Business Growth On Purpose
Welcome to Business Growth On Purpose hosted by Jose Palomino, CEO of Value Prop Interactive. Every week, you'll hear insights from leading B2B growth experts and veteran business owners from around the world. You'll also hear Jose's own insights gained from a few decades of B2B sales and marketing experience. The result is THE show for B2B Owners who are hungry for growth, stuck on a revenue plateau, or just want better ways to deal with the everyday challenges of revenue growth. If you need help taking the next steps to take control of your business growth, come check out what we're doing at ValueProp.com.
Quality Growth for High Value Exits with Damon Pistulka || Ep 146
May 16, 2022 • 26 MIN
Today's guest is Damon Pistulka of Exit Your Way®. We are going to talk about something that is on your radar or soon to be on your radar: what do I need to know to get ready to sell my business. This is not a how-to sell your business, but a discussion of key principles of how to be ready, know you're ready, and how buyers are going to look at your business when the time comes. Damon helps business owners translate goals into real-world results. He is focused on identifying and executing opportunities to increase business revenue, profitability, and value. With 20+ years of building and managing businesses in extreme conditions and diverse industries, Damon’s drive to help clients reach their goals helps them crush competitors and dominate markets to create valuable businesses they can sell when they are ready. The proven framework Damon and the Exit Your Way® team developed and successfully used in private equity-owned companies is time tested and is used to drive successful results today. After listening to today's episode, check out Damon's website to learn more about how he helps business owners sell their businesses fast.
You're Not Closing That Deal with Jose Palomino || Ep 145
May 11, 2022 • 22 MIN
Today's episode is a pivotal conversation made up of 7 critical questions about every sale you make. These questions will clarify your value to the prospect, your opportunities, and the real potential you have to close the deal in front of you. Jose Palomino leverages his decades of sales experience to help you solidify your sales funnel and get more reliable data to predict your win rates. It's time to stop getting blindsided by deals falling through at the last minute - these seven questions will help!
Win the Relationship Not the Deal with Casey Jacox || Ep 144
May 9, 2022 • 27 MIN
Is it really money that drives your business? Or is there something deeper? And more... lucrative? Our guest today is Casey Jacox. Casey is an elite seller who is now coaching others to reach elite status in B2B selling. Specifically, how to create relationships that win and keep business. In this episode, we are going to cover key principles on how to show up and win the relationship and not just the deal. We will discuss how focusing on the relationship will help you win more deals. With more than 20 years of business experience, Casey's leadership helps companies emphasize building relationships and not just transactional business deals. He's a father, a husband, a coach, a podcaster, a speaker, and an author who is the same person in and out of work. Casey is now the founder of Winning The Relationship, LLC, a consulting firm providing sales leadership and coaching. Additionally, Casey is the host of The Quarterback DadCast, a podcast that offers stories, advice, and wisdom for fathers looking to improve their leadership skills and emotional intelligence. After listening to today's episode, be sure to check out Casey's book, Win the Relationship, Not the Deal.
The 4 Step Strategy Plan with Jose Palomino || Ep 143
May 4, 2022 • 14 MIN
In the $5M-$50M space, we see a lot of business owners who struggle with this tension: big picture strategy versus day to day operations. In order to keep your high level goals on track, you need to keep your vision simple and clearly understandable. That's why in this episode, Jose brings you a clear 4 step plan to set and track your strategic trajectory. Using the picture of a rocket ship, we cover: THE TARGET: the customers, the margins, market share - the key measurable goals THE LAUNCHPAD: the resources, structure, and foundation that you use to launch your mission THE ROCKET: the "vehicle" you use to reach your goals is what you offer, your value proposition taking form THE CONDITIONS: the final factor to help you anticipate challenges and see opportunities in your environment Applying the Strategic Plan After listening to today's episode, we'd like to invite you to experience a strategic planning call directly with Jose Palomino. It's a conversation about where you are now as well as where you want to go. By the end, you'll have powerful ideas and specific actions you can take to push your growth forward. Reach out to jose@valueprop.com for an introduction.
Safety Isn't Sexy, But It's Good Business with Nelson Brison || Ep 142
May 2, 2022 • 24 MIN
Look, we know. Everyone needs safety. But many businesses in the manufacturing space have a bad habit: putting safety at the bottom of the priority list. Today's episode isn't about guilting you into thinking it's important (thought it might). It's about showing you how safety and long term profitability go hand in hand. Safety isn't sexy, but it's good business. Our guest today is Nelson Brison of Contingency Safety Solutions Inc. Nelson is a specialist in workplace safety. So if you run a business in industrial services, manufacturing, or anything else where you have to be concerned about the safety of your team, we are going to talk about some principles in how to think about safety and why safety is strategic and can lead to increased profitability in real practical ways. Workplace safety is something Nelson experienced firsthand. As someone who has been a workplace accident victim, Nelson has been instrumental in introducing and building safety programs with the help of safety consultants and continuously learning better safety procedures. Nelson has been a senior business development VP in steel fabrication, machining, shipbuilding, and mechanical repair. After listening to today's episode, visit Nelson's website to learn more about how he is helping build safer and more effective workplaces.
Failure Is Not an Option with Aneesa Muthana || Ep 141
April 27, 2022 • 27 MIN
Sometimes, owners can feel on an island when it comes to a sense of urgency. Culture-making is the difference. A healthy culture multiplies your sense of vision and purpose. And when failure is not an option, you need to have a culture around you that shares your urgency. Today’s guest is Aneesa Muthana, the CEO of Pioneer Service Inc. Aneesa has seen her company through difficult times and taken it to new heights by building an intentional culture of success, and more importantly, a human culture. In this episode, we will discuss manufacturing, winning, and not accepting failure as an option. There are a lot of great insights in this episode so listen carefully as we dive in! Aneesa Muthana is a hands-on leader with extensive experience in almost every aspect of a production machining environment. After nearly three decades as CEO and owner of Pioneer Service, Aneesa attributes her success to building a team that embraces continuous improvement, diversity, and leading-edge technology. She’s won numerous awards including the Manufacturing Institute’s Award, 2019 NAWBO Woman Business Owner of The Year, Crain's 2019 and 2020 Notable Woman in Manufacturing, and SWE “Women Engineers You Should Know.”
How to Connect with Unreceptive Buyers with Tom Stanfill || Ep 140
April 25, 2022 • 24 MIN
Our guest today is Tom Stanfill. Tom is an expert at adapting sales teams and processes to the new reality that the buyer is in control and that the buyer does not want to be sold. In today’s episode, we will discuss ideas and principles that Tom wrote about in his book, UnReceptive: A Better Way to Sell, Lead & Influence. If you apply his principles, you can grow your sales; especially with customers that haven’t given your services or product serious consideration. Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. After listening to today’s episode, visit Tom’s website to learn how to turn disinterested buyers into receptive buyers.
Turning Current Success Into Lasting Prosperity with Jose Palomino || Ep 139
April 20, 2022 • 12 MIN
Few things are more important to your long-term growth than recognizing momentum. And more importantly - how to turn today's momentum into sustained growth. If you're experiencing success in your business, today's episode with Jose Palomino dives into practical strategies to keep your momentum rolling. Set yourself up for long-term success by leveraging the abundance of today.
How to Fill the Sales Leadership Gap with Tom Glason || Ep 138
April 18, 2022 • 24 MIN
Finding sales talent is hard. Finding talented sales leadership is harder. Today's guest is Tom Glason of Scalewise. Tom excels in finding sales talent for fast-growing businesses. He helps connect owners with what he calls "scrappy and skilled" sales leaders who can help bring a business to the next level. On this episode, Tom talks us through what it takes to build high-performing, highly-engaged teams and creating the systems and processes for scale. After listening to today's episode, visit Scalewise to learn more about how their Scale Experts help build sustainable and scale-able startups.
Is Your Success Situational or Strategic with Jose Palomino || Ep 137
April 13, 2022 • 14 MIN
Current success isn't always a good thing, at least not in the long term. That's because, for some owners, current success can lessen that future-focused ambition that drives big picture growth. Today, we're diving into the question of how to turn current success into intentional, long-term growth. Don't make the mistake of allowing situational success take away your strategic ambition for the future!
Succeeding Through Culture Shifts with Jim Rich || Ep 136
April 11, 2022 • 24 MIN
"Culture" is a difficult word for many leaders. It's either the fuel that's driving your growth or it's the weight that's holding you back. How do you wrangle this wild card to work for you, not against you? Today, we talk with Jim Rich, Chief Revenue Officer for Vbrick Systems. In this episode, we will talk about several topics, including changes in the sales environment, culture shifts in organizations, and a unique technology that streamlines communication between senior leadership and their troops. Jim Rich has over 25 years of sales leadership experience in the software industry, with expertise in digital transformation and business intelligence. He has served in key sales and revenue marketing positions at Sisense, Anaplan, and Salesforce where he was the first commercial sales leader in the New York office, growing that team exponentially over seven years. After listening to today's episode, check out the list of services offered by Vbrick to see how they can help you integrate video into your daily operations.
Understanding Your Best Customer's Biggest Problem with Jose Palomino || Ep 135
April 6, 2022 • 18 MIN
Today, we kick off a new 3-part series on what to do when things are going well. We're digging into how to turn your current success into lasting prosperity. This first episode deals with a critical component many business owners think they get right. When's the last time you took a thorough look at your best customer's business? How well do you understand their reality on the ground, especially their biggest problems that you can help solve? These are the kinds of questions Jose answers in this episode - you won't see your business the same when you're done.
Doing Good is Good Business with Stuart Benton || Ep 134
April 4, 2022 • 25 MIN
Our guest today is Stuart Benton, President and CEO of Bradford Soapworks. Bradford is a leader in solid personal care products and they go to market through B2B channels. They have also really embraced sustainability: doing well by doing good. And, as we will learn, that’s really good business. Stuart moved into the position of President and CEO of Bradford in May, 2016, after serving as Bradford's CFO for over 5 years. He is building upon Bradford’s innovative culture and pursuing initiatives that are strategically important for the company’s growth. After listening to today’s episode, visit Bradford Soap to learn more about their sustainability efforts.
Making Priorities Specific and Measurable with Jose Palomino || Ep 133
March 30, 2022 • 13 MIN
What are your specific priorities for your business? Take a second, pause, and really think about your answers. Are they specific? Is there a clear destination you're aiming for? And how do you know (as a company) if you're reaching your goal? Today, Jose breaks down why your priorities as a business need to be specific, measurable, and easy to communicate if you're going to leverage your whole organization's focus.
The Big Myths Around Financing with Brendan McMoran || Ep 132
March 28, 2022 • 21 MIN
Today, we sit down to talk about financing with Brendan McMoran, VP at First National Bank. Specifically, we're taking a deep dive into small business financing. We'll bust a couple of myths and remove a couple of misconceptions that might keep you from getting the resources you need to grow. This episode is especially relevant to those thinking about acquisition, expansion, and working capital. Brendan will walk us through a couple of key things that will help you grow your business on purpose.
Picking Smarter Growth KPI's with Jose Palomino || Ep 131
March 23, 2022 • 12 MIN
Your P&L sheet can tell you about your growth today, but it's limited in what it can tell you about your momentum tomorrow. That's why as a business leader, you need to know what KPI's give you smarter insights into how your business is growing. These KPI's help you assess critical questions like: Are we diversifying our customer base? How effective are we at re-engaging our existing customers? Is our team getting more efficient in delivering our offer? The first question is always what do you measure, followed shortly by how do you measure it. Today, Jose tackles a few of the smarter KPI's he's seen inform faster, smarter business growth.
Selling the Way Buyers Want to Buy with Samantha Stone || Ep 130
March 21, 2022 • 23 MIN
You, the salesperson, might be an expert in your field. But there are still rules your buyers make that you need to follow. Our guest today is Samantha Stone of Samantha Stone Marketing. Samantha has a unique and powerful view of how to engage buyers in the complex sale. If you sell and market in an arena that involves a lot of different people, time, and proof-points, you do not want to miss this episode! We are going to discuss an approach that engages buyers on their terms in ways that make you more valuable to them than ever before. Research has always been an important part of Samantha’s process. Throughout her career, she has conducted hundreds of persona interviews, developed dozens of surveys and led message testing and competitive analysis for leading organizations. After listening to today’s episode, visit Samantha’s website to learn more about how her company enables revenue growth, new opportunity identification, improved efficiencies and stronger collaboration between marketing and sales functions.
How to Navigate Global Instability with Jose Palomino || Ep 129
March 16, 2022 • 11 MIN
Most manufacturing and industrial operations fall under the umbrella of small to medium sized businesses. And when a global crisis arises, the stormy experience is less like a tanker and more like a sailboat. And how your business fairs is heavily dependent on your skill as a "sailor". Are you battered by the storm or are you harnessing the wind and capitalizing on creative opportunities. In the last few years, the world markets have been shocked by once-in-a-lifetime pandemics, unexpected wars, and massive supply chain disruptions. While we all hope the waves settle, the only certain thing is uncertainty. Today, we dive into what it looks like to navigate critical moments for your business.
SEO Ranking for Industrial Companies with Ana Raynes || Ep 128
March 14, 2022 • 24 MIN
SEO doesn't just work for newer, sexier industries. When applied correctly, even industries like manufacturing and industrial services can reap the benefits of search engine visibility. Today’s guest is Ana Raynes, CEO and Founder of Simplified Impact. Ana is an expert in content strategy and SEO; especially in the manufacturing, industrial, and professional service categories. Ana’s firm is specialized in optimizing SEO to drive new attention and new interest in companies that have narrow niches. If you are a company with a very specific focus in professional service, you’ll want to listen closely as we discuss practical insights and strategies you can implement to get more traction to grow your business. After listening to today’s episode, check out Ana’s website to learn more about Simplified Impact and how they help businesses create simplified and effective marketing strategies.
OWNER INTERVIEW: Breaking the Ice to Launch a New Product with Rachel Rosen || Ep 127
March 9, 2022 • 34 MIN
Today’s guest is Rachel Rosen, CEO and Co-Founder of WexEnergy. Rachel and her team are bold enough to bring a new technology into an industry that is pretty well established. We will discuss her journey and how she figured out how to break the ice and make some forward traction happen in her industry. It’s an exciting story so stay tuned! Rachel joined WexEnergy as President & CEO in 2017. With over 27 years of experience in the commercial and multifamily real estate markets, Rachel has developed a keen sense of WexEnergy’s customer needs. At WexEnergy, Rachel leads marketing and financial departments as well as driving the company’s strategic direction. After listening to today’s episode, visit Rachel’s website to learn more about WexEnergy and the WexEnergy team!
Getting to the Heart of Customers with Allison DeFord || Ep 126
March 7, 2022 • 28 MIN
In today’s episode, we are interviewing Allison DeFord of Felt Marketing. Allison has a unique, and human approach to strategic marketing; especially for manufacturers. So if you are an OEM, contract manufacturer, or you work in another avenue of manufacturing, you’ll want to listen to this episode. We will discuss practical insights of how you can activate more attraction for your business in your market, with the customers you want to do business with. The manufacturing industry has been a part of Allison’s life since she was a child. Growing up in Anderson, Indiana, the town’s growth and success were tied to the success or failure of General Motors. In 1994, Allison started her own marketing agency, Felt Marketing. Felt was built on the premise that successful brands aren’t just seen and heard, but felt on a deeper, more emotional level. Now, Allison leads a team who believes wholeheartedly in keeping manufacturing alive, relevant, and profitable. Evident by, not only the numbers and brands we’ve worked with, but by the strong relationships we’ve built. After listening to today’s episode, visit Allison’s website to learn more about Felt Marketing and how they help make sales easier.
The Sales Team Success Formula with David Masover || Ep 125
March 4, 2022 • 27 MIN
Our guest today is David Masover. David digs into the issue of getting more out of your sales process and sales team by breaking down barriers between you as a leader and your sales people. We will discuss practical ways that you can align your team toward success, how to think about the steps involved in getting them on the same page, and how to create a more valuable experience for your customers. David helps businesses accelerate their revenue growth and optimize sales team operations through proven sales, management, and leadership frameworks. He is the author of the book, From Average to Awesome, which discusses four common problems sales teams face and how to fix them. After listening to today’s episode, visit David’s website to learn more about how he helps businesses grow their revenue. David regularly holds Open House events for The Sales Team Success Formula. Keep an eye out for the next Open House event!
The Keys to Marketing in New Realities with Simon Dell || Ep 124
March 2, 2022 • 28 MIN
Today’s guest is Simon Dell of Cemoh.com. It's a new kind of marketing agency based out of Australia. They serve small to mid-sized B2B businesses. In this episode, we will discuss what Simon has learned about what is happening right now in marketing, what resources are available to people worldwide, and what you can be doing this year and next to stand out from the crowd. Simon is the founder of Cemoh, a company that delivers marketing staff and services, on-demand to support and grow businesses. He also has significant experience in start-ups, public speaking, writing, and business development. After listening to today’s episode, visit Simon’s website to learn more about Cemoh!
Yes, Your B2B Brand Needs PR with Lindsey Groepper || Ep 123
February 28, 2022 • 25 MIN
Our guest today is Lindsey Groepper, President of BLASTmedia. They are a PR firm with a specialization in B2B SaaS companies: software companies that work with manufacturers, industrial companies, etc. Today we are going to talk about PR. We will discuss if PR is still relevant; especially in mid-market B2B. And if it is relevant, think about how you as an owner use PR in a practical manner to leverage growth in your business. After listening to today’s episode, check out Lindsey’s podcast, SaaS Half Full. In her podcast, Lindsey talks with top marketing leaders who are crafting unique strategies for success.
The Future of Events for B2B Marketing with Julius Solaris || Ep 122
February 25, 2022 • 24 MIN
Even as the tide of this pandemic has begun to recede, it has changed the business landscape permanently, especially event marketing. Industries that have long relied on trade shows and conferences are finding new ways forward, and they're better than ever before. Today’s guest is Julius Solaris, VP of Strategy at a company called Hopin.com. Hopin is the fastest growing SAS technology company in Europe and have inroads throughout the rest of the world. They have an event technology that is appropriate for right now in terms of how people are getting together and doing trade shows. Even as life returns to some sense of normal, so much remains changed. In today’s episode, Julius and I will tackle big questions like: What will change? What will be substituted for things that made a lot of sense before March, 2020? What is the hybrid model going to look like? Julius has a brilliant expertise in the event industry. In fact, Julius has been nominated as the most influential individual in the event industry by many publications and for several years in a row. As of 2020, over 60,000 event professionals have attended events that he has designed and led.
Reacting to New B2B Marketing Trends with Alex Price || Ep 121
February 23, 2022 • 26 MIN
B2B marketing has a bad habit. There's often a noteworthy gap between leaders and your average mid-market operation. B2B brands operating in the 2M-50M AR range may have strong operations, but their marketing doesn't quite match. Frequently. Our guest today is on a mission to change that. Meet Alex Price of FINITE Community. Alex is an expert in digital marketing and what’s happening now in B2B marketing. He's has been doing research with his organization on current trends. As we all know, the world has been a little topsy-turvy the last two years, so he will give some clarity on some major movements that we need to be aware of if we are going to market successfully in 2022 and beyond. Alex is passionate about partnering with ambitious marketers and empowering them to be successful. He founded FINITE, a community for B2B tech marketers, to connect, share, learn and grow.
Slowing Down to Speed Up with Mark McInnes || Ep 120
February 21, 2022 • 25 MIN
The debate of quality vs. quantity is nothing new in the sales and marketing world. And as today's guest believes, the way to faster growth isn't always by speeding up. Today’s guest is Mark McInnes, joining us from Sydney, Australia. Mark’s specialty is in lead generation. He is a sales trainer, par excellence, and he will share with us some insights on how to take advantage of what’s happening right now in the area of lead generation, outbound outreach, and how to do it right. Mark helps businesses find and engage with new customers in today’s business environment. He helps his clients find more customers and engage with them in a credible and ethical way - be it online or via traditional sales channels. Mark is a highly regarded sales professional with over 25 years of experience in B2B selling environments.
Fast Fixes for B2B Pipelines & Prospects with Jose Palomino || Ep 119
February 18, 2022 • 12 MIN
Which do you think is more important to your sales success: salespeople or sales systems? While we may think an ace salesperson will solve most of our problems, it's really the sales systems that strengthen our chances of success. If you can get the pipeline right from offer to sale, you maximize your chances of success... even with a decent salesperson. That's why today Jose Palomino is tackling fast fixes you can make to your pipeline to crank up your sales productivity.
OWNER INTERVIEW: Converting Ideas into Growth with Anthony Halsch || Ep 118
February 16, 2022 • 32 MIN
If you want to get back to that fire, that startup feeling, listen to today’s episode and be inspired by how Anthony launched something clever with limitless potential. Today's guest Anthony Halsch is an entrepreneur who has bootstrapped 2 companies to over $1mil in revenue each... in their first years in business. He's the CEO and Founder of ROXBOX Containers, and his story is incredibly rejuvenating. ROXBOX Containers is a modular manufacturing company based in Denver, CO that focuses on shipping container construction and modular manufacturing for multiple industries. His current company, ROXBOX Containers, has dramatically increased revenue and manufacturing space in the last 12 months. After listening to today’s episode, visit Anthony’s website to learn more about ROXBOX and the many interesting ways they meet their customer’s needs.
The New B2B Leadership Principles with Nils Vinje || Ep 117
February 14, 2022 • 25 MIN
Yeah, sure some people are "natural born leaders", leadership as a skill is almost always cultivated. It's intentional, it's articulate, and is consistent. How do you do that? Our guest today is Nils Vinje. Nils runs a company called 30 Day Leadership. His specialty is on B2B leadership - specifically a leadership framework for highly effective organizations. After partnering with hundreds of leaders across many different industries, he learned one important fact: in order to become the leader you have always wanted to be, you need a playbook. As a result, Nils has authored the 30 Day Leadership Playbook - a compilation of 20 years worth of leadership training. After listening to today’s episode, check out the B2B Leaders Academy and get everything you need to grow your leadership skills.
The 1-2 Marketing Punch to Drive New Revenue with Jose Palomino || Ep 116
February 11, 2022 • 10 MIN
Welcome back to our series on the 10 changes you can make TODAY to reignite your revenue growth. Our topic du jour is marketing, and specifically marketing for lead generation. Marketing is the weak point for many businesses because they're experts in the service or product they provide... but that's not the same thing as being an expert in marketing. These two actions you can take will help you move the needle in the right direction and get you on your way to bigger, more substantial growth.
Yes, Business Can Be... Easier with Chris Westfall || Ep 115
February 9, 2022 • 26 MIN
Today’s guest is Chris Westfall of Westfall Online. Chris is a specialist in leadership communication, but especially in the power of story. Listen closely because there are some great insights in this episode. Chris will also talk about his new book and how it will loosen the bow strings if you're in leadership, if you’re an owner, if you find it all getting a little bit hard, then listen closely and we will look at how it can get easier for you. Chris is a business coach, keynote speaker, consultant, and author who has helped launch over 60 businesses, raising over $100 million in capital investment. Entrepreneurs, executives, and future leaders turn to Chris for guidance on peak performance, team building, business development, branding, and more. After listening to today’s episode, visit Chris’ website to learn more about Chris and the services he provides.
Becoming a Leader of Growth Culture with Meny Hoffman || Ep 114
February 7, 2022 • 25 MIN
Our guest today is Meny Hoffman of Ptex Group. Meny is many things. He does things in the area of marketing and business growth, working with all types of companies from around the world. But today we will be focusing on something he helps leaders with: effective leadership for growing companies. Listen closely as we discuss some key principals that you can apply right after this episode to improve your leadership and performance of your organization. Meny Hoffman is the CEO of Ptex Group, an award-winning branding, and marketing agency headquartered in Brooklyn, NY. A lifelong entrepreneur, passionate about creating winning strategies that help growing businesses flourish, Meny has been successfully helping brands grow and thrive since 2001. He is the founder of the Let’s Talk Business (LTB) podcast, designed to provide entrepreneurs with powerful tools they’ll need to learn, grow and lead. After listening to today’s episode, visit his website to learn more about the Ptex Group.
3 Product Strategies to Reignite Revenue Growth with Jose Palomino || Ep 113
February 4, 2022 • 11 MIN
Ready to talk shop today? Jose leads the discussion on how to fine tune your offer to: - Deliver on your promises - Delight customers with creative delivery - Drive repeat business by improving value delivery After today's episode, you'll be equipped with immediate, practical steps you can take to develop and launch a customer-centric offer that will drive your revenue growth again.
OWNER INTERVIEW: Jumpstarting a Growth Culture with CEO Tammy Bernier || Ep 112
February 2, 2022 • 36 MIN
Today’s guest is Tammy Bernier, CEO of Duperon Corporation. We will discuss how to accelerate your growth through using the most critical resource you have: your people. Get ready to hear some key principles and examples of how paying attention to your critical resource will pay dividends in creating a better workplace for your people and better outcomes for your customers. Tammy is an entrepreneur, manager, and visionary for transforming the meaning of doing business. As the CEO of Duperon Corporation, Tammy brings more than 35 years of experience in management. The Duperon team has seen the business thrive under Tammy’s leadership and has become a standard for world-class organizations. After listening to today’s episode, visit her website to learn more about Duperon and the services they provide.
Making Your Website Buyer Centric with Sam Moss || Ep 111
January 31, 2022 • 23 MIN
Our guest today is Sam Moss of 1Click Agency. Sam will share key principles about creating a buyer-centric website and why it is so important in B2B. We are going to learn about how to leverage content, design, and how to really think about that website so that it becomes a critical part of your marketing and sales strategy. Especially important, is that you really think about making the necessary investments the smart way so that when you need to redesign your website, you know what to focus on and what questions to ask when you’re looking for help to pull it off. Sam Moss co-founded 1Click Agency at the beginning of 2016. What started as a side business with many services, quickly turned into a focused, full-service website design and development agency with a team of 13 developers. Sam also hosts a podcast, B2B Made Simple; a great listen if you are a marketer at a B2B SaaS or tech company! After listening to today’s episode, visit Sam’s website for more information and to learn more about the service offered by 1Click Agency.
3 Fast Strategy Actions to Spark Revenue Growth with Jose Palomino || Ep 110
January 28, 2022 • 15 MIN
We kick off our 4 part series on fast actions owners can take to start driving more (and better) revenue growth. Today, we tackle high level strategy and readily attainable changes you can make. With these three small changes, you can change the trajectory of your business.
OWNER INTERVIEW: Taking on Established Giants... and Winning with Gilles Bertaux || Ep 109
January 26, 2022 • 27 MIN
What would you say if we claimed to know someone who is taking on Microsoft and Google as a start up... and winning? Our guest today is Gilles Bertaux , the CEO and founder of Livestorm.co. They are a cutting-edge video engagement technology. What’s interesting about them is that they went from being a scratch startup, to a growing business in a technology space that is dominated by some big names, including Microsoft and Google. Yet, they’re growing! As a first-time entrepreneur, Gilles co-founded Livestorm in 2016 along with Robin Lambert, Tom Forlini and Vincent Garreau. In 2020, Gilles raised $30M in series B to accelerate Livestorm’s presence in Europe and the US and scale its go-to-market strategies towards mid-market and Enterprise. Now 4,000+ companies trust Livestorm to organize their meetings, webinars or online events. Livestorm has been recognized by G2 as a Leader 2021 in the categories “webinar” and “web conferencing”. After listening to today’s episode, check out this article detailing the economic impact of Livestorm.
How to FIND Your Best Messaging with Tamsen Webster || Ep 108
January 24, 2022 • 24 MIN
If you've ever hit a writers block while trying to craft your brand + offer messaging, you can breathe a sigh of relief. We found just the person you need to meet. Today’s guest is Tamsen Webster, the author of the book, Find Your Red Thread. It's an important book around messaging; messaging that will make your offer to your marketplace or target audience more impactful for you. Tamsen honed her trademark Red Thread approach in and for major organizations like Johnson & Johnson, Harvard Medical School, and Intel, as well as with hundreds of individual founders, academics, and thought leaders.
Building an Intentional Sales Process with Jose Palomino || Ep 107
January 21, 2022 • 13 MIN
In our new Friday series led by Jose Palomino, we've tackled 3 of the 4 components of your competitive edge: customer alignment, value delivery, and marketing for lead gen. Today, we tackle the final piece. All of the work to get the first three elements in line isn't worth much if you don't have an effective system to convert opportunity to revenue. In normal words, we call this sales. After 30+ years of dedicated B2B sales experience, Jose lays out the levers he uses to build a sales funnel that is clearly documented, improvable, and most importantly, effective.
The Daily Discipline of Successful Entrepreneurs with Simon Severino || Ep 106
January 19, 2022 • 30 MIN
Our guest today is Simon Severino CEO and founder of Strategy Sprints. We are going to talk about daily, weekly and monthly habits that can drive real change and real growth in your business. Simon is an expert at this and he will share some practical tips and insights that you can apply today! Simon Severino helps business owners in SaaS and services discover how to run their company more efficiently, resulting in sales that soar. He created the Strategy Sprints® Method that promises to double revenue in 90 days by getting owners out of the weeds. After listening to today’s episode, visit Simon’s website for free resources or, if you are interested in doubling your revenue in 90 days, you can book a call!
How to Use KPI's to Drive Growth with Ray Rike || Ep 105
January 17, 2022 • 27 MIN
Today’s guest is Ray Rike of RevOps2. Ray is going to share insights with us about benchmarking, key performance indicators, and how to leverage the technology that's out there in new ways, so that you can get organized around some key metrics that will drive performance in the areas that you want to improve in. And to be clear, this isn’t information for only Fortune-500 companies; even small companies and startups can apply these principles to help drive more growth and help you become a healthier company. Ray has over 30 years of experience in subscription-based software, service, and SaaS companies. His passion for data-driven, metrics-informed decision making started with his selection to the GE Executive Management Development program. These experiences, coupled with his innate analytical orientation provides the foundation for his mission to enable companies to embrace a data-driven, KPI informed decision making approach to accelerate revenue performance. After listening to today’s episode, visit Ray’s website to learn more about Ray and RevOps!
Using Video to Power Your Growth with Vicki O'Neill || Ep 104
January 14, 2022 • 24 MIN
Today’s guest is Vicki O’Neill of vickioneill.com. Vicki is an expert in leveraging video, and by this I mean, using your every-day, low-cost, using-your-phone video, to advance your business’ communications. Today’s conversation will provide practical and powerful tools you can use today! Vicki works with entrepreneurs, small business owners and executive leaders who are stuck in their business and need someone as a partner to coach them to their next level of success. After listening to today’s episode, check out her free MasterClass, Cash-In on Video, specifically designed for entrepreneurs who want to see more sales. You can also check out her podcast, Connect the Dots. Each episode is packed with marketing tips and strategies!
How to Choose Your Best Customers with Justin Quinn || Ep 103
January 12, 2022 • 29 MIN
Our guest today is Justin Quinn, CEO of Focused On Machining. It’s a machine shop based in Colorado, but when he tells his story, you'll realize it's actually a leading edge idea lived out in a machine shop. Listen closely today for things around, differentiating in different categories, that you might not have thought could be differentiated; ways to compete against the Big Guys and win with better margins. Justin began his professional career in the Air Force where he spent 6 years as an Aircraft Mechanic on the C-17. As a flight mechanic, he traveled the world with a toolbox and a laptop and ensured the aircraft remained operational in locations like Afghanistan, Iraq, and even Antarctica. In 2016, Justin acquired Focused on Machining. Currently the President of Focused on Machining, Justin manages the day-to-day operations, business development, and strategic planning for the business. Justin has grown the company over 300% in the last four years with the addition of many new customers and pieces of equipment. Their primary growth sectors have come from the aerospace, defense and medical industries. After listening to today’s episode, visit their website to learn more about Justin and Focused on Machining.
Keys to Selling to Larger Corporations with Jessica Lorimer || Ep 102
January 10, 2022 • 28 MIN
Today’s guest is Jessica Lorimer. Jessica is the founder of an organization out of the UK called, Selling to Corporate, and of course, that is her specialty! For many of you listening, this is an area that you would really like some insight into: how to tackle the ever increasing challenges of successfully selling to large companies to further your success. Jess has over 15 years experience in sales and is the UK’s leading B2B sales expert. She has worked with over 10,000 entrepreneurs in the last seven years and is responsible for helping hundreds of entrepreneurs sell 5 to 6-figure contracts to corporate organisations across the globe. After listening to today’s episode, visit Jess’ website for access to her free Create a Corporate Revenue Stream webinar!
Marketing for Lead Generation with Jose Palomino || Ep 101
January 7, 2022 • 12 MIN
If you ask any business owner, what's the goal of your marketing? It's not website traffic, social media likes, and other vanity metrics. It's lead generation. Marketing for lead generation is the foundation of successful business growth. And it's about time our marketing made it happen. Jose Palomino sits down on the show today to walk you through how to re-align your marketing strategy with your need for leads.
The Power of Partnerships and Collaboration with Owner Darrin Mitchell || Ep 100
January 5, 2022 • 31 MIN
Our guest today is Darrin Mitchell. Darrin is president and founder of Mitchell Industries and, as importantly, he is founder of something you’re going to be hearing more about in the coming months, which is Manufacturing Masters, or as he likes to put it: “Netflix for Manufacturers”. Darrin will share about his journey and how he leveraged partnerships and innovation to grow a significant manufacturing presence out of Prince Edward Island, Canada despite geographic limitations and other challenges. Over the last 20 years, Darrin grew a very successful manufacturing business. He developed a worldwide marketing system with partners on six continents, patented intellectual property, a global supply chain and generated profits exceeding the industry average. Most impressive, he did it from a small remote Island in Canada. Not adjacent to the customers or supply chain- Darrin used social media, innovation and resourcefulness to create a new model for business. After listening to today’s episode, check out Manufacturing Masters, where you can receive advice, training and content developed just for manufacturers!
Leveraging the Right Sales and Marketing Data with Sky Cassidy || Ep 99
January 3, 2022 • 27 MIN
Today’s guest is Sky Cassidy of MountainTop Data. Today, we will talk about data: about how there are more opportunities to obtain quality data to expand and extend your marketing efforts, even as marketers in small to mid-sized companies. We will talk to Sky about the rules, laws, and best practices. Listen carefully if you’ve ever wondered, “how do we reach out to people in ways that are legal, ethical, and effective?” Sky Cassidy is a problem solver, tinkerer and lover of science. He was a founding partner in multiple startups; an event branding site, a photo sharing app, a dating story aggregator, a movie fantasy league, social media security, and more. After over a decade working in marketing and bouncing around the Southern California startup scene he settled in as CEO of MountainTop Data, a provider of marketing database services for B2B companies. After listening to today’s episode, register for a free account on Sky’s TopData Search platform and 1000 free record download credits! Also, check out his podcast, the “If You Market” podcast.
How to Beat Your Competitors by Keeping Promises with Jose Palomino || Ep 98
December 31, 2021 • 17 MIN
In The Competitive Edge Program, this is one of the most overlooked components. It starts with the question, "Are you delivering on the promises your marketing makes?" It can be all too easy for businesses to promise great results to attract customers, but retaining their business happens by delivering exactly what was promised. Today, Jose Palomino gives you practical instructions on how to align your value prop and value delivery to drive repeat business.
Want More Engagement? Humanize Your Content with Megan Thudium || Ep 97
December 29, 2021 • 24 MIN
Our guest today is Megan Thudium of MTC | The Content Agency. In this episode, we will talk about content and content strategies. Megan will present practical ways that companies without multi-million dollar content budgets can leverage content strategies to extend, develop, deepen and engage in relationships with your target customers. Megan Thudium is the founder of MTC | The Content Agency, a content agency working with B2B German brands expanding globally into the native-English North American market. Her agency infuses content marketing, SEO, and thought-leadership best practices to drive awareness, credibility, and leads through content marketing. She's an expert on all things B2B content marketing. Check out Megan’s podcast, B2B Content Corner Podcast. Topics discussed in this podcast are designed to help B2B marketing managers and entrepreneurs learn the needed actionable strategies & tips to make their content thrive.
Helping Owners Leverage Marketing Tech with Dan McGaw || Ep 96
December 27, 2021 • 26 MIN
Too many mid-to-large businesses still handle marketing like small business. If that's you, it's restricting your growth. The technology is there to help, but few businesses devote the bandwidth and expertise to leveraging it to their full potential. It takes intentionality and a strong knowledge of industry tools to implement it correctly. Enter our guest today: Dan McGaw of McGaw.io. Dan is a specialist in helping mid-market and large enterprises integrate and take advantage of all the marketing technologies available today. There are software and cloud-based applications that help engage your clients more deeply, have better relationships with them by increasing contact with them, and do it in a way that adds value to clients. Dan is an award-winning entrepreneur and speaker with 20+ years of experience in marketing technology and analytics. Dan was formerly the head of marketing at Kissmetrics and was head of growth at CodeSchool.com which was acquired by Pluralsight. Coined as one of the original growth hackers, and one of the godfathers of marketing technology, he has helped thousands of companies over his career. After listening to today’s episode, check out Dan’s book, Build Cool Sh*t, if you would like to improve your marketing efforts and create a powerful, flexible marketing technology stack.
The 4-Quadrant Value Prop Method with Jose Palomino || Ep 95
December 24, 2021 • 21 MIN
A value prop is the heart and soul of your business. If you can get it right, you've set the crucial foundation for maximum revenue growth. Jose Palomino has spent decades cultivating a powerful approach to crafting your Value Prop. The result is his 4-Quadrant approach. Listen in today for practical insights that will change the trajectory of your business.
Roadmap to Revenue with Kristin Zhivago || Ep 93
December 20, 2021 • 24 MIN
Have you ever tried to go somewhere new without directions? Your confidence in your sense of direction starts to wane as you realize it's not as simple as you thought it would be... Business can feel much the same way. The sense of I'll-figure-it-out bravado only takes us so far. At a certain point, we need some direction from someone who's mapped out the course to success. Today's guest is Kristin Zhivago literally wrote the book on the topic: Roadmap to Revenue. She is also the president and founder of Zhivago Partners. After our conversation, I can safely say that Kristin is an expert in the B2B buying process. In this episode, we will discuss the buyer’s mindset and how the buyers set the pace for how sales happen. As business owners and salespeople, we have to be in tune with that in order to adjust our sales and marketing efforts to listen to what buyers want and give them what they want in order to grow sales. Kristin has been helping CEOs and entrepreneurs increase their revenue for decades. Recently, Kristin and her introduced the concept of Mindset-Driven Marketing, a way to focus all your offers on the customer’s mindset when they set out on their buying journey. Matching the offer to buyer mindset results in a very rewarding result: increased sales.
The 4 Critical Pieces of Your Competitive Edge with Jose Palomino || Ep 92
December 17, 2021 • 15 MIN
What do you get when you boil down a few decades worth of first-hand, sleeves-rolled-up business growing experience? You get the 4 critical components of a genuine, powerful Competitive Edge. In business, you need a competitive edge that gives you the advantage even if it's a small one. Just like in the Olympics, they give 100% of the gold to the winner... even if they win by just a fraction of a second. In today's episode, Jose Palomino breaks down the 4 critical components of your business's competitive edge. We'll chat about what they are, and more importantly, how you can win by leveraging them.
The Best Pivots Are From Good to Great with Owner Justin Coutu || Ep 91
December 15, 2021 • 30 MIN
Our guest today is Justin Coutu, President of R&D Technologies. R&D Technologies are specialists in one of the hottest areas in all manufacturing: 3D printing. They do it at scale, they do it as a service bureau and have been doing it for awhile. We will discuss Justin’s journey in leading R&D Technologies and how his company shifted strategy to enter this market and leave behind another business that was already thriving. As President of R&D Technologies, Justin oversees all facets of management, including personnel and policy matters, internship programs and being actively involved in all sales efforts. R&D serves the needs of the manufacturing, consumer product, medical device, education, defense and industrial markets, and is a reseller of the Stratasys line of 3D printing and rapid prototyping systems throughout New England. After listening to today’s episode, visit R&D Technologies’ website for more information about Justin!
Navigating Family Businesses with Sara Stern || Ep 90
December 13, 2021 • 22 MIN
Today’s guest is Sara B. Stern of Family Business Minnesota. Sara has a particular interest in family-owned businesses. You know, because you might be in one, the unique dynamics of a family owned business. We will discuss how to lead a family owned business, how to set the vision for it, and how to keep it sane on Thanksgiving. As the former director of the Family Business Center at the University of St. Thomas and a trained coach and EOS Implementer, Sara has a unique ability to help family business owners create a plan to thrive for generations.
The Making of a COMPETITIVE EDGE with Jose Palomino || Ep 89
December 10, 2021 • 27 MIN
Ready for something new? Something hard hitting and straight to the point? Get ready to meet your host and the mind behind the show: Jose Palomino. Now on our 89th episode, we've interviewed some of the highest-impact thought leaders in the B2B space. We've chatted with everyone from Ian Altman to Marcus Sheridan about the secrets that help the best get where they are. Today, we launch a new Friday's series where you hear directly from Jose. After a few decades of sleeves-rolled-up research, Jose sits down to share with us his own insights, how he got them, and where they can take you. When you've finished today's episode, head on over to our new launch of The Competitive Edge Program to find more resources for growth-minded B2B owners.
Pay Yourself First with Rennie Gabriel || Ep 88
December 8, 2021 • 24 MIN
Today’s guest is Rennie Gabriel, the author of Wealth on Any Income. This episode is little bit of a change-of-pace, but the conversation is valuable if you are a business owner asking the question, “what’s next?”. Rennie is going to talk about what you can do today even if what’s next is 5, 10, or 15 years away. Rennie is an absolute tough-times to success story. Rennie Gabriel is an author, speaker, master financial coach, and founder of Wealth On Any Income. His passion is to support people in becoming financially free through imparting the principles and practices he used to achieve multi-millionaire status, and to raise philanthropists. After listening to today’s conversation, check out https://wealthonanyincome.com/tedx/ to learn more about Rennie Gabriel and his approach to creating more personal wealth.
Selling is NOT About Relationships? with Jake Dunlap || Ep 87
December 6, 2021 • 23 MIN
Our guest today is Jake Dunlap of Skaled.com. Jake is a sales expert. Although this term gets used alot, Jake brings a fresh perspective on selling in 2021 and beyond! Jake Dunlap is a successful global executive sales consultant (CEO of Skaled) who has used content as a valuable asset to drive growth for brands from Fortune 500 companies and other prominent entities. Driven by the desire to change the future of sales, the mission to upgrade old techniques and develop new strategies proves successful; Jake counts LinkedIn and Microsoft among his impressive 750+ client list. After listening to today’s episode, visit https://skaled.com to learn more about Jake Dunlap and how he can help your company accelerate growth.
Marketing is the Tip of Your Sales Spear with Victor Antonio || EP 86
December 3, 2021 • 24 MIN
Our guest today is Victor Antonio. Victor is a dynomite sales expert. We will be hearing some insights about what is changing now and what does a sales professional or sales team need to do to adapt to this new and fast changing world of sales. Victor Antonio earned a B.S. Electrical Engineering, an MBA and built a 25-year career as a top sales executive before becoming President of Global Sales and Marketing for a $420M technology company. He is a dynamic speaker and the author of 13 books on sales and motivation. His most recent book "Sales Ex Machina", focuses on how Artificial Intelligence is Changing the world of selling. He is also the founder of the SalesVelocityAcademy.com, an online sales training platform. Visit http://www.VictorAntonio.com to learn more about Victor and how he can help your business adapt to the ever changing sales landscape.
Is Your Customer Experience DRIVING Revenue Growth? with Dan Gingiss || Ep 85
December 1, 2021 • 24 MIN
Today’s guest is Dan Gingiss, The Experience Maker. We will discuss how you can turn your business into the kind of business people will want to do business with initially and continue doing business with over time. This is critical if you are going to grow your business. You can’t afford to be the leaky boat: a business that takes on new customers and loses them because they are unhappy with some aspect of dealing with your business. This is not all about customer service, but the entirety of how customers perceive dealing with you. If you’re in a tough competitive market, this is an opportunity to set yourself apart and create distance between you and your competitors and win more business. For more than 20 years, Dan has led marketing teams in nearly every marketing channel. He also served in multiple customer service and customer experience leadership roles. Dan combines his professional experience at brands like Discover, McDonald’s and Humana with real-life examples from B2C and B2B companies of all sizes to recommend actionable, profitable CX solutions. To learn more about Dan and how he can help your business, visit www.dangingiss.com.
Growing through Speaking and Thought Leadership with Tom Bailey || Ep 84
November 29, 2021 • 21 MIN
Our guest today is Tom Bailey of Succeed Through Speaking. Tom is going to talk about practical insights that anyone can apply if they have thought about using speaking, speaking platforms, and industry opportunities to extend your profile to become better known and share your experiences and expertise with those in your industry. Tom spent the first 25 years of his life becoming an expert in avoiding public speaking. However since overcoming this life-limiting fear of speaking and presenting, he has experienced first hand how people can succeed through speaking. Now, Tom helps other entrepreneurs, experts, coaches and consultants use speaking to raise their profile or gain new clients. After listening to today’s episode, visit https://www.succeedthroughspeaking.com to learn more about Tom and how he can help you find success through speaking!
Story Power: From Elevator Pitch to Elevator Story with John Livesay || Ep 83
November 26, 2021 • 22 MIN
Today’s guest is John Livesay. John is known as the Pitch Whisperer. He is an expert in helping sales professionals in the B2B environment use storytelling to their competitive advantage. Today’s episode gets into the nitty gritty of selling more effectively and how to gain new skills that might help you in your day-to-day activities or as you lead others that sell for you. John is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turns sales teams into revenue rock stars. His TEDx talk: Be The Lifeguard of your own life has over 1,000,000 views. After listening to today’s episode, visit https://johnlivesay.com/ to learn more about John and the services he provides!
Need Growth? Think Like a Start Up with Steven Hoffman || Ep 82
November 24, 2021 • 25 MIN
Today’s guest is Steven Hoffman, President and CEO of Founders Space. Steven works primarily with startups and in this episode, we will discuss how to think like a startup. Maybe your company has been in operation for some time and you wonder how your competitors come up with fresh, new ideas. If this is you, get ready! Steven will tell us how thinking like a startup is not only possible, but provide us with key steps in how to get there in your company. Steve Hoffman (Captain Hoff) is the CEO of Founders Space, one of the world’s leading startup accelerators, with over 50 partners in 22 countries. Founders Space was ranked the #1 incubator for overseas startups by Forbes and Entrepreneur Magazines. Hoffman is also a venture investor, founder of three venture-backed and two bootstrapped startups, and author of several award-winning books. These include “Make Elephants Fly” (published by Hachette), “Surviving a Startup” (published by HarperCollins), and “The Five Forces” (published by BenBella). After listening to today’s episode, check out https://www.foundersspace.com to learn more about Steven and Founders Space!
Mightier than the Sword: Using a Book to Market Your Business with Josh Steimle || Ep 81
November 22, 2021 • 24 MIN
Our guest today is Josh Steimle. Josh helps consultants, coaches, business owners, and leaders do something that many of you would like to do, but may be a little intimidated to do. And that is to write, publish and market a book. In the world of marketing, there are few strategies more impactful than a well produced and published book. Josh will share tips that you can implement to get your book into the marketplace in a way that positions you in the best way for your customers. Through his company Published Author, Josh Steimle helps entrepreneurs write and publish nonfiction books they can leverage to grow their businesses. He's a TEDx speaker and his writing has been featured in more than 300 articles in two dozen publications including Inc., Forbes, Fast Company, TechCrunch, CNN, and Time. After listening to today’s episode, visit https://www.publishedauthor.com/ to learn more about Josh’s company or tune in to his podcast, https://www.publishedauthor.com/podcast.
The Connected Future of Manufacturing with Eric Fogg || Ep 80
November 19, 2021 • 26 MIN
In today’s episode, we welcome Eric Fogg, Co-Founder of MachineMetrics. Eric manufacturers in the mid-sized market increase their ROIs on the machines they’re operating today. Eric will talk about what MachineMetrics does to help manufacturers and discuss his experience as an entrepreneur. Eric is a serial entrepreneur, and life-long manufacturing industry expert holding multiple patents. Eric is responsible for product strategy, customer integration and hardware development. After listening to today’s episode, visit http://www.machinemetrics.com to learn more about Eric Fogg and MachineMetrics.
The Secret to Wooing, Wowing, and Winning in Sales with Adrian Miller || Ep 79
November 17, 2021 • 27 MIN
Today we will be talking about some nitty gritty sales communication strategies with a real master of the art: Adrian Miller. Adrian has taken these ideas and simplified them in a way that is refreshing and easily implemented into your strategies. Adrian has been working with business and B2B selling for a number of decades and brings a fresh perspective to the conversation. She launched her sales consulting business 3 decades ago and since then has worked in nearly every industry and with companies large and small. She brings passion and enthusiasm to every engagement and is well known for her sense of humor and highly practical and results-driven approach that she takes with all of her clients. After listening to today’s episode, visit https://www.adrianmiller.com to learn more about Adrian and how she can help you optimize your return on marketing and sales investments.
Fix Your Sales Process, Not Just Your People with Liston Witherill || Ep 78
November 15, 2021 • 22 MIN
Today’s guest is Liston Witherill. Liston is an expert in the systematizing and improving sales processes. He does this in a way that is creative and realistic. After listening to today’s episode, you will walk away with pointers you can apply to your business with positive outcomes! Liston is curious about how people make decisions and why they do the things they do. That curiosity has led him to study politics, economics, psychology, and now he applies what he’s learned to sales and marketing. He’s trained teams at a multibillion dollar company, and has worked with independent consultants and small firms. Liston has also run his own firm. He’s done all of this to achieve one goal: to make 100 million world-class, ethical communicators who can effectively sell their best work and ideas. After listening to today’s episode, visit https://www.liston.io/about/ to learn more about Liston and how he can help you effectively improve your business outcomes!
OWNER INTERVIEW: How to Win Against Bigger Competitors with Bob Tippmann || Ep 77
November 12, 2021 • 22 MIN
Our guest today is Bob Tippmann. Bob is the CEO and President of Tippmann Engineering. They have developed some revolutionary technologies for the cold storage of food products around the world. Bob will discuss the power of smaller companies competing with the bigger competitors in meaningful ways. Bob is the President of Tippmann Engineering and also the co-inventor of the QFM In-Rack Freezing System. He enjoys building tangible products and machinery which can further the progression of an industry that will continue to grow. Tippmann Engineering (TE) specializes in the manufacturing of equipment for temperature controlled environments. TE is nationally recognized for the patented QuickFreeze In-Rack Freezing System for freezing and tempering palletized products. QuickFreeze drawthru air technology is proven to be the fastest way to freeze or temper a pallet. After listening to today’s episode, visit http://www.quickfreeze.com to learn more about Tippmann Engineering!
How to Leverage a Flexible Structure for Growth with Jeffrey Slater || Ep 76
November 10, 2021 • 21 MIN
Today’s guest is Jeffrey Slater of TheMarketingSage.com. Jeffrey has been a CMO of big companies and worked with a lot of small and mid-sized companies. He is the “chief listening officer”, which he will explain what that means, so listen to today’s episode to learn more about what that is! Jeff provides CMO/VP Marketing for services for hire by the week to help support a business that can’t afford a full-time marketing leader. Jeff consults, coaches and helps unravel marketing problems for clients. After listening to today’s episode, visit http://www.themarketingsage.com/ to learn more about Jeffrey Slater and the services he offers!
How to Grow Sales & Margins with Smart Pricing with Barrett Thompson || Ep 75
November 8, 2021 • 28 MIN
Our guest today is Barrett Thompson of Zilliant Corporation. Zilliant focuses on pricing technology. Today’s episode is a must listen because the principles we will talk about are applicable to any size company. It’s all about pricing smartly to win more and better business. Barrett leads the Business Solutions Consultant team, aligning Zilliant solutions to customer needs and promoting pricing and sales best practices among our customers. Over the past two decades, Barrett has built and delivered optimization and pricing solutions to Fortune 500 businesses in diverse vertical industries. Barrett is a frequent speaker and author on achieving rapid, sustainable profitability improvements through the application of pricing science. After listening to today’s episode, visit http://www.zilliant.com for more information about Zilliant and Barrett Thompson!
What's Keeping My SEO and PPC From Working? with Josh Greene || Ep 74
November 5, 2021 • 24 MIN
Our guest today is Josh Greene of The Mather Group . We are going to talk about a topic that seems mysterious to a lot of people: SEO, pay per click, how to really do those things effectively to generate new opportunities, leads and revenue. Josh has run The Mather Group for the last five years. They provide the digital expertise needed to help their clients understand, fix and improve their results in Google and in Wikipedia. They have worked with some of the largest Fortune 1000 companies, as well as five of the largest nonprofits in the U.S., popular media channels, the third largest network provider in the U.S., two of the largest manufacturing companies in the U.S., and many software companies. After listening to today’s episode, be sure to check out https://themathergroupllc.com to learn more about Josh and the services The Mather Group offers!
Advocate for the Outcome with Barry Goodman || Ep 73
November 3, 2021 • 23 MIN
On today’s episode, we welcome Barry Goodman of Birkdale Transition Partners. Barry is an advocate for the outcome. He helps owners define what they want to see happen with the biggest asset in their portfolio: their business. Barry helps owners recognize their business’ strengths and challenges, and what could hold it back or push it to the next level. Barry grew up in a business-owning family. His father was a distributor of electrical supplies and lighting fixtures in the northwest suburbs of Chicago. Through the experience of working in his father’s business, at a very young age, the challenges of being a family in business are ingrained in his soul. Having chosen not to go into his family’s business, he became a Certified Public Accountant and owned a CPA firm for over 20 years. Barry facilitated his own transition to be a founding partner in a firm that grew to become one of the most successful middle-market firms in Chicago. The lessons he learned from the business-owning families he served, grew a reputation for recognizing a business’ strengths and challenges and identifying what could hold it back or push it to the next level. Seeing business owners make good and poor business and transition choices fueled his passion for families-in-business. After listening to today’s episode, visit https://www.birkdaletransition.com/ to learn more about Barry and Birkdale Transition Partners!
Building Better Executive Dashboards with Layne Booth || Ep 72
November 1, 2021 • 23 MIN
Today's guest is Layne Booth of The Project Booth. Layne is an expert at setting up Executive Dashboards. You may have heard of them, or even have one yourself, but she is the real expert. We will dig into why an executive dashboard is important, how people go about setting them up, prioritizing what kind of information should go on them and how you would actually use it in practical, everyday life. With a background as an industrial engineer, Layne has over a decade of experience in manufacturing, supply chain, and sales and marketing companies. Layne has also spent a significant amount of time in the trenches, learning best practices in both process management and operations excellence. After listening to today’s episode, visit https://www.theprojectbooth.com to learn more about Layne and The Project Booth!
Yes, Your B2B Business NEEDS a Content Strategy with Connor Dube || Ep 71
October 29, 2021 • 24 MIN
Today’s guest is Connor Dube. Connor heads up a company, Active Blogs. Connor focuses on building out the strategy and content for B2B market development, lead generation and cultivation. Content is so important in the buying process, and really, the selling process. Buyers right now, are 80% through their buying process before they even make contact with potential vendors like you. So how you seed the field to make them more interested in working with you is a critical strategy that you have to embrace to be successful in the years ahead. Connor Dube is an Active Speaker, Entrepreneur, Founder of the B2B Mentors Podcast, Marketing Writer, and all around B2B marketing nerd. Starting his first oddball business at seven, Connor has gone on to create 8+ figures in sales, coached hundreds of business development leaders on Social Selling & Content Marketing. He has been featured on leading B2B podcasts, platforms, stages, and has even contributed course content to help colleges modernize their curriculum in B2B Sales & Marketing. With his current focus as Partner/Director of Sales & Marketing at Active Blogs, Connor assists B2B companies to get their content done and with their social selling strategies. Check out https://www.activeblogs.com to learn more about Connor and the services Active Blogs offers.
Owner Interview: Leadership During COVID with Daniel Allford || Ep 70
October 27, 2021 • 24 MIN
Our guest today is Daniel Allford of ARC Specialties. Daniel has built this business, since the 1980’s, into a local and international powerhouse in the world of manufacturing robotics. Daniel will share about his experience, what held his team together through some tough times and words of wisdom for fellow business owners. Daniel Allford has been the President and Owner of ARC Specialties for over 33 years. Dan was an early adopter of industrial robotics and turned his passion into an internationally recognized automation company. Dan holds several patents in the field of welding automation. He has grown ARC Specialties from a one-man operation into a 50-person team of engineers and craftsmen. After listening to today’s episode, check out https://www.arcspecialties.com to learn more about Daniel and his company!
How Great Business Leaders Get Unstuck with Barry Moltz || Ep 69
October 25, 2021 • 21 MIN
Today’s guest is Barry Moltz. Barry helps small business owners get unstuck when they’re in a revenue, operations, or productivity rut. Barry has made a specialization in helping business owners recognize the changes they need to make to get unstuck. As a small business expert, Barry Moltz gets owners growing again by unlocking their long forgotten potential. With decades of entrepreneurial experience in his own business ventures as well as consulting countless other entrepreneurs, Barry has discovered the formula to get stuck business owners unstuck and marching forward. As a small business expert, Barry applies simple, strategic steps to facilitate change. If you would like to learn more about Barry or would like to learn more about how he can help you get unstuck, check out https://barrymoltz.com.
Stop Hoping for Prospects Attention and Start Earning It with Cassandra Bailey || Ep 68
October 22, 2021 • 24 MIN
Today we are going to talk about something that I know many of us struggle to figure out where it fits into our priorities, how to get your head around it and how to use it in the field. And that is PR and social media; that part of communication that can seem a little fuzzy, but you know using it can be successful. Our guest today is Cass Bailey, CEO of Slice Communications and a real leader in this area. Cass will share with us some insights that you can take right from this podcast and immediately start applying to your business as you look to grow your business, markets and connect with your customers. Cass brings a wide variety of experiences to the communications strategies she develops for the firm’s clients. With a background in international politics, economics, and philosophy, communications has become her passion and she has been tapped by various industry associations and the media to share her insights and experiences in the field. She is also the founder of the nonprofit organization, Social Media Day PHL, which hosts an annual conference and provides programming for digital communications professionals on the East Coast. In her spare time, Cass writes a series of children’s books, including “My Mom is a CEO,” “My Mom is a Lawyer,” and “My Mom is a Doctor.” After listening to today’s episode, and if you are interested in learning more about Slice Communications and Cass, register for Social Media Day PHL!
Use "Revenue Multipliers" to Unlock New Growth with Adam King || Ep 67
October 20, 2021 • 26 MIN
This episode, our guest is Adam King of thinklikeafish.co.uk. Adam is a rare practitioner of marketing and sales for B2B and also that he understands that we look at the world systemically: we understand that your sales and marketing growth are not just a function of the obvious sales and marketing activities. Adam will share strategies that maximize leverage to grow your revenue. Adam is "The Captain” at Growth Consultancy Think Like a Fish, where he works with established B2B and Professional Service Firms to create breakthrough revenue growth by uncovering, then pulling the biggest growth levers hiding in their business. Adam is also the Host of The B2B Growth Think Tank, where each week he and his expert guests discuss growth strategies, ideas and insights, as well as helping another business owner on the “Virtual Hotseat” by masterminding actionable solutions to a specific challenge they're currently trying to solve in their business. After listening to today’s episode, check out thinklikeafish.co.uk for more information about Adam, his services, and his podcast!
How to Create a B2B Content Strategy that Wins with Lacy Boggs || Ep 66
October 18, 2021 • 22 MIN
Today’s guest is Lacy Boggs of lacyboggs.com. Lacy is here to share with us some sharp insights on content marketing and content marketing strategies especially for B2B companies. Lacy will also talk about how we should be thinking sideways when we build a plan for actually using content marketing to build an audience, to build a market, to actually get customers. Lacy Boggs is a content strategist, author of the bestselling Kindle ebook, "Make a Killing With Content," and the director of The Content Direction Agency. She helps small business owners create the content between launches that helps businesses grow, nurture, and prime their audience to be excited to work with you before they ever see an offer. After listening to today’s episode, check out Lacy’s website, lacyboggs.com to learn more about Lacy and the services her company offers.
OWNER INTERVIEW: Building Strong Teams in Challenging Times with Kevin Weber || Ep 65
October 15, 2021 • 25 MIN
Today we are going to be talking to Kevin Weber, CEO and Founder of Right Stuff Equipment. Kevin certainly has the “right stuff”. He is going to talk to us about what it takes as an entrepreneur-owner of a manufacturing business, to keep your head on a swivel, how to look for opportunities in difficult times, and how to go about the steps necessary to prepare for continued growth. Kevin has more than 22 years of experience in the food industry. Before founding Right Stuff Equipment, he was the CEO of Cereform USA, a division of Associated British Foods. Prior to that, he was with American Maize and Cerestar. After listening to today’s episode, check out rightstuffewquipment.com to learn more about Kevin and his business, Right Stuff Equipment.
Top Salespeople Solve (Not Sell) with Chad Sanderson || Ep 64
October 13, 2021 • 26 MIN
Our guest today is Chad Sanderson, Managing Partner of ValueSelling. ValueSelling has been in the business of training up sales professionals and have ventured into the area of how to make more effective communications happen within your organization and between other organizations. We will discuss what has been changing in the world of sales over the last two years, where it’s going and how you can adapt to these changes so that you can be ready for the challenges and create more value for yourself and your customers. Chad Sanderson is an award-winning sales, marketing and business strategy consultant with 20+ years of proven results in driving revenue growth, facilitating market expansions and building high-performance teams. Chad was introduced to the ValueSelling Framework over a decade ago and credits the methodology for his ability to consistently exceed quota. Within four months of applying the formula, he closed his first $1 million deal. Since then, he has trained his sales and marketing teams in the ValueSelling Framework, resulting in their ability to deliver record-setting results quarter over quarter. After listening to today’s episode, check out valueselling.com to learn more about Chad and the ValueSelling Framework.
Understanding KPI's to Optimize Sales Growth with Nigel Green || Ep 63
October 11, 2021 • 23 MIN
oday we are going to talk to somebody who is a true expert in B2B sales, in complex sales organizations - especially in companies looking for fast growth. His name is Nigel Green, author of the recent bestseller, Revenue Harvest, available on Amazon. We are excited to have Nigel on our podcast to talk about the complex sale and how to organize the new math of selling. Nigel has a track record of successfully developing effective sales teams. Over the last decade, he helped build two sales teams that produced $50M+ in annual revenue. A third sales team started at very little revenue and grew to nearly $10M annually. In 2018, Nigel began coaching and advising sales leaders and leading intimate, one-day workshops for sales teams that want to double their sales. If you are interested in learning more about Nigel check out his website, nigelgreen.co.
The Three "M's" of Complex Sales with Merit Kahn || Ep 62
October 8, 2021 • 26 MIN
Today’s guest is Merit Kahn, President and CEO of SELLect Sales Development. Merit is an expert in helping organizations get better at selling complex things. If you are involved in a sale that requires multiple meetings, complex proposals, engineering, and so on, then you will want to listen to this episode as Merit takes us through the changes that are happening in sales today, how to leverage technology more creatively, and some real examples of how to practically add value so that you can stand out from the crowd so that you can win more business. With more than 20 years of sales, sales management, coaching, training, consulting, writing, and speaking experience, Merit has worked with thousands of clients across multiple industries with one goal in mind… to grow sales and influence. Merit’s work experience and certifications in both Emotional Intelligence and cultural transformation give her a unique perspective for hiring, onboarding, selling, and retaining top talent. If you are open to a new way of selling: being selected by your clients rather than pushing your solutions, check out https://www.sellectsales.com to connect with the team at SELLect Sales Development.
How Entrepreneurs Think Differently with Jim Palmer || Ep 61
October 6, 2021 • 25 MIN
This episode’s guest is someone who is an expert in entrepreneurship and the entrepreneurial mindset. His name is Jim Palmer, the Dream Business Coach. Jim is the founder and creator of the Dream Business Mastermind and Coaching Program, creator of Dream Business Academy, and host of Dream Business Radio – a weekly podcast based on Jim’s unique brand of smart marketing and dream business building strategies. In 2016, after raising four kids and leading a practical and predictable life, Jim and Stephanie sold their home in suburban Philadelphia and now live full-time and travel on their yacht called “Floating Home”. While traveling up and down the east coast, Jim is busy building his legacy by teaching more entrepreneurs and small business owners how to take an ordinary business and turn it into a Dream Business so they, too, can live their Dream Lifestyle. After listening to today’s episode, check out https://www.getjimpalmer.com to learn more about how you can transform your ordinary business into a dream business!
Day 1 Principles for New Entrepreneurs with Chris Michael Harris || Ep 60
October 4, 2021 • 24 MIN
Today’s guest is Chris Michael Harris. Chris brings a unique perspective to this podcast because he works with people who are thinking about becoming entrepreneurs. What’s fascinating is that those principles that he will speak about, are things that apply whether you are looking to transition from that job into owning your own business or if you have been owning and operating your business for the last 20 years. Chris often wondered how he would fit into the world after school. After being dissatisfied with his “real job”, he built two multi-million dollar companies from the ground up, one offline and one online. Chris believes there has never been a better time to start your own successful, highly profitable, and tremendously rewarding business. Because of this, he started a school, called StartupU. If today’s episode inspired you to put your business plans into action, or you would like to receive more help in taking that leap of faith in becoming an entrepreneur, check out https://chrismichaelharris.com/ultimate-startup-checklist/.
They Ask You Answer Interview: Transformative Conversations with Marcus Sheridan || Ep 59
October 1, 2021 • 25 MIN
Our guest today is none other than Marcus Sheridan. Marcus is an expert in communicatio,n in sales, and professional development. In today’s episode, we will get deep into the topic of transformative communication; conversations that leave your audience better off than they were before the conversation started. Today, Marcus Sheridan is a highly sought-after international keynote speaker known for his unique ability to excite, engage and motivate live audiences with his simple, yet powerful transformational business approach.He has inspired thousands of audiences and helped millions of people from all over the world to achieve their own success with his “They Ask, You Answer” philosophy. After listening to today’s episode, check out https://marcussheridan.com to learn more about Marcus and to access a copy to his book, rated the #1 marketing book by Mashable, “They Ask, You Answer”.
How to Jumpstart Your Referral Pipeline with Stacey Brown Randall || Ep 58
September 29, 2021 • 25 MIN
Do you want to save time by not networking, prospecting or cold calling all the time? In today’s episode, Stacey Brown Randall. Stacy is a pre-eminent expert in something that should be pretty interesting to most of our listeners: how to get more referrals and make referrals a bigger part of your business. Stacy will explain that it’s not about being pushy or demanding but can be done systematically. She will also explain what referral ninjas do to get referrals on a more consistent basis and make up a larger share of their business. Stacy shows business owners how to grow their business with ease so they can focus on being the expert to their client’s expert instead of the “always hustling salesperson” stressed about where the next round of clients is coming from. When you are finished listening to today’s episode, check out https://www.staceybrownrandall.com to learn more about Stacy and her philosophy on gaining referrals!
The New Rules of Engaging B2B Prospects with Mario Martinez Jr. || Ep 57
September 27, 2021 • 25 MIN
Our guest today is Mario Martinez of Vengreso.com. Mario is going to talk about something we all have some challenges with: thinking about prospecting. We will discuss how to engage with new prospects as a business owner, a small business owner, or as head of sales. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Modern Selling Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. After listening to today’s episode, check out Vengreso.com for free sales training, help overhauling your LinkedIn profile, or to learn more about Mario.
How to Differentiate ANY Offer and Win with Lee Salz || Ep 56
September 24, 2021 • 26 MIN
In today’s episode, Lee Salz the author of, Sell Different. Lee will talk to us about some of the key principals of how the way you approach your selling can change the game meaningfully; even in commodity categories or if you sell a product similar to your competitors. Lee B. Salz is a world-renowned sales management strategist and CEO of Sales Architects®. When salespeople aren’t winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz. A recognized specialist in Sales Differentiation, Lee helps organizations win more deals at the prices they want. Working across all industries and sales types, he creates winning sales strategies for companies around the globe. After listening to today’s episode, check out https://www.salesarchitects.com for more information about Lee and Sales Architects!
Does Account Based Marketing Work for Small-Medium B2B? with Mike Maynard || Ep 55
September 22, 2021 • 24 MIN
Our guest today is Mike Maynard of Napier B2B. Napier B2B is a company based in the UK and they specialize in account-based marketing. This episode will unpack ABM and discuss why AMB might be exactly what you need, even if you’re in a small to mid-sized market without a ton of resources. Mike is a self-confessed geek who loves talking about technology. He believes that combining the measurement, accountability and innovation that he learnt as an engineer with a passion for communicating ensures Napier delivers great campaigns and tangible return on investment. After listening to today’s episode, check out https://www.napierb2b.com/technology-marketing/ for more information about Napier B2B and Mike Maynard.
How to Weaponize Your Phone for Predictable Sales with Alex Goldfayn || Ep 54
September 20, 2021 • 24 MIN
Have you ever wondered where you are going to get 20-30% growth from? Today’s guest is Alex Goldfayn. Alex is an expert in helping B2B organizations increase leads, bandwidth and additional opportunities with one simple core technique. A technique everyone can employ. There’s a lot of depth to Alex and in what he does. He has a new book coming out, Pick Up the Phone and Sell, that we will talk about as well that will help you master this key principal. He is one of the highest-rated and most sought-after sales speakers in the world, motivating sales teams, managers, executives, and owners to take simple action which will grow their sales. Alex teaches sales teams simple but powerful mindset shifts (from fear to confidence; from selling to helping) and behaviors (like systematically offering customers additional products and services) that lead to predictable and dramatic revenue growth. For more information about Alex and his latest publication, check out https://goldfayn.com/.
Owner Interview: Disruptive Innovation Isn't Just for Big Business with Ross Youngs || Ep 53
September 17, 2021 • 27 MIN
Today's guest is Ross Youngs, CEO of Univenture and a long time entrepreneur. He has successfully taken businesses from small investments to hundreds of millions of dollars in revenue. Today's we will be talking about disruptive innovation and how it's not a game that is only for the biggest companies like Microsoft or Apple but is actually something you can follow with a couple key steps. Ross has spent over 30 years inventing products, technologies and processes for a variety of industries, and holds over 75 patents worldwide. He is driven to innovate by a focus on what is better, faster and less expensive. Ross' recent major innovations include an R&D 100 Award for collaboration on biopolymer technologies. In 2009, Biosortia was awarded a $6 million ARPA-E grant for its algal harvesting technology, which helped lead to the development of Biosortia's drug discovery platform. After listening to today's episode, check out https://www.biosortia.com/ to learn more about Ross Youngs and Biosortia.
The 90-Day Marketing Cycle (Organized for Impact) with Tim Fitzpatrick || Ep 52
September 15, 2021 • 24 MIN
Are you making common and avoidable marketing mistakes? Have you wasted money on marketing that provides little or no return? Have you tried every marketing tactic and nothing seems to work? It doesn't have to be this way. Tim Fitzpatrick joins us in today's episode. Tim runs Rialto Marketing and works with coaches, consultants, and professional service firms; handling anywhere from a million to 5 or 10 million dollars. Tim brings a strategic view to the marketing process. At Rialto Marketing, Tim helps service businesses simplify marketing so they can grow with less stress by creating and implementing a plan to communicate the right message to the right people. If you would like to learn more about Rialto Marketing and Tim Fitzpatrick, visit https://www.rialtomarketing.com/.
How to Turn Your CRM Into a Powerful Tool for Growth with Gene Marks || Ep 51
September 13, 2021 • 23 MIN
Today's guest is Gene Marks of TheMarksGroup.net. Gene is a specialist in small and midsized company CRM. CRM is a lever to creating value for your business; now and as you look to exit. Having the right information and knowing how to act on that information is critical to your present and future success. Gene owns and operates The Marks Group PC, a highly successful ten-person firm that provides technology and consulting services to small and medium sized businesses. The Marks Group PC, launched in 1994, has grown to help more than 600 companies and thousands of individuals throughout the country. After listening to today's episode, check out Mark's upcoming events at https://www.marksgroup.net/events/.
How to Differentiate Your Customer Experience with Stacy Sherman || Ep 50
September 10, 2021 • 24 MIN
A thrilled customer is the most powerful marketing and sales strategy all at once. Shouldn't we be talking about customer experience a little more? Stacy Sherman thinks so, and she's joining us today to provide veteran insights on how CX can elevate the future of your business, inside and out. Stacy makes a seemingly mysterious thing like CX, practical, pithy, and actionable! Stacy’s mission is to help brands delight customers, meet their needs, and create superior experiences that build not just relationships but lasting, meaningful connections with people. Through her company, DoingCXRight, Stacy advocates for the humanization of business and delivers a framework rooted in the customer. Stacy’s approach aligns cross-functional teams from critical parts of the organization—sales, marketing, product, and leadership to allow stakeholders to deliver a customized customer experience that goes far beyond price of services or goods. To learn more about Stacy and DoingCXRight, visit https://linktr.ee/StacySherman.
Creating Meaningful Brand Visibility with Kerry Barrett || Ep 49
September 8, 2021 • 24 MIN
Our guest today is Kerry Barrett of Kerry Barret Consulting. Kerry is an Emmy Award winning reporter who helps other people - businesses, solopreneurs, consultants, professionals in the C-suite of large companies - get ready for their big moment on video and other media platforms. Kerry is among the best in handling this world of virtual communication. Kerry Barrett spent nearly 20 years as a broadcast news anchor, reporter and producer. She knows exactly what will make your story compelling and how to make sure your message and delivery are on point. Whether you are an expert, professional, vlogger, have dreams of becoming a YouTube star or simply want to release compelling video as part of your thought leadership series, digital content and marketing plan, Kerry will make sure you are your best self in front of whomever your target audience is. If you have an upcoming speaking engagement you need to prepare for and would like to receive coaching from Kerry, head to https://kerrybarrettconsulting.com/!
Getting Straight to the C-Suite with Dan King || Ep 48
September 6, 2021 • 19 MIN
Not every business is built on a high volume of transactions - some prospects take years of active courting and nurturing to convert. The key to those prospects is working your way up the C-Suite. The question is how do you get to the key C-Suite decision makers without getting lost in the endless layers of organization funnels? If only someone knew the key to cutting through the maze and connecting straight into the C-Suite... That's why today I want you to meet Dan King... Today’s guest is Dan King of Fireside Strategic. He will share with you some really powerful way to get to the C-Suite without working through a funnel. Dan typically works with B2B companies who sell at very high price points, who have spent years trying to sell to organizations but get stuck in the hierarchy of the company. Fireside Strategic helps sellers get right to the decision maker by building warm relationships with CEOs, influencers, investors, and high level decision makers. Dan has helped leaders understand and realize their potential, successfully transition careers, and augment their sales capabilities. He has worked with a Shark on the Shark Tank TV show, senior politicians, US army officers, and CEOs. Previously, Dan was a corporate lawyer. He realized he cared more about his clients’ leadership and human challenges than their legal challenges so he entered the coaching industry. If you’d like to learn more about Dan and Fireside Strategic, check out their website at https://www.firesidestrategic.com/sttcs.
How to Regain Power in Sales Situations with Bill Caskey || Ep 47
September 3, 2021 • 23 MIN
This episode's guest is Bill Caskey of billcaskey.com. Bill is a true master in the area of sales, sales development, and sales excellence. Today, we are going to learn why caring about a sale too much is exactly the opposite of what you should do if you want to close more business. Bill primarily works with VP of Sales, CEOs and their sales teams to develop skills in engaging clients, lead generation, and closing sales. Bill went from hating sales and thinking about a career change to becoming a sales author, trainer and coach who helps thousands of sales people world-wide by teaching them to master world-class skills and as a result, achieve world class results. After listening to today's episode, check out https://billcaskey.com/start-here/ to join one of Bill's programs geared specifically for the role you play in your organization.
Committing to Customer-First Selling with Todd Hockenberry || Ep 46
September 1, 2021 • 19 MIN
Today's guest is Todd Hockenberry of toddhockenberry.com. Todd is a specialist on the idea of customer-centric selling: how to align your organization with your best customer. Todd typically works with the "Walts" of the world. Walt is anyone who owns a privately run company in the B2B industrial and manufacturing spaces, but are stuck in making the transition from traditional marketing and sales to digital marketing and sales. As a result, these business owners have difficulties generating leads and closing sales. For over 12 years Todd Hockenberry has led revenue growth at B2B companies with a focus on manufacturing, technology, and capital equipment. Todd Hockenberry educates and helps B2B companies adapt to the new realities of Internet-driven changes in buying behavior. Todd has earned over 30 years of experience in direct selling and leading companies selling technology and capital equipment to companies in global industrial markets. If you'd like to learn more about Todd and the many services his business provides, check out https://www.toddhockenberry.com/.
Why "Farm Thinking" is the Key to Growth with Will Dukes || Ep 45
August 30, 2021 • 23 MIN
Our guest today is Will Dukes of SalesPartners. He is an farmer by education and training, but he is a marketing strategist in practice. Will works with small to mid-sized service companies; anyone from attorneys to arborists and anything in between. He brings a real refreshing perspective at looking at the big picture for small companies. Being raised on a farm, Will loves to watch things grow. Trained as a scientist, Will learned to methodically find the underlying principles in a situation and apply them to new circumstances. Later, as a teacher, Will's biggest reward was watching those flashes of realization – the “aha moments” – on the faces of his students, and seeing them put their new-found insights to good use. These are the things that still drive him today. With SalesPartners, Will teaches companies to grow. But not to grow simply for growth’s sake. Strategic growth – growth that is sustainable and purposeful. Growth that builds bigger companies capable of solving bigger problems and adding more value to the market place. If you are interested in learning more about SalesPartners and Will Dukes, check out https://salespartnersflorida.com/who-we-are/message-from-will/.
Tough Times Require Energetic Pivots with Rob Dube || Ep 44
August 27, 2021 • 26 MIN
Today's guest is Rob Dube, CEO and Co-founder of imageOne. Rob works with large companies with large office operations to make their operations work better. As you can imagine, there are real challenges in terms of commoditization and in terms of what our world has experienced in recent years. Rob will talk to us about how he has kept his team on track and continue to innovate. While successfully selling Blow Pops to their peers in high school, Joel Pearlman and Rob Dube, imageOne owners, learned a simple lesson: if you provide consistent, reliable service and the highest quality products, you will be rewarded with your customers' continued loyalty. Today, Rob's team supports businesses in creating a better office workflow by automating document process, securing print devices, and providing the latest tools and software that protects organizations from data breaches and cyberattacks. To learn more about Rob, imageOne, and the services they offer, check out their website at https://www.imageoneway.com/the-imageone-way.
Yes! AI Lead Gen Works for Small and Mid-Sized Businesses with Roel Hoekstra || Ep 43
August 25, 2021 • 27 MIN
Today's guest is Roel Hoekstra, CEO of Akela Partners. Roel is going to talk to us today about something exciting and cutting edge; and for companies smaller than what you might think! And that is Artificial Intelligence (AI) lead generation. It is real, doable, and available. Roel leads a diverse team of marketing professionals, data scientists, programmers, and customer service professionals committed to generating more and better sales ready leads for their clients. Roel is an expert in data analytics, artificial intelligence, identity resolution, marketing strategy, sales process engineering along with health insurance and employee benefits. Once you're finished listening to today's episode, check out https://akela-partners.com/ for more information about Roel, AI lead generation, and much more!
Influencer Marketing Isn't Just for Supermodels with Tom Augenthaler || Ep 42
August 23, 2021 • 25 MIN
Our guest today is Tom Augenthaler. Tom is a specialist in influencer marketing for B2B. Normally, when you think influencers, you think of TikTok, Instagram, you think of people selling fashion or sneakers. Well, it turns out, there is real application for influencer marketing in the world of B2B and even small companies can take advantage of influencer marketing; one of Tom's specialties. So if you are an owner of a branded product and you want to gain attention, even in niche industries, this episode is for you! Tom Augenthaler is the founder of 551 Media LLC, an influencer marketing consultancy that services clients around the world. Tom has been applying influencer marketing since 2007, and as a corporate consultant since 2009. Tom started in influencer marketing out of necessity. Due to economic decline in 2008, Tom needed to rethink how he would promote the products he was responsible for. The answer - blogging! After listening to today's episode, check out https://theinfluencemarketer.com/. You will find more information about influencer marketing, access to free materials, and can connect with Tom to learn more about the services he provides.
The Key Principles of Building a Business with Greg Knowles || Ep 41
August 20, 2021 • 26 MIN
Our guest today is Greg Knowles, CEO and founder of ATI Electrical Supply. Greg is a business builder and entrepreneur. He will share his story about how he built his business in three highly competitive markets and how he has used core values to build an environment of achievement, accountability, and positive work environment. In 2005 Greg Knowles had over 14 years of experience working for 3 different companies selling electrical equipment. Seeing a gap in the market, Greg took the leap and started ATI with the mission of building an electrical supply company committed to providing wholesale, comprehensive, smart electrical supplies and solutions for its customers. ATI has grown into what it is today - one of the best electrical suppliers in the Nevada, Arizona and Florida region! If you would like to learn more about Greg or ATI Electrical Supply, visit https://atielectrical.com/pages/about-us.
Selling the Outcome is the Key to Sales with Mark Boundy || Ep 40
August 18, 2021 • 21 MIN
Do you feel your differentiated products are not gaining the sales your product deserves or at the price you think your product could bring in? Today's guest is Mark Boundy of Boundy Consulting. Mark is an expert in B2B selling; especially in creating positive outcomes for your customers as a way to advance sales. Mark has grown businesses in a variety of industries, each time, by developing a deep understanding of his customer's world and then focusing on customer value. Mark helps his clients apply his powerful tools within a value-centered framework, helping them grow their business by focusing on the customer.  If you would like to achieve profitable growth, shorter sales cycles, more predictable results, and much more, visit Boundy Consulting at https://boundyconsulting.com/https://boundyconsulting.com/.
When You Need to Get Business Growth Going with Cheryl Beth Kuchler || Ep 39
August 16, 2021 • 23 MIN
Cheryl Beth Kuchler, is the CEO and founder of CEOThinkTank. Cheryl Beth works exclusively with owner-operators, family businesses, and people who are in the trenches and making things happen in their small to mid-sized businesses. Today, Cheryl Beth will discuss the prioritization that owners need to have in order to be successful. With over 30 years of experience, Cheryl Beth partners with small and mid-market CEO’s and C-level executives to create more valuable and sustainable companies. She has led strategic change initiatives, provided business advisory and coaching services to hundreds of small and mid-market companies and focused on providing a return on investment to every CEO with whom she has worked. After you listen to today's episode, visit https://www.ceothinktank.com/events/back-to-business-basics-scaling-up-roadmap/ to register for Cheryl Beth's upcoming virtual event, Back to Business Basics: Scaling Up Roadmap. The event is designed for business owners, CEO’s/C-Level Executives and their teams who want to want to grow their businesses without reinventing the wheel.
Building Actual Trust Through Webinars with Omar Zenhom || Ep 38
August 13, 2021 • 28 MIN
Today's episode will look at something that you might not have tried personally, but certainly have participated in: webinars! There seems to be two opinions on webinars - they're either a time-consuming gimmick that doesn't work as advertised... Or they're an invaluable lead generation tool that helps people "crush" it. The truth of successful webinars can only be found with the people who have already figured it out. Our guest today is one of those people. Omar Zenhom, Co Founder & CEO of WebinarNinja, leverages webinars to nurture trust-driven transactions. Today, he shares his experience-derived insights and tips to leverage webinars no matter what you're selling. After listening to today's episode, check out https://webinarninja.com/webinar-course-fb/ to get instant access to WebinarNinja's 7-part, step-by-step course on how to create, market and run successful webinars. Everything from choosing a topic, setting up the tech, to converting attendees into customers.
The Busy Executive's Guide to Feasible Fitness with Aleks Salkin || Ep 37
August 11, 2021 • 23 MIN
Does it ever feel like you spend so much time behind a desk that fitness feels like a far off dream? It affects more than your potential modeling career - it also impacts your productivity, focus, and general sense of accomplishment. That's why today's guest, Aleks Salkin, helps busy professionals achieve a more fit, focused lifestyle in 9 minutes a day. Aleks talks today about how to insert more energy and vibrancy into your life. Enjoy this unique episode as we help you finally cross those fitness goals off your crammed schedule! As a special thank you for listening to today's episode, claim a copy of Alek's e-book, "9 Minute Kettlebell & Bodyweight Challenge!" for free! Visit https://alekssalkin.lpages.co/9minutekbbwchallenge/ to claim yours.
Sparking Collaboration that Unlocks Innovation with Pat Schaeffer || Ep 36
August 9, 2021 • 19 MIN
Our guest today is Pat Schaeffer of Talent Strategy Partners. As a co-founder of Talent Strategy Partners, Pat works with organizations' senior executives to build and maintain a robust leadership pipeline through succession planning and leadership development. Her expertise is creating behavioral roadmaps to reinforce company culture and enhance organization effectiveness. In this episode, Pat will talk about collaborative leadership as the key to innovation. Drive and work ethic are not usually a problem for owners. However, identifying others with the same drive and talent can be a challenge. Pat works with owners to overcome the challenge of talent. She helps executives not just identify talent in their organization, but also create a meaningful system to develop that talent. Today, she shares her insights with us on how to do just that in your own business. After listening to today's episode, check out http://www.tsphr.com/about/patricia-schaeffer/ to learn more about Pat Schaeffer, Talent Strategy Partners, and the services they offer.
You Need Top-to-Bottom Messaging to Grow Your Sales with Jim Karrh || Ep 35
August 6, 2021 • 23 MIN
Do you struggle to communicate your company's message? Today's guest is Jim Karrh. Jim specializes in clearly communicating your company's marketing message the right way across all levels of business. Jim bridges gaps that often exist among leadership teams, colleagues, and markets. Top down communication is critical to any owner that's looking to grow their business. And we don't mean just in theory. Top down communication is strategic in its planning and intentional in its implementation. Jim Karrh is an expert when it comes to both the planning and implementation. Today, he shares his insight with us about how he helps owners change the trajectory of their organization through top down communication. Jim's clients receive many positive benefits such as higher engagement, stronger branding, and accelerated sales performance. Contact Jim if you are interested in learning more about his services by visiting https://jimkarrh.com/.
Brand Strategy IS Business Strategy with Jacqui Genow || Ep 34
August 3, 2021 • 23 MIN
How often does your branding get moved to the back burner? We've all been guilty of it at one point or another. Our guest today is Jacqui Genow; a brand-savy marketer who has learned to harness the power of branding to drive real revenue growth. Jacqui is a specialist in understanding the connection between your brand strategy and your business strategy. She helps business owners who seem to be stuck on a plateau break through to the next level. She's on the show today to give you tangible ideas to move your brand into your next steps of revenue growth. If after listening to today's episode, you realize that you are a business owner in need of a branding boost, get in contact with Jacqui by visiting her website, https://jgenowmarketing.com/contact/.
Engineering Next Level Growth with Chris Goegan || Ep 33
July 30, 2021 • 21 MIN
Our guest today is, Chris Goegan. Chris runs a company that focuses on engineered marketing; a way of building processes that help a business grow and obtain great results. In today's episode, Chris will explain what engineered marketing is and how it works in the real world. In fact, Chris is exactly the kind of guy you want to talk to if business growth feels like an uphill battle. He will share with us the 3 systems you need to scale your client acquisition beyond the $5M, $10M, or even $20M mark. More business streamlined for less effort - letting you focus on what you do best. We believe Chris' system has the potential to impact your business operations. You can learn more by checking out Chris' free guide, "3 Essential Systems" and connecting with Chris by visiting his website, https://www.chrisgoegan.com/.
Learning Fast as a Skill with Kendal St. Louis || Ep 32
July 27, 2021 • 23 MIN
Kendal St. Louis is a man of many talents, but one talent is the foundation for them all: learning fast. In the business world, few aspects resist change very long. Owners need to be able to ride the wave of innovation and keep up with new technologies, ambitious competitors, and an increasingly global market. Kendal is one who has learned to learn quickly, and his success as a business owner has followed. In today's episode, you will hear Kendal's inspirational story about starting his company, Ladnek, and how his ability to learn quickly helped him to become a successful business owner. I am sure you will enjoy as a business owner, entrepreneur, or someone who is looking to get some traction with your next great idea. After listening to today's episode, check out https://ladnek.com/about/ For more information about Kendal and his company, Ladnek. You can also follow Kendal on Instagram to stay up to date with him and Ladnek!
The Human Keys to LinkedIn Success with Susan MacConnell || Ep 31
July 23, 2021 • 19 MIN
Susan MacConnell has a knack for turning hesitant LinkedIn users into prospecting powerhouses. It's not gimmicks, it's real human connection based on simple principles you can use.
The Challenge of Changing Industries with Rami Belson || Ep 30
July 20, 2021 • 23 MIN
Today we dive into an innovative owner's journey including the challenge of changing industries. If you're thinking about an industry pivot, this conversation with Rami Belson is for you!
Scaling Up into Profitable Growth with Shawn Johal || Ep 29
July 16, 2021 • 24 MIN
If scaling was easy, everyone would do it! It's the perspective of leaders that makes the difference. Our guest today is Shawn Johal, a business coach who builds companies by building up their leaders. Today, he has insights that business owners need to hear if they want to tackle scaling their business profitably.
How Pivots Drive Growth with Erik Olson || Ep 28
July 13, 2021 • 27 MIN
"Pivot" is something far easier said than done in the business world, but the ones who pull it off come out in front. Our guest Erik Olson has made a career out of pivots that drive massive growth. From software to digital marketing to hyper specialized agencies, he's followed his entrepreneurial gut into bigger and better opportunities. He's here to share with us today how business owner's assess opportunities and make the right "pivot" calls to drive new growth.
The Power of Relentless Authenticity with Noah Katz || Ep 27
July 9, 2021 • 24 MIN
Our guest today has mastered a skill most business owners wish they could grasp - audience building. Noah Katz would describe himself as someone who refused to grow up and played with a lot of legos and video games. Along the way, he started a particularly unique hardware company. Now he has built a direct audience of over 250,000 followers who love his rejection of corporate "same-ness". Today, he wants to share with you how his willingness to be relentlessly authentic has enabled him to build a relational audience that drives his passion - and his business.
Creating a Systems Culture for Growth with David Jenyns || Ep 26
July 6, 2021 • 24 MIN
In 2016, David successfully systemised himself out of his business, one of Australia’s most trusted digital agencies, melbourneSEOservices.com. Through this process he became a systems devotee – founding systemHUB & SYSTEMology. Today, his mission is to free all business owners worldwide from the daily operations of running their business.
Don't Chase Bright, New, and Shiny with Emily Dalamangas || Ep 25
July 2, 2021 • 21 MIN
Emily Dalamangas is the founder and CEO of On the Map Marketing LLC (www.OnTheMapMktg.com) with expertise backed by 20 years of marketing experience, plus many trips around the globe. Emily believes it's important to get out, experience the world and use those moments to ignite fresh perspectives to enrich your marketing. The name 'On the Map' reflects both the influence of travel on her marketing projects and also the phrase "put on the map" which means to make something well-known – just like is done with marketing. On the Map Marketing offers Consultation, Copywriting, and Content development services for a wide array of clients in a number of industries.
Your Post-Transition Business Identity with Sean Hutchinson || Ep 24
June 29, 2021 • 27 MIN
Our guest today is Sean Hutchinson, Partner in the Ready for Next Advisory Group. Sean is a true thought leader in Business Value Acceleration and Transition-Readiness – Dedicated to Successful Transition Outcomes for Business Owners. Sean oversees a unique value accelerator program that includes in-depth discovery, seven “value domains” and decision support and their programs help owners act today to create options for tomorrow – making them Ready for Next. Sean is genuinely invested in his clients' success, working to give them the outcomes they desire and deserve.
The Real Finish Line is Client Outcomes with Ian Altman || Ep 23
June 25, 2021 • 25 MIN
Today, we welcome a legend in the sales and marketing world: Ian Altman. Ian Altman is the bestselling co-author of Same Side Selling. He's perennially recognized as one of the world's top 30 Sales Experts. He grew his prior business from zero to over $1 billion in value.
How to Not Fear Direct Prospecting with Wendy Weiss || Ep 22
June 22, 2021 • 22 MIN
When you get tired of hoping prospects fall into your lap, it's time to get comfortable with direct prospecting. If that's not what you wake up excited to do, then we have just the person for you to talk to! Wendy Weiss is the founder of the Salesology™ Prospecting Method that generates predictable sales revenue results. Wendy has helped 775 businesses increase qualified appointments and sales faster, more easily and more profitably.
They're Customers, Not Quotas with Alice Heiman || Ep 21
June 18, 2021 • 27 MIN
Alice Heiman inspires CEOs to elevate their sales organization to focus on customers to increase sales and the company's value. Alice strategizes with CEOs and sales leadership to grow and develop sales organizations and increase sales profitably. Alice guides CEOs in mastering the complex sale, shortening the sales cycle and building a sales plan that provides sustainable growth.
Breaking Through the $1M Mark with Brett Gililand || Ep 20
June 15, 2021 • 22 MIN
Brett is the Co-Founder and CEO of Elite Entrepreneurs, focused entirely on helping 7-figure business owners shift from entrepreneur to CEO. Brett has served in high impact, trusted advisor roles in both large and small organizations across multiple industries. Brett's specialty is helping businesses take the next step in increasing annual revenue.
Getting Unstuck Requires Thinking Big with Jon Dwoskin || Ep 19
June 11, 2021 • 24 MIN
Jon Dwoskin is a business coach, author, and speaker who specializes in helping successful business people get unstuck and grow their business. Jon has been called the "business whisperer" because of his uncanny ability to recognize factors that are limiting business growth potential. Jon helps business owners enhance, improve, increase, and evolve their business, as well as themselves, by leading owners away from their comfort zone and into an explosive new frontier of awareness.
5 Steps to Make Every Sale with Wes Schaeffer || Ep 18
June 8, 2021 • 24 MIN
Wes Schaeffer is The Sales Whisperer®, a self-proclaimed "pigheaded entrepreneur" who rehabilitates salespeople and trains their managers. He's a reassuringly-expensive copywriter, sought-after speaker, and marketing automation expert. He is the author of 2.5 books on sales, marketing, and CRMs, host of The Sales Podcast, host of The CRM Sushi Podcast, and he will help you grow by mastering the overlooked truth in life that to make any sale, you must make every sale.
Accountability and the Triple Bottom Line with Bill Prater || Ep 17
June 4, 2021 • 25 MIN
Bill is the CEO of Scaleology® and is a business owner, entrepreneur, publisher, author, speaker, consultant, and coach. He is best known for long-term success in enabling business owners and leaders to quickly eliminate personal barriers to rapidly reach their current dreams, and to embark on a journey of business mastery.
How to Scale as a CEO-Preneur with Bri Seeley || Ep 16
June 1, 2021 • 23 MIN
Google’s #1 Entrepreneur Coach, Bri Seeley, helps entrepreneurs create long-term, sustainable and scalable success… on their terms! Bri distills her 14-years of real-world experience into digestible, tangible tools to help entrepreneurs thrive and profit. Bri is a 2020 Stevie Award winner for both Coach and Woman of the Year, a member of the Forbes Coaches Council, and author of the best-selling book, Permission to Leap.
Sales and Healthy Skepticism with Amy Franko || Ep 15
May 28, 2021 • 25 MIN
What if you could look at your sales process and feel genuine confidence that it had what it takes to drive your growth? Wouldn't that be the dream? Today's guest, Amy Franko, is the best selling author of "The Modern Seller" and founder of Amy Franko Associates. She helps mid-market tech and professional service organizations ignite their sales using a combination of proven strategy and skill development programs.
A Smart Culture Saves Money and Grows Business with Ryan Englin || Ep 14
May 25, 2021 • 26 MIN
A tough truth many owners learn (and re-learn) is that their vision is only as successful as their team. It makes hiring the right people and creating a smart culture a critical part of your growth plan. At the same time, it's very often a critical point of failure for many owners. Culture can feel more complicated than spreadsheets and power points. That's why we are here today to talk with Ryan Englin, CEO of Core Matters. Ryan is a problem solver for businesses struggling to find "good people" to advance their vision.
How to Thrive in Changing Times with Meridith Elliott Powell || Ep 13
May 21, 2021 • 20 MIN
Named Top 15 Business Growth Experts To Watch, Top 41 Motivational Sales Speakers, and author of a new book, Thrive, Meridith Elliott Powell is passionate about helping her clients learn the strategies to turn uncertainty into competitive advantage.
Developing a Mindset for Sales Growth with Mark Hunter || Ep 12
May 18, 2021 • 22 MIN
Sales begin with your mindset. The mindset you have before a sale, determines what you will achieve from the sale. Mark Hunter is "The Sales Hunter" Author of A Mind for Sales and recognized globally as one of the top 50 sales and marketing experts.
Leveraging LinkedIn for Sales Conversations with Brynne Tillman || Ep 11
May 14, 2021 • 25 MIN
Brynne Tillman is the Founder and CEO of Social Sales Link, a training and advisory firm focused on the successful use of LinkedIn for advancing sales. Transforming the way sales professionals leverage LinkedIn to start more sales conversations.
Taking the Guesswork Out of Value Creation with Matt Coyne || Ep 10
May 11, 2021 • 25 MIN
Matt Coyne is the President of Brandywine Mergers & Acquisitions. He is a frequent speaker on M&A topics pertaining to privately held business transactions and has facilitated over 120 privately held business transactions since leaving the corporate world.
How to Test New Products with Jason Coleman || Ep 9
May 7, 2021 • 21 MIN
No one is a future teller - but with the right process and approach, you can come close! Having a reliable and effective approach to testing products can help you establish a successful future for your business... while avoiding disasters. Jason is CEO of Stranger Studios and Paid Memberships Pro. He is co-author of Building Web Apps with WordPress, and has been building websites for over 20 years.
Sales Enablement Technology for Smaller B2B Businesses with Patrick Baynes || Ep 8
May 4, 2021 • 23 MIN
Today, we talk about how smaller B2B operations can leverage leading sales technologies to accomplish accelerated revenue growth. More conversions. Better contracts. Patrick Baynes, CEO and Founder of Nerdwise, helps companies work smarter and grow faster by leaping forward to the latest marketing technology and systems to fuel their prospecting and lead generation efforts.
Thought Leadership Marketing for Business Leaders with David Newman || Ep 7
April 30, 2021 • 27 MIN
David Newman is the founder and CEO of DoItMarketing. David is a Certified Speaking Professional and member of the NSA Million Dollar Speaker Group. David is the author of the business bestseller “Do It! Marketing” and “Do It! Speaking.” David helps executives and entrepreneurs master speaking as the ultimate marketing tool, personal brand builder, and 1-to-many sales platform.
How to Grow by Design with Curt Snyder || Ep 6
April 27, 2021 • 22 MIN
Our guest today is Curt Snyder, CEO, and owner of Lancaster Products, based in Lebanon, PA. I've known Curt for years and have seen first-hand how he's applied best practices and principles to grow and thrive in a number of highly competitive markets.
The Right Business Model Drives Revenue with Mark Feffer || Ep 5
April 8, 2021 • 25 MIN
Our guest today is Mark Feffer is a veteran business owner and currently the FOUNDER, and executive editor of the HCM Technology Report. HCM covers the business of HR technology. Mark's aim is to keep readers ahead of trends by exploring technical developments, user behaviors, and organizational changes that impact their technology strategies, product development, and the financial performance of both customers and vendors.
How Preparing to Sell Your Business Makes You Money (Without Ever Selling) with Cliff Olin || Ep 4
April 8, 2021 • 22 MIN
We explore the principles of preparing to sell your business as the best way to ensure it's worth keeping! Clif Olin is Managing Director of Olin Capital and brings decades of practical and powerful experience and insights ideal for industrial business owners looking to maximize their primary asset: their business.
Using Emotion to Connect and Differentiate with Jerry Mainardi || Ep 3
April 8, 2021 • 23 MIN
Jerry's career has spanned a wide variety of contexts with a common theme. Musician, film maker, interactive development, insurance marketing, content developer, and more. In short, he's dug into the art of understanding human behavior. Now he brings his expertise to your business on the Revenue Throughput Podcast.
Creating Authentic Relationship Skills to Grow Sales with Ed Wallace || Ep 2
April 6, 2021 • 25 MIN
Ed joined AchieveNEXT as the Managing Director of Human Capital. Critically acclaimed as the leading expert on the power of business relationships, Ed speaks for companies and organizations around the world with a client list that is a Who's Who of Fortune 500 companies. He is the #1 bestselling author of The Relationship Engine and has written three other books on the power of relationship capital - Business Relationships That Last, Creating Relational Capital, and Fares to Friends.
What is Revenue Throughput? || Ep 1
April 2, 2021 • 11 MIN
It's the powerful revenue system behind the name - the Revenue Throughput System (RTS). RTS gives business owners a repeatable, step-by-step process to transform their businesses into powerful revenue machines. It empowers owners with everything they need for growth. Developed by Jose Palomino, CEO of Value Prop.