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Growth Architects' Table | Real talk on what's working in mid-market business growth

Growth Architects' Table | Real talk on what's working in mid-market business growth

著者： Dominique Glanville
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【Amazonプライム会員限定】今ならプレミアムプランが4か月 月額99円。

10月19日まで。※適用条件あり
Most business advice is sanitized. Cleaned up for the highlight reel. The Growth Architects' Table exists for the conversation that happens after the keynote — when the experts stop performing and start talking. Each episode brings together a seasoned advisor, consultant, or fractional leader who works inside $10M–$50M businesses at their most critical inflection points. We talk about what actually breaks, who you actually need to bring in, and how to know the difference between a growth problem and a strategy problem. If you're a business owner wondering whether you're doing the right things at the right time — or an advisor who knows exactly what we mean — this show was made for you. Hosted by Dominique Glanville, fractional CMO and growth strategist at Heights Strategic.2026 Heights Growth Advisors マネジメント・リーダーシップ リーダーシップ 経済学
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  • Six Proven Steps to Fix Your Broken Sales Calls with Jonny Holsten

    Six Proven Steps to Fix Your Broken Sales Calls with Jonny Holsten
    2026/10/05

    What if your sales team is doing all the right things — working hard, taking the calls, chasing the leads — and you still feel like you should be closing more revenue? That nagging suspicion is one of the most common growth ceilings in mid-market companies, and it usually points to one hidden problem: there's no proven, repeatable playbook for how sellers run a conversation with a buyer.


    Jonny Holsten, founder of BridgeSelling and author of the Amazon bestseller Fix Your Broken Sales Calls, has spent years helping companies standardize their sales calls so every rep can replicate what the best reps do naturally. We unpack the six-step BridgeSelling framework — a scorable, customizable system that turns "slot machine" sales calls into a predictable assembly line. Along the way we talk about why 80% of companies have zero sales playbook, how "magic pivots" can transform the opening seconds of a call, what AI can and can't do for your sales process right now, and how leaders can raise their standards from "good enough" to truly excellent.


    Highlights


    • Over 80% of companies have no sales playbook, and 70% of reps admit they're winging it on calls
    • Most sales calls operate like "revenue slot machines" — reps just pull the crank and hope for a win, then move to the next one
    • 68% of sales reps have no planned structure going into their calls, and 50% of companies don't train on one
    • The Bridge Selling framework is built on the analogy of crossing a bridge: six proven steps that move a buyer from first contact to a closed sale
    • Each step of the bridge is scored, so leaders can measure execution and identify exactly where deals are leaking
    • "Magic pivots" — like asking permission before launching into discovery questions — help sellers transition between steps without sounding forceful or scripted
    • Sellers who ask 11 or more discovery questions see a 74% higher close rate
    • The three-step next-steps plan ("my step, your step, our step") keeps deals moving with a clear, buyer-centered plan
    • The best sales performer Jonny ever observed was a grandmother who led with trust and empathy — not pressure
    • Larger companies are increasingly ripping out AI sales agents; the real value of AI in sales is in enablement and training, not replacing the human conversation
    • The ideal BridgeSelling client has high lead flow, a proven product, multiple sellers, and a suspicion they're leaking revenue


    Chapter


    1:55 — Mid-Market Sales Ceilings

    3:31 — No Playbook, No Standards

    5:18 — Revenue Slot Machine Calls

    8:07 — Jonny's Origin Story

    11:26 — Who Needs BridgeSelling?

    14:27 — The Six-Step Bridge Framework

    17:47 — Proven Process vs. Outliers

    19:45 — Why Companies Don't Train on Sales Call Structure

    23:17 — Dominique's Coaching Framework Story

    27:12 — Qualifying and Bridge Fit

    29:46 — Respectful Qualification

    31:01 — Honest Pricing Fit

    31:38 — Magic Pivots Explained

    33:31 — Permission-Based Discovery

    36:32 — Trust-Building Pivots

    38:15 — Clear Next Step Plans

    41:19 — Raising Sales Standards

    44:02 — Leadership Buy-In

    45:34 — Aligning Revenue Teams

    48:05 — Who BridgeSelling Fits

    51:17 — Hiring the Right Advisors

    54:28 — AI in Sales: The Reality

    58:54 — Where to Find Jonny


    Resources Mentioned


    • Fix Your Broken Sales Calls by Jonny Holsten
    • BridgeSelling bridgeselling.com
    • Good to Great by Jim Collins


    Thank you so much for listening! Be sure to subscribe and leave us a review. And to learn more about the advisors who can help your business grow and scale, visit growtharchitectstable.com.
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    1 時間
  • Stop Paying the "People Drama Tax" - Here's How with Melanie Shaffer on Hidden Costs Leaders Face With Performance Issues

    Stop Paying the "People Drama Tax" - Here's How with Melanie Shaffer on Hidden Costs Leaders Face With Performance Issues
    2026/09/21
    The biggest threat to your company's growth isn't the market, the competition, or the economy — it's a hidden tax your leaders are paying every day without even knowing it.Melanie Shaffer, head of Talent Suite, has spent over a decade inside more than 100 privately held high-growth companies, and she's identified a pattern that almost never changes: as organizations scale, leadership capability rarely keeps pace with the business. She calls that gap the "people drama tax" — the cost that shows up as inconsistent accountability, bottlenecked decision-making, communication breakdowns, and leaders who quietly become the glue holding everything together while limiting the very growth the company is chasing.Melanie and I talk about how her background as a CPA and executive recruiter gave her a unique lens for diagnosing talent problems at the root cause, why even companies with strong cultures and proven frameworks like EOS still hit growth ceilings, and what it actually takes to move leaders from coasters and maintainers into multipliers. She shares real stories of companies that broke through plateaus — including one that grew from $30 million to over $100 million — and breaks down the five types of leaders every organization has, the three areas where Talent Suite works, and why the hardest part of her journey has been figuring out how to describe what she does.HIGHLIGHTSThe "people drama tax" defined: Research shows a manager can influence up to 75% of someone's output, yet only 25–35% of leaders are effective at tapping into that potential. That gap is the drama tax — and it shows up as frustration, rework, dropped balls, and stalled growth.A CPA's lens on people problems: Melanie's accounting training taught her to think at the root cause, and her executive recruiting experience showed her that half the time companies never needed to call a recruiter — they needed to fix the leadership underneath.Case study — $30M to $100M: A subcontractor with 400 employees was stuck at a plateau despite strong culture, EOS, and an executive coach. The real issue: bright talent promoted battlefield-style without leadership skills. Four years of targeted development later, they're over $100M in revenue with three new lines of business.The Leadership Performance Spectrum: Five types of leaders — coasters, maintainers, producers, multipliers, and superstars. The biggest opportunity isn't chasing superstars; it's moving maintainers and producers toward becoming multipliers.Awareness, Application, and Accountability: Talent Suite's framework tailors every engagement to what's already working rather than slapping a canned solution on top of a company's unique growth inflection point.Live situation processing over online training: Workshops that simulate real on-the-job stress — like a construction site where delivered materials are wrong — give leaders reps before they're in the field, creating far more lasting behavior change than formulaic online courses.Growth mapping in action: A manufacturing company under $20M acquired another business and needed to know whether their existing leadership could take them to the next level. A listening tour and diagnostic process revealed where "borrowed trust" was masking real issues.Aligning the whole leadership team, not just the CEO: Melanie admits she used to skip the step of getting full leadership team buy-in before signing an engagement letter — and learned the hard way that transformation requires every implementer to have a voice in the room.The hardest lesson: Dropping retained search (the thing paying the bills) to go all-in on leadership development, losing clients during COVID, and spending years struggling to communicate what Talent Suite actually does before finally cracking the code with the five leader types and the drama tax framework.Staying sharp: Melanie invests in continuous learning through an Enneagram master class, Gallup strengths coaching, the Positive Intelligence course, podcasts from Pat Lencioni, Brené Brown, Adam Grant, and Greg McKeown, and a monthly think tank of seven peers running similar businesses.Whole-person leadership: Melanie's two core values — excellence and collaboration — shape not only her work with clients but how she parents, showing up with more curiosity, less judgment, and giving her kids agency over their choices.CHAPTERS1:30 — CPA Lens on People4:37 — Defining Drama Tax7:47 — Reducing the Tax8:16 — Case Study: 30 to 10012:12 — How Talent Suite Works15:44 — Workshops in Action18:34 — Growth Mapping Story21:59 — Aligning Leadership Teams26:20 — Leadership Spectrum Model29:26 — Building Multipliers32:40 — Best Fit Clients34:41 — Internal Executive Sponsor37:43 — Hard Lessons Learned42:31 — Staying Sharp45:56 — Whole Person Leadership47:59 — Where to Find MelanieRESOURCES MENTIONEDTalent Suitehttps://www.talentsuitellc.comEOS — Entrepreneurial Operating Systemhttps://...
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    50 分
  • Unlocking SaaS Success: Storytelling, Growth, and the AI Advantage with Kelly Sjol

    Unlocking SaaS Success: Storytelling, Growth, and the AI Advantage with Kelly Sjol
    2026/09/07

    What happens when the marketing playbook you've relied on for years stops working?

    Kelly Sjol, founder and lead consultant at Storify Marketing and founder of Tech Founder X, sits down to talk about the seismic shifts happening in B2B SaaS marketing and growth strategy. We explore how AI is rewriting the rules for software companies, why so many founders confuse a sales problem with a story problem, and what it really takes to move from opportunistic growth to intentional scale. Kelly shares a remarkable case study of a quality assurance company that repositioned itself in the AI era and 10X'd its revenue — from $10,000 engagements to $100,000 contracts scaling to a million dollars a year. We also get honest about what business owners should expect from consultants today, why long-term contracts and overpromises are red flags, and how the best advisors are obsessed with your growth — not their own marketing prowess.


    HIGHLIGHTS

    • Why experts get trapped in jargon and fail to communicate with the people actually buying their product
    • The critical difference between growth and scale — and why most companies stall because they grow on top of systems and stories that were never built to handle it
    • How to vet an advisor who balances deep expertise with humility and curiosity (and why you should run from anyone promising guaranteed results on a 12-month plan)
    • What AI is actually changing for tech companies: the threat of not going all-in, and the opportunity for service businesses to reposition as the strategy layer
    • A real-world case study of a QA vendor that repositioned as a strategic partner in the AI era and 10X'd revenue
    • Why you don't have a sales problem — you have a story problem
    • The difference between a marketing manager and a marketing leader, and how that distinction changes everything
    • Why being "in love with marketing" is a liability, and being "in love with growth" is the mindset that actually serves clients
    • How to lead through the AI shift without getting too far ahead of your customers


    CHAPTERS

    0:00 Meet Your Hosts

    1:54 Kelly Origin Story

    5:35 Translating Nerd Speak

    6:38 Expert Jargon Trap

    10:54 Growth Versus Scale

    14:34 Intentional Growth Mindset

    17:39 Choosing The Right Advisor

    20:31 Avoiding Overpromises

    21:48 Marketing In The AI Era

    23:57 Resetting Client Expectations

    25:42 Marketing Leader or Manager

    26:38 Quick Wins and Long Game

    28:47 Growth First Mindset

    30:03 Head of Growth Accountability

    35:02 Tech Sells Itself Myth

    36:02 Story That Scales Sales

    38:07 AI Era Repositioning Case

    41:01 Replicating the 10X Shift

    43:07 AI Threats and Opportunities

    48:49 Lead Through the AI Shift

    51:28 Stay Human and Wrap Up


    RESOURCES

    Kelly Sjol on LinkedIn

    Storify Marketing


    Thank you so much for listening! Be sure to subscribe and leave us a review. And to learn more about the advisors who can help your business grow and scale, visit growtharchitectstable.com.
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    53 分
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