What if the biggest problem in digital advertising isn’t creativity or budget—but waste? In this episode of Leader Generation, Tessa Burg talks with Zach Rosen of Multilocal to unpack the growing shift happening in programmatic media and why brands are rethinking how they buy and optimize advertising. Zach explains how AI-powered curation and sell-side decisioning are helping marketers reduce waste, improve performance, and reach audiences in more meaningful moments. The conversation goes into why “cheap CPMs” are no longer the goal, how brands can focus more on outcomes instead of impressions, and why better targeting doesn’t have to come at the expense of inclusivity or sustainability. If you’re trying to make sense of AI’s impact on media, personalization, and advertising performance, this episode offers practical insights without the hype. You’ll walk away with a better understanding of how smarter media buying can improve ROI, uncover overlooked audiences, and help brands adapt to the rapid pace of change happening across marketing today.
When surgeons stop your heart during surgery, who keeps you alive? That’s where Chet Czaplicka comes in. In this episode, Deborah Fell, talks to the Detroit native about how he went from ICU nurse to building the world’s largest perfusion company—but not in the way you’d think. After seeing post-op cardiac patients in the ICU, Chet asked one simple question: “What exactly do you guys do?” That curiosity launched a 42-year career. Perfusionists are the people who become your heart and lungs during surgery. They manage the machines that keep your blood flowing and oxygenated while surgeons work on your stopped heart. During COVID, when patients’ lungs failed by the thousands, Chet’s teams provided extracorporeal life support at levels he’d never seen in four decades. Here’s what sets Chet apart: He’s turned down multiple private equity offers that would’ve made him wealthy beyond measure. Why? “I wasn’t put on this earth to buy a yacht. My purpose is way different than that.” Instead, he measures success in reduced kidney injuries, lower stroke rates, and better patient outcomes. He’s poured tens of millions back into advancing the technology because, as he puts it, “When I walk out of that operating room, I want to know I delivered the best possible care to that patient.” From a partnership offer in Fort Wayne he turned down (too small-town for a Detroit guy in his 20s) to building operations across the globe, Chet’s story shows what happens when purpose drives profit, not the other way around.
When agency owners hit a wall, the first instinct is usually to add a new tool — a new Slack channel, a project management upgrade, maybe an AI feature. Melissa Morris, founder of Agency Authority, says that is almost never the fix. In this episode, Susan Finch and Melissa dig into why communication overload and workflow chaos are not tool problems — they are clarity problems. Before any tool can work, the workflow has to be documented, the offer has to be defined, and the team has to be part of the conversation. Melissa’s track and field analogy makes the whole thing click: if the hurdles are too close together, new tracksuits will not help. You need to spread them out. Find out what she asks clients before she ever touches a tool — and why the answers are always in the room.
What changes should you make when you’re selling in an economic-downturn period? Today’s podcast guest on Market Dominance Guys is Jeb Blount, CEO of Sales Gravy and a successful author and podcaster. With 15 books to his name, including his latest, Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times, it’s obvious that Jeb knows what he’s talking about when discussing sales techniques during these troubled times. His suggestion? You’ve got to pay close attention to patterns, as well as the signals you’re getting from prospects and customers. In this first of two interviews with our Market Dominance Guys’ hosts, Corey Frank and Chris Beall, Jeb shares his advice about selling a price increase to customers, and about honing and re-honing your message as fears about the current economy’s impact are revealed in your prospects’ objections. Jeb’s also a firm believer in selling alongside his sales team and listening to his reps’ calls to provide just-in-time coaching. Get ready to take notes as this master of selling practices lets you in on what works and what doesn’t in today’s Market Dominance Guys’ episode, “How to Dominate Your Market in a Crisis.”
Laura Patterson brought Alfonso Aramburo of Brecher Manufacturing onto What’s Your Edge? to talk about what actually happens when you stop chasing the wrong customers and commit to the right ones. Sally Pace and Anthony Hartley of Patient Advisor LLC went deep on pharmacy spend and cell therapies on The Granite List Live — a conversation that matters to every employer managing a benefits plan.
Shannon Kmetic, founder of Angels in the Outfield, joins Susan Finch to discuss her mission of supporting children impacted by crime and abuse. Kmetic shares how her experience as a prosecutor showed her the need to help children after going through trauma and the justice system. She details the year-round work Angels in the Outfield does to give kids opportunities to pursue their passions, from sports gear to college visits, and provide a sense of normalcy. Kmetic emphasizes the power of helping children heal through positive outlets and relationships. As Susan describes their upcoming collaboration providing blankets to Angels’ holiday store, Kmetic thanks participants for giving children warmth, security, and care. Together, they model uplifting partnerships that allow grassroots groups to transform children’s lives. Will you join them by volunteering time or donating to organizations like Angels in the Outfield?
On this week’s episode of The Granite List. Live, Sally is joined by Anthony Hartley, Co-Founder and CEO of Patient Advisor LLC, as they dive into the hidden driver of pharmacy spend. Patients with autoimmune conditions and other chronic conditions take prescriptions that manage/mask symptoms without leading to remission or reversal of disease. This group of individuals may equal as much as 50% of pharmacy spend for an employer. Anthony details how cell therapies can help patients get better health outcomes at a lower cost to plan sponsors, raising the question of why such innovation has not been widespread yet.
Lastly, Fr. Bill speaks to the children celebrating their First Communion about how Jesus accompanies us every day, everywhere, through the Eucharist.
We hope you enjoy this playlist of our favorite episodes of the week!
