Episode 61

This One Hire Nearly Killed My Business | Pat Killoren - E60

Published on: 12th June, 2025

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 founder
  • The mistakes startups make in GTM strategy
  • Burnout, pivots, and personal reinvention
  • How 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 founders

03:30 – His journey from beer to blockchain

06:00 – What is Go-To-Market ?

08:00 – The Enterprise Trap: Why startups jump too soon

10:00 – How scrappy founders should build sales

14:30 – Why you shouldn’t send proposals too early

16:00 – How founders waste time chasing the wrong customers

18:00 – Picking the right channels: The Web3 sales story

21:00 – Cold outreach vs sniper sales: What works today

23:00 – How to hire your first sales hire (without getting burned)

25:00 – Why he quit sales and started a podcast

28:00 – The admin pain of podcasting no one talks about

30:00 – The monetization struggle: why brands hesitate

32:00 – Seasons vs weekly: how he’s structuring Lone Startups

36:00 – Format talk: from nature podcasts to 3D LED sets

40:00 – Roundtable format: a future idea for deep-dive episodes

44:00 – The mental blocks of podcast production quality

46:00 – Tools + Tech Stack for running the show

52:00 – Why video editing has become his new obsession

54:00 – Question for the next guest

56:00 – Where to follow Pat & closing thoughts

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About the Podcast

Funds and Founders: Untold Journeys Behind Their Breakthroughs
Welcome to "Funds & Founders: Untold Journeys Behind Their Breakthroughs," where we dig deep into the stories of successful Austin founders. Instead of focusing on their successes though, we dive into their journeys, particularly the struggles and obstacles they had to overcome.

This weekly podcast is tailored for Austin founders navigating the early stages of their entrepreneurial journey and hosted by fellow Austinite Abhinav Sinha. Here’s what to expect by tuning into Funds & Founders:

🚀 Embark on a Journey to Success
Join Abhinav as he takes you behind the scenes, exploring the highs and lows of building a company. This isn't your typical success story – we dive into the failures, the struggles, and those pivotal breakthrough moments that define a founder's path.

🌟 Real Conversations, Real Insights
Abhinav's approach is refreshingly different. Rather than dwelling on success, he crafts casual conversations that unravel the untold stories. Identify the setbacks that helped them grow, the lessons learned from failures, and the breakthrough moments that fueled these founders.

🤔 Why Didn't They Quit? Learn and Apply.
At the heart of each episode, Abhinav delves into the 'why' behind the perseverance. Why didn't they throw in the towel during tough times? And, most importantly, how can you apply their insights to your own journey? Get ready to be inspired and equipped with practical takeaways for your entrepreneurial adventure.

🤝 Decoding Venture Capital
Ever wondered what goes on in the minds of Austin's venture capitalists? Abhinav sits down with local VCs to decode their criteria for investing in early-stage companies. Gain valuable insights into the world of venture capital, understand what investors look for, and appreciate the vital factor of founder-investor compatibility.

🎙️ Meet Your Host, Abhinav Sinha:
Abhinav's soft-spoken yet inquisitive style creates an intimate atmosphere, allowing guests to share their authentic stories. His genuine curiosity and insightful questions make each episode a captivating journey into the minds of Austin's most successful founders.

If you're a budding Austin entrepreneur seeking the inspiration and insight needed for building a successful company, "Funds & Founders" is your go-to podcast.