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Revenue Growth Podcast
22 minutes | 2 days ago
Seth Greene-Growth Strategies For the New Year
We’ve got to get it done in 2021. This will be a make or break year for many businesses. Today, Seth Greene shares strategies to accelerate growth in the new year. As the CEO of Market Domination, LLC, he helps professional services companies generate new clients.Seth shares how LinkedIn offers new levels of potential for companies that sell in the B2B space. We’ll talk about the power of direct mail. And, we’ll share a model for using podcasts to grow.
27 minutes | 9 days ago
Meridith Elliott Powell-Turning Uncertainty Into Competitive Advantage
Have you felt the pressure of uncertainty in your business, the economy, and the world at large. What if uncertainty could actually be turned into competitive advantage? Today Meridith Elliott Powell will coach us on how to thrive in uncertainty. By the end of today’s episode, I think you’ll be convinced that you can thrive in uncertainty.Meridith is a certified strategist that helps leaders and business owners decrease their stress and increase their results by working smarter in today's economy. Meridith is the author of several great books, including the new book coming out in January, Thrive, Turning Uncertainty Into Competitive Advantage.She’ll challenge you to redefine your vision in the midst of the changes around us. She recommends a cadence that will help you identify and capitalize on changes in your industry and marketplace. You’ll learn all of this and more. I also would like to give a special shout out to Douglas Burdette, host of the acclaimed Marketing Book Podcast. We had a great discussion on growth strategy. He’s a fantastic interviewer. If you want ideas to grow, look for my conversation with Douglas on the Marketing Book Podcast.
35 minutes | 16 days ago
Kevin Davis-Sales Management In Uncertain Times
If you want to drive revenue growth, you need effective sales leadership. What should sales leaders be focusing on in this uncertain environment to keep deals flowing through the pipeline? In today’s episode, sales management expert, Kevin Davis shares powerful ideas on how sales leaders can accelerate results. He is the founder of TopLine Leadership and the author of The Sales Manager’s Guide To Greatness. He is also the creator of the new Online Sales Management Training Course. Kevin shares the core areas the need to be top-of-mind for sales leaders. We’ll explore what part of the pipeline that sales managers should be focused on. We’ll also explore the concept of a sales forecast vs. a buying forecast. He’ll talk about the area of the buying cycle that managers should coach towards.
30 minutes | 23 days ago
James Jacobi-Growth Through Radical Integrity
If you want to grow revenue you need to build trust with your prospects and clients. How do you do this in a post-trust world where buyers are highly skeptical? James Jacobi shares powerful ideas that will help you grow.Today’s guest, James Jacobi, helps small to mid-market companies with coaching for their executives and Sales Leaders, and assist them to build and lead a digital business model that can grow and scale. James is the author of Radical Integrity, 7 Breakthrough Strategies for Transforming Your Business, Sales, and Life. In a marketplace where buyers have a low level of trust with companies and sales reps, James challenges us to make sure our message is both authentic and relevant. He unpacks what it means to have radical integrity in today’s marketplace. He shares a powerful idea on to work with your ideal clients to develop a strategy to get attention with your prospects. You’re going to get a lot out of this conversation so grab a pen and a notepad and get ready to learn from James after a word from our sponsors.
30 minutes | a month ago
Nick Runyon-Tactile Marketing Automation
Need to get attention with prospects or to build an amazing experience for your clients? On today’s episode you’ll discover a strategy that smart companies use to get amazing open rates.Today, I’m excited to introduce you to Nick Runyon, fellow Forbes contributor and the CMO at PFL.com. Nick is an accomplished executive with 20 years of experience in developing and implementing marketing strategies that drive fast and scalable growth. As CMO of PFL, he is responsible for guiding global brand strategy and awareness as the company continues to pioneer and lead the new Tactile Marketing Automation category. How do you generate amazing open rates on a campaign? Nick shares real world stories about how companies are using dimensional mail to get through to prospects. You’ll hear about ways that tech companies get through the clutter with creative direct mail tactics. If you sell to companies with buying teams , you’ll learn how to deliver a message to the buying team so it’s not corrupted in translation as it passes through the organization. You’ll also discover several interesting use cases for dimensional mail.
31 minutes | a month ago
Matt Baglia-SMS Text Messaging In the B2B Space
Text messaging is a powerful communication channel with 98% of messages being opened and read within 10 minutes. SMS expert, Matt Baglia joins us today to talk about how businesses can use SMS to grow revenue.Matt is the CEO at SlickText.com where he leads a team whose Mission is to connect the world through text messaging. He’s been deeply involved in SMS and text messaging strategies in both the business to consumer and the business to business space. All of us can think about how our local coffee shop or restaurant uses text messaging. Today we discuss how text could be used in the B2B environment. Matt shares some use cases. We’ll discuss when to click send, and when to not. You’ll learn how to set proper expectations with those who opt in. We also explore how text can be used in a sales context.
29 minutes | a month ago
John Golden-Harnessing the Power of Sales Automation
Digital processes are critical for productive sales forces in today’s environment. How do you streamline your processes? Today we'll explore some powerful ideas that will help you sell more effectively.When it comes to questions about process automation and CRM, I can’t think of anyone better to learn from than today’s guest, John Golden. He’s the Chief Strategy and Marketing Officer of Pipeliner CRM. He’s also the host of the Sales Pop podcast.Earlier in 2020 when sales forces scattered to home offices, sales teams that had already thought through their processes and automated them were set up to succeed in the new environment. Other companies that had not invested the time to digitize their process felt the pain of trying to accomplish things in a distributed environment.Whether your team is just beginning the work of digitizing or if you were an early adopter of sales process automation, you’ll appreciate John’s perspective on what needs to be done to streamline your sales operations. You’ll learn why some companies are paralyzed by making sales technology decisions and what to do about it.Check out the new Revenue Growth LIVE show, Tuesdays and Thursdays at 12:00 p.m. Eastern | 9:00 a.m. Pacific.Facebook click Join!YouTube click Subscribe!
32 minutes | 2 months ago
Andy Goldstrom-Grow Like a Pro
Are you ready to grow like a pro? Get ready to learn from someone who has taken not one, but two companies into the Inc 500. Our guest, Andy Goldstrom, knows what it takes to drive growth.Andy is business strategist and growth expert who helps business leaders focus on the right pursuits with the right tools and methodologies to scale their businesses and grow rapidly. He’s the managing partner of Midcourse Advisors. He teaches in the Entrepreneurship and Innovation Institute at Georgia Tech. And, he’s the author of Grow Like a Pro, Lessons from a 2X Inc. 500 Executive.In this episode we explore what it takes to grow in this challenging and fluid environment. You’ll want to pay close attention as Andy highlights the pitfalls and mistakes that companies often make during times like this. We talk about what’s working. We also explore why owners should prepare their company for an exit—even if you’re not planning on selling.
28 minutes | 2 months ago
Ryan Mason-Ideas For Your Marketing Playbook
Want more results from your digital marketing? Our guest, Ryan Mason knows what it takes to create success.Today, we are going to talk about what’s working in digital marketing. Ryan Mason, knows digital marketing. He was recently named by Yahoo as one of the Top 12 Entrepreneurs to Watch in 2020, is the savvy Founder & CEO behind Luxe Brand, Americas leading luxury shoelace provider, of which has been featured on Good Morning America, NFL Network, Foot Locker stores, and on over 30 athletes and celebrities; and BizBuzz, providing integrated marketing automation software and services for over 250 small and medium-sized businesses.In each of these roles, Ryan is known as a disruptive force with an eye for setting new standards of excellence, and he never shies away from the opportunity to tackle new and interesting challenges.Ryan believes that people, process, and platform are the key elements to building a powerful business and he's here to share the benefits of that approach with others. Today you’re going to get practical ideas to for your marketing playbook. You’ll also discover the the top blind spots most companies have when it comes to their marketing.
30 minutes | 3 months ago
Larry Levine-Rethinking Sales Training
Are you happy with the results you are getting from sales training? This week’s guest, best-selling author and my good friend Larry Levine, suggests that it might be time to rethink your sales development strategy. Larry is the international best-selling author of Selling From the Heart: How Your Authentic Self Sells You. Larry is also my co-host on the Selling From the Heart Podcast.Having coached and training high performance sales professionals and sales leaders inside both the Fortune 500 enterprise space and local businesses, Larry has a rich perspective on what’s working and what isn’t when it comes to developing sales reps.In our discussion today, we talk about how the limited results from traditional approaches to sales training have led to some companies not even investing in their sales team. We explore the drawbacks of the latest trend toward video training. Then, Larry offers a third alternative that is helping companies get results. The new approach he suggests is already working for some companies and may make sense as a template for companies that need to develop their sales teams in this challenging sales environment.
32 minutes | 3 months ago
Alex Goldfayn-Revenue Growth Habits
When it comes to revenue growth, good intentions won’t get you anywhere. What you need is consistent action. Put another way, you need great habits. Alex Goldfayn is all about helping companies develop habits that lead to growth. As the author of The Revenue Growth Habit and the hot new release, 5-Minute Selling, Alex believes that sales and marketing people succeed by implementing good habits? What are the good habits? We’ll talk about them in this episode. You’re about to get a lot of great ideas so grab a notepad and pen and we’ll hear from Alex after this announcement from our sponsors.
31 minutes | 3 months ago
Craig Lemasters-How To Get Unstuck
Do you feel stuck when it comes to revenue growth? Today’s guest, Craig Lemasters, is here to help us get back on the road to growth. He’s the author of the soon-to-be-released book, Unstuck, How To Unlock and Activate the Wisdom of Others. In our conversation, he shares practical advice about how you can get your sales moving forward.Craig comes from the c-suite. As the CEO of a publicly traded company, he led a 100 year old organization through the process of digital transformation. Best of all, Craig’s passion is sales and marketing.As Craig says in the podcast, the product of experience and knowledge is wisdom. That’s exactly what you’re going to get today. We’re going to experience some wisdom from his new book, Unstuck, How To Unlock and Activate the Wisdom of Others. I know you’re going to find these ideas both inspirational and practical. So, grab a notepad and we’ll get to know Craig after a brief word from our sponsors.
27 minutes | 3 months ago
Dave Shaby-Current Insights on Virtual Selling
Virtual selling is a new reality for most sales teams. So w hat’s working and what’s not working in virtual sales? David Shaby of the RAIN Group joins us to talk about the research they have done with buyers and sellers related to virtual selling. Dave is the author of the new book, Virtual Selling, How to Build Relationships, Differentiate, and Win Sales Remotely. At the onset of the COVID Crisis, Dave and his team got to work surveying over 500 buyers about virtual selling. What they learned is fascinating. In this conversation we’ll discuss the biggest gaps in virtual selling and what smart organizations are doing to close the gaps. We’ll also learn about what works well.
26 minutes | 3 months ago
Chris Gingrasso-A New Way To Think About Alignment
Have you ever driven a car that is out of alignment? One wheel pulls to the left while the other shimmies to the right. It’s hard to stay on the road and it’s certainly hard to accelerate. Today, we’re joined by author and coach, Chris Gingrasso. We’re going to explore a powerful framework for aligning your company around ideal clients so you can go faster—and grow faster.Right now, I’m excited about the opportunity we have to redefine our companies around the type of clients we want to attract. As I help organizations develop revenue growth strategies, I’m seeing leadership teams get together and collaborate in ways that I’ve never seen before. Perhaps it was the huge pivots they had to do together at the beginning of the crisis that unlocked this new openness to ideas. What I’m witnessing are leadership teams that are aligning to create a better future for their companies.Alignment is key. When a vehicle is aligned, it stays on the road and can accelerate quickly. Similarly, when your company is aligned with marketing, sales, finance, and operations pointed at the needs of ideal clients, the stage is set to accelerate growth.Our guest today, Chris Gingrasso is the leader of the W.O.W. Factor movement and head editor of the the W.O.W. Factor book where you will find an inspirational word for each week, 52 chapters written by thought leaders. He has deep experience in sales and marketing. He now is a sales leader in a large company owned by Warren Buffet. Chris believes that alignment is critical. Not only do we need to align marketing and sales, operations and finance should be part of the process as well. In this conversation you’ll discover a powerful paradigm to get your company aligned so you can grow faster.
28 minutes | 4 months ago
Arjun Sen-How Your Brand Affects Your Growth
If you want to grow revenue you need to consider your brand. A strong brand reduces friction while a weak brand may be eroding your trust. How do you build a strong brand? My friend, Arjun Sen is the brand whisperer. When I have questions about branding, this is who I call. Arjun is going to share what it means to build an authentic brand. We’re talking about way more than a new logo or the corporate color set. Instead, we’ll explore the key pieces of a brand that builds trust and helps accelerate your growth.Arjun is known as the Brand Whisperer. When you hear what he has to say, you’ll quickly realize that this is the perfect name for him. Arjun was the Vice President of Marketing & Operations at Papa John’s, where he was part of the core team that built their online business, now worth more than $1 Billion a year and led the 3,000-restaurant chain to 4-years of record growth. Arjun also held Sr Marketing positions at Boston Market, Pizza Hut and Jillian's Entertainment.Today Arjun Sen is the President of ZenMango, where he helps brands like DISH Network, Walgreens, DaVita, and Tiger Woods Inc. take the next big step to Win Big. He’s a fellow C-Suite Network Advisor and the host of Secrets to Win Big podcast on the C-Suite Radio Network.Today we are going to talk about your brand. Get ready to take some notes and write down some action items.
34 minutes | 4 months ago
Adam Kipnes-Stop Marketing Backwards
Are you marketing backwards? Our guest today, Adam Kipnes, makes the case that many businesses are doing just that, putting their product before the desired outcomes of their prospects. Whether you lead a marketing team, are involved in sales, or lead a company, as you listen to this episode, you’ll get ideas that will help you grow your revenue. Adam is the author of How To Make More Money In Your Business: 8 Strategies You Better Start Using Today! He’s also the host of the Entrepreneur’s MBA podcast on C-Suite Radio. Adam is passionate about helping companies deliver the right message. He believes that many companies are marketing, and selling, backwards. In this episode we’ll explore what this means and how to solve the problem. The end result will be greater resonance with your prospects and greater revenue for your company.
28 minutes | 4 months ago
Luigi Prestinenzi-From Outbound to Inbound
If you want to grow your business, you need to not only generate inbound leads, you also need to make sure they get properly introduced into the sales process. Sadly, many companies fumble the ball on inbound leads.Today’s buyers are online looking for answers to their questions and solutions to their problems. Inbound marketing capitalizes on this opportunity by attracting active buyers and converting them to leads. Unfortunately, while many companies invest significant amounts in inbound marketing, they often do not have a good process to engage leads once they come in.Our guest today, Luigi Prestinenzi, brings valuable insight to this issue. In addition to hosting the Sales IQ podcast, Luigi is a sales enablement specialist and trainer that helps companies navigate these challenges. While automation is important, Luigi shares why it is important to integrate the human touch early into the lead engagement process.
36 minutes | 4 months ago
Mike Garrison-Predictable Referrals
One of the most effective ways to grow business is by referrals. The challenge is that most sales professionals do not have a referral process. Our guest today, Mike Garrison, is a true expert in generating referrals, helping financial advisors generate a predictable stream of referrals for their business. Whether you own a business, lead a sales team, or work in marketing, you are going to benefit from the ideas in this episode!Mike Garrison is the founder of Values Based Mindset and co-author of Truth or Delusion, Busting Networking’s Biggest Myths. He’s a true expert in the area of referral selling, working with high performance financial advisors helping them build businesses with better results and less regret.In this episode, we get into the nitty gritty of referrals. We’ll address questions like, “Why are sales people are hesitant to ask for referrals?” You’ll discover the true value of referrals. We’ll also discuss the three people involved in each referral and which one has the most amount of risk.
28 minutes | 5 months ago
Bernadette McClelland-Going Deep to Build a Foundation for Success
What does it take to drive sales growth? Today’s guest, Bernadette McClelland, author of The Art of Commercial Conversations, believes that businesses need to consider three critical factors: strategy, science, and psychology. We’re going to take a deep dive today into ideas that are practical, profitable, and powerful.Today’s conversation is not about quick fixes. Bernadette McClelland believes that companies need to look a little bit deeper, doing the core work that will set up future success. Black swan events are opportunities to invest in ourselves and our teams so that we can make sure we are building on a solid foundation, becoming anti-fragile.What kind of work do you need to do? As leaders, how can we do this in a remote environment? We’ll talk about it in this episode. So, grab a pen and notepad and get ready to learn.
34 minutes | 5 months ago
James Buckley-The Evolving Role of the SDR
If you want to grow revenue one of the key roles is the job of the Sales Development Representative or SDR. How is the SDR role evolving during the current economic crisis? What can we learn that will help us grow revenue? This week we’re joined by James Buckley, Director of Sales Execution & Evolution with JB Sales. Don’t let the title fool you. James is a practitioner that also trains. In addition to helping teams of SDR’s maximize their success, James works every day in the SDR role himself. What does this mean? Today, you’re going to get fresh, relevant information.James discusses the tension between quantity and quality when prospecting. He explores some of his latest experiments with using platforms like video to prospect. He talks about ways SDR’s can be unique in today’s down economy.You’re going to appreciate the practical nature of this conversation. Grab a pen and a notepad and let’s join this conversation with James Buckley.
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