4d ago

The Difference Between Running a Business and Building One with Sarah Still

There's a point in every founder's journey where doing great work stops being enough. The habits that built the business — staying close to delivery, saying yes, solving every problem — quietly become the ceiling. In this episode, Sarah Still, COO and Enterprise Value and Exit Strategist with RAYNE IX, joins Tam to talk about what it actually takes to build an agency that doesn't depend entirely on the founder. Sarah brings close to a decade of experience scaling a women-led agency to nearly $10 million, and the conversation gets specific fast — from how values get operationalized into daily systems, to why most founders are still unknowingly showing up like employees in their own businesses. This one is for any founder who has ever felt like they built a very demanding job instead of a scalable business — and wants a clearer picture of what changes when they start leading it differently. In this episode: Why defining your values means nothing if they aren't embedded into your operations and communicationsThe decision-making framework Sarah used to stop every problem from filtering back to the founderHow the way you show up in a sales conversation is a direct preview of how you'll show up inside the client relationshipThe mindset shift from employee order-taker to expert who leads outcomes — and why it's about reconditioning, not confidenceWhat to do when you've outgrown the version of the business you originally builtFind the complete show notes here →https://studiothree49.com/podcast/ep-50-sarah-still Sales as Service Challenge — Start Now! Identify one place where you're still showing up like a service provider instead of a strategic partner. Maybe it's overexplaining instead of making a recommendation. Waiting for permission before leading the conversation. Reacting to client requests instead of guiding outcomes. Or staying so buried in delivery that you're not thinking strategically about the business itself. Then ask yourself: What would this look like if I approached it as the expert in the room? Practice leading one client conversation differently this week. Be more direct. Make the recommendation. Guide the next step. Own your expertise. If that feels uncomfortable — that's worth paying attention to. This isn't about confidence. It's about reconditioning. Links & Resources: Learn more about RAYNE IXConnect with Sarah on LinkedInYour next client - calculate what it takes Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment CallHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

43 min

Jun 3

Why You Can't Do the Thing You Know You Need to Do with Natasha Golinksky

Natasha Golinsky is the founder of On Purpose Projects, a certified women-owned full-stack web development agency specializing in complex, custom builds — Shopify, WooCommerce, web apps, and API integrations. She's been running it for over 11 years, built it entirely by accident, and has never written a single line of code herself. In 2024, a stage two breast cancer diagnosis forced her to step away from her business entirely. What she found when she came back changed how she understood her own role — and cracked open years of work she'd been quietly doing on the patterns that kept her stuck as a founder. That work is now the foundation of her coaching practice, where she helps female founders identify and move through the trauma blocks showing up in their businesses. In this conversation, Natasha gets honest about what those blocks actually look like in practice — not the dramatic, obvious kind, but the quiet ones that show up as avoidance, perfectionism, and the persistent inability to do the thing you know you need to do. In this episode: Why the standard advice to "list your limiting beliefs" misses the point entirelyThe one question Natasha uses to surface what's actually blocking a goalHow her own trauma block around visibility kept her from creating content until age 43 — and what finally shiftedWhere trauma blocks show up beyond visibility: pricing, hiring, sales conversations, and team buildingWhy mental health and physical health deserve the same level of attention, full stopFind the complete show notes here →https://studiothree49.com/podcast/ep-49-natasha-golinsky Sales as Service Challenge — Start Now! This week's challenge is simple — but it will tell you something. Pick one business development action you've been consistently avoiding. Not the thing you're procrastinating on — the thing that creates a specific, almost physical resistance every time it comes up. Sending a connection request. Following up after a discovery call. Posting something on LinkedIn that actually says something. Got it? Now ask Natasha's question: why can't I have this? Don't filter it. Don't clean it up. Write down whatever comes up first — because that's usually the thing worth looking at. Then take the action anyway. One time. Confidence doesn't come from feeling ready. It comes from doing the thing before you feel ready and learning that you survived it. Links & Resources: Learn more about On Purpose ProjectsConnect with Natasha on LinkedInFollow Natasha on SubstackYour next client - Calculate what it takes Simply sales with the VIP Power Hour - Download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment CallHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

35 min

May 27

Nail Your Offer: Get Clear, Get Specific, Get Results with Becca Camp

What does it mean when your offer stops converting? Most founders go straight to the copy — rewriting, repositioning, polishing. Becca Camp says that's usually the wrong place to look. In this live episode recording, we get into the deeper reason offers don't land, and it has everything to do with what's happening in your body when you're in the room. Becca is the founder of Fearless Femmes and a former Silicon Valley product leader who now helps women transition from corporate into consulting businesses built around their authentic strengths. Her approach blends practical business strategy with somatic practice and nervous system training — and the conversation we had was one of those that went well beyond marketing advice. This is a live session, so you'll hear real questions from the room, real moments of recognition, and at least one concept — the glitter — that had me taking notes mid-interview. In this episode: Why 80% of whether your offer converts has nothing to do with the words you're usingThe three-part framework Becca uses to help clients package their expertise — including the question most people never think to askWhat your body is broadcasting in a sales conversation before you say a single wordWhy perfectionism is a physiological symptom, not a personality flawHow to build the nervous system capacity to show up consistently — and why that's the real competitive edgeFind the complete show notes here →https://studiothree49.com/podcast/ep-48-becca-camp Sales as Service Challenge — Start Now! Write your offer in one sentence. Not the polished website version. Not the paragraph. One sentence. "I help ___ achieve ___ by ___." Then use it in three real conversations this week — a networking conversation, a DM, a sales call, a coffee chat, wherever you naturally connect with people. Pay attention to where you hesitate. Where you ramble. Where you soften the value or pull back. Those moments are data. Not proof you're doing it wrong — just a signal pointing to where your next layer of clarity lives. Links & Resources: Learn more about Fearless FemmesConnect with Becca on LinkedInYour next client - Calculate what it takes Simply sales with the VIP Power Hour - Download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment CallHave an episode idea? DM me on LinkedIn and let me know! Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

49 min

May 20

It’s Handled: The Hidden Cost of Doing It All Yourself with Johanna Voss

For a lot of women founders, being “the one who handles everything” becomes part of our identity. At first, it feels like a strength. We become dependable, resourceful, capable. We figure things out. We solve problems. We carry the business on our backs because that’s what it takes to get something off the ground. But eventually, the same habits that helped us build the business begin limiting its growth. In this episode of Sales as Service, I’m joined by fractional COO Johanna Voss for a conversation that goes far beyond systems and operations. We unpack the emotional weight many women founders carry inside their businesses, the resistance to asking for help, and why “I’ll just do it myself” often becomes one of the biggest barriers to scaling sustainably. Johanna shares what she sees behind the scenes when founders hit a plateau, how over-responsibility quickly creates operational chaos, and why gratitude and ambition are not mutually exclusive. Inside this episode, we discuss: Why women founders often become the bottleneck without realizing itThe hidden cost of over-functioning and “doing it all”How founder identity impacts delegation, hiring, and leadershipWhy asking for help feels emotionally difficult for so many entrepreneursThe mindset shift that allows businesses to grow beyond founder dependencyFind the complete show notes here → https://studiothree49.com/podcast/ep-47-johanna-voss Sales as Service Challenge — Start Now! This week, identify one place in your business where you are still operating from: “I’ll just do it myself.” Maybe it’s: A task you should have delegated months agoA conversation you’ve been avoidingA hire you know you need to makeOr an area where you know you simply need outside perspective or supportThen ask yourself honestly: “Is this actually serving the growth of my business… or just protecting my comfort zone?” Finally, take one concrete action this week: Send the inquiry. Post the job. Delegate the task. Book the strategy call. Start the conversation. Because momentum rarely comes from having everything figured out. It comes from deciding to stop carrying it all alone. Links & Resources: Learn more about how Johanna runs companiesConnect with Johanna on LinkedInFollow Johanna on SubstackYour next client - Calculate what it takes Simply sales with the VIP Power Hour - Download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment CallHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

30 min

May 13

You Don’t Need More Proof - You Need to Choose Yourself with Samantha Kaye Harris

The longer you’re in business, the more you realize—this isn’t just about strategy. It’s about how you see yourself. In this episode, I sit down with Samantha Kaye Harris, Workforce Retention and Confidence Strategist, to unpack what’s really happening beneath the surface for so many female founders and business owners. We get into the conditioning that keeps us second-guessing, waiting for validation, and holding back from fully owning our value—and how that shows up directly in our sales conversations and business growth. Samantha shares her Brag Bag™ Strategy and TRUTH Method™ as practical tools to help you move from self-doubt to self-trust, so you can communicate your value clearly, confidently, and without hesitation. In this episode, we cover: Why “waiting to be chosen” is keeping you stuck in your businessHow lack of confidence shows up in your sales process (and costs you opportunities)The Brag Bag™ Strategy and how to use it to articulate your valueWhat it means to stand in your truth—and how that changes how you sellThe direct connection between clarity, confidence, and revenueSales as Service Challenge — Start Now! Build your first version of a Brag Bag. Set a timer for 15 minutes and write down: 5 problems you’ve solved for clients5 results or outcomes you’ve helped create5 reasons someone chooses to work with youWrite it down, print it out, post it where you can see it. Add it to the notes app on your phone for the moments when you need a reminder of just how capable and accomplished you are. Links & Resources: Learn more about Samantha Kaye HarrisConnect with Samantha on LinkedIn and InstagramYour next client - Calculate what it takes Simply sales with the VIP Power Hour - Download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment CallHave an episode idea? DM me on LinkedIn and let me know! Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

28 min

May 6

You Don’t Have a Lead Problem — You Have a Clarity Problem with Stacy Eleczko

If your pipeline feels inconsistent, it’s easy to assume you need more leads, more content, or more visibility. But what if the real issue isn’t volume—it’s clarity? In this episode, I sit down with messaging strategist Stacy Eleczko to unpack why so many service-based founders struggle to convert interest into real conversations—and how unclear, overly safe messaging is often the root cause. We talk about the discomfort around hearing “no,” the tendency to soften your message to stay likable, and what actually changes when you get clear on who you’re for (and who you’re not). This is a grounded, practical conversation about messaging that supports real sales—not just attention. In this episode, we cover: Why unclear messaging creates more rejection—not lessThe difference between being liked and being understoodHow people-pleasing shows up in your sales conversationsWhy “no” feels personal—and how to reframe itWhat to prioritize on your website to actually convertSales as Service Challenge — Start Now! This week’s Sales as Service Challenge: Practice clarity. Step 1: Identify one place where your message feels vague—your LinkedIn headline, website, or how you introduce yourself. Rewrite it in one clear, direct sentence. Step 2: Initiate three conversations using that clearer message. No pitch—just start the conversation. Step 3: Ask one direct question that allows for a real answer: “Does this feel relevant for you right now?” Let the response be what it is. Every clear “no” gets you closer to the right “yes.” Links & Resources: Learn more about Stacy Eleczko and how to become the obvious choice.Connect with Stacy on LinkedIn. Join Stacy on her listening tour - book a time Your next client - calculate what it takes Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

30 min

Apr 29

From Waiting for Clients to Creating Real Opportunities with Kimberly Boyd

Referrals are a strong signal that your work matters—but they’re not a strategy you can rely on long term. In this conversation, I sit down with leadership coach Kimberly Boyd to talk about what happens when a referral-based business starts to feel inconsistent—and what it takes to build something more stable. When we started working together, Kimberly’s business was built almost entirely on word-of-mouth. It worked… until it didn’t. What you’ll hear in this episode is how she shifted from “cross your fingers and hope” to a more intentional, consistent approach to business development—and what changed as a result. This isn’t about doing more. It’s about understanding the difference between waiting for opportunities and creating them. In this episode, we cover: Why referrals can create a false sense of security in your businessHow referrals shortcut the sales process—and why that mattersThe mindset shift from “I’m bad at sales” to building a repeatable practiceWhat business development discipline actually looks like week to weekThe real opportunities that start showing up when you create consistency Sales as Service Challenge — Start Now! This week, I want you to stop waiting—and start initiating. Your challenge: Identify 5 people already in your network (past clients, warm leads, referral partners, or peers)Start 5 intentional conversations No pitch. No pressure. Just reconnect, check in, or share something relevant.Focus on connection—not conversionBecause this is where a real pipeline starts. Links & Resources: Learn more about Strategic ClarityConnect with Kimberly on LinkedInYour next client - Calculate what it takes Simply sales with the VIP Power Hour - Download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment Call Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

23 min

Apr 22

DM Me: Turning Conversations into Clients with Sean Malone

Somewhere along the way, sales became more complicated than it needs to be. Funnels, tech stacks, automation all before we ever have a real conversation. But when you strip it back, every new client opportunity comes down to four simple steps: finding the right people, connecting with them, nurturing the relationship, and making an offer when there’s a genuine fit. In this episode, I’m joined by Sean Malone, Co-Founder of FlowChat, author of DM Me, and someone who has been part of more than 1.5 million direct message conversations. Together, we break down why most founders don’t have a lead problem—they have a consistency problem—and how direct messaging creates the fastest, most human path to starting real conversations that lead to new business. In this episode, we cover: The 4-step framework behind every client opportunityWhy inconsistency and not lack of leads is the real problemHow direct messaging removes friction and accelerates conversationsWhat most people get wrong about outreach (and how to fix it)Why human connection matters more than ever in an AI-driven landscape Sales as Service Challenge — Start Now! For the next 5 days, block one hour on your calendar and follow this structure: 20 minutes: Nurture your network Respond to messages. Check in with a past client or connection. Make an introduction. 20 minutes: Build visibility Post something. Engage with people in your space. Show up in conversations that matter. 20 minutes: Strategic outreach Identify 2–3 people you want to connect with and send a thoughtful, specific message. No scripts. No overthinking. Just consistent, intentional action. This is how you move from waiting for opportunities to creating them. Links & Resources: Learn more about FlowChatConnect with Sean on Facebook, Instagram, LinkedIn, X and YouTubeYour next client - calculate what it takes Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment Call Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

48 min

Sales as Service

The Difference Between Running a Business and Building One with Sarah Still

Why You Can't Do the Thing You Know You Need to Do with Natasha Golinksky

Nail Your Offer: Get Clear, Get Specific, Get Results with Becca Camp

It’s Handled: The Hidden Cost of Doing It All Yourself with Johanna Voss

You Don’t Need More Proof - You Need to Choose Yourself with Samantha Kaye Harris

You Don’t Have a Lead Problem — You Have a Clarity Problem with Stacy Eleczko

From Waiting for Clients to Creating Real Opportunities with Kimberly Boyd

DM Me: Turning Conversations into Clients with Sean Malone

Trailer

Trailer: Sales as Service with Tam Smith

About

Information

Sales as Service

Episodes

The Difference Between Running a Business and Building One with Sarah Still

Why You Can't Do the Thing You Know You Need to Do with Natasha Golinksky

Nail Your Offer: Get Clear, Get Specific, Get Results with Becca Camp

It’s Handled: The Hidden Cost of Doing It All Yourself with Johanna Voss

You Don’t Need More Proof - You Need to Choose Yourself with Samantha Kaye Harris

You Don’t Have a Lead Problem — You Have a Clarity Problem with Stacy Eleczko

From Waiting for Clients to Creating Real Opportunities with Kimberly Boyd

DM Me: Turning Conversations into Clients with Sean Malone

Trailer

About

Information