Waves Business Coaching

65. It's Cool to Care: Building Cultures Where Training Actually Sticks with Jonny Holsten

Most training events are forgettable by Monday. In this episode, sales trainer and author Jonny Holsten breaks down why training fails, and what leaders actually have to do to make it stick. In this episode: * Why culture determines if training works (not the content itself) * The real cause of the 90% gap between leaders who say they coach and reps who feel coached * How to roll out a new framework without triggering team resistance * Why almost every performance problem traces back to the leader * The two convictions from Jonny's book that will change how you think about your work Connect with Jonny: bridgeselling.com [http://bridgeselling.com] Get Jacob’s Book for Free: https://www.masteryourfirstjob.com/free [https://www.masteryourfirstjob.com/free] Visit Our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Connect with Jacob on Linked In: https://www.linkedin.com/in/jacobkarnes/ [https://www.linkedin.com/in/jacobkarnes/] Subscribe to the Waves Business Coaching Podcast: YouTube: https://www.youtube.com/@wavesbusinesscoaching [https://www.youtube.com/@wavesbusinesscoaching] Spotify: https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW [https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW] Apple Podcasts: https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit [https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit] our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Chapters 00:00 Introduction to Sales Training and Culture04:30 The Importance of Training and Culture07:18 Building a Culture of Learning10:13 The Role of Coaching in Sales13:04 Leadership Responsibility in Team Performance18:50 Creating a Safe Learning Environment22:25 The Power of Frameworks in Leadership25:45 Building Trust and Safety in Teams27:49 Lessons from Early Experiences29:53 Key Takeaways for Leadership and Sales

64. The Intensity Required to Make It to the Top with Sarah Jane Cobb

Sarah Jane Cobb's path to becoming a Chick-fil-A operator wasn't linear—it was relentless. Starting as a 15-year-old team member working for gas money and a social life, Sarah went on to study broadcast journalism at the University of Tennessee, where she built a successful news career alongside her husband David. After moving to Memphis to be closer to David's family during his father's ALS diagnosis, Sarah made the unexpected decision to leave journalism at 26 and return to Chick-fil-A. She spent a year and a half working for an operator, then two and a half years in the Leadership Development Program before planting herself in Springfield, Tennessee with her husband to build results and apply for restaurants. Today, she operates the Chick-fil-A in Glasgow, Kentucky—a dream she didn't even know she had at 15. Sarah's story is a masterclass in intensity, persistence, and doing whatever it takes to earn the next opportunity, even when "whatever it takes" meant working for free to gain experience. Her advice? Be intense. Be relentless. Make people wonder if you're crazy. Nobody gets anywhere great by being mediocre. Get Jacob’s Book for Free: https://www.masteryourfirstjob.com/free [https://www.masteryourfirstjob.com/free] Visit Our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Connect with Jacob on Linked In: https://www.linkedin.com/in/jacobkarnes/ [https://www.linkedin.com/in/jacobkarnes/] Subscribe to the Waves Business Coaching Podcast: YouTube: https://www.youtube.com/@wavesbusinesscoaching [https://www.youtube.com/@wavesbusinesscoaching] Spotify: https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW [https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW] Apple Podcasts: https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit [https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit] our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Chapters 00:00 Introduction and Early Life03:52 Career Beginnings in Journalism06:56 Transition to Chick-fil-A09:42 Navigating Personal and Professional Changes12:29 Deciding to Leave Journalism15:13 Lessons from Journalism to Leadership18:05 Communication Skills in Leadership20:34 The Grit Behind Journalism and Leadership23:01 Mindset Shift: From Victim to Hero25:10 The Importance of Clarity in Communication26:59 Reflection and Accountability in Leadership28:36 Building Trust Through Consistency30:09 The Power of Authentic Networking35:31 Be Intense: The Key to Success39:14 Continuous Improvement: The Journey Never Ends

63. Building a Career on Curiosity with Luke Frazier

Luke Frazier, Head of Revenue at Good Agency, joins the show to discuss his unconventional path from early podcasting pioneer to marketing strategist. Starting 12 years ago when podcasting required custom-built RSS feeds and manual distribution, Luke used his show as a masterclass in building relationships and connecting with people—skills that became the foundation of his entire career. In this conversation, Luke shares why podcasting has exploded in popularity (hint: it's not about chasing millions of listeners), the tension between doing what you're capable of versus what you're called to do, and why trying to be good at everything actually robs others of using their gifts. Whether you're thinking about starting a podcast, building a business, or just trying to figure out where your unique strengths lie, Luke's journey offers practical wisdom wrapped in honest reflection. Get Jacob’s Book for Free: https://www.masteryourfirstjob.com/free [https://www.masteryourfirstjob.com/free] Visit Our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Connect with Jacob on Linked In: https://www.linkedin.com/in/jacobkarnes/ [https://www.linkedin.com/in/jacobkarnes/] Subscribe to the Waves Business Coaching Podcast: YouTube: https://www.youtube.com/@wavesbusinesscoaching [https://www.youtube.com/@wavesbusinesscoaching] Spotify: https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW [https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW] Apple Podcasts: https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit [https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit] our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Chapters 00:00 Introduction and Personal Background03:39 The Journey into Podcasting08:26 The Rise of Podcasting13:14 Intentionality in Podcasting14:43 Building Genuine Connections20:36 Transitioning from Business Owner to Employee30:14 The Importance of Knowing Your Strengths

62. Building Velocity in Your Business with Clay Vaughan

In this episode of the Waves Business Coaching Podcast, Jacob Karnes interviews Clay Vaughan, founder and CEO, about his new book "Velocity" and the framework for creating a Velocity flywheel to grow businesses. They discuss the importance of heart, heading, and hustle in business, and how these elements contribute to success. Clay shares insights from his experience in business, including the significance of accountability, culture, and strategic planning. Get Clay’s Book: https://velocitybook.com [https://velocitybook.com] Get Jacob’s Book for Free: https://masteryourfirstjob.com/free [https://masteryourfirstjob.com/free] Visit Our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Connect with Jacob on Linked In: https://www.linkedin.com/in/jacobkarnes/ [https://www.linkedin.com/in/jacobkarnes/] Subscribe to the Waves Business Coaching Podcast: YouTube: https://www.youtube.com/@wavesbusinesscoaching [https://www.youtube.com/@wavesbusinesscoaching] Spotify: https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW [https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW] Apple Podcasts: https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit [https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit] our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com]

61. How to Build a Marketing Strategy That Scales

In this episode of the Waves Business Coaching Podcast, Jacob Karnes interviews David Lillard, head of Spartan Marketing. They discuss the importance of lead generation, clarity in marketing strategies, and the role of team dynamics in achieving business success. David shares insights on building a marketing blueprint, turning customers into brand advocates, and the significance of treating employees as valuable team members. The conversation emphasizes the need for businesses to focus on relationships and clarity to drive growth and success. Get Jacob’s Book for Free: https://www.masteryourfirstjob.com/free [https://www.masteryourfirstjob.com/free] Visit Our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Connect with Jacob on Linked In: https://www.linkedin.com/in/jacobkarnes/ [https://www.linkedin.com/in/jacobkarnes/] Subscribe to the Waves Business Coaching Podcast: YouTube: https://www.youtube.com/@wavesbusinesscoaching [https://www.youtube.com/@wavesbusinesscoaching] Spotify: https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW [https://open.spotify.com/show/3pbBD2zFZKsq588qJOh9QW] Apple Podcasts: https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit [https://podcasts.apple.com/us/podcast/waves-business-coaching/id1714852483Visit] our Website: https://wavesbusinesscoaching.com [https://wavesbusinesscoaching.com] Chapters 00:00 Introduction to David Lillard and Spartan Marketing04:19 Understanding Lead Generation Strategies09:13 The Importance of Clarity in Marketing13:30 Creating a Marketing Blueprint16:58 Turning Customers into Brand Advocates20:55 Building a Values-Driven Team27:39 Final Thoughts and Key Takeaways