Pipelineology

On this episode of the Pipelineology podcast, Gary interviews Will Hamlin, CEO of FieldSpot.ai, about his path from deputy head teacher and product design graduate to entrepreneur, including early ventures like the Spitfire Festival and work as a payments specialist that revealed field-sales problems he set out to solve. Hamlin argues door-to-door/field sales is resurging in 2026 as buyers tune ou...

Gary meets with Preston Bowman, CEO of Stone Creek Consulting, who recounts starting in radio at 13, becoming a licensed on-air teenager, and at 17 managing a radio station, which became a “business bootcamp” that sparked his love of business and marketing. After college (electronics engineering with a business minor) and early web-app development work, he built his business in 2001 and increasing...

On this episode of the Pipelineology podcast, Gary interviews Joe Fontana, Chief Marketing and Growth Officer at BuyerForesight Amzai and author of "Fred Flintstone Selling In A George Jetson World," about using conversation-driven events to build pipeline for long-cycle, multi-stakeholder B2B deals. Joe argues that despite automation and AI, sales is fundamentally a series of human conversations,...

Gary talks with Arthur Germain, principal and Chief Brandteller at Brandtelling, who describes his background from publishing to PR and explains that differentiation comes from client stories, not feature lists. They discuss how over-reliance on AI can make company messaging bland and uniform, and how AI works best with active human editing and guardrails. Arthur outlines his approach using Simon...

In this episode of the Pipelineology podcast, Gary is joined by Stacy Thal, founder of Brand Brands Better. Stacy shares her career path from screenwriting (including working with Francis Ford Coppola, who taught her “build it up, tear it down” and that writing is in the editing) into marketing and brand strategy. She explains how she helps startups, investors, founders, and CMOs connect founder a...

On this episode of the Pipelineology podcast, Gary interviews Niki McKinnell of McKinnell Consulting. She shares her path from government crisis communications to B2B SaaS marketing and consulting, focused on proactive story building and elevating company messaging. She explains how many companies lose leads by not responding within minutes and recommends low-effort automation: connect form fills...

In this episode of the Pipelineology podcast, Gary interviews Scott Wasserman of Wasserman Revenue Advisors, a fractional CMO for B2B SaaS and PE-backed companies focused on pipeline-driven growth, dark social, demand gen, and rev ops alignment. Scott shares his unusual path from owning a successful Hair Club for Men franchise to building a digital marketing consultancy by learning inbound marketi...

Gary interviews Kyle Campbell, serial entrepreneur and founder of Dark Matter Strategic, about his path from high-ticket sales floors (including early work with Russell Brunson and other marketing accounts) to starting agencies in 2012 and forming Dark Matter Strategic in 2018. Kyle explains his firm’s focus on lead management, emphasizing revenue capture and recovery over generating more leads. M...

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...

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...

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...

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 a...

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...

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 t...

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 signif...

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...

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 approache...

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...

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. R...

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...

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...

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 priv...

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 an...

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, writin...

In this episode, Gary Ruplinger interviews Stephanie Kord Miller of Empower Your Results to talk business growth, retention, and agility. 00:00 Introduction and Guest Welcome 00:39 Stephanie's Background and Career Journey 03:26 Challenges in Business Retention 05:09 Starting Points for Business Growth 07:40 Importance of Strategic Planning and Implementation 12:05 Case Studies: Established Compan...