Pipelineology

In this episode of the Pipelineology podcast, Gary meets with Ben G Kaiser, owner of Kaiser Media Group. Ben shares how he built a YouTube tech review business over 8–9 years by publishing 2,200 videos, growing to 140,000 subscribers, 50 million views, and 16 million in tracked tech sales, which led to brand work with companies like Intel and Lenovo. He explains how small businesses can apply the same principles without big production budgets by focusing on a specific target audience, telling client success stories, and creating direct, intentional content rather than “vanity” pieces. Kaiser outlines his “Pillar Content Flywheel” framework to organize content into pillars that keep audiences engaged and help dominate a niche, tying it to StoryBrand’s guide/hero concept. He also describes how extensive content can help AI tools like Claude “vet” and recommend consultants, and notes his LinkedIn 30-day content prompt challenge and how to contact him via LinkedIn DM. 00:00 Welcome and Introduction 00:19 Ben’s YouTube Origin Story 02:57 Landing Big Brand Deals 04:34 Content for Small Businesses 07:28 Storytelling That Connects 11:33 Pillar Content Flywheel 16:07 Content That Sells for You 17:49 AI Discovery and The Peacocks Echo 20:55 Avoiding Vanilla Content 22:56 Who Ben Works With 24:55 How to Contact Ben 25:30 Wrap Up and Takeaways linkedin.com/in/bengkaiser

In this episode of the Pipelineology podcast, Gary is joined by Chris Inman, founder of I.D.E.A. Cleveland, who shares his path from high school video work to sports broadcasting and corporate video production before shifting to helping small businesses use video to grow. Chris explains the “content treadmill” and argues most businesses fail with video because they don’t decide what each video is supposed to do for sales. He emphasizes strategy before content, setting goals and KPIs tied to leads and revenue, and building trust and authority over time through a customer journey that turns cold audiences into warm leads. Chris outlines a framework to ask before hitting record - who the content is for, why they would subscribe, what questions the show should answer, and how viewers go deeper through a non-lazy call to action rather than “book a meeting.” He discusses consistency as consistency of messaging, not posting frequency, and recommends evergreen topics based on common prospect questions and sales conversations. Chris suggests growing faster by being a guest on other shows and promoting content beyond YouTube, including creative uses like QR codes on business cards. He closes by inviting listeners to connect with him on LinkedIn and to check out his book, “Stop Wasting Money On Marketing: A No-Fluff Guide to Building a Plan That Actually Works,” available on Amazon, and his website ideacleveland.com. Discover: 00:00 Welcome and Guest Intro 00:32 Chris Inman Origin Story 03:05 Video System Not Treadmill 05:25 Strategy Before Record 08:32 Customer Journey to Trust 12:10 Who Why What How Framework 14:23 Calls to Action That Convert 18:09 Avoiding Burnout With Cadence 18:47 Consistency Is Messaging 20:29 Evergreen Topics From Sales 21:02 Repurpose And Drive To Website 22:26 Use AI To Mine Questions 24:05 Intentional Content For Sales 24:50 Simple Video Setup That Works 27:07 Audio First Gear Advice 30:27 Be A Guest To Grow Faster 32:30 Promote Beyond Algorithms 33:47 Objection Handling Video Library 35:01 Where To Connect And Learn More https://www.linkedin.com/in/ideacle/ https://www.ideacleveland.com/about Chris's Book: Stop Wasting Money on Marketing: A No-Fluff Guide to Building a Plan That Actually Works

In this episode, Gary chats with David Wachs, founder and CEO of Handwrytten, the world's largest provider of automated handwritten notes. David shares his journey from running a text messaging company to establishing Handwrytten, which sends out 15,000 to 30,000 handwritten notes daily for various businesses. They discuss the unique impact of handwritten notes on client retention and ROI, drawing comparisons to digital methods like emails and text messages. David explains the technology behind Handwrytten's robots and provides practical advice on leveraging handwritten notes for building client loyalty. They explore real-world success stories, the spillover effect, and methods to test handwritten notes' effectiveness, emphasizing the value of personal touch in modern marketing. 00:00 Introduction and Guest Welcome 00:24 David Wachs' Background and Handwrytten Overview 01:46 The Unique Value of Handwritten Notes 05:25 Handwritten Notes as a Retention Tool 05:33 Outreach Strategies with Handwritten Notes 09:27 Case Studies and ROI of Handwritten Notes 15:53 The Technology Behind Handwrytten 18:27 The Spillover Effect in Customer Experience 20:21 Getting Started with Handwritten Notes 23:31 Conclusion and Farewell www.handwrytten.com

In this episode, Gary welcomes Kris Rudeegraap, co-CEO and co-founder of Sendoso. Kris shares his decade-long entrepreneurial journey, from working in sales roles at various software startups to founding Sendoso in response to the saturation of email marketing. Throughout the conversation, Kris delves into the innovative solution Sendoso offers: a platform for automated, personalized direct mail and gifting aimed at improving sales engagement and building better relationships. Key topics include the evolution of sales enablement, the decreasing effectiveness of email as a sole channel, the benefits and methods of personalized gifting, and how Sendoso utilizes AI and data to optimize gift selection and delivery. Kris also discusses effective strategies for integrating gifting into various stages of the sales funnel and provides practical advice for businesses looking to adopt this approach. For those interested in exploring new ways to engage prospects and customers, Kris offers insights and resources available through Sendoso's platform. 00:00 Introduction and Special Guest Announcement 00:26 Kris Rudeegraap's Entrepreneurial Journey 03:26 Challenges and Evolution in Sales Strategies 04:47 Effective Marketing Channels and Tactics 08:32 Personalized Gifting Strategies 13:12 Addressing Common Concerns and Misconceptions 20:12 Implementing and Scaling Gifting Solutions 24:02 Conclusion and Contact Information Sendoso.com https://www.linkedin.com/in/rudeegraap/ Kris@sendoso.com

In this episode, Gary interviews Joe Toscano, CEO of Service Stories, renowned keynote speaker, and author of 'Automating Humanity'. Joe discusses his extensive background in AI, his work in Silicon Valley, and his contributions to the Netflix documentary 'The Social Dilemma'. He provides insights into how Service Stories was developed to help service-based businesses, like auto shops and plumbing services, transform their daily tasks into effective AI-generated content. The conversation emphasizes the evolution of SEO towards long-tail, conversational search queries and the significant traffic increases businesses can achieve by automating and optimizing their content for AI. Joe outlines the tangible benefits users have experienced, including a 410% increase in direct traffic. He also provides practical guidance on the implementation and contact information for interested listeners. 00:00 Introduction and Guest Welcome 00:32 Joe Toscano's Background and Career 02:32 The Birth of Service Stories 03:40 Challenges in SEO and AI Answers 05:52 The Evolution of Search and AI 09:27 Service Stories' Approach to Content Creation 13:43 AI in Professional Content and Future Prospects 16:47 Implementing Service Stories in Businesses 19:22 Marketing Strategies for Auto Shops 19:49 Creating Content with Minimal Effort 21:10 Efficiency in Content Creation 22:01 Turning Content into Traffic 23:09 Adapting to Modern Search Queries 24:29 Long Tail Keywords and SEO 28:13 Real-World Success Stories 29:27 Service Stories: The Future of Marketing 32:35 Getting Started with Service Stories servicestories.com joe@servicestories.com

In this episode, Gary chats with Jeff Bajorek, founder and principal of Parabola Consulting. With two decades of sales experience, Jeff shares insights on selling with authenticity, uncovering organizational blind spots, and understanding why customers buy. The conversation covers improving customer relationships, leveraging unique value propositions, and the importance of genuinely believing in the product you sell. Jeff also discusses his Seven Steps to Sell Like You framework and delves into how organizations can better understand and serve their best customers. For those looking to enhance their sales team's performance, Jeff offers practical advice and resources available on his website. 00:00 Introduction and Guest Welcome 00:57 Jeff Bajorek's Background and Career Journey 03:11 Understanding Sales Blind Spots 06:59 Strategies for Sales Success 10:54 The Importance of Customer Relationships 15:28 Navigating Corporate Challenges 19:40 Ethics and Modern Sales Practices 24:34 Believing in Your Product 28:44 Jeff Bajorek's Consulting Services 32:04 Conclusion and Contact Information jeffbajorek.com/blindspots linkedin.com/in/jeffbajorek

In this episode of the Pipelineology podcast, Gary is joined by Branko Kral, a growth marketing advisor with a background that includes leading Backlinko at Semrush. Branko shares his journey through various roles in growth marketing and technical SEO, emphasizing the crucial role of firsthand experience in content creation amid rapidly improving AI and LLM models. He discusses where AI has significantly impacted efficiency, including in video editing and data analysis, and highlights the importance of maintaining transparency and moral standards in AI applications. The conversation explores practical strategies for integrating AI into workflows without sacrificing authenticity and the irreplaceable value of human judgment and relationships in business. Branko also shares insights into how he helps tech and health companies enhance their expert authority and build effective teams. 00:00 Introduction and Guest Welcome 00:25 Branko Kral's Background and Experience 02:34 The Future of Content with AI 04:37 The Importance of Firsthand Experience in Content 09:22 Ethics and Moral Standards in AI 15:48 Effective Uses of AI in Workflows 19:49 The Role of Humans in an AI-Driven World 28:16 Branko Kral's Services and Contact Information 30:34 Conclusion linkedin.com/in/brankokral branko@chosendata.com

In this episode, Gary welcomes Dr. Lyman Montgomery, the founder of Coach Lyman, who shares his expertise in using AI while maintaining a personal touch. Dr. Montgomery talks about his journey and his role as a clarity and cultural strategist who helps businesses and entrepreneurs stay focused and build healthy cultures. He introduces his Five S System and discusses how AI tools can revolutionize business operations. Dr. Montgomery also emphasizes the importance of setting boundaries with AI, ensuring it serves as a partner rather than a replacement for human interaction, particularly in sensitive situations. 00:00 Introduction and Guest Welcome 00:18 Dr. Lyman Montgomery's Background 02:27 AI in Business: Challenges and Opportunities 05:01 Effective Use of AI Tools 14:13 The Five S Framework 21:18 Ethical Considerations and Limitations of AI 27:30 Recommended AI Tools 29:06 Final Thoughts and Contact Information CoachLyman.com

In this episode , Gary meets with Zach Jalbert, a consultant and author of 'SEO for ROI: Navigating Online Authority for AI-driven Customer Experiences.' Zach shares his journey from launching a Wix website to becoming an industry leader in digital marketing. They discuss how AI has reshaped SEO, the importance of building authoritative and unique content, and the necessity of multimedia approaches in modern marketing. Zach also offers insights into maintaining brand authority across various digital platforms and navigating the complexities of AI-driven customer experiences. 00:00 Introduction and Guest Welcome 00:30 Zach Jalbert's Journey to SEO Expertise 02:13 The Evolution of SEO in the Age of AI 04:38 Content Strategy in the AI Era 09:06 The Importance of Video and Multimedia 12:46 Maintaining Authority Across Platforms 23:16 AI in Customer Experiences 30:18 Consulting Services and Contact Information 32:43 Conclusion https://www.amazon.com/SEO-ROI-Navigating-Authority-Experiences/dp/B0G1L3H5RQ/ref=zg_bsnr_g_6133991011_d_sccl_8/139-1997418-2011955?psc=1 https://www.linkedin.com/in/zach-jalbert/ Tekenterprise.com

Effective Sales Enablement Strategies with Jen Dunn In this episode, Gary welcomes Jen Dunn, CEO of Grit Fueled Marketing Consulting. Jen shares her journey from corporate marketing to founding Grit Fueled, where she provides strategic marketing solutions for entrepreneurs. The episode explores the importance of sales enablement, detailing how close collaboration between marketing and sales teams can drive successful outcomes. Jen emphasizes the value of partnering with the sales team to create effective marketing materials and discusses best practices for preparing and conducting successful webinars, including a unique follow-up strategy to maintain momentum post-event. She also offers insights into optimizing LinkedIn profiles for business growth and provides listeners with a downloadable camera-ready checklist for webinars. 00:00 Introduction and Guest Welcome 00:21 Jen Dunn's Background and Grit Fueled Marketing 01:14 Understanding Sales Enablement 04:05 Bridging the Gap Between Sales and Marketing 12:30 Effective Webinars and Events 20:42 Post-Event Strategies and Follow-Up 27:09 How Jen Dunn Can Help Your Business 29:34 Conclusion and Contact Information linkedin.com/in/jenkdunn gritfueled.com Jen's downloadable Camera Ready Checklist: https://www.gritfueled.com/pipelineology

In this episode of The Pipelineology Podcast, Gary chats with Rob Felber, President of Felber Public Relations and Marketing, about the intricacies of public relations and trade shows. Rob brings over 32 years of experience working with manufacturers in the B2B sector. They discuss the importance of planning for trade shows, from pre-show preparations to in-show tactics and post-show follow-ups. Rob emphasizes the significance of establishing a theme, leveraging advertising opportunities, and creating engaging booth setups. He also highlights the value of building relationships with trade show media to gain valuable coverage. The conversation provides insights for companies looking to maximize their trade show investment and improve their public relations efforts. 00:00 Introduction and Guest Welcome 00:21 The Importance of Trade Shows 00:59 Rob Felber's Background 02:13 Pre-Show Planning Essentials 08:20 Effective Booth Design and Layout 10:08 Engaging Attendees During the Show 17:48 Staffing and Managing Your Booth 23:39 Internet Tips for Trade Shows 25:10 Maximizing Booth Space and Hospitality Suites 26:58 Post-Show Follow-Up Strategies 27:19 The Importance of Public Relations at Trade Shows 28:09 Effective Post-Show Communication 31:42 Leveraging Social Media and Photos 34:05 Engaging with Trade Show Media 42:23 Resources and Final Thoughts felberpr.com robfelber@felberpr.com 330-963-3664

In this episode Gary interviews Lydia Sugarman, the CEO and founder of Venntive. Lydia shares her journey in the business world and her experience with revenue operations (rev ops). She explains the concept of rev ops, emphasizing its importance in aligning marketing, sales, customer success, and operations to drive business growth. The discussion also covers technological challenges, the benefits of a unified database, and how Venntive offers an all-in-one solution for businesses of all sizes. Lydia also highlights the role of AI in enhancing CRM functionality and offers practical advice for companies looking to streamline their operations. 00:00 Introduction and Guest Welcome 00:19 Lydia Sugarman's Background and Venntive's Origin 01:06 Understanding Revenue Operations (RevOps) 02:53 Challenges in Aligning Departments 04:33 RevOps Solutions and Tools 12:04 Venntive's Unique Offerings 17:26 AI Features in Venntive 21:25 When to Consider Venntive 23:51 Conclusion and Contact Information

In this episode of the Pipelineology podcast, host Gary interviews Robert Heath Sr., founder, CEO, and Chief Vision Officer of Legacy Leadership Consulting Group. Robert shares his extensive background, from teaching and military service to founding his leadership consulting firm. He discusses key elements of effective leadership, including examining expectations, proper delegation, and developing an empowering environment. Robert also introduces his book, 'Why Can't People Just Do Their Jobs?' and explains how the Legacy Leadership Lab helps middle managers become effective problem solvers. Tune in to learn valuable leadership strategies and insights. 00:00 Introduction and Guest Welcome 00:23 Casual Conversation and Weather Talk 01:05 Robert Heath Sr.'s Background and Career Journey 03:35 Leadership Lessons from the Marine Corps 04:51 Founding the Legacy Leadership Consulting Group 09:44 Differences Between Good and Bad Leaders 10:41 Becoming a Better Leader 12:25 The Empower Method and Leadership Tips 15:31 Practical Leadership Examples 17:25 Handling Office Requests and Delegation 18:57 Understanding Team Potential and Overcoming Anxieties 19:49 The Fork in the Road Dilemma 20:48 Listening and Addressing Obstacles 23:45 The Empower Method: Steps to Effective Leadership 27:17 Teaching Problem Solving and Leadership 30:33 Legacy Leadership Lab and Final Thoughts

In this episode, Gary discusses the critical aspects of AI governance and compliance with Mahmood Rashid, President of Staferm Solutions. Mahmood shares his extensive experience in IT governance, risk, and cybersecurity, emphasizing the importance of properly managing AI within organizations. The conversation covers the dangers of shadow AI, the necessity of using paid AI models with adequate privacy controls, and the significance of keeping up with AI advancements to avoid obsolescence. Mahmood also addresses the future impact of AI on various industries and provides practical advice for businesses looking to implement AI responsibly. 00:00 Introduction and Guest Welcome 00:45 Guest Background and Experience 02:58 The Importance of AI Governance 04:45 Privacy Concerns with AI 08:57 AI Hallucinations and Prompt Engineering 12:47 Future of AI in the Job Market 16:06 Private AI Models and Industry Applications 21:58 Conclusion and Contact Information

In this episode of the Pipelineology podcast, host Gary welcomes AI pioneer Jeremy Schiff, who shares his extensive background in AI and machine learning. Schiff discusses his journey from developing an AI-enhanced photo editor and a personalized restaurant recommendation system to founding RecruitBot and Salesbot. He emphasizes the importance of integrating AI in sales to increase productivity and accuracy, addressing the resistance and enthusiasm toward AI in the industry. Schiff highlights Salesbot's advanced AI capabilities for improving data quality and enhancing outbound sales strategies. He also explains how Salesbot's unique data pipeline and enrichment waterfalls ensure high-quality, comprehensive, and up-to-date contact information, saving sales teams significant time and effort. Listeners are encouraged to explore Salesbot.io and try the platform's features through a free trial. 00:00 Introduction and Guest Welcome 00:29 Jeremy Schiff's Background and Career Journey 01:52 Introduction to Salesbot 02:46 AI in Sales: Opportunities and Challenges 06:24 Salesbot's AI-Driven Search and Data Quality 12:58 Salesbot's Unique Data Pipeline and Enrichment 24:09 How to Get Started with Salesbot 25:31 Conclusion and Contact Information

In this episode of the Pipelineology podcast, host Gary chats with Donna Amos, founder of Solopreneur Solutions and author of 'Best Damn Marketing Tool Ever: Writing a Nonfiction Book to Grow Your Business'. They discuss Donna's journey from launching her digital marketing agency in 2008 to helping clients publish their books. Donna shares practical advice on brainstorming, outlining, writing, and the entire publishing process. She details the benefits of using a book as a marketing tool and highlights the distinctions between traditional publishing, self-publishing, and hybrid publishing. Donna also elaborates on how she assists clients through coaching programs to ensure they complete their manuscripts. Listeners interested in writing a book can visit inspiredpresspublisher.com for more details on Donna's services. 00:00 Introduction and Guest Welcome 00:48 Donna's Background and Journey 01:55 Starting the Book Writing Process 04:37 Publishing Your Book 09:02 Using Your Book as a Marketing Tool 16:53 Pitfalls to be Aware of 18:11 Coaching and Support for Aspiring Authors 21:41 Traditional vs. Hybrid Publishing 23:49 Conclusion and Contact Information

In this episode, Gary Ruplinger interviews Stephanie Kord Miller of Empower Your Results to talk business growth, retention, and agility.

In this episode, Gary Ruplinger interviews Scott Moss, Founder and CEO of M Sales Growth Advisors, to talk about how to revive dead leads, stalled deals, and how to handle good prospects that have ghosted you.

Glen Akramoff, author of Human Centered Teams, joins Gary to talk about getting employees engaged in their work again and building a great team at your organization.

Marisa Cali of Live on Social Now joins Gary Ruplinger to discuss virtual events, their relevance in 2023 and beyond, and more.