Ninestone: Stacked to Scale

In this episode of the Ninestone Podcast, host Alex welcomes Brad Stave, a partner at Ninestone, to discuss the intricacies of account-based marketing (ABM). Brad shares his extensive experience in marketing and sales enablement, emphasizing the importance of aligning sales and marketing teams to focus on high-value accounts. The conversation delves into the strategic shift from broad marketing approaches to targeted efforts that identify and engage specific accounts, enhancing the effectiveness of B2B sales. Brad provides insightful examples of ABM in action, contrasting it with traditional marketing methods like paid advertising. He highlights how luxury brands like Ferrari and Lamborghini successfully use ABM to tailor communications to their niche customer base. The discussion also covers how companies can identify their ideal customer profiles and develop targeted account lists to maximize their marketing efforts. Brad and Alex explore the benefits of focusing on a small number of high-fit accounts to achieve significant business growth. The episode concludes with a discussion on the challenges organizations face when implementing ABM, particularly for those under $50 million in revenue. Brad emphasizes the need for leadership commitment and strategic planning to overcome these hurdles. He shares Ninestone's approach to guiding organizations through the ABM process, from defining ideal customer profiles to crafting a comprehensive marketing playbook. The conversation underscores the potential of ABM to unlock new business opportunities and drive growth.   Topics Discussed: Definition and core principles of ABM Examples of ABM in high-end automotive and aerospace industries Target account selection and ideal customer profile (ICP) Managing multiple decision-makers within target accounts Scaling ABM from small to large account lists Overcoming organizational challenges in adopting ABM Measuring success and KPIs for ABM initiatives Steps to implement ABM: learn, practice, rehearse, perform   Chapters Introduction to Account-Based Marketing – 00:56 Understanding Account-Based Marketing – 02:59 Examples and Applications of ABM – 06:49 Identifying Target Accounts – 12:48 The Progression of Performance in ABM – 17:05 Challenges in Implementing ABM – 20:55 Conclusion and Resources – 24:54   Connect with Brad: Website LinkedIn Email: Brad@ninestonepartners.com   Connect with Ninestone Partners: Website Linktree  

Unlock exponential sales growth by challenging your assumptions and testing your business beliefs. In this episode, marketing strategist Seth Avergon, known for transforming companies into scalable powerhouses, reveals how a mindset shift can uncover overlooked opportunities and hidden leverage points. If you're tired of chasing quick fixes like social media or AI without understanding what truly drives your business, this conversation will be your breakthrough. Seth emphasizes the power of questioning everything, from your customer's needs to your internal capabilities. He shares how asking core questions—like "How did you come to that conclusion?"—can dismantle costly misjudgments and reveal crucial insights. By testing assumptions early on, you can unlock growth faster and more effectively, whether you're looking to turn a niche advantage into rapid acquisition or challenge current industry trends like AI. In a world obsessed with superficial solutions, true growth comes from a willingness to get uncomfortable and continuously test your ideas. Whether scaling a startup or refining an established enterprise, this episode provides the mental toolkit to unlock sustainable success. Ready to rethink your approach? Connect with Seth at AvragonMarketing.com or on LinkedIn—he's the only Seth Avergon.   Topics Discussed: Why Most Growth Efforts Fail The Role of Curiosity in Revenue Streams Navigating Client Resistance Internal Interviews and Customer Feedback Practical Frameworks for Testing Ideas    Chapters Unlock Sales and Growth Strategies – 00:56 Understanding Client Assumptions and Assertions – 03:49 The Importance of Coachability in Clients – 06:50 Challenging Assumptions for Scalability – 09:49 Testing Assumptions to Unlock Growth – 12:54 The Buyer's Journey and Internal Insights – 15:44 Finding Growth in Niche Focus – 20:59 Challenging Client Assumptions – 22:32 The Importance of Coachability – 25:36 Navigating Stakeholder Opinions – 28:28 AI: An Accelerator or a Downfall? – 30:15 The Role of Consultants in the Age of AI – 32:58 Unlocking Growth Through Uncomfortable Conversations – 35:54   Connect with Ninestone Partners: Website Linktree   Connect with Seth Avergon: Website LinkedIn  

In this insightful episode of "Stacked to Scale," we welcome Dinesh, a seasoned expert in cost optimization, to discuss the critical role of managing expenses for business growth and sustainability. Dinesh shares his unique approach to helping businesses, from small startups to large corporations, optimize their costs without compromising on quality or service. By leveraging his extensive experience and proprietary software, Dinesh reveals how companies can uncover hidden savings and reinvest them into strategic growth initiatives. Dinesh delves into real-world examples, illustrating how businesses across various industries have successfully reduced their expenses. From telecom and waste management to uniform rentals and facility supplies, he explains the common areas where companies often overspend and how his firm, Schooley Mitchell, helps clients recover lost funds. Dinesh emphasizes the importance of maintaining vendor relationships while ensuring that contracts are up-to-date and reflect the best possible terms for the business. As the conversation unfolds, Dr. Tom Tonkin and Dinesh explore the broader implications of cost optimization on business valuation and growth. They discuss the concept of "found money" and how reallocating these savings can significantly enhance a company's market position. The episode concludes with practical advice for business owners and leaders on how to approach cost optimization as a strategic, ongoing process rather than a one-time task.   Topics Discussed: Importance of cost management for business growth Overview of Dinesh's approach and expertise Case study on telecom expense reduction Strategies for negotiating better vendor contracts Real-world examples of cost savings in waste management Insights into optimizing uniform rental expenses The concept of "found money" and its impact Enhancing business valuation through cost savings Implementing cost optimization as an ongoing strategy Maintaining vendor relationships while optimizing costs   Chapters Introduction to Cost Optimization - 00:58 Understanding the Role of Cost Optimization - 04:00 Industry-Specific Cost Strategies - 7:07 The Importance of Vendor Relationships - 9:50 Real-World Examples of Cost Savings - 12:59 The Impact of Cost Optimization on Business Growth - 16:01 Reallocating Resources for Maximum Efficiency - 19:04 Cost Cutting vs. Strategic Growth - 23:22 Change Management in Cost Optimization - 27:51 Industries and Areas of Savings - 30:28 Understanding Minimum Thresholds for Savings - 33:09 The Importance of Continuous Cost Optimization - 34:04 Maximizing Business Value through Cost Management - 36:28   Connect with Ninestone Partners: Website Linktree   Connect with Dinesh Mohangupta:  

The podcast episode features an engaging conversation with Marc Rosenkoetter, Dr. Tom Tonkin, and the Alex Polamero, focusing on the intricacies of scaling professional services firms. Marc shares his unique journey from entrepreneurship to leading a division at Aprio, a top 100 U.S. accounting firm, where he successfully navigated the challenges of rapid growth. The discussion delves into the importance of a growth mindset, the necessity of effective delegation, and the implementation of systems and processes to manage capacity and knowledge transfer within organizations. Throughout the episode, Marc emphasizes the significance of balancing autonomy with accountability, drawing from his experiences in both entrepreneurial and corporate environments. He highlights the critical role of capacity management in professional services, explaining how firms must visualize and plan for future demand to avoid burnout or underutilization of resources. The conversation also touches on the challenges of change management, particularly in integrating new systems and processes that support scalability without compromising the firm's culture. Listeners are treated to insights on how to foster a growth mindset within their teams, encouraging them to think beyond immediate tasks and consider long-term strategic goals. Marc's anecdotes and practical advice provide valuable lessons for leaders in any industry looking to scale their operations effectively. The episode concludes with a reflection on the evolving role of technology and AI in business, underscoring the need for human thinkers to drive innovation and strategic decision-making.   Topics Included: Scaling professional services firms Growth mindset and delegation Capacity management and knowledge transfer Change management and process integration Balancing autonomy with accountability The role of technology and AI in business   Connect with Ninestone Partners: Website Linktree   Connect with Mark Rosenkoetter: LinkedIn  

In this insightful podcast episode of Ninestone Stack to Scale, hosts Alex Polamero, Chief Growth Officer at Ninestone Partners, and Dr. Tom Tonkin, CEO of Ninestone Partners, engage with guests Brandon Moon and Rafael Pinho from TD Pine Advisors to explore the complexities of exit planning and business transferability. The conversation examines how businesses can prepare for transitions such as sales, succession, or management buyouts, and why proactive planning is essential long before an exit is on the table. The discussion highlights several critical challenges that can significantly impact business value, including owner dependency and the absence of a strong management team. The guests emphasize that continuity planning plays a vital role in protecting enterprise value, ensuring the business can operate smoothly through unexpected changes. Strategic planning emerges as a central theme, reinforcing that true transferability goes beyond simply selling a business—it's about building a company that can thrive independently of its founder. Throughout the episode, personal experiences and professional insights underscore the human side of exit planning. From preparing employees for transition to addressing valuation surprises that often reveal opportunities for improvement, the conversation stresses that successful exits are as much about people as they are about numbers. Ultimately, the episode reinforces a key message: the best time to begin exit planning is when the business is healthy, stable, and positioned for growth. Topics Included: Why Exit Planning Is Really About Business Longevity The Hidden Cost of Owner Dependency — and How to Remove It Building a Management Team That Can Run the Business Without You Business Continuity Planning: Protecting Value When the Unexpected Happens Strategic Planning as the Foundation of a Successful Exit Exit Planning Beyond the Sale: What Transferability Really Means The Human Side of Exits: Managing People Through Business Transitions Valuation Surprises: What They Reveal — and How They Can Improve Your Business Preparing Your Team for Change Without Creating Fear or Uncertainty Why the Best Time to Plan Your Exit Is When Your Business Is Thriving   Connect with Ninestone Partners: Website Linktree   Connect with Brandon and Rafael:      

In this episode of Ninestone: Stacked to Scale, Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) sat down with Steve Wallace, the founder of Wallace Business Consulting, to uncover what it really takes to build a scalable sales team. Steve starts with a key insight: don't hire a sales rep until you've nailed your own sales process. Too many business owners expect new hires to create systems that don't exist, and Steve explains why that approach sets teams up for failure. Drawing on his experience in insurance and sales leadership, Steve shares how studying what didn't work shaped his proven sales framework. He dives into aligning sales strategies with personality types, mastering cold calling, and transforming rejection into trust-building opportunities that generate referrals. The conversation also explores accountability, clear goal-setting, and why ambiguous KPIs often do more harm than good. Whether you're a founder or entrepreneur, this episode offers practical steps to refine your process and scale with confidence.   Topics Include: Why Process Precedes People in Effective Sales Scaling How to Adapt Your Sales Methods to Your Personality Type The Role of Trust and Accountability in Long-Term Client Relationships The Danger of Ambiguous KPIs and How to Set Meaningful, Motivating Goals Why Governance and Mentorship Matter More Than Early Hires   Connect with Steve and Wallace Business Consulting LinkedIn Email: Steve@B2BRev.co    Connect with Ninestone Partners: Website Linktree   Produced By: Social Chameleon

In this episode of Ninestone: Stacked to Scale, Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) dive into the puzzling Q4 phenomenon where businesses delay actions and initiatives until the start of the new year. They explore the negative impacts of waiting, such as decision fatigue and artificial delays, and show how these practices lead to competitors gaining a significant head start.  Using real-world examples, including gym membership trends and delayed sales initiatives, Alex and Tom illustrate how postponement can stifle business growth. They emphasize the importance of limiting choices to make timely decisions, handling common objections efficiently, and taking immediate action.  By sharing insights and strategies, Alex and Tom aim to help businesses overcome the common tendency to wait, thus scaling smarter and faster. They also highlight how Ninestone Partners supports businesses in navigating these challenges.   Topics Include: The Seasonality of Sales Decisions Exploring Decision Fatigue and Its Impact Unpacking the Psychology of Waiting Limiting Choices for Better Decisions The Importance of Taking Action Now   Connect with Ninestone Partners: Website Linktree   Produced By: Social Chameleon

In this episode of Ninestone: Stacked to Scale, Alex Polamero sits down with Brad Stave, Strategic Consultant, Creative Leader, and Growth Architect at Ninestone Partners, for a deep dive into what it truly takes to scale an organization without losing its soul. Brad shares his journey of building a business that not only drives profit but also creates meaningful impact—empowering leaders to align their mission with sustainable growth. Together, Alex and Brad uncover the hidden roadblocks that keep leaders stuck in tactical work, highlight the importance of building strong processes, and explore the power of strategically leveraging talent to unlock both freedom and profitability. From the challenges of growing a team from 20 to 200 employees to the cultural shift of prioritizing mission-driven outcomes, this conversation is packed with actionable insights for entrepreneurs, executives, and team leaders alike. Whether you're running a startup, scaling a mid-sized business, or navigating leadership in a large enterprise, Brad's approach provides a clear roadmap for working smarter, creating balance, and building organizations that thrive for the long term.   Topics Include: Shifting from Tactical to Strategic Leadership Avoiding the Pitfalls of Rapid, Unstructured Growth Leveraging Outsourcing and Delegation for Freedom Balancing Profit with Purpose and Mission Lessons of Scaling from 20 to 200 Employees   Connect with Brad: Website LinkedIn Email: Brad@ninestonepartners.com   Connect with Ninestone Partners: Website Linktree   Produced By: Social Chameleon

In this episode of Ninestone: Stacked to Scale, Alex Polamero and Dr. Tom Tonkin welcomed Mark Tuggle, founder and CEO of Telos Bookkeeping. Together, they dive into how hybrid work models—combining onshore and offshore teams—can fuel growth, efficiency, and scalability in financial services. Mark shares his journey from military service and ministry to leading a global accounting firm. He explains how hiring challenges in the U.S. led him to build successful offshore teams in the Philippines, Pakistan, and India, and why strong systems, clear processes, and the right tech stack are vital for success. The conversation covers practical strategies for balancing offshore back-office work with onshore client-facing roles, while addressing challenges like time zones, security, and trust. Mark also emphasizes culture, professional development, and connection as keys to retention and team enthusiasm.   Topics Include: Embracing the Hybrid Work Model Addressing Client Concerns About Offshoring Structuring Hybrid Teams for Scalability Building Culture and Trust in Distributed Teams Choosing the Right Tech Stack for Growth   Connect with Mark & Telos Bookkeeping: LinkedIn Website   Connect with Ninestone Partners: Website Linktree   Produced By: Social Chameleon

Lights, camera, scale! In this inaugural first episode, hosts Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) roll out the red carpet for Jay Sherer, an award-winning storyteller, filmmaker, marketer, and CMO of Sherer & Sherer. Together, they smash the myth that scaling a business means "cloning yourself". Instead, Jay unveils a toolkit of more innovative strategies: ➡️ Customer Validation: Knowing your audience better than they know themselves. ➡️ Systems & Processes: Building the backstage crew that keeps the spotlight shining. ➡️ Sales & Marketing Alignment: Keeping the whole cast on the same script. ➡️ Avoiding Feature Creep: Cutting the scenes that drag down the story. Through the lens of both filmmaking and marketing, Jay shows why storytelling beats propaganda every time, and how the same principles that captivate moviegoers can help businesses capture markets. He also offers his perspective on the difference between growth and true scaling—and why it matters for startups and small businesses aiming for box office-level success. Topics Include: The Challenge of Scaling a Business Real-Life Scaling Examples The Role of Systems in Scaling Understanding the Market and Competition The Difference Between Scaling and Growing   Connect with Jay: LinkedIn Instagram YouTube How Stories Work with Jay Sherer   Connect with Ninestone Partners: Website Linktree

Welcome to Ninestone: Stacked to Scale — the podcast for business builders who think smarter, move faster, and scale with intention. If you're a founder, marketer, or operator focused on real growth—not just hype—you're in the right place. Each week, hosts Alex Polamero and Dr. Tom Tonkin break down the strategies behind sustainable scale: from marketing that connects, to sales journeys that convert, to systems that run without chaos behind the scenes. You'll hear candid conversations with modern builders—entrepreneurs, go-to-market leaders, and systems thinkers—who are stacking smart moves and sharing the lessons that got them there. Whether you're refining your first funnel or leading a seasoned growth team, Ninestone is your go-to playbook for scaling with clarity and confidence. New episodes drop monthly—subscribe and join our growing community! Ninestone Website Linktree