Predictable B2B Success

"Collabradabra: Unlock the Magic of Profitable Growth with Authentic, Optimistic Relationships." "The best way to profitable growth is through having collaborative relationships with clients externally and collaborative cultures internally - it starts with the deliberate intention to collaborate." Peter Anthony is an author, speaker, and master of professional communication. He is an expert in collaboration and has run workshops for thousands across twelve countries over the past 20 years, consulting with Fortune 500 companies to help them achieve smarter outcomes from effective relationships. Early in his career, Peter had the chance to benefit from world-class sales training from IBM. Despite the training, he realized that the approach to selling as taught to him wasn't working, but the more he built relationships, the more successful he became. After working for IBM and advertising agencies, he began consulting and realized that collaboration was the key to successful business outcomes. He used observations from his work to codify collaboration and has taught it for 18 years. Peter believes collaboration is the best way to achieve profitable relationships and growth. He also believes that empathy and trust are vital to building successful relationships. In this episode, you will learn the following: What makes for profitable sales growthWhy the approach that most businesses take to solve revenue problems won't workHow does collaboration lead to profitable growthWhat is unique about building relationships through empathy and trustHow can stories be used to create successful pitchesHow to develop a customer centric cultureWhy collaborative conversations are more important than ever for leaders.How to collaborate effectively to sellAnd much, much more.

When Park Howell, a veteran marketer, noticed traditional advertising was no longer effective, he embarked on a journey to unpack Hollywood movies to uncover the power of storytelling and create an algorithm for brands to hack through the noise and connect with their audiences. This endeavor leads to a significant paradigm shift. "Our jobs as sales, marketing, B2B executives, whatever, is to make that fiction become a reality. Show them what a brighter tomorrow is going to look like. And then when they buy into it, then you deliver on that, effectively making your customer, the audience, part of your story." - Park Howell. Park Howell is an internationally renowned speaker, consultant, coach, and author known as the world's most industrious storyteller. With 35+ years of brand creation experience, Park has grown purpose-driven brands by as much as 600% and is the founder of Business, The Business of Story, a proven platform based on his 10-step story cycle system. Park Howell was frustrated with the digital world and sought an answer to how to compete in the noisy digital age. He found his answer in the art of storytelling and developed a ten-step story cycle system to help business leaders hack through the noise and engage their audiences. His work has enabled brands to grow by dialing in their brand story, proving that storytelling is an effective way to drive growth in business. In this episode, you will learn the following: The power and importance of storytelling in today's worldThe two story truthsNarrative intuition - what is it, and how do we develop itExplore the intersection of culture, storytelling, and scaling a businessThe need for businesses to shift their narrative focus away from themselves and toward their customersUsing the ABT (Agreement, But, Therefore) narrative framework to create compelling stories.ROI of storytelling using the ABT frameworkAnd much, much more ...

Discover how building a strategic narrative can revolutionize your category creation process and grow your business! You will learn to use strategic narrative building to transform your category creation process and expand your business. "It's not the smartest or the quickest that survive, but those who are most responsive and able to change." - Andrew Davies. Andrew Davies is the Chief Marketing Officer at Paddle, a payments infrastructure for SaaS businesses. He has extensive experience building out leading go-to-market strategies, building an unignorable brand, and winning customers at scale. Andrew Davies is a risk-taker who loves working with intelligent people and building high-performing teams. He believes that when scaling a business, having a team that works well together and understands the game's rules is more important than having the smartest individuals. Through his journey, Andrew learned about using strategic narratives and category creation, which involves having a differentiated point of view, creating a mini-category, and having patience with the process. He experienced this first-hand when working with a private equity firm, forming a narrative from disparate businesses and creating a mini-category of content intelligence. Andrew's experience taught him that the best stories are ones that customers can communicate within their organization. In this episode, you will learn the following: Why does it seem like everyone is pursuing category creation? Is it worth it?Why businesses need to understand there are multiple routes to growthDoes growth boil down to one smart individualThe benefits of leading a category: Learn what it takes to become an industry leader from a company that has experienced success in the marketCrafting a compelling narrative: Discover how to craft a unique and compelling story that will resonate with customers, employees, and investors alikeThe power of patience: Understand why patience is critical when creating a successful category and how to effectively communicate it down multiple levelsHow culture and narrative play a role as a company scales and or acquires businessesAnd much, much more...

Discover the secret to shortening the sales cycle and easily growing your business! "It is okay to disqualify. However, it is better to get them out quicker than spend a waste a bunch of time trying to get them to close or worse yet, actually closing them and then having a headache that you can't get rid of." - Kevin Snow. Kevin Snow is the founder and CEO of Time On Target, an Army veteran, entrepreneur, sales expert, and technology gate. He has helped businesses close over $150,000,000 in new business by leveraging existing relationships and better communicating their products' differentiating benefits. Kevin Snow is a Captain in the Minnesota National Guard and worked for a networking organization with over 50 chapters and 1500 members. When other regions asked him to teach them how to launch groups, Kevin founded Time on Target so he could take money for his services. After returning from deployment in Kuwait, Kevin realized he needed to create a scalable business and began consulting on process development and automation for businesses. He also trained businesses to shorten the sales cycle and drive growth quickly. Kevin's superpower as an introvert was that he asked excellent questions and strategized processes, enabling businesses to move clients from not knowing them to being their best customers. His closure mindset also allowed him to disqualify prospects while providing a fallback position. This made Kevin the go-to person for entrepreneurs to learn. In this episode, you will learn the following: Why we should stop going for the close but go for the closure insteadHow to close 80% of your sales in 1 meetingHow to evolve sales conversations for an educated buyerHow to use automation to accelerate the sales cycleHow Kevin Snow transformed his job into a scalable businessStrategies for moving clients from not knowing you to being your best customerThe benefits of disqualifying prospects and networking with competitorsAnd much, much more...

When Oscar Trimboli's VP suggests he could "change the world" if he could "code the way he listens," he embarks on a journey to become a masterful listener, discovering the powerful interplay between the speaker's 125 words per minute, the listener's 400 words per minute and the speaker's 900 words per minute of thinking - and the compelling central conflict between hearing and taking action. You will learn five actionable listening steps to understand and drive revenue growth. "If you could code the way you listen, you could change the world." - Oscar Trimboli. Oscar Trimboli is an author, keynote speaker, and host of the Apple Award-winning podcast Deep Listening. He is passionate about using the gift of listening to bring positive change in homes, workplaces, and cultures worldwide. Oscar Trimboli was in a boardroom in April 2008 with 18 people, discussing budget setting. When his Vice President, Tracy, said she needed to "see him immediately after the meeting," Oscar thought he was about to be fired. Instead, he was given a 32% increase in his budget revenue line. Tracy said, "If you could code the way you listen, you could change the world." This made Oscar realize that he wasn't listening to the conversation, and began to be conscious about how he and others listened. As a result, he learned the importance of listening to understand and drive revenue growth. Through his research and experience, Oscar understands the power of listening and its effects on quality, meetings, customer relationships, and profitability. In this episode, you will learn the following: The listening problem that occurs quite frequently in a B2B sales contextUncovering the power of listening to increase quality, reduce meeting length, and sustain customer relationshipsExploring the five listening levels and how to adjust them to fit the situation and relationshipsThe four villans of listeningThe three numbers that you need to know to transform how you listenDiscovering how to process the emotions of both yourself and others in workplace conversationsHow to notice how people speak and not just what they sayHow to listen to what is unsaidAnd much much more ...

With the courage to reach out to his mentor, Dan Portik shares how he embarked on a journey of reinvention, discovering the power of prospecting and closing sales to achieve his goal of writing a bestselling book and creating a movie about his mentor. In simple steps, you will learn how to create an automated sales funnel to maximize your business growth. "I can't stress enough that hard work and elbow grease never fails. The numbers never fail if you do it properly." Dan Portik is a best-selling author, founder, and owner of BvS Film Productions and co-author of "Your Funnel" with Tom Hopkins. He has sold millions of dollars in advertising and video production services and is an expert in sales and marketing. Dan Portik was a successful business owner, having operated an advertising agency for almost 20 years. After the financial disruption of 2009, Dan reinvented his business as more of an online approach and eventually found success in video production. Through Tom Hopkins' sales techniques, Dan learned how to close sales of up to $20,000 without ever talking to the customer. Seeing an opportunity, he reached out to Tom, and they wrote a book together that became a bestseller. With Tom's retirement on the horizon, Dan seized the opportunity to write his life story and make a movie. Through hard work and perseverance, Dan created the movie, which is now available for viewing. Dan's takeaway was that even people of Tom's caliber are approachable, In this episode, you will learn the following: Why unpersonalized automated messages don't help businesses and customers in most instancesHow to leverage sales techniques and automated messaging to get customers without ever talking to them.The power of videos and thumbnails in sales and marketing.Why video in emails and messages work betterUsing AI to create content quickly and effectively.How Dan got to create a documentary on Tom HopkinsCharacteristics of outreach that workCharacteristics of sales that Dan learned from Tom HopkinsAnd much, much more ...

In this podcast episode, Vin Turk, a computer engineering expert, uses his technical know-how to create a revolutionary platform for marketers to connect with the right business professionals and drive compelling outcomes, despite the complexity of the ever-evolving marketing technology landscape. You will learn how to create an effective lead-nurturing program that drives conversions to overcome lead-nurturing challenges. "Let's build a better mousetrap, let's take them to the finish line, leveraging their content, already knowing who they want to connect with, and we'll handle everything else. So it's like a burden off of their shoulders." Vin Turk is the Co-Founder and Chief Operating Officer at Madison Logic, a global ABM platform that empowers sales and marketing teams to convert their best accounts faster. With over 15 years of experience in digital media platforms, Vin is an expert in business community processes and disaster recovery solutions. He is also an advisor to several internet startups in New York City. Vin Turk worked with many technology brands producing content and collecting business card information from prospective accounts. He decided to develop a better platform to take them to the finish line and simplify the process for marketers. This led him to form Madison Logic, and he soon realized the complexity of marketing technology. He understood the need to simplify how tools connected and to focus on data points that drove improvement and outcomes. With the help of teams in his organization and the right tools, Vin Turk shifted to an account-based marketing mindset, prioritized data points, and measured revenue and pipeline to bring teams together and reach success. In this episode, you will learn the following: Why setting the right expectations is important when it comes to leveraging content to fuel your pipelineHow to set the right metrics and engagement outcomesHow to build efficiency in your systems and content production and content marketingWhy content curation is a problem for most companiesLeveraging data to drive improved outcomes in marketingThe shift from lead-centric to account-based marketingAligning marketing objectives and metrics with revenue and pipelineAnd much, much more ...

In this episode, Karl Yaacoub shares insights from his journey in discovering the art of creating value for businesses, only to uncover the compelling central conflict between serving shareholders and customers. "It is an iterative process, it takes a lot of trial and error because every market is different, every company, every industry is different. And so like with any product you're introducing to the market there has to be some kind of market testing, some kind of pivoting involved in order to hit that sweet spot that you're happy with." - Karl Yaacoub Karl Yaacoub is an investment and value creation professional with over 11 years of experience in investment banking and private equity. He is the author of the book - The Game of Value Creation and specializes in using a proven, calculated, and tactical approach to benefit from strategies that work for big players in any industry. Karl Yaacoub was determined to gain a deeper understanding of how to use value creation strategies to lead, drive growth, and scale. Through his exploration, he discovered that the key to success was to assess the needs of the business, from protection to optimization, and to find the right enablers to satisfy them. He also learned the importance of developing the right attitudes and skill sets for the stakeholders, so that they could rise to the challenge that comes with a growing business. Karl Yaacoub now knows that value creation is a continuous, iterative process and that the right systems, governance, strategy, and leadership are the keys to unlocking long-term success. In this episode, you will learn the following: What is value creation and 360-degree value creationHow can businesses extract value over and above their day-to-day operations?How can we learn from the world of active investors who acquire companies that offer substantial opportunities for value creation and then turn them into success stories by using a proven calculated and tactical approachWhat are the value creation enablers needed to satisfy the needs of a businessHow can organizations ensure the right leadership development programs to prepare for the futureAnd much much more...

Tommy Yionoulis, a visionary entrepreneur and SaaS founder, takes on the daunting challenge of salvaging the crumbling Quiznos franchise by transforming their paper-based audit process into an automated system, uncovering the key to preventing million-dollar mistakes. You will learn how to use operations management strategies to gain powerful insights and accelerate your business growth. "I'm a vision guy. I'm not a detailed guy. I am forced to be a detailed guy just so we can keep moving the ball forward. I think my biggest personal strength, and I don't think I developed this, I think it's a personality type thing, is like, I look at, oh, I got to get to the top of Mount Everest, and I look at it as not, oh my gosh, how are we ever going to the top of Mount Everest." Tommy Yionoulis is a former stand-up comic and SaaS founder who has extensive experience helping businesses become more efficient and profitable through process accountability and data. He is the founder and Managing Director of Ops Analytica, an operations management platform that focuses on managing and measuring daily team activities for large multi-unit businesses. Tommy Yionoulis was working at Quiznos and discovered that they were doing paper audits of their over 5000 locations. With no way to enter the data into excel, he built an online form connected to an Excel sheet to capture the data. After leaving Quiznos, he was recruited to use his knowledge of operations management strategies to help build Broadcom's security software. He taught himself business process management and developed the strategy of building a Minimum Viable Process (MVP) in every data process. He now works with large multilocation chains to help them capture operations data in real-time and use it to make better decisions. The data and insights from his SaaS solution have helped companies, such as a burrito chain, prevent million-dollar mistakes. In this episode, you will learn the following: How did Tommy Yionoulis use technology to create an innovative solution for a multi-location business in 2008What is the importance of a minimum viable product and utilizing it in a business process workflowWhat are the benefits of using data and technology to make better decisions in a large multi-location business?What are operations management and the importance of making data-driven decisionsIf the whole purpose of using data is to make better decisions, why do businesses struggle to enforce thatHow operations management platforms can help drive predictability and success in a businessWhat role does culture have to play in operations managementWhat is data accuracy scoring, and why should we be examining this metricAnd much, much more ...

Discover the secret to customer health with scientific rigor and an analytical approach to understanding customer churn, adoption, retention, and expansion. "When it comes to customer success, it's not just a Boston Tea Party - it's a long-term process that requires scientific rigor and analytical understanding to get to the nirvana of customer health and happiness much quicker." Manasij Ganguli is the founder and CEO of Zap Scale, a software that helps B2B SaaS companies retain customers, reduce churn, and increase upsells. He has two decades of experience in customer success, and is passionate about helping businesses streamline their customer success process. Manasij Ganguli, a SaaS business owner, realized that retaining customers was a key factor in making a successful business. He and his team spent four years of trial and error to understand what health metrics could measure customer happiness and retention. He wanted to make sure no one had to go through the same hassle, so he developed a data-driven customer success program that would drive growth. His program uses eight data sources to analyze customer health and create a machine-learning model to predict churn, adoption, retention, and expansion. Manasij's goal is to make customer success easier, faster, and more scientifically valid. In this episode, you will learn the following: Is there value in building out a customer success program if so whyWhy is customer success being conducted in at least some instances without any science behind itWhat metrics and science to look at in order to ensure our customer success program worksHow to unlearn preconceived notions around customer service and success to better serve customersHow ZapScale caters to the nuances of a particular company and their brandHow can customer success teams reduce the time it takes for them to understand their customers' health metrics and measure customer happiness?What methods can customer success teams use to understand customer health in an SMB or midmarket context where one customer success person is handling hundreds of accounts?How can customer success teams use data points such as product usage, ticketing, feature requests, communications, meetings, and NPS to get a better understanding of customer health?and much much more ...

When Irina Poddubnaia faced the challenge of managing ecommerce orders, she was forced to grapple with the difficult task of retaining customers, preventing miscommunications, and tackling the chaotic customer service process - all while trying to maintain her business's reputation. You will learn how to maximize customer satisfaction and drive growth without extra resources by discovering the secret today! "With that said, since then, the system evolved to various niches and submissions because we have seen that the headless ecommerce is taking off. So we implemented a widget that people can take and just embed into their store instead of just using the entire tracking page. Yeah, it's a gradual process. We started with one customer, then switched over to just generalizing and adapting everything that works with this one customer to everyone else." Irina Poddubnaia is an experienced SaaS founder, business consultant, and operations/process optimization specialist. She has over 8 years of experience in ecommerce and runs a fulfillment center in China. She developed Trackmage, a software that simplifies the customer experience and allows ecommerce stores to gain extra sales. Irina Poddubnaia's story begins when she realized the importance of providing notifications to customers in order to prevent them from having to contact customer support. She understood that customers often don’t read disclaimers and policies, and are likely to reach out to customer support if they don’t receive notifications. This experience drove her to develop an ecommerce project management system, one that would be customizable to different businesses and their needs. She knew the importance of customer retention, and the value of relationships with customers over short-term gain. To her, customer support was a profit center and data was key to understanding customer experience. She discovered that customers often check their shipment tracking pages multiple times a day, and it was a great opportunity to show additional products that could lead to conversions. In this episode, you will learn the following: How to leverage customer support as a profit center to improve customer retention and reputation.The importance of data and the big picture perspective when making decisions.The importance of following up with customers after the purchase to combat buyer's remorse and increase sales.Why customer service is a growth business lever today more so than before (role of social media)How automation can help reduce costs and drive retention and revenue growthHow customer service or support can become part of your business marketing engineHow Trackmage helps automate and reduce time spent on customer supportand much much more ...

When Amanda Klitsch, is tasked with helping marketers quickly capture leads, she advocates for an empathetic approach, stressing the need to build strong relationships with the audience and emphasizing the value of testing and optimizing to maximize return. You will learn how to unlock the power of remarketing to boost your success and discover its secrets. "No one buys anything because they saw an ad, especially in the business space. So there is a real need to build that relationship and create a conversation that your audience wants to engage with and that your audience finds valuable." Amanda Klitsch is the Director of Demand Generation for Salient MG, a strategic mapping agency for road-stage B2B startups. She has created end-to-end user journeys and cross-channel communications for BTB technology, IT, higher education, and healthcare companies. Amanda Klitsch believes that no one buys anything because they saw an ad, especially in the business space. She also believes that marketers needed to build relationships with their audience and create conversations that the audience wanted to engage with. Amanda focused on consumer psychology and helping users engage from start to finish. She is familiar with the challenge of having limited resources and gave advice on how to stretch the dollar and get more for less. Amanda uses data to show how remarketing drives success, such as a 90% lower cost per lead and a 100% higher conversion rate. She stressed the importance of the give-to-get relationship between the user and the business, and the need to track micro yeses and adjust the strategy accordingly. Amanda understands that the success of remarketing depends on the approach to awareness and segmenting the influencers In this episode, you will learn the following: What are the biggest challenges marketers face when engaging with clientsHow can marketers maximize their investments in digital marketing, even with limited resourcesHow can marketers create trust with their audience and convert more leadsWhy is remarketing an often-overlooked opportunity for brandsThe psychology behind remarketingThe potential impact of remarketing on brandsWhat makes a remarketing campaign effectiveHow to ensure that the people you engage with are able to convey the message to others in a B2B contextand much much more

When Ken Burke sold his company for a ten-digit exit, he thought he'd be enjoying the beach, but instead, he became a serial entrepreneur and re-empowered himself as a leader to build a new software company from nothing, facing the central conflict of his own culture vs the culture of his investors. Ken Burke is the founder and CEO of the Entrepreneur Now Network and author of "Intelligent Selling: The Art and Science of Selling Online" and "Prosper: Five Steps to Thriving in Business and Life". He is an ecommerce pioneer and mentor who sold his enterprise-class ecommerce software platform, Market Live, to Vista Equity Partners in 2016 in a successful ten-figure exit. Ken Burke learned about how to develop an entrepreneurial mindset and culture that drives growth through his own journey of being an entrepreneur and leading his own tech company. He emphasizes the importance of culture by emphasizing that it goes beyond employees and extends to customers and even the board- to have a "no BS" attitude and allow the executive team to lead. He also stresses the value of investing in people, encouraging positive behavior, and creating an educational e-learning platform to foster customer loyalty. "You don't need to be the smartest brain in the room. You don't need to be the one talking all the time." In this episode, you will learn the following: What is an entrepreneurial mindsetHow Ken Burke turned a ten-digit exit into a strategic acquisition?What was the advice that Ken Burke received from Sequoia Capital that changed his leadership style?What strategies did Ken use to foster a culture of customer loyalty and engagement?The role of financial awareness and education in developing an entrepreneurial mindsetThe best ways to deal with people-related issues that leaders in business need to faceKen's tips on raising funds that serve to scale your businessand much much more ...

In this podcast episode, Alexis Kingsbury, an experienced management consultant, shares his passionate journey to empower business owners with his unique process to help them break free from an overwhelming workload, reclaim their time, and achieve success without sacrificing their work-life balance. You will learn the essential steps to quickly document business processes for maximum growth and scale. "Scaling beyond those 42 hours becomes nearly impossible because you're already at full capacity. I imagine that there was a point at which he was working five days a week and as he added more team members, he gets to the point where he's working 60 hours. There is no more juice to squeeze out of him. He's already giving his all and the risk... and I know this from other business owners. Where they went down that route and didn't solve it and as a result, closed the business or significantly cut it back. Not because it's the right thing for the business, not because they need to cut their costs or anything like that, but because it's stressing them out, so they'd rather it be dead than killing them.." Alexis Kingsbury is an award-winning entrepreneur who runs two software businesses with remote global teams, serving over 500 organizations around the world. He has helped business leaders save thousands of hours of their time each year, enabling them to focus on business growth. Alexis Kingsbury was frustrated by his inability to scale his business and let go of certain tasks. He decided to create a software business, Airmanual, to document business processes so that he and other business owners could quickly drive growth and scale. Through his experience, he learned that investing 3 hours into documenting processes could save around 15 hours per week of a business owner's time. He is passionate about helping other business owners to understand this cycle and free up their time to create a greater impact. By documenting processes, he was able to increase the value of his own business and reduce the risk of it failing due to a lack of knowledge and certainty. In this episode, you will learn the following: Why process documentation is critical to scalingHow to increase the value of a business when selling or buying it.How to achieve work-life balance while running a successful business.How to create space in one's calendar and mental space to achieve greater impact.How documenting business processes reduces organizational process uncertainty and mitigates riskHow to effectively and simply document business processesGood practices for creating process documentationHow to create a culture around documenting business processes to scale predictablyand much much more ...

With his goal of creating a better way to do business, Bobby Gillespie sets out to operationalize his brand to empower his team and customers but discovers the courage and clarity needed to make it all work is not so simple. You will learn how to maximize growth for your brand by creating a motivating culture through easy implementation. "The secret to happiness is growth. Personal and professional growth. Learning new things, discovering new stuff, seeing new places and just not sitting static and sitting still. As we know if you sit in the middle of the road, eventually you'll get run over." - Bobby Gillespie Bobby Gillespie is a brand growth consultant, author, and founder of Propr Design, a Baltimore-based B2B Brand Growth Agency. He and his team advise and implement strategies to help B2B brands scale through better positioning, messaging, design, web, and marketing. Bobby Gillespie was fed up with the transactional way agencies were being run and wanted to find a better way that focused on impact outcomes and results, while also providing respect and autonomy for his team. He discovered that operationalizing your brand with a culture that drives growth starts with a solid foundation of values, purpose, mission, and personality. By having clarity and confidence in the answer to the question "What's best for the brand and our future customers?", Bobby was able to eliminate the leadership gap and build a better way. In this episode, you will learn the following: What is the secret to happiness in business?How can a strong brand foundation lead to more successful customer engagement?How can core values and brand personality be used to create a successful business?

When Donatas Jonikas, a marketing consultant, decides to jump into the startup space to explore innovative ideas, his bold undertaking leads to an ambitious research of over 1000 startups in order to validate his book idea and uncover a compelling central conflict. You will learn how to use data-backed, proven methods to accelerate business growth. "I love innovative ideas. I love to help people build something that was never built before, to bring into reality just ideas. Which was like, okay, it's just an idea. Maybe it makes sense. Maybe it could live in this world. And, okay, let's check it. Let's do it. If it's a viable thing." Donatas Jonikas holds a PhD in Economics and a Master's in Marketing Management with more than twelve years of experience in the field. He is the author of the book - Startup Evolution Curve: From Idea to Profitable and Scalable Business and has developed and implemented remarking strategies based on his research for more than 50 businesses around the globe that have helped them scale dramatically. Donatas Jonikas had been working as a marketing consultant for eight or nine years when he felt bored with traditional businesses and decided to dive deeper into the startup space. He conducted extensive research on 1000 startups from different industries and backgrounds. During a presentation to 300 startups, someone asked where they could purchase the book he was suggesting. This inspired Donatas to create a strategy to prove his concept and create a book, Accelerate business growth: How to grow fast with data-backed proven methods. He offered incentives to those who participated in his research, including the chance to be featured in the book and to receive a free autographed copy. After months of hard work and dedication, he was able to create a book that has helped many startups on their journey to success. In this episode, you will learn the following: How Donatas Jonikas found success in the startup space after years of consultingMistakes founders often make when scaling their businessWhy a failure in marketing and sales is likely to cause business failureWhat it takes to validate an idea with the help of customers before investing in the development of a product.How the Double Sprint Method can help founders improve their chances of success in the SaaS industry.How to best build a moat around your businessWhere and how to make critical "go" or "no go" decisionsand much much more ...

Reach your peak performance with gamification and unleash the power of coaching, questioning, and rewarding. Here's what I cover with sales gamification expert Christopher Cumby in this episode: How can gamification be used to help improve company culture and employee engagement?What are the keys to high performance and how can individuals become more efficient and productive?How can businesses use AI technology to help their teams work smarter and more effectively? Christopher Cumby is an accomplished entrepreneur, business development consultant, and sales pro. Christopher wrote “The Success Playbook” and “How to be Kick-ass” to share his arsenal of practical, applicable success strategies with people who are ready to make a change and start living the life they want. His successful playbook - How to Be Kick-Ass has sold over 700 million and helped numerous companies and entrepreneurs achieve their sales goals. Christopher is also a 2x million-dollar commission owner and his first company launched across the multimillion-dollar market sales in less than six months.

Jonathan Shroyer, Chief Customer Experience Innovation Officer of Arise Virtual Solutions, is on a mission to turn customer service into a profit center but faces the challenge of overcoming organizational data silos, outdated CX tools, and prioritizing customer pain points to create a frictionless customer experience. You will learn how to create a customer service culture that will lead to growth and profitability. "If you invest money into customer service, customer experience, you're going to have longer retention tails and you're going to have, what did you say, 160% of revenue versus competitors. If you're willing to invest those two to $3, you're going to get $10 to $12 in output." - Jonathan Shroyer Jonathan Shroyer is the Chief Customer Experience Innovation Officer for Arise Virtual Solutions and has over 20 years of experience in the customer experience space. He is a big contributor in creating an advanced virtual first customer care platform for some of the biggest brands in the world, including Microsoft, AutoDesk, Postmates, and Caban. Jonathan Shroyer, the Chief Customer Experience Innovation Officer for Arise Virtual Solutions, has been in the gaming space for more than 10 years. He believes that gaming is at the forefront of all the great adoptions of future innovations and that customers need support and service. Jonathan has developed a way to mathematically prove that customer experience can be a profit center and not just a cost center. He has created a Customer Outcome Score and focuses on four or five metrics including customer satisfaction and product adoption and retention. By using leading indicators in this way, customer service teams can be nimble and take action in real time to generate profit and ensure customer satisfaction. In this episode, you will learn the following: 1. How can companies turn customer experience into a profit center? 2. What are the challenges faced by organizations while trying to create a frictionless customer experience? 3. How can companies use metrics to measure customer outcomes and optimize customer experience?

Uncover how combining innovative culture with traditional marketing strategies can skyrocket your growth! You will learn how to use an innovative work culture, what it takes to really listen to customers, and use old-school marketing strategies to skyrocket your growth! "With anything I do, I like doing things differently, and quite frankly, I love doing things better. So that's one of the objectives we try to seek whenever we pick a type of business to get into." - Ross Youngs Ross Youngs is a successful entrepreneur and CEO of Univenture, a full service designer, manufacturer, and distributor of packaging and marketing products. He has been an entrepreneur since 1988 and has received multiple grants from the US Air Force, NIH, DARPA, and APA. He is an expert in creating innovative direct mail solutions used by major clients such as Target, Mercedes Benz, Disney, and American Express. Ross Youngs is an innovative entrepreneur who has created an innovative mail solution used by companies like Target, Mercedes Benz, Disney, and American Express. Ross believes in differentiating products to stand out in the mail pile, and his company, Univeenture, manufactures a bioplastic envelope called the Envypack that works in mailhouse and postal automation. Ross emphasizes that a successful business needs an innovation culture and the ability to listen to customers and focus on outcomes that serve customers best, rather than just cutting costs. He encourages businesses to experiment and test with direct mail to see the potential it can have in bringing in quality customers at a lower cost. In this episode, you will learn the following: Could using old-school direct mail marketing strategies still be effective in today's tech-driven world?What is the power of differentiation when it comes to direct mail marketing?How can businesses use innovation to bring higher response rates and sales?

Colin Shaw is the founder of Beyond Philosophy LLC, a customer experience company that has been recognized by the Financial Times as 'one of the leading management consultancies for the last four years in a row. Colin Shaw is an original pioneer of 'Customer Experience.' LinkedIn has recognized him as one of the 'World's Top 150 Business Influencers'. He has written seven best-selling books on Customer Experience. Colin is also the co-host of the highly successful Intuitive Customer podcast, which is rated in the top 5% of all podcasts by BuzzSprout. In this episode, he shares how we can create delightful experiences for businesses that drive growth. Insights he shares include: The four areas we need to understand and have a handle on in order to improve the customer experienceWhy asking customers what they want or need isn't a good idea and what to do insteadHow to build relationships to further customer experienceHow to take a data-driven approach to improve the customer experienceHow to get the customer experience insights you needHow to determine the emotions experiences evoke in customersHow to best utilize insights and data to improve the customer experienceand much much more ...

Dan Varroney is the President and CEO of Potomac Core, a strategic consulting firm that specializes in association transformation and industry-focused strategic partnerships, and the author of Reimagining Industry Growth: Strategic Partnership Strategies in an Era of Uncertainty). Dan is a much sought-after expert on economic performance, supply chain issues, and strategic partnerships. His groundbreaking book demonstrates how utilizing these institutional frameworks can help business leaders leverage the collective strength of the supply chains and value chains to overcome challenges, address uncertainty, mitigate risks, and position their industries for growth. Dan has spent 30 years successfully transforming Trade Associations. Those transformations were rooted in this simple philosophy: We should act on what we know instead of what we think As the world continues to reel from COVID, countless industries are left uncertain about the future. Because of this chronic uncertainty, leveraging all avenues means that industries need to look beyond traditional growth solutions. One area that provides a tremendous opportunity is optimizing strategic partnerships between industries and trade associations among business executives. In this episode, he shares how we can use powerful strategic partnership strategies to drive industry growth. Insights he shares include: Why do certain parts of the marketplace believe that from a trade association perspective that an Inside Out focus is the way forward for industriesWhat does it take to bring about a change in perspectiveThe place of change management in the process of bringing about a change in perspectiveDo we need inspiration? If so how can we find it despite the circumstancesThe advantages to developing insatiable curiosityHow do we explore the potential strength and value of partnerships with trade associations to move the needle for entire industries? Is there a framework we can useWhat strategic partnerships look like from a trade association point of viewRisk minimization through strategic partnershipsand much much more ...

Lowell is the CEO & Founder of Traction Advising which specializes in helping B2B SaaS companies with >$5M ARR get acquired. Lowell’s been a Co-founder/CEO/Chairman, COO of a $120M public company, Startup CRO, and Global VP Rockwell. He’s a Global Mentor, Investor, Board member, and CEO coach. His current business Traction Advising was started out of his frustration when he was in a buyer’s position. The investment banker model uses accounting/finance people trying to sell. “No one hires accountants to sell products so why hire them to sell a company?” Selling/Marketing a small SaaS company is more like selling a technology product than selling a financial instrument. With the company's buying/selling experience of more than 30 organizations, he knows what internal stakeholders need to approve a transaction. As a founder/CEO he knows what it’s like to start up a company, build a product, hire employees, raise money, find customers, keep them happy and make payroll. He leverages this experience to craft acquisitions that get the best outcome for the founders/investors structured to maximize success. In this episode, he shares how we can position our business for greater traction and to drive growth. Insights he shares include: Why do business owners want bankers to help to drive the sale of their businessWhy having bankers drive the process is wrongWhy relationships matter and how to best build themMisconceptions or stumbling blocks when it comes to evaluating a companyFactors most businesses do not take into consideration when selling a businessFinancial vs. Strategic: Understanding why SaaS buyers buyApart from due diligence when buying a SaaS business what technical aspects Lowell keeps an eye out forand much much more ...

Darryl Praill is the Chief Marketing Officer of Agorapulse, a social media marketing platform. Darryl is a high-tech marketing executive with over 25 years of experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO's. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books. Praill is a former recipient of the coveted Forty Under 40 Award and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS). He has raised over $50 million in venture funding across multiple organizations and consulted with world-class corporations including Salesforce, SAP, and Nielsen. In this episode, he shares how we can use soft leadership skills to empower teams and drive growth. Insights he shares include: The biggest challenges with revenue growth for companies in the B2B spaceThe place for soft leadership skills for today's executive leadership teamsIs revenue growth the by-product of a handful of attributes? If so what are theyWhat does it take for a CRO to be successful todayIs there a correlation that can be drawn between how tasks are executed and the manner in which leaders develop relationships in and out of a teamHow to build psychological safety in conversations with othersHow to better understand people's motivations in their roles and responsibilitiesDarryl's take on experiential learning in the context of leadership developmentHow best to tackle revenue growthand much much more ....

Zino Rost van Tonningen is the CEO of TyrAds, a marketing agency that aims to help increase the growth of your mobile apps as well as ensure that the apps are being recommended to its target users. Zino has 8+ years of experience and a proven track record of building and growing 8 fig businesses across the globe. He has worked with many Fortune 500 companies and helped them succeed with their app marketing. He has managed 7 figure marketing budgets for apps worldwide and effectively achieved client CPAs. Zino's company builds its own automation technology for advanced marketing automation. In this episode, he shares how we can use data to fuel app marketing strategies that drive growth. Insights he shares include: Why do some companies prefer to go with a no-risk CPA model as part of their app marketing strategiesCPA model vs CPM modelHow to approach developing your app marketing strategies when starting outWhy first-party data is going to be really importantHow to set up and prepare for first-party data now to mitigate the risks associated with upcoming changesThe role of programmatic advertising in your app marketing strategiesHow programmatic advertising worksHow to set up programmatic advertising using data to make it really work well for youand much much more ...

Satyam Kantamneni is the Chief Experience Officer at UXReactor. In less than 7 years, UXReactor has become the fastest-growing specialized experience design firm in the US, with a team of 50+ employees spread over three continents. Prior to founding UXReactor, Satyam led various in-house design organizations such as Citrix and PayPal. He is also an alumnus of Harvard Business School. While at Harvard, Satyam realized that most businesses aren’t leveraging the full power of User Experience (UX) Design as an engine for strategic growth. So, he resolved to change that. Through UXReactor, Satyam demonstrated that UX can and should drive enterprise-wide innovation and business outcomes. UXReactor has enabled its clients-partners to generate hundreds of millions in additional revenue from user-centered innovation. Satyam is passionate about user-centered innovation and he is the author of the book titled User Experience Playbook: A Practical to Fuel Business Growth. In this episode, he shares how we can use experience transformation to get the x-factor required to drive growth. Insights he shares include: Why do certain companies get high value from a design-first approach as opposed to othersThe issues that prevent companies from gaining high value from experience transformationWhy experience transformation requires a design first approachWhy is design neither hard nor easyHow UXReactor addresses not just UX but processes and aspects of cultureThe 3 levels of value creationThe best ways to address experience transformation issues at an executive levelSmall design changes vs big design changesThe five mindsets required for business successand much much more...

Ben Jones is the founder of Titan Marketers and Youth in Business, his core business is to skyrocket sales for his customers through YouTube advertising. He has over seven years of digital marketing experience. He is a serial entrepreneur and international keynote speaker with YouTube advertising being his specialist subject. In this episode, he shares how we can use YouTube TV ads to reach our audience and drive business growth. Insights he shares include: Why do people think YouTube ads are expensiveAre YouTube TV ads a good fit for most businessesThe benefits of advertising on YouTube TVDo need to build a narrative to make YouTube TV ads effectiveHow to structure your adsHow to target the right people via YouTube adsand much much more ...

Dr. Chris Croner is an entrepreneur and sales psychologist with a Ph.D. in Clinical Psychology, which he has used to study and understand salespeople. Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest® online sales ability test and The Drive Interview®, both used for hiring “Hunter” salespeople. Using this method, he has helped over 1,000 companies worldwide to hire and develop top-performing salespeople. Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP). Dr. Croner is also a partner with the DePaul University Center for Sales Leadership. In this episode, he shares how we can go about hiring salespeople who have the potential to be top producers who will drive growth. Insights he shares include: Why do many businesses believe that gut instinct alone is a good way to go about hiring salespeopleWhy ask a series of structured questions that pertain to a specific competency when hiring salespeopleWhy the need for achievement should play an important role in hiring salespeopleThe 3 characteristics or traits to look for in hunter salespeopleHow to look for predictors of future behaviorHow to expose guarded truths when interviewing potential salespeopleThe place for probation in the hiring processand much much more ...

Raaja Nemani, a certified Business Ninja, is a Co-Founder and Chief Revenue Officer of MarketerHire, a talent marketplace with a mission to make expert marketing accessible to everyone. MarketerHire has scaled rapidly with hundreds of clients from early-stage startups to Fortune 100 companies in less than a year and a half. Prior to MarketerHire, Raaja was the Co-Founder and CEO of Bucketfeet, a footwear brand collaborating with a global community of artists to create the most unique shoes in the world. Bucketfeet raised over $20M in venture capital (including from Adidas) and sold ~1 million pairs of shoes in 30+ countries before it was acquired by Threadless in 2017. As a passion project, Raaja co-founded Counterpoint in 2019, a “both sides” political cartoon newsletter with approximately 200,000 subscribers, written and illustrated by Pulitzer Prize-winning cartoonists. He began his career in Private Equity and Investment Banking after he graduated from Northwestern University in 2004. In this episode, he shares how we can easily hire the best marketing talent on demand to drive growth. Insights he shares include: How MarketerHire came to beHow they established trust early in the processDo all hires need to be full-time hiresWhy MarketerHire focuses on marketing talentThe problem with hiring marketing talent on demandThe best way to hire talent on demandIs hiring marketing talent on demand a suitable solution for all industriesHow does MarketerHire workHow to set up hiring for successand much much more ...

Rob Krecak is a thrill-seeker, self-professed nerd, question-asker, voracious reader, competitor, keynote speaker, and business builder. When he first got his Wall Street job as a sell-side equity analyst out of college, he thought he’d made it. After buying everything he wanted on his wishlist, he realized that he still wasn’t happy. He listened to his deep-down desire to help more people by leaving finance to eventually own three Anytime Fitness health clubs and four uBreakiFix cell phone repair stores. As someone vulnerable to technology’s addictive hold from a young age—video games and Facebook in particular—Rob is on a mission to help individuals and companies reduce burnout and get back time to master their careers and lives. He founded Humans First to provide a one-of-a-kind coaching experience that analyzes and coaches people’s efficiency and energy by paying attention to their mindfulness with technology. In this episode, he shares 3 key productivity improvements that reduce stress and drive growth in business. Insights he shares include: Can productivity improvements make a four-day workweek a realityWhy Rob believes that social media can be detrimental to your overall well beingHow did you achieve technological and productivity mindfulnessWhy productivity improvements matter and tips to help improve itWhy the use of technology is one of the hardest problems to solveHow to better communicate to gain productivity improvementsWhat businesses can do to help their employees communicate betterHow addressing culture, communication, and productivity can produce productivity improvements, drive growth, and better mental health across an organizationHow best to use science and data to help bring about productivity and efficiency gainsand much much more ...

Jason Marc Campbell is the author of Selling with Love: Earn with Integrity and Expand your Impact. Jason is also a public speaker who’s shared the stage with the likes of Gary V, Jason Silva, Vishen Lakhiani, Lisa Nichols, and more. Jason has spoken at events by Hubspot, Inc Magazine, and A-Fest. He previously worked for Mindvalley, a personal growth ed-tech company, for 7 years. He's been responsible for million-dollar product launches, handling the PR for a New York Times best-selling book, launching the very first membership platforms, selling thousands of people, one-month-long events, and bringing in top-level authors to be published by the company. Jason still is an author and a host on the platform. His mission is all about teaching companies to care more. He says - as businesses have so much power in the capitalist world, if we can educate businesses to take on more responsibility for how they sell, how they market, how they treat their employees, and even how they invest their money, we start shifting the very planet into a better place for all. In this episode, he shares his insights on emotional selling and how we can build emotional connections to drive growth. Insights he shares include: Why emotional selling is important in salesWhy do people need to learn to sell with loveJasons take on emotional sellingThe 4 levels of emotions in salesThe 5 loves of sellingHow to measure where we are emotionally when sellingHow to ensure your team has the right emotional selling abilitiesHow to hire for the right emotional and mental states not just selling aptitudeHow to handle potential clients who might not be in the right emotional and mental states when sellingand much much more ...

Kim Troy is the Founder and CEO of Civilis Consulting, a business advisory firm providing strategic sales, marketing, operations and HR guidance to fast-growth businesses. Civilis’ seasoned consultants work alongside CEOs, entrepreneurs, and leadership teams to strategize and implement organization-wide transformations, and have deep expertise in advising companies with remote or geographically dispersed business units. Prior to Civilis, Kim founded Kimberly Troy Consulting, an organizational development consultancy. The firms’ notable engagements include working with field-based wildlife conservation organizations – primarily in southern Africa – to improve the utilization of financial and human resources. She has also held executive-level positions in Human Resources, Operations, and Sales for some of the world’s largest corporations, including L Brands. In this episode, she shares how best to deal with managing culture and how we can lead culture change to fuel growth. Insights she shares include: Why managing culture mattersHow to manage culture and the employee's work experienceHow to shape your work culture How best to go about managing culture and engagementSteps for managing culture changeHow to quantitatively measure your current cultural valuesHow to intentionally align culture, strategy, and structure in an organizationand much much more...

Aleks Gollu is the co-founder and CEO of 11Sight. Aleks is a serial entrepreneur and CEO with a successful track record of building innovative solutions from idea to exit and has been granted 8 patents. Aleks started his career at Oracle and Sapient. However, being in the San Francisco Bay Area in California, he rapidly realized his passion for entrepreneurship and co-founded his first startup, O’TelNet, a pioneer of SMS-based cell phone applications that was acquired by a competitor. Subsequently, Aleks co-founded PINC, a supply chain technology company helping the largest shippers in the world move inventory as efficiently and cost-effectively as possible using IoT technologies. In 2020, PINC was acquired by the leading private equity firm Accel KKR. More recently, based on his frustrations managing revenue generation as CEO of a SaaS company, Gollu saw an opportunity to eliminate friction from sales cycles, offer customers a more personalized digital experience, and accelerate revenue generation, and co-founded 11Sight. In this episode, he shares how we can reduce sales friction and the sales cycle length to easily drive growth.

Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company (with its headquarters in Sydney, Australia, and Scottsdale, Arizona) that was ranked #1,232 of the fastest-growing companies in the United States by INC magazine’s list of the top 5000 companies in 2021. It is also the fastest-growing sales training company in the U.S. “The single most effective way to sell anything to anyone in 2022, is to be a problem finder and a problem solver... NOT a product pusher.” For Jeremy Miner, the embodiment of this philosophy has made him one of the wealthiest sales professionals on the planet. During his 17-year sales career, he was recognized by the Direct selling association as the #45th highest earning producer out of more than 100 million salespeople, selling anything worldwide - Jeremy's earnings as a commission-only salesperson were in the multiple 7-figures, every year.. averaging $2.4 million in commissions each year over 12 years. Jeremy is the host of the podcast, Closers are Losers, and is the author of a new book, "The New Model of Selling Selling to an Unsellable Generation" - co-authored by Jerry Acuff - CEO of Delta Point. In this episode, he shares how we can make objection handling simple with a proven framework to drive growth. Insights he shares include: How to make objection handling simple with a proven frameworkWhat is Neuro-Emotional Persuasion Questioning (NEPQ)How is NEPQ different compared to traditional sales techniquesHow did you come to put together this form of questioningHow does this form of questioning work to help with objection handlingHow does tonality affect our sales approachWhy Jeremy believes we should prevent objections as opposed to overcoming themHow to ensure that we are removing friction from every stage/step of the processWhy we shouldn't chase clients but rather give them resultsand much much more ...

James Malley is the CEO and cofounder at Paccurate. Early on he went to theater school and worked as a bellboy before he fell in love with tech. Working in the logistics tech space since 2009, he has helped create a variety of enterprise shipping technology. He spearheaded the design of an award-winning multi-carrier TMS. Since 2015, he’s been evangelizing the use of AI to achieve cost-efficient and environmentally sustainable packing. In this episode, he shares how we can build team alignment to drive growth and enable your team to compete with the big players in the market. Insights he shares include: Why mission is more important than the productWhat does team alignment look likeHow Paccurate came to beHow the Paccurate helps shippersHow to raise funding for a niche problem that most people ignoreSustainability and the shift that taking place in the marketplaceThe perspective of the C-suite around sustainability and what that looks likeHow to build team alignment to build a culture that beats out the competitionHow to build team alignment around your missionHow to get customers to speak on your behalfand much much more ...

Tim Fitzpatrick is an entrepreneur/business owner and is the founder of Rialto Marketing. He has over 20 years of entrepreneurial experience with a passion for developing and growing businesses. That passion served him well in operating and managing a wholesale distribution company he co-owned for nine years. Their company grew an average of 60% a year before being acquired in 2005. He started Rialto Marketing in 2013 and has been helping service businesses simplify marketing so they can grow with less stress. They do this by creating and implementing a plan to communicate the right message to the right people. In this episode, he shares how we can build a simple messaging strategy and playbook that fuels growth. Insights he shares include: How to navigate information overload in marketingHow to determine what your message going to be to gain the attention in the interest of your desired marketThe role of a messaging playbookHow to create your marketing plan and get the message in front of your target audienceHow to build an effective messaging strategyEssential elements of a messaging strategy with examplesWhat metrics to have in place around your messaging strategy or is there a better way to ensure you get the traction you are looking forHow to build consistency in the marketing process and where business plans fit inHow to get customers involved in your messaging strategyand much much more ...

Matthew Selbie is the founder and President of Opiniator a platform that captures customer feedback at the point of an experience via ratings, comments, and feedback, and then empowers companies to act on it instantaneously. Matthew has 20 years of international experience in the energy, retail, and software businesses He has managed products and services internationally and domestically (US and Europe), as a strategic marketing expert with a proven ability to grow revenues and brand equity in B2C and B2B, start-up, and mature businesses. Matthew has extensive operational experience in Europe, Latin America, Asia Pacific, and the USA, together with staff experience directing strategic brand development at a global level. In this episode, he shares how we can use customer feedback management to drive growth with the right insights. Insights he shares include: Why does acquiring customers require more of a spend than retaining customersHow to not just engage in customer feedback management but use the data as wellHow to get in front of customers to get feedback in a way that makes sense to themHow to effectively store and categorize data for actionable implementationWhat to do in situations where some tools and techniques don't do very much to move the needleCan businesses have a wrong focus on the wrong customer feedback strategiesHow customer feedback management can boost marketing and sales efficiency How to gain insights from customers who are not happy with the experiences you provide themand much much more...

Katie McLaughlin is the Founder, Chief Strategist, and Transformation Artist at McLaughlin Method. She helps organizations create engaged employees and positive, inclusive workplace culture. She uses techniques from improvisational theatre to rehearse common scenarios in the work environment and adopt behaviors that support organizational culture goals. Katie has over 20 years of experience facilitating, teaching, and coaching. Before starting McLaughlinMethod, Katie earned two Horizon Awards for her training, supported software implementations with robust change management programs, and developed countless onboarding programs for Sales, Customer Service, and other customer-facing roles. In this episode, Katie shares how we can use unusual employee engagement strategies to drive long-term growth. Insights she shares include: The problem with most employee engagement initiativesWhere does theatre production fit into the picture of business growth and employee engagement programsWhat are the engagement initiatives used by top companiesThe relationship between culture and business growthHow to measure the outcome of your work if focusing on people outcomesWhy is it crucial for companies to build an inclusive workplace cultureWhat does inclusion look like and how can leaders better lead in that areaShould we treat employees like customersand much much more ...

Luke Charlton (AKA: The Aussie Hermit) has been featured in “6-Figure Coach” magazine, spent in excess of $16 million on advertising, banked $50M+ in sales for his clients, and has been hired by top ad agencies to write copy for experts such as... Bob Proctor, Mike Dillard, Neil Patel, Grace Lever, Ryan Moran, and many more. He is also a client attraction specialist, business coach, expert marketer, and email sales authority. Now he spends his days as a hermit living somewhere near Byron Bay, Australia, teaching coaches how to get a lot of clients by sending just one 15-minute email per day, In this episode, he shares how we can use Customer acquisition models and $ 25,000-a-day ad scaling secrets that drive growth. Insights he shares include: Why we don't need a sales or marketing funnel as part of our customer acquisition models when starting outWhat business stage do we need to start looking at funnelsWhy Luke prefers email for customer acquisitionIs advertising an appropriate customer acquisition model for any company in the B2B spaceHow to get quality leads onto your listHow Luke gets high-paying clients by sending just 1 email per dayHow to ensure that your list is engaged and responsiveWhat the entertainment approach to your customer acquisition models could look likeand much much more ...

Prantik Mazumdar is an entrepreneur and venture capitalist investor and acts as a digital transformation catalyst in organizations to drive sustainable change and impact. He started his entrepreneurial journey with Happy Marketer in 2011 where he spent a decade building and scaling up one of the best and most awarded independent digital marketing services firms in the region that served brands like Standard Chartered bank, Income, Great eastern life, Royal Brunei Airlines, Coffee Bean & Tea Leaf, Starbucks, Starhub, Ping An, Grab, Shop, Kimberly Clark, Singtel amongst others. In this episode, he shares how we can use startup valuations to drive growth and increase a company's valuation. Insights he shares include: Why is it important to estimate the value of a startupNorthstar and metrics that companies should focus on in the growth phaseIn what ways can companies go for a blended valuationWhich are the most popular valuation methodsPicking the right method for your stageThe appropriate lens with which to view business exits and revenue related north star metricsThe place for blended valuationsand much much more ...

Shay Wheat is a Certified Event Producer™ & Creator of popular programs such as “The Powerful Event Process”, and “The Ultimate Event Planner Certification Program”, and CEO of Grace & Ease Productions, Inc. Her company supports clients in creating Powerful and Profitable events. Producing In-Person and Live-Virtual events from 200 to 4,000+ attendees, and collaborating with many well-known celebrities such as Dr. Oz, Lisa Nichols, Dr. Claire Zammit, Bill Baren, Alison J. Prince, Josh Turner, and many others. They assist Speak-to-Sell clients to be extremely profitable with their events: just recently one client generated over $2.1 Million dollars in one Virtual Live 3-day event. Their clients have generated over $24 Million in revenue, gaining over 3,500 NEW clients and changing the lives of over 16,000+ attendees. In this episode, Shay shares how we can use the event management process to drive growth in 5 phases. Insights she shares include: The differences between small events vs large events beyond that of size5 phases of events and how to use each phase to drive growthCan speak-to-sell events be used by level 1 and 2 businesses?How to decide on the best event typeThe event management processWhat the event management process looks like and understanding all that is involvedHow best to marry your business model with the event management process for each phaseHow to use events to build relationships with clients and prospectsHow to build a sense of community and exclusivity with your event management processand much much more ...

Thomas H. Douglas is the Chief Executive Officer of JMARK, an award-winning innovative IT solutions provider for organizations of all sizes. Thomas has led his company to 9 consecutive appearances on the Inc. 5000, something only 1% of CEOs who make the list ever achieve. He became a part of JMARK designing, building, and maintaining its functional aspects as an entry-level engineer before purchasing the company in 2001. As JMARK's CEO, he formulated processes that provided repeatable outcomes and a predictable revenue stream that placed JMARK on a growth trajectory that up to this day, is revolutionizing the region's engagement with technology. JMARK has been providing I.T. support services in Missouri, Oklahoma, and Arkansas for 30 Years; catering to various industries such as banking, healthcare, hospitality, manufacturing, transportation, accounting, legal, oil, and gas. Thomas has seen it all as a father, veteran, business leader, and technologist. He visited 18 countries when he served in the US Navy and is also publishing a book entitled Adapt or Die, which explores Thomas' algorithm of success. The algorithm is built on more than 30 years of lessons and business acumen that Tom has acquired through his tenure as CEO. He has now compiled his wisdom in order to provide the next generation of business leaders a launch pad to help them understand and determine product innovation, business strategy, growth, sales, and marketing models, organizational strengths, operations, and processes. In this episode, he shares how we can use IT and innovation in change management to fuel success and growth. Insights he shares include: Why do people believe that technology is a pain point that must be dealt withIs there a cultural and generational problem with technology and innovationIn what ways can/does IT impact culture and innovation in change managementThe impact of core values on innovation in change managementHow does the Algorithm of Success impact innovation in change managementWhat are the capabilities that every business needs to have in place for businesses to be sustainable, scalable, and successfulWhy should we consider applying the reverse of the Pareto rule to innovation in change managementand much much more ...

Ryan Dohrn, is an amazing entrepreneur, author, and sales training, expert. He is also a motivational speaker - who has given more than 1000 keynotes! He is known as the “funny sales guy” and has won an Emmy for marketing excellence while working for ABC TV/Walt Disney Co. (He has a great sound studio too by the way where he does his podcasting.)He was recognized by Forbes.com with the “Best of the Web” award for his business strategies. He’s the creator of the "RD Way," which is a unique method for finding out what customers want before trying to sell to them - and to date, he’s generated over $100 million in sales for his clients and himself collectively. Ryan also has three books: Selling Forward: Pandemic Tested Sales Strategies for Success; Selling Backwards; and How To Be A Manager Without Being A Jerk. The books are essentially designed to help sales professionals and entrepreneurs (who are essentially salespeople) discover exactly what their customers want to buy so that they can have sales success without stress. In this episode, Ryan shares how we can identify 3 different buyer types and how to sell to each one to drive growth. Insights he shares include: The power that marketing brings to the equationWhat are the 3 types of buyers we encounter the mostWhy understand buyer personalities to connect better with themWhy the depth of relationships matter and how to measure itThe customer needs assessments. (CNA) seems to be a vital part of every sales plan. Why Ryan does not like the CNAWhy invest in personality profiling of potential customersDo we need to revise the way we ask for a sale?How to host virtual calls that close sales and much much more ...

Millie Hogue is the Director of Demand Generation and Head of B2B Marketing for MedBridge, a fast growing Seattle startup. Her experience ranges from working with brands like Coca-Cola and Netflix to booming software companies. She also owns her own marketing consulting firm where she teaches other startups how to jump-start revenue and own their space in the market. How? By using demand generation strategies to help brands build revenue engines that will last for years - not a month. In this episode, she shares how we can use demand creation strategies to build revenue engines that drive growth for years to come. Insights she shares include: Why is marketing often an afterthought in most SaaS companiesThe difference between demand generation and lead generationWhy Millie suggests we create a platform that fuels demand creation and generates compound interest over timeHow to balance short-term gains and revenue growth with longer-term objectivesHow to navigate the mind-shift and heart shift required to put marketing and demand generation at the heart of revenue growthThe challenge for companies wanting to implement demand generation - sell to humans and bad messagingThe best place to start with demand creation when on a tight budgetHow skyscraper content can still be a great demand creation tacticIs link building still worth pursuing given today's trendsand much much more ...

Raul is the Chief Advocate at ReferralCandy, the #1 referral program platform online Since its launch in 2009, they have over 30,000 paying users with over $10M in annual revenue. What’s even cooler is that since then they’ve paid out over 300M in referral commissions to clients. Referrals are the key for a lot of businesses. For instance, MorningBrew has reached over 2.5M subscribers and attributes 30% of their subscribers to be from their referral program. The same goes for Harry's when they gathered 100K emails in a single week. In this episode, Raul shares we can use customer referral programs to drive growth while building strong partnerships and customer relations. Insights he shares include: What it means to give value without expecting anything in returnWhy customer referral program ideas will not solve your business problemsWhy are businesses happy to invest in ads but not discounts or cash for referralsHow to ensure you are ready for a customer referral programHow to gain referrals in a way that is relationship-oriented as opposed to transactionalExplore the intersection between referrals and performance marketingCustomer referral program ideasWhy ReferralCandy treats all partners alikeWhy effective customer referral program ideas require a bit of a mind shiftand much much more ...

Angeley Mullins is the CMO & CGO at Latana, an AI-Powered brand tracking solution, designed to help brands make better marketing decisions. Latana is a leading technology company that allows users worldwide to understand key brand insights for both themselves and their competitors and enables them to zoom in on the audiences that drive their business. In this episode, she shares why businesses should add brand tracking to their strategies and how it can become an indispensable component of driving growth. Insights she shares include: Why most businesses don't know what their brand awareness is and what associations customers and prospects make with their brandWhat is brand trackingThe problem that brand tracking solvesDo we really need to invest in brand tracking given the wealth of data points and information we currently receive from other tools and platformsWhom to track and how when investing in brand trackingWhy marketing and sales should be across brand trackingThe best ways to make brand tracking possible and get feedback from customersWhere brand tracking software sits in the tech stackThe level of granularity we can expect from the data being obtainedHow best to track brand performancePitfalls of brand tracking that companies often run intoIndicators and metrics to watch in order to achieve ROIand much much more ...

Jeff Cohen is a serial entrepreneur who has started six companies. He grew a software company from nothing to 20 million in revenue in a little over two years. He has also had the experience of being on Shark Tank and being called radioactive by Mr. Wonderful himself, Kevin O’Leary on Shark Tank. Freedom is the dream of every CEO and entrepreneur. Developing leaders and teams with an ownership mindset is the ticket to fulfilling this desire. Jeff now presents Count-On-Able as the new and rapid success framework that guides CEOs to make this happen. Jeff brings over 20 years of experience as CEO of technology and management consulting companies working with over 300 SMB and Fortune 500 clients to beat the competition while having fun and bringing the whole team along for the ride. In Jeff's book Count-On-Able, A Practical Guide to Lift, Shift and Empower YOU and Your Team, (which debuted as a #1 bestseller!) he lays out the number one impact to every business and a simple structured approach that eliminates this problem. Sponsored by Union Bank, Comerica Bank, and The Valley Economic Alliance, Jeff has led over 40 underserved minority women to start, launch, and grow their businesses with the Count-On-Able program. It took eight years, working with over 300 CEO's, Business Owners, and Entrepreneurs to develop, test, and implement the Count-On-Able method and patent pending process. In this episode, he shares how we can build a count-on-able culture to replace traditional accountability in leadership in order to drive growth and empower your team. Insights he shares include: Do employees want a boss or leaderIs accountability in leadership and business an outdated conceptWhat could we replace accountability with and how would it play out practically speakingHow should accountability in leadership shift in the way it has been traditionally handledWhy count on people to keep their promisesHow has counting on people made a difference in business outcomesWhat do people who can be counted on do differentlyWhy do we need to examine people's motivations for particular rolesThe correlation between culture and accountability in leadershipand much much more ....

Steve Preda is a Leadership Team Coach whose passion is to help emerging privately owned businesses grow and thrive. He pursues it by simplifying and teaching management and strategy concepts used by large companies, and elite consulting firms. Since 2012, he has helped over 100 businesses grow their teams, revenues, and profits as a business coach, EOS Implementer, and as a Pinnacle Business Guide. Steve explores business-growth shortcuts on the Management Blueprint podcast and delivers workshops and keynotes to business leaders around the US. He has written 4 books, including a #1 Amazon bestseller and: "Pinnacle: Five Principles that Take Your Business to the Top of the Mountain". In this episode, he shares how we can use the 5 pinnacle business principles to easily drive 5x growth in 5 years. Insights he shares include: Why use the pinnacle business operating systemWhat are the fundamental business principlesWhat are the 5 pinnacle business principlesThe role of playbooks as developed by business principlesWhat are the 15 business practicesCan you predictably 5X in 5 YearsBusiness principles that allow you to take profitability to the next leveland much much more ...

Aaron Beashel is the founder and CEO of Attributor.io. Aaron's career to date has spanned multiple roles. Starting out, he co-founded a SaaS startup and has gone on to lead marketing teams at some of the fastest-growing B2B SaaS companies in the world. Throughout his career, spanning both the US and Australia, Aaron's built amazing teams who together have increased lead generation by 30x, grown signups by 10x, and added millions in recurring revenue. He believes that the key to growing a SaaS business is to create a repeatable and scalable growth engine. This growth engine should be built on a deep understanding of the customer, and be always working to attract potential customers and convert them into leads, signups, customers, and ultimately advocates. In this episode, Aaron shares how we can take the complexity out of using digital marketing attribution: to drive business growth. Insights he shares include:

Oren Schauble is a serial entrepreneur and builder. He is a founding partner of Guinn Partners, a successful high-tech product development agency in Austin, TX. He has served for years as president of Unrivaled Brands, a public west coast cannabis MSO. Oren has also served in leadership and advisory roles in marketing at startups such as TrackingPoint, Lift Foils, 3DR, Hangar Technology, and more. In this episode, he shares how we can craft a proven customer acquisition strategy and strategic M&A to drive growth. Insights he shares include: The correlations between customer acquisition and strategic mergers and acquisitionsHow to best understand your customer's point of viewWhy look at building a media arm for your businessWhy advocate for micro acquisitionsConsiderations to look into before entering into micro acquisitionsWhy are product roadmaps often seen as being separate from a customer journeyThe value of applying SEO to product roadmaps and what that looks likeand much much more...

Paul Getter is an author, speaker, and investor. He is also the founder and CEO of the Internet Marketing Nerds and has often been called "The Guy Behind The Guys" or "The King Maker". Paul’s internet marketing career began in desperation. Recently fired and without any prospects, he discovered the power of social media. Without any formal education in marketing, he committed himself to learn every aspect of social media marketing. He has since spent over 1.2 billion dollars running ads and campaigns for his clients, is in the top 1% of ad spenders on Facebook, and has over 1 million followers on Instagram. But Paul knows that platforms like Facebook and Instagram are just tools. They're not the objective. The objective is to get results for his clients. Just a sampling of his successes include boosting the popularity of TV shows, skyrocketing authors onto the New York Times best-sellers list, elevating Fortune 500 companies, and helping numerous A-list celebrities and small-platform personalities gain millions of social media followers. He has worked with the likes of Alex Mehr, Tai Lopez, Les Brown, Bob Proctor just to name just a few. In this episode, he shares how we can use social media positioning to drive revenue growth and success. Insights he shares include: Why do people still believe that every product or offer will work and make millions of dollarsThe best ways to test assumptions about your product or serviceSocial media and its place in revenue generationHow to be social on social mediaWhy invest in social media positioningHow to improve your social media positioningHow to be disruptive on social media and convert eyeballs into moneyHow to add social media elements to marketing campaigns with examples and frameworks and much much more ...