What happens when a growing business is still running sales off spreadsheets, or worse, gut instinct?
For many Gen X and Baby Boomer business owners, the foundation of their sales operations hasn’t kept pace with the demands of modern buyers and tools.
This week, Butch Nicholson sits down with Dean Nolley, a builder —not just a consultant— who helps small to mid-size businesses design sustainable, scalable sales organizations.
With a career spanning Fortune 50 giants to fast-growth startups, Dean shares how he steps in when companies have no sales infrastructure, outdated tech, or a founder still juggling every close.
They dive into what today’s buyers expect, why CRMs and AI tools are underused by legacy teams, and the cultural challenges of replacing retiring sales pros with digitally fluent Gen Z reps.
They’ll talk through:
✅ What foundational pieces most companies are missing
✅ Why so many CRMs sit idle (and how to fix that)
✅ How buyer behavior has changed, and what that means for relationship-based sellers
✅ The generational gap in hiring and sales culture
✅ And the simple truth: you can’t scale what isn’t documented
This episode is a blueprint for CEOs and founders who need structure, strategy, and support, without losing the relationship-first values they built their brand on
Bring your questions. Bring your coffee. This one’s going to be real.