Inside The 90™

Jami Mullikin and Andrew Gissal
  • 3.7 (3)
  • ENTREPRENEURSHIP

The Practical, Deep-Dive Entrepreneurial Operating Systems (EOS) Podcast for Implementers, Integrators, Leadership Teams and Anyone Running on EOS or Interested in EOS. Hosted by Andrew Gissal and Jami Mullikin.

  1. 9H AGO

    EP. 34 - Build a Hive: Community-First Networking for Growth

    In this episode of Inside the 90, Jami and Andrew welcome Cam Lawson to talk about networking that actually works—especially inside the EOS community. They contrast “busy networking” with relationship-building, share the “hive / queen bee” framework for finding the right communities, and emphasize leading with curiosity, generosity, and authenticity (not pitches). Practical tactics include going deep with fewer conversations, staying top-of-mind with genuine check-ins, building relationships in LinkedIn comments (not DMs), and making thoughtful introductions that help others win. Key Topics - Networking as relationship-building (not lead harvesting). - “Hive + queen bee” framework for finding your community. - Go-Giver mindset: give value first, don’t pitch. - Being “vibrant” vs. trying to sound smart.- Curiosity prompts that deepen conversations fast. - Staying top-of-mind through thoughtful follow-up. - LinkedIn networking: relationships in the comments, not the inbox. - Healthy automation vs. AI “connection” (and why it backfires). - In-person event strategy: depth over volume. - The art of making great introductions (and asking both parties first). Chapters 00:00 - Welcome + Cam’s background in EOS and community-building. 03:10 - The “hive” framework and why “queen bees” matter in networking. 07:05 - One rule to live by: don’t network just to be busy; network with intention. 10:15 - The Go-Giver approach: give first, avoid the pitchy coffee meeting. 14:10 - “Be vibrant”: authenticity and doing what energizes you (golf, hikes, community). 18:05 - LinkedIn: relationships in the comments, not the inbox; avoid AI spam. 23:00 - In-person tactics: two deep conversations, memorable connection points, follow-ups. 28:10 - The power of introductions + intro templates and “ask both sides first.” 32:00 - Wrap-up + tease next episode (EOS ecosystem tools and support). Mentions & Credits Entrepreneurial Operating System (EOS) — https://www.eosworldwide.com/ EOS One (software mentioned as part of the EOS world) — https://eosone.com/ The Go-Giver (book) — https://thegogiver.com/ BizTrek Marketing Method (and “12 Triggers” mentioned in discussion) — https://biztrek.com/ Wonder (marketing agency referenced) — https://www.workwithwonder.com/ BITE7 (organizational health / engagement survey referenced) — https://www.bite7.com/

    51 min

  2. FEB 19

    EP. 33 - Founder-Led Sales: From Relationship Selling to Repeatable Revenue Growth

    In this episode of Inside the 90, the hosts break down the concept of founder-led sales and how entrepreneurs transition from being the sole driver of revenue to building a scalable sales engine. They explore the different stages of company growth — from starter to grower to scaler — and outline a five-step framework specifically for service-based businesses. The conversation emphasizes defining a clear go-to-market strategy, separating sales functions, building accountability systems, and avoiding the common pitfalls founders face when trying to delegate sales. The episode provides a practical roadmap for moving from relationship-based selling to repeatable, systemized growth. Key Topics - Founder-led sales in service-based businesses. - The five stages of company growth (Seeker → Starter → Grower → Scaler → Giver). - Building a clear go-to-market strategy. - Target market, three uniques, and proven process.- Breaking sales into five functional components. - Delegation triggers and hiring at the right time.- 90-day sales sprints and campaign planning. - Avoiding founder whiplash and reactive pivots. - Productizing services vs. maintaining customization. - Building repeatable systems and sales playbooks. Chapters 00:00 – Holiday reflection and year-end momentum. 04:30 – Founder-led sales and business growth stages. 09:00 – The three components of a go-to-market strategy. 16:30 – Product-market fit in service businesses. 22:00 – Breaking sales into five key functions. 30:00 – Delegation triggers and hiring mistakes founders make. 36:00 – 90-day sales campaigns and accountability cadence. 45:00 – Avoiding whiplash and premature pivots. 50:00 – Building a sales playbook and CRM system. 55:00 – Transitioning from founder-driven to scalable sales engine. 58:00 – Preview of upcoming episode with guest Kim Lawson. Mentions & Credits EOS (Entrepreneurial Operating System) – Business operating framework referenced throughout the episode.https://www.eosworldwide.com 2Bobs Podcast – Podcast for professional services firm founders.https://2bobs.com/podcast

    33 min

  3. FEB 5

    EP. 32 - EOS Rapid Fire: Issues Lists, Solo Founders & More

    In this Inside the 90 rapid-fire episode, Jami and Andrew answer common EOS® questions from listeners. They cover how to properly use the Issues List beyond the leadership team, whether EOS works for a company of one, and what employees should expect when their organization starts EOS. Through practical examples and real-world experience, they break down how EOS creates clarity, traction, accountability, and healthier teams—whether you’re a solo founder or part of a growing organization. Key Topics - How to use the EOS Issues List effectively. - Encouraging teams to raise and track issues. - EOS for solo founders and early-stage businesses. - Using 90-day planning to avoid shiny object syndrome. - What employees should expect when EOS is introduced. - Vision, traction, and healthy team dynamics. - EOS as a framework for clarity and accountability. Chapters 0:15 – Rapid-fire EOS questions intro. 0:25 – Not seeing enough issues on the Issues List. 0:45 – Educating teams on what belongs on the Issues List. 1:53 – Solving issues during the week vs. saving them for L10s. 3:10 – Using the Issues List to reduce unnecessary meetings. 4:33 – Why every team member deserves a place to raise issues. 4:54 – Can EOS work for a company of one? 5:07 – Building Wonder on EOS from day one. 5:28 – Defining a personal 10-year target as a founder. 6:20 – Living in 90-day cycles to find product-market fit. 7:42 – How EOS prevents shiny object syndrome. 8:39 – Using EOS tools in personal and family life. 9:31 – Why EOS is valuable even before hiring employees. 10:35 – What to expect when your company starts EOS. 11:48 – Why leadership teams implement EOS. 12:33 – Vision, traction, and accountability explained. 13:07 – EOS and building healthy, cohesive teams. 14:01 – Culture, shared language, and community. 15:39 – Advice to leaders on communicating EOS rollout. 16:29 – Wrapping up rapid-fire questions.

    17 min
  4. EP. 31 - EOS Secret Sauce: The Visionary and Integrator Relationship

    JAN 22

    EP. 31 - EOS Secret Sauce: The Visionary and Integrator Relationship

    What makes a Visionary–Integrator relationship actually work in EOS®? In this episode of Inside the 90, Jami and Andrew break down what it really takes to find, hire, and work with the right integrator. From timing and trust to healthy friction and accountability, they share real-world lessons from building Wonder on EOS—and why the Visionary–Integrator partnership is the glue that holds a company together. If you’re a founder, visionary, or EOS-run organization, this episode will help you avoid common mistakes and build a stronger leadership team. Key Topics: - The Visionary–Integrator relationship in EOS. - How to find and hire the right integrator. - Timing and fit versus experience. - Trust, friction, and mutual accountability. - EOS tools: Same Page, Level 10, Issues List. - Fractional integrators vs. full-time integrators. - The Five Rules of the Visionary–Integrator relationship. Chapters: 0:00 – Welcome and seasonal catch-up. 3:45 – Jamie’s early EOS experience and first integrator-like partnership. 8:30 – Why the integrator role is hard to get right. 13:15 – Searching for the right integrator and defining fit. 18:40 – Scaling creativity without over-process. 23:30 – Timing, trust, and finding Warren. 28:10 – Why the VI relationship is the glue of EOS. 33:20 – Healthy friction vs. weak VI dynamics. 38:45 – Letting the integrator truly own the seat. 44:10 – Financial acumen and the Disney VI example. 48:30 – Where and how to find an integrator. 54:10 – Fractional integrators and transition strategies. 58:30 – The Five Rules of the Visionary–Integrator relationship. 1:05:20 – Final advice and next steps for visionaries.

    34 min
  5. EP. 30 - How to Build EOS Scorecards

    JAN 8

    EP. 30 - How to Build EOS Scorecards

    This episode breaks down how to build and use EOS scorecards without overcomplicating them. The hosts explain where teams should start, how to choose meaningful metrics, and how scorecards drive clarity, accountability, and better decision-making. Through real-world examples, they show how simple, well-chosen measurables create alignment, surface issues early, and help leaders focus on what truly matters each week. Key Topics: - EOS scorecards and the five foundational EOS tools. - How to choose the right measurables. - Leading vs. lagging indicators. - Using scorecards in weekly Level 10 meetings. - Accountability and “everyone has a number”. - Avoiding over-automation and over-analysis. - Real-world examples of effective metrics. - Scorecards as a tool for alignment and clarity. Chapters: 00:00 – Why scorecards are one of the hardest EOS tools to implement. 03:45 – Where to start: building scorecards by organizational flow. 08:30 – Choosing simple metrics and avoiding perfectionism. 13:10 – What to do when data doesn’t exist yet. 18:20 – How scorecards should be used in Level 10 meetings. 24:00 – When a red metric becomes an issue to solve. 29:15 – Avoiding bloated scorecards and focusing on what matters. 34:40 – Connecting individual roles to scorecards (“everyone has a number”). 41:10 – Creative and powerful real-world metric examples. 49:30 – Scorecards, rocks, and weekly to-dos working together. 56:20 – The “napkin test” for leadership scorecards. 01:01:30 – Final takeaway: don’t overthink it—use the scorecard as designed.

    26 min
  6. EP. 29 - Aligning Sales and Marketing: Lessons from Both Sides of the Table

    12/26/2025

    EP. 29 - Aligning Sales and Marketing: Lessons from Both Sides of the Table

    This episode explores the often-misaligned relationship between sales and marketing, breaking down the causes, phases, and solutions for better collaboration. The hosts—one coming from a sales background, the other from marketing—discuss how alignment changes based on a company's growth stage, why it's so hard to measure ROI in marketing, and how tools like EOS’s Proven Process and the VTO can create harmony across teams. Packed with practical stories and strategic insights, this is a guide for founders, agency leaders, and growth-stage teams trying to sync their messaging, leads, and long-term goals. Key Topics: - The definition and interdependence of sales and marketing. - Aligning sales and marketing through EOS tools like the VTO and Proven Process. - Growth stages: seeker → starter → builder → grower → giver. - Marketing as more than just lead gen—brand, awareness, internal alignment. - Experimental vs. systematic sales approaches. - Why tracking ROI takes 18+ months. - Missteps: promoting top reps to sales leaders, splitting the functions too soon. - Importance of empathy, shared vision, and aligned metrics. Chapters: 00:00 – Sales couch vs. marketing chair: kicking off the tension. 01:20 – What does sales really need from marketing? 03:00 – When to turn on marketing: before or after product-market fit? 05:45 – Seeker to starter: why selling comes before scaling. 09:00 – The buyer’s journey and why marketing takes time. 13:00 – Using EOS's Proven Process as a unifying framework. 17:00 – Marketing’s role in experimentation and brand consistency. 22:00 – Marketing vs. lead gen: defining and separating the two. 27:00 – Sales reacting without marketing: broken expectations. 30:00 – Collateral control and the shared role of storytelling. 35:00 – Tech stack, CRM, and the 18-month maturity window. 40:00 – Brick-by-brick: aligning growth stages with infrastructure. 44:00 – Common pitfalls: rushing ROI, promoting top reps, wrong expectations. 46:00 – Final take: Smart work takes time. Trust the process.

    47 min
  7. EP. 28 - How an Abundance Mindset Transforms Leadership and Life

    12/11/2025

    EP. 28 - How an Abundance Mindset Transforms Leadership and Life

    In this episode, the hosts explore what it means to lead and live with an abundance mindset, especially in contrast to scarcity, fear, and control. Through personal stories, faith-based reflections, and entrepreneurial experiences, they unpack how abundance shows up in decision-making, team dynamics, competition, finances, and time. The discussion is rich with vulnerability, wisdom from past failures, and an evolving understanding of trust, curiosity, courage, and what it takes to let go of fear while leading with generosity. The conversation ultimately reveals how a culture of abundance within teams and communities can spark growth, trust, and meaningful collaboration. Key Topics: - Abundance vs. scarcity mindset in leadership. - Scarcity as fear; abundance as trust and faith. - Letting go of control, embracing curiosity. - Scarcity around time, money, and competition. - How faith and past trauma (e.g. 2008 financial crisis) affect mindset. - Shifting from protection to openness in business.- Building abundant communities and company cultures. - The role of courage in shifting to abundance. - Practical examples of abundance in hiring, planning, and collaboration. - Living "above the line": detaching from outcomes. Chapters: 00:00 – Defining abundance: the opposite of fear and control. 01:46 – Personal leadership lessons: father, husband, entrepreneur. 03:00 – Scarcity in early-stage business: a victim mindset. 05:45 – Scarcity in time and money, and helping others anyway. 06:50 – True abundance: giving without expecting anything in return. 09:03 – How fear of 2008 shaped mindset—and how it finally lifted. 13:00 – Leading annual planning with a heart of abundance. 15:14 – Quitting corporate to heal family: the leap into trust. 16:22 – Curiosity vs. being right: letting go of control. 18:00 – A heart change and rebuilding trust. 20:00 – The ripple effect of abundance in community and co-working. 22:01 – The power of abundant leadership teams. 23:20 – Courage as the tipping point from scarcity to abundance. 24:08 – Final reflections: letting go of “what’s in it for me”.

    24 min
  8. EP. 27 - One Year In: How EOS Annual Planning is Transforming Our Business at Wonder

    11/25/2025

    EP. 27 - One Year In: How EOS Annual Planning is Transforming Our Business at Wonder

    In this episode, the team reflects on their recent annual planning offsite, sharing key takeaways from implementing EOS over the past year. They explore how intentional planning, alignment, and vulnerability create a stronger leadership team and clearer vision. Personal stories, team dynamics, and bonding moments—like poker and skeet shooting—bring the planning process to life. The episode opens with a heartfelt segment about raising awareness for breast cancer through the “Men Wear Pink” campaign. Key Topics: - EOS annual planning structure and benefits. - Team alignment and the value of vulnerability. - Using offsite retreats for strategic clarity. - Managing tension vs. drama in leadership. - How issues lists drive long-term goals. - The power of reflection and forecasting. Chapters: 00:00 – Men Wear Pink: Breast cancer awareness + personal story. 03:06 – Annual planning kickoff in Boone, NC. 06:14 – Vision-first planning vs. departmental silos. 11:04 – When to hold annual planning: October vs. January. 15:01 – Offsite benefits: trust, bonding, team health. 22:02 – Forecasting from three-year picture to 90-day rocks. 26:09 – Issues list: turning obstacles into priorities. 32:04 – Commitments to team health and clarity. 35:05 – Poker, personality, and bonding: the unseen benefits.

    38 min
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Ratings & Reviews

3.7
out of 5
3 Ratings

About

The Practical, Deep-Dive Entrepreneurial Operating Systems (EOS) Podcast for Implementers, Integrators, Leadership Teams and Anyone Running on EOS or Interested in EOS. Hosted by Andrew Gissal and Jami Mullikin.

Information

  • Creator
    Jami Mullikin and Andrew Gissal
  • Years Active
    2024 - 2026
  • Episodes
    34
  • Rating
    Clean
  • Copyright
    © Jami Mullikin and Andrew Gissal
  • Show Website
    Inside The 90™