7 to 100: The Good, the Bad, the Ugly of Scaling a Business from $7M to $100M
Hosted by 2 Inc 5000 founders and marketing experts, Tim Warren and Paul DeMott, this podcast is your ultimate resource for watching a company scale in real time, no highlight reel required. We're building Helium from $7 million to $100 million, out loud. No-BS, data-obsessed, "give me a metric or give me silence." We're talking objections, close rates, funnel math, sales scripts, ad spend, and every ugly mistake in between.
Follow along. We're figuring it out in front of you.
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Latest Episodes
Episode 22
Scaling Founders vs. Stuck Founders, and Building Simple Sales Packages
Inspired by a video from entrepreneur Ryan Deiss, Tim breaks down the difference between founders who scale past $7-10M and those who stay stuck at that level: stuck founders hire “helpers” to do the work, while scaling founders build out the system first and hire people to fill defined roles inside it.
The conversation turns practical: should they stop selling smaller, highly customized packages that have historically been great clients, in favor of pushing two simplified, more profitable packages (Altitude and Ignite) that are easier to execute and scale?
Episode 21
Hitting the Top 1% of Podcasts, and What Actually Drives Lead Quality
Tim and Paul dig into a mid-month sales review, tracking ad spend, conversions, leads, proposals, and close rate to see if the advertising is translating into real pipeline.
The key lesson of the episode: lead quality complaints are usually a volume problem in disguise, if you’re not hitting your numbers, the fix is rarely “get better leads,” it’s “get more leads,” since market lead quality distribution simply doesn’t average out to good leads all the time no matter how well-targeted the campaign is.
Episode 20
Simplifying Pricing Around Revenue Tiers, and Early Signs from LinkedIn Ads
Tim and Paul dig into the first data from a new LinkedIn ad campaign, including a lead directly attributed to a LinkedIn message, and debate whether it’s worth pushing more budget there or staying focused on Meta.
The bigger shift of the episode is a full pricing overhaul: instead of a confusing list of package names and options, everything gets simplified around one question, how big is the client’s revenue, with clear tiers built for small, mid-size, and enterprise businesses.The philosophy driving it: complexity fails, simplicity scales, and giving sales reps fewer, clearer options to present should make closing faster and easier across the board.
Episode 19
Why "No Meetings" Almost Never Works (Even When It Sounds Efficient)
Tim shares a story from an employee’s previous company: an agency tried cutting costs by eliminating client meetings entirely, only to find that fighting with unhappy clients about the lack of meetings took more time and energy than the meetings themselves ever did.
He breaks down why this backfires: clients equate “no meetings” with “no accountability,” even when the work is genuinely happening, because meetings are how most managers are used to confirming that things are on track.
Episode 18
Why Cheaper Packages Have to Actually Cost Less to Deliver
Continuing the profitability conversation, Tim and Paul dig into a structural problem: many of their lower-tier packages get “scope creep” from a team that leans in to prevent churn, which quietly turns a profitable $3K package into a $5K cost to deliver.
The fix they land on is treating pricing tiers less like arbitrary price points and more like genuinely different products: a $3K package has to look meaningfully different from a $10K package in what it actually includes, with clear boundaries communicated upfront so the team isn’t tempted to overdeliver for free.
Episode 22
Scaling Founders vs. Stuck Founders, and Building Simple Sales Packages
Inspired by a video from entrepreneur Ryan Deiss, Tim breaks down the difference between founders who scale past $7-10M and those who stay stuck at that level: stuck founders hire “helpers” to do the work, while scaling founders build out the system first and hire people to fill defined roles inside it.
More Episodes
Episode 2
The Numbers Behind the Numbers: Lead Scoring, MRR Math, and Where the Budget Should Go
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Episode 1
The Real Sales Framework: Obstacles, Objections, and the 10-10-80 Rule
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Hosted by Tim Warren & Paul DeMott
Most business podcasts show you the highlight reel. This one shows you the actual film. Every day, we hit record on our real sales and marketing stand-up, the same meeting where we’re deciding what’s working, what’s dying, and what needs to change right now. No scripts. No polish. No pretending we’ve got it figured out.
Hosted by 2 Inc 5000 founders and marketing experts, Tim Warren and Paul DeMott, this podcast is your ultimate resource for watching a company scale in real time, no highlight reel required. We’re building Helium from $7 million to $100 million, out loud. No-BS, data-obsessed, “give me a metric or give me silence.” We’re talking objections, close rates, funnel math, sales scripts, ad spend, and every ugly mistake in between. If you’ve ever wondered what actually happens behind the curtain of a company trying to 10x itself, the wins, the losses, the “wait, why did that not work” moments, this is that show.
Follow along. We’re figuring it out in front of you.
- 20+ episodes
Hosted By
Tim Warren
It' All Just Marketing
Podcast
Are you ready to unravel the secrets of modern marketing and elevate your business strategies to new heights? Welcome to “It’s All Just Marketing,” the podcast that takes you on a captivating journey through the dynamic world of marketing. Join us as we dive deep into the ever-evolving landscape of marketing, where creativity, data-driven insights, and technological innovation converge. Hosted by 2 Inc 5000 founders and marketing experts, Tim Warren and Paul DeMott, this podcast is your ultimate resource for staying ahead in the rapidly changing realm of consumer engagement.
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Hosted By
Paul DeMott
Latest Episodes
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We want to add your business to the list of partner companies that made millions through a partnership with Helium.
