The Midgame Mindset

In this episode of The Midgame Mindset, Mario Krivokapic opens up about the career-defining lessons, massive failures, and leadership philosophies that shaped him into a world-class sales executive, coach, and now CIO of a boutique investment group.

Mario shares how early leadership mistakes nearly destroyed a 14-person sales team, and how that painful wake-up call led him into a lifelong obsession with coaching, personal growth, and servant leadership.

From burning CDs of sales audiobooks at 2 a.m. to taking over high-performing global teams, Mario explains why empathy, development, and hands-on coaching are the real accelerators of revenue.

#salesleadership #revenuegeneration #salesteam

Takeaways:

- How to lead with empathy and still enforce high performance — Mario’s transition from destructive young VP to respected servant leader.

- The real mechanics behind scaling to $100M ARR, including product-market fit, team structure, and execution discipline.

- Why coaching—not dashboards—is the #1 skill missing in sales leadership today.

- How team-based accountability transforms culture and protects teams from toxic high performers.

- Why “boring businesses” are the new frontier and how Mario evaluates companies for acquisition using EBITDA, succession risk, and long-term cash flow.

Episode Chapters:

00:00 | Introduction: The Painful Lesson of Destroying a Company

01:18 | Guest Introduction: Mario Krivokapic, CEO, Coach, and Revenue Architect

01:51 | Mario's Story: From Yugoslavia to the US and Scaling Companies

04:08 | The $100 Million ARR Company: Selling High-End Titanium Cookware

07:59 | Learning to Lead: Burning the Midnight Oil with Audiobooks on CDs

10:04 | The Modern Sales Challenge: Lack of Incentive to Learn in the Age of AI

14:11 | From Individual Contributor to Coach: An Intentional Transition

22:50 | The "Instant Noodles Economy": Why Bad Managers and Top-Performing Assholes Destroy Teams

32:04 | Advice for Young Sales Reps: Focus on Skill Set and the Intangibles

37:37 | Madaka Investments' Strategy: Buying "Boring" Businesses and Avoiding Excitement

44:31 | Conclusion and How to Connect with Mario

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More from Mario Krivokapic:

- https://www.linkedin.com/in/mario-krivokapic/

- 2 And A Half Salesmen Podcast: https://www.youtube.com/@2halfsalesman

- "Still Underrated! A Complete Guide To The Discovery Call" Book on Amazon: https://a.co/d/1BZyYzO

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this conversation, Rich Bishop and Scott Sambucci explore the complexities of sales leadership, the importance of mentorship, and the evolution of personal and professional growth in the fast-paced world of startups. Scott shares his journey from a history major to a successful sales leader in Silicon Valley, emphasizing the critical role of founders in driving sales and the common pitfalls they face. The discussion also highlights the significance of adaptability in leadership and the value of giving back to the community through mentorship.#entrepreneurship #mentorship #foundermindset Takeaways:

• The player coach model is often a misconception in sales leadership.
• Founders must be willing to engage in sales to drive success.
• Building a sales process is essential for scaling a startup.
• Hiring too soon or too late can hinder sales growth.
• Sales leadership requires a balance between managing and selling.
• Adaptability is crucial for leaders as companies grow.
• Mentorship plays a vital role in personal and professional development.
• Empathy towards others' struggles enhances leadership effectiveness.
• Personal growth often comes from recognizing one's privileges.
• Community involvement and giving back are important for leaders.

• LinkedIn:   / scottsambucci  
• Startup Selling: https://www.amazon.com/Startup-Sellin...
• Stop Hustling Start Scaling: https://www.amazon.com/Stop-Hustling-...
• 52 Sales Questions Answered: https://www.amazon.com/Sales-Question...

More from Scott:Chapters00:00 The Player Coach Model: A Misconception01:17 Scott Sambucci: Career Journey and Key Highlights06:01 Transitioning to Entrepreneurship: Family vs. Career08:22 From History Major to Tech Sales: A Natural Progression11:07 Common Themes in Startup Success15:19 The Balancing Act: Hiring Sales Professionals24:14 The Player Coach Model Revisited: A Challenging Reality25:10 Managing Remote Teams Effectively28:57 Adapting Leadership as Companies Grow32:45 The Importance of Mentorship35:08 Paying It Forward: The Value of Teaching40:50 Evolving Perspectives on Leadership and Empathy

In this powerful episode of The Midgame Mindset, performance coach and author Elle Ingalls shares the origin story behind her “Pressure-Free Method”—a science-backed framework that helps high achievers eliminate stress responses before they start.

From surviving a panic attack on stage to coaching CEOs, elite athletes, and financial advisors, Elle unpacks the physiological truth about stress and why traditional advice like “slow down” or “just breathe” often falls short.

For Entrepreneurs and Sales Leaders:

You’ll learn how unmanaged pressure affects decision-making, sales performance, and leadership presence—and how to reset in real time.

Key Takeaways:

- How to prevent stress before it hijacks your focus

- The 9-hour and 24-hour stress hormone cycle (and how to break it)

- What “pressure makes diamonds” gets wrong about human performance

- Tactical tools to stay present in high-stakes moments

Whether you're scaling a startup, leading a sales team, or just trying to stay calm in the chaos, this conversation offers real strategies to perform at your best—without burning out.

#StressManagement #EntrepreneurMindset #SalesLeadership #MentalFitness #HighPerformance #MidgameMindset

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More From Elle Ingalls:

- https://pressure-free.com/

- Pressure-Free Parenting: https://www.amazon.com/Pressure-Free-Parenting-Ten-Second-Solution-High-Achieving/dp/B08KQBYRMK

- The Pressure-Free CEO: https://www.amazon.com/Pressure-Free-CEO-contributes-productive-physically-ebook/dp/B0FDZ2GG35?ref_=ast_author_dp

- Elle on LinkedIn: https://www.linkedin.com/in/pressurefreeliving/

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this engaging conversation, Ryan Lavarnway shares his journey from the minor leagues to major league success, emphasizing the importance of resilience, mindset shifts, and the power of laughter. He discusses his Olympic experience, the significance of self-reflection, and how to challenge limiting beliefs. Ryan also highlights the importance of surrounding oneself with supportive people and the impact of teaching resilience to the next generation.

#resilience #mindset #growth

Takeaways:

- Resilience is a superpower that helps overcome challenges.

- Enjoying the moment can lead to unexpected success.

- Mindset shifts are crucial during setbacks.

- Laughter can unlock creativity and performance.

- Defining success is personal and can vary for everyone.

- Self-reflection is key to personal growth.

- Challenging limiting beliefs opens new possibilities.

- Surrounding yourself with supportive people is essential.

- Teaching resilience to children is important for their development.

- Setting big goals gives permission to strive for greatness.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More From Ryan:

- https://www.ryanlavarnway.com

- https://www.linkedin.com/in/ryan-lavarnway/

- Why Not Journal: https://a.co/d/9XdzSTC

- The ABCs of Resilience (Coloring book): https://a.co/d/cBXwuQE

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this conversation, Rich Bishop and Stephen Steers explore the transformative power of storytelling in sales, the importance of mentorship, and the journey from a security guard to a successful sales trainer and consultant. They discuss the challenges faced during the COVID-19 pandemic, the significance of personal growth, and the role of nature in resetting one's mindset. Steven shares insights on crafting compelling stories, writing a book, and building trust with audiences, emphasizing that effective sales are rooted in understanding the emotional drivers behind decision-making.

#storytelling #mentorship #consulting

Key Takeaways:

- Stories are remembered 22 times more than facts alone.

- Sales training should be tailored to specific business needs.

- Mentorship plays a crucial role in personal and professional growth.

- Crafting compelling stories can significantly enhance sales effectiveness.

- Writing a book can serve as a powerful business card.

- Building trust through storytelling is essential in sales.

- Understanding your audience's motivations is key to successful selling.

- Nature can help reset your mindset and provide clarity.

- Knowing when to let go of something is crucial for growth.

- Activity does not always equate to productivity.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More from Stephen:

- Superpower Storytelling: https://a.co/d/faCh7pl

- Linkedin: https://www.linkedin.com/in/stephen-steers/

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this episode of The Midgame Mindset, host Rich Bishop speaks with Morgan Gebhardt, a seasoned tech leader and strategic advisor. They explore Morgan's journey through the tech industry, the importance of mid-game moments in leadership, and the lessons learned during a significant sabbatical. The conversation delves into the role of empathy in leadership, the dynamics of company culture, and the challenges of navigating the startup landscape. They also discuss the current state of venture capital and private equity, emphasizing the need for sustainable growth strategies in today's market.

#leadership #empathy #startups

Takeaways:

- It's crucial to step out of your own perspective.

- Midgame moments can lead to significant personal and professional growth.

- Taking a sabbatical can provide clarity and purpose.

- Empathy and compassion are essential in leadership.

- Culture is shaped by the collective, not just top-down mandates.

- Accountability should be about learning, not punishment.

- Early decisions in startups can have existential impacts.

- Intuition is a product of experience and pattern recognition.

- Sustainable growth requires a balance between investment and profitability.

- Lessons learned from past experiences can guide future decisions.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More From Morgan:

- LinkedIn: https://www.linkedin.com/in/morgan-a-gebhardt/

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this episode of The Midgame Mindset, host Rich Bishop speaks with Lyndsay Dowd, a seasoned sales leader, entrepreneur, and host of the podcast, "Heartbeat For Hire". They discuss Lyndsay's journey from a long career at IBM, being let go from a promising role, to starting her own company. The conversation explores the importance of leadership, team culture, and the value of storytelling in sales. Lyndsay shares her insights on building trust within teams, the significance of community and mentorship, and the need for personal growth in a rapidly changing professional landscape. The episode concludes with advice for the next generation of leaders and the importance of having a side hustle.

#leadership #entrepreneurship #sales

Takeaways:

- Lyndsay Dowd emphasizes the importance of self-belief and resilience after facing career setbacks.

- Informational interviews can open doors to new opportunities and help build a network.

- Creating a positive team culture is essential for success in sales.

- Building trust and collaboration within teams leads to better results.

- Community plays a crucial role in professional growth and support.

- Empathy and understanding are key traits for effective leadership.

- Storytelling is a powerful tool in sales and can foster connections.

- Competition can be healthy when it encourages collaboration and teamwork.

- Mentorship is vital for personal and professional development.

- Having a side hustle is important for building a personal brand and career security.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More From Lyndsay Dowd:

- Website: https://heartbeatforhire.com/

- Connect with Lyndsay on LinkedIn: https://www.linkedin.com/in/lyndsaydowdh4h/

- Youtube: https://www.youtube.com/channel/UC9asGvE8Ks4XjR2UNwNmKDw

- Instagram: https://www.instagram.com/lyndsaydowdH4H

- Facebook: https://www.facebook.com/LyndsayDowdH4H

- Tiktok: https://www.tiktok.com/@lyndsaydowdh4h

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this episode of the Mid Game Mindset, host Rich Bishop speaks with sales leader Steven Oommen about his extensive experience in revenue generation and the importance of empathy in understanding the buyer's journey. They discuss the challenges in current go-to-market strategies, the power of networking and warm referrals, and the impact of AI on sales. Oommen emphasizes the need for authenticity and the ability to adapt to different environments, encapsulated in his concept of the 'Chameleon Effect.' The conversation concludes with insights on the value of relationships and networking in achieving success.

#sales #marketing #networking

Takeaways:

- Empathy is crucial in understanding the buyer's perspective.

- Sales should be viewed as a buyer's game, focusing on their decisions.

- Networking and warm referrals are essential for sales success.

- AI is changing the landscape, but human relationships remain vital.

- Authenticity in sales is about adapting to different environments.

- The Chameleon Effect highlights the importance of connection skills.

- Building trust is key to successful sales interactions.

- Sales leaders should focus on creating human-to-human relationships.

- The wealth of the world lies in relationships, not currency.

- Effective networking can solve future problems you haven't encountered yet.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More From Stephen Oommen:

- Connect with Stephen on LinkedIn: https://www.linkedin.com/in/stephenoommen/

- Selling Innovations: https://www.sellinginnovations.com/stephenoommen

- Look for Stephen’s Book, “The Chameleon Effect” in the Fall/Winter of 2025

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this conversation, Rich Bishop and Courtney Turich explore the journey of entrepreneurship, focusing on mindset shifts, the challenges faced in business, and the importance of building a supportive team. Courtney shares her experiences from her time on Shark Tank to her current role in a medical technology company, Cooler Heads. They discuss the emotional aspects of entrepreneurship, including facing failure and rebuilding confidence, as well as the significance of recognizing and celebrating bold moves in one's career. The conversation also touches on the impact of mission-driven businesses and the importance of sharing stories to inspire others.

#entrepreneurship #sharktank #innovation

Takeaways:

- It's important to recognize pivotal moments in our lives.

- Mindset plays a crucial role in overcoming challenges.

- Entrepreneurship often involves navigating dark times.

- Building a strong team requires understanding individual strengths.

- The Shark Tank experience is both thrilling and uncertain.

- Failure can lead to significant personal growth.

- Rebuilding confidence is essential after setbacks.

- Mission-driven businesses can have a profound impact.

- Celebrating small wins is important for motivation.

- Sharing stories of bold moves can inspire others.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More From Courtney Turich:

- https://thecourtneyturich.com

- Bold Moves, Confident Choices Podcast: https://www.youtube.com/@BoldMovesConfidentChoices

- Cooler Heads: https://coolerheads.com/

- Courtney’s Shark Tank Episode on Hulu: https://www.hulu.com/watch/4f474111-c9c4-4ab6-bff5-47299ec98aef

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com

In this episode of the Midgame Mindset, Rich Bishop speaks with running coach Denny Krahe about the intersection of running, coaching, and managing stress. They explore how stress impacts performance, the journey into running coaching, and the importance of understanding client needs. Denny shares insights on how running can be an acquired taste and offers advice on transitioning to longer distances while managing stress effectively. The conversation emphasizes the significance of consistency over perfection in training, especially for those balancing work and fitness.

#fitness #health #coaching

Takeaways

- Stress can build up to a point where the body can't handle it.

- Denny Cray has been coaching runners for over 10 years.

- Clients often seek help for plateaus or injury issues.

- Running can be an acquired taste for many individuals.

- Intensity is often the problem, not the distance when running.

- It's important to run at a comfortable pace to avoid burnout.

- Stress from life can impact training and recovery.

- Most runs should be easy to build aerobic fitness.

- Injuries can disrupt training consistency significantly.

- Consistency is more important than perfection in training.

About the Host:

Rich Bishop, founder and CEO of Midgame Consulting, is a dynamic speaker and thought leader in the realms of sales strategy & execution. His engaging presentations and workshops equip high-level executives with actionable insights and strategies to transform their business operations. Known for his hands-on problem-solving approach and proactive leadership, Rich’s sessions are packed with practical advice and real-world examples that inspire and empower. With a focus on measurable outcomes and client success, Rich is a sought-after speaker at industry conferences, webinars, and seminars.

More from Denny Krahe:

- Diz Runs: https://www.dizruns.com

- Diz Runs Radio: https://podcasts.apple.com/us/podcast...

- “Be Ready on Race Day”: https://a.co/d/cPuIZBH

More from Rich Bishop:

- Sign Up for Midgame Consulting’s Newsletter: http://eepurl.com/i2340o

- Connect with Rich Bishop on LinkedIn - / richbishop2

- Midgame Consulting – https://www.midgameconsulting.com