Budget Your Business

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E#35: In this episode, Michael Barbarita shares how business owners can cut through the overwhelm by focusing on the 7 key drivers that make up 20% of their effort but generate 80% of their revenue. He breaks down each step of his "Pathway to Profit" formula—from attracting quality leads to increasing average sale value and controlling costs—plus a proven 4-step conversion formula to improve messaging and offers. Small tweaks, big results.

Join me, host Scott Geller, on the Budget Your Business podcast to listen. 

Book Recommendation: Powerful Business Strategies by Michael Barbarita (nextstepcfo.net)
Book Recommendation: Compound Effect by Darren Hardy

Find out more about Michael Barbarita or agree to a business interview: nextstepcfo.net

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 E#:34 Nick Loise with Sales Performance Team 

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Growing sales isn’t about hiring a rep and crossing your fingers. In this episode, Scott sits down with Nick Loise to break down how to build a high-impact sales plan that’s tied to real revenue goals and financial outcomes. They cover how to set realistic sales quotas, ramp up new reps without killing cash flow, raise prices strategically, and clean up messy pipelines. If you’re tired of sales projections that miss the mark, this episode is your playbook.

Book Recommendation: 

The Second Bounce of the Ball by Ronald Mourad Cohen and Terry Ilott

Rory Clements historical fiction series 

Find out more about Nick Loise: https://www.linkedin.com/in/nicholasloise/ 

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E#33: Don’t Be the Bet: When Good Businesses Go Broke with Andrew Marianski

In this episode, Scott welcomes back Andrew Marianski for a brutally honest conversation about six big financial pitfalls that can quietly (or loudly) sink a small business. From running out of cash (yes, even profitable businesses do it), to bringing on the wrong investor—or worse, a bad business partner—this episode unpacks hard-earned lessons from the trenches.

You’ll walk away with clarity on how to protect your business from the financial decisions that take down so many others. And yes, there are a few laughs along the way—because we all need a sense of humor when we get pessimistic.

Join me, host Scott Geller, on the Budget Your Business podcast to listen. 

Book Recommendation: Gray Flannel Suit by Sloan Wilson
Find out more about Andrew Marianski: 
www.capitisadvisors.com
https://www.linkedin.com/in/andrew-marianski/ 

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Salesforce isn’t just for Fortune 500 companies anymore. In this episode, Ken Balog demystifies the powerful CRM platform and shows how small businesses—even those with just 3–5 users—can unlock big value. Ken walks us through how to identify your business’s biggest pain points and let those guide your Salesforce strategy. From integrating QuickBooks to managing reps and automating marketing, Salesforce can be your single source of truth—but only if you implement it right. 

Ken shares why DIY isn’t the way to go here (even nonprofits get help!), how to think about licensing costs and features, and what internal team members should be involved in the setup process (yes, even your CFO). Bonus tip: want a better deal? January and July are your best friends when negotiating with Salesforce. 

Book Recommendation: Entrepreneurial Transitions: From Entrepreneurial Genius to Visionary Leader by Roy Cammarano
Podcast Recommendation: Freakonomics Radio
Find out more about Ken Balog: [email protected] or https://www.linkedin.com/in/kenbalog/

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 In this episode, I talk with Brian Hunt of KoreRPO about how small businesses can scale more effectively using offshore teams. Brian shares his early lessons from building a team in India and how process clarity—not just cheaper labor—is the real unlock. We dive into how his team boosted recruiter output by offloading admin tasks offshore, freeing up top performers to focus on high-value work. We also cover the common fears around offshoring—like time zones and culture—and why those concerns are often more fixable than most think. If your team is buried in repeatable tasks, there’s a better way to scale.

Book Recommendation: Right Brain People Will Rule the World by Daniel Pink

Find out more about Brian Hunt: 

https://www.linkedin.com/in/bhuntkore1/

https://korerpo.com/ 

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In this episode of Budget Your Business, Scott Geller talks with Cathy Redford and Stephen Rhodes of Synergy Technical about how businesses of all sizes are starting to use AI—especially through secure tools like Microsoft 365 Copilot. They share how companies are approaching AI with strategy, setting internal policies, and seeing real productivity gains, all while keeping data secure. It’s a practical conversation on how to adopt AI the smart way.

Join me, host Scott Geller, on the Budget Your Business podcast to listen. 

Book Recommendation: Demon of Unrest by Eric Larson 

Find out more about Cathy Redford and Stephen Rhodes: 

www.synergy-technical.com

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In this episode, I talk with Paul Mehring about when — and when not — to use a line of credit. Paul breaks down the differences between bank and non-bank lending, term loans vs. credit lines, and why using debt to fund losses is a red flag. We dig into what lenders really want to see: solid financials, realistic forecasts, and a plan for growth. If you’re in staffing or a high-growth business, Paul explains how the right lender can be a partner — not just a bank balance. 

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 In this solo episode (yep, just me, no guest to rescue you), I dive into what I believe is one of the most important numbers in your business: Gross Margin. Every business has a gross margin—even if you swear yours doesn’t. In this episode, I break down what it is, where to draw the line on costs, and how to use it to price smarter, forecast faster, and stop flying blind. I even break out a Mustang analogy (because, why not?) to explain how boosting your gross margin is like supercharging your business horsepower. Gross margin isn’t just an accounting term—it’s your business’s money-making engine. Let’s make sure it’s running smooth.

Podcast Recommendation: 2Bobs with Davd C Baker and Blair Enns 

Find out more about Scott: https://www.linkedin.com/in/scott-geller-cfo/

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Creating a legal strategy becomes relevant and real thanks to Chris Way with Way Law.  

The key is proper prioritization. Chris shares his approach of addressing clients and business partners first before moving on to other examples. 

Chris continues to help us understand how to incorporate legal into the planning process before wrapping up with how to engage legal advice. 

Find out more about Chris Way: 

www.waylaw.com

https://www.linkedin.com/in/chriswaywaylaw/ 

[email protected]

Instagram: chriswaylaw

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Wondering how to share business financial information with your company?

Patrick Butler, owner of an IT managed services firm before selling it, shares his secrets. 

The key was full transparency throughout the business, inspired by "The Great Game of Business." 

Patrick also shares his 2-prong approach to financial planning, identifying the pros and cons from his perspective. 

Find out more about Patrick Butler: https://www.linkedin.com/in/patrickbbutler/ 

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