Growth Success Stories

Luiz Cent - Nearshore Gold Unlocking Top Talent in Latin America

Luiz Cent - Nearshore Gold: Unlocking Top Talent in Latin America
In this value-packed episode, Luiz Cent shares his journey from accidental experiment to founding a thriving nearshore talent company. What began as hiring his Colombian roommate for a bootstrapped startup has evolved into a game-changing approach that's transforming how growth-focused companies build their teams. Luiz explains why Latin American talent offers superior cultural alignment, remarkable work ethic, and time zone compatibility compared to traditional outsourcing models—all while creating life-changing opportunities for professionals in these regions.
What You'll Learn:
How to identify when outsourcing fails and why nearshore talent in Latin America delivers superior results
Practical compensation structures for Latin American talent ($2-2.5K base + $1K commission for SDRs)
Step-by-step recruiting tactics including powerful screening questions that eliminate 97% of unqualified candidates
Cultural nuances across different Latin American countries and how to navigate them effectively
Key Insights:
Luiz challenges the common misconception that nearshore talent is only viable for junior positions, revealing how his clients are successfully hiring VPs, CMOs, and Sales Directors across Latin America. He provides a concrete framework for companies ready to experiment with this approach, whether through DIY methods like Upwork or full-service agencies that handle everything from legal to replacement guarantees.
"I've had employees tell us that they've earned more in one month than their parents have earned in an entire year combined. It's life-changing, and their work ethic is just amazing because of that." - Luiz Cent
This episode is essential listening for founders and growth leaders struggling with talent acquisition, especially those competing against better-funded competitors for top sales and marketing talent. Whether you're looking to dip your toe in the nearshore talent pool or build an entire team, Luiz offers practical wisdom and actionable strategies to help you succeed.

Mike Petroskey - Beyond the Hype: Practical AI for Sales Success

Mike Petroskey - Beyond the Hype: Practical AI for Sales Success
In this refreshingly honest episode, veteran sales leader Mike Petroskey cuts through the AI hype cycle to deliver practical wisdom about implementing artificial intelligence in sales organizations. Drawing from 15 years of sales experience and colorful fly fishing analogies, Mike explains why the real value of AI isn't in replacing humans, but in reducing friction at specific points in the sales process—while preserving the human connections that drive meaningful business relationships.
What You'll Learn:
Why AI should be viewed as "a very smart but misguided and maybe drunk employee" rather than a sales savior
How to evaluate where AI can actually reduce friction in your sales process, rather than blindly implementing it everywhere
A practical framework for using AI in call analysis that reduced manager review time from 22 minutes to the most impactful moments
Why setting 30-60-90 day plans for your AI implementation is just as important as doing it for new hires
Key Insights:
Mike challenges the common misconception that AI will fundamentally change everything about sales, comparing it to how fishing technology has evolved: "The rod that I bought for $200 twenty years ago is a fraction of what that same rod costs now, but at the same time, the best rods out there won't make you a better caster if the foundations aren't there." He shares a revealing case study of how AI call scoring improved his team's consistency from 50% to 95%, while simultaneously failing to properly evaluate rapport—the most human element of the sales conversation.
"If you can combine a great seller making human connections and a fantastic product, and you can supercharge that with AI being used for good to help them move faster and make the right connections and sell to the right customer and not sell to the wrong customer, now you've got it made." - Mike Petroskey
This episode is essential listening for sales leaders feeling pressured to "do something with AI" without a clear roadmap. Mike provides practical guidance for implementing AI thoughtfully, warning against set-it-and-forget-it approaches while illustrating through real-world examples how technology can amplify both your strengths and weaknesses—making proper implementation and ongoing management crucial for success.

Maria Trysla - Beyond the Pitch: Crafting a Value Proposition That Actually Sells

Maria Trysla - Beyond the Pitch: Crafting a Value Proposition That Actually Sells
In this essential episode for SaaS leaders, fractional CMO and two-time CEO Maria Trysla reveals why most companies are failing at the foundation of their go-to-market strategy. With 30 years of marketing experience, Maria explains that in today's congested SaaS landscape, a clear, customer-focused value proposition isn't just nice to have—it's critical for survival, especially when 68% of B2B buying committees have already decided on their evaluation set before sales even enters the picture.
What You'll Learn:
The fill-in-the-blank template Maria uses to craft compelling value propositions that focus on customer needs, not product features
How to avoid the "inside-out" thinking trap where companies talk about their brilliant features instead of customer benefits
A step-by-step approach to deeply define your target market beyond basic demographics
Practical methods to extract customer insights from across your organization, including often-overlooked sources like customer support
Key Insights:
Maria shares how one client increased conversion rates by 50% after refining their target definition from "CEOs of SaaS companies with $5-25M revenue" to a much more specific ideal customer profile. She explains why your value proposition should be a "living, breathing thing" that's regularly reviewed, not something you create once and then leave on a shelf for years.
"You have to be at the intersection of what your customer wants and what your company does well. You don't want to be at the intersection of what your customer wants and what your competitor does well." - Maria Trysla
This episode is essential listening for any SaaS leader who wants to stand out in a crowded marketplace. Maria provides actionable frameworks for crafting value propositions that actually resonate with buyers, practical metrics to measure their effectiveness, and insights on why the most powerful go-to-market strategies combine marketing, sales, AND customer success perspectives.

Ali Mirza - Stop Murdering Your Business: The No-BS Guide to Leadership and Sales Success

Ali Mirza - Stop Murdering Your Business: The No-BS Guide to Leadership and Sales Success
In this raw and unfiltered episode, sales consultant Ali Mirza delivers a brutal wake-up call to business leaders who are letting misplaced loyalty and fear of difficult decisions slowly kill their companies. With the intensity of a drill sergeant and the precision of a surgeon, Ali diagnoses the leadership pandemic of being "too nice" and offers his prescription for creating high-performing sales teams through accountability, intentional coaching, and the elimination of sacred cows.
What You'll Learn:
Why keeping underperforming team members damages your entire organization—and how one client reduced headcount by 30% while nearly doubling revenue
The critical difference between coaching beginners, intermediates, and experts (and why most leaders get it completely wrong)
How to implement the "intermediate impossible" exercise to unlock innovative revenue strategies when you've hit a growth ceiling
Why "micromanagement" is a myth created by low performers and how true accountability creates higher achievement
Key Insights:
Ali challenges leaders to identify their "sacred cows"—the untouchable people, processes, or ideas that are holding back performance. He shares a powerful framework for segmenting your team based on skill level rather than arbitrary metrics, explaining why high performers need philosophical conversations while beginners need basic behavioral coaching. Through colorful analogies and real-world examples, Ali demonstrates that being an effective leader often means being temporarily disliked for the sake of long-term success.
"Yelling is caring. I will not yell at you if I don't believe you are worth my time. Through friction we make progress. It is my responsibility. It is my duty. I am not here for you to like me." - Ali Mirza
This episode is essential listening for any leader who feels stuck in growth, uncomfortable with confrontation, or uncertain how to create meaningful change in their organization. Ali's tough-love approach may leave you questioning your own leadership principles, but it could also be exactly the jolt your business needs to break through to the next level.

Corey Smith - Stop Selling Embrace a Consultative Sales Approach

Corey Smith - Stop Selling: Embrace a Consultative Sales Approach
In this illuminating episode, Marketing Strategist & HubSpot Consultant at Smithworks Corey Smith shares his transformative philosophy on sales: stop selling and start consulting. Drawing from his 17+ years of experience as a business owner and agency founder, Corey reveals how shifting from transactional selling to building genuine consultative relationships has dramatically improved client satisfaction and retention. His refreshingly honest approach prioritizes solving client problems over hitting sales quotas, creating reciprocal relationships built on trust and transparency.
What You'll Learn:
Why a consultative approach delivers better long-term results than traditional selling techniques
How to develop a genuine servant mentality that puts client needs first
Practical strategies for understanding client problems and timelines without defaulting to "selling mode"
The surprising business benefits of being willing to say "this isn't the right fit" or "you don't need this right now"
Key Takeaways:
Corey's journey has shaped his client-first philosophy. By approaching each interaction with genuine curiosity about client problems and being honest about what solutions make sense (even if it means delaying a sale), he builds the kind of trust that turns into long-term relationships. His vivid examples—from a used car dealership that dramatically exceeded his trade-in expectations to an eccentric inventor client who appeared on a video call with egg yolk eyes—demonstrate how authenticity and service lead to unexpected business opportunities.
"When we try and convince someone that we're the right fit just because we need the sale, we fall into this mode of sales or nothing. Then we end up having a bad relationship. The client ends up not being happy." - Corey Smith
This episode is essential listening for sales professionals, business owners, and entrepreneurs who want to transform their approach to client relationships. Whether you're struggling with high-pressure sales tactics or looking to build more authentic business connections, Corey's practical wisdom will help you develop a consultative approach that benefits both you and your clients.
 
Connect with Corey: https://www.linkedin.com/in/coreyasmith/Book time with him: https://smithworkslab.com/meeting

Justin Kline - Cold Outbound is Dead Embrace Value-Driven Inbound Marketing

Justin Kline - Cold Outbound is Dead: Embrace Value-Driven Inbound Marketing
In this eye-opening episode, sales leader Justin Kline delivers a powerful reality check about the effectiveness of traditional outbound marketing in today's business landscape. Drawing from years of experience—including his own early success with "dialing for dollars" tactics—Justin explains why cold outbound strategies that worked a decade ago are now hitting unprecedented barriers: sophisticated spam filters, security-conscious buyers, anti-spam legislation, and a fundamental shift in how B2B customers research and purchase solutions.
What You'll Learn:
Why Justin's recent experiment with 10,000 cold outreach activities (calls and emails) produced zero qualified leads while inbound efforts targeting the same audience generated multiple opportunities
A practical three-tier approach to generating revenue without relying on cold outreach: leveraging current customers, activating your network, and engaging in buyer communities
How to shift your team's mindset from "always be closing" to "always be helping" while measuring different KPIs for inbound success
Practical strategies for monitoring "watering holes" where potential buyers are actively seeking solutions to problems you can solve
Key Insights:
Justin challenges the persistent mythology of cold outbound effectiveness, explaining that many sales leaders cling to these tactics because they create an illusion of control—"If I apply enough human capital to cold calling, I'm assured to get that 1%." He offers a compelling alternative framework that focuses on delivering value before attempting to sell, demonstrating how monitoring industry forums and providing genuinely helpful answers creates natural opportunities for sales conversations.
"People all the time are trying to solve problems, but they're not waiting for Justin to call and tell them how to solve the problem du jour... If they're posting questions in a forum, I'll chime in with 'Here are the five things you'd want to consider.' Zero sales pitch. And I got a message back saying, 'Can we hire you to do that?'" - Justin Kline
This episode is essential listening for sales and marketing leaders struggling with diminishing returns from traditional outbound techniques. Justin provides practical, actionable guidance for transitioning to more effective approaches while still generating short-term revenue—proving you don't need to sacrifice results to evolve your go-to-market strategy.

Erica Pagliarulo - Beyond the Dollar Sign How Genuine Connections Drive Business Success

Erica Pagliarulo
Dives deep into the art of relationship-based sales, emphasizing the importance of the human element in business. Sharing her personal experiences, Erica highlights the pitfalls of transactional interactions and the power of building trust through genuine connections. She discusses the value of curiosity, effective prospecting, and the role of gratitude in fostering long-term client relationships. Packed with actionable insights and relatable anecdotes, this episode is a must-listen for anyone striving to grow their business by prioritizing people over profits.
Key Takeaways:
The Human Element is Essential: Genuine connections outperform transactional approaches.
Curiosity Builds Trust: Taking the time to understand your clients fosters stronger relationships.
Go Beyond the Screen: In-person interactions can transform client engagement and drive growth.
Honesty is Key: Being transparent about your goals creates trust and aligns expectations.
Map Your Accounts: Identify key stakeholders with a focus on people, not just titles.
Gratitude Fuels Growth: Recognizing the value of your clients strengthens bonds and enhances collaboration.
Notable Quotes:
"Forget the human element, and you’re missing the point of business."
"People buy from people, not companies."
"Curiosity is the compass for meaningful client connections."
"If you’re not excited about who you’re selling to, you’re doing it wrong."
Chapters:
[00:00] The Human Element in Business RelationshipsWhy genuine relationships are the foundation of client success.
[02:54] Building Meaningful ConnectionsErica’s shift from transactional tactics to relationship-driven approaches.
[05:47] Lessons from Real-Life Client EngagementsThe power of in-person meetings and personalized outreach.
[08:54] Avoiding Transactional PitfallsStories of missed opportunities and the importance of honesty.
[12:04] Curiosity as a Sales SuperpowerLeveraging curiosity to uncover client needs and build trust.
[16:23] Developing Client Trust and LoyaltyStrategies for making your product indispensable.
[20:53] The Role of Gratitude in Professional GrowthHow appreciating your clients leads to better relationships and success.
Listener Takeaways:
Always prioritize relationships over quick wins in sales.
Use curiosity to uncover what truly matters to your clients.
Map out your accounts to identify decision-makers and key influencers.
Be upfront about your intentions while fostering genuine connections.
Embrace gratitude and recognize the impact of your clients on your success.
 
Connect with Erica Pagliarulo:LinkedIn: https://www.linkedin.com/in/ericapagliarulo/
 
 
 
 
 
 

Will Werhane - Building Resilient Teams Vulnerability, Feedback, and Growth

Building Resilient Teams: Vulnerability, Feedback, and Growth with Will Werhane
In this thought-provoking episode, Jeremy Malandar sits down with Will Werhane, a leader who transformed company culture through radical transparency and psychological safety. Will shares the story behind Culture Amp's innovative "Yay, We Failed" wall—a powerful tool that turned failures into stepping stones for organizational growth.
Discover why vulnerability is the secret ingredient to building resilient teams in today's fast-paced business environment. Will explains how creating psychological safety empowers team members to take risks, innovate, and pivot quickly when strategies aren't delivering expected results.
You'll learn:
How to foster a feedback-rich environment where failure is seen as a learning opportunity
Practical strategies for setting ego aside and using data to drive decision-making
Will's unique "cup of resilience" framework for understanding what energizes your team members
Why transparency in leadership is essential for building trust and driving performance
Whether you're managing a startup or leading teams within a large corporation, Will's insights on adaptability, communication, and servant leadership provide a blueprint for cultivating a culture where both individuals and organizations can thrive through change.
"If you're not failing at some point, you're probably not pushing the envelope fast enough." — Will Werhane