Hey folks, Dino Skerlos here with Beyond the Founder Phase! In this episode, I chat with my friend and client Dave Brown, founder of Nuvo Solutions, about revolutionizing mobility and telematics for field service companies. We dive into his wild journey from bartending to building a thriving business helping HVAC, plumbing, and pest control pros manage devices and GPS efficiently. Dave shares tips on cutting costs, solving real pain points, and why listening beats selling every time. Plus, we talk sales strategies, team building, and planning for growth. If you're in field services or just love entrepreneurial stories, this one's packed with actionable advice—watch now, subscribe, and let's optimize your operations!
 
Guest Introduction:
I'm excited to have Dave Brown on the show—he's the president and founder of Nuvo Solutions, a mobility and telematics powerhouse out of Clayton, NC. With a sales background that kicked off after a life-changing moment as a bartender, Dave's spent nearly a decade helping field service companies like HVAC and pest control outfits streamline their tech, cut costs, and keep fleets running smoothly. He's a problem-solver at heart, and his insights are gold for anyone scaling a business.
 
Key Takeaways:
Listen first, sell later: Dave nailed it—true sales is about solving problems, not pushing products; ask why they hate something to uncover the real issue.
Manage costs as you scale: Field tech gets expensive fast—focus on transparent pricing and the right carriers to avoid creeping bills.
Plan for the long haul: Know your 18-36 month goals; don't deploy devices without aligning them to your software and growth strategy.
Build a team that fits: Hire for cultural alignment over skills—skills can be taught, but attitude and fit make or break your company.
Be an advocate: Differentiate by being a true partner, not just a vendor; transparency builds lasting relationships.
Embrace objections: They're a sign of serious conversation—use them to deepen understanding and close deals.
 
Chapter Markers:
0:00 Intro
0:27 Guest Introduction
0:55 Career Journey to Nuvo
5:48 Solving Field Service Problems
7:50 Common Challenges in Field Tech
8:28 Differentiating Nuvo as an Advocate
10:32 Sales Approach and Listening
16:17 Building a Sales Team
20:15 Leadership Lessons
23:32 AI in Sales and Operations
28:39 Handling Objections
32:16 Consultant Advice for Customers
36:43 Closing
 
Keywords:
Dino Skerlos, Dave Brown, It Comes Down To This, Nuvo Solutions, mobility management, telematics, field service technology, GPS tracking, HVAC business, pest control, sales strategies, fleet optimization, entrepreneurial journey, cost management, team building

Hey everyone, Dino Skerlos here with Beyond the Founder Phase! In Episode 2, I sit down with Ghazenfer Mansoor, CEO of Technology Rivers, to unpack his incredible journey from CTO to leading a top software development firm. We dive into how his team leverages AI to scale SMBs, streamline operations, and fix broken projects, especially in healthcare. From building robust sales processes to driving 10X efficiency with AI tools like Claude and ChatGPT, Ghazenfer shares actionable insights for entrepreneurs and tech leaders. If you’re looking to supercharge your business with AI or learn leadership lessons from a tech visionary, this episode is for you! Hit play, subscribe, and let’s get growing!
 
Guest Introduction:
I’m thrilled to introduce Ghazenfer Mansoor, the dynamic CEO of Technology Rivers! A true entrepreneur with a knack for tech, Ghazenfer’s built a powerhouse firm that helps SMBs scale through AI, machine learning, and process automation, with a big focus on healthcare. From his days as a Java consultant to leading 50+ team members, he’s all about solving real problems and driving growth. Get ready for some game-changing insights!
 
Key Takeaways:
Process is everything: Ghazenfer learned the hard way that a structured sales process is critical for consistent growth—ad hoc just won’t cut it!
AI isn’t plug-and-play: Companies need solid data and workflows to make AI work; otherwise, you’re just scaling chaos.
Hire a coach early: Ghazenfer’s biggest leadership lesson? A coach can guide you to success faster than going it alone.
Leverage AI for sales: From cleaning 26,000 contacts in 30 minutes to generating proposals with Claude, AI can transform your sales game.
Fixing broken projects: Technology Rivers excels at turning around failed software projects, especially HIPAA-compliant ones.
Focus on referrals: Quality delivery drives referrals, a key indicator of sales success for Ghazenfer’s team.
 
Chapter Markers:
0:00 Intro
0:37 Guest Introduction
1:29 Journey from CTO to CEO
5:02 Building a Sales Organization
12:17 Leveraging AI Internally
20:15 Common AI Implementation Mistakes
27:25 AI in Sales Teams
30:41 Leadership Lessons
33:18 Company Spotlight: Technology Rivers
41:35 Closing
 
Keywords:
Dino Skerlos, Ghazenfer Mansoor, It Comes Down To This, Technology Rivers, AI for business, machine learning, process automation, SaaS, healthcare tech, HIPAA compliance, sales strategy, go-to-market strategy, leadership lessons, software development, scaling SMBs

Hey everyone, Dino Skerlos here with Beyond the Founder Phase! In Episode 2, I sit down with Ghazenfer Mansoor, CEO of Technology Rivers, to unpack his incredible journey from CTO to leading a top software development firm. We dive into how his team leverages AI to scale SMBs, streamline operations, and fix broken projects, especially in healthcare. From building robust sales processes to driving 10X efficiency with AI tools like Claude and ChatGPT, Ghazenfer shares actionable insights for entrepreneurs and tech leaders. If you’re looking to supercharge your business with AI or learn leadership lessons from a tech visionary, this episode is for you! Hit play, subscribe, and let’s get growing!
 
Guest Introduction:
I’m thrilled to introduce Ghazenfer Mansoor, the dynamic CEO of Technology Rivers! A true entrepreneur with a knack for tech, Ghazenfer’s built a powerhouse firm that helps SMBs scale through AI, machine learning, and process automation, with a big focus on healthcare. From his days as a Java consultant to leading 50+ team members, he’s all about solving real problems and driving growth. Get ready for some game-changing insights!
 
Key Takeaways:
Process is everything: Ghazenfer learned the hard way that a structured sales process is critical for consistent growth—ad hoc just won’t cut it!
AI isn’t plug-and-play: Companies need solid data and workflows to make AI work; otherwise, you’re just scaling chaos.
Hire a coach early: Ghazenfer’s biggest leadership lesson? A coach can guide you to success faster than going it alone.
Leverage AI for sales: From cleaning 26,000 contacts in 30 minutes to generating proposals with Claude, AI can transform your sales game.
Fixing broken projects: Technology Rivers excels at turning around failed software projects, especially HIPAA-compliant ones.
Focus on referrals: Quality delivery drives referrals, a key indicator of sales success for Ghazenfer’s team.
 
Chapter Markers:
0:00 Intro
0:37 Guest Introduction
1:29 Journey from CTO to CEO
5:02 Building a Sales Organization
12:17 Leveraging AI Internally
20:15 Common AI Implementation Mistakes
27:25 AI in Sales Teams
30:41 Leadership Lessons
33:18 Company Spotlight: Technology Rivers
41:35 Closing
 
Keywords:
Dino Skerlos, Ghazenfer Mansoor, It Comes Down To This, Technology Rivers, AI for business, machine learning, process automation, SaaS, healthcare tech, HIPAA compliance, sales strategy, go-to-market strategy, leadership lessons, software development, scaling SMBs

Hey there, it’s Dino Skerlos, welcoming you to the premiere of Beyond the Founder Phase! I’m thrilled to kick things off with my friend Monte Clark, founder and CEO of Brand Managers. We dive deep into how to create authentic, high-value conversations in today’s noisy digital landscape. Monte shares his journey from graphic designer to marketing master, revealing strategies to stand out in B2B marketing, leverage AI without losing the human touch, and cut through the clutter to connect with your ideal clients. If you’re a founder or solopreneur looking to build trust and spark meaningful conversations, this episode is your playbook. Hit that subscribe button, share your thoughts in the comments, and let’s go beyond the founder phase together!
 
Guest Introduction:
I’m pumped to have Monte Clark, founder and CEO of Brand Managers, as my first guest! Monte’s a marketing guru who’s been in the game since the days of Photoshop 1.0, helping businesses like ours boost thought leadership and create conversations that convert. With a knack for staying ahead of trends, he’s all about building trust and authenticity in B2B. Let’s dive into his insights!
 
Key Takeaways:
It takes 22 touches to land a meeting today—focus on authentic, value-driven content to cut that number down!
AI’s flooding the market with generic content, but real, human connections are what close deals.
Narrow down the problem you solve and who you solve it for—clarity is your superpower.
Podcasting’s a game-changer for building trust and warming up conversations before you even pick up the phone.
LinkedIn’s still king for B2B, but ditch the automated pitches—offer value to spark real relationships.
 
Chapter Markers:
0:00 Intro
0:04 Guest Introduction
1:18 Monte’s Journey to Becoming a Founder
6:27 Navigating the Evolving Marketing Landscape
7:12 The 22-Touch Challenge in Today’s B2B World
14:11 Authenticity: The Antidote to AI-Generated Noise
21:04 Q&A: Sales Strategies in the Age of AI
46:07 Closing
 
Keywords:
Dino Skerlos, Monte Clark, Beyond the Founder Phase, B2B marketing, authentic conversations, thought leadership, brand awareness, high-value conversations, AI in marketing, LinkedIn strategies, podcasting for business, sales strategies, founder journey, marketing evolution, trust in business
 
Pull Quotes:
“Monte’s got the secret sauce: focus on the problem you solve and who you’re solving it for—then watch those conversations light up!”
“In a world of AI noise, Monte’s showing us how to keep it real and build trust that turns prospects into partners.”

Hey there, it’s Dino Skerlos, welcoming you to the premiere of Beyond the Founder Phase! I’m thrilled to kick things off with my friend Monte Clark, founder and CEO of Brand Managers. We dive deep into how to create authentic, high-value conversations in today’s noisy digital landscape. Monte shares his journey from graphic designer to marketing master, revealing strategies to stand out in B2B marketing, leverage AI without losing the human touch, and cut through the clutter to connect with your ideal clients. If you’re a founder or solopreneur looking to build trust and spark meaningful conversations, this episode is your playbook. Hit that subscribe button, share your thoughts in the comments, and let’s go beyond the founder phase together!
 
Guest Introduction:
I’m pumped to have Monte Clark, founder and CEO of Brand Managers, as my first guest! Monte’s a marketing guru who’s been in the game since the days of Photoshop 1.0, helping businesses like ours boost thought leadership and create conversations that convert. With a knack for staying ahead of trends, he’s all about building trust and authenticity in B2B. Let’s dive into his insights!
 
Key Takeaways:
It takes 22 touches to land a meeting today—focus on authentic, value-driven content to cut that number down!
AI’s flooding the market with generic content, but real, human connections are what close deals.
Narrow down the problem you solve and who you solve it for—clarity is your superpower.
Podcasting’s a game-changer for building trust and warming up conversations before you even pick up the phone.
LinkedIn’s still king for B2B, but ditch the automated pitches—offer value to spark real relationships.
 
Chapter Markers:
0:00 Intro
0:04 Guest Introduction
1:18 Monte’s Journey to Becoming a Founder
6:27 Navigating the Evolving Marketing Landscape
7:12 The 22-Touch Challenge in Today’s B2B World
14:11 Authenticity: The Antidote to AI-Generated Noise
21:04 Q&A: Sales Strategies in the Age of AI
46:07 Closing
 
Keywords:
Dino Skerlos, Monte Clark, Beyond the Founder Phase, B2B marketing, authentic conversations, thought leadership, brand awareness, high-value conversations, AI in marketing, LinkedIn strategies, podcasting for business, sales strategies, founder journey, marketing evolution, trust in business
 
Pull Quotes:
“Monte’s got the secret sauce: focus on the problem you solve and who you’re solving it for—then watch those conversations light up!”
“In a world of AI noise, Monte’s showing us how to keep it real and build trust that turns prospects into partners.”