James McKinney

Many people on my feed are upset by amended law SB 140 in Texas that dramatically impacts B2B sales into and in the state of Texas. Now this refers to any B2B selling but in MarTech, buyers are annoyed and they are cheering this bill as it will free them from constant sales messages. Buyers shop differently than they did 20 years ago so vendors need to adapt. This is where Blurbs comes in. Buyers use it to proactively shop for vendors so vendors need to be there, ready to engage. The amended Texas mini-TCPA, which took effect on September 1, 2025, drastically impacts B2B sales teams calling into or out of Texas. The new law, Senate Bill 140 (SB 140), expands the definition of telemarketing, introduces significant registration requirements, and creates more avenues for litigation.  Key provisions impacting B2B cold calling Expanded scope of "telephone solicitation" SMS, text, and images are included:  Impact: Any B2B company sending marketing text messages to Texas residents is now subject to the state's telemarketing statutes.  Mandatory registration and bonding Registration required: Any seller making telephone solicitations from Texas or to purchasers in Texas must register with the Texas Secretary of State. Annual fee and security deposit: Registration requires an annual $200 fee per business location and a $10,000 security deposit, which can be secured with a surety bond, to cover potential fines. Regular updates: Registered businesses must file quarterly addendums listing their salespeople and any material changes. Increased litigation and private right of action Integration with DTPA: The amended law makes violations a "false, misleading, or deceptive act" under the Texas Deceptive Trade Practices and Consumer Protection Act (DTPA). No cap on recoveries: The law explicitly removes limits on cumulative recoveries, opening the door for repeat and serial litigation against companies. Higher penalties: Statutory damages range from $500 to $5,000 per violation, which can be trebled for intentional misconduct.  Consent requirements and DNC lists Affirmative consent: Good luck with this. Scrub against DNC list: Even with the B2B exemptions for federal Do Not Call lists, businesses must regularly review and scrub against the Texas No-Call list. Ignoring the list can lead to increased litigation risk. Maintain records: Companies should keep detailed records of all consent and opt-out requests.  Compliance steps for B2B sales teams Assess outreach channels: Evaluate all communication methods, including calls and texts, used for marketing to or from Texas. There is more so do the research. It doesn't matter where you operate from. Tom Barbaro Tom Gibbons

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Accelerators Create Pitch Decks. Venture Studios Build Companies. Most accelerators teach. Few execute. ISHIR’s Texas Venture Studio co builds with founders as a true product and technology partner, from validation to revenue. If you want product market fit, not demo day applause, this model wins. Explore More: https://lnkd.in/gJBWBsZB #VentureStudio #StartupExecution #ProductMarketFit #AIStartups #Founders #TexasTech #BuildNotPitch

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“Every no is closer to a yes.” In the latest episode of The Lead to Scale Show, I sat down with Patrick Roney, President of ProLedge Bookkeeping Services, who grew his firm from just a few clients to five offices across Texas. Over 16 years, Patrick has scaled by focusing on client-first service, smart business model shifts, and relentless persistence. Here’s what we cover: ✅ How he turned rejection into momentum when landing his first clients ✅ Why shifting from hourly billing → flat fees changed everything ✅ The story of building “digital receipts” years before Amex ✅ Balancing growth vs. quality of life when considering new markets like Florida ✅ What success means to him: building something that lasts and helps others grow their dream If you’re a founder, service provider, or business owner looking to scale sustainably, this episode is full of actionable insights. 🎙️ Full conversation with Patrick → link in the first comment.

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“The higher you go in an organization, the more you serve it.” That was my biggest takeaway from sitting down with Wendell Dallas, President & CEO of Nicor Gas, on the latest episode of the Let's Grab Coffee Podcast. Wendell leads one of the largest natural gas distributors in the United States, serving millions of customers across Illinois. But what stood out in our conversation wasn’t scale, it was perspective. A few ideas that resonated: • Leadership is ultimately service. The higher you go, the more your job becomes enabling others to perform at their best. • Culture is not something management announces. It’s the collective behavior of thousands of people making decisions every day. • Strong organizations don’t eliminate leadership blind spots, they design teams that compensate for them. • Trust compounds. When people know their leaders are investing in them, performance and accountability tend to follow. Wendell’s story, from a middle school teacher encouraging him to pursue engineering to eventually leading one of the largest energy utilities in the country, is also a reminder of how powerful a single moment of belief can be. Chicago is fortunate to have leaders like Wendell who care deeply about the communities they serve and the people they work alongside every day. Grateful for the conversation. 🎙️ Links to the episode in the comments. #Leadership #Energy #Podcast #Chicago

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Collaboration isn’t just a nice to have… It is the fuel that helps people, companies, and entire communities thrive. Next week, the Austin Technology Council and the Greater Austin Chamber of Commerce are co-hosting a breakfast on “Austin’s Place in Global Business”. The panel includes voices from Greater Austin Asian Chamber of Commerce , Tech Ranch , and the Williamson County Economic Development Partnership. It is a great example of what happens when different groups lean into working together. Everyone benefits. But collaboration is not only about organizations. It is about people. For individuals, it means stepping outside your comfort zone, getting curious about others, and finding ways to combine talents and ideas. For companies, it means seeing beyond competition and recognizing that partnerships and shared conversations can accelerate growth. For communities, it means creating the culture where trust and cooperation are the default. This theme is also at the heart of my keynote on “Human Interaction (H.I.) in an AI-Diven World”. Technology is powerful, but the real advantage comes from people who know how to collaborate with intention, with authenticity, and with each other. Collaboration creates momentum that no one can generate alone. So here is my challenge: this week, find one way to collaborate with a colleague, a peer company, or a community group. When you do, you are not just moving yourself forward, you are moving us all forward.

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𝗥𝗲𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝗔𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗖𝗵𝗮𝗿𝘁 One of the biggest challenges from our EOS Focus Day was rethinking how to structure our accountability chart. Most businesses are built around three main functions: 𝘀𝗮𝗹𝗲𝘀, 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀, 𝗮𝗻𝗱 𝗳𝗶𝗻𝗮𝗻𝗰𝗲. For us at North Texas Trailers, the picture is a little more complex. We really have two main revenue streams: 1. Selling trailers 2. Servicing and repairing trailers (with parts bundled in) Some dealerships split parts into its own revenue stream, but we combine them with service. Still, I kept coming back to this question: 👉 Should we organize by 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝘀𝘁𝗿𝗲𝗮𝗺 or by 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻? Because selling and marketing applies equally to both revenue streams. Whether you’re a service writer or a trailer sales rep, the fundamentals of customer engagement look the same: * Follow-up * Thoughtful, discovery-driven questions * Negotiation & closing * Value vs. cost conversations That had me tempted to design our chart with one selling function across the business. But then the question becomes: what is “operations” in trailer sales? Is it delivery? Inventory purchasing and stocking? Lifetime customer follow-up? We debated this hard—and ultimately decided to keep 𝗽𝗮𝗿𝘁𝘀 & 𝘀𝗲𝗿𝘃𝗶𝗰𝗲 as its own function alongside trailer sales, while also carving out 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 as its own core function. As a leadership team, we pushed ourselves to think beyond our current org chart, but ultimately landed back where we started. 💡 I’m curious—if your business has multiple revenue streams, how have you structured your EOS accountability chart? Do you separate by revenue stream, or by the act of selling/servicing customers?

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🎥 New & Expanded Texas R&D Tax Credit Update Big things are happening in the world of tax incentives — and Texas is leading the charge. I just dropped a quick video breaking down what businesses need to know about the Texas R&D Tax Credit, including key updates and how they tie into the broader national conversation around Section 174 and the One Big Beautiful Bill. 📖 We also published a detailed article on the topic — check it out here: https://lnkd.in/gcDM393P 👉 Texas R&D Tax Credit Update If you're a business innovating in Texas, this is your moment. Let’s talk strategy, compliance, and how to maximize your benefit. 💬 I’d love to hear your thoughts — are you seeing more clients ask about this? What’s your take on the federal-state alignment? Ryan Ian Boccaccio Damon Chronis G. Brint Ryan Steve Sheeran, LAH, SHRM-CP Hailey Pinzone Brett Bryan Angelina B. Jasmine Nouri Liam Sullivan Dan Pisegna Morgan Atkinson Andy Taylor Jeff Tuthill #TexasTaxCredit #RAndD #Section174 #TaxIncentives #InnovationEconomy #OneBigBeautifulBill #TaxStrategy #BusinessGrowth #RyanInsights #TaxCredits #CPAs #TechInTexas #PolicyMatters #ThoughtLeadership #TaxUpdate

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"We're here to fix your broken industry." Those words have killed more startups than bankruptcy. Yesterday, they killed a multi-million dollar newsroom: The Houston Landing story isn't about journalism. It's about how ego blinds founders to reality. When you enter a new market: Everyone's watching how you do it. Approach #1 (Houston Landing): - "This city is a desert" - "Everything here is broken" - "We're the chosen saviors" - "Trust our fancy branding" Result: - Local talent alienated - Community suspicious - Bridges burned - Trust destroyed Approach #2 (Texas Tribune): - "We're here to contribute" - "Let's build together" - "There's great work happening" - "How can we help?" Result: - Partnerships formed - Community built - Value added - Trust earned The fatal flaw? Thinking money trumps relationships. You can't buy trust with: - Fancy offices - Premium branding - Slick websites - Bold claims You earn it through: - Local respect - Real relationships - Added value - Genuine humility Because here's what kills startups: Not lack of funding. Not weak products. Not bad timing. But the arrogance of thinking You're saving anyone From anything. Want to enter a market? First understand: It existed before you. It'll exist after you. Make sure you add to it. Money can't buy belonging. Only humility can.

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