Unfinished Business

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 SlimanWebsite: http://salesproformance.com/LinkedIn: https://www.linkedin.com/in/davidslimansalespro/Linktr: https://linktr.ee/salesproformance YouTube Channel: https://www.youtube.com//@UnfinishedBusinessPodcastShowEmail: [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 #FamilyBusines

In this episode of Unfinished Business, host David Sliman sits down with Ginna Tassanelli — Founder & CEO of HYPE Media — to unpack one of the most urgent challenges facing entrepreneurs today: getting noticed in a noisy digital world. With more than two decades of experience across radio, print, digital, and brand strategy, Ginna has helped established companies, emerging founders, and industry leaders transform their expertise into magnetic brands that attract premium clients. As David frames early in the conversation, “building a successful brand isn’t enough anymore… the struggle today is getting noticed” . Ginna brings the roadmap for solving that struggle. Episode Highlights: Why Great Companies Stay InvisibleGinna explains why so many exceptional businesses remain “the best kept secret” — and why today’s market demands a face behind the brand. “Your company… needs to have a face to it… that is going to get your ideal clients to want to pay attention to you” .The Leap From Corporate to EntrepreneurshipGinna shares the story behind leaving her high‑performing corporate role — even during her highest revenue month — and the mix of exhaustion, motherhood, and red tape that pushed her toward entrepreneurship. “I did it very scared… my husband was a huge support… and I never looked back” .Showing Up on Camera — Even When You’re TerrifiedFrom sweating through her first livestreams to coaching introverts into confident creators, Ginna explains why video is now the anchor of modern marketing. Her advice is simple and powerful:“You just have to do it the first time… it’s kind of like riding a bike” .Premium Buyers vs. Broad BuyersGinna outlines the difference between selling low‑ticket volume and attracting premium clients who aren’t price‑sensitive — they’re certainty‑sensitive.“Premium buyers… want to know you’re going to take this off their plate and get it done” . Using AI Without Losing AuthenticityGinna shares how HYPE Media uses AI responsibly — for backend systems, trained copywriting, and operational efficiency — while avoiding the “AI clone” trend that erodes trust.“If you show up as yourself… now is your opportunity to stand out” .Her perspective is refreshing, practical, and grounded.Guest Contact Information Ginna Tassanelli Founder & CEO, HYPE [email protected]

In this episode of Unfinished Business, host David Sliman sits down with Bradley Rausch, Owner of Level Up Influence, to unpack one of the most overlooked drivers of revenue growth: customer retention. Bradley brings years of experience in sales, customer success, and backend optimization — and he makes a compelling case that the real money isn’t in closing the deal… it’s in keeping the client. As Bradley puts it early in the conversation, “the industry overall… glamorizes the marketing… and the sales and the front end… I’m just here to say there’s something to add to that equation” . This episode dives deep into that “something.” Episode Highlights Retention Starts in the Marketing Bradley explains why customer success begins before the sale — in the promises you make, the expectations you set, and the way you position your offer. “If we just stop making these promises on the front end, we don’t have to fix so much retroactively on the back end.” The Unmarketed Delivery Moment One of Bradley’s signature strategies: delivering a high-value, unexpected touchpoint 20–40% into the customer journey to spike belief, deepen trust, and prime clients for referrals and testimonials. The Four Sales Framework Bradley breaks down his model for maximizing lifetime value: The First Sale Onboarding Advocacy (Referrals & Testimonials) Ascension He explains why most companies obsess over step one and ignore the other three — leaving massive revenue on the table. Onboarding That Actually Works Bradley shares his 72-hour onboarding philosophy: “What happens in the first 72 hours will decide whether the client becomes a liability or an asset.” He walks through the four emotional shifts every new client must experience: Safety, Clarity, Momentum, and Identity. How to Ask for Referrals the Right Way Bradley outlines his “soft ask” and “hard ask” method — and why timing matters more than results. “Ask when the belief that they will get results is the highest… usually 30–50% of the way through the container.” Culture, Hiring, and Cross-Team Alignment From DISC profiles to sales-CS collaboration, Bradley explains how to build a company culture where retention is everyone’s job — not just the CSM team. Guest Contact Information Email: [email protected] LinkedIn: www.linkedin.com/in/bradley-rausch/