Unfinished Business

In this episode of Unfinished Business, host David Sliman sits down with entrepreneur and sales performance expert Todd Katcher, founder of Digital Dealership System and Zoning. After building businesses across hospitality, digital signage, technology, and automotive, Todd shares the lessons he's learned from decades of entrepreneurship, including the realities of building a company with no safety net, the power of accountability, and why competition remains one of the most powerful drivers of performance. What begins as a conversation about entrepreneurship quickly evolves into a masterclass on sales psychology, workplace culture, leadership, and creating environments where people consistently perform at their highest level. Todd explains how real-time leaderboards, transparency, and accountability can transform not only revenue, but the entire culture of an organization. From paying for gas with coins while chasing sales opportunities to leading a company serving more than a thousand automotive clients, Todd offers an honest look at the challenges, sacrifices, and mindset required to build something lasting. Episode Highlights: -The Entrepreneur's Reality: Todd shares the often-overlooked side of entrepreneurship, including periods when he had to pay for gas with spare change while building his business and why the freedom many entrepreneurs seek often comes with greater responsibility.  -Why Competition Drives Performance: Are great salespeople naturally competitive? Todd explains how visibility, accountability, and real-time performance tracking create motivation and improve results across entire teams. -Advertising Doesn't Create Sales: Todd makes the case that while marketing drives traffic, culture, accountability, and execution are what ultimately increase revenue.  -Leaderboards vs. Reports: Learn why historical reports are for managers, but live scoreboards are for performers, and how immediate feedback changes behavior in real time.  -Building What Customers Actually Want: Todd reveals the philosophy that has guided his companies for years: find out what people need, build it, and continually adapt as the market changes. Guest Contact Information: Guest: Todd Katcher; Founder, Digital Dealership System & Zoning LinkedIn / Socials: Connect with Todd Katcher on LinkedIn to learn more about his work, entrepreneurship journey, and sales performance strategies. "You're comparing your start of your business to someone's chapter down the road." — Todd Katcher

In this episode of Unfinished Business, host David Sliman sits down with Ryan Dohrn — award‑winning sales trainer, consultant to more than 30,000 sales professionals worldwide, and a driving force behind more than $1 billion in influenced revenue. With three decades of experience across media, advertising, and digital sales, Ryan brings a rare combination of old‑school fundamentals and modern‑day adaptability. From the rise of virtual selling to the collapse of long relationship cycles, Ryan breaks down what has changed, what hasn’t, and what elite sellers do differently. What starts as a conversation about webcam etiquette quickly becomes a deep dive into sales psychology, prospecting discipline, creativity, and the mindset required to thrive in today’s accelerated buying environment. Episode Highlights: Virtual Selling: Your Webcam Is Your First Impression: Ryan’s viral COVID‑era training, “How Not to Be a Webcam Zombie,” reshaped how professionals show up online.  The Buying Cycle Has Completely Flipped: Gone are the days of six‑month relationship building. Ryan breaks down how speed, proof, and credibility drive early‑stage decisions and why sellers must show up as experts, not interrogators.  Preparation = Power: Research isn’t optional. Coming in with insight positions you as a trusted advisor. Guest Contact Information: Guest: Ryan Dohrn; Sales Trainer, Consultant, Speaker  LinkedIn / Socials: Connect with Ryan Dohrn on LinkedIn to learn more “Selling is a bit of a performance… you need to be organized, well‑rehearsed, prepared.”  — Ryan Dohrn   #UnfinishedBusiness #SalesLeadership #ModernSelling #Prospecting #VirtualSales #SalesTraining #Mindset

In this episode of Unfinished Business, host David Sliman sits down with Jason Zygadlo—author of Built Not Born, former medical device sales top producer, and founder of his own sales development consultancy. After nearly 20 years in medical device sales and surviving a life-altering cancer diagnosis scare, Jason transitioned into entrepreneurship to help sales professionals and organizations build confidence, stand out through personal branding, and create unforgettable customer experiences. From hunting down sales managers in parking lots early in his career to transforming modern sales teams using video outreach, Jason shares what it really takes to move from average to elite. Episode Highlights: Standing Out in a Sea of Sameness: Why personal video outreach beats generic AI automation every time when building trust with high-value prospects. The "Built Not Born" Philosophy: How consistency, grit, and self-investment outweigh raw talent and why elite salespeople are cultivated through hard work rather than born. Redefining Customer Experience: How Jason applies high-level hospitality principles to blue-collar and traditional industries (like car dealerships) to eliminate buyer friction and build trust. Guest Contact Information: Guest: Jason Zygadlo Book: Built Not Born: A Playbook for Turning Setbacks into Success LinkedIn / Socials: Connect with Jason Zygadlo on LinkedIn to learn more about his sales training and brand coaching. "You're creating a brand for yourself, whether you're intentionally doing it or not. So if you're the guy that's late, you're the guy that's unprepared... that's how people see you. Be intentional about the brand that you're creating." — Jason Zygadlo

In this episode of Unfinished Business, host David Sliman sits down with Dave Pygon, founder of Pygon ONE Consulting and author of Win the 16. Reconnecting after completing his first Iron Man and preparing for another, Dave shares high-level strategies on how to adapt to life's changing elements, ditch the non-negotiables with yourself, and align daily commitments over mere results. Episode Highlights: Adapting to the Elements: Why success year over year isn't about running the exact same playbook, but making minor "tinkerings" when external conditions (weather, market, or injury) change. Priorities vs. To-Do Lists: How to stop hiding behind low-impact emails and focus your 16 waking hours on high-value commitments that drive actual growth. Zero Self-Negotiation: Understanding how high performers manage discomfort, eliminate internal excuses, and execute regardless of mood or motivation. Guest Contact Information: Email: [email protected] Phone: 708-945-2938 Company: Pygon ONE Consulting Connect with David Sliman Website: http://salesproformance.com/ LinkedIn: https://www.linkedin.com/in/davidslimansalespro/ Linktr: https://linktr.ee/salesproformance  YouTube Channel: https://www.youtube.com//@UnfinishedBusinessPodcastShow Email: [email protected]  This episode is brought to you by Unfinished Business, where we dive deep into the journeys of people who are reshaping what success looks like. Make sure to tune in for more episodes that’ll inspire your own entrepreneurial path! Developed by TMX Creative – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow!  

In this episode of Unfinished Business, host David Sliman sits down with Danielle Bornowski — growth strategist, former nonprofit communications leader, and founder of a clarity‑driven marketing practice — to tackle one of the biggest challenges facing entrepreneurs today: deciding what actually deserves your attention. As David frames early in the conversation, entrepreneurs don’t struggle with ideas — they struggle with focus. “You don’t have a shortage of ideas… the challenge is knowing which one actually deserves your attention.”  Danielle has built her career helping business owners cut through noise, prioritize what matters, and execute with confidence. Her journey from nonprofit communications director to entrepreneur began with a bold moment of intuition — one that changed her life overnight. Episode Highlights The Leap From Nonprofit to Entrepreneurship Danielle shares the story of sitting in church one morning, turning to her husband, and saying: “I’m going to quit my job tomorrow.” What followed was a leap of faith, a reinvention, and a new mission: helping business owners make meaningful impact. The Trap of ‘Looking Busy’ Instead of Making Money Danielle reflects on her early mistake — spending an entire summer perfecting a website, logo, and business cards instead of building offers or driving revenue. “I spent almost the entire summer wrapped up in building a website… nothing that made me money.”  Her honesty becomes a powerful lesson for new founders. AI Overwhelm and the Paralysis of Endless Possibility From ChatGPT to Claude, Danielle explains why modern tools can be both empowering and debilitating. “You have 78 pages of possibility… how do I prioritize?”  Her approach helps entrepreneurs filter noise and choose what actually moves the needle. The Clarity Matrix: Do Now, Do Next, Do Later, Don’t Do One of the most actionable frameworks in the episode: Do Now — low‑hanging fruit, existing network, immediate wins Do Next — CRM, messaging, pipeline clarity Do Later — expansion, new offers, group programs Don’t Do — misaligned strategies (like TikTok for someone who hates video) “You don’t have to do everything — and you don’t have to do what everybody else is doing.” This segment is pure gold for overwhelmed founders. Why Average Ideas Win and Brilliant Ones Fail Danielle breaks down why execution beats ideation every time: “They make a decision and they stick to the plan… it’s boring, but it’s consistent and it works.”  A powerful reminder that momentum comes from discipline, not novelty. Marketing & Sales: One Personality, Not Two Departments Danielle explains the biggest disconnect she sees inside organizations: “They think they’re different divisions… and they’re not.”   Her perspective aligns perfectly with David’s sales philosophy — clarity in messaging anchors everything. Sustainable Growth Through 90‑Day Sprints Instead of overwhelming year‑long plans, Danielle helps clients build momentum through focused 90‑day cycles: Track the data. Review the results. Adjust with intention. It’s simple, sustainable, and effective. Guest Contact Information Danielle Bornowski Growth Strategist & Founder  Austin, Texas  www.linkedin.com/in/daniellebornowski/   Connect with David Sliman Website: http://salesproformance.com/ LinkedIn: https://www.linkedin.com/in/davidslimansalespro/ Linktr: https://linktr.ee/salesproformance  YouTube Channel: https://www.youtube.com//@UnfinishedBusinessPodcastShow Email: [email protected]    This episode is brought to you by Unfinished Business, where we dive deep into the journeys of people who are reshaping what success looks like. Make sure to tune in for more episodes that’ll inspire your own entrepreneurial path! Developed by TMX Creative – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow!    #UnfinishedBusiness #Sales #Leadership #DavidSliman #Growth #Mindset #Business #FamilyBusiness #SalesDevelopment #Strategy #TMXCreative #Training #Results #CEO #CEOLeadership #Entrepreneurship #Success #Podcast #Interview