Grow My Revenue Business Cast

Did you know one of the most critical steps for the success of any business is having an advisory board? No matter how big or small your organization is an advisory board is a necessary component to developing and growing your business and your revenue with integrity. On this episode of the Grow My Revenue Business Cast our guest is an expert on this topic. She is Marissa Levin, successful business owner and author of Built to Scale, a book on how to find and implement your ideal advisory board using her S.C.A.L.E. model. Get ready to take some insightful notes as we dig into all of that and more today! Listen to this episode and discover: - When do you need to think about your advisory board? - Why you must be ready and committed to change when you bring on an advisory board. - The 4 biggest mistakes Marissa sees companies make when selecting an advisory board. - Should your compensation for your advisory board be performance-based? - What is a restricted stock agreement and should you have one? - And so

If you'd like to grow your business by attracting your ideal clients there's a simple way to do so: integrity. There are a few key ways to have integrity when engaging with potential clients, and I'll explain exactly what those are and how to use them in this episode. On this special solo show I'll share the importance of disarming customers in a conversation, why the same-side pitch is a new (and better) variation of the elevator pitch and the proper format to use for an effective case study on your web site. It's just and you me talking about business and integrity on today's episode of Grow My Revenue. Listen to this episode and discover: - Why we usually say "no thanks" when a sales person offers to help us. - The three questions executives answer when making a decision. - What is the same-side pitch? - What is an elevator rant and why is it valuable? - And so much more… Episode Overview When you walk into a store and a clerk approaches you to see if you need any help do you automatically say no? Mos

How do you know if you are measuring and tracking the right metrics on your site? Are you fully utilizing the power of digital marketing to grow your revenue and your business? Because there are many avenues to go down when talking digital marketing I brought in an expert to answer those questions and more: Chris Yoko. On this episode of Grow My Revenue Chris joins us to share his wisdom on the the biggest mistakes most businesses are making in digital marketing today. We also dive into why a high bounce rate from your site can be a good thing and how to increase yours if needed, plus the transformation that focusing on value has created in his business and with his clients. Listen to this episode and discover: -What metrics are valuable to measure from your web site? - What is a bounce rate and when would you want a high bounce rate? - Why you want to repel certain people from your business. - A real life example of how to focus on results and value, versus pricing. - Chris shares the greatest business l

For many businesses outside funding is an important tool that is instrumental to their growth. If you're in that position or ever have been how do you know whether you should work with a banker or a venture capitalist? How do you know what banks are looking for? And are there ways you can increase your chances of getting financing? Joining us to answer those questions and more is commercial lending expert, Jenny Shtipelman. On this episode of Grow My Revenue Jenny and I discuss how to create and sustain the best possible relationship with your banker, and much more. Listen to this episode and discover: - What are the biggest pitfalls businesses make when requesting a loan? - What it says to a bank if you aren't willing to sign a personal guarantee. - What is the two bucket scenario and why is it important to the lenders? - What can you do to increase chances of a good relationship with your bank? - Why systems are so important to your potential lender. - And so much more… Episode Overview Jenny Shtipelm

One of the most important things a seller can do is understand where their client, the buyer, is coming from. Knowing what the buyer needs and wants is pivotal to not just making the sale but also building a trusted relationship that lasts. An expert on this topic, and my co-author on Same Side Selling, is here for today's episode: Mr. Jack Quarles. Jack has been in the procurement/buying side of the sales equation for nearly two decades. On this episode of Grow My Revenue Jack shares his insights on what's going on in the minds of buyers and why those insights are so important for sales professionals. Listen to this episode and discover: - What is the biggest mistake sellers make when approaching buyers? - Why focusing on saving your buyer money will often backfire. - This key phrase instantly positions you to be seen as a trusted advisor: what is it? - When someone leans on price what is Jack's immediate response as a buyer? - What is the value of disarming the potential buyer? - And so much more… Epis

Often when we talk about the success of a company we say "it's their culture". But what does that mean? What exactly is culture in a company and why is it so closely linked to the success (or failure) of an organization? Widely regarded as an expert on the topic of culture is Robert Richman, our guest on this show. He was the chief culture strategist at Zappo's under Tony Hsieh and founded Zappo's Insights which went on to be a multi-million dollar business on its own. He is also the author of Culture Blueprint and is here to answer those questions. Listen to this episode and discover: - What is the power of a strong culture? - What did Steve Jobs say was his greatest invention? - Why a quiet culture can be a bad sign, and what to do about it. - Why explicit permission is so vital to your company's culture. - What are the two conversations around culture? And so much more… Episode Overview When asked to explain what he thinks culture is Robert says the very act of defining culture is valuable to organi

On this episode I delve into the three questions everyone keeps asking: (1) What do you do if you're competing against an existing vendor? (2) How do you create a sense of urgency on the part of your client? (3) What about the issue of qualifying - how do you know if you're addressing what your clients need versus your own? Those are the three hottest questions I've been asked of late, and because they've been coming up so often I wanted to spend this time answering them for you on today's show. Listen to this episode and discover: - How do you tap into what's really important to your client? - What is the key to qualification and urgency? - How to remove the risk of working with you over your competitors. - Can urgency ever be created by you for your clients? - And so much more… Episode Overview Of the three questions I've been asked so often lately the first one to start with is qualification. On this topic the one thing you have to remember when qualifying any deal or potential client is this: it does

When is the best time to start thinking about your business' exit? 5 years ahead of time? 10 years? Our guest on today's episode, Tallat Mahmood, explains when to start planning and how to do so most effectively. For the last 12 years Tallat has been working with small and medium-sized businesses to raise millions of capital for growth and has helped with mergers and acquisitions transactions for exits. And he shares what he's learned from those experiences including the essential elements in a business plan to raise capital and sell your business plus the biggest mistakes he sees companies make when creating a business plan. Listen to this episode and discover: - What is the best time to think about selling? - What creates the greatest value for a potential owner? - What types of companies are best suited to which types of exits? - How to make accurate financial assumptions if you're just starting out. - What is the sensitivity analysis approach and how should you use it? - And so much more… Episode Over

Growth is vital to any business, but if you want exponential growth to skyrocket your revenue referrals are key. So how do you get those referrals from your clients? Is it with high net promoter scores, by simply asking or is it something else? Our guest today has the answers. Bill Cates is the CEO and creator of Referral Coach and he’s known as the expert on referrals! On this episode we’ll talk about the myth of customer loyalty, the biggest mistakes he sees companies make when asking for referrals and his formula for generating for personal introductions. Listen to this episode and discover: - What is the customer loyalty myth? - What does appropriately proactive mean? - Do rewards programs work? - What is the best way to ask for a specific introduction? - Why a value-centered approach produces better results. And so much more… Episode Overview As a Hall of Fame speaker and best-selling author on the topic of referrals Bill Cates knows exactly how to utilize referrals and personal introductions and cr

Sales is the lifeblood of any company so finding the right sales force is absolutely crucial to growing your revenue. But how do you find and attract the top candidates? The ones who will exceed your needs and be happy with their jobs? Here to answer those questions are Debbie Doak and Kim Cole of The Sales Force. On today's episode we'll discuss finding the right candidates, why hiring millennials is different than any other generation, how to always have a good interview no matter and the biggest interview blunders they've seen (and how to avoid them). Listen to this episode and discover: - Why posting and praying isn't enough when hiring a sales person. - What are some of the best (and worst) questions to ask during an interview? - What role does social media play today in sales recruitment? - Does it pay to make a YouTube video about your company's openings? - Why there is no such thing as a bad interview. - And so much more… Episode Overview The Sales Zone was started by Debbie and Kim back in 2000, w

Jonathan Krinn joins us to talk about innovation in any marketplace, how to create a culture of caring among your employees and what transparency has to do with being a successful leader of your team, no matter your industry.Jon Krinn joins us to talk about innovation in any marketplace, how to create a culture of caring among your employees and what transparency has to do with being a successful leader of your team, no matter your industry. Listen to this episode and discover: - Why did Jon name his restaurant Clarity? - What is his secret to an engaged, happy staff? - Why do you have to trust your product? - How being vulnerable with your team translates to success. - And so much more… Episode Overview Jon Krinn started this current journey by attending culinary school in France, New York and Washington, D.C. for 12 years. When he finished his schooling he was fortunate enough to work with some of the best chefs in the world. Then in 2010 he was offered an opportunity to work in the field of innovation

If companies like Zappos and Google are committed to exceptional customer experience shouldn't you be too? There's one man they go to, a man who has his finger on the pulse and his name is Joey Coleman. And he joins us on this episode of Grow My Revenue. Joey is the head of Design Symphony and is a branding, design and customer service enthusiast. During our chat we talk about those topics, specifically why your business should spend money on customer experience, the six key ways to be memorable in your customer's eye, and why being different today is one of the most interesting things you can do in the marketplace. Listen to this episode and discover: - What's the fastest way to increase your bottom line? - What comes first: a happy customer or a happy employee? - Joey's favorite airlines and what it will teach you about customer service. - Who are coupons really presents for? - Why "spraying and praying" doesn't work. - And so much more… Episode Overview Joey has a love of customer experience, branding

Every year I spend some time examining and writing about the top 10 business trends I see coming up next and I did the same this year. Although I've already published my top 10 list in Forbes I wanted to give you the top 2016 trends in business. Specifically on this episode I'll delve into the most impactful trends like millennials, commodity products, investing in non-sales people to grow your revenue and scarcity vs. abundance in the marketplace. Listen to this episode and discover: - How to sell to millennials, and why you should. - Is Amazon really killing businesses? - How to compete on value, not price. - You'll be at a disadvantage if you don't train these people: who are they? - And so much more… Episode Overview Of the top trends I see coming in 2016 I chose a few to discuss here that are going to have the most impact on your bottom line.

Have you stopped to consider that a sale to your customer means a change in their status quo? If you did, what would be different for you and your sales team? Our guest is here to offer insight and perspective on both of those questions, and the subject of sales in today's ever-changing world. Jill Konrath, three-time best-selling author and sales methodology expert, joins us to talk about why a sale equals a change in the status quo for the customer, why experimentation is powerful and necessary in today's sales culture, and why sales is no longer a numbers game but a game of learning more and learning more efficiently. Listen to this episode and discover: - Is everyone in constant learning mode and, if so, what does that mean for sales? - What is the only thing that counts in a sales meeting or call? - When is the only time someone wants to change? - Why training itself isn't necessarily effective. - If you want your team to sell more should you make it a numbers game? - And so much more… Episode Overvi

On this episode Joe and I discuss how to develop the talent you already have, the telltale signs of disengaged employees and a real life example of how Joe took a company from good to being recognized as a "best place to work" over hundreds of their competitors. Listen to this episode and discover: - Why treating everyone with the same level of respect impacts your business. - Should you treat your employees like clients - and vice versa? Joe answers. - The two ways to know if your employees are not engaged. - Specific suggestions to get your employees engaged. - What's the greatest business lesson Joe has learned? - And so much more… Episode Overview Today the companies that are succeeding are the ones who treat their employees like clients, and their clients like employees. Research has shown time and time again this method pays off; it's where the marketplace is going and successful companies are falling in line. Our guest for this episode, Joe Mechlinski, shares his strategies for helping your compan

John Jantsch is a foremost expert on marketing, and we talk specific marketing tactics to use to create more referrals. He shares the right way to use case studies vs. the way most companies use them, what results really are and how to cross-sell within your company. Listen to this episode and discover: How can you make it easy for people to refer you? What are trigger phrases and how do they relate to referrals? How to cross-sell within your company effectively. How to make price an insignificant factor in a deal. What channels should you focus on to create more sales? And so much more… Episode Overview John Jantsch is a foremost expert on marketing, and we talk specific marketing tactics to use to create more referrals. He shares the right way to use case studies vs. the way most companies use them, what results really are and how to cross-sell within your company. Traditionally case studies have been used by companies to show a potential client how they can be helped by a product or service. The case s

What is it that separates the great CEOs from the rest of the pack? Jim Schleckser, our guest for this show, is here with the answers. Jim has spent his career running companies for other people, and used CEO peer groups to help him make difficult decisions and when to cross certain bridges. When he left that environment Jim opted to continue working with CEO peer groups and founded the Inc CEO Project, a company devoted to helping CEOs become great leaders for their companies. On this episode Jim and I talk about the biggest things he sees holding CEOs back, the five roles of a CEO and when to play each, and the importance of defining and measuring your effectiveness. Listen to this episode and discover: - What is player mode and could it be stifling your business? - Does having a leader in a key role lower the value of a business being sold? - What makes mastermind and peer advisory groups so valuable? - Do you want all As in your business or are Bs also important? - And so much more… Episode Overview

Lisa Cummings, owner of Lead Through Strengths, is an expert on personnel strengths; she helps organizations worldwide find their employees' greatest strengths and how best to utilize them. She joins us on today's episode to explain how to uncover and tap into the strengths of your employees, the biggest myths around skills development and a few simple things you can do right away to start leading through strengths. Listen to this episode and discover: - What is the path of most resistance? - What to do if someone in your company seems to be in the wrong role for their strengths. - What is the biggest step you can take to lead through people's strengths? - The simple way to make your team 6x more productive. - And so much more… Episode Overview While it may seem apparent that we lead our teams based on what they're best at it isn't always apparent on how to do this. Generally we focus on doing the work at hand, giving feedback and performance reviews on what to improve. But what if we spent just a few se

Have you ever had a customer go silent? Is there a proper way to respond when they do? Today I’m sharing the answer to those questions including how most people follow up, why it doesn't work and what does. We'll dive into those answers and more. Listen to this episode and discover: - What is Access Displacement Disorder? - What are the top 3 questions executives need answers to before making a purchase? - The most popular page on my website and why it matters to your business. - How do you capture someone’s attention in the marketplace? - And so much more… Episode Overview This is a solo episode dedicated to the top question you’ve sent me: what to do when a customer or potential customer goes silent. If you’ve ever been in this position before you’ve probably followed up the way most people do: with a “check in” call or email to that client asking if they’ve made a decision. And you’ve probably received a phone call or email asking the same thing. Do you remember how you responded? You probably ignored t

Jay Baer of Convince and Convert and 5-time best-selling author joins us to talk about how to successfully negotiate the changing landscape of customer service, how to hug your haters and what to do if your company's customer service is lagging behind on social media today. Discover more at the Grow My Revenue Business Cast at http://www.growmyrevenue.com/business-cast/ Episode Overview Jay joins us to talk about how to successfully negotiate the changing landscape of customer service, why the customer isn’t always right and what to do if your company’s customer service is lagging behind on social media today. The first thing to understand is that the world of customer service has changed in a big way. Up until 10 years ago customer service was done in private: people called and wrote in with complaints. But today customer service is a spectator sport: more and more of it is happening online for all the world to see on social media, rating and review sites and discussion forums. And Jay says that can work