Ian Hamilton is the CEO of Atlas Energy Systems. While pursuing his undergraduate degree at Purdue University, he studied thermionic energy conversion that was developed from the 1950s-1980s. At that time, both NASA and the Soviet Union were developing the technology that was physically viable, but it wasn’t from an economic perspective. Ian and his team have worked to redesign the core physics of the technology so that thousands can be made at a time, for a fraction of the cost. 

Topics in this Episode

Why they chose the oil and gas industry for the initial application

What does success mean for this technology?

Difficulties with manufacturing, and why they had to build their own site

The ideal use case for this tech is based on robustness and reliability

Partnering with a sales and distribution team

Inbound interest in the technology

The largest pain point Ian has experienced throughout this process:

The process of finding a manufacturer, and the challenges the manufacturer may face with producing this product

Contact Info

Website: https://atlasenergysystems.org/

Email: [email protected]

This week we are going to feature a rebroadcast of Costello with Frank Dale. They were recently in the news for being acquired by Sales Loft, and I thought it would be a good idea to get a refresher on the company and the conversation I had with Frank, the co-founder, and CEO.

Costello was created out of Frank’s belief in customer development and his interest in neuroscience. He spent time working as a consultant with early-stage technology companies, and it became clear that the salespeople were struggling on the phone. So he created a system to help the sales team take a consistent approach. Using Costello, companies are able to reach their sales quotas, by reducing their ramp time by 50%, increasing close rates by 94%, increasing conversion rates on cold calls from 9% to 40%.

Topics in this episode:

Addressing the multitasking problem

The different industry categories of their customers

Platform integrations

The journey of creating the product

Why data wasn’t getting reported in the CRM

Using feedback as a sales technique

“What should change about this?”

Contact Info:

Website: https://andcostello.com/

Twitter: https://twitter.com/frankcdale

Email: [email protected]

Dawn Lively started FullStack because she loves the professional employer organization, PEO, industry. FullStack provides full-service HR support to small, mid-size growing companies, particularly in the tech space in Central Indiana. Their services include payroll, benefits administration, and human resource black and tackle. Dawn shares what makes a PEO different from other companies doing the same thing. She details the current status of FullStack, some HR tips for business owners, and the future for FullStack.

Topics in this episode

Being committed to transparency

Platforms in the market

The client’s experience

The importance of one-on-one time with team members

The single hardest thing about having a start up

Handling errorsTheir litmus test for product/market fit

Areas of growth

Contact Info

Website: https://www.fullstackpeo.com/

Facebook: https://www.facebook.com/pages/category/Consulting-Agency/FullStack-PEO-1107694849373703/

Twitter: https://twitter.com/fullstackpeo

LinkedIn: https://www.linkedin.com/company/fullstack-peo

Startup Competitors grew out of the idea of performing competition analysis for startups, and turning that idea into a product, through which it would identify the competitors most relevant to your business today, the key pieces of information you should know about them, and how you can leverage that to find out what it means for your product and strategy. After an unsuccessful Ad Words campaign, I thought that our clients were probably listening to podcasts on how to be a startup. I reached out to big podcasts at NPR and Gimlet, but their advertising was expensive, so I thought I should start a podcast myself.

In celebration of this being the 100th episode, Kristen Cooper, CEO and Founder of The Startup Ladies, brings in mimosas and interviews me about how Start Up Competitors got started, what I have learned throughout my time as a podcast host, and how I want to improve in the future. I also get a chance to share a little about my farm and podcast I do with my son, as well as my passion for martial arts, what it has taught me, and how I apply that to other areas of my life.

Topics in this Episode

The problem of spending too much time working on your product or idea before you are ready to pitch it.

Interviewers he looks up to

Starting a farm in order to be a good dad

Why podcasts over other mediums?

The number one driver of your ability to learn is time spent doing the thing

Destination thinking. What does the end of the first year need to look like? What are the things I need to do to manifest that? What do I need to see as signs of success?

What do you want to tell your listeners that will make them a better founder?

Best Quote is a white-labeled software tool to help contractors make their sales process more efficient. In my conversation with the founder, Jeff Wraley, he details what the journey has been like from commercial construction to now being a sole-founder of a startup. We discuss resources that influence the sales tactics, as well as the role that Best Quote plays for contractors to sell to their customers. The company is currently pre-funding with a self-built MVP. Jeff shares the changes he sees for the construction industry in the next three to five years, as well as the future of Best Quote in that time.

Topics in this Episode

User experience for contractors

Screening tools for potential clients

The use of education in the sales process

Strategizing sales for small business owners, as well as larger companies

How to measure the success of customer experience

The role of technology in the construction industry

Finding balance as a solo founder

Contact Info

Website: https://www.bestquoteapp.com/

Email: [email protected]

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