In this episode we bravely wade into the world of CRMs — not the most glamorous topic, but definitely one that can make or break your business sanity. We kick things off with a cautionary tale about mysterious contract clauses (spoiler: they weren’t included, but were somehow still binding?), before diving into the myth that picking the "right" CRM tool is the secret to sales success. Spoiler #2: it’s not.

We explore why your CRM should enable your team — not just generate pretty reports for the execs — and why bad implementation often starts with a tool and not your actual business needs. From Salesforce to Dynamics to HubSpot (and even a shoutout to Atomic Habits), we dish out practical, painfully-learned advice on how to make your CRM actually work for you.

Come for the tips, stay for the rants about unread contracts and self-built CRM nightmares.

In this episode, we kick off our new series on technology and tools by diving headfirst into the buzz (and occasional chaos) surrounding AI. From echoey mics to echo chambers of bad RFPs, we talk about the real-world applications, risks, and etiquette of using AI in business. Scott shares hard-won wisdom from the trenches of proposal hell, while Andy questions whether AI wrote that overly nice email you just got. We break down how to use AI responsibly, why business accounts matter, and the importance of keeping your human voice in a machine-assisted world. Come for the tech talk, stay for the rants.

In this episode, we go from nostalgic concerts to cold, hard conversions as we break down pipeline stages that actually move the needle. Spoiler: ticking boxes and wishful thinking won’t cut it. We riff on why your pipeline should be guided by buyer behavior (not your internal task list), how to avoid zombie deals haunting your CRM, and the magic of knowing when to walk away. Plus, Andy has a mini identity crisis after realizing our podcast is basically a touring rock band without the groupies.

Join us for laughs, practical insights, and a dash of midlife musical reflection as we help you tighten up your sales process without turning into a robot.

This week we go deep (well, as deep as we ever go) on target market analysis—or as we like to call it, “the thing that stops you from chasing every shiny object on the internet.” We unpack the difference between total addressable market (a.k.a. the fantasy) and actual target market (a.k.a. the people who might pay you this year).

Scott shares a cautionary tale from a Chicago business trip turned unexpected road trip to Toronto, and we both make the case for being in the room—yes, despite our love for comfy sweatpants and virtual calls. There's also some accidental relationship counseling along the way.

It’s messy, occasionally insightful, and exactly the level of seriousness you’ve come to expect.

We’re back and celebrating two whole years of Tea & Timbits! 🎉 And what better way to mark the occasion than by talking about one of the driest-yet-most-vital topics in business development: forecasting and pipeline management?

In this episode, we kick things off with a tale of boardroom betrayal and the ever-predictable rise of internal politics (spoiler alert: it doesn’t end with a contract). Then, we dive headfirst into the murky waters of sales forecasting. Is it useful? Is it theatre? Turns out... it's both.

We unpack:

• Why most forecasts are a polite fiction

• What actually makes a forecast useful (spoiler: it's not wishful thinking)

• The critical link between past data, client insights, and reality-based projections

• Why a well-weighted pipeline is your best friend

• The danger of promoting deals just because someone said “let’s talk again”

Plus, we argue about percentages, reminisce about bad decisions, and resist the urge to turn this into a three-part forecasting saga (for now).

Whether you're a sales vet or just trying to get a handle on your numbers, this one’s got something for everyone—especially if you enjoy a bit of schadenfreude.

In this episode, we toss aside the spreadsheets and strategy decks to talk about something more primal—like whether we can still function after a Spartan race or a surprise Swedish frost. We explore how keeping your body moving (even if just to the fridge) can lead to a sharper mind, better leadership, and fewer contracts that make you want to cry in legalese.

We also poke fun at those hyper-polished health gurus and their “12-week miracle” programs that ignore little things like time zones, toddlers, and the trauma of delayed flights. Instead, we keep it real—hydration, walking, and the radical act of just not giving up. Plus, a heartfelt conversation about burnout, executive guilt, and why “just push through” is terrible advice.

Ever feel like your content plan is just a fancy spreadsheet collecting digital dust? In this episode, we explore why so many businesses struggle to build and stick to a content or branding strategy — and how to fix it before everything catches fire (metaphorically... hopefully).

We share a real-world example of a top-tier company that hit rock bottom due to a missing sales plan, zero accountability, and more Excel spreadsheets than actual action. From shock-and-awe interventions to brainstorming your way to 52 weeks of content in just 2 hours, we’ve got tips, tough love, and a few chuckles along the way.

Spoiler: Having a content calendar doesn’t mean anything if no one’s actually using it. Let’s change that.

In this episode, we dive into the thrilling (yes, thrilling!) world of personalization in business—how to nail it without making people feel like they're being followed by a marketing drone. We share tales from the trade show trenches, wrestle with the fine line between helpful and creepy, and explore how to read the digital tea leaves your prospects leave behind.

You’ll hear us break down:

• Why being genuine beats being polished (slides out of order? Still gold!)

• How to use website analytics without looking like a stalker

• The three layers of personalization: Who, What, and When

• Why it’s not just about getting the deal—the post-sale experience matters even more

Plus, the ever-reliable wisdom of “just be yourself,” even if you’re slightly frazzled and arriving late to a virtual recording. Classic us.