Inside The 90™

In this episode of Inside the 90, Jami and Andrew break down how to choose the right EOS Implementer for your business. Andrew walks through the three roles every implementer plays — teacher, facilitator, and coach — and explains why the right fit goes beyond credentials or industry experience.

From the free 90-minute meeting to understanding certification levels, you'll get a clear picture of what the evaluation process looks like and what to prioritize. Whether you're brand new to EOS or ready to move from self-implementing to hiring a professional, this episode gives you a practical roadmap for making a confident, informed choice.

Key Topics

- How most people first discover EOS — through referrals or reading Traction.

- The three pillars of the EOS ecosystem: an implementer, the books, and EOS Academy.

- The three roles of an EOS Implementer: teacher, facilitator, and coach.

- How the free 90-minute meeting works and why every leadership team should do one.

- Why light industry experience in an implementer is often better than deep expertise.

- The three EOS Implementer certification levels: Professional, Certified, and Expert.

- How to stay transparent when you're evaluating more than one implementer.

Key Chapters

0:00 - Welcome and Jami's experience working with two different EOS Implementers.

3:00 - How people typically discover EOS and where to begin.

6:30 - The three roles of an EOS Implementer: teacher, facilitator, and coach.

11:00 - What the 90-minute meeting is and why every team should do one first.

16:00 - The "help first" culture of the EOS Implementer community.

19:00 - How much industry experience to look for — and when too much is a problem.

23:30 - The three certification levels: Professional, Certified, and Expert.

27:00 - Final advice on engaging with an implementer and being open about your process.

Mentions & Credits

Wonder - https://www.workwithwonder.com

EOS Worldwide - https://www.eosworldwide.com

Traction - https://www.eosworldwide.com/traction

EOS Worldwide Implementer Directory - https://www.eosworldwide.com/find-an-implementer

EOS Academy - https://www.eosworldwide.com/eos-one-system

Neil McLean - https://www.linkedin.com/in/neilmcleaneos

In this follow-up episode of Inside the 90, Jami and Andrew dig into the discipline of managing rocks and scorecards well, the mechanics that turn a vision into real traction. Andrew argues that rocks are simply priorities and scorecards are the early warning system for a business, and that most teams get the mechanism in place without ever building the discipline to truly manage to those tools. Jami shares candid, in-the-moment examples from Wonder, from an AI-driven rock that almost pulled him off course, to new scorecard metrics built around client communication and project visibility.

The episode closes with a warning not to let a new metric or mechanism replace an honest issue conversation, and a reminder that mastering rocks and scorecards is an ongoing discipline, not a one-time setup.

Key Topics

- Rocks as priorities and the discipline of predicting and executing them well.

- Why leadership team scorecards are the clearest signal of business health.

- Using the issues list as the farm team for future rocks.

- The mindset shift that too many incoming issues signals a lack of focus on rocks.

- Building creative team scorecard metrics around missing information and rework.

- The caution against letting a scorecard mechanism bury the real underlying issue.

- Balancing execution-focused rocks with visionary-focused rocks in a dual seat.

- Creating scorecard metrics for client communication and project status visibility.

- Managing to outcomes rather than micromanaging tasks.

Key Chapters

0:00 - Introduction and recap of the last episode on vision cadence.

1:30 - Rocks as priorities, not a complicated concept.

3:30 - Why scorecard health means the business is running smoothly.

5:30 - The leadership team's responsibility to manage scorecards, not just track them.

8:00 - Getting real when scorecard metrics feel off.

10:00 - The issues list as the farm team for future rocks.

12:30 - A mindset shift, too many issues signals not enough focus on rocks.

15:00 - Managing expectations as a leadership team.

17:30 - Creative team scorecard metrics for missing information and rework.

20:30 - Caution, don't let a scorecard mechanism bury the real issue.

22:30 - Jami's AI rock dilemma and staying focused despite distraction.

26:00 - Balancing execution rocks and visionary rocks in a dual seat.

29:30 - The delegate and elevate goal behind Jami's brain dump rock.

31:30 - Building a scorecard metric around client communication.

34:00 - Creating a project status metric to increase visibility.

37:00 - Letting go of control by managing to outcomes, not tasks.

39:30 - The caution against replacing an honest issue conversation with a new metric.

41:30 - Coaching the team through the Outshine lunch and learn.

43:00 - The business development scorecard story and adjusting the goal.

47:00 - Why accountability to a scorecard goal matters even when results look fine.

50:00 - Three closing lessons, get real, love the tools, and see it as a way of life.

52:00 - Recommended books and the value of working with an implementer.

54:00 - Closing thoughts on rocks, scorecards, and getting back to basics.

Mentions & Credits

Wonder - https://www.workwithwonder.com

EOS Worldwide - https://www.eosworldwide.com

Traction Book - https://www.ginowickman.com

Issues Book - https://www.eosworldwide.com/issues-book

Data Book - https://www.eosworldwide.com/get-data

Visionary Book - https://www.markcwinters.com/visionary-book-dot-com/

In this episode of Inside the 90, Jami and Andrew break down the vision cadence that gives the podcast its name, from 10-year target through three-year picture, one-year plan, and 90-day rocks.

Using a live client story, they explore how pairing core focus with a 10-year target creates the soul of a company, the passion that actually rallies a team rather than a vague mission statement. They dig into why three years is the magical timeframe for letting go of present-day constraints, how to build a three-year picture that gives people goosebumps, and how that vision cascades down into annual goals and quarterly rocks.

The conversation closes with a reminder that being a visionary is a responsibility, not an ego title, and that none of this works without real discipline in execution.

Key Topics

- Why core focus and the 10-year target together form the soul of a company.

- Digging past generic mission statements to find a company's real reason for being.

- The brand birthright and reconnecting with a founder's original spark.

- When and how revenue can work as a 10-year target.

- Why alignment on vision reduces internal turmoil on a leadership team.

- The three-year picture as the magical timeframe for letting go of constraints.

- Building a three-year picture as a narrative that creates real excitement.

- Cascading vision from the 10-year target down to annual goals and 90-day rocks.

- Why being a visionary is a responsibility, not an ego title.

Key Chapters

0:00 - Introduction and teasing the topic of vision cadence.

1:30 - Why Inside the 90 means living in a 90-day world.

3:00 - Story of a company regaining its entrepreneurial spirit.

5:30 - Combining core focus and the 10-year target as the soul of a company.

8:00 - Digging past generic mission statements to find the real why.

11:00 - The brand birthright and the founder's original spark.

13:30 - Why 10-year targets can range from five to thirty years.

15:00 - Revenue as a 10-year target, and when it does or does not work.

18:00 - Why alignment on vision matters for a leadership team.

20:30 - Andrew and Jami share their own 10-year targets.

23:00 - Framing the 10-year target as a rally cry and BHAG.

25:00 - Moving from the 10-year target to the three-year picture.

27:30 - Why three years is the magical timeframe for letting go of constraints.

30:30 - Building the three-year picture as a narrative.

33:00 - Revisiting a past three-year picture and seeing real traction.

35:30 - Turning the three-year picture into the one-year plan.

38:00 - Staying disciplined when priorities shift mid-year.

40:30 - Working on the business versus working in the business.

43:00 - How much of a rock should be on versus in, by role.

45:00 - Rocks as the road that leads to the three-year and 10-year vision.

47:00 - Avoiding pencil whipping the vision building process.

49:00 - The responsibility of being a visionary.

50:30 - Closing thoughts and preview of the next episode on rocks and scorecards.

Mentions & Credits

Wonder - https://www.workwithwonder.com

EOS Worldwide - https://www.eosworldwide.com

10x Is Easier Than 2x - https://10xeasierbook.com

The Gap and The Gain - https://gapandgainbook.com

Visionary - https://www.markcwinters.com/visionary-book-dot-com

Rocket Fuel - https://www.amazon.com/Rocket-Fuel-Essential-Combination-Business/dp/1942952317

Strategic Coach - https://www.strategiccoach.com

In this episode of Inside the 90, Jami and Andrew are joined by special guest Josh Heller of Crushable to tackle one of the most common questions facing growing businesses right now — how do you actually build an AI strategy?

Josh walks through Crushable's tried-and-true framework of identity, operations, and leverage, explaining why most companies skip straight to the fun stuff and pay for it later. The conversation covers the dangers of moving too fast, the rise of custom software over legacy SaaS, and why the companies that can tell the AI story clearly are the ones who will win. Packed with real use cases from the room, this one is equal parts practical and energizing.

Key Topics

- Why most companies skip identity and jump straight to leverage — and why that backfires.

- The Crushable framework: identity, operations, and leverage explained.

- Growth mindset vs. optimization mindset when approaching AI adoption.

- The Incumbent's Dilemma: why past success can become a liability in an AI-first world.

- The rise of custom software and why off-the-shelf SaaS is being reimagined.

- Pace awareness: how to move fast enough without creating tech debt and chaos.

- Real use cases from the room: proposals, estimating, admissions workflows, and more.

Chapters

0:00 - Welcome and guest intro: Josh Heller and Crushable.

3:00 - What Andrew is hearing inside 20 businesses about AI right now.

6:30 - The identity, operations, leverage framework explained.

11:00 - What AI identity actually means for your team and your culture.

15:30 - Growth architect vs. optimizer: the two mindsets around AI investment.

19:00 - Starting with finance: why the CFO is the best first win for AI projects.

23:00 - The Incumbent's Dilemma: when what got you here could kill you next.

27:30 - Custom software, the death of SaaS support, and tighter feedback cycles.

33:00 - Real use cases: Wonderbrand proposals, Diane the AI agent, and admissions workflows.

40:00 - The handoff problem and how AI is finally bridging it.

45:00 - Pace awareness: hitting the hydration station before you burn out.

50:00 - Key takeaways: pace, identity anchored to core values, and coloring outside the lines.

Mentions & Credits

Josh Heller - https://www.linkedin.com/in/joshgheller

Crushable - https://crushable.ai

Lovable - https://lovable.dev

Whisperflow - https://whisperflow.app

Salesforce - https://www.salesforce.com

Flywheel - https://www.flywheelgvl.com

EOS Worldwide - https://www.eosworldwide.com

Wonder - https://www.workwithwonder.com

In this episode of Inside the 90, the roles flip as Andrew hosts his wife Stacy, a stress specialist and founder of Evolve Beyond Limits. Together they unpack why consistency, not intensity, is the real differentiator between success and failure in both business and life. Stacy breaks down the stress cycle that keeps people stuck in all or nothing thinking, introduces her power of 12 framework for building new habits, and explains why operating at 80 percent capacity actually creates more sustainable growth than chasing 100 percent.

The conversation then turns to team dynamics, exploring why consistent EOS rhythms like weekly L10s and quarterly meetings are what quietly compound into real transformation, and what it looks like when Andrew and Stacy fall out of rhythm in their own marriage and business.

Key Topics

- The stress cycle and how all or nothing thinking leads to burnout.

- Finding the sweet spot between extremes for sustainable growth.

- The 80 percent rule for staying consistent without burning out.

- The power of 12 framework for building new habits and skills.

- Practical tricks for consistency, including doing hard things first and asking why.

- Scheduling to 80 percent capacity to build in margin and energy.

- Why consistency is the real engine behind EOS and team alignment.

- What happens to a team's culture when meetings get skipped.

- Connecting personal and business consistency to living the EOS life.

Chapters

0:00 - Introduction, roles reversed with Andrew hosting and Stacy as guest.

1:30 - Why consistency, the stress cycle, and burnout.

4:00 - Finding the sweet spot between extremes.

6:30 - Applying the sweet spot to a workout example.

8:00 - The 80 percent rule for individual consistency.

10:00 - The flat tire mindset and all or nothing thinking.

12:00 - The power of 12 framework.

15:00 - Tricks for consistency, doing hard things first and asking why.

19:00 - Scheduling to 80 percent and building margin.

21:30 - Transitioning to team dynamics and EOS.

23:30 - Why consistency is the game in EOS.

25:30 - What happens when you skip meetings.

28:30 - The trickle effect of an inconsistent culture.

31:00 - Why the best time to meet is when everything feels fine.

33:00 - Connecting consistency to the EOS life.

36:00 - Real talk, when Andrew and Stacy fall out of rhythm.

39:00 - Making meetings enjoyable and sustainable.

41:00 - What Stacy is building at Evolve Beyond Limits.

43:00 - Where to find Stacy and closing thoughts.

Mentions & Credits

EOS Worldwide - https://www.eosworldwide.com

Wonder - https://workwithwonder.com

Evolve Beyond Limits - https://www.evolvebeyondlimits.com

Evolve Beyond Limits Podcast - https://www.evolvebeyondlimits.com/podcast

Evolve Beyond Limits Academy - https://www.stacygissal.com/EBLA

In this episode of Inside the 90, Andrew catches up with Tracey, marketing lead at YourSix, for her second appearance on the show. Tracey shares how she rolled out EOS inside her own two-person marketing department, using L10 meetings not just for task management but for mentorship, energy alignment, and human connection with her teammate Maddie.

The conversation moves into YourSix's journey from a hardware-heavy physical security company to a true SaaS platform, and how bringing on Wonder as a marketing partner after a funding round helped the team build real brand foundation before activating it externally.

Tracey and Andrew close with a candid look at authenticity in an AI driven marketing landscape, including how content needs to be honest and specific to be trusted by both customers and AI tools alike.

Key Topics

- Rolling out EOS and L10 meetings inside a small, distributed marketing department.

- Using L10s for mentorship and energy alignment, not just task tracking.

- Combining EOS with project management tools like JIRA.

- Tracey's path from physical security hardware into a SaaS focused career.

- What YourSix does with video surveillance and access control technology.

- Bringing on an outside marketing agency after a funding round.

- Building brand foundation before activating a brand externally.

- Why authenticity and vulnerability in content matter more in an AI driven world.

- Cybersecurity considerations when adopting AI tools in business.

Chapters

0:00 - Catching up and a Kansas City barbecue recommendation.

2:00 - Introducing Tracey and her role leading marketing at YourSix.

4:00 - Rolling out EOS inside the marketing department.

7:00 - L10 meetings, human connection, and mentorship.

10:30 - Combining EOS with the JIRA project management tool.

12:30 - Aligning rocks across a small marketing team.

14:30 - L10 as energy management, not just task tracking.

17:00 - Being resourceful and the who not how philosophy.

19:00 - Tracey's background in physical security and joining YourSix.

22:00 - What YourSix does with video surveillance and access control.

24:00 - Bringing on Wonder for marketing support after funding.

27:00 - Building trust and community working with an outside agency.

29:30 - Running on EOS together and shifting to 90 day brand activation.

32:00 - Refreshing and rebuilding the YourSix brand identity.

35:00 - Why foundational brand work has to come before activation.

37:30 - Authenticity in an AI driven marketing world.

40:00 - Cybersecurity considerations around adopting AI tools.

43:00 - Reframing content so AI tools can find and trust your brand.

46:30 - Where to find Tracey and YourSix, and closing thoughts.

Mentions & Credits

EOS Worldwide - https://www.eosworldwide.com

Wonder - https://workwithwonder.com

YourSix - https://www.yoursix.com/

Traction Book - https://www.ginowickman.com/

JIRA - https://www.atlassian.com/software/jira

Adam Landrum - https://madetomatter.coach/

In this episode of Inside the 90, Andrew talks with Jenna Spencer, founder of AssistPro and a newly licensed EOS partner focused on delegation and elevation. Jenna traces her path from corporate banking to building a company that matches business leaders with the right assistant, a journey that started when she worked directly for two EOS implementers.

The conversation dives deep into why delegation fails, the difference between delegating tasks and delegating true ownership, and how to build trust with a new team member over time. Jenna shares practical frameworks, including the delegate and elevate tool, the relay race analogy, and the power of defining ideal outcomes instead of micromanaging the mechanics of a task.

Key Topics

- Jenna Spencer's path from corporate banking to founding AssistPro.

- Why most leaders struggle with delegation and end up doing task delegation instead of ownership delegation.

- The mail-checking analogy for understanding true delegated ownership.

- Where to start delegating, including knowing yourself and picking just a few things first.

- The real cost and return on investment of delegating a leader's time.

- Building trust with a new assistant or team member over time.

- Why protected weekly meetings matter for a healthy delegation relationship.

- The delegate and elevate tool and defining roles by quarter.

- Using DISC, Kolbe, and Working Genius to build well-matched teams.

Chapters

0:00 - Welcome to Jenna Spencer and introduction to AssistPro.

1:30 - Jenna's journey from corporate banking to founding AssistPro.

3:30 - Working as an assistant to two EOS implementers.

5:00 - Why delegation is one of the hardest leadership skills.

7:00 - Task delegation versus true ownership delegation.

9:30 - The mail-checking analogy for delegating ownership.

11:30 - Where to start delegating as a maxed-out visionary.

14:00 - Knowing yourself and picking a few things to delegate first.

16:30 - The real cost and ROI of delegating your time.

18:30 - Learning to slow down and build trust over time.

21:30 - Navigating trust and communication with an assistant.

24:00 - The importance of protected weekly meetings.

26:30 - Focusing on the issue, not the person.

28:00 - Tactical first steps to hiring an assistant.

30:30 - Using DISC and Kolbe to find the right match.

32:30 - The all-or-nothing rule for calendar and email delegation.

35:00 - The relay race analogy for handing off responsibilities.

37:00 - The delegate and elevate tool and defining roles by quarter.

39:00 - The Responsibility Clarifier and outcome-based delegation.

42:00 - Why unclear outcomes cause delegation to break down.

44:00 - Applying delegation lessons beyond assistants to any role.

46:00 - Using Kolbe, DISC, and Working Genius to build balanced teams.

49:00 - Where to find Jenna Spencer and closing thoughts.

Mentions & Credits

EOS Worldwide - https://www.eosworldwide.com

Wonder - https://workwithwonder.com

AssistPro - https://assistpro.com

Alex Freytag - https://implementer.eosworldwide.com/alex-freytag

Delegate and Elevate Tool - https://www.eosworldwide.com/delegate-and-elevate

Gino Wickman - https://www.ginowickman.com

The 6 Types of Working Genius - https://www.workinggenius.com

Kolbe - https://www.kolbe.com

DISC - https://www.discprofile.com

Strategic Coach - https://www.strategiccoach.com

In this episode of Inside the 90, Jami sits down with Will Stewart, founder and CEO of 9/8 Central, a video production studio in Greenville, South Carolina. Will shares his winding path from teaching himself HTML in high school to freelancing in Hollywood to finally building his own studio during the early days of the pandemic.

He and Jami dig into 9/8 Central's first nine months on EOS, covering the messy early lessons around rocks, scorecards for a creative business, and learning to trust a leadership team as a high-visionary founder. The conversation closes with Will's take on staying intentionally sized, using AI to speed up content creation, and why video and genuine human connection matter more than ever in a hyper-automated world.

Key Topics

- Will Stewart's path from teenage web designer to Hollywood freelancer to founder of 9/8 Central.

- Building a video production studio from one employee at the start of the pandemic to a full team.

- Getting introduced to EOS through a hybrid coaching relationship and rolling it out company-wide.

- Early struggles with rocks, scorecards, and issue lists in a creative, project-based business.

- Learning to trust a leadership team as a high-visionary, high-quick-start founder.

- Defining a three-year picture and capping growth on purpose to protect team culture.

- Using AI tools internally to speed up content creation for clients.

- The content engine framework and shifting clients from one-off projects to recurring work.

- Why genuine, human video content matters more as digital connection becomes automated.

Chapters

0:00 - Welcome to Will Stewart and introduction to 9/8 Central.

2:00 - Studio tour and the spa day philosophy for clients.

5:00 - Will's origin story, teaching himself web design in high school.

8:00 - Falling in love with video as cameras became more accessible.

11:00 - Freelancing, a Hollywood mentorship, and lifestyle burnout.

14:00 - Founding 9/8 Central in March 2020 and early growth.

17:00 - Getting introduced to EOS through a hybrid coaching relationship.

20:00 - Focus Day, early ahas, and adjusting to being a visionary.

23:30 - Struggles with setting and completing rocks.

26:30 - Rolling out L10 meetings and scorecards for a creative team.

30:00 - Building a scorecard around client communication.

32:30 - Learning the issues list and the language of EOS.

35:00 - Trusting the leadership team and letting go of control.

38:00 - The three-year picture and defining what winning looks like.

40:30 - Building an internal AI tool to speed up content creation.

43:00 - Staying intentionally sized and avoiding the boom-bust agency trap.

45:30 - What's exciting for 9/8 Central this year.

48:00 - The content engine framework and recurring client work.

50:30 - Case studies, positioning, and working with Wonder on messaging.

53:00 - Where to find Will Stewart and closing thoughts.

Mentions & Credits

Wonder - https://www.workwithwonder.com

EOS Worldwide - https://www.eosworldwide.com

9/8 Central - https://98c.org

Jason Blumer - https://www.jasonblumer.com

The 6 Types of Working Genius - https://www.workinggenius.com

Seth Godin - https://seths.blog

Kolbe - https://www.kolbe.com

American Society of Cinematographers - https://theasc.com

In this episode of Inside the 90, Jami welcomes back friend of the podcast, Adam Landrum, for a catch-up conversation about his journey from agency owner to full-time executive coach. Adam breaks down the difference between coaching, consulting, and mentoring, and introduces his founder threshold framework, the three traps that keep 90 percent of companies from ever reaching a million dollars in revenue.

The conversation covers niching down, scarcity versus abundance mindset, the evolution of starting a business in the dot-com era versus today's AI-powered landscape, and the impact conscious leadership had on both of their careers. Adam closes with three practical takeaways for entrepreneurs, coach instead of direct, get a coach yourself, and build a pro-personal development program for your team.

Key Topics

- Adam Landrum's journey from agency owner to full-time executive coach.

- The difference between coaching, consulting, mentoring, and therapy.

- The founder threshold and the three traps of dependence, ambiguity, and survival

.- Moving from a scarcity mindset to an abundance mindset as an entrepreneur.

- Why niching down works best when you let the niche find you.

- Starting a business during the dot-com boom versus today's AI-driven landscape.

- In-person versus remote coaching and client relationships.- Company growth stages and the challenge of hiring your first employee.

- How conscious leadership reshaped Jami and Adam's approach to leading teams.

Chapters

0:00 - Welcome back to Adam Landrum and catching up.

1:30 - Adam's journey since selling Up and Up and becoming a full-time coach.

4:00 - Breaking down coaching versus consulting versus mentoring.

6:00 - Introducing the founder threshold and the three traps.

10:00 - Scarcity versus abundance mindset and the lesson from David C. Baker.

13:00 - Niching down and letting the niche find you.

16:00 - Starting a business in the dot-com era versus today's AI landscape.

19:00 - In-person versus remote coaching effectiveness.

22:00 - Company size stages and the challenge of hiring the first employee.

25:30 - The story of guaranteeing an employee's paycheck first.

28:00 - Conscious leadership and moving from unconscious to conscious leading.

31:00 - Three takeaways, coach don't direct, get a coach, and pro-personal development.

34:00 - Where to find Adam Landrum and closing thoughts.

Mentions & Credits

Wonder - https://www.workwithwonder.com

EOS Worldwide - https://www.eosworldwide.com

Adam Landrum, Made to Matter - https://madetomatter.coach/

The Life That Matters Manifesto - https://www.manifestobook.com/

Made to Matter Podcast - https://www.buzzsprout.com/2489066

Traction Book - https://www.ginowickman.com/

Good to Great by Jim Collins - https://www.jimcollins.com/

Scaling Up by Vern Harnish - https://scalingup.com/

David C. Baker - https://punctuation.com/

Terry Weaver - https://terryweaver.com/

Erwin-Penland - https://www.epandco.com/

The 15 Commitments of Conscious Leadership - https://conscious.is/15-commitments

Strategic Coach - https://www.strategiccoach.com/

Kolbe - https://www.kolbe.com/

HubSpot - https://www.hubspot.com/

In this episode of Inside the 90, Jami reconnects with longtime friend John Sterling, a sales leader and entrepreneur who helped build Data Stream from a small maintenance software company into a $100 million business before it was acquired.

John shares the origin story, including a pivotal one-day consult from marketing legend Al Ries and the discovery of hiring by "avatar" using the Kolbe A Index. The conversation moves into John's current ventures, acquiring aging industrial software companies, coaching sales teams across industries, and experimenting with AI, including a talking avatar of himself and a growing fleet of AI agents running parts of his businesses. The episode closes with reflections on three major tech waves John has lived through: personal computers, the internet, and now agentic AI.

Key Topics

- The origin story of Data Stream, from a four-person company to a $100 million exit.

- How a one-day consult with marketing strategist Al Ries reshaped the company's growth strategy.

- Hiring by avatar using the Kolbe A Index to find repeatable sales talent.

- Lessons on niching down and staying in a market for the long haul.

- The whopper clause and structuring sales commission plans without caps.

- How sales management and accountability have changed with remote and hybrid work.

- Acquiring aging industrial software companies in the so-called silver tsunami.

- Building an AI talking avatar and a fleet of AI agents across multiple companies.

- Reflections on three major tech shifts, personal computers, the internet, and agentic AI.

Chapters

0:00 - Welcome and reconnecting with John Sterling.

1:00 - Origin story of Data Stream and joining Larry Blackwell's company.

4:00 - Al Ries's one-day consult and the strategy to claim market leadership.

6:00 - Growing from five million to one hundred million and the eventual sale.

7:30 - Discovering hiring by avatar with Bill Lee and the Kolbe A Index.

10:30 - Reconnecting with Jim Wanner and the KeyMark success story.

12:30 - Core lessons, being present, niching down, and the whopper clause.

16:30 - Current ventures, acquiring aging industrial software companies.

19:30 - Sales coaching philosophy and structuring comp plans.

22:00 - How sales management and accountability have evolved over time.

25:00 - Coaching clients across industries, including Myrtle Beach Golf Vacations.

27:30 - Building the AI Sales Professor talking avatar.

30:30 - Deploying AI agents across companies for marketing, finance, and M&A.

33:30 - Reflections on personal computers, the internet, and the agentic AI era.

36:00 - Where to find John Sterling and closing thoughts.

Mentions & Credits

Wonder - https://www.workwithwonder.com

EOS Worldwide - https://www.eosworldwide.com

Data Stream Systems - https://www.infor.com/

Larry Blackwell - https://upstatebusinessjournal.com/tech-innovation/clemson-honors-software-entrepreneur/

Al Ries - https://www.alries.com/

Kolbe - https://www.kolbe.com/

KeyMark - https://www.keymarkinc.com/

Jim Wanner - https://www.keymarkinc.com/profile/jim-wanner/

Sterling Sales - https://sterlingsales.co

Noob School podcast and Sales for Noobs book - https://www.schoolfornoobs.com/

ElevenLabs - https://elevenlabs.io/

Jason Lemkin - https://www.saastr.com/

Nolan Bushnell - https://en.wikipedia.org/wiki/Nolan_Bushnell