The Business Development Podcast

Episode 353 of The Business Development Podcast features Simon Ostler, a former newsroom leader, media strategist, and founder of Simon Ostler Consulting. With more than 20 years of experience in Canadian media, including senior leadership roles at Global News Toronto, Simon spent his career deciding which stories earned attention and which ones were ignored. In this conversation, he explains why most companies do not have a marketing problem, they have a storytelling problem.
Kelly and Simon explore why people connect with human experiences, not corporate messaging, and why trust has become one of the most valuable currencies in business. They discuss earned media, reputation, thought leadership, AI, and why authentic stories matter more than ever. Whether you are a founder, executive, entrepreneur, marketer, or business development professional, this episode will challenge the way you think about attention, credibility, and the story your organization is telling.

Key Takeaways:
Most companies do not have a marketing problem, they have a storytelling problem.
The story is rarely the company, the story is the human being impacted by it.
People remember real people, not corporate updates, product launches, or bullet points.
Trust is built long before you need it, not during the crisis.
AI can create content, but it cannot replicate lived human experience.
Earned media matters because third-party validation still builds credibility.
If your story only excites your company, it probably will not connect with anyone else.
Great storytellers find the person, the emotion, and the reason people should care.
Start small, stay consistent, and build your reputation one story at a time.
In a noisy world, authentic human stories are your greatest competitive advantage.

Connect with Simon Ostler
Simon Ostler is a media strategist, public relations consultant, journalism instructor, and former newsroom leader with more than 20 years of experience in Canadian media. Through Simon Ostler Consulting, he helps organizations build trust, strengthen credibility, uncover compelling stories, and earn meaningful attention through authentic storytelling and strategic communications.
🔹 LinkedIn: https://www.linkedin.com/in/simonostler/
🔹 Website: https://simonostler.com/

🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶
The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐
🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com
🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca

Join The Catalyst Club Community
If you are serious about growth, community, leadership, and surrounding yourself with high-level, human-centric thinkers, The Catalyst Club is where you need to be.
Join us here: www.kellykennedyofficial.com/thecatalystclub

Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com

Mentioned in this episode:
Hypervac - Revolution Vacuums

In Episode 352 of The Business Development Podcast, Kelly Kennedy sits down with Rob Durant, CEO of U.S. Operations for the Institute of Sales Professionals, founder of Flywheel Results, and author of The Social Enablement Blueprint. What follows is a powerful conversation that challenges everything most people think they know about sales. Rob shares his unexpected journey from customer service to sales leadership and explains why the best salespeople are not focused on convincing, pressuring, or closing. Instead, they focus on understanding problems, building trust, and helping people make informed decisions. Together, Kelly and Rob explore why so many entrepreneurs struggle to sell their own products and services, how personal beliefs often get in the way of growth, and why asking for the sale is often the most helpful thing you can do.
The conversation also dives into relationship building, personal branding, social enablement, and the future of sales in an increasingly digital world. Rob explains why success is not about what you know or even who you know, but who knows you for what you know. From LinkedIn strategy and networking to sales ethics and long-term business development, this episode is packed with practical insights for entrepreneurs, sales professionals, and business leaders looking to build meaningful connections and create sustainable growth. If you want to become the person people think of first when they need help, this is an episode you won't want to miss.

Connect with Rob Durant
Rob Durant is the CEO of U.S. Operations for the Institute of Sales Professionals, founder of Flywheel Results, author of The Social Enablement Blueprint, and a passionate advocate for ethical, relationship-driven sales.
📧 Email: rob@isp-us.org
🌐 Institute of Sales Professionals: the-isp.org
🔗 LinkedIn: https://www.linkedin.com/in/robdurant/
Whether you're looking to improve your sales process, build stronger relationships, explore sales certification, or learn more about modern sales leadership and social enablement, Rob is an outstanding resource and a great person to connect with.

Key Takeaways:
Great salespeople do not sell, they help people make informed decisions.
Asking for the sale is not pressure when you have identified a real problem and have a real solution.
Not offering your solution can actually be a disservice because you are taking away the customer’s choice.
Entrepreneurs often struggle to sell because they are too emotionally connected to their own business.
You are not asking for money, you are asking for permission to help.
The best sales training helps people walk a mile in the shoes of their prospect.
Trust is built by being relatable, genuine, and consistent over time.
Social selling should not be “connect and pitch.” It should be “connect and connect.”
Success is not just about what you know or who you know. It is about who knows you for what you know.
Sales teams need time to cultivate real relationships because business development requires a runway long enough to win.

🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶
The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐
🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com
🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca

Join The Catalyst Club Community
If you are serious about growth, community, leadership, and surrounding yourself with high-level, human-centric thinkers, The Catalyst Club is where you need to be.
Join us here: www.kellykennedyofficial.com/thecatalystclub

Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com
Mentioned in this episode:
Hypervac - Revolution Vacuums

In Episode 351 of The Business Development Podcast, Kelly Kennedy breaks down why so many modern growth strategies are becoming nothing more than noise. From automated emails and LinkedIn DMs to AI-driven outreach tools promising quick wins, Kelly challenges the idea that more activity automatically means more progress. He explains why vanity metrics can be misleading, why downloads in podcasting are similar to meaningless outreach numbers in business development, and why the real metric that matters is creating qualified meetings with the right people.
Kelly then brings listeners back to the fundamentals of real business development: authentic human connection, active marketing, and consistency over time. He explains why AI and automation cannot replace trust, relationships, and direct conversations, and shares a practical 10-step action plan to help business developers, entrepreneurs, and leaders cut through the noise, stop wasting money, and create opportunities that actually matter. This episode is a reminder that there is no easy button for growth, but with the right strategy and consistent execution, real opportunity is always possible.

Key Takeaways:
Activity is not the same as progress. More outreach only matters when it creates real conversations and opportunities.
There is no easy button for real growth. Sustainable business development still requires trust, strategy, and effort.
Being human is your greatest competitive advantage. In the age of AI, authentic connection is what helps you stand out.
Vanity metrics can create false confidence. Big numbers mean very little if they do not lead to meaningful results.
Meetings with the right people are the metric that matters. Qualified conversations are what move business forward.
Automation cannot replace authentic human connection. Tools can support the process, but people still build trust with people.
Active marketing creates real opportunity. Growth happens when you intentionally reach out instead of waiting to be found.
Relationships should be built before the customer has a need. Getting ahead of the opportunity gives you a competitive advantage.
Consistency over time is your secret weapon. Weekly action compounds into long-term business development success.
Real business development is built through trust, strategy, and action. The fundamentals still matter, even in the age of AI.

🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶
The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐
🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com
🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca

Join The Catalyst Club Community
If you are serious about growth, community, leadership, and surrounding yourself with high-level, human-centric thinkers, The Catalyst Club is where you need to be.
Join us here: www.kellykennedyofficial.com/thecatalystclub

Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com

Mentioned in this episode:
Hypervac - Revolution Vacuums

In milestone Episode 350 of The Business Development Podcast, Kelly Kennedy sits down with TEDx speaker, entrepreneur, actor, filmmaker, and Ikigai consultant Paul Barry for a conversation that goes far beyond business. As this episode releases, Paul is nearly 1,000 miles into his 2,650-mile Pacific Crest Trail journey, walking from Mexico to Canada while raising funds for cancer awareness and prevention in honour of his mother. Together, Kelly and Paul explore the Japanese concept of Ikigai, the intersection of what you love, what you are great at, what the world needs, and what you can be paid for, and why so many people find themselves successful on paper but unfulfilled in life.
Throughout the conversation, Paul shares his remarkable journey from actor and acting teacher to entrepreneur, coach, storyteller, and adventurer, offering powerful insights into purpose, reinvention, entrepreneurship, and the courage to choose an unconventional path. Whether discussing the closure of a startup, the lessons learned from caring for his parents through cancer, or the decision to embark on one of the world's most challenging long-distance hikes, Paul reminds us that true success is not about building the life others expect of us, but about having the freedom to build a life that is authentically our own.

Key Takeaways:
Success without fulfillment is not success.
You do not have to spend your life living someone else's definition of success.
Ikigai is found at the intersection of what you love, what you are good at, what the world needs, and what you can be paid for.
Your purpose is not fixed. It evolves as you evolve.
Sometimes the most courageous decision is walking away from something that no longer serves you.
Failure is often redirection, not defeat.
If you are not fulfilled, ask yourself which part of your Ikigai is missing.
Life is too short to spend decades waiting to do what you truly want to do.
Freedom comes from intentionally designing your life, not accidentally drifting through it.
You do not just make a living. You make a life.

Connect with Paul Barry
If this conversation resonated with you and you'd like to follow Paul's journey, connect with him online or support his Pacific Crest Trail fundraiser.
🔹 LinkedIn: https://www.linkedin.com/in/paulbarryofficial/
🔹 Email: paul@dreamingforaliving.com
🔹 Pacific Crest Trail Cancer Fundraiser & Donation Page: https://www.yeschapter.com/
As this episode releases, Paul is nearly 1,000 miles into his 2,650-mile journey from Mexico to Canada, raising funds for cancer awareness and prevention while living the very philosophy he teaches: build a life aligned with purpose, freedom, adventure, and fulfillment.

🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶
The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐
🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com
🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca

Join The Catalyst Club Community
If you are serious about growth, community, leadership, and surrounding yourself with high-level, human-centric thinkers, The Catalyst Club is where you need to be.
Join us here: www.kellykennedyofficial.com/thecatalystclub
Mentioned in this episode:
Hypervac - Revolution Vacuums

In Episode 349 of The Business Development Podcast, Kelly Kennedy sits down with mindset expert, transformational coach, and entrepreneur Stacey Berger for a powerful conversation about why external success is never enough if it comes at the cost of fulfillment, purpose, and personal well-being. Stacey shares her journey from growing a corporate subsidiary from a million-dollar balance sheet to $60 million, to realizing that the career she once loved no longer aligned with the life she wanted to create.
This episode explores burnout, leadership, work-life harmony, mindset, purpose, and the hidden beliefs that keep high achievers stuck. Stacey opens up about the hospital wake-up call that changed everything, the decision that helped her double her income while working half the hours, and why success begins by asking better questions. For entrepreneurs, executives, and ambitious leaders, this conversation is a reminder that you can never outperform your mindset, and that building a life you love starts with choosing a different way forward.

Key Takeaways:
You can never outperform your mindset. Your beliefs ultimately determine the actions you take, the opportunities you see, and the results you create.
Success without fulfillment will eventually catch up to you. Titles, income, and achievements are not substitutes for purpose, alignment, and joy.
Burnout often disguises itself as ambition. Many high performers don't realize they're burning out because they view exhaustion as a normal part of success.
The quality of your life is determined by the quality of the questions you ask. Replacing "I can't" with "What if I could?" opens the door to new possibilities and solutions.
Work-life balance is a myth. True success comes from creating harmony between the different areas of your life rather than trying to perfectly balance them.
Your subconscious beliefs are driving most of your decisions. If you want different results, you must first identify and challenge the beliefs that are shaping your behavior.
Purpose does not need to be complicated. Knowing what gives you life, energy, growth, freedom, and fulfillment is often enough to start moving in the right direction.
Success is not about working longer, harder, and faster. Sustainable success comes from combining the right mindset with the right strategy rather than relying on hustle alone.
If you are unhappy, waiting rarely changes anything. Transformation often begins with a decision to stop accepting the status quo and take responsibility for your own happiness.
Life is too short to live someone else's version of success. The greatest regret is often not what we did, but what we failed to pursue because fear, comfort, or circumstances convinced us to stay where we were.

Get in Touch with Stacey Berger
Connect with Stacey Berger on LinkedIn:
https://www.linkedin.com/in/stacey-berger/
Learn more about Stacey’s coaching, programs, and transformational work:
www.staceyberger.ca
Get your tickets for Passion to Purpose Live, happening in October 2026:
https://staceyberger.thrivecart.com/ppl-super-early-bird/

🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶
The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐
🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com
🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca

Join The Catalyst Club Community
If you are serious about growth, community, leadership, and surrounding yourself with high-level, human-centric thinkers, The Catalyst Club is where you need to be.
Join us here: www.kellykennedyofficial.com/thecatalystclub
Mentioned in this episode:
Hypervac - Revolution Vacuums