Show Notes:

In our 50th episode Heidi sits down with Yotis Tonellier, managing partner of Yobe Ventures, shares insights on what investors look for in startups, common mistakes founders make when pitching, and the transformative impact of AI on business strategy. He emphasizes the importance of professionalism in pitch decks and the need for founders to focus on solving problems rather than selling their companies outright. Yotis also discusses the evolving landscape of venture capital and the significance of adapting strategies based on the stage of the business.

In this conversation, Yotis discusses the transformative impact of AI on efficiency and productivity, emphasizing its role as a supportive tool rather than a replacement. He explores promising industries for investment, particularly in AI and blockchain, and shares insights on navigating new markets. Yotis reflects on the challenges faced in business growth, particularly in establishing a strong value proposition for advising services. He highlights the importance of communication and relationships in overcoming obstacles and outlines his vision for future success with Yobe Ventures, including plans for a new fund and larger investment rounds.

GIVEAWAY DETAILS!

Yotis has generously offered 1 Month of FREE advising with Yobe Ventures! To enter:

1. Listen to the episode

2. Leave a review on Apple podcasts or Spotify!

Winners will be announced on May 30th!

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/yotistonnelier/

Website: https://yobeventures.com/

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/

In this episode, Heidi and Richard Harris dive into the shifting world of sales and what it takes to succeed today. He breaks down some of the most common mistakes sales teams make and explores how AI is changing the sales process. Richard emphasizes the critical role of communication skills, especially for younger professionals who may find face-to-face interactions more challenging.

The conversation also explores how AI can boost efficiency without losing the human connection that’s essential for building strong client relationships. Richard shares his thoughts on how buyer expectations have evolved and why trust and overall experience now matter more than the traditional buyer’s journey.

Beyond tactics, Richard opens up about the mental health challenges many sales professionals face and why creating a supportive, understanding environment is more important than ever. He also reflects on his own business journey, the ups and downs of growth, and what works when it comes to building visibility through smart marketing.

The message to listeners is clear: embrace your unique voice, share your knowledge, and don't wait to put yourself out there.

BIO

Richard Harris is a multi-award-winning sales leadership expert and trainer who has fundamentally reshaped how modern companies approach sales conversations and customer engagement. As the founder of The Harris Consulting Group, he has earned recognition as a 4-time Salesforce Sales Leader and 5-time AAiSP Top Sales Leader for his innovative "Earn The Right" methodology, which transforms how sales teams navigate customer relationships and drive revenue.

His client portfolio spans Fortune 500 enterprises like General Electric, Visa, and Salesforce to high-growth startups such as Dusty Robotics and Lattice, demonstrating the versatility and effectiveness of his approach across different business scales. His training programs, focused on strategic questioning techniques and authentic customer journey development, have become particularly vital for organizations looking to strengthen their SDR, BDR, Account Executive, and Customer Success teams.

Beyond his consulting work, Harris is the co-founder of Surf and Sales and has established himself as a prominent voice in the sales community through his widely-followed podcast of the same name, which has aired over 400 episodes. His thought leadership and expertise have made him a sought-after guest speaker on numerous business and sales podcasts.

A passionate advocate for mental health awareness in sales, Harris balances his professional achievements with his role as a husband and father of two sons. His approach to sales leadership emphasizes both high performance and human-centric values, making him one of the most respected voices in modern sales transformation.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/rharris415/

Website: www.theharrisconsultinggroup.com

Call/Text: (415) 596-9149

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/

In the latest episode of Business Growth Spotlight, Heidi sits down with Joan Burge, founder and CEO of Office Dynamics International, shares her trailblazing journey in elevating the role of administrative professionals. Since launching her company in 1990, Joan has been on a mission to transform how assistants are trained, viewed, and valued in the business world.

Joan talks about the mindset shifts that are essential for administrative professionals to step into their roles as strategic business partners. She emphasizes how professional appearance, communication, and leadership skills can directly influence perception and career opportunities.

She also reflects on standout moments in her career — including the honor of training Disney’s top assistants, a milestone that reinforced the impact of her work. Joan opens up about the challenges she’s faced, including navigating a personal health crisis that reshaped her perspective on resilience, leadership, and the power of a strong support system.

The conversation highlights the evolving demands of today’s workforce, from the difficulty of hiring quality talent to the need for marketing strategies that speak to both administrative staff and corporate decision-makers. Joan also shares the vision behind her Annual Conference for Administrative Excellence — a high-touch, deeply personalized experience designed to meet professionals right where they are.

Joan’s passion for empowering others shines through, as she continues to expand her reach and help administrative professionals thrive with the tools, training, and confidence they need to lead.

BIO

Joan Burge is known as the red-lipstick-wearing “Rock Star” of administrative and executive assistant training.

Joan is an accomplished author (8 books), professional speaker, consultant and corporate trainer. She is the creator of The Annual Conference for Administrative Excellence™; World Class Assistant™ Certification course; Star Achievement Series® Certification and Designation course; 30+ customized workshops, 200+ educational videos, 150+ articles and nearly 1,000 blog posts for executive and administrative assistants.

Her company, Office Dynamics International, is a global industry leader which offers a broad range of solutions and provides high-performance, sophisticated executive and administrative assistant training and coaching. One thing is clear: Executive assistants, their executives, HR business partners, administrators, and managers have come to rely on Office Dynamics International, because “only Joan is Joan.”

To connect with our guest, click on the links below:

Office Dynamics LinkedIn: https://www.linkedin.com/company/office-dynamics-international/

Joan's LinkedIn: https://www.linkedin.com/in/joanburge

Instagram: https://www.instagram.com/officedynamics/

Facebook: https://www.facebook.com/OfficeDynamics/

YouTube: www.youtube.com/@OfficeDynamicsIntl

TikTok: tiktok.com/@officedynamics

Threads: https://www.threads.net/@officedynamics

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/

In this episode of the Business Growth Spotlight, host Heidi Schalk sits down with Kelly Leonard, Vice President of Creative Strategy at the legendary comedy institution, The Second City.

Together, they dive into the surprising but powerful connection between improv and business—revealing how improvisational techniques can unlock creativity, build trust, and elevate team communication.

Kelly shares behind-the-scenes insights into The Second City's rich legacy, how embracing discomfort fuels growth, and why listening is a leadership superpower.

They also explore cutting-edge projects, the ongoing challenge of staying relevant in a changing world, and what’s on the horizon for this iconic organization.

Bio*

Kelly Leonard is the Vice President of Creative Strategy, Innovation and Business Development and the author of the best-selling book, “Yes, And: Lessons from The Second City,” which reveals how improvisation can foster creativity, collaboration, and transformation in any context.

Kelly began his career as a dishwasher at The Second City in 1988 and became producer of The Second City in 1992, hiring and overseeing the production of original shows such talent as Tina Fey, Stephen Colbert, Steve Carell, Amy Poehler, Jason Sudeikis and Keegan Michael Key. He co-created and co-directed a groundbreaking initiative with the University of Chicago that explores the intersection of behavioral science and improvisation and he hosts the popular podcast, “Getting to Yes, And,” interviewing such thought leaders as Brene Brown, Adam Grant, Seth Godin and more. As a speaker and facilitator, he has shared his insights and expertise with diverse audiences and clients, including The Aspen Ideas Festival, TEDx Broadway, The Stanford Graduate School of Business, Coca Cola, Microsoft, and DDB Worldwide. His mission is to inspire and empower people to use improvisation as a tool for positive change and growth.

To connect with our guest, click on the links below:

LinkedIn: https://www.linkedin.com/in/kelly-leonard-b8495047/

Website: www.secondcity.com

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/

Show Notes:

In this episode, Heidi and Jonathan Reynolds discuss the importance of mindfulness in both personal and professional contexts. He shares insights on the mission of his company, Mindful Life, Mindful Work, emphasizing the need for self-awareness and simplicity in leadership. The discussion also covers the launch of a new mindful social media platform, Mindset Social, and how mindfulness practices can help individuals and organizations achieve balance and resilience in high-pressure environments. Jonathan provides practical tips for gaining clarity and consistency in business, highlighting the significance of body awareness and the need for intentional design in business growth. Jonathan discusses the challenges of business growth, emphasizing the importance of navigating personnel issues and the balance between scaling and maintaining a healthy company culture. They explore effective marketing strategies, the significance of structure and scheduling in business operations, and the role of purpose in driving success. The conversation also touches on identifying ideal clients and leveraging platforms like LinkedIn for visibility and growth.

Bio*

Jonathan Reynolds is founder and CEO of Mindful Life, Mindful Work, Inc., a San Francisco based leadership development company providing services that address the intersection of self-awareness and team performance. Since 1997, Jonathan has trained extensively in the discipline of mindfulness, and his work with leaders and teams emphasizes simple and practical ways to improve performance, efficiency, and workplace cultures by integrating mindfulness sensibilities.

In addition to Mindful Life, Mindful Work, Inc's services for professionals, leaders, and teams, we also support mindful learning, living, and working via numerous other avenues... including a mindful social media platform, a marketplace that supports creators of mindful products, annual summits and events highlighting the importance of mindful approaches to life and work, and by creating mindful articles, audio, and video content.

To connect with our guest, click on the links below:

Website: www.mindfullifemindfulwork.com

MINDSET SOCIAL: https://mindset-social.com/

MINDSWELL MARKETPLACE: https://mindswellmarket.com/

PUBLIC EVENTS: https://mindfullifemindfulwork.eventbrite.com/

MLMW NEWSLETTER: http://eepurl.com/geLWu1

Connect with me:

Spotlight to Scale: https://www.spotlighttoscale.com/blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/

In this episode of Business Growth Spotlight, host Heidi Schalk sits down with Jay Hurt, COO of the Academy of Creative Coaching, for an insightful conversation about what it really takes to grow and lead a successful business today.

Jay opens up about the power of creative coaching, not just as a personal development tool, but as a smart business strategy that drives innovation and growth. He and Heidi talk about the important role of the International Coaching Federation (ICF) in shaping the coaching industry and how strong operations leadership supports long-term success in small businesses.

You’ll also hear practical advice on overcoming common challenges, building strategic partnerships, and making better marketing and leadership decisions. Jay shares how understanding your clients and creating a solid decision-making framework can transform the way you grow your business.

If you're looking for real-world strategies, grounded leadership insights, and a fresh take on coaching as a growth driver, this episode is one to catch.

Jay Hurt, COO of the Academy of Creative Coaching is the “coach’s coach.” As an author, international speaker, mastermind facilitator, and relationship coach, Jay offers a unique and strategic approach to relationship and communication. He is a strong proponent of both professional and personal development, as well as being passionate about creating frameworks and principles for coaches in order to help them become more effective communicators and leaders.

Jay’s background, values and beliefs have led him to focus on the importance of good communication in both business and personal relationships. This is reflected in his frequent teaching, speaking and writing.

Jay has a special commitment to see African American couples thrive and live out Godly principles in both the context of dating and marriage. A significant aspect of his coaching and counseling is committed to helping couples thrive and to face the challenges that many African American couples face.

He is the author of The 9 Tenets of a Successful Relationship and his newly released book Before You Jump the Broom. He is a frequent speaker and facilitator of mastermind groups.

**Don’t miss Coaching for Profit, a powerful 2-day virtual training and mastermind hosted by the Academy of Creative Coaching this May! Learn directly from thriving six- and seven-figure coaches how to attract leads, connect with organizations, and scale your business with confidence. As a listener of this podcast, you get an exclusive $500 off with code HEIDI — just enter it at checkout via the link in the show notes or on their website/socials. Let’s turn your passion into profit!

Advanced Professional Coaching Course.

Step into the next chapter of your coaching journey with our International Coach Federation (ICF) Level 2 Training—an immersive, 125-hour advanced program crafted for aspiring coaches ready to deepen their expertise. Over the course of nine months, you’ll join a supportive cohort for three intensive weekends, combined with rich synchronous and asynchronous learning experiences. Go to the link and don't forget to use your discount code HEIDI👇👇👇

👉https://academyofcreativecoaching.mypaysimple.com/s/coach-certification-training-coursesjay@academyofcreativecoaching.com

To connect with our guest, click on the links below:

Instagram: https://www.instagram.com/acccoaches/

Facebook: https://www.facebook.com/acccoaches

Website: https://www.academyofcreativecoaching.com

Connect wi

Ready to rethink your sales strategy for 2025 and beyond?

In this episode, Tom Starck joins us for a powerful conversation about how the sales landscape is shifting and what today’s businesses need to do to stay ahead.

Tom breaks down why having a clear, structured sales plan is more important than ever and shares the common pitfalls he sees sales teams make (and how to avoid them). We dive into how the pandemic reshaped sales strategies, where AI fits into modern sales processes, and why emotional connections are still the secret sauce behind buying decisions.

We also explore why investing in your sales team's development is critical for long-term success, and how empathy has become a must-have skill for sales leadership.

Looking ahead to 2025, we talk about strategies for sustainable growth, smarter marketing, and the increasing power of personal branding in building trust and closing deals. Plus, Tom shares why collaboration and real-time feedback within organizations are key to navigating constant market shifts.

If you’re serious about upping your sales game, creating deeper client connections, and setting your team up for success, you don’t want to miss this conversation!

Bio*

With over 20 years of experience, Tom Starck has seamlessly blended his background in team athletics and coaching with early sales success, propelling him to consistent advancement in sales leadership and operational endeavors. His journey has seen him lead within private organizations, private equity and Fortune 250 conglomerates, across a wide revenue spectrum, ranging from $5M to nearly $400M, This diverse exposure has equipped Tom with a keen awareness of the internal and external pressures that challenge organizations on a daily basis.

Tom’s ability to lead and support teams of varying sizes, from two individual contributors to 65 sales and customer service professionals, has honed his capacity to relate to businesses of almost any scale. His experience in navigating businesses through recessions and periods of unprecedented growth underscores his understanding of the value of intentional investment in personnel development, irrespective of macro market conditions. Tom firmly believes that share gains can be achieved and retained in any environment through a steadfast commitment

to team and individual development.

“As a student of Sales and Leadership, I’ve witnessed the frustration when leaders become mired in firefighting or trapped in their ‘whirlwind.’ SalesStar affords me the opportunity to ensure that growth-minded executives prioritize team and individual development as a cornerstone of their year-over-year growth strategies. More efficient and productive leaders and salespeople not only deliver superior results for their companies but also foster greater engagement and loyalty, compounding the ROI beyond revenue growth.”

To connect with our guest, click on the links below:

Website: https://salesstar.com/us/

LinkedIn: https://www.linkedin.com/in/tomstarck/

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/

In this episode, Heidi sits down with Bob Kulhan to explore how the principles of improvisation can transform the way we lead and communicate in business. They dive into the power of agility, collaboration, and clear communication, and how these skills can strengthen both personal and professional development. Bob shares how Business Improv helps teams become more adaptable, enhances emotional intelligence, and creates stronger human connections — especially important in an increasingly AI-driven world.

They discuss the common communication traps leaders fall into and how shifting from a “buy-in” mindset to a “build-in” approach can improve alignment and innovation. The conversation also touches on team dynamics, behavioral science, and the real-life challenges and opportunities in the business improv space. Bob offers thoughtful insights into effective marketing, lessons learned from past experiences, and what’s next for the future of Business Improv.

Bio*

•Bob Kulhan is a professor at the Duke University Fuqua School of Business and an elite improv and sketch comedian.

•Bob is the Founder & CEO of Business Improv® – a 25-yr-old consultancy linking improvisation to business through behavioral sciences. His focus: People Skills. Human Connection.

•His clients include a who’s who of businesses (from pharma to manufacturing to aerospace), universities, organizations, and government institutions. He has also worked extensively with entrepreneurs and solopreneurs, as well as small and medium size businesses.

•He is the best-selling author of GETTING TO YES AND: The Art of Business Improv (Stanford University Press).

•The first 100% virtual program Bob led was in January 2017, and for the last 6 years Bob has pioneered experiential learning in the virtual space, leading dynamic, energizing, Virtual (synchronous), Online (asynchronous), Blended (both) and Hybrid (multi-location) solutions.

•Kulhan also created the dynamic online (asynchronous) program, Improvisational Communication in 2019, for those who want to study Business Improv in the comfort of their own homes, at their own pace.

To connect with our guest, click on the links below:

Website: https://businessimprov.com/

LinkedIn: https://www.linkedin.com/in/bob-kulhan-0226a01/

LinkedIn: https://www.linkedin.com/company/business-improvisations/

Instagram: https://www.instagram.com/business_improv/

Facebook: https://www.facebook.com/BusinessImprov/

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/