Horizons Pod with Nate Desmond

• The $150M Mansion Meeting That Made This CMO Quit Everything with Kevin Dahlstrom | Horizons Pod

  Listen now on YouTube, Spotify, and Apple.—Kevin Dahlstrom is a 4-time founder and 4-time CMO who has been called the only person to successfully rebrand three public companies. Based in Boulder, he's an active investor in over 50 startups and rock climbing enthusiast who helps companies create unfair advantages through strategic branding.Here’s some of my takeaways from this week’s episode…1/ 🎯 Success is Personal, Not UniversalThe corner office isn't everyone's dream. True success means aligning your work with YOUR definition of fulfillment, not society's. Kevin discovered this at the peak of his corporate career, realizing his version of success looked completely different from the traditional C-suite path.2/ 🎨 Define Your Ideal End State FirstCreate a detailed vision of your perfect daily life without constraints. This becomes your North Star for decision-making. Focus on states of being (like "get daily sunshine") rather than achievements. Most people skip this crucial step and chase others' dreams instead.3/ 🔄 Control is a Sliding Scale, Not a SwitchStart with accepting minimal control in your 20s (5%), gradually increase to 20% in your 30s, 50% in your 40s, and beyond. Don't wait for retirement to design your life. Build intentionally toward more autonomy year by year.4/ 👥 First Team Concept Transforms LeadershipYour primary loyalty as a C-suite executive is to the company and CEO, not your department. This mindset prevents silos and aligns everyone toward company-wide objectives rather than departmental wins.5/ 🎭 How You Do Anything is How You Do EverythingWhen hiring, look beyond resumes to personal life achievements. High performers excel across all areas of life. Personal accomplishments reveal more about someone's true capabilities than corporate achievements.6/ 🎯 Results Over ActivityFocus obsessively on moving key metrics that matter to the business. Many get caught up in tactics without understanding the "why." Great leaders start with desired outcomes and work backward.7/ 🤖 AI is a Force Multiplier, Not a ReplacementOne person can now do the work of 10 through AI, but human curation remains essential. Success comes from being a great editor and curator of AI outputs rather than trying to compete with AI directly.8/ 💪 Health is the Foundation for EverythingInvest early in mobility work (30-60 mins, 3-4x weekly) and find physical activities you genuinely enjoy. Your health compounds like compound interest, impacting every aspect of life and career success.—Where to find Kevin Dahlstrom:* LinkedIn: https://www.linkedin.com/in/kevind/* X: https://x.com/Camp4—In this episode, we cover:00:00 Introduction and Career Epiphany 05:43 Transitioning to a New Lifestyle 08:21 The Ideal End State Exercise 14:13 Finding the Right Team Members 18:01 Managing People and Scaling Impact 25:24 Interviewing and Hiring Strategies 31:01 Working with Different Personalities 34:41 First Team Concept in Leadership 38:07 Career Progression and Management 41:39 AI's Impact on Marketing 45:52 Health and Wellness Priorities 52:08 Lightning Round Q&A—Obligatory disclaimer: I've worked at YouTube and Google for about a decade in various marketing teams. Nothing I say in my personal spaces is necessarily endorsed by them. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit horizonspod.substack.com

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• The Cold Email Formula That Made Over $1,000,000 with Sam Parr | Horizons Pod

  Listen now on YouTube, Spotify, and Apple.—Sam Parr is the founder of multiple 8-figure businesses including The Hustle (acquired by HubSpot for $27M+) and host of My First Million podcast, who pioneered the newsletter business model and built a media company to millions of daily readers.Here’s some of my takeaways from this week’s episode…1/ 📝 Master Copy Work Before Original Writing: Start by copying successful content word-for-word (ads, blog posts, books) to internalize patterns and rhythms. This was historically taught in schools and remains highly effective. Focus on pieces that have stood the test of time.2/ 🎵 Use Sentence Rhythm for Impact: Structure content with varying sentence lengths - start short, build slightly longer, then deliver a powerful long sentence punch. This creates natural flow and maintains reader attention. 3/ 🎯 Deploy the AIDA Framework: Structure cold emails and sales copy using Attention, Interest, Desire, Action. Example: Blank subject line (attention) → Relevant local connection (interest) → Social proof/FOMO (desire) → Clear next step (action).4/ 📧 The 50-Email Rule: You're just 50 emails away from reaching anyone (1 initial + 49 follow-ups). Focus on consistent updates and new information in follow-ups. Most will respond by email #3, but persistence can pay off even after 30+ attempts.5/ 📚 Simplify Your Writing: Aim for 4th-grade reading level, like Hemingway. Drop adverbs, use periods instead of commas, and explain concepts like you're talking to a friend at a bar.6/ 🔥 Strategic Controversy Drives Growth: Make some people love you while intentionally making others angry. This creates passionate supporters and generates viral attention. Example: The Hustle's Amazon Kindle exposé.7/ 🎨 Story > Stats: Use concrete examples and vivid imagery instead of abstract numbers. Example: Showing a baseball-sized lump of fat is more impactful than stating grams of fat in movie popcorn.8/ 🎯 Project Selection is Everything: Choose markets where the TAM supports your 10-year vision. Set clear outcome goals and verify the math works before committing significant time.—Where to find Sam Parr:* Join Hampton: https://joinhampton.com/* My First Million Podcast: https://www.youtube.com/@MyFirstMillionPod* LinkedIn: https://www.linkedin.com/in/parrsam/* X: https://x.com/thesamparr* IG: https://www.instagram.com/thesamparr/—In this episode, we cover:00:00 Introduction and Copywriting Fundamentals 03:23 The Power of Writing Rhythm and Style 05:14 Writing's Impact on Business Strategy 07:03 Building Sam's List and Business Stories 09:11 The Power of Storytelling in Marketing 11:52 Growing The Hustle Newsletter 14:04 Managing Multiple Ventures 16:04 Hiring Strategy and Talent Assessment 18:36 Pioneering Newsletter Business Model 22:25 Early Days and Craigslist Strategy 24:49 Cold Email Techniques and Follow-up 28:34 Pre-selling Products Through Copywriting 29:47 Career Reflections and Technical Skills 31:24 Lightning Round Questions—Obligatory disclaimer: I've worked at YouTube and Google for about a decade in various marketing teams. Nothing I say in my personal spaces is necessarily endorsed by them. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit horizonspod.substack.com

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• Frustrated Customers Might Be Your Best Growth Segment with Iuliia Shnai | Horizons Pod

  Listen now on YouTube, Spotify, and Apple.—Iuliia Shnai is a co-founder of Papermark, an open-source DocSend alternative, who transitioned from academia to indie hacking and built multiple viral tools by learning to code in public.Here’s some of my takeaways from this week’s episode…1/ 🎯 Product-Market Fit > Perfect ProductFirst launch doesn't need to be perfect - Papermark started with basic features and incomplete payment processing, yet customers still paid. Focus on solving a clear pain point first, then iterate based on real usage.2/ 🔄 Test Fast, Double Down on WinnersExperiment across multiple channels but be ruthless about cutting what doesn't work. Papermark tested 14+ marketing channels but only continued with 3 that showed real traction.3/ 💰 Don't Self-Limit Your PricingStart with lower tiers but always test higher price points - you'll never know if people will pay more unless you offer it. Papermark's highest tier became their fastest-growing segment after adding it despite initial hesitation.4/ 🎯 Alternative Marketing > Category CreationPosition against established competitors when possible. Papermark found success marketing as "DocSend alternative" because people actively search for alternatives when unhappy with market leaders.5/ 📊 Natural Virality > Forced Virality Build viral loops into core product functionality rather than forcing artificial sharing. Papermark grows through natural document sharing rather than "invite friends" campaigns.6/ 💪 Quick Content > Perfect ContentStart with 1-hour SEO articles to test performance, then improve pages that show traction. Don't over-invest in content before validating its impact.7/ 📱 Know Your Audience's PreferencesDifferent audiences respond to different tactics - enterprise customers didn't engage with micro-tools while marketing audiences loved them. Tailor approach to target customer behavior.—Where to find Iuliia Shnai:* LinkedIn: https://www.linkedin.com/in/iuliia-shnai/* X: https://x.com/shnai0—In this episode, we cover:00:00 Introduction and Background 01:18 Early Product Development Experience 04:49 Transition from Academia to Startups 09:16 Discussion of Educational Technology 12:19 Early Marketing Strategies 18:08 Learning to Code and Building Tools 35:51 Marketing Attribution and Analytics 42:11 Product Development Strategy 47:00 Social Media Marketing Impact 56:25 Pricing Strategy Discussion 1:06:00 Micro Tools and Market Fit 1:08:42 Lightning Round Q&A—Obligatory disclaimer: I've worked at YouTube and Google for about a decade in various marketing teams. Nothing I say in my personal spaces is necessarily endorsed by them. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit horizonspod.substack.com

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• How a Sales Leader REALLY Feels About MQLs with Leslie Venetz | Horizons Pod

  Listen now on YouTube, Spotify, and Apple.—Leslie Venetz is a respected B2B sales strategist, keynote speaker, and the founder of The Sales-Led GTM Agency. With 15+ years of experience as a top-performing B2B sales professional and three-time Head of Sales, Leslie has established herself as an authority on outbound sales, email strategy, and creating buyer-centric sales experiences.Here’s some of my takeaways from this week’s episode…1/ 🎯 The Money Myth: Top sellers aren't primarily motivated by commission• Once basic financial needs are met, money drops to 3rd-5th priority• Recognition, meaningful work, and team culture rank higher• Key insight: Build incentive structures around more than just cash2/ 🎧 Active Listening > Passive Silence • It's not just about not interrupting• Resist the urge to pre-plan your response• Focus on understanding vs. sharing your "similar story"• Use the 4R framework (including Resist) to improve listening skills3/ 💪 Earn The Right Before You Sell• Start by providing value before asking for attention• Apply this mindset to every interaction (emails, calls, meetings)• Test: "What have I done to earn the right to make this ask?"4/ 📊 Quality > Quantity for Account Load• Enterprise/ABM: ~50 accounts per rep• Transactional sales: 400-500 accounts• Work backward from revenue goals to determine actual needs5/ 🎯 Incentive Design Drives Behavior• Make quota attainment feel achievable• Structure bigger payouts at higher performance tiers• Allow reps breathing room for strategic territory management6/ 🤝 Marketing vs Sales: Partners Not Nemeses• Both face rejection and campaign failures• Attribution battles usually stem from executive pressure• Best results come from true cross-functional collaboration7/ 📝 Cold Email Excellence = Reduced Cognitive Load• Write at 3rd-5th grade reading level• Create visual space in messages• Make calls-to-action crystal clear• Focus on relevance to recipient8/ 📈 Product Led vs Sales Led: Choose Based on Price• PLG works best for products —Where to find Leslie Venetz: * The Sales-Led GTM Agency: https://salesledgtm.com/* LinkedIn: https://www.linkedin.com/in/leslievenetz/* X: https://x.com/B2B_SalesCoach—In this episode, we cover:00:00 Leslie Venetz: Journey to Sales Leadership 01:46 Understanding Sales as a Helping Profession 06:45 Lessons from Early Sales Jobs 10:55 Navigating Product-Market Fit Challenges 16:46 Sales Strategies for Growth 19:51 Finding Product-Market Fit 24:36 The Art of Cold Outreach 32:35 Multi-Channel Sales Outreach Strategies 36:18 Multi-Channel Outreach Strategy 38:09 The Importance of Data Providers 39:43 Understanding Customer Acquisition Costs 42:41 Sales Development Rep Workload 46:25 Backtracking to Revenue Goals 48:05 The Misconceptions of Sales Motivation 51:17 Motivating Sales Teams Beyond Money 53:10 The Power of Active Listening 57:48 Incentive Design for Sales Teams 01:02:51 Earning the Right to Ask 01:06:55 The Role of MQLs in Sales—Obligatory disclaimer: I've worked at YouTube and Google for about a decade in various marketing teams. Nothing I say in my personal spaces is necessarily endorsed by them. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit horizonspod.substack.com

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• How This Home Services Business 50x'd Revenue By Changing 1 KPI with Sam Preston | Horizons Pod

  Listen now on YouTube, Spotify, and Apple.—Sam Preston is the CEO of Service Scalers, a specialized marketing agency focused on helping home service businesses grow through digital marketing.Here’s some of my takeaways from this week’s episode…1/ 🎯 Your numbers tell the real story > Your gut instincts- Track the full funnel: leads → appointments → deals → revenue- One client went from $200k to $10M after switching budget between keywords based on revenue data (not just lead volume)- Key metrics: lead volume, appointment rate, close rate, revenue per lead source2/ 📞 Phone Calls > Form Fills for Service Businesses - Get prospects on the phone to build rapport and set appointments- Use call tracking numbers to attribute leads to marketing channels- Consider tools like CallRail to dynamically swap numbers based on traffic source3/ 🤝 Annual Contracts > Monthly Retainers- Predictable revenue enables hiring better talent- Better talent drives better results for clients- Creates positive feedback loop of growth- Similar to how service businesses can benefit from maintenance packages4/ 👥 Hiring Philosophy: Values + Skills > Just Skills- Key interview questions reveal values alignment:- "What rule did you break at your last job?"- "When have you put your job at jeopardy?"- Look for people willing to do the right thing, even when difficult5/ 🎨 Simple Website > Fancy Design- Clear services and location- Strong call-to-actions (not "Learn More")- Basic social proof- Job-to-be-done focused copy- Mobile-first design with persistent click-to-call6/ 🔄 Test Lead Sources Before Scaling- Start with Facebook groups for free leads- Graduate to aggregators for paid leads- Move to Google Ads once you have budget- Add broader marketing channels at scale7/ 💼 Perfect Agency Partnership = High Standards + Good Treatment- Don't just "pay and get out of the way"- Don't micromanage either- Hold accountable while treating team well- Think of agency as extension of your team8/ 🎯 Track Metrics That Matter- Lead source performance (volume AND revenue)- Appointment set rate- Close rate- Return on ad spend- Give every role ONE key metric to optimize—Where to find Sam Preston: * Service Scalers: https://www.servicescalers.com/* LinkedIn: https://www.linkedin.com/in/sampreston/* X: https://x.com/HeySamPreston—In this episode, we cover:00:00 Introduction and Personal Insights 00:52 Understanding Home Service Businesses 06:56 Marketing Strategies for Home Service Businesses 15:03 Hiring and Budgeting for Marketing 21:41 Tracking Leads and Optimizing Websites 25:22 Effective Marketing Strategies for Home Services 27:12 The Power of Story Branding 29:23 Converting Leads into Sales 31:40 The Importance of First Impressions 33:36 Optimizing for Mobile Experience 34:38 Understanding Jobs to Be Done 36:15 The Role of Social Proof 38:13 Scaling a Home Service Business 39:25 Hiring for Growth 42:15 Identifying the Right Talent 48:42 Creating a Positive Work Culture 51:49 Balancing Automation and Hiring 55:30 Tailoring Marketing Strategies for Home Services 58:17 The Importance of Client Retention and Revenue Predictability 01:01:13 Creating Recurring Revenue Streams in Home Services 01:04:19 Managing Staffing and Demand in Service Businesses 01:05:31 Identifying Pain Points for Business Growth 01:09:02 Building Effective Partnerships with Agencies 01:11:39 Key Performance Indicators for Home Service Businesses—Obligatory disclaimer: I've worked at YouTube and Google for about a decade in various marketing teams. Nothing I say in my personal spaces is necessarily endorsed by them. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit horizonspod.substack.com

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