433 | Dave Hanley | How to Leverage Sales Skills for Entrepreneurial Success

What does it take to build and exit multiple eight-figure businesses, and what lessons carry through from a student painting summer to leading tech startups?

In this episode of the Leaders of Tomorrow Podcast, host Chris Thomson speaks with Dave Hanley, a Student Works Management Program alumnus who went on to co-found and scale several successful companies. Dave shares his journey from discovering entrepreneurship at Wilfrid Laurier University to co-founding Risk Control Technologies and AdvertiseCast, and playing a key role at Insurance Systems.

Now a coach and author of The Delusional Founder, Dave reflects on the skills he built early as a participant in the Student Works Management Program, the importance of adaptability, and the role sales played in every success. He also opens up about setbacks, why humility matters, and how surrounding yourself with the right people accelerates growth. This episode is packed with real-world lessons for young entrepreneurs aiming to create lasting impact.

Think your product will sell itself? Think again. Hear why mastering sales execution is the real key to growth. Enjoy!

Key takeaways:

• Why Student Works connections can shape lifelong friendships and partnerships
• How sales skills can make or break even the best product
• Why adaptability and common sense matter more than rigid plans
• The importance of reading the room and managing client expectations
• Why you should never act like you know everything
• How to handle the emotional challenge of setbacks and rejection
• Why real-world experience beats textbooks every time
• The value of humility and always being open to learning
• And much more...

Guest Bio:

Dave Hanley is a serial entrepreneur, coach, and author with a track record of building and scaling software companies. An alumnus of the Student Works Management Program and Wilfrid Laurier University, he co-founded Risk Control Technologies and AdvertiseCast (acquired by Libsyn for $30M), and was the founding VP of Business Development at Insurance Systems. Dave is also the author of The Delusional Founder, where he shares lessons from decades of entrepreneurial experience.

Resources:

Student Works

Connect with Dave on LinkedIn

Books:

The Delusional Founder: Transforming Your B2B Tech Business Through Sales Execution

Disclaimer:

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