Are You Running Sales Correctly? | Abe Braha | #chadtpodcast Ep. 39

Are You Running Sales Correctly? | Abe Braha | #chadtpodcast Ep. 39

Chad interviews Abe, a Brooklyn native living in Israel, about what “good sales” looks like today versus the outdated “always be closing” mindset. Abe argues the lasting truth is relentless drive and “always be prospecting,” while the modern approach is acting as a trusted advisor, qualifying hard, and disqualifying bad fits even after heavy outreach. Chad shares lessons from shifting from RevOps into agency ownership, including stating price early to avoid doing free work, separating networking from selling, and building pipeline through content and consistent touchpoints. Abe explains his work helping $1M–$5M founder-led businesses hire their first salesperson by acting as a fractional VP of sales: recruiting full-cycle talent, setting compensation (typically $50K–$70K base), implementing basic tools like a CRM, establishing accountability and KPIs, and promoting ongoing training.---Abe Braha is fractional VP of Sales and founder of Ice BreakerAbe's LinkedIn: https://www.linkedin.com/in/abe-braha/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Good vs Bad Sales02:40 Always Be Prospecting06:26 Qualify and Disqualify08:47 Networking Without Results10:51 Build Pipeline and Process14:57 What Abe Actually Does16:20 Hiring First Sales Rep21:38 Talent and Prospecting KPIs26:04 Compensation Reality Check33:47 Tools CRM and Enrichment38:16 AI CRM Planning38:50 CRM Migrations Simplified40:02 Tools for Accountability42:00 Sales KPIs That Matter45:01 Reverse Engineering Targets47:32 Training That Works50:01 Jordan Belfort Lessons53:36 Brooklyn to Israel Story57:23 Life in Israel Culture01:03:01 Meaning and Family Life01:05:38 Wrap Up and Where to Find Abe

Great Business Owners Make Bad Leaders | Parker McCumber | #chadtpodcast Ep. 38

Chad interviews Parker McCumber, a former Army captain and current National Guard officer turned leadership and team-development consultant, about why many successful business owners struggle to lead as their companies grow. Parker argues leaders often hide behind busyness, overcomplicate systems, and fail to be present with their teams, and he teaches simplified, military-inspired practices like mission briefs, commander’s intent and end state, backward planning, defined “left and right limits,” and after action reviews to drive clarity and continuous improvement. They discuss leading from where you’re most effective, relationship-based leadership, making logical data-driven decisions over emotional ones, and diagnosing cultural and morale issues by interviewing employees and identifying trends. Parker shares his focus on helping seven-figure-plus companies—especially $5M–$10M—remove leadership bottlenecks, sometimes through equity-based consulting via Mission Ready Systems.---Parker McCumber is an Executive Coach, Military Leader, and AuthorParker's LinkedIn: https://www.linkedin.com/in/parker-mccumber/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Military Backgrounds00:27 Why Leaders Fail01:53 Simplify Leadership Systems03:50 Hiding Behind Busyness04:54 Lead From the Trenches08:10 Coast Guard to Corporate Shock11:05 Logic Over Emotion11:51 Coaching Nervous VPs15:59 Swim Lanes and AARs18:25 AAR Questions and KPIs20:31 Feedback Builds Trust23:49 Consulting Offer and Fit27:52 Russell Brunson Case Study31:22 When Staff Fail Leaders33:37 Extreme Ownership Limits36:17 Extreme Ownership Truths36:31 When Stars Become Managers38:28 Coaching Systems That Work39:51 Sports Coaching Analogy41:28 Leader Who Inspired Me44:59 Weight Leaders Carry47:48 Human Connection At Work51:03 Spotting Fake Values53:33 Diagnosing Morale Problems59:14 Fixing The Ivory Tower01:03:55 Consulting Packages And Purpose01:06:58 Who I Help Most01:10:27 Selling Leadership Help01:12:42 Where To Find Parker01:13:11 Final Thanks And Wrap

Stop Taking "SDR Bro" Advice | Monica Stewart | #chadtpodcast Ep. 37

Chad and Monica Stewart (founder of MSP Consulting) criticize common “SDR bro” cold outreach reframes as ineffective, arguing real prospecting success often comes from product/brand awareness and consistent, human communication. They highlight Gong and Lovable as examples of companies that encourage employees to build personal brands, keeping the company top-of-mind and making sales conversations warmer. Monica says many B2B SaaS clients (roughly $1M–$10M ARR) now ask how to build a LinkedIn presence that generates pipeline, contrasting it with expensive events that produce low-quality “leads,” and calling LinkedIn a 24/7 conference. She outlines a system: map and regularly activate networks for introductions, then use B2B social via four activities—content, commenting, connecting, and conversations—plus content pillars (POV, teaching, and a personal theme) to create consistent momentum that supports outbound later.---Monica Stewart helps B2B SaaS founders leverage existing momentum into repeatable enterprise sales systems that make revenue predictable.Monica's LinkedIn: https://www.linkedin.com/in/monica-stewart/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 SDR Bro Advice Fails01:44 Why Gong Wins Cold Calls03:05 Personal Brands Drive Growth06:58 LinkedIn vs Events ROI10:53 TikTok Shift and Timing15:42 LinkedIn Content Is Easy17:54 Pipeline From LinkedIn Leads20:04 Evergreen Demand Mindset23:19 Map Network for Intros28:52 Four Pillars of B2B Social31:10 DMs and Engagement Strategy35:08 Curate Feed and Authenticity37:19 What to Post38:05 Three Post Types38:13 Point of View Pillar44:49 Teaching Pillar49:11 Personal Content Pillar51:07 Series and Broad Appeal55:33 Commenting Strategy01:00:23 Connection Requests01:03:07 DMs and Flywheel01:06:39 Targeted Outbound Layers01:11:49 Wrap Up and Where to Find

The Debate is Over: HubSpot vs. Salesforce | Ryan Gunn | #chadtpodcast Ep. 36

You might be looking at your CRM wrong.Chad interviews Ryan, a longtime HubSpot operator and Head of RevOps at FirstTouch, about why HubSpot wins for many SMB to mid-market companies. Biggest qualities are usability, faster onboarding, and a unified data platform across marketing, sales, and service—contrasting Salesforce’s enterprise customization and governance strengths. Ryan explains his education business Hubcessed (newsletters, bootcamps, and an attribution course) and how First Touch integrates with HubSpot workflows to operationalize human-in-the-loop LinkedIn outreach so reps approve queued messages inside contact records while RevOps scales plays like webinar follow-up and engagement-based targeting, working alongside Sales Navigator. They discuss AI noise, the need to clean data and processes before AI, emerging CRM automation via call-context tools like AskElephant, using Claude MCP connectors across tools, LinkedIn automation safety, and why attribution is inherently imperfect but directionally useful to prove marketing’s revenue impact.---Ryan Gunn is the Head of RevOps for FirstTouch Ryan's LinkedIn: https://www.linkedin.com/in/ryanagunn/ ---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Why HubSpot Wins00:43 Marketing Ops Origins01:46 Salesforce Dream Stack04:01 One Platform Promise04:57 iOS vs Android Debate06:21 Hubcessed Training Business08:49 First Touch RevOps Role11:02 Who Its For12:13 Human in Loop Workflow15:37 Plays Webinar and Engagement16:47 Sales Navigator Integration17:40 Defining Social Strategy19:00 HubSpot Migrations and Mistakes21:13 Enterprise Scale Reality22:45 HubSpot Pitch for CEOs24:48 Specializing as RevOps25:53 Freelance Market Dynamics28:31 CRM Competition Landscape29:02 AI Noise and Opportunity31:06 AI CRM Hype Check33:31 Data First Then AI34:58 Note Takers Inside CRM37:28 Call Prep and Follow Up38:29 Podcast CRM Workflow41:30 Claude MCP Connectors45:18 Agentic Daily Task System48:39 Automating Busywork Scripts51:00 Why AI Sounds Generic53:12 LinkedIn Automation Safety56:05 Attribution Compass Not Map59:06 Where to Find Ryan

How to Grow Your $5M - $40M Business With Content | MJ Jaindl | #chadtpodcast Ep. 35

You can build a great company. But your next customer still won't know who you are.Chad interviews MJ Jandl, a former CEO and two-time CRO who helped scale one company to $750M before its acquisition. They talk about what $5M–$40M leaders misunderstand in today’s go-to-market landscape. MJ argues SEO is harder, paid ads are costlier, and growth now depends on trust built through content and personal / “operator” brands, especially on LinkedIn. They discuss AEO and LLM citations (Semrush: Reddit #1, LinkedIn #2), why LinkedIn content can rank highly on Google, and why many executives resist posting due to fear of judgment and “valley of cringe.” MJ explains Stanley (under Stan) as an AI “head of content” built to help operators create non-generic content using ambient context, and shares fundamentals and tactics: build community via targeted engagement, avoid AI slop, use receipts, and write posts that both create connection and deliver usefulness.---MJ Jaindl is the GM of Stanley For Business MJ's LinkedIn: https://www.linkedin.com/in/jaindl/Learn more about Stanley For Business: https://www.stanleyforbusiness.com/ ---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 GTM Has Changed01:10 SEO to Trust Content03:27 LinkedIn and AEO Rise09:40 Operator Brand Defined12:46 Why Leaders Avoid Posting19:15 Meet MJ and Stanley22:58 From Exit to Content25:45 Audience as Credibility33:41 Receipts Over Platitudes37:25 Content for Serious Execs41:03 Humanizing Executive Brands42:18 AI Wins CFO Story45:31 Engagement Builds Community48:33 Avoiding AI Slop52:55 Feeding AI Your Context58:09 Two Rules Great Posts01:05:01 Hooks Start With I01:11:18 Better Writing Less Words01:15:39 Final Takeaways Next Steps