In this punchy ScaleUp Radio Shorts episode, Kevin Brent and Granger Forson take a deep dive into two recent ScaleUp Radio conversations, one with Hamish Yates, founder of Neptune Infrastructure Associates, and the other with Steve Johnson, MD of Scaling Sales.

At first glance, managing offshore wind farms and building a sales team might seem worlds apart. But when it comes to scaling, the core principles of focus, systems, and people are universal.

🎯 Key Themes Explored:

• Niche Down, Scale Up Both Hamish and Steve highlight the importance of narrowing your focus to accelerate growth. Whether it's Hamish's "Control" phase in the PACE model or Steve's "Sales Gauntlet", it's all about precision and repeatability.
• From Founder-Selling to Sales Teams Steve maps the 3 stages of founder-led sales and warns against jumping too soon to hire a sales director. His benchmark: two reps consistently hitting quota.
• Attracting the Right People Hamish made Neptune an employee-owned business from day one, a bold move to bring in top talent. Steve, on the other hand, advocates for hiring overlooked talent, entrepreneurial minds from other sectors, like hospitality.
• Mindset & Resilience Both guests touch on the emotional journey of scaling. Hamish spoke of the eerie silence after leaving the corporate world, while Steve stressed protecting your energy: "Take care of the asset, yourself."

🔑 The one key thing: You can't scale chaos. Systems and the right people make scaling possible, but only if you protect your energy as a founder.

💬 Standout quote:

"No one really cares about you as much as you do. When you quit the corporate job, there is an eerie silence. You have to be the one to drive the noise and passion."