On this episode of The Thoughtful Entrepreneur, host Josh Elledge speaks with Gabe Lullo, CEO of Alleyoop, a leading B2B sales development company. Gabe dives into the critical strategies that modern founders and sales teams need to adopt—covering everything from founder-led sales and shifting lead generation tactics to building authentic engagement through personal branding. This episode is a goldmine for startup founders, sales leaders, and anyone aiming to scale their outbound strategy with more precision and impact.

Gabe emphasizes that founders must be on the front lines of sales early in their journey. Founders bring unmatched product knowledge and passion that resonates with early customers and helps shape go-to-market messaging. These firsthand sales experiences offer valuable insight into what prospects actually care about, allowing for real-time iteration and refinement. Gabe cautions against hiring a VP of Sales too early—founders need to establish a repeatable, scalable process before expanding the team.

In today’s sales environment, traditional cold emailing is losing its edge due to regulation and deliverability challenges. Gabe recommends a return to high-impact basics: cold calling and content creation. Phone calls allow for real-time, human interaction, while content—especially on LinkedIn—builds trust and positions founders as thought leaders. Gabe practices what he preaches with his consistent posting strategy and his podcast, Do Hard Things, which highlights authentic stories of grit and resilience.

Gabe also explains how Alleyoop helps B2B companies bridge the gap between marketing and sales. Their done-for-you systems manage appointment setting, lead qualification, and process optimization for clients ranging from startups to giants like Adobe and Zoom Info. For founders ready to scale their outreach, Gabe recommends focusing on authenticity, strategic connection building, and consistent engagement to generate high-quality pipeline.

Gabe Lullo is a seasoned entrepreneur and executive with deep expertise in sales, marketing, recruiting, and management. After graduating from the Barney School of Business at the University of Hartford, he launched his own sales, training, and marketing firm, which he successfully ran for over a decade. Gabe has also had a notable career in executive recruiting, expanding placements across IT, software development, sales, customer success, and executive leadership. As CEO of Alleyoop, he focuses on company culture, customer success, and scalable sales systems.

Alleyoop builds high-performing sales development systems for B2B clients. Their services include lead qualification, appointment setting, and outbound process design tailored for scalable growth.

• Alleyoop Website
• Gabe Lullo on LinkedIn

• Founders must lead sales to learn and iterate early
• Cold calling and content outperform traditional cold email
• LinkedIn content builds brand and trust
• Alleyoop connects marketing to sales with proven systems
• Authentic storytelling drives long-term engagement

Gabe Lullo delivers a compelling roadmap for building and scaling a sales engine rooted in authenticity, process, and founder-led momentum.

Effective communication is the cornerstone of personal and professional success, yet for many, it’s a source of anxiety and self-doubt. In a recent episode of The Thoughtful Entrepreneur, host Josh Elledge sits down with Scott Ramey, Founder of The Scott Ramey Group, to explore the transformative power of authentic communication, the journey from anxiety to confidence, and actionable strategies for personal growth. Drawing from Scott’s decades of experience and his own struggles with speech anxiety, this episode offers a roadmap for anyone seeking to communicate with clarity, authenticity, and impact.

Scott Ramey’s story is a powerful example of how communication skills can be developed over time, even for those who struggle with anxiety. Early in his career, Scott faced intense speech anxiety, but he transformed this weakness into a superpower, eventually becoming a communication coach. His story emphasizes that vulnerability is universal—successful leaders and communicators also face these challenges, but with the right mindset and tools, anyone can become a confident speaker.

The core of Scott's teaching is that communication is about authenticity, not performance. He encourages people to embrace their true selves, moving away from the anxiety of pretending or trying to meet external expectations. As Scott notes, “You don’t have to say things that don’t resonate with your true feelings,” and embracing this authenticity can significantly improve confidence and communication.

In addition to personal transformation, Scott emphasizes practical exercises, such as the Three-Column Method, to help individuals align their authentic self with their projected persona. By writing down the image they project, the vulnerabilities they hide, and the costs of these misalignments, individuals can gain clarity on their communication and begin to foster more genuine interactions.

Scott Ramey is the Founder of The Scott Ramey Group, a coaching practice dedicated to helping individuals overcome communication anxiety, build confidence, and lead with authenticity. With over two decades of experience in personal growth and communication coaching, Scott empowers clients to navigate public speaking, leadership communication, and performance anxiety.

The Scott Ramey Group provides personalized coaching, workshops, and resources designed to help individuals master their communication skills. Specializing in overcoming anxiety, building confidence, and fostering authenticity in both personal and professional contexts, The Scott Ramey Group supports clients in improving their speaking, leadership, and interpersonal communication.

• The Scott Ramey Group Website
• Scott Ramey on LinkedIn

• Vulnerability is Universal: Even successful communicators experience anxiety—growth is possible with the right...

Unlocking Success in Engineering and Construction: Insights from Ryan Labus of Pro Engineering Consulting



In a recent episode of The Thoughtful Entrepreneur, host Josh Elledge sat down with Ryan Labus, Director of Business Development at Pro Engineering Consulting, to discuss the challenges and opportunities in the engineering and construction industries. With a unique blend of hands-on construction experience and business development expertise, Ryan provides valuable insights into how engineering and architecture professionals can stay ahead of industry trends, foster meaningful relationships, and ensure project success. This episode is packed with actionable advice for anyone in or looking to enter the engineering, construction, or development sectors.

Ryan Labus highlights the importance of collaboration between architects and engineers for successful project outcomes. He compares engineers to the bass player in a band—supporting the architect’s lead while providing the technical expertise needed to bring a project to life. While architects focus on the vision and regulatory compliance, engineers ensure that the plans are technically feasible, safe, and code-compliant. Ryan emphasizes that the best projects are built on mutual respect and open communication between these two vital disciplines.

In addition to collaboration, Ryan discusses the role of mechanical engineering in construction, which often goes beyond HVAC systems to include energy efficiency, building automation, and sustainability. He encourages firms to embrace innovative solutions in these areas to stay competitive and reduce long-term operational costs. For engineers and architects, early and open communication helps avoid costly delays and ensures that projects are delivered on time and within budget.

Ryan's advice to those involved in the engineering and construction space is to foster a collaborative environment where innovation can thrive. Effective project management and leveraging the strengths of each discipline are critical to long-term success.

Ryan Labus is the Director of Business Development at Pro Engineering Consulting. With a background in construction project management and business development, Ryan brings hands-on experience and a strategic mindset to his role. His expertise lies in building relationships, fostering partnerships, and driving growth in the engineering and construction sectors.

Pro Engineering Consulting is a full-service, multidisciplinary engineering firm specializing in mechanical, electrical, plumbing (MEP), and structural engineering. With a strong track record in residential, commercial, and mixed-use developments, Pro Engineering Consulting offers engineering solutions that ensure safety, efficiency, and compliance from concept to completion.

• Pro Engineering Consulting Website
• Ryan Labus on LinkedIn