Published Date: October 8, 2026
Peter Larsen has spent 40 years in sales, 30 of them selling office technology in Richmond, and along the way a lot of people started calling him the Segway guy. In episode 6 of To the Power of X, Chuck McCarthy and Kayleigh Crandell talk with Peter about the business video series he films while riding a Segway Mini Pro. We also dig into a question we hear from B2B clients all the time: if video doesn’t map neatly to revenue, is a personal branding video series worth the effort?
In This Episode
- A memorable hook gets people to watch a personal branding video, and useful content is what keeps them coming back for the next one.
- The payoff of being known often shows up in the sales conversation before it shows up in analytics, when prospects already recognize you at the first meeting.
- Getting comfortable on camera takes practice for most people, including the ones who make it look easy.
Episode 6 Recap: How a Segway Became a Sales Strategy
The series started by accident. Peter also works as a bid assistant for charity auctioneer Ernie Rogers, and at a 2018 school auction in Northern Virginia, a Segway Mini Pro was drawing zero interest from the crowd. With the live auction minutes away, the organizer asked for someone to ride it across the ballroom floor. Peter volunteered, taught himself to balance in a back hallway in about a minute, and rolled out to tell the room that if he could learn it that fast, so could they. It sold for $500 in 30 seconds (4:38).
He bought his own the next day, and by late 2018 he had filmed the first Segment on a Segway, a one-minute business tip delivered while riding around Richmond. More than a thousand miles and about 20 videos later, the format still follows the same pattern. He rides in, spins, greets the viewer in his auctioneer voice, delivers the message, then spins and rides out. That consistency is part of the brand, and so is the risk, since spinning on a Segway can cost you your balance. Peter does admit he’s nervous about falling every time he films.
The biggest lesson took him a few years to learn. “The Segway Mini Pro is just the vehicle. It is not the message,” Peter says (9:49). The unusual ride draws eyes, but the advice has to be good enough to hold them, so he’s spent the years since making his content sharper and more substantive.
Chuck pressed on the question agencies wrestle with when recommending B2B video marketing: how do you connect it to revenue (15:03)? Peter’s answer comes from the field. When he calls on prospects who have never heard of Cobb Technologies, many of them already know him as the Segment on a Segway guy, and strangers will ask why he isn’t riding it today. “The icebreaker’s done. There is no ice to break,” he says (17:06).
Kayleigh, who gets recognized as the “Water Girl” through her videos for Richmond Water, added that an unusual vehicle is disarming. Viewers want to know how it works, and a person willing to talk business while balancing on a Segway comes across as someone with nothing to hide.
On the subject of camera confidence, Peter surprised the room by calling himself an ambivert. He’s an extrovert at work because the job requires it, and he recharges with quiet and solitude afterward. Getting comfortable on video took him years of working through self-image and confidence, a process he describes as becoming “friends with the lens” (25:29). Chuck, an introvert who started a podcast anyway, added that it gets easier each time, especially since early videos reach a small audience while you find your rhythm.
When Chuck asked for a quick pitch on why a business owner should invest in video, Peter pointed to the reach video gets on LinkedIn compared with text posts, and then to trust. “Video, you can’t hide,” he says (36:00), and a person who shows up on camera without hiding is easier to trust with pricing and product details too.
Key Moments in Episode 6
- 4:38 Peter shares the charity auction story behind his first Segway ride (told publicly for the first time!).
- 8:39 Fear of falling, small early view counts, and why consistency mattered more than the first numbers.
- 9:49 Why the Segway is the vehicle and the content has to carry the message once the hook earns attention.
- 15:03 Chuck on the challenge of tying B2B video to revenue outcomes.
- 17:06 The icebreaker effect: how recognition opens doors before the sales conversation starts.
- 24:39 Peter on being an ambivert and becoming “friends with the lens.”
- 29:27 The debut of Sales Lessons on an Electric Unicycle.
- 36:00 Peter’s quick pitch for why business owners should invest in video.
Go Deeper on Video and Personal Branding
- Does Having a YouTube Channel Drive AI Search Visibility? – Covers how we plan YouTube strategy that supports organic and AI search visibility.
- Learn about how Xponent21 can grow your brand.
- Xponent21’s video production team helps B2B brands plan, film, and distribute video that builds recognition with the buyers who matter.
Watch Episode 6 of To the Power of X
Watch the full conversation on YouTube and subscribe so the next episode finds you. You can find Peter’s Segment on a Segway and Sales Lessons on an Electric Unicycle videos on LinkedIn. Thinking about putting your team on camera?
Prefer audio? Listen on Spotify or Apple Podcasts.
Kayleigh Crandell
Kayleigh Crandell is a dynamic marketing professional with a passion for project coordination, creative storytelling, and community engagement. As Marketing Projects Coordinator at Xponent21, she leads initiatives across content, SEO, social media, and creative campaigns, collaborating closely with clients and internal teams to deliver outstanding results.
