In this episode of Ninestone: Stacked to Scale, Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) sat down with Steve Wallace, the founder of Wallace Business Consulting, to uncover what it really takes to build a scalable sales team. Steve starts with a key insight: don't hire a sales rep until you've nailed your own sales process. Too many business owners expect new hires to create systems that don't exist, and Steve explains why that approach sets teams up for failure.

Drawing on his experience in insurance and sales leadership, Steve shares how studying what didn't work shaped his proven sales framework. He dives into aligning sales strategies with personality types, mastering cold calling, and transforming rejection into trust-building opportunities that generate referrals.

The conversation also explores accountability, clear goal-setting, and why ambiguous KPIs often do more harm than good. Whether you're a founder or entrepreneur, this episode offers practical steps to refine your process and scale with confidence.

Topics Include:

• Why Process Precedes People in Effective Sales Scaling
• How to Adapt Your Sales Methods to Your Personality Type
• The Role of Trust and Accountability in Long-Term Client Relationships
• The Danger of Ambiguous KPIs and How to Set Meaningful, Motivating Goals
• Why Governance and Mentorship Matter More Than Early Hires

Connect with Steve and Wallace Business Consulting

LinkedIn

Email: Steve@B2BRev.co

Connect with Ninestone Partners:

Website

Linktree

Produced By: Social Chameleon

In this episode of Ninestone: Stacked to Scale, Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) dive into the puzzling Q4 phenomenon where businesses delay actions and initiatives until the start of the new year. They explore the negative impacts of waiting, such as decision fatigue and artificial delays, and show how these practices lead to competitors gaining a significant head start.

Using real-world examples, including gym membership trends and delayed sales initiatives, Alex and Tom illustrate how postponement can stifle business growth. They emphasize the importance of limiting choices to make timely decisions, handling common objections efficiently, and taking immediate action.

By sharing insights and strategies, Alex and Tom aim to help businesses overcome the common tendency to wait, thus scaling smarter and faster. They also highlight how Ninestone Partners supports businesses in navigating these challenges.

Topics Include:

• The Seasonality of Sales Decisions
• Exploring Decision Fatigue and Its Impact
• Unpacking the Psychology of Waiting
• Limiting Choices for Better Decisions
• The Importance of Taking Action Now

Connect with Ninestone Partners:

Website

Linktree

Produced By: Social Chameleon

In this episode of Ninestone: Stacked to Scale, Alex Polamero sits down with Brad Stave, Strategic Consultant, Creative Leader, and Growth Architect at Ninestone Partners, for a deep dive into what it truly takes to scale an organization without losing its soul. Brad shares his journey of building a business that not only drives profit but also creates meaningful impact—empowering leaders to align their mission with sustainable growth.

Together, Alex and Brad uncover the hidden roadblocks that keep leaders stuck in tactical work, highlight the importance of building strong processes, and explore the power of strategically leveraging talent to unlock both freedom and profitability. From the challenges of growing a team from 20 to 200 employees to the cultural shift of prioritizing mission-driven outcomes, this conversation is packed with actionable insights for entrepreneurs, executives, and team leaders alike.

Whether you're running a startup, scaling a mid-sized business, or navigating leadership in a large enterprise, Brad's approach provides a clear roadmap for working smarter, creating balance, and building organizations that thrive for the long term.

Topics Include:

• Shifting from Tactical to Strategic Leadership
• Avoiding the Pitfalls of Rapid, Unstructured Growth
• Leveraging Outsourcing and Delegation for Freedom
• Balancing Profit with Purpose and Mission
• Lessons of Scaling from 20 to 200 Employees

Connect with Brad:

Website

LinkedIn

Email: Brad@ninestonepartners.com

Connect with Ninestone Partners:

Website

Linktree

Produced By: Social Chameleon