In this podcast, I sat down with Ronan Leonard, founder of Intelligent Resourcing, to break down how he helps sales teams eliminate the 40% of their day spent manually researching companies and instead deliver real buying signals directly into the CRM so reps can take action. We talked about how fast AI is reshaping business models—Ronan compared it to waking up and finding the snow gone overnight—and why he refuses to build SaaS right now. He explained “dark data” hidden in sales call transcripts, how he enriches CRMs into “evergreen” systems, and how those insights feed content and GEO/answer optimization. We also covered tool-stack volatility, internal tooling vs productizing, structuring teams around learning speed, value-based pricing and price elasticity, and we had an honest disagreement on co-risking and revenue-share deals.

01:36 AI Overwhelm and Pace

03:19 Snowstorm Business Models

04:13 No SaaS Moat Strategy

05:09 Signals Into the CRM

06:45 Dark Data and Transcripts

08:55 Scaling Clients and LTV

15:49 Team Structure and Learning

19:41 Agents vs SOP Iteration

24:39 Standardize Custom Work

24:59 Value Based Pricing Framework

27:48 Cost Savings Case Study

30:16 Pricing as Perception

31:49 Why Upside Deals Fail

35:36 Confidence and Client Execution

36:34 Staying Ahead of AI Curve

39:37 Creativity and Feedback Loops

Connect with Ronan:

• https://www.linkedin.com/in/ronan-leonard/

https://intelligentresourcing.co/

Connect with Raul:

• Work with Raul: https://dogoodwork.io

• Free Growth Resources: https://dogoodwork.io/resources

• Connect with Raul on LinkedIn (DMs open): https://www.linkedin.com/in/dogoodwork/