Guest: Glenn Poulos

• Co-founder of Gap Wireless.
• Author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling.
• Sales expert with 40 years of experience in the field, including starting and selling two successful businesses.

1. Glenn’s Journey into Sales

• Began in 1985 after a government mentor told him he “needed to sell things for a living.”
• Learned the power of leverage in sales—income is based on performance, not just education.
• Took the entrepreneurial leap in 1991 after realizing his value and ability to lead his own sales team.

1. The Entrepreneurial Leap and Building Businesses

• Co-founded his first business in 1991 after leaving his job.
• Sold the company after 15 years to a public entity and later started Gap Wireless in 2007.
• Sold Gap Wireless in 2022 to private equity, marking his second successful exit.

1. Biggest Early Challenges:

• Paying Yourself: You need a nest egg, low expenses, and/or an understanding partner during the early days.
• Failure to Launch: People often delay action due to fear; commitment and execution are critical for success.
• Overcoming fear of failure propels you forward once you take the first step.

1. Core Principles from Never Sit in the Lobby

• “Never Sit in the Lobby”: Be proactive, be prepared, and never waste opportunities when meeting clients.
• Always have something in your hand (like a product quote) and something in your mind (a clear purpose).
• Sales is about “staying in front of the customer” and building trust—even when you don’t win the deal.

1. Adapting to Change in Sales:

• Technology evolves, but “people buy from people”—face-to-face interactions still close high-value deals.
• Distinguish between sales (closing deals with clients) and marketing (generating leads). Salespeople need to be in front of customers, not behind desks.

1. Team Leadership and Hiring Salespeople:

• Hire slowly, fire quickly: If you’re considering letting someone go, you probably should.
• Compensation drives behavior: Build plans that align with business goals and motivate sales teams.
• The best recruit you can make is the sales manager—let them build a team that works for them.

1. What It Takes to Succeed in Business:

• Take the first step—most people fail because they never start.
• Always do “the next right thing” and operate as though every impression is a first impression.
• Be a pleasure to do business with—even when you lose a deal—so clients come back or refer you to others.

• “People buy from people. Face-to-face wins the deal most of the time.”
• “Failure to launch is what holds most people back. Take the leap, and let the fear of failure drive you forward.”
• “Always have something in your hand and something in your mind when meeting a customer.”
• “You only get forever to make another impression.”

1. Entrepreneurs:

• Have a financial runway to sustain yourself when starting out.
• Commit fully—don’t let fear stop you...

Guest Highlights:

• Name: Rhonda Kallman
• Title: Founder of Boston Harbor Distillery, co-founder of The Boston Beer Company (maker of Samuel Adams beer).
• Industry Contributions:
• Pioneering figure in the craft beer revolution.
• Recognized as one of the first women to make an impact in the male-dominated beer and spirits industry.
• Current focus on producing unique craft spirits at Boston Harbor Distillery.
• Awards/Recognitions:
• Named among INC Magazine’s “25 Entrepreneurs We Love.”
• Featured in “Beer Wars” documentary.
• Recipient of the Maverick Award from Beer Business Daily.

Episode Themes:

1. Breaking Barriers: Rhonda shares her experiences as a trailblazer for women in the alcohol beverage industry.
2. The Entrepreneurial Spirit: Insights into her journey co-founding Boston Beer Company and creating Boston Harbor Distillery.
3. Resilience and Leadership: How she navigated setbacks, including her battle with the FDA over caffeinated beer and the challenges of launching during 9/11.
4. Craft and Community: The importance of creating innovative products and connecting them to local history and culture.
5. Empowering Women: Advice for aspiring female leaders on building credibility and success in male-dominated fields.

Takeaways:

• Believe in yourself, even when others doubt you.
• Entrepreneurship requires resilience and a willingness to pivot when challenges arise.
• Building something meaningful often comes with personal sacrifices, but it can be deeply fulfilling.
• Leadership involves empowering others—Rhonda is most proud of the inclusive sales team she built at Boston Beer Company.
• Success in business often hinges on passion, differentiation, and a unique value proposition.

Title: Hydration, Sustainability, and Scaling with Purpose: Ralph Marucci of Hydr8

In this episode of What It Takes, host Jamie Seeker welcomes Ralph Marucci, co-founder and CEO of Hydr8, a company revolutionizing hydration and sustainability in the workplace. Ralph shares his entrepreneurial story, beginning with early lessons in equity, transitioning into the medical sales world, and eventually co-founding Hydr8 in 2017 to tackle single-use plastics and deliver cutting-edge hydration solutions.

Ralph discusses how Hydr8 differentiates itself with multi-stage water filtration systems, their commitment to reducing plastic waste, and the innovative Zero Waste Pantry Initiative, which includes sustainable coffee stations, snacks, and eco-friendly disposables. The company is well on its way to achieving its mission to save 1 billion bottles by 2030, with 300 million bottles already eliminated.

Throughout the episode, Ralph highlights the importance of strategic partnerships, scaling through strong hires, and balancing work with personal priorities like family. He offers actionable advice for business owners: establish core values, surround yourself with a trusted team, and focus on long-term growth without sacrificing balance.

This episode is perfect for entrepreneurs and leaders seeking inspiration to grow a purpose-driven, sustainable business while maintaining their work-life balance.

Key Takeaways:

1. Ralph’s Background & Hydr8’s Creation:

• Started in water systems under a venture capitalist at 22 but learned hard lessons about equity.
• Gained valuable experience in medical sales (J&J), then co-founded Hydr8 with his best friend to disrupt the bottled water industry.
• Hydr8 launched in 2017 with a mission to reduce single-use plastics and improve workplace hydration.

1. Hydr8’s Differentiators:

• Advanced Multi-Stage Filtration: Removes contaminants (lead, arsenic, pharmaceuticals, microplastics) and reintroduces essential minerals like calcium, magnesium, and potassium.
• No Plastic Waste: Provides high-quality water without bottles or 5-gallon jugs.
• Hydr8 offers flavored, sparkling, and ice water solutions for businesses.

1. Sustainability Commitment:

• Goal: Save 1 Billion Bottles by 2030; current progress: 300 million bottles saved.
• Hydr8 provides environmental impact reporting: measures CO₂ reduction, trees saved, and plastic diverted from landfills.
• Zero Waste Pantry Initiative:
• Sustainable coffee systems (bean-to-cup, no pods).
• Compostable disposables (PLA, bamboo, sugarcane-based products).
• Single-ingredient healthy snacks with compostable wrappers.
• Bulk snack dispensers to eliminate packaging waste.

1. Pivoting & Scaling the Business:

• Pandemic Pivot: Developed touchless water systems with a foot pedal, catering to essential workers and hospitals.
• Strategic hires (like a coffee guru) allowed Hydr8 to expand its product offerings.
• Grew customer base with major clients like JP Morgan, Kirkland Ellis, and the Brooklyn Nets.

1. Work-Life Balance & Leadership Lessons:

• Ralph emphasizes the importance of work-life balance, coaching his

What You'll Learn in This Episode:

1. Rajeev's journey from student to global business leader.
2. How to overcome cultural barriers when managing international teams.
3. The importance of building trust during mergers and acquisitions.
4. Key strategies for scaling businesses from startup to multimillion-dollar revenue.
5. Why mutual respect and clear outcomes are essential in leadership.
6. How to balance passion and purpose in your career.
7. Practical advice for aspiring entrepreneurs and leaders looking to expand globally.

Connect with Rajeev Mudumba:

• LinkedIn: linkedin.com/in/rajeevmudumba
• Podcast: Plan B Success
• Website: Cooey Health

Quotes from the Episode:

• “Treat others the way you’d like to be treated.”
• “Passions evolve, but purpose becomes clearer as you execute every day.”
• “It’s not about warm and fuzzy all the time—business is about making tough decisions with respect and integrity.”

Action Items for Listeners:

1. Check out Rajeev’s podcast Plan B Success for more leadership insights.
2. Reflect on how you build trust and foster respect in your own teams.
3. Apply Rajeev’s strategies to scale your business or navigate global expansion.
4. Share this episode with a colleague or friend who could benefit from these insights.

Subscribe & Review:

If you enjoyed this episode, please subscribe to What It Takes and leave a review! Your support helps us bring more incredible stories like Rajeev’s to the show.

Episode Title:

"From Barista to CEO: Brewing Success with Trevor Corlett"

Key Takeaways:

1. The Value of Identity in Business: Trevor explains how discovering his personal and business identity was critical to finding success after two failed ventures.
2. Lessons from Failure: Insights into how setbacks can shape resilience and inform better decision-making.
3. Differentiation in a Crowded Market: How Madcap Coffee stands out in the competitive specialty coffee industry.
4. The Power of Values: Why maintaining core values over 16 years has been pivotal to Madcap’s growth, even during challenging times like the 2008 recession and the pandemic.
5. Practical Advice for Entrepreneurs: Trevor emphasizes the importance of community, feedback, and a passion for continuous improvement in understanding what it takes to succeed.

Memorable Quotes:

• "The more I learned about coffee and the people behind it, the more I realized I wanted to work in this industry for the rest of my life." – Trevor Corlett
• "Jumping on trends without intentionality blurs the lines of who people think you are as a brand." – Trevor Corlett
• "The potential for positive impact is directly correlated to how intentionally you grow your company." – Trevor Corlett
• "What it takes is finding a community to give you honest feedback and having a passion for improvement." – Trevor Corlett

Resources and Links:

• Madcap Coffee Website: madcapcoffee.com
• Follow Madcap Coffee on Social Media:
• Instagram: @madcapcoffee
• Facebook: Madcap Coffee
• LinkedIn: Madcap Coffee Company
• Connect with Trevor Corlett:
• Instagram: @asolublelife

About the Guest:

Trevor Corlett is the CEO and co-founder of Madcap Coffee, a specialty coffee company known for its exceptional quality, craftsmanship, and commitment to sustainability. With over 25 years of experience in the coffee industry, Trevor has served as Chair of the Barista Guild of America, instructed for the Specialty Coffee Association, and competed in national barista championships. Today, he continues to innovate and lead with purpose, making Madcap Coffee a standout brand in the specialty coffee market.

About the Host:

Jamie Seeker is the host of What It Takes, a podcast dedicated to uncovering the stories of inspiring entrepreneurs and business owners. With a focus on perseverance, lessons learned, and the mindset needed for success, Jamie brings out actionable insights and inspiring tales from each guest.

Call to Action:

If you enjoyed this episode, don’t forget to subscribe, rate, and review What It Takes on your favorite podcast platform. Share this episode with a friend who loves coffee or entrepreneurship, and stay tuned for more inspiring stories!

Guest

Phil Corbin, President and Founder of Phil Corbin Construction Inc.

Topics Covered

[0:05] - Introduction to Phil Corbin

Jamie introduces Phil’s journey from tradesman to entrepreneur, highlighting his resilience and determination.

[1:47] - Taking the Leap During a Recession

Phil explains how he was “forced” into entrepreneurship when his previous employer shut down, prompting him to take on any available job, from handyman tasks to small remodels, to support his family.

[4:10] - Humility and Opportunity in Hard Times

Phil shares how humbling himself to accept smaller jobs taught him that even tough times hold opportunities for those willing to work hard and adapt.

[8:00] - How Phil’s Background Prepared Him for Business

Growing up as a preacher’s kid and spending time in the military, Phil learned resilience and the value of perseverance, skills he drew on during tough times in his business.

[10:52] - Overcoming First-Year Challenges

Phil discusses key challenges from his first year in business, such as learning how to bid accurately and recognizing his value.

[12:30] - Learning on the Fly and Seeking Mentorship

With no formal business training, Phil shares how he actively sought out mentors and businesspeople, approaching them with humility and a willingness to learn from their experience.

[15:20] - The Transition from Tradesman to Business Owner

Phil talks about how he gradually shifted his focus from hands-on carpentry to business management, including a symbolic “ceremony” of letting go of his tradesman identity to fully embrace being a business owner.

[18:00] - Maintaining Motivation and Avoiding Burnout

Phil reflects on how he avoids burnout through breaks, creative outlets, and spending time with family, which help him reset and return to work with renewed focus.

[20:12] - What It Takes to Be a Business Owner

Phil answers the show’s signature question, emphasizing that entrepreneurship requires tenacity, the courage to face failure, and the resilience to keep getting back up.

Memorable Quotes

• “Starting in the Great Recession wasn’t easy, but sometimes necessity pushes you to find out what you’re really capable of.”
• “You can do more than you think you can, and you're never quite done.”
• “People are willing to help when you come in with the right attitude, admitting what you don’t know.”
• “I couldn’t be both a carpenter and a business owner. To make this succeed, I had to commit 100% to being a business owner.”
• “Tenacity, not being scared to fail, and getting back up when you do—that’s what it takes to be a business owner.”

Where to Find Phil Corbin

• Website: Phil Corbin Construction
• Instagram: @philcorbinconstruction
• Facebook: Phil Corbin Construction Inc.

Guest:

• Jill Hamblen
• Founder and President, triARC architecture & design
• Specializes in healthcare architecture, motivated by personal experiences
• Introverted leader who prioritizes empathy and values in business

Topics Covered:

1. Jill’s Path to Purpose

• How her daughter’s NICU experience led Jill to specialize in healthcare design
• The role of physical spaces in supporting healing and human connection

1. Founding triARC architecture & design

• The leap from architect to business owner
• The importance of grit and trusting the journey in entrepreneurship

1. Leadership as an Introvert

• Jill’s approach to leadership as an introvert in a relationship-driven industry
• Strategies for building meaningful connections and managing energy

1. Values-Driven Business Decisions

• How Jill’s people-centric values shape her team’s work culture and client relationships
• The importance of clarity and alignment in building a values-based business

1. Balancing Functionality and Warmth in Healthcare Design

• Jill’s “North Star” approach to align client vision with functional and welcoming designs
• Creating spaces that offer a sense of safety and comfort for patients and staff

1. Advice for Introverted Entrepreneurs

• Insights on delegating, staying authentic, and leading with a supportive team
• Building a business that reflects core values for sustainable success

Memorable Quotes:

• “When you have a traumatic experience, it leaves an imprint, and what you choose to do with that imprint is 100% up to you.” – Jill Hamblen
• “If given a choice between being in a room full of people or being with my family, I’ll choose family every time. That’s where I recharge.” – Jill Hamblen
• “There are clients who align with our values, and those are the relationships we pursue. We can’t be all things to all people.” – Jill Hamblen
• “Heart and grit—that’s what it takes to be a business owner.” – Jill Hamblen

Signature Question:

Jamie asks Jill what it takes to be a successful business owner, and Jill responds with “heart and grit”—qualities that have guided her through the ups and downs of entrepreneurship.

Where to Find Jill:

• Website: triARC architecture & design
• Instagram: @triarc_design
• LinkedIn: Jill Hamblen (LinkedIn handle)

Guest: Rich Kozak, Founder of Rich Brands

Memorable Quotes:

• “A brand isn’t your perception; it’s the perception in others’ minds.”
• “To scale, you must evolve both the brand and the perception around it.”
• “When founders share their vision, things become clearer for everyone involved.”

Key Takeaways:

1. The Nature of Brand: Rich defines branding as the perception held by others and explains why that perspective is key.
2. Scaling Beyond Self: Founders can maintain their identity while allowing the brand to take on its own growth path.
3. Ego and Vision: Balancing ego with a shared vision makes scaling more achievable and removes hurdles.
4. Practical Advice: Rich shares strategies like “trusting your gut,” “speaking from the heart,” and his structured 7-step branding approach for impactful results.

Resource Links:

• Rich Brands — Explore Rich’s brand services and download his 7-Step Blueprint for purpose-driven branding.