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Ep 228: The Trust Recession: Why Prospects Don’t Buy Even When They Need You

Ep 228: The Trust Recession: Why Prospects Don’t Buy Even When They Need You

by | The Digital Slice

The Trust Recession: Why Prospects Don’t Buy Even When They Need You

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

Your prospects don't care about your solution. They're asking themselves one question—and you're missing it. Listen to learn about the Trust Recession.

Join Brad Friedman and Ari Galper as they unpack trust-based selling, the idea of a “trust recession,” and how business owners can replace pressure-based sales tactics with a more human, trust-building approach so you can improve conversions without chasing prospects.

Ari Galper is a leading voice in trust-based selling and the founder of AriAI, a trust-based AI sales and business growth platform. In this conversation, he explains why traditional selling has become commoditized and why prospects are often deciding whether they trust you as a person before they ever evaluate your solution.

He also shares his “doctor, not pharmacist” mindset, breaks down how to use trust-based language in sales conversations, and explains why many business owners should focus on fixing conversion problems before trying to generate more leads.

Ari’s work is especially relevant for low-volume, high-margin businesses with longer sales cycles, including advisors, attorneys, consultants, and software sales professionals who need stronger conversations, not just more activity.

In this Episode:

  • Ari explains what he means by a “trust recession” and why buyers now approach sales conversations already skeptical.
  • Ari shares why prospects are not first asking whether your solution works, but whether they can trust you as a human being.
  • Ari describes the mindset shift from being a salesperson to acting more like a doctor who diagnoses before prescribing.
  • Ari breaks down how “Cost Of Inaction” questions help prospects understand the seriousness of their problem.
  • Ari argues that most businesses should solve their conversion problem before spending more energy on lead generation.

Quotes from this Episode:
“We think they wanna learn about our solution. But the reality is the first question they wanna know is, can I trust you as a human being?” – Ari Galper
“You gotta shift your mindset to more of a doctor patient construct. You're the doctor and they're the patient. You are not there to sell 'em anything.” – Ari Galper
“Selling as we know it is dead. It has to change to trust building instead.” – Ari Galper
“Rather than delivering value, which is commoditized by the way, you deliver clarity on the totality of their problem in a way no one ever has done before.” – Ari Galper
“Number one, be the doctor. Stop being the pharmacist.” – Ari Galper

Resources:

Ari Galper:
LinkedIn: Ari Galper
Facebook: Ari Galper
YouTube: Ari Galper
Website: Ari Galper
Book: Trust In A Split Second!<
Podcast: Stump the Guru

This podcast is brought to you by Magai. The tool we use for our AI needs. Magai is 12 AI apps in one. There's just one subscription to access all the best AI models. Get Magai right here, https://friedmansocialmedia.com/magai. And, if it’s your first time purchasing, use BRAD30 at checkout to get 30% off your first 3 months.

Our favorite Social Media Management Tool is AgoraPulse. Please contact me to learn more about Agorapulse and allow me to connect you with my contact at the company.

Libsyn is the Host of The Digital Slice Podcast. Just use our Libsyn code SLICE at https://friedmansocialmedia.com/libsyn to get up to 2 months of free podcasting service with Libsyn! Get your show on Apple Podcasts, get critical show-building stats—Libsyn even does video!

Streamyard is the tool we use to stream to all major platforms simultaneously directly from a browser. We also use Streamyard to record The Digital Slice Podcast because of its ability to provide us with crystal clear audio and 1080p video. Sign up today for free at https://friedmansocialmedia.com/streamyard

Are you looking for an email service provider that has stood the test of time? Be sure to look at Constant Contact, the provider we use. Constant Contact

Are you looking for a CRM for your business? We suggest taking a look at a few different ones before making your decision. Be sure to look at Nimble, one of our favorite CRMs, and take advantage of a 14-day free trial.

And, here's the link to my calendar for the two slots I have open to give you a sample coaching session: Coaching Session With Brad

Brad Friedman

X:

@BradFriedman

@FriedmanGrp

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

LinkedIn:

https://www.linkedin.com/in/bfriedman/

https://www.linkedin.com/company/the-friedman-group-llc

Youtube: https://www.youtube.com/friedmansocialmedia

Website: https://friedmansocialmedia.com

Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

Here's the equipment we use and recommend:

Heil PR-40 Dynamic Studio Recording Microphone http://amzn.to/2hWshL8

Heil Sound PRSM Champagne Shockmount http://amzn.to/2hUMVen

Heil Sound PL-2T Overhead Broadcast Boom http://amzn.to/2hXTvB1

RODE RODECaster PRO II All-in-One Production Solution https://amzn.to/4r8SenH

RODE Videomic Shotgun Microphone https://amzn.to/3cZp2fD

Logitech C920 Webcam http://amzn.to/2hNhiQk

Neewer 6×9 foot Green Screen https://amzn.to/35G4K6u

Elgato Key Light https://amzn.to/3ial9Fg

LED Lighting Kit https://amzn.to/35GBPiW

Desk Mounting Stand https://amzn.to/3qanNxM

These products and more can be found at our Amazon Store Front
https://www.amazon.com/shop/bradfriedman

We highly recommend you use TubeBuddy to up your YouTube game!
TubeBuddy https://www.tubebuddy.com/TheFriedmanGroup

Launch your video Membership course or subscription website community with Uscreen. Uscreen helps creators like you build and grow their online video business with membership sites. See what you can do with Uscreen! https://friedmansocialmedia.com/uscreen

AFFILIATE LINKS
Thank you for trusting me with my honest opinion on future purchases you may make after listening to this podcast. I am always completely transparent with you. As a friend of The Friedman Group, LLC you allow me to be able to use affiliate/referral links when suggesting items for purchase. Please know I am a customer myself or have done sufficient research to feel comfortable sharing these links with you. When you click on a link and purchase the item I may receive a small “commission.” This allows me to continue to provide you with quality content and doesn't affect you in any way at checkout.

Not every link is a referral link and some appear here because my guest spoke about them and I want to make it easy for you to check 'em out. Thank you!

Ep 227: Marketing An Innovative Tech Product

Ep 227: Marketing An Innovative Tech Product

by | The Digital Slice

Marketing An Innovative Tech Product

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

Do you have an innovative idea you want to build a company around? Brad and Faizan Ahmed discuss the importance of understanding your customer's pain points first.

Faizan Ahmed has a Bachelors in Electrical Engineering from San Jose State University and a Masters in Electrical Engineering/ Solid State Physics from Santa Clara University.

Straight out of undergrad, he was hired into a startup that made products for the defense industry. Within three years Faizan became Head of R&D there architecting a system that enabled precision torque control in intricate small-scale products such as night vision goggles leading to an acquisition by the USAF.

Faizan co-founded Genxsys in 2016 - a company that made Rain deflector lenses for cameras. These lenses would be adjusted on DSLR cameras, spinning at 1800 RPM to get rid of any rain / snow from the circumference of a picture or movie being shot. The technology was acquired by a company that rents equipment to Hollywood production studios.

In 2019, Faizan founded Invensify, after noticing his diabetic father struggling to travel with his insulin that he had to take daily multiple times. The ice packs would melt / were not precise and often were prohibitive when traveling on planes. He raised money to develop the worlds most power efficient cold chain shipper using solid-state quantum technology, disrupting a $6.5 billion pharma drug delivery packaging market.

In this Episode:

  • Faizan talks about the need to wear multiple hats while running a startup.
  • Faizan tells listeners how he built a product end-to-end for the U.S. Air Force.
  • Faizan discusses how his father's efforts to control his diabetes inspired a product that became a business.
  • Faizan also talks about how being the voice of the customer, understanding their pain points is essential to the success of your company.

Quotes from this Episode:
“And essentially that first exposure made me I realize that in a small company you have to do everything from, writing code to creating the marketing material, to flying in and trying to sell to the customer, to cleaning up your own space, to getting coffee for a kitchen.” – Faizan Ahmed
“For startups, time and revenue are interconnected.” – Faizan Ahmed
“It has to solve a problem. It has to make business sense.” – Faizan Ahmed

Resources:

Faizan Ahmed:

LinkedIn: Faizan Ahmed
Website: Invensify

This podcast is brought to you by Magai. The tool we use for our AI needs. Magai is 12 AI apps in one. There's just one subscription to access all the best AI models. Get Magai right here, https://friedmansocialmedia.com/magai. And, if it’s your first time purchasing, use BRAD30 at checkout to get 30% off your first 3 months.

Our favorite Social Media Management Tool is AgoraPulse. Please contact me to learn more about Agorapulse and allow me to connect you with my contact at the company.

Libsyn is the Host of The Digital Slice Podcast. Just use our Libsyn code SLICE at https://friedmansocialmedia.com/libsyn to get up to 2 months of free podcasting service with Libsyn! Get your show on Apple Podcasts, get critical show-building stats—Libsyn even does video!

Streamyard is the tool we use to stream to all major platforms simultaneously directly from a browser. We also use Streamyard to record The Digital Slice Podcast because of its ability to provide us with crystal clear audio and 1080p video. Sign up today for free at https://friedmansocialmedia.com/streamyard

Are you looking for an email service provider that has stood the test of time? Be sure to look at Constant Contact, the provider we use. Constant Contact

Are you looking for a CRM for your business? We suggest taking a look at a few different ones before making your decision. Be sure to look at Nimble, one of our favorite CRMs, and take advantage of a 14-day free trial.

And, here's the link to my calendar for the two slots I have open to give you a sample coaching session: Coaching Session With Brad

Brad Friedman

X:

@BradFriedman

@FriedmanGrp

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

LinkedIn:

https://www.linkedin.com/in/bfriedman/

https://www.linkedin.com/company/the-friedman-group-llc

Youtube: https://www.youtube.com/friedmansocialmedia

Website: https://friedmansocialmedia.com

Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

Here's the equipment we use and recommend:

Heil PR-40 Dynamic Studio Recording Microphone http://amzn.to/2hWshL8

Heil Sound PRSM Champagne Shockmount http://amzn.to/2hUMVen

Heil Sound PL-2T Overhead Broadcast Boom http://amzn.to/2hXTvB1

RODE RODECaster PRO II All-in-One Production Solution https://amzn.to/4r8SenH

RODE Videomic Shotgun Microphone https://amzn.to/3cZp2fD

Logitech C920 Webcam http://amzn.to/2hNhiQk

Neewer 6×9 foot Green Screen https://amzn.to/35G4K6u

Elgato Key Light https://amzn.to/3ial9Fg

LED Lighting Kit https://amzn.to/35GBPiW

Desk Mounting Stand https://amzn.to/3qanNxM

These products and more can be found at our Amazon Store Front
https://www.amazon.com/shop/bradfriedman

We highly recommend you use TubeBuddy to up your YouTube game!
TubeBuddy https://www.tubebuddy.com/TheFriedmanGroup

Launch your video Membership course or subscription website community with Uscreen. Uscreen helps creators like you build and grow their online video business with membership sites. See what you can do with Uscreen! https://friedmansocialmedia.com/uscreen

AFFILIATE LINKS
Thank you for trusting me with my honest opinion on future purchases you may make after listening to this podcast. I am always completely transparent with you. As a friend of The Friedman Group, LLC you allow me to be able to use affiliate/referral links when suggesting items for purchase. Please know I am a customer myself or have done sufficient research to feel comfortable sharing these links with you. When you click on a link and purchase the item I may receive a small “commission.” This allows me to continue to provide you with quality content and doesn't affect you in any way at checkout.

Not every link is a referral link and some appear here because my guest spoke about them and I want to make it easy for you to check 'em out. Thank you!

Ep 226: Harvard Study: This 2-Minute Trick Increases Sales By 30%

Ep 226: Harvard Study: This 2-Minute Trick Increases Sales By 30%

by | The Digital Slice

Harvard Study: This 2-Minute Trick Increases Sales By 30%

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

Do your sales calls start with a little chit chat? Or do you cut to the chase? Listen to learn about the Harvard study sharing the secret to increasing close rates by 30%.

Todd Schuchart is a certified goofball and an expert in life insurance sales and lead generation. With a deep understanding of the industry, he focuses on developing innovative solutions for agents, including conversational sales training and AI-driven CRM tools to help life insurance professionals streamline their processes, improve client connections, and boost conversions.

Todd is known for his commitment to simplifying the sales process, the levity he brings to everyday situations, and his agent-first approach. He is also known for creating high-quality resources that empower agents to succeed in a competitive market.

In this Episode:

  • Todd explains his simple workflow for turning long-form YouTube videos into Shorts.
  • Todd shares why putting your links in every YouTube description matters.
  • Todd breaks down posting cadence and timing recommendations he’s seen work across YouTube, LinkedIn, TikTok, Facebook, and Instagram.
  • Todd encourages creators to stop overthinking gear, take massive action, and publish consistently to find their voice.
  • Todd shows how to frame your offer using “pain and relief” messaging (Apple-style) instead of feature dumping.

Quotes from this Episode:

“YouTube, Monday through Friday is all I post. Every day, three o'clock it gets your best engagement.” – Todd Schuchart
“You can't do a dual purpose, it just doesn't, you can't serve two masters there very well.” – Todd Schuchart
“Just understand that you're gonna suck in the beginning and that's okay.” – Todd Schuchart
“So when you're shooting your stuff and you're doing your videos, the only thing that matters is sound and that's it.” – Todd Schuchart
“Stop trying to be a salesperson and just be a person.” – Todd Schuchart

Resources:
Todd Schuchart:
LinkedIn: Todd Schuchart
Website: Sales Chowder

This podcast is brought to you by Magai. The tool we use for our AI needs. Magai is 12 AI apps in one. There's just one subscription to access all the best AI models. Get Magai right here, https://friedmansocialmedia.com/magai. And, if it’s your first time purchasing, use BRAD30 at checkout to get 30% off your first 3 months.

Our favorite Social Media Management Tool is AgoraPulse. Please contact me to learn more about Agorapulse and allow me to connect you with my contact at the company.

Libsyn is the Host of The Digital Slice Podcast. Just use our Libsyn code SLICE at https://friedmansocialmedia.com/libsyn to get up to 2 months of free podcasting service with Libsyn! Get your show on Apple Podcasts, get critical show-building stats—Libsyn even does video!

Streamyard is the tool we use to stream to all major platforms simultaneously directly from a browser. We also use Streamyard to record The Digital Slice Podcast because of its ability to provide us with crystal clear audio and 1080p video. Sign up today for free at https://friedmansocialmedia.com/streamyard

Are you looking for an email service provider that has stood the test of time? Be sure to look at Constant Contact, the provider we use. Constant Contact

Are you looking for a CRM for your business? We suggest taking a look at a few different ones before making your decision. Be sure to look at Nimble, one of our favorite CRMs, and take advantage of a 14-day free trial.

And, here's the link to my calendar for the two slots I have open to give you a sample coaching session: Coaching Session With Brad

Brad Friedman

X:

@BradFriedman

@FriedmanGrp

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

LinkedIn:

https://www.linkedin.com/in/bfriedman/

https://www.linkedin.com/company/the-friedman-group-llc

Youtube: https://www.youtube.com/friedmansocialmedia

Website: https://friedmansocialmedia.com

Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

Here's the equipment we use and recommend:

Heil PR-40 Dynamic Studio Recording Microphone http://amzn.to/2hWshL8

Heil Sound PRSM Champagne Shockmount http://amzn.to/2hUMVen

Heil Sound PL-2T Overhead Broadcast Boom http://amzn.to/2hXTvB1

RODE RODECaster PRO II All-in-One Production Solution https://amzn.to/4r8SenH

RODE Videomic Shotgun Microphone https://amzn.to/3cZp2fD

Logitech C920 Webcam http://amzn.to/2hNhiQk

Neewer 6×9 foot Green Screen https://amzn.to/35G4K6u

Elgato Key Light https://amzn.to/3ial9Fg

LED Lighting Kit https://amzn.to/35GBPiW

Desk Mounting Stand https://amzn.to/3qanNxM

These products and more can be found at our Amazon Store Front
https://www.amazon.com/shop/bradfriedman

We highly recommend you use TubeBuddy to up your YouTube game!
TubeBuddy https://www.tubebuddy.com/TheFriedmanGroup

Launch your video Membership course or subscription website community with Uscreen. Uscreen helps creators like you build and grow their online video business with membership sites. See what you can do with Uscreen! https://friedmansocialmedia.com/uscreen

AFFILIATE LINKS
Thank you for trusting me with my honest opinion on future purchases you may make after listening to this podcast. I am always completely transparent with you. As a friend of The Friedman Group, LLC you allow me to be able to use affiliate/referral links when suggesting items for purchase. Please know I am a customer myself or have done sufficient research to feel comfortable sharing these links with you. When you click on a link and purchase the item I may receive a small “commission.” This allows me to continue to provide you with quality content and doesn't affect you in any way at checkout.

Not every link is a referral link and some appear here because my guest spoke about them and I want to make it easy for you to check 'em out. Thank you!

Ep 225: Your Ads Are Wasted Without These Email + SMS Automations

Ep 225: Your Ads Are Wasted Without These Email + SMS Automations

by | The Digital Slice

Your Ads Are Wasted Without These Email + SMS Automations

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

Most brands still treat email like a “legacy” channel while the right automated flows can quietly become one of the biggest drivers of revenue and retention.

Join Brad Friedman and Jesse Kay as they break down automated email flows, list growth fundamentals, and how to connect paid social with owned channels like email and SMS so you can build an integrated system that converts and keeps customers coming back.

Jesse Kay is the CEO of Vyber Media, where he helps high-growth brands use email, SMS, and lifecycle marketing to increase revenue across the funnel. Through innovative, youth-focused strategies, Jesse has worked with professional athletes, small business owners, and Fortune 1000 CEOs to drive measurable results in email, SMS, paid social, growth marketing, and influencer campaigns.

In this Episode:

  • Jesse explains why automated email flows are often underutilized—and why they can drive outsized revenue compared to volume.
  • Jesse shares the core automated sequences brands should build (welcome, cart abandon, browse abandon, loyalty, and more).
  • Jesse discusses how to audit your site like a customer to remove friction and increase opt-ins.
  • Jesse explains common mistakes brands make when trying to reach Gen Z, and why “trust” and relevance matter most.
  • Jesse also walks through the analytics he watches.

Quotes from this Episode:
“Email automations are responsible for 1% to 4% of total email volume sends. But it reports for 40% of revenue.” – Jesse Kay
“I would recommend to anybody. Act as a consumer. Open up an incognito browser right now and go to your website and go through the process.” – Jesse Kay
“The number 1 thing we tell brands, if you send emails where every single day, just buy this. You're gonna have no brand loyalty.” – Jesse Kay
“I would highly recommend every brand or business or service or whoever it is to make sure you have a good email platform set up.” – Jesse Kay

Resources:

Jesse Kay:
LinkedIn: Jesse Kay
X: Jesse Kay
Instagram: Jesse Kay
Website: Vyber Media

This podcast is brought to you by Magai. The tool we use for our AI needs. Magai is 12 AI apps in one. There's just one subscription to access all the best AI models. Get Magai right here, https://friedmansocialmedia.com/magai. And, if it’s your first time purchasing, use BRAD30 at checkout to get 30% off your first 3 months.

Our favorite Social Media Management Tool is AgoraPulse. Please contact me to learn more about Agorapulse and allow me to connect you with my contact at the company.

Libsyn is the Host of The Digital Slice Podcast. Just use our Libsyn code SLICE at https://friedmansocialmedia.com/libsyn to get up to 2 months of free podcasting service with Libsyn! Get your show on Apple Podcasts, get critical show-building stats—Libsyn even does video!

Streamyard is the tool we use to stream to all major platforms simultaneously directly from a browser. We also use Streamyard to record The Digital Slice Podcast because of its ability to provide us with crystal clear audio and 1080p video. Sign up today for free at https://friedmansocialmedia.com/streamyard

Are you looking for an email service provider that has stood the test of time? Be sure to look at Constant Contact, the provider we use. Constant Contact

Are you looking for a CRM for your business? We suggest taking a look at a few different ones before making your decision. Be sure to look at Nimble, one of our favorite CRMs, and take advantage of a 14-day free trial.

And, here's the link to my calendar for the two slots I have open to give you a sample coaching session: Coaching Session With Brad

Brad Friedman

X:

@BradFriedman

@FriedmanGrp

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

LinkedIn:

https://www.linkedin.com/in/bfriedman/

https://www.linkedin.com/company/the-friedman-group-llc

Youtube: https://www.youtube.com/friedmansocialmedia

Website: https://friedmansocialmedia.com

Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

Here's the equipment we use and recommend:

Heil PR-40 Dynamic Studio Recording Microphone http://amzn.to/2hWshL8

Heil Sound PRSM Champagne Shockmount http://amzn.to/2hUMVen

Heil Sound PL-2T Overhead Broadcast Boom http://amzn.to/2hXTvB1

RODE RODECaster PRO II All-in-One Production Solution https://amzn.to/4r8SenH

RODE Videomic Shotgun Microphone https://amzn.to/3cZp2fD

Logitech C920 Webcam http://amzn.to/2hNhiQk

Neewer 6×9 foot Green Screen https://amzn.to/35G4K6u

Elgato Key Light https://amzn.to/3ial9Fg

LED Lighting Kit https://amzn.to/35GBPiW

Desk Mounting Stand https://amzn.to/3qanNxM

These products and more can be found at our Amazon Store Front
https://www.amazon.com/shop/bradfriedman

We highly recommend you use TubeBuddy to up your YouTube game!
TubeBuddy https://www.tubebuddy.com/TheFriedmanGroup

Launch your video Membership course or subscription website community with Uscreen. Uscreen helps creators like you build and grow their online video business with membership sites. See what you can do with Uscreen! https://friedmansocialmedia.com/uscreen

AFFILIATE LINKS
Thank you for trusting me with my honest opinion on future purchases you may make after listening to this podcast. I am always completely transparent with you. As a friend of The Friedman Group, LLC you allow me to be able to use affiliate/referral links when suggesting items for purchase. Please know I am a customer myself or have done sufficient research to feel comfortable sharing these links with you. When you click on a link and purchase the item I may receive a small “commission.” This allows me to continue to provide you with quality content and doesn't affect you in any way at checkout.

Not every link is a referral link and some appear here because my guest spoke about them and I want to make it easy for you to check 'em out. Thank you!

Ep 224: Why 90% Of Marketing Reports Are Useless (And What To Track Instead)

Ep 224: Why 90% Of Marketing Reports Are Useless (And What To Track Instead)

by | The Digital Slice

Why 90% Of Marketing Reports Are Useless (And What To Track Instead)

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

Are you making six-figure marketing decisions based on benchmarks built for billion-dollar enterprises, only to be unhappy with the results?

Join Brad Friedman and Carlos Corredor as they break down why enterprise-level benchmarks don’t apply to smaller B2B companies, how to build better marketing dashboards, and how to use data to find undervalued channels in saturated markets so you can focus on generating real revenue instead of chasing vanity metrics.

Carlos Corredor is a seasoned digital marketing executive with over 20 years of experience across multiple perspectives in the industry. As the CEO of Condor, a boutique agency focused on generating qualified opportunities for mid-market B2B and tech services companies, he brings a unique blend of analytical rigor and entrepreneurial vision to every engagement.

He began his career in Venezuela in sports journalism and baseball analytics, running a Moneyball-style stats site for Latin American winter leagues before bringing that same obsession with numbers and competitive advantage into the world of digital marketing.

Today, Carlos helps mid-market B2B teams cut through noise, design revenue-focused dashboards, and align marketing data with real business outcomes—leads, opportunities, and lifetime value.

In this Episode:

  • Carlos shares how he went from sports journalism and Moneyball-style baseball analysis in Venezuela to running a data-driven B2B digital marketing agency.
  • Carlos explains why many business owners are skeptical of marketing metrics and how agencies have abused complexity and vanity metrics like impressions.
  • Carlos breaks down why you have to start with revenue, not clicks or impressions, when building dashboards that business owners actually trust.
  • Carlos highlights how most “industry stats” are built for enterprise and Fortune 1000 companies—and why small and mid-market B2B teams can’t copy those ratios or cost-per-lead expectations.
  • Carlos also discusses why many companies are “bleeding leads” in their funnels, and how diagnosing budget, authority, need, and timing (BANT) reveals why good leads don’t convert.

Quotes from this Episode:
“Like my dad would tell the friends, oh, this guy, he knows the home runs of all the players. I'm like, that, that's not really what I like. Yeah, I do know those, but what I really like is the interpretation of that to actually beat the competition.” – Carlos Corredor
“I think you have to start with what business owners care, which is revenue.” – Carlos Corredor
“If you think about a great lead, a lot of people call them BANTs, with the initials being, having the right budget, authority, need, and timing. So if usually when a lead does not convert to a client, one of those elements was missing.” – Carlos Corredor
“It's actually, the challenge is not the amount of data but interpretation.” – Carlos Corredor

Resources:

Carlos Corredor:
LinkedIn: Carlos Corredor
LinkedIn: Condor
Facebook: Condor
Instagram: Condor
Website: Condor

This podcast is brought to you by Magai. The tool we use for our AI needs. Magai is 12 AI apps in one. There's just one subscription to access all the best AI models. Get Magai right here, https://friedmansocialmedia.com/magai. And, if it’s your first time purchasing, use BRAD30 at checkout to get 30% off your first 3 months.

Our favorite Social Media Management Tool is AgoraPulse. Please contact me to learn more about Agorapulse and allow me to connect you with my contact at the company.

Libsyn is the Host of The Digital Slice Podcast. Just use our Libsyn code SLICE at https://friedmansocialmedia.com/libsyn to get up to 2 months of free podcasting service with Libsyn! Get your show on Apple Podcasts, get critical show-building stats—Libsyn even does video!

Streamyard is the tool we use to stream to all major platforms simultaneously directly from a browser. We also use Streamyard to record The Digital Slice Podcast because of its ability to provide us with crystal clear audio and 1080p video. Sign up today for free at https://friedmansocialmedia.com/streamyard

Are you looking for an email service provider that has stood the test of time? Be sure to look at Constant Contact, the provider we use. Constant Contact

Are you looking for a CRM for your business? We suggest taking a look at a few different ones before making your decision. Be sure to look at Nimble, one of our favorite CRMs, and take advantage of a 14-day free trial.

And, here's the link to my calendar for the two slots I have open to give you a sample coaching session: Coaching Session With Brad

Brad Friedman

X:

@BradFriedman

@FriedmanGrp

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

LinkedIn:

https://www.linkedin.com/in/bfriedman/

https://www.linkedin.com/company/the-friedman-group-llc

Youtube: https://www.youtube.com/friedmansocialmedia

Website: https://friedmansocialmedia.com

Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

Here's the equipment we use and recommend:

Heil PR-40 Dynamic Studio Recording Microphone http://amzn.to/2hWshL8

Heil Sound PRSM Champagne Shockmount http://amzn.to/2hUMVen

Heil Sound PL-2T Overhead Broadcast Boom http://amzn.to/2hXTvB1

RODE RODECaster PRO II All-in-One Production Solution https://amzn.to/4r8SenH

RODE Videomic Shotgun Microphone https://amzn.to/3cZp2fD

Logitech C920 Webcam http://amzn.to/2hNhiQk

Neewer 6×9 foot Green Screen https://amzn.to/35G4K6u

Elgato Key Light https://amzn.to/3ial9Fg

LED Lighting Kit https://amzn.to/35GBPiW

Desk Mounting Stand https://amzn.to/3qanNxM

These products and more can be found at our Amazon Store Front
https://www.amazon.com/shop/bradfriedman

We highly recommend you use TubeBuddy to up your YouTube game!
TubeBuddy https://www.tubebuddy.com/TheFriedmanGroup

Launch your video Membership course or subscription website community with Uscreen. Uscreen helps creators like you build and grow their online video business with membership sites. See what you can do with Uscreen! https://friedmansocialmedia.com/uscreen

AFFILIATE LINKS
Thank you for trusting me with my honest opinion on future purchases you may make after listening to this podcast. I am always completely transparent with you. As a friend of The Friedman Group, LLC you allow me to be able to use affiliate/referral links when suggesting items for purchase. Please know I am a customer myself or have done sufficient research to feel comfortable sharing these links with you. When you click on a link and purchase the item I may receive a small “commission.” This allows me to continue to provide you with quality content and doesn't affect you in any way at checkout.

Not every link is a referral link and some appear here because my guest spoke about them and I want to make it easy for you to check 'em out. Thank you!

Ep 223: Helping Older Business Owners Embrace Technology

Ep 223: Helping Older Business Owners Embrace Technology

by | The Digital Slice

Helping Older Business Owners Embrace Technology

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

If you're a business owner who feels like your business owns you, and technology just makes it more overwhelming, this conversation will help you flip that script.

Join Brad Friedman and Steve & Melissa Fultz as they dig into how older business owners can use technology, AI, and systems to reclaim their time, protect their relationships, and design a business that can run without them.

Steve and Melissa Fultz are the husband-and-wife team behind The Fultz Group and Biz Growth Matters, where they help entrepreneurs and family-owned businesses accelerate growth through brand positioning, marketing strategy, and business coaching.

Melissa spent 20 years in corporate America working with large, publicly traded healthcare companies, helping health systems automate manual processes around patient and medication safety and leading complex change management across departments.

Steve grew up in his family’s service and repair business, served for 25 years as an education and executive pastor, then returned to help run and grow three related businesses. Together they co-authored Family Business Facelift and Smart Exit Blueprint and now focus on helping older married owners embrace technology, document their systems, and become “obsolete by design” so the business can finally serve their life.

In this Episode:

  • Steve & Melissa share their winding paths from corporate healthcare, ministry, and family business ownership to launching The Fultz Group together.
  • Steve & Melissa explain why older founders need to evaluate business readiness and internal alignment before they ever shop for new tech or AI tools.
  • Steve & Melissa describe how they use their companies as a “lab” and pair younger, tech-comfortable employees with older team members through peer-to-peer mentoring.
  • Steve & Melissa show how a 52-week AI prompt framework can quietly build a custom knowledge base around your processes, systems, and documentation.
  • Steve & Melissa reframe AI as a 24/7 strategic thinking partner that surfaces past insights instead of just a copywriting shortcut.

Quotes from this Episode:
“We basically help older married business owners and they're both active in the business. We help them embrace technology to free up their personal lives and their business lives and let them own the business instead of the business owning them.” – Steve & Melissa Fultz
“Common sense is not always common practice.” – Steve & Melissa Fultz
“It's not like we're using technology as a hammer and everything is a nail.” – Steve & Melissa Fultz
“It's incredible that you've got a thinking person or a thinking mechanism that never gets sick. That works 24 / 7 / 365.” – Steve & Melissa Fultz
“Let the business do something for you now.” – Steve & Melissa Fultz

Resources:

Steve & Melissa Fultz:
LinkedIn: Melissa Huff Fultz
LinkedIn: The Fultz Group
Instagram: The Fultz Group
YouTube: The Fultz Group
Website: The Fultz Group
Book: Family Business Facelift
Companion Workbook: Family Business Facelift Companion Workbook
Book: Smart Exit Blueprint

This podcast is brought to you by Magai. The tool we use for our AI needs. Magai is 12 AI apps in one. There's just one subscription to access all the best AI models. Get Magai right here, https://friedmansocialmedia.com/magai. And, if it’s your first time purchasing, use BRAD30 at checkout to get 30% off your first 3 months.

Our favorite Social Media Management Tool is AgoraPulse. Please contact me to learn more about Agorapulse and allow me to connect you with my contact at the company.

Libsyn is the Host of The Digital Slice Podcast. Just use our Libsyn code SLICE at https://friedmansocialmedia.com/libsyn to get up to 2 months of free podcasting service with Libsyn! Get your show on Apple Podcasts, get critical show-building stats—Libsyn even does video!

Streamyard is the tool we use to stream to all major platforms simultaneously directly from a browser. We also use Streamyard to record The Digital Slice Podcast because of its ability to provide us with crystal clear audio and 1080p video. Sign up today for free at https://friedmansocialmedia.com/streamyard

Are you looking for an email service provider that has stood the test of time? Be sure to look at Constant Contact, the provider we use. Constant Contact

Are you looking for a CRM for your business? We suggest taking a look at a few different ones before making your decision. Be sure to look at Nimble, one of our favorite CRMs, and take advantage of a 14-day free trial.

And, here's the link to my calendar for the two slots I have open to give you a sample coaching session: Coaching Session With Brad

Brad Friedman

X:

@BradFriedman

@FriedmanGrp

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

LinkedIn:

https://www.linkedin.com/in/bfriedman/

https://www.linkedin.com/company/the-friedman-group-llc

Youtube: https://www.youtube.com/friedmansocialmedia

Website: https://friedmansocialmedia.com

Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

Here's the equipment we use and recommend:

Heil PR-40 Dynamic Studio Recording Microphone http://amzn.to/2hWshL8

Heil Sound PRSM Champagne Shockmount http://amzn.to/2hUMVen

Heil Sound PL-2T Overhead Broadcast Boom http://amzn.to/2hXTvB1

RODE RODECaster PRO II All-in-One Production Solution https://amzn.to/4r8SenH

RODE Videomic Shotgun Microphone https://amzn.to/3cZp2fD

Logitech C920 Webcam http://amzn.to/2hNhiQk

Neewer 6×9 foot Green Screen https://amzn.to/35G4K6u

Elgato Key Light https://amzn.to/3ial9Fg

LED Lighting Kit https://amzn.to/35GBPiW

Desk Mounting Stand https://amzn.to/3qanNxM

These products and more can be found at our Amazon Store Front
https://www.amazon.com/shop/bradfriedman

We highly recommend you use TubeBuddy to up your YouTube game!
TubeBuddy https://www.tubebuddy.com/TheFriedmanGroup

Launch your video Membership course or subscription website community with Uscreen. Uscreen helps creators like you build and grow their online video business with membership sites. See what you can do with Uscreen! https://friedmansocialmedia.com/uscreen

AFFILIATE LINKS
Thank you for trusting me with my honest opinion on future purchases you may make after listening to this podcast. I am always completely transparent with you. As a friend of The Friedman Group, LLC you allow me to be able to use affiliate/referral links when suggesting items for purchase. Please know I am a customer myself or have done sufficient research to feel comfortable sharing these links with you. When you click on a link and purchase the item I may receive a small “commission.” This allows me to continue to provide you with quality content and doesn't affect you in any way at checkout.

Not every link is a referral link and some appear here because my guest spoke about them and I want to make it easy for you to check 'em out. Thank you!

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