Biz Growth Radio: Recent Episodes
William Eastman
Global Business Growth News for the African, Middle Eastern, European, United kingdom, and North American Markets
Global Business Growth news from the African, Middle Eastern, European, United Kingdom, and North American Markets.
IBGR's Business Growth News for African, Middle Eastern, European, United Kingdom, and North American Markets
Global Business News for the African, Middle eastern, European, United Kingdom, and North American Markets
Global Entrepreneurial News for the African, Middle Eastern, European, Untied Kingdom, and North American Markets
Global Business Growth News for the African, Middle Eastern, European, United Kingdom, and North American Markets.
Global Entrepreneur News for Africa, Middle East, Europe, United Kingdom, and North America
Global Entrepreneurial News for the African, Middle Eastern, European, United Kingdom, and North American Markets
IBGR's Global Business News for Africa, Middle East, Europe, United Kingdom, and North America @1100 EDT 1JUL21
IBGR Global Business News for the African, Middle Eastern, European, United Kingdom, and North American Markets.
IBGR Global Business News for the African, Middle Eastern, European, United Kingdom, and North American Markets.
IBGR Business News for the African, European, United Kingdom, and North American Markets
IBGR Business News for the African, European, United Kingdom, and North American Markets
IBGR Business News for the African, Middle Eastern, European, United Kingdom, and North American Markets
IBGR Business News for the African, European, United Kingdom, and North American Markets.
IBGR Business News for the African, European, United Kingdom, and North American Markets
IBGR News Global Report for African, European, United Kingdom, and North American Markets
Global Business News for the African, European, United Kingdom, and North American Markets
Global News report for the African, European, United Kingdom, and North American Markets
Global Biz News focused on the African, European, United Kington, and North America Markets
Biz News for African, European, United Kingdom, and North America Markets - starting, growing, and exiting a biz.
IBGR News - global news focused on the African, European, United Kingdom, and North American Markets.
Global News directed at the African, European, and United Kingdom Markets (Zulu), and North American Markets (Quebec)
News for starting, growing, or exiting a biz for the African, European, United Kingdom, and North American markets.
Latest news from IBGR.News broadcasted at 2300 EDT and focused on the Australian and Indian Markets
News articles directed at the Zulu Market - Africa, Europe, United Kingdom, and North American Markets.
Second 31MAY21 broadcast @1100 Business News for Africa, Europe, United Kingdom, & North America
Show 018 - Selling in the Chaos Guest Host: Patrick McFadden of Indispensable Marketing Start with making 2 lists: hyperconservative and hyperaggressive.
Hyperconservative - what is still working, what is still generating revenue?
Hyperagressive - what small actions can I take immediately, Look at what you sell/service, how you sell/service, whom you sell to or service, build on what skills and capacities you have to do new things.
Show 018 - Selling in the Chaos Guest Host: Patrick McFadden of Indispensable Marketing Start with making 2 lists: hyperconservative and hyperaggressive.
Hyperconservative - what is still working, what is still generating revenue?
Hyperagressive - what small actions can I take immediately, Look at what you sell/service, how you sell/service, whom you sell to or service, build on what skills and capacities you have to do new things.
The Selling Stages to Attract The Willing & Solve Their Problems - by Phone with Potential Customers. Target Surround Close
PLUS Top 5% metrics
The Selling Stages to Attract The Willing & Solve Their Problems - by Phone with Potential Customers. Target Surround Close
PLUS Top 5% metrics
The second third of the show was a discussion on sales techniques in this environment with John Richards of the Barter Authority and we closed with covering the main issues in the show notes.
The first 3rd of the show featured the "Rogues Gallery of Thought Leaders", an article and show we did in September of last year. We covered the concept of fragile by Nassim Taleb to describe where many small businesses find themselves today.
The second third of the show was a discussion on sales techniques in this environment with John Richards of the Barter Authority.
First 1/2 features Brandon Souba, Regional Education & Growth Director with BNI Heartland. Topics: How to ask for referrals, The right to ask for referrals, Effective follow-up, Selling with excitement, Selling is educational.
In the second 1/2 of the hour Host Donna Kunde, Guest Brandon Souba, and IBGR Station Director William Eastman discuss how to use Referrals to replace face to face meetings or attending networking meetings. The CoronaVirus impact on business will last at least 30 days, perhaps through the remainder of the year - why is this an opportunity and a threat to your business? Topics: Are you really an entrepreneur? Thinking out-of-the-box in a Corona world, Reallocating marketing & sales budget, Using yours and others 'Rings of Influence', Out-of-the-box sales and marketing.
First 1/2 features Brandon Souba, Regional Education & Growth Director with BNI Heartland. Topics: How to ask for referrals, The right to ask for referrals, Effective follow-up, Selling with excitement, Selling is educational.
In the second 1/2 of the hour Host Donna Kunde, Guest Brandon Souba, and IBGR Station Director William Eastman discuss how to use Referrals to replace face to face meetings or attending networking meetings. The CoronaVirus impact on business will last at least 30 days, perhaps through the remainder of the year - why is this an opportunity and a threat to your business? Topics: Are you really an entrepreneur? Thinking out-of-the-box in a Corona world, Reallocating marketing & sales budget, Using yours and others 'Rings of Influence', Out-of-the-box sales and marketing.
Show 013 - Facing FEAR or FACTS March 5, 2020|Show Notes
Managing Sales through Public Scares The coronavirus has many business owners fearful of what the future holds. The New York Times recently published an article insinuating that sick workers and “spooked customers” could threaten small businesses. The article was filled with “if” “then” statements of logic. “If the coronavirus causes workers to take sick days or customers to stay home,” then “it will be hard on all American companies.”
The problem with this magic 8-Ball “logic” is that nobody can predict the future. What we can do is make smart decisions based on the facts we have. We might even take lessons learned from similar experiences but applying mass logic to one or two examples is hardly a case for panic...
Show 013 - Facing FEAR or FACTS March 5, 2020|Show Notes
Managing Sales through Public Scares The coronavirus has many business owners fearful of what the future holds. The New York Times recently published an article insinuating that sick workers and “spooked customers” could threaten small businesses. The article was filled with “if” “then” statements of logic. “If the coronavirus causes workers to take sick days or customers to stay home,” then “it will be hard on all American companies.”
The problem with this magic 8-Ball “logic” is that nobody can predict the future. What we can do is make smart decisions based on the facts we have. We might even take lessons learned from similar experiences but applying mass logic to one or two examples is hardly a case for panic...
Show 014 - 2Q Sales Strategies March 12, 2020|Show Notes
Pandemic How do businesses not only survive, but thrive during a time of world panic? There was an eeriness in the air yesterday that I haven’t felt since the terrorist attack of 911. An energy ripple that stretched across the globe.
Typically, a show titled 2Q Sales Strategies would include a lively discussion around Easter, Mother’s Day, Memorial Day, Father’s Day... you know, the usual witty banter around gift baskets and flowers....
Show 014 - 2Q Sales Strategies March 12, 2020|Show Notes
Pandemic How do businesses not only survive, but thrive during a time of world panic? There was an eeriness in the air yesterday that I haven’t felt since the terrorist attack of 911. An energy ripple that stretched across the globe.
Typically, a show titled 2Q Sales Strategies would include a lively discussion around Easter, Mother’s Day, Memorial Day, Father’s Day... you know, the usual witty banter around gift baskets and flowers....
During the month of February 2020 Sales Solutions hosted our first series of expert guests. As each expert shared their sales strategies, there were three themes that came up:
- As a sales professional, you must have BELIEF in yourself, your product & your company
- Expert sales professionals are superb at IMPROV
- Adding NeuroLinguistic Programming (NLP) to sales copy and state management dramatically increases your success rate.
Also join the Mayor of Petersburg VA Sam Parham who is also a small business owner in the conversation.
During the month of February 2020 Sales Solutions hosted our first series of expert guests. As each expert shared their sales strategies, there were three themes that came up:
- As a sales professional, you must have BELIEF in yourself, your product & your company
- Expert sales professionals are superb at IMPROV
- Adding NeuroLinguistic Programming (NLP) to sales copy and state management dramatically increases your success rate.
Also join the Mayor of Petersburg VA Sam Parham who is also a small business owner in the conversation.
Does This Sound Like You You feel like you’ve hit this ceiling on your income because you can’t possibly work any harder and feel there’s no other way to bring in more cash flow....
Does This Sound Like You You are living a lifestyle which others envy, but you are in deep credit card debt and as months go by to keep up your lifestyle you borrow more, work long hours but are unable to get a handle on it...
Close the Sale: Provide all necessary documentation that incorporates your Statement of Work, Proposal, and Contract. Strategically use executive/owner to help close the sale. Schedule the project planning meeting. This is the fifth close.
PROSPECT TO CUSTOMER Demonstrate Understanding: Provide synopsis of previous conversations detailing the root cause of their problem, implications of failure to act, potential solutions you can provide. All of these have been previously discussed and should not surprise. This is the second close....
The How Identify Underlying Problem: Understand the customers pain; ensure you can track the situation from the first instance that came to their attention and the facts gathered to arrive at the decision the status quo is no longer acceptable....
The How Understand the Situation: Identify the facts; the customer has moved from being satisfied through dissatisfaction to taking action. It is critical to understand how they arrived at this decision......
Strategic Offline Networking - Part 2
Who’s in your room and why is that important? Today on mindset, we are going to talk about how to network Strategically to grow your qualified leads list, book appointments and close bigger sales more often.
Strategic Offline Networking
Who’s in your room and why is that important? Today on mindset, we are going to talk about how to network Strategically to grow your qualified leads list, book appointments and close bigger sales more often.
Show 008 - Suspect to Prospect: Navigating Sales Conversations The HOW! Every sale is the same. When I first heard that statement I was incredulous. How could that be? Is it true?
Every sale. It doesn’t matter what you are selling. Every sale is the same.
Qualified Leads > Suspects > Prospects > Customers (cont.) Qualified Leads Suspects Prospects Customers
Qualified Leads > Suspects > Prospects > Customers
Qualified Leads: based on a list of potential buyers, who fits your ‘perfect customer’ profile? Suspects: potential buyers who have become aware of your offer and have expressed interest in learning more. Prospects: suspects that have engaged you with buying questions. They must be PROACTIVE where they take some action to touch you, the relationship is not one-way. Customers: they have made a commitment to purchase your solutions, either at point of sale, within 30 days, or on credit.
9 Metrics to Measure the Performance of Marketing & Sales Actions: Brand Penetration Brand Congruence Competitive Intelligence Impact on Qualified leads Lifetime Value of New Accounts Cost to Acquire New Accounts Percentage of Qualified Leads to Closed Sales Time required to Close Average Sale Price
9 Metrics to Measure the Performance of Marketing & Sales Actions: Brand Penetration Brand Congruence Competitive Intelligence Impact on Qualified leads Lifetime Value of New Accounts Cost to Acquire New Accounts Percentage of Qualified Leads to Closed Sales Time required to Close Average Sale Price
Tools to Attract The Willing, Solve Their Problems Part 2
We use a 6 part model that is a continuous cycle with each component related to the others. If that sounds complicated, its not. Every time you learn something that information is incorporated into all the other pieces. The idea is to get smart fast.
The 6 Components of Effective Marketing
Tools to Attract The Willing, Solve Their Problems Part 1
We use a 6 part model that is a continuous cycle with each component related to the others. If that sounds complicated, its not. Every time you learn something that information is incorporated into all the other pieces. The idea is to get smart fast.
The 6 Components of Effective Marketing
Change Your Thinking CHANGE Your Results - Part 2 As you climb the mountain of success, sales can feel like pushing a boulder uphill. Without sales, there’s no cash flow, and without cash flow….well…
But what if you could stop pushing and start ATTRACTING your ideal clients? That is the topic of today’s show.
There is so much to talk about in this topic that I’m going to have a hard time drilling it down to a one hour show!
Change Your Thinking CHANGE Your Results - Part 1 As you climb the mountain of success, sales can feel like pushing a boulder uphill. Without sales, there’s no cash flow, and without cash flow….well…
But what if you could stop pushing and start ATTRACTING your ideal clients? That is the topic of today’s show.
There is so much to talk about in this topic that I’m going to have a hard time drilling it down to a one hour show!
Part 2: Sheeple don’t grow businesses, Seth Godin says “Stop Sheep Walking”, You can’t build a 2020 business if you’re still following last decade (or even last century) “Ad Men” Sales practices, Open Door FORMULA: Mindset + Marketing = Sales, Open the door - the world is waiting for YOU, Most business owners are good TECHNICIANS.
Part 1: The NEW Science to Grow Your Business, Open the Doors and See all the People, Chess or Checkers - Your Move
This is Show and Podcast #001 of our newest program Sales 2020. We have combined our Monday-Thursday Show Living On Your Terms and the Friday-Sunday Show Solutions On Demand into a single focus - driving sales for your business.
Part 2: However, the real reason for the new show Sales 2020 is to address your concerns and honor the feedback. Donna Kunde, and myself William Eastman as well as a number of subject matter experts will share with you what we are learning and using to drive sales for a marketing agency - GrowSales.Agency. During each show we will discuss what is working and why, or what we have learned and trying right now - in real time.
This is who we are, now who is the ideal listener? Going forward we will be using the term business owner to cover owners, entrepreneurs, and independent contractors. We see our audience comprising 3 groups:
Millennial Startups - entrepreneurs under 40 starting a business who are comfortable with the new technology but need help making it work in a business context,
Boomer Work Outs - owners who have been in business for a long time looking for the best exit strategy and need help making the new technology work.
The third group are those owners Beyond Startup with a 10 year or more time horizon looking for fast and sustainable growth. We offer something that group needs to achieve their goals.
This is Show and Podcast #001 of our newest program Sales 2020. We have combined our Monday-Thursday Show Living On Your Terms and the Friday-Sunday Show Solutions On Demand into a single focus - driving sales for your business.
Part 1: Our decision for the change of format was based on feedback from our prime audience - independent contractors, entrepreneurs, and business owners who asked us to tighten the focus on one subject everybody has in common regardless of the economy - sales.
Enjoy this podcast from WNTW General Manager Bill Eastman and Co-Host Robert Hutchens. Don't for get to join us live at our new time slot 3:00pm-4:00pm Mon-Fri.
In today's podcast we have WNTW general manager Bill Eastman with co-host Robert Hutchens and the business news from Larry Reynolds from The New Kent County Chamber of Commerce.
Enjoy this podcast from Bill Eastman General manger of WNTW, Are business news from Mark Caspar the President of Tech 4 Troops.
Tracy interviews Micah Chelf of Tech4Troops and Shawn Edmondson of the Virginia Employment Commission on State and Local programs to deal with veteran homelessness.
Enjoy this podcast with Bill Eastman and Robert Hutchens. Business news from Robin Green the Director of Sandler Training.
Living on the Space Coast and a father who was a major player on the lunar module team, a first hand witness to what you know and don't know.
Our Saturday training show for independent contractors, entrepreneurs, and business owners. Discussion on HIF's - High Impact Firms. What does a market dominating firm operate.
Enjoy this podcast with William Eastman, and Robert Hutchens. Business new by Daniel Jones from Hopewell/Prince George Chamber of Commerce.
Enjoy this podcast with William Eastman, and Robert Hutchens. Business news from Larry Reynolds from New Kent County chamber of Commerce.
Enjoy this podcast with William Eastman, and Robert Hutchens, and our business news from the Va Chamber of Commerce.
Enjoy this podcast with William Eastman, and Robert Hutchens, and are special guest Arlene Lee.
Enjoy this podcast with William Eastman, and Mark Casper discussing the basis of the Declaration of Independent.
General Manager WNTW will highlight successful radio station turnarounds. And big changes coming to the station starting next week.
Business News: John Brandt President of the Colonial Heights Chamber of Commerce. Taking Over the Show:John Brandit Training: William Eastman Workforce Development Social Media: Facebook & Twitter
Business News: William Eastman - growth-worx.news Stories Against Odds: Chris Greamo & Scott Tenaglia of Two Six Labs Training: William Eastman - Business Growth Social Media: Facebook & Twitter
Featured Organizations & Topics Business News: William Eastman growth-worx.news Fast Growth Consulting: Biz Growth Radio Show 6.11: Charting the Economy Training: Fast and Sustainable Growth - Part 3 The Profits Phase Social Media: Facebook & Twitter
William Eastman completes his series on how to read the economy - that moves should business owner's make today and what is next.
Robert Hutchinson, President of Beaver Creek Pond Designs discusses his new business venture; building customer wood products based on the clients desire and how the wood has aged." Custom Demand Based Production". William Eastman covers creating a company brand that makes an emotional connection with customers and provides an umbrella for branding products and services.
Business News: William Eastman growth-worx.news Taking Over the Show: George Boatright Chief Financial Officer at Terazo Training: William Eastman on Phases and Stages of Fast and Sustainable Business Growth Social Media: Facebook & Twitter
Kember Forcke of ITL International Corporation joins the show and discusses their unique offer and how they started 20 years ago with environmentally safe industrial chemicals.
Patriot Thursday with: Shawntex Edmonston (USA)of the Virginia Employment Commission's Lead Local Veterans Employment Representative; Mark Casper (USMC) President of Tech4Troops; in the studio with WNTW General Manager William Eastman (USCG) discussing programs available to veterans and thoughts on the 75th Anniversary of D-Day.
WNTW's Memorial Day Show 2019 with Larry Reynolds President of the New Kent Chamber of Commerce, Mark Casper of Tech4Troops, and Shawn Edmondson of the Virginia Employment Commission Veterans Programs.
Our inaugural show and newest program in the WNTW Line Up. Community based show for entrepreneurs, business owners, and independent contracts on how to improve their businesses. On Monday's we feature personal stories on how to win regardless of the odds. Want to share your story of defying the odds - put your hat in the ring at our Facebook page www.facebook.com/AM820TheAnswer/
https://wntwtheanswer.com/blog
Show 5: When I was at sea especially south of New Zealand in the Roaring Forties the fact you are at the Crest of a 40 foot wave is obvious. However when discussing the economy this is not always the case. Only the people closely watching the market realize the party is over and the lights are about to go out. Everybody else will wonder how that happened. How do you know this party is over?
Show Notes: http://www.ownr.life/2019/05/show-notes-65-oh-no-we-are-at-top-with.html
Show 5: When I was at sea especially south of New Zealand in the Roaring Forties the fact you are at the Crest of a 40 foot wave is obvious. However when discussing the economy this is not always the case. Only the people closely watching the market realize the party is over and the lights are about to go out. Everybody else will wonder how that happened. How do you know this party is over?
Link: http://www.ownr.life/2019/05/show-notes-65-oh-no-we-are-at-top-with.html
Show Notes 6.3 - You're in the Trough and the Wave of Expansion is Approaching Show 3: We will start the conversation when the economy is at its worst. You have just lived through a recession that almost killed your business and it did take out a few competitors. As your boat sits in the trough you see a rather large wave coming your way - it is the upcoming expansion. Today's show is about how to steer your business half way up the face of the expansion.
Topics Responding to the New Opportunities Preparing for the Upcoming Credit Expansion
Show Notes: http://www.ownr.life/2019/04/show-notes-63-youre-in-trough-and-wave.html
What are the 4 elements of a wave or business cycle and the 4 major inflection points - what does it mean for your business?
Show Notes: http://www.ownr.life/2019/04/show-notes-62-elements-of-business.html
Overview of Season 6 and Business Growth Radio's "Solutions on Demand" focus on how small business owners can read and respond to the economy; how to read the tea leaves!
Last show of Season 5 - DIY Turnaround. We close with the core system - Managing By Objectives and how do you make it the skeleton of your operation.
Show 5.12 asks the question "you have achieved your growth goals - do you sell or reinvent?"
Show 5.11 changes the focus from internal the business to external. Before the business owner creates a growth plan, what does the world look like in 6 or 12 months that impact our industry and customer buying decisions?
Show 5.9 on Scalability indicated where are the holes that require major investments to grow the business. This show covers how to make the decision on what to finance and where to find the money.
Show 5.9 starts the process of building a long term future. First question is scalability - can we build on the current foundation (systems, processes, organization chart, equipment, personnel, etc.)?
Special Guest: Shawn Waxenfelter of The STW Group
Shows 5.3 through 5.7 focused on doing a triage - find out what is wrong and fix it immediately. Show 5.8 starts the process of taking the long view. You have saved the company now what?
Show 5.7 focuses on how to create a culture that attracts the best people (and their best angels) and makes working hard a good deal.
Show 5.5 covered how to determine excess capacity, Show 5.6 focuses on selling new found capacity and increase profitability with sales that falls to the bottom line.
Show 5.4 Look at your company as a bank - how much money should we have that is lying around in inventory, accounts receivable, accounts payable, better cash flow management and use it to reduce variable and fixed costs.
Show 5.4 Look at your company as a bank - how much money should we have that is lying around in inventory, accounts receivable, accounts payable, better cash flow management and use it to reduce variable and fixed costs.
How you start and what is the early agenda will decide your fate. Every turnaround that starts with revenue fails. Get your house in order by getting costs under control first.
Today's Topics Cash, Credit, and Costs - days to broke Product & Service Quality and Operational Capacity - productivity ROI from Marketing & Sales - image Talent & Compensation - performance
Although this reads for the new company, the intent is your phoenix rising from the ashes - the company built on the same ground as the old.
There 4 Operating Principles that provide the foundation for success and growth: Accountability Feedback on Results Peer Support Planning as the CEO’s (you the business owner) Job 1 Why?
Over my 4 decades of business consulting with the large and the small plus years of researching organizational excellence, these 4 were found in every success story.
Instead of hiring a Turnaround Artist or leaving your company to someone to do it for you, what if you DIY? Season 5 is "DIY Turnaround for the Business Owner" that wants to fix their own mess. Show 5.1 is an overview of the 13 shows and where you can can access to the materials.
This the last show of Season 4 - Owner as Executive and for the 2018 Growth Year.
Next year - 2019 is also focused on growth and starts with Season 5 - DIY Turnaround for Biz Owners. The purpose: you are dissatisfied with the performance of your business and want to fix it yourself with a little help from your friends (Joe Cocker in the background).
We will cover over the 13 weeks what made GrowthWorx successful - how we turned around small businesses from under performing with stagnant growth to growth that is fast and sustainable rewarding business owners with increased profits. But this is bigger than profits, it is about generational wealth and jobs.
What is an ESOP: Employee Stock Option Plan? ESOP is a kind of employee benefit plan, similar in some ways to a profit-sharing plan; Shares in the trust are allocated to individual employee accounts; Over a $1m in sales, owners want to sell, minimum of 10 employees, profit greater than $200k a year, must be a Sub-chapter S or C Corporation...
When You Leave or Die – What is the Legacy Start with Profit, Not Revenue Expand Capacity Through Quality
Today's Topics: Start with Profit, Not Revenue Expand Capacity Through Quality
Today’s show and the next 3 are focused on bringing the topic of Owner as Executive to a close. Since our first show (SHOW 4.1 Chapter 1: The End Game – A Self Managing Organization), everything has been about your mindset as a business owner. Seasons 1-3 in 2018 focused on ‘What To Do’, this Season it has been ‘Who Are You’.
This our final article in the series of Growing Managers. We started with the Discipline of Management, covered Promoting Smart, and the last edition was running a Manager Nursery. We identified the difference between management and leadership, what attributes to look for when promoting, and how to develop from within instead of hiring from the outside. Now the question is - how do I measure performance?
3 Topics for today’s show: When and How Do You Plan to Depart Maximizing the Value of the Business Building Operational Plans
This article (and podcast) starts a new series on Finance for Landscape Business Owners of all sizes. The series is based on feedback the staff at Green Industry Pros Magazine received from its readers in 2018. We start with a summary of the basics for looking at your business and the next 10 articles.
Now that you have built a position that plays to your strengths, create positions around you that cover your weaknesses.
Based on your assessment profile or strengths and weaknesses, build your position description first.
This is a continuation of Show 4.2 - Chapter 2: Who Are You? We discussed are you a member of the .0025 club, the elite business owner who innately has all of the tools required to build a market dominating company? I don't and haven't met that person yet. Therefore that leaves you with 2 choices..
Our approach to research is pragmatic - find out what is working and then explain it. Here are the best of the best: Ichak Adizes and the Process of Growth Nassim Taleb and Antifragile GrowthWorx and the Theory of Everything
A Self Managing Organization - Start of Season 4 and introduction of the book - Owner as Executive. Show Notes: http://www.ownr.life/2018/10/season-4-book-owner-as-executive.html Linkedin Article #1: https://www.linkedin.com/pulse/self-managing-organization-part-1-william-eastman/ Linkedin Article #2: https://www.linkedin.com/pulse/self-managing-organization-part-2-william-eastman/ Facebook Live: https://www.facebook.com/growth.worx/?ref=bookmarks