Life's a Pitch is a podcast where founders and executives drop the polish and get real. No filters, no perfect stories. Just raw conversations about the chaos of building companies, the struggles that come with it, and the messy life that happens outside of work.
It is part therapy, part comedy, and part truth serum with curveballs, sarcasm, and plenty of laughs. Because life is not balanced, work is not polished, and honestly… Life's a Pitch.
26. Hiring Global Talent, SDRs & Building Remote Teams | Jason Lalk
Hiring great people has never been harder.
At the same time, founders have access to more global talent than ever before.
So how do you build high-performing remote teams without sacrificing quality?
In this episode of Life's a Pitch, Jared Gibson sits down with Jason Lalk, founder of Remote Growth Partners, a company that helps businesses hire, train, and manage overseas sales and marketing professionals. Before launching RGP, Jason was the first employee at CloserIQ, where he helped build one of the top startup recruiting firms in the country.
As both a client and a friend, Jared shares firsthand how Remote Growth Partners has helped Outworks build an incredible team over the past several years.
The conversation dives into remote hiring, SDRs, AI, cold calling, entrepreneurship, content strategy, and what founders often get wrong when building teams.
We also cover:
▪️ How to hire exceptional overseas SDRs and marketers
▪️ Why cold calling still outperforms most outbound channels
▪️ AI's impact on hiring and remote work
▪️ The biggest hiring mistakes founders make
▪️ Building intentional interview processes that actually predict success
▪️ Why niching down creates stronger businesses
▪️ Growing a company through referrals and LinkedIn content
▪️ Lessons from building Remote Growth Partners
Jason also shares stories from Augusta National, why operational excellence matters at every level, balancing entrepreneurship with family, and why "intentionality" has become one of his guiding principles.
Key Takeaways
✅ Why global hiring is becoming a competitive advantage
✅ How to interview candidates more effectively
✅ Why cold calling is far from dead
✅ What AI means for recruiting and remote teams
✅ Building a sustainable content strategy as a founder
✅ The value of being intentional in business and life
Connect with Jason Lalk
LinkedIn: https://www.linkedin.com/in/jasonlalk/ (https://www.linkedin.com/in/jasonlalk/)
Remote Growth Partners: https://www.remotegrowthpartners.com
This episode is powered by Outworks.
Outworks helps founders and executives build authority through executive-led content that creates trust long before the first sales conversation.
Learn more at https://www.outworks.io (https://www.outworks.io)
15 Jul 2026
25. Entrepreneurship, AI & Association Innovation | Dave Will
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What if the voice in your head telling you that you got lucky...never goes away?
For Dave Will, that's been one of the biggest drivers behind building multiple successful companies.
In this episode of Life's a Pitch, Jared Gibson sits down with Dave Will, founder of PropFuel, an AI-powered member engagement platform built specifically for trade associations and professional societies. Before PropFuel, Dave built and sold a software company, only to discover that success didn't quiet the little voice telling him he needed to prove he could do it again.
The conversation explores entrepreneurship, AI, product market fit, leadership, persistence, and what it actually feels like after selling a company.
We also get into:
▪️ Why persistence beats intelligence over the long run
▪️ The "little voice" every entrepreneur battles
▪️ Building PropFuel and the future of AI for associations
▪️ Product market fit and why founders often chase the wrong problems
▪️ How AI is changing SaaS and software development
▪️ Why niching down creates better businesses
▪️ The loneliness of entrepreneurship
▪️ Running marathons, Ironmans, sailing, and why endurance teaches better business lessons than almost anything else
Dave also shares the story behind selling his first company, what it felt like when the wire finally hit his bank account, and why he still felt the need to start over from scratch.
One lesson that stuck with me was his personal philosophy:
Walk slow. Smile more.
Simple advice that says a lot about how he approaches business, leadership, and life.
Key Takeaways
✅ Why persistence matters more than raw talent
✅ The importance of finding true product market fit
✅ How AI is reshaping SaaS and associations
✅ What really happens after selling a company
✅ Why niching down accelerates growth
✅ The entrepreneurial mindset behind building businesses that last
Connect with Dave Will
LinkedIn: https://www.linkedin.com/in/davidrwill/ (https://www.linkedin.com/in/davidrwill/)
PropFuel: https://www.propfuel.com (https://www.propfuel.com)
EO 360 Podcast: https://eopodcasts.org/
This episode is powered by Outworks.
Outworks helps founders and executives build authority through executive-led content that creates trust long before the first sales conversation.
Learn more at https://www.outworks.io
9 Jul 2026
24. Relationship Selling, Restaurant Growth & Building Premier Payroll Solutions | Michael D'Onofrio
Everyone talks about scaling a business.
Michael D'Onofrio built one by focusing on something much simpler: relationships.
In this episode of Life's a Pitch, Jared Gibson sits down with Michael D'Onofrio, Managing Partner of Premier Payroll Solutions, to discuss his journey from selling pet food and medical devices to building one of the fastest-growing payroll companies serving the restaurant and hospitality industry.
Instead of relying on aggressive sales tactics, Michael built Premier Payroll Solutions through trust, referrals, and genuine relationships. Today, the company serves nearly 2,000 businesses across more than 40 states with a team of 30+ employees.
The conversation covers entrepreneurship, sales, leadership, company culture, and why relationships continue to outperform transactions.
We also get into:
▪️ Why relationship selling beats traditional cold calling
▪️ Building Premier Payroll Solutions from a simple idea on a napkin
▪️ Lessons from leaving medical device sales to start a business
▪️ Growing organically through referrals and trust
▪️ How the restaurant industry navigated COVID-19
▪️ Building a company culture people actually want to be part of
▪️ Why hospitality is the foundation of great customer service
▪️ How Michael and his partners use podcasting to build relationships instead of chasing leads
Michael also shares one of the most emotional moments of his entrepreneurial journey during the pandemic, why he believes investing in people always pays the greatest return, and the advice that shaped his entire career:
"Don't do a good job. Do a great job."
Key Takeaways
✅ Why relationships remain the greatest competitive advantage in business
✅ How Premier Payroll Solutions grew almost entirely through referrals
✅ The power of niching into the restaurant and hospitality industry
✅ Leadership lessons from navigating COVID-19
✅ Why culture matters more than perks
✅ How podcasting can become one of the best business development tools available
Connect with Michael D'Onofrio
LinkedIn: https://www.linkedin.com/in/michael-d-onofrio-176b0122/
Premier Payroll Solutions: https://www.premierpayrollny.com
Staying Hungry Podcast: https://www.youtube.com/@StayingHungryPodcast
This episode is powered by Outworks.
Outworks helps founders and executives build authority through executive-led content that creates trust before the first sales conversation.
Learn more at https://www.outworks.io
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