LodeStar

"A Better Linkedin Sales Strategy" - LodeStar S1 E13 - Morgan Ingram

Cliff and Morgan talk through how to leverage LinkedIn to drive success in both business and life, entrepreneurship, and learning to think like an executive. About Morgan:Morgan J. Ingram is a leading voice in modern B2B sales and outbound strategy, known for turning underperforming teams into pipeline-generating machines. His career didn’t start at the top - he began as one of the lowest-performing SDRs on his team in 2016. That early struggle became the foundation for a repeatable system centered on three core drivers: intent, outbound execution, and content.Today, Morgan is a 4× LinkedIn Top Sales Voice and has trained high-growth and enterprise teams across companies like HubSpot, Snowflake, and Salesforce, as well as more than 100 SaaS organizations. His frameworks have helped generate millions in pipeline by aligning signal-based prospecting with disciplined, multi-channel outreach.As the creator of Sales Team Six, Morgan leads intensive 45-day sprints designed to elevate top-performing reps into elite outbound operators. His approach emphasizes identifying buying intent, orchestrating high-conversion touch patterns, and building trust through content before the first meeting.Morgan’s philosophy is simple: most teams don’t fail from lack of tools - they fail from lack of fundamentals. In a world saturated with automation, he helps teams refocus on what actually drives revenue.About Cliff:With nearly two decades of experience building revenue engines across Fortune 20 companies and high-growth startups. Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to WatchCliff is currently the CEO of Polaris, an AI Focused RevOps firm, an advisor, investor (GTM Fund), and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps and is an active leader of GTM in multiple communities.About Polaris: Polaris Ops is an AI-native RevOps consultancy helping growth-stage companies align strategy, systems, and data to drive predictable revenue. We build scalable, automated GTM architectures powered by AI, turning fragmented operations into intelligent, connected growth engines.The LodeStar Podcast by Polaris Ops explores the human stories behind modern growth, real conversations with leaders navigating change, alignment, and what it means to be human through the rise of AI in business.

"You're Doing Sales Wrong" - Lodestar S1E11 Joe Fontana

Joe Fontana has been in sales since 1993.He got his start in Wall Street boiler rooms, teaching stockbrokers how to talk like actual human beings. At the time, the seller had the power. Scripts. Rebuttal binders. Pressure. Now? The buyer owns the data. They’ve read the reviews and compared the vendors. They don’t need you for information.Joe says the shift is simple: We moved from “always be closing” to “always bring clarity.”Charm doesn’t win anymore. Competence and trust do. You have to make the buyer the hero.He’ll tell you:You don’t need to be liked to win business. You need to be trusted.If you can’t solve the problem, introduce someone who can.In SaaS, if you’re shady, the market will know by Friday.Joe’s advice is simple: Treat your buyer the way you want to be treated.It sounds obvious, but it’s not common. This one’s a good one. Give it a listen.About Cliff:With nearly two decades of experience building revenue engines across Fortune 20 companies and high-growth startups. Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to WatchCliff is currently the CEO of Polaris, an AI Focused RevOps firm, an advisor, investor (GTM Fund), and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps and is an active leader of GTM in multiple communities.About Polaris: Polaris Ops is an AI-native RevOps consultancy helping growth-stage companies align strategy, systems, and data to drive predictable revenue. We build scalable, automated GTM architectures powered by AI, turning fragmented operations into intelligent, connected growth engines.The LodeStar Podcast by Polaris Ops explores the human stories behind modern growth, real conversations with leaders navigating change, alignment, and what it means to be human through the rise of AI in business.

"My Biggest Wake-Up Call" - LodeStar S1 Ep10: Jayme Smithers

Cliff and Jayme Smithers (CRO of Traction Complete) talk through Sales Culture, what it means to use storytelling as a medium, and the importance of being intentional as a spouse and a parent. About Jayme: Proven sales executive with world class experience building, operating, scaling teams in both start ups and large enterprise companies. Successfully led teams across various revenue growth bands ($3M to 100M ++) for Direct / Indirect models in both the Mid Market and Large Enterprise markets. Brings a data first mindset coupled with big / bold thinking to drive outstanding accomplishments for the customers and employees as they achieve above what they thought was possible. Builder of inclusive and transparent culture which has resulted dozens of promotions for staff. About Cliff:With nearly two decades of experience building revenue engines across Fortune 20 companies and high-growth startups. Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to WatchCliff is currently the CEO of Polaris, an AI Focused RevOps firm, an advisor, investor (GTM Fund), and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps and is an active leader of GTM in multiple communities.About Polaris: Polaris Ops is an AI-native RevOps consultancy helping growth-stage companies align strategy, systems, and data to drive predictable revenue. We build scalable, automated GTM architectures powered by AI, turning fragmented operations into intelligent, connected growth engines.The LodeStar Podcast by Polaris Ops explores the human stories behind modern growth, real conversations with leaders navigating change, alignment, and what it means to be human through the rise of AI in business.

"The Secrets to Scaling" LodeStar S1 EP9- Phil Burrows

Cliff and Phil (Founder of Burrows and Co Digital Advisory) share a core philosophy for modern business: AI wins when it solves real problems. He discusses how companies must not run away from their strengths, but instead leverage them as fuel. Tune in to learn Phil's robust framework for effectively structuring and fueling your business for sustainable, data-driven growth in the complex digital landscape. About Phil: Phil Burrows is the founder of Burrows and Co Digital, a specialist consultancy focused on digital commerce, AI-driven growth, and commercial transformation. With a background as a Senior Director at Verizon where he led digital sales organizations generating $25 billion in annual revenue. Phil helps brands navigate the complexities of the digital landscape through data-driven insights and innovative growth strategies. About Cliff: With nearly two decades of experience building revenue engines across Fortune 20 companies and high-growth startups. Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to Watch. Cliff is currently the CEO of Polaris, an AI Focused RevOps firm, an advisor, investor (GTM Fund), and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps and is an active leader of GTM in multiple communities. About Polaris:  Polaris Ops is an AI-native RevOps consultancy helping growth-stage companies align strategy, systems, and data to drive predictable revenue. We build scalable, automated GTM architectures powered by AI, turning fragmented operations into intelligent, connected growth engines. The LodeStar Podcast by Polaris Ops explores the human stories behind modern growth, real conversations with leaders navigating change, alignment, and what it means to be human through the rise of AI in business.

"A Better Way of Learning" - LodeStar S1 EP 8: Jen Allen-Knuth Part 2

Cliff and Jen (Founder of DemandJen) discuss their philosophy on how to run a business while keeping it simple and small ensuring success without the noise. They also take a deep dive into how to be a practical learner in business. About Jen: Jen Allen-Knuth (aka DemandJen) is a B2B sales expert and founder of the training firm DemandJen. A former Enterprise seller with 18 years of experience closing seven-figure deals with Fortune 500 brands, she now helps revenue teams at companies like Autodesk, GE, G2, IBM, Bloomberg, Instructure, Sprout Social, and more.Known for her direct and humorous delivery, Jen specializes in buyer-centric frameworks focused on the "Cost of Inaction" (COI) and story-first messaging. Featured in Forbes and over 200 podcasts, she translates deep sales data into practical playbooks for outbound generation and executive discovery. When not on stage, she lives in the Chicago suburbs with her four step-kids and four rescue dogs. About Cliff: With nearly two decades of experience building revenue engines across Fortune 20 companies and high-growth startups. Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to Watch.Cliff is currently the CEO of Polaris, an AI Focused RevOps firm, an advisor, investor (GTM Fund), and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps and is an active leader of GTM in multiple communities. About Polaris: Polaris Ops is an AI-native RevOps consultancy helping growth-stage companies align strategy, systems, and data to drive predictable revenue. We build scalable, automated GTM architectures powered by AI, turning fragmented operations into intelligent, connected growth engines. The LodeStar Podcast by Polaris Ops explores the human stories behind modern growth, real conversations with leaders navigating change, alignment, and what it means to be human through the rise of AI in business.