Gaining the Technology Leadership Edge

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney talks with Mark Osborne, founder of Modern Revenue Strategies, about why most B2B SaaS and technology companies struggle to grow—even with automation, data, and modern marketing tools.

Mark breaks down how revenue really works as a system that spans marketing, sales, and customer success. He explains why automation only creates leverage when it is built on strong foundations—and how chasing growth hacks, shiny tools, or poorly targeted leads often makes things worse. Drawing on decades of experience and recognition as an Ad Age marketing technology trailblazer, Mark shares what actually drives predictable revenue growth.

The conversation covers the impact of Apple’s privacy changes on advertising, why Facebook’s algorithms fail early-stage B2B companies targeting narrow niches, and how permission-based data models outperform pixel replacements. Mark also explains why storytelling still matters in B2B, why customers—not brands—must be the hero, and how misaligned leads can quietly destroy margins, retention, and product focus.

Mark also introduces his book on revenue systems and explains how companies that align their product vision, buyer journey, and data systems consistently outperform competitors chasing volume. This episode is a practical guide for leaders who want growth without chaos.

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney talks with Tobin Brognier, inventor of Virtual Storefronts, about a different approach to putting Main Street businesses online—without websites, domains, or ongoing technical work.

Tobin explains why traditional digital tools fail small, locally owned businesses. In a pilot across western North Carolina, 68% of businesses had no website—not from lack of interest, but from lack of time. Virtual Storefronts replaces the need for a traditional website with a subscription-based digital storefront that is built for the business, indexed for search, and optimized for mobile use.

The platform works by teaching Google “the language of local” through shared keyword indexing. With more than 11,000 keywords already indexed in the pilot, local businesses become discoverable for what they actually sell—not just their name or address. Storefronts include editable descriptions, photos, hours, links, announcements, and automated weekly posts, all without demanding ongoing attention from owners.

The conversation explores why franchises dominate search, how small businesses are underserved by big tech platforms, and why Virtual Storefronts focuses on getting shoppers off screens and into stores. This episode offers a grounded look at technology designed to save time, restore local visibility, and support real-world commerce.

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney speaks with Zach Ratner, CTO and Co-Founder of Yembo, about scaling an AI company without burning out—or falling for AI hype.

Zach explains how Yembo uses computer vision to help movers and insurance companies perform visual estimates, replacing manual, error-prone walkthroughs with structured video analysis. While the technology is powerful, Zach is clear about its limits: AI accelerates work, but it doesn’t replace human judgment, trust, or relationship-building.

The conversation dives into Yembo’s growth during COVID, when the company expanded from the moving industry into property insurance and grew from roughly a dozen employees to around 70. Forced into remote work, the team learned how to design workflows across time zones—using the U.S. for product definition, Ukraine for development, and India for testing—to make continuous progress without extending workdays.

Zach also shares leadership lessons from this journey, including delegating ownership, running policies as short-term experiments, and allowing employees to trial new roles inside the company. These practices improved retention and helped the team scale responsibly.

The episode closes with insights from Zach’s book, Grow Up Fast: Lessons from an AI Startup, which distills practical guidance on building teams, applying AI realistically, and growing without waiting for “perfect” conditions.

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney speaks with Shea Belsky, CTO of mentra, about neurodivergent leadership, inclusive management, and what it actually takes to build equitable teams in today’s remote and hybrid workplaces.

Shea shares how neurodivergent leaders bring unique perspectives, risk assessments, and problem-solving approaches—but often receive little support once they move into leadership roles. While many organizations focus on hiring neurodivergent talent, far fewer invest in helping those individuals grow into managers and executives.

The discussion explores practical ways leaders can support neurodivergent employees without isolating or discriminating against them. Topics include “Manual of Me” documents, individualized communication preferences, equitable accommodations, and creating environments where leaders are allowed to fail, learn, and iterate safely. Shea emphasizes that these practices should apply to everyone, not just neurodivergent employees, to ensure fairness and consistency.

The episode also addresses common misconceptions about neurodiversity, the danger of stereotypes, and why open conversations—led by leaders themselves—help break down stigma. Shea highlights how companies like HubSpot and Wayfair approach accessibility and neuro-inclusion, and how mentra aims to support both neurodivergent job seekers and employers building inclusive cultures.

This conversation offers concrete guidance for leaders who want to manage humans—not just roles.

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney speaks with Eric Girard, a management development expert with more than 30 years of experience helping new managers succeed. The conversation focuses on why the transition into management is so difficult—and why most organizations do little to prepare people for it.

Eric explains that many new managers are promoted because they were exceptional individual contributors, only to discover that what made them successful before no longer applies. Instead of doing more tasks, managers must learn to lead people, build trust, and get results through others. Without guidance, many default to micromanagement and damage team morale.

A major theme is empathy. Eric describes empathy as listening deeply and acknowledging the human side of work, especially in today’s environment of constant change. He distinguishes empathy from sympathy and explains why emotional intelligence is a critical leadership skill.

The episode also explores practical frameworks new managers can apply immediately, including goal-setting, delegation, team SWOT analysis, and change management. Eric shares lessons from his own early failures, including being promoted and immediately tasked with managing an employee out—without preparation or support.

Eric also introduces his book, Lead Like a Pro: The Essential Guide for New Managers, which provides a step-by-step roadmap for making the management transition successfully.

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney sits down with Brian Kelly—entrepreneur, automation expert, and creator of Peak Connector—to discuss how automation and live video can transform both businesses and personal brands.

Brian shares his journey from writing classified software in the corporate world to becoming an entrepreneur focused on helping leaders save time, eliminate repetitive work, and scale their impact through automation. He explains why automation isn’t just about cost savings—it’s about consistency, professionalism, and freeing humans to do what humans do best.

A key focus of the conversation is podcasting and live interview-style video. Brian explains why tech executives should appear on podcasts, how video accelerates trust, and why personal branding is no longer optional—even for leaders inside larger organizations. He also breaks down how automated referral systems, scheduling workflows, and CRM integrations can turn a show into a powerful relationship and lead-generation engine.

The episode also dives into CRM strategy, including Brian’s decision to build Peak Connector on top of GoHighLevel, why Zapier integration is non-negotiable, and what separates good software from great software: support, reliability, and continuous improvement.

This episode is a must-listen for tech leaders looking to automate smarter, market more effectively, and build influence without burning out.

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney speaks with Sophie Thompson, Co-Founder and CEO of VirtualSpeech, about how virtual reality and AI are changing the way people learn communication and workplace skills.

Sophie shares how VirtualSpeech began as a personal experiment to overcome social anxiety and fear of public speaking, and how it quickly evolved into an award-winning learning platform used by Fortune 500 companies and nearly 100 universities. By combining e-learning with practice exercises in VR and online environments, VirtualSpeech allows people to rehearse real-world scenarios—such as presentations, job interviews, leadership communication, and difficult conversations—in a psychologically safe space.

The conversation dives into VirtualSpeech’s AI capabilities, including feedback on delivery metrics like tone, pace, and eye contact, as well as generative AI features that provide contextual feedback, unscripted audience questions, and realistic role-play conversations. These tools are especially valuable for practicing high-stakes interactions like performance reviews, conflict resolution, and sensitive workplace discussions.

Sophie also discusses the broader role of AI in education, the importance of emotional engagement in learning, and why technology should enhance—not replace—human connection. For technology leaders, this episode offers a practical look at how immersive learning tools can accelerate confidence, approachability, and communication effectiveness across teams.

What if peak performance isn’t about doing more—but doing the fundamentals better?

In this episode of Gaining the Technology Leadership Edge, Mike talks with David Kitchen, known as Coach Kitch, founder of Edge Leadership Academy and former Division One coach, about how elite performance systems from sports translate directly to leadership, culture, and results in business.

Coach Kitch explains why most executives struggle not because of a lack of talent, but because they skip foundational work. Drawing on his background in sports psychology and leadership development, he breaks down why Vision, Mission, and Values are the starting point for sustainable performance—and how habits and processes do the real work behind the scenes.

The conversation covers why executives fall into “shiny object syndrome,” consuming books, frameworks, and productivity hacks without implementing anything consistently. Coach Kitch shares his ICA framework (Identify, Conceptualize, Apply) and explains how four- to twelve-week execution cycles help leaders measure what actually works.

You’ll also hear why lifelong learning is a non-negotiable for elite leaders, how seeking opposing viewpoints sharpens judgment, and why even the best—like Nick Saban—stay in the front row taking notes.

In this episode, you’ll learn:

Why character and self-leadership precede performance

How to build systems that reduce failure

Why fundamentals beat advanced tactics

How sports coaching principles apply directly to executive leadership

What if underperformance isn’t a motivation problem—but a systems problem?

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney sits down with Jeremy Nagel, a neurodivergent software developer, startup founder, and product manager, to unpack what technology leaders need to understand about ADHD, autism, and building environments where people can actually do their best work.

Jeremy shares the story behind selling his first startup, Smooth Messenger, to MessageMedia in 2022—and how the intense stress of that process led to the creation of his second company, Focus Bear. Designed for people with ADHD, Focus Bear helps users block distractions, enforce healthy routines, and set firm boundaries around work, including a strict 5:00 p.m. shutdown.

The conversation goes beyond tools into leadership responsibility. Jeremy explains why many interview and management practices unintentionally exclude neurodivergent talent, from surprise whiteboard interviews to noisy offices and unclear expectations. He offers practical alternatives that benefit everyone, including transparent recruiting processes, results-based management, pairing, and flexible work arrangements.

This episode is a grounded, experience-based look at why compassion, curiosity, and thoughtful systems matter—and how better leadership practices unlock stronger performance, retention, and trust across technical teams.

Why do so many sales teams miss quota year after year—and why do companies keep hiring the wrong people?

In this episode of Gaining the Technology Leadership Edge, Mike Mahoney sits down with Jeff Hines, a seasoned sales executive and partner with Objective Management Group, to break down what actually drives sales performance and how leaders can eliminate costly sales mistakes.

Jeff shares a practical, data-driven approach to evaluating sales teams and candidates, explaining why traditional tools like Myers-Briggs and DISC fail to predict sales success. Instead, his methodology focuses on three critical layers: the will to sell, sales DNA, and competencies. Without the first two, even highly skilled sellers will struggle.

The conversation walks through a structured hiring process that includes defining A-player profiles, filtering candidates early, reducing bias with phone-first interviews, and using scorecards to align hiring teams. Jeff also highlights the often-overlooked importance of onboarding, explaining how the absence of a clear 30-60-90 day plan leaves new hires set up to fail.

With examples ranging from mid-sized SaaS companies to enterprise sales teams, this episode is a clear warning to leaders: rushed hiring and weak onboarding don’t just hurt morale—they quietly drain revenue and opportunity.