What happens when a startup sales pro burns out and decides to start a podcast? In this episode of Funds and Founders, we sit down with Pat Killoren — host of Lone Startups who shares his wild journey from scaling beer brands and influencer platforms to building community-led content in Austin.🎙 We go deep into:Building sales teams as a founderThe mistakes startups make in GTM strategyBurnout, pivots, and personal reinventionHow to monetize podcasts through real partnerships (not just ads)Whether you're a builder, creator, or investor, this episode will leave you with tangible lessons on growth, niche branding, and sustainable success.TIMESTAMPS:00:00 – Intro: Who is Pat Callaghan?01:00 – Why he chose Austin and non-tech founders03:30 – His journey from beer to blockchain06:00 – What is Go-To-Market ?08:00 – The Enterprise Trap: Why startups jump too soon10:00 – How scrappy founders should build sales14:30 – Why you shouldn’t send proposals too early16:00 – How founders waste time chasing the wrong customers18:00 – Picking the right channels: The Web3 sales story21:00 – Cold outreach vs sniper sales: What works today23:00 – How to hire your first sales hire (without getting burned)25:00 – Why he quit sales and started a podcast28:00 – The admin pain of podcasting no one talks about30:00 – The monetization struggle: why brands hesitate32:00 – Seasons vs weekly: how he’s structuring Lone Startups36:00 – Format talk: from nature podcasts to 3D LED sets40:00 – Roundtable format: a future idea for deep-dive episodes44:00 – The mental blocks of podcast production quality46:00 – Tools + Tech Stack for running the show52:00 – Why video editing has become his new obsession54:00 – Question for the next guest56:00 – Where to follow Pat & closing thoughts

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