The Founder-led Sales Mentor 👉 Turning B2B Founders into highly-skilled sales pros 🎙 Host, Just Get Started Podcast 👶🏼 1 x Dad 📚 2 x Author ✏ 3 x/wk Blog 🧭 Follow your COMPASS to Just Get Started!

Most founders aren’t bad at sales.
They just don’t trust how they’re showing up in the conversation.

If you’ve ever left a sales call thinking:

“That felt salesy.”
“I talked too much.”
“I’m not sure what actually happens next.”

That’s not a confidence problem.
It’s a process problem.

Without a sales process you trust, you hesitate.
- You avoid hard questions.
- Deals stall.

And month-end revenue becomes a guessing game.


I work with early-stage B2B founders doing $10k–$100k in MRR who want to grow, but feel constant pressure because:

- Their pipeline looks full, but nothing feels real
- They hate pitching and don’t want to manipulate buyers
- They’ve been told they need more leads, yet win rates haven’t improved
- They don’t know why deals stall or how to fix them


Here’s what I believe:

Sales isn’t about pressure.
It’s about clarity and leadership.

I help founders:

- Lead buyer conversations without feeling salesy
- Diagnose weak deals early instead of chasing them
- Build a repeatable sales process that fits who they are (no scripts, no “bro” tactics)
- Replace month-end panic with a pipeline they can actually trust

No hype.
No scripts.
No pretending to be someone you’re not.

Just practical sales skills, clear systems, and honest conversations.

👉 Start here: Subscribe to Sales Skills for Founders - salesskillsforfounders.com
Or DM me “pipeline” if you want to take control of your sales process.

My 13-year-old has over 3,000 YouTube subscribers and more than 1 million views.
Most adults I know would’ve quit long before that.

Not because they can’t do it.
Because they hesitate.

They post a few videos.
The views are low.
Nothing “takes off.”
So they stop.

But subscribers, likes, and views are just outcomes.
They show up after consistency, not before it.

What I’m proud of is this:
- His dedication to learning the craft of storytelling
- His curiosity to try new ideas
- His consistency to finish what he starts

None of that came from talent or luck.
It came from work.

He built everything from scratch:
- Started a YouTube channel with zero audience
- Learned thumbnails, titles, and descriptions
- Taught himself CapCut
- Organized other gamers to shoot scenes
- Figured out live streaming
- Started monetizing

No shortcuts.
No one telling him he was “ready.”
Just a willingness to start.

One day, I hope he remembers the success.
But more than that, I hope he remembers that he didn’t wait for certainty.

That he trusted himself enough to start.

That’s the part that lasts.

Brian Ondrako

I help early-stage B2B SaaS founders double their close rate in 90 days▫️The “Just Get Started” Guy ▫️Podcast Host, ‘Just Get Started’

I've interviewed 350+ entrepreneurs over the past 8 years. Here are the cardinal sins people make when being a podcast guest. Avoid these and you're golden!

In no particular order...

Poor lighting 
Slurping a drink
One word answers
Wearing sunglasses 
Minimal to no emotion
Using fake backgrounds
Using the laptop webcam
Using a crappy laptop mic
Being in a loud, open space
Not prepping for the interview
Poor camera angle (straight on is 👌)
Kids / dogs disrupting the conversation
Long monologue stories with no ending
Uncarpeted room with nothing on the walls
Not having Phone / browsers on Do Not Disturb
Not sharing / promoting the episode once launched
Looking (or actually) like you just came from the gym


I'm sure I'll think of 6 more once I hit publish.

What have you experienced as a podcast host or guest you'd add?

Hope you knock your next appearance out of the park! ✌

17 years ago, January of 2009, I was close to $50k in debt (and climbing) and making less than $32k a year. The math was not mathing.

I was somewhere in the middle of frustrated, anxious, delusional and embarrassed. 

And then serendipity knocked at the door. 

My brother came to visit and gifted me 'The Total Money Makeover' by Dave Ramsey. He had used it to start climbing out of the debt hole he was in and thought I should take a look. 

There have been several key inflection points that led me to who I am today, this specific moment might have been the most drastic.

Because it wasn’t about the debt. It was about how I thought about money. I thought making money was bad. I sucked at saving, I sucked at making money decisions, and I sucked at making a plan to rid myself of the debt. It’s something I just dealt with. I resigned myself to the fact that this wasn’t going away and there was nothing I could do near-term  to change it. 

But, at that moment, it was one of the first times in my life where I called bull$hit on myself. I realized that if I wanted to tackle this it was going to take consistency and dedication, not something lucky pull of a lotto ticket.

In that moment, I took control. I finally committed to making a change.

- I read the book in a matter of days.
- I began to implement his baby steps and debt snowball.
- I started to sell stuff on eBay to pay down the debt (even my prized Tiger Woods signed Nike hat from his rookie year on tour).
- I worked with the bank on a payment plan
- I started thinking about what type of future the older Brian would have instead of dwelling in the suck of where I was currently.

But, that book didn’t teach me just about how to pay off debt, it taught me about discipline and living within my means and being thoughtful about the choices I made.

The advice spanned well beyond financial and I can’t discount it as a key part to my whole Just Get Started mission, to committing to health & wellness, to being consistent with the podcast or blog, or to building the life I wanted versus the life I thought was pre-determined for me.

That whole situation was confirmation that you can turn the corner at any moment and go in a different direction. You are capable to take control and commit to a new path. I don’t care where you came from or what you’re currently doing. 

Everyone has that chance. 

But, everyone won’t take it. So, what?…Who cares what everyone else is doing, the question is, will you?

Let this be that kick in the pants moment for you if you’ve been spinning in one area of your life. It won’t change by one flick of the light. But, it’s about starting now and showing up committed and consistent to set your life on a new path.

A path you took control of. A path you will be proud of.

just get started,
Brian

Do You Control What Google Says About You?

We often think personal branding is only for entrepreneurs or influencers. But in my latest Just Get Started  podcast I welcomed back Nick Gray to discuss why controlling your online presence is critical for everyone from middle managers to parents.

If you don’t have a personal website, you are leaving your reputation up to chance. 

Here are three takeaways from our chat on why you need to build your "corner of the web" today:

1. Recruiters are Searching: In a stack of hundreds of resumes, a personal website is a positive signal that makes you stand out to hiring managers. Even if you aren't looking for a job, being proactive now protects you later.

2. It Doesn’t Have to Be "Professional": You don’t need a portfolio of work to start. A simple bio, a list of your favorite local restaurants, or your hobbies makes you human and helps people know, like, and trust you.

3. It’s Cheaper and Easier Than You Think: You don't need a developer. Nick breaks down how to buy your domain and use tools like Carrd.co to set up a site for roughly $20 a year.

The mantra of this episode…."Do it before you need it."

Listen or watch our full interview below and let us know what resonated the most with you.

Spotify: https://lnkd.in/enmaCRYs 
Apple: https://lnkd.in/eUfF3gx7 
YouTube: https://lnkd.in/eU8ENkvb

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I don’t know if there’s a worse reminder of aging than a high school kid calling you “Sir.”

It’s not the word that gets you.
It’s what it represents.

At some point, time stops feeling endless and starts feeling finite.

Father Time doesn’t rush you.
He just keeps track of what you postpone.

The real regret isn’t getting older.
It’s realizing how long you’ve known what mattered and how often you said “later.”

First and foremost, I am a Dad to an amazing young boy. He keeps me young and energized! I also Podcast, Blog, Write books, and help people remove the boulders that are keeping them from getting started living a happier and healthier life. I keep quite busy with these endeavors and more!

Through my journey I’ve discovered that I am a NAVIGATOR and my “North Star” is to help navigate people to Just Get Started. It starts from within. It starts with the understanding that we cannot discover happiness until we discover ourselves. I feel that if we can focus on building that awareness then we’ll have a greater appreciation for the world around us and create the building blocks for a happier and more fulfilling life.

That sentiment holds true in every endeavor or relationship I have whether Fatherhood, Writing, Sales, Podcasting, CrossFit, or anything else.

I'm always curious to connect with people and learn new things so please feel free to send me a personal note and connection.

Carpe Diem,

Brian

The “Just Get Started” Guy 👉 Helping founders replace sales anxiety with a clear, predictable pipeline▫️Sales Consultant for B2B businesses ▫️Podcast Host, ‘Just Get Started’

Here’s some Saturday morning truth serum…Your deals aren’t closing because you are missing critical information you didn’t even know you needed. You’re not alone, EVERY Founder misses this.

1st - You need to understand if your buyers have a critical event when they have to make a decision, purchase or implement a solution.

2nd - You have to solidify the compelling reasons for why this isn’t going to get missed.

Do all of your deals have a critical event?
Are there compelling reasons to make this happen?

That’s where you start.

Inaction kills a ton of deals, you need to get ahead of that sooner.

I’m breaking it all down in tomorrow’s newsletter. 

Subscribe here to get it dropped into your inbox: salesskillsforfounders.com

Social media convinces us that we are behind and not doing enough.

Let's call BS on that right now.

Because you have no idea where the "others" your watching are at. They might be on year 5 or Level 7 while you're just stepping up to the plate for the first time. 

It's why I wanted to invite Adriana Tica back on the Just Get Started podcast to discuss her extensive State of Solopreneurship report.

It paints a different reality:
- Most solopreneurs who cross $100k have been at this 3+ years and treat it like a real job. Consistency beats intensity. Always has.
- Every solopreneur doing $500k+ runs a newsletter. Social platforms drive attention, but owned channels create leverage.
- Services pay the bills and are the main driver of revenue. High trust > high traffic.
- Waiting to be “ready” is just procrastination in nicer clothes. Perfection stalls momentum. 

Here’s the part people forget:
- You’re not behind.
- You’re just early.

Stop comparing your day one to someone else’s year five.

Which lever are you actually pulling this year...attention, ownership, or execution?

📑 Read the State of Solopreneurship Report: https://lnkd.in/enQZ_9sH

🎙️ Listen/Watch our full interview:
Spotify: https://lnkd.in/eE6DeCh6 
Apple: https://lnkd.in/eAmeJ3Xx 
YouTube: https://lnkd.in/erCJXS83

If you had to choose one of these options, which one stands out as your biggest barrier to sales success?

I'm going to be putting a lot more educational content on Linkedin/Youtube and curious where the majority fit. I could only put 4 options so share more details on what you picked or an alternative answer in the comments.

As always, I give one free sales skill each week in my Sales Skills For Founders newsletter that drops every Sunday morning. 
👉 Get it here: salesskillsforfounders.com

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