We were lucky to catch up with Brian Ondrako recently and have shared our conversation below.

Brian, looking forward to hearing all of your stories today. What do you think it takes to be successful?

I think what gets most overlooked when it comes to success is defining what success means for us, individually. Historically, “success” meant money or fame or status. That is no longer the case and it’s something we have to remove from our thinking. The simple question we can ask ourselves to start figuring it out is, “What do we want?” It’s a difficult question and one that might take time to develop but it helps us set a course ahead.

From there, it’s all about how we prioritize what is important and build repeatable practices to get there. Certainly, there are many buzzwords that most people living a successful life have like: Consistency, Focus, Grit, Resilience, Accountability, Discipline. But there is no measuring stick to know exactly how much of one or the other you need. Those are all ingredients in the recipe but if you don’t know what recipe you are making then it almost doesn’t matter.

Start by discovering what you want. It’s amazing how much clearer it becomes to know when you achieve success.

As always, we appreciate you sharing your insights and we’ve got a few more questions for you, but before we get to all of that can you take a minute to introduce yourself and give our readers some of your back background and context?

I help early-stage B2B Founders master the sales skills and systems needed to confidently drive deeper conversations, attract ideal clients, and accelerate growth.

My journey to getting there wasn’t linear. It grew from two paths that unexpectedly threaded together:

First, I struggled with self-doubt and fear for years, constantly playing small. When I finally confronted these limiting beliefs, I discovered my purpose: guiding others to find their internal COMPASS and Just Get Started®. This led me to launch the Just Get Started Podcast, now over 450 episodes strong, featuring leaders like Seth Godin, Kevin Kelly, and Jason Fried.

Second, my 13+ year career in SaaS sales began by accident after pivoting from a career in the golf industry. Through dedication, I mastered effective communication, navigating tough money conversations, uncovering real challenges, and building successful partnerships.

As these paths overlapped, a clear issue emerged: talented founders were struggling with sales not due to their products, but from lacking confidence, clarity, and structure.

This inspired “Sales Skills for Founders”, a mentorship platform designed to help you:

– Stop second-guessing your abilities
– Overcome self-limiting beliefs
– Master proven sales strategies
– Close deals confidently

My mentorship includes personalized 1:1 coaching, Sales Call Roasts, and actionable weekly insights through my newsletter.

You don’t need another generic sales course; you need results. My mentorship provides the roadmap, skills, and mindset to drive revenue and build lasting success.

When you have the right skills and systems, sales become simpler.

The one thing that keeps me focused on the path ahead is knowing that I am a NAVIGATOR and my purpose is to help navigate others to Just Get Started. Whether that is through sales coaching, podcasting, writing or otherwise, that is the fuel that keeps me energized day-in and day-out.

We often hear about learning lessons – but just as important is unlearning lessons. Have you ever had to unlearn a lesson?

One significant lesson I had to unlearn was the belief that my life had to follow a predetermined path defined by society’s expectations. For a long time, I thought success meant achieving specific milestones; graduating, landing a prestigious job, climbing the corporate ladder, and focusing on retirement as the end goal. But this mindset kept me playing small, hesitant to take risks or step outside the lines. I let fear guide my decisions instead of taking action.

The turning point came when I realized that this cautious approach wasn’t fulfilling. I was living someone else’s vision, not mine. I felt stuck and lost. This realization led me to go on a journey of discovery which ultimately let me to my personal mantra: Just Get Started. It became clear that waiting for perfect circumstances or permission was holding me back.

By shifting my mindset, I began taking deliberate, small steps toward what truly inspired me. It also helped me crystalize my purpose: helping others break through self-imposed limitations and pursue their passions. This mission became my driving force and transformed not only my career but also my entire outlook on life.

The Just Get Started mindset freed me from fear-based thinking and opened doors I never imagined possible, underscoring the importance of stepping beyond societal expectations to find yourself and what makes life fulfilling. It’s a continual journey that is ever evolving but I embrace it every day because I am no longer in a box, defined by others, but free to make my own choices toward a better life.

Can you share a story from your journey that illustrates your resilience?

One moment that is top of mind is when I was laid off in 2014. I’d been working there for only about 8 months and was starting to find my stride, so hearing “We don’t need you anymore” felt like a gut punch. If you’ve ever been laid off, you know how that shock can rattle your sense of security. What was worse is that it wasn’t due to performance. The company sold and they were downsizing all of the offices and decided to close our Raleigh office entirely. It didn’t matter that I was one of the top performing sales reps at the time, it was purely a decision made by some spreadsheet at the corporate level. They didn’t even ask me if I wanted to stay and relocate.

After taking some time to process, I realized this was actually a good thing. If they didn’t want me then why would I want them? Why am I spending energy being upset at a decision out of my control. Why not put that energy into becoming better and getting brutally honest about what I really wanted to do and where I wanted to be.

With that shift in mindset, I started to interview and focus on my next role. Through networking and a touch of lucky timing, a reach out to a college friend led me to an informal coffee meeting at a small startup. Four days later, I had a new job offer. I found my new home. That next role not only elevated my career but also surrounded me with mentors who helped me grow in ways I never thought possible. The Founders of that business are still mentors to this day.

Getting laid off taught me that when painful setbacks happen, we always have two choices: stay in that spiral of self-doubt or stand back up and fight for the life we want. The pain is real, and so is the fear but so is our ability to push through and adapt. From that layoff, I learned that resilience isn’t a trait you have or don’t have; it’s a choice you make. Once you realize every challenge is an invitation to learn and strengthen yourself, there’s no limit to how far you can go.

Contact Info:

• Website: http://brianondrako.com
• Linkedin: https://www.linkedin.com/in/brianondrako/
• Twitter: https://x.com/brianondrako
• Youtube: https://www.youtube.com/@brianondrako
• Other: Sales Skills For Founders Newsletter: https://salesskillsforfounders.beehiiv.com/subscribe