The Disciplined Troublemakers

In this episode of "Disciplined Trouble Makers," negotiation and communication coach Al Mcbride shares valuable insights on the complexities of negotiation. Discover the impact of emotions and mindset, the value of trust and rapport, and effective strategies for creating deals. Join host Scott Shagory and Al Mcbride to gain a fresh perspective and practical advice for navigating negotiation in today's business environment.
Quotes
"Exercising bravery involves taking a step outside the familiar confines and expressing your needs with assertiveness."–Al Mcbride
"Negotiation is all about adopting better rituals, letting go of what doesn't serve you, and being mindfully aware." - Al Mcbride
Featured in this Episode
Al Mcbride
LinkedIn: https://www.linkedin.com/in/aliste/
Website: www.almcbride.com
Upcoming Book: https://almcbride.com/book/
Chapters
00:00 - Introduction
00:15 - The Pressure on Business Leaders: Balancing Emotions in Negotiation
10:06 - Mutual Benefit in Negotiation: Going Beyond Self-Interest
11:52 - Embracing Vulnerability: Clear Goals and Authentic Negotiation
20:48 - The Significance of Strategy: Navigating Negotiation with Clarity
26:12 - Role and Identity in Negotiation: Taking Ownership of Emotional State
29:34 - Operational Fitness with Purple Finch Group: Assisting CEOs
38:16 - The Cost Breakdown Gap: Crucial Knowledge for Salespeople
44:06 - Enlightenment Through Philosophy: Personal Growth and Methods
45:30 - Gender Differences in Negotiation: Personal vs. Cause-driven
51:51 - Condensed Wisdom: Books as Vessels of Knowledge
56:17 - Honesty and Caution: Building Strong Interpersonal Relations
01:00:35 - Conclusion
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Welcome back to Disciplined Trouble Makers! In this episode, we'll dive into the AI world with Scott Cohen from Jackson AI, known for groundbreaking work with the Department of Defense. Scott explores AI's ROI, scalability, and the buzz around AI hallucination. Uncover Jackson AI's unique strategies and the importance of human creativity in the age of advanced AI. Discover their commercial shift and funding goals, bringing AI capabilities to the forefront. Tune in to learn how Jackson AI combines innovation with confidence for the future of AI.
Quotes
"If we solely relied on AI, the spark of creativity would be lost. Instead, AI's true power lies in empowering us to reach new heights." - Scott Cohen
"Maintaining a human element in AI operations ensures guidance towards tasks and broader objectives." - Scott Cohen
Featured in this Episode
Scott Cohen
LinkedIn: ​​https://www.linkedin.com/in/scottncohen
Website: http://jaxon.ai/
Chapters
00:00 - Introduction
04:04 - Focus on Specific Industries for AI
09:46 - Verification for Token Prediction Models
11:35 - Hallucinations vs Inaccuracies in Transformer Models
15:39 - Efficient AI Building with DETAIL Tool Chain
19:39 - Cooking Skills: Learning and Adapting
20:19 - Enterprise Costs and Impact Inquiry
24:27 - Human-Driven Decision-Making
28:12 - Scott Shagory Interviews Scott Cohen on Fundraising
32:04 - Commercial vs. Government: Value Propositions
34:46 - Balancing Human Uniqueness with AI in Business
37:03 - Human-AI Communication in the Workplace
41:53 - Collaboration Issues in AI Project Failures
45:10 - Navigating Organizational Hierarchy Challenges
47:07 - Importance of Educational Outreach in Data Science Teams
52:50 - Conclusion

In Episode 4 of The Disciplined Troublemakers, our exceptional guest Anthony Nitsos delves into the SaaS industry's evolution towards a targeted go-to-market approach. Explore product pricing strategies and negotiation dynamics, influenced by business expert Frederick Pohl. Uncover Anthony's expert guidance on navigating SaaS finance and overcoming market disruptions. Gain valuable insights into the CFO's pivotal role in managing cash flow and key metrics like ARR and NRR. Join us for an in-depth exploration of the SaaS landscape, filled with practical advice for CEOs and founders tackling today's obstacles.
Quotes
"Businesses empower individuals to fulfill responsibilities and care for loved ones effectively." - Anthony Nitsos
"Every decision impacts profit and cash flow. Understanding their origins improves effectiveness, especially for C-suite executives."- Anthony Nitsos
Featured in this Episode
Anthony Nitsos
LinkedIn: ​​ https://www.linkedin.com/in/anthonynitsos
Website: http://www.saasgurus.io/
Chapters
00:00 - Introduction
03:51 - Operations: Cash runway and sales growth vital
08:01 - Shorter CEO terms allow more focus
12:11 - Consistency in strategy and vision is crucial
14:42 - Understanding value of recurring revenue and evaluation
18:05 - Problem? Bring a solution, valuable for clients
23:03 - SaaS Gurus help CEOs price contracts strategically
24:28 - Negotiation involves determining what market will bear
27:32 - $500,000 ACV, $50,000 Contract: CFO's Focus
32:56 - Shifting to exponential growth, struggling VC-backed SaaS companies
36:10 - Valid product, strong market strategy crucial. Executing both
37:55 - CFO role extends beyond finance, sales, marketing
41:05 - Overcoming technical details to move forward successfully
44:35 - Exciting and dynamic place for teams and technology
54:44 - Outro
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Get ready to embark on a journey into the world of tech innovation and entrepreneurship with the debut episode of the Disciplined Troublemakers Podcast!
Join me, your host, Scott Shagory, as we dive headfirst into the dynamic universe of technology CEOs and their incredible stories of scaling, profitability, and successful exits.
In this weekly show, we'll unravel the secrets of visionary leaders who dared to challenge the status quo, disrupt industries, and build extraordinary companies – all on their own terms.
Tune in to gain exclusive insights that will empower tech CEOs and leaders to elevate their game and drive real impact in their organizations.
Are you ready to become a disciplined troublemaker and make waves in the tech world? Then don't miss a single episode of this podcast!

In this episode of "Disciplined Trouble Makers," host Scott Shagory engages in a captivating conversation with Joe Saunders, the CEO and founder of RunSafe Security. Together, they delve into the dynamic world of cybersecurity and tech entrepreneurship. From addressing the pressing need for memory safety in the government sector to navigating the intricacies of building a resilient tech company, Scott and Joe share insights and valuable lessons learned from their experiences in the industry. Join them as they explore the significance of memory safety, discuss the nuances of tech company growth, and highlight the power of improv in fostering effective communication and teamwork. This thought-provoking episode provides a unique perspective for tech leaders and entrepreneurs, offering a deep dive into the ever-evolving landscape of technology and innovation.
Quotes
"You want to make other people look good. Whether it's your customer, a colleague in a meeting, or anyone else, the goal is to be selfless and create opportunities for others to shine." -Joe Saunders
"One of the most important things that I've learned is having a really good framework about who you are and who your company is." -Joe Saunders
Featured in this Episode
Joe Saunders
CEO, RunSafe Security
LinkedIn: https://www.linkedin.com/in/joesaunders/
Website: www.runsafesecurity.com
Podcast: https://pod.co/lessons-from-the-school-of-cyber-hard-knocks
Chapters
00:00 - Introduction
00:15 - Building Resilient Software: RunSafe's Mission to Eliminate Vulnerabilities
05:27 - Adapting Economically in an Uncertain Landscape
09:35 - Shaping Intent and Navigating Economic Perspectives
14:12 - Aligning Efforts and Educating on Vulnerabilities
15:05 - Selling the Future: The Complex Process and Buyer Education
18:41 - Discussing Gremlin's Solutions for Tech Companies
24:32 - Cash Flow Positive and Yearning for Growth Opportunities
27:08 - The Importance of Effort: Going Above or Below the Line
31:27 - Shifting Towards Open Source: Software Trends in Embedded Devices
34:13 - The Open versus Closed Source Debate: Perspectives and Insights
37:50 - The Art of Improv: Making Others Shine in Collaboration
41:09 - Embracing Mistakes and Fostering Resilience in a Learning Culture
47:14 - Learning through Experience: Structure and Risk-taking in
53:01 - Conclusion
Produced by Heartcast Media
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