The Juice - Consumer Direct Podcast

Ep. 53 | Turning Old Leads Into New Revenue

What if the leads most companies write off still have real value? In this episode of The Juice Consumer Direct Podcast, Carson Poppenger and Jacob Thorpe sit down with Drew Warmington, CEO of iLeads and Tova Data, to talk about the evolution of lead generation, data enrichment, customer acquisition, and how better lead intelligence helps businesses recover more revenue from leads they already own. Drew shares his story from the early days of online lead generation to building data-driven solutions that help companies qualify faster, prioritize smarter, and create stronger conversations with consumers. The conversation gets into how data can improve targeting, how lead scoring helps teams focus on the right opportunities, and why old or unconverted leads should be treated like an asset instead of a sunk cost. There is also a strong discussion around how enriched data helps contact centers and sales teams build more authority in the conversation, reduce friction, and improve conversion by knowing more before the call even begins. If you work in lead generation, customer acquisition, mortgage, insurance, home services, sales, or revenue operations, this episode is packed with practical insight on how better data leads to better decisions and better outcomes. Listen now and subscribe for more conversations on lead gen, conversion, compliance, sales performance, and revenue growth. 00:00 Intro and welcome to Drew Warmington 00:30 Long history with Drew in the lead space 02:19 Drew’s tenure in the industry and early story 03:39 The early days of lead generation 04:21 How Drew got started online in 1996 07:09 Scrappy startup lessons in lead gen 09:24 What iLeads and Tova Data do today 12:33 Data, process, and smarter decisions at scale 15:04 How Tova Data fits into the business 16:07 Why enriched data matters more today 18:00 Home services use cases and property data 20:06 Improving qualification and appointment workflows 22:00 How better data improves the sales conversation 23:33 Case study on recovering value from old leads 26:08 Turning lead inventory into revenue 29:03 Final thoughts and entrepreneurial advice 30:23 Closing thoughts and outro #DrewWarmington #iLeads #TovaData #LeadGeneration #DataEnrichment #LeadScoring #CustomerAcquisition #ConversionStrategy #LeadData #SalesConversion #MortgageLeads #InsuranceLeads #HomeServicesLeads #RevenueGrowth #CustomerData #TheJuiceConsumerDirectPodcast #CarsonPoppenger #JacobThorpe #Squeeze

Ep. 52 | Great Teams Look Beyond the Lead

Most teams focus on getting the lead. The better teams understand what happens after it. In this episode of The Juice Consumer Direct Podcast, Carson Poppenger and Jacob Thorpe sit down with Margaret Wise, CGO of ClickDimensions, to talk about customer intent, revenue growth, client retention, onboarding, and the growing role AI is playing across modern sales and marketing teams. Margaret brings a broad view of how revenue teams actually perform when marketing, sales, and client strategy are aligned. This conversation gets into the signals most companies miss, why implementation matters just as much as the technology itself, and how strong teams use better visibility to improve outcomes across the customer journey. There is also a practical discussion around AI and how teams are actually using it inside revenue operations. The conversation stays focused on real application, including better visibility into conversations, stronger follow-up, improved workflows, and more informed decision-making. If you work in lead generation, sales, marketing, customer experience, or revenue operations, this episode gives a grounded look at what it takes to turn more intent into more revenue. Like, comment, and subscribe for more conversations on lead gen, conversion, compliance, sales performance, and the systems behind modern growth. Looking to connect with other sales, marketing, and revenue leaders? Learn more about Pavilion here: https://www.joinpavilion.com/ [https://www.joinpavilion.com/] 00:00 Intro and welcome 01:05 Margaret Wise’s background and career path 04:12 How each role built toward the next 06:13 Revenue strategy and the tools teams need today 08:04 The biggest problems modern teams are trying to solve 11:21 AI workflows, automation, and customer conversations 13:02 Managing clients, retention, and growth opportunities 15:27 Why performance earns trust 17:45 Onboarding and the customer experience 19:51 Why implementation matters more than most teams realize 22:18 AI, analytics, and staying focused 26:02 Pavilion, networking, and leadership growth 31:47 Final thoughts on learning from other operators 33:16 Outro #MargaretWise #ClickDimensions #CarsonPoppenger #JacobThorpe #JuiceConsumerDirectPodcast #Squeeze #CustomerIntent #RevenueGrowth #LeadGeneration #LeadConversion #RevenueOperations #SalesLeadership #ClientRetention #OnboardingStrategy #MarketingTechnology #B2BGrowth #RevOps #SalesStrategy #MarketingStrategy #AISales

Ep. 51 | The Marketing Channels Winning Right Now

What’s working in performance media right now, and what are brands still getting wrong in customer acquisition? In this episode of The Juice Consumer Direct Podcast, Carson Poppenger and Justin Jump sit down with Chelsea Denning, VP of Performance Media at Ignite Media Group, to talk about the evolution of performance marketing, the channels driving results today, and why compliance, trust, and long-term brand protection matter more than ever. The conversation covers Chelsea’s background in performance marketing, the role of email and Meta in today’s acquisition strategies, how brands should think about onboarding and customer growth, and what separates sustainable media buying from risky short-term tactics. They also get into women in the industry, leadership, work-life balance, and how consumer behavior keeps shifting across social and digital platforms. If you work in lead generation, paid media, insurance, home services, customer acquisition, or sales experience, this episode is packed with relevant perspective. Subscribe for more conversations on lead gen, sales, compliance, media buying, customer acquisition, and the future of performance marketing. Chelsea Denning is a seasoned performance marketing executive known for customer acquisition strategy, cross-channel media expertise, and a leadership style that combines strong results with integrity and long-term brand thinking. #JuiceConsumerDirect #PerformanceMarketing #ChelseaDenning #CustomerAcquisition #PaidMedia #LeadGeneration 00:00 Intro and welcoming Chelsea Denning 00:31 Chelsea’s background in performance marketing 03:19 Craigslist, early digital marketing, and how things used to work 05:03 Why email still continues to produce 06:01 Surfing, beach life, and mental clarity outside of work 08:30 Being recognized by LinkUnite 11:08 Supporting women in the industry 13:58 Chelsea’s role at Ignite Media Group 15:03 The biggest changes in performance marketing right now 16:15 What brands are still getting wrong in customer acquisition 17:46 Verticals seeing strong results right now 19:11 Which marketing channels are outperforming 20:06 Inboxing, deliverability, and what that means 21:14 Meta, social traffic, and platform dominance 22:16 Compliance and why it has to lead strategy 24:29 Protecting brands while still driving growth 24:55 Balancing aggressive growth with long-term brand trust 26:12 Career stories, creative offers, and unexpected results 28:13 Retargeting, supplements, and how ads follow consumers 29:39 Buying products from ads and shifting consumer behavior 31:02 Conferences, LeadCon, and Affiliate Summit 32:35 Final thoughts, event invite, and outro

Ep. 50 | Winning Home Services Leads

How do home services brands actually scale customer acquisition without wasting money on bad leads, broken systems, and weak follow-up? In this episode of the Juice Consumer Direct Podcast, Carson Poppenger and Jacob Thorpe sit down with Bastian Cowsert to break down what is changing in home services marketing, lead generation, compliance, call center performance, and buyer-seller relationships. From data infrastructure and CRM maturity to lead quality, routing, pricing models, and the role of AI, this conversation lays out what growth-focused companies need to understand if they want to compete at a higher level. Bastian shares his path from seminar marketing and mortgage lead generation into the home services world, along with lessons from working across the brand side, publisher side, and performance marketing ecosystem. The episode also digs into why some companies still grow through referrals and doorknocking, why others are rapidly scaling through digital lead gen, and what separates disciplined operators from teams that are still guessing. If your business depends on customer acquisition, lead flow, conversion, or outbound performance, this episode is packed with practical insight. Subscribe for more conversations on lead generation, compliance, contact center performance, and growth strategy. #JuiceConsumerDirect #CarsonPoppenger #JacobThorpe #BastianCowsert #HomeServices #LeadGeneration #CustomerAcquisition #PerformanceMarketing #CallCenter #Compliance #MarketingStrategy #HomeImprovement #DigitalMarketing #LeadQuality #BusinessGrowth 00:00 Intro and guest welcome 01:15 How Bastian Cowsert got into lead generation 04:29 How home services marketing is changing 08:15 Referrals, doorknocking, and digital scale 11:20 Why Bastian joined his current company 14:01 What makes buyer-seller relationships work 17:27 How lead generation models actually work 22:19 The problem with middlemen in lead gen 26:01 LeadsCon, networking, and industry growth 29:27 AI tools and internal business operations 33:24 What changes are coming in the next 12 to 24 months 36:18 What Bastian looks for in new clients 43:32 What makes outbound call center programs succeed 49:13 Using testing and reporting to improve performance 51:30 Final thoughts and wrap-up

Ep. 49 | Scale Online Lead Gen Without Tanking Conversion

Home service companies are sitting on massive demand, but many are still operating 10 to 15 years behind financial services when it comes to tech, tracking, and lead conversion. In this episode of the Juice Consumer Direct Podcast, Carson Poppenger and Jacob Thorpe sit down with Sam Preston, Founder and CEO of Service Scalers, to break down what actually drives scale in home services lead generation, and why speed-to-lead is the difference between booked jobs and wasted spend. Sam Preston is the CEO of Service Scalers, a marketing operator focused on lead generation for home service businesses (think HVAC, plumbing, electrical, other local service categories). Key topics included: Why home services have huge upside and why PE keeps consolidating the space The “systems vs hustle” shift that happens as companies scale The 72-hour booking window and what it does to show rates Why customer urgency makes fast response a competitive weapon Where AI agents and omni-channel experiences are heading How to reduce churn with better feedback loops and stronger client pulse checks Drop a comment with the biggest bottleneck in the lead-to-booked process, and subscribe for more episodes on lead conversion, contact center performance, and consumer direct growth.