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Richard Perez is the Lead Advisor for the Sales and Go-To-Market Practice for the Operational Excellence Practice. Prior to joining Apax, he was an independent consultant advising organizations across different industry segments, small and large, focusing on growth strategy and revenue operations. Richard has spent most of his 25-year career in high-growth environments, including several years at the Corporate Executive Board (now Gartner) and the Business Talent Group. During this episode of the Growth Enablement Madness podcast, the BrainSell team sit down with Perez to discuss what private equity firms truly look for when researching companies to bring into their portfolio. The group also discuss Perez’s introduction to the business and what he’s learned since joining the industry. Other topics discussed include:  What Private Equity Firms look for when investing in a company.  How to develop sustainability when fueling growth at your company.  How People, Process, and Technology impact the way businesses grow and scale.  Related Links  See what Apax Partners does for the industry.  Learn more about BrainSell’s blueprinting methodology here!  Check out these YouTube videos detailing BrainSell’s consulting work.  Follow BrainSell on Twitter and LinkedIn!  

In this episode of the Growth Enablement Madness podcast, we sat down with Liz Saville, Senior Solutions Consultant at BrainSell. We discussed why most CRM implementations fail, as well as the additional problems that usually arise during these types of projects. We also shared our perspective of BrainSell’s Solution Blueprint methodology and how it helps alleviate those implementation concerns right from the start. Other talking points from the episode include: The crucial roles of process and change management in any tech implementation. What exactly a Solution Blueprint is and why you’d want to do one. What businesses this type of consultation is suited for, and not suited for. Interesting customer stories and use case examples highlighting how these blueprints mitigate risk and help companies home in on short- and long-term goals. RELATED LINKS Learn more about BrainSell’s blueprinting methodology here! Check out these YouTube videos detailing BrainSell’s consulting work. Follow BrainSell on Twitter and LinkedIn!

Featuring: Marcus Sheridan, Author of “They Ask, You Answer” In this episode of the Growth Enablement Madness podcast, we sat down with  Marcus Sheridan, Industry Thought Leader, Speaker, and author of "They Ask, You  Answer.” We discussed what buyer trust looks like in today’s business world, as well as how it’s a customer experience disruptor in a post-COVID world. We also took an  in-depth look at the “They Ask, You Answer” methodology and how companies can  make it a part of their business culture.

In this episode of the Growth Enablement Madness podcast, we sat down with Mike Paton, Industry Thought Leader, Speaker, and author of the upcoming book "Process: How Discipline and Consistency Will Set You and Your Business Free." We discussed Paton's new book and how his work with Gino Wickman's Enterprise Operating System (EOS) has evolved along with the market. We also talked about businesspeople's fears when reassessing their business processes—and how a consistent game plan can help alleviate those worries.

In this episode of the Growth Enablement Madness podcast, we sat down with Dan Tyre, an industry thought leader and author of the book "Inbound Organization: How to Build and Strengthen Your Company's Future Using Inbound Principles." We discussed how businesses can get started building inbound strategies that go beyond the marketing department. We also discussed what inbound truly is (and isn’t) and where focus points should be if you want to grow and scale your business with an inbound mentality.

In this episode of the Growth Enablement Madness podcast, we sat down with Lisa McLeod, an industry thought leader and author of the book "Selling with a Noble Purpose." We discussed how business leadership has changed over the years and how having a noble purpose is vital now more than ever. We also discussed how work has changed for everyone and how we can ensure employees don't lose sight of the customer.

In this episode of the Growth Enablement Madness podcast, we sat down with Shruti Kapoor, CEO of the conversation intelligence and sales education platform Wingman. We discussed Shruti's leadership approach to promoting growth and scale at Wingman, as well as how the platform helps sales leaders promote their team’s professional growth. We also discussed the role of data and AI in modern business growth, specifically around strategic decision-making and simplifying sales workflows.  RELATED LINKS   Connect with Shruti on Twitter and LinkedIn.  Learn more about Wingman.   Check out the BrainSell blog for all things Growth Enablement!      Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness podcast, we sat down with Joe Ippolito, Principal for Sandler Training. We discuss the Sandler approach to sales training and how it differs from other traditional approaches. We also talk about how Joe has seen many companies across a variety of industries scale their sale initiatives through proper training. Other talking points during the show include:   How the sales process has evolved over the last several years, along with where ke emphasis has shifted.  The role technology plays in helping sales teams scale effectively.  What business leaders should focus on if they are looking to grow and scale their business. RELATED LINKS   Connect with Joe on Twitter and LinkedIn.   Learn more about Joe’s work with Sandler Training here. Check out the BrainSell blog for all things Growth Enablement! Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness podcast, we sat down with Anne Janzer, of Acme Company. We discussed her book, Subscription Marketing: Strategies for Nurturing Customers in a World of Churn, and why the businessworld is gravitating towards this type of model. We also discuss why subscription models work so well for growing businesses, whether they be new startups or long-time mid-market companies looking to move up market. Other talking points during the show include:   How subscription models change the narrative focus from the product to the customer relationship; How this go-to-market approach fuels customer trust and increases the value of the relationship. Tips and best practices for companies looking to incorporate subscription models and ensure they get it right the first time! RELATED LINKS   Connect with Anne on Twitter and LinkedIn.   Take a look at Anne’s published books and blogs. Check out the BrainSell blog for all things Growth Enablement!   Intro and Outro music by Sam Ward. 

In this episode of the Growth Enablement Madness podcast, we sat down with Eliav Cohen, Founder of The Bot Lab. We discussed how chatbots position companies to fuel growth and scale across multiple business functions. We also discussed how businesses can incorporate chatbots into their business strategy that provides a personalized experience for each customer. Other talking points during the show include:   What most businesses are overlooking with chatbot usage in modern go-to-market initiatives. How to identify where in your business chatbots can help fuel growth and scale. An update on The Bot Lab’s latest startup, Helium, a new chatbot experience designed to help companies engage with prospects on third-party publisher websites instead of having display ads redirect prospects to your website. RELATED LINKS   Connect with Eliav on LinkedIn.   Learn more about The Bot Lab. Learn more about Helium. Check out the BrainSell blog for all things Growth Enablement!      Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness podcast, we sat down with Jeff Baumet, Co-CEO at the branding solutions company Club Colors. We discussed what Jeff and his team were doing to position themselves for growth with a “scaling up” mentality. We also discussed how Club Colors fared during the COVID-19 pandemic, as well as lessons learned from working with BrainSell on a migration to a new ERP solution.  RELATED LINKS  Connect with Club Colors on  LinkedIn.  Learn more about Club Colors here! Give the In the Club Podcast a listen! Check out the BrainSell blog for all things Growth Enablement!     Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness podcast, we sat down with Aaron Harris, Global CTO at Sage. We discussed what Aaron has learned during his time at Sage and what comes to mind when he reflects on his work. We also discussed how AI trends are impacting the growth and evolution of Account and ERP solutions for growth-focused businesses, as well as how it is one of the most exciting factors helping companies grow at scale.  Other talking points during the show include:  What’s new at Sage and the ongoing initiative to scaling up Sage Business Cloud. How the acquisition of Task Sheriff impacts these scaling initiatives at Sage. Aaron’s recent job as a judge during the “Girls in AI Global Hackathon,” including memorable uses of AI from the event that can be applied in business today. Forward-looking thoughts on how Sage will continue to grow and scale its business management and account platforms. RELATED LINKS  Connect with Aaron on Twitter and LinkedIn.  Check out the Girls in AI Global Hackathon! Learn more about all the cool things going on at Sage! Check out the BrainSell blog for all things Growth Enablement!     Intro and Outro music by Sam Ward. 

In this episode of the Growth Enablement Madness podcast, we sat down with Craig Charlton, CEO of SugarCRM. We discussed Sugar’s recent branding and positioning change and how Craig has seen the software industry evolve during his time at the company. We also discussed how SugarCRM envisions itself enabling your customers and potential customers to grow their business.

In this episode of the Growth Enablement Madness podcast, we sat down with Nancy Harris, the EVP for Sage North America. We discussed how SMBs are rebounding in this economy after the pandemic, as well as the important role back-office teams play in it. We also discussed Nancy’s upcoming retirement and hear her reflections on the ERP world during her time at Sage. Other talking points during the show include: How the Sage product has evolved to strengthen accountants with automation and other tools to scale workload. The three main pillars of business sustainability, and how SMBs can promote growth strategies in their own businesses.  How employers can create an environment for employees to be appreciated, respected and heard. RELATED LINKS Connect with Nancy on Twitter and LinkedIn. Check out the latest research from Sage on business sustainability. Read more about Sage’s Sustainability & Society Strategy. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness Podcast, we sat down with Latané Conant, Chief Market Officer at the account engagement platform provider 6sense. We discussed the reception of her recent book, which covers the next generation of account-based sales and how companies can battle the “Dark Funnel” to engage buyers when and where they want. Other discussed during the episode include: What exactly the “Dark Funnel” is, why companies tend to lose buyers there, and how this has grown into a bigger concern over the past couple of years. The role of data in helping companies gain clearer visibility in the Dark Funnel. How 6sense tackles the urgency for better data and insights in the market. How business leadership has changed over the last several years, especially in the software/SaaS industry. Tips for business leaders looking to fuel growth and scale! RELATED LINKS Connect with Latané on LinkedIn and Twitter! You can find a copy of her book here. Learn more about 6sense here. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness Podcast, we sat down to chat with Laura Fitton, the Founder of Enough.co! Laura helps companies better understand how their earnings, spending, savings, and investments impact the ongoing climate crisis. The goal is to help educate businesses on climate-friendly business growth with the hopes of slowing, stopping, and eventually reversing the climate crisis. Other topics discussed during the podcast include: Why it is vital for companies now more than ever to make climate-friendly business decisions. Where the climate economy currently impacts modern growing businesses. Tips and strategies on how to create a climate plan for your business. RELATED LINKS Connect with Laura on Twitter and LinkedIn! Learn more about Enough.co here. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

In case you’ve been living under a rock, the COVID-19 pandemic caused rampant disruption within the business community. As offices closed and some employees began to work remotely, businesses rapidly began looking for ways to compensate for the uncertainty impacting everyone’s lives. Industry expert, author, and thought leader Todd Caponi says that we’re now in an era where the emotional cost of change is “zero.” Changing jobs is like changing your cable provider. So, how do businesses create a work environment that matters to their employees? In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell’s VP of Marketing Sarah Reed chat with Caponi about how business leadership changed over the last 16 months. The group also shared their thoughts on the importance of creating strong business functions with a mission-based work environment to help employees like the work they do. Other topics discussed during the episode include: How a desire for certainty impacts employee — not just customer — relationships. How to create a mission-purpose work environment within your company. Examples of companies that created a mission-purpose work environment. An in-depth look at Todd’s new podcast that chronicles the history of the sales profession. RELATED LINKS Connect with Todd on Twitter and LinkedIn. Learn more about Todd’s work here. Listen to Todd’s new “The Sales Historian” podcast here. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

Moving to the cloud gave growth-focused businesses a wealth of data to help fuel their go-to-market initiatives. With traditional technology like telephony now grabbing a firm hold of the Cloud, there is even more data for growing businesses to use.  As the GM and Head of North America at Aircall, Gianna Scorsone is at the front of the charge helping educate companies on the growing importance of data-fueled businesses. Tools like Aircall make it easier for salespeople and other users to track engagement with prospective customers and offer more genuine, contextual customer experiences.  In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell’s VP of Marketing Sarah Reed sit down with Scorsone to discuss how Aircall is leveraging data and insights to help its customers grow. The group also discusses what is going on at Aircall and how they are building a cloud-based call center for growth-focused businesses. Other discussion topics from this episode include:  What growth enablement means to Gianna in her own words!  The overwhelming amount of data that can be collected from a cloud-based telephony system.  How Aircall is positioning itself as a growth enablement partner for its clients.  RELATED LINKS  Connect with Gianna on LinkedIn!  Learn more about Aircall here.  Check out the BrainSell blog for all things Growth Enablement!     Intro and Outro music by Sam Ward. 

A growth mindset is vital to continued success in modern business. However, focusing solely on growth is not the best way to streamline your business for continued success in the future. As the Senior Director of Partner Development and Strategy for North America at Sage, Ed Kless develops and delivers the curriculum for the Sage Consulting Academy, a course designed to educate Sage Software partners on the art and practice of small business consulting for growth-focused organizations. He also facilitates the Sage Leadership Academy, a yearlong program designed to assist Sage Software partners develop a continuous process of improvement in their organizations and serves as liaison to the Sage Leadership Academy Alumni Association. In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell’s VP of Marketing Sarah Reed sit down with Kless to chat about the importance of not having growth be your only desired outcome for your business, while also providing examples of why this is the case. They also discussed how “all change is linguistic” within a company, and how that language shift creates a mentality shift to promote better, more predictable growth. Other discussion topics from this episode include: The "Market Share Myth" and how that creates false positives for business growth.  Why change management in a company requires a change in language. The role of technology in that mindset change for a business. RELATED LINKS Connect with Ed on LinkedIn and Twitter. Check out Ed’s podcast called “The Soul of Enterprise”. Read more of Ed’s work on his personal blog. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

To successfully position your company to grow and scale, you must have to know your customer. No, we don’t mean “know of” them. We mean that you must have a 360-degree customer view with crystal-clear fidelity. This allows businesses to offer a high-definition customer experience (HD-CX) that enables companies to rewind to the past, gain better situational awareness about the present, and make data-driven decisions for the future. Clint Oram, Co-Founder & Chief Strategy Officer at SugarCRM, has dedicated his career to accelerating everything customer-related with technology. This can be seen in the exciting, ongoing innovations taking place at SugarCRM. Now, SugarCRM is helping growing companies obtain HD-CX so they can effectively help them grow and scale. In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell's VP of Marketing Sarah Reed chat with Clint about how taking an HD-CX approach with your business is how you effectively enable it to grow and scale. They also discussed the ongoing innovations taking place with SugarCRM’s offerings and how practical applications of AI are helping provide time-based insights to give customers what they need, when they need it.  Other talking points throughout this episode include:  What is HD-CX? How does it help companies grow?  Why CX has been so tough to grasp over the years, and how SugarCRM addresses all this.  New exciting things at Sugar, like SugarPredict!   What's next for Sugar? Anything on the roadmap?  RELATED LINKS  Connect with Clint Oram on LinkedIn and Twitter.  Learn more about what BrainSell helps clients achieve with SugarCRM.  Read up on HD-CX on SugarCRM’s blog!  Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.