Making BIG Shifts

The harder you chase a sale, the more buyers tend to pull away.
Nancy Kay Coy, author of Stop Selling, Dammit!, joins Making BIG Shifts to explain why pressure, scripts, and aggressive closing tactics are becoming less effective with today’s informed and skeptical buyers.
Nancy breaks down the four emotional drivers behind purchasing decisions, the extra question every seller should ask before closing, and why deals often stall long before a prospect goes silent.
They also discuss how to uncover hidden friction, focus on outcomes instead of proving your expertise, and help buyers confidently explain and defend a decision internally.
The core lesson is simple: selling chases the yes. Solving earns it.
Listen now, follow Making Big Shifts by MKTG Reboot, and share this episode with someone who is tired of chasing deals that never close.

What if your business is actually stealing your freedom?
Josh Anderson sits down with entrepreneur Justin Lund to discuss the lessons he learned through addiction, recovery, entrepreneurship, and building systems that buy back your time.
They cover delegation, eliminating low-value work, the importance of having a North Star, and why your time may already be worth hundreds of dollars per hour.
If you're an entrepreneur feeling overwhelmed, this episode offers a practical roadmap for creating a business that serves your life instead of consuming it.

Most entrepreneurs are chasing more revenue, but Phil Calandra says that may be the trap.
After making his first million dollars, Phil found himself during the 2009 financial crisis with payroll due, his mom’s name at the top of the list, and only eight cents in his checking account.
That moment forced him to learn the difference between income, revenue, and real wealth.
In this episode, Josh talks with Phil Calandra, co-founder and chief wealth officer at True Wealth Advisors and author of The Wealth Creation Method, about how founders can stop betting everything on their business and start building true financial freedom.
They cover the revenue trap, the wealth ratio, work optionality, founder dependency, exit planning, and why extracting wealth from the business may be just as important as growing the business.
If you are an entrepreneur reinvesting everything and hoping a future exit saves you, this one is worth hearing.

Are you building a valuable company, or have you simply created a demanding job for yourself?
Muriel Touati, founder of Exit 3D Studio, joins me to explain the structural problems that can make a business difficult or impossible to sell.
We dig into founder dependency, customer concentration, recurring revenue, customer churn, acquisition systems, and the marketing infrastructure buyers want to see.
Muriel also shares why she walked away from an acquisition after discovering that the company’s “recurring revenue” was actually being replaced by a constant stream of new customers as existing customers left.
Even when selling is years away, these lessons can help you build a stronger business that is less dependent on you.

Wade Foster, CEO and co-founder of Zapier, walks through the real origin story of how a hackathon project in Missouri became a $200M+ automation platform powering thousands of integrations and hundreds of employees.
This episode covers the unfiltered startup journey:
• Building Zapier from a real personal frustration with software integration
• Why YC rejected them the first time, and what changed
• The second application that unlocked everything
• How a rough $100 beta validated product market fit instantly
• Why imperfect products often reveal truth faster than polished ones
• The evolution from early founder execution to large-scale leadership
• How AI is fundamentally changing automation and software creation
If you’re a founder, operator, or builder, this episode is about one thing: execution beats planning.
Listen through for Wade’s perspective on shipping early, avoiding analysis paralysis, and learning directly from reality instead of assumptions.
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