Business Growth On Purpose: Recent Episodes
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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.
Our guest today is David Valentine of Avadel. David is an expert in reaching out to get appointments. You'll want to listen carefully to today's episode if you operate in a B2B company where you need to get in front of the right decision-maker to drive your business forward.
Dave owns 7 businesses that have generated over ONE BILLION dollars collectively for over 1000 clients, including major brands and Fortune 100 companies like Target, Time magazine, and American Express.
At the age of 29, his doctor said, “Are you prepared for your heart
attack?” Dave realized he needed to learn how to scale his businesses without being overwhelmed by stress. His life depended on it. Dave now runs multiple companies from the mountains in a house by a river with three waterfalls.
After listening to today's episode, visit Dave's website. Dave has generously offered to meet with our listeners, free of charge, and to gift our listeners with a free E-course that teaches business owners to create outrageous offers for themselves and their customers.
In your B2B operation, is growth-driving PR a reality or a pipe dream?
For some owners who reach moderate success without PR, they start to adopt a hindered mentality: "I don't need PR to keep growing." The truth is a little different - to scale your growth, you need to scale your strategic brand awareness.
That's why Lindsey Groepper, President of BLASTmedia, joins us today. She's a specialist an helping B2B operations generate brand awareness that drives revenue growth in a powerful way.
In this episode, 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 - how you as an owner, can 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.
Our guest today is Tim Hughes, Co-Founder, and CEO of DLA Ignite. Tim helps organizations of all sizes figure out ways to create relationships and conversations that lead to sales.
Tim is universally recognized as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, Linkedin said he was one of the top 8 sales experts globally to follow and Brand 24 announced recently he was the 16th most influential person in marketing globally, based on measured social media influence.
He is also the co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. He has recently launched a second edition of “Social Selling - Techniques to Influence Buyers and Change Makers” which has been fully updated.
After listening to today's episode, check out the second edition of Tim's book, “Social Selling - Techniques to Influence Buyers and Change Makers”.
Today's guest is Aaron Marks, President of Aspire Marketing Group. Aaron will help us understand the practical first and next steps business owners might take in utilizing new technologies to grow their businesses.
Aaron has nearly two decades of marketing leadership expertise, focused on digital and inbound marketing.
From commercializing high-profile VC-backed startups to driving measurable growth at Fortune 500 companies, Aaron has helped companies of all sizes strategize and deliver marketing success.
Aaron has translated this expertise into practical and actionable insights for numerous audiences, including speaking at conferences, serving as a podcast guest, writing guest articles, and even serving as a faculty member at training institutions.
After listening to today's episode, visit Aaron's website to find a free playbook on how to double your lead generation.
It's easy to think that "strategy" is only a priority for your market leaders – the trends setters. But we believe that for small to midmarket brands, strategy is the key that unlocks growth on purpose. Today, we recap the strategy series we created to bring powerful strategy to midmarket businesses.
Today's guest is Dr. Michael Solomon, Professor of Marketing at Saint Joseph’s University in Philadelphia. Michael has published many books, including the bestselling book on consumer behavior in the world. In today's episode, we will talk about what's changed in consumer behavior in the last couple of years, in light of COVID, and even the trends that may have been happening before then.
Michael literally “wrote the book” on understanding consumers. Hundreds of thousands of business students have learned about marketing from his books including, Consumer Behavior: Buying, Having, and Being; the most widely used textbook on the subject in the world.
Michael advises global clients on marketing strategies to make them more consumer-centric. His latest book – The New Chameleons: How to Connect with Consumers Who Defy Categorization won the NYC Big Book Award in the Marketing/Sales category.
As a Professor of Marketing (in the Haub School of Business at Saint Joseph’s University in Philadelphia) and an industry consultant, Michael combines cutting-edge academic theory with actionable real-world strategies. Michael helps managers get inside the heads of their customers so they can anticipate and satisfy their deepest and most pressing needs – today and tomorrow.
After listening to today's episode, visit Michael's website for his new online course on Customer Engagement.
Many owners are concerned that when they sharpen their focus on a more specific ideal client, they might be leaving money on the table. It's a good question!
Narrowing your focus is only one part of the equation, focused on helping you convert opportunities at a higher percentage and gain better-aligned customers. Now, it's time to strategically expand your focus using that target customer.
We'll cover topics like:
- How to expand your relationship with your best clients
- How to identify new pools of ideal clients
Our guest today is Sebastian Schieke of Sebastian Schieke & Company GmbH.
Sebastian mentors CEOs from around the world in building their ability to enhance their team's capacity to be high performance organizations. In this episode, we'll discuss building a high-performance organization, developing people, and providing hope during tough times. Sebastian is an entrepreneur, CEO mentor and coach, business angel, and investor. He has founded, operated, and grown multiple 7-figure companies.
Sebastian invests in startups, mentors, and coaches CEOs, and helps them move their teams forward. His expertise comes from a wealth of experience, including some challenging times. He knows what it takes to be successful and how to get there.
After listening to today's episode, check out Sebastian's podcast, The High-Performance CEO. In each episode, you'll hear how to drive your business forward and develop a healthy and thriving work culture for your organization.
In this episode, Jose Palomino joins host Hannah to explore essential strategies for guiding B2B companies through revenue plateaus toward purposeful growth.
The discussion starts with a definition of revenue plateaus and an exploration of indicators of stagnation. Jose underscores the importance of diagnosing core issues, crafting a robust value proposition, and aligning marketing efforts with the strategic vision of the company.
Throughout their conversation, they delve into actionable insights on differentiating in competitive markets, highlighting the critical role of owner-led leadership, and strategies for effectively communicating trust and value to customers. Jose enriches the discussion with practical examples and anecdotes, ensuring business leaders gain a comprehensive understanding of navigating toward intentional growth.
Our guest today is Rocky Lalvani of Profit Comes First. Rocky is a profit specialist. He helps small, owner-led businesses figure out ways to increase profitability. He does this strategically with a perspective that comes from doing this for a long time and for many companies.
Rocky Lalvani serves as Chief Profitability Adviser for business owners. He teaches owners how to ensure they get paid and make profit a priority.
As a certified Profit First Professional, he implements Mike Michalowicz's Profit First System. We change the accounting formula of Sales - Expenses = Profit to Sales - Profit = Expenses. This ensures Profit comes first! However, it's not about money at all costs, people come before money!)
After listening to today's episode, visit Rocky's website to get two free chapters of "Profit" by Mike Michalowicz.
Our guest today is Marcus Sheridan, author of "They Ask, You Answer". Marcus is a leader in how modern selling has to adapt to today's buyers. We will discuss simple things you can do to navigate the simple fact that buyers are in control.
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 Marcus' website to learn more about Marcus and to access a copy of his book, rated the #1 marketing book by Mashable, “They Ask, You Answer”.
Today's guest is Steve Smith of GrowthSource Coaching. Steve is an expert coach for owners who are looking to transition back into a hands-on role in their business because they either want to grow their business, take it in a different direction, or rescue it. Whatever the reason, Steve is the guy who helps business owners figure out their why and connect with their people to create great results.
Steve is the owner of GrowthSource Coaching, an Orange County, CA-based business and executive coaching company that specializes in helping business professionals become extraordinary leaders, savvy business owners, and confident marketing strategists.
Steve’s sole mission is to help business professionals develop their clarity, confidence, and operating performance so they can play at their highest potential.
After listening to today's episode, check out Steve's eBook, "Ten Major Business Blind Spots".
Our guest today is Kristen Noelle of KN Digital. Kristen runs a digital marketing agency focused on empowering organizations leverage content through all the digital mechanisms available to us today. We will discuss practical strategies to approach this without being overwhelmed or blown out by budget demands. It's all about finding an authentic voice and connect with people in a way that markets will demand from anybody selling anything.
Kristen is a copywriter and digital agency owner, helping companies bring LIFE to their online presence — by showing up with a strategy, systems, and soul. She believes the best small business marketing centers on human-to-human storytelling and never losing sight of a brand’s essence.
Kristen partners with CEOs, startup execs, and solopreneurs to help them grow businesses that feel fulfilling and freeing. At KN Digital, she enjoys leading workshops around content marketing and customer acquisition through story-based sales funnels. An ex-digital nomad, Kristen is currently based in Maryland (just outside Washington, DC) and enjoys working with clients all around the world.
After listening to this episode, visit Kristen's website to schedule a free custom audit to learn where your marketing copy or funnel may be bleeding sales.
The ability to efficiently scale your business is one of the most technical skills business owners need to learn. The best way to learn? Listen to business owners who have already done it successfully.
Our guest today is Jan Cavelle, a veteran business scaler and thought leader. Jan is an entrepreneur from the UK who has a few decades of running micro and small businesses behind her. She is very familiar with all the challenges that go with that, having started one from the kitchen table when her children were small and she was a single mother, to go on to build that into a multi-million turnover business.
Jan has put her entrepreneurial experiences together with her passion for writing together a book aimed at helping entrepreneurs to grow their businesses during the big leap of 1-10m. The book is called Scale for Success and it is now out in the UK, the US, and Australia, published by Bloomsbury, and her 2nd will be out in the New Year 2023.
After listening to today's episode, visit Jan's website to learn more about her work.
In today’s episode, we welcome Ruth Klein, a seasoned expert helping high achievers and CEOs identify their unique differentiators to enhance their brand and profitability.
Ruth shares her expertise in overcoming momentum barriers that high performers often face, from mental fatigue to the overwhelming sensation of burnout. She discusses how action and self-leadership can transform productivity and drive business success. Moreover, Ruth delves into the importance of visibility in today’s market, emphasizing strategies like writing impactful books and engaging in joint ventures to break through the noise.
Tune in to hear Ruth’s actionable advice on maintaining momentum, the role of mindset in productivity, and how busy professionals can realistically achieve high visibility through thought leadership. Whether you’re an entrepreneur, CEO, or aspiring thought leader, this episode is packed with practical wisdom and inspiration to help you achieve sustained business growth.
After listening to today's episode, visit Ruth's website to learn more and to access her eBook, 5 Step Guide to Increase Productivity & Income!
Funding new businesses can feel like a high-stakes game. For some businesses, it's necessary to get off the ground, but it comes with great risk. It's why it's worth listening to someone who knows these waters if you're considering a funding option for the future of your business.
Our guest today is Tom Maze of Alteza Capital. Tom is an expert in helping startups get funded and get going. He's done it himself successfully and will talk to us about what investors are looking for. Now, if you're an established business, listen carefully because we will discuss some principles that apply to you as you look at investing in expansion.
Tom Maze is a serial entrepreneur. Currently building multiple businesses, Tom continues to work with like-minded entrepreneurs to create, develop, and scale innovative and impactful companies around the world.
After listening to today's episode, visit Tom's website to learn more about him and Alteza Capital.
In today’s episode, we are thrilled to welcome marketing guru Hannah Eisenberg. We will dig into the transformative shift in how buyers research and make decisions, emphasizing the growing preference for a seller-free experience.
Hannah shares some eye-opening insights on in-house marketing, equipping your team, and leveraging AI to stay ahead. If you want to regain control of your marketing and sales strategy, this episode is a must-listen.
After listening to today's episode, visit Hannah's website to learn more.
If you've been a business owner for more than 5-10 years, you know not all customers are good customers. Some are nightmares that strain your resources and limit your growth. Some are like jet fuel with amazing synergy and strong profitability. We all want the second one, right?
Strategy helps us identify exactly who that ideal client is and then build the business to attract THAT persona. Today, we're digging into how to target and attract clients that fuel your growth while avoiding bad fits that keep you from growing.
Today's guest is Tyler Robertson, Founder, and CEO of Diesel Laptops. Today's episode is not about diesel or laptops, but it is about solving business owners' problems that matter. We will discuss how Tyler has grown his business to be a real powerhouse in the industry and how he has navigated some challenging times to build a more cohesive team and accelerate growth.
Tyler Robertson is an industry game changer who quit his job 7 years ago and started Diesel Laptops. His company has grown to over $50 million per year in revenue with 200 employees, and still growing!
After listening to today's episode, visit Tyler's website to learn more about Tyler and his company.
Serious, scaleable growth isn't as easy as the early days of your business. You uncover that not all growth is good growth. You learn things like that the biggest customers aren't always the best customers and some contracts hurt your growth more than they help it.
That's why today, we're digging into the 4 KPIs that every owner needs to watch, each one a step further than the one before it. In this episode, we'll talk through how to accurately track and forecast:
- Revenue Growth
- Margin vs. Competitors
- Profitability - (more than your margin)
- Valuation Trajectory - how decisions now impact your exit plan
If you want to keep growing, you never want to be the biggest fish in the pond, right? You don't want to be the "lonely owner" who gets bogged down in their own echo chamber. Growth is best accomplished collaboratively, and that's why you need a sounding board.
Today's guest is Phil Fraser. In today's episode, we are going to talk about something every owner knows they need, but not every owner takes advantage of. Specifically, we will be discussing the importance of finding someone that can serve as a sounding board as you process the many issues you face as an owner of a business. Phil is an expert in this because he has lived the journey of a business leader leading to a successful exit. He focuses now as a business sounding board for owners in the SME category.
Phil went from a kitchen table start-up, with no investment, to a multi-million-pound sale to a PLC 18 years later. He has traveled the complete SME business journey. Phil now works with ambitious SME-owners as a Business Sounding Board (think somewhere between Business Coach, Business Mentor, and ‘personal NED’).
In simple terms, he is a pair of ears and an extra pair of eyes’ for SME Owners helping them to be better at what they do. Phil’s mantra is, "It doesn’t need to be lonely at the top".
After listening to today's episode, connect with Phil to learn more!
Hard work. Trial and error. Life long learning. These are a few of the qualities that make entrepreneurs successful. While they take time to cultivate, entrepreneurs like Ken Rusk of Rusk Industries are turning their attention to the next generation to help instill these qualities.
Ken is a successful entrepreneur who helps people figure out their next steps in their personal lives. In this episode, we're going to talk about how this connects to running a business successfully. He is the author of the book, Blue-Collar Cash, a New York Times Best Seller.
Ken spent his younger years digging ditches and working in construction. He never went to college. Instead, he made goals, planned, and worked hard for thirty years. Now, Ken is a very successful entrepreneur with multiple businesses and revenue streams.
Ken Rusk specializes in mentoring and has coached hundreds of young people in areas such as short-, mid-, and long-term goal setting, life visualization, career paths, and sound financial planning. He is passionate about helping people achieve their dreams regardless of their educational background or past.
After listening to today's episode, visit Ken's website to learn more about Ken and Rusk Industries.
For entrepreneurs, there is a world of difference between the words "could" and "did". The key to that difference? Procrastination. It's time to let your best ideas come to life and help grow your business on purpose.
Today's guest is Eric Twiggs, founding partner and president of The What Now Movement. In today's episode, we are going to talk about the discipline of now - the discipline of getting things done. We will discuss why we all struggle with that from time to time and some ways we can get into this discipline of getting things done so we can accomplish what we want to in our lives and our businesses.
Eric Twiggs' mission is to build high-performing entrepreneurs, authors, and career professionals, who are prepared for life’s unexpected curve balls.
He is the author of The Discipline of Now: 12 Practical Principles to Overcome Procrastination. The Discipline of Now has been recognized as a Global Top Ten Finalist for the 2020 Author Elite Awards in the category of Best Self-Help Book. This recognition was based on the combination of the following criteria: cover design, content, popularity, and social contribution.
As a Certified Life & Business Coach, Eric has conducted over 28,000 coaching sessions, helping executive leaders and entrepreneurs who have moved from feeling frustrated to finding fulfillment.
He has also led organizations of 500 or more people in corporate America and shared his message with corporations, associations, and congregations across the country.
After listening to today's episode, check out Eric's podcast, The 30 Minute Hour.
"Noise and shiny objects" sums up the way many business owners might describe the complex world of digital marketing. Our guest today serves as a guide to help connect business owners with the strategies they need to put their focus back on to growing their business.
Today's guest is TJ Murphy, CEO of Hite Digital in Bend, OR. In this episode, we will talk about what's changed in the world of digital marketing. We will discuss things you should be thinking about if you're looking to leverage digital marketing to create more opportunities.
TJ Murphy resides in beautiful Bend, Oregon, and is the owner of Hite Digital, where he and his team focus on serving businesses and empowering talented people. Hite provides web design, branding, and digital marketing services to businesses in every industry, empowering their growth through ROI-driven campaigns and strategies.
After listening to today's episode, visit TJ's website to schedule a complete digital audit of your current marketing efforts.
Culture can be your greatest asset as an owner – it multiplies the value of every team member when it's done right. It attracts better employees and keeps them longer. But how do you do that as the leader of your business?
Our guest today is Michael Sonbert, CEO of Rebel Culture. In this episode, we are going to talk about business culture because there's nothing more important in the world of business right now; especially in light of the recent changes that are occurring.
We will talk about practical things owner-leaders of businesses can do to ensure that their culture is a growth culture, a positive environment where people want to work, and want to work well to accomplish the goals you set for your business.
Michael Sonbert is a bestselling author, speaker, performance coach, educator, and the founder and CEO of Skyrocket Education and Rebel Culture. He’s turned his passion for educational reform into a global call to action for corporate leadership transformation. Using his own story of overcoming addiction, despair, and unfulfilled potential, Michael reclaimed his life and is committed to leading a Rebel Culture Revolution.
After listening to today's episode, visit Michael's website for a free 30-minute exploratory phone call!
In a perfect world, every person you hire would multiply the value of your team, not just add to it. With the right collaborative environment, you can take intentional steps in that direction.
Today's guest is Charles Fry, CEO of CODE Éxitos. Charles and his company are focused on bringing digital products to life. In this episode, we will talk about the modern workplace; how to get people working together collaboratively, and the challenges that presents for international businesses.
Charles Fry is a technology entrepreneur and investor who has launched and grown successful companies in e-commerce, logistics, and IT services.
He focuses on the human element of management and leadership to create opportunities and build something great from nothing. Charles' experience enables him to guide clients toward creating digital products that are attractive to investors and customers.
He is dedicated to making the world a better place through business and is most often found in the company’s innovation centers in Austin, Texas, Ann Arbor, Michigan, and San Pedro Sula, Honduras.
After listening to today's episode, connect with Charles on his LinkedIn profile!
Are you a little tired of promotions turning up with disappointing results? To be successful, promotions need to be creative and disruptive to be fully leveraged. Today's guest is an expert that can help you turn things around.
Today's guest is Swire Ho of Garuda Promo and Branding Solutions. Swire is an expert in the area of promotional products. In today's episode, we discuss how to strategically fit promotional products into your marketing mix and how to leverage some really creative ideas to stretch your budget and deepen your impact through promotional products.
Born and raised in Hong Kong, Swire immigrated to Los Angeles in 1996. He is a proud Chinese American who speaks Cantonese, Mandarin, and English. He trained as a sound engineer, working at recording studios and entertainment agencies before starting his own firm, Hellman Production, Inc, in 2003 in Los Angeles.
Swire and his team successfully produced attractive, personalized DVD and CD cases and custom merchandise like T-shirts, earning a Score award in 2009, for small business success. His business eventually grew so popular, that he decided to sell Hellman Production in 2013 to focus exclusively on the promotional product industry.
After listening to today's episode, visit Swire's website to check out his free inspirational guide for corporate kits and gift boxes and his podcast, The Small Business Show.
The lonely owner is one of the most common problems small to midsize businesses face. If you are struggling to get your team on board, today's topic du jour is for you.
Today's guest is Katie Burkhart of MatterPulse. Katie is going to help us see a different way of thinking about your business so you can create a different kind of energy. The key thought here is that if you want your team to follow you, you need to start thinking through the lens of "its' not about you!"
Katie Burkhart is the mastermind behind MatterLogic™, the simple system for running a purpose-driven business, and has quickly become one of the go-to experts in the space. She's a serial entrepreneur, book author, keynote speaker, and jargon slayer. She asks better questions to make the most of the time we invest in our work.
After listening to today's episode, visit MatterPulse and access MatterLogic™ or download a copy!
More often than not, critical pivots happen because of turbulence... and during turbulence. Smooth sailing is a luxury most owners never experience during times of pivoting. When it's time to pivot, owners need to know how to do it while in motion.
Today's guest is Sue Nordman, CEO of Obsidian Manufacturing Industries. Sue is leading a company that is an OEM of critical technologies that are used in modern manufacturing. In this episode, we will discuss what Sue has learned over the last two years about pivoting through difficult times.
Sue Nordman is the president of Obsidian Manufacturing Industries, Inc., a multi-brand manufacturer and grind shop in Rockford, IL. She uses her strong leadership skills to lead her team in the best direction each day, with high-quality manufacturing, integrity, and value for the customer motivating me each day.
After listening to today's episode, visit Sue's website to learn more about Obsidian Manufacturing
At ValueProp, we help business owners get unstuck when they hit a plateau in their growth. On this show, we bring in experts who can speak to common points that owners get stuck on, like lead generations. Our guest today is Jack Reamer of SalesBread, an expert in getting leads and booking appointments with potential clients.
Jack started SalesBread to help B2B companies get 1 lead per day, even if they've had a hard time getting cold prospects to engage with them in the past. He accomplishes this by using familiar platforms to get your ideal customers excited about your offer - even if you don't have a large sales team or extra time to spend on prospecting.
After listening to today's episode, visit Jack's website to learn more about Jack and his business!
Here at Value Prop, we have a specialization in working with industrial businesses. We've helped our fair share of clients in this segment, and we've interacted with the top thought leaders throughout the country.
But few bring the kind of expertise that we found when we met Tony Rogers. His business, Creative Mechanisms, is a national leader in Design for Manufacturing (DFM), helping businesses
- Solve critical design and prototyping challenges
- Increase profitability through design strategies
- Enter the do-or-die manufacturing stage with confidence in their design
If you're in a product-based business where design and manufacturing stages are challenging to navigate, Tony is a guest you cannot miss.
When you are done listening to Tony's episode, here is the #1 resource we recommend in all of the design and manufacturing space: Predictable, Profitable Products: A Decision Maker's Guide to a Reliable Product Process
Most business owners will tell you that who you know is just as important as what you know when it comes to growing your business.
You may be among the brightest in your field, but if you don't know how to meet new people (and the right people), your business will struggle.
Today's guest is Richard Blank of Costa Rica's Call Center. Richard is an entrepreneur who has built a full-blown business south of the border interacting with American companies with a bilingual call center. In this episode, he will share some insights into his journey, and what he sees happening in the business world, and as a special treat, we are going to get some "secret sauce" on making effective B2B calls.
Richard’s journey in the call center space is filled with twists and turns. When he was 27 years old, he relocated to Costa Rica to train employees for one of the larger call centers in San Jose. With a mix of motivational public speaking styles backed by tactful and appropriate rhetoric, Richard shared his knowledge and trained over 10,000 bilingual telemarketers. Richard Blank has been the Chief Executive Officer for Costa Rica’s Call Center since 2008.
After listening to today's episode, connect with Richard on his LinkedIn profile!
The current labor market has been turned upside down by inflation, interest rates, and every other squeeze possible. To be successful, owners need to know how to attract and keep the talent they need to succeed.
Our guest today is Lisa Ryan of LisaRyanSpeaks. Lisa is a specialist in recruiting engaging talent, especially in manufacturing.
We will discuss if the current environment is the new normal, or if we will snap back to what it was pre-pandemic. We will also discuss what you can implement to make your company more attractive for the future of your company as well as the people you already have!
Lisa Ryan, MBA, CSP, is a Certified Speaking Professional who helps organizations develop employee engagement strategies that keep their top talent from becoming someone else’s.
Lisa is a best-selling author of eleven books and a proud Cleveland native. She spent thirteen years in industrial sales including seven years in the welding industry – and yes, she does weld.
After listening to today's episode, check out Lisa's ebook, "To Have and To Hold: 101 Smart Strategies to Engage Employees".
For the businesses that survived the worst of this year's supply chain crisis, we're at a critical moment. In our recovery, do we go back to business as normal? Or do we learn?
We are excited to be joined by our guest today, Hugo Fuentes of The Owl Solutions. Hugo is an expert in supply chains. In this episode, we will discuss what is still happening, potential outcomes, and what you can do to improve your supply chain to foster growth.
Hugo is a passionate supply chain management expert, with more than twenty years of leadership experience managing various aspects of the supply chain, including sales forecasting, inventory management, direct procurement, and logistics.
He has worked for large midsize and large enterprises, in multiple geographies and industries, such as Consumer Packaged Goods, Natural Health Products, Aftermarket, and Industrial, in both manufacturing and distribution business models.
After listening to today's episode, check out Hugo's podcast, The Owl's Nest Podcast, a great listen for supply chain professionals put on by supply chain professionals.
"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.
Today's episode features an exciting guest: Lauren Goldstein, The Biz Doctor. In today's episode, we are going to talk about how to change your mindset to scale your business successfully.
Lauren Goldstein is the founder and CEO of Golden Key Partnership, a top business consulting firm that specializes in helping service-based entrepreneurs overcome obstacles in their business. She's known as "The Biz Doctor" and has over 12 years of experience advising Fortune 500 companies. Lauren's expertise lies in identifying the root cause of team and operational challenges so that businesses can scale sustainably and profitably. Her greatest strength is helping business owners become effective CEOs and leaders.
After listening to today's episode, check out Lauren's podcast, The Biz Doctor!
In our B2B strategy series, we've talked about identifying and finding your ideal customer so far. Today, we tackle the next critical step: connecting with your ideal customer.
We get into key questions like:
- Topics and questions your ideal customer cares about
- How to use digital strategies to scale your footprint
- Actionable steps to deepen connections and convert business
The key is no silver bullet – it's an articulate, intentional strategy. You can test theories and fine-tune your approach over time. Being "on purpose" is the best way to move forward.
What do you get when you mix a business anthropologist with international-scale influencers? You get a perspective you're not likely to find on your normal podcast!
Today's guest is cultural anthropologist turned business strategist Dr. James Richardson of Premium Growth Solutions. James is an expert in consumer packaged goods. This topic is a little off the beaten path of what we typically do here, but the lessons apply to marketing and strategy if you're in B2B.
He has helped nearly 100 CPG brands with their strategic planning, including brands owned by Coca-Cola Venturing and Emerging Brands, The Hershey Company, General Mills, and Frito-Lay, as well as other emerging brands such as Once Upon a Farm, Dr. Squatch Soap, Proven skincare, Rebel creamery, and June Shine kombucha.
James is the author of Ramping Your Brand: How to Ride the Killer CPG Growth Curve, an award-winning, best-selling business book on Amazon. He also hosts his podcast—Startup Confidential.
After listening to today's episode, visit James' website to check out his book, Ramping Your Brand: How to Ride the Killer CPG Growth Curve.
SEO is a topic that many owners think they need, but they don't understand it and got burned by expensive agencies in the past. Today's guest helps us to demystify the topic so you can either manage within your team or better understand the vendors you're considering.
Our guest today is Jeremy Poland of CEO and founder of DIY SEO. And yes, in this episode, we are going to talk a lot about SEO and how it's not necessarily a dark, deep mystical art but something that can be learned and understood.
Jeremy Poland is a seasoned marketer, with a backstory in church leadership & publishing. Struggling to support a growing family on one non-profit salary, he erected a digital agency from side hustle to family sustainer. With a specialization in SEO for Small Businesses, the proprietary “playbook” and data he developed led to the formation of DIY SEO!
Jeremy and his wife created DIY SEO to empower small businesses and marketing agencies to fulfill their SEO & backlink building with high-powered link intelligence and expert support.
After listening to today's episode, visit Jeremy's website to check out his top 20 backlinks.
What would you give for your sales reps to be able to sell during crunch time? When things get tough? If that's you, we have someone you need to hear!
We'd like to introduce you to our guest today Paul Reilly. One of the reasons we wanted him on the show is because he recently wrote a book titled, Selling Through Tough Times. He has insights on how to think about the adjustments and approaches you need to sell during tough times. We are always going to go through tough times but there's a way to be successful no matter what.
A professional speaker and sales trainer, Paul is the author of Selling Through Tough Times (McGraw-Hill 2021) and the co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018). He hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today’s sales professionals. Reilly is a long-time faculty member at the University of Innovative Distribution (UID) and holds the CSP (Certified Speaking Professional) designation.
After listening to today's episode, visit Paul's website and check out his book where you'll learn the right mental framework and the skills to thrive through the tough times.
Owners face a common challenge - chasing growth without losing what you've built so far. Today, we talk to a master manufacturer who is leading the charge into innovation while reinforcing their progress so far.
Our guest today is Justin Coutu, President of R&D Technologies. Justin has been our guest before, but we wanted to talk to him again because things are changing! His business has taken remarkable strides forward even since the last time we talked.
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!
Famous retail magnate John Wanamaker once said "Half my advertising spend is wasted; the trouble is, I don’t know which half." And without clear, understandable dashboards, business owners today hit the same issues.
Today's guest is Donna Dube, President of Productivity Plus. Donna's focus is something that I think every business owner should care about. In this episode, we are going to talk about how to set up dashboards and how to ensure you are getting the best bang for your buck.
Donna is a certified director of operations, who focuses on data & measurement. She works with established online entrepreneurs who are ready to make a bigger impact and maximize their profit by leveraging the power of their data without complex spreadsheets or math. Her motto is to make data way less dull and her client’s businesses way more profitable!
After listening to today's episode, visit Donna's website to learn more about her website dashboard minicourse!
The words "supply chain" served as a bit of a stick in the spokes over the last two years for businesses. For many owners, reactionary strategy was the name of the game. Now, having seen the massive disruption we are prone to, it's time for business owners to stop thinking "just in time" and start pursuing "just in case".
As a smaller to midsize engineering firm, most of your main competitors are much larger than you. Finding a way to be more pre-meditated in your company's direction is a discipline a business owner's critical role.
Our guest is Bob Tippmann, President of Tippman Engineering. Tippmann Engineering has developed some unique technology for cold storage, mostly for food products. Bob has shown the power of a smaller company competing with the big boys in meaningful ways.
Bob is 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.
After listening to today's episode, visit Bob's website to learn more about Tippmann Engineering and the Quickfreeze system.
To Listen to Bob's Last Episode: How to Win Against Bigger Competitors
The value of what you build as owner needs to continue beyond your leadership. While this transition isn't exactly easy, we talk to an expert who has done this successfully.
Our guest today is Rob Dube, former CEO, and founder of ImageOne.
In this episode, we will talk about Rob's journey as an owner and leader and as somebody who has transitioned leadership in his organization. Rob will explain how this transition has freed him to do more for his company and serve other entrepreneurs who are in high-performance roles and may be experiencing burn out.
From Blow Pops to Forbes Best Small Companies; Rob started his first business in high school selling Blow Pops out of his locker. While serving as co-CEO of imageOne, the company was recognized as a Top 25 Small Business in America on the list of Forbes Small Giants.
Rob helped guide the company with a focus on their purpose: to deliver genuine care that consistently drives extraordinary energy, actions, and experiences to every one, every day, every time. A unique approach to business that has driven the company to success in its industry. imageOne is simply the best at helping clients with technology solutions to optimize and manage print, automate business process, secure documents, and help ensure a safe and healthy work environment.
Rob is the Visionary/CEO of The 10 Disciplines for Managing and Maximizing Your Energy, a video-based journey that teaches people 10 fast, simple, powerful, and fully customizable disciplines to manage and maximize their energy and live an optimal life. He is the author of the best-selling book, donothing,™ the most rewarding leadership challenge you will ever take and the host of the Leading with Genuine Care retreat and podcast.
After listening to today's episode, check out Rob has extended a special offer to our listeners to help you take the next step in your journey forward.
The future of manufacturing isn't primarily in ideas – it's in the next generation. It's in the people and perspectives that craft those ideas.
Our guest today is someone who has helped blaze a trial into manufacturing, especially for talented young women. Her name is Meaghan Ziemba.
Meaghan is the founder of Z-ink Solutions and Mavens of Manufacturing. Mavens of Manufacturing is a group that focusses on encouraging young women to get into modern manufacturing and to call out that manufacturing is a promising career path for them to pursue.
In this episode, we will hear from Meaghan about what she does to help give a voice to manufacturers through content in the modern world of marketing.
Meaghan Ziemba is a brand storyteller and marketer for manufacturers with a B.A. and M.A. in Professional and Technical Writing. She has been writing for manufacturing since 2008.
She also hosts a video broadcast series called Mavens of Manufacturing. The series focuses on women in the sector with a mission to attract younger generations to join manufacturing or engineering career pathways to help close the skills and gender gaps.
After listening to today's episode, check out Meaghan's Mavens of Manufacturing to learn more about the wonderful work she is doing to promote manufacturing among young women.
Today's guest is Bruce Leto. Today is a special episode for me. I met Bruce many years ago at Villanova University when Bruce was a stellar student in my Entrepreneurial Marketing class.
At the time, Bruce was very successful in his corporate world, but he wanted to do something different. Over the years, I have seen Bruce build a practice of impact and importance for a specific target market which we'll discuss in this interview.
With nearly 10 years in sales and project management, Bruce Leto, Jr. has been a thought leader and expert designer in the media industry since 2017 - helping local businesses position for growth and success. Since then, Bruce has appeared as a Guest Lecturer in Economics at the Villanova School of Business & NYU, a Published Author in the American Journal of Arts Management, an Expert Blogger on UpCity, and a Finalist in the 2021 American Prize Competition.
Bruce's websites have won awards in internationally accredited venues such as WE Excellence, The Davey Awards, and UpCity (as well as having been featured on Yahoo! Finance). MBA with a Master's from New York University, Bruce believes in the intellectual approach to web design and marketing.
After listening to today's episode, check out Bruce's website for tips on building a responsive website for your business.
Today's guest is Kim Wolf, of Kim Wolf Consulting. Kim is a specialist in continuous improvement - specifically in the field of manufacturing business.
In today's episode, Kim will share some great ideas on how this moment in history, including tight supply chains and demanding customers, can be leveraged to create even more success.
Kim was born and raised in Pennsylvania and graduated from Pennsylvania State University with a BS in Mechanical Engineering Technology and Math. She has had a successful career, holding multiple managerial roles for several companies including Pepperidge Farm, Cambell's Soup, and later, as the Vice President of Operations and Director of Manufacturing for The Original Cakerie and McCormick Canada.
Now, Kim focuses her efforts as a consultant, developer, and partner. She offers consulting to manufacturers to share her experience in successfully using world-class tools and processes, including:
- World Class Maintenance programs
- JHSC and other safety initiatives
She also offers executive and middle management leadership coaching for companies who are investing in the long-term success of their leadership team.
After listening to today's episode, visit Kim's website if you are ready to bring these tools into your workplace to drive results, empower employees, and implement change through development and systematic planning.
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, Casey knows how to build relationships that drive sales growth. And if you can win the relationship, you can win the deal.
In this episode, we are going to cover key principles on how to show up and win the relationship. 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.
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.
Our guest today is Jacob Salem, Founder, and CEO of EZ Metrics. His focus is on digital marketing that is measurable to help grow business. In today's episode, we will go over four key fundamentals to growing your business on purpose.
Jacob Salem is an accomplished thought leader in the business and digital marketing space. He is helping people from all walks of life realize their dreams of financial freedom. He is dedicated to ensuring his clients have access to the best resources, insights, and strategies designed to help them reach higher levels of success.
His knowledge and years of experience have led him to develop a system based on six key principles: faith, love, loyalty, character, honesty, and integrity. As the Bible states: “Commit to the Lord whatever you do, and your plans will succeed” (Proverbs 16:3 NIV).
With Jacob as your coach, you can be sure you’ll have everything you need to achieve financial independence and create a better future for yourself!
After listening to today's episode, visit Jacob's website to learn more.
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.
Our guest today is Sean Glaze of Great Results Teambuilding. In this episode, we will talk about building cultures that will help you retain and attract people, and build a leadership environment so that you are building teams that are performing better and are happier doing so.
Sean Glaze is an author and leadership expert who has worked with clients like the CDC, John Deere, and Emory University to increase collaboration, boost productivity, and build exceptional workplace cultures.
Sean’s engaging conference keynotes and interactive team-building events help you develop more effective leaders.
As a successful coach and educator for over 20 years, Sean gained valuable insights into developing winning teams - and founded Great Results Team Building to share those lessons. Sean’s books, Rapid Teamwork, The 10 Commandments of Winning Teammates, and Staying Coachable are entertaining parables with powerful insights and takeaways for team performance and leadership development!
Visit Sean's website to access over 50 FREE team-building resources, teamwork articles, and useful links to become a more effective leader and build a more positive and productive team culture.
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.
Our guest today is Ken Burke, founder, and CEO of The EntrepreneurNOW! Network. Ken is particularly focused on delivering educational courses online, but not in the academic sense. Rather, Ken focuses on how this approach can be used to build closer connections with your prospects and existing customers.
Ken is a speaker, serial entrepreneur, mentor, and author. Ken founded MarketLive, a market-leading, enterprise-class eCommerce software platform used by major merchants generating $2b in online sales through the platform. He sold MarketLive to Vista Equity Partners in 2016.
Ken has taught well over 10,000 entrepreneurs how to successfully start and grow their companies. His courses are viewed by students all over the world. Ken recently published his book called, "Prosper: 5 Steps to Thriving in Business and Life".
After listening to today's episode, visit Ken's website for free resources!
In today's episode, Jose tackles the 4 best angles you can take to create clear, unique value for your best target customers. Jose covers the 4 pitches of:
- Your ROI story
- Making a time-saving impact
- Removing their hassle
- Being a risk mitigator
If you can sharpen any one of these angles, you can unlock the accelerated customer growth you have been looking for. Equipped with an articulate value prop, your ideal customers will find a faster, clearer answer to the question, "Why you?"
Today's episode introduces us to a business owner who is leading a company that tackles innovation, client experience, and technology all in a day's work.
Our guest today is Slava Podmurnyi. Slava is the CEO of a company called Visartech. They make custom software options available to a wider range of businesses, delivering great experiences for their end users.
If you're a small business, you may do everything off the shelf, but as you start growing, you might find you need something a little different. In today's episode, we will discuss custom software and Slava's entrepreneurial journey, and how he's built an international business.
Slava is the Co-Founder and CEO at Visartech, where he is responsible for the strategy and business development of a software product development agency. He drives the company’s business vision implementation. Slava is an expert in innovative technologies and shares his experience on various platforms, especially event platforms (G2 Reach, GFiT, etc.) and media platforms like Forbes.
After listening to today's episode, visit Slava's website to learn how he helps people & businesses!
The biggest problem with business strategy might be just how often it gets put on the back burner. If we're being honest, this is an even bigger problem when the status quo is calm. If there's no pain point to solve, business owners don't always look for strategic solutions.
But today, we're digging into why you need to keep your strategic vision active and evolving. Even when you're in peaceful stretches for your own business, the world around you is far less reliable. Change is coming, and you need to be getting stronger.
Join Jose today as he discusses decisions you can make to improve your company's horizon with sharper strategic vision.
In today's episode, we're diving into the crucial world of talent assessment, specifically, for hiring top-notch salespeople. In the world of owner-operator B2B, finding the right sales talent is pivotal to your success. Our guest today is Barbara Spector, an expert in identifying, acquiring, and developing sales talent to drive your revenue growth. She shares with us what she looks for when she helps businesses upgrade their sales team and reignite their growth.
Barbara Spector is a renowned sales force expert and founder of Smart Moves. With a degree from Boston University and certifications in over a dozen assessment methodologies, she is a sought-after consultant and speaker. Specializing in sales force retention and development, Barbara offers customized solutions for C-Suite Sales Leaders, aiming to accelerate bottom-line revenue. She has been a guest lecturer at Syracuse University and is recognized for her expertise in developing high-performing sales teams and executives for leading brands across the nation. Barbara is known for her engaging keynote presentations that inspire growth and operational efficiency in organizations.
For more information about Barbara Spector, you can visit her website here.
There’s a word that often gets treated a little differently in the small and mid-market, and that is the word strategy. In big companies and corporations, all they talk about is strategy whether it’s their go to market strategy, their branding strategy, or their product development strategy. That word has a lot of currency in those circles.
Yet in over 20 years of providing coaching and consulting for mostly small to mid-market business owners, mostly in B2B, I found that often crossing that chasm requires a strategic perspective. It sometimes gets a little pushback because for a lot of businesses that are a little smaller, the sense of needing a big strategy feels overwhelming.
I've seen this when small businesses bring in strategy, people who have done a lot of work in large companies. It just feels too big for a 10, 20, or 30 person company. So it's not that the owners aren't smart enough to know they need a strategic vision, but the way it's done is often just too big.
That’s why I want to talk a little bit about an approach that could be very useful. If you're a leader now listening to this, even if you're a leader in a Fortune 100 company, everything here will have great application. Especially if you're in a small to mid market B2B company, I believe this will be very useful to you.
Today's guest is Kristina Harrington COO and Co-Founder of GenAlpha Technologies. Kristina's focus is on the digital transformation of OEMs. While that sounds like a heady topic, it's very practical: it's all about how you, an OEM, support their customers with parts, add-ons, and configuration practically and compete with much larger companies. Kristina will explain how this is practical and how you can join the digital transformation revolution.
As an original founder, Kris joined GenAlpha Technologies full-time in 2013. Prior to joining GenAlpha, Kris worked for over 10 years in leadership positions at two large multinational manufacturing companies, Bucyrus International and Caterpillar.
Her responsibilities included working with internal stakeholders, dealers, and customers to deliver business results both in aftermarket and equipment sales. Along with the management team, Kris sets the Company’s vision and strategy and ensures GenAlpha delivers on the commitments made to each customer.
As an advocate of manufacturing, she is a thought leader in the manufacturing digital transformation space, sharing her knowledge and experience in blogs, webinars, and podcasts.
After listening to today's episode, visit Kristina's website to read her article, How OEMs Can Leverage eCatalogs for Aftermarket Success. Additionally, check out Kristina's podcast, a BROADcast for Manufacturers.
Is your approach to growth systematic? Is it a clearly defined process with targets, steps, and measurable outcomes? Today, we cut through the jungle of growth strategies and boil your strategy down to five simple questions.
Listen in to engage with these questions, and you'll the foundation of a strong growth strategy in 10 minutes!
Tax strategy might just be the unsexy topic that business owners need to be strategic about. Play it right, and you optimize your capital to grow. Play it wrong, and you can chop your growth plan out at the knees. That's why we need to talk to an expert.
Our guest today is Wendy Barlin of That's Deductible. Wendy is a CPA who has real knowledge on a topic that for any business owner is important. And that is: what's deductible?
In this episode, we will discuss how to manage your reporting in such a way, as to always do the right thing, but do the right thing for your business to give you added flexibility. Because we know, that this added flexibility can be reinvested into your business.
Wendy Barlin, CPA, is an author, professional speaker, and tax strategist. Wendy has spent her entire career helping people keep more of their hard-earned money with tax strategies and cash management plans.
Wendy is the owner and principal of About Profit (aboutprofit.com), utilizing bookkeeping, tax, and planning strategies, and helping business owners optimize cash flow and increase profitability. About Profit stands out from its competition through its unique fee model that puts people over profit.
Wendy is a published author. Her book, ”That’s Deductible! Simple Tips and Tricks to Find More Business Tax Deductions”, is available on Amazon.
After listening to today's episode, visit Wendy's website to check out several free resources.
If you're a manufacturer or an OEM or in other heavy industrial categories, then you know that energy is one of the biggest cost inputs in your world. It can affect your profitability in direct ways.
One could argue that it is the critical link in your supply chain.
Today, we dig into the visionary future of energy production with Hunter Bjork, Founder, and CEO of ISA Industries. He joins us to explore the future of energy and how it affects your business.
Hunter believes that all energy should be inherently sustainable, affordable, and decentralized. As the Founder and CEO of ISA, he focuses his energy on the exploration and development of new sources of electrical power.
After listening to today's episode, visit Hunter's website to learn more about ISA Industries and the exciting work they are doing!
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.
When it comes to your brand, virtue and growth aren't mutually exclusive. Especially when you know how to rally loyalty from like-minded customers.
Our guest today is Stuart Benton, President, and CEO of Bradford Soapworks. Bradford is a leader in solid personal care products, operating through B2B channels.
Their work has led them to embrace sustainability–or as Stuart says, "Doing well by doing good." And, as we will learn, that’s been 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 important initiatives for the company’s growth.
After listening to today’s episode, visit Bradford Soap to learn more about their sustainability efforts.
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 KPIs give you smarter insights into how your business is growing. These KPIs 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 KPIs he's seen inform faster, smarter business growth.
The #1 mistake business owners make when it comes to selling their business is waiting too long to start preparing their business for sale.
The key is focusing on high quality growth in your short term goals so that when it comes time to sell, your business is structured for maximum value to your buyers. That kind of growth is our topic today.
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.
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.
In this episode, we'll bust a couple of myths that might keep you from getting the resources you need to grow.
This episode is especially relevant to those thinking about an acquisition, expansion, and working capital. Brendan is going to walk us through a couple of key things that will help you grow your business on purpose.
Brendan helps business owners turn their dreams and goals into reality through creative financing solutions. He has over 15 years of lending experience and takes great pride in connecting with clients, seeing their visions, and offering them custom solutions through the SBA loan programs.
As a Business Development Officer with First National Bank Small Business Finance, Brendan focuses on commercial real estate, construction, practice transitions and expansions, change of ownership, and franchise start-up financing.
After listening to today’s episode, connect with Brendan by reaching out to him through LinkedIn!
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 PlanAfter 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.
Click Here for Your Free Strategy Consultation
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.
Lead generation is the lifeblood of any business, but it's also one of the hardest facets for business owners to lock in. If that's you, we have someone you want to talk to!
Our Guest today is Dave Meyer of BizzyWeb, a growth marketing agency in Minneapolis. In today's episode, we will talk about practical ways for you to create a lead generation platform online for your B2B company. We will discuss insights on how you can do this now, available technology and, the best part, how to do it for free!
Dave helps "high trust" businesses entering their growth phase to attract, engage and delight their audiences to close more deals. BizzyWeb brings leads and sales to our clients using inbound marketing, optimized websites, advertising, content, SEO, email and social media.
He is a speaker and trainer for Google and HubSpot, and spends much of his time training and sharing how to use technology to grow business and leads.
After listening to today's episode, visit Dave's website to register for free training and events designed specifically for marketers and revenue teams.
Our guest today is Noah Graff of Graff-Pinkert. In today's episode, we will discuss some interesting perspectives on how to make business work for you.
Noah is the host of Swarfcast, a podcast that helps professionals in precision machining excel in their careers.
For more than 10 years, he has been a used machine tool dealer, or "treasure hunter" as often calls it, buying and selling used equipment all over the world.
He is also a blogger and editor for the website Today's Machining World, directed at the precision machining community.
After listening to today's episode, check out Noah's podcast, Swarfcast!
Funding new businesses can feel like a high-stakes game. For some businesses, it's necessary to get off the ground, but it comes with great risk. It's why it's worth listening to someone who knows these waters if you're considering a funding option for the future of your business.
Our guest today is Tom Maze of Alteza Capital. Tom is an expert in helping startups get funded and get going. He's done it himself successfully and will talk to us about what investors are looking for. Now, if you're an established business, listen carefully because we will discuss some principles that apply to you as you look at investing in expansion.
Tom Maze is a serial entrepreneur. Currently building multiple businesses, Tom continues to work with like-minded entrepreneurs to create, develop, and scale innovative and impactful companies around the world.
After listening to today's episode, visit Tom's website to learn more about him and Alteza Capital.
It's easy to think that "strategy" is only a priority for your market leaders – the trends setters. But we believe that for small to midmarket brands, strategy is the key that unlocks growth on purpose. Today, we recap the strategy series we created to bring powerful strategy to midmarket businesses.
Today's guest is Aaron Marks, President of Aspire Marketing Group. Aaron will help us understand the practical first and next steps business owners might take in utilizing new technologies to grow their businesses.
Aaron has nearly two decades of marketing leadership expertise, focused on digital and inbound marketing.
From commercializing high-profile VC-backed startups to driving measurable growth at Fortune 500 companies, Aaron has helped companies of all sizes strategize and deliver marketing success.
Aaron has translated this expertise into practical and actionable insights for numerous audiences, including speaking at conferences, serving as a podcast guest, writing guest articles, and even serving as a faculty member at training institutions.
After listening to today's episode, visit Aaron's website to find a free playbook on how to double your lead generation.
Today's guest is Dr. Michael Solomon, Professor of Marketing at Saint Joseph’s University in Philadelphia. Michael has published many books, including the bestselling book on consumer behavior in the world. In today's episode, we will talk about what's changed in consumer behavior in the last couple of years, in light of COVID, and even the trends that may have been happening before then.
Michael literally “wrote the book” on understanding consumers. Hundreds of thousands of business students have learned about marketing from his books including, Consumer Behavior: Buying, Having, and Being; the most widely used textbook on the subject in the world.
Michael advises global clients on marketing strategies to make them more consumer-centric. His latest book – The New Chameleons: How to Connect with Consumers Who Defy Categorization won the NYC Big Book Award in the Marketing/Sales category.
As a Professor of Marketing (in the Haub School of Business at Saint Joseph’s University in Philadelphia) and an industry consultant, Michael combines cutting-edge academic theory with actionable real-world strategies. Michael helps managers get inside the heads of their customers so they can anticipate and satisfy their deepest and most pressing needs – today and tomorrow.
After listening to today's episode, visit Michael's website for his new online course on Customer Engagement.
In today's episode, we talk with Rick Heyland of CI4Life. Rick is a sales coach who specializes in assisting entrepreneurs who want to aggressively grow their businesses. In this episode, we will discuss his book, what it means to be a real rainmaker, and what it means to create value for your customer first so you can create value for your sales practice.
Rick is a Consulting executive with 35 years of experience in helping businesses improve and grow. He retired as COO of his consulting company 5 years ago and has since been consulting B2B entrepreneurs on how to scale their businesses in a self-sustainable way. He is the author of two books: "Live with Purpose- a step-by-step guide to living your best life" and "The Truth about being RainMaker-7 principles for Sales Excellence". Rick is also the host of a podcast, "CI4Life"
After listening to today's episode, take this free assessment and see how well you rank as a Sales RainMaker. Everyone that takes the assessment and subscribes to Rick's website will get a free PDF of his book: "The Truth about Being a RainMaker- 7 principles for Sales Excellence".
Many owners are concerned that when they sharpen their focus on a more specific ideal client, they might be leaving money on the table. It's a good question!
Narrowing your focus is only one part of the equation, focused on helping you convert opportunities at a higher percentage and gain better-aligned customers. Now, it's time to strategically expand your focus using that target customer.
We'll cover topics like:
- How to expand your relationship with your best clients
- How to identify new pools of ideal clients
Since I started Value Prop 20 years ago, one of the things that consistently comes up is why buyers should buy from you. Our guest today is Zach Basner of IMPACT. In today's episode, Zach and I will discuss the 5 big questions you and your company have to answer for prospective customers to build trust and predisposes them to what you have to offer them.
Zach Basner is a transformational agent of change. Zach trains sales, marketing, and leadership teams around the world to embrace a culture of inbound within their organizations, empowering them to become the most trusted voice in their respective industries.
A charismatic, highly sought-after keynote speaker and consultant, Zach is known for his singular talent for inspiring audiences — both on stage and in the boardroom. He challenges business leaders and teams to discover new ways to connect with their buyers, build trust, and, ultimately, increase revenue.
After listening to today's episode, visit Zach's website to learn more!
Today, we have a special episode featuring Jose's recent appearance on the Lifetime at Work podcast with Greg Martin. Together, they explored the unique challenges and opportunities that define the business owner's career. We hope you enjoy it.
Today, we welcome a legend in the sales and marketing world: Ian Altman. Ian Altman is the bestselling co-author of book, Same Side Selling, and is 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 with a tremendous level of integrity. Today, Ian travels the world sharing how to accelerate revenue growth with a modern to sales and marketing aligned with how buyers make decisions.
As a special thank you for listening to today's episode, Ian is offering free access to a portion of the Same Side Selling Academy. You can connect with Ian Altman directly on his LinkedIn profile and be sure to mention Jose Palomino.
Our guest today is Sebastian Schieke of Sebastian Schieke & Company GmbH. Sebastian is based in Frankfurt, Germany, but he serves clientele around the world. He mentors CEOs in building their own ability to enhance their team's ability to be high performance organizations.
In this episode, we will discuss what it takes to build a high performance organization, how to build up people, and how to give hope to people in your organization during tough times.
Sebastian is an entrepreneur, CEO mentor and coach, business angel, and investor. He has founded, operated, and grown multiple 7-figure companies.
Sebastian invests in startups, mentors, and coaches CEOs, and helps them move their teams forward. His expertise comes from a wealth of experience, including some challenging times. He knows what it takes to be successful and how to get there.
After listening to today's episode, check out Sebastian's podcast, The High-Performance CEO. In each episode, you'll hear how to drive your business forward and develop a healthy and thriving work culture for your organization.
Our guest today is Rocky Lalvani of Profit Comes First. Rocky is a profit specialist. He helps small, owner-led businesses figure out ways to increase profitability. He does this strategically with a perspective that comes from doing this for a long time and for many companies.
Rocky Lalvani serves as Chief Profitability Adviser for business owners. He teaches owners how to ensure they get paid and make profit a priority.
As a certified Profit First Professional, he implements Mike Michalowicz's Profit First System. We change the accounting formula of Sales - Expenses = Profit to Sales - Profit = Expenses. This ensures Profit comes first! However, it's not about money at all costs, people come before money!)
After listening to today's episode, visit Rocky's website to get two free chapters of "Profit" by Mike Michalowicz.
Today's guest is international marketing speaker, Vladimer Botsvadze of Botsvadze Marketing Solutions. Vladimer has become a thought leader in the world of business. In today's episode, we will discuss how successful companies are getting closer to their customers through the use of all the technologies that are available.
Vladimer Botsvadze is a world-renowned, digital transformation and social media influencer, Fortune 500 consultant, thought leader, futurist, professor, keynote speaker, startup advisor, C-suite mentor, and internet personality, who has always been at the forefront of fast-paced industries.
He has more than 15 years of international experience with a proven track record of guiding top executives and brands to initiate change, drive growth, and position brands as market leaders in their industries. He is currently ranked No. 1 Global Marketing Thought Leader by Thinkers360. Vladimer has become an advisory board member of RETHINK Retail. He is a judge at the Digital Revolution Awards in the UK and a member of the Marketing Judging Committee of the American Business Awards.
After listening to today's episode, visit Vladimer's website!
Our guest today is Daniella Genas of She’s The Boss International. Daniella works with entrepreneurs and owners looking to get to the next level. In today's episode, we will talk about the need for a practical vision and implementation steps to move you, the owner, from being the hub of every wheel in your company to being the leader of your company.
Daniella helps SMEs to transform their businesses. She has used her techniques, experience, and training to generate significant results among the companies she has worked with. Key metrics include increased turnover and profits, increased staff, the launch of new products/services, and increased brand awareness across several businesses, in a diverse range of sectors. Daniella launched her first successful business in 2007 and her second business in 2014.
She sold both businesses in 2015. In addition to her entrepreneurial endeavors, Daniella lists University Lecturer, Charity Trustee, radio presenter, and Visiting Industrial Fellow as roles in her portfolio career. Daniella’s current focus is empowering SMEs to build profitable, sustainable, systems-driven businesses.
With an MBA and Master's under her belt, alongside her entrepreneurial experience and formal business training, Daniella has a breadth of knowledge that has proven invaluable to the clients she works with. She has a proven track record of supporting clients to grow revenues by 6 figures.
After listening to today's episode, check out Daniella's website to learn how she can help you accelerate your business growth by up to 75%.
The ability to efficiently scale your business is one of the most technical skills business owners need to learn. The best way to learn? Listen to business owners who have already done it successfully.
Our guest today is Jan Cavelle, a veteran business scaler and thought leader. Jan is an entrepreneur from the UK who has a few decades of running micro and small businesses behind her. She is very familiar with all the challenges that go with that, having started one from the kitchen table when her children were small and she was a single mother, to go on to build that into a multi-million turnover business.
Jan has put her entrepreneurial experiences together with her passion for writing together a book aimed at helping entrepreneurs to grow their businesses during the big leap of 1-10m. The book is called Scale for Success and it is now out in the UK, the US, and Australia, published by Bloomsbury, and her 2nd will be out in the New Year 2023.
After listening to today's episode, visit Jan's website to learn more about her work.
All good things come to an end – like this marketing series. Today, we wrap up our twenty questions with questions about people and budgets. From influencers to staff to testimonials, Jose discusses five critical questions business owners ask about their marketing.
- What should my B2B marketing budget allocation look like, and how can I optimize it?
- How can I leverage my current staff to handle marketing tasks?
- How can I build and nurture relationships with B2B influencers or thought leaders?
- How can I create and leverage case studies and customer testimonials for B2B marketing?
- How can I align my sales and marketing teams to improve lead generation and conversions?
These questions can serve as a starting point for B2B owners looking to engage with marketing consultants and develop a successful marketing strategy for their businesses. The specific answers and strategies will depend on the unique goals, industry, and target audience of each B2B business.
Our guest today is Jacob Baadsgaard CEO and founder of Disruptive Advertising. In this episode, we will discuss the owner's role in a growing business, and how to maximize success in both business and personal life.
Jake is an entrepreneur at heart. He is a person who prioritizes relationships and enjoys learning from other people's life experiences. Jake actively works towards creating an environment where everyone feels seen, heard, and challenged to take the next big step on their life journey.
Check out Jacob's website after listening to today's episode.
Ready for another installment of our 20 Questions - Marketing Edition? This week, we are dipping our toes in the world of marketing tech, discussing platforms and strategies that many business owners struggle to grasp. From webinars to automation to data analysis, Jose is here to help break it down for you.
This week, Jose will cover:
- What are the best practices for creating and promoting B2B webinars or events?
- How can I improve my B2B branding and messaging to stand out?
- What role does marketing automation play in B2B marketing, and how can I implement it?
- How can I effectively use analysis to make informed marketing decisions?
- What are the current trends and emerging technologies in B2B marketing?
Our guest today is Kristen Noelle of KN Digital. Kristen runs a digital marketing agency focused on empowering organizations leverage content through all the digital mechanisms available to us today. We will discuss practical strategies to approach this without being overwhelmed or blown out by budget demands. It's all about finding an authentic voice and connect with people in a way that markets will demand from anybody selling anything.
Kristen is a copywriter and digital agency owner, helping companies bring LIFE to their online presence — by showing up with a strategy, systems, and soul. She believes the best small business marketing centers on human-to-human storytelling and never losing sight of a brand’s essence.
Kristen partners with CEOs, startup execs, and solopreneurs to help them grow businesses that feel fulfilling and freeing. At KN Digital, she enjoys leading workshops around content marketing and customer acquisition through story-based sales funnels. An ex-digital nomad, Kristen is currently based in Maryland (just outside Washington, DC) and enjoys working with clients all around the world.
After listening to this episode, visit Kristen's website to schedule a free custom audit to learn where your marketing copy or funnel may be bleeding sales.
Jose is back with Part 2 of our series 20 Marketing Questions where we dive into the top sales and marketing pain points we hear from B2B owners. In this second session, Jose covers questions 6-10 from our master list.
In this episode, we cover:
- How can I utilize social media effectively for B2B marketing?
- What are the key metrics I should be tracking to measure marketing ROI?
- How can I create a successful email marketing campaign for B2B clients?
- What is account-based marketing (ABM) and should I consider it for my B2B business?
- How can I optimize my B2B SEO strategy to rank higher in search results?
We hope you find these helpful!
Our guest today is Jim Rogers of Unbridled Revenue. Today we will discuss proposal techniques and Jim is an expert at crafting proposals that win. So get your pen and paper ready as we dive in!
Jim Rogers is the author of two books for the architecture and engineering industry. His latest is Becoming a Seller-Doer: Succeed at Business Development and Take Command of Your Career.
Civil engineering and architecture firms hire Jim to help them activate their seller-doers: their billable professionals who must engage in marketing and sales to help grow the company.
He is also a proposal consultant and short-list interview presentation coach who has helped clients win nearly 300 hundred million dollars in fees.
He may be the only person in the world to have seen Hank Aaron break Babe Ruth's home run record AND walk down the graduation aisle just a few steps behind Michael Jordan at the University of North Carolina.
After listening to today's episode, visit Jim's website to check out his book!
Welcome to our new series, 20 Marketing Questions where we dive into the top sales and marketing pain points we hear from B2B owners. If your sales and marketing have been stalled, it's time to break through with these 20 questions!
In this episode, we cover the first five questions:
- What are the most effective B2B marketing strategies for my industry?
- How can I generate more leads for my B2B business?
- What is the best way to target and reach my ideal B2B audience?
- How can I improve my B2B website's performance and user experience?
- What role does content marketing play in B2B lead generation?
We hope you find these helpful!
Culture can be your greatest asset as an owner – it multiplies the value of every team member when it's done right. It attracts better employees and keeps them longer. But how do you do that as the leader of your business?
Our guest today is Michael Sonbert, CEO of Rebel Culture. In this episode, we are going to talk about business culture because there's nothing more important in the world of business right now; especially in light of the recent changes that are occurring.
We will talk about practical things owner-leaders of businesses can do to ensure that their culture is a growth culture, a positive environment where people want to work, and want to work well to accomplish the goals you set for your business.
Michael Sonbert is a bestselling author, speaker, performance coach, educator, and the founder and CEO of Skyrocket Education and Rebel Culture. He’s turned his passion for educational reform into a global call to action for corporate leadership transformation. Using his own story of overcoming addiction, despair, and unfulfilled potential, Michael reclaimed his life and is committed to leading a Rebel Culture Revolution.
After listening to today's episode, visit Michael's website for a free 30-minute exploratory phone call!
The only constant is change, but the last few years have accelerated that change in a huge way. Businesses still have the same needs – growth being a critical one – but the methods have changed.
Our guest today is Joe Apfelbaum of Ajax Union. Joe is an expert on B2B marketing, but in particular, the proper and best use of LinkedIn, especially the advanced platform of LinkedIn to help sales professionals grow. In this episode, we will discuss what's happening in B2B marketing, what has changed, and what to expect in the future.
Joe Apfelbaum is the CEO of Ajax Union, a B2B digital marketing agency. Joe is a business strategist, marketing expert, and certified Google trainer. Joe is the Author of his new book, High Energy Networking, How to build relationships and get anything you want in life. Joe is a LinkedIn expert and trains hundreds of coaches, consultants & sales professionals each month with his courses and group coaching programs.
After listening to today's episode, check out Joe's 15-minutes-a-day networking course!
When it comes to small and mid-market manufacturing businesses, you need every person and process to maximize their potential. You need them to be constantly improving, but it's difficult to actually accomplish that kind of reality.
We are joined today by David Crysler of the Crysler Club. David is a specialist in the manufacturing world on continuous improvement and quality. In this episode, we will discuss effective problem solving when resources are limited due to supply chain issues, time constraints, labor shortages, and more.
Dave is the principal consultant of the Crysler Club and host of the Everyday Business Problems Podcast. Having spent nearly 20 years working for a publicly traded corporation that grew through acquisition provided Dave with the opportunity to grow several different businesses during his career. Entering entrepreneurship,
Dave quickly realized there was a tremendous need within small businesses to have access to the tools and support that were commonplace in a large corporation. It was during this time Dave developed his operations framework that he uses to solve everyday problems and free business owners from working in their business so it can grow.
After listening to today's episode, visit David's website for a free systems snapshot to assess where your business is at with your Planning, People, Process, and Technology.
If you're interested in hearing more from David, check out his podcast, the Everyday Business Problems Podcast. Each episode is a deep dive into a business owner or leader’s story to understand the person, their business, the challenges they’ve overcome, and the challenges they still face.
If you want to keep growing, you never want to be the biggest fish in the pond, right? You don't want to be the "lonely owner" who gets bogged down in their own echo chamber. Growth is best accomplished collaboratively, and that's why you need a sounding board.
Today's guest is Phil Fraser. In today's episode, we are going to talk about something every owner knows they need, but not every owner takes advantage of. Specifically, we will be discussing the importance of finding someone that can serve as a sounding board as you process the many issues you face as an owner of a business. Phil is an expert in this because he has lived the journey of a business leader leading to a successful exit. He focuses now as a business sounding board for owners in the SME category.
Phil went from a kitchen table start-up, with no investment, to a multi-million-pound sale to a PLC 18 years later. He has traveled the complete SME business journey. Phil now works with ambitious SME-owners as a Business Sounding Board (think somewhere between Business Coach, Business Mentor, and ‘personal NED’).
In simple terms, he is a pair of ears and an extra pair of eyes’ for SME Owners helping them to be better at what they do. Phil’s mantra is, "It doesn’t need to be lonely at the top".
After listening to today's episode, connect with Phil to learn more!
Hard work. Trial and error. Life long learning. These are a few of the qualities that make entrepreneurs successful. While they take time to cultivate, entrepreneurs like Ken Rusk of Rusk Industries are turning their attention to the next generation to help instill these qualities.
Ken is a successful entrepreneur who helps people figure out their next steps in their personal lives. In this episode, we're going to talk about how this connects to running a business successfully. He is the author of the book, Blue-Collar Cash, a New York Times Best Seller.
Ken spent his younger years digging ditches and working in construction. He never went to college. Instead, he made goals, planned, and worked hard for thirty years. Now, Ken is a very successful entrepreneur with multiple businesses and revenue streams.
Ken Rusk specializes in mentoring and has coached hundreds of young people in areas such as short-, mid-, and long-term goal setting, life visualization, career paths, and sound financial planning. He is passionate about helping people achieve their dreams regardless of their educational background or past.
After listening to today's episode, visit Ken's website to learn more about Ken and Rusk Industries.
For entrepreneurs, there is a world of difference between the words "could" and "did". The key to that difference? Procrastination. It's time to let your best ideas come to life and help grow your business on purpose.
Today's guest is Eric Twiggs, founding partner and president of The What Now Movement. In today's episode, we are going to talk about the discipline of now - the discipline of getting things done. We will discuss why we all struggle with that from time to time and some ways we can get into this discipline of getting things done so we can accomplish what we want to in our lives and our businesses.
Eric Twiggs' mission is to build high-performing entrepreneurs, authors, and career professionals, who are prepared for life’s unexpected curve balls.
He is the author of The Discipline of Now: 12 Practical Principles to Overcome Procrastination. The Discipline of Now has been recognized as a Global Top Ten Finalist for the 2020 Author Elite Awards in the category of Best Self-Help Book. This recognition was based on the combination of the following criteria: cover design, content, popularity, and social contribution.
As a Certified Life & Business Coach, Eric has conducted over 28,000 coaching sessions, helping executive leaders and entrepreneurs who have moved from feeling frustrated to finding fulfillment.
He has also led organizations of 500 or more people in corporate America and shared his message with corporations, associations, and congregations across the country.
After listening to today's episode, check out Eric's podcast, The 30 Minute Hour.
Today, we have a special episode featuring Jose's recent appearance on the Marketing the Invisible Podcast with Leadsology hosted by Tom Poland. If you've been frustrated, or stuck on a revenue plateau, this episode is for you!
In a perfect world, every person you hire would multiply the value of your team, not just add to it. With the right collaborative environment, you can take intentional steps in that direction.
Today's guest is Charles Fry, CEO of CODE Éxitos. Charles and his company are focused on bringing digital products to life. In this episode, we will talk about the modern workplace; how to get people working together collaboratively, and the challenges that presents for international businesses.
Charles Fry is a technology entrepreneur and investor who has launched and grown successful companies in e-commerce, logistics, and IT services.
He focuses on the human element of management and leadership to create opportunities and build something great from nothing. Charles' experience enables him to guide clients toward creating digital products that are attractive to investors and customers.
He is dedicated to making the world a better place through business and is most often found in the company’s innovation centers in Austin, Texas, Ann Arbor, Michigan, and San Pedro Sula, Honduras.
After listening to today's episode, connect with Charles on his LinkedIn profile!
Our guest today is Greg Martin. Greg spends time thinking about what business owners get out of owning and operating their businesses beyond the money. In today's episode, we will talk about Greg's story and his business adventures.
Greg is part of the founding team at Origin Merchant Partners, a boutique investment bank focused on mergers & and acquisitions and working with entrepreneurs of all kinds every day. He previously founded and operated a restaurant, catering, and food e-commerce business which he has since exited. In addition, he is the host of the Lifetime at Work Podcast, all about exploring the careers of different people with the pains, struggles, and the fulfillment they can bring.
After listening to today's episode, check out Greg's podcast to hear stories, consider a career change, or be curious about working for yourself.
In today's episode, we welcome Joanna Chanis. Joanna works with owners and leaders in a variety of industries, helping them find the clarity and focus they need to drive new growth.
Joanna Chanis, a professional mentor, catapults entrepreneurs and large-scale companies into a more productive and successful business life. With a 12-year corporate executive background running large teams and closing big deals, Joanna understands the pressure of hitting a target number. That’s why she created the Mindset Mentor Method, a manifestation-heavy process to help companies and entrepreneurs gain clarity and hyper-awareness of their goals. The key areas Joanna focuses on include health, philanthropy, relationships, and professional development, in that order. By putting intentionality into one area at a time, her clients can see steady results of abundance with deliberate micro movements.
After listening to today's episode, visit Joanna's LinkedIn profile to learn more!
Our guest today is Marin Davis of Local Collaborative. Marin is a brand and marketing specialist. In today's episode, we will focus on the power of branding and what branding means for smaller, owner-led businesses.
Marin Davis is the Founder of Local Collaborative, a branding and marketing agency that helps small businesses succeed by using simple, creative approaches and strong communication strategies. Marin and her team work closely with businesses to create a memorable brand that people will love. Once you're done listening to today's episode, make sure to check out Marin's website to discover effective marketing and branding strategies that will help your business stand out from the competition.
Our guest today is Scott Hoffman CEO and founder of JADE International. Today, we will discuss international business and the need for thinking through how to expand your business and add people.
JADE provides global freight and logistics services, as well as customs brokerage services, to its clients. They help their clients expand their businesses and cater to their suppliers and customers worldwide.
Once you've finished listening to today's episode, be sure to check out Scott's website. It's packed with useful resources for both importers and exporters, as well as helpful content to support international growth and sourcing.
Our guest today is Katie Burkhart of The MatterLogic Co. Katie is a skilled storyteller who understands the importance of connecting with potential customers through captivating narratives. In today's episode, we will discuss the use of storytelling to effectively communicate the value of your product.
Katie Burkhart is the mastermind behind MatterLogic, the only system for running a business in the value economy, and has quickly become one of the go-to experts in the space. She also writes WTP where she shifts your focus by asking, “What’s the point?” She's an essentialist thinker, Entrepreneur contributor, keynote speaker, and jargon slayer.
Once you've finished listening to today's episode, head over to Katie's check out her Substack, WTP. Furthermore, if you'd like to arrange a free 20-minute consultation with Katie, simply send her a message on LinkedIn and let her know you listened to her on our show today!
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.
In our B2B strategy series, we've talked about identifying and finding your ideal customer. Today, we tackle the a critical step: connecting with your ideal customer.
We get into key questions like:
- Topics and questions your ideal customer cares about
- How to use digital strategies to scale your footprint
- Actionable steps to deepen connections and convert business
The key is no silver bullet – it's an articulate, intentional strategy. You can test theories and fine-tune your approach over time. Being "on purpose" is the best way to move forward.
"Noise and shiny objects" sums up the way many business owners might describe the complex world of digital marketing. Our guest today serves as a guide to help connect business owners with the strategies they need to put their focus back on to growing their business.
Today's guest is TJ Murphy, CEO of Hite Digital in Bend, OR. In this episode, we will talk about what's changed in the world of digital marketing. We will discuss things you should be thinking about if you're looking to leverage digital marketing to create more opportunities.
TJ Murphy resides in beautiful Bend, Oregon, and is the owner of Hite Digital, where he and his team focus on serving businesses and empowering talented people. Hite provides web design, branding, and digital marketing services to businesses in every industry, empowering their growth through ROI-driven campaigns and strategies.
After listening to today's episode, visit TJ's website to schedule a complete digital audit of your current marketing efforts.
Today's episode features an exciting guest: Lauren Goldstein, The Biz Doctor. In today's episode, we are going to talk about how to change your mindset to scale your business successfully.
Lauren Goldstein is the founder and CEO of Golden Key Partnership, a top business consulting firm that specializes in helping service-based entrepreneurs overcome obstacles in their business. She's known as "The Biz Doctor" and has over 12 years of experience advising Fortune 500 companies. Lauren's expertise lies in identifying the root cause of team and operational challenges so that businesses can scale sustainably and profitably. Her greatest strength is helping business owners become effective CEOs and leaders.
After listening to today's episode, check out Lauren's podcast, The Biz Doctor!
Today's guest is Steve Smith of GrowthSource Coaching. Steve is an expert coach for owners who are looking to transition back into a hands-on role in their business because they either want to grow their business, take it in a different direction, or rescue it. Whatever the reason, Steve is the guy who helps business owners figure out their why and connect with their people to create great results.
Steve is the owner of GrowthSource Coaching, an Orange County, CA-based business and executive coaching company that specializes in helping business professionals become extraordinary leaders, savvy business owners, and confident marketing strategists.
Steve’s sole mission is to help business professionals develop their clarity, confidence, and operating performance so they can play at their highest potential.
After listening to today's episode, check out Steve's eBook, "Ten Major Business Blind Spots".
Our guest today is Jevon Wooden. Jevon is a powerful consultant on the area of leadership and personal branding. Today, we will discuss how to drive new performanc e to help your organization mature and grow.
Jevon is a dynamic business coach, speaker, author, and Bronze Star Recipient passionate about leadership, business strategy, effective communication, marketing, and technology, and helping motivated individuals and businesses achieve their goals.
Jevon's remarkable business growth and personal development ideas have been featured in top publications such as Entrepreneur, Fast Company, Foundr, Forbes, and Verizon.
After listening to today's episode, visit Jevon's website. Whether you are looking to scale your business, build your brand, or navigate the ups and downs of entrepreneurship, Jevon is here to provide the support, insight, and expertise you need to achieve your dreams.
Today, we have the pleasure of welcoming our guest, Lisa Smith, who is highly skilled in generating value in sales scenarios. Lisa guides individuals on how to create value in sales situations and conquer any negative thoughts that might hinder sales. During our discussion, we will explore the key aspects that you should keep in mind to steer your sales toward success.
Lisa is an esteemed sales coach and consultant who specializes in assisting female executives and business owners. According to Lisa, genuine transformation in one's career or business comes with a change in mindset about sales. Through coaching, consulting, and training, she works diligently every day to bring about revolutionary change. Lisa launched SMITH Co. in June 2020, becoming a "COVIDpreneur." Despite the challenging economic climate, she managed to surpass six figures in her first year. With 30 years of experience selling B2B services in various economic situations, Lisa has amassed a wealth of diverse experiences. She understands her clients' challenges inside out because she has been in their shoes herself.
Once you finish listening to today's episode, feel free to check out Lisa's website for additional information.
Today we have Lisa Scott as our guest. She is the owner of a company that assists in contract management during stressful scenarios, such as mergers and acquisitions. This topic is significant for individuals who plan to sell their business in the present or near future. We will cover ways to prevent obstacles that may hinder a successful deal conclusion.
Lisa is a dynamic and experienced entrepreneur, business strategist, people developer, and licensed attorney in California. She has a wealth of knowledge in building successful alternative legal services companies, drafting and negotiating contracts, implementing strategies, developing partnerships and portfolios, managing supplier diversity and sourcing operations, and overseeing contracts and suppliers.
Once you've finished listening to today's episode, be sure to check out Lisa's website for further information!
More often than not, critical pivots happen because of turbulence... and during turbulence. Smooth sailing is a luxury most owners never experience during times of pivoting. When it's time to pivot, owners need to know how to do it while in motion.
Today's guest is Sue Nordman, CEO of Obsidian Manufacturing Industries. Sue is leading a company that is an OEM of critical technologies that are used in modern manufacturing. In this episode, we will discuss what Sue has learned over the last two years about pivoting through difficult times.
Sue Nordman is the president of Obsidian Manufacturing Industries, Inc., a multi-brand manufacturer and grind shop in Rockford, IL. She uses her strong leadership skills to lead her team in the best direction each day, with high-quality manufacturing, integrity, and value for the customer motivating me each day.
After listening to today's episode, visit Sue's website to learn more about Obsidian Manufacturing
Today's episode features a recent interview hosted by Allison DeFord from Manufacturing Masters.
In this episode, Jose discusses four things that will help you realize you need a strategy even if your orders are up 20% year over year.
- Top-line growth (strategically)
- Margin (reduce your risk exposure)
- EBITA-Net Profitability (staying in control; being proactive)
- Valuation (run your business like it's always for sale)
Jose and Allison tackled the challenging question of how business owners can utilize current growth to prepare for potential setbacks in the future.
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.”
After listening to today’s episode, visit Aneesa’s website to learn more about Aneesa and Pioneer Services.
We say it all the time - the weeds of your business limit its growth. As a leader, you need to be able to see beyond the day to day books and make big picture decisions about how to use your money.
Today's guest is Florian Meyer, a fractional CFO of Newhouse Partners. Florian works with companies in mid-market companies in the industrial and manufacturing categories. He will discuss how it's not all about keeping track of the books but making the big-picture decisions that affect the future success of your company.
Florian has been involved as an interim Chief Financial Officer and Board Member as a change agent to allow the companies to be focused and successful. Have done this type of consulting for over twenty years.
Currently specializes in financial corporate change management with specific experience in corporate leadership, finance, controllership, and treasury functions. He is sought out by mid-sized companies for his insightful identification of opportunities and his pragmatic approach to leading corporate change to renewed growth and profitability.
After listening to today's episode, connect with Florian to see how he might help you optimize performance, productivity, and profitability!
Innovation is what sets market leaders ahead, but most business owners view it as a luxury. It can feel like your day-to-day responsibilities are too demanding to focus on innovation.
If you want to succeed, you need to start with an innovative strategy that solves problems for your customers and you. Our guest today can help you do just that.
Our guest today is Ross Youngs, President of Univenture and Founder and CEO of his most recent venture, Biosorta. Ross is a lifelong inventor and entrepreneur, has had companies on the Inc. 500, has solved industrial problems, and is on the verge of solving biomedical issues as well. Ross will bring interesting perspectives on bringing new products to market in practical ways.
Ross Youngs founded Univenture, Inc. in 1988 alongside the invention of his Safety-sleeve® disc packaging design; in the 25 years since, Univenture has grown to become a full-service designer, manufacturer, and distributor of packaging products used in dozens of industries the world over.
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 with 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 (U.S. Dept. of Energy R&D) grant for its algal harvesting technology, which helped lead to the development of Biosortia’s drug discovery platform.
In 1998, Ross was awarded the Ernst & Young Ohio Entrepreneur of the Year award. Additionally, the U.S. Small Business Administration honored him as their national “Business Person of the Year" in a presentation made by Vice President Al Gore.verse advisors, to lead its success.
After listening to today's episode, visit Ross' website to learn more!
Our guest today is Sean Kline CEO of Turbotek. In today's episode, Sean will enlighten us on the current state of the economy and its impact on small to mid-sized business owners. Additionally, he will guide us on how to utilize technology to achieve maximum success.
At Turbotek, a Small Business IT Company, Sean is in charge of leading and managing the company. He ensures that all resources are efficiently utilized, providing quality services to customers in a cost-effective manner. Before joining Turbotek, Sean held various positions in notable companies such as RSA, Mercury Interactive (acquired by HP), Empirix, and Teradyne, where he worked in product management, marketing, sales, and technical roles. Sean holds a BA in Computer Science from Cornell University and an MBA from the Yale School of Management.
After listening to today's episode, visit Sean's website for a thirty-point cybersecurity readiness checklist which he will personally review with business owners.
Our guest today is Larry Mandelberg of Mandelberg Consulting. Larry collaborates with owners and their leadership team to manage changes effectively. He emphasizes that businesses do not simply die, but rather they commit suicide.
Larry Mandelberg is an experienced entrepreneur who specializes in resolving difficult business challenges. He has established four start-ups, overseen a merger, and executed a successful turnaround.
Despite encountering business failure, he has gained valuable experience from his thirteen businesses.
His consulting practice offers services such as leadership team development, change management, strategic planning, executive coaching, and ethics training to midsize organizations and their boards.
After listening to today's episode, check out Larry's website to access a free report on reviving your business plan and achieving your goals.
Many business owners struggle with promoting themselves effectively and standing out online. One common challenge is communicating their vast knowledge to their audience.
Our guest today, Zach Fragapane from GrowthMatch, will be sharing his process for capturing effective videos to help you build your presence and identity on social media. He'll be discussing how to create more powerful content to increase your reach.
Zach helps businesses build trust with new customers by conducting interviews and creating short but powerful videos and social media posts. With 16 years of experience working with tech startups and service businesses, he specializes in marketing, product management, and customer discovery.
After listening to today's episode, you can visit Zach's website to schedule a free content strategy call with him. Before the call, Zach will conduct research on your business and provide a complimentary content strategy approach during the call.
Today, we have a special guest, Justin Quinn, CEO of Focused On Machining. Justin is an expert in growing businesses in a commodity category and has discovered effective methods to distinguish his business from competitors. In this episode, we will gain valuable insights on positioning, marketing, and sales from Justin.
Justin's professional career started in the Air Force, where he worked as an Aircraft Mechanic for six years. His job involved ensuring the C-17 aircraft was in good condition to fly. He traveled to various locations, including Afghanistan, Iraq, and Antarctica, to serve as a flight mechanic and guarantee the aircraft's functionality. 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.
Over the past four years, Justin has expanded the company's customer base and equipment inventory, resulting in a remarkable growth of over 300%. The main areas of growth have been in the aerospace, defense, and medical industries.
After listening to today’s episode, visit their website to learn more about Justin and Focused on Machining.
Today's guest is Tim Rohrer, a sales manager at I Am A-OK, Inc. Tim will share valuable insights on mentorship. Our discussion will focus on how owners and operators of small or midmarket companies can effectively participate in mentorship programs.
Tim J.M. Rohrer is an accomplished sales director who is dedicated to assisting individuals in achieving their career aspirations. He offers guidance and support to salespeople and sales leaders through coaching and mentoring, as well as consulting and training services to sales organizations.
Tim enjoys sharing his stories and is constantly seeking a receptive audience. He has written a book titled "Sales Lessons of the World's Greatest Mentor" which presents valuable lessons on sales, leadership, and life in an engaging and entertaining storytelling style.
After listening to today's episode, check out Tim's website for more information.
Every business owner's dream is a culture where every member of the team is continuously improving. But that is never an accident. It's a culture.
Our guest today is Paul Vragel, Founder of 4aBetterBusiness.
His specialty is helping organizations implement processes where all members of the team are always seeking improvement and he helps create a safe space for that to happen. We will discuss how this is a practical thing that can be done in any size organization; even a two-person company!
Paul Vragel founded 4aBetterBusiness over 25 years ago and has deep experience leading process, technology, and cultural transformations in complex manufacturing businesses across multiple sectors (aerospace, automotive, and general industrial) both in the US and internationally.
Before founding 4aBetterBusiness, Mr. Vragel was in charge of new technology evaluation for the computer group at BP (formerly Amoco Corporation) and managed overseas ship construction for Amoco. He has a BSc from Webb Institute of Naval Architecture, and an MBA from the University of Chicago Booth School of Business. He is a Lean Sigma Blackbelt, ISO 9001 lead auditor, and has done coursework in Group Dynamics.
After listening to today's episode, check Paul's article, "5 Key Elements for Successful, Ongoing Digital Transformation - Put People and ProcessFirst!" to learn more about how to use employee engagement to achieve transformational results in productivity and growth.
Come for the accent, stay for the insight! Today's guest comes to us from Australia: Oscar Roche of TWI Institute. In today's episode, we will discuss a different way of thinking about getting projects done in organizations.
The dialogue will stretch your thinking and challenge your assumptions about the best ways to reallyget things done.
Oscar believes passionately that frontline leaders have been ignored for many years and that it is high time to now support their development for businesses to survive and develop. The practical nature of the TWI and Toyota Kata programs makes them the ideal vehicle to build leader capability development. So much so, that Oscar practices the skills in his everyday working life.
After listening to today's episode, check out Oscar's website for more information about their leadership training programs.
Welcome to a special episode of Business Growth on Purpose from when Jose was a guest on the Conversational Selling Podcast.
Business owners often struggle to connect their strategy, marketing, and sales efforts. Jose is an expert in understanding how opportunities convert into revenue, diagnosing, and removing obstacles preventing the flow of opportunity into revenue.
In this episode, he breaks down the power of systems-minded strategy. With the right strategic vision, problems are solved more efficiently and growth is unlocked.
Our guest today is Marcus Sheridan, author of "They Ask, You Answer". Marcus is a leader in how modern selling has to adapt to today's buyers. We will discuss simple things you can do to navigate the simple fact that buyers are in control.
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 Marcus' website to learn more about Marcus and to access a copy of his book, rated the #1 marketing book by Mashable, “They Ask, You Answer”.
One of the things that come up when developing a B2B company's strategy is social media.While this is nothing new, it can be challenging to know how to think about and know what's possible. In today's episode, social media expert Karlyn Ankrom will join us to talk about what is possible with social media and the simple approaches you can take that can have potentially big ROIs.
Oh Snap! Social is a digital marketing firm that specializes in social media services, aimed at assisting businesses, organizations, and individual entrepreneurs in crafting engaging content that resonates with their target audience and drives conversions. Our unique Fan Firestarter Framework enables our clients to gain a clear understanding of their current position using our thorough Pulse Check Audits. This then guides the development of a comprehensive Social Media Strategy, culminating in the progression of the strategy toward a fully managed and implemented content creation and management process.
After listening to today's episode, visit Karlyn's website for some great resources!
Our guest today is Robin Osborn. Robin is an industrial company owner and a coach who works with other owners and leadership teams. She shares practical and actionable insights born in the fire of personal experiences. In today's episode, we will hear these insights and see how it applies to our organizations and our lives.
Robin Osborn is an executive coach and business consultant who was recently given a second chance at life after undergoing emergency surgery to remove a baseball-sized tumor from her brain. Remarkably, the tumor was benign but her recovery was no small feat– it took Robin a year to walk one mile. The same tools she uses to inspire transformation in her clients helped her achieve miraculous results in her recovery! Robin’s passion for exceeding expectations has allowed her to help hundreds break through their personal and professional goals and, through this work, her practice continues to develop.
Robin has nearly a decade of experience championing companies from good to great while giving leaders a simple yet powerful tool to consistently transcend their goal: “The Frustration to Freedom Framework.” This framework combines all of Robin’s financial, operational, and leadership expertise and it is with this that she leads C-Suite executives and their teams to excellence by helping them build confidence, conquer team issues, gain clarity, and deliver real results.
After listening to today's episode, visit Robin's website to learn more about Robin and how she can help you achieve your goals!
One of the hardest challenges business owners face is rebounding from challenges brought about by change. But a good leader knows how to keep themselves and their teams resilient in a fast moving world.
Our guest today is Lu Phillips. Lu is an experienced international business development executive with a strong engineering background. In this episode, we will explore globalization and resilience and how it applies to smaller to mid-sized markets that have to make it in this rough and tumble world that we have been living in over the last two years.
With everything Lu does, he believes that building from foundational principles brings structural simplicity and clarity. He believes systems both spread and preserve value. Lu consults and delivers services to companies that have a lot to offer but suffer from too much friction in their systems. To reduce this friction, Lu helps business owners find their CORE, build business frameworks, and systematize processes to endure.
After listening to today's episode, visit Lu's website!
The current labor market has been turned upside down by inflation, interest rates, and every other squeeze possible. To be successful, owners need to know how to attract and keep the talent they need to succeed.
Our guest today is Lisa Ryan of LisaRyanSpeaks. Lisa is a specialist in recruiting engaging talent, especially in manufacturing.
We will discuss if the current environment is the new normal, or if we will snap back to what it was pre-pandemic. We will also discuss what you can implement to make your company more attractive for the future of your company as well as the people you already have!
Lisa Ryan, MBA, CSP, is a Certified Speaking Professional who helps organizations develop employee engagement strategies that keep their top talent from becoming someone else’s.
Lisa is a best-selling author of eleven books and a proud Cleveland native. She spent thirteen years in industrial sales including seven years in the welding industry – and yes, she does weld.
After listening to today's episode, check out Lisa's ebook, "To Have and To Hold: 101 Smart Strategies to Engage Employees".
In today's episode, we welcome Eric Fogg of MachineMetrics. In today's episode, we are going to talk about how the manufacturing world has changed over the last few years and specifically, how MachineMetrics provides insights to owner-operators, and lastly, we will talk about the implications of AI in manufacturing.
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 MachineMetrics to learn more about the work the great do!
Our guest today is Darrin Mitchell. Darrin is an experienced and successful manufacturing owner. After exiting his business, he has dedicated himself to helping other owners be successful. So he founded Manufacturing Masters - a program that covers a wide range of topics in five-minute chunks designed for small to mid-sized manufacturers. In this episode, Darrin will share strategic insights for manufacturers and B2B owners.
Darrin is president and founder of Mitchell Industries and Manufacturing Masters, or as he likes to put it: “Netflix for Manufacturers”.
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, and 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!
We have a special episode. We listen in on Swarffcast with host Noah Graff in his interview with Jose Palomino. This episode discusses what to do when you find yourself in a revenue plateau or worse when revenue has been steadily slipping. They discuss strategies and ideas to reignite revenue growth and accomplish business growth on purpose.
Noah Graff is the host of Swarfcast, a podcast that helps professionals in precision machining excel in their careers.
For more than 10 years, he has been a used machine tool dealer, or
"treasure hunter" as he often calls it, buying and selling used equipment all over the world. He is also a blogger and editor for the website Today's Machining World, directed at the precision machining community.
After listening to today's episode, visit Noah's website or check out his podcast, Swarfcast, for more episodes!
Now and then you meet someone on your business travels that impresses upon you as someone who "gets it".
I have been working with a client, named Duncan Shaw of DTS Language Services. I asked him to be on our show because he understands how to compete in a world that is changing quickly and is dominated by some big players.
In this episode, we will discuss how he has managed to keep his firm successful for almost 50 years.
After listening to today's episode, visit Duncan's website to learn more.
If you have been following our show for some time, you know we love to have experts and owners share their ideas earned through working with B2B owners. One of the topics we love to cover is branding.
Our expert today is Kim Rozdeba. Kim is an author, blogger, and branding guru who has guided some of the Fortune 500's oldest and most iconic brands including B2B.
In today's episode, we will discuss why branding as a process is important for owner-operators of B2B companies trying to gain the attention and trust of bigger companies.
Unfortunately, today the world is flooded with brands jamming every communications channel with the hope of gaining prosperity and fame. As a result, connecting to customers is almost impossible—they hear, see, and engage only with the brands they understand. Branding is a process, not a goal. The goal is to surpass customers' expectations at every touchpoint so they feel the brand's love. Kim is passionate about branding and eager to share his three decades of branding insights and his five C's of branding through real examples and results that anyone can follow and learn from.
If you're interested in learning more, visit Kim's website!
Since I started Value Prop 20 years ago, one of the things that consistently comes up is why buyers should buy from you. Our guest today is Zach Basner of IMPACT. In today's episode, Zach and I will discuss the 5 big questions you and your company have to answer for prospective customers to build trust and predisposes them to what you have to offer them.
Zach Basner is a transformational agent of change. Zach trains sales, marketing, and leadership teams around the world to embrace a culture of inbound within their organizations, empowering them to become the most trusted voice in their respective industries.
A charismatic, highly sought-after keynote speaker and consultant, Zach is known for his singular talent for inspiring audiences — both on stage and in the boardroom. He challenges business leaders and teams to discover new ways to connect with their buyers, build trust, and, ultimately, increase revenue.
After listening to today's episode, visit Zach's website to learn more!
If you've been a business owner for more than 5-10 years, you know not all customers are good customers. Some are nightmares that strain your resources and limit your growth. Some are like jet fuel with amazing synergy and strong profitability. We all want the second one, right?
Strategy helps us identify exactly who that ideal client is and then build the business to attract THAT persona. Today, we're digging into how to target and attract clients that fuel your growth while avoiding bad fits that keep you from growing.
Today's guest is Tyler Robertson, Founder, and CEO of Diesel Laptops. Today's episode is not about diesel or laptops, but it is about solving business owners' problems that matter. We will discuss how Tyler has grown his business to be a real powerhouse in the industry and how he has navigated some challenging times to build a more cohesive team and accelerate growth.
Tyler Robertson is an industry game changer who quit his job 7 years ago and started Diesel Laptops. His company has grown to over $50 million per year in revenue with 200 employees, and still growing!
After listening to today's episode, visit Tyler's website to learn more about Tyler and his company.
Serious, scaleable growth isn't as easy as the early days of your business. You uncover that not all growth is good growth. You learn things like that the biggest customers aren't always the best customers and some contracts hurt your growth more than they help it.
That's why today, we're digging into the 4 KPIs that every owner needs to watch, each one a step further than the one before it. In this episode, we'll talk through how to accurately track and forecast:
- Revenue Growth
- Margin vs. Competitors
- Profitability - (more than your margin)
- Valuation Trajectory - how decisions now impact your exit plan
Our guest today is Christina Inge, founder of Thoughtlight, a Boston digital agency. Christina is an author, thought leader, and expert in the area of digital marketing and marketing metrics. In this episode, we will discuss what can and should be measured and how you can leverage technology to help you grow your business on purpose.
Christina is the author of "Marketing Metrics: Leverage Analytics and Data to Optimize Marketing Strategies". She has two decades of experience leading digital strategy and managing complex marketing technology projects. She specializes in articulating effective, efficient digital strategies for organizations using the latest channels to drive results.
Visit Christina's website after listening to today's episode.
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!
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!
"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.
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.
Our guest today is Angelo Ponzi. Angelo is an experienced, dynamic strategist for growth. He looks at businesses wholistically and strategically looking at the moving parts that need to be thought through so you can design a successful marketing and sales program.
Angelo is a marketing and branding strategist with 25+ years of agency, client-side, and consulting experience. He has worked with small to enterprise companies as their fractional Chief Marketing Officer to define market opportunities, develop competitive profiles, audience personas, brand realignment, and strategies to integrated marketing plans that help businesses compete in an ever-changing marketplace.
Through his company, Craft, he focuses on three strategic pillars for success: Insights, Brand, and Plan to develop effective and efficient programs for building enduring brands and sustainable business growth.
After listening to today's episode, visit Angelo's website to learn more.
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.
Today, we revisit a 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.
The lonely owner is one of the most common problems small to midsize businesses face. If you are struggling to get your team on board, today's topic du jour is for you.
Today's guest is Katie Burkhart of MatterPulse. Katie is going to help us see a different way of thinking about your business so you can create a different kind of energy. The key thought here is that if you want your team to follow you, you need to start thinking through the lens of "its' not about you!"
Katie Burkhart is the mastermind behind MatterLogic™, the simple system for running a purpose-driven business, and has quickly become one of the go-to experts in the space. She's a serial entrepreneur, book author, keynote speaker, and jargon slayer. She asks better questions to make the most of the time we invest in our work.
After listening to today's episode, visit MatterPulse and access MatterLogic™ or download a copy!
Are you a little tired of promotions turning up with disappointing results? To be successful, promotions need to be creative and disruptive to be fully leveraged. Today's guest is an expert that can help you turn things around.
Today's guest is Swire Ho of Garuda Promo and Branding Solutions. Swire is an expert in the area of promotional products. In today's episode, we discuss how to strategically fit promotional products into your marketing mix and how to leverage some really creative ideas to stretch your budget and deepen your impact through promotional products.
Born and raised in Hong Kong, Swire immigrated to Los Angeles in 1996. He is a proud Chinese American who speaks Cantonese, Mandarin, and English. He trained as a sound engineer, working at recording studios and entertainment agencies before starting his own firm, Hellman Production, Inc, in 2003 in Los Angeles.
Swire and his team successfully produced attractive, personalized DVD and CD cases and custom merchandise like T-shirts, earning a Score award in 2009, for small business success. His business eventually grew so popular, that he decided to sell Hellman Production in 2013 to focus exclusively on the promotional product industry.
After listening to today's episode, visit Swire's website to check out his free inspirational guide for corporate kits and gift boxes and his podcast, The Small Business Show.
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.
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.
For the businesses that survived the worst of this year's supply chain crisis, we're at a critical moment. In our recovery, do we go back to business as normal? Or do we learn?
We are excited to be joined by our guest today, Hugo Fuentes of The Owl Solutions. Hugo is an expert in supply chains. In this episode, we will discuss what is still happening, potential outcomes, and what you can do to improve your supply chain to foster growth.
Hugo is a passionate supply chain management expert, with more than twenty years of leadership experience managing various aspects of the supply chain, including sales forecasting, inventory management, direct procurement, and logistics.
He has worked for large midsize and large enterprises, in multiple geographies and industries, such as Consumer Packaged Goods, Natural Health Products, Aftermarket, and Industrial, in both manufacturing and distribution business models.
After listening to today's episode, check out Hugo's podcast, The Owl's Nest Podcast, a great listen for supply chain professionals put on by supply chain professionals.
Today, we go back into the archives and hear a conversation between Jose Palomino and Marketing Sherpa at the Marketing Sherpa's email summit. Whatever your email marketing strategy or platforms, they discuss the one key ingredient that ties them all togethering into a powerful brand: and that is a clear value prop. Listen today as Jose discusses how to create a sharper, stronger value prop that will drive your revenue growth.
Manufacturing is a critical step in any product-based business - heavy on investment making risk the enemy. The way to minimize that risk? Trust.
That's how Ray Ziganto has built his business. He helps businesses grow their business by designing their offers for trust-building relationships. And he joins us today to give us a peek behind the curtain.
Today we are going to talk to a true manufacturing master: somebody who knows how to get a manufacturing operation humming and get everyone to put that first step forward together. Our guest today is Ray Ziganto of Linara International LLC!
Ray is passionate about manufacturing. An 'engineer-by-osmosis' and a manufacturing guy by choice, Ray brings an unusual combination of curiosity, domain expertise, and the ability to spot (and operationalize) patterns & connections most people miss.
After listening to today's episode, visit Ray's website to learn more about Ray and his company.
On today's episode, we revisit a conversation between Jose Palomino and Erik Olson, the owner of the digital marketing agency, Array Digital. In this owner-to-owner chat, Jose breaks down the need that every business has to increase revenue system that can increase profitability and predictability.
Our guest today is David Valentine of Avadel. David is an expert in reaching out to get appointments. You'll want to listen carefully to today's episode if you operate in a B2B company where you need to get in front of the right decision-maker to drive your business forward.
Dave owns 7 businesses that have generated over ONE BILLION dollars collectively for over 1000 clients, including major brands and Fortune 100 companies like Target, Time magazine, and American Express.
At the age of 29, his doctor said, “Are you prepared for your heart
attack?” Dave realized he needed to learn how to scale his businesses without being overwhelmed by stress. His life depended on it. Dave now runs multiple companies from the mountains in a house by a river with three waterfalls.
After listening to today's episode, visit Dave's website. Dave has generously offered to meet with our listeners, free of charge, and to gift our listeners with a free E-course that teaches business owners to create outrageous offers for themselves and their customers.
Our guest today is Noah Graff of Graff-Pinkert. In today's episode, we will discuss some interesting perspectives on how to make business work for you.
Noah is the host of Swarfcast, a podcast that helps professionals in precision machining excel in their careers.
For more than 10 years, he has been a used machine tool dealer, or "treasure hunter" as often calls it, buying and selling used equipment all over the world.
He is also a blogger and editor for the website Today's Machining World, directed at the precision machining community.
After listening to today's episode, check out Noah's podcast, Swarfcast!
In your B2B operation, is growth-driving PR a reality or a pipe dream?
For some owners who reach moderate success without PR, they start to adopt a hindered mentality: "I don't need PR to keep growing." The truth is a little different - to scale your growth, you need to scale your strategic brand awareness.
That's why Lindsey Groepper, President of BLASTmedia, joins us today. She's a specialist an helping B2B operations generate brand awareness that drives revenue growth in a powerful way.
In this episode, 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 - how you as an owner, can 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.
Our guest today is Tim Hughes, Co-Founder, and CEO of DLA Ignite. Tim helps organizations of all sizes figure out ways to create relationships and conversations that lead to sales.
Tim is universally recognized as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, Linkedin said he was one of the top 8 sales experts globally to follow and Brand 24 announced recently he was the 16th most influential person in marketing globally, based on measured social media influence.
He is also the co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. He has recently launched a second edition of “Social Selling - Techniques to Influence Buyers and Change Makers” which has been fully updated.
After listening to today's episode, check out the second edition of Tim's book, “Social Selling - Techniques to Influence Buyers and Change Makers”.
Our guest today is Jacob Salem, Founder, and CEO of EZ Metrics. His focus is on digital marketing that is measurable to help grow business. In today's episode, we will go over four key fundamentals to growing your business on purpose.
Jacob Salem is an accomplished thought leader in the business and digital marketing space. He is helping people from all walks of life realize their dreams of financial freedom. He is dedicated to ensuring his clients have access to the best resources, insights, and strategies designed to help them reach higher levels of success.
His knowledge and years of experience have led him to develop a system based on six key principles: faith, love, loyalty, character, honesty, and integrity. As the Bible states: “Commit to the Lord whatever you do, and your plans will succeed” (Proverbs 16:3 NIV).
With Jacob as your coach, you can be sure you’ll have everything you need to achieve financial independence and create a better future for yourself!
After listening to today's episode, visit Jacob's website to learn more.
To learn more, visit https://www.valueprop.com/
Today's guest is Aaron Marks, President of Aspire Marketing Group. Aaron will help us understand the practical first and next steps business owners might take in utilizing new technologies to grow their business.
Aaron has nearly two decades of marketing leadership expertise, focused on digital and inbound marketing.
From commercializing high-profile VC-backed startups to driving measurable growth at Fortune 500 companies, Aaron has helped companies of all sizes strategize and deliver marketing success.
Aaron has translated this expertise into practical and actionable insights for numerous audiences, including speaking at conferences, serving as a podcast guest, writing guest articles, and even serving as a faculty member at training institutions.
After listening to today's episode, visit Aaron's website to find a free playbook on how to double your lead generation.
To learn more, visit https://www.valueprop.com/
Our guest today is Daniella Genas of She’s The Boss International. Daniella works with entrepreneurs and owners looking to get to the next level. In today's episode, we will talk about the need for a practical vision and implementation steps to move you, the owner, from being the hub of every wheel in your company to being the leader of your company. Daniella helps SMEs to transform their businesses. She has used her techniques, experience, and training to generate significant results among the companies she has worked with. Key metrics include increased turnover and profits, increased staff, the launch of new products/services, and increased brand awareness across several businesses, in a diverse range of sectors. Daniella launched her first successful business in 2007 and her second business in 2014.She sold both businesses in 2015. In addition to her entrepreneurial endeavors, Daniella lists University Lecturer, Charity Trustee, radio presenter, and Visiting Industrial Fellow as roles in her portfolio career. Daniella’s current focus is empowering SMEs to build profitable, sustainable, systems-driven businesses.With an MBA and Master's under her belt, alongside her entrepreneurial experience and formal business training, Daniella has a breadth of knowledge that has proven invaluable to the clients she works with. She has a proven track record of supporting clients to grow revenues by 6 figures.After listening to today's episode, check out Daniella's website to learn how she can help you accelerate your business growth by up to 75%.To learn more, visit https://www.valueprop.com/
Today's guest is Michael Solomon, Professor of Marketing at Saint Joseph’s University in Philadelphia. Michael has published many books, including the bestselling book on consumer behavior in the world. In today's episode, we will talk about what's changed in consumer behavior in the last couple of years, in light of COVID, and even the trends that may have been happening before then. Michael literally “wrote the book” on understanding consumers. Hundreds of thousands of business students have learned about marketing from his books including, Consumer Behavior: Buying, Having, and Being; the most widely used textbook on the subject in the world. Michael advises global clients on marketing strategies to make them more consumer-centric. His latest book – The New Chameleons: How to Connect with Consumers Who Defy Categorization won the NYC Big Book Award in the Marketing/Sales category. As a Professor of Marketing (in the Haub School of Business at Saint Joseph’s University in Philadelphia) and an industry consultant, Michael combines cutting-edge academic theory with actionable real-world strategies. Michael helps managers get inside the heads of their customers so they can anticipate and satisfy their deepest and most pressing needs – today and tomorrow.After listening to today's episode, visit Michael's website for his new online course on Customer Engagement.
Our guest today is Sean Glaze of Great Results Teambuilding. In this episode, we will talk about building cultures that will help you retain and attract people, and build a leadership environment so that you are building teams that are performing better and are happier doing so. Sean Glaze is an author and leadership expert who has worked with clients like the CDC, John Deere, and Emory University to increase collaboration, boost productivity, and build exceptional workplace cultures. Sean’s engaging conference keynotes and interactive team-building events help you develop more effective leaders.As a successful coach and educator for over 20 years, Sean gained valuable insights into developing winning teams - and founded Great Results Team Building to share those lessons. Sean’s books, Rapid Teamwork, The 10 Commandments of Winning Teammates, and Staying Coachable are entertaining parables with powerful insights and takeaways for team performance and leadership development!Visit Sean's website to access over 50 FREE team-building resources, teamwork articles, and useful links to become a more effective leader and build a more positive and productive team culture.
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.
What makes business leaders effective during times of rapid evolution in the economy? It's their ability to think strategically and execute quickly.In our economy today, business owners are trying to adapt simultaneously to issues like supply chains, automation, and labor shortages. Our guest today is on the front lines; an owner who is taking on these issues and continuing to grow.Our guest today is Kevin Weber, CEO and Founder of Right Stuff Equipment. 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 Kevin's website to learn more about Kevin and his business.
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!
Today we look at our final guest in our Best of 2022 Recap. Rob Dube joined us in episode 157 on transitioning CEO leadership. Rob is the former CEO, and founder of ImageOne. In his episode, he talked about his journey as an owner and leader as someone who has transitioned leadership in his organization. Rob will explained how this transition freed him to do more for his company and serve other entrepreneurs who are in high-performance roles and may be experiencing burn out. While serving as co-CEO of imageOne, the company was recognized as a Top 25 Small Business in America on the list of Forbes Small Giants.
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.
Today's special guest is Sky Cassidy with his episode, "Leveraging the Right Sales and Marketing Data". As we all know, too much data is almost as bad as too little data. It hinders your sales & marketing clarity. The key to growth is knowing what data matters and how to leverage it. That's why we sat down with Sky Cassidy of MountainTop Data to 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. So 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 scen e, 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.
It's easy to think that "strategy" is only a priority for your market leaders – the trends setters. But we believe that for small to midmarket brands, strategy is the key that unlocks growth on purpose. Today, we recap the strategy series we created to bring powerful strategy to midmarket businesses.
Today's featured guest in our 2022 Recap is none other than marketing legend, Ian Altman. He is the co-offer of the best-selling book, "Same Side Selling" and he is perennially recognized as one of the world's top 30 sales experts. He grew his prior business from 0 to over a billion dollars in value with a tremendous level of integrity. Today, Ian travels the world sharing how to accelerate revenue growth with a modern sales and marketing approach that is aligned with how buyers make decisions. He sat down with us to talk about how the real finish line for businesses is client outcomes.
Narrowing your ideal customer persona can feel like cutting out a chunk of your potential business. While that's true, it also leads us to the next point in our series on creating a more effective growth strategy.Today, we answer that challenge by finding ways to expand the narrowed target customer persona you want to work with. The best part of this strategic focus? Once you have a clearer view of your ideal customer, you can sharpen your targeting more than ever, and you can find new ideal clients more easily as well!
Today's guest in our 2022 Recap, is Marcus Sheridan. He is the author of "They Ask, You Answer" and he joined us back in episode 59 for his episode, Transformative Conversations. His approach to transformative sales conversations positions you as the expert and attaches your prospect's trust to you. The best part is that you can do this repeatedly by keeping in mind a few simple principles he shared with us. Marcus is a highly sought-after, international keynote speaker, known for his ability to excite and motivate audiences with a simple, yet powerful, transformational business approach. He has inspired thousands of audiences and helped millions of people from all over the world achieve success with his book and his philosophy, "They Ask, You Answer". His approach to transformative sales conversations positions you as the expert and attaches your prospect's trust to you. And the best part? You can do this repeatedly by keeping in mind a few simple principles.After listening to today’s episode, check out https://marcussheridan.com to learn more about Marcus and to access a copy of his book, rated the #1 marketing book by Mashable, “They Ask, You Answer”.
In our B2B strategy series, we've talked about identifying and finding your ideal customer so far. Today, we tackle the next critical step: connecting with your ideal customer.We get into key questions like:✅ Topics and questions your ideal customer cares about✅ How to use digital strategies to scale your footprint✅ Actionable steps to deepen connections and convert businessThe key is no silver bullet – it's an articulate, intentional strategy. You can test theories and fine-tune your approach over time. Being "on purpose" is the best way to move forward.You can learn more about our approach at valueprop.com.
Our guest today is Sebastian Schieke of Sebastian Schieke & Company GmbH. Sebastian is based in Frankfurt, Germany, but he serves clientele around the world. He mentors CEOs in building their own ability to enhance their team's ability to be high performance organizations. In this episode, we will discuss what it takes to build a high performance organization, how to build up people, and how to give hope to people in your organization during tough times. Sebastian is an entrepreneur, CEO mentor and coach, business angel, and investor. He has founded, operated, and grown multiple 7-figure companies. Sebastian invests in startups, mentors, and coaches CEOs, and helps them move their teams forward. His expertise comes from a wealth of experience, including some challenging times. He knows what it takes to be successful and how to get there. After listening to today's episode, check out Sebastian's podcast, The High-Performance CEO. In each episode, you'll hear how to drive your business forward and develop a healthy and thriving work culture for your organization.
Our guest today is Rocky Lalvani of Profit Comes First. Rocky is a profit specialist. He helps small, owner-led businesses figure out ways to increase profitability. He does this strategically with a perspective that comes from doing this for a long time and for many companies. Rocky Lalvani serves as Chief Profitability Adviser for business owners. He teaches owners how to ensure they get paid and make profit a priority. As a certified Profit First Professional, he implements Mike Michalowicz's Profit First System. We change the accounting formula of Sales - Expenses = Profit to Sales - Profit = Expenses. This ensures Profit comes first! However, it's not about money at all costs, people come before money!)After listening to today's episode, visit Rocky's website to get two free chapters of "Profit" by Mike Michalowicz.
In today's episode, we talk with Rick Heyland of CI4Life. Rick is a sales coach who specializes in assisting entrepreneurs who want to aggressively grow their businesses. In this episode, we will discuss his book, what it means to be a real rainmaker, and what it means to create value for your customer first so you can create value for your sales practice. Rick is a Consulting executive with 35 years of experience in helping businesses improve and grow. He retired as COO of his consulting company 5 years ago and has since been consulting B2B entrepreneurs on how to scale their businesses in a self-sustainable way. He is the author of two books: "Live with Purpose- a step-by-step guide to living your best life" and "The Truth about being RainMaker-7 principles for Sales Excellence". Rick is also the host of a podcast, "CI4Life" After listening to today's episode, take this free assessment and see how well you rank as a Sales RainMaker. Everyone that takes the assessment and subscribes to Rick's website will get a free PDF of his book: "The Truth about Being a RainMaker- 7 principles for Sales Excellence".
Today's guest is Steve Smith of GrowthSource Coaching. Steve is an expert coach for owners who are looking to transition back into a hands-on role in their business because they either want to grow their business, take it in a different direction, or rescue it. Whatever the reason, Steve is the guy who helps business owners figure out their why and connect with their people to create great results. Steve is the owner of GrowthSource Coaching, an Orange County, CA-based business and executive coaching company that specializes in helping business professionals become extraordinary leaders, savvy business owners, and confident marketing strategists. Steve’s sole mission is to help business professionals develop their clarity, confidence, and operating performance so they can play at their highest potential.After listening to today's episode, check out Steve's eBook, "Ten Major Business Blind Spots".
Our guest today is Christina Inge, founder of Thoughtlight, a Boston digital agency. Christina is an author, thought leader, and expert in the area of digital marketing and marketing metrics. In this episode, we will discuss what can and should be measured and how you can leverage technology to help you grow your business on purpose.Christina is the author of "Marketing Metrics: Leverage Analytics and Data to Optimize Marketing Strategies". She has two decades of experience leading digital strategy and managing complex marketing technology projects. She specializes in articulating effective, efficient digital strategies for organizations using the latest channels to drive results.Visit Christina's website after listening to today's episode.
Today's guest is international marketing speaker, Vladimer Botsvadze of Botsvadze Marketing Solutions. Vladimer has become a thought leader in the world of business. In today's episode, we will discuss how successful companies are getting closer to their customers through the use of all the technologies that are available. Vladimer Botsvadze is a world-renowned, digital transformation and social media influencer, Fortune 500 consultant, thought leader, futurist, professor, keynote speaker, startup advisor, C-suite mentor, and internet personality, who has always been at the forefront of fast-paced industries. He has more than 15 years of international experience with a proven track record of guiding top executives and brands to initiate change, drive growth, and position brands as market leaders in their industries. He is currently ranked No. 1 Global Marketing Thought Leader by Thinkers360. Vladimer has become an advisory board member of RETHINK Retail. He is a judge at the Digital Revolution Awards in the UK and a member of the Marketing Judging Committee of the American Business Awards.After listening to today's episode, visit Vladimer's website!
Our guest today is Kristen Noelle of KN Digital. Kristen runs a digital marketing agency focused on empowering organizations leverage content through all the digital mechanisms available to us today. We will discuss practical strategies to approach this without being overwhelmed or blown out by budget demands. It's all about finding an authentic voice and connect with people in a way that markets will demand from anybody selling anything. Kristen is a copywriter and digital agency owner, helping companies bring LIFE to their online presence — by showing up with a strategy, systems, and soul. She believes the best small business marketing centers on human-to-human storytelling and never losing sight of a brand’s essence.Kristen partners with CEOs, startup execs, and solopreneurs to help them grow businesses that feel fulfilling and freeing. At KN Digital, she enjoys leading workshops around content marketing and customer acquisition through story-based sales funnels. An ex-digital nomad, Kristen is currently based in Maryland (just outside Washington, DC) and enjoys working with clients all around the world.After listening to this episode, visit Kristen's website to schedule a free custom audit to learn where your marketing copy or funnel may be bleeding sales.
The ability to efficiently scale your business is one of the most technical skills business owners need to learn. The best way to learn? Listen to business owners who have already done it successfully.
Our guest today is Jan Cavelle, a veteran business scaler and thought leader. Jan is an entrepreneur from the UK who has a few decades of running micro and small businesses behind her. She is very familiar with all the challenges that go with that, having started one from the kitchen table when her children were small and she was a single mother, to go on to build that into a multi-million turnover business.
Jan has put her entrepreneurial experiences together with her passion for writing together a book aimed at helping entrepreneurs to grow their businesses during the big leap of 1-10m. The book is called Scale for Success and it is now out in the UK, the US, and Australia, published by Bloomsbury, and her 2nd will be out in the New Year 2023.
To learn more about Jose Palomino and his work, visit Value Prop.
Published by Value Prop || Business Growth on Purpose
Funding new businesses can feel like a high-stakes game. For some businesses, it's necessary to get off the ground, but it comes with great risk. It's why it's worth listening to someone who knows these waters if you're considering a funding option for the future of your business.
Our guest today is Tom Maze of Alteza Capital. Tom is an expert in helping startups get funded and get going. He's done it himself successfully and will talk to us about what investors are looking for. Now, if you're an established business, listen carefully because we will discuss some principles that apply to you as you look at investing in expansion.
Tom Maze is a serial entrepreneur. Currently building multiple businesses, Tom continues to work with like-minded entrepreneurs to create, develop, and scale innovative and impactful companies around the world.
Published by Value Prop || Business Growth on Purpose
In today's episode, Jose tackles the 4 best angles you can take to create clear, unique value for your best target customers. Jose covers the 4 pitches of:
- Your ROI story
- Making a time-saving impact
- Removing their hassle
- Being a risk mitigator
If you can sharpen any one of these angles, you can unlock the accelerated customer growth you have been looking for. Equipped with an articulate value prop, your ideal customers will find a faster, clearer answer to the question, "Why you?"
Our guest today is Ken Burke, founder, and CEO of The EntrepreneurNOW! Network. Ken is particularly focused on delivering educational courses online, but not in the academic sense. Rather, Ken focuses on how this approach can be used to build closer connections with your prospects and existing customers. Ken is a speaker, serial entrepreneur, mentor, and author. Ken founded MarketLive, a market-leading, enterprise-class eCommerce software platform used by major merchants generating $2b in online sales through the platform. He sold MarketLive to Vista Equity Partners in 2016. Ken has taught well over 10,000 entrepreneurs how to successfully start and grow their companies. His courses are viewed by students all over the world. Ken recently published his book called, "Prosper: 5 Steps to Thriving in Business and Life".
If you've been a business owner for more than 5-10 years, you know not all customers are good customers. Some are nightmares that strain your resources and limit your growth. Some are like jet fuel with amazing synergy and strong profitability. We all want the second one, right?Strategy helps us identify exactly who that ideal client is and then build the business to attract THAT persona. Today, we're digging into how to target and attract clients that fuel your growth while avoiding bad fits that keep you from growing.
Today's guest is Tyler Robertson, Founder, and CEO of Diesel Laptops. Today's episode is not about diesel or laptops, but it is about solving problems that matter. We will discuss how Tyler has grown his business to be a real powerhouse in the industry and how he has navigated some challenging times to build a more cohesive team and accelerate growth. Tyler Robertson is an industry game changer who quit his job 7 years ago and started Diesel Laptops. His company has grown to over $50 million per year in revenue with 200 employees, and still growing!After listening to today's episode, visit Tyler's website to learn more about Tyler and his company.
Serious, scaleable growth isn't as easy as the early days of your business. You uncover that not all growth is good growth. You learn things like that the biggest customers aren't always the best customers and some contracts hurt your growth more than they help it.That's why today, we're digging into the 4 KPIs that every owner needs to watch, each one a step further than the one before it. In this episode, we'll talk through how to accurately track and forecast:Revenue GrowthMargin vs. CompetitorsProfitability - (more than your margin)Valuation Trajectory - how decisions now impact your exit plan
Today's episode introduces us to a business owner who is leading a company that tackles innovation, client experience, and technology all in a day's work. Our guest today is Slava Podmurnyi. Slava is the CEO of a company called Visartech. They make custom software options available to a wider range of businesses, delivering great experiences for their end users.If you're a small business, you may do everything off the shelf, but as you start growing, you might find you need something a little different. In today's episode, we will discuss custom software and Slava's entrepreneurial journey, and how he's built an international business. Slava is the Co-Founder and CEO at Visartech, where he is responsible for the strategy and business development of a software product development agency. He drives the company’s business vision implementation. Slava is an expert in innovative technologies and shares his experience on various platforms, especially event platforms (G2 Reach, GFiT, etc.) and media platforms like Forbes.
Is your approach to growth systematic? Is it a clearly defined process with targets, steps, and measurable outcomes? Today, we cut through the jungle of growth strategies and boil your strategy down to five simple questions.
Listen in to engage with these questions, and you'll the foundation of a strong growth strategy in 10 minutes!
If you want to keep growing, you never want to be the biggest fish in the pond, right? You don't want to be the "lonely owner" who gets bogged down in their own echo chamber. Growth is best accomplished collaboratively, and that's why you need a sounding board.Today's guest is Phil Fraser. In today's episode, we are going to talk about something every owner knows they need, but not every owner takes advantage of. Specifically, we will be discussing the importance of finding someone that can serve as a sounding board as you process the many issues you face as an owner of a business. Phil is an expert in this because he has lived the journey of a business leader leading to a successful exit. He focuses now as a business sounding board for owners in the SME category. Phil went from a kitchen table start-up, with no investment, to a multi-million-pound sale to a PLC 18 years later. He has traveled the complete SME business journey. Phil now works with ambitious SME-owners as a Business Sounding Board (think somewhere between Business Coach, Business Mentor, and ‘personal NED’). In simple terms, he is a pair of ears and an extra pair of eyes’ for SME Owners helping them to be better at what they do. Phil’s mantra is, "It doesn’t need to be lonely at the top".
The biggest problem with business strategy might be just how often it gets put on the back burner. If we're being honest, this is an even bigger problem when the status quo is calm. If there's no pain point to solve, business owners don't always look for strategic solutions.
But today, we're digging into why you need to keep your strategic vision active and evolving. Even when you're in peaceful stretches for your own business, the world around you is far less reliable. Change is coming, and you need to be getting stronger.
Join Jose today as he discusses decisions you can make to improve your company's horizon with sharper strategic vision.
Hard work. Trial and error. Life long learning. These are a few of the qualities that make entrepreneurs successful. While they take time to cultivate, entrepreneurs like Ken Rusk of Rusk Industries are turning their attention to the next generation to help instill these qualities.
Ken is a successful entrepreneur who helps people figure out their next steps in their personal lives. In this episode, we're going to talk about how this connects to running a business successfully. He is the author of the book, Blue-Collar Cash, a New York Times Best Seller.
Ken spent his younger years digging ditches and working in construction. He never went to college. Instead, he made goals, planned, and worked hard for thirty years. Now, Ken is a very successful entrepreneur with multiple businesses and revenue streams.
Ken Rusk specializes in mentoring and has coached hundreds of young people in areas such as short-, mid-, and long-term goal setting, life visualization, career paths, and sound financial planning. He is passionate about helping people achieve their dreams regardless of their educational background or past.
There’s a word that often gets treated a little differently in the small and mid-market, and that is the word strategy. In big companies and corporations, all they talk about is strategy whether it’s their go to market strategy, their branding strategy, or their product development strategy. That word has a lot of currency in those circles.Yet in over 20 years of providing coaching and consulting for mostly small to mid-market business owners, mostly in B2B, I found that often crossing that chasm requires a strategic perspective. It sometimes gets a little pushback because for a lot of businesses that are a little smaller, the sense of needing a big strategy feels overwhelming.I've seen this when small businesses bring in strategy, people who have done a lot of work in large companies. It just feels too big for a 10, 20, or 30 person company. So it's not that the owners aren't smart enough to know they need a strategic vision, but the way it's done is often just too big.That’s why I want to talk a little bit about an approach that could be very useful. If you're a leader now listening to this, even if you're a leader in a Fortune 100 company, everything here will have great application. Especially if you're in a small to mid market B2B company, I believe this will be very useful to you.
For entrepreneurs, there is a world of difference between the words "could" and "did". The key to that difference? Procrastination. It's time to let your best ideas come to life and help grow your business on purpose.Today's guest is Eric Twiggs, founding partner and president of The What Now Movement. In today's episode, we are going to talk about the discipline of now - the discipline of getting things done. We will discuss why we all struggle with that from time to time and some ways we can get into this discipline of getting things done so we can accomplish what we want to in our lives and our businesses. Eric Twiggs' mission is to build high-performing entrepreneurs, authors, and career professionals, who are prepared for life’s unexpected curve balls.He is the author of The Discipline of Now: 12 Practical Principles to Overcome Procrastination. The Discipline of Now has been recognized as a Global Top Ten Finalist for the 2020 Author Elite Awards in the category of Best Self-Help Book. This recognition was based on the combination of the following criteria: cover design, content, popularity, and social contribution.As a Certified Life & Business Coach, Eric has conducted over 28,000 coaching sessions, helping executive leaders and entrepreneurs who have moved from feeling frustrated to finding fulfillment.He has also led organizations of 500 or more people in corporate America and shared his message with corporations, associations, and congregations across the country.
"Noise and shiny objects" sums up the way many business owners might describe the complex world of digital marketing. Our guest today serves as a guide to help connect business owners connect with the strategies they need to put their focus back on to growing their business.Today's guest is TJ Murphy, CEO of Hite Digital in Bend, OR. In this episode, we will talk about what's changed in the world of digital marketing. We will discuss things you should be thinking about if you're looking to leverage digital marketing to create more opportunities. TJ Murphy resides in beautiful Bend, Oregon, and is the owner of Hite Digital, where he and his team focus on serving businesses and empowering talented people. Hite provides web design, branding, and digital marketing services to businesses in every industry, empowering their growth through ROI-driven campaigns and strategies. After listening to today's episode, visit TJ's website to schedule a complete digital audit of your current marketing efforts.
Culture can be your greatest asset as an owner – it multiplies the value of every team member when it's done right. It attracts better employees and keeps them longer. But how do you do that as the leader of your business?Our guest today is Michael Sonbert, CEO of Rebel Culture. In this episode, we are going to talk about business culture because there's nothing more important in the world of business right now; especially in light of the recent changes that are occurring.We will talk about practical things owner-leaders of businesses can do to ensure that their culture is a growth culture, a positive environment where people want to work, and want to work well to accomplish the goals you set for your business. Michael Sonbert is a bestselling author, speaker, performance coach, educator, and the founder and CEO of Skyrocket Education and Rebel Culture. He’s turned his passion for educational reform into a global call to action for corporate leadership transformation. Using his own story of overcoming addiction, despair, and unfulfilled potential, Michael reclaimed his life and is committed to leading a Rebel Culture Revolution.
In a perfect world, every person you hire would multiply the value of your team, not just add to it. With the right collaborative environment, you can take intentional steps in that direction.Today's guest is Charles Fry, CEO of CODE Éxitos. Charles and his company are focused on bringing digital products to life. In this episode, we will talk about the modern workplace; how to get people working together collaboratively, and the challenges that presents for international businesses. Charles Fry is a technology entrepreneur and investor who has launched and grown successful companies in e-commerce, logistics, and IT services. He focuses on the human element of management and leadership to create opportunities and build something great from nothing. Charles' experience enables him to guide clients toward creating digital products that are attractive to investors and customers. He is dedicated to making the world a better place through business and is most often found in the company’s innovation centers in Austin, Texas, Ann Arbor, Michigan, and San Pedro Sula, Honduras.
Tax strategy might just be the unsexy topic that business owners need to be strategic about. Play it right, and you optimize your capital to grow. Play it wrong, and you can chop your growth plan out at the knees. That's why we need to talk to an expert.Our guest today is Wendy Barlin of That's Deductible. Wendy is a CPA who has real knowledge on a topic that for any business owner is important. And that is: what's deductible? In this episode, we will discuss how to manage your reporting in such a way, as to always do the right thing, but do the right thing for your business to give you added flexibility. Because we know, that this added flexibility can be reinvested into your business. Wendy Barlin, CPA, is an author, professional speaker, and tax strategist. Wendy has spent her entire career helping people keep more of their hard-earned money with tax strategies and cash management plans.Wendy is the owner and principal of About Profit (aboutprofit.com), utilizing bookkeeping, tax, and planning strategies, and helping business owners optimize cash flow and increase profitability. About Profit stands out from its competition through its unique fee model that puts people over profit.Wendy is a published author. Her book, ”That’s Deductible! Simple Tips and Tricks to Find More Business Tax Deductions”, is available on Amazon.
What do you get when you mix a business anthropologist with international-scale influencers? You get a perspective you're not likely to find on your normal podcast!Today's guest is cultural anthropologist turned business strategiest Dr. James Richardson of Premium Growth Solutions. James is an expert in consumer packaged goods. This topic is a little off the beaten path of what we typically do here, but the lessons apply to marketing and strategy if you're in B2B.He has helped nearly 100 CPG brands with their strategic planning, including brands owned by Coca-Cola Venturing and Emerging Brands, The Hershey Company, General Mills, and Frito-Lay, as well as other emerging brands such as Once Upon a Farm, Dr. Squatch Soap, Proven skincare, Rebel creamery, and June Shine kombucha. James is the author of Ramping Your Brand: How to Ride the Killer CPG Growth Curve, an award-winning, best-selling business book on Amazon. He also hosts his podcast—Startup Confidential.
In a perfect world, every person you hire would multiply the value of your team, not just add to it. With the right collaborative environment, you can take intentional steps in that direction.Today's guest is Charles Fry, CEO of CODE Éxitos. Charles and his company are focused on bringing digital products to life. In this episode, we will talk about the modern workplace; how to get people working together collaboratively, and the challenges that presents for international businesses. Charles Fry is a technology entrepreneur and investor who has launched and grown successful companies in e-commerce, logistics, and IT services. He focuses on the human element of management and leadership to create opportunities and build something great from nothing. Charles' experience enables him to guide clients toward creating digital products that are attractive to investors and customers. He is dedicated to making the world a better place through business and is most often found in the company’s innovation centers in Austin, Texas, Ann Arbor, Michigan, and San Pedro Sula, Honduras.
Are you a little tired of promotions turning up with disappointing results? To be successful, promotions need to be creative and disruptive to be fully leveraged. Today's guest is an expert that can help you turn things around.Today's guest is Swire Ho of Garuda Promo and Branding Solutions. Swire is an expert in the area of promotional products. In today's episode, we discuss how to strategically fit promotional products into your marketing mix and how to leverage some really creative ideas to stretch your budget and deepen your impact through promotional products.
The lonely owner is one of the most common problems small to midsize businesses face. If you are struggling to get your team on board, today's topic du jour is for you.Today's guest is Katie Burkhart of MatterPulse. Katie is going to help us see a different way of thinking about your business so you can create a different kind of energy. The key thought here is that if you want your team to follow you, you need to start thinking through the lens of "it's not about you!"Katie Burkhart is the mastermind behind MatterLogic™, the simple system for running a purpose-driven business, and has quickly become one of the go-to experts in the space. She's a serial entrepreneur, book author, keynote speaker, and jargon slayer. She asks better questions to make the most of the time we invest in our work.Today's guest is Katie Burkhart of MatterPulse. Katie is going to help us see a different way of thinking about your business so you can create a different kind of energy. The key thought here is that its not about you!Katie Burkhart is the mastermind behind MatterLogic™, the simple system for running a purpose-driven business, and has quickly become one of the go-to experts in the space. She's a serial entrepreneur, unbook author, keynote speaker, and jargon slayer. She asks better questions to make the most of the time we invest in our work.After listening to today's episode, visit MatterPulse and access MatterLogic™ or download a copy!
What would you give for your sales reps to be able to sell during crunch time? When things get tough? If that's you, we have someone you need to hear!We'd like to introduce you to our guest today Paul Reilly. One of the reasons we wanted him on the show is because he recently wrote a book titled, Selling Through Tough Times. He has insights on how to think about the adjustments and approaches you need to sell during tough times. We are always going to go through tough times but there's a way to be successful no matter what. A professional speaker and sales trainer, Paul is the author of Selling Through Tough Times (McGraw-Hill 2021) and the co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018). He hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today’s sales professionals. Reilly is a long-time faculty member at the University of Innovative Distribution (UID) and holds the CSP (Certified Speaking Professional) designation.
Owners face a common challenge - chasing growth without losing what you've built so far. Today, we talk to a master manufacturer who is leading the charge into innovation while reinforcing their progress so far.Our guest today is Justin Coutu, President of R&D Technologies. Justin has been our guest before, but we wanted to talk to him again because things are changing! His business has taken remarkable strides forward even since the last time we talked.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.
Famous retail magnate John Wanamaker once said "Half my advertising spend is wasted; the trouble is, I don’t know which half." And without clear, understandable dashboards, business owners today hit the same issues.Today's guest is Donna Dube, President of Productivity Plus. Donna's focus is something that I think every business owner should care about. In this episode, we are going to talk about how to set up dashboards and how to ensure you are getting the best bang for your buck. Donna is a certified director of operations, who focuses on data & measurement. She works with established online entrepreneurs who are ready to make a bigger impact and maximize their profit by leveraging the power of their data without complex spreadsheets or math. Her motto is to make data way less dull and her client’s businesses way more profitable!After listening to today's episode, visit Donna's website to learn more about her website dashboard minicourse!
The only constant is change, but the last few years have accelerated that change in a huge way. Businesses still have the same needs – growth being a critical on – but the methods have changed.Our guest today is Joe Apfelbaum of Ajax Union. Joe is an expert on B2B marketing, but in particular, the proper and best use of LinkedIn, especially the advanced platform of LinkedIn to help sales professionals grow. In this episode, we will discuss what's happening in B2B marketing, what has changed, and what to expect in the future. Joe Apfelbaum is the CEO of Ajax Union, a B2B digital marketing agency. Joe is a business strategist, marketing expert, and certified Google trainer. Joe is the Author of his new book, High Energy Networking, How to build relationships and get anything you want in life. Joe is a LinkedIn expert and trains hundreds of coaches, consultants & sales professionals each month with his courses and group coaching programs.
More often than not, critical pivots happen because of turbulence... and during turbulence. Smooth sailing is a luxury most owners never experience during times of pivoting. When it's time to pivot, owners need to know how to do it while in motion.Today's guest is Sue Nordman, CEO of Obsidian Manufacturing Industries. Sue is leading a company that is an OEM of critical technologies that are used in modern manufacturing. In this episode, we will discuss what Sue has learned over the last two years about pivoting through difficult times. Sue Nordman is the president of Obsidian Manufacturing Industries, Inc., a multi-brand manufacturer and grind shop in Rockford, IL. She uses her strong leadership skills to lead her team in the best direction each day, with high-quality manufacturing, integrity, and value for the customer motivating me each day.After listening to today's episode, visit Sue's website to learn more about Obsidian Manufacturing
The words "supply chain" served as a bit of a stick in the spokes over the last two years for businesses. For many owners, reactionary strategy was the name of the game. Now, having seen the massive disruption we are prone to, it's time for business owners to stop thinking "just in time" and start pursuing "just in case".Our guest is Bob Tippmann, President of Tippman Engineering. Tippmann Engineering has developed some unique technology for cold storage, mostly for food products. Bob has shown the power of a smaller company competing with the big boys in meaningful ways. So listen as we talk about competing with giants. Bob is 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. After listening to today's episode, visit Bob's website to learn more about Tippmann Engineering and the Quickfreeze system.
Digital transformation is changing the game in manufacturing, especially for smaller and midsize OEM's. With the right tools and the right approach, you can carve out strong positions to compete with much larger companies.Today's guest is Kristina Harrington COO and Co-Founder of GenAlpha Technologies. Kristina's focus is on the digital transformation of OEMs. While that sounds like a heady topic, it's very practical: it's all about how you, an OEM, support their customers with parts, add-ons, and configuration practically and compete with much larger companies. Kristina will explain how this is practical and how you can join the digital transformation revolution. As an original founder, Kris joined GenAlpha Technologies full-time in 2013. Prior to joining GenAlpha, Kris worked for over 10 years in leadership positions at two large multinational manufacturing companies, Bucyrus International and Caterpillar. Her responsibilities included working with internal stakeholders, dealers, and customers to deliver business results both in aftermarket and equipment sales. Along with the management team, Kris sets the Company’s vision and strategy and ensures GenAlpha delivers on the commitments made to each customer. As an advocate of manufacturing, she is a thought leader in the manufacturing digital transformation space, sharing her knowledge and experience in blogs, webinars, and podcasts.After listening to today's episode, visit Kristina's website to read her article, How OEMs Can Leverage eCatalogs for Aftermarket Success. Additionally, check out Kristina's podcast, a BROADcast for Manufacturers.
Our Guest today is Dave Meyer of BizzyWeb, a growth marketing agency in Minneapolis. In today's episode, we will talk about practical ways for you to create a lead generation platform online for your B2B company. We will discuss insights on how you can do this now, available technology and, the best part, how to do it for free! Dave helps "high trust" businesses entering their growth phase to attract, engage and delight their audiences to close more deals. BizzyWeb brings leads and sales to our clients using inbound marketing, optimized websites, advertising, content, SEO, email and social media. He is a speaker and trainer for Google and HubSpot, and spends much of his time training and sharing how to use technology to grow business and leads.After listening to today's episode, visit Dave's website to register for free training and events designed specifically for marketers and revenue teams.
When it comes to small and mid-market manufacturing businesses, you need every person and process to maximize their potential. You need them to be constantly improving, but it's difficult to actually accomplish that kind of reality.We are joined today by David Crysler of the Crysler Club. David is a specialist in the manufacturing world on continuous improvement and quality. In this episode, we will discuss effective problem solving when resources are limited due to supply chain issues, time constraints, labor shortages, and more.
Here at Value Prop, we have a specialization in working with industrial businesses. We've helped our fair share of clients in this segment, and we've interacted with the top thought leaders throughout the country.But few bring the kind of expertise that we found when we met Tony Rogers. His business, Creative Mechanisms, is a national leader in Design for Manufacturing (DFM), helping businesses ⚙️ Solve critical design and prototyping challenges⚙️ Increase profitability through design strategies⚙️ Enter the do-or-die manufacturing stage with confidence in their designIf you're in a product-based business where design and manufacturing stages are challenging to navigate, Tony is a guest you cannot miss.When you are done listening to Tony's episode, here is the #1 resource we recommend in all of the design and manufacturing space: https://www.creativemechanisms.com/blog/making-product-design-predictable-and-profitable
We say it all the time - the weeds of your business limit its growth. As a leader, you need to be able to see beyond the day to day books and make big picture decisions about how to use your money.Today's guest is Florian Meyer, a fractional CFO of Newhouse Partners. Florian works with companies in mid-market companies in the industrial and manufacturing categories. He will discuss how it's not all about keeping track of the books but making the big-picture decisions that affect the future success of your company. Florian has been involved as an interim Chief Financial Officer and Board Member as a change agent to allow the companies to be focused and successful. Have done this type of consulting for over twenty years.Currently specializes in financial corporate change management with specific experience in corporate leadership, finance, controllership, and treasury functions. He is sought out by mid-sized companies for his insightful identification of opportunities and his pragmatic approach to leading corporate change to renewed growth and profitability.After listening to today's episode, connect with Florian to see how he might help you optimize performance, productivity, and profitability!
Innovation is what sets market leaders ahead, but most business owners view it as a luxury. It can feel like your day to day responsibilities are too demanding to focus on innovation.If you want to succeed, you need to start with an innovative strategy that solves problems for your customers and for you. Our guest today can help you do just that.Our guest today is Ross Youngs, President of Univenture and Founder and CEO of his most recent venture, Biosorta. Ross is a lifelong inventor and entrepreneur, has had companies on the INC 500, has solved industrial problems, and is on the verge of solving biomedical issues as well. Ross will bring interesting perspectives on bringing new products to market in practical ways. Ross Youngs founded Univenture, Inc. in 1988 alongside the invention of his Safety-sleeve® disc packaging design; in the 25 years since, Univenture has grown to become a full-service designer, manufacturer, and distributor of packaging products used in dozens of industries the world over.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 (U.S. Dept. of Energy R&D) grant for its algal harvesting technology, which helped lead to the development of Biosortia’s drug discovery platform.In 1998, Ross was awarded the Ernst & Young Ohio Entrepreneur of the Year award. Additionally, the U.S. Small Business Administration honored him as their national “Business Person of the Year" in a presentation made by Vice President Al Gore.verse advisors, to lead its success.After listening to today's episode, visit Ross' website to learn more!
Most business owners will tell you that who you know is just as important as what you know when it comes to growing your business.You may be among the brightest in your field, but if you don't know how to meet new people (and the right people), your business will struggle.Today's guest is Richard Blank of Costa Rica's Call Center. Richard is an entrepreneur who has built a full-blown business south of the border interacting with American companies with a bilingual call center. In this episode, he will share some insights into his journey, and what he sees happening in the business world, and as a special treat, we are going to get some "secret sauce" on making effective B2B calls.
One of the hardest challenges business owners face is rebounding from challenges brought about by change. But a good leader knows how to keep themselves and their teams resilient in a fast moving world.Lu Phillips is an experienced international business development executive with a strong engineering background. In this episode, we will explore globalization and resilience and how it applies to smaller to mid-sized markets that have to make it in this rough and tumble world that we have been living in over the last two years.
What makes business leaders effective during times of rapid evolution in the economy? It's their ability to think strategically and execute quickly.In our economy today, business owners are trying to adapt simultaneously to issues like supply chains, automation, and labor shortages. Our guest today is on the front lines; an owner who is taking on these issues and continuing to grow.
The value of what you build as owner needs to continue beyond your leadership. While this transition isn't exactly easy, we talk to an expert who has done this successfully.Our guest today is Rob Dube, former CEO, and founder of ImageOne.In this episode, we will talk about Rob's journey as an owner and leader and as somebody who has transitioned leadership in his organization. Rob will explain how this transition has freed him to do more for his company and serve other entrepreneurs who are in high-performance roles and may be experiencing burn out.
The current labor market has been turned upside down by inflation, interest rates, and every other squeeze possible. To be successful, owners need to know how to attract and keep the talent they need to succeed.Our guest today is Lisa Ryan of LisaRyanSpeaks. Lisa is a specialist in recruiting engaging talent, especially in manufacturing.We will discuss if the current environment is the new normal, or if we will snap back to what it was pre-pandemic. We will also discuss what you can implement to make your company more attractive for the future of your company as well as the people you already have! After listening to today's episode, check out Lisa's ebook, "To Have and To Hold: 101 Smart Strategies to Engage Employees".
For the businesses that survived the worst of this year's supply chain crisis, we're at a critical moment. In our recovery, do we go back to business as normal? Or do we learn?We are excited to be joined by our guest today, Hugo Fuentes of The Owl Solutions. Hugo is an expert in supply chains. In this episode, we will discuss what is still happening, potential outcomes, and what you can do to improve your supply chain to foster growth. Hugo is a passionate supply chain management expert, with more than twenty years of leadership experience managing various aspects of the supply chain, including sales forecasting, inventory management, direct procurement, and logistics. He has worked for large midsize and large enterprises, in multiple geographies and industries, such as Consumer Packaged Goods, Natural Health Products, Aftermarket, and Industrial, in both manufacturing and distribution business models.After listening to today's episode, check out Hugo's podcast, The Owl's Nest Podcast, a great listen for supply chain professionals put on by supply chain professionals.
Every business owner's dream is a culture where every member of the team is continuously improving. But that is never an accident. It's a culture.Our guest today is Paul Vragel, Founder of 4aBetterBusiness.His specialty is helping organizations implement processes where all members of the team are always seeking improvement and he helps create a safe space for that to happen. We will discuss how this is a practical thing that can be done in any size organization; even a two-person company!
The future of manufacturing isn't primarily in ideas – it's in the next generation. It's in the people and perspectives that craft those ideas.Our guest today is someone who has helped blaze a trial into manufacturing, especially for talented young women. Her name is Meaghan Ziemba.Meaghan is the founder of Z-ink Solutions and Mavens of Manufacturing. Mavens of Manufacturing is a group that focusses on encouraging young women to get into modern manufacturing and to call out that manufacturing is a promising career path for them to pursue.In this episode, we will hear from Meaghan about what she does to help give a voice to manufacturers through content in the modern world of marketing.
"The only constant in life is change." And the best sales teams know how ride the changes. But that kind of success takes leadership. Today's guest is Ken Cheo, President of Our Sales Coach. Ken is a sales coaching master and a fellow Manufacturers Master!In this episode, Ken will help us see aspects of sales that have changed because of the pandemic and others that have remained the same. He will also discuss principles of getting more out of your sales staff. Before creating the Our Sales Coach brand, Ken enjoyed over 20 years of sales and sales management experience. Ken has participated in many speaking engagements and seminars on various sales and marketing-related subjects.
Come for the accent, stay for the insight! Today's guest comes to us from Australia: Oscar Roche of TWI Institute. In today's episode, we will discuss a different way of thinking about getting projects done in organizations.The dialogue will stretch your thinking and challenge your assumptions about the best ways to really get things done. Oscar believes passionately that frontline leaders have been ignored for many years and that it is high time to now support their development for businesses to survive and develop. The practical nature of the TWI and Toyota Kata programs makes them the ideal vehicle to build leader capability development. So much so, that Oscar practices the skills in his everyday working life.
Manufacturing is a critical step in any product-based business - heavy on investment making risk the enemy. The way to minimize that risk? Trust.That's how Ray Ziganto has built his business. He helps businesses grow their business by designing their offers for trust-building relationships. And he joins us today to give us a peek behind the curtain.Today we are going to talk to a true manufacturing master: somebody who knows how to get a manufacturing operation humming and get everyone to put that first step forward together. Our guest today is Ray Ziganto of Linara International LLC!Ray is passionate about manufacturing. An 'engineer-by-osmosis' and a manufacturing guy by choice, Ray brings an unusual combination of curiosity, domain expertise, and the ability to spot (and operationalize) patterns & connections most people miss.After listening to today's episode, visit Ray's website to learn more about Ray and his company.
It's one thing to talk about leading a business through tough conditions. It's another thing to successfully lead a business in real time.Daniel Allford is a perfect case study of what nimble, proactive leadership looks like through crisis. As the head of the robotics company ARC Specialties, he has not only survived the pandemic era economy. He has lead them to thrive. Today's guest is Dan Allford of ARC Specialties. Dan is a roboticist. In today's episode, we will learn a little bit about robots, but a lot more about how to be nimble in changing economies. This is an important conversation with Dan so listen close as we discuss the principles of flexibility, being nimble, and responding to ever-changing markets. 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 ARC Specialties to learn more about Daniel and his company.
Today's guest is Kim Wolf, of Kim Wolf Consulting. Kim is a specialist in continuous improvement - specifically in the field of manufacturing business.In today's episode, Kim will share some great ideas on how this moment in history, including tight supply chains and demanding customers, can be leveraged to create even more success. Kim was born and raised in Pennsylvania and graduated from Pennsylvania State University with a BS in Mechanical Engineering Technology and Math. She has had a successful career, holding multiple managerial roles for several companies including Pepperidge Farm, Cambell's Soup, and later, as the Vice President of Operations and Director of Manufacturing for The Original Cakerie and McCormick Canada. Now, Kim focuses her efforts as a consultant, developer, and partner. She offers consulting to manufacturers to share her experience in successfully using world-class tools and processes, including:World Class Maintenance programsJHSC and other safety initiativesShe also offers executive and middle management leadership coaching for companies who are investing in the long-term success of their leadership team. After listening to today's episode, visit Kim's website if you are ready to bring these tools into your workplace to drive results, empower employees, and implement change through development and systematic planning.
If you're a manufacturer or an OEM or in other heavy industrial categories, then you know that energy is one of the biggest cost inputs in your world. It can affect your profitability in direct ways. One could argue that it is the critical link in your supply chain.Today, we dig into the visionary future of energy production with Hunter Bjork, Founder, and CEO of ISA Industries. He joins us to explore the future of energy and how it affects your business.Hunter believes that all energy should be inherently sustainable, affordable, and decentralized. As the Founder and CEO of ISA, he focuses his energy on the exploration and development of new sources of electrical power.
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.
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!
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.
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.
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.
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.”
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.
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.
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.
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!
"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.
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.
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.
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.
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.
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.
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.
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 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.
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!
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.
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!
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!
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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!
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!
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!
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.
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!
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.
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!
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.
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.
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.
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.
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.
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.
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.
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!
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.
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.
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.
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.
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.
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.
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!
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!
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!
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.
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.
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.
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!
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!
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!
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!
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!
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!
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!
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.
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!
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.
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!
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!
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.
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.
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.
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.
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.
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!
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/.
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”.
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!
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.
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!
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.
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/.
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.
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/.
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/.
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.
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/!
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.
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.
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/.
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/.
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.
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!
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.
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.
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/.
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.
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.
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.
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.
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/.
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/.
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/.
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!
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.
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!
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.
"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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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 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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.