Do Hard Things Podcast
The Do Hard Things Podcast features Gabe Lullo, CEO of Alleyoop, a sales development agency that works with companies such as ZoomInfo, Salesloft, and Adobe. With more than two decades in sales, marketing, and executive recruitment, Lullo has trained over 8,000 salespeople and personally hired and managed more than 1,500 SDRs. The show draws on that experience to discuss sales development, leadership, business growth, and the mindset required to tackle difficult challenges.
Episodes
Do Hard Things A Podcast With Gabe Lullo Ft. Mary Crafts
"It didn't matter what I had accomplished before, what I had achieved, what awards I had. None of that mattered. It only mattered what I brought that day." - Mary CraftsMary started Culinary Crafts in 1984 by pulling a little red wagon around the neighborhood with her two boys, selling cookies and bread door to door. She built it into Utah's largest off-premise catering company,
Do Hard Things A Podcast With Gabe Lullo Ft. Alex Seiler
"Don't make an assumption, ask the question. Ask your senior people two things: what's slowing you down, and what would make you consider leaving. That pattern is your real priority list." - Alex SeilerAlex's HR career started with a job creating employee ID numbers by hand at Citigroup. Nobody dreams of being the employee ID guy, but he paid attention to what he was good at
Do Hard Things A Podcast With Gabe Lullo Ft. Cris D'Annunzio
"I wasn't making myself an NFL player. I was making myself behave like an NFL player before anybody believed that I could do it." - Cris D'AnnunzioCris spent three years buried on Princeton's depth chart, bitter and barely playing, to the point of calling Joe Paterno to ask about transferring to Penn State. He stayed only because he'd never quit anything in his life. Once
Do Hard Things A Podcast With Gabe Lullo Ft. Dave Slagle
"Be authentic and tell the truth. In the end, people buy from people they know, like, and trust. Trust is the one thing our industry doesn't have a lot of." - Dave Slagle, Founder of ICONDave grew up in Berkeley in the '70s, around parents who treated nutrition and supplements as normal, and spent his teenage years as a competitive powerlifter. He landed his first supplement ind
Do Hard Things A Podcast With Gabe Lullo Ft. Brian Martynowicz
"Companies are built by people, a lot of people, who care. Name me the five key employees responsible for Amazon. You can't. That's actually kind of problematic." - Brian MartynowiczBrian spent nearly two decades in enterprise technology, working as the family IT guy turned pre-sales engineer, watching a familiar pattern. Technical people who thought little of everyone else, and
Do Hard Things A Podcast With Gabe Lullo Ft. Julian Treasure
"Everybody's listening is unique. Almost nobody understands that. Everybody goes around thinking, well, everybody listens like I do. No, they don't." - Julian Treasure, Sound and Communication ExpertJulian's relationship with sound started at six years old, and through years of playing in bands he developed multi-track listening, paying close attention to everything around hi
Do Hard Things A Podcast With Gabe Lullo Ft. Ryan Frey
"Everything we do as entrepreneurs is risk. But you can take educated guesses and educate yourself on how to do it." - Ryan FreyRyan started his career in the Peace Corps, building rural water systems in Bolivia, barely speaking the language and with no money to do it. In two and a half years, he finished one project. What he actually learned wasn't construction, it was how to find f
Do Hard Things A Podcast With Gabe Lullo Ft. Brooke Leone Shipman
"The day I finally stopped pretending was the day I realized I wasn't performing anymore. I was just surviving. And that wasn't something I was willing to keep calling success." - Brooke Leone Shipman, Founder of CEO WomanBrooke was the first in her family to graduate college, raised without much structure but with a lot of drive.As a sophomore in high school, after being screame
Do Hard Things A Podcast With Gabe Lullo Ft. Kyle Lucey
“Failure was never really an option, nor was it accepted.” - Kyle LuceyWhen Kyle entered financial advising in 2012, the odds were not exactly in his favor. Roughly 89% of new advisors wash out within the first few years.From day one, the expectation was simple: work.Half-days, five days a week. Six to eight hours on weekends. Keep going until you built a successful practice.And despite joining h
Do Hard Things A Podcast With Gabe Lullo Ft. David Robinson
"Every business owner takes all this advice from bigger companies to grow, but when it comes to technology, they suddenly think they know better and try to do it themselves." - David Robinson, Founder of StratosDavid’s career started as a lighting technician for concerts featuring Katy Perry, Tiesto, Jay-Z and others.Then unexpected fatherhood pushed him into "a real job."A fam
Do Hard Things A Podcast With Gabe Lullo Ft. Anne Freedman
"Whenever you're doing a speech or a presentation, you've got to say the lines out loud as you're doing it. If you wait till you're all done, you're going to have twice as much work." - Anne FreedmanAnne started as a journalist before becoming a speaking coach, and assumed a speech was a speech, until an early client bombed a presentation she'd written for him. It
Do Hard Things A Podcast With Gabe Lullo Ft. Jeremy Levine
"Stop talking about AI. Start talking about value. This is our product, this is the value we drive, and if you want to understand how we do it, we'll show you.” - Jeremy LevineJeremy's career didn't start in sales, it started in art school, which teaches you everything except how to make money as an artist. He waited tables, moved to Israel, and worked call centers just to survive
Do Hard Things A Podcast With Gabe Lullo Ft. Josh Gratsch
"You cannot lead someone beyond the parts of yourself you refuse to look at." - Josh Gratsch Josh joined Ascend Innovations in 2016 as a data scientist, no leadership training, no formal path. When the company's original business model failed within its first two years, he stepped into strategy and operations simply because he was willing to take initiative. Six years later, he was C
Do Hard Things A Podcast With Gabe Lullo Ft. Vel Johnson
"When you know to do better, you do better." - Vel JohnsonVel grew up an Army brat, moving every two to three years, unpacking just long enough to start making friends before her father's next assignment came through. Her late father earned a Bronze Star across two tours in Vietnam, and the discipline he ran the household with became the discipline she'd later run a business with. What could have
Do Hard Things A Podcast With Gabe Lullo Ft. Michael Hanson
"AI will make good salespeople better and bad salespeople worse. It just accelerates every trend." - Michael Hanson, CEO and Founder of Cosmic GrowthMichael studied politics, not sales, cutting his teeth on an election campaign in South Africa before drifting into an account manager role at a London tech company. He never chased sales for the money. What pulled him in was the communicati
Do Hard Things A Podcast With Gabe Lullo Ft. Marc Anthony Longwith
"Everybody wants to be the hero. Nobody wants to walk the hero's journey." - Marc Anthony Longwith, Founder of Evolved EntrepreneurMarc grew up surrounded by addiction, the only person in his immediate family to graduate high school. What pulled him out was martial arts, starting at 12, taking two buses and walking a mile to the gym on his own, becoming a black belt and coaching othe
Do Hard Things A Podcast With Gabe Lullo Ft. Ryan O'Hara
"The worst thing you could do is go look at what your competitors are doing and try to replicate what they just said on your website. You're just going to look like everybody else.” - Ryan O'HaraRyan started as a video production intern at Dyn, hoping to make ads before pivoting into cold prospecting instead, becoming the company's first BDR. He helped scale the sales team from th
Do Hard Things A Podcast With Gabe Lullo Ft. Michael Assraf
"There's software replacing software, and now there's software taking over services. I don't think we've seen anything like this since the Industrial Revolution." - Michael Assraf, Founder of FlamingoMichael started in the Israeli infantry, then moved to logistics, managing budgets in the hundreds of millions at 18 years old with nothing but Excel macros to automate it. T
Do Hard Things A Podcast With Gabe Lullo Ft. Yaron Vorona
"It's easy to father a child. It's hard to be a dad. It's easy to be a founder. It's hard to be a leader." - Yaron Vorona, Founder Coach and Former VC Yaron has a physics degree and an MBA from London Business School, an unusual pairing that came from wanting to build technologies that lead to a better future. He's since founded and backed companies in cybersecurity, AI, blockchain, and defense
Do Hard Things A Podcast With Gabe Lullo Ft. Stephen Klein
"Innovation is never born. It's forced into creation kicking and screaming against its will." - Stephen Klein, Founder and CEO of Curiouser AIStephen sat in a Harvard Business School classroom in 1994 feeling dumber than he'd ever felt in his life, unable to follow a single thing his professor said for a month and a half. The breakthrough wasn't a lower IQ, it was realizing h
Do Hard Things A Podcast With Gabe Lullo Ft. Vahid Fakhr
"You should convince investors about the problem, not the product. Most founders are so excited about what they built that they forget to prove who's actually bleeding in that market." - Vahid Fakhr, Co-Founder and CEO of EvalyzeVee spent ten years on the other side of the table in venture capital, reviewing more than a thousand pitch decks before he ever built anything himself. The
Do Hard Things A Podcast With Gabe Lullo Ft. Evin Schwartz
"No one has ever asked me for my diploma or my GPA. Show me the journey, not the destination." - Evin Schwartz Evin never worked corporate for more than two weeks. He built his first agency straight out of college, then found himself drawn into K-12 education after watching schools hand kids the same outdated curriculum he'd grown up with, decades removed from the world those kids
Do Hard Things A Podcast With Gabe Lullo Ft. Ned and Jamie Arick
"Jamie looked at me and said, 'Get the SDRs to call on Saturdays. You're an idiot.' We doubled our revenue because of that one sentence." - Ned and Jamie Arick Ned and Jamie are married and both run revenue at a high level, in different companies, at the same time. Jamie's first SaaS job came from a Craigslist ad that sent her to a sketchy beach house where the whole team
Do Hard Things A Podcast With Gabe Lullo Ft. Joey Gilkey
"If you believe in the phone, you know that when you get people on it, it works. We just have to get you talking to the right 20 percent instead of wasting effort on the rest." - Joey Gilkey, Founder and CEO of Titan XJoey launched Titan X in June 2024 with no venture capital. He hit $5 million in ARR in year one, acquired FrontSpin, and closed a $27 million Series A, all after proving t
Do Hard Things A Podcast With Gabe Lullo Ft. Robin Dimond
"When I say it cost everything, it also cost a lot of relationships. People said, 'This is the dumbest thing you can do,' and family and friends stepped away from me." - Robin Dimond, CEO and Founder of Fifth & CorRobin built Fifth & Cor fully self-funded. No investors, no safety net. She leveraged her home and her car to get it off the ground, because loans weren't a
Do Hard Things A Podcast With Gabe Lullo Ft. Dean Harrison
"I slept with my snorkel gear every night. I thought I was going to have to swim my way out when the boat capsized." - Dean Harrison, The Yacht ChefDean started at 15, chopping parsley for five hours while chefs laughed at him from the back door. He was physically assaulted in that first kitchen, called his mom crying, and quit. A second restaurant with real mentors brought him back and
Do Hard Things A Podcast With Gabe Lullo Ft. Leslie Venetz
"Most sales teams don't have a tactics problem. They have a trust problem. For decades, we have taught our buyers to not trust us." - Leslie Venetz, Founder of Sales-Led GTM and USA Today Bestselling AuthorLeslie was on track to become a CRO by 40. The offer was on the table: $460,000. She turned it down the same day, walked away from the goal she'd spent her entire career buildi
Do Hard Things A Podcast With Gabe Lullo Ft. Paul Higgins
"I did a reverse image search, found his wife's bakery in Illinois, and put in an order for cakes with a note inside. He called me at 6:30 the next morning." - Paul HigginsPaul's sales career started on an ice cream van.Before that, he was upselling cologne to classmates at school for 50p a spray.He talked his way out of a post room job after hearing the buzz of the call center f
Do Hard Things A Podcast With Gabe Lullo Ft. Malisa Nguyen
"If you're operating in survival mode, that's when it leads to burnout. That's when it leads to the rock bottom moments that a lot of reps struggle with." - Malisa Nguyen, Mental Performance Coach and Founder of MTN CollectiveMalisa went from top performer to burning out in a role she earned through a promotion she worked hard to get. She did everything sales culture told her
Do Hard Things A Podcast With Gabe Lullo Ft. John Melton
"You can't just follow up with someone when you have an agenda. Staying in touch with people without even talking about your product is probably one of the most impactful things you can do." - John Melton, Marketing Veteran and EntrepreneurJohn started out as a kid who hated school, was getting into fights, and had no direction. Two weeks before 9/11, a friend brought him to a marketing presentati
Do Hard Things A Podcast With Gabe Lullo Ft. Tony Brophy
"People don't actually do the thing for hours on end every day consistently. They just talk about theory." - Tony BrophyTony started cold calling in a boiler room in Dublin. His first day on the job, someone handed him a phone, a stack of magazines, and a script, then told him to start dialing. He had no idea what he was doing, but he kept showing up anyway, and two years later he bu
Do Hard Things A Podcast With Gabe Lullo Ft. Neil Weitzman
"The GTM bar is quite low. And that's a good thing for those of us who get it." - Neil Weitzman, Fractional CRO and Founder of Weitzman Go to MarketNeil's philosophy comes down to three words: get it done.Not more frameworks, not more slide decks, just execution.His take on the say-do ratio is simple:If you say you're going to do something, do it.If you can't, communicate
Do Hard Things A Podcast With Gabe Lullo Ft. Sam Hollander
"You still have to have some form of human personalization. You still have to pick up the phone. You still have to build relationships." - Sam HollanderThat's Sam Hollander's view on AI in sales.Not because he's anti-AI. Quite the opposite.After 18 years building revenue in markets where the traditional playbook doesn't exist, he's seen firsthand where technology help
Do Hard Things A Podcast With Gabe Lullo Ft. Zack Schneider
"Do you have the grit necessary to see it through? That's where I see a lot of people struggle." - Zack Schneider, Founder of Agency 15Zack started his first agency at 19. Not because he had a plan, but because he had nothing to lose. By 26, he had scaled it to an exit.He'll be the first to tell you that naivety was the advantage.At Agency 15, every team member keeps a carabiner
Do Hard Things A Podcast With Gabe Lullo Ft. Tom Farley
"We tell our stories because we do not heal in isolation. We need each other." - Tom Farley, Recovery.comTom will tell you upfront that he doesn't walk into a room to motivate anyone. He walks in because he needs to be there just as much as the person sitting across from him.He grew up in a big Irish family in Madison, Wisconsin, where drinking was just how you handled anything uncom
Do Hard Things A Podcast With Gabe Lullo Ft. Brianne Price
"The brand is the most important thing. Everything you put out into the universe has to align with your three pillars. And if it doesn't serve you, cut bait and move on." - Brianne Price, CPG Executive and Chief Revenue OfficerBrianne didn't get into consumer brands from a business school case study.She got in from a salon floor, sweeping hair, when a new line called Bumble and B
Do Hard Things A Podcast With Gabe Lullo Ft. Ari Barmapov
"A lobster knows when it's time to shed its shell when it starts getting uncomfortable. If it never felt uncomfortable, it would never grow." - Ari Barmapov, Co-founder of FoundationsAri didn't start in a boardroom. He started at Blockbuster, selling membership add-ons from behind a cash register, just asking everyone who walked in. The more he asked, the better he got, and he en
Do Hard Things A Podcast With Gabe Lullo Ft. Chason Forehand
"We don't just flip eggs. We flip lives." - Chason Forehand, Founder of Transformation KitchenChason is a HR advocate with 45 years spanning culinary, human resources, and DEI. He is someone who knows exactly what it feels like to need a sandwich and have no idea what comes next.Chason grew up as the oldest of six boys in an abusive home. By college, the guardrails were off. Straight
Do Hard Things A Podcast With Gabe Lullo Ft. Julee Gracey
"People are just waiting for permission to go after their dreams. I never ask permission. If I want it, I go after it.” - Julee GraceyFormer international model, People magazine's 100 Most Beautiful, NBC's Deal or No Deal, Top real estate agent, and now a business coach who helps entrepreneurs stop hiding and start showing up.She's been called human Red Bull and you'll underst
Do Hard Things A Podcast With Gabe Lullo Ft. Larry Raskin
"When you open your mouth, the world will discover who you really are." - Larry Raskin38-year veteran in sales and marketing, former VP of Leadership Development, and the man I credit to teaching me how to communicate and build businesses.This one is personal.Larry didn't start in sales, he started in pro baseball. An injury ended that, so he pivoted into the only world he knew: fitn
Do Hard Things A Podcast With Gabe Lullo Ft. Scilla Andreen
"We are so much stronger than we are ever told we are." - Scilla Andreen As an Emmy nominated costume designer, co-founder of IndieFlix, award-winning filmmaker, CEO of Impactful Networks, and Mother of six, Scilla knows what doing hard things is all about. She lost her son to suicide, and her daughter to cancer on her birthday. Three days after her son passed, she got on a plane to a co
Do Hard Things A Podcast With Gabe Lullo Ft. Kade Hinkle
"You don't need to post something groundbreaking every time. Just post your story. People are going to like that because they can see themselves in you." - Kade HinkleKade’s a young SDR in the game and he's been on LinkedIn longer than most sales reps you know.Not because someone told him to. Because he watched a YouTube video at 16, figured out LinkedIn was where the jobs were,
Do Hard Things A Podcast With Gabe Lullo Ft. Leo and Clarissa Martinez
"You're only going to go as far as your identity takes you." - Leo MartinezLeo is the Co-founder of Martinez and Associates Consulting. 25 years in business with his wife Clarissa. A 21-year-old company that now runs 99% without them in it.He didn't learn that in a classroom. He learned it after spending seven years inside Patrick Bet David's inner circle, having 15 to 18 con
Do Hard Things A Podcast With Gabe Lullo Ft. John Zurowski
"My success is actually when a client stops working with me." - John Zurowski John is the Founder of JZ Sales Consulting with Twenty years of corporate sales leadership before going fractional. And that line is the most honest thing you'll hear from a consultant this year.His goal isn't to become indispensable. It's to build companies to the point where they can replace him
Do Hard Things A Podcast With Gabe Lullo Ft. Pierce Brehm
"If it's not producing pipeline, it's not a partnership. It's a coffee club." - Pierce Brehm Pierce is the Founder and CEO of Holland Lane Global Advisers. And if you've ever announced a new logo, signed an agreement, done a webinar, and wondered why none of it turned into revenue, this ones for you. Most companies know partnerships should be part of their growth strategy
Do Hard Things A Podcast With Gabe Lullo Ft. Gabe Naviasky
“AI is just an extension of software. It essentially makes what we have been doing much better.” - Gabe NaviaskyIn this episode, Gabe shares a story about a company that chose not to work with his team simply because they were using AI.At first glance, it sounds cautious and even reasonable. This company had experienced a security breach the year before, so their hesitation around vendors like Ope
Do Hard Things A Podcast With Gabe Lullo Ft. Karen Laos
“We all have agency to speak up, and it’s incredibly liberating.” - Karen LaosKaren came to this realization after a moment that could have easily been dismissed as just another bad day at work.She was in a boardroom giving a presentation when she suddenly froze. Instead of pushing through, her boss stopped the meeting. Later, she pulled her aside and asked a simple but powerful question: why didn
Do Hard Things A Podcast With Gabe Lullo Ft. Matthew Beaudin
“You need to get comfortable with you. You are the reason you are going to fail. You are the reason you are going to succeed.” - Matthew BeaudinIt’s easy to point fingers to market conditions, pricing, competition, or timing when things don’t go our way. But the truth is, the biggest variable in any outcome is us.Our mindset.Our consistency.Our willingness to have uncomfortable conversations.Our d
Do Hard Things A Podcast With Gabe Lullo Ft. James Bissell
“Get out there and make it happen. Don’t sit back and wait for it to come to you, it probably never will, not in the time you want it to.” - James Bissell Success in sales isn’t something that just shows up at your door.Nothing is handed to you in this game. No shortcuts, no easy wins.It takes grit. It takes consistency. It takes showing up even when you don’t feel like it.And above all, it takes
Do Hard Things A Podcast With Gabe Lullo Ft. Teegan Bartos
“When you’re competing at the executive level, everyone is qualified. What separates you is who you genuinely are.” - Teegan BartosYour network is your net worth, but only if people truly understand who you are and what you stand for.It’s no longer enough to look good on paper.Titles, resumes, and credentials may open doors, but they don’t build trust or lasting influence.Legacy is built through v
Do Hard Things A Podcast With Gabe Lullo Ft. Justin Zelik
“There is so much opportunity in B2B for content.” - Justin ZelikLinkedIn has changed the game.Years ago, LinkedIn was just a place to find a job.If you weren’t hiring or job hunting, you barely logged in.Now? We’re on it every day.Not just to prospect.Not just to network.But to build.To build personal brands.To build trust at scale.To build relationships before a single call ever happens.The bigg
Do Hard Things A Podcast With Gabe Lullo Ft. Katy Rey
“Choose your hard. You can do hard things.” - Katy ReyYou are selling in every part of your life.Not just at work, but in your relationships, your energy, and how you show up daily.You’re selling:Your characterYour consistencyYour beliefEvery interaction builds trust or breaks it.Because at the end of the day, connection is what wins.People don’t buy into ideas, they buy into people.And strong tea
Do Hard Things A Podcast With Gabe Lullo Ft. Laura Skinner
“I would rather have so much pipeline and my deal acquisition be lower and some will have to drop, but I keep the pipeline going so that it is almost impossible to fail.” - Laura SkinnerThis is what most people miss about cold outreach:They chase perfection… the perfect script, timing, or lead.But pipeline isn’t built on perfection. It’s built on volume and consistency.Cold outreach is a reps game
Do Hard Things A Podcast With Gabe Lullo Ft. Jonathan Gryzbowski
“You have to build the right systems in order to insure that you are profitable. And if you don’t have a good system you will fail. And if you don’t solve a problem, you will also fail.” - Jonathan GryzbowskiIt’s easy to focus on big ideas, but long-term success often comes down to two things:→ Solving a real, meaningful problem→ Building systems that consistently deliver that solutionWhen those t
Do Hard Things A Podcast With Gabe Lullo Ft. David Meltzer
“I want to provide content in two different ways. The authentic content that is aligned with my brand, and content that expresses my essence.” - David MeltzerThat’s how David thinks about it.And once you hear him break it down, you realize, it’s not about posting more. It’s about being intentional.Start with content that’s real. Not manufactured. Not forced. Just you, at your core.Then shape it fo
Do Hard Things A Podcast With Gabe Lullo Ft. Fabi Preslar
“The biggest hurdle in writing a book is thinking it is going to be easy.” - Fabi PreslarShe knows this firsthand.So many people want to write a book…But then comes the doubt. The overthinking. The imposter syndrome.“Who am I to write this?”“Will anyone even read it?”Here’s the shift:Get crystal clear on why you’re writing the book and who it’s for.This isn’t about proving yourself.It’s about buil
Do Hard Things A Podcast With Gabe Lullo Ft. Sugata Sanyal
“As an engineer you learn to balance the left and right side with an equal sign. And the equal sign always ends up being people” - Sugata Sanyal No matter how you define success in life or business, it always comes back to people.On one side, there are customers. Their needs, challenges, and expectations.On the other side, there’s the team. A group of people aligned to solve those problems togethe
Do Hard Things A Podcast With Gabe Lullo Ft. SOUL COLE
“Respect my rest” - SOUL COLEFlow state isn’t about doing more; it’s about being aligned.It’s the quiet moment when everything begins to slow down……and somehow, you speed up in all the right ways.Your thoughts are clear.Your movements feel intentional.Your energy is steady, not forced.You’re relaxed, but fully alert.Calm, but deeply focused.That’s the space where your best work lives.We often glor
Do Hard Things A Podcast With Gabe Lullo Ft. Tom Bright
“People think sales is a lot easier than it is.” - Tom BrightThey don’t see the effort.The pressure.The sleepless nights.From the outside, it looks simple.On the inside, it’s anything but.So forget the word sales.What did you actually do well in that relationship?How did you make the problem clearer?And most importantly, how did your product or service solve their issue?That’s the work.Not the pit
Do Hard Things A Podcast With Gabe Lullo Ft. Nicky Coburn
“Your worth matters, no matter where you are. You are always building your legacy.” - Nicky CoburnLegacy isn’t something that starts later in life. It’s being built right now, in the small moments most people overlook.It’s in how you show up when no one is watching.It’s in the work you choose to do with care.It’s in the way you treat people along the way.No matter what you’re doing today, your job
Do Hard Things A Podcast With Gabe Lullo Ft. Devain Doolaramani
“Post through it.” - Devain DoolaramaniIf a post tanks… post again.One bad post doesn’t define your audience, your content, or your career. The only way to improve is to keep showing up.That doesn’t mean you can’t take a break.If you need one, take it.But the key is finding your balance and continuing to create.Too many creators stop after a post underperforms. They overanalyze it, question everyt
Do Hard Things A Podcast With Gabe Lullo Ft. Andrea Bumstead
“Throughout my career, I have followed really big hard problems. I love digging in.” - Andrea BumsteadAfter a major restructuring, Andrea found herself in a position many senior leaders know well: deciding what comes next.Her initial focus was clear, network hard, and land the next VP role.But during that process, two important realizations surfaced.Lesson #1:Right now, many companies are hesitant
Do Hard Things A Podcast With Gabe Lullo Ft. Christopher Regnier
“Right now, rawness is real. Human-to-human connection is at the heart of everything we do in sales.” - Christopher RegnierThink about it.When you’re on a call, and you catch yourself wondering, “Is this AI?”When you see a perfectly polished video on LinkedIn and think, “Is this even real?”The moment doubt creeps in, trust drops.And doubt is the last thing you want from a prospective buyer.So if y
Do Hard Things A Podcast With Gabe Lullo Ft. Andry Hendry
“We are all selling on the same sales floor. We are all doing the same things during the day. And then I go home and practice for another work day. By the time 6 months have passed, I’ve had way more time in the role.” - Andrew HendryGrowing up with the philosophy that no one is coming to save you means you learn to save yourself.Sales doesn’t reward clock-watchers. It rewards those who show up, l
Do Hard Things A Podcast With Gabe Lullo Ft. Sara Hanegby
“I’m looking for real examples. People who have built something before, and maybe even failed, but got back up and tried again.” - Sara HanegbyThat’s exactly who thrives in sales.Not the ones with the perfect script.Not the ones with the smoothest pitch.But the ones with grit.The people who can take rejection, learn from it, and show up the next day ready to try a different angle.Sales is hard.Emo
Do Hard Things A Podcast With Gabe Lullo Ft. Darrell Clack
“I wanted to sell an opportunity rather than a product, and that is why I became a recruiter.” - Darrell ClackA lot of people assume being a recruiter is just posting jobs and filling roles.It is way more than that.Recruitment, when done properly, is about changing lives.It’s about opening doors.It’s about spotting potential in someone before they fully see it themselves.Darrell talked about how L
Do Hard Things A Podcast With Gabe Lullo Ft. Gal Aga
“I realized I had the pipeline. If I could take the existing high-achieving reps, increase ACV, and get them closing bigger deals at higher rates, they would all overachieve like crazy. We’d still hit the number, and we did.” - Gal AgaSometimes, you have to step back to move forward.That means making decisions quickly.That means being okay with saying no. Making the hard calls.A great buying exper
Do Hard Things A Podcast With Gabe Lullo Ft. Stacy Case
Leadership isn’t about getting people to do exactly what you do.It’s about helping people learn how to lead themselves in what they’re already good at.Everyone on the team is working toward the same destination, the same goal, the same outcome.But the path to get there doesn’t have to look the same for everyone.We all bring different strengths, experiences, and perspectives. We don’t need to be dr
Do Hard Things A Podcast With Gabe Lullo Ft. Ben Wright
“I know how to light up a room. But early in leadership, I also knew how to bring a room down.” - Ben WrightTwelve years ago, Ben’s business partner asked him a simple question:“What’s going on with you?”That moment changed everything.Ben realized something every leader eventually learns:The energy you bring becomes the energy in the room.And his best side wasn’t always leading.So he leaned into h
Do Hard Things A Podcast With Gabe Lullo Ft. Candice Van Dertholen
Many people look for relief during times of pain, uncertainty, or change.Tools like reflection, meditation, or journaling can be helpful. But sometimes, without realizing it, they become ways to avoid discomfort rather than move through it.When we sidestep what’s difficult instead of facing it, growth can stall.Real growth doesn’t come from rising above our problems.It comes from turning toward th
Do Hard Things A Podcast With Gabe Lullo Ft. Taylor Martino
“My athletic experience is the foundation of who I am.” - Taylor MartinoYou have to show up on the tough days.Nothing is going to be handed to you.You have to make it happen.Before we can work on any sales skill, we have to work on our mindset.As leaders, we expect a lot.But everyone is carrying things we don’t always see.Our job is to push people to be their best and support them as real humans.B
Do Hard Things A Podcast With Gabe Lullo Ft. Jack Frimston
“Our goal is to make salespeople more therapeutic, more human, and guide their own way.”- Jack FrimstonAs human beings, we don’t take action based on logic alone.We act when emotion comes first, and then we justify it with logic.No emotion = no urgency.No urgency = no movement.That’s why great sales conversations don’t sound like pitches.They sound like therapy.The real skill isn’t talking.It’s as
Do Hard Things A Podcast With Gabe Lullo Ft. Jon Mayo
“Find a beautiful question to pursue.” - Jon MayoFounders don’t struggle because of ideas.They struggle because people struggle.And leadership is learning to sit with that truth long enough to do something useful with it.Take notes in every conversation.Not just on what was said, but on what was meant.Patterns show up when you pay attention.Learn as much as you can.Then assume it’s still not enoug
Do Hard Things A Podcast With Gabe Lullo Ft. Lori Kirkland
People are learning to use chat boxes more than ever. They’re asking themselves: What problems can I have a machine solve? A lot of businesses are taking on AI agents.There’s this fear that AI can come in and take our jobs. But it’s becoming very clear these machines can’t replace humans. “There is a different type of thinking, creativity, innovation, critical thinking, that machines don’t have.”
Do Hard Things A Podcast With Gabe Lullo Ft. Kelly Breslin Wright
Most companies think the hard part is building a great product.They listen to customers, they build something people love…and then they toss it to Sales and Marketing and say, “Go.”That’s where things fall apart.Because if the people telling the story don’t understand the mission behind the product, the story can’t land.What problem does it solve?Why does it matter?Does everyone actually know how
Do Hard Things A Podcast With Gabe Lullo Ft. Chris Bussing
“I loved people, and I wanted to be great.” - Chris BussingSales was the path that made sense for that.But his first big moment?It didn’t feel great at all.His manager looked at him and asked:“How does it feel to be last?”That was the line that flipped the switch.From that moment on, he made a decision:He was going to do everything he could to be the best.So he leaned in.He worked when no one was
Do Hard Things A Podcast With Gabe Lullo Ft. Jason Feifer
“We can never predict where we are going. The greatest thing we can do is leave open the possibility of what comes next.” – Jason FeiferOne of the biggest mistakes we make, professionally and personally, is thinking we already know what our path should look like.When our definition of “what we do” is too narrow, we end up saying no to opportunities that could change our entire trajectory.Because i
Do Hard Things A Podcast With Gabe Lullo Ft. Tom Alaimo
“When I found my confidence, started believing in myself, believing in that growth mindset, it changed my life.” – Tom AlaimoI never knew sales was a real career path until the moment everything clicked.Tom Alaimo gets it.Because he lived it.He’s shared his journey for years: the wins, the losses, and the belief that kept him going. Now he runs his own business, built on the same principles that s
Do Hard Things A Podcast With Gabe Lullo Ft. Marc Tyler Nobleman
Unlike any podcast episode we’ve done before, Marc Tyler Nobleman brings a new story to the table.“The dream of a writer is to find an untold story with a high-profile hook, especially one that aligns with your interests.” - Marc Tyler NoblemanHe found it.Batman.One of the most iconic characters ever created.But the man who actually helped create him?Erased from history for 76 years.Bill Finger co
Do Hard Things A Podcast With Gabe Lullo Ft. Seth Greene
“Never give up. It’s only a failure if you quit.” - Seth GreeneBet on yourself. Always.If the people around you aren’t pushing you to grow, it’s time to find those who will. Surround yourself with believers, people who challenge you, support you, and expect more from you because they see more in you.Every month, he’s leveling up in business, in relationships, and in the results he delivers for his
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