Outbound is a weekly podcast illuminating the stories of sales professionals that have taken the path less traveled to build strong relationships that have led to soaring new heights and beautiful vistas. These are the stories of building relationships in sales that have led to great business outcomes.
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A podcast about loving your work and working with your love. Mike and Gaby Grinberg are husband and wife business owners, interviewing other successful husband and wife / significant other business owners about how they built their business, why they chose to work together and how the manage to balance the business, the relationship and everything in between.
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Imagine you are sitting at a table with two folks who have a lot of a opinions and perspective on some of the new stuff coming down the pipe with marketing, sales, and other adjacent business and technology topics. Now imagine, these two folks are Mike Grinberg and Garrio Harrison. Mike and Garrio will cover the most interesting and impactful marketing adjacent current events, campaigns, and business dealings that are happening every week, and they will also add a good amount of their own pe ...
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Join us as we train our neural nets on the theme of the century: AI. Sonya Huang, Pat Grady and more Sequoia Capital partners host conversations with leading AI builders and researchers to ask critical questions and develop a deeper understanding of the evolving technologies—and their implications for technology, business and society. The content of this podcast does not constitute investment advice, an offer to provide investment advisory services, or an offer to sell or solicitation of an ...
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We love great marketing. Marketing meets your people in their problem, and guides them to a successful version of themselves. But B2B marketing is broken Fire Drill Forecasting, MQL Chasing Cyber Stalking Future Buyers Martech vendors and VCs have us focused on growth at ANY cost But only 5% of buyers are in a buying cycle. And it's a blood bath of competition. There's a war coming. And you're about to meet the Rebel Alliance. Welcome to Demand Wars. Where the best B2B marketers in the world ...
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Fireworks Founder Lin Qiao on How Fast Inference and Small Models Will Benefit Businesses
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In the first wave of the generative AI revolution, startups and enterprises built on top of the best closed-source models available, mostly from OpenAI. The AI customer journey moves from training to inference, and as these first products find PMF, many are hitting a wall on latency and cost. Fireworks Founder and CEO Lin Qiao led the PyTorch team …
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GitHub CEO Thomas Dohmke on Building Copilot, and the the Future of Software Development
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GithHub invented collaborative coding and in the process changed how open source projects, startups and eventually enterprises write code. GitHub Copilot is the first blockbuster product built on top of OpenAI’s GPT models. It now accounts for more than 40 percent of GitHub revenue growth for an annual revenue run rate of $2 billion. Copilot itself…
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Meta’s Joe Spisak on Llama 3.1 405B and the Democratization of Frontier Models
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As head of Product Management for Generative AI at Meta, Joe Spisak leads the team behind Llama, which just released the new 3.1 405B model. We spoke with Joe just two days after the model’s release to ask what’s new, what it enables, and how Meta sees the role of open source in the AI ecosystem. Joe shares that where Llama 3.1 405B really focused …
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Klarna CEO Sebastian Siemiatkowski on Getting AI to Do the Work of 700 Customer Service Reps
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In February, Sebastian Siemiatkowski boldly announced that Klarna’s new OpenAI-powered assistant handled two thirds of the Swedish fintech’s customer service chats in its first month. Not only were customer satisfaction metrics better, but by replacing 700 full-time contractors the bottom line impact is projected to be $40M. Since then, every compa…
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Reflection AI’s Misha Laskin on the AlphaGo Moment for LLMs
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LLMs are democratizing digital intelligence, but we’re all waiting for AI agents to take this to the next level by planning tasks and executing actions to actually transform the way we work and live our lives. Yet despite incredible hype around AI agents, we’re still far from that “tipping point” with best in class models today. As one measure: cod…
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Microsoft CTO Kevin Scott on How Far Scaling Laws Will Extend
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The current LLM era is the result of scaling the size of models in successive waves (and the compute to train them). It is also the result of better-than-Moore’s-Law price vs performance ratios in each new generation of Nvidia GPUs. The largest platform companies are continuing to invest in scaling as the prime driver of AI innovation. Are they rig…
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Zapier’s Mike Knoop launches ARC Prize to Jumpstart New Ideas for AGI
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As impressive as LLMs are, the growing consensus is that language, scale and compute won’t get us to AGI. Although many AI benchmarks have quickly achieved human-level performance, there is one eval that has barely budged since it was created in 2019. Google researcher François Chollet wrote a paper that year defining intelligence as skill-acquisit…
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Factory’s Matan Grinberg and Eno Reyes Unleash the Droids on Software Development
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Archimedes said that with a large enough lever, you can move the world. For decades, software engineering has been that lever. And now, AI is compounding that lever. How will we use AI to apply 100 or 1000x leverage to the greatest lever to move the world? Matan Grinberg and Eno Reyes, co-founders of Factory, have chosen to do things differently th…
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LangChain’s Harrison Chase on Building the Orchestration Layer for AI Agents
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Last year, AutoGPT and Baby AGI captured our imaginations—agents quickly became the buzzword of the day…and then things went quiet. AutoGPT and Baby AGI may have marked a peak in the hype cycle, but this year has seen a wave of agentic breakouts on the product side, from Klarna’s customer support AI to Cognition’s Devin, etc. Harrison Chase of Lang…
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Join us as we train our neural nets on the theme of the century: AI. Sequoia Capital partners Sonya Huang and Pat Grady host conversations with leading AI builders and researchers to ask critical questions and develop a deeper understanding of the evolving technologies and their implications for technology, business and society. The content of this…
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Ep. 21 Emily Ackerman - Business development is like dating
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In this episode of Outbound, Mike Grimberg interviews Emily Ackerman, a director of business development at Bennett Thrasher, about building relationships and trust with prospects. They discuss being authentic, focusing on people over brands, and using stories to connect. Gain insights into developing an authentic personal brand and tips for busine…
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In this episode of Outbound, host Joseph Lewin interviews Melissa Wexler, a seasoned sales leader with over 10 years of experience leading sales teams. They discuss Melissa's unique career journey from being a lawyer to getting into sales, as well as practical tips for building authentic relationships with customers. Main Discussion Points: - Makin…
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In this episode of Outbound, host Joseph Lewin interviews Bob Burg, author of The Go-Giver and keynote speaker, about his approach to building relationships and providing value to ideal customers through a giving mindset. Main discussion points: - The importance of focusing on serving others and discovering their needs in order to build trust and l…
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In this episode of OUTBOUND, Mike Grinberg (CEO of Proofpoint Marketing) shares his perspective on building meaningful relationships with customers and prospects. He emphasizes the importance of being genuinely curious about how their business works in order to have insightful conversations and build trust. Guest Bio: Mike Grinberg is the CEO and C…
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Ep. 17 Brian Walsh - Bring alignment within target accounts
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In this episode of OUTBOUND, we are doing something a little different. This is an excerpt from another Proofpoint Marketing show, Relationship-Led Growth Live. Joseph Lewin is joined by Proofpoint’s CEO, Mike Grinberg, for a discussion with Brian Walsh from Force Management. The conversation focuses on how to create alignment within your client's …
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Ep. 16 Jon Salisbury - Build trust by being your authentic self
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In this episode of OUTBOUND, host Joseph Lewin interviews entrepreneur and CEO of Nexigen, Jon Salisbury, about strategies for building deeper relationships with customers through vulnerability and trust. Jon shares stories and examples from his experience founding multiple companies, including a cybersecurity firm and a smart city startup. Key Dis…
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In this podcast episode, host Joseph Lewin talks with Neil Barrow, founder of RevOps Advisors, about effective conference planning and follow-up strategies for business development in professional services. Neil shares practical tips about attending business conferences, including doing advance research, carefully planning your calendar, and coordi…
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In this episode, Joseph interviews Chad Nikhazy, the EVP of Business Development at Provisions Group, about strategies and tactics for building deeper relationships with ideal customers. Chad shares his "secret sauce" for successful sales over his 25-year career, which boils down to focusing on genuine relationships instead of transactions. Key Dis…
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Ep. 13 Max Traylor - Make a noble contribution
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In this episode of Outbound, Joseph Lewin interviews Max Traylor, a consultant and creator of the "Beers with Max" podcast. They discuss strategies and tactics for building deeper relationships with ideal customers through content creation, collaboration, and providing value. Main discussion points: - Why providing value through a "noble contributi…
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Ep. 12 Matt Dixon - Be a rainmaker in professional services
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In this episode, Joseph Lewin interviews Matt Dixon, co-author of "The Challenger Sale" and founding partner at DCM Insights, about business development strategies for professional services firms. They discuss Matt's recent research on what today's rainmakers in professional services do differently to drive business. Guest Bio: Matt Dixon is a best…
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Ep. 11 Mickeli Bedore - Don't lead with friendship, lead with respect
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In this episode of Outbound, host Joseph Lewin interviews Mickeli Bedore, an enterprise sales expert known for turning around underperforming sales territories. They discuss tactics and mindsets for building trust and respect with prospects to drive sales conversations and close deals. Listeners can expect to learn best practices for discovery call…
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In this episode, Joseph Lewin interviews Andy Rogers, VP of Business Development at Key Tech. They discuss strategies and tactics for building deeper relationships with ideal customers, with a focus on being interested, being interesting, and establishing common ground. Andy shares stories of successful relationship-building that have led to long-t…
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Ep. 9 Mark Colgan - Curate content to start conversations
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In this episode, Joseph Lewin interviews Mark Colgan about his strategies for building relationships with ideal customers through thought leadership and content creation. Mark shares how he leveraged thought leader interviews and curated content to start conversations with prospects who recently raised funding, ultimately leading to new business. M…
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Ep. 8 Kevin Lawson - Build a network of influence
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In this episode, sales consultant Kevin Lawson shares his approach to building meaningful relationships with ideal customers. Listeners can expect to learn practical strategies for connecting with influential people in their target customer's world in order to establish trust and rapport. Main Discussion Points: - The importance of building relatio…
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Ep. 7 David Mussan-Levy - Research your prospects
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In this episode of Outbound, Joseph Lewin interviews David Mussan-Levy, a 15-year sales veteran currently the Director of Sales at Synechron. They discuss David's approach to building deeper relationships with customers through personalization, persistence, and bringing value. Listeners can expect to gain tangible tips for researching and understan…
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Ep. 6 Alex Garner - Who doesn't love donuts?
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In this episode of Outbound, host Joseph Lewin speaks with Alex Garner, an account manager at Prosource Technologies, about strategies for building genuine relationships with potential customers before trying to make a sale. They discuss the importance of prioritizing face-to-face interactions, finding ways to show you care about the customer beyon…
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Ep. 5 Dee Acosta - Be neurotic to win at sales
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In this episode of Outbound, Joseph Lewin talks to Dee Acosta, Director of Sales and Strategic Growth at Modigi, about the best strategies and tactics for building deep relationships with customers. They discuss taking an all-bound approach, getting into the mindset of buyers, leveraging relationships through networking and referrals, and being aut…
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Ep. 4 Matt Hall - Be where your customers do business
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In this episode, Joseph Lewin interviews Matt Hall about finding and engaging with relevant ecosystems, asking current customers about their ecosystems, and slowly building relationships in those ecosystems over time. Key Discussion Points: - Finding ecosystems where your ideal clients do business and becoming part of them by understanding differen…
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Ep. 3 Logan Lyles - Creating content with your ideal customers
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In this episode of Outbound, Logan Lyles shares how content-based networking has helped him build stronger relationships and generate more pipeline. Listen as he outlines practical tactics any salesperson can use to start creating more content with their ideal customers. Main Discussion Points: - What is content-based networking, and how it enabled…
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Ep. 2 Juan Arcila - The power of radical honesty
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In this episode of Outbound, host Joseph Lewin speaks with Juan Arcila about effective outbound strategies and tactics to build relationships with your ideal customers. They discuss Juan's approach of "radical honesty" and transparency in sales and how being upfront builds trust and rapport with prospects. Juan provides examples of how he implement…
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Ep. 1 Hailey Wilson - Using video outreach to build relationships
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In this episode of Outbound, host Joseph Lewin interviews Hailey Wilson, an account executive at HubSpot, about tactics she's found effective for building relationships through outbound sales. Listeners can expect to learn Hailey's "secret sauce" for outbound success, how to leverage video in different stages of the sales process, and actionable ti…
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The most successful salespeople don't wait around for somebody else to build their pipeline. They actively go out and find new customers. But they're also consistent. They consistently nurture existing relationships, close current deals, And build future pipeline. Finding and securing new business is one of the most valuable skills you can build. B…
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Ep4 - How Small Island Nations Make Millions from Tech Trends and Bubbles
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In this episode of Marketing Adjacent, Mike and Garrio have a short discussion on the topic of country specific top level domains (TLDs) and their impact for marketers. They cover how small countries can generate significant revenue from popular TLDs, risks associated with using certain country TLDs, factors to consider when purchasing domains for …
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Ep 3. Corporate Political Theater and the Nuanced Art of Taking a Stand
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In this episode of Marketing Adjacent, Mike Grinberg and Garrio Harrison discuss the creator economy, decentralized social networking, AI mode, luxury retail brand dupes and fakes, and issues surrounding ESG. The conversation was recorded on May 15. [00:02:29] BuzzFeed Leverages Creators for Content as Creator Economy Grows BuzzFeed's new residency…
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Ep2. AI Vs. Copyright, Adapting to the Speed of AI Innovation, Clear's Partnership with LinkedIn
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What's going on in the world of business and technology? Here are some of the top stories from this week: Fake, AI generated Drake song is taking the world by storm, and stirring up some copyright issues The speed of AI innovation is causing problems for regulators Identity is becoming a hot topic and Clear + LinkedIn have struck a partnership Also…
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Ep1 - TikTok ban, AI revolution, SVB fallout, lazy advertising campaigns, and sea change in the workplace
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Summary In this episode, Mike and Garrio discuss the top current events impacting business, tech, and marketing, addressing issues such as legislation, AI, and banking technology. They also critique recent marketing campaigns by Coca-Cola and Twisted Tea, suggesting that successful campaigns should establish a lasting connection to the brand, rathe…
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Trailer episode where Mike and Garrio discuss what you can expect from the show, including the three segments: The Rundown - a selection of the top 3 most interesting and impactful topics from the past week. Is It Helpful? - a dissection of a recent marketing/advertising campaign or public business decision. Perspective - Mike and Garrios perspecti…
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#8: Is It Cake? by Gwen LaFage of Sinch. [Demand Wars]
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Shes' dedicated a career to building: - Strong brands. BRAVE brands. Brands that connect with people. - Brands that dare to be different. She spent 10 years in the best Ad agencies in London and Paris, working on the world's leading consumer brands. She's now the VP of Brand at one of the fastest growing tech companies in the world, Sinch - THE Cus…
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#7: Mike Grinberg, ProofPoint Marketing. [Demand Wars]
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He's a creative problem solver at heart, An amateur combat sports competitor, And a co-founder of ProofPoint Marketing. Mike believes that Relationship Journey > Buyer Journeys. Don't miss Mike Grinberg on the Demand Wars Game Show! --- Proofpoint Marketing helps brands acquire the right customers, by building relationships at scale. Join the B2B D…
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He's the VP of Marketing @ Slice He's done it all, from B2C to B2B He loves to work with data, but says data-leading is a misleading term.. The host of Ethics in Marketing - Mikhail Myzgin. He's building a media company at Slice, and believes in creating content so good, they want to subscribe. Don't miss Mikhail Myzgin on the Demand Wars Game Show…
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#5: B2B Dated & Related. by Tom Hunt, of Fame.so. [Demand Wars]
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Tom Hunt is the former Head Of Marketing at Ebsta (B2B SaaS in sales tech space), He created the Sales Ops Demystified podcast (now called RevOps Demystified) It blew up - 10x ROI (who doesn't love that?) So Tom left to start his own company - Fame! At Fame - they've helped 60 B2B brands become famous... in their niche 👉 IDEO 👉 Workday 👉 HighRadius…
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#4: B2B Marketing Idol! by James Carbary of Sweet Fish. [Demand Wars]
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He's the Executive Producer of B2B growth: Your favorite marketer’s favorite show He's the force behind Sweet Fish Media, where commodity content is the enemy With Content franchises like: The journey Echo Chamber, and Original Research - He's on a mission to make B2B cool again? Or maybe, for the first time. Join the B2B Demand Creators community.…
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#3: Startup Survivor! by Camille Trent of PeerSignal. [Demand Wars]
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✦ She's the Host of the Content Logistics podcast ✦ Don't call her a SaaS marketer! She's the director of a B2B media company. ✦The Director of Content & Community at PeerSignal PeerSignal delivers data-backed research and carefully curated SaaS market data to over 13,000 GTM professionals Keyplay (SaaS company) data powers PeerSignal research (med…
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Growing up, Sam wanted to be: - A professional soccer player. - A physical therapist. - A psychologist. He never went pro with any of those... but you will definitely see the threads of all 3 woven into Sam's Demand Gen takes! He lives in Jupiter... (true story) His right hip is a half-inch higher than the left... (true story) and that's made him a…
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#1: CMO Swap! by Gaetano DiNardi, Growth Advisor. [Demand Wars]
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Gaetano Nino DiNardi competes on the Demand Wars Game Show! He's a Singer/Songwriter/Producer - working with some of your favorite artists... He helped SalesHacker grow 400%, and get acquired by Outreach... He helped Nextiva grow to $200M ARR almost all from demand gen & inbound... He's an SEO and growth advisor to Gong, Cognism, Alyce, Sentisum - …
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Well, it has been a wild ride since August of 2020, and while we have a ton more we want to accomplish with Mixing Business with Pleasure, we have decided to put the interview portion of the show on temporary hiatus. As most of you know, this podcast has been a passion project for us, and lately we have realized we just aren’t able to commit the ne…
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Ep. 24 Erik & Gina Therwanger- Life Saving Goals
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This is honestly one of the most incredible couples we’ve had the privilege of interviewing on our podcast. Together, they’ve gone through multiple careers, business ownership and parenthood. Gina has also battled (and beat!) cancer four times—all with Eric as her caregiver, right by her side. From the film industry to financial planning to now own…
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Ep. 23 - Doug & Michelle Myers - The Next Right Step
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These two found love together before officially founding their company. Although, Michelle actually started her first business back in 2009 before meeting Doug. However, it wasn’t until he entered her life in 2013 that she really saw the opportunity to grow and scale. In 2016, Doug & Michelle co-founded Pink Callers and the rest is history! They ar…
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Ep. 22 - Jim & Chantea Goetz - Perfecting Mind & Body
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Like many of our guests, love definitely came first for these two! They met over 20 years ago in college and have now been married for 15 years. They are also parents of three (four if you count their business as their last “baby”). Prior to opening their business, they worked in separate jobs but often in the same industry. And while their careers…
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Ep. 21 - Jason & Tova Weiss - Better Together
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For this pair, love definitely came before work. Jason and Tova have been together since college and admittedly have a hard time remembering life before they had each other in it. Jason is a lawyer and the managing partner of the Weiss Law Group. He practices business and commercial litigation. Tova handles the financial side of the law practice. S…
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