pathway for organizations ready to stop "digging manually for their data gold."