Chad T. Podcast

How do you grow from 0 to $3.2M ARR without taking investors?Chad interviews Rachel, a two-time founder who started an enterprise local SEO software business in 2020 after being laid off, grew it to $3.5M ARR (hitting $1M in six months). Rachel now coaches B2B founders (roughly $1M–$15M revenue) to escape founder-led sales by auditing broken sales systems, improving process, hiring and training reps, and offering fractional CRO support. They discuss selling a niche platform that manages enterprise location listings and reviews across directories, why disqualifying customers can accelerate growth, and challenges small businesses face hiring sales talent. Rachel shares how she learned and applies NLP from high-ticket sales to reframe objections and get buyers to sell themselves, and emphasizes building a personal brand, especially on LinkedIn.The NLP Sales Coach mentioned was Kyra Yang her IG is kryacloses.---Rachel Gill is a Fractional Sales Leader and founder of Scale with RachelRachel's LinkedIn: https://www.linkedin.com/in/rachelmgill/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Founder Story Begins00:27 Laid Off to Bootstrapped Startup03:04 Enterprise SEO Software Niche04:45 Opportunity and Entrepreneurship Today06:44 Rachel’s Coaching Offer09:51 Scaling Past Founder Led Sales12:11 Case Study Disqualify to Double15:14 Fractional CRO Explained17:07 Hiring Sales Talent Realities26:23 Leading Reps with AI and NLP29:05 NLP Reframing Skydiving Close33:51 Soft Close Breakdown35:14 High Ticket Offer Rethink37:13 Trust Objections Coaching39:25 Frame Control And Prizing43:46 Keep Calls On Track46:40 Handling Weak Leads50:11 Close Rate Over Leads51:15 Books And NLP Resources52:57 Personal Brand Lessons01:01:30 Final Advice And Where To Find

Why does all your email go straight to spam?

Chad interviews Jack Hayes, founder of Profit Jack Enterprises, about why most cold outreach fails and how his “coffee shop/watch” approach uses natural, human language, clear context, and problem-first framing to lower resistance without being pushy.

They dissect Jack’s LinkedIn message to Chad, discuss common pitfalls like forced casual copy and bad enrichment, and explain why Jack aims to send a single message and avoid follow-ups, InMail, and connection-note pitches. Jack shares his system for combining LinkedIn activity filtering (via Sales Navigator’s “active in last 30 days”) with email and ads, plus email warm-up, inbox volume limits, and why reply-rate tracking is unreliable due to pixels. They cover automation risk, bans, VPN/location issues, and how Jack uses Manus to generate personalized proposal pages and ROI calculators.---Jack Hayes is the founder of Profit Jack Enterprises.

Jack's LinkedIn: https://www.linkedin.com/in/jack-hayes-075566111/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Cold DM That Worked00:44 Watch Theory Outreach01:35 Common Outreach Mistakes02:45 Context First Not Pitch04:57 Breaking Down The DM07:53 AI Plus Human Voice09:00 One Message Strategy10:45 Scaling Outreach Tech14:45 LinkedIn Before Email17:26 Email Tracking Changes19:26 LinkedIn As Feedback Loop25:09 Sales Navigator Active Filter28:58 Measuring LinkedIn Responses32:16 Local Versus Scalable Offers35:11 Local Market Reality Check36:07 Pricing and Value Framing38:14 PE Rollups and Remote Plans40:20 Profit Jack Offer Breakdown43:02 AI and Authentic Marketing47:37 LinkedIn Automation Risks55:34 Manus Proposal Workflow01:01:58 Sales Feedback and Closing01:05:09 Where to Find Profit Jack

Chad and Tyson discuss how business owners are confused by “AI this, AI that,” and why many are questioning traditional CRMs like Salesforce and HubSpot as better, simpler options emerge. They debate what a CRM really is beyond a database, why enterprises build complex lead-to-provisioning systems that smaller companies may never need, and how AI is lowering friction so leaders can execute ideas with agents rather than layers of people. They cover risks of mega-platforms and fragile “build-your-own” stacks, the move toward headless/API and MCP-driven orchestration (especially with Claude), and practical RevOps work like auditing tool spend, fixing domain/email health, and implementing multi-channel sequencing. Chad also explains using a podcast as a non-needy outreach offer and predicts more in-person, trust-based selling amid AI noise.---Tyson Parody is a Revenue Systems Architect and founder of Sixty North.Tyson's LinkedIn: https://www.linkedin.com/in/tyson-parody-078a40184/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 AI Hype Reality Check00:39 Beyond Salesforce HubSpot01:51 Vibe Coding a CRM02:27 CRM Jobs Lead Deal Renew05:09 Mega Platforms vs Modular06:39 Headless APIs Agent Layer07:48 Slack as New CRM09:36 Reevo and Modern Prospecting10:54 Podcast as Outreach Engine15:09 AI Rips the Middle27:35 Build vs Buy Fragility30:55 Tool Stack Audits and ROI33:06 Domain Health Quick Wins34:06 Tool Stack Buckets and ICP35:43 Who He Serves36:17 Picking Clients With Goals37:11 Go To Market Language39:03 Analog Trust Selling41:22 BDR Stack And Tracking44:54 Outbound Without Burning Domains48:21 LLMs Change Buying53:45 AI Stack Orchestration01:00:20 Security And Governance Pushback01:05:59 Market Shift And Closing

Why's it so tough to get hired right now?Chad interviews Lauren Szuchan, a three-time President’s Club sales performer who pivoted from SaaS sales into launching her recruiting agency, PClub Talent, focused on placing AEs for tech and SaaS firms. Lauren says sales success starts with conviction in what you sell and explains her pivot came from selling to recruiting agencies, noticing how manual recruiting can be and how strong recruiters are “salespeople first,” selling both candidates and clients. They discuss today’s shift to an employer’s market with widespread layoffs, tighter role requirements, and the challenges of screening hundreds of applicants, including AI-tailored resumes. Lauren shares what makes candidates stand out—strong LinkedIn presence, short video intros, and resumes with clear metrics (quota, ACV, verticals, rankings). She also describes solopreneur surprises, the value of a LinkedIn network, why new grads should start in-person, and how directness and EQ helped her win in sales.---Lauren Szuchan is the founder of PClub TalentLauren's LinkedIn: https://www.linkedin.com/in/lszuchan/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Sales Success Mindset00:57 Pivot Into Recruiting03:05 Recruiters As Sellers05:09 Recruiting Control Challenges06:37 Layoffs Shift The Market10:54 Tightening Hiring Requirements13:11 Broken Application Process14:35 Recruiter Screening Fatigue18:13 Video Replies That Stand Out20:08 AI Resumes And What Works22:23 Resume Metrics That Matter24:06 Resume Metrics That Matter25:30 AI Resume Tailoring27:32 Content Ideas And Cleanup29:29 Why Go Solo31:36 Business Reality Checks34:01 When Entrepreneurship Fits35:39 Build Your Audience38:44 President Club Traits44:26 Is Sales For You46:39 Start In Person49:17 Where To Find Lauren

How do you parse the AI signal from the AI noise?Chad interviews Britni Borrelli about revenue growth and AI noise in the marketplace. They discuss being in an AI-rich but AI-confused era where companies claim an AI strategy that is really siloed tools or “custom ChatGPT,” creating paralysis; Brittany argues AI must sit on smart data and simplify work across departments. She shares practical uses like Gamma.app for faster content creation, Claude for structured thinking, and Whisper for transcription, while warning that AI can’t replace human judgment, relationships, or leadership. Britni outlines her background (a decade at Tableau pre/post Salesforce acquisition and five years at Yelp pre/post IPO), her people-first, operational approach, and hiring/enablement practices, and critiques Salesforce complexity while pointing to AI-native CRMs and tools like Aurasell.---Britni Borrelli is the VP of Global Sales Strategy for MitratechLauren's LinkedIn: https://www.linkedin.com/in/britniborrelli/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 RevOps 00:28 Pavilion Community Shoutout03:20 AI Rich But Confused05:20 RevOps Integrator Reality Check07:13 Favorite AI Tools Gamma Claude10:42 C Suite AI Misuse And Klarna15:14 Meet Brittany CRO Backstory20:12 People First Leadership24:35 AI For Admin And Data Hygiene27:33 Consolidation After Acquisitions31:52 Build Vs Buy In AI Era36:34 What A CRO Really Does39:44 AI Noise and Pricing41:58 Rethinking C-Suite Roles44:35 Connector Leadership Pivot49:22 Hiring and Team Balance52:04 Human Context vs AI56:54 Salesforce and CRM Future01:01:59 Layoffs and Consolidation01:09:08 Hiring in an AI Market01:15:22 Interviewing for Uplift01:19:36 Closing and Where to Connect

Chad interviews Lauren Mischke, Head of RevOps at Sunday (restaurant tech expanding in the US), about how to start a career in revenue operations. They cover how RevOps pay scales—from roughly $75K–$120K entry level to $120K–$175K mid-level and $200K+ at director with bonus—and why RevOps can drive outsized revenue impact. Lauren explains RevOps as the modern name for an old problem: aligning siloed sales, marketing, CS, and finance by “owning the truth.” They discuss why companies hire RevOps as they scale (from Slack-friendly startups to needing governance and a revenue operating system), common early-stage mis-hires (BizOps/doers vs leaders), and the value of fractional strategy plus doers. They address AI as a workload offset—not a fix for bad data—plus recommended foundations (spreadsheets, CRM basics, delivery/project methods), career leverage from recognizable logos/consulting, and traits that indicate a good RevOps fit.---Lauren Mischke is the Head of Revenue Operations at SundayLauren's LinkedIn: https://www.linkedin.com/in/lauren-mischke/---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 RevOps Career Intro00:24 New Role at Sunday01:05 What Sunday Builds01:49 Brand Names That Click02:28 RevOps Salary Ranges04:08 Host Salary Reality Check06:24 Where RevOps Came From07:48 Owning the Truth11:37 Why Companies Need RevOps13:30 Early Stage Hiring Trap17:34 Capacity and Headcount Fix21:01 Fractional RevOps Strategy21:58 AI and the Hiring Market24:08 How to Use AI Well26:28 AI as Automation Upgrade27:30 AI for Faster CRM Builds28:05 AI Use Without Excuses28:16 Building Fast RevOps Systems28:43 RevOps Consulting Mindset30:35 When RevOps Is Missing31:43 CRO Versus RevOps Debate34:05 RevOps Job Market Demand35:37 Career Pedigree And Networks39:52 Learning RevOps Skills Stages46:39 From Customer Facing To Ops48:58 Start With Spreadsheets First51:33 Projects To Build Experience53:36 Are You A RevOps Fit55:09 Closing And Where To Connect

If you're one of the one BILLION LinkdedIn users out there, you're likely doing it wrong.Chad interviews Beatrice, a LinkedIn ghostwriter serving B2B tech founders, about what founders miss when they ignore LinkedIn: visibility that leads to clients, opportunities, investment, and “being in the room.” They discuss why posting company updates like booth photos often fails, and why content should prioritize the audience with useful ideas and documented viewpoints. Beatrice shares her path from Romania to the UK to Barcelona, how she began freelancing in copywriting, and how viral posts led clients to ask her to write for them, including an M&A client whose non-salesy intro post generated two deals totaling $50,000. They unpack personal brand vs influencer, the importance of clear positioning and audience language, why podcasts and long-form build trust, how ghostwriting differs from generic copywriting, and Beatriz’s TRUST framework: Take position, Reach, Unmistakably you, Serve, Time.---Beatrice Vladut is a LinkedIn ghostwriter and event speaker. Beatrice's LinkedIn: https://www.linkedin.com/in/beatricevladut/

---Chad's LinkedIn: https://www.linkedin.com/in/chadtabary/Book an appointment with Chad: https://chadtabary.youcanbook.me/00:00 Meet Beatriz00:27 Why LinkedIn Matters01:47 Stop Posting Updates03:24 From Zero to Growth06:22 Founder Inbound Goals07:27 Beatriz Origin Story10:04 One Post Two Deals11:54 Algorithm Versus Audience16:58 Personal Brand Explained20:51 Influence Not Influencer22:30 Podcast Visibility Flywheel28:52 Onboarding New Founders30:15 Positioning That Lands34:26 Premium Ghostwriting Value36:43 Copywriter Versus Ghostwriter39:17 Standing Out In Noisy Markets43:16 Founder Title Inflation43:45 Vet Your Marketer46:43 Show Dont Tell Proof48:03 Influencer Attention Trap50:33 Play To Strengths53:02 Authority Shot Strategy57:35 Thought Leadership Over Photos59:44 Avoid AI Slop01:02:26 Storytelling Framework01:06:46 TRUST Brand Framework01:11:51 Signals And Reverse Engineering01:17:11 Time Commitment And Ghostwriting01:19:36 Where To Find Beatrice01:20:31 Final Thanks And Subscribe

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

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

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