Are you expecting your first sales hire to sell exactly like you do? If so, you are setting them up to become a sacrificial lamb.

In this episode of GTM: Get The Money® [LIVE], we sit down with Matt Anthony, a fractional go-to-market advisor who has spent 25 years building and running marketing for venture-backed B2B startups.

We tear down the biggest trap early-stage founders fall into: relying on "founder magic." Because founders hold the product knowledge, messaging, and market context in their heads, they naturally pivot and close deals. But when you hand that chaos over to a new rep without a defined playbook, it is no surprise that 60% of first sales hires fail.

If you want to stop bottlenecking your own growth, you have to trade your ego for infrastructure.

The Math of Scaling: Why accepting a rep who closes 60% to 70% of the deals you would have closed actually results in 160% more total revenue.

The Go-To-Market Playbook: How to document your pricing and parameters so your sales team doesn't have to ask for permission on every deal.

Target Audience Discipline: Why chasing five different Ideal Customer Profiles (ICPs) drains your resources, and how to rigorously test just one.

The Power of the Fractional Executive: Why adjusting your business "in flight" with external experts is vastly superior to pausing your momentum.

Stop stalling and start scaling. Tune in to discover how to build the systems that turn your founder-led hustle into a repeatable revenue engine.

Most leaders think they have a sales problem, but what if your biggest revenue leak is actually a leadership problem disguised as a bad quarter?

In this episode of GTM: Get The Money® [LIVE], host Chris Ryan sits down with Tom Schin from Build Better Culture to cut through the corporate HR fluff and get down to the radical truth.

The hard reality? Your culture is exactly what you tolerate. If you are harboring toxic managers or relying on an echo chamber that refuses to give you the hard news, you are actively stalling your own growth.

Here is what we unpack in this episode:

The 40% Productivity Swing: Discover how highly engaged teams produce 20% more, while bad leadership quietly drains 20% of your team's output.

The Hidden Revenue Leak: The absolute worst-case scenario isn't when your top talent quits; it is when they disengage, stay, and give you 80% effort while you pay 100% of their salary.

Escaping the CEO Echo Chamber: Why every visionary founder needs a "flight crew" to hold them accountable and tell them when they are the problem.

Spotting the Toxic Rainmaker: How to measure the "ego-meter" and identify the subtle manipulations that are destroying your team’s momentum.

(And because we don't take ourselves too seriously, we also tackle the critical debate on why you should never, ever put a cream-filled Krispy Kreme donut in the freezer).

Stop assuming your business is thriving just because it "feels" good. It is time to fix the broken oars and get your ship moving in the right direction.

Hit play, challenge your assumptions, and let's get the money.

Guest Info:

Connect with Tom Schin on LinkedIn

Learn more at BuildBetterCulture.com

#GTMStrategy #BusinessGrowth #LeadershipDevelopment #RevenueOperations #CultureShift

Stop burning your revenue on tech stack band-aids and massive egos. If your growth is stalling out, you don't need a new marketing trick—you need a complete infrastructure overhaul and a hard look in the mirror.

On this episode of GTM: Get The Money, I bring on HubSpot OG and tactical assassin Tara Gearhart to shatter the status quo of business growth. We dissect the two biggest threats to your pipeline: a fragmented, messy tech stack that requires ripping out every two years, and leaders who refuse to be coachable when their backs are against the wall.

Tune in to discover why radical self-awareness is the ultimate competitive advantage, and hear Tara's genius CRM workflow for automatically disqualifying prospects with massive egos.

Listen in, get your house in order, and let's solve your revenue problem for good.

Connect:

You finally hit $50M ARR. The board is thrilled, and a major capital event is on the horizon. So why is your revenue suddenly plummeting?

In this episode of GTM: Get The Money®, Chris sits down with global dealmaker and fixer Shelli Ryan, CEO of AdHocCR.

Shelli has led over 150 growth campaigns across 69 countries, and she is here to expose the uncomfortable truth about high-growth tech companies: revenue often drops 12 months before a capital event, and drops again right after an IPO.

Why? Because leadership gets distracted, teams retreat into silos, and the core Go-To-Market engine gets completely neglected.

We dive deep into how executives can act as the "Air Traffic Controller" to fix messy tech stacks and misaligned teams. Plus, Shelli drops a massive reality check on why unregulated, "Shadow AI" is actively destroying critical thinking and acting as a literal "business ender" for companies that rely on shortcuts.

If your company is scaling fast, navigating an M&A, or prepping for liquidity, this episode is your blueprint for protecting the pipeline.

In This Episode, You Will Learn:

The Liquidity Distraction: Why prepping for an IPO or acquisition actively sabotages your current revenue generation.

Surviving the "Brady Bunch" M&A: How to realign duplicate teams and stop the internal turf wars after a merger.

Why AI is a "Business Ender": How treating AI as a quick fix instead of a shared GTM capability is destroying critical thinking.

TAM vs. TRM: The single strategy shift you can make today—stop chasing your Total Addressable Market and pivot to your Total Relevant Market.

The 90-Day Sprint: How to diagnose your GTM gaps, align your executives, and see an actual revenue event in just three months.

Connect with Shelli Ryan:

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

Ad Hoc: adhocCR.com

Burnout 101: Is Your Relentless Drive Secretly Destroying Your Bottom Line?

We need to have a radically honest conversation about the ultimate founder trap: "The Grind." We’ve been conditioned to wear exhaustion as a badge of honor, operating under the dangerous illusion that pushing through burnout is just what true leaders do. But what if your constant hustle is creating a massive, invisible blind spot that is actively sabotaging your company's growth?

In this unapologetically transformative episode of GTM: Get the Money [LIVE], I sit down with Dr. Manny Astruc, a brilliant psychiatrist specializing in executive and entrepreneur burnout. We are cutting through the noise and shattering the standard "take a vacation" advice. Burnout is not just about feeling tired; it is a profound biological hijacking of your greatest asset.

Dr. Astruc reveals the terrifying reality of what happens when we live in a constant state of firefighting: your prefrontal cortex—the strategic, analytical center of your brain literally begins to shrink, while your amygdala- the emotional, reactive center expands.

You aren't just "stressed." You are biologically offline.

Here is what we disrupt in this episode:

The Anatomy of a Blind Spot: Why you are completely unaware that your decision-making and leadership effectiveness are tanking.

The Hidden Revenue Killer: How procrastination, delayed crucial conversations, and impulsive hires are the direct results of decision fatigue, costing you hundreds of thousands of dollars.

The Hardware Reset: We explore groundbreaking TMS (Transcranial Magnetic Stimulation) technology that physically recharges your strategic brain in as little as one day.

True Mental Fitness: Beyond the "magic pill" fix, learn the four pillars of the Neuropeak Protocol—Endurance, Strength, Flexibility, and true Active Recovery (hint: scrolling and a glass of wine don't count).

Stop settling for a lesser version of yourself. Your team, your family, and your vision demand the fully optimized version of you.

Questions to ask yourself right now:

Connect with our Guest, Dr. Manny Astruc:

LinkedIn: Manuel Astruc

Website: Neuropeak Protocol

Hit play and let's get your strategic brain back online.

Stop letting the fear of a "no" bankrupt your pipeline. If your sales cycles are endlessly long and unpredictable, you don't need another generic closing script; you may need a complete behavioral overhaul.

On this episode of GTM: Get The Money®, I bring on my own Sandler Coach, Cal Thomas, to completely shatter the status quo of traditional B2B sales. We dismantle the grimy "convince and close" mindset and reveal how to build a revolutionary revenue machine using the B.A.T. Success Triangle (Behaviors, Attitudes, Techniques).

Your job as a leader is NOT to convince people to buy; it is simply to help them make a decision.

Tune in to learn why rejection is a complete myth and hear Cal drop the ultimate, counterintuitive dare for struggling reps: The 20 "No" Challenge.

Listen in, have the absolute audacity to go for the "no," and let's solve your revenue problem for good.

Connect & Take Action:

The Alignment Crisis for any GTM.

Why do we automatically assume that the playbook that made one company successful will work when copied across ten more?

In the private equity world, we pull out standard scaling frameworks the moment a portfolio company hits eight million. But if every new acquisition speaks a completely different operational language, we aren’t building value. We are just multiplying the complexity.

If one team defines an ideal customer vertically and another defines them horizontally, how can we expect them to run toward the same finish line?

I sat down with @urtaza Abbas, founder of Alif GTM, on GTM: Get The Money® {LIVE] to challenge what true alignment looks like before you ever go to market.

If you are managing a portfolio or leading a B2B SaaS company through expansion, take a step back:

Are we forcing rigid holding company frameworks onto unique businesses?

Have we actually built a common operational language across our companies?

Why are we waiting until post-close to plan for GTM alignment and true AI readiness?

What worked for you when you were managing one company will not serve you when you add the layer of multiple teams. Scale isn’t about doing more of the same. It’s about ensuring everyone speaks the same language before the race begins.

“Business is an intellectual sport. If you aren’t challenging your assumptions, you’re just busy being broke.” Are you building a legacy or just managing a mess? Let’s find out.

You’re a CEO. A Founder. A Revenue Leader. You have the vision, the strategy, and the team. But if you look at your revenue and see a jagged, unpredictable mess, you don’t have a sales problem.

You have a Translation Gap.

In this episode of GTM: Get the Money® [LIVE], I’m joined by Paul DiVincenzo to dissect why high-growth companies fail to scale even when they have "the best" people. We’re moving past the surface-level corporate fluff and getting into the radical truth of revenue architecture.

What’s inside the episode:

The Translation Tax: Why your "clear" vision gets mangled by the time it reaches the front lines.

The Vacation Test: A brutal diagnostic to see if your revenue engine is built on systems or just individual heroics.

AI-Augmented Communication: How to bridge the gap between visionary CEOs and the data-hungry engineers who actually build the product.

Intellectual Sport: Why business isn't about working harder, but about challenging every status quo assumption you hold.

If you’re tired of "re-pimping" your website and hoping for a miracle, it’s time to fix the foundation.

Listen now and learn how to close the gap between your vision and your results.

Most companies overlook the secret to unstoppable revenue growth: focused leadership and clear accountability.

In this eye-opening episode, Kate Potvin, founder of Stragility, reveals how mastering these upstream people problems can unlock your company's true potential.

Discover how defining the right accountability structures, who owns revenue, and how teams collaborate can drastically improve your results. Kate shares practical frameworks, such as the visionary and integrator roles, and explains why leadership consistency and trust are the ultimate drivers of revenue and culture.

Most executives know AI matters. Few know if they're doing it right.

In Episode 10 of GTM: Get The Money® [LIVE], Chris sits down with Andy Dé, 3x CMO, fractional Go-to-Market strategist, and AI evangelist behind $1.8B in sales revenue and $7.3B in pipeline, to answer the question every leader is quietly asking: how do you turn AI into real business value, without the chaos?

Andy shares the So What Method, a five-question framework for evaluating any AI use case:

Why, Who, What, How, So What.

Start there. Everything else follows.

In this episode:

, The difference between Generative AI and Agentic AI

, Why shadow AI is already running inside your company

, How to build an AI Center of Excellence that actually works

, What it looks like to prioritize use cases by outcome, not tool

, Real savings: $215K on BDR costs, $1.6M in radiology, without cutting quality

Chapters:

00:00 Introduction to GTM and Purpose

02:53 Meet Andy Dé, AI Expert and Evangelist

04:25 Understanding AI, From Generative to Agentic

12:49 The Importance of Governance in AI

19:46 Transitioning from Shadow AI to Center of Excellence

21:43 Key Takeaways for Implementing Agentic AI

27:46 Personal Insights and Fun with AI

Follow Andy Dé: andyde.com | LinkedIn: Andy Dé

GTM: Get The Money® [LIVE], helping executives and founders solve revenue problems and make an impact doing it.