The Business Emergency Room: For Leaders Facing Volatility, Uncertainty, Complexity & Ambiguity (VUCA)

Sales problems rarely start loud. They build quietly through messy processes, wishful thinking in the pipeline, the wrong people in key roles, and pricing that no longer makes sense.

Maartje van Krieken is joined by Nicholas Loise, the founder of Sales Performance Team, to discuss what really drags sales down, and what it takes to turn things around. He shares a practical framework built around four core elements: process, pipeline, people and pricing. Each one either helps move deals forward or quietly holds them back.

Are your salespeople chasing deals that were never real? Is your team structured for speed or stuck in the wrong roles? Are you undercharging without realizing it? Nick tackles these questions head-on and explains why pipeline management isn’t just about tracking numbers but about telling the truth.

They also explore how AI is changing the shape of B2B sales strategy, especially in fast-moving or complex environments. But as Nick points out, automation can’t replace good judgment or clear communication.

If you’re feeling the pressure to hit numbers or just want a clearer view of what’s working, this episode offers a lens on sales performance optimization, and a few ideas you may not have considered.

Episode Breakdown:

00:00 Sales Performance Warning Signs

01:04 A Framework for Fixing Sales: The 4 Ps

02:46 Pipeline Management and AI Tools

04:32 Pricing Challenges and Missed Opportunities

06:42 External Shifts Impacting Sales Strategy

10:30 How AI Is Reshaping B2B Sales

16:44 Sales Roles and Team Structure Issues

19:28 Communication Breakdowns in Sales Teams

23:37 Why Outside Perspective Matters

Links

Connect with Nicholas Loise:

www.salesperformanceteam.com

https://www.linkedin.com/in/nicholasloise/

Nicholas Loise is the founder of Sales Performance Team and a seasoned sales leader, entrepreneur, and marketing executive. With a track record that spans Presidents Club wins, keynote stages, and private equity-backed ventures, Nick focuses on helping small to midsize businesses improve their sales processes, systems, and playbooks.

He’s the author and creator of several sales education programs, including Sales Mastery and No BS Guide to Direct Response Marketing. Nick has shared the stage with leaders like Dan Kennedy, Russell Brunson, and Barbara Corcoran, and has taught marketing at North Park University and the Computer Science Institute.

Nick launched Sales Performance Team after leading sales at GKIC-Magnetic Marketing, where he saw firsthand how many businesses struggle to build and manage effective sales teams. He brings a clear, no-fluff approach to helping business owners close gaps and drive results.

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Host Maartje van Krieken is a crisis strategist and decision-making expert who thrives in high-stakes business environments. Combining disaster management training, hands-on experience in global industries, and leadership skills honed as a seasoned sailor, she helps businesses navigate chaos with precision. Whether tackling transformation, scaling challenges, or leadership bottlenecks, Maartje delivers actionable insights to turn turbulence into traction.

Podcast production and show notes provided by HiveCast.fm

High-stakes decisions don’t reward the loudest voice; they favor the calmest mind and the clearest why.

Maartje van Krieken is joined by Jeffrey Owens, a former police officer, FBI-trained hostage negotiator, and executive leader, for a conversation that connects crisis response tactics to the boardroom. What does facing down an armed man teach you about managing people under pressure? And how can the rules of hostage negotiation help leaders make better decisions in chaotic moments?

Jeff shares the hostage negotiation lessons that shaped his career, including a story where listening, not authority, saved his life. That experience became the foundation for his crisis decision-making framework, a clear and repeatable model built on asking why, deciding what, and then acting on how. He also breaks down his philosophy of respect-based leadership in high-stakes moments, reminding us that respect is not weakness, but the fastest path to influence.

If your business feels like it’s running in crisis mode more often than not, Jeff and Maartje’s conversation will change how you lead through it.

Episode Breakdown:

00:00 Introduction

01:46 Jeff Owen’s Hostage Negotiation Story

07:02 Key Lessons from Hostage Negotiation

09:20 The Trinity Concept: Why, What, How

10:55 Applying Negotiation Lessons to Business

14:10 Empowering Leadership and Delegation

18:09 High-Stakes Decision-Making

22:07 The Power of Respect in Leadership

24:02 Wisdom and Learning from Mistakes

Links

Connect with Jeffrey Owens:

Mobile/WhatsApp: +1 808-722-5311

Email: [email protected]

Web: www.JeffreyOwens.com

Jeffrey Owens is a leadership advisor and human interaction expert with decades of experience as a police hostage negotiator and senior business executive. After retiring as a Major from the Honolulu Police Department and leading at an international security firm, he founded Transcend Inc. to help leaders and teams thrive under pressure. His Power of Respect™ framework offers practical strategies for reducing conflict, building influence, and driving results. A Certified Speaking Professional and Certified Threat Manager, Jeff is a member of both the Virtual Speakers Hall of Fame and the Hawaii Speakers Hall of Fame.

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Host Maartje van Krieken is a crisis strategist and decision-making expert who thrives in high-stakes business environments. Combining disaster management training, hands-on experience in global industries, and leadership skills honed as a seasoned sailor, she helps businesses navigate chaos with precision. Whether tackling transformation, scaling challenges, or leadership bottlenecks, Maartje delivers actionable insights to turn turbulence into traction.

Podcast production and show notes provided by HiveCast.fm

Most businesses don't fail from bad decisions; they fail because they never saw the storm coming.

This episode is a wake-up call for leaders who are too busy managing today to think about what’s coming next. Maartje van Krieken breaks down the concept of Environmental Scanning and why it matters far more than most executives realize. Are you missing the early warning signals that could shape or shake your business? Are you confusing busyness with foresight?

Maartje introduces the SCAN framework (Signals, Context, Alignment, Navigation) as a way to build strategic foresight in business. She explains how to focus on what matters without getting buried in data, and why scanning should be part of your regular rhythm, not something you do only when a major shift hits.

You’ll also hear why the best signals often come from the front lines, not the C-suite. If your team isn’t part of your scanning process, what are you missing? And how can you create a system that surfaces insights before they become missed opportunities? This episode is for leaders who want to stay sharp, stay aware, and stay ready.

Episode Breakdown:

00:00 Why Environmental Scanning Matters

00:42 Over-Scanning vs. Under-Scanning

03:23 What Happens When You Miss the Signals

06:24 The SCAN Framework Overview

07:50 Using Context to Interpret Signals

10:00 Aligning Insights with Strategy

11:17 Turning Signals into Action

13:37 Tools and Ownership for Scanning

15:04 Involving Frontline Teams

18:07 Sharing Outlooks and Creating Feedback Loops

20:28 Auditing and Applying Your Scanning Rhythm

Links

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

Most businesses overlook cybersecurity risk management until an attack hits, but small moves like the “porcupine strategy” and multi-factor authentication can be the difference between staying safe and facing a major breach. Maartje van Krieken sits down with cybersecurity expert Bryce Austin for a conversation that every business owner needs to hear. They start with a story: a business that lost over $100,000 to a wire fraud scam and ended up declaring bankruptcy. What would you do if your company faced a loss like that? Could you survive it?

Bryce explains how cybersecurity risk management has shifted in a world where criminals no longer hunt just big targets. Today, anyone with an email account or a bank connection is fair game. He shares clear steps you can take to prevent business data breaches, including why using strong passwords and setting up multi-factor authentication should no longer be optional.

They also talk about the real value of cyber insurance for business. Would insurance cover you when things go sideways? And just as importantly, how can you strengthen your defenses so you are less likely to need it?

If you think cybersecurity can wait, this episode offers a reality check, and clear actions you can take to protect your data, your finances, and your future.

Episode Breakdown:

00:00 Introduction to Cybersecurity

01:33 Cybersecurity Breach Example

03:30 How to Assess Your Cyber Risk

04:10 How Cybercrime Has Evolved

06:44 Risks of Personal Devices for Business Owners

08:05 The Porcupine Strategy for Cybersecurity

10:05 Key Cybersecurity Measures: Passwords and MFA

15:21 Protecting Business Data and Preventing Breaches

21:00 What to Do After a Cyber Attack

23:34 Why Cyber Insurance for Business Matters

26:00 Proactive Cybersecurity

Links

Connect with Bryce Austin:

tcestrategy.com

bryceaustin.com

[email protected]

Bryce Austin began his technology career on a Commodore 64 and is now a leading voice in technology and cybersecurity. With over 20 years as a technology leader, he advises company boards across industries and serves as Chief Information Security Officer for businesses ranging from 50 employees to S&P 500 firms. He was previously the CIO and CISO of Wells Fargo Business Payroll Services and a Senior Group Manager at Target Corporation. Bryce’s best-selling book, “Secure Enough? 20 Questions on Cybersecurity for Business Owners and Executives,” draws on over a decade of hands-on cybersecurity crisis experience, including Target’s major 2013–2014 breach. His goal is to help organizations bring cybersecurity risk to a level that is secure enough for their needs. Outside of work, Bryce is a high-speed track driver and coach with over 100 students, and a perfect safety record.

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

When a crisis hits, the leaders who move fastest aren’t the ones clinging to the org chart. They’re the ones who know exactly who their people really are.

In this episode, Maartje van Krieken shares a look at crisis leadership and what it truly demands. When volatility takes over, can you still see the emotional and mental state of your team? Or are you relying on titles and job descriptions that no longer fit the situation? Maartje explains why spotting who has the energy, trust, and alignment to step up can make or break your recovery. She also points to sobering Gallup research that shows how unseen employees weaken organizational resilience long before a crisis even hits.

To give leaders a clear starting point, Maartje introduces the “VITALS” framework, a quick diagnostic to help you assess your people’s readiness without guesswork. Who is leaning in? Who has gone silent? Who still sees the bigger picture? Understanding these signals can help you find the right people to move things forward when it matters most.

Maartje also challenges leaders to rethink the comfort of rigid structures. Could your second-in-command have more gas in the tank than your senior lead? Would pairing a high-trust junior with an overwhelmed manager give you new momentum? With smart strategies like cross-placement and short-term task forces, she shows how to strengthen employee engagement in volatility and create a culture that can bend without breaking.

If you want to lead through uncertainty with more clarity and speed, it starts by seeing your people before you reach for the org chart.

Episode Breakdown:

00:00 Seeing Your People in Crisis

01:03 Employee Well-Being and Engagement in Volatility

02:30 Why Structure Fails During Crisis

04:07 Introducing the VITALS Framework

09:10 Using VITALS for Quick Diagnostics

10:57 Recognizing Burnout and Stress Signals

12:12 Creative Strategies Beyond the Org Chart

16:17 Building Organizational Resilience with VITALS

18:32 Getting Support from Internal Partners

20:01 Leading Through Crisis with True Visibility

Links

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

Conflict doesn’t kill momentum. Our silence around it does.

Maartje van Krieken makes a case for why conflict resolution in growing businesses should be a core leadership skill, not something we save for when things get bad. She shares a bold truth: most workplace conflict comes from fear. Fear of being left behind. Fear of failure. Fear of losing control. And when those fears go unspoken, they don’t just slow teams down. They damage trust, communication, and performance.

What happens when leaders let tension linger? How much collaboration is lost when no one wants to name the discomfort in the room? Maartje shares a personal story from her early career that shows how quickly team dynamics can unravel without clear communication during workplace conflict. She also introduces her “three Cs” framework, communication, clarity, and care, as a practical approach to managing team tension in scaling companies. These aren’t abstract ideas. They’re the real conversations, decisions, and moments that either help teams grow together or break apart.

If you’re scaling a team, leading through change, or noticing signs of disconnection, this episode offers a grounded, no-nonsense take on what to do next and why waiting is the bigger risk.

Episode Breakdown:

00:00 Fear, Friction, and Conflict in Leadership

01:05 Fear as the Root of Workplace Conflict

02:30 How Conflict Impacts Growing Businesses

03:56 A Personal Story of Conflict at Work

06:25 The Cost of Avoiding Conflict

09:05 The Three Cs of Conflict Resolution

13:20 Why Clarity Prevents Misalignment

16:01 Leading with Care in Tough Conversations

18:00 Creating a Culture That Addresses Conflict

21:09 Using Conflict Tools to Build Stronger Teams

24:31 Realignment, Safety, and Resilience in Business

Links

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

When the market tilts without warning, leadership means stepping up even when the chaos wasn’t your fault.

What do you do when geopolitical tension, tariffs, or broken supply chains knock your business off course? In this episode, Maartje van Krieken talks about responding to global market disruptions and why waiting to see how things shake out can cost you more than you think.

Maartje walks through the first move every leader needs to make: building situational awareness. How do you get a clear picture of what’s happening, what you don’t know yet, and where you still have control? Who belongs in the room when you’re wargaming the next steps?

This is a hands-on guide to crisis planning for manufacturing leaders who are dealing with instability they didn’t create but still have to navigate. Maartje shares practical tactics: diversifying your supplier base, reassessing critical products by impact rather than revenue, and running stress tests on cash flow. She also explains how supply chain instability strategy starts with shorter planning cycles, better cross-team communication, and a willingness to move, even if conditions aren’t perfect.

If you’re in the thick of disruption and unsure what to do next, this episode is a clear reminder: momentum matters more than perfection.

Episode Breakdown

00:00 Navigating Market Shifts

02:24 Building Situational Awareness

03:50 Resetting Short-Term Goals

07:06 Strategies for Supply Chain Instability

13:55 Leading with Clarity in Uncertainty

20:26 Steering Through Rough Waters

Links

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

Waiting out the chaos might feel safe, but in business, standing still during a storm is often the fastest way to lose your course entirely.

When a crisis hits, why do so many leaders freeze? What makes waiting feel safer than steering, even when we know the storm won’t pass anytime soon?

In this episode, Maartje van Krieken digs into what happens when leadership inertia during uncertainty takes hold and how it quietly erodes momentum, clarity, and confidence. Drawing from her experience as a skipper, she shows how business leaders often hope for conditions to improve on their own. But storms don’t wait, and neither should you.

You’ll hear a grounded, relatable take on business decision-making in crisis, with ideas for taking action even when the path ahead isn’t clear. From building a culture of timely decisions to creating space for real cross-functional collaboration, Maartje offers a toolkit for navigating business volatility without drifting off course.

If your team feels stuck or overloaded, this episode will help you reset your approach and remind you that steering through uncertainty starts with the courage to move.

Episode Breakdown:

00:00 Why Inaction in Crisis Puts Your Business at Risk

03:01 Leadership Inertia During Uncertainty

05:09 The Hidden Costs of Waiting

09:18 Business Decision-Making in Crisis

11:50 Navigating Business Volatility with Situational Awareness

20:27 When to Call in Outside Support

Links

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

Most CEOs don’t plan their own exit. What happens when the person who built the company isn’t the right one to scale it?

Scott Calderwood joins Maartje van Krieken to talk about CEO transition strategies, scaling leadership challenges, and executive hiring mistakes. When a company reaches a breaking point—whether at Series C funding, IPO, or another growth stage—how do leaders know if they’re still the right fit? And more importantly, what happens when they aren’t?

Scott shares hard-earned insights from decades in executive search, and reveals why cultural fit matters as much as technical skill in leadership hires. He introduces the “bad hire calculator,” a tool that puts real numbers behind the cost of hiring the wrong person. With firsthand stories of leadership transitions gone right (and wrong), this episode is a must-listen for leaders going through the realities of executive growth and change.

Episode Breakdown:

00:00 Leadership Challenges in Modern Business

01:24 CEO Replacement Dynamics

03:45 Recognizing the Need for Leadership Change

05:10 Cultural Fit in Leadership Roles

09:46 Challenges in Leadership Transition

12:44 The Cost of a Bad Hire

16:10 Interim Solutions for Leadership Gaps

18:10 Trust and Cultural Fit in Teams

20:29 Entrepreneurial Spirit in Small to Mid-Sized Companies

Links

Connect with Scott Calderwood:

Website: https://calderwoodsearch.com/

E-mail: [email protected]

Scott Calderwood, President and CEO of Calderwood Search Partners Inc., is a seasoned executive recruiter and sales expert with 30 years of experience in corporate and entrepreneurial roles. He specializes in mid-to-senior-level placements in technical sales and marketing, managing executive, director, and managerial searches.

Known for his professionalism and client-focused approach, Scott builds long-term relationships by delivering tailored solutions and exceptional service. Under his leadership, Calderwood Search Partners has become a trusted talent partner across the U.S. and Canada, aligning top talent with company culture and business needs.

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm

​​When your leadership team can’t evolve with your business, scaling challenges become even harder to navigate. How do you know when it’s time to make tough decisions about key positions in your organization?

In this episode, Maartje van Krieken talks about the uncomfortable reality that the leaders who helped you get to where you are may not be the ones who can take you further. As businesses grow, the need for leadership change becomes more evident. So, how do you spot the signs like decision bottlenecks or a shift from proactive to reactive thinking before they derail your progress?

Maartje shares insights on how to approach leadership transitions strategically, with a focus on redefining roles before filling them and knowing when to seek external help. She challenges leaders to take emotion out of tough decisions and be proactive about putting the right leadership in place to drive long-term success.

Episode Breakdown:

00:00 The Challenge: Evolving Teams for Growth

02:10 Leadership Gaps: A Universal Problem

04:52 Recognizing the Signs of Leadership Issues

08:29 Taking Action: How to Navigate Change

09:56 Business First: Making Hard Decisions

12:14 Moving Fast but Smart

14:26 Delegation and Interim Solutions

18:00 The Value of External Perspective

22:02 The Importance of Clear Expectations

24:46 Act Quickly and Strategically

26:02 Invitation to Strategize and Seek Help

Links

Connect with Maartje van Krieken:

https://www.thechaosgamesconsulting.com/

https://www.linkedin.com/in/maartje/

https://maartjeturnschaosaround.substack.com/

Podcast production and show notes provided by HiveCast.fm