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

In a recent episode of The Thoughtful Entrepreneur, host Josh Elledge sat down with Jake Sucoff, Founder of Patient Procure, to discuss the unique challenges healthcare providers face in marketing their services effectively. With a focus on digital marketing strategies, Jake offers actionable advice on how healthcare organizations—from solo practitioners to multi-state groups—can connect with patients through personalized, results-driven marketing. This episode provides invaluable insights into how healthcare professionals can optimize their marketing efforts and engage more effectively with their target audiences.

Healthcare marketing is different from any other industry, and Jake Sucoff emphasizes this difference as one of the most critical factors for healthcare providers to consider when developing marketing strategies. Key to healthcare marketing is navigating complex regulations, such as HIPAA and other privacy laws, that limit how patient data can be used in marketing efforts. The stakes are higher because patients are not just purchasing a product—they are making life-altering decisions about their health. Additionally, healthcare marketing must build trust and authority to demonstrate the provider’s expertise and reliability.

One common misconception Jake encounters is that physicians believe their medical expertise automatically qualifies them to handle their own marketing. He compares this to representing oneself in court, emphasizing that marketing is a specialized skill. Professional marketing assistance is essential to avoid costly mistakes and ensure the correct strategies are used to reach and convert patients.

Jake’s actionable advice is simple but effective: Recognize that marketing is a distinct field and invest in expertise to bridge the gap between healthcare services and patients.

Jake Sucoff is the Founder of Patient Procure, a digital marketing agency specializing in the healthcare industry. With a wealth of experience in connecting healthcare professionals to patients, Jake helps practices and clinics expand their reach and grow their businesses through strategic marketing.

Patient Procure is a full-service digital marketing agency dedicated to helping healthcare organizations build strong online presences. Specializing in driving patient acquisition and improving engagement, the agency provides services ranging from paid advertising and SEO to content creation and reputation management. Patient Procure partners with healthcare providers to create tailored, results-oriented marketing strategies that foster growth and improve patient care.

• Patient Procure Website
• Jake Sucoff on LinkedIn

• Challenges in Healthcare Marketing: Why healthcare marketing is different from other industries and why professional expertise is essential.
• Building Trust with Patients: How marketing in healthcare must focus on building trust and authority to make a real impact.
• The...

In this episode of The Thoughtful Entrepreneur, host Josh Elledge speaks with Ryan Gasaway, Founder of The Franchise Blueprint. Ryan shares his wealth of experience in franchising and discusses the evolving franchise landscape in 2025, offering expert advice on choosing the right franchise, managing your investment, and navigating key trends shaping the industry. The episode provides actionable insights for entrepreneurs and aspiring franchise owners who want to succeed in today’s fast-changing market.

Ryan Gasaway dives into the key trends that are influencing the franchise landscape in 2025, with a particular focus on the rise of home-based businesses. As remote work becomes more entrenched, home-based franchises—both business-to-business (B2B) and business-to-consumer (B2C)—are gaining popularity. One of the most compelling reasons for this growth is the lower startup costs associated with these businesses. Without the need for expensive retail space or large staff, entrepreneurs can establish profitable operations that offer work-life balance and scalability.

Another trend discussed is the booming health and wellness sector, which has seen explosive growth over the past few years. With over 700 franchise brands in this space, the demand for fitness centers, healthy food franchises, and wellness coaching is high. Ryan emphasizes that brand differentiation is crucial in this crowded space, urging potential franchisees to research competition and choose franchises that align with their values and vision for long-term success. He also highlights how corporate professionals are increasingly transitioning to franchising, driven by a desire for more control over their work life and the opportunity to invest in a system that supports them through training and operational guidance.

For those exploring franchise ownership, understanding these key trends and how they intersect with personal goals is vital for making informed decisions. Ryan advises aspiring franchisees to assess their skills and motivations before choosing a franchise and to thoroughly evaluate the brand’s support systems and values alignment to ensure a good fit.

Ryan Gasaway is the Founder of The Franchise Blueprint, a consulting firm dedicated to helping aspiring franchise owners navigate the complexities of the franchise landscape. With years of experience in the industry, Ryan provides tailored advice to individuals looking to invest in a franchise that suits their skills and long-term business goals.

The Franchise Blueprint is a consulting firm focused on guiding entrepreneurs through the process of franchise ownership. The firm offers expert advice on selecting the right franchise, understanding franchise systems, and overcoming challenges in the ownership journey. With a focus on personalized, pressure-free guidance, The Franchise Blueprint empowers clients to make informed decisions about their business ventures.

• The Franchise Blueprint Website
• Ryan Gasaway on LinkedIn

• The Rise of Home-Based...

In this episode of The Thoughtful Entrepreneur, host Josh Elledge sits down with Julio Martinez-Clark, Founder and CEO of bioaccess®, to explore the challenges medical device startups face in navigating early-phase clinical trials. Julio draws on his extensive experience to explain how bioaccess® is helping companies conduct trials in Latin America as a strategic alternative to the U.S., offering startups an efficient and cost-effective way to progress. The conversation dives into the intricacies of regulatory compliance, data quality, and patient recruitment, offering critical insights for innovators looking to accelerate their time to market.

Julio Martinez-Clark explains the complex journey from medical device innovation to market. He highlights that medical device development is often capital-intensive and time-consuming, with startups typically relying on grants in the early stages before needing millions to fund animal studies, human trials, and regulatory submissions. One of the biggest challenges that startups face is meeting investor expectations for rapid progress and clear milestones, particularly with the ultimate goal of acquisition by large players such as Medtronic or Johnson & Johnson.

The U.S. clinical trial process, while rigorous, is also costly, and the lengthy approval timelines add pressure for startups already constrained by limited resources. Julio stresses that many medical device innovators underestimate the amount of time it takes to secure funding, develop products, and get approval from the FDA. He also shares how crucial it is for companies to factor in the regulatory strategies and financial resources needed to navigate these challenges without facing setbacks.

To overcome these challenges, startups should build long-term financial plans and strategies, preparing for what can be a long and resource-heavy journey. This proactive approach, combined with a solid regulatory strategy, ensures that startups remain on track and avoid costly delays.

Julio Martinez-Clark is the Founder and CEO of bioaccess®, a company dedicated to helping medical device startups navigate the early stages of clinical trials and regulatory approval. With years of experience in the medical device and healthcare innovation sectors, Julio provides strategic insights into accelerating time to market and achieving regulatory compliance for cutting-edge medical technologies.

bioaccess® is a leading contract research organization (CRO) focused on supporting medical device startups through early-phase clinical trials, particularly in Latin America. Offering a more affordable and faster approach to clinical trials, bioaccess® helps startups overcome high costs and lengthy timelines associated with U.S.-based trials while ensuring adherence to global regulatory standards and high data quality.

• bioaccess® Website
• Julio Martinez-Clark on LinkedIn

• The Fractional Legal Team...

In this episode of The Thoughtful Entrepreneur, host Josh Elledge interviews Jeff Holman, Founder and CEO of Intellectual Strategies. Jeff brings over 25 years of experience in intellectual property and business law to the conversation, where he shares how startups can avoid legal pitfalls and proactively handle legal challenges. The episode highlights the importance of adopting a fractional legal team model and how early legal engagement can empower startups to make smarter, cost-effective business decisions.

Jeff Holman explains that one of the most critical steps for startups is integrating proactive legal counsel into their business strategy. Instead of treating legal issues as emergencies, startups can benefit greatly from a fractional legal team that provides ongoing, subscription-based legal support. This approach removes the financial barriers of hourly billing and ensures that companies receive expert legal advice on issues such as intellectual property, employment law, and contracts, without the risk of unpredictable costs.

A proactive legal model helps businesses avoid costly mistakes, including intellectual property infringement and marketing missteps. Jeff emphasizes that involving legal counsel early in business decisions, such as structuring contracts, launching products, or navigating advertising regulations, can prevent issues from escalating into expensive lawsuits or penalties. The fractional legal team model also ensures that businesses have access to diverse legal expertise, fostering smarter, faster decision-making while avoiding the delays often caused by working with a single attorney.

Jeff shares valuable insights on the risks startups face, such as using copyrighted material or celebrity likenesses without permission, which can lead to severe legal and financial consequences. By leveraging fractional legal teams, startups can gain comprehensive support and reduce the likelihood of such mistakes, ultimately saving money in the long run. Proactive legal strategies not only safeguard the business but also empower entrepreneurs to innovate and grow confidently.

Jeff Holman is the Founder and CEO of Intellectual Strategies, a firm dedicated to helping businesses navigate the complexities of intellectual property and business law. With over 25 years of experience in the field, Jeff offers expert legal counsel to startups and entrepreneurs, ensuring they make informed decisions that protect their businesses and foster long-term success.

Intellectual Strategies is a legal consulting firm specializing in providing proactive, fractional legal support to startups and growing businesses. The firm offers a subscription-based service that covers a range of legal needs, including intellectual property protection, contract negotiation, employment law, and more—ensuring companies can scale without fear of legal pitfalls.

• Intellectual Strategies Website
• Jeff Holman on LinkedIn

• Fractional Legal...

In this episode of The Thoughtful Entrepreneur, host Josh Elledge interviews Gal Ko, Founder and CEO of BoldPMM. Gal shares his journey from surfing adventures to leading BoldPMM, a product marketing firm focused on helping businesses create compelling stories and scale through strategic marketing. The episode provides valuable insights into overcoming market saturation, using podcasts for strategic marketing, and the importance of storytelling for CEOs and marketers looking to stand out in competitive markets.

Gal Ko emphasizes that effective product marketing is built on one key principle: storytelling. Product marketers must craft a narrative that resonates with their target audience, aligning with their needs, desires, and pain points. This narrative forms the foundation for a company’s go-to-market strategy, ensuring that messaging is consistent and engaging across all channels. By focusing on values and the problems a product solves, marketers can differentiate their brand and build stronger connections with potential customers.

However, Gal highlights a critical challenge—market saturation. With the overwhelming amount of content and ads online, it’s harder than ever for startups and established companies to stand out. Traditional marketing tactics often fail to break through the noise, especially for startups in competitive markets like Israel. Gal recommends diversifying content channels, shifting focus from paid ads to value-driven content, and leveraging niche communities to engage with potential customers directly. This approach not only cuts through the noise but also fosters organic, lasting relationships with customers.

One of the most powerful tools Gal advocates for is podcasting. As an effective marketing tool, podcasts allow for deeper, long-form storytelling that resonates with a targeted audience, including executives and decision-makers. Gal shares that podcast appearances allow business leaders to showcase their expertise, offer valuable insights, and establish authority in their industry. By using podcasts strategically, businesses can amplify their reach, build credibility, and position themselves as thought leaders—especially in competitive markets where breaking through the noise can be particularly challenging.

Gal Ko is the Founder and CEO of BoldPMM, a product marketing firm dedicated to helping businesses create impactful stories and market their products effectively. With extensive experience in marketing and a passion for innovation, Gal works with businesses to differentiate their brands and drive success through strategic marketing efforts.

BoldPMM is a product marketing firm that specializes in storytelling and go-to-market strategy for businesses looking to make a lasting impact in their industries. They help companies build compelling narratives, connect with their target audience, and navigate market saturation to achieve meaningful business growth.

• BoldPMM Website
• Gal Ko on LinkedIn

• Storytelling for Product...