The Business Development Podcast

Hosted by Kelly Kennedy

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Oct 2026

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The Business Development Podcast is the global show for founders, entrepreneurs, and sales leaders who want real growth without the hype. Hosted by Kelly Kennedy, the show delivers honest conversations, real world lessons, and proven strategies on business development, sales, leadership, and mindset. Each episode breaks down what actually drives momentum, trust, and bigger deals over the long term. b733a1e081260e6ffcde895feecffa5a9c998134

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October 25, 202651 min

The Cost of Success: Why Walking Away Isn’t Failure with Jesse Schewchuk

The Cost of Success: Why Walking Away Isn’t Failure with Jesse Schewchuk After speaking on a TED stage about the cost of burnout, Jesse Schewchuk realized she needed to act on her own message. She had spent nearly a decade building Modern Muse Media, but the demands of keeping the business running were pulling her away from the work and life she wanted. When a longtime colleague posted a marketing opportunity, she approached him with a different proposal: hire her. Within a week, she had accepted an offer. The grief of letting go of her business was matched by the relief of choosing a different future. In Episode 372 of The Business Development Podcast, Kelly Kennedy welcomes back award-winning producer, media strategist and founder of The Menopause Mission, Jesse Schewchuk, for an honest conversation about ambition, identity and knowing when to change direction. Jesse shares how losing her mother at 24 sent her into years of achievement as a way to avoid processing grief, why public recognition often concealed private struggles, and what led her to step into a chief marketing officer role at Capital Planning. They discuss the guilt of resting, the pressure of supporting a family through entrepreneurship, and why leaving a business does not erase what you have accomplished. Jesse also shares the personal experience behind The Menopause Mission and why she wants more women to feel heard, supported and able to speak openly. Content note: This episode includes discussions of bereavement, burnout, mental health struggles and suicidal thoughts. What You’ll Learn How the need to prove yourself can shape your ambition and your definition of success. Why rest can feel uncomfortable when your identity is tied to achievement. How financial pressure can affect the way you connect with people and experience your work. Why grief and relief can coexist when you leave a business you built. What an intrapreneur role can offer entrepreneurs who want autonomy, meaningful work and fewer ownership responsibilities. How Jesse’s menopause experience changed her priorities and inspired her advocacy. Why choosing a different direction requires your own acceptance, even when others support the decision. Chapters 00:00 Where is the line? 01:09 Introducing Jesse Schewchuk 05:29 Who Jesse is today 07:09 The need to prove yourself through success 08:06 Burnout and the question that changed everything 10:37 Why it is so difficult to just be 11:30 Learning to rest without guilt 13:11 Being drawn to purpose instead of driven by achievement 14:22 Losing her mother and throwing herself into work 16:17 Public recognition and private struggles 17:27 What legacy means beyond your career 19:35 When business pressure changes how you show up 21:30 Deciding to close Modern Muse Media 22:14 The conversation that became a new career opportunity 23:40 Experiencing grief and relief together 25:17 The work entrepreneurs never signed up for 25:52 Recognizing the personal cost of achievement 27:06 Making room for meaningful work 29:30 Why the right decision can still hurt 30:30 Considering a different entrepreneurial path 32:27 Why nobody else can give you permission 34:11 Finding your own answer 36:12 Being open to a different future 37:27 Entrepreneurship, employment and autonomy 39:44 Introducing The Menopause Mission 40:17 The personal experience behind the mission 44:52 Breaking the silence around women’s health 46:18 A message of support for listeners 47:39 Your business is not your identity 48:17 Connecting with Jesse Connect with Jesse Schewchuk Jesse is an award-winning producer, media strategist, speaker and founder of The Menopause Mission. In this conversation, she shares her transition from running Modern Muse Media to a chief marketing officer role at Capital Planning, alongside her continued work in storytelling, speaking and women’s wellness advocacy. LinkedIn: https://www.linkedin.com/in/jesse-schewchuk-4470b47/ The Menopause Mission: https://www.themenopausemission.org/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know someone questioning whether the business they built still supports the life they want, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

October 18, 202639 min

The Messy Middle: Why More Growth Won’t Fix Your Business with Laina Neudorf

A family construction company tripled its revenue in one year. Behind the growth, the owners were still carrying the business themselves. He was leading in the field. She was handling payroll, scheduling and the administrative work. They hired Laina Neudorf to help, but when they understood the work required to change how the business operated, they walked away from the engagement. They had become so busy running the business that they couldn’t make room to improve it. In Episode 371 of The Business Development Podcast, Kelly Kennedy speaks with Laina Neudorf, Founder and Success Strategist at LPT Success Solutions, about navigating the messy middle of business ownership. Drawing on nearly two decades of experience across industrial construction, oil and gas, and software operations, Laina explains why more revenue, another hire or a new system may not solve the problem an owner is facing. They discuss recognizing bottlenecks, questioning familiar habits, making room for change and understanding what success looks like beyond the numbers. Kelly also shares how Foxx’s cancer diagnosis forced him to reassess his business activities, revealing that some things he thought were essential could stop while the business kept moving. What You’ll Learn How to recognize the messy middle, when an established business still depends too heavily on its owner. Why understanding the root cause of a problem matters before hiring, expanding or spending more on marketing. How a not-to-do list can help you identify activities that no longer deserve your time. What asking “What would break if I stepped away for two weeks?” can reveal about your business. How to introduce changes in stages, measure their impact and transfer decision responsibility to your team. Why your next business decision should reflect both the company’s needs and the life you want to build. Chapters 00:00 Will more growth solve your problems? 01:08 Introducing Laina Neudorf 04:10 From industrial construction to software operations 05:22 Why projects succeed and how to navigate change 07:23 Understanding problems versus symptoms 07:53 Making the leap into entrepreneurship 10:07 Family, ambition and redefining success 12:17 Kelly’s experience balancing business and Foxx’s treatment 13:50 Rethinking work-life balance 15:22 What is the messy middle? 17:18 Can you build a business and the life you want? 18:29 Burnout and the value of a not-to-do list 19:53 Questioning the habits that keep you busy 21:08 Affording help and exploring fractional support 22:43 What happens when you stop doing everything? 24:25 The two-week absence test 25:57 Why growth isn’t always the answer 26:59 A construction company’s cautionary growth story 28:36 Understanding your business before the next big decision 30:45 Making changes without disrupting everything 32:22 Recognizing the owner as the bottleneck 33:15 Sharing responsibility and deciding what to delegate 33:51 The Business Diagnostic and a 90-day plan 35:22 Getting support to implement change 36:05 Who Laina works with 36:43 Profit, pressure and knowing when to ask for help 37:40 Connecting with Laina Connect with Laina Neudorf Laina helps owner-operators understand their business before deciding what comes next. Through LPT Success Solutions, her Business Diagnostic examines business performance alongside the owner’s goals, helping establish priorities and a practical 90-day plan. She also offers fractional and contract support for owners who want help implementing those changes. Website: https://launchpeaktranscend.com/ Business Diagnostic: https://go.launchpeaktranscend.com/diagnostic-info LinkedIn: https://www.linkedin.com/in/laina-neudorf/ Explore Laina’s three ebooks: Where the Hell Is My Profit? , Shouldn’t This Be Easier By Now? and Where Do I Go From Here? https://go.launchpeaktranscend.com/book-trilogy-2 Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know a business owner who is busier than ever but wondering why things aren’t getting easier, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

October 11, 20261 hr 3 min

The Future of Podcasting: Why Human Connection Wins with Jennifer Moss

JAR Podcast Solutions gave two producers the same topic. One used AI to build a podcast from the ground up. The other drew on her own travel experiences. When the team shared the finished pieces with a small test audience of about 100 people, Jennifer Moss says 99 preferred the human story. The difference was in the experience behind the words. In Episode 370 of The Business Development Podcast, Kelly Kennedy speaks with Jennifer Moss, co-founder and Chief Creative Officer of JAR Podcast Solutions, about the future of podcasting and why human connection remains at its centre. Drawing on her experience with CBC Radio, the National Film Board of Canada and teaching at UBC, Jen explores how brands can create shows people actually want to hear. They discuss choosing between audio and video, using AI without losing your voice, measuring success beyond downloads, and finding listeners through relevant podcast partnerships. Jen also explains why the best starting point is understanding who your show serves and what you want it to accomplish. What You’ll Learn How to choose between audio and video based on your story, audience and resources. Why defining your podcast’s job, audience and intended result helps guide creative decisions. How consumption rate and audience engagement can tell you more than download counts alone. Where AI can support production and why lived experience still matters in storytelling. How to interpret listener drop-off and improve your show without overreacting to one episode. Why consistent publishing, cross-promotion and relevant podcast advertising matter for audience growth. Chapters 00:00 Why a download alone doesn’t mean success 01:09 Introducing Jennifer Moss 05:33 From childhood storytelling to a career in audio 09:33 Building JAR and rethinking branded podcasts 12:05 How audio and video create different kinds of connection 14:09 YouTube, discovery and the next generation of listeners 16:57 Choosing the right format for your audience and budget 21:33 Defining what success means for your podcast 23:01 Measuring impact beyond downloads 27:25 AI tools and the value of human connection 29:49 Fact-checking and protecting your content 32:36 Keeping your own voice in the creative process 33:29 JAR’s human versus AI podcast experiment 36:52 Why the person behind the story matters 39:00 Personal stories and creative possibilities for branded podcasts 42:32 Analytics, consumption and understanding listener drop-off 46:28 Setting realistic expectations for audience growth 49:26 Cross-promotion and advertising on other podcasts 51:18 Relationships and pitching Apple’s editorial team 53:58 How JAR Podcast Solutions helps brands build shows 57:42 Reaching people who are ready to listen 58:48 Award-winning shows and creative impact 01:01:07 Connecting with Jennifer Connect with Jennifer Moss Jennifer helps brands and creators develop podcasts through strategy, storytelling, production and audience growth. Through JAR Podcast Solutions, she works with organizations to find the conversations they are best positioned to lead and create content that serves their listeners. Website: https://jarpodcasts.com/ Email: jen@jarpodcasts.com Learn more about Jen: https://jarpodcasts.com/staff/jen-moss/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know someone building a podcast or considering one for their business, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

October 4, 202641 min

Miracle on the Hudson: Leadership Under Pressure with Dave Sanderson

The day after surviving the Miracle on the Hudson, Dave Sanderson walked into his office to let his company know he was alive. His manager’s first question was, “You’re going to Michigan next week, right?” Dave had survived a plane crash. Now he was questioning the career he had built. In Episode 369 of The Business Development Podcast, Kelly Kennedy speaks with Dave about surviving US Airways Flight 1549, helping fellow passengers escape, and the preparation that helped him act under extraordinary pressure. Drawing on his sales career and years working with Tony Robbins, Dave explains how to lead without a title, manage your response to uncertainty, and choose your best next step when you cannot control the outcome. He also shares how surviving the crash pushed him to reconsider his definition of success and begin finding a way out of the golden handcuffs. What You’ll Learn How leadership can begin with taking responsibility before anyone gives you authority. How your focus, internal dialogue and physical state influence your response to pressure. Why choosing the best next step can help you act when you cannot solve the whole problem. How anticipation and resourcefulness help you support a team when circumstances change. Why Dave measures freedom through time, money, mission and relationships. How mentors helped Dave move from a successful sales career into speaking and entrepreneurship. Chapters 00:00 Surviving a plane crash and returning to work 01:17 Introducing Dave Sanderson 02:52 Dave’s early life and entrepreneurial beginnings 04:17 An unexpected mentor and a promise to pass on his lessons 06:47 Working with Tony Robbins and learning through proximity 08:44 The four freedoms Dave realized he was missing 10:29 Surviving the Miracle on the Hudson 15:04 Leading without authority 17:25 Managing your state under pressure 22:01 Choosing your best next step 23:31 Why anticipation matters in leadership 26:54 Acting despite fear 29:37 Resourcefulness, decisions and improving your processes 31:46 Leaving the golden handcuffs behind 35:38 Building a speaking and coaching career 39:04 Connecting with Dave Connect with Dave Sanderson Dave works with leaders and organizations through speaking, coaching and advisory work focused on resilience, decision-making and leadership under pressure. Website: https://davesandersonspeaks.com/ LinkedIn: https://www.linkedin.com/in/hiredavesanderson/ Explore Dave’s books, including Moments Matter and From Turmoil to Triumph , and his Moments Matter magazine: https://davesandersonspeaks.com/books/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If Dave’s story made you think of someone facing a difficult decision, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

September 27, 20261 hr 12 min

The Reluctant CEO: How Caring Saved a Company on the Brink with Trevor Muir

Ten weeks after Trevor Muir became CEO of Surepoint Group, the bank swept $400,000 from the company’s account and froze its line of credit. Surepoint could not make payroll. Trevor had already turned down the job twice. Now he had to decide what to tell the people whose livelihoods depended on the company. In Episode 368 of The Business Development Podcast, Kelly Kennedy speaks with Trevor about telling his team the truth, asking employees and vendors for help, and rebuilding a company around the principle of caring for people. Trevor also shares how a period of depression changed the way he led, why Surepoint’s leaders gave up part of their pay during the pandemic, and what inspired his Someday to Today initiative. Content note: This episode includes a discussion of depression and suicidal thoughts. Chapters 00:00 Trevor’s story and introduction 05:05 Growing up on an Alberta farm 17:27 Building Surepoint with nine friends 20:43 Why Trevor turned down the CEO role 25:29 The bank freeze and the threat to payroll 27:49 Trevor’s personal crisis and decision to seek help 34:39 Learning to care for himself, too 40:41 Rebuilding Surepoint through honesty 46:54 The pandemic puts “We Care” to the test 55:29 Surepoint’s growth after the pandemic 59:18 The meaning behind Someday to Today 1:08:38 What Trevor is doing next Key Takeaways Trevor took the CEO role because he felt responsible to the people who had believed in Surepoint. When the company faced possible collapse, he told employees how serious the situation was and asked for their help. Seeking help during a personal crisis changed Trevor’s understanding of vulnerability and leadership. During the pandemic, Surepoint’s leaders accepted substantial pay cuts as part of a plan to support the wider team. Trevor believes caring for people helped Surepoint rebuild its culture and grow. Someday to Today is a reminder to make time for the people and experiences that matter while we can. Connect with Trevor Muir Trevor works with leaders and organizations through speaking, coaching and advisory work. LinkedIn: https://www.linkedin.com/in/trevor-muir-b7231356/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms for your steadfast support of The Business Development Podcast. We are also grateful to Hypervac Technologies and Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. Trevor is part of this community and brings the same openness to its conversations that you hear in this episode. https://www.kellykennedyofficial.com/thecatalystclub If Trevor’s story stayed with you, follow The Business Development Podcast for more conversations with leaders who speak honestly about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

September 20, 20261 hr 30 min

The Change Strategist: What the Janitor Knows That Leadership Doesn’t with Karli Grove

What if the people closest to the work understand what needs to change better than the leaders making the decisions? In Episode 367 of The Business Development Podcast, Kelly Kennedy sits down with Karli Grove, founder of Kantency Consulting, organizational change strategist, speaker and workshop facilitator, to explore why meaningful transformation rarely begins with immediate action. Karli shares her journey from growing up in small town Alberta and building experience across insurance, community organizations and local leadership to buying a one way ticket to New Zealand, living from a campervan and eventually creating a business devoted to helping organizations navigate change more intentionally. Karli explains why organizations often become overwhelmed by what appear to be thousands of different problems when many of them originate from the same underlying issue. She shares how her Step 0 approach helps leaders pause, step back and map the entire system before deciding what needs to change. Kelly and Karli also discuss the dangers of top down decision making, why employees resist changes they were never invited to understand and what leaders can learn from the people closest to the work. As Karli explains, if you want to understand where waste exists inside an organization, sometimes the first person you should speak with is the janitor. The conversation also examines the importance of shared language, continuous feedback and human connection during periods of uncertainty. Karli introduces her Water Cycle Framework, which uses familiar images such as storm clouds, rivers and waterfalls to help teams communicate the scale, pressure and emotional reality of change. She explains why feedback should be gathered throughout the entire process rather than only at the end, how involving employees during the brainstorming stage creates stronger buy in and why the rise of artificial intelligence may ultimately make genuine human connection even more valuable. Karli also shares how Kantency supports leaders and organizations through speaking, facilitation, coaching and immersive mapping. Key Takeaways: Resistance to change is often a response to being blindsided, excluded or ignored rather than a rejection of change itself. If implementing change is Step 1, Step 0 is the pause required to understand the complete system before taking action. Organizations may appear to have thousands of different problems when many are different expressions of the same root issue. The people closest to the work often possess critical information that leadership cannot see from the top. Leaders make better decisions when they involve employees during the brainstorming process rather than after the decision has already been made. Shared language helps teams recognize when they are discussing the same issue from different perspectives. Metaphors can communicate the scale, pressure and emotion of change more effectively than conventional business language. Feedback should be collected throughout the entire change cycle because waiting until the end means missing the information needed to adjust. Loyalty inside a smaller organization can be powerful but fragile because leadership decisions feel deeply personal to employees. As technology becomes increasingly available, authentic human connection, empathy and in person experiences may become even more valuable. Connect with Karli Grove Learn more about Karli Grove and Kantency Consulting, explore the Step 0 approach and discover how Karli helps leaders and organizations map the bigger picture, strengthen communication and navigate change with greater clarity and confidence. LinkedIn: https://www.linkedin.com/in/karligrove Kantency Consulting: https://kantency.com YouTube: https://www.youtube.com/channel/UCGtWcw78iQvqjc0mdViZotQ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ❤️ Donate to Support Foxx and Our Family 🎸 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 and 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 The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives and senior professionals who want to sharpen their mindset, expand their leadership and learn directly from people who have been there. Members get immediate access to more than 40 recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee and many more, along with weekly live sessions, growth conversations and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Mentioned in this episode: Hypervac - Revolution Vacuums

September 13, 20261 hr 35 min

How High Performers Think Under Pressure with Alex Marr

What allows some people to remain clear, composed and effective when the pressure is at its highest? In Episode 366 of The Business Development Podcast, Kelly Kennedy sits down with entrepreneur, sales leader and performance coach Alex Marr to explore how structure, skill set and mindset work together to create consistent high performance. Alex shares his journey from selling pottery at childhood craft fairs and working in a car dealership at 16 to building an international career with Xerox, leading businesses in Dubai and eventually bringing the globally recognized Red to Blue performance framework to Canada. Alex explains how early sales training at Xerox transformed him from an average salesperson achieving approximately 80 percent of his target into a consistent President’s Club performer. He explores why most traditional sales training is quickly forgotten, how the human brain responds under pressure and why complex systems must be made simple enough to use in the moment they are needed. Kelly and Alex also discuss the four stages buyers move through when making decisions, why selling is ultimately about creating trust and peace of mind, and how understanding a buyer’s real drivers can shorten the sales cycle and prevent conversations from becoming price negotiations. The conversation also examines the growing role of fractional executives and why small and medium sized businesses should not need enormous budgets to access experienced leadership. Alex explains the difference between consultants who provide recommendations and fractional executives who become embedded within an organization and execute the work. He shares how Fractional Execs Canada gives companies access to experienced CROs, CFOs, CMOs, chiefs of staff and other leaders for a fraction of the time and cost of a full time executive. Alex also introduces the company’s expanding technology division, including AI supported business development, customer onboarding and business intelligence tools designed to give leadership teams a single source of truth. Key Takeaways: Mindset is not simply a personality trait. It is a skill that can be developed, practised and measured. High performers recognize when pressure is pulling them into a reactive state and redirect their attention toward the next useful action. Sales training only creates value when people can remember and apply it during real conversations. The sales cycle is actually a buying cycle because the final decision takes place in the buyer’s mind. Successful selling begins by understanding the customer’s drivers and requirements before presenting a solution. Buyers are ultimately looking for trust and peace of mind, regardless of the product or service being sold. Anticipating comparison, perceived risk and anxiety allows sales professionals to address objections before they prevent a decision. Fractional executives differ from traditional consultants because they become embedded within the business and help execute the strategy. Experienced fractional leaders can often accomplish in 60 or 90 days what may take a new full time executive six months to deliver. The best fractional leaders bring experience without ego, transfer their knowledge and leave stronger systems behind. Connect with Alex Marr Learn more about Alex Marr, Gazing Canada and Fractional Execs Canada, and discover how Alex helps individuals, leadership teams and growing businesses improve performance, strengthen decision making and execute under pressure. LinkedIn: https://www.linkedin.com/in/alexmarrfractional Gazing Canada: https://gazingcanada.ca Fractional Execs Canada: https://www.fractional-execs.ca Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ❤️ Donate to Support Foxx and Our Family 🎸 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 and 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 The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives and high-level professionals who want to sharpen their mindset, expand their leadership and learn directly from people who have been there. Members get immediate access to more than 40 recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee and many more, along with weekly live sessions, growth conversations and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Mentioned in this episode: Hypervac - Revolution Vacuums

September 6, 20261 hr 18 min

What Content Creators Can Learn from Reality TV with Carl Buehl

What can today’s content creators learn from someone who has spent more than three decades producing television designed to capture and hold the attention of millions? In Episode 365 of The Business Development Podcast, Kelly Kennedy sits down with Emmy-winning executive producer, showrunner and director Carl Buehl to explore the evolution of television, storytelling and content creation. Carl shares his journey from radio and music to producing some of television’s most recognizable programs, including The Amazing Race, America’s Most Wanted, Supernanny, Celebrity Fit Club, My Lottery Dream Home and Undercover Billionaire. Carl explains why successful content begins with character, how television producers use hooks to keep audiences watching and why authenticity must also be relatable to the audience. Kelly and Carl discuss the disruption created by YouTube, podcasts and short form content, why creators no longer need traditional networks to build enormous audiences, and how businesses are increasingly being asked to operate like media companies. Carl also shares why long form content requires greater structure, why production can overwhelm business owners, and how working backward from the desired outcome can help creators build stronger stories and more sustainable content strategies. Key Takeaways: Great content begins with compelling characters and people the audience can understand. The modern content hook is television’s traditional tease adapted for a faster media environment. Authenticity matters, but a story must also be relatable to hold an audience’s attention. Content creators can now build trusted audiences without relying on traditional television networks. Strong storytelling is more important than achieving Hollywood-level production quality. Businesses must determine which content format best supports their actual goals. Short form success does not automatically translate into compelling long form content. Consistent content creation requires significant time, structure, resources and production support. Brands can build trust by creating meaningful stories instead of forcing products into the spotlight. Effective producers begin with the desired outcome and reverse engineer the story from the end. Connect with Carl Buehl Learn more about Carl Buehl, Cre8TV Spot and his work helping brands, creators and production companies develop compelling content through authentic storytelling. LinkedIn: https://www.linkedin.com/in/carlbuehl/ Cre8TV Spot: https://cre8tvspot.com Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ❤️ Donate to Support Foxx and Our Family 🎸 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 and 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 The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives and high-level professionals who want to sharpen their mindset, expand their leadership and learn directly from people who have been there. Members get immediate access to more than 40 recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee and many more, along with weekly live sessions, growth conversations and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Mentioned in this episode: Hyperfab Midroll

August 30, 20261 hr 8 min

The Root Cause of Startup Failure with Phil Neil

What happens when a startup achieves extraordinary growth, but the founder is not prepared for the pressure that comes with it? In this episode of The Business Development Podcast, Kelly Kennedy sits down with serial entrepreneur, investor and strategic growth advisor Phil Neil to explore his journey from sales and pharmaceutical work to scaling Neobex Medical to more than $70 million in revenue in just eight months. Phil shares the extraordinary rise of the company, the founder conflict and burnout that followed, and the devastating setbacks that ultimately transformed his understanding of entrepreneurship. Phil explains why the root cause of startup failure is often not a lack of capital, strategy or opportunity, but a founder’s inability to sustain decision quality under pressure. Kelly and Phil discuss the emotional shadow of entrepreneurship, the difference between perseverance and adaptive intelligence, why founders must manage their energy instead of simply managing their time, and how clarity can prevent reactive leadership. Phil also shares his perspective on personal branding, AI, long-term planning and why lasting success begins by understanding who you want to become. Key Takeaways: Startup failure often begins when founders lose the ability to make quality decisions under pressure. Rapid growth can expose weaknesses in leadership, communication and founder alignment. Entrepreneurial grit requires founders to learn, adapt and improve, not simply persevere. Clarity creates meaningful progress, while uncertainty often creates unnecessary motion. Self-regulation helps founders prevent fear and pressure from driving reactive decisions. Managing your energy is just as important as managing your time. Founders do not need to fight every fire or react to every problem immediately. Keep your purpose stable while remaining flexible about how you achieve it. AI can support business decisions, but it cannot replace founder clarity and judgment. True transformation requires founders to redefine what success means to them. Connect with Phil Neil Learn more about Phil Neil, his work with founders and his approach to building stronger, more resilient entrepreneurs. LinkedIn: https://www.linkedin.com/in/philippe-neil/ Phil Neil: https://philnel.com Founders Compass: https://founderscompass.com Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ( gofundme.com ) ❤️ Donate to Support Foxx and Our Family 🎸 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 The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Advisory? www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

August 24, 202645 min

Why Great Leadership Starts in the Brain with Lina Bil

In this episode of The Business Development Podcast, Kelly Kennedy sits down with Lina Bil, founder and CEO of Elevate Talent Solutions, fractional Chief Human Resources Officer, and executive coach. Lina shares her journey from growing up in an entrepreneurial family in Poland to moving to Canada at fourteen, finding her voice, and building a career spanning psychology, human resources, organizational transformation, and leadership development. She also explores how her lifelong mindfulness practice and MBA research led her to study the connection between neuroscience, workplace performance, and effective leadership. Lina explains how stress, emotional intelligence, resilience, and self-awareness influence the way leaders communicate, make decisions, and support their teams. She challenges fear-based management, reveals difficult realities she has witnessed behind the scenes in HR, and explains why psychological safety is essential for creativity and sustainable performance. From regulating stress through breathing to recognizing the early signs of burnout, Lina offers practical insights for leaders navigating an increasingly complex workplace. The conversation ultimately makes the case that compassion is not a soft skill, but one of the most important qualities leaders can bring into the future of business. Key Takeaways: Mindful leadership starts with awareness: Leaders must understand their own reactions before they can effectively lead others. Your breathing influences your performance: Regulating your breath can calm your nervous system and help you think more clearly under pressure. Fear shuts down creativity: Fear-based management limits problem-solving, innovation, and the willingness of employees to speak honestly. Psychological safety begins at the top: Trust throughout an organization depends heavily on the behaviour and integrity of senior leadership. Not all stress is harmful: The right amount of challenge can improve performance, but burnout begins when demands consistently exceed capacity. Consistency creates lasting change: Small practices repeated over time are more powerful than ambitious actions that cannot be sustained. Emotional intelligence requires self-awareness: Understanding your own thoughts and emotions helps you respond to others with greater empathy and intention. HR must balance people and business: Strong HR leadership protects the organization while still pursuing fairness, trust, and positive outcomes for employees. Coaching exposes blind spots: The right coach can help leaders recognize limitations, set realistic goals, and navigate challenges more effectively. Compassion is a leadership strength: Honest conversations, accountability, and humanity will become increasingly important as technology reshapes the workplace. Connect with Lina Bil Website: https://www.linabil.ca/ LinkedIn: https://www.linkedin.com/in/lbil/ Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ( gofundme.com ) ❤️ Donate to Support Foxx and Our Family 🎸 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 The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Advisory? www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

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