In this episode of Path to Growth, Tracy sits down with Ross Rich, co-founder and CEO of Accord, to explore the real challenges and inspirations behind building a company rooted in helping B2B sales teams reach their potential. Ross opens up about the deep entrepreneurial legacy in his family, sharing how lessons in persistence and hard work from his parents laid the foundation for his own career journey—from a stint in the music industry to leading enterprise sales at Stripe, and ultimately co-founding Accord with his brother.

The conversation dives into what it really takes to create value in sales today, especially in a world flooded with automation and generic outreach. Ross explains how Accord was born out of frustration with inefficient onboarding and broken sales processes, and how he’s working to raise the bar for what sales professionals can achieve when given the right tools and structure. Tracy and Ross also unpack the evolving role of AI in sales and product development, how top performers are differentiating themselves, and why thoughtful, human-centric communication still wins.

Beyond sales tactics, the two discuss the emotional toll and mental stamina required to build a company from scratch. Ross reflects on the unique dynamics of founding a business with his brother, the role his wife plays in grounding him, and the importance of conviction, adaptability, and resilience as a startup CEO. This candid conversation is full of hard-won insights, relatable founder moments, and a deep respect for the craft of selling—and leading—with integrity.

Tracy Young sits down with Will Allred, co-founder and self-described “not really” COO of Lavender. Will shares the company’s origin story—how a failed startup pivot during the early days of COVID turned into a successful sales email copilot powered by psychology. He discusses the mindset that keeps him pushing forward (“just keep kicking”), the importance of acting with urgency, and why consistent prospecting is the lifeblood of any early-stage startup. Will also opens up about building a lean, high-agency team and the kind of culture that scales well with few resources.

The conversation dives into Will’s approach to growth via social media, including his daily habit of writing LinkedIn posts as a form of journaling. Tracy and Will trade practical advice on closing deals, managing early sales cycles, disqualifying the wrong customers, and optimizing productivity—right down to scheduling tasks directly into a calendar. Along the way, they highlight the value of mentorship, share lessons from the pandemic, and celebrate the creative instincts (like Lavender’s famous claymation wizard) that help small teams stand out.

Tracy sits down with Ron Miller, former TechCrunch journalist and now Editorial Director at boldstart Ventures, to discuss his career shift and the state of enterprise AI. Ron shares how he overcame early skepticism about generative AI, ultimately recognizing its transformative potential for enterprise workflows.

They explore practical strategies for AI adoption, including starting with low-risk, high-impact projects like automating release notes. Ron also reflects on how AI may reshape SaaS models and stresses the importance of leaders embracing change while supporting their teams.

He closes with advice to stay curious and keep learning—because in tech, change is the only constant.