Revenue Mind

Jolie Shapiro
  • 5.0 (16)
  • Mental Health
  • Updated Weekly

Revenue Mind is where revenue leaders take the game face off: real, raw stories proving mental health is a revenue metric, not a side quest. Host Jolie Shapiro sits down with CROs, CMOs, founders, and top sellers (from LivePerson, Wistia, VaynerX, Gainsight, Refine Labs, and more) for the conversations that don’t happen on LinkedIn: burnout, anxiety, ADHD, addiction and recovery, grief, and the pressure of carrying a number. New episodes every Wednesday.

  1. Aug 12

    F*ck It Let’s Be Awkward | Chaniqua (Nikki) Ivey, Co-Founder of SDRDefenders

    From selling cars to two decades in SaaS, Nikki Ivey turned a writer’s love of words into a sales career—and a conviction that the people most skilled at moving others should be creating culture, not just complaining about it. A writer first, a LinkedIn Top Voice, and co-founder of SDRDefenders, Nikki joins Jolie to get honest about the parts of sales that don’t make the highlight reel: the wigs she spent years suppressing as the only Black woman in the room, the narratives that walk in before she does, and the extra work it takes to reach the same baseline of confidence a typical seller starts from. Along the way she reframes the meritocracy debate, separates structural exclusion from the interpersonal kind, and offers a way through the DEI backlash that asks nothing of your politics—only that you care how your behavior lands on someone else. Her throughline: you can criticize culture or you can create it, and sellers are built to create. Key Takeaways: • Three frameworks that explain her: words, wigs, and women in charge • “Put the wig on, girl”: the years she spent suppressing hair-as-accessory as the only Black woman in the room • Writing as a hard sales skill—“teach the computer to talk like you, not instead of you” • Mr. Nelson, the seventh-grade English teacher who handed out prompts asking kids who they think they are • How the isolation of 2020 spawned online sales communities: Thursday Night Sales, SDRDefenders, and the one she’s most proud of, Sales for the Culture • The “external ERG” that gave Black and brown sellers a place to be vulnerable when it was needed most • “Nothing happens until something gets sold”: why sellers underestimate their power over culture • The meritocracy trap: nobody asks for the ROI case on hiring the same young white male out of college • Structural vs. interpersonal exclusion—and why your interpersonal experience still counts • Do’s and don’ts vs. wills and won’ts: a path through the backlash that skips shame and asks only that you care how your behavior lands • Permission to say the clumsy thing—create the safe space, then grow in the same direction Links Nikki Ivey (LinkedIn): https://www.linkedin.com/in/nikki-ivey/ SDRDefenders (acquired by Pavilion): https://www.joinpavilion.com

    F*ck It Let’s Be Awkward | Chaniqua (Nikki) Ivey, Co-Founder of SDRDefenders

  2. Aug 5

    You Do You | Richard Harris, Founder of The Harris Consulting Group

    Somewhere past 500 podcast episodes, hosting and guesting combined, and nobody had ever asked Richard Harris what talking about his mental health has cost him. Founder of The Harris Consulting Group, creator of N.E.A.T. Selling and author of The Seller’s Journey, Richard joins Jolie to trace it back to one morning in San Francisco when he woke up in the fetal position and physically could not move. What follows: the phone call to his mom, the sentence that kept him from getting on the plane, 20+ years with the same therapist, and imposter syndrome that shows up live on the recording. His throughline: you do you, and don’t be afraid to make the phone call. Key Takeaways • Imposter syndrome as a lifelong companion, and what to say to it in real time. • The San Francisco morning he woke up in the fetal position and could not move. • “If I do that, the city wins”: why he stayed, and how he found the therapist he kept for 20+ years. • Depression described as walking around with 10 pound weights on each leg. • What staying quiet cost him, and what talking about it has cost him since. • “I thought only crazy people took medication.” • Therapy in sprints: some things resolve in a session, some take six weeks. • Double chair work, literally switching seats to have the conversation with his father. • Why “whoever speaks first loses” means you asked the wrong question. • The beer with a friend who said “I don’t know what that feels like,” and why that wasn’t rejection. • His real cell number, handed out on air, and the reason nobody ever calls. Timestamps 00:00 Intro and welcome 00:35 What makes you you, beyond the title 03:00 Imposter syndrome, in the room, live 03:19 Anxiety, depression, and “why does anybody want to listen to me?” 05:21 Waiting for the other shoe to drop 07:01 “I’m gonna shut up now”: the phrase he uses in live deals 08:58 No deal closes without a compelling event. Neither does therapy. 09:23 San Francisco: waking up in the fetal position and calling his mom 12:16 Someone inside him pulling a string, holding his heart down 13:56 What staying quiet cost him, and what talking has cost him since 14:20 “I thought only crazy people took medication” 16:36 “I don’t know what I lost, but I think I’ve gained so much” 18:53 Therapy in sprints: some things take a session, some take six weeks 21:21 The box, the duct tape, and the back of the closet 22:00 Double chair work: the conversation with his father 23:47 “The happiest people I know go to therapy” 26:49 “There’s no question you can’t ask me” 27:56 Silence as a learned skill, not an instinct 29:01 Why “whoever speaks first loses” is the wrong game 29:47 The beer with Brian: “I don’t know what that feels like” 33:03 Letting people show up as they are 33:43 Where to find Richard, and his actual cell number Like this one? Follow Revenue Mind, and leave a review if it hit home. It’s how more revenue leaders find the show, and how we keep mental health right next to the number. Links Richard Harris (LinkedIn): https://www.linkedin.com/in/rharris415 Richard Harris (cell, he means it): 415-596-9149 The Harris Consulting Group: https://theharrisconsultinggroup.com The Seller’s Journey: https://thesellersjourney.co Surf and Sales: https://theharrisconsultinggroup.com/surf-and-sales-podcast/ Jolie Shapiro: http://linkedin.com/in/jolieshapiro Revenue Mind: http://linkedin.com/company/revenuemind

    You Do You | Richard Harris, Founder of The Harris Consulting Group

  3. Jul 29

    I'm an HR Risk | James Buckley, Partnerships and Host at Sell Better

    From 15+ years in professional kitchens to two decades in sales, James Buckley has built Say What Sales—a personal brand rooted in one line: if you're a salesperson, we're the same person. Founder of Say What Sales and host of the daily sales show Sell Better, James joins Jolie to get honest about the parts that don't make the highlight reel: an addiction that shifted from hard drugs to food, a 2006 ER visit that had his family relocated from Miami to Tennessee within 48 hours, and the 3 a.m. gym routine that's kept him steady through a recent type 2 diabetes diagnosis. His throughline: resilience isn't a personality trait, it's a choice you make over and over. Key Takeaways • A type 2 diabetes diagnosis and a 70lb weight loss, done with no medication. • Addiction doesn't disappear, it just changes shape. • The case against group recovery: why AA and NA didn't work for him. • Comedy has a line, not because they aren't funny. • Corporate phrases banned from vocabulary: "circle back," "I'd love to." • Moving from Miami to Tennessee in 48 hours after an ER visit in 2006. • Resilience built through tough times makes sales rejection feel small. • Read on millennials, Gen Z, and the widening communication gap. • "They're not gonna be at your funeral." • Posting positivity even when he doesn't feel it and what he does to lift himself up. Timestamps 00:00 Intro and welcome 01:27 The type 2 diabetes diagnosis, and dropping 70 lbs with no medication 02:04 Addiction that shifted from hard drugs to food 02:53 The case against group recovery: what AA and NA got wrong for him 05:54 Who he is when the camera's off 07:36 Where he draws the line on humor 09:17 The corporate phrases banned from his vocabulary: "circle back," "I'd love to" 10:42 His origin story: 15 years as a cook, then door-to-door sales 12:45 The worst divorce, a blended family, and how Say What Sales was born 15:10 "Zero to hero": how resilience carried him through 17:18 Gen Z enters the workforce 17:48 "The last resilient generation" 23:15 Generational differences vs. generational trauma 26:17 His own history with cocaine and heroin, and a moderation trick he shared with a friend struggling with drinking (standard disclaimer applies) 29:51 The relapse after his father's death, and the decision that followed 31:26 Inside the 3 a.m. gym routine 32:13 ADHD, Ritalin, and the "wall of why" behind his content 34:02 The fence philosophy: reaching down, reaching up, never letting go 35:20 Job hopping, roots, and how staying put changed his career 36:33 "They're not gonna be at your funeral": parasocial relationships with creators 41:37 Posting positivity on the days he doesn't feel it 44:32 Where to find James Like this one? Follow Revenue Mind, and leave a review if it hit home. It's how more revenue leaders find the show, and how we keep mental health right next to the number. Links James Buckley (LinkedIn):https://www.linkedin.com/in/jamessaywhatsalesbuckley James Buckley (Instagram): https://www.instagram.com/saywhatsales James Buckley (TikTok): https://www.tiktok.com/@saywhatsales Sell Better: https://sellbetter.xyz Jolie Shapiro: http://linkedin.com/in/jolieshapiro Revenue Mind: http://linkedin.com/company/revenuemind

    I'm an HR Risk | James Buckley, Partnerships and Host at Sell Better

  4. Jul 22

    Hand Off the Hot Potato | Freddie Laker, Founding Partner of Chameleon Collective

    From one-and-done author to accidental evangelist for a better way to work, Freddie Laker has spent a decade building Chameleon Collective, a four-time Inc. 5000 “collective” where everyone gets to be the boss and share the risk instead of one person throwing themselves in the fire. Founder of Chameleon Collective and co-author of the bestselling Collective Capitalism, Freddie joins Jolie to get honest about the parts that don’t make the highlight reel: why he preaches “no one should carry it alone” and still grabs the stressful hot potato himself, what actually scares him about AI, and the on-mic existential crisis when he realized he might be the last person who should talk about work-life balance. His throughline: there’s opportunity in chaos, but only if you stop trying to carry it alone.   Key Takeaways • Collectivism runs on “we people,” not “me people,” so no one carries risk alone. • Collaboration is approaching zero unlocking a collective business model. • Help 10,000 companies form collectives than sell and sail off into retirement. • Introvert and extrovert at once: off the clock he’s a tinkerer who can’t sit still. • Controlling your own future without carrying the risk yourself.  • The system is broken, and collectivism is a way to make capitalism work. • The messy, in-flux moments are when new players make the biggest leaps. • The tech part about AI isn't scary, it's who gets left behind as wealth concentrates. • Learning to share the stressful hot potato vs. carrying it alone. • Dialing everything to eleven teaches you about (the lack of) work/life balance.   Timestamps 00:00 Intro and welcome 00:59 The book, and the story behind Collective Capitalism 01:11 “One and done”: the collective model and wanting to help 10,000 companies 03:24 Legacy over exit: paying it forward 04:05 Who he is when none of it’s in the room: the tinkerer behind the founder 06:46 If he could retire tomorrow: culinary school 08:06 “Eating is the only ritual of enjoyment that renews itself three times a day” 09:04 Where the drive came from: growing up around entrepreneurs 14:08 The book: what the old way of working was costing him 14:27 Why collectivism, and making capitalism work for everyone 17:34 Finding the gap, and how AI lowers the barrier for entrepreneurs 19:13 Opportunity in chaos 23:03 What actually scares him about AI 25:36 “No one should carry it alone”: what carries you, and can you let it 26:14 “We people,” not “me people,” and the hot potato he won’t hand off 29:08 Why asking for help is so hard 32:38 The on-mic existential crisis: admitting his balance is “rubbish” 34:34 The book becomes a bestseller: how much of his worth is riding on it 37:19 The builder’s confession: “moderation is not my strong suit” 39:20 Where to find Freddie Like this one? Follow Revenue Mind, and leave a review if it hit home. It’s how more revenue leaders find the show, and how we keep mental health right next to the number. Links Freddie Laker: https://www.linkedin.com/in/freddielaker Collective Capitalism: https://collectivecapitalism.org Chameleon Collective: https://chameleoncollective.com Jolie Shapiro: http://linkedin.com/in/jolieshapiro Revenue Mind: http://linkedin.com/company/revenuemind

    Hand Off the Hot Potato | Freddie Laker, Founding Partner of Chameleon Collective

  5. Jul 15

    Pick Your Poison | Ian Koniak, Founder of Untap Your Sales Potential

    From the number one enterprise rep at Salesforce to a self-described "functioning addict" living a double life at the top of his game, Ian Koniak traces how a 20-year work-hard-play-hard grind nearly cost him his marriage and his family, and what it finally took to get sober. Founder and CEO of Untap Your Sales Potential, Ian joins Jolie to riff on the president's-club culture he lived and loved, why "the pain of staying the same has to be greater than the effort to change," the rock bottom that turned him around, and how honesty, faith, and recovery rebuilt a life he's actually proud of. His message for anyone white-knuckling a secret: pick your poison, there's a 12-step for it, and the opposite of addiction is connection. Key Takeaways • Ian was Salesforce's #1 enterprise rep while deep in addiction, and didn't think his life was unmanageable. • "Work hard, play hard" is a cycle: build up, build up, then blow up. • A functioning addict is still an addict: the sneaking and secrecy are the tell, not how often. • The real rock bottom wasn't a car crash or a stuck roller coaster: it was seeing the pain he'd caused someone he loves. • "The pain of staying the same has to be greater than the effort to change." • Honesty was the medicine: getting sober meant no more secrets, and the marriage got lighter for it. • Whatever your poison is (alcohol, weed, the phone, work), there's a 12-step for it. Start with the one that's unmanageable. • The opposite of addiction is connection: isolation and endless scrolling live on the same spectrum. • From greed and excess to service: his worth stopped riding on money and status. Timestamps 01:00 "What makes you you?": authenticity and the human struggle 02:00 A wild resume: Venezuela, Australia, and meeting his wife at a Tony Robbins firewalk 04:33 Chasing the thing that was available to him all along 05:00 Cross-addiction and the need to always be doing something (the new triathlon) 07:00 Closing the biggest deals of his life while falling apart: did anyone know? 08:00 The functioning addict: work hard, play hard, build up then blow up 11:50 President's Club and tech-bro culture, lived for 20 years 15:00 The opposite now: family man, faith, and getting baptized 18:00 How 12-step started the shift, and the values that came with it 22:00 Feeling "the addict" come on: restlessness, and the phone as the new numbing 24:00 Doom-scrolling, disconnection, and why the opposite of addiction is connection 27:00 The confessional: telling his wife everything 32:00 His car crash at 25 and the luck that let him walk away 35:00 "God shots" and finding purpose in the near-misses 40:00 The rock bottom, in his own words 42:00 What compulsive behavior actually is, and finding the rooms 43:00 The roller-coaster moment and the promise that changed everything 47:00 The year he kept the secret while coaching others 50:00 The day it all came out, and the scare that scared him sober 57:00 Honesty as the medicine, and a marriage that stayed 1:00:00 Baby Luke, the life he rebuilt, and where to find Ian Like this one? Follow Revenue Mind, and leave a review if it hit home. It’s how more revenue leaders find the show, and how we keep mental health right next to the number. Links Ian Koniak: https://www.linkedin.com/in/iankoniak/ Untap Your Sales Potential: https://www.untapyoursalespotential.com/ Jolie Shapiro: https://www.linkedin.com/in/jolieshapiro/ Revenue Mind: https://www.linkedin.com/company/revenuemind/

    Pick Your Poison | Ian Koniak, Founder of Untap Your Sales Potential

  6. Jul 8

    Put the Shovel Down | Amber Hollingsworth, Master Addiction Counselor

    From accidentally landing in addiction counseling with “no life jacket” to building a whole career on one radical idea, that people recover better when treatment isn’t a miserable experience, Master Addiction Counselor Amber Hollingsworth traces how growing up surrounded by addiction shaped her relationship-first approach. Founder of Hope for Families Recovery Center and creator of the YouTube channel Put the Shovel Down, Amber joins Jolie to riff on why calling herself the client’s “defense attorney” instead of their probation officer earns more trust than tough love, why there’s no bad reason to get sober, and why the driven, high-performing execs who can’t turn their brain off so often drink to do it. Her throughline: stop waiting for rock bottom. You can just put the shovel down. Key Takeaways • Not being in recovery herself became her edge: it forced her to listen deeper than most. • Whatever you grow up in feels normal: she didn’t name her own family’s addiction until she was in the field. • Counseling school barely covers addiction: one class, a couple of 12-step visits, then you’re on your own. • “Defense attorney,” not probation officer: be on the client’s side and trust follows. • Make treatment something people want to show up to (her teens got sober just to stay mentors). • There’s no bad reason to get sober: kids, marriage, even prison all count. • Drop the pressure to fix everyone: it’s why counselors burn out in ~5 years, and why she hasn’t. • Driven execs drink to shut their brain off: stop fighting your operating system instead of becoming someone else. • Ignore the doom stats: people beat this every day, and 10 tries is normal, not failure. • Stop waiting for rock bottom: put the shovel down before you burn every bridge. Timestamps 00:00 Intro / “Just take a breath” 00:38 “What makes you you?” 01:47 Not realizing she was a business owner until the first year’s tax bill 02:47 How she got into the field by accident: teacher to counselor to addiction program 03:30 Designing a teen addiction program with zero experience: “no life jacket, no nothing” 04:37 Growing up around addiction and never naming it 05:36 “Whatever you grow up in feels normal” + wishing for a better origin story 06:20 “Are you in recovery?”: the first question clients ask, and why not being in recovery became her edge 07:49 What counseling school actually teaches about addiction 08:20 Flying under the radar: building an IOP teens wanted to attend + the mentor program 09:42 How she got them to come back: “like them and they’ll like you back” 10:30 The “defense attorney” approach: on the client’s side, not their probation officer 11:25 Jolie’s IOP story and four and a half years sober 12:39 What brought Jolie to program: her rock bottom 14:29 There’s no bad reason to get sober 15:27 Clients who return across life stages: the goal is a good experience, not forever-sobriety 17:12 Comorbidity and having more than one addiction 18:07 Why counselors burn out (the 5-year lifespan) and how she drops the pressure 20:33 Burnout tips: diagnose the real source, then reframe 21:26 Her niche now: businessmen who drink and driven A-type professionals 22:37 Stigma vs. ambivalence: what actually keeps people from getting help 24:16 The non-alcoholic / mocktail movement 25:36 One thing to tell someone in active addiction: ignore the negative stats 26:43 “One day at a time” and meetings as a refresh 28:01 What high performers most need to hear 28:30 Why driven people drink: fighting your own “operating system” 30:16 Square peg, round hole: work with who you are 30:57 Where to find Amber + the meaning of “Put the Shovel Down” Like this one? Follow Revenue Mind, and leave a review if it hit home. It’s how more revenue leaders find the show, and how we keep mental health right next to the number. Links Amber Hollingsworth / Put the Shovel Down: https://www.youtube.com/@PutTheShovelDown Hope for Families Recovery Center: https://www.familyrecoveryacademy.online/ Jolie Shapiro: https://www.linkedin.com/in/jolieshapiro/ Revenue Mind: https://www.linkedin.com/company/revenuemind/

    Put the Shovel Down | Amber Hollingsworth, Master Addiction Counselor

  7. Jul 1

    From Trauma to Triumph | Hacia Atherton, Author of the Billion Dollar Blind $pot

    A 600kg horse landed on Hacia Atherton while she was training for international dressage. What followed: six months in the hospital, 30-plus procedures, and 117 days of work just to stand for ten seconds. She studied for her CPA exams from a hospital bed, went on to earn a master’s in positive psychology, founded an organization fighting for women in the trades, and wrote a book about the billions hiding in plain sight in workplace culture. She and Jolie get into the emotional cage the Industrial Revolution built, why telling men they’re allowed to feel means nothing without the tools to do it, and why belonging, not titles or diversity programs, is what actually moves the needle. Key Takeaways • 1,300 lbs of horse, 30+ procedures, six months in hospital. • 117 days of work just to stand for ten seconds. • Grit got her through; curiosity unlocked the recovery. • She left rehab early for a CPA exam; they called a psychiatrist. • Breath was the one thing she controlled. It became her anchor. • Factory-era economics built the tough-it-out archetype we still live. • We told men they could feel, but never gave them the tools. • Disengagement costs the world ~9% of global GDP. Timestamps 00:00 Intro 01:17 Law, and a pony named Honey Babe 02:40 The accident: 600kg in slow motion 04:10 Six months, 30+ procedures, and dehumanization 09:43 A PhD in turning trauma into triumph 10:11 CPA exams from a hospital bed 13:17 The book as anchor, breath as control 17:57 Emotional pain is as real as a broken arm 21:41 The billion-dollar blind spot in culture 26:21 Masculine vs. feminine leadership 33:05 The SAD acronym and why words carry weight 34:09 Belonging as the real fix 39:18 Outro: find Hacia and her book Like this one? Follow Revenue Mind, and leave a review if it hit home. It’s how more revenue leaders find the show, and how we keep mental health right next to the number. Links Hacia Atherton: https://www.linkedin.com/in/haciaatherton/ Empowered Women in Trades: https://ewitrades.com/ The Billion Dollar Blind Spot: https://www.haciaatherton.com/billion-dollar-blindspot Jolie Shapiro: https://www.linkedin.com/in/jolieshapiro/ Revenue Mind: https://www.linkedin.com/company/revenuemind/

    From Trauma to Triumph | Hacia Atherton, Author of the Billion Dollar Blind $pot

  8. Jun 24

    Ride With The Unexpected | Heather Bell, VP of Sales at Vector

    From layoffs and COVID teaching her what’s actually controllable, to a husband’s truth bomb that finally broke a years-long pattern of “riding it out,” Heather Bell traces the line from people-pleasing grit to self-responsibility at work and at home. She and Jolie riff on why mental health is a revenue metric, not a side quest; what it actually took to land a job with her own list of non-negotiables. And why “they just hire good people” is the only diversity strategy that’s ever worked for her. Key Takeaways • Layoffs and a shifting economy aren’t a referendum on your grit. • Grit is the #1 thing to look for, because it can’t be taught. • Write down non-negotiables before any job search begins. • Burnout’s long runway: pumping in her car, sleepless nights, still going out to sell. • Her husband naming the pattern broke years of “riding it out.” • Financial success means little if you’re not present for it. • Being wanted because she’s a woman is a red flag, not a win. • Send the prospect elsewhere if you can’t actually help them. Timestamps 00:00 Intro 00:48 Why mental health matters in revenue 02:29 What makes you you? Blue-collar roots, hard work, family 03:26 Giving her kids a better life 04:24 COVID’s silver lining: flexibility and presence 05:49 Did she always want kids? 07:50 The pressure on women to do it all 09:24 Finding the right room: non-negotiables and a 50% women team 12:18 Diversity that doesn’t need to be talked about 13:41 What women bring to sales: patience and real listening 14:45 Solving the problem over making the sale 15:20 Give first, without expectation 17:06 Ego, scarcity, and letting an opportunity go 17:45 How she got into sales 18:43 Parents’ lessons and the layoff that reset her 24:29 Can you teach grit? 26:51 Her most burned-out seasons 30:13 Getting back to happy 32:42 Leading with expectations and psychological safety 34:44 How bad bosses shape you 36:43 The boss who gave her a month’s heads-up 37:59 Forces you can’t beat: AI, economy, layoffs 40:03 Ride with the unexpected 41:37 Where to find Heather Like this one? Follow Revenue Mind, and leave a review if it hit home. It’s how more revenue leaders find the show, and how we keep mental health right next to the number. Links Heather Bell: https://www.linkedin.com/in/heatherbell-sales/ Vector: https://www.vector.co/ Jolie Shapiro: https://www.linkedin.com/in/jolieshapiro/ Revenue Mind: https://www.linkedin.com/company/revenuemind/

    Ride With The Unexpected | Heather Bell, VP of Sales at Vector
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About

Revenue Mind is where revenue leaders take the game face off: real, raw stories proving mental health is a revenue metric, not a side quest. Host Jolie Shapiro sits down with CROs, CMOs, founders, and top sellers (from LivePerson, Wistia, VaynerX, Gainsight, Refine Labs, and more) for the conversations that don’t happen on LinkedIn: burnout, anxiety, ADHD, addiction and recovery, grief, and the pressure of carrying a number. New episodes every Wednesday.

Information

  • Creator
    Jolie Shapiro
  • Years Active
    2024 - 2026
  • Episodes
    41
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 All rights reserved.
  • Show Website
    Revenue Mind