In this episode of Unfinished Business, host David Sliman sits down with Ryan Dohrn — award‑winning sales trainer, consultant to more than 30,000 sales professionals worldwide, and a driving force behind more than $1 billion in influenced revenue.

With three decades of experience across media, advertising, and digital sales, Ryan brings a rare combination of old‑school fundamentals and modern‑day adaptability. From the rise of virtual selling to the collapse of long relationship cycles, Ryan breaks down what has changed, what hasn’t, and what elite sellers do differently.

What starts as a conversation about webcam etiquette quickly becomes a deep dive into sales psychology, prospecting discipline, creativity, and the mindset required to thrive in today’s accelerated buying environment.

Episode Highlights:

• Virtual Selling: Your Webcam Is Your First Impression: Ryan’s viral COVID‑era training, “How Not to Be a Webcam Zombie,” reshaped how professionals show up online.
• The Buying Cycle Has Completely Flipped: Gone are the days of six‑month relationship building. Ryan breaks down how speed, proof, and credibility drive early‑stage decisions and why sellers must show up as experts, not interrogators.
• Preparation = Power: Research isn’t optional. Coming in with insight positions you as a trusted advisor.

Guest Contact Information:

• Guest: Ryan Dohrn; Sales Trainer, Consultant, Speaker
• LinkedIn / Socials: Connect with Ryan Dohrn on LinkedIn to learn more

“Selling is a bit of a performance… you need to be organized, well‑rehearsed, prepared.” — Ryan Dohrn

#UnfinishedBusiness #SalesLeadership #ModernSelling #Prospecting #VirtualSales #SalesTraining #Mindset

In this episode of Unfinished Business, host David Sliman sits down with Jason Zygadlo—author of Built Not Born, former medical device sales top producer, and founder of his own sales development consultancy.

After nearly 20 years in medical device sales and surviving a life-altering cancer diagnosis scare, Jason transitioned into entrepreneurship to help sales professionals and organizations build confidence, stand out through personal branding, and create unforgettable customer experiences. From hunting down sales managers in parking lots early in his career to transforming modern sales teams using video outreach, Jason shares what it really takes to move from average to elite.

Episode Highlights:

• Standing Out in a Sea of Sameness: Why personal video outreach beats generic AI automation every time when building trust with high-value prospects.
• The "Built Not Born" Philosophy: How consistency, grit, and self-investment outweigh raw talent and why elite salespeople are cultivated through hard work rather than born.
• Redefining Customer Experience: How Jason applies high-level hospitality principles to blue-collar and traditional industries (like car dealerships) to eliminate buyer friction and build trust.

Guest Contact Information:

• Guest: Jason Zygadlo
• Book: Built Not Born: A Playbook for Turning Setbacks into Success
• LinkedIn / Socials: Connect with Jason Zygadlo on LinkedIn to learn more about his sales training and brand coaching.

"You're creating a brand for yourself, whether you're intentionally doing it or not. So if you're the guy that's late, you're the guy that's unprepared... that's how people see you. Be intentional about the brand that you're creating." — Jason Zygadlo

In this episode of Unfinished Business, host David Sliman sits down with Dave Pygon, founder of Pygon ONE Consulting and author of Win the 16. Reconnecting after completing his first Iron Man and preparing for another, Dave shares high-level strategies on how to adapt to life's changing elements, ditch the non-negotiables with yourself, and align daily commitments over mere results.

• Adapting to the Elements: Why success year over year isn't about running the exact same playbook, but making minor "tinkerings" when external conditions (weather, market, or injury) change.
• Priorities vs. To-Do Lists: How to stop hiding behind low-impact emails and focus your 16 waking hours on high-value commitments that drive actual growth.
• Zero Self-Negotiation: Understanding how high performers manage discomfort, eliminate internal excuses, and execute regardless of mood or motivation.

• Email: dpygon@pygonone.com
• Phone: 708-945-2938
• Company: Pygon ONE Consulting

Connect with David Sliman Website: http://salesproformance.com/ LinkedIn: https://www.linkedin.com/in/davidslimansalespro/ Linktr: https://linktr.ee/salesproformance YouTube Channel: https://www.youtube.com//@UnfinishedBusinessPodcastShow Email: GoPro@SalesProformance.com

This episode is brought to you by Unfinished Business, where we dive deep into the journeys of people who are reshaping what success looks like. Make sure to tune in for more episodes that’ll inspire your own entrepreneurial path! Developed by TMX Creative – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow!

In this episode of Unfinished Business, host David Sliman sits down with Danielle Bornowski — growth strategist, former nonprofit communications leader, and founder of a clarity‑driven marketing practice — to tackle one of the biggest challenges facing entrepreneurs today: deciding what actually deserves your attention.

As David frames early in the conversation, entrepreneurs don’t struggle with ideas — they struggle with focus.

“You don’t have a shortage of ideas… the challenge is knowing which one actually deserves your attention.”

Danielle has built her career helping business owners cut through noise, prioritize what matters, and execute with confidence. Her journey from nonprofit communications director to entrepreneur began with a bold moment of intuition — one that changed her life overnight.

Danielle shares the story of sitting in church one morning, turning to her husband, and saying:

“I’m going to quit my job tomorrow.”

What followed was a leap of faith, a reinvention, and a new mission: helping business owners make meaningful impact.

Danielle reflects on her early mistake — spending an entire summer perfecting a website, logo, and business cards instead of building offers or driving revenue.

“I spent almost the entire summer wrapped up in building a website… nothing that made me money.”

Her honesty becomes a powerful lesson for new founders.

From ChatGPT to Claude, Danielle explains why modern tools can be both empowering and debilitating.

“You have 78 pages of possibility… how do I prioritize?”

Her approach helps entrepreneurs filter noise and choose what actually moves the needle.

One of the most actionable frameworks in the episode:

• Do Now — low‑hanging fruit, existing network, immediate wins
• Do Next — CRM, messaging, pipeline clarity
• Do Later — expansion, new offers, group programs
• Don’t Do — misaligned strategies (like TikTok for someone who hates video)

“You don’t have to do everything — and you don’t have to do what everybody else is doing.”

This segment is pure gold for overwhelmed founders.

Danielle breaks down why execution beats ideation every time:

“They make a decision and they stick to the plan… it’s boring, but it’s consistent and it works.”

A powerful reminder that momentum comes from discipline, not novelty.

Danielle explains the biggest disconnect she sees inside organizations:

“They think they’re different divisions… and they’re not.”

Her perspective aligns perfectly with David’s sales philosophy — clarity in messaging anchors everything.

Instead of overwhelming year‑long plans, Danielle helps clients build momentum through focused 90‑day cycles:

Track the data. Review the results. Adjust with intention.

It’s simple, sustainable, and effective.

Danielle Bornowski

Growth Strategist & Founder

Austin, Texas

www.linkedin.com/in/daniellebornowski/

Connect with David Sliman

• Website: http://salesproformance.com/
• LinkedIn: https://www.linkedin.com/in/davidslimansalespro/
• Linktr: https://linktr.ee/salesproformance
• YouTube Channel: https://www.youtube.com//@UnfinishedBusinessPodcastShow

• Email: GoPro@SalesProformance.com

This episode is brought to you by Unfinished Business, where we dive deep into the journeys of people who are reshaping what success looks like. Make sure to tune in for more episodes that’ll inspire your own entrepreneurial path!

Developed by TMX Creative – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow!

#UnfinishedBusiness #Sales #Leadership #DavidSliman #Growth #Mindset #Business #FamilyBusiness #SalesDevelopment #Strategy #TMXCreative #Training #Results #CEO #CEOLeadership #Entrepreneurship #Success #Podcast #Interview

In this episode of Unfinished Business, host David Sliman sits down with Ginna Tassanelli — Founder & CEO of HYPE Media — to unpack one of the most urgent challenges facing entrepreneurs today: getting noticed in a noisy digital world.

With more than two decades of experience across radio, print, digital, and brand strategy, Ginna has helped established companies, emerging founders, and industry leaders transform their expertise into magnetic brands that attract premium clients.

As David frames early in the conversation, “building a successful brand isn’t enough anymore… the struggle today is getting noticed” . Ginna brings the roadmap for solving that struggle.

Episode Highlights:

Why Great Companies Stay Invisible Ginna explains why so many exceptional businesses remain “the best kept secret” — and why today’s market demands a face behind the brand.

“Your company… needs to have a face to it… that is going to get your ideal clients to want to pay attention to you” . The Leap From Corporate to Entrepreneurship Ginna shares the story behind leaving her high‑performing corporate role — even during her highest revenue month — and the mix of exhaustion, motherhood, and red tape that pushed her toward entrepreneurship.

“I did it very scared… my husband was a huge support… and I never looked back” . Showing Up on Camera — Even When You’re Terrified From sweating through her first livestreams to coaching introverts into confident creators, Ginna explains why video is now the anchor of modern marketing.

Her advice is simple and powerful: “You just have to do it the first time… it’s kind of like riding a bike” . Premium Buyers vs. Broad Buyers Ginna outlines the difference between selling low‑ticket volume and attracting premium clients who aren’t price‑sensitive — they’re certainty‑sensitive. “Premium buyers… want to know you’re going to take this off their plate and get it done” .

Using AI Without Losing Authenticity Ginna shares how HYPE Media uses AI responsibly — for backend systems, trained copywriting, and operational efficiency — while avoiding the “AI clone” trend that erodes trust. “If you show up as yourself… now is your opportunity to stand out” . Her perspective is refreshing, practical, and grounded. Guest Contact Information

Ginna Tassanelli Founder & CEO, HYPE Media ginna@gethypemedia.com

In this episode of Unfinished Business, host David Sliman sits down with Bradley Rausch, Owner of Level Up Influence, to unpack one of the most overlooked drivers of revenue growth: customer retention. Bradley brings years of experience in sales, customer success, and backend optimization — and he makes a compelling case that the real money isn’t in closing the deal… it’s in keeping the client.

As Bradley puts it early in the conversation, “the industry overall… glamorizes the marketing… and the sales and the front end… I’m just here to say there’s something to add to that equation” . This episode dives deep into that “something.”

Episode Highlights

• Retention Starts in the Marketing Bradley explains why customer success begins before the sale — in the promises you make, the expectations you set, and the way you position your offer. “If we just stop making these promises on the front end, we don’t have to fix so much retroactively on the back end.”
• The Unmarketed Delivery Moment One of Bradley’s signature strategies: delivering a high-value, unexpected touchpoint 20–40% into the customer journey to spike belief, deepen trust, and prime clients for referrals and testimonials.
• The Four Sales Framework Bradley breaks down his model for maximizing lifetime value:

1. The First Sale
2. Onboarding
3. Advocacy (Referrals & Testimonials)
4. Ascension He explains why most companies obsess over step one and ignore the other three — leaving massive revenue on the table.

• Onboarding That Actually Works Bradley shares his 72-hour onboarding philosophy: “What happens in the first 72 hours will decide whether the client becomes a liability or an asset.” He walks through the four emotional shifts every new client must experience: Safety, Clarity, Momentum, and Identity.
• How to Ask for Referrals the Right Way Bradley outlines his “soft ask” and “hard ask” method — and why timing matters more than results. “Ask when the belief that they will get results is the highest… usually 30–50% of the way through the container.”
• Culture, Hiring, and Cross-Team Alignment From DISC profiles to sales-CS collaboration, Bradley explains how to build a company culture where retention is everyone’s job — not just the CSM team.

Guest Contact Information

Email: b@bradleyrausch.com

LinkedIn: www.linkedin.com/in/bradley-rausch/

In this episode of Unfinished Business, host David Sliman sits down with Drew Norton, the voice behind The Everyday Sales Leader. They dive deep into the mindset and discipline required to move from an average salesperson to an elite performer. Drew shares his philosophy that you don't have to be spectacular to be elite; you just have to master the fundamentals and show up with consistency.

• The Power of Discovery: Why a thorough discovery process is more valuable than a "product vomit" presentation, and how it builds long-term value for the client.
• Mindset and Affirmations: How elite sellers use mental conditioning and affirmations to overcome limiting beliefs and show up with confidence.
• The Future of Sales in the AI Era: Why relationship-based selling and "being human" will become even more critical as AI handles more marketing and automation.

• Website: theeverydaysalesleader.com
• Email: drew@theeverydayleader.co
• Social Media: Look for @TheEverydaySalesLeader on all major platforms.

"It's not about titles. It's about how you show up every day."

Episode is LIVE — and if you run an outside sales team, you need to hear this.

On this episode of Unfinished Business, I’m joined by Matthew Sniff, Founder of Map My Customers, and we break down what’s really happening in field sales today

Here’s the reality:

Most outside sales teams are working hard… But not always working smart.

We dive into:

• The KPIs sales leaders should be obsessed with
• How to build accountability without micromanaging
• Why territory intelligence = competitive advantage
• How to maximize rep time in the field
• Where field sales still wins in an AI-driven world

One line that stuck with me: You have to inspect what you expect.

If you don’t know what’s happening in your territories, you can’t scale performance.

This conversation is practical, tactical, and built for leaders who want transparency and results.

🎧 Streaming everywhere now.

#UnfinishedBusinessPodcast #DavidSliman #MatthewSniff #SalesLeadership #FieldSales #SalesManagement #RevenueGrowth #SalesTools #B2BLeadership #MapMyCustomers