Episode Summary
Why do so many sales teams struggle to scale even with great products and talented people? In this episode of Growth Quiz, host Tanner Green sits down with Jason Cutter, author of Selling with Authentic Persuasion and founder of Cutter Consulting Group, to unpack the hidden bottlenecks in modern revenue teams.

With a career spanning mortgage sales, operations leadership, and consulting for founder-led startups to enterprise teams, Jason shares a unique perspective on what truly drives scalable, human-centric sales growth. From overcoming founder blind spots to building systems that support not replace your people, Jason delivers practical advice with sharp clarity.

You’ll learn how to identify cracks in your pipeline, why most CRMs go unused, and how to avoid the biggest AI traps in sales today. If you’ve ever wondered how to balance technology with trust in your sales motion, this episode is for you.

Key Timestamps

• [00:31] – Jason’s unconventional journey from operations to sales leadership

• [02:38] – The scalability gap between sales-led vs. product-led founders

• [04:47] – Why repeatability and systems matter more than charisma

• [05:56] – Core tech tools that support (not replace) your salespeople

• [07:48] – The real problem with follow-up and pipeline neglect

• [08:41] – How Jason diagnoses sales orgs using a 24-category gap assessment

• [10:24] – His approach to tool selection and AI integration

• [14:15] – The AI trap: why scaling poorly is worse than not scaling at all

Takeaways

• Admit what’s not working — Change starts when leaders recognize their own blind spots.

• Build around your people — Technology should empower your team to have better conversations, not replace them.

• Automate wisely — Use automation for alerts, follow-up, and lead hygiene—but not for blasting spammy outreach.

• Stick with your tech stack — Optimize the tools you have before chasing shiny new platforms.

• Use AI for scale, not shortcuts — Leverage AI to analyze pipelines, write drafts, and source leads—but always finish with a human touch.

• Assess before you act — A gap analysis across core revenue functions helps prioritize changes that move the needle.

Episode Summary

In today’s episode of The Growth Wizards Podcast, we dive deep into modern sales strategy with Shawn Karol Sandy, Chief Revenue Officer at Protect Services and founder of The Selling Agency. With decades of experience across print, TV, and consulting, Shawn brings a refreshing perspective on what really moves the needle for sales and revenue teams—especially in mature, non-SaaS markets.

Shawn unpacks why most go-to-market strategies fail, how outdated paradigms are holding companies back, and what it takes to align your sales journey with your customer’s reality. From building voice-of-customer feedback loops to creating proprietary, scalable customer journeys through AI, this episode is packed with actionable insights for anyone leading revenue or sales functions.

If you’re trying to unify marketing, sales, and customer success while standing out in crowded markets, this episode is your playbook.

Key Timestamps

• [00:23] – Shawn’s career journey and love for sales

• [01:40] – Why so many businesses still operate on outdated sales paradigms

• [03:56] – The #1 challenge revenue teams and buyers both face today

• [05:13] – Using voice of the customer to inform sales strategies

• [09:22] – Why the real customer journey is anything but linear

• [11:30] – Building out detailed buyer personas and “day in the life” views

• [14:33] – How to make your customer journey feel proprietary and unique

• [15:49] – The rise of AI agents in go-to-market strategy

• [20:09] – Why being more human is the best competitive advantage

Takeaways

• Adopt a true growth mindset to stay relevant in fast-changing sales environments

• Build your sales strategy around empathy, not just urgency

• Create detailed buyer personas to tailor messaging and outreach

• Leverage voice-of-customer insights to uncover real pain points

• Use AI and automation to make your customer journey consistent and scalable

• Differentiate through human connection—make your process feel unique and personal

Episode Summary
What does it really take to build a go-to-market strategy that aligns marketing, sales, and customer success—especially in a complex B2B environment? In this episode of Growth Wizards, host Tanner Green sits down with David Malmborg, VP of Marketing and Sales at Boostability, to unpack how he approaches revenue planning, lead qualification, and operational alignment across departments. With a career that spans mental health tech, agency work in tourism, and now SEO for small businesses, David brings a systems-focused lens to GTM strategy that’s both methodical and refreshingly practical.

David shares how he builds foundational processes before launching flashy campaigns, why clear MQL and SQL definitions are critical, and how he’s experimenting with AI to scale his team’s impact. He also reveals how to avoid the common pitfall of sales and marketing misalignment—and why the customer’s experience must remain central in every phase of the funnel.

Whether you're a startup founder, GTM leader, or revenue operator, this episode is packed with actionable ideas to streamline your growth machine.

Timestamps

• [00:29] – David’s career journey: from agencies to startups to Boostability

• [02:51] – The challenge of joining an established company with legacy systems

• [03:57] – How David builds GTM strategies by starting with internal alignment

• [06:45] – The “RevRex” report: reverse-engineering revenue targets from sales data

• [08:36] – Defining MQLs and SQLs to create clarity and accountability

• [10:47] – Bridging sales and marketing: lessons from toxic silos

• [14:38] – Favorite tools and tech stacks for revenue operations

• [17:28] – Where AI fits in: hype vs. reality in marketing automation

• [20:31] – Building a GPT from case studies for smarter sales enablement

• [21:42] – Why authenticity is your best marketing strategy in the AI era

Takeaways

• Start with foundational clarity – Align internal definitions, processes, and handoffs before launching campaigns.
• Reverse-engineer your revenue goals – Use data-driven models to map out lead, demo, and conversion requirements.
• Bridge the marketing-sales divide – Joint accountability and shared metrics are key to GTM success.
• Focus on the customer experience – Ensure every touchpoint feels consistent and valuable.
• Experiment with AI cautiously – Understand its limits and test for real-world effectiveness before scaling.
• Leverage your own data – Turning case studies into structured knowledge can transform sales conversations.