High Value Sales Show by Eversprint.com: Recent Episodes
Eversprint.com
Listen in as Malcolm Lui of Eversprint.com speaks with C-suite and senior execs about how they accelerated their high value sales.
Tyler Robertson, CEO of Diesel Laptops, grew his company's revenue from around $30m in 2019 to over $40m in 2019, and was on pace for a strong 2020 when COVID-19 cut into their sales significantly.
Diesel Laptops is the industry leader in diesel diagnostic tools and repair information.
In this interview with Eversprint's Malcolm Lui, Tyler shares how he and his team are poised to emerge stronger from COVID-19 by:
- Knowing their financial numbers, and figuring out what they needed to do to keep costs down and sales up to avoid layoffs.
- Keeping all their employees in the loop on what they're seeing, what's going on, and what they're going to do.
Thinking differently and pivoting quickly. To replace the loss of leads from in-person trade shows, they organized their own virtual truck repair expo in just 45 days, with 1800 registered attendees, and dozens of vendors and speakers.
Ryan Wright, the Founder and CEO of DoHardMoney.com, grew his company's revenue from $2.5 million in 2015 to $6 million in 2018, a 142% increase.
DoHardMoney.com provides short-term funding for real estate investors.
In this interview with Eversprint's Malcolm Lui, Ryan shares how he and his team accelerated their high value sales by:
- Being different. While there are many that provide training only, and funding only, DoHardMoney.com provides both to their members.
- Automating their sales process to engage potential investors across multiple channels, including SMS and ringless voice mails.
- Developing inbound marketing systems to find people interested in real estate investing via SEO, paid ads, and their Income Hacker podcast.
Timothy Mercer, the Managing Director of IBOX Global, grew his company's revenue from $1 million in 2014 to $16 million in 2017, a 1,412% increase.
IBOX Global provides technology consulting and managed solutions to government agencies and Fortune 500 companies.
In this interview with Eversprint's Malcolm Lui, Timothy shares how he and his team accelerated their high value sales by:
- Creating and honing processes on small projects that can be scaled successfully for larger projects.
- Becoming a tursted advisor and partners with their clients, by providing them with a holistic view of their project and their clients business.
- Developing in-house and outside senior level consultants who are highly qualified with 10+ years of experience.
Scott Gates, the President and CEO of Western Window Systems, grew his company's revenue from $45 million in 2014 to $100 million in 2017, a 122% increase, and to around $123 million in 2018.
Western Window Systems provides moving glass walls and windows that blend the indoors with the outside.
In this interview with Eversprint's Malcolm Lui, Scott shares how he and his team accelerated their high value sales by:
- Focus their marketing and sales on the lifestyle their products provide, instead of product features.
- Innovating across all facets of their business, not just on products.
- Developing a corporate culture to change the world, have fun, and treat all internal and external stakeholders as partners.
Shaun Buck, the CEO of The Newsletter Pro, grew his company's revenue from $3 million in 2014 to $6.8 million in 2017, a 125% increase, and is on pace to hit around $10.7 million in 2019.
The Newsletter Pro is the nation’s largest custom print newsletter company.
In this interview with Eversprint's Malcolm Lui, Shaun shares how he and his team accelerated their high value sales by:
- Forming alliances with referral partners to gain access to their clients and followers.
- Focusing on minimizing customer churn through relationship building and providing phenomenal customer service.
- Incentivizing referrals from customers and non-customers alike via cash payments and a chance to win exceptional prizes, such as a Tesla automobile.
Jason Skidmore, the CEO of Vernovis, grew his company's revenue from $3.8 million in 2014 to $6.5 million in 2017, a 74% increase, and to around $5.5 million in 2018.
Vernovis provides technology, cybersecurity, accounting and finance consulting services.
In this interview with Eversprint's Malcolm Lui, Jason shares how he and his team accelerated their high value sales by:
- Having the right people in the seats, industry veterans who can deliver on a project and help with recruitment.
- Culture, tools and processes that extends both internally within the company, and externally with clients.
- Planning on a quarterly basis to define their primary objectives, and the strategy and actions that support them.
Greg Kushner, the Founder and Chairman of Lido Advisors, grew his company's company's AUM from around $800 million in 2014 to $2.7 billion in 2017, a 238% increase, and to around $4.1 billion in 2018.
Lido Advisors is an independent registered investment advisor.
In this interview with Eversprint's Malcolm Lui, Greg shares how he and his team accelerated their high value sales by:
- Providing alternative investment solutions that go beyond just stocks and bonds.
- Hedging to reduce the downside risk of client portfolios.
- Capitalizing on the momentum of their rapid AUM growth, which has made it easier to win larger clients.
Tyler Robertson, the CEO of Diesel Laptops, grew his company's revenue from $1.3 million in 2014 to $16.4 million in 2017, a 1,188% increase, and to around $30 million in 2018.
Diesel Laptops provides commercial truck diagnostic software, hardware, and laptop kits.
In this interview with Eversprint's Malcolm Lui, Tyler shares how he and his team accelerated their high value sales by:
- Listening to customers and giving them solutions to their problems.
- Hiring great people who know their stuff and have an aptitude for learning.
- Learning and releasing new products quickly to get instant feedback on what works, and what doesn't.
Rick Lunsford, the Owner and CEO of Blossom Ridge Home Health & Hospice, grew his company's revenue from $3.7 million in 2014 to $12.4 million in 2017, a 239% increase, and to around $16.5 million in 2018.
Blossom Ridge Home Health & Hospice is a hospice and in-home skilled medical service provider to patients throughout the greater throughout the greater Sacramento and San Joaquin counties.
In this interview with Eversprint's Malcolm Lui, Rick shares how he and his team accelerated their high value sales by:
- Focusing on both patient outcomes (so they do not have to be re-admitted to the hospital) and on patient satisfaction (they have a 4 star Medicare Home Health Care rating).
- Positioning the company to benefit from the aging of baby boomers -- around 10,000 people turn 65 every day and get on Medicare.
Paresh Shah, the President of MindLeaf Technologies, grew his company's revenue from $6.8 million in 2014 to $10.7 million in 2017, a 59% increase, and to around $7.2 million in 2018.
MindLeaf Technologies provides compliance and revenue cycle solutions to healthcare organizations nationwide.
In this interview with Eversprint's Malcolm Lui, Paresh shares how he and his team accelerated their high value sales by:
- Having a bottom up focus on workflows, from which they expanded into other areas of their client's business.
- Understanding deeply the requirements of their clients and ensuring they have the processes and management to deliver as promised.
- Developing internal processes and systems, such as automation and accounting, to manage their growth.
Martin Turner, the CEO of Retail Solutions, grew his company's revenue from $3.7 million in 2014 to $8.4 million in 2017, a 127% increase, and to around $18.5 million in 2018.
Retail Solutions is a real estate brokerage firm specializing in the leasing and sale of commercial real estate.
In this interview with Eversprint's Malcolm Lui, Martin shares how he and his team accelerated their high value sales by:
- Building their reputation in the marketing place quickly as a landlord representative.
- Developing and growing their tenant representative business.
- Expanding geographically with 9 offices across Texas, New Mexico and Louisiana.
Robert Khachatryan, the Founder and Chief Operating Officer of Freight Right Global Logistics, grew your company's revenue from $900,000 in 2014 to $5.5 million in 2017, a 511% increase, and to around $19 million in 2018.
Freight Right Global Logistics is a logistics and transportation company that caters primarily to technology centric companies.
In this interview with Eversprint's Malcolm Lui, XXX shares how he and his team accelerated their high value sales by:
- Hiring the best people with outstanding logistics skills from all over the world.
- Partnering strategically to generate referrals and minimize their marketing expenses.
- Combining efficiency with a lean philosophy to provide customers with significant cost savings.
Jamie Teets, the CEO & Founder of Transportation One, grew his company's revenue from $17 million in 2014 to $31.5 million in 2017, an 85% increase, and to around $40 million in 2018.
Transportation One is a full-service, multi-modal logistics provider.
In this interview with Eversprint's Malcolm Lui, Jamie shares how he and his team accelerated their high value sales by:
- Hiring quality people from the C-suite down to the entry level positions that brought needed leadership, talent and skills to manage and fuel their growth.
- Operating with their core values in mind (trust, integrity and ethics), which in turn boosted trust with their customers, carriers, and employees.
- Chasing a vision to become one of the largest North American third party logistics firm with hundreds employees who are happy with their careers.
Jared Blong, the President and CEO of Octane Energy, grew his company's revenue from $1.8 million in 2014 to $12.3 million in 2017, a 592% increase, and to around $18.4 million in 2018.
Octane is a technology enabled, people driven company that connects great oil and gas companies with world class well site consultants, engineers and problem solvers.
In this interview with Eversprint's Malcolm Lui, Jared shares how he and his team accelerated their high value sales by:
- Delivering on performance, which drove the extension of current projects and winning new projects.
- Sourcing quality human inventory through technology.
- Developing IT that allowed them to scale.
- Riding the recovery of the exploration and production industry.
Brett Beveridge, the Founder and CEO of T-ROC, The Revenue Optimization Companies, grew his company's revenue from $23 million in 2014 to $85.1 million in 2017, a 270% increase, and to around $146 million in 2018.
T-ROC is a sales performance agency specializing in turnkey retail management, operations and outside sales teams.
In this interview with Eversprint's Malcolm Lui, Brett shares how he and his team accelerated their high value sales by:
- Helping big box retailers sell complicated and prescriptive products more effectively, by providing training and/or T-ROC staff to work within the store.
- Growing their network of T-ROC owned and operated stores under the brands of T-Mobile, Xfinity, Samsung and other well known companies.
- Providing merchandising services and trained seasonal staff.
Julia Bright, the Director of Marketing at Wana Brands, helped grow her company's revenue from $2.6 million in 2014 to $14.1 million in 2017, a 455% increase, and to around $18 million in 2018.
Wana Brands is a maker of cannabis-infused products.
In this interview with Eversprint's Malcolm Lui, Julia shares how she and her team accelerated their high value sales by:
- Providing a stable and scaleable product that consumers love.
- Partnering with dispensaries and providing them with sales training and customer support that's reliable and consistent.
- Developing innovative product line extensions.
Josh Fulton, the Founder and Managing Partner of eSquared Communication Consulting, grew his company's revenue from $7.2 million in 2014 to $20.6 million in 2017, a 185% increase.
eSquared Communication Consulting is a provider of high end business telecommunications services.
In this interview with Eversprint's Malcolm Lui, Josh shares how he and his team accelerated their high value sales by:
- Capitalizing on the increasing adoption of mobility by mid-market and enterprise companies.
- Providing a boutique consulting approach that is quicker and more nimble than their larger competitors.
- Leveraging the improving speed and reliability of mobile operator networks.
Jason Goldsmith, the CEO and Co-Founder of CARCHEX, grew his company's revenue from $32.2 million in 2014 to $56.6 million in 2017, a 76% increase.
CARCHEX is a a consumer focused reseller of vehicle protection plans and other automotive protection products.
In this interview with Eversprint's Malcolm Lui, Jason shares how he and his team accelerated their high value sales by:
- Forming strategic partnerships to provide consumer centric solutions, and to offer those solutions to a wider audience.
- Constantly striving to improve the effectiveness of their marketing and lower their customer acquisition costs.
- Providing a customer experience above all, enabled via technology and transparency.
David Drap, the President of WellnessIQ, grew his company's revenue from $2.4 million in 2014 to $7 million in 2017, a 188% increase, and to around $10 million in 2018.
WellnessIQ is a provider of employee wellness programs.
In this interview with Eversprint's Malcolm Lui, David shares how he and his team accelerated their high value sales by:
- Offering a wide range of quality vendor platforms for small and mid-market companies.
- Developing and keeping up to date their distribution network of consulting partners.
- Retaining over 97% of their customers by getting them onto the right platform initially, and adjusting it as their needs change.
Jim Erben, the President of Erben Associates, grew his company's revenue from $1.6 million in 2014 to $4.3 million in 2017, a 166% increase.
Erben Associates is a family wealth advisory firm.
In this interview with Eversprint's Malcolm Lui, Jim shares how he and his team accelerated their high value sales by:
- Bringing on board a key principal who opened their Waco, Texas office.
- Generating business opportunities by speaking nationally to business owners and senior executives on succession planning.
- Providing succession and financial plans that resonates with their clients and in turn generates referrals.
Gayatri Sirure and Lynsey Delozier, executive team members at Verveba Telecom, helped grow their company's revenue from $14.4 million in 2014 to $47.5 million in 2017, a 231% increase.
Verveba Telecom is a provider of telecom engineering services.
In this interview with Eversprint's Malcolm Lui, Gayatri and Lynsey share how they and their team accelerated their high value sales by:
- Participating in an industry where network technology is constantly evolving.
- Growing their service portfolio and offering additional services to their existing customer base.
- Performing high quality work, on time, while looking for ways to provide their customers with additional value.
Sam Khorramian, the Owner and Co-Founder of Big Block Realty, grew his company's revenue from $636,000 in 2014 to $47.8 million in 2017, a 7,417% increase, and to around $63 million in 2018.
Big Block Realty, a San Diego based real estate brokerage firm.
In this interview with Eversprint's Malcolm Lui, Sam shares how he and his team accelerated their high value sales by:
- Developing a company culture where their head office team provides their agents with a "WOW!" experience across their entire platform.
- Focusing intensely on finding, engaging, and persuading agents to join their platform.
- Incentivizing and gamifying the referral of potential agents.
Ron Carson, the Founder and CEO of Carson Group, grew his company's revenue from $34.8 million in 2014 to $71.3 million in 2017, a 105% increase, and to around $106 million in 2018.
Carson Group is a fintech, consulting and retail advisory firm.
In this interview with Eversprint's Malcolm Lui, Carson shares how he and his team accelerated their high value sales by:
- Developing a culture and hiring the right people who are willing to give it their all in their work.
- Enjoying the first mover advantages by providing a service that no one else has.
- Building their business to own, rather than building it to sell.
Jay Eastland, the Co-Founder of Engineered Solutions of Georgia, grew his company's revenue from $5 million in 2014 to $9.1 million in 2017, an 81% increase, and to around $10 million in 2018.
Engineered Solutions of Georgia is a provider of commercial and residential foundation restoration and waterproofing.
In this interview with Eversprint's Malcolm Lui, Jay shares how he and his team accelerated their high value sales by:
- Managing their pipeline of new hires, especially for entry level positions where turnover is higher.
- Making a conscious decision to spend around 8% of their revenue each year on advertising to build and maintain top of mind presence.
- Switching to a revenue share employee compensation model to increase production while maintaining quality.
Anthony Tivnan, the President of Magellan Jets, grew his company's revenue from $19.2 million in 2014 to $38 million in 2017, a 98% increase, and to around $38 million in 2018.
Magellan Jets provides national and international charter jet flights and jet memberships.
In this interview with Eversprint's Malcolm Lui, Anthony shares how he and his team accelerated their high value sales by:
- Focusing on improving customer retention, which in turns leads to more referrals, higher long term customer value, and more customer spending.
- Investing heavily in their people through training and support.
- Positioning their brand as a travel solution provider for life.
Tim Wallace, the CEO of iPipeline, grew his company's revenue from $73 million in 2014 to $128.5 million in 2017, a 75% increase, and to around $170 million in 2018.
iPipeline provides sales distribution software to the insurance and financial services markets.
In this interview with Eversprint's Malcolm Lui, Tim shares how he and his team accelerated their high value sales by:
- Making it faster and easier for agents to sell life insurance via their digital platform.
- Providing carriers with more data to better predict mortality and price their policies.
- Helping agents, distributors and carriers provide the right products to the right people at the right time via data analytics.
Glenn Frank, the President and Owner of Fort Collins Heating and Air Conditioning, grew his company's revenue from $4.8 million in 2014 to $9.6 million in 2017, a 99% increase, and to around $10 million in 2018.
Fort Collins Heating and Air Conditioning provides residential and light commercial HVAC sales, service, and installation.
In this interview with Eversprint's Malcolm Lui, Glenn shares how he and his team accelerated their high value sales by:
- Developing their brand via radio advertising of their jingle "Big Enough to Serve, Small Enough to Care" sung by his boy many years ago.
- Hiring strategically to add new service lines, such as new construction, and more recently plumbing.
- Shifting their marketing focus to recruit new HVAC technicians, as demand for their services exceeds their supply.
Matt Medeiros, the CEO of The Institute for Wealth Management, grew his company's revenue from $3.5 million in 2014 to $5.6 million in 2017, a 59% increase, and to around $8 million in 2018.
The Institute for Wealth Management is a provider of registered investment advisory services.
In this interview with Eversprint's Malcolm Lui, Matt shares how he and his team accelerated their high value sales by:
- Capitalizing on the secular trend of advisors going independent.
- Creating financial products that the needs of their clients better than what the wirehouses can offer.
- Selectively hiring advisors who have the same "putting clients first" culture, beliefs and philosophy as they do.
John Bly, the CEO of LBA Haynes Strand, grew his company's revenue $4 million in 2014 to $8.9 million in 2017, a 120% increase, and to around $9.3 million in 2018.
LBA Haynes Strand provides full-service accounting, audit and advisory services.
In this interview with Eversprint's Malcolm Lui, John shares how he and his team accelerated their high value sales by:
- Acquiring and merging smaller firms to expand their skill set and geographic footprint.
- Offering new services in-house that are consistently requested by clients.
- Consistently generating leads through public speaking, especially at industry events.
Greg Samuels, the CEO of Solvaria, grew his company's revenue from $2.3 million in 2014 to $3.7 million in 2017, a 63% increase, and to around $4 million in 2018.
Solvaria is a consulting firm that leverages technology experts to support the the data and the people of their clients.
In this interview with Eversprint's Malcolm Lui, Greg shares how he and his team accelerated their high value sales by:
- Hiring additional senior database administrators in excess of their near-term needs, which in turn allowed their sales team to successfully go after larger clients.
- Productizing their database management process so that it can be applied on different technology platforms, and become a point of differentiation.
- Benefiting from cloud computing and remote access, which has resulted in lower costs and better service for both their clients.
Gregory Browning, the CEO of SinglePoint Global, grew his company's revenue from $2.2 million in 2014 to $7.2 million in 2017, a 224% increase, and to around $10.9 million in 2018.
SinglePoint Global provides IT infrastructure, cloud-based voice, apps, data, cabling, and consulting services.
In this interview with Eversprint's Malcolm Lui, Gregory shares how he and his team accelerated their high value sales by:
- Adding new products and services that they could offer to existing clients, and that allowed them to engage new clients who are looking for more than just IT support.
- Building out their sales team starting in 2016, as they had grown to a point where referrals were no longer enough to keep his team busy.
- Hiring really smart people who have the passion to do the right thing for customers, who are excited about what the company is doing and striving for.
Rob Hrabe, the President and CEO of VRC Metal Systems, grew his company's revenue from $842,000 in 2014 to $7,3 million in 2017, a 766% increase, and to around $16.8 million in 2018.
VRC Metal Systems provides high pressure cold spray systems and process development.
In this interview with Eversprint's Malcolm Lui, Rob shares how he and his team accelerated their high value sales by:
- Drawing from his experience as a B1 bomber pilot and recognizing the huge market of repairing worn out aircraft parts with cold spray technology.
- Identifying other industries where repairing worn out metal parts quickly is critical (such as on military aircraft and vessels, nuclear power plants, and oil & gas facilities).
- Staying ahead of the competition by researching and developing new cold spray technology, processes and materials and applications.
Bruce Vaio, the Owner and Managing Partner of SaniSafe, grew his company's revenue from $1 million in 2014 to $2.5 million in 2017, a 140% increase, and to around $3.7 million in 2018.
SaniSafe is a designer and fabricator of plastic and acrylic products.
In this interview with Eversprint's Malcolm Lui, Bruce shares how he and his team accelerated their high value sales by:
- Implementing new processes, IT and equipment, and upgrading staff.
- Focusing on what they do best: "imagineering" value for customers.
- Going after big targets with small shots: singles instead of home runs.
Jason Forrest, the CEO of Forrest Performance Group, grew his company's revenue from $1.9 million in 2014 to $3.4 million in 2017, an 81% increase.
Forrest Performance Group provides sales, management, and corporate training programs.
In this interview with Eversprint's Malcolm Lui, Jason shares how he and his team accelerated their high value sales by:
- Being really clear on how they are different from other corporate training providers along three dimensions.
- Creating a best places to work environment, as you can't scale if you're constantly losing people and hiring to replace them.
- Practicing what they preach in-house first, before offering it to their clients.
Stakh Vozniak, the CEO of Cargofy, grew his company's revenue from $378,000 in 2014 to $2.7 million in 2017, a 613% increase, and to around $4.4 million in 2018.
Cargofy is a platform provider that reduces the time and cost of booking loads for truck drivers.
In this interview with Eversprint's Malcolm Lui, Stakh shares how he and his team accelerated their high value sales by:
- Building a communities of truck drivers which provided them with market research and allowed for less expensive non-English language online ads.
- Generating leads via SEO targeting keywords for potential client requests in a variety of languages.
- Widening their market by providing their platform across multiple countries, with multiple currencies and languages.
Mark Kuhns, the CEO of Zippy Shell, grew his company's revenue from $7.4 million in 2014 to $30.1 million in 2017, a 307% increase, and over $170 million in 2018.
Zippy Shell is a provider of portable moving and storage services.
In this interview with Eversprint's Malcolm Lui, Mark shares how he and his team accelerated their high value sales by:
- Developing 6 corporate owned and 28 franchise owned locations, providing local moving and storage services while creating a national footprint to enable both long-distance moving and corporate relocation services.
- Merging with 1-800-PACKRAT in 2018, which grew their footprint even wider to 89 total locations.
Bogdan Negru, the Co-Owner of SourceMatch, grew his company's revenue from $1 million in 2014 to $2.1 million in 2017, a 111% increase, and to around $2m million in 2018.
SourceMatch provides recruitment solutions specialists who are experts in recruiting.
In this interview with Eversprint's Malcolm Lui, Bogdon shares how he and his team accelerated their high value sales by:
- Forming partnerships with companies that have complementary services, such as PEOs and employer of record businesses around the world.
- Attracting and retaining the best talent in-house, and helping them develop professionally and reach their potential as much as possible.
Paul Bertozzi, the President and CEO of Live Oak Contracting, grew his company's revenue from $829,000 in 2014 to $62 million in 2017, a 7,382% increase, and to around $97 million in 2018.
Live Oak Contracting is a general contracting firm in the multifamily development industry.
In this interview with Eversprint's Malcolm Lui, Paul shares how he and his team accelerated their high value sales by:
- Leveraging their relationships with subcontractors and vendors to find the best people to build their multifamily developments.
- Receiving referrals to developers from design firms (ie, architectural, civil engineering, structural) to build their designs.
- Winning second round bidding by providing valuable guidance to developers during their first round loss.
Candice Lu, the Founder and Managing Partner of OnPrem Solution Partners, along with her partners grew their company's revenue from $9.8 million in 2014 to $28.8 million in 2017, a 193% increase, and to around $38 million in 2018.
OnPrem Solution Partners provides consulting and technology innovation services to major studios, broadcasters, non profits and consumer product companies.
In this interview with Eversprint's Malcolm Lui, Candice shares how she and her partners accelerated their high value sales by:
- Hiring the right talent with both EQ and IQ, with discipline and gratefulness, who are like-able by colleagues and clients alike.
- Working with the right clients who have similar values, where their interests can be aligned.
- Doing the right thing for clients (such as turning down projects where they are not the best solution) and for employees (by finding projects that provide career growth).
Dick Hyatt, the CEO and President of Decisiv, grew his company's revenue 157% from 2014 to 2018.
Decisiv is a service event management platform provider for high value, complex commercial assets.
In this interview with Eversprint's Malcolm Lui, Dick shares how he and his team accelerated their high value sales by:
- Enjoying first mover advantages after spending years educating and developing the market for their platform.
- Capitalizing on the network effect of their ecosystem -- providers are now coming to them to join.
- Creating a platform that has high barriers to entry and switching costs, and also provides high value to participants.
William McCance, the President and Chairman of TAG Group, grew his company's revenue from $7.1 million in 2014 to $18.8 million in 2017, a 164% increase, and to around $21 million in 2018.
TAG Group is a diversified financial services company that owns a broker-dealer, a registered investment advisory firm, and an insurance general agency.
In this interview with Eversprint's Malcolm Lui, William shares how he and his team accelerated their high value sales by:
- Focusing on customer service and building relationships with their advisors and investor end clients.
- Providing or creating the right products for their advisors and investor end clients.
- Keeping headquarter expenses down so they can pay their representatives a larger percentage of revenue.
- Preparing for the upcoming wave of investment advisor retirement by building a team of millenial advisors.
Michael DesRochers, the Managing Partner of PoliteMail Software, grew his company's revenue from $610,000 in 2014 to $3.6 million in 2017, a 490% increase, and to around $5.9 million in 2018.
PoliteMail Software provides tools for corporate communications departments and B2B marketing.
In this interview with Eversprint's Malcolm Lui, Michael shares how he and his team accelerated their high value sales by:
- Solving the pain points of broadcast emails to employees: list management and segmentation, responsive design, and analytics.
- Having their marketing and sales focused on serving enterprise customers who use Outlook.
- Capitalizing on the growing awareness of the need for better employee communication tools.
Joseph Chaplik, the President of Joseph Bernard Investment Real Estate, grew his company's revenue from $1.4 million in 2014 to $2.2 million in 2017, a 61 % increase, and to around $2m million in 2018.
Joseph Bernard Investment Real Estate is a multifamily brokerage firm in Oregon, Washington, and Arizona.
In this interview with Eversprint's Malcolm Lui, Joseph shares how he and his team accelerated their high value sales by:
- Understanding apartment brokerage and investment better than others, with a focus on cash flow, tax benefits, principal pay down and asset appreciation.
- Benefiting from favorable market conditions for apartment investing.
- Expanding into states where valuations and investment potential are attractive.
Matthew Greer, the CEO of Digital Marketing Services, grew his company's revenue rom $3.8 million in 2014 to $6.3 million in 2017, a 66% increase, and to around $7.1 million in 2018.
Digital Marketing Services is a technology enabled print service provider.
In this interview with Eversprint's Malcolm Lui, Matthew shares how he and his team accelerated their high value sales by:
- Building a sales force starting in 2012 with two new hires to today's nine-strong team.
- Developing DigiFLO®, a web platform streamlines the distribution of materials and marketing collateral to the field for their clients.
- Having a willingness to adopt new technologies early, which in turns allows them to offer new services to their clients.
Brent Bennett, the President and CEO of Spectra Benefits, grew his company's revenue from $2.8 million in 2014 to $6 million in 2017, a 118% increase, and to around $7.2 million in 2018.
Spectra Benefits provides insurance, savings and retirement plans to local businesses.
In this interview with Eversprint's Malcolm Lui, Brent shares how he and his team accelerated their high value sales by:
- Focusing on clients who see benefits as an expression of their values and their culture.
- Increasing productivity by refining processes and workflows, and leveraging technology.
- Providing an outstanding work environment and culture, and career options for employees.
Darin Anderson, Chairman and CEO of Salas O'Brien, grew his company's revenue Malcolm Lui: from $24.3 million in 2014 to $59.7 million in 2017, a 146% increase, and to around $101 million in 2018.
Salas O'Brien provides facility planning, design, construction management, and commissioning services.
In this interview with Eversprint's Malcolm Lui, Darin shares how he and his team accelerated their high value sales by:
- Merging and acquiring best in class firms to expand their geographic presence and add additional services that can be accessed by all of their offices.
- Hiring and retaining engineers who are passionate about their work, who are the engineer's engineer.
- Focusing on larger industrial clients who own their facilities for the long term, who often many other projects they can assist with.
Jamie Woods, CEO of JCW, grew his company's revenue from around $15 million in 2016 to around $30 million in 2018, a 100% increase.
JCW provides recruitment services to firms in key industry hubs across the globe.
In this interview with Eversprint's Malcolm Lui, Jamie shares how he and his team accelerated their high value sales by:
- Growing their headcount with entry level recruiters who typically generate profits for the firm by year three.
- Providing ongoing training and support to their new and experienced recruiters so they can continue to improve their skills and results.
- Retaining a highly mobile workforce through a culture that fosters growth and by providing them a clear career path.
Adam Olalde, the CEO and Founder of Xtreme Xperience, grew his company's revenue from $4.5 million in 2014 to $8.1 million in 2017, an 80% increase, and to around $10.1 million in 2018.
Xtreme Xperience is a provider of supercar driving, riding and racing experiences.
In this interview with Eversprint's Malcolm Lui, Adam shares how he and his team accelerated their high value sales by:
- Finding new ways to grow their business naturally and via strategic alliances.
- Fostering a culture to provide their drivers with a remarkable and memorable experience.
- Maintaining their momentum by leveraging their youthful energy to impact the world in positive ways.
Kyle Sharick, the Founder and CEO of TracksNTeeth, grew his company's revenue from $680,000 in 2014 to $2.2 million in 2017, a 224% increase, and to around $2.4 million in 2018.
TracksNTeeth is an online marketplace for aftermarket heavy construction equipment parts.
In this interview with Eversprint's Malcolm Lui, Kyle shares how he and his team accelerated their high value sales by:
- Re-investing in marketing and sales, with leads generated via PPC ads.
- Improving their website to capture organic search traffic.
- Providing an ever increasing inventory of parts, currently at 130,000+ and growing.
- Encouraging referrals via customer reviews and email marketing.
Jim Datin, the CEO of BioAgilytix, grew his company's revenue from $10.4 million in 2014 to $35.9 million in 2017, a 245% increase, and to just under $60 million in 2018.
BioAgilytix is a bioanalytical testing laboratory specializing in large molecule bioanalysis.
In this interview with Eversprint's Malcolm Lui, Jim shares how he and his team accelerated their high value sales by:
- Building a team of renowned experts who put customers first, as indicated by their 99% customer retention rate.
- Riding the trend toward large molecule bioanalysis that is expected to continue for years to come.
- Providing a cost effective bioanalytical testing service to the largest pharmaceutical and biotech companies in the world.
Tance Hughes, the CEO of Southern Designs, grew his company's revenue from $430,000 in 2014 to $3.3 million in 2017, a 664% increase, and to around $5 million in 2018.
Southern Designs is a home decor and accessories company.
In this interview with Eversprint's Malcolm Lui, Tance shares how he and his team accelerated their high value sales by:
- Entering an unsaturated market four years ago that still has not yet reached saturation.
- Understanding who their ideal customers are and what they want.
- Automating their production and processes so they can scale more easily.
Carrie McKeegan, the CEO of Greenback Expat Tax Services, grew her company's revenue from $1.4 million in 2014 to $3.4 million in 2017, a 184% increase, and to around $3.8 million in 2018.
Greenback Expat Tax Services provides expatriate tax services.
In this interview with Eversprint's Malcolm Lui, Carrie shares how she and her team accelerated their high value sales by:
- Building up their brand with clients through educational content marketing.
- Developing a loyal customer base with an 85%-95% retention rate.
- Generating referrals by providing an outstanding client experience.
Sujan Patel, the Co-Founder of Mailshake, grew his company's subscriber base from 3,000 in 2015 to 20,000 in 2018, a 566% increase, with annual revenue is currently in the $2m to $5m range.
Mailshake is an an outbound sales tool.
In this interview with Eversprint's Malcolm Lui, Sujan shares how he and his team accelerated their high value sales by:
- Generating word of mouth referrals by providing an effective service that's easy to use.
- Consistently executing a content marketing to generate inbound leads and trial users.
- Having an extreme focus on helping their customers succeed with Mailshake.
John Silva, the Founder of Culinary Eye Catering and Events, grew his company's revenue from $1.3 million in 2014 to $2.9 million in 2017, a 123% increase, and to around $3.9 million in 2018.
Culinary Eye Catering and Events hosts everything from intimate dinners, wedding receptions, corporate holiday parties, and more.
In this interview with Eversprint's Malcolm Lui, John shares how he and his team accelerated their high value sales by:
- Building relationships and collaborating with other companies in the catering and events industry.
- Providing clients with unique offerings, such an interactive and edible wall that as it's consumed, reveals the client company's logo underneath.
- Building a diverse and creative team focused on providing clients with a memorable experience.
Fred Pierce, the President and CEO of Pierce Education Properties, from $11.2 million in 2014 to $59.8 million in 2017, a 435% increase, and to around $75 million in 2018.
Pierce Education Properties owns and operates student housing properties.
In this interview with Eversprint's Malcolm Lui, Fred shares how he and his team accelerated their high value sales by:
- Having access to institutional capital from pension funds, insurance companies and private equity firms.
- Receiving deal flow due to their reputation as a top 10 buyer of student housing properties.
- Hiring people throughout the company who excel at their jobs, as it drives investment performance and access to capital.
Matt Naimoli, the Co-Founder of G&N Insurance, grew your company's revenue from $1.4 million in 2014 to $3.3 million in 2017, a 144% increase, and to around $4 million in 2018.
G&N Insurance provides auto and home insurance lines.
In this interview with Eversprint's Malcolm Lui, Matt shares how he and his team accelerated their high value sales by:
- Building strategic referral partners who can refer home buyers in need of insurance to close a transaction: real estate lawyers, lenders, and agents.
- Hiring the right people and building a culture of fun, doing what it takes, and finding ways to help.
- Having a well working partnership with his co-founder Zack.
Pat Swisher, the CEO of Enviro-Master International Franchise, grew his company's revenue from $4.1 million in 2014 to $16.7 million in 2017, a 305% increase.
Enviro-Master International Franchise is a health and safety company that specializes in disease prevention and odor control.
In this interview with Eversprint's Malcolm Lui, Pat shares how he and his team accelerated their high value sales by:
- Supporting their franchisees who have been growing their sales 20% YoY.
- Acquiring Swisher International for their customers and contracts.
Vahan Yepremyan, the Managing Partner of Yepremyan Law Firm, grew his company's revenue from $1.6 million in 2014 to $2.7 million in 2017, a 72% increase, and to over $3 million in 2018.
Yepremyan Law Firm provides business, corporate, immigration and personal injury legal services.
In this interview with Eversprint's Malcolm Lui, Vahan shares how he and his team accelerated their high value sales by:
- Focusing on personal growth of himself and of his employees, which in turn drove business growth.
- Empowering his employees to take care of clients, so he could work on growing his business, instead of working in his business.
- Helping their existing clients to grow further, which in turn increased their need for legal services and also raised client retention.
John Bennett, the Executive Director of Sunny Days In-Home Care, grew his company's revenue from from $3.9 million in 2014 to $7.8 million in 2017, a 99% increase, and to around $8.3 million in 2018.
Sunny Days In-Home Care provides quality in-home health care services for seniors.
In this interview with Eversprint's Malcolm Lui, John shares how he and his team accelerated their high value sales by:
- Making customer satisfation priority #1.
- Creating a scaleable and flexible hiring and expansion process.
- Automating with a personalized touch their processes.
Adam Stettner, the CEO of Reliant Funding, grew his company's revenue from $9.7 million in 2014 to $55.4 million in 2017, a 469% increase, and to over $60 million in 2018.
Reliant Funding provides funding to small and medium sized business.
In this interview with Eversprint's Malcolm Lui, Adam shares how he and his team accelerated their high value sales by systemizing and scaling the following, after they have developed a process that works:
- Marketing - they are currently spending six digits a month on marketing.
- Sales - they've grown their team from 10 to 60 over the past several years.
- Training and regularly reviewing recent client interactions.
- Automating processes and standardizing technology.
Ajay Kapoor, the CEO of TouchSource, grew his company's revenue from from $4.8 million in 2014 to $7.6 million in 2017, a 57% increase, and another 20-25% in 2018.
TouchSource provides electronic directory, wayfinding, and public access information systems and kiosks.
In this interview with Eversprint's Malcolm Lui, Ajay shares how he and his team accelerated their high value sales by:
- Expanding outside of commercial real estate to healthcare and retail.
- Successfully anticipating needs and future user experiences.
- Providing a service that ranks in the top 1% of customer satisfaction.
Ron Ben-Zeev, the President & CEO of World Housing Solution, grew his company's revenue from $300,000 in 2014 to $3.7 million in 2017, a 1,145% increase.
World Housing Solution is a designer and manufacturer of expeditionary military solutions, emergency shelters, and mobile medical solutions.
In this interview with Eversprint's Malcolm Lui, Ron shares how he and his team accelerated their high value sales by:
- Finding a problem that their product solves extremely well.
- Proactively networking with government and military decision markers, as well as being prepared when opportunities find them.
- Continually educating their market on how there are housing and building options beyond tents.
Brandon Dewan, the President and CEO of Eagle Pipe, grew his company's revenue from $60 million in 2014 to $139.8 million in 2017, a 132% increase, and to around $300 million in 2018.
Eagle Pipe is a full service stocking distributor of oil field tubulars.
In this interview with Eversprint's Malcolm Lui, Brandon shares how he and his team accelerated their high value sales by:
- Diversifying into both the upstream and midstream markets, with a focus on adding value through market analytics and becoming a one-stop shop for their customers.
- Having senior management in the same 30-something age group as their peers on the customer side, which enables them to better engage and help them with latest technology developments.
- Developing and implementing a vision that everyone in the firm is accountable to and keen to go the extra mile to help the customer.
Abby Leibowitz, the CEO of Call Experts, grew her company's revenue from $4.4 million in 2014 to $8.4 million in 2017, a 90% increase.
Call Experts is a customer service, call center, and telephone answering service provider.
In this interview with Eversprint's Malcolm Lui, Abby shares how she and her team accelerated their high value sales by:
- Focusing on developing scalable and documentable processes.
- Daring to do things differently in-house: "Don't be a stranger, be strange."
- Shooting bullets, not cannons, when it comes to testing new markets and technologies.
Tedd Drattell, the Founder and CEO of The A Team Executive Management, grew his company's revenue from $1.3 million in 2014 to $2.3 million in 2017, a 76% increase, and to around $2.4 million in 2018.
The A Team Executive Management provides expert accounting and financial services, as well as accounting technology.
In this interview with Eversprint's Malcolm Lui, Tedd shares how he and his team accelerated their high value sales by:
- Building a team that's comfortable with technology and with working with clients in person and remotely.
- Developing a company culture that promotes camaraderie and teamwork.
- Working with clients on-site or remotely, per their preferences.
Angela Keaveny, the Founder of ROWDYDOW bbQ, grew her company's revenue from $1.2 million in 2014 to $4.3 million in 2017, a 269% increase, and to around $2.1 million in 2018.
ROWDYDOW bbQ is a provider of ready-to-eat, authentically smoked pulled pork and brisket BBQ.
In this interview with Eversprint's Malcolm Lui, Angela shares how she and her team accelerated their high value sales by:
- Winning preferred vendor status with Sodexo, a leading provider of integrated food service and facilities management.
- Leveraging the Sodexo "street cred" of their Sodexo to get on the food service chef's menu at the US Air Force, Costco Mexico and Walmart.
- Strategically networking and hustling to build relationships with food service chefs.
- Streamlining their processing via a re-distribution model.
Tim Bratz, the CEO and Founder of CLE Turnkey Real Estate, grew his company's revenue from $1.5 million in 2016 to $3.5 million in 2017, a 133% increase, and hit $15 million in 2018.
CLE Turnkey Real Estate is a real estate investment company that acquires and transforms distressed apartment buildings into high-yield assets for their own portfolio.
In this interview with Eversprint's Malcolm Lui, Tim shares how he and his team accelerated their high value sales by:
- Focusing exclusively on building their portfolio of cash flow positive apartment buildings.
- Generating deals and sources of capital by educating others on their process.
- Structuring the financial side of their deals to encourage long term investor partnerships.
Jonathan Burlingham, the CEO of Starfire Direct, grew his company's revenue from $3.4 million in 2014 to $7.3 million in 2017, a 112% increase, and to just under $8 million in 2018.
Starfire Direct reignites indoor and outdoor spaces with high quality products and customer service.
In this interview with Eversprint's Malcolm Lui, Jonathan shares how he and his team accelerated their high value sales by:
- Refining and developing new products based on customer feedback.
- Improving their website design, content, and traffic sources (paid and organic).
- Optimizing their internal processes to ensure a seamless customer experience.
William Herp, the Founder and CEO of Linear Air Taxi, grew his company's revenue from $302,000 in 2014 to $4.5 million in 2017, a 1,388% increase, and to around $4.5 million in 2018.
Linear Air Taxi is an air taxi marketplace that connects hundreds of air taxi operators throughout North America directly to regional travelers.
In this interview with Eversprint's Malcolm Lui, William shares how he and his team accelerated their high value sales by:
- Expanding their platform to cover regional airports across all states and all air taxi aircraft types.
- Expanding their SEO footprint with thousands of static web pages that map two regional airports together.
- Integrating their marketplace into the major reservations systems SABRE and Amadeus, with more integrations to come.
Mark Sinatra, the CEO of Staff One HR, grew his company's revenue from $24.8 million in 2014 to $41.7 million in 2017, a 68% increase.
Staff One HR is an HR managed services company that provides PEO, ASO and recruiting services.
In this interview with Eversprint's Malcolm Lui, Mark shares how he and his team accelerated their high value sales by:
- Generating organic growth through service and retaining over 90% of their clients.
- Having a clear marketing strategy focused on attracting their ideal clients.
- Building their brand in North Texas via local partnerships and by engaging business groups and affinity groups.
Tim Shoop, the President and CEO of Digital Boardwalk, grew his company's revenue from $1.2 million in 2014 to $2.2 million in 2017, an 81% increase, and to around $2.6 million in 2018.
Digital Boardwalk provides managed & professional technology services to small and medium sized businesses.
In this interview with Eversprint's Malcolm Lui, Tim shares how he and his team accelerated their high value sales by:
- Taking on a minority partner that has relationships with 6,000 businesses in the southeastern U.S.
- Developing processes and talent to deliver high quality service and increase employee retention.
- Being involved with community to build relationships and network with business owners.
Jason Barrett, the President of Black Button Distilling, grew his company's revenue from $685,000 in 2014 to $2.2 million in 2017, a 221% increase, and to around $3 million in 2018.
Black Button Distilling is a producer of handcrafted whiskey, vodka and citrus forward gin from locally grown products.
In this interview with Eversprint's Malcolm Lui, Jason shares how he and his team accelerated their high value sales by:
- Building a team of full-time and part-time staff who are passionate about their spirits.
- Providing their end consumers and liquor stores with the products they want.
- Integrating work with life, as opposed to work-life balance.
Tom Douglas, the CEO of JMARK Business Solutions, grew his company's revenue from $10.6 million in 2014 to $17.8 million in 2017, a 68% increase, and to around $19 million in 2018.
JMARK Business Solutions provides IT services & support that helps organizations create success through properly implemented technology.
In this interview with Eversprint's Malcolm Lui, Tom shares how he and his team accelerated their high value sales by:
- Building a culture of honesty, passion, teamwork, excellence, accountability and fun.
- Simplifying technology so that their clients can focus on growing their business.
- Helping clients succeed by removing the IT barriers that hinder their growth.
Eric Farber, the CEO of Pacific Workers' Compensation, grew his company's revenue from $542,000 in 2014 to $2.6 million in 2017, a 380% increase, and to just under $4 million in 2018.
Pacific Workers' Compensation providers worker's compensation legal services to injured workers.
In this interview with Eversprint's Malcolm Lui, Eric shares how he and his team accelerated their high value sales by:
- Instilling a culture that increases employee retention, job satisfaction, and the quality of service to clients.
- Outsourcing their marketing to agencies that specialized in legal firms.
- Keeping in touch with past clients to generate referrals.
Jonathan Gass, the Founder and CEO of Nomad Financial, grew his company's revenue from $485,000 in 2014 to $3 million in 2017, a 519% increase.
Nomad Financial provides complete tailored finance solutions for high-growth companies.
In this interview with Eversprint's Malcolm Lui, Jonathan shares how he and his team accelerated their high value sales by:
- Focusing on the New York City and Boston markets.
- Expanding their service offerings.
- Generating referrals by delivering high quality service at a fair price.
Thom McLeod, the Founder of Tenzing, grew his company's revenue from $4.8 million in 2014 to $9.6 million in 2017, a 98% increase.
Tenzing provides experts with procurement, supply chain and operations expertise.
In this interview with Eversprint's Malcolm Lui, Thom shares how he and his team accelerated their high value sales by:
- Generating referrals from their happy clients.
- Generating recurring revenue via their work with private equity firms who have portfolio of companies, and large consultant firms who need help with execution and implementation.
- Benefiting from the growing acceptance of their independent expert network consulting model.
Derek Abramovitch, the Chief Relationship Officer of Vigilant Global Trade Services, grew his company's revenue from $2.2 million in 2014 to $4.8 million in 2017, a 115% increase, and to around $6.1 million in 2018.
Vigilant Global Trade Services provides global trade & financial compliance support solutions.
In this interview with Eversprint's Malcolm Lui, Derek shares how he and his team accelerated their high value sales by:
- Leveraging technology to deliver compliance solutions at more attractive price points.
- Providing dedicated teams who become extensions of their clients.
- Being easier to work with and quicker to get started.
David Hicks, the CEO of HomeVestors of America, grew his company's revenue from $34.6 million in 2014 to $78.8 million in 2017, a 128% increase, and another 35% YoY in 2018.
HomeVestors of America are the "We Buy Ugly Houses®" people who are the #1 buyers of houses in the U.S.
In this interview with Eversprint's Malcolm Lui, David shares how he and his team accelerated their high value sales by:
- Steadily adding franchisees each year -- 120 were added last year.
- Helping franchisee increase their same store sales by over 20%.
- Providing vendors and lenders who give their franchisees attractive pricing.
- Providing advertising and loans to franchisees.
Luther Garcia, the CEO of ECS Global Solutions, from $7 million in 2014 to $18.1 million in 2017, a 158% increase, and to around $28 million in 2018.
ECS Global Solutions provides comprehensive energy efficiency solutions.
In this interview with Eversprint's Malcolm Lui, Luther shares how he and his team accelerated their high value sales by:
- Focusing on large accounts with extensive real estate holdings.
- Partnering with commercial real estate brokers and service providers.
- Hiring people with technical expertise and/or key business relationships.
- Leveraging the Internet of Things to disrupt the business intelligence market.
Brett Muller, the President and CEO of Guardian Services, grew his company's revenue from $1.3 million in 2014 to $3.1 million in 2017, a 135% increase, and to around $3.3 million in 2018.
Guardian Services provides professional kitchen exhaust cleaning services for hotels, restaurants and other businesses.
In this interview with Eversprint's Malcolm Lui, Brett shares how he and his team accelerated their high value sales by:
- Providing his team with the training and the tools to do their work efficiently and effectively.
- Generating sales opportunities through referrals, digital marketing, RFPs and partnerships.
- Taking responsibility when problems arise, and learning from their mistakes.
Nick Heddy, the Chief Revenue Officer of Pax8, grew his company's revenue 4,393% from 2014 to 2017 and 400% YoY in 2018 as well.
Pax8 helps managed service providers (MSPs) achieve more with the cloud.
In this interview with Eversprint's Malcolm Lui, Nick shares how he and his team accelerated their high value sales by:
- Capitalizing on the success and growth of Microsoft's Go-To-Market strategy.
- Providing automated business intelligence tools that make it easier and quicker for managed service providers to win cloud service deals.
- Being the Wing Man to the MSPs, providing specialized technical assistance when needed.
Lew Kachulis, the President of Synergy Comp Insurance, grew his company's revenue from $11.5 million in 2014 to $18.5 million in 2017, a 61% increase, and to over $23 million in 2018.
Synergy Comp Insurance is a monoline workers' compensation carrier that helps companies create safer work environments.
In this interview with Eversprint's Malcolm Lui, Lew shares how he and his team accelerated their high value sales by:
- Lowering the total direct and indirect cost of workers' compensation by helping businesses improve their safety and claims handling.
- Building a network of independent insurance agents who appreciate the long term total cost savings of their product.
- Expanding into new states to grow their market.
Gene Godick, the CEO and Founder of G-Squared Partners, grew his company's revenue from $944,000 in 2014 to $3.4 million in 2017, a 260% increase, and to around $4.5m million in 2018.
G-Squared Partners provides part-time CFO services and financial consulting.
In this interview with Eversprint's Malcolm Lui, Gene shares how he and his team accelerated their high value sales by:
- Networking with entrepreneurs, service providers and investors to get their name out.
- Growing along their clients who are with them for 3 to 4 years on average.
- Generating referrals from business investors who ask them to help another company in their portfolio.
Sabina Keil, the COO of Xcaliber Solutions, grew her company's revenue from $853,000 in 2014 to $8.5 million in 2017, a 896% increase.
Xcaliber Solutions provides risk management, merchant services, gateway solutions and more.
In this interview with Eversprint's Malcolm Lui, Sabina shares how she and her team accelerated their high value sales by:
- Filling the high demand for preventing online purchase fraud.
- Building relationships to generate referrals.
- Forming strategic partnerships where their systems are directly integrated into their partners.
Mandy Burage, the Director of Operations at Petra Coach, helped grow her company's revenue from $860,000 in 2014 to $4 million in 2017, a 365% increase, and to right under $5 million in 2018.
Petra Coach provides business coaching to mid-market companies looking for strategic planning and accountability through the Rockefeller Habits.
In this interview with Eversprint's Malcolm Lui, Mandy shares how she and her team accelerated their high value sales by:
- Getting in front of their target market through word of mouth referrals and public speaking.
- Riding the high demand their services that continues even after the raised their pricing.
- Consistently fulfilling the continuously evolving needs of their members.
Tonya Lanthier, the Founder and CEO of DentalPost, grew her company's revenue from $2 million in 2014 to $4.2 million in 2017, a 106% increase, and to around $4.5 million in 2018.
DentalPost is an online job board and career resource for dental professionals
In this interview with Eversprint's Malcolm Lui, Tonya shares how she and her team accelerated their high value sales by:
- Hiring people smarter than her to build the platform and increase sales.
- Outsourcing their social media and paid ads campaigns.
- Adding more structure around her company's processes.
Jimmy Liang, the Founder, CEO & Chef of JP Fuji Group, grew his company's revenue from $8.6 million in 2014 to $14.3 million in 2017, a 66% increase, and to around $19 million in 2018.
JP Fuji Group is the largest operating Pan-Asian restaurant group in the northeast region.
In this interview with Eversprint's Malcolm Lui, Jimmy shares how he and his team accelerated their high value sales by:
- Capitalizing on the the surge of new property developments in the Boston area.
- Proactively addressing issues that limit same-store sales growth.
- Improving employee retention and job satisfaction by providing both work and non-work related training and education.
Hiten Shah, the President of MES, grew his company's revenue from $39.6 million in 2014 to $64.9 million in 2017, a 64% increase, and to around $62 million in 2018.
MES provides global manufacturing and supply chain management services.
In this interview with Eversprint's Malcolm Lui, Hiten shares how he and his team accelerated their high value sales by:
- Maintaining a close physical proximity to their customers manufacturing facilities.
- Proactively developing a network of quality suppliers around the world.
- Providing analytical tools to better inventory forecasting and management.
- Developing and applying in-house a metric based management system.
William McKnight, the President of McKnight Consulting Group, grew his company's revenue from $372,000 in 2014 to $2.2 million in 2017, a 492% increase.
McKnight Consulting Group provides the strategy and implementation to make data a competitive asset.
In this interview with Eversprint's Malcolm Lui, William shares how he and his team accelerated their high value sales by:
- Leveraging his network with vendors and clients alike to find and win new business.
- Transitioning from a solo consult to a practice with a team.
- Riding the growth of data monetization.
Don Bora, the Co-Founder and Partner of Eight Bit Studios, grew his company's revenue from $1.6 million in 2014 to $4.1 million in 2017, a 150% increase, and to around $5.5 million in 2018.
Eight Bit Studios is a developer of mobile apps and websites.
In this interview with Eversprint's Malcolm Lui, Don shares how he and his team accelerated their high value sales by:
- Initially focusing on startups and then pivoting to much larger "whale' sized clients.
- Benefiting from the rise of the Chicago startup eco-system.
- Creatively finding quality programmers by hosting their own bootcamps.
Jeff Jenson, the CEO of Utopian Luxury Vacation Homes, grew his company's revenue from $5.8 million in 2014 to $10.5 million in 2017, an 82% increase, and to around $12 million in 2018.
Utopian Luxury Vacation Homes is a luxury vacation rental company.
In this interview with Eversprint's Malcolm Lui, Jeff shares how he and his team accelerated their high value sales by:
- Steadily increasing their inventory of luxury vacatin homes.
- Developing their own in-house marketing team.
- Encouraging repeat renters and investment in luxury vacation homes.
Harvinder Singh, President and CEO of Bestica, grew his company's revenue from $2.5 million in 2014 to $8.5 million in 2017, a 237% increase, and to around $16 million in 2018.
Bestica is a Dept. of Defense contractor.
In this interview wth Eversprint's Malcolm Lui, Harvinder shares how he and his team accelerated their high value sales by:
- Recognizing that people in San Antonio and across Texas are relationship driven when it comes to business.
- Generating referrals via quality service.
- Hiring the right people who understand quality of delivery as well as each branch of the armed forces.
Jim Berlin, the CEO of Logistics Plus, grew his company's revenue from $76 million in 2014 to $127.3 million in 2017, a 68% increase, and to around $200 million in 2018.
Logistics Plus is a leading worldwide provider of transportation, warehousing, global logistics and supply chain solutions.
In this interview with Eversprint's Malcolm Lui, Jim shares how he and his team accelerated their high value sales by:
- Going the extra mile to help their customers.
- Finding and building relationships with like minded clients.
- Fostering a corporate culture where everyone helps grow the business.
- Providing technology that gives their clients a birds's eye view of their shipments.
Thad Bench, the CEO of Benchworks, grew his company's revenue from $8 million in 2014 to $42.4 million in 2017, a 428% increase, and to around $68 million in 2018.
Benchworks is a fully integrated life sciences commercialization partner.
In this interview with Eversprint's Malcolm Lui, Thad shares how he and his team accelerated their high value sales by:
- Surrounding themselves with giants who have the skills their business needs.
- Innovating on the entire spectrum of their services from marketing to distribution to technology.
- Identifying and providing better services to under-served markets, such as smaller pharmacies.
Bob Cooper, the CEO of Swampfox Technologies, grew his company's revenue from $4 million in 2014 to $9.9 million in 2017, a 146% increase, and to around $12 million in 2018.
Swampfox provides advanced customer service software to companies that serve consumers every day.
In this interview with Eversprint's Malcolm Lui, Bob shares how he and his team accelerated their high value sales by:
- Developing a loyal and stick customer base driven by customer satisfaction.
- Building a culture and an office environment that attracts and retains the top 1% to 2% of workers.
- Constantly evolving their product driven by customer requests.
Jim Ward, the CEO of BrainSell, grew his company's revenue from $4 million in 2014 to $7 million in 2017, a 75% increase, and to around $8.5 million in 2018.
BrainSell is a provider of business strategy, best-of-class software and implementation services.
In this interview with Eversprint's Malcolm Lui, Jim shares how he and his team accelerated their high value sales by:
- Providing clients with the leading edge technology that they use themselves.
- Investing significantly in an integrated marketing program across multiple channels.
- Selling with a noble purpose to become their client's trusted consultant.
- Compensating all their employees on metrics that drive growth, with no upside cap.
Angie Nelson and Hillary Smith, CMP, CSEP, the Partners at Koncept Events, grew their company's revenue from from $6 million in 2014 to $11.4 million in 2017, an 89% increase increase, and to around $15.6 million in 2018.
Koncept Events is a global destination services, site selection, meeting planning and brand marketing firm.
In this interview with Eversprint's Malcolm Lui, Angie and Hillary share how they and their team accelerated their high value sales by:
- Penetrating corporate accounts for repeat business and developing hotel partners for referrals.
- Developing and marketing their "KE Experience" brand locally and nationwide.
- Building a team with diverse backgrounds to bring new ideas into their process.
Nick Kraus, the CEO & Founder of Kraus Marketing, grew his company's revenue from $656,000 in 2014 to $2 million in 2017, a 205% increase, and to around $2.1 million in 2018.
Kraus Marketing is a branding and digital marketing agency that specializes in corporate identities, digital advertising, interactive marketing campaigns, and web development.
In this interview with Eversprint's Malcolm Lui, Nick shares how he and his team accelerated their high value sales by:
- Increasing inbound leads through SEO and content marketing.
- Committing to long term sales, employee and client growth goals.
- Hiring and retaining the best people, and letting go those who were not a good fit.
Beth Goff McMillan, the CEO of SKG Texas, grew her company's revenue from $15.4 million in 2014 to $31.4 million in 2017, a 104% increase, and to around $60 million in 2018.
SKG Texas designs and creates workspaces that move people.
In this interview with Eversprint's Malcolm Lui, Beth shares how she and her team accelerated their high value sales by:
- Re-inventing their entire business from the ground up to lead the disruption in their industry.
- Scaling up their staff from 25 to 75 once they solidified their new processes and systems.
- Embracing new technology that improves efficiency and helps clients visualize their workspace.
Lee Scott, the Owner and President of Corp2000, grew his company's revenue from $2.5 million in 2014 to $4 million in 2017, a 62% increase, and to around $4.8 million in 2018.
Corp2000 is a nationwide public records, filing, and document retrieval service company.
In this interview with Eversprint's Malcolm Lui, Lee shares how he and his team accelerated their high value sales by:
- Ensuring that they are on the jurisdiction referral lists.
- Acquiring a slightly larger competitor in 2016.
- Marketing and selling direct to their clients.
Ricardo Campo, the CEO of Endeavor Schools, grew his company's revenue from $8.2 million in 2014 to $67.2 million in 2017, a 716% increase, and to around $80 million in 2018.
Endeavor Schools is a rapidly-growing family of private schools serving students from 6 weeks old through high school in 42 locations across 10 states.
In this interview with Eversprint's Malcolm Lui, Ricardo shares how he and his team accelerated their high value sales by:
- Acquiring private schools that have become great partners.
- Providing additional resources to their partner schools in the areas of HR, marketing, finance and academics.
- Developing and retaining the employees of their partner schools as well as those within the parent company.
Michael Bor, the Founder and CEO of CarLotz, grew his company's revenue from $2 million in 2014 to $24.7 million in 2017, a 1,107% increase, and to around $35 million in 2018.
CarLotz is the consignment store for cars, where buyers save money, and sellers can get a cash offer today, or consign for thousands more.
In this interview with Eversprint's Malcolm Lui, Michael shares how he and his team accelerated their high value sales by:
- Opening eight stores over the past eight years across the country.
- Growing the commercial car sales side of their business.
- Reducing staff turnover to well below industry levels.
Betsy Mikesell, CEO of Beddy's, grew her company's revenue from $250,000 in 2014 to $4.8 million in 2017, a 1,817% increase, and to around $7 million in 2018.
Beddy's is a maker of zippered bedding and bedding accessories.
In this interview with Eversprint's Malcolm Lui, Betsy shares how she and her team accelerated their high value sales by:
- Developing a network of social media influencers to promote Beddy's products.
- Solving a problem: making bunk beds easily and quickly.
- Expanding into new applications and markets for their zippered bedding, such as RV, platform beds, college kids.
Millie Freed, the CEO of Nomadness Rentals, from $1.5 million in 2014 to $3.2 million in 2017, a 112% increase, and to around $5 million in 2018.
Nomadness Rentals is a vacation rental and property management company with proprietary reservation software.
In this interview with Eversprint's Malcolm Lui, Millie shares how she and her team accelerated their high value sales by:
- Providing outstanding customer service: renters and homeowners can easily and quickly reach their team by email or telephone.
- Marketing with a deep understanding of what specific groups of renters want in a property, and the best mediums to engage them.
- Ensuring that renters have an amazing experience, so that they'll leave and provide fantastic reviews and referrals.
Santosh Salvi, the CEO and Founder of Unique System Skills, grew his company's revenue from $1.5 million in 2014 to $2.7 million in 2017, an 81% increase, and to around $2.9 million in 2018.
Unique System Skills is a global IT service, staffing and training provider.
In this interview with Eversprint's Malcolm Lui, Santosh shares how he and his team accelerated their high value sales by:
- Having a team that shares his vision and passion to work hard and give back to the community.
- Building his personal connections with no business agenda of any sort, as he found people will reciprocate in kind.
- Maintaining a high quality of service and minimizing the impact to clients whenever something does not go as planned.
Jesse Cole, the Owner of Fans First Entertainment, grew his company's revenue from $556,000 in 2014 to $3.6 m in 2017, a 547% increase, and to double digit growth in 2018.
Fans First Entertainment owns and operates the Savannah Bananas, a collegiate summer league baseball team.
In this interview with Eversprint's Malcolm Lui, Jesse shares how he and his team accelerated their high value sales by:
- Creating attention: Attention beats marketing. They don't do normal -- they offered Former President Obama an internship position.
- Implementing a sell out strategy that allowed them to raise prices and give member and group ticket holders all-they-can-eat food and drink.
- Providing a "Fans First Entertainment" experience that begins with a phone call thanking people for buying their tickets and ends only when they leave the stadium.
Daniel Blue, the Owner of Quest Education, grew his company's revenue from $114,000 in 2014 to $2 million in 2017, a 1,649% increase, and to around $2 million in 2018.
Quest Education teaches small business owners and individuals how to save money, pay-off debt, protect assets, and receive funding for business or personal expenses.
In this interview with Eversprint's Malcolm Lui, Daniel shares how he and his team accelerated their high value sales by:
- Focusing on what they are really good at, namely educating people on how to achieve their financial goals.
- Having the "right people on the bus": their employees come by referrals, and most have been with them 3 years or more.
- Honing their sales skills, as "sales is a contact sport". Their appointment setters make at least 150 calls a day.appointment setters.
Mark Kummer, the President of Mid America Logistics, grew his company's revenue $26.8 million in 2014 to $53.4 million in 2017, a 99% increase, and to around $116 million in 2018.
Mid America Logistics is a full-service logistics company.
In this interview with Eversprint's Malcolm Lui, Mark shares how he and his team accelerated their high value sales by:
- Attracting and retaining talented people by offering a specialized career track and uncapped total compensation.
- Developing proprietary technology that lowers transportation costs and improves on-time deliveries (which is crucial for just-in-time and continuous process manufacturing).
- Providing shipment tracking and cost transparency to their customers, which allows their customers to plan more effectively and better appreciate the value of their service.
Jay Morrison, the CEO and Founder of the Jay Morrison Academy, grew his company's revenue from $274,000 in 2014 to $2.6 million in 2017, a 850% increase, and to around $4 million in 2018.
Jay Morrison Academy is a premier wealth education institute.
In this interview with Eversprint's Malcolm Lui, Jay shares how he and his team accelerated their high value sales by:
- Physically moving to Atlanta, Georgia, to be closer to their core market, those who did not have access to wealth building education in their schooling.
- Making themselves more accessible to their core market by having more customer service staff and consultants available by telephone.
- Connecting with people face to face through national tours and classes literally held for free at street corners.
Chris Kropac, the President of PCI Group, grew his company's revenue from $12.6 million in 2014 to $47.5 million in 2017, a 277% increase, and to around $51 million in 2018.
PCI Group provides highly secure transactional communications solutions and direct mail services.
In this interview with Eversprint's Malcolm Lui, Chris shares how he and his team accelerated their high value sales by:
- Being ready and willing to invest significantly back into the business, such as their multi-million dollar investment in certification back in 2008.
- Hiring people smarter than him to fill gaps throughout the company. Their rapid growth and top notch technical platform helps attract the best people.
- Building long term strategic partner relationships with customers and vendors alike, to provide better service and support.
Spurgeon Robinson, the President and CEO of MPACT Strategic Consulting, grew his company's revenue from $613,000 in 2014 to $3m in 2017, a 389% increase, and to $8m in 2018.
MPACT Strategic Consulting is a business advisory and consulting company that delivers solutions that empower clients to achieve measurable and significant performance growth.
In this interview with Eversprint's Malcolm Lui, Spurgeon shares how he and his team accelerated their high value sales by:
- Building strong relationships with clients and prospects.
- Providing best practice quality of work.
- Partnering with companies where they can provide complementary services.
- Diversifying into new verticals that leverages the competencies the developed.
Ron Rudzin, the President and CEO of Saatva Mattress, grew his company's revenue from $24.4m in 2014 to $202 m in 2017, a 729% increase.
Saatva Mattress is an online retailer of luxury mattresses that are priced much lower than comparable brands found in traditional mattress retailers.
In this interview with Eversprint's Malcolm Lui, Ron shares how he and his team accelerated their high value sales by:
- Focusing on ROI across all aspects of their business, especially in marketing and advertising.
- Providing an extraordinarily high level of customer service: live staff available 7 days a week and a free white-glove delivery and setup service.
- Making their mattress fresh to order. Depending on where you are in the country, you can receive your freshly made mattress within 5 to 15 days.
German Garcia-Fresco, the Owner of Xtreme Park Adventures, grew his company's revenue from $512,000 in 2014 to $2.1 m in 2017, a 310% increase, and to around $2.4m in 2018.
Xtreme Park Adventures is an amusement park with extreme sport activities for children and adults.
In this interview with Eversprint's Malcolm Lui, German shares how he and his team accelerated their high value sales by:
- Diversifying their attractions to appeal to a wider audience and generate more repeat business.
- Adapting and pivoting their business from military style games to more family oriented activities.
- Ensure their customers have a best-in-class experience such as complementary wine and clean rest facilities.
Gil Eyal, the CEO of HYPR, grew his company's revenue from $110,000 in 2014 to $3m in 2017, a 1,855% increase, and in 2018 more than doubled their business further.
HYPR is a provider of influencer marketing tools and solutions.
In this interview with Eversprint's Malcolm Lui, Gil shares how he and his team accelerated their high value sales by:
- Being a first mover in the influencer marketing space.
- Shifting from smaller clients to bigger clients, which allowed them to provide more value and generate more revenue.
- Identifying smaller influencers with the same audience as big name influencers, without big name influencer pricing.
Megan Driscoll, the CEO and Founder of PharmaLogics Recruiting, grew her company's revenue from $3.8m in 2014 to $11m in 2017, a 188% increase, and hit around $13m in 2018.
PharmaLogics Recruiting is a bio-pharmaceutical recruiting company that places top talent at companies devoted to the development of medicine that improves and saves lives.
In this interview with Eversprint's Malcolm Lui, Megan shares how she and her team accelerated their high value sales by:
- Providing recruiting services under their Anti-Fee Model at 1/2 the cost of traditional recruiting firms which led to a significant increase in repeat business.
- Hiring younger and lower cost recruiters that they could train up with their sales and recruiting processes.
- Benefiting from economic resiliency of the bio-pharmaceutical industry: this sector is the last to slow down during a recession, and the first to recover.
Brian Krusz, the Owner/Operator of Sgt. Clean's Car Wash, grew his company's revenue from $360,000 in 2014 to $3.1 million in 2017, a 760% increase, and now they are on track to hit around $5 million this year.
Sgt. Clean's Car Wash currently owns and operates five locations in northeast Ohio.
In this interview with Eversprint's Malcolm Lui, Chris shares how he and his team accelerated their high value sales by:
- Having around 40% of their customers on their monthly recurring Unlimited Plans, which range between $19.97 to $39.97 per month.
- Providing top notch customer service, made possible by their Unlimited Plan's steady recurring revenue stream, which allowed them to hire high quality permanent staff and increase employee retention rates.
- Building their brand as a role model in the community, both at the company level, and the employee level.
Jonny Fowler, the Senior VP at Hancock Mortgage in charge of Business Development and Production at Hancock Mortgage, grew their branch network from 1 state, 3 offices, and 15-18 employees five years ago, to over 30 states, 42 offices, and 200 employees today.
Hancock Mortgage is a full service mortgage banker with branches throughout the U.S.
In this interview with Eversprint's Malcolm Lui, Jonny shares how he and his team accelerated their high value sales by:
- Filling a need in a the marketplace for a community lender, where a borrower is not just an application and a number, but a valued personal client.
- Providing the infrastructure, support and company culture so that branch managers and loan officers alike do not need to worry about a new place to work.
- Staying on top of new technology that can improve their service, driven by direct input from branch managers.
Kevin Markarian, the Founder of Marker Real Estate, grew his company's revenue from $125,000 in 2014 to $2.1m in 2017, a 1,578% increase, and now they are on track to hit $5m this year.
Marker Real Estate helps their clients buy and sell homes in San Francisco neighborhoods as well as throughout California.
In this interview with Eversprint's Malcolm Lui, Kevin shares how he and his team accelerated their high value sales by:
- Leveraging technology for lead generation and nurturing. While they buy leads from the likes of Zillow and Realtor.com, their own Facebook marketing channel yields the highest ROI by far.
- Creating systems to consistently deliver qualified leads to their agents. When a lead expresses interest, his 24 x 7 concierge team will reach out them right away to see how his firm can help.
- Fostering a very strong teamwork environment within their brokerage, where the most seasoned agent will make time to help the newbies. They're not just a brokerage, but a "teamerage".
Shay Berman, President of Digital Resource, grew his company's revenue from $102,000 in 2014 to $2m in 2017, a 1,855% increase, and now they are on track to hit $4.25m this year.
Digital Resource is a full service digital marketing agency based in West Palm Beach, Florida.
In this interview with Eversprint's Malcolm Lui, Shay shares how he and his team accelerated their high value sales by:
- Having passion in what they do, and in what they want to become: the fastest company that provides the best results.
- Being obsessed with tracking which has led to long term results and in turn very low client attrition rates despite working on month to month contracts.
- Working smart and working hard. Shay works 20 hours a day, 6 days a week to open a lot of doors for the team.
Justin Jones, the CEO and Founder of Internet Marketing Expert Group, grew his company's revenue from $3.1m in 2014 to $5.1m in 2017, a 66% increase.
Internet Marketing Expert Group is a tourism/destination marketing agency.
In this interview with Eversprint's Malcolm Lui, Justin shares how he and his team accelerated their high value sales by:
- Solving problems and providing results that their client values most (and it's not always more revenue and more profits).
- Proactively asking for referrals 6 to 8 months into their relationship, after they've generated results.
- Preferring to work on long term projects with clients as partners, as opposed to one-off projects.
James Duncan, Director of Education & Engagement at Thrive Mortgage, helped his company close and fund loans worth $460.6m in 2014 to $884.2m in 2017, a 92% increase, and now they are on track to close around $900m this year.
Thrive Mortgage is a mortgage bank licensed (or soon-to-be-licensed) in over 20 states throughout the US.
In this interview with Eversprint's Malcolm Lui, James shares how he and his team accelerated their high value sales by:
- Eliminating inefficiencies in the loan origination and closing process. They can close loans in 19 days on average, well below the 30 day industry.
- Providing systems to make it easy for their loan originators keep all parties informed of the loan funding and closing process, but also to keep in touch with their customers and referral partners.
- Building awareness of Thrive Mortgage's regional brand, as well their local branch offices through extensive social media marketing.
Theron Kabrich, the CEO and co-Founder of San Francisco Art Exchange, grew his company's revenue from $1.9m in 2014 to $4.2m in 2017, a 121% increase, and now they are on track to hit around $3.2m this year.
San Francisco Art Exchange sells and displays iconographic art and photography.
In this interview with Eversprint's Malcolm Lui, Theron shares how he and his team accelerated their high value sales by having:
- Passion that is focused on what they are building.
- Curiosity to muse over what hasn't been done before and envision what that might be.
- The need to do something new even if it's never been done before.
David Singer, the President of Warehouse of Fixtures, grew his company's revenue from $3.6m in 2014 to $9.4m in 2017, a 161% increase, and now they are on track to hit around $9m this year.
Warehouse of Fixtures is St. Louis’ premier location for new, refurbished and used office furniture at affordable prices.
In this interview with Eversprint's Malcolm Lui, David shares how he and his team accelerated their high value by:
- Hiring the best sales people to find and qualify leads.
- Bringing on board the best customer service and fulfillment team members.
- Doing business with clients who understand and appreciate their vision.
Matthew Putman, the Founder and CEO of Nanotronics, grew his company's revenue from $2.9m in 2014 to $4.8m in 2017, a 66% increase, and now they are on track to hit eight digits this year.
Nanotronics combines microscopes, AI and robotics to create the most advanced factories for the 21st century.
In this interview with Eversprint's Malcolm Lui, Matthew shares how he and his team accelerated their high value sales by:
- Partnering with their customers, and the customer's supply chain, to jointly develop their product and for new business generation.
- Adding salespeople in the US and selling agents in Europe and Asia.
- Continuously developing their product with the best technologies so they can deploy their product worldwide.
Clint Armstrong, the CEO and Founder of the SkillSetGroup, grew his company's revenue from $243,000 in 2014 to $8.9m in 2017, a 3,569% increase, and now they are on track to hit $21m this year.
SkillsetGroup provides senior technical staffing and outsourced HR services to a diverse range of industries.
In this interview with Eversprint's Malcolm Lui, Clint shares how he and his team accelerated their high value sales by:
- Keeping their own staff turnover close to zero, unlike the double digit turnover of the industry.
- Re-investing their profits back into the company by hiring more sales people, account managers and recruiters.
- Developing their recruiting processes to fill positions with people who stay with their client for the long term.
Natasha Miller, the President and Chief Experience Designer of Entire Productions, grew her company's revenue from $1.25m in 2014 to $3.1m in 2017, a 148% increase, and now they are on track to hit $4m this year.
Entire Productions is an event and entertainment production company with an emphasis on experience design.
In this interview with Eversprint's Malcolm Lui, Natasha shares how she and her team accelerated their high value sales by:
- Getting a solid business education from the Goldman Sachs 10,000 Small Businesses program.
- Investing in a great sales team, on-boarding, training and mentoring.
- Focusing their energy and resources to attract their ideal clients.
Rudo Robinson, CEO of Trust Security Services, grew his company's revenue from $1.3m in 2014 to $2.4m in 2017, a 78% increase, and now they are on track to hit $4m this year.
Trust Security Services provides provides security guard, fire watch, and video surveillance cameras services to clients across the Washington DC Metro Area and Greater Baltimore Region.
In this interview with Eversprint's Malcolm Lui, Rudo shares how he and his team accelerated their high value sales by:
- Providing quality service, ensuring that their officers have a clear understanding of what they are doing.
- Providing quality assurance by setting clear expectations of team members and making that those expectations are met.
- Implementing effective and efficient back end operations, especially billing and invoicing that is accurate and correct.
Chris Dreyer, Founder and CEO of Rankings.io, from $307,000 in 2014 to $2.1m in 2017, a 585% increase, and now they are on track to hit around $3.3m this year.
Rankings.io is a SEO-only digital marketing firm for attorneys.
In this interview with Eversprint's Malcolm Lui, Chris shares how he and his team accelerated their high value sales by:
- Hyper focusing on providing SEO for legal firms only.
- Successfully executing a content marketing lead generation strategy.
- Growing their relationships with referral partners, including marketing agencies who are not their direct competitors.
Nik Tsoukales, President and CEO of Key Credit Repair, grew his company's revenue from from $1.9m in 2014 to $4.6m in 2017, a 139% increase, and now they are on track to hit around $5.5m this year.
Key Credit Repair helps consumers that are struggling to get credit by dramatically increasing their credit scores.
In this interview with Eversprint's Malcolm Lui, Nik shares how he and his team accelerated their high value sales by:
- Doing a great job delivering exactly what their customers want.
- Competently and proactively asking for referrals almost every time they speak with their customers.
- Monitoring the pulse of their business on a daily basis, and pushing to hit their daily targets.
- Developing strategic referral partners, one partner at a time, through one-on-one in person meetings.
Jay Mason, the Founder and Owner of Dealer Spike, grew his company's revenue from$7.4m in 2014 to$25.6m in 2017, a 248% increase, and is now on track to hit just under $100m in 2018.
Dealer Spike is a world-wide digital advertising company focused on helping dealers in eight specific verticals increase sales and service profitability through online digital advertising and training. (The eight verticals are Powersports, RV, Marine, Trailer, Ag & Lawn, Truck, Heavy, Equipment and Auto).
In this interview with Eversprint's Malcolm Lui, Jay shares how he and his team accelerated their high value sales by:
- Hiring the right people, especially their inside sales force who consistently and regularly cold calls dealers, and who are happy to start them on a small service and grow it over time.
- Selling a portion of Jay's Dealer Spike stake to a private equity firm, which in turn provided access to deals and lower cost capital.
- Acquiring companies to reduce expenses through economies of scale, and to diversify their product lines.
David Fetterolf, the President of Stratus Video, grew his company's revenue from $4.4m in 2014 to $47.4m in 2017, a 973% increase, and now they're on track to grow double digits in 2018.
Stratus Video is the world's largest and fastest growing video remote interpreting company with over 1,600 hospitals and thousands of clinics using their solutions.
In this interview with Eversprint's Malcolm Lui, David shares how he and his team accelerated their high value sales by:
- Having a significant first movers advantage via their video remote interpretation that is still years ahead of the competition.
- Adding two complementary products: over the phone interpretation, and an Uber-like in person solution that connects hospitals directly with local interpreters.
- Having a very focused sales team that initially targeted very large health systems and grew their market share rapidly.
- Laying the foundation to potentially enter new markets in the future, such as schools for parent-teacher conferences, courts for depositions and hearings, and large employers for their employees who do not speak English well, or who are deaf.
Alex Melen, the co-Founder and Co-CEO of SmartSites, grew his company's revenue from $1.7m in 2014 to $3.5m in 2017, a 110% increase, and now they are on track to hit $5m this year.
SmartSites is a full service digital agency that provides website design and development, SEO, and PPC.
In this interview with Eversprint's Malcolm Lui, Alex shares how he and his team accelerated their high value sales by:
- Focusing on their clients and providing a five star experience while helping small businesses get into the digital world.
- Keeping their employees happy so that they'd be excited to come to work and provide results for clients.
- Maintaining their culture as they add more staff. When combined with the above, this allows them to provide quality service to customers and maintain their reputation.
- Spending $40K-$45K a month on PPC ads to generate new leads for themselves. Currently every dollar they spend on PPC returns around $4.50 of lifetime client revenue.
- Offering clients a full suite of services, which in turn allows for higher revenue per client.
Stan Monroe, the President of Carolina Partners in Mental HealthCare, grew his company's revenue from $8.5m in 2014 to $13.8m in 2017, a 63% increase, and now they're on track to hit $15m in 2018.
Carolina Partners provides mental health services throughout North Carolina with 37 locations.
In this interview with Eversprint's Malcolm Lui, Stan shares how he and his team accelerated their high value sales by:
- Executing their business plan successfully across all fronts, from opening new branches to hiring clinicians to marketing to generate referrals and new patients.
- Marketing across a diverse array of channels, including internet, radio, print, direct mail and physical liaisons. Internet marketing is their biggest single source of new patients.
- Developing their tele-health service to patients who are home bound, a segment with attractive long term growth prospects.
- Taking advantage of their scale (they are now one of the largest providers in the US) to expand into other states.
Chad Jampedro, the President of GSF Mortgage Corporation, grew his company's revenue from $12.4m in 2014 to $30.5m in 2017, a 144% increase, and now they are on track to hit aroud $30m this year.
GSF Mortgage provides home loans, reverse mortgages, refinancing and new home construction loans across 32 states.
In this interview with Eversprint's Malcolm Lui, Chad shares how he and his team accelerated their high value sales by:
- Automating as many tasks as possible to save time and effort for borrowers and their team alike. This reduced the days from application to close from 46 days in 2014 to 20-23 days today. (The industry average is 37-38 days.)
- Generating 20% of their new business via PPC ads, 60% via referrals, and the remainder from other channels. Adwords provided the the highest ROI. Facebook on the other has proven to be much more challenging.
- Applying his Plan, Measure, Adjust management style to all facets of their business. For their marketing, their in-house team measured and adjust their PPC campaigns on a daily basis.
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Michael Kalman, the CEO and Founder of MediaCrossing, grew his company's revenue from $2.6m in 2014 to $13m in 2017, a 407% increase, and now they are on track to hit $23m this year.
MediaCrossing helps agencies and advertisers achieve better results through digital advertising.
In this interview with Eversprint's Malcolm Lui, Michael shares how he and his team accelerated their high value sales by:
- Hiring the best people and developing the best platform and processes, so that their team can deliver exceptional client results.
- Providing their clients with the same tool set of multi-national brands via their programmatic technology.
- Investing heavily in the first year of a new client relationship so that they will be intimately familiar with their brand, customers and objectives.
- Hiring carefully, not just on skills and fit with their culture, but also to ensure that they build up capacity too far beyond their client needs.
Mike Schroeder, the President of Roundstone, grew his company's revenue from $6m in 2014 to $13.4m in 2017, a 122% increase, and now they are on track to hit $17m this year.
Roundstone provides health insurance solutions for small and mid-size employers that are transparent, flexible and cost-effective.
In this interview with Eversprint's Malcolm Lui, Mike shares how he and his team accelerated their high value sales by:
- Solving a big problem for middle market companies: health insurance with rising costs that was also difficult for their employees to evaluate and select.
- Educating insurance advisers and employers about how their solution can solve these big problems through their sales force, website, public speaking, tradeshows and their own Medical Captive Forum.
- Constantly refining their message for the buying motivators and pain points of insurance advisors, employers and employees.
Tom Azelby, Founder and Managing Partner of Bandwave Systems, grew his company's revenue from $2.9m in 2014 to $6.1m in 2017, a 107% increase, and now they are on track to hit $8m this year.
Bandwave Systems provides broadband aggregation solutions that delivers last mile internet connectivity across the globe.
In this interview with Eversprint's Malcolm Lui, Tom shares how he and his team accelerated their high value sales by:
- Focusing exclusively on enterprise companies with a 25 to 500 bricks and mortar locations.
- Having processes and a team that can provide full quotes within 48 to 72 hours, which in turn allows IT managers to move forward with their buying decision more quickly.
- Having the capability to implement on a small scale first, and then slowly roll it out all branches of their enterprise client.
- Opening a new office in Florida that will provide network redundancy and open up a new market for local enterprise sales.
Ryan Vong, CEO of Digital Pi, grew his company's revenue from $1.3m in 2014 to $5.5m in 2017, a 323% increase, and now they are on track to hit $8.2m this year.
Digital Pi helps companies leverage the marketing automation capabilities of the Marketo platform.
In this interview with Eversprint's Malcolm Lui, Ryan shares how he and his team accelerated their high value sales by:
- Working only with clients where they can deliver successful results, where their services support their client's strategic objectives.
- Having their A-team, the people who can help their clients best, work with the clients from day one, from the first pitch to the last day of the project.
- Recognizing that their market changes fast and that new marketing automation use cases can surface quickly and create new opportunities.
- Diversifying into B2C marketing automation, where they can leverage their B2B infrastructure and process expertise.
Jennifer Barnes, the Co-Founder and former President of Pro Back Office, grew her company's revenue from $1.5m in 2014 to $5.5m in 2017, a 267% increase, and now they are on track to hit $6.7m this year.
Pro Back Office provides accounting, finance and business consulting services to business owners.
In this interview with Eversprint's Malcolm Lui, Jennifer shares how she and her team accelerated their high value sales by:
- Positioning and structuring her company to ride the fast growing trend to outsource accounting services.
- Generating referrals by doing a great job with their clients, especially with banks, CPA firms, and CEO coaches who then refer their clients back to them.
- Adding new clients and hiring of new team members at a measured pace that allows them to continue delivering high quality service.
- Providing an employee compensation structure that allows them to work flexible hours and allows the company to manage costs at the same time.
Chris Ciunci, Founder & Managing Partner of TribalVision, grew his company's revenue from $2.5m in 2014 to $6.1m in 2017, a 144% increase, and now they are on track to hit $6.8m this year.
TribalVision provides a flexible cost effective alternative to traditional marketing solutions.
In this interview with Eversprint's Malcolm Lui, Chris shares how he and his team accelerated their high value sales by:
- Wowing their clients with exceptional service to generate referrals, references, reviews and testimonials.
- Happily eating their own cooking. The multi-channel marketing services they provide and offer to clients and prospects are they same ones they use to grow their own business (and land the #1 search result position on Google for the keyword "outsourced marketing firm").
- Continuously refining and improving their current marketing channels (such as paid search, SEO, retargeting to name a few) and adding new ones (such as 1-1 personalized marketing for their top 100 client target list).
Brendan Mullen, the President & CEO of MKS2 Technologies, grew his company's revenue from $750K in 2014 to $5.4m in 2017, a 602% increase, and now they are on track to hit $6.8m this year.
MKS2 Technologies provides cyber security, software development, and large IT enterprise services to federal government and commercial customers.
In this interview with Eversprint's Malcolm Lui, Brendan shares how he and his team accelerated their high value sales by:
- Having a 100% remote workforce that lowers their overhead and allows them to make more competitive bids.
- Managing their business so that they can bid and win large contracts with long procurement cycles.
- Being prepared to quickly take advantage of opportunities when they arise.
Mike Lieberman, Co-Founder, CEO and Chief Revenue Scientist of Square 2 Marketing, grew his company's revenue from $2.6m in 2013 to $4.9m in 2016, a 89% increase, and now they are on track to hit $6m in 2018.
Square 2 Marketing is a full service digital growth agency specializing in helping companies build effective relationships and drive revenue with their prospects and customers.
In this interview with Eversprint's Malcolm Lui, Mike shares how he and his team accelerated their high value sales by:
- Practicing what they preach, mostly inbound marketing that generates for their own company 400 leads, 30 prospects and 4 to 6 new clients each month.
- Focusing on the biggest impact opportunities that take the least time and effort to execute, such as improving their closing rates.
- Striving to partner with clients, rather than simply being their vendor.
Sandeep Shroff, the Co-Founder and CEO of myStartupCFO, grew his company from two employee and two clients in 2013 to nearly 100 employees and around 500 clients today without raising outside capital.
myStartupCFO is a provider of outsourced CFO and accounting services for startups and small businesses.
In this interview with Eversprint's Malcolm Lui, Sandeep shares how he and his team accelerated their high value sales by:
- Executing a "Be Nice" strategy across their entire platform, toward clients and employees alike.
- The Be Nice strategy has generated a large number of referrals that convert to clients, a flow that that has been more than enough grow their business rapidly.
- This same strategy is also why they provide a flexible remote work schedule for their employees: it allows them to show to their children that they too can have a satisfying career while raising a family at the same time.
Steven Sashen, the Co-Founder and CEO of Xero Shoes, grew his company's revenue from $772k in 2014 to $5.5m in 2017, a 617% increase, and they are projecting to hit $8.5m in 2018.
Xero Shoes is manufacturer of addictively comfortable bare foot inspired sandals and shoes.
In this interview with Eversprint's Malcolm Lui, Steven shares how he and his team accelerated their sales by:
- Putting a great product in front of interested people.
- Staying away from "fake natural" traffic sources.
- Leveraging video marketing and retargeting.
- Capitalizing on the growth of the wellness economy.
Todd Swickard, the Co-Founder and CEO of Smart 1 Marketing, grew his company's revenue from $1.7m in 2014 to $5.1m in 2017, a 208% increase and now they are on track to hit $6.9m this year.
Smart 1 Marketing is a provider of digital marketing services who partners with media companies around the globe.
In this interview with Eversprint's Malcolm Lui, Todd shares how he and his team accelerated their high value sales by:
- Providing monkey proof solutions that are simple and easy to use for clients and end-users alike.
- Focusing on core, time-proven marketing strategies, adapted for today's digital world, instead of the latest and brightest shiny objects.
- Positioning for the growth of voice-based search (ie, Siri, Alexa, Google Home).
Tim Hamilton, the Founder and CEO of Praxent, grew his company's revenue from $2.6m in 2014 to $5.2m in 2017, a 103% increase and now they are on track to hit $7.3m this year.
Praxent is a custom software company and digital consultancy that helps their clients unlock greater profitability and valuation through strategic technology tools.
In this interview with Eversprint's Malcolm Lui, Tim shares how he and his team accelerated their high value sales by:
- Bringing on board a new partner to handle sales, which allowed Tim to focus on marketing and lead gen. This key decision was inspired by the book "Rocket Fuel" by Gino Wickman.
- Generating leads through continuously refined content marketing and corporate event triggers.
- Capitalizing on the trend toward reducing buyer journey friction.
Scott Schwalbe, the CEO of NimbeLink, grew his company's revenue from $1.8m in 2014 to $6.5m in 2017, a 256% increase, and now they are on track to hit $10m to $11m this year.
NimbeLink creates and deploys carrier-certified embedded modems and asset tracking solutions that reduce costs and time to market.
In this interview with Eversprint's Malcolm Lui, Scott shares how he and his team accelerated their high value sales by:
- Focusing on a very specific niche within the Internet of Things.
- Turning away business that isn't a good fit for their solution.
- Competing successfully against much bigger competitors by ensuring they have right message to the right people.
Actionable High Value Sales Insights:
You too can apply Scott's multi-prong strategy to compete effectively against bigger competitors that easily outspend you marketing-wise.
First, specialize in a fast growing niche within a fast growing industry.
NimbeLink's specialty is cellular connectivity and asset tracking for industrial B2B applications. Their customers have valuable remote assets that can't connect to an ethernet backhaul or to someone else's network.
Second, make sure your prospects are the right fit for your product or service before investing a lot resources working with them.
By specializing in tightly focused niche, NimbeLink's sales team can quickly assess (a) if the prospect has a business model that makes sense, (b) if the prospect's team and product has a good chance of succeeding, and (c) if NimbeLink is the best solution for them.
Third, make sure you get the right message to the right people.
For NimbeLink, the right message is driven by their niche specialization, and the right people to target is informed by their prospect qualification process.
Fourth, make it easy for your partners to sell your product or service.
About two thirds of NimbeLink's leads come from their distributors and telecom carriers. They do whatever they can to help their partners understand and sell their solution: they provide training, join sales calls, do webinars, create sales collateral and case studies. Most importantly, they follow up quickly on all leads from their partners, the good ones and the bad ones, as they respect and appreciate their efforts.
Josh Watts, the CEO and Co-Founder of MedTrust Medical Transport, grew his company's revenue from $1.5m in 2014 to $5.4m in 2017, a 256% increase, and now they are on track to hit $10m this year.
MedTrust Medical Transport provides emergent and non-emergent medical transport in the Lowcountry and Grand Strand areas of South Carolina.
In this interview with Eversprint's Malcolm Lui, Josh shares how he and his team accelerated their high value sales by:
- Focusing primarily on providing related service to and from hospitals.
- Measuring themselves against what they can do, not against the competition.
- Constantly looking for and correcting variances that adversely impact their core services.
Anupam Satyasheel, CEO of Occams Advisory, grew his company's revenue from $410K in 2014 to $5.1m in 2017, a 1,154% increase, and now they are on track to hit $7m to $8m this year.
Occams Advisory provides advisory services helps small and mid-sized businesses compete, grow and avoid pitfalls.
In this interview with Eversprint's Malcolm Lui, Anupam shares how he and his team accelerated their high value sales by:
- Almost always saying Yes! when a client asks for their help, even if it's a service they currently don't offer.
- Dropping everything when a client is unhappy to make it right as quickly as possible.
- Developing a platform to provide expertise on demand.
Mark Fleming Jr, the Founder and President of Signature Closers, grew his company's revenue from $3.8m in 2014 to $6.3m in 2017, an 80% increase, and is on track to hit $6m this year.
Signature Closers provides signing support for title companies and lenders via their network of notary signing agents and attorneys.
In this interview with Eversprint's Malcolm Lui, Mark shares how he and his team accelerated their high value sales from 2014 to 2017, and how they are adjusting to the rising interest rate environment by:
- Providing new services to clients through strategic partnerships.
- Focusing on the 1% that can wrong before it becomes an issue.
- Opportunistically taking advantage of the disruption to come from electronic closing and notarization.
Jason Duncan, the Founder, President & CEO of Energy Lighting Services, revenue from $1.2m in 2014 to $5.6m in 2017, a 367% increase, and now they are on track to hit $10m this year.
Energy Lighting Services designs, installs and maintains the most energy efficient lighting systems on the planet.
In this interview with Eversprint's Malcolm Lui, Jason shares how he and his team accelerated their high value sales by:
- Primarily networking through connectors to find new business.
- Adding residential services to build their reputation and brand awareness.
- Ensuring that their corporate culture is maintained as they grow.
Robert Kester, the CEO & Co-Founder of Rebellion Photonics, company's revenue grew from $200K in 2014 to $5.5m in 2017, a 2,647% increase, and now they are on track to hit $12m this year.
Rebellion Photonics provides gas leak detection and monitoring for the petrochemical industry via their proprietary imaging technology.
In this interview with Eversprint's Malcolm Lui, Robert shares how he and his team accelerated their high value sales by:
- Providing a gas leak detection system that's cheaper and more accurate than the current gold standard.
- Innovating constantly to stay ahead of the competition.
- Expanding into Asia and Europe.
Tad McIntosh, the President and CEO of HumCap Recruiting, grew his company's revenue 72% from $2.8m in 2014 to $4.9m in 2017, now they are on track to hit $6m this year.
HumCap is a Dallas-based recruiting firm that provides businesses throughout the nation with comprehensive solutions to attract, hire, and retain the right players for their team.
In this interview with Eversprint's Malcolm Lui, Tad shares how he and his team accelerated their high value sales by:
- Giving clients what they need, not just what they ask for.
- Getting out in the community to connect one-on-one with company leaders.
- Hiring people whose values and attitudes are in line with those of HumCap's.
Geoff Habicht, President and Co-Founder of Smoking Vapor, grew his company's revenue 454% from $1.2m in 2014 to $6.8m in 2017.
Smoking Vapor designs, manufactures and distributes premium electronic vaporizers for the e-cigarette and cannabis markets.
In this interview with Eversprint's Malcolm Lui, Geoff shares how he and his team accelerated their sales by:
- Eliminating counterfeiters from the equation.
- Differentiating with Eureka! moments every 90 days.
- Providing better after sales service than anyone else.
- Diversifying into the cannabis market.
Grant Barra, the Managing Partner and CEO of Barra & Associates, increased his company's revenue 93% from $2.7m in 2014 to $5.2m in 2017.
Barra & Associates is an insurance and financial services brokerage with divisions specializing in all personal and commercial solutions.
In this interview with Eversprint's Malcolm Lui. Grant shares how he and his team accelerated their high value sales by:
- Focusing on hiring new agents and agency owners.
- Increasing win rates and agent retention through technology.
- Riding the shift away captive insurance to independent agencies.
- Providing the maximum value to their agents and their agent's clients.
Actionable High Value Sales Insights:
Grant shared three key High Ticket Sales Insights that you can begin implementing in your business today.
Insight #1: Identify why you're losing deals, and close the gap
For Grant, he realized back when he was a captive agent that he was losing 80% of the deals because his firm's offerings simply were not competitive. And the only way he could provide his prospects with the best solution is go independent and have access to more carriers. But carriers have minimum production requirements for their selling agents. This brings us to the next insight.
Insight #2: Grow exponentially by adding sales and sales teams.
To increase production and revenue exponentially, Grant today is adding new sales and sales teams. But to make this strategy successful, the new sales and sales teams still need to win more deals, which leads us to the final insight.
Insight #3: Make it as easy as possible for your sales team to win more deals.
- Grant accomplished this by providing a back office team and a tech platform that lets his agents spend more time prospecting, selling and closing, and less time entering data and waiting for quotes. Their platform also tracks when their current carriers are not competitive, so they can quickly add a new carrier to close the gap.
Ryan Payne, the President and Co-Founder of Payne Capital Management, grew his company's revenue 71% from $2.7m in 2013 to $4.7m in 2016.
Payne Capital Management is a registered investment advisor that provides fee-based financial services for high-wealth clients.
In this interview with Eversprint's Malcolm Lui, Ryan shares how he and his team accelerated their high value sales by:
- Generating leads through AM radio.
- Testing different marketing channels broadly on a small scale before scaling up.
- Establishing a hiring process to find the best advisors.
- Positioning for the future wave of millennial investing.
Actionable High Value Sales Insights:
When referrals were no longer enough to grow his business as fast as he would like, Ryan turned to AM radio.
Their AM radio show now generates around $500K of new business annually. When you factor in their 95% client retention rate, that's $10m of additional lifetime revenue each year!
How Ryan developed this new source of leads can be applied to any channel, not just AM radio. Here's how he did it, and you can too:
- Word of mouth referrals at some point will limit the growth of your business, as you don't have control over the quantity and quality of the leads. To scale beyond this level, you'll have to move from referrals based lead gen to one that targets a larger audience.
- To develop new marketing channels, test small first, and scale up on indicators of traction, such as an improving ROI. It can take one to two years of testing, optimizing, and slowly scaling up before you start enjoying high ROI from economies of scale benefits.
- The ROI of a marketing channel should also take into account the lifetime value of your customers, not just revenue from the front end. Ryan's prepared to lose money on a new client the first year, as he knows he'll make it all back and then some over the next 20 years.
- Provide different tracks for leads who are in different points in their lead-to-buyer journey. At Payne Capital, they provide a free consultation for those more ready to invest with his firm, and educational videos for those who are still in research mode.
- Identify secular trends and position yourself to benefit from them. Ryan has identified that their industry has an aging workforce that's about to retire, and that millennials will take a greater interest in investing, and has built a younger team to take advantage of these two trends.