Business Growth Spotlight

Show Notes:

What separates founders who struggle to win customers from those who build predictable revenue?

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Simon Gerstler, founder of Pipe Global and author of Selling Smarter. After building and successfully exiting two technology companies, Simon now helps founders and sales teams create repeatable sales systems that drive sustainable growth.

If you've ever wondered how to get your first customers, improve your sales conversations, or use AI without losing the human connection, this conversation is packed with practical advice you can apply immediately.

Bio:

Simon Gerstler is the founder of Pipe Global and has helped over 250 tech companies improve how they sell. After building and exiting two tech businesses, he now works with founders, CEOs, and sales teams to sharpen their go-to-market strategy and close more deals. Simon is the creator of the “Selling Smarter” methodology. He also coaches sales leaders, delivers workshops for startups and global companies, and shares daily sales insights with a LinkedIn community of over 30,000 followers.

To connect with our guest, click on the links below:

LinkedIn: linkedin.com/in/simongerstler 

Website:  https://sellingsmarter.co/

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Briefing all about Visibility and AEO:  https://becomeairecommended.com/future-of-visibility 

Show Notes:

What if the antidote to workplace burnout is not another wellness program but play itself? In this episode, Heidi Schalk sits down with Steve Rix, founder of Play Lab, whose life changed on a Hawaiian beach when two kids asked a depressed stranger a simple question: "Hey mister, you want to play?"

After losing over 100 million dollars, surviving two failed marriages, and passing on early opportunities in Uber and Bitcoin, Steve rebuilt his life around one mission: happy, healthy humans everywhere. Today Play Lab helps companies from 100 to 100,000 employees fight burnout, which Gallup says will directly or indirectly affect 83 percent of people in the coming years.

Steve breaks down the five states of play, why happy employees are your most productive employees, and how Play Lab gathers more honest workplace data through a murder mystery game than any traditional engagement survey ever could. He also shares how AI is expanding his reach on LinkedIn without losing his voice, the messaging mistake that cost him years of sales momentum, and why giving value first has stacked his pipeline with companies saying yes.

Bio:

Steve Rix, CEO of Playlab, has dedicated his life to becoming a Human Capital Wizard: He believes investing in the mental well being of people is the most important mandate of the coming years.

Steve has spent three decades honing his skills as an expert in employee engagement. From start-ups to fortune 100 companies, Steve has provided coaching and consulting to help teams perform at their highest levels. Through the ebbs and flows of his own entrepreneurial journey, he has provided invaluable insight to corporate leadership, organizational health, and cultural vitality.

Ten years ago Steve began experimenting with play in the workplace as the highest state of effectiveness and efficiency. From coaching and consulting, to focus groups and beta testing, over 1000 clients, Steve has worked with teams to dynamically change the workplace

Today, Millennials and Gen Z are demanding that employers treat the workplace like an experience that invests in the wellbeing of the humans at work. One that honors people over profits, will ultimately prove to be a win for all involved. If companies want to win the battle of attrition, the culture they build must create real value and connection for the future of their workforce and they must do it now.

To connect with our guest, click on the links below:

LinkedIn:  https://www.linkedin.com/in/steverix/ 

 IG - @rixsteve

Website:  www.experimentwithplay.com 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Briefing all about the Future of  Visibility: https://becomeairecommended.com/future-of-visibility 

Show Notes:

Most business owners don't struggle because they lack ambition. They struggle because they've unknowingly become the biggest obstacle to their company's growth.

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Cary Prejean, CPA and founder of Strategic Business Advisors, to discuss why entrepreneurs often hit a growth ceiling and what it takes to build a business that runs without depending on the owner every day.

Cary shares the practical systems he has developed over decades of advising businesses between $5 million and $35 million in revenue. From process optimization and financial dashboards to leadership transitions and AI adoption, this conversation is packed with actionable insights for business owners ready to scale.

One of the standout stories features an ecommerce company that grew from $5.8 million to nearly $21 million in revenue before being sold at an impressive 13 times EBITDA, leaving the owners with an eight figure exit after taxes.

If you're working eighty hour weeks, constantly putting out fires, or wondering why your business cannot seem to grow without you, this episode will give you a roadmap for creating a more valuable, profitable, and sustainable company.

Bio:

With a background in accounting and a CPA certificate, Cary Prejean started consulting with businesses as a fractional CFO in 1987.  Over the last 40 years, Cary has helped hundreds of businesses increase their profits and cash flow, streamline for efficiency with systemization, provide actionable financial data in real time and design the future business through strategic planning.  He is also a certified Ontological Coach and a certified partner with Predictive Index talent optimization strategies.

His clients have included businesses such as manufacturers, construction firms, wholesalers, e-commerce, law firms, physical therapy clinics, retail chains, and a three masted sailing ship company offering sailing tours of Seattle harbor.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/caryprejean/ 

Website:  https://strategicbusinessadvisors.org/ 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Briefing all about Visibility and AEO:  https://becomeairecommended.com/future-of-visibility 

Show Notes:

Building a Business That Outlasts You with Jay Shorr and Cristian Devoz

What does it take to build a business that continues to thrive long after the founder steps away?

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Jay Shorr, founder of Shorr Solutions, and Cristian Devoz, partner at the firm, for a powerful conversation about leadership, mentorship, succession planning, business systems, AI, and building a legacy that changes lives.

Jay shares the deeply personal story that shaped the growth of Shorr Solutions, including how the loss of his wife inspired him to fully dedicate himself to helping medical practices avoid costly business mistakes. He also explains why he chose to gift ownership to his team instead of selling his company, creating a succession plan built on trust, loyalty, and long term success.

Cristian shares his remarkable journey from working an event as a temporary staff member to becoming Jay's mentee, business partner, and future leader of the company. His story is a powerful reminder that opportunities often come to those who stay curious, remain open, and are willing to take action.

Together they discuss the biggest mistakes medical practices make, why strong systems and culture matter more than most leaders realize, how AI is changing business visibility, and why relationships will always remain the greatest competitive advantage.

Jay's Bio:

Jay A. Shorr, BA, MBM-C, CAC I-XVI is the Founder and CEO of Shorr Solutions, a national and award-winning consulting firm assisting aesthetic practices with their operational, administrative and financial health. He served as the Vice President of Operations and Practice Administrator for a leading board-certified dermatologist and cosmetic surgeon in South Florida, and has previously held partnerships in two leading South Florida plastic surgery centers. 

Jay served as the only non-medical appointee on the Scientific Advisory Board for The Aesthetic Show from 2017 to 2023, and led Shorr Solutions to win The Aesthetic Guide’s prestigious 2018, 2019, 2021, 2024 and 2025 Best Practice Management Company Awards. In 2023, Jay was formally appointed to the IMCAS International Academic Scientific Advisory Board in the Marketing & Professional Business theme.

A veteran in the conference lecture circuit, Jay led Shorr Solutions to win the 2017 to 2025 Top Aesthetic Service Provider Awards from Aesthetic Everything, the largest network of aesthetic professionals in the world, and serves as an international expert speaker for nearly a dozen aesthetic industry organizations every year. As a trusted professional, Jay shares his knowledge as an author for multiple industry publications, and in 2021, won The Aesthetic Guide’s highly distinguished and highly esteemed Lifetime Achievement Award. 

Jay’s award-worthy accomplishments didn’t stop there. In 2024, Jay won Aesthetic Everything’s Lifetime Achievement Award for Practice Management and Philanthropy. This prestigious and distinguished award highlighted and celebrated Jay’s noteworthy lifetime achievements and dedication to the advancement of the aesthetic industry as well as his local community.

From 2011-2012, Jay served as an advisory board member for the NHL Florida Panthers and as of 2024 he serves on the board of directors for the Memorial Foundation and Joe DiMaggio’s Children’s Hospital Foundation. Jay retired in January 2026 as an adjunct faculty member at Florida Atlantic University teaching a Medical Business Management course in the College of Executive Education. 

Awards in the Aesthetic and Surgical Vertical:

Informa Markets (THE Aesthetic Show and THE Aesthetic Guide)

National Practice Management Company of the Year 2018, 2019, 2021, 2024 and 2025

     Lifetime Achievement Award – 2021 – first non-physician to win this award

Aesthetic Everything

Top CEO in Consulting – 2018 – 2025

Lifetime Achievement Award - 2024 for Education - only non-physician to win this award

Lifetime Achievement Award –2025 for Philanthropy - only non-physician to win this award

Board of Director for Memorial Hospital and Joe Dimaggio Children’s Hospital Foundation

Florida Panthers NHL Hockey – Prior Advisory Board Member

Florida Atlantic University – Boca Raton, FL. – Adjunct Faculty for Medical Business Management in the College of Executive Education – (Retired) January 2019 – 2026

Lecturer and Key Opinion Leader specializing and lecturing on Safety, Health, Security, Fraud and Embezzlement

Cristian Devoz Bio:

Cristian Devoz is a Partner and Senior Client Success Manager at Shorr Solutions, where he supports aesthetic and medical practices with financial analysis, business planning, staff training, and customized practice management tools.

Since joining Shorr Solutions nearly four years ago, Cristian has grown through several roles within the company, including Student Marketing Intern, Business Development Analyst, and Client Success Manager. In January 2025, he became a Partner, a milestone that reflects his continued growth, leadership, and impact within the organization.

In his current role, Cristian works closely with practice owners and their teams to review P&Ls, develop business plans, build lead management and compensation tools, and improve front-office performance. He also trains practice teams on phone skills, patient communication, lead conversion, and operational best practices.

Cristian brings a well-rounded perspective to his work, shaped by his background as an English instructor, personal fitness trainer, medical interpreter, and supervisor of a medical interpreter team. These experiences have strengthened his ability to communicate clearly, train effectively, and support teams with professionalism and care.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/jay-shorr/

https://www.linkedin.com/in/cristian-devoz-369935181/

Instagram:  https://www.instagram.com/shorrsolutions/ 

Website:  www.shorrsolutions.com 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Briefing all about Visibility and AEO:  https://becomeairecommended.com/future-of-visibility 

Show Notes:

As AI transforms marketing at an incredible pace, many businesses are asking the same question.

How do you embrace automation without losing the human connection that customers actually value?

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Jared Harman, Founder of One Group Agency, to explore how successful brands balance technology with authentic relationships. From branding and content creation to AI adoption and business growth, Jared shares practical lessons learned while growing his agency through referrals, customer service, and a willingness to adapt.

This conversation is a refreshing reminder that while tools will continue to evolve, trust remains one of the most valuable assets a business can build.

Bio:

Jared Harman is the CEO & Co-Founder of The One Group Agency, a full-service marketing agency based in British Columbia. Since launching in 2018, he has led the company’s growth from a startup into a multi-faceted agency through strategic expansion and acquisitions. Jared is known for his hands-on leadership style, focus on team performance, and ability to deliver measurable marketing outcomes for brands across North America.

To connect with our guest, click on the links below:

Instagram:  https://www.instagram.com/jaredharman/ 

Website:  www.onegroupagency.ca 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Executive Briefing all about Visibility and AEO:  https://becomeairecommended.com/future-of-visibility 

Show Notes:

Great Businesses Plan for Success Before They Need To

Featuring Ted Beringer, Chris Beringer, and Eric Beringer of The Beringer Group

One of the most rewarding parts of hosting Business Growth Spotlight is watching businesses evolve. That's why this episode is especially meaningful.

Ted Beringer was one of our earliest guests, and now he returns with the next generation of leadership, Chris and Eric Beringer, for a conversation about what it really takes to build a business that lasts.

The discussion goes far beyond succession planning. It explores family dynamics, governance, AI, leadership transitions, business valuation, and why many successful companies unknowingly carry risks that could threaten everything they've built.

Whether you're planning to sell your company, pass it to the next generation, or simply want to protect what you've created, this episode offers practical insights every business owner should hear.

Bio:

Ted Beringer, Founder

Ted founded The Mid-Atlantic Companies, Ltd. in 1979 with the mission of serving the financial needs of private and closely held business owners and their families. Mid-Atlantic grew to become a national firm with more than 100 employees and offices throughout the United States. In 1998 Mid-Atlantic's operations were acquired by First Union Corporation (now Wells Fargo.)  In early 2000, Ted, his family, and a few select partners established The Beringer Group, a company providing business owners with transition, corporate development, and liquidity options. He specializes in the “keep/sell” discussion and its impact on the family business. Ted is a graduate of the University of Buffalo and holds a Master's Degree from the University of Oklahoma.

Chris Beringer, President

Chris has extensive experience advising high net worth families establishing family offices and/or family investment companies, in regard to feasibility, design, staffing, transitioning and IT operations.

Eric Beringer, Client Relations Consultant 

Eric excels in nurturing and maintaining strong relationships with clients. With more than twenty years of experience in this field, Eric ensures that clients receive exceptional service and support. Eric graduated from the University of Colorado.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/company/theberingergroup/ 

YouTube:  youtube.com/@TheBeringerGroup?feature=shared 

Website:  www.theberingergroup.com 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Executive Briefing all about Visibility and AEO:  https://becomeairecommended.com/future-of-visibility 

Show Notes:

AI Is Changing More Than Search. It's Changing How Customers Buy.
Featuring Kim Reynolds, Co-Founder of AI Advantage Agency

AI isn't just helping people search faster. It's beginning to make purchasing decisions on their behalf.

In this eye opening conversation, Heidi sits down with Kim Reynolds, Co Founder of AI Advantage Agency, to discuss what many businesses are still overlooking about AI visibility, answer engine optimization, agentic commerce, paid advertising, and the future of customer acquisition.

Kim shares practical strategies businesses can implement today while explaining why waiting another year could make it much harder to compete.

If you've been wondering how ChatGPT, Claude, Gemini, Perplexity, and Google's AI experiences will impact your business, this episode is your roadmap.

Bio:

Kimberly Reynolds is a seasoned digital strategist and the co-founder of AI Advantage Agency. With over 20 years of experience in the industry, she specializes in transitioning brands from traditional search models to Agentic Commerce and Answer Engine Optimization (AEO).

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/kimberlyannreynolds/,

Company LinkedIn:  https://www.linkedin.com/company/ai-advantage-agency/

X:   x.com/kimreynolds, x.com/aiadvantage 

Website:  https://aiadvantageagency.com/ 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint 

🎁Join us for a free 60 Minute Executive Briefing all about Visibility and AEO with Heidi Schalk and Kim Reynolds:  https://becomeairecommended.com/future-of-visibility 

Show Notes:

Having a great business strategy is only the beginning. The real challenge is making sure it gets implemented.

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Tara Landes, Founder of Bellrock, to discuss why so many businesses struggle with execution, how leadership and management differ, and why investing in managers is one of the highest ROI decisions a growing company can make.

Drawing from nearly two decades of helping organizations scale, Tara shares practical advice on creating clarity, building systems that support growth, developing future leaders, and using AI as a thinking partner without losing the human element.

The conversation also explores why implementation often fails, how founders can successfully remove themselves from day to day operations, and why authentic expertise is becoming more valuable than ever in the age of AI.

Whether you're leading a team of ten or scaling toward one hundred employees, this episode is filled with actionable insights you can implement immediately.

Bio:

For over 25 years, Tara Landes has helped more than 300 small business leaders solve complex operational challenges through strategic planning and implementation of those plans. A certified Change Management Practitioner (Prosci), a Licensed Influence Trainer (Cialdini Institute), she leads Bellrock’s management training programs and has guided hundreds of managers to greater confidence and capability.

Tara has spoken for TEC Canada, MacKay CEO Forums, Engineers and Geoscientists BC, and The Buildings Show. She holds an MBA from the Richard Ivey School of Business. When not working with clients, she’s often aboard a boat in BC’s Gulf Islands, reading while her family hauls in prawns and crab.

To connect with our guest, click on the links below:

LinkedIn:  linkedin.com/in/taralandes

Bellrock LinkedIn:  https://www.linkedin.com/company/bellrock-benchmarking-inc-/ 

Website:  https://bellrock.ca/ 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁 Grab your Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint

🎁A Complimentary 60-Minute Executive Briefing for Business Owners, CEOs, Consultants, Agencies, and Service-Based Organizations:  https://becomeairecommended.com/

Show Notes:

Expanding into the United States is one of the biggest growth opportunities for international companies, but it is also one of the most misunderstood.

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Matt DiMarsico, Co Founder of USA LaunchingPad, to discuss why many successful international businesses struggle when entering the US market and what they can do differently to accelerate growth.

Drawing from more than two decades of experience building and scaling disruptive technology companies, Matt shares the strategies that help startups and scaleups validate product market fit, refine their messaging, leverage AI effectively, and build scalable go to market systems that actually work in the United States.

The conversation also explores how AI is changing business development, why strategic planning still matters more than speed, and why authentic human relationships remain one of the greatest competitive advantages in today's marketplace.

Bio:

Matt DiMarsico is the Co-Founder of USA Launching Pad, a market expansion and go-to-market advisory firm that helps international startups and scale-ups successfully enter and grow in the U.S. market. With more than 20 years of experience leading revenue growth, sales transformation, and global expansion initiatives across AI, SaaS, IoT, telecom, and emerging technology companies, Matt has held executive leadership roles including Chief Revenue Officer and Senior Vice President for high-growth and enterprise technology organizations. Through USA Launching Pad, he works with founders, accelerators, economic development organizations, and innovation ecosystems worldwide to help companies validate product-market fit, refine go-to-market strategy, build demand generation systems, and reduce the risk of international expansion. Matt is also actively exploring how AI and automation are transforming modern sales, market intelligence, and business growth strategies.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/mattdimarsico/ 

Website:  www.usalaunchingpad.com 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁 Grab your Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint

🎁A Complimentary 60-Minute Executive Briefing for Business Owners, CEOs, Consultants, Agencies, and Service-Based Organizations:  https://becomeairecommended.com/

Show Notes:

What if the biggest factor impacting your team's performance isn't strategy, technology, or processes, but energy?

In this episode of Business Growth Spotlight, Heidi Schalk sits down with Lori Palm, Founder and CEO of Core Passion, to explore how understanding human energy can transform leadership, communication, hiring, and organizational culture.

With more than 30 years of experience helping leaders uncover what truly motivates people, Lori explains how measuring passion and identifying individual strengths creates stronger teams, better communication, and higher performance.

The conversation also dives into one of today's biggest business questions: How can leaders embrace AI without losing the human connection that builds trust?

Whether you lead a growing company, manage a team, or simply want to understand yourself better, this episode offers practical insights that can immediately improve the way you communicate and lead.

Bio:

Lori Palm is a visionary business strategist and the creator of the Core Passion® Assessment, a groundbreaking online tool she launched in 2003 to help people understand what truly drives their performance. 

For more than two decades, she’s guided leaders, teams, and entrepreneurs to communicate more authentically, build stronger partnerships, and align their work with their core motivations.

Blending intuitive intelligence with practical business insight, Lori helps organizations cut through complexity, elevate engagement, and create cultures where people thrive. 

She brings a calm, grounded presence and a gift for turning human dynamics into clear, actionable pathways for growth.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/loripalm/      

Instagram:  https;//www.instagram.com/loripalm11/  

YouTube:  https://www.youtube.com/@corepassion7110 

Website:  https://corepassion.com/ 

Connect with me:

LinkedIn:  https://www.linkedin.com/in/heidischalkcoaching/

🎁 Grab your Spotlight to Scale Blueprint:  https://spotlighttoscale.com/blueprint

🎁 Join us for a Complimentary 60-Minute Executive Briefing for Business Owners, CEOs, Consultants, Agencies, and Service-Based Organizations:  https://becomeairecommended.com/

 https://becomeairecommended.com/