In this episode of Innovation Meets Leadership, Natalie Born sits down with Doug C. Brown, CEO of CEO Sales Strategies and a sales growth expert who has generated over $900M in revenue for clients worldwide. Doug reveals how math, metrics, and automation can transform any sales organization into a predictable growth engine. From reducing refund rates by spotting hidden blind spots, to building AI-driven automation that scales follow-up and accelerates closes, Doug brings decades of experience that will challenge how you see sales. If you want your team to stop “throwing spaghetti at the wall” and start building sustainable revenue systems, this episode is for you.

[00:01 - 04:00] The Power of Math in Sales

• How Doug discovered “holes” in sales systems through metrics.

• The Tony Robbins & Chet Holmes case study: reducing refund rates from 16% to under 1%.

• Why blind spots exist in every business—and how to find them.

[04:01 - 10:00] Lessons from Early Business and Leadership

• Running his father’s business at 16 and learning optimization early.

• The “flat tire” analogy: why outside perspectives reveal what leaders miss.

• How math tells a story that leads to better decisions.

[10:01 - 14:00] Shifts in Sales Post-Pandemic

• Why the sales process has permanently changed.

• The rise of conversational selling.

• Consumers are more educated than ever—how to adapt.

[14:01 - 19:00] Three Steps to Improve Your Sales Team Today

• Get truthful goals from every salesperson.

• Define your ideal right-fit buyer (97% of companies don’t).

• Start measuring simple sales metrics: outreach, connections, responses, closes.

[19:01 - 24:00] Automation and the Fortune in Follow-Up

• Why consistent follow-up unlocks 5–15% more revenue.

• Automating repetitive sales tasks with CRMs and AI.

• Real examples: insurance sales, concierge AI, SiriusXM upsell systems.

[24:01 - 29:00] AI as a Sales Multiplier, Not a Job Killer

• Rita, the AI concierge, and how it redefined customer experience.

• AI’s role in profiling, research, and buyer engagement.

• Start small: automate one repetitive task, then scale.

[29:01 - 31:00] Final Insights & How to Connect with Doug

• Practical steps to embrace automation and AI in sales.

• Why ignoring sales automation means falling behind competitors.

Quotes“Every company has blind spots. Use math and metrics to find untapped revenue.” – Doug C. Brown“Ninety-seven percent of companies don’t know their ideal buyer. That’s wasted money and effort.” – Doug C. Brown“The fortune is in the follow-up. Automate it, and you’ll unlock growth you didn’t know you had.” – Doug C. Brown

Guest Links

• Website: ceosalesstrategies.com

• LinkedIn: Doug Brown

• Newsletter: ceosalesstrategies.com/newsletter

• Email: doug@ceosalesstrategies.com

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In this episode of Innovation Meets Leadership, Natalie Born sits down with Scott Smith, CEO of True Network Advisors. Scott has transformed the employee benefits industry by building a thriving community of 93+ member agencies and curating industry-leading events that go beyond networking—they create unforgettable experiences.From humble beginnings in rural Alabama to leading one of the most collaborative networks in the industry, Scott shares how trust, authenticity, and obsession with customer experience fueled his journey. If you’ve ever wondered how to build communities that not only grow but last—or how leaders can balance kindness with clarity—this conversation is for you.

[00:00 – 04:00] Scott’s Origin Story

• How encouragement from peers led to founding True Network Advisors.

• Starting with 19 agencies in 2016 and scaling to 93+ today.

• Why being good and kind to people built the foundation for success.

[04:01 – 09:00] Designing Experiences That Matter

• The early missteps—like discovering hotel coffee costs $130 a gallon.

• Building events around learning first, fun second.

• Moving away from stuffy, transactional events toward collaboration, casual settings, and genuine connection.

[09:01 – 13:00] Mission, Identity, and Creativity

• True’s simple mission: “Help agencies and people grow, develop, and prosper.”

• Defining community identity: smart, curious, kind people who crave collaboration.

• Why it’s okay to be “repulsive” to the wrong people—and magnetic to the right ones.

[13:01 – 18:00] Authenticity and Vulnerability in Leadership

• The role of self-awareness and embracing who you are.

• Scott’s personal story of growing up in rural Alabama and the impact of his father’s struggles.

• How vulnerability builds trust and helps people feel less alone.

[18:01 – 24:00] Kindness Meets Clarity

• Why true kindness often requires tough conversations.

• Leadership as balancing honesty, accountability, and care.

• How clarity prevents blind spots that can derail careers.

[24:01 – 29:00] Leadership Lessons Learned

• Starting True at 45—and why he wishes he had risked earlier.

• The superpower of listening with empathy.

• Why kindness always wins, and how to ground leadership in love and care for others.

• “Listening is a superpower. If you become the best listener in the universe, you’ll stand out in any room.” – Scott Smith

• “Kindness isn’t just being nice. Sometimes the kindest thing you can do is tell the hard truth.” – Scott Smith

• “Our mission is simple: help agencies and people grow, develop, and prosper. Everything flows from that.” – Scott Smith

• LinkedIn: Scott Smith – True Network Advisors (search True Network Advisors Scott Smith)

• Website: truenetworkadvisors.com

• Concert Series: lakecityconcerts.com

LEAVE A REVIEW + help someone lead with clarity and courage by sharing this episode, or click here to catch up on past episodes.

🎙️ Check out Natalie’s new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co.

These are proven tools to transform your leadership and innovation approach. Visit our website at innovationmeetsleadership.com and connect with us on LinkedIn, Facebook, Instagram, X, and YouTube.

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In this episode of Innovation Meets Leadership, Natalie Born sits down with Dr. Scott Hutcheson, biosocial scientist, senior lecturer at Purdue University, and author of Biohacking Leadership. Scott blends his academic expertise with real-world experience advising organizations—from startups to the White House—to uncover how biology shapes leadership and team performance. Drawing from both personal health insights and decades of research, Scott introduces “leadership biodynamics,” a model that reframes executive presence into measurable signals of warmth, competence, and gravitas. With 18 behavioral biomarkers and a practical diagnostic framework, leaders can finally translate the vague idea of presence into actionable skills that inspire trust, connection, and results. If you’ve ever wondered how to amplify your leadership impact—or why your influence isn’t landing the way you intend—this conversation is for you.

[00:00 – 04:00] Scott’s Journey into Biohacking LeadershipFrom organizational transformation failures to biosocial science.A diabetes diagnosis sparks personal biohacking experiments.How biology and behavior intersect in leadership performance.

[04:01 – 09:00] Redefining Executive PresenceWhy “executive presence” has been vague and poorly researched.Breaking it down into “executive” (thinking) and “presence” (behavior).The birth of leadership biodynamics: 18 biomarkers that leaders signal.

[09:01 – 13:00] The Three Pillars: Warmth, Competence, GravitasWhy warmth builds trust and connection.Competence as expertise and credibility.Gravitas defined as “feet on the ground, wings ready to take flight.”

[13:01 – 18:00] Turning Biomarkers into ActionUsing diagnostics and feedback to identify signal gaps.Why “narrating your thinking” helps others see your competence.Translating thought processes into presence that others can perceive.

[18:01 – 22:00] Leading with Warmth and Co-CreationHow leaders influence team neurochemistry with cortisol or oxytocin.A proven sequence: warmth → competence → gravitas.Design thinking parallels: inviting others into co-creation.

[22:01 – 25:00] Storytelling and the Power of Origin StoriesWhy scientists and engineers often need more warmth.A young innovator’s water purification story that unlocked funding.How adding human context amplifies technical competence.

[25:01 – 27:00] What’s Next for Biohacking LeadershipThe three-book series: Biohacking Leadership, Biohacking Teams, and Biohacking Organizations.Where to connect with Scott and explore his work.

Key Quotes:“Executive presence isn’t about how you dress—it’s about the signals you send through warmth, competence, and gravitas.” – Scott Hutcheson“No one can see how you think. The only way they know is through your presence.” – Scott Hutcheson“Co-creation creates the IKEA effect—people value what they helped build.” – Scott HutchesonConnect with Scott HutchesonWebsite: scotthutcheson.comLinkedIn: linkedin.com/in/scotthutchesonBook: Biohacking Leadership (available now from Wiley and major retailers)

LEAVE A REVIEW + help someone lead with clarity and courage by sharing this episode, or click here to catch up on past episodes.🎙️ Check out Natalie’s new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co.These are proven tools to transform your leadership and innovation approach. Visit our website at innovationmeetsleadership.com and connect with us on LinkedIn, Facebook, Instagram, X, and YouTube.

Don’t forget to subscribe and leave a 5-star review. Let’s go transform something!

What Happens When Pressure Builds—and You Don’t Even Know It?

In this episode, Natalie Born sits down with Ryan Dunlap, conflict strategist, former hostage negotiator, and author of How to Untie a Balloon: A Negotiator’s Guide to Avoid Popping Under Pressure. Ryan brings real-life strategies from both interrogation rooms and executive coaching sessions, helping leaders recognize how pressure impacts their behavior and decision-making.

Through powerful metaphors—like the overinflated balloon—and practical frameworks such as FIRST and STOP, Ryan offers a roadmap for decompressing emotionally, resolving deep-seated conflict, and returning to leadership with clarity and strength. If you’re leading while stressed, burned out, or in constant response mode, this episode is a must-listen.

[00:01 - 04:16] The Balloon Metaphor and Hidden Pressure

Why law enforcement prepared Ryan less for pressure than pastoring did.

How a balloon exercise revealed the emotional buildup leaders carry.

The surprising connection between suspects and CEOs under pressure.

[04:17 - 08:00] The FIRST Framework

Feelings, Interests, Relationships, Situations, and Toll—breaking down complex issues into manageable parts.

Why most leaders try to solve everything at once—and how that backfires.

How FIRST builds sustainable emotional progress through small wins.

[08:01 - 12:00] Resilience, Conflict, and the Grudge Trap

Stats on how long we hold grudges—and the hidden cost.

Why strategy and resources don’t matter when we’re emotionally depleted.

The critical need to “suffer well” and build a healthier foundation before scaling.

[12:01 - 16:00] Identifying Internal Pressure Before You Explode

How to self-audit your automatic responses to stress.

The difference between seeking relief and pursuing resolution.

Recognizing that what you normalize might actually be a high-pressure state.

[16:01 - 20:59] Reclaiming Your Baseline

Understanding the hedonic treadmill and the identity toll of constant pressure.

The STOP model: Space, Time, Opportunity, Perspective.

A powerful question: “Who were you before the world hurt you?”

[21:00 - 26:00] Sabbaticals, Rest, and Redefining Productivity

Why many leaders are running unsustainable lives—and don’t know it.

The paradox of rest: You’re more productive when you pause.

Choosing the right kind of consequences: business strain vs. personal collapse.

[26:01 - 28:00] Daily Tips, Deeper Coaching & the Conflict-ish Community

Where to find Ryan’s 90-second daily videos.

How to get your copy of How to Untie a Balloon.

A look at Ryan’s upcoming academy for personal and professional transformation.

Quotes:

“Pressure causes us to lean into relief instead of resolution.” – Ryan Dunlap

“If you don't stop working, something bad is going to happen anyway. You have to choose—do you want the business to suffer or your family?” – Ryan Dunlap

“Who were you before the world hurt you?” – Ryan Dunlap

Connect with Ryan:

Website: https://www.conflictish.com

LinkedIn: https://www.linkedin.com/in/ryanmdunlap

Social (TikTok, IG, YouTube): @conflictish

Book: How to Untie a Balloon (Available wherever books are sold)

Want More?

LEAVE A REVIEW + help someone lead with clarity and courage under pressure by sharing this episode or click here to catch up on past episodes.

🎙️ Check out Natalie’s new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co.

These are proven tools to transform your leadership and innovation approach. Visit our website at innovationmeetsleadership.com and connect with us on LinkedIn, Facebook, Instagram, X, and YouTube.

Don't forget to subscribe and leave a 5-star review. Let's go transform something!

What happens to marketing when AI becomes not just a tool, but a partner?

In this episode, Natalie Born speaks with Nick Jain, founder of Content Hurricane and former CEO of IdeaScale. Nick shares insights from building a scalable AI-powered content marketing platform, diving into how AI is reshaping marketing departments, team structures, and creativity itself. He unpacks the transition from manual content creation to automated, expert-level blog generation—and what that means for businesses trying to stay relevant in a fast-changing digital world. Whether you're a marketer feeling overwhelmed by AI or a business leader wondering where to begin, this episode lays out clear, actionable ideas for navigating the shift.

[00:01 - 04:16] From Scaling to Starting

• How Nick’s background in growing companies to $100M+ informed his new venture.

• Why simplicity and usability are at the core of Content Hurricane’s tools.

• The significance of managing complexity in large teams and tech stacks.

[04:17 - 08:46] AI and the Restructuring of Marketing Roles

• What makes AI different from traditional tools.

• How AI shifts the focus from production to orchestration.

• The importance of giving AI a defined purpose.

[08:47 - 12:29] The Creativity Paradox

• Why AI doesn’t kill creativity—it redistributes it.

• How people without artistic skill can now create at a high level.

• The significance of democratizing creativity with AI.

[12:30 - 16:53] Building AI-Powered Content Engines

• Why Content Hurricane focuses on expert-level, not generic content.

• How inbound leads and evergreen marketing outperform paid ads.

• The importance of simplicity for both junior and senior users.

[16:54 - 24:21] The Future of Marketing Departments

• Why creating content may no longer be a marketing team's job.

• What new roles—like AI architects and performance analysts—are emerging.

• The need for upskilling and continual learning in AI-driven work.

Quotes:

“AI doesn’t need your talent—it needs your direction.” - Nick Jain

“Once you understand AI is not a tool, but a partner, your role changes completely.” - Nick Jain

Connect with Nick:

LinkedIn: https://www.linkedin.com/in/nickmjain

LEAVE A REVIEW + help someone empower their businesses through collaboration, innovation, and transformation by sharing this episode or clicking here to listen to our previous episodes.

Check Natalie's new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co

These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com, or connect with me on Linkedin, Facebook, Instagram, Twitter, and Youtube.

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What does it take to keep people laughing while tackling tough topics—and why does humor open unexpected doors for influence?

In this episode, Natalie welcomes Ben Price, widely known as Australia’s Best Impersonator. With more than 200 voice impressions in his repertoire, Ben shares how a childhood talent led him to national TV, comedy tours, and street outreach. From his journey on Australia's Got Talent to his performances at faith-based events, Ben brings a unique blend of entertainment, authenticity, and thoughtful storytelling. He discusses the importance of balancing humor with conviction and gives listeners a behind-the-scenes look at impersonating figures like Donald Trump, Joe Biden, Elon Musk, and Robert De Niro. Whether you're curious about managing a room or staying grounded in your values, this episode delivers laughs and insight in equal measure.

[00:01 - 05:00] The First Voice

• How mimicking a friend at age 10 sparked a lifelong skill
• Why church performances played a key role in his development
• The significance of support from family and community

[05:01 - 10:16] Australia’s Got Talent

• What changed his mind about going on the show
• How being humbled reshaped his motivation
• Why faith became the foundation for navigating success

[10:17 - 15:49] Characters, Controversy, and Comedy

• How Ben chooses which voices to perform
• The importance of equal-opportunity humor
• What audiences reveal about cultural moments

[15:50 - 21:31] More Than Just a Joke

• Why some crowds are easier than others
• How Ben handles pushback and offense
• The need to stand firm in personal values without losing connection

[21:32 - 26:16] Humor With a Higher Purpose

• What the importance of laughter means in dark or hard moments
• How Ben uses comedy for community and street outreach
• Why his performances are about more than laughs

Quotes:

“Comedy comes from the Lord. Laughter is good medicine.” - Ben Price

“I don’t want to offend some people. I want to offend everybody—equally.” - Ben Price

Connect with Ben:

Instagram: https://www.instagram.com/benpricecomedy/?hl=en

LEAVE A REVIEW + help someone empower their businesses through collaboration, innovation, and transformation by sharing this episode or clicking here to listen to our previous episodes.

Check Natalie's new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co

These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com, or connect with me on Linkedin, Facebook, Instagram, Twitter, and Youtube.

Don't forget to subscribe and leave a 5-star review. Let's go transform something!

What if the secret to career satisfaction isn't changing what you do, but rediscovering who you are?

In this episode, Natalie welcomes back career coach and author Kene Iloenyosi for a conversation about purpose, identity, and how understanding your natural abilities can unlock clarity in both life and work. Kene shares insights from his workshops and books, including “Finding Your Sweet Spot” and “DNA of Talent,” emphasizing the importance of aligning career paths with intrinsic wiring. They also explore the generational impact of AI, the evolution of workplace structures, and how companies can prepare for an increasingly unstructured, remote-first future.

[00:01 - 06:27] You Are How You Are

• The significance of knowing your learning and communication style

• Why self-awareness can reframe frustration and unlock growth

• The importance of embracing your wiring, not correcting it

[06:28 - 12:43] Purpose Is Wired In

• Why the need to “get over” introversion misses the point

• The importance of aligning purpose with natural strengths

• How to avoid living someone else’s life by knowing your design

[12:44 - 18:09] | AI & Career Security

• What AI can and cannot replace in the workplace

• The importance of identifying irreplaceable human value

• Why leading the AI conversation within your company matters

[18:10 - 23:52] Generational Shifts & Workplace Culture

• The need for new leadership models that embrace flexibility

• Why Gen Alpha will be AI natives, not just digital natives

• The significance of creativity and play in future career models

[23:53 - 27:11] Redefining Structure and Leadership

• The need to rethink rigid return-to-office mandates

• Why perks no longer drive engagement—freedom does

• The importance of embracing change rather than resisting it

Quotes:

"You are how you are for why you are." - Kene Iloenyosi

"God doesn’t make multiples. You are one in one." - Kene Iloenyosi

Connect with Kene:

Website: https://www.talentrevolution.me/

LinkedIn: https://www.linkedin.com/in/keneiloenyosi/

LEAVE A REVIEW + help someone empower their businesses through collaboration, innovation, and transformation by sharing this episode or clicking here to listen to our previous episodes.

Check Natalie's new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co

These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com, or connect with me on Linkedin, Facebook, Instagram, Twitter, and Youtube.

Why do so many entrepreneurs fail to close deals, not because they lack a great product, but because they misunderstand the real nature of sales?

In this episode, Natalie welcomes Jeb Blount Jr., division leader at Sales Gravy and host of the Sales Gravy podcast. They dive into the crucial but often misunderstood role of sales in entrepreneurship. Jeb breaks down the emotional intelligence behind effective selling, why listening trumps pitching, and how entrepreneurs can turn sales conversations into meaningful business relationships. Whether you’re just starting or scaling, this conversation offers a practical lens into qualifying leads, slowing the sales process, and collaborating with clients to build long-term trust.

[00:01 - 06:30] Rethinking Sales: Everyone Is in Sales

• The significance of redefining sales as relationship-building, not manipulation

• Why viewing yourself as “not a salesperson” weakens your entrepreneurial impact

• The importance of accepting that revenue drives sustainability

[06:31 - 12:53] The Core of EQ in Sales

• What emotional intelligence looks like in high-stakes selling

• Why listening more than talking creates deeper trust

• The significance of making people feel heard and important

[12:54 - 18:30] Qualifying vs. Pitching: Always Be Qualifying

• The need to vet clients for fit—not just push a pitch

• Why it’s smart to walk away from unqualified leads

• How saying “no” can build more trust than saying “yes”

[18:31 - 24:00] The Power of Slowing Down

• What it means to own the sales process

• Why rushing to proposals leads to rejection

• The value of co-creating solutions with prospects

[24:01 - 30:43] Long-Term Wins: Creating Buy-In & the IKEA Effect

• Why co-creation increases ownership and satisfaction

• How to handle rejection as an opportunity to learn

• The parallel between product development and good sales

Quotes:

“If you brand yourself as 'not a salesperson,' you’re being disingenuous—especially if you’re an entrepreneur.” - Jeb Blount Jr.

“The greatest gift you can give someone in sales is the gift of importance.” - Jeb Blount Jr.

“You don’t need to always be selling—you need to always be qualifying.” - Jeb Blount Jr.

Connect with Jeb:

LinkedIn: https://www.linkedin.com/in/jebjr

LEAVE A REVIEW + help someone empower their businesses through collaboration, innovation, and transformation by sharing this episode or clicking here to listen to our previous episodes.

Check Natalie's new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co

These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com, or connect with me on Linkedin, Facebook, Instagram, Twitter, and Youtube.

Don't forget to subscribe and leave a 5-star review. Let's go transform something!