The Scale Up Show – Details, episodes & analysis

In this episode of the Scale Up Show, host Ryan Staley interviews Glenn Sandifer, a seasoned executive in the security industry and author. They discuss the importance of relationships in achieving professional success, the insights from Glenn's book on dating outcomes, and how to leverage LinkedIn for business growth. Glenn shares his experiences in building sales pipelines and offers practical advice on using Sales Navigator effectively. The conversation emphasizes the significance of personal development and strategic networking in both personal and professional realms. Takeaways
You are 100% in control of your own dating outcomes. 🔹Understanding who you are and what you want is crucial. 🔹Mutual submission in relationships leads to better outcomes. 🔹Sales Navigator is a powerful tool for professionals.

🔹Building soft connections is essential for networking.

🔹Setting daily KPIs can drive better results in sales.

🔹Integration of tools like Sales Navigator with CRM is key.

🔹Time management is critical for effective sales strategies.

🔹Measuring activity is not complex and can be easily tracked.

🔹A systematic approach to sales can yield significant benefits. Chapters
00:00 Introduction to Glenn Sandifer and His Journey
02:54 The Intersection of Relationships and Professional Success
05:49 Leveraging LinkedIn for Business Growth
09:33 Creating a Robust Sales Playbook
15:32 Conclusion and Key Takeaways ----

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3 AI agents that do the work of an $84B industry... and 97% of leaders don't even know they exist. The AI Agents require ZERO coding required (and they just went public) These new no-code AI agents eliminated 10 hours of weekly work- and I'm showing you the exact setup that took me 10 minutes to deploy. → The new agent tools from OpenAI, Google & Perplexity that change everything → My 'Instant Deploy' system that takes 7 minutes to set up → The automation sequence that runs your business while you sleep Takeaways

• 97% of leaders are unaware of these AI agents.
• No-code tools can save significant time in workflows.
• OpenAI's new capabilities are still in beta but promising.
• Google Gemini offers deep research capabilities quickly.
• Perplexity.ai provides multi-step reasoning for market analysis.
• AI tools can automate tasks like web scraping and data collection.
• Setting up these tools requires minimal time and effort.
• The market research industry is worth $84 billion.
• AI can help create personalized customer journeys.
• These tools are designed for ease of use and accessibility.

Chapters

00:00 Introduction to No-Code AI Agents

02:53 Exploring OpenAI's New Capabilities

06:12 Deep Research with Google Gemini

09:05 Market Analysis with Perplexity.ai

In this conversation, Ryan Staley and Laurent Charpentier discuss the evolving role of AI in business, particularly in fraud detection and sales processes. Laurent shares insights on how AI is being integrated into their operations, the importance of team engagement with new technologies, and his vision for future business ventures leveraging AI. Takeaways

• AI is crucial for enhancing fraud detection strategies.
• Automation provides better control over financial processes.
• Data accuracy improves as AI models evolve.
• Engagement with AI tools boosts team morale and productivity.
• AI can help in summarizing meetings for better efficiency.
• The legal implications of AI usage are a concern for companies.
• Building proprietary AI models can mitigate data privacy issues.
• AI tools can enhance sales coaching and performance.
• The future of business will heavily rely on AI technology.
• Exploring new use cases for AI is essential for growth.

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Ryan interviews Chris "Tito" Tito, co-founder and CEO of Hidden Layer, a company providing security solutions for AI models. Tito outlines Hidden Layer's full platform to secure AI, including scanning models for malware, monitoring model behaviour to catch attacks, and proxying API calls to block abuse. Tito then discusses various impressive enterprise use cases he's seen and talks about the common mistake businesses are making.

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KEY TAKEAWAYS

• Pre-trained open-source models often get reused internally but may contain backdoors if not scanned thoroughly first.
• Current cybersecurity tools don't inspect model code so can't catch malware that is desperately needed for specialized AI security.
• Tito stresses that while AI promises much value, it requires thoughtful implementation with appropriate safeguards.
• Models deployed into production pipelines are vulnerable to surrogate attacks and theft.
• Safeguards are needed for both internally hosted models and external API-based ones.
• Diverse, specialized use cases are extracting tremendous value from AI across industries.
• However, many teams lack the skills or processes to properly evaluate or fine-tune models.
• Generative AI is increasingly being used for fraud, deception and reputation attacks.
• The talent shortage, especially in adversarial ML, poses scaling challenges for AI security start-ups.

BEST MOMENTS

"We have found thousands of examples of models that have been loaded with malware where we've malware hiding in weights of models."

"Current cybersecurity stack is not even parsing models. It's like trying to point a windows product at a Mac file."

"If you have the inputs to the model and you have the outputs to the model, you basically have the training set and the labels."

"Every time we talk to a customer, we find a new [AI use case]. The world is getting really creative."

"There's just an enormous shortage of adversarial machine learning talent out there."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan talks in this episode about how ChatGPT unlocked 10 years of knowledge in just 2 minutes and why this is what focused him on AI and its role in the future of business. Ryan also talks about the recent breakthrough at the Google AI research wing, Deepmind.

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KEY TAKEAWAYS

• Ryan tested AI at first by using something he knew to be true and in this first instance, it was already 95% of the way there. At first, this scared him.
• Testing the AI further changed Ryan’s prior perception, he started to see its use cases in business.
• If you can build a solid foundation for your AI use cases, you can then build upon this foundation and easily leverage AI in a multitude of ways.
• The research wing of google AI had a breakthrough where the AI could understand how to handle mathematical equations.

BEST MOMENTS

"I stopped and I was scared shitless”

“I got turned onto it by one of the guests from my show”

“One of the biggest barriers for AI is understanding how to handle mathematical equations and how to solve those”

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan interviews Cliff Simon, co-founder and CRO of Carabiner Group, about the concept of Revenue Operations. Simon provides tactical advice on implementing RevOps using real examples from his career scaling multiple start-ups. Learn how RevOps helps drive growth through data, customer journey mapping, and ecosystem-led strategies. He also shares his system for booking over 80 meetings a month through communities to drive pipeline!

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

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KEY TAKEAWAYS

• Implement RevOps early in your start-up journey to capture key data on customer journeys to inform strategic decisions as you scale.
• RevOps helps govern data, identify target customers, improve customer retention, and prepare for future fundraising or exit opportunities.
• Approach communities by adding value to others first without expecting anything in return to build relationships and organically spread brand awareness.
• Consistency in showing up and engaging personally and authentically both online and offline drives referrals and new business opportunities over time.
• In-person events and word-of-mouth referrals are powerful during economic uncertainty when other lead sources dry up.
• Focus on building a profitable business with retained earnings versus over-relying on outside capital to grow unsustainably.

BEST MOMENTS

"If this is the thing that's going to unlock your business, why wouldn't you invest there? It's not a cost centre."

"I can think back to one specific call when we were doing a CRO school...that one conversation led to five customers because people hit up, hit me up after the fact."

"It's got to be all of the appropriate pieces coming together, whether that's the right pieces of technology, the right service providers, the right talent inside of an organisation."

"I still think that's like pretty far across the chasm for a lot of folks, but it's coming and it's coming faster than I think any of us anticipated it coming."

"We all as human beings crave authentic, interpersonal relationships and you can't, you can't get that from an AI."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

One of the biggest releases of the GPT store occurred last week and in this episode, Ryan wants to highlight one of the best opportunities OpenAI released that many people missed! Ryan takes the time to walk through this important release and how you can make the most of it!

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KEY TAKEAWAYS

• OpenAI has released an option to keep your data secure whilst making effective data analysis.
• The reason many people haven’t used OpenAIs data analysis function is because of concerns around data sharing but this effectively eliminates any risk.
• It’s important to always remember that it is early days, things won’t always work perfectly.
• If you want to take large data sets and get recommendations on output, this is a great tool.
• Looking at any customer data can be a mammoth task, this will not only break it down for you but give you solutions. 

BEST MOMENTS

"This is one of the examples of effective data analysis”

“It’s not bug-free, we’re early on”

“It covered everything from thumbnails to content structure”

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan interviews David Farrell, RVP of Sales at Namely, about career advancement and leveraging AI. They discuss the key mistakes people make when seeking promotions, how to find mentors, become invaluable thought leaders, get constructive feedback, and self-promote accomplishments!

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

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KEY TAKEAWAYS

• Seek internal or external mentors with relevant experience to provide advice and broaden your skillset. Dedicate consistent time to learn from them.
• Become an expert in your field by taking bold action and volunteering for projects. Solve problems using the latest tech like AI. Thought leadership stands out.
• Ask managers for constructive feedback on skill gaps and your reputation. Then address those deficiencies to show improvement.
• Promote accomplishments like improved metrics or new efficiencies to leaders. If you don't, they only remember you as initially hired.
• Know your data and metrics thoroughly. Advocate for yourself by showing clear progress. Don't let poor data drive decisions.
• Adopt innovations like AI early to boost efficiency, even if the company isn't providing training. The skills pay dividends in recognition.
• Ask leaders outright what blind spots are preventing you from being promoted and how to address them.
• Mentor others both externally and internally. It might feel like you don’t have time but the exchange of ideas helps you develop and progress.

BEST MOMENTS

"I try to just figure out how do I, how can I help the organization win by getting what I want out of it?"

"Become an expert in your field or just invaluable...those are the people that get promoted."

"If you're not tracking your progress, if you don't know your data points...decisions are going to get made without you."

"Adopting new tech early as a tool to scale and create efficiencies...I really see that with AI."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan dives into the brand-new releases from both the new GPT store and ChatGPT for Teams. He test drives new tools like Consensus for academic research, VideoGPT for generating videos, and GPT Finder for discovering the best language models. Though impressed by some offerings, Ryan spots monetization and quality control issues that could hamper adoption but still believes the Teams release will convince many businesses to fully embrace AI, particularly given the enhanced security and dedicated workspaces!

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

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KEY TAKEAWAYS

• Consensus summarizes academic papers relevant to prompts, but requires signing up for a paid account, showing how third-parties may use the GPT store for lead gen.
• VideoGPT generates animated videos from text prompts but quality needs refinement based on Ryan's test video of a "dad bod" outrunning friendly GPT bots.
• Discovery tools like GPT Finder promise to uncover top language models but failed to deliver helpful results in Ryan's first hands-on attempt.
• Monetization and quality control are unclear for the GPT store, though mining user data for training seems a priority over profits currently.
• GPT for Teams offers enhanced security, custom models, and data privacy assurances lacking in consumer ChatGPT.
• Dedicated workspaces and role-based access controls make the Teams release enterprise-ready for rigorous compliance needs.
• The "no training on customer data" pledge may convince companies to embrace AI despite lingering ethical concerns.
• Upsell prompts show insights and analytics features require the Enterprise tier, hinting at sales funnel tactics ahead.

BEST MOMENTS

"It takes you to consensus which is the designer of this and it takes you to their website and it's kind of like blurred out."

"The title of the video is dad bod versus GPT which I thought was the absolute amazing video."

"There's a whole other section as you see over here on security and privacy."

"Sometimes you just need to work with it a little bit. That's what happened on the research side with pulling up the papers."

"I could see OpenAI doing the same thing because as it's set up right now it's not a pay per use model is really open source."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan is joined by the Co-Founder and COO of Obie insurance, Aaron Letzeiser, who shares how identifying one costly mistake led him to pivot and embrace AI for growth. Listen as Aaron talks about the critical decisions that make-or-break start-ups; from avoiding common founder missteps to leveraging partners for customer acquisition. Aaron also brings a tactical playbook for scaling with limited resources and shares actionable growth tactics.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS

• Aaron pivoted from a free platform to a paid insurance offering based on 200+ customer discovery interviews
• Partner with non-competing software platforms to embed services and decrease churn
• Stay laser-focused on a single niche before expanding into adjacent markets
• Use AI to drive core insurance underwriting and operations via visual recognition models
• Market conditions like rising interest rates can significantly impact lending partners
• Revisit sales processes and tighten SOPs during rapid scaling to ensure quality

BEST MOMENTS

"We really should have continued to listen to our customers and utilize that as the guiding principle of what we ended up building."

"Do one thing and do it well. That was advice we should have taken sooner."

"AI is endless. We use visual models to identify fire hydrants and drive insurance underwriting."

"As the team grows, how do we ensure the quality does not also drop off?"

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets