In this episode of Quiet Impact, I sit down with Jordan Adams, founder and CEO of OneNineFive, a global B2B demand generation agency, to unpack his unique journey from a challenging upbringing to establishing a thriving career in sales and entrepreneurship.

Jordan shares how resilience, empathy, and clear communication were key factors that shaped his approach to sales—and how introverts can leverage these qualities to succeed without needing to adopt a “hard sell” persona.

We explore the transformation of sales from loud, extroverted tactics to a more authentic, knowledge-based approach. Jordan explains why curiosity, self-awareness, and emotional intelligence are now critical skills for effective sales, especially for introverts.

He emphasizes the power of qualifying leads early on, helping you focus your energy on high-value opportunities instead of chasing every potential client.

For founders, Jordan also shares how producing founder-led content on LinkedIn has not only expanded his network and led to more speaking engagements but also attracted valuable inbound leads. He discusses how combining content creation with an outbound strategy can reduce perceived risk for potential clients, making them more receptive to outreach.

Whether you're new to sales or looking to refine your approach, this episode is filled with practical insights to help introverted founders make a lasting impact through authenticity and thoughtful engagement. Jordan’s story and strategies will inspire you to amplify your voice, build trust, and close more deals by simply being yourself.

Highlights:

-Jordan’s journey from a turbulent upbringing to B2B sales success

-The shift in sales from loud tactics to authenticity and empathy

-Key traits for effective sales: curiosity, emotional intelligence, and self-awareness

-The role of qualifying leads early to focus on high-value clients

-How founder-led content can build trust and warm up leads for outreach

Links:

Connect with Jordan Adams on LinkedIn

Learn more about OneNineFive B2B Demand Generation Agency at OneNineFivedemand.com

In this compelling episode, Nathan is joined by Reggie James, the founder and CEO of Digital Clarity, a digital growth marketing specialist with a wealth of experience growing and selling SaaS businesses. Reggie shares his journey, starting from his early career in insurance and advertising to launching two successful tech startups. He offers insights into the intersection of sales, marketing, and product development and explains how introverts can be some of the best salespeople by focusing on authenticity, active listening, and addressing the root of customer challenges.

Reggie emphasizes the importance of asking the right questions and remaining silent to allow prospects to open up and reveal the deeper issues behind their initial responses. He and Nathan discuss the power of silence in sales conversations and how it can help salespeople uncover the real pain points or opportunities, likening it to addressing the fire behind the smoke.

They dive into Reggie’s experience launching Digital Clarity and DC Storm, detailing the process of finding product-market fit and managing the complexities of early paid search campaigns. Reggie also shares his advice for early-stage founders on building a brand versus focusing on performance marketing. He highlights the importance of understanding core principles such as who you are, who you serve, and how you can solve your customers' problems, stating that only a small percentage of companies truly invest in defining these aspects before jumping into marketing and sales efforts.

Throughout the conversation, Reggie stresses the importance of empathy, authenticity, and understanding your customer’s pain, with a focus on building strong relationships over quick sales fixes. This episode is packed with actionable advice for tech founders, sales professionals, and anyone looking to excel in the digital marketing and SaaS landscape.

Welcome to Quiet Impact, where we arm introverted founders with the tools to dominate sales without morphing into someone you’re not. Today’s episode is an absolute must-listen for anyone looking to take control of their sales engine, because we’ve got Ryan Hall—founder of Friday Solved and a guy who’s helped scale some of the biggest brands on the planet, from Deutsche Bank to Vodafone, Sky, and beyond.

Here’s the deal: Too many businesses think they can just outsource their sales problems. Wrong. You don’t rent your way to success—you build it, brick by brick. Ryan’s here to break down exactly how to construct a sales engine that’s sustainable, scalable, and 100% yours. We’ll talk about the key components of a killer sales process, why outsourcing might sink you in the long run, and how you can avoid the same traps so many businesses fall into when they try to piece together a sales strategy.

Plus, we’re diving into the tech stack you actually need to win, why social media is the new front line for prospecting, and how different generations are reshaping what it means to do sales.

If you’re a founder just getting started or a business leader tired of patchwork sales solutions, this is the episode for you. So, buckle up and let’s get into it—Build It, Don’t Buy It: Taking Ownership of Your Sales Engine with Ryan Hall.