Pipelineology

Gary interviews Kyle Campbell, serial entrepreneur and founder of Dark Matter Strategic, about his path from high-ticket sales floors (including early work with Russell Brunson and other marketing accounts) to starting agencies in 2012 and forming Dark Matter Strategic in 2018. Kyle explains his firm’s focus on lead management, emphasizing revenue capture and recovery over generating more leads. Many businesses fail to respond quickly or at all, causing major revenue leaks. He shares examples of poor follow-up from service contractors and companies at the Consumer Electronics Show, and cites the importance of rapid response to inquiries. Kyle discusses using AI and automation to improve speed-to-lead, summarize conversations for human handoffs, and streamline repetitive operational tasks, while warning that AI layered on broken systems only exposes problems faster. He also outlines database re-engagement: cleaning and segmenting lists, targeting proven offers, and leveraging existing leads, and provides ways to connect via LinkedIn, Facebook, and darkmatterstrategic.com.Discover:00:00 Welcome and Guest Intro00:36 Kyle’s Origin Story02:28 Wild West Sales Floors04:38 From Sales to Agency Life06:29 You Don’t Need More Leads08:05 Speed to Lead Stats11:39 Why Leads Get Missed13:28 AI Follow Up and Handoffs18:28 Where AI Delivers ROI20:52 Database Reengagement Goldmine23:14 Direct Mail and Old School Plays26:05 No One Magic Script27:20 Where to Find Kyle29:06 Closing Thanks and Wrap Uphttps://www.darkmatterstrategic.com/linkedin.com/in/kyle-campbell-b5194b20

In this episode of the Pipelineology podcast, Gary meets with Ben G Kaiser, owner of Kaiser Media Group. Ben shares how he built a YouTube tech review business over 8–9 years by publishing 2,200 videos, growing to 140,000 subscribers, 50 million views, and 16 million in tracked tech sales, which led to brand work with companies like Intel and Lenovo. He explains how small businesses can apply the same principles without big production budgets by focusing on a specific target audience, telling client success stories, and creating direct, intentional content rather than “vanity” pieces. Kaiser outlines his “Pillar Content Flywheel” framework to organize content into pillars that keep audiences engaged and help dominate a niche, tying it to StoryBrand’s guide/hero concept. He also describes how extensive content can help AI tools like Claude “vet” and recommend consultants, and notes his LinkedIn 30-day content prompt challenge and how to contact him via LinkedIn DM.00:00 Welcome and Introduction00:19 Ben’s YouTube Origin Story02:57 Landing Big Brand Deals04:34 Content for Small Businesses07:28 Storytelling That Connects11:33 Pillar Content Flywheel16:07 Content That Sells for You17:49 AI Discovery and The Peacocks Echo20:55 Avoiding Vanilla Content22:56 Who Ben Works With24:55 How to Contact Ben25:30 Wrap Up and Takeawayslinkedin.com/in/bengkaiser

In this episode of the Pipelineology podcast, Gary is joined by Chris Inman, founder of I.D.E.A. Cleveland, who shares his path from high school video work to sports broadcasting and corporate video production before shifting to helping small businesses use video to grow. Chris explains the “content treadmill” and argues most businesses fail with video because they don’t decide what each video is supposed to do for sales. He emphasizes strategy before content, setting goals and KPIs tied to leads and revenue, and building trust and authority over time through a customer journey that turns cold audiences into warm leads. Chris outlines a framework to ask before hitting record - who the content is for, why they would subscribe, what questions the show should answer, and how viewers go deeper through a non-lazy call to action rather than “book a meeting.” He discusses consistency as consistency of messaging, not posting frequency, and recommends evergreen topics based on common prospect questions and sales conversations. Chris suggests growing faster by being a guest on other shows and promoting content beyond YouTube, including creative uses like QR codes on business cards. He closes by inviting listeners to connect with him on LinkedIn and to check out his book, “Stop Wasting Money On Marketing: A No-Fluff Guide to Building a Plan That Actually Works,” available on Amazon, and his website ideacleveland.com. Discover:00:00 Welcome and Guest Intro00:32 Chris Inman Origin Story03:05 Video System Not Treadmill05:25 Strategy Before Record08:32 Customer Journey to Trust12:10 Who Why What How Framework14:23 Calls to Action That Convert18:09 Avoiding Burnout With Cadence18:47 Consistency Is Messaging20:29 Evergreen Topics From Sales21:02 Repurpose And Drive To Website22:26 Use AI To Mine Questions24:05 Intentional Content For Sales24:50 Simple Video Setup That Works27:07 Audio First Gear Advice30:27 Be A Guest To Grow Faster32:30 Promote Beyond Algorithms33:47 Objection Handling Video Library35:01 Where To Connect And Learn Morehttps://www.linkedin.com/in/ideacle/https://www.ideacleveland.com/aboutChris's Book: Stop Wasting Money on Marketing: A No-Fluff Guide to Building a Plan That Actually Works

In this episode, Gary chats with David Wachs, founder and CEO of Handwrytten, the world's largest provider of automated handwritten notes. David shares his journey from running a text messaging company to establishing Handwrytten, which sends out 15,000 to 30,000 handwritten notes daily for various businesses. They discuss the unique impact of handwritten notes on client retention and ROI, drawing comparisons to digital methods like emails and text messages. David explains the technology behind Handwrytten's robots and provides practical advice on leveraging handwritten notes for building client loyalty. They explore real-world success stories, the spillover effect, and methods to test handwritten notes' effectiveness, emphasizing the value of personal touch in modern marketing.00:00 Introduction and Guest Welcome00:24 David Wachs' Background and Handwrytten Overview01:46 The Unique Value of Handwritten Notes05:25 Handwritten Notes as a Retention Tool05:33 Outreach Strategies with Handwritten Notes09:27 Case Studies and ROI of Handwritten Notes15:53 The Technology Behind Handwrytten18:27 The Spillover Effect in Customer Experience20:21 Getting Started with Handwritten Notes23:31 Conclusion and Farewellwww.handwrytten.com

In this episode, Gary welcomes Kris Rudeegraap, co-CEO and co-founder of Sendoso. Kris shares his decade-long entrepreneurial journey, from working in sales roles at various software startups to founding Sendoso in response to the saturation of email marketing. Throughout the conversation, Kris delves into the innovative solution Sendoso offers: a platform for automated, personalized direct mail and gifting aimed at improving sales engagement and building better relationships. Key topics include the evolution of sales enablement, the decreasing effectiveness of email as a sole channel, the benefits and methods of personalized gifting, and how Sendoso utilizes AI and data to optimize gift selection and delivery. Kris also discusses effective strategies for integrating gifting into various stages of the sales funnel and provides practical advice for businesses looking to adopt this approach. For those interested in exploring new ways to engage prospects and customers, Kris offers insights and resources available through Sendoso's platform.00:00 Introduction and Special Guest Announcement00:26 Kris Rudeegraap's Entrepreneurial Journey03:26 Challenges and Evolution in Sales Strategies04:47 Effective Marketing Channels and Tactics08:32 Personalized Gifting Strategies13:12 Addressing Common Concerns and Misconceptions20:12 Implementing and Scaling Gifting Solutions24:02 Conclusion and Contact InformationSendoso.comhttps://www.linkedin.com/in/rudeegraap/[email protected]

In this episode, Gary interviews Joe Toscano, CEO of Service Stories, renowned keynote speaker, and author of 'Automating Humanity'. Joe discusses his extensive background in AI, his work in Silicon Valley, and his contributions to the Netflix documentary 'The Social Dilemma'. He provides insights into how Service Stories was developed to help service-based businesses, like auto shops and plumbing services, transform their daily tasks into effective AI-generated content. The conversation emphasizes the evolution of SEO towards long-tail, conversational search queries and the significant traffic increases businesses can achieve by automating and optimizing their content for AI. Joe outlines the tangible benefits users have experienced, including a 410% increase in direct traffic. He also provides practical guidance on the implementation and contact information for interested listeners.00:00 Introduction and Guest Welcome00:32 Joe Toscano's Background and Career02:32 The Birth of Service Stories03:40 Challenges in SEO and AI Answers05:52 The Evolution of Search and AI09:27 Service Stories' Approach to Content Creation13:43 AI in Professional Content and Future Prospects16:47 Implementing Service Stories in Businesses19:22 Marketing Strategies for Auto Shops19:49 Creating Content with Minimal Effort21:10 Efficiency in Content Creation22:01 Turning Content into Traffic23:09 Adapting to Modern Search Queries24:29 Long Tail Keywords and SEO28:13 Real-World Success Stories29:27 Service Stories: The Future of Marketing32:35 Getting Started with Service [email protected]

In this episode, Gary chats with Jeff Bajorek, founder and principal of Parabola Consulting. With two decades of sales experience, Jeff shares insights on selling with authenticity, uncovering organizational blind spots, and understanding why customers buy. The conversation covers improving customer relationships, leveraging unique value propositions, and the importance of genuinely believing in the product you sell. Jeff also discusses his Seven Steps to Sell Like You framework and delves into how organizations can better understand and serve their best customers. For those looking to enhance their sales team's performance, Jeff offers practical advice and resources available on his website.00:00 Introduction and Guest Welcome00:57 Jeff Bajorek's Background and Career Journey03:11 Understanding Sales Blind Spots06:59 Strategies for Sales Success10:54 The Importance of Customer Relationships15:28 Navigating Corporate Challenges19:40 Ethics and Modern Sales Practices24:34 Believing in Your Product28:44 Jeff Bajorek's Consulting Services32:04 Conclusion and Contact Information jeffbajorek.com/blindspotslinkedin.com/in/jeffbajorek

In this episode of the Pipelineology podcast, Gary is joined by Branko Kral, a growth marketing advisor with a background that includes leading Backlinko at Semrush. Branko shares his journey through various roles in growth marketing and technical SEO, emphasizing the crucial role of firsthand experience in content creation amid rapidly improving AI and LLM models. He discusses where AI has significantly impacted efficiency, including in video editing and data analysis, and highlights the importance of maintaining transparency and moral standards in AI applications. The conversation explores practical strategies for integrating AI into workflows without sacrificing authenticity and the irreplaceable value of human judgment and relationships in business. Branko also shares insights into how he helps tech and health companies enhance their expert authority and build effective teams.00:00 Introduction and Guest Welcome00:25 Branko Kral's Background and Experience02:34 The Future of Content with AI04:37 The Importance of Firsthand Experience in Content09:22 Ethics and Moral Standards in AI15:48 Effective Uses of AI in Workflows19:49 The Role of Humans in an AI-Driven World28:16 Branko Kral's Services and Contact Information30:34 Conclusion  linkedin.com/in/[email protected]

In this episode, Gary welcomes Dr. Lyman Montgomery, the founder of Coach Lyman, who shares his expertise in using AI while maintaining a personal touch. Dr. Montgomery talks about his journey and his role as a clarity and cultural strategist who helps businesses and entrepreneurs stay focused and build healthy cultures. He introduces his Five S System and discusses how AI tools can revolutionize business operations. Dr. Montgomery also emphasizes the importance of setting boundaries with AI, ensuring it serves as a partner rather than a replacement for human interaction, particularly in sensitive situations.00:00 Introduction and Guest Welcome00:18 Dr. Lyman Montgomery's Background02:27 AI in Business: Challenges and Opportunities05:01 Effective Use of AI Tools14:13 The Five S Framework21:18 Ethical Considerations and Limitations of AI27:30 Recommended AI Tools29:06 Final Thoughts and Contact InformationCoachLyman.com

In this episode , Gary meets with Zach Jalbert, a consultant and author of 'SEO for ROI: Navigating Online Authority for AI-driven Customer Experiences.' Zach shares his journey from launching a Wix website to becoming an industry leader in digital marketing. They discuss how AI has reshaped SEO, the importance of building authoritative and unique content, and the necessity of multimedia approaches in modern marketing. Zach also offers insights into maintaining brand authority across various digital platforms and navigating the complexities of AI-driven customer experiences. 00:00 Introduction and Guest Welcome00:30 Zach Jalbert's Journey to SEO Expertise02:13 The Evolution of SEO in the Age of AI04:38 Content Strategy in the AI Era09:06 The Importance of Video and Multimedia12:46 Maintaining Authority Across Platforms23:16 AI in Customer Experiences30:18 Consulting Services and Contact Information32:43 Conclusionhttps://www.amazon.com/SEO-ROI-Navigating-Authority-Experiences/dp/B0G1L3H5RQ/ref=zg_bsnr_g_6133991011_d_sccl_8/139-1997418-2011955?psc=1https://www.linkedin.com/in/zach-jalbert/Tekenterprise.com

Effective Sales Enablement Strategies with Jen DunnIn this episode, Gary welcomes Jen Dunn, CEO of Grit Fueled Marketing Consulting. Jen shares her journey from corporate marketing to founding Grit Fueled, where she provides strategic marketing solutions for entrepreneurs. The episode explores the importance of sales enablement, detailing how close collaboration between marketing and sales teams can drive successful outcomes. Jen emphasizes the value of partnering with the sales team to create effective marketing materials and discusses best practices for preparing and conducting successful webinars, including a unique follow-up strategy to maintain momentum post-event. She also offers insights into optimizing LinkedIn profiles for business growth and provides listeners with a downloadable camera-ready checklist for webinars.00:00 Introduction and Guest Welcome00:21 Jen Dunn's Background and Grit Fueled Marketing01:14 Understanding Sales Enablement04:05 Bridging the Gap Between Sales and Marketing12:30 Effective Webinars and Events20:42 Post-Event Strategies and Follow-Up27:09 How Jen Dunn Can Help Your Business29:34 Conclusion and Contact Informationlinkedin.com/in/jenkdunngritfueled.comJen's downloadable Camera Ready Checklist: https://www.gritfueled.com/pipelineology

In this episode of The Pipelineology Podcast, Gary chats with Rob Felber, President of Felber Public Relations and Marketing, about the intricacies of public relations and trade shows. Rob brings over 32 years of experience working with manufacturers in the B2B sector. They discuss the importance of planning for trade shows, from pre-show preparations to in-show tactics and post-show follow-ups. Rob emphasizes the significance of establishing a theme, leveraging advertising opportunities, and creating engaging booth setups. He also highlights the value of building relationships with trade show media to gain valuable coverage. The conversation provides insights for companies looking to maximize their trade show investment and improve their public relations efforts.00:00 Introduction and Guest Welcome00:21 The Importance of Trade Shows00:59 Rob Felber's Background02:13 Pre-Show Planning Essentials08:20 Effective Booth Design and Layout10:08 Engaging Attendees During the Show17:48 Staffing and Managing Your Booth23:39 Internet Tips for Trade Shows25:10 Maximizing Booth Space and Hospitality Suites26:58 Post-Show Follow-Up Strategies27:19 The Importance of Public Relations at Trade Shows28:09 Effective Post-Show Communication31:42 Leveraging Social Media and Photos34:05 Engaging with Trade Show Media42:23 Resources and Final [email protected]

In this episode Gary interviews Lydia Sugarman, the CEO and founder of Venntive. Lydia shares her journey in the business world and her experience with revenue operations (rev ops). She explains the concept of rev ops, emphasizing its importance in aligning marketing, sales, customer success, and operations to drive business growth. The discussion also covers technological challenges, the benefits of a unified database, and how Venntive offers an all-in-one solution for businesses of all sizes. Lydia also highlights the role of AI in enhancing CRM functionality and offers practical advice for companies looking to streamline their operations.00:00 Introduction and Guest Welcome00:19 Lydia Sugarman's Background and Venntive's Origin01:06 Understanding Revenue Operations (RevOps)02:53 Challenges in Aligning Departments04:33 RevOps Solutions and Tools12:04 Venntive's Unique Offerings17:26 AI Features in Venntive21:25 When to Consider Venntive23:51 Conclusion and Contact Information

In this episode of the Pipelineology podcast, host Gary interviews Robert Heath Sr., founder, CEO, and Chief Vision Officer of Legacy Leadership Consulting Group. Robert shares his extensive background, from teaching and military service to founding his leadership consulting firm. He discusses key elements of effective leadership, including examining expectations, proper delegation, and developing an empowering environment. Robert also introduces his book, 'Why Can't People Just Do Their Jobs?' and explains how the Legacy Leadership Lab helps middle managers become effective problem solvers. Tune in to learn valuable leadership strategies and insights.00:00 Introduction and Guest Welcome00:23 Casual Conversation and Weather Talk01:05 Robert Heath Sr.'s Background and Career Journey03:35 Leadership Lessons from the Marine Corps04:51 Founding the Legacy Leadership Consulting Group09:44 Differences Between Good and Bad Leaders10:41 Becoming a Better Leader12:25 The Empower Method and Leadership Tips15:31 Practical Leadership Examples17:25 Handling Office Requests and Delegation18:57 Understanding Team Potential and Overcoming Anxieties19:49 The Fork in the Road Dilemma20:48 Listening and Addressing Obstacles23:45 The Empower Method: Steps to Effective Leadership27:17 Teaching Problem Solving and Leadership30:33 Legacy Leadership Lab and Final Thoughts

In this episode, Gary discusses the critical aspects of AI governance and compliance with Mahmood Rashid, President of Staferm Solutions. Mahmood shares his extensive experience in IT governance, risk, and cybersecurity, emphasizing the importance of properly managing AI within organizations. The conversation covers the dangers of shadow AI, the necessity of using paid AI models with adequate privacy controls, and the significance of keeping up with AI advancements to avoid obsolescence. Mahmood also addresses the future impact of AI on various industries and provides practical advice for businesses looking to implement AI responsibly.00:00 Introduction and Guest Welcome00:45 Guest Background and Experience02:58 The Importance of AI Governance04:45 Privacy Concerns with AI08:57 AI Hallucinations and Prompt Engineering12:47 Future of AI in the Job Market16:06 Private AI Models and Industry Applications21:58 Conclusion and Contact Information

In this episode of the Pipelineology podcast, host Gary welcomes AI pioneer Jeremy Schiff, who shares his extensive background in AI and machine learning. Schiff discusses his journey from developing an AI-enhanced photo editor and a personalized restaurant recommendation system to founding RecruitBot and Salesbot. He emphasizes the importance of integrating AI in sales to increase productivity and accuracy, addressing the resistance and enthusiasm toward AI in the industry. Schiff highlights Salesbot's advanced AI capabilities for improving data quality and enhancing outbound sales strategies. He also explains how Salesbot's unique data pipeline and enrichment waterfalls ensure high-quality, comprehensive, and up-to-date contact information, saving sales teams significant time and effort. Listeners are encouraged to explore Salesbot.io and try the platform's features through a free trial.00:00 Introduction and Guest Welcome00:29 Jeremy Schiff's Background and Career Journey01:52 Introduction to Salesbot02:46 AI in Sales: Opportunities and Challenges06:24 Salesbot's AI-Driven Search and Data Quality12:58 Salesbot's Unique Data Pipeline and Enrichment24:09 How to Get Started with Salesbot25:31 Conclusion and Contact Information

In this episode of the Pipelineology podcast, host Gary chats with Donna Amos, founder of Solopreneur Solutions and author of 'Best Damn Marketing Tool Ever: Writing a Nonfiction Book to Grow Your Business'. They discuss Donna's journey from launching her digital marketing agency in 2008 to helping clients publish their books. Donna shares practical advice on brainstorming, outlining, writing, and the entire publishing process. She details the benefits of using a book as a marketing tool and highlights the distinctions between traditional publishing, self-publishing, and hybrid publishing. Donna also elaborates on how she assists clients through coaching programs to ensure they complete their manuscripts. Listeners interested in writing a book can visit inspiredpresspublisher.com for more details on Donna's services.00:00 Introduction and Guest Welcome00:48 Donna's Background and Journey01:55 Starting the Book Writing Process04:37 Publishing Your Book09:02 Using Your Book as a Marketing Tool16:53 Pitfalls to be Aware of18:11 Coaching and Support for Aspiring Authors21:41 Traditional vs. Hybrid Publishing23:49 Conclusion and Contact Information

In this episode, Gary Ruplinger interviews Stephanie Kord Miller of Empower Your Results to talk business growth, retention, and agility. 00:00 Introduction and Guest Welcome00:39 Stephanie's Background and Career Journey03:26 Challenges in Business Retention05:09 Starting Points for Business Growth07:40 Importance of Strategic Planning and Implementation12:05 Case Studies: Established Company vs. Startup22:11 Principles of Business Agility29:07 Stephanie's Coaching Methodology37:46 Contact Information and Closing Remarks

In this episode, Gary Ruplinger interviews Scott Moss, Founder and CEO of M Sales Growth Advisors, to talk about how to revive dead leads, stalled deals, and how to handle good prospects that have ghosted you.

Glen Akramoff, author of Human Centered Teams, joins Gary to talk about getting employees engaged in their work again and building a great team at your organization.

Marisa Cali of Live on Social Now joins Gary Ruplinger to discuss virtual events, their relevance in 2023 and beyond, and more.

In this live event replay, Gary discusses techniques to help you get meetings with your ideal prospects.

Johnny Lee Reinoso from C-Level Partners joins Gary to discuss professional high end cold calling strategies targeting Fortune 500 companies.

In this episode, Gary talks about steps that Pipelineology used internally to increase their appointment show rate from 49% to 92%. If you take meetings with people, you wont want to miss this episode.

Today's episode is another lived LinkedIn Event hosted by Gary with advanced strategies you can use to get more clients from LinkedIn.

Today's episode is a live event Gary hosted on LinkedIn teaching attendees the latest strategies to help them get more clients from LinkedIn.

Matt Fabrico, founder of Outbound Funnel, returns to the show to share some of the latest strategies for turning prospects into paying clients. If you take sales calls, you won't want to miss this episode!

Brent Keltner, author of Authenticity Wins, joins Gary to discuss strategies for sales team to succeed and techniques used by top sales people to close more deals without acting pushy, shady, or unethically.

If you've wanted to start using influencers to promote your products, but don't have the 6 or 7 figure budget, Zak will share how you can start using Micro Influencer marketing at a much lower cost while still driving great results.

Mike Maynard, Managing Partner at Napier B2B, joins Gary to discuss account based marketing, how to get clients by throwing stones, and how to effectively get meetings and land new business from very small lists of prospects.

Randy Gerson from Gerson & Associates joines Gary to talk about selling to Xerox, dealing with long, complex sales cycles, and getting your foot in the door with high value prospects.

Chris Brisson from Sales Message joines Gary to talk about text messaging for business. They discuss best practices, pitfalls, and A2P 10DLC will impact businesses' ability to communicate with customers. 

AJ Crawford joins Gary to discuss his process for recruiting and training talented virtual assistants from The Philippines. He talks about what you can expect to pay and some of the amazing talent you can find. We also discuss some of the cultural differences and regulations you should be aware of.

Nick Abraham from Elevaate Leads joins Gary on the show to talk about how they're scheduling 15-20 demos a week by personalizing their cold outreach and how with this approach they're able to reach high value C-suite level targets that are normally impossible to reach from your typical prospecting campaign.

More revenue, more days off, and happier, more satisfied clients. Sam and Josh Ovett join Gary to discuss automation to make your business run more efficiently.

Jodi and Darryl Beuckert join Gary to discuss getting referrals. As business owners we all want more referrals but for many businesses, they can't be relied upon. Jodi and Darryl discuss how putting a system in place to help cultivate new referrals without any awkward or sleazy tactics.

Evan Samet joins Gary to discuss how he started a business in college and bootstrapped growth with 0 outside investment. He also about pivots he's making in the live ticketing industry, and the importance of tenacity when building a business.

Joel Erway joins Gary to discuss power offers, mini webinars, and how to significantly decrease your cost per booked call from advertising.

Angel Sandoval joins Gary goes beyond the traditional KPIs of sales and prospecting and reveals how often the thing holding back performance may not have anything to do with those traditional KPIs at all.

Drew Griffin joins Gary to talk about Facebook Groups. Drew talks about his strategy for highly engaged groups of 5, 10, even 15,000 members and how you can use the same strategy to build your own profitable Facebook Group

In this solo episode, Gary talks about some of the common problem areas when doing outreach and how to get your campaign on track. He talks about fixing your offer, following-up, and then talks about follow-up some more.

Graham Coath joins Gary to talk about organic engagement strategies on LinkedIn. From polls to videos to live events, Graham shares his strategies to build an organic following of business professionals on LinkedIn.

On this solo episode, Gary talks about one of the most overlooked parts of the sales process, the follow-up. He talks about follow-up in three different phases of the sales process and his number 1 tip to stand out after doing a demo with a prospect.

Pete Herbst joins Gary on this episode to discuss the PSP prospecting system, an outreach system focusing on LinkedIn and cold email to find interested prospects and book calls.

Matt Fabrico from Outbound Advantage joins Gary to discuss cold email, finding lists, deliverability, benchmarks, and discusses his multi-touch outreach process to booking appointments for his clients.

Javier Lozano Jr joins Gary to talk about the latest LinkedIn feature, stories. He also talks about why it's a great platform for B2B and shares how he got approved for LinkedIn Live video.

Neville Oyiti joins Gary to discuss LinkedIn Ads. He shares his favorite ad formats, how the platform is different from other social media ad platforms like LinkedIn, and reveals what offers perform best in B2B.

Justin Hughes joins Gary to talk about how cold calling helped him go from being on the street and homeless to being a successful businessman. Justin doesn't hold back and shares his techniques for getting past the gatekeeper without being tricky or sleazy and also his script when he talks to a decision maker to book appointments effectively.

Todd Schuchart joins Gary to talk about sales pitches, why you should be saying no to bad business, and how to hire great salespeople.

John Hill, from Adapted Growth, and the Sales Throwdown Podcast, joins Gary on the show today to discuss sales processes. John shares tips on why you should know your DISC personality, and how to use it to your advantage in sales. Also, John talks about why it's important to practice and know your KPIs. John explains that you don't need to be sleazy or slick to be a top salesperson and how that kind of thinking is probably holding you back.