Episode #638: ScaleUp Club - Seeds, Nets and Spears: Building Predictable Lead Generation
Release Date: 08/10/2026
Episode #638: ScaleUp Club - Seeds, Nets and Spears: Building Predictable Lead Generation
ScaleUp Radio
Growing a business beyond founder-led sales is one of the biggest challenges many SMEs face. In this special ScaleUp Club edition of ScaleUp Radio, Kevin Brent is joined once again by returning guest Dhanushka Tennakoon from RE24 for an interactive Q&A session exploring one of the biggest questions facing growing businesses: How do you create a predictable flow of new opportunities instead of relying on referrals and hope? Alongside the discussion, Kevin also shares this month's AI Pulse update, covering one of the most talked about AI stories of recent weeks and what it means for business...
info_outline
Episode #637: ScaleUp Radio Shorts - Why focus beats hustle every time
ScaleUp Radio
Choose Less. Scale Better. Three founders. Three wake up calls. One lesson every business owner needs to hear. What do an authority strategist, a sales leader and an AI entrepreneur have in common? Far more than you might think. In this special edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on three recent conversations with Erica Holthausen, Gulliver Burns and Lee Nazari. Despite completely different industries and experiences, all three arrived at the same conclusion: sustainable growth doesn't come from doing more. It comes from choosing less, focusing better and...
info_outline
Episode #636: How Not to Scale: Why Revenue, Ego and Hustle Can Destroy Your Business - with Gulliver Burns
ScaleUp Radio
What happens when you build multiple multi-million-pound businesses... but almost lose yourself in the process? In this episode of ScaleUp Radio, Kevin Brent is joined by entrepreneur Gulliver Burns, who has experienced both extraordinary growth and devastating setbacks. From building a call centre with over 200 employees before the age of 25 to creating a multi-million-pound automotive business, Gulliver has learned the hard way that scaling without strong foundations comes at a significant cost. Rather than another success story, this conversation is a refreshing look at how not to scale a...
info_outline
Episode #635: Can we still trust a CV in the age of AI? - with Lee Nazari
ScaleUp Radio
Artificial Intelligence has made applying for jobs easier than ever. It has also made it much harder for employers to identify the best candidates. In this episode of ScaleUp Radio, Kevin Brent speaks with entrepreneur Lee Nazari, founder of Interviewa, a platform using conversational AI and on camera interviews to help recruiters, universities and job seekers cut through the growing noise created by AI generated CVs. Following a life changing personal tragedy, Lee chose to build something with genuine purpose. The result is Interviewa, a business focused on creating fairer, faster and more...
info_outline
Episode #634: Why Your Content Isn't Winning Clients and What to Do Instead - with Erica Holthausen
ScaleUp Radio
Most business owners know they should be creating content. Yet many find themselves stuck on a relentless treadmill of blogs, social posts and newsletters that consume huge amounts of time without generating meaningful opportunities. In this episode of ScaleUp Radio, Kevin Brent is joined by Erica Holthausen, founder of Catchline Communications, to challenge one of the biggest assumptions in modern marketing: that more content equals more business. Erica argues that authority doesn't come from publishing more. It comes from having a clear point of view, writing with conviction and building a...
info_outline
Episode #633: ScaleUp Radio Shorts: AI, Hidden Costs and Getting Back to Your Zone of Genius
ScaleUp Radio
What do artificial intelligence and cost optimisation have in common? At first glance, not much. But when Kevin Brent and Louise Blunt compare two recent ScaleUp Radio interviews, a clear theme emerges. Whether you're using AI to remove administration or reviewing supplier contracts to eliminate unnecessary costs, the goal is exactly the same: Freeing founders to spend more time doing what only they can do. In this ScaleUp Radio Shorts episode, Kevin and Louise explore the practical lessons from conversations with Julie Begbie, founder of the AI Confidence Club, and Ryan Olson from ERA Group,...
info_outline
Episode #632: Using AI to Build a Happier, Smarter Business - with Julie Begbie
ScaleUp Radio
Can AI actually make your business happier? Many business owners hear about AI and immediately think about efficiency, automation or replacing people. Julie Begbie takes a very different view. Her philosophy is simple. AI should remove the work you don't enjoy so you can spend more time doing the work that gives you energy. That creates a happier founder, a better customer experience and ultimately a stronger business. In this episode Julie shares practical ways any SME owner can start using AI without becoming a technology expert, whilst also explaining how to build systems that genuinely...
info_outline
Episode #631: The Million-Dollar Donut: How Hidden Costs Are Holding Back Your Growth - with Ryan Olson
ScaleUp Radio
What happens when a successful corporate executive decides he wants more control over his future? After 22 years at Intel, Ryan Olson had built an impressive career leading business development teams, managing global partnerships and helping create a billion-dollar pipeline. But two rounds of corporate layoffs became the catalyst for a very different path. In this episode of ScaleUp Radio, Ryan shares how he transitioned from corporate leadership into business ownership through the ERA Group franchise, helping mid-sized businesses uncover hidden costs, improve profitability and free up cash...
info_outline
Episode #630: ScaleUp Radio Shorts - Humaning, Tech, and True Focus: Lessons from Melissa Thornley and Vicki Ayton
ScaleUp Radio
In this edition of ScaleUp Radio Shorts, Kevin Brent and Louise Blunt reflect on two fascinating conversations with leadership expert Melissa Thornley and social entrepreneur Vicki Ayton. Although their businesses couldn't be more different, both guests arrive at remarkably similar conclusions. Sustainable growth isn't driven by working harder or adopting the latest technology. It's built by developing better leaders, creating resilient teams, maintaining genuine human connection, and focusing attention on what matters most. From emotional intelligence and feedback cultures to AI, climate...
info_outline
Episode #629: Why Resilience is the Missing Link in Accountability - with Melissa Thornley
ScaleUp Radio
ScaleUp Radio Show Notes Melissa Thornley: Why Resilience is the Missing Link in Accountability What if the reason accountability isn't sticking in your business has nothing to do with performance management and everything to do with resilience? In this episode of ScaleUp Radio, Kevin Brent is joined by Melissa Thornley, leadership coach, consultant and founder of Melissa Thornley Consulting. Melissa works with leaders operating in high-stakes environments including emergency services, government agencies, manufacturing, construction and technology businesses. Her mission is simple but...
info_outlineGrowing a business beyond founder-led sales is one of the biggest challenges many SMEs face.
In this special ScaleUp Club edition of ScaleUp Radio, Kevin Brent is joined once again by returning guest Dhanushka Tennakoon from RE24 for an interactive Q&A session exploring one of the biggest questions facing growing businesses:
How do you create a predictable flow of new opportunities instead of relying on referrals and hope?
Alongside the discussion, Kevin also shares this month's AI Pulse update, covering one of the most talked about AI stories of recent weeks and what it means for business leaders.
Whether you're approaching your first £1 million in turnover or looking to build a more scalable commercial engine, this session is packed with practical ideas you can implement immediately.
In this episode
- AI Pulse: What happened when Anthropic's latest language model was reportedly withdrawn shortly after launch and what founders should take from the rapid pace of AI development.
- Why so many businesses become trapped by founder dependency.
- Understanding Aaron Ross's Seeds, Nets and Spears framework for predictable lead generation.
- Why referrals alone rarely create a scalable business.
- How targeted outreach can open entirely new markets.
- The importance of balancing new customer acquisition with growing existing client relationships.
- Why choosing the right niche can transform growth.
- How RE24 pivoted from multiple industries to becoming specialists in data centres.
- Practical advice for reducing reliance on founder-led sales.
- Live coaching with ScaleUp Club members on applying the framework to their own businesses.
Key discussion points
AI Pulse
Kevin shares the latest developments from the AI world, including the reported security concerns surrounding Anthropic's latest model and what this tells us about the extraordinary pace of AI capability.
Rather than simply chasing every new tool, founders should focus on understanding where AI can genuinely improve decision making, productivity and business performance.
Seeds, Nets and Spears
The central discussion explores Aaron Ross's well-known framework:
Seeds
High trust opportunities generated through referrals, introductions and existing relationships.
Nets
Scalable marketing activities including content, SEO, social media and broader awareness campaigns.
Spears
Highly targeted outreach aimed at carefully researched organisations where there is a strong strategic fit.
The key message is that healthy businesses develop all three rather than relying on a single source of leads.
Why niche matters
Dhanushka shares RE24's journey from trying to serve multiple industries to focusing specifically on data centres.
That decision created:
- a clearly defined customer profile
- faster buying decisions
- stronger market positioning
- more effective sales conversations
- predictable growth opportunities
Rather than chasing every opportunity, focusing on one market allowed the business to build genuine expertise and competitive advantage.
Live ScaleUp Club coaching
A highlight of the session is the discussion with Paul Rhodes from Green Gorilla Automation.
Like many growing businesses, sales currently depend heavily on the founder and warm introductions.
Together, the group explores how carefully researched "Spears" could help create a more repeatable sales process while reducing founder dependency.
Practical actions
After listening, consider these three actions:
- Review where every lead has come from over the last six months.
- Categorise your activities into Seeds, Nets and Spears.
- Identify one repeatable activity within each category and commit to executing it consistently.
One standout message
Predictable growth doesn't come from doing more marketing. It comes from building a balanced system that consistently creates new opportunities.
The one key thing
If your pipeline depends mainly on referrals or the founder, your business isn't yet scalable. Creating a deliberate mix of Seeds, Nets and Spears is one of the fastest ways to build predictable growth.
Smart90
Most founders I speak to feel busy but stuck; plenty happening, but not always clear on what genuinely matters most this quarter.
If that's you, the G90 Summit is worth a look.
A structured half day where we work through everything competing for your attention, get clear on the three to five things that must happen in the next 90 days, then commit to them and build the system to make sure they actually happen.
Quarterly, virtual, £97 a seat.
Smart90.co.uk/summit