Jason Wild | Every "No" He Heard Was Worth $12 Million
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Why is company culture the one thing money can’t buy?
You can copy products and services and it's just getting easier. You can buy talent, it's just at what price. But there's something really, really fascinating, Tommy, about culture. There's this thing when you talk about culture because it's intangible, it's abstract, it can put people to sleep. But at the same time, it can be the one thing that is impossible to copy. Buyer poach. When I see these headlines around like buying talent, you know, I have mixed feelings like, wow, Good job, dude. Another member of the billionaire club. Congratulations. I just I don't think that that's going to do much long term for these organizations. And I think they're just throwing good money away.
All right, guys, welcome back. Today, I got Jason Wild. He's the CEO and co-founder of Wise and the author of Genius at Scale. Jason is a strategist, growth executive, and innovation leader who influenced more than $6 billion in enterprise deals across IBM, Salesforce, and Microsoft. Over 20-plus years, global career spanning... Nearly 40 countries, he has built and scaled high-performance teams that drive C-suite transformation. At Salesforce, he co-founded and scaled Ignite globally, influenced $2 billion plus in enterprise value. At Microsoft, he created the company's first unified global sales methodology, unlocking over $100 billion in opportunity. A pioneer in applying AI for competitive advantage, Jason now advises CEOs on innovation, growth,
and strategic transformation. He's a coauthor of genius at scale, which explores how leaders unlock innovation across large organizations. It's great to have you.
Thanks for having me, Tommy.
And you are in Siberia. What's, uh, what's calling you out to Siberia today? Yeah, not quite Siberia and, uh, not in the Gulag, fortunately, but, uh, you're in Chicago. Yeah. Yeah. Outside.
Well, I grew up in Chicago, uh, now outside of New York city in, uh, in Connecticut, New England. And, uh, Yes, with eight-month winters. It's an amazing thing. At least it feels like it's that long.
Yeah, I understand. How about you just talk to us a little bit about your career? Get us caught up to speed on what you're passionate about and what you're looking forward to. Yeah, absolutely. Well, thanks for asking. So I started my career in consulting.
And actually, I guess... Maybe I should go a step back. My first career was actually acting. I was a child actor. I co-starred in movies with Mr. T, Jane Fonda, Chris Christopherson. Those names will probably date myself. I'm sure a few of your listeners will probably have to look up who those people actually are. Although Mr. T has been fairly timeless and did that for a while.
What is the “Zen of Selling” and how does it boost revenue?
And then, I don't know, about sophomore, junior in high school, we got close and but not the breakthrough. My mom, stage mom, felt like that was enough. And I finally kind of had control over my own future and destiny and worked with a law firm for a couple of years in Chicago to pay my way through college, thinking that I wanted to be a lawyer. And law may be great for others, but I'm glad I did that because I realized very quickly that I did not want to be in law. And um, saw the world of business at a very young age of, Hey, business leads law follows. And it wasn't much more of a complex thought than that. Uh, I had done some foreign exchange programs as a high school student and, uh, and also played hockey tournaments in Canada.
Um, so it got a little bit of a taste of international travel. It was like, Hey, I want to go and do international businesses. So it was an early, you know, 20 something year old, um, Of course I wanted to work. My dream job was international business machines or AKA IBM. Um, so starting my career in consulting with energy regulated energy and utility companies, um, at IBM, um, some of these places didn't even call them customers. Um, I had to check what year we were in. They were called rate payers, uh, spent 13 years at IBM, got out of consulting in utilities. was relocated to corporate to lead innovation globally. Originally, it was an opportunity to basically make IBM research more accessible.
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Chapters
8 chapters
1
Why is company culture the one thing money can’t buy?
0:00–2:46
2
What is the “Zen of Selling” and how does it boost revenue?
2:46–10:12
3
How did MasterCard reinvent itself and what can others learn?
10:12–17:53
4
What can we learn from Elon Musk’s approach to innovation?
17:53–26:54
5
Why is the talent war more about culture than poaching people?
26:54–33:06
6
How will AI reshape jobs and what should leaders do now?
33:06–41:03
7
What practical steps help home‑service owners build a culture of innovation?
41:03–47:45
8
If you had $10 million tomorrow, where should you invest it first?
47:45–1:03:50
Speakers
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