Welcome back to Noob School! Today, I’m joined by a very special guest and a longtime friend of the show, Amy Brusky. Amy is the President of Kolbe Corp, and the work her company does is a huge reason reason I was able to grow a tiny company into a massive success.

Years ago, I was a young sales manager struggling to get my team to make cold calls. A consultant named Bill Lee introduced me to the Kolbe Index, and it completely changed my life. It taught me how to stop whining about my team’s performance and start hiring the right kind of people for the job.

In this episode, Amy and I dive deep into why understanding your "doing" mind—your instinctive strengths—is the secret to finding what her stepmother and Kolbe founder Kathy Kolbe called "the freedom to be yourself".

What we’re talking about in this episode:

The Three Parts of the Mind: Why your personality and intelligence only tell half the story, and why your instinctive way of taking action is the missing piece to your success.

Building Your Hiring Avatar: I share my personal "recipe" for hiring, from the local "beer test" to making sure their Kolbe numbers match the role before I even meet them.

Sales Strengths vs. Role Requirements: We discuss why some people are built for high-pressure cold calling while others, like a guy I once hired with high Factfinder numbers, are the only ones who can close a $25 million government deal that takes two years to finish.

Permission to "Procrastinate": If you’re like me and do your best work at the eleventh hour, Amy explains why that’s actually "active procrastination" and how to work with that energy instead of feeling guilty.

Career Wisdom for Your 20s: My advice to young professionals: stop trying to just "get a job" and start figuring out where you add the most value with the least amount of friction.

If you’re a leader trying to get your team right, or if you’re just starting out and want to find a career where the day "flies by," you don't want to miss this conversation.

Take the Kolbe A Index: kolbe.com

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Capers Easterby has spent his career building teams, businesses, and relationships that actually last — the kind that aren’t driven by hype, but by doing the right things the right way, over time. He’s one of those people who naturally blends sales sense with leadership instincts, and that combination has made him successful across every chapter of his career. More than that, he’s a longtime friend who understands what Noob School is all about — learning the business of sales from people who’ve lived it. This episode is packed with perspective from someone who’s seen both sides of growth: winning new business and leading it once it scales. If you’re serious about building a career or company that lasts, you’ll want to hear this one. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

My son Jack Sterling returns to Noob School for his fourth appearance — officially becoming the most frequent guest on the show. This one dives deep into what Jack’s been up to lately — from his growing business, Cloud Hound, to his work with Upstate Warrior Solution helping veterans transition into entrepreneurship. We start off trading thoughts on our favorite podcasts and how shows like Lions Led by Donkeys and My First Million have influenced the way Jack thinks about leadership, learning, and risk-taking. Jack shares how fantasy football and analytics sparked his fascination with data — eventually leading him to pursue a master’s degree in data analytics at Clemson. But the heart of the episode is about purpose — how veterans can rediscover team, mission, and structure through entrepreneurship. Jack breaks down how his program at the Rupert Hughes Veteran Center supports veterans, first responders, and their families across the Upstate by helping them navigate healthcare, education, and business ownership. He shares inspiring success stories from entrepreneurs who’ve come through the program — from a veteran-run medical training company using human remains for realistic field instruction, to another launching Upstate South Carolina’s first paddle tennis facility. We also dig into the lessons he’s learned running Cloud Hound — from ditching international business to focusing on “cyber and fiber” solutions for local clients, and why most security breaches start with people, not technology. Jack explains his live training on social engineering, phishing, and why emotional manipulation is hackers’ easiest path in. To wrap it up, he shares the book that’s had the biggest impact on him — “Tribe” by Sebastian Junger — and why it reframed his entire view of community, fulfillment, and the difference between the military and civilian worlds. If you’ve ever wondered how to find purpose after leaving a structured environment, or how to turn your skills into impact, this one’s for you. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

In this episode of Noob School, we sit down with Jake Bennett (via Zoom), cofounder and Principal of Well Street Partners. You can find him on LinkedIn here: linkedin.com/in/jake-bennett314

Jake is a Virginia native whose journey spans systems engineering at West Point, five years of active duty in the U.S. Army (with assignments in Colorado, Oklahoma, and Afghanistan), and an MBA from Michigan Ross. After his service, he joined McKinsey’s Chicago office—leading operational transformations for lower/middle-market industrial firms and executing procurement strategies across industries.

Today, Jake and his cofounder are focused on acquiring, operating, and growing small and mid-market businesses through Well Street Partners. In this episode, we dig into:

How his systems engineering and military background shaped his leadership and operational mindset

What he learned at McKinsey and how that informs his approach to transformation and execution

The “what, why, and how” behind Well Street Partners – investment criteria, operations playbooks, and value creation Sales, execution, and building credibility in small / middle market businesses

Career transitions: how to lean into your strengths, navigate uncertainty, and build upward momentum

Whether you’re early in your career or plotting your next pivot, Jake offers a compelling blueprint at the intersection of operations, strategy, and mission-driven investing.

Get your sales in rhythm with The Sterling Method: https://SterlingSales.co

I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL

Subscribe to our newsletter today: https://bit.ly/3Ned5kL

#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

When I sat down with Lamar Flatt — former Harvard basketball player, USC law graduate, and now partner at Best & Flatt, P.A. — I knew we’d cover a lot of ground. Lamar’s story takes him from the court to the courtroom, starting his law career in Savannah, GA, before returning to South Carolina, and he’s built a reputation as both a sharp attorney and a lifelong learner.

In our conversation, we talk about why curiosity matters, the importance of always seeking knowledge, and a perspective we discuss called “ant theory.” Imagine a closet that, to a colony of ants, is their entire world. They don’t realize there’s an entire house beyond it, or even more beyond the house. The same goes for us as humans: there’s always more to discover if we keep looking and keep learning.

Along the way, Lamar shares stories from his own path in law, how he approaches cases, and the mindset that’s carried him through challenges and opportunities. If you’re serious about growth, staying curious, and seeing the bigger picture in your own life and career, this episode will resonate.

Get your sales in rhythm with The Sterling Method: https://SterlingSales.co

I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL

Subscribe to our newsletter today: https://bit.ly/3Ned5kL

#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

Michael Pace is back on Noob School for the third time, and every conversation with him feels like catching up with an old friend. We swap stories from our careers, dig into the pros and cons of comp plans, and talk about how AI tools are changing the way we work in sales and entrepreneurship. One of my favorite parts of this conversation is how Michael frames “being a noob” — not as a weakness, but as a real strength when you’re willing to try new things, stretch yourself, and build confidence in new areas of business and life. Michael’s experience and perspective always bring practical lessons for sales professionals and entrepreneurs alike.

Get your sales in rhythm with The Sterling Method: https://SterlingSales.co

I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL

Subscribe to our newsletter today: https://bit.ly/3Ned5kL

#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

In this episode of Noob School, I catch up with Scott Millwood, a familiar voice in the Greenville startup scene and co-founder of Founderville, a venture capital fund based right here in Greenville, SC. Scott shares his journey after Datastream, diving into some of the ventures he’s led and the successes he’s achieved along the way.

We spend time discussing his current focus at Founderville. The fund is dedicated to supporting B2B SaaS startups, helping promising companies scale and thrive in today’s competitive market. Scott gives insight into his role with the fund, the kinds of startups they look for, and the strategies they’ve used to foster growth in the Greenville tech ecosystem.

Looking ahead, Scott shares exciting plans for the future, including the anticipated launch of Fund II. It’s clear that Founderville isn’t just a fund—it’s a growing part of the Greenville startup community, and Scott’s dedication to supporting founders is a big reason for its impact.

Throughout the episode, we also touch on investing, entrepreneurship, and the lessons Scott has learned from years of building businesses. Whether you’re an aspiring founder, investor, or just curious about the Greenville tech scene, there’s a lot to take away from this conversation.

Get your sales in rhythm with The Sterling Method: https://SterlingSales.co

I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL

Subscribe to our newsletter today: https://bit.ly/3Ned5kL

#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends