PODCAST · business
Forging Ahead
by Thomas Sullivan
This podcast has evolved. The new direction is that I will invite guests on to teach us about a topic that they know better than anyone on earth.
Episodes
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Allin Bond. From selling sunglasses to big ticket software sales.
I first saw Allin present when he was moderating a Startup Week event in 2019. He was super impressive and this episode did not disappoint. This is a man who started in marketing, launched the BDR/SDR program at Intuit, and is now a player coach smashing it selling to the enterprise. Allin is a...
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Get hired as the 7th rep at Drift and still be around 3 years later.
This episode is with my brother, Jeff! Jeff's been grinding away in inside sales for a decade now and shares some thoughts from the front lines. He gives us a framework for how to identify a hypergrowth company to sell for. Jeff just celebrated 3 years at Drift. Enjoy.
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How to W2 a million bucks as a salesperson
This episode features JR Butler. JR is the CRO of Pillir.io. In past conversations, JR has casually talked about W2-ing a million bucks and I wasn't sure if this was hyperbole or actually attainable. So I circled back and asked. Turns out, you can W2 a million bucks as a salesperson. Listen to…
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Audience First with Arvid Kahl
https://audiencefirst.link/ Twitter: https://twitter.com/arvidkahl
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Sales for Founders. Landing your first 100 customers with Louis Nicholls.
Louis runs Sparkloop.app, a SaaS referral tool for newsletters that is growing 20-30% every month. He runs a course called Sales for Founders, which is why I wanted to chat with him. Louis intends to help founders get good enough at sales to close their first 100 customers. Getting to around 10k...
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"Working with Investors" with Chris Selland.
The biggest question you should ask yourself during fundraising? Who's your lead? It's all about a lead investor. They are putting the price on the round of funding. They de-risk the round for fellow investors. "Once you have a lead, that's everything." Blog post that Chris mentions:...
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Boston Founder Series: Patrick Campbell CEO and Founder of ProfitWell
Had a fun chat with Patrick Campbell. https://www.profitwell.com/
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Solo Ep. 5 minute Covid Check-in.
Quick 5 minute ramble. Want to get back into the habit of hitting publish!
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Boston Founder Series: Tara Atwood, Meditation and Sound Bath Expert
This one feels like it could be helpful in these scary times. Tara has moved her business online. You can find her at https://www.taraatwood.com/. Her story is incredible. I think you will enjoy this chat.
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Boston Founder Series. The dulcet tones of Erik Fogg, CRO and Co-founder of ProdPerfect
I was worried about getting over my skis in this discussion. I am definitely not in ProdPerfect's target buyer cohort:) We talk about: - Plans for Covid19 - Making your first sale as a founder*** Erik goes deep here. Super helpful. He has a strong opinion on who should do the early selling. -...
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Boston Founder Series. Joe Alim from ScholarJet
We talked about the origin story of ScholarJet, having tough discussions with your parents, and the grind of entering and WINNING pitch competitions as a way to get funding. Lot of great stuff in here for early stage founders or people that are thinking about starting a business. Check out...
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Boston People Ops Series. Zoe Silverman from Yesware
Zoe has been at Yesware for 7 years. She started in sales ops before moving over to run people ops. We talk about recruiting, hiring, culture, and more. I wanted to rush to publish this one ASAP because there is timely information for People Ops leaders on how to deal with the current panic over...
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The most important metric for sales success. Michael Phelan, Founder of Go-To Market Pros
Michael and I spend a big chunk of time talking about the most important thing that you should measure if generating more sales is important to you. I'm going to leave it at that as a little teaser... This one has tactical advice that you can start testing immediately. Find Michael's company at...
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Boston People Operations Series. Emma Brudner from Lola.com
My guest is Emma Brudner, the Dir of People Operations at Lola.com. We talk about how she ended up in People Operations. We talk about recruiting, hiring, and the difference between HR and People Ops. If you are in People Ops and looking for some tips and tricks on how to be successful, it…
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Boston Founder Series. Michelle from Host Events!
Michelle and I talked about the "right" way to start a business. My words, not hers. I think they did it right. Pay attention to how she transitioned from her full time job to full time entrepreneur. Michelle's family story is amazing. Michelle talks about letting the customer show you what your...
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Solo Episode. February update, live from 2014 Ford Escape.
Hadn't done a solo ep in quite some time and wanted to sneak in an update mixed with a little promotion for Blacksmith dot work.
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30 Minutes with a Veteran CEO. Chris Selland, from DipJar.
Chris and I spent 30 minutes together. This is a bit shorter than our usual format. Chris and I talked about his experience leading startups. We hit: go to market strategy, course corrections, partnerships, and why everyone should have a list of 5 companies that they want to buy and 5 companies...
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Bryce DelGrande, Customer Success, Shoobx
A fun chat with Bryce. We talked about: - Bryce's path - What is Customer Success? - What's going on in Boston? - We talked about Bryce's role at Underscore VC - Being a Dad in today's startup world.
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Founder Series: Matt Lombardi from Beam!
Matt and I chatted about: - The path he took to start his CBD wellness company, Beam! - Matt have me the 101 on how to think about CBD. Oil for your engine! - The importance of branding. - Influencer marketing - How to approach partnerships in business. - The early days of lugging around tables…
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Broker Series: David Cairns, CBRE Toronto
What a fun chat! We talked about: - Dave's professional poker days - How he ended up in commercial real estate - We get into some detail about how he started his team in Toronto. From 2 people to 8! - Dave is incredibly thoughtful about prospecting and partnerships. I think there is a lot of…
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Morgan Mosher, Senior Principal T3 Advisors
Had a chance to spend just under an hour with my friend Morgan. -We talk about the "Future of Work". - Morgan gives real actionable advice on how to set up your work-space for your people. She has a cool way of thinking about design (worker personas!). It's about the individual! - How to be...
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People Ops Series: Lydia Bowers, Spyce
Lydia started our chat by ripping my face off with a tremendous intro. From there we covered how to build "exemplary people practices." She talked about how critical it is to build strong foundations early, compensation philosophy, organizational structure, and the problem with the phrase…
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People Ops Series: Allison Sproul, ConnectRN
What a fun chat with Allison! We talked about the importance of supporting new managers, finding mentors, connecting with a strong peer community, recruiting, and hiring. Allison gave live examples of giving and receiving feedback and also some sample interview questions and what to listen for in...
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Audio Quality. "It's gotta be better" - Jason Smith
This is my 4th recorded episode with Colin Greenhalgh. Greens has been a real peach in helping me test new audio tools to try and get this thing right. I think there are a few more swear words than normal in this one. Love ya Greens!
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Matt Giffune, Co-Founder of Occupier.
Had an hour with Matt. What a treat! We talked about the path he took to where he is today and how to target the right investors for your company, among lots of other things. I think you will really enjoy our chat.
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New mic who dis?
Riffing on a new website design and refining the answer to..."why would anyone use Blacksmith to buy furniture?"
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Customer stories: Dan Wernick, PlacePass
Dan is our first customer! We love Dan. We get into some detail about the project, some mistakes that we (BSW) made, and where to find 10 more Dans. Couple spotty sections of audio, but tough it out for Dan.
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Steele Divitto, T3 Advisors. The second best name in commercial real estate?
It was great to catch up with Steele. We talk about Tenant advisory work, showing up to be of service, and investing time and energy into your community. I think there are some real gems in here for other brokers and sales reps with really long sales cycles. Thanks Steele!
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Blacksmith.work is the world's first "responsive buying platform"
Another solo episode. WTF is a responsive buying platform, you ask? If you give us 9 minutes, you can have the answer.
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Maureen Sheldon, People Operations at Eversound in Boston.
Had the pleasure of chatting with Maureen about People Ops. What is people ops? How do you think about recruiting and onboarding for an 18 person company. What tools do you use? What are the only two states that you haven't visited?!?
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Our man, Joe Pearce!
Joe and I got a chance to chat about his career in Commercial Real Estate. We talk about capital markets, leasing, and what brokers can do to be different. Joe is one my favorite guys and I really enjoyed our chat.
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Finding the next one.
In this episode I talk about marketing and some of the psychology behind helping people. Is there friction between what we do and what the brokers are doing to make themselves different?
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Starting conversations.
In this episode I talked about learning how to market. Shout out to Mark Kilens for the title of this pod.
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Dan Ritterman of Tactix in Philly
Fun chat with Dan. Dan started a food delivery business before it was cool and ended up selling it to a publicly traded company. He took those lessons and now spends his days helping tenants open offices.
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Part 3 with Baby Field Greens
Greens has tremendous insight on how to hire a real estate broker.
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HOW we help.
In this solo episode I talk about what we are doing today. Trying to answer the question of "why would anyone work with us?"
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Helping CRE brokers help their people
Another solo ep where I talk about how we can help the broker community help their clients. I started to tease HOW we actually work.
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Round 2, My Chat with Colin Greenhalgh
We talk about Networking, Coffee meetings, and some people that Colin admires in Boston CRE.
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E-commerce office furniture tool?
Bit of a rickety recording of another pivot. We were wrong again. What do we do now?
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Colin Greenhalgh, Greens!
First part of a running series of chats with Greens. We talk about habits and squash and Jocko.
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Our first "tech tool"
Picking up where we left off last time, I talk about our second version of blacksmith.work. the audio here is not great.
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Greens, K-Mac, Steele, Morgan, Whit-dog
Early conversations with CRE Brokers in Boston led to v1.0 of Blacksmith dot work.
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Why did we start blacksmith.work?
TS solo episode about starting blacksmith dot work.
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Introducing Forging Ahead by Tom Sullivan
I've been meaning to start a podcast for at least a year now. I finally am in the game. This quick episode is an introduction.
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ABOUT THIS SHOW
This podcast has evolved. The new direction is that I will invite guests on to teach us about a topic that they know better than anyone on earth.
HOSTED BY
Thomas Sullivan
CATEGORIES
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Frequently Asked Questions
How many episodes does Forging Ahead have?
Forging Ahead currently has 44 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Forging Ahead about?
This podcast has evolved. The new direction is that I will invite guests on to teach us about a topic that they know better than anyone on earth.
How often does Forging Ahead release new episodes?
Forging Ahead has 44 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Forging Ahead?
You can listen to Forging Ahead on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Forging Ahead?
Forging Ahead is created and hosted by Thomas Sullivan.
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