The Corporate Escapee: On a Mission to Help 100,000 GenXers Escape the 9-5! (Brett Trainor)

Connect with Jill
https://www.linkedin.com/in/jillkbishop
https://multilingualconnections.com/

One of the biggest blockers for folks considering leaving corporate and going solo is the lack of confidence in their ability to sell. When I meet potential corporate escapees, I hear them say things like, I'm not good at selling or I don't know how to sell.

I have a little secret. You don't have to be good at selling to be successful outside of corporate. In this episode, I'll share my approach to sales that has been highly effective.

On this episode, I have a conversation with Dr. David Arrington — author, speaker and the Principal and Chief Operating Officer of Arrington Coaching.  They fundamentally help executives realize their vision and create sustainable change through 3-dimensional coaching. David shares his journey as a first-time founder and the key lessons he learned.  He also shares leadership and culture best practices. 

Key 1st Time Founder Lessons:

• “I would argue that it's all pivots….if you're not pivoting, you're probably not moving forward”
• “Everybody wants to make a million dollars with their business, very few people do, because most people don't have plans. They just have an aspiration”
• “Stop reading books about growing your business and just work on your business”
• I love the Colin Powell, quote, he would say that when he had 70% of the information, he would make a decision, he would move forward. This is when he was a general in Battlefield situations”
• When we look at culture, I like to think of it as the air of an organization because I say no one notices it until it stinks, right. You have a culture you always when you get two people together, you're creating a culture. The problem is most cultures are and they're not intentional”
• “I would early on bring on people who are going to help you make money. Because that's why businesses go out of business because of cash flows……cash flow covers a multitude of sins”
• “Good leadership is almost hidden under a co-located environment….bad leadership becomes very visible when you go remote.”

David’s Contact Information

Website: arringtoncoaching.com/   

Twitter:  https://twitter.com/dmackarrington

LinkedIn:  linkedin.com/in/dmackarrington

Book:  https://arringtoncoaching.com/promotable-book/

Most of our work as business owners involves a lot of thinking. But how much do we really know about our brain power and mental capabilities?

There’s so much of our brain that we don’t understand yet, but the propensity to do the things that we do goes all the way back to our primal instincts. However, what does understanding our brain have to do with marketing and business?

Let’s unravel the mystery as Tim Ash, world-renowned keynote speaker and author of Unleash Your Primal Brain, joins us in today’s scintillating episode on the psychology of marketing and business. Today’s topic is all about the brain as we dissect and examine why getting a good night’s sleep is essential, why you’re not really multitasking the way you think you are, and what finding and creating your own tribe means to your business.

Start learning and working more efficiently by tuning in to this episode now!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Crystal Website (https://www.crystalknows.com/)
• Tim Ash Website (https://timash.com/)
• Primal Brain Website (https://primalbrain.com/)

We’ll talk about:

How Tim went from computer science to marketing [01:54]

The adoption of digital optimization in the B2B space [04:39]

Writing his book “Unleash Your Primal Brain” [07:31]

Misconceptions about how the brain works [12:15]

The four stages of learning [16:49]

The essence of getting a good night’s sleep [18:11]

Is multitasking productive or counterproductive? [23:32]

How being in an office work environment decreases productivity [25:29]

The benefit of working from home [27:19]

The link between the transmit culture and marketing [31:00]

Creating your own tribe to grow your business [35:03]

Tim’s views on sleep, company culture, and tribal values [39:00]

What’s next for Tim [41:45]

The one thing that Tim highly recommends [45:36]

About Our Guest:

An evolutionary psychology expert and world-renowned keynote speaker, Tim Ash is well-known for his two bestselling books, Landing Pages Optimization and Unleash Your Primal Brain. He is also a sought-after marketing advisor who founded Digital Growth Unleashed. Now, he is the CEO and Co-Founder of Site Tuners, a digital optimization agency that has been helping businesses scale by taking a strategic approach to business acceleration since 2001.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In this episode of The Corporate Escapee podcast, we welcome Shannon, a seasoned project management and HR consultant who partners with CEOs in growing organizations. Shannon focuses on building infrastructure that drives business results through human performance. She shares her escapee journey from corporate to solo business owner, having been solo for two and a half years, with a clear vision of her ideal clients and the work she wants to pursue.

Shannon shares her insights on the varied reputation of HR, emphasizing that most HR professionals take their roles seriously and are willing to face challenges head-on. Her eclectic career before going solo revealed her challenging nature and desire for results, leading her to realize that she didn't belong in the corporate world. The decision to go solo came after a job acquisition and a subsequent role that didn't fit.

Initially, Shannon struggled with networking and selling her services. However, once she embraced her work with pride, she found people receptive and willing to help. She advises newcomers to remain flexible with their offerings and not get caught up in perfection.

Shannon began with hourly work but soon realized it wasn't the right path. Now, she offers three types of engagements: emergency project management retainers, fractional engagements, and long-term retainers. She emphasizes the importance of building relationships and networking to establish trust and credibility. Partnering with other professionals and surrounding yourself with experts is key to success, she notes.

Additionally, Shannon highlights the value of LinkedIn as a platform for networking and building a strong online presence. Join us as Shannon shares her journey, challenges, and valuable advice for fellow escapees.

Takeaways

• Focus on building infrastructure that drives business results through human performance.
• HR professionals take their roles seriously and are willing to take the heat for everything.
• Be flexible with your offerings and don't get caught up in having the perfect offering.
• Networking and being proud of what you do can lead to receptive and helpful connections. Hourly pricing may not be the best approach for solopreneurs offering specialized services.
• Building relationships and networking are crucial for establishing trust and credibility.
• Partnering with other professionals and surrounding yourself with experts in different areas can enhance your capabilities and provide better solutions for clients.
• LinkedIn is a valuable platform for networking and building an online presence.

Quick Hits:

• "Building infrastructure that's gonna drive business results through human performance."
• "Focus on the ones that get it so you don't have to educate them."
• "HR professionals will take the heat for everything."
• "Hourly was not the path for me and the kind of things that I offer."
• "You get all the value, you get all the good stuff without the overhead or the unnecessary meetings."
• "Networking is really good for me. It helps people see that I'm not a threat to their business."

Chapters
00:00: Introduction and Current Work

02:53: Challenging the Status Quo in HR

07:58 Realizing the Need to Go Solo

12:09 Building a Network and Finding Clients

13:36 Embracing Discomfort for Growth

16:59 Time Management and Work-Life Balance

20:01 The Evolution of Offerings: From Hourly Work to Flexible Services

20:54 Pricing for Results: Shifting the Focus from Hours

21:44 The Power of Partnership: Building Collaborative Relationships

22:16 Tactical Tips for Starting a Solo Business

27:40 The Importance of Networking and Building Relationships

36:01 The Empowerment of Setting Up an...

With the simple goal of making the process of baking easier and more fun for everyone, our guest for today was able to build a fast-growing brand.

So if you’ve always known that you’re going to end up in the entrepreneur world but just don't have the idea as to how yet, this episode is for you.

Today, I welcome Shelley Gupta, co-founder of BāKIT Box, a new company that is modernizing the way of baking and is currently gaining a lot of traction. 

Shelley and I break down the origin of BāKIT Box and how she went from being a singer-songwriter to working as a management consultant to ultimately co-founding BāKIT Box. 

There's a lot of interesting learning and you can hear the tactics and the approach Shelley and her partner took in their early days so tune in now!

We’ll talk about:

1. Introduction [00:00]
2. How Shelley got started with BāKIT Box [03:01]
3. The inseparability of owners from their brand [5:18]
4. Shelley’s journey from working for Accenture to founding BāKIT Box [8:51]
5. How BāKIT Box makes baking simpler and more fun [11:32]
6. The first steps that Shelley took in building BāKIT Box [14:27]
7. Shelley’s framework for growing BāKIT Box [16:17]
8. Who Shelley envisioned as their ideal customers [19:18]
9. Shelley’s small pivots and goals for BāKIT [20:53]
10.  What Shelley would have done differently with BāKIT Box [24:59]
11.  Funding and outsourcing for BāKIT Box [26:07]
12.  What’s next for Shelley and BāKIT Box [28:55]
13.  Shelley’s personal recommendation [30:40]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• BāKIT Box website (https://www.bakitbox.com/)

About Our Guest:

Shelley Gupta is the Co-Founder of BāKIT Box, a new and fast-growing company that is modernizing the way of baking. Before co-founding BāKIT Box, Shelley worked as a singer-songwriter for years then transitioned to a career in management consulting. 

Connect with Shelley Gupta:

LinkedIn: https://www.linkedin.com/in/shelley-gupta/

Email Address: info@bakitbox.com

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

Marketing is no longer what it used to be.

Forget coaxing customers to attend a demo. Using education to raise buyer awareness is now key.

Chris Walker from Refine Labs joins me today as we go over their own way of helping B2B companies grow through marketing. Chris comes from a very unique background (engineering) and this gives him an advantage of looking at the entire ecosystem of revenue and not broken down into silos.  

So if you’re looking into transitioning your revenue acquisition model to drive demand from digital, Chris is just the right man to help you make those crucial changes.

Tune in to this episode to grab insights from this highly disruptive demand marketer!

We’ll talk about:

1. How an engineering background gave Chris the advantage in marketing [01:51]
   • Losing his own money as a vital point in his experience [04:33]
   
   
2. The gap in the marketplace that Chris saw [06:13]
   • Removing assumptions that are no longer true [08:06]
   
   
3. The benefit of working with a blank slate [09:07]
4. Barriers preventing companies from driving demand from digital [10:26]
5. Attribution is not marketing against sales [12:38]
6. Why you shouldn’t measure social channels the same way with Google [13:27]
7. The first step for founders is to know what they’re good at [20:25]
8. Adspend is a cost of doing business [22:41]
9. Why buyer intent is a critical factor to sales [24:45]
10. The major shifts in the buying process [25:35]
11. Customer success should be part of your product [29:48]
12. Through education, you create awareness [31:51]
13. You don’t really need salespeople [33:46]
14. Companies need a recurring revenue model driven by customer acquisition [35:50]
15. How COVID impacted sales and marketing [38:59]
16. The one thing Chris recommends [41:36]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Refine Labs Website (https://www.refinelabs.com/)
• State of Demand Gen Podcast (https://podcasts.apple.com/us/podcast/state-of-demand-gen/id1511588213)

About Our Guest:

Chris Walker is the CEO at Refine Labs, a marketing consulting firm focused on growing B2B SaaS companies. Their Revenue Engine Optimization Formula combines revenue operations, growth marketing, and buyer enablement.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The end-user may not be the buyer making the decisions in the company. While customer enablement has empowered the product or service users, forgetting to transform value for the buyer could result in failing to maintain important relationships.

Today, we’re all about buyer enablement. Startup mentor, Joey Knecht, advocates for engaging with the buyers within an organization. With the shift in the B2B buying environment, maybe you’ve dropped the ball in maintaining those connections. If so, how do you pivot to create a process that not only drives growth but leads to new business for your company? 

Say goodbye to customer enablement and hello to buyer enablement by tuning in to this episode!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Proteus Website (https://www.proteus.co/)

We’ll be talking about:

A brief introduction on Joey and Proteus [01:45]

The journey towards becoming an advocate for buyer enablement [03:33]

The product is always pivoting and morphing [07:50]

Maintain long-term relationships by justifying your value to the buyer [11:34]

Invest in client success early on [15:21]

Stay in your lane and own what you do well [19:14]

The big secret sauce of expanding beyond your network [27:41]

Non-traditional tactics for growing the business [32:33]

Your role is to help the buyer solve their problem [37:34] 

What’s next for Joey [43:12] 

The one thing Joey recommends [45:06]

About Our Guest:

An advocate of buyer enablement, Joey Knecht learned from a young age how to navigate through challenges by helping engage diverse groups of people to find solutions. Now, as CEO and Managing Director of Proteus, he is leveraging technology to empower and engage buyers in complex B2B sales cycles. By taking the guesswork out of the so-called “dark periods” that often slowdown or kill the sale, he is helping sales leaders illuminate a crystal clear path of personalized buyer enablement with multiple decision makers. 

To find out more about Joseph and his work, reach out to him through Proteus.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Without fully understanding the various factors that surround a business problem, you will never develop the best solutions to them.

This is the key philosophy that Garreth Chandler, who joins me in this episode, uses in delivering the needs of their clients and employees in his company, The Evolved Group.

Garreth and I talk about the business decisions that he had to make to help The Evolved Group succeed, including his huge pivot from consulting business to a tech-enabled services company.

He also touches on the biggest changes that he has observed in the consulting and technology industry and how he adapted to them.

This episode is a valuable guide for you if you’re looking to start a B2B business so tune in now!

We’ll talk about:

1. Introduction [00:00]
2. What motivated Garreth to build The Evolved Group [02:33]
3. The customers that Garreth targeted at his company’s early growth stage [6:31]
4. The flow of business that Garreth had in his company’s beginning [7:56]
5. When Garreth started doing a one-to-many business strategy [11:28]
6. The Evolved Group and how they solve their clients’ problems [15:03]
7. The market that The Evolved Group is servicing [21:26]
8. It's better to be different than to be better [23:30]
9. The competency-based view of business [27:01]
10.  The biggest changes with some of Garreth’s go-to market [31:56]
11.  A market area that Garreth thinks is ripe with opportunity [34:18]
12.  The focus for the Evolved Group in the near future [37:46]
13.  A learning from Garreth [39:16]
14.  Garreth’s experience writing a book with Michael Haynes [42:18]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• The Evolved Group Website (https://www.theevolvedgroup.com/)
• “Listen, Innovate, Grow” by Michael Haynes and Garreth Chandler (https://amzn.to/345oxLa)

About Our Guest:

Garreth is the founder and CEO of The Evolved Group, a cutting-edge global insights tech firm that specializes in working with consumers and organizations to better understand their behavior, markets, and transformation. 

With 25 years of experience in market research on both the client and supplier side, Garreth has developed successful research and technology start-ups and is a published author. 

Connect with Garreth Chandler:

LinkedIn: https://www.linkedin.com/in/garreth-chandler-5821172/

YouTube: https://www.youtube.com/channel/UC8b6Sf1MQulZouppdq9NSuw

The Evolved Group: https://www.theevolvedgroup.com/contact/

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this...

Closing a merger and acquisition deal is just the beginning. Majority of M&A deals fall short of pre-deal expectations, and the key difficulty is ensuring that the deal delivers the value that prompted the decision to get into the agreement in the first place.

In today’s episode, I am joined by none other than the M&A Whisperer herself Jennifer J. Fondrevay who has been a part of three separate multibillion-dollar merger and acquisition deals. 

Jennifer and I chat about ways of pulling through mergers and acquisitions, a subject that she also covers in her book “NOW WHAT? A Survivor's Guide for Thriving through Mergers & Acquisitions.”

Most companies that undergo mergers and acquisitions do not get the valuation that they originally intended. Majority of these deals also fail because of the workforce being unable to pivot and adapt as rapidly as the leadership expected. 

If you’re worried that yours could end up the same, then this episode will help you find a way to change that.

We’ll talk about:

1. Introduction [00:00]
2. Going through an M&A is a matter of when [04:10]
3. What CEOs need to prepare for during M&A [06:00]
4. Power and influence of culture in an M&A [09:59]
5. Dealing with the new reality of the workforce [11:47]
6. How to avoid becoming a “former rock star” [15:37]
7. Being crystal clear when approaching the deal [18:07]
8. Premortem Exercises - Scenario Planning [20:19]
9. The challenge of giving up old ways [25:32]
10. Overcommunication as a key to a successful M&A transition [28:44]
11. Trends in the new normal set-up of businesses [31:18]
12.  Jennifer’s piece of advice to fellow workaholics [36:33]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Get a copy of Jennifer’s book “NOW WHAT? A Survivor's Guide for Thriving through Mergers & Acquisitions” (https://jenniferjfondrevay.com/now-what-by-jennifer-fondrevay/)

About Our Guest:

Jennifer J. Fondrevay is the founder of Day1 Ready, an M&A consultancy agency that works with forward-thinking business executives to redefine what day one looks like in the M&A deal experience.

Jennifer has been on both sides of the deal equation as a Fortune 500 C-Suite "survivor" of three multibillion-dollar acquisitions. She witnessed countless growth strategies fail due to a workforce that couldn’t pivot and adapt as quickly as leadership anticipated.

Her satirical business book, “NOW WHAT? A Survivor's Guide for Thriving through Mergers & Acquisitions,” helps middle managers navigate business transformation to find the opportunities in change.

Connect with Jennifer J. Fondrevay:

Website: https://jenniferjfondrevay.com

LinkedIn: https://www.linkedin.com/in/jennifer-fondrevay

Twitter: https://twitter.com/jjfondrevay

Instagram: https://www.instagram.com/jenniferjfondrevay

Youtube: https://www.youtube.com/channel/UCGusxCB8gysRPpB8B4RQBJA

Facebook: https://www.facebook.com/jfondrevay

Connect with me and learn more about growing your business:

Email:

For years, entrepreneurs focus on the benefits and features of their products and services. However, many are equally baffled why they are hardly hitting their sales targets. 

In this episode, Michael F. Schein brings to the discussion table how the Power of Hype is making people act on something with much gusto. Being good enough at what you do is not enough to make people buy from you these days. Entrepreneurs must find that formula to set themselves apart from the norm and make a solid following from like-minded, loyal followers. 

Find out the strategies on how to use hype for business success and increase your sphere of influence. 

We’ll talk about:

1. How Michael got started in this business [02:20]  
2. What led Michael to write his book The Hype Handbook  [03:01]  
3. Founders tell stories to sell  [06:26]
4. Tools and principles on how to hype things up [09:25] 
5. Crafting a story when selling features and benefits doesn't work anymore. [13:00]
6. The importance of authenticity in marketing yourself [20:22]
7. The 2 kinds of businesses every B2B founder should know [25:12]
8. How to apply the concept of the Bible and the Church in building your authority [33:38] 
9. Know what Michael is into now that is not for everyone [39:26]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Michael F. Schein’s Website (https://michaelfschein.com/)
• Get a copy of Michael’s Book “The Hype Handbook” 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers. (https://michaelfschein.com/the-hype-handbook/)
• Subscribe to Michael F. Schein’s Hype Book Club (https://hypereads.com/)
• Curious how Michael can turn consultants into celebrities? Check https://microfamemedia.com/ 

About Our Guest:

Michael F. Schein is a writer, speaker, entrepreneur, and hype artist. He helps entrepreneurs and consultants build authority in their niche. 

He is the author of The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers.

He is a prolific author with articles published in Fortune, Forbes, Inc., Huffington Post, and Psychology Today. He speaks to international audiences spanning from the northeastern United States to the southeastern coast of China.

Michael is the founder and president of MicroFame Media, a marketing agency that has launched campaigns and created content for companies including eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix.

Connect with Michael on Twitter and Facebook. 

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The sad reality faced by startups nowadays is that they’re unable to build systems in place that allow them to run smoothly.

Most think of systems in terms of the ones used by big corporations, which do not fit the needs of small businesses.

Thus, I invited Dave Jenyns to share how he was able to systemize himself out of his company which later allowed him to pursue a once-in-a-lifetime opportunity. 

We have a phenomenal episode here that continues on to Part 2 next week. So stay tuned!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)
• SYSTEMology by David Jenyns (https://www.systemology.com/book/)
• Business Processes Simplified Podcast (https://www.systemhub.com/podcast/)

We’ll be talking about:

The business of creating systems [02:22]

A business system as the last piece to scaling [05:41]

The importance of having great people [09:06]

There is value in systems for the startup space [11:31]

Systems create space for other opportunities [13:49]

The project with Michael Gerber of The E-Myth [17:32]

When more doors start to open [21:30]

Where SYSTEMology comes in [22:17]

About Our Guest:

Dave Jenyns is the author of the upcoming book SYSTEMology and the host of the podcast Business Processes Simplified. As the Founder and CEO of systemHUB, he is keen on building systems that frees small business owners from the day-to-day operations of their companies. 

Having systemized himself out of this business and hired a CEO to run it, Dave was able to pursue opportunities that he would have missed out on had he needed to be present running his company.

You can reach Dave through any of his social media pages: Facebook, Twitter, Instagram, LinkedIn and YouTube.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In this conversation, Brett Trainor interviews John Tyreman about his escapee journey and the benefits of podcasting for expertise-driven businesses. John shares his experience of transitioning from working in agencies to becoming a fractional marketing director and launching his own consulting business. He also discusses how he got into podcasting and the advantages it offers, such as building trust, generating leads, expanding networks, and creating endless content. In this conversation, Brett Trainor and John Tyreman discuss the value of podcasting for business growth. They emphasize the importance of providing value to both the audience and the business through the podcast. They also discuss the different podcast formats and how to choose the right one for your goals. They touch on the topics of strategy, operation, and marketing, and provide tips for finding the right topics and discovering channels for your podcast. They conclude by highlighting the importance of taking action and getting started with podcasting.

Takeaways

• Podcasting is a powerful tool for expertise-driven businesses to build trust and authenticity with their audience.
• Podcasts can generate leads through strategic promotion and partnerships.
• Podcasting allows for networking and creating connections with industry experts and potential clients.
• Podcast episodes can be repurposed into various forms of content, expanding the reach and impact of the original episode. Provide value to both the audience and the business through your podcast.
• Choose the right podcast format that aligns with your goals.
• Consider the strategy, operation, and marketing aspects of your podcast.
• Research topics that your audience cares about and use that to inform your content calendar.
• Find the right discovery channels to reach new listeners.
• Take action and get started with podcasting.

Sound Bites

• "A podcast is a way for you to be more human with your marketing and be more authentic with your marketing."
• "Podcasting can absolutely lead to lead generation for expertise-driven businesses."
• "A podcast enables you to create endless content."
• "People like the human nature. We're over indexing more into real conversations."
• "Even if you have 10 listeners, if those 10 listeners represent your ideal clients, then that is absolutely a great investment."
• "If you're having great conversations and you bring a curious mindset, you can uncover layers deeper into your guests' experience."

John's Links

• Website: www.redcedarmarketing.com 
• LinkedIn: https://www.linkedin.com/in/johntyreman/ 

Chapters
00:00 Introduction and Overview

01:18 John's Escapee Journey

22:08 Creating Endless Content with Podcasting

23:02 Providing Value to Your Audience and Business

25:08 Choosing the Right Podcast Format

26:14 Uncovering Deeper Layers in Conversations

28:40 Keeping it Real and Providing Value

29:37 Getting Comfortable with Hearing Yourself

30:19 Focusing on Your Mount Rushmore Listeners

33:48 The Importance of Strategy and Goals

35:14 Considering the Host's Personality in Format

37:18 Researching Topics for Audience Engagement

40:18 Finding the Right Discovery Channels

44:05 Finding Customers vs Finding Jobs

45:10 Taking Action and Getting Started

Keywords
escapee journey, podcasting, expertise-driven businesses, trust, authenticity, lead generation, networking, content creation, podcasting, business growth, value, audience, strategy, operation, marketing, topics, discovery channels

On this episode, I have a conversation with Ethan Beute.  He’s the Chief Evangelist at BombBomb, an innovative and high growth software company.  Ethan is also the Host of the very popular The Customer Experience Podcast, and co-author of Rehumanize Your Business, which is a hands-on guide to adding simple videos into your communication mix in order to build trust, save time, and truly connect with people. 

On this episode:

The powerful psychology behind why video flat out works to grow any business.

How to use video to communicate more clearly, connect with people more effectively and get higher conversions.

Video messages are highly valuable and simple to do and why this is a competitive advantage

Why ALL companies need a Chief Evangelist leading the charges.

Bonus, that we don’t discuss in the episode, Ethan has a great post/mini-white paper on how first-time authors can write a book.  It is a can’t miss resource on his web page.

Also be sure to check out BombBomb's podcast as well here.

We're taking a short break over the holidays so I've chosen to re-air a couple of the most impactful episodes - impactful both from a business and a personal perspective. 

So today, we have the episode with Chris Walker of Refine Labs where we went over his company’s ways of helping B2B companies grow through marketing. 

Chris comes from a very unique background (engineering) which allows him to look at the full revenue ecosystem rather than breaking it down into silos.

If you want your revenue acquisition process to rely on digital to create demand, Chris is the man to call.

Join me as we look back to this very insightful episode!

We talked about:

1. How an engineering background gave Chris the advantage in marketing [01:36]

• Losing his own money as a vital point in his experience [04:20]

2. The gap in the marketplace that Chris saw [06:00]

• Removing assumptions that are no longer true [07:53]

3. The benefit of working with a blank slate [08:54]

4. Barriers preventing companies from driving demand from digital [10:13]

5. Attribution is not marketing against sales [12:25]

6. Why you shouldn’t measure social channels the same way with Google [13:14]

7. The first step for founders is to know what they’re good at [20:12]

8. Adspend is a cost of doing business [22:28]

9. Why buyer intent is a critical factor to sales [24:32]

10. The major shifts in the buying process [25:22]

11. Customer success should be part of your product [29:35]

12. Through education, you create awareness [31:38]

13. You don’t really need salespeople [33:33]

14. Companies need a recurring revenue model driven by customer acquisition [35:37]

15. How COVID impacted sales and marketing [38:46]

16. The one thing Chris recommends [41:23]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Refine Labs Website (https://www.refinelabs.com/)
• State of Demand Gen Podcast (https://podcasts.apple.com/us/podcast/state-of-demand-gen/id1511588213)

About Our Guest:

Chris Walker is the CEO at Refine Labs, a marketing consulting firm focused on growing B2B SaaS companies. Their Revenue Engine Optimization Formula combines revenue operations, growth marketing, and buyer enablement.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with Chris Walker:

LinkedIn: https://www.linkedin.com/in/chris-walker-41597028/

Twitter: https://twitter.com/ChrisWalker171

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked...

The face is the mirror of the mind and this is why it is important for everyone, even for business owners, to have at least a bit of knowledge in reading facial expressions.

So today, Emotions Expert Dan Hill gives us a mini-masterclass on the most important emotions to look out for and how you should interpret and properly react to them.

This can be really powerful for you, especially in a digital-first zoom first world that we're in to better understand what the other side is actually thinking versus what they're saying.

Tune in now to enable yourself to communicate better with the people around you!

We’ll talk about:

1. Introduction [00:00]
2. The rationale behind Dan’s new book “Blah Blah Blah” [2:19]
3. What Dan is working on today [5:22]
4. The basics of facial coding [8:16]
5. Why emotions are more powerful than the dollars [10:40]
6. What you should look out for when facial coding as a business owner [12:23]
7. Interpreting happiness in the business world [16:13]
8. Dealing with different emotions you get out of a sales pitch [22:49]
9. You as the embodiment of your own business [25:24]
10.  The dynamic between fear and anger and how to manage them properly [29:19]
11.  How to read contempt and the stakes it involves for your business [37:43] 
12.  Sadness: Its indicators, upsides, and downsides in the business [45:02]
13.  Signs of stress among the people around you [48:03]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Sensory Logic Website (https://www.sensorylogic.com/)
• “Famous Faces Decoded” by Dan Hill (https://www.sensorylogic.com/famous-faces)
• Have a copy of Dan’s book “Blah Blah Blah” (https://www.sensorylogic.com/blahblahblah)
• Have a copy of Dan’s book “Emotionomics” (https://www.sensorylogic.com/emotionomics)
• Check out Episode 56 with Dan Hill (https://bretttrainor.com/2020/06/24/utilizing-facial-coding-emotion-to-scale-your-startup-with-dan-hill/)

About Our Guest:

Dan Hill is a PhD holder, author, lecturer, and trainer who specializes in interpreting emotions and facial expressions. Dan founded Sensory Logic to help companies better understand the dynamic between the two currencies in life: dollars and emotions.

He has appeared on Good Morning America, The Today Show, Fox, CNN, and ESPN and has advised with over half of the world's top 100 corporations. The Wall Street Journal and the New York Times have both written about him.

Connect with Dan Hill:

Email: dhill@sensorylogic.com

Twitter: https://twitter.com/EmotionsWizard

LinkedIn: https://www.linkedin.com/in/dan-hill-emotionswizard/

Facebook: https://www.facebook.com/Emotionswizard/

Instagram: https://www.instagram.com/emotionswizard/

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook:

Connect with Nicole:
LinkedIn: https://www.linkedin.com/in/nicolewoodalv/
Web site: https://alvcoaching.com/

Connect with Brett:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/
YouTube:  https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

Connect with Diana:
LinkedIn: https://www.linkedin.com/in/dianamitchell716/

Reaching the $1 million threshold is a milestone for all entrepreneurs. But that doesn’t mean everyone actually gets there. In fact, less than 2% of all American businesses have been able to get past this marker. And with the right approach, you can also be a part of that elite group. 

In today’s episode, we take a deep dive into the millionaire mindset with Chicago-based business consultant Brad Farris. 

Brad leads his team of consultants at Anchor Advisors to get creative services firms reach their million-dollar objective through strategic decision-making and goal realignment. 

Learn the most common pitfalls of expanding your business, why you can’t reach that $1M mark, and what you can do to ensure unlimited growth. 

We'll talk about: 

1. Anchor Advisors [1:57]
   • The Value of Specialization [5:56]
   • Higher Client Qualification [11:19]
   • Becoming Attractive to Clients [12:26]
   
   
2. Challenges of Reaching $1M [3:55]
3. Solving Burnout [13:55]
4. The Art of Selling Services [18:49]
5. Doing Outreach [22:15]
6. The Role of Salespeople [27:08]
7. Raising Prices [35:15]
8. Take a Vacation [36:48]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Anchor Advisors (https://anchoradvisors.com)
• Business Growth Assessment Test (https://learn.anchoradvisors.com/accelerate-your-business-growth/)

About Our Guest:

As Principal Advisor, Brad Farris guides business owners through the pitfalls and joys of growing their business. Brad is passionate about helping business owners find better ways to do things, make more money and enjoy life more. Brad is a speaker and author. 

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.comLinkedIn: https://www.linkedin.com/in/bretttrainor/ YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg Facebook: https://www.facebook.com/TrainorBrett Twitter: https://twitter.com/Brett_Trainor Instagram: https://www.instagram.com/bretttrainor/

Forty-three percent of start-ups fail because of a lack of product/market fit.  

Brandon Mateika is passionate and a tad bit unrelenting when it comes to helping business owners achieve their business goals and objectives.

Brandon breaks down the steps new and existing businesses should take to validate product/market fit. He shares a number of real-world examples of success and learnings from the companies he works with.

Brandon is the CEO and founder of Sales and Marketing Inc., a growth agency dedicated to taking the confusion out of sales and marketing. He specializes in the SMB market, but has worked with numerous Fortune 500 and Inc. 5,000 companies across the United States and globally, including companies as large as Google.

In addition to running Sales and Marketing Inc., Brandon works with America’s SBDC of Iowa, 1 Million Cups, Kirkwood Community College, and the University of Iowa as a mentor and business coach. Due to this outreach, he has helped over one-hundred business owners across the United States reach new levels of success personally and professionally. 

Brandon’s Social Channels:

• LinkedIn
• Website

In this episode of the Corporate Escapee Podcast, Brett Trainor interviews Marcus Sheridan, author of 'They Ask, You Answer.' They discuss the concept of 'They Ask, You Answer' and how it involves meeting the needs and answering the questions of customers. Marcus emphasizes the importance of understanding the buyer's journey and being obsessed with the questions, worries, fears, and concerns of buyers. He also highlights the power of being a rule breaker and disruptor in the market, especially for solopreneurs and small businesses. The conversation also covers the importance of video in marketing, the types of videos every business needs, and the value of networking and outreach.

Key Takeaways

• The 'They Ask, You Answer' approach involves meeting the needs and answering the questions of customers.
• Understanding the buyer's journey and being obsessed with the questions, worries, fears, and concerns of buyers is crucial.
• Being a rule breaker and disruptor in the market can give solopreneurs and small businesses a competitive advantage.
• Video marketing is powerful and can help businesses connect with their audience.
• Creating different types of videos, such as the 80% video, bio video, and product/service videos, can set a business apart.
• Networking and outreach should be sincere and focused on providing value to others.
• Being authentic and human in marketing efforts can resonate with the audience.
• Outsourcing video editing and utilizing tools like ScoreApp and PriceGuide.ai can simplify the video creation process.
• Networking can be done through sincere direct messages and thoughtful outreach.
• Being yourself and providing valuable content can help build a personal brand and connect with potential customers.

Marcus Sheridan Links

• Website: https://marcussheridan.com/
• LinkedIn: https://www.linkedin.com/in/marcussheridan/

Sound Bites

• "They ask, then you answer means we're obsessed with the questions, the worries, the issues, the concerns, the behaviors of the buyers and we're willing to meet them where they are."
• "If you take these questions, worries, fears, issues, concerns, behaviors, whatever it is, and you, instead of ignoring them, you lean into them, now they can become your competitive advantage."
• "What's so wonderful about the disruptors and the rule breakers is because, you know, in every industry, you've got these rule makers, right. And they're just establishing the norms and everybody's following them. But then somebody comes along and they break the rules, right?"

Chapters

00:00 Introduction and Excitement for the Conversation

00:45 Defining 'They Ask, You Answer'

02:06 The Divide Between Sales Process and Buyer's Journey

03:58 Pushing Buyers Through Processes vs. Answering Questions

05:18 The Advantage of Being a Solopreneur

06:23 Being Your Own Media Company and Answering Core Questions

10:48 The Basics of Video Creation and Authenticity

11:39 The Six Videos Every Business Needs

16:24 Creating Different Types of Videos for Business Success

20:33 Lead Generation Tools: ScoreApp and PriceGuide.ai

23:07 Networking and Outreach Strategies

25:12 The Importance of Authenticity and Being Human in Marketing

28:31 Simplifying Video Creation with Outsourcing and Tools

30:08 Building a Personal Brand through Valuable Content

33:45 Conclusion and Contact Information

Branding is one of the first things that companies work on when they start to do business, and yet it is one of the last things that ever gets finalized within the organization. 

From explaining to clients and customers what a company's value is, to making sure that their positioning in the marketplace is well represented, branding accounts for a lot of a company's ability to succeed.

Diana Finley the Co-Founder of InnerView Group and today’s guest on the Hardwired for Growth podcast, knows a thing or two about the power of a strong brand. She works with internal brand representatives to help organizations rethink and imagine the way that they are organizing their teams around their marketing messages. 

Website:  https://innerviewgroup.com/

LinkedIn: linkedin.com/in/diana-finley-4692026

John Vuong, CEO and Founder of LocalSEOSearch, joins the program to discuss his journey to the 5% Club.

John’s sales and marketing background allowed him to gain traction early, but the business really took off when he made the investment in on-boarding and customer success. 

We discuss how he was able to scale without taking VC money, why his business model focused on reoccurring revenue and cash flow was a priority.   

Video marketing offers a lot of amazing and exclusive business benefits but entrepreneurs rarely use it to grow their businesses.

If you’re one of those entrepreneurs, I’m telling you, you’re missing out a lot.

Today, I'm pleased to have Clockwise Productions’ Nina Froriep to teach us how to attract ideal clients through video marketing.

Nina also shares the DOs and DON’Ts of video marketing which you can use as a guide once you decide to try it out for your company.

Tune into this episode now to learn how you can empower your brand through video marketing.

We’ll talk about:

1. Introduction [00:00]
2. Nina’s beginning in filmmaking and the goal she developed with it [1:48]
3. People’s reluctance to try out video marketing [6:03]
4. Sharing what makes you stand out from other businesses in your industry [10:19]
5. The first steps that Nina take when helping someone start with video marketing [13:20]
6. Why Nina prefers working with businesses in the $120k-$500k mark [18:51]
7. DOs and DONTs of video marketing [24:31]
8. Maximizing the value you can provide in 60-second videos [30:23]
9. The best situation where you can go for longer videos [35:17]
10.  Establishing familiarity between your prospects and yourself through video marketing [37:53]
11.  Some parting wisdom from Nina [40:56]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Clockwise Productions website (https://clockwiseproductions.com/)
• Join Nina’s FREE Masterclass on Dec. 14 (https://clockwiseproductions.com/masterclass/)
• Tune in to Episode 124 with Ethan Beute (https://bretttrainor.com/2021/10/13/podcast-ep-124-how-being-20-more-human-can-dramatically-drive-growth-with-ethan-beute/)

About Our Guest:

Nina Froriep enables business coaches, consultants, and service-based entrepreneurs to grow their businesses with easy + fun video marketing so they can attract their ideal clients.  

Nina has been in TV, film, and video production her entire life. She’s seen it all from the early days on independent features, to big national TV commercials, corporate mega-shows, and (Emmy award-winning) documentary films, including one she produced and directed, called Abraham's Children. 

Connect with Nina Froriep:

LinkedIn: https://www.linkedin.com/in/nina-froriep/

Facebook: https://www.facebook.com/VideoMarketingConsultant/

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

The story of Pepperi is a story of success. 

Being in business for almost 12 years, this B2B sales platform has reached heights that most B2B founders dream of.

What did it take to get there? That was a question I wanted to dive into.

So I got Pepperi’s CEO and Cofounder, Ofer Yourvexel, to tell us himself. From offering one unified business logic to the ‘Wow’ factor that got the attention of customers, Ofer reveals that they don’t even do outbound calls. 

How did he build the momentum that got Pepperi to where they are today?

You’d have to tune in to this episode to find out.

We’ll talk about:

1. Ofer’s personal and work background [01:23]
2. What Pepperi offers that others don’t have [05:15]
3. Making a pivot to get things right [08:07]
4. The benefit of being profitable and not needing investors [10:18]
5. The key selling proposition that hooked their first customers [11:35]
6. Nurturing customers instead of chasing them [14:26]
7. The impact of COVID-19 on Pepperi [18:24]
8. What Ofer would have done differently [24:17]
9. What’s the focus for Pepperi in 2021 [26:03]
10. The one thing Ofer recommends [28:39]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Pepperi Website (https://www.pepperi.com/)

About Our Guest:

With almost 30 years spent working in technology, Ofer Yourvexel has played an executive role in companies such as Amdocs. In 2009, he co founded Pepperi, a B2B sales platform for brands and wholesale distributors. Pepperi connects field sales and B2B e-commerce on a single, flexible, enterprise-grade platform.

Ofer has also spent six years as an officer in the Navy. 

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

This bonus episode is a recording of a panel discussion we had during one of the Escapee Collective educational sessions. I had 4 escapees share their strategies and tips for effective networking

The conversation focuses on the importance of networking and provides tips and strategies for effective networking. The speakers discuss the value of building relationships, finding the right networking opportunities, and targeting ideal clients. They emphasize the need to give before asking for anything in return and the importance of establishing trust and credibility. The conversation also touches on the distinction between referrals and introductions and the significance of engaging with content and demonstrating understanding. Overall, the conversation provides valuable insights and practical advice for successful networking.

Takeaways

• Building relationships is key to successful networking.
• Find the right networking opportunities and target your ideal clients.
• Give before asking for anything in return.
• Engage with content and demonstrate understanding to establish credibility.
• Differentiate between referrals and introductions.
• Establish trust and credibility before making a pitch.
• Focus on quality connections rather than quantity.
• Engage with thought leaders and comment on their posts to expand your network.
• Personalize your outreach and show genuine interest in the other person.
• Share valuable content to get on someone's radar.
• Establish a clear ideal client profile and referral partner profile.
• Protect and prioritize your top networking connections.
• Establish a reputation as a connector and provide valuable introductions.
• Be patient and focus on building relationships before making an ask.
• Use multiple channels, such as LinkedIn and email, to connect with potential networking contacts.
• Tailor your approach based on the individual and their preferred communication method.

Sound Bites

• "Your vibe attracts your tribe."

Chapters

00:00 Introduction and Importance of Networking

16:05 Building Relationships in Networking

23:27 Defining Ideal Clients and Referral Partners

27:46 Referrals vs. Introductions

31:12 Give Before You Ask: Providing Value

36:03 Engaging with Content and Demonstrating Understanding

39:13 Establishing Trust and Credibility

41:33 Quality Connections Over Quantity

43:01 Conclusion and Call to Action

The success of a company is dependent on its customers staying with them.

But when you’re too focused on chasing new leads, customer success often takes a back seat. Well, there’s no longer room for doing that.

In this specialized episode on customer success, Kathleen Marcell joins me as we go over what startups can do to start building that into their process. 

Kathleen consults with companies helping them grow faster through increasing revenue from current customers. So this episode certainly provides a load of strategies growing companies can use. 

We’ll talk about:

1. Kathleen’s background and work [01:55]
2. Kathleen’s definition of customer success [05:57]
   • Put yourself in your customer’s shoes [08:45]
   
   
3. How to get started on building in customer success [07:47]
4. Kathleen’s process for onboarding [12:20]
5. Smoothing out the transitions to another department [14:29]
6. Balancing customer success and revenue [19:05]
7. The right time to put in a Customer Success Manager [22:59]
8. Close the loop by having a feedback process [27:45]
9. Common pitfalls made by companies [31:53]
10. What’s next for Kathleen [36:18]
11. The one thing Kathleen recommends [37:41]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Carema Consulting Website (https://caremaconsulting.com/)

About Our Guest:

With 10 years of experience building customer success teams, Kathleen Marcell has extensive experience working with enterprise software. She has worked in multiple verticals and across different departments including hiring, support, and implementation teams. She has helped companies provide a seamless onboarding experience for their customers. 

You can connect with Kathleen through her LinkedIn.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

On this episode, we welcome Martin Hill to the program.  Martin is the CEO, Founder and inventor of The Beebo: https://www.youtube.com/watch?v=0CK4izXDxLA

The voice you heard a moment ago is that of Martin Hill.  Martin is the CEO, Founder and the inventor of the The Beebo.  The Beebo is a free hand bottle holder designed to enhance the feeding time between you and your baby.  On this episode, Martin shares his unbelievable growth journey. It was an amazing combination of ingenuity, timing and a successful pitch on the shark tank.  Plus, Martin even announces that his company is for sale at the end of the show.

Questions we answer:

• How he was able to get an investment from Shark Tank investors Lori Griener and Ashton Kutcher
• How he scaled a fast-growing company with only a couple of employees
• Why Martin doubled down on understanding the flaws with his design
• How he was 1 of 100 that were selected out of 50,000 to appear on Shark Tank
• How he leveraged outsource partners to scale his business
• Why he decided to sell the company 

LinkedIn: linkedin.com/in/martin-hill-33b88ba9

Website:  https://www.thebeebo.com/

Twitter: @the_beebo

Instagram:  the_beebo

Summary

This is a special episode of the Corporate Escapee podcast. I was recently interviewed on hot new podcast called Your Work Friends.  It was a fun conversation with the 2 hosts Mel and Francesca. They are two HR leaders with no filters.

Your Work Friends Linktree: https://linktr.ee/yourworkfriends 

Your Work Friends Podcast: https://www.buzzsprout.com/2280460

Join the Your Work Friends LinkedIn Group: https://www.linkedin.com/groups/9558237/  

Brett Trainor, founder of The Corporate Escapee, discusses the growing trend of freelance fractional work and how it can provide opportunities for corporate professionals to escape the nine-to-five grind. He emphasizes the importance of defining your goals and expertise, building a supportive community, and avoiding common pitfalls in the transition to freelance work. 

Trainor also highlights the benefits of fractional work for businesses, including cost savings and access to specialized expertise. He predicts that the freelance fractional market will continue to grow and offers advice for those considering a career pivot. In this conversation, the guest discusses the importance of designing your life and incorporating work into it. They share examples of individuals who have built their lives around their passions and created successful businesses. The conversation also highlights the opportunities in solo businesses and the possibility of achieving high revenue with the right freelancers or virtual assistants. The guest emphasizes the importance of time and encourages listeners to take control of their lives and find alternative paths. The conversation concludes with a reminder to tap into your main character energy and build the story you want.

Takeaways

• Freelance fractional work provides opportunities for corporate professionals to escape the nine-to-five grind and find more flexibility, freedom, and control in their careers.
• Defining your goals and expertise is crucial in transitioning to freelance work and building a successful business.
• Building a supportive community of like-minded individuals can provide valuable connections, support, and learning opportunities.
• Avoiding common pitfalls, such as overcomplicating the process and falling for scams, is important in navigating the freelance fractional market. Design your life and incorporate work into it.
• Solo businesses offer opportunities for high revenue.
• Take control of your life and find alternative paths.
• Tap into your main character energy and build the story you want.

Chapters

00:00 Introduction and Background

03:03 The Corporate Escapee Mission

04:23 Who is The Corporate Escapee For?

05:19 Success Factors for Freelance Fractional Work

07:16 The Growing Market for Freelance Fractional Work

09:43 The Future of Freelance Fractional Work

13:01 The Benefits of Fractional Work for Businesses

14:24 The Transition from Traditional Employment to Fractional Work

16:38 The Importance of Trust and Autonomy in the Workplace

17:56 The Role of Culture in Organizations

19:45 The Challenges of Maintaining a Strong Company Culture

22:07 The Importance of Defining Your Goals and Expertise

25:22 The Financial Aspects of Freelance Fractional Work

30:08 Making Space for a Career Pivot

36:53 Building a Supportive Community

39:41 Avoiding Common Pitfalls in Freelance Fractional Work

41:02 Defining Your Goals and Solving Problems

45:32 Designing Your Life

46:00 Building Your Life and Incorporating Work

47:26 Opportunities in Solo Businesses

48:28 Rapid Round: Life After...

Entrepreneurs are always told that the best way to start a business is to solve a problem. Scaling the business to grow beyond the network you have is a different problem.

Relying solely on the people you know won’t get you to your goals. But there is no shortage of successful businesses we can take inspiration from.

Today, we have IntelligenceBank CEO, Tessa Court. We talk about how she scaled her business beyond her network, doing it profitably, how she priced her offering, adding credibility through big logos or brands, and so much more.

Head on over to find out how this founder scaled her business to reach that million dollar mark!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)

We’ll be talking about:

Introduction to IntelligenceBank [02:15]

Building a business from something you know [03:27]

When starting a business, tap into a growing market [05:00]

Founding a tech business when you’re not a technical person [07:23]

Big clients build your credibility [10:35]

Selling beyond their network [14:50]

Work on fit at the start to get to that million dollar mark [17:17]

Focus on your business milestones [19:36]

Hire early the people who will push your business forward [22:38]

The passion and devotion of her team [26:20]

Culture and values needs to be set from the top [28:50]

Valuing people more than the product [32:40]

What’s next for IntelligenceBank [34:13]

The importance of taking time out [35:40]

About Our Guest:

Tessa Court is the CEO and Director of IntelligenceBank, a leading digital asset management and marketing and operations platform. They currently support over 400 brands and 350,000 users in over 55 countries. They help marketing departments manage the content that gets produced, approved, and distributed through the process they provide. 

Tess was previously head of a global sales and marketing team when she couldn’t find a solution to her problem. She started IntelligenceBank to provide a solution to that problem.  

You can connect with Tessa through her LinkedIn.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

What does it take to build a high-performing team? Is it about getting the best talents? Or building the best program? 

We have a unique episode this time as I interview Gene Heidkamp, the basketball coach at Benet Academy. The Redwings netted the 3rd most wins in Northern Illinois from 2010-2020 making them one of the most successful high school basketball programs of the decade.

I believe B2B startups can learn several lessons from Coach Heidkamp’s approach. From how he built the program, getting the team to buy in, dealing with adversity, to setting the expectations for the season, this interview definitely gives us an insider look into the mind of a great leader.

Be sure to catch this episode as it’s a must listen! 

We’ll talk about:

1. What made the Benet Program successful [04:50]
2. The importance of sacrifice in the success of the program [06:09]
3. Coach Heidkamp’s philosophy [07:53]
4. Why defense is the backbone that leads to wins [13:06]
5. The key is to be detail oriented [15:41]
6. Dealing with adversity [18:57]
7. How the Coach got the team to buy in [20 :13]
8. The approach towards those who don’t buy in [24:22]
9. Everybody needs to bring in value and be valued [27:21]
10. Focusing on presence instead of setting expectations on wins [30:54]
11. What can we expect from the team this year [33:06]
12. Why the Coach stays away from preseason predictions [34:30]
13. The one thing Coach Heidkamp highly recommends [35:59]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)

About Our Guest:

Gene Heidkamp is the long-time teacher and head basketball coach at Benet Academy. During his tenure, he led the Redwings to win 300 games. Having had only three Division I scholarship players in the last decade, Coach Heidkamp is one of the top high school coaches in Illinois and has led the team to achieve tremendous success.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Connect with John
https://www.linkedin.com/in/johnarms/

Victoria Tretis shares her journey from being a virtual assistant to becoming a certified coach. She discusses the challenges and lessons learned along the way, including the importance of finding balance and adapting to changing business models. Victoria emphasizes the need to focus on what you want to be known for and to be open to pivoting and trying new ideas. She also highlights the significance of understanding your own energy levels and creating a routine that works for you.

Takeaways

• Transitioning from one business to another requires adaptability and a willingness to try new ideas.
• Finding balance is a personal journey, and what works for one person may not work for another.
• Being open to pivoting and adjusting your business model can lead to new opportunities and growth.
• Understanding your own energy levels and working at times when you are most productive can help improve efficiency and overall well-being.

Chapters
00:00 Introduction and Background
02:03 Becoming a Certified Coach
04:21 Transitioning from Virtual Assistant to Coaching
07:39 Starting a Virtual Assistant Business
10:09 Challenges and Lessons Learned
16:55 Pivoting to VA Matchmaking
18:55 Transitioning to Online Business Manager Training
21:08 Becoming a Certified Coach
25:15 Transitioning to Coaching
29:18 Applying Lessons from Previous Business
32:34 Finding Balance and Personal Strategies

Connect with Victoria
https://www.victoriatretis.co.uk/
https://www.linkedin.com/in/victoriatretis

You’ve heard from B2B founders who have successfully scaled their businesses, but have you taken a look at the fundamentals that allowed them to get to the point of scaling their business?

In today’s episode, I’m going to share with you a checklist you can use to make sure startup fundamentals are covered and to verify that activities have been covered.

Get ready to find out how you can if your startup is ready to grow.

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)

We’ll be talking about:

What are the objectives and vision you’re driving towards? [01:44]

Document your risks and restraints [02:29] 

Identify customer pain points [03:12]

Communicate the value drivers of your products or services [04:52]

Do a competitive analysis of others in your space [06:31]

Pick a single vertical to dive into [07:05]

Check how big the market is [07:57]

Breakdown revenue into acquisition, retention, and expansion [09:02]

Understand key financial metrics [10:41]

Look at the customer lifetime value [12:41]

Differentiate yourself with content marketing [14:02]

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Debbie Schwake and Ashley Evenson discuss their escapee journeys and how they formed a collaborative partnership. They emphasize the importance of collaboration and transparency in their working relationship. They have their own independent businesses but also work together on projects, leveraging each other's strengths. 

They highlight the flexibility and work-life balance that comes with being a solo entrepreneur. They see a growing need for fractional talent in the consulting industry, particularly among small to mid-tier companies. Their target audience is those who need an outside perspective and expertise to help with business issues and growth plans. 

Ashley and Debbie discuss their unique position as consultants with both big brand and industry experience, providing expert-level consulting to small and medium-sized companies at a fraction of the cost. They emphasize the importance of being hands-on and implementing recommendations, rather than just providing advice. They also highlight the value of an outside-in perspective and the need for validation and direction, rather than relying solely on tools. 

Networking is a key strategy for both of them, focusing on building relationships and offering support without asking for business. They stress the importance of belief in oneself and the power of humanizing your brand through video and personal connections.

Guest Links

Debbie Schwake: https://www.linkedin.com/in/dschwake/ 

Ashely Evenson: https://www.linkedin.com/in/ashleyevenson/

Website: https://andcoalition.com/ 

Takeaways

• Collaboration and transparency are key in forming successful partnerships.
• Having independent businesses allows for flexibility and work-life balance.
• There is a growing need for fractional talent in the consulting industry.
• Small to mid-tier companies can benefit from outside expertise and an outside-in perspective.
• Working together on projects allows for leveraging each other's strengths. Consultants with big brand and industry experience can provide expert-level consulting to small and medium-sized companies at a fraction of the cost.
• Being hands-on and implementing recommendations is crucial for success in consulting.
• Small and medium-sized companies often need an outside-in perspective and validation, rather than relying solely on tools.
• Networking is a valuable strategy for consultants, focusing on building relationships and offering support without asking for business.
• Belief in oneself is essential when starting a business, and humanizing your brand through video and personal connections can be powerful.

Titles

• Targeting Small to Mid-Tier Companies
• The Power of Collaboration and Transparency The Importance of an Outside-In Perspective
• Belief in Oneself and Humanizing Your Brand

Sound Bites

• "There's so much opportunity in the more the synergy you put together and the shared values."
• "You can't get into a partnership like this without that commitment to one another to make sure everything's always above the board."
• "Part of this is about life flexibility. Part of this is about getting that balance back in your life."
• "We come from very big consultant brands, but also industry experience."
• "We will go there, advise, have that outside...

On this episode, we welcome Kelly Glover, founder of The Talent Squad. 

The Talent Squad is a boutique podcast agency that book podcast tours for entrepreneurs.  Kelly started podcasting in 2007 and has an 18-year track record working in media and talent management. Kelly knows what producers want because she's been one! With a background in commercial radio, Kelly has walked her talk and hosted her own syndicated radio show, worked as a talent agent, celebrity interviewer, and has produced award-winning podcasts.

Key #LessonInGrowth:

• Podcast guesting, yes, it is a thing, is an unbelievable opportunity to jump start growth (if you are prepared)
• Why launching your own podcast is a long tail growth strategy while guesting is a shorter term strategy?
• Podcast guesting- it is not about you, it is about the audience
• Size doesn’t always matter when pitching a show- make sure you can add value to the audience
• How to effectively pitch to guest on a podcast- hint- the key is to make it easy for the producer/host
• How to repurpose your podcast guesting episode content for maximum impact

Website: http://thetalentsquad.com/

We talk a lot on this podcast about business strategies and tactics but not very often about the personal side which includes wellness, physical health, and especially mindset.

So today, we’re having Teresa Buruni, founder and CEO of Less Fear More Flow, who helps entrepreneurs and business owners with their personal transformation, mindset, wellness to unlock their true potential.

Teresa shares tips on how we can preserve our wellness so we never get lost amidst burnout while achieving our goals for our businesses.

This episode is a breath of fresh air and will surely enlighten you on how to attain the freedom you’re aiming for through your business so hit the play button now!

We talk about:

1. Introduction [00:00]
2. Entrepreneurs’ DONTs that need to be reevaluated [04:12]
3. To have your sleep in one go or to break it down in periods? [07:36]
4. 45 minutes of laser focus and 45 minutes of break outside [09:59]
5. Finding balance through different types of meditation [13:41]
6. Bearing in mind that your bed is for resting [17:37]
7. Why you don’t have to work 7 days a week [21:36]
8. The role of mindset in entrepreneurship [26:24]
9. The challenge of reversing the programming set unto us [32:11]
10. How you can deal with imposter syndrome [36:02]
11. Tips on dealing with the pressures brought by industrialization [41:02]
12. Going through the motions and enjoying the process of growing [48:24]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)

Books mentioned:

• Three Simple Steps by Trevor Blake https://www.amazon.com/Three-Simple-Steps-Success-Business/dp/1936661713

Episodes mentioned:

• Episode 141 with Paul Shirley https://bretttrainor.com/2022/02/08/podcast-ep-141-the-difference-between-average-and-elite-with-former-nba-player-best-selling-author-paul-shirley/

About Our Guest:

Teresa Bruni is a deeply committed Healer and Spiritual Warrior who helps people overcome difficulties that keep them from enjoying their lives to the fullest. 

Teresa is also the founder of Less Fear, More Flow LLC and The 2020 Resilience Journal Project, as well as a #1 International Best Selling Author, speaker, and author. She is a natural instructor who thinks that our thoughts are the only limit to our potential.

Connect with Teresa Bruni:

Website https://www.teresabruni.com/

LinkedIn: https://www.linkedin.com/in/teresabrunithehealer/

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram:

There are many ways digital marketers rip-off business owners that you should be wary of if you want to attain the ROI you deserve in the “digital marketing first” space we’re in.

We will be talking about 5 of these schemes and how you should deal with them with Sean Rosensteel who becomes our show’s second third-timer.

Sean also brings to the table his company’s sure-fire digital marketing framework that you can easily adapt for your own business.

After this episode, you’ll surely be able to work out with your digital marketer the corporate success that you’re aiming for so tune in now!

We’ll talk about:

1. Introduction [00:00]

2. The one time when Sean got ripped off [2:23]

3. The issue in digital marketing specializations [6:00]

4. The biggest way digital marketers can rip business owners off [8:40]

5. What you should take note of when meeting with a digital marketer [10:22]

6. Two reasons why digital marketers recommend expensive technology [12:58]

7. Defining success with your digital marketer [21:09]

8. The problem with digital marketers who don’t guarantee their work [25:53]

9. Laying your defense: Sean’s three-step framework for starting digital marketing [35:04]

10. Going on offense: Choosing your best promotional activities [46:13]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Get a copy of Sean Rosensteel’s book, “The School of Intentional Living” (https://www.seanrosensteel.com/)
• Get a copy of Donald Miller’s book, “Building a Story Brand” (https://www.amazon.com/Building-StoryBrand-Clarify-Message-Customers/dp/0718033329)
• Download “9 Ways Digital Marketers Rip You Off” (https://www.savvyproweb.com/)
• Tune in to B2B Zero to Ten Episode 122 with Sean Rosensteel: (https://bretttrainor.com/2021/09/29/podcast-ep-122-the-roi-of-building-hassle-free-websites-for-your-zero-to-ten-journey-with-sean-rosensteel/)
• Tune in to B2B Zero to Ten Episode 65 with Sean Rosensteel: (https://bretttrainor.com/2020/08/25/schools-in-session-intentional-living-is-the-key-to-real-success-with-author-sean-rosensteel/)

About Our Guest:

Sean Rosensteel is the owner of Savvy Pro Web, a company helping business owners build hassle-free websites that generate a steady flow of qualified leads.

Sean is also the founder of The Intentional Living Academy and the author of “The School of Intentional Living”, a book that provides insightful tips on achieving goals in the most efficient way. 

Connect with Sean Rosensteel:

Website: https://www.seanrosensteel.com/

LinkedIn: https://www.linkedin.com/in/seanrosensteel/

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: ...

As a founder, you are a critical component to your startup’s ability to grow and succeed.

And I’m not talking about who you know. This time, it’s all about how well you know yourself.

Leaders lead and pave the way for businesses to reach new heights. Today’s guest is very passionate about helping entrepreneurs transform their organizations by first looking within and leaning into their personalities and finding that meaningful purpose to tap into that powerful energy that will drive growth.

Dive into this inspirational episode to help you build the backbone of a business built for success. Tune in now.

We’ll talk about:

1. Minter's life and global background [02:05]
2. Companies need to have a purpose [03:24]
3. What led to him writing his book, You Lead [04:47]
4. Why entrepreneurs should lean into their personalities [11:41]
   • Create a brand that is real for people [16:39]
   • Make your purpose meaningful [16:49]
   
   
5. The two components needed for long-term success [14:56]
6. Purpose is key to unlocking discretionary energy [20:17]
   • Be intentional with your communication [26:14]
   
   
7. How to harness that discretionary energy in a remote workforce [23:28]
8. Why you shouldn't only surround yourself with like-minded people [30:11]
9. The critical work entrepreneurs need to do on their own selves [33:27]
10.  The one thing Minter highly recommends [42:06]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• How to Change Your Mind by Michael Pollan (https://www.amazon.com/Change-Your-Mind-Consciousness-Transcendence/dp/1594204225)
• Being Mortal by Dr. Atul Gawande (http://atulgawande.com/book/being-mortal/)
• Lost Connections by Johann Hari (https://thelostconnections.com/)
• Minter Dial Website (https://www.minterdial.com/)
• YOU LEAD, How Being Yourself Makes You A Better Leader by Minter Dial (https://minterdial.com/books/you-lead)
• The Last Ring Home Documentary Film (http://www.thelastringhome.com/)
• Minter Dialogue Podcast (https://www.minterdial.com/resources/podcasts/)

About Our Guest:

Minter Dial is a professional speaker, elevator and a multiple award-winning author, specialized in leadership, branding and transformation. An agent of change, he's a three- time entrepreneur who has exercised twelve different métiers and moved countries fifteen times. 

Minter's core career stint of 16 years was spent as a top executive at L’Oréal, where he was a member of the worldwide Executive Committee for the Professional Products Division. 

He’s author of the award-winning WWII story, The Last Ring Home, as well as prize-winning business books, Futureproof and Heartificial Empathy. His latest book on leadership, You Lead, How being yourself makes you a better leader came out in January 2021. He’s been host of the Minter Dialogue weekly podcast since 2010.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube:

When in doubt, start with the customer. If it doesn't make sense for them, you're probably doing it wrong, or you shouldn't be doing it.

Today, we touch on the last part of the A-C-E-S framework which is support. 

It's a three-part strategy for your customers with three different areas of focus: (1.) customer success, (2.) customer experience, and (3.) customer service.

This should really be a part of your playbooks so tune in now and learn how you can ensure your success in these aspects of support.

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

Summary
In this episode of The Corporate Escapee I was a guest on the Lee Ann Pepper's Class Reunion Podcast recently and she was kind enough to allow me to share the discussion with my audience. I shared my journey from corporate America to becoming a corporate escapee. We discuss the challenges faced by GenXers in the corporate world, the rise of ageism, and the need for alternative career paths. I share my insights on fractional jobs and how they offer flexibility and freedom outside of the traditional corporate structure. I also talk about the importance of finding balance and prioritizing mental and physical health. The conversation highlights the need for GenXers to explore new possibilities and embrace a different approach to work.

Key Links:
Class Reunion YouTube Channel:
Class Reunion Podcast: 

Takeaways

• GenXers in corporate America are facing challenges such as ageism and limited career advancement opportunities.
• Fractional jobs offer a flexible alternative to traditional full-time corporate positions.
• Finding balance and prioritizing mental and physical health are important considerations when exploring new career paths.
• There are opportunities to monetize corporate experience and find fulfillment outside of the corporate structure.
• Exploring new possibilities and being open to change can lead to a more fulfilling and enjoyable career.

Titles

• Embracing Flexibility and Freedom with Fractional Jobs
• Navigating the Challenges of Corporate America as a GenXer

Sound Bites

• "There are opportunities to monetize corporate experience and find fulfillment outside of the corporate structure."
• "Finding balance and prioritizing mental and physical health are important considerations when exploring new career paths."
• "Fractional jobs offer a flexible alternative to traditional full-time corporate positions."

Are you having trouble adapting your B2B business strategies to today’s disruptive world? If you answered yes, this episode is for you.

Leading SMB Growth Expert Michael Haynes joins me to talk about how you should strategize to keep your company on top amidst constantly changing consumer needs.

We cover topics such as understanding the demands of a market, overcoming weaknesses of a company, and Michael’s new mastermind program called “Empower.”

Tune in now to make sure your company never stops growing with the tons of wisdom that Michael unloads in this episode!

We’ll talk about:

1. Introduction [00:00]
2. What’s going on in the SMB world? [05:30]
3. Michael’s take on sales and marketing alignment [07:56]
4. Going digital with sales and marketing strategies [11:29]
5. Collaboration and co-creation beyond alignment [16:00]
6. Understanding and delivering the needs of your buyers [18:47]
7. Thinking bigger to drive business growth [20:21]
8. Knowing when to do automation and outsourcing [25:40]
9. Being aware of your gaps and how to fulfill them [30:18]
10. Your clients as your referral engine [33:47]
11. The rise of M&A deals in SMEs [36:25]
12.  Referrals, advocacy, and partnerships [38:50]
13.  Michael’s newly launched mastermind “Empower” [40:55]
14.  Michael’s piece of advice (Part 3) [44:07]

Resource Links:

• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million: (https://bretttrainor.com/resources/)
• “Listen, Innovate, Grow” by Michael Haynes: (https://amzn.to/345oxLa)
• Learn more about The Empower Mastermind Group: (https://youtu.be/qoadUfZfrnI).
• Listen to  Podcast Ep 72. Refocus, Reignite, and Rise: Jumpstarting Growth in 2020 with B2B SMB / SME Adviser Michael Haynes: (https://bretttrainor.com/2020/10/13/refocus-reignite-and-rise-jumpstarting-growth-in-2020-with-best-selling-author-michael-haynes/)
• Listen to Podcast Ep 8. Listen, Innovate, Grow- A Blueprint for Acquiring Business Customers with Michael Haynes: (https://bretttrainor.com/2019/08/10/listen-innovate-grow-a-blueprint-for-acquiring-business-customers-with-michael-haynes/)
• ‘Create Togetherness’ by Jeff Davis (https://www.amazon.com/Create-Togetherness-Transform-Marketing-Expectations/dp/1733450408)
• ‘The Velocity Mindset’ by Ron Karr (https://www.amazon.com/Velocity-Mindset%C2%AE-Resistance-Buy-Results_Faster/dp/1645436284/)
• 'NOW WHAT? A Survivor's Guide for Thriving through Mergers & & Acquisitions' by Jennifer Fondrevay (https://jenniferjfondrevay.com/now-what-by-jennifer-fondrevay/)

About Our Guest:

Michael Haynes is the Founder and Principal Consultant at Listen Innovate Grow with over 20 years of experience working with firms ranging from micro-businesses to large corporations in Australia and Canada to develop and implement customer strategies and programs that help them expand their businesses.

Connect with Michael Haynes:

Listen, Innovate, Grow Website

The COVID-19 pandemic certainly did a heavy number on the B2B startup space.

We’ve seen businesses reach accelerated growth. And we’ve also seen businesses shut down.

What does this mean for the venture capitalist world? And what can we expect as we push forward into 2021?

Cofounders Capital’s Tim McLoughlin comes back one-year post-pandemic. We catch up as he shares how they have shifted in the current climate, the opportunities coming out that startups should grab, and what else he sees in the tech space. 

Jump into this powerful episode to find out what this venture capitalist sees coming up next. 

We’ll talk about:

1. Cofounders Capital investments in North Carolina [01:58]
2. The amount of deal flow they get [04:34]
3. Don’t do this in your pitch email to VC funds [06:18]
4. Putting a COVID lens on startups [09:47]
5. The opportunity present in building the culture for a remote workforce [12:53]
6. A look ahead to 2021: Will the acceleration of certain trends continue? [16:34]
7. Will there be consolidation in the B2B tech space? [19:20]
8. Ease of buying is a competitive advantage [23:09]
9. Be thoughtful, purposeful about going out and building your network [26:31]
10. Tim’s First Check podcast launching in March 2021 [31:24]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Cofounders Capital Website (http://cofounderscapital.com/)
• Ep. 68: A Deep Dive Into the Mindset of a B2B Venture Capital General Partner: Who Gets the Money and Why with Tim McLoughlin (https://bretttrainor.com/2020/09/15/a-deep-dive-into-the-mindset-of-a-b2b-venture-capital-general-partner-who-gets-the-money-and-why-with-tim-mcloughlin/)
• First Check Podcast with Tim McLoughlin (https://podcasts.apple.com/us/podcast/first-check-with-venture-capitalist-tim-mcloughlin/id1555319334)

About Our Guest:

As a Partner at Cofounders Capital, Tim McLoughlin is very involved in the North Carolina startup ecosystem. He has served as adviser and board member to several early-stage software companies. Prior to joining CoFounders Capital, Tim was an Entrepreneur in Residence for the Idea Fund Partners.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Successfully selling to your prospects is at the core to scaling your startup. But at an age where greater focus is needed towards buyer enablement, the hard sell is no longer selling.

If you’re a startup looking to grow your business, what are you to do then? Well, I’ve got the answer for you in our supersized episode today with my special guest.

As Founding Partner of the Samurai Business Group, Bob Lambert has spent two decades helping small and mid-size businesses improve their growth. Today, he and I talked about everything from strategy and tactics to what folks to hire for sales roles to setting up your business for scale. 

Make this year a year of tremendous growth for your business by tuning in now!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Samurai Business Group Website (https://samuraibizgrp.com/)

We’ll talk about:

1. Bob’s sales, marketing, and entrepreneurial background [01:46]
2. What pushed his pivot towards B2B sales [05:02]
3. How founders can start making sales an organizational responsibility [10:09]
4. What startups need to do to hire the right sales people [15:21]
5. Your sales team needs critical thinking, mastery, and good management [19:50]
6. Customer success shouldn’t be an afterthought [25:25]
7. Treat your sales people like a pro sports team [30:57]
8. You can’t motivate people, so look for attitude [32:28]
9. Listen and be a person of honor [34:32]
10. Sales is about solving a problem [38:31]
11. Take care of your customer & they will evangelize you [40:59]
12. Frame your message in a way that attracts your best customers [43:11]
13. What’s next for Bob [47:46]
14. The one thing that Bob recommends [58:40]

About Our Guest:

With over 40+ years working in business development, market, and sales, Bob Lambert has a solid track record of growing and leading successful businesses. He founded Samurai Business Group, a sales & business development performance firm which developed their proprietary Samurai Buying Decision ModelTM. This model is now being used in the sales curriculum in 36 universities. 

Bob has coached, mentored, and trained people who later on became top executives in Fortune 1000 companies or founded successful businesses. He also co-authored the book, Put the WIN back in your SALES, and is the host of podcast talk show Faith Marketplace Radio.

Don’t hesitate to reach out to Bob Lambert at r.lambert@samuraibizgrp.com or give him a call at 847-922-1498.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Businesses are no longer single units. Businesses are ecosystems. 

In today’s podcast episode, Kurt Johnson of 11.2 Ventures will discuss how the gears run within the company when it comes to building small businesses and products and how it fits into all the other enterprises that they manage. 

We will also talk about the shift in the marketing perspective and technologies from ten years ago, around the time that Kurt started dipping in the B2B business circle, up to the present. Also, he presents how the B2B market is not only a business nor a product, rather, it is an entire platform. 

If you want to hear more about the business ecosystem, listen to today’s episode now!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• 11.2 Ventures Website (https://www.11-2ventures.com/)

We’ll be talking about:

Kurt’s involvement in B2B startups [02:07]

Transitions in B2B sales methods from 2012 [03:04]

Salespeople educate on what the customers know [05:38]

Gaining traction for the business’ growth [07:45]

Weighing the leverage of marketing opportunities [11:24]

Businesses are ecosystems [13:51]

Approach of selling into an ecosystem [17:51]

Why Kurt established 11.2 Ventures [22:08]

The B2B market is a platform [26:28]

The ideation process of Kurt’s business ideas [28:27]

Long term visions for 11.2’s product or businesses [31:15]

Eradicate the founder’s bias [34:24]

Working with a certain type of founder [39:55]

Customers, connections, and capital [41:16]

What’s next for Kurt and 11.2 Ventures [47:12]

The one thing Kurt recommends [48:26]

About Our Guest:

Kurt Johnson is the co-founder of 11.2 Ventures and one of its current managing partners. Johnson is an author and entrepreneur who primarily works with B2B startups. Together with the team behind 11.2 Ventures, they ensure a greater likelihood of success for businesses and investors. 

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

On this episode, we welcome Sue Tyrrell and Kala Liebe to the program.  Sue is the founder and CEO and Kala is the Chief Experience Officer for a company called Hands Up Communications. 

Hands Up is a single point of contact for language access needs. They offer offer a mixture of interpreting, translating, and captioning solutions. 

Their story is an interesting one. Sue started the company, merger with a company in 2015 then took the company back and partnered with Kala to build what is now known as Hands Up Communication.  It is a cautionary tale about failed partnerships and ultimately having the right complementary management team.    Key #LessonsInGrowth:

• Why the keys to success are having a very solid executive team
• The pros and cons of strategic partnerships (and mergers) and what to look for
• Why dissolving the merger was a better path to growth for Hands Up
• How a complimentary skill set allowed Hands Up to flourish
• Warning signs that a potential partnership may not be right for your business

Connect with Jon
https://www.linkedin.com/in/jonselig
https://jonselig.com/

When businesses fall short of their set goals, is it because of poor execution or is it because the direction taken was wrong in the first place?

We’ll answer that in this episode with Alex Batdorf, CEO and Founder of Get Sh!t Done,  a platform focused on centralizing access to growth resources for female entrepreneurs.

Alex and I take a deep dive into the common challenges that her collaborating companies face and how she thinks these should be addressed.

We also discuss the importance of a founder’s wellness to the business and the unending quest for innovation for companies today.

Alex unloads fresh nuggets of wisdom in this episode so make sure to catch them all by tuning in now!

We’ll talk about:

1. Introduction [00:00]
2. The kid who wanted to rule the world through entrepreneurship [01:56]
3. Bootstrapping vs. Venture Capital: How to create sustainable and scalable businesses [10:49]
4. The biggest bottleneck that Alex sees the most in the startups she works with [15:21]
5. Do you really need venture capital to grow to billion dollars? [20:09]
6. Connecting the dots and taking control of your own destiny [26:08]
7. Why your wellness should be your top priority as a founder [30:16]
8. Thinking bigger and how it does wonders for your entrepreneurship path [33:46]
9. Alex’s piece of advice to founders on following their North Star [41:04]
10.  The best way to get shit done for your business [46:42]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Get Sh!t Done website (https://www.shegetsshitdone.com/)

Episodes Mentioned:

• Episode 141 with Paul Shirley https://bretttrainor.com/2022/02/08/podcast-ep-141-the-difference-between-average-and-elite-with-former-nba-player-best-selling-author-paul-shirley/
• Episode 131 with Eva Nahari https://bretttrainor.com/2021/11/30/podcast-ep-131-whats-hot-in-b2b-bootstrap-or-raise-with-eva-nahari/

• Episode 101 with Jesse Cole https://bretttrainor.com/2021/05/04/how-to-dominate-raving-fans-innovation-a-yellow-tux-with-jesse-cole/

About Our Guest:

Alex Batdorf founded Get Sh!t Done with the mission to redefine the narrative of entrepreneurship by helping women mindfully scale companies that have impactful, intentional growth while giving them the power to do it on their own terms.

Alex believes that real growth is making a status quo-breaking impact, not just growing for growth's sake.

Connect with Alex Batdorf:

LinkedIn: https://www.linkedin.com/in/chief-get-shit-done-officer/

Twitter: https://twitter.com/shegetsshitdone

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this...

Connect with Brett:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/
YouTube:  https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

Connect with Diana:
LinkedIn: https://www.linkedin.com/in/dianamitchell716/
Website: https://dianamitchell.me/

In this conversation, Brett Trainor and Don discuss the topic of guest podcasting as a way to create awareness and grow your solo business. They share their strategies for getting on podcasts, including watching what people are podcasting about, commenting on LinkedIn posts, and finding topics that align with the show's theme. They emphasize the importance of understanding the target audience and tailoring the pitch accordingly. 

They also discuss the value of networking and asking for referrals to podcast hosts. Other tips include having strong opinions, being prepared with a good headshot and bio, and promoting the podcast episode after it's released. They encourage guests to be themselves and not be afraid of making mistakes or being imperfect. 

Overall, they highlight the power of human connection in podcasting.

Takeaways

• Guest podcasting is an effective way to create awareness and grow a business.
• Strategies for getting on podcasts include watching what people are podcasting about, commenting on LinkedIn posts, and finding topics that align with the show's theme.
• Understanding the target audience and tailoring the pitch accordingly is crucial for success.
• Networking and asking for referrals to podcast hosts can be helpful in getting guest opportunities.
• Having strong opinions, a good headshot, and a well-crafted bio are important for making a good impression.
• Promoting the podcast episode after it's released can benefit both the guest and the podcast host.
• Being authentic and embracing imperfections can make for a more engaging podcast episode.
• Human connection is a key factor in successful podcasting.

Sound Bites

• "Look at what the audience is looking for, the much better success."
• "Throw in something about AI. Everybody wants to hear about AI stuff."
• "Give me something different, a different perspective, a different look."

Chapters

00:00 Introduction and Mixing Concoctions

00:03 The Value of Guest Podcasting

01:00 Strategies for Getting on Podcasts

02:41 Researching the Show and Suggesting Topics

07:12 Being Yourself and Providing Value

16:15 Improving the Guest Experience

20:32 Promoting the Podcast Episode

23:10 Asking for Audio and Video

25:44 Embracing Mistakes and Human Connection

29:14 Conclusion

Kati has built a world class, award-winning training programs for companies like Instacart, Gannett, LivingSocial, and others. Founding A Positive Adventure, an L&D consultancy business based in the Bay Area, Kati is a highly respected leader in the industry.

She is a professionally trained and engaging public speaker and subject matter expert. She has spoken at industry conferences including Training Industry Conference & Expo, ATD International Convention, contributed content to publications such as ATD Blog, #GirlBoss.com‬‬‬, and been quoted in Fast Company on effective team building practices.

Kati’s passion is making learning stick, enjoyable and helping employees and companies reach their full potential through learning.

Kati’s Social Channels:

• LinkedIn
• Instagram
• Twitter

Connect with Brooke
https://twitter.com/BrookeSellas
https://www.linkedin.com/in/brookebsellas
https://bsquared.media/

There is no one-size-fits-all solution when your sales organization stalls. So when you face this problem, what should your focus be?

Today, I welcome Karl Becker, CEO and Founder of Improving Sales Performance and author of “Set Up To Win: Three Frameworks to a High-Performing Sales Organization.” 

In this episode, we dive into the revenue equation he came up with which helps businesses diagnose problems in their sales and marketing strategies to further optimize them. 

This conversation has been long overdue and I’ll definitely have Karl back to provide us more valuable wisdom about revenue growth so be sure to not miss this one!

We’ll talk about:

1. Introduction [00:00]
2. Recent changes in the B2B world that Karl has observed [5:03]
3. A powerful story about delegation from Karl [9:18]
4. Karl’s concept to the revenue equation [12:29]
5. Why your value needs to be clear to scale [17:39]
6. What’s next after you got your messaging aligned? [23:43]
7. Understanding the buyer’s journey [29:59]
8. Empowering your team and interacting better with your leads [31:52]
9. Salespeople don’t like uncertainty and buyers don’t like risks [38:30]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• The Revenue Equation (https://www.revenueequation.com)
• Link to Free Book – Set Up To Win (https://dl.bookfunnel.com/vuqhd6p1y2)

About Our Guest:

With over 20 years of experience in sales and marketing working with SMBs, Karl Becker founded Improving Sales Performance to help businesses find opportunities for quick wins that can increase revenue immediately.

Karl authored “Set Up To Win: Three Frameworks to a High-Performing Sales Organization,” a book that teaches you how to use the power of an organization’s greatest asset— their team —to stabilize and expand revenue over time.

Connect with Karl Becker:

LinkedIn: https://www.linkedin.com/in/karlbeckeriii/

               https://www.linkedin.com/company/improving-sales-performance-usa

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

With today’s CEOs being like celebrities and coming out as the face of their brand, personal branding is now even more important for startups.

Thus, founders need to understand that it is in the best interest of their company for them to get out there and get loud. 

Personal brand strategist, Claire Bahn, joins me in today’s episode on branding. Find out what you need to do to get started, the common pitfalls people make, and lots of tips for building your personal brand.

The right time to build your personal brand is now, so don’t miss this valuable episode!

We’ll talk about:

1. Claire’s journey to becoming a personal brand strategist [01:38]
2. What exactly is personal branding [02:54]
3. The move from features and benefits to the face behind the brand [05:15]
4. Your brand is already out there [06:16]
5. The first step is to plan it out [08:14]
6. You are your biggest advocate [11:20]
7. Niche down first and own your space [14:19]
8. You’re not just selling your name but the overall business [16:10]
9. Founders act as the face while the business backs him up [18:20]
10. Having a personal connection helps businesses take off [21:14]
11. Get over imposter syndrome: Be loud & proud [22:46]
12. Give your employees a reason to go that extra mile [28:45]
13. You don’t have to be an extrovert: Practice makes perfect [31:26]
14. Common pitfalls when starting to build a brand [33:16]
15. What’s next for Claire [35:48]
16. Those who solidify their place as industry leaders get the job [37:09]
17. The one thing Claire recommends [39:38]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Claire Bahn Website (https://clairebahn.com/)

About Our Guest:

A former model and actress, Claire Bahn later delved into personal branding and co-founded the Claire Bahn Group. With over 70K followers on her social media, Claire knows the importance of building your own personal brand. 

An advocate for ditching the model of corporations as faceless entities, she helps entrepreneurs, investors, founders, and executives create their best personal brand to develop their authority, influence, and trust. With that said, Claire’s work for over 10 years has enabled companies to achieve their business goals. 

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

On this episode, we welcome Ovi Negrean to the program.  Ovi is the Co-Founder of Chief Executive Bee of SocialBee.io  

SocialBee.io offers which offers social media management tools, training and teams.

LinkedIn Company: https://www.linkedin.com/company/socialbee.io/about/

LinkedIn: linkedin.com/in/ovidiunegrean

Twitter:  https://twitter.com/OviNegrean

Website:  http://socialbee.io/

In this episode, Brett Trainor outlines a 10-step plan to transition from corporate to starting your own business. The plan covers defining your life vision, taking inventory of your skills and experience, identifying the core problem you want to solve, defining your ideal customer, choosing your business model, crafting your first offer, developing your messaging and positioning, leveraging your network, iterating based on feedback, and celebrating your new beginning.

Takeaways

• Define your life vision and architect the next stage for yourself.
• Take an inventory of your skills and experience to highlight where you want to spend your time.
• Identify the core problem you want to solve and define your ideal customer.
• Choose your business model and craft your first offer.
• Develop your messaging and positioning, leverage your network, iterate based on feedback, and celebrate your new beginning.

Chapters

00:00
Step 1: Define Your Life Vision

01:53
Step 2: Take an Inventory of Your Skills and Experience

03:21
Step 3: Identify the Core Problem You Want to Solve

04:50
Step 4: Define Your Ideal Customer

05:45
Step 5: Choose Your Business Model

06:41
Step 6: Craft Your First Offer

08:08
Step 7: Develop Your Messaging and Positioning

09:37
Step 8: Leverage Your Network

11:01
Step 9: Iterate Based on Feedback

13:25
Step 10: Celebrate Your New Beginning

Connect with Brett:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/
YouTube:  https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

Connect with Diana:
LinkedIn: https://www.linkedin.com/in/dianamitchell716/

Today, we’re graced by the presence of Joe Manganelli, founder of Calculate, a company that offers a multitude of financial services from nitty-gritty bookkeeping to big-picture strategies and forecasting.

Joe and I touch on the different aspects of operating a business from a financial perspective.

Joe also shares his insights on scaling a startup through efficient use of resources and putting up checks and balances.

If you’re looking to set up a solid structure for the management of your business’ finances, then this episode is a great place for you to start!

We talk about:

1. Introduction [00:00]
2. Joe’s road to founding Calculate [02:20]
3. How Calculate started to gain momentum [05:17]
4. Calculate’s services and how they sell it to their prospects [7:27]
5. Best practices on scaling from the financial side of your business [11:38]
6. Setting up your business for a good sale and using your resources effectively [14:37]
7. Caculate’s time frame for getting involved in a company’s financial processes [19:47]
8. Outsourcing for your business from a financial standpoint [21:19]
9. Putting checks and balances in place as you’re growing [23:31]
10. The numbers game of bootstrap and cash flow [28:40]
11. The importance of implementing a zero asshole policy [31:36]
12. Why you should strive to stick with your business’s guiding light [33:38]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)

• “Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork” by Dan Sullivan and Benjamin Hardy (https://www.amazon.com/Who-Not-How-Accelerating-Teamwork-ebook/dp/B0867ZJ151)

About Our Guest:

Joe Manganelli started his career in corporate jobs at financial services behemoths like Goldman Sachs, but he desired to help start companies from the ground up. 

He established Calculate in 2017 with the purpose of utilizing his knowledge of experience to growing businesses. 

Connect with Joe Manganelli:

Website https://www.calculate.works/

LinkedIn: https://www.linkedin.com/in/joemanganelli/

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to...

The future of B2B startups is going to be fascinating. I’ve seen how companies have risen and transformed the traditional strategies already set in place in the industry.

One such example is Penji. This on-demand graphic design service as a service company catering to businesses has shown what is possible when you instigate change.

In today’s episode, I get to pick the brain of Penji’s Co-founder, Johnathan Grzybowski. We talk about the need to trust the process, growing without using sales reps, how they built customer success into their culture, the importance of putting processes in place to expand, and so much more.

Listen to this very special episode as we dissect the blueprint to the future of B2B!

We’ll talk about:

1. The mistake that led to Penji [02:05]
2. There’s no overnight success: Be resilient and trust the process [05:38]
3. The 4 stages to growing beyond your network [11:23]
4. Growing without using sales reps [16:50]
5. Building customer success early on in their culture [23:26]
6. Penji’s way of treating employees the way they want customers to be treated [27:23]
7. The hardest thing is being able to translate the process [32:32]
8. Employee role specialization allows the company to expand [34:26]
9. If you can’t do it yourself, why expect others to do it for you? [35:44]
10. Content is critical to being able to scale [36:51]
11. Penji as the blueprint of future B2B companies [39:48]
12. The one thing that Johnathan recommends [40:48]
13. What’s next for Penji [43:06]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Penji Website (https://penji.co/)
• Get 15% off on your first month with Penji. Just input the coupon code: B2BFounder15
• Content Fuel Website (https://contentfuel.co/)

About Our Guest:

Johnathan Grzybowski is the Chief Marketing Officer of Penji. The on-demand graphic design service company was started by Johnathan with his co-founder Khai in 2017 after they experienced the difficulty of finding talented designers. Penji is now touted as a simple, fast, and affordable solution for business owners, entrepreneurs, and leaders.

Johnathan also hosts the podcast Blind Entrepreneurship, which has been downloaded over 100,000 times and is considered a top business podcast on Apple Podcasts. He uses his podcast and business to help entrepreneurs execute their vision and be profitable.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Climate change is a controversial topic for many.

But let’s face it. We all want to continue living on our planet.

Imagine combining capitalism and climate change. Serial entrepreneur Norman Crowley is at the forefront of climate capitalism as he pushes forward with his Cool Planet Group. Norman talks with me today about his own entrepreneurial journey and the tough lessons he has picked up.

Get to know this inspirational startup founder who has already successfully sold 3 businesses by tuning in now.

We’ll talk about:

1. Starting his entrepreneurial journey at 15 [01:38]
   • Energy efficiency through Clarity [04:59]
   • Electrify: Converting classic cars to electric cars [06:01]
   • The future of food with Cell Ag [06:45]
   
   
2. From gaming to climate change [04:22]
3. His approach to growing his B2B ventures [08:21]
4. You have to jump with both feet and learn new stuff all the time [13:56]
   • Ask yourself this: Would you want to go drinking with this hire? [19:27]
   
   
5. How to attract the right talent to help build the business [16:07]
6. Lazy people blame not having a process as a reason for failure [22:21]
7. What’s changed in B2B since the past 15 years [25:31]
8. The key to success is humanizing your business [27:49]
9. The one thing that Norman recommends [28:49]
10. Why founders should make sure to get good sleep [31:08]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Cool Planet Group Website (https://www.coolplanetgroup.ie/)

About Our Guest:

Norman Crowley is an inspirational international entrepreneur who founded multiple successful businesses including The Cloud - Europe's largest WIFI operator, Inspired Gaming Group - the world's largest company in the server-based gaming domain, and Trinity Commerce. His most recent venture is the Cool Planet Group, a family of environmentally positive businesses and brands that push the boundaries of sustainability.

Connect with Norman through his Twitter.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Jaidin McCann, owner of Jasper Consultancy, shares her journey of starting her own executive search firm and offering fractional work. She emphasizes the importance of personal branding and networking in the fractional space. McCann advises individuals to specialize in a specific area and build a strong referral network. She also highlights the need for market research and understanding the buyer's market. McCann encourages individuals to take the leap into fractional work and enjoy the journey.

Jaidin McCann Links

• LinkedIn: https://www.linkedin.com/in/jaidinmccann/
• Jasper Consultancy: https://www.jasperconsultancy.com/ 

Takeaways

• Specialize in a specific area and build a strong personal brand to differentiate yourself in the fractional space.
• Networking and building relationships with others in the industry is crucial for success in fractional work.
• Conduct market research to understand the needs and demands of the market and position yourself accordingly.
• Embrace the challenges and enjoy the journey of starting your own business in the fractional space.

Sound Bites

• "It's more work than you think it is, but it's so worth it."
• "The world is so much smaller than we think."
• "You can eliminate the negative people and choose who you want to work with."

Chapters

00:00 Introduction and Background

03:00 Starting a Fractional Business: Personal Branding and Networking

08:03 Building a Strong Referral Network in the Fractional Space

14:05 Understanding the Buyer's Market: Market Research in Fractional Work

21:23 Advice for Individuals Pursuing Fractional Work

29:29 Conclusion and Final Thoughts

Welcome to a special episode of the B2B Zero to Ten Podcast. 

Today, I want to introduce “BizOwner360”, a new weekly series that will serve as another resource for you as you break through and grow your businesses to $10 million.

This will air every Friday in addition to the current regular weekly episodes and will also be available on my YouTube channel.

Here, we start with Episode 1 where I tell you why $10 million in revenue should be the objective of every business owner.

Tune in now and let’s get this started!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Tune in to the Podcast Ep. 69 with Domenic Rinaldi (https://bretttrainor.com/2020/09/22/what-founders-need-to-do-to-maximize-their-startups-value-with-sun-acquisitions-managing-partner-domenic-rinaldi/)

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

Reaching $10M in revenue is a very important milestone. And why wouldn’t it be when less than 1% get there.

Any startup already making half a million to a million dollars in revenue is most likely thinking about scaling. But if you’ll be using the same tactics and sales strategy then you might not give yourself the best chance.

In this guest-free episode, I’ll be sharing my 4-part framework which I’ve used to help companies grow to $10M in revenue. After speaking with quite a number of subject matter experts, I’ve been able to tweak and refine what’s worked, especially as we move to a digital-first approach where flexibility is necessary.

Why wait any further? Get into the episode now.

We’ll talk about:

1. Why $10M in revenue is a critical milestone [01:33]
2. What’s stopping startups from getting to that milestone [03:52]
3. The 4 parts of my framework: ACES [04:39]
   • A: Align your company, customer, and offer [05:36]
   • C: Connect with your prospects [09:00]
   • E: Enable your buyer [11:25]
   • S: Build support into the DNA of your organization [15:34]
   
   
4. Recap of ACES [17:09]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Hear from a recent corporate escapee and her journey so far.

Adrienne Farrell is a corporate wellness consultant and the founder of the InnovateHerLab, a community for women exploring their career paths. She focuses on women's health and well-being in the workplace, recognizing the need to elevate this issue. 

Adrienne's journey to becoming an escapee started when she experienced layoffs and a toxic work environment. She decided to take a leap of faith and prioritize her own voice and values. 

She is passionate about advocating for women's health and believes that the corporate world needs to change to better support women. 

Adrienne is currently balancing her corporate wellness consulting work with her side project, the InnovateHer Lab. 

The conversation explores the opportunities and challenges of transitioning from corporate life to entrepreneurship. They discuss the benefits of being your authentic self, the rise of fractional work, and the importance of networking and finding a supportive community. They also touch on time management and prioritization as key factors in the success of solo entrepreneurs. The conversation ends with advice for those considering the entrepreneurial journey.

Adrienne’s Links

LinkedIn: https://www.linkedin.com/in/adriennel-farrell/

Website: adriennefarrell.com/ 

Takeaways

• Adrienne's transition from corporate to escapee was motivated by her desire for work-life balance, flexibility, and the ability to advocate for her own values.
• She is passionate about addressing the gap in women's health and well-being in the workplace and believes that organizations have a social responsibility to prioritize this issue.
• Adrienne's experience in setting up wellness programs in corporate roles has informed her current work as a corporate wellness consultant.
• She emphasizes the importance of having a support network and community when navigating the transition from corporate to escapee. Being your authentic self brings the most value and happiness.
• Fractional work offers flexibility and cost-effectiveness for companies.
• Building a supportive network and community is crucial for success.
• Time management and prioritization are key skills for solo entrepreneurs.
• Give yourself grace and embrace the learning process.

Sound Bites

• "There's a real need to elevate women's health within the workplace."
• "Finding your community allows for authentic, transparent conversations without jeopardizing your current career."
• "Having the freedom of voice and advocating for what's important to me is incredibly rewarding and empowering."
• "The opportunity, I guess more than anything"
• "There are opportunities to create the work that you want"
• "The future of work is heading this way"

Keywords

corporate wellness, women's health, career exploration, escapee, toxic work environment, work-life balance, flexibility, support network, entrepreneurship, corporate life, authenticity, fractional work, networking, community, time management, prioritization, advice

Chapters

00:00 Introduction and Overview

00:37 Adrienne's Work: Corporate Wellness and the Innovate Her Lab

05:07 Transitioning from Corporate to Escapee

08:29 Finding Your Voice and Advocating for What's Important

12:45 Addressing the Gap in Women's Health in the Workplace

15:30 Balancing Corporate Wellness Consulting and the Innovate Her Lab

20:00 Approaching Time and Focus as an Escapee

22:10 Transitioning from Corporate Life to Entrepreneurship

23:06 The Opportunity of...

Connect with Nancy
Using Behavioral Science in Marketing: Drive Customer Action and Loyalty by Prompting Instinctive Responses
https://www.hbtmktg.com/

With over 6,500 branding books on the market, how do you identify what truly works and which tactics are merely a waste of time?

Branding is the key to scaling a business regardless of whether you’re B2B or B2C because at the end of the day, it’s about talking to another human.

A 40-year veteran of branding, David Brier, walks us through his process for achieving differentiation, the brands that have successfully stood out and those who have failed, his perspective on growing beyond your network, and so much more.

Transform your startup from the mundane into awesome by tuning in to this episode.

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Brand Intervention: 33 Steps to Transform the Brand You Have into the Brand You Need by David Brier (https://amzn.to/36jZwi2)
• Rising Above The Noise Website (https://www.risingabovethenoise.com/)

We’ll be talking about:

40 years of helping businesses be bold and stand out [02:18]

Branding as the art of differentiation [06:47]

Why you need to get your branding right [13:06]

The process for getting companies to identify what makes them different [17:21]

The greatest brands are built on a set of values [22:54]

Don’t think of it as B2B, think of it as human to human [27:11]

The difference between Microsoft and Apple [30:17]

Complacency and stagnancy will kill your business [35:42] 

It’s not a matter of everyone knowing you, but the right people knowing you [37:01]

A book as a powerful tool for scaling [45:35]

David’s book and masterclass [47:19]

The one thing that David recommends [49:31]

About Our Guest:

A branding veteran with 40 years of experience in strategy, brand identity, and package design, best-selling author David Brier is the epitome of the no bullshit marketer. His book, Brand Intervention: 33 Steps to Transform the Brand You Have into the Brand You Need, has been labelled “the branding bible”. Passionately advocating differentiation over the mundane, David has been responsible for building the brands of well-known companies such as the New York City Ballet, Revlon, Legacy Chocolates, The New York Times magazine and many others.

You can connect with David on LinkedIn or Instagram. Get inside tips on branding and business growth with David’s One-Minute Wednesdays on YouTube.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Connect with Brett:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/
YouTube:  https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

Connect with Diana:
LinkedIn: https://www.linkedin.com/in/dianamitchell716/

Today I'm chatting with Mike Waller, a veteran of corporate America who now coaches others on finding business ownership and financial freedom by becoming franchisees. In this episode, we'll talk about misconceptions about the franchise model and why it may be a better fit for your goals than you think. 

Connect with Mike
https://mwaller.esourcecoach.com/meet-career-coach-mike-waller/

On this episode, we welcome Lindsay Kelley to the program.  Lindsay is the Vice President of Content and Digital at Telit.   Lindsay is an inbound and marketing expert that has is using conversational marketing to help drive large increases in qualified, new business leads to her organization’s sales teams. 

Lindsay has over 20 years of experience in marketing, both from the start-up world and large enterprise organizations.  

She has been at the forefront of marketing innovation, whether it was the early days of marketing automation on the current revolution of chat bots and conversational marketing

LinkedIn: https://www.linkedin.com/in/lindsaykelley/

Twitter:  lvkelley

Website:  https://www.telit.com/

In this conversation, Kate Ladon discusses the power of personal branding on LinkedIn and shares insights and best practices for building a successful personal brand. She emphasizes the importance of consistency and authenticity in content creation and highlights the value of targeting specific audiences and addressing their unique challenges. Kate also discusses the evolution of LinkedIn as a platform and its focus on empowering creators. She provides tips for optimizing LinkedIn profiles and shares the 111 framework for LinkedIn success, which involves targeting one audience with one problem on one platform. The conversation explores the rise of freelancers and solo companies, the importance of personalized content, starting with LinkedIn and foundational content, solving customer problems and building trust, embracing the learning curve and starting today, and the unpredictability of viral content.

Takeaways

• Building a personal brand on LinkedIn takes time and consistency, and success is not achieved overnight.
• LinkedIn has evolved from a platform focused on careers and recruiting to a platform that empowers creators and thought leaders.
• Targeting specific audiences and addressing their unique challenges is key to building a successful personal brand on LinkedIn.
• Video content can be a powerful tool on LinkedIn, especially for those in industries that require strong communication skills.
• Optimizing your LinkedIn profile, including using a compelling banner image and a clear headline, is essential for attracting and engaging your target audience. The number of freelancers and solo companies is expected to increase in the future, making it important to get ahead of the trend.
• Personalized content that connects with the audience on a deeper level is more effective than mass-blasted content.
• LinkedIn is a valuable platform for starting and growing a personal brand, and foundational content is key to success.
• Customers care more about how you can solve their problems than the structure of your company.
• It's never too late to start building a personal brand and leveraging social media platforms.
• The success of content can be unpredictable, so it's important to keep experimenting and not get discouraged.

Chapters

00:00 Introduction and Background
01:05 Kate Ladon Personal Brands
03:26 The Reality of Building a Following on LinkedIn
04:10 Targeting Specific Audiences on LinkedIn
05:22 LinkedIn's Evolution and Adaptation
07:07 LinkedIn as a Professional and Positive Platform
08:04 Trends and Best Practices on LinkedIn
13:42 The Power of Lurkers and Personal Branding
15:11 Success Stories on LinkedIn
17:07 LinkedIn's Non-Corporate Focus
18:15 Content Creation and Personalization
20:50 Video Content on LinkedIn
23:26 Using Links in LinkedIn Posts
25:04 Balancing Personal and Professional Content
26:36 Optimizing Your LinkedIn Profile
29:41 Creating a LinkedIn Signature
35:24 The 111 Framework for LinkedIn Success
42:12 Rise of Freelancers and Solo Companies
44:14 The Importance of Personalized Content
45:33 Starting with LinkedIn and Foundational Content
48:43 Solving Customer Problems and Building Trust
49:09 Embracing the Learning Curve and Starting Today
51:10 The Unpredictability of Viral Content

Kait LeDonne Links:

https://kait-ledonne.mykajabi.com/

https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ 

In the last episode, I led you through the Zero to Ten growth approach, which is divided into four frameworks: ACES (Align- Connect- Enable- and Support).

Today, I'll delve deeper into the first framework's essential components and consequences - alignment.

Believe me, it’s much more difficult to market if your company and offerings are not aligned from the get-go, especially to those who do not know you.

So hop into the episode now and rid your company of that trouble!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Have of a copy of Anthony Condouris’ book “run_frictionless” (https://runfrictionless.com/buy-run-frictionless/)

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

Connect with Kim
Mastermind: https://go.culturalapexcoach.com/mastermind167476

Connect with Mike:
LinkTree:  https://linktr.ee/mikedicioccio

Connect with Brett:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/
YouTube:  https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

Connect with Diana:
LinkedIn: https://www.linkedin.com/in/dianamitchell716/

Most startups prioritize customer experience above all else. While that’s something to strive for, it isn’t easily ingrained into your employees. So how do you make sure your employees start valuing your customers more?

The answer? By improving employee experience.

Today’s subject matter expert, Gil Cohen talks about creating a positive employee experience that translates into a positive customer experience, how values go hand-in-hand with hiring the right people, and how to improve employee connections in a remote work setting.

If you are struggling with keeping your employees engaged, then let this episode serve as your guide and tune in!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)
• Employee Experience Design Website (http://employeeexperience.ca/)

We’ll be talking about:

His history with employee experience and how it shaped his company [02:18]

Employee experience vs employee engagement [04:00] 

The essence of understanding your whys and your values [07:14]

Finding the right fit for your company [10:54]

Two things to consider before hiring employees [15:43]

How to incorporate employee experience into your organization [21:46]

Redesigning the culture of a growing startup company [24:46]

The result of good employee experience and engagement [27:50]

How to improve employee connections in a remote-work environment [30:42]

Having the right people in the right roles [34:06]

The next move for Employee Experience Design [37:32]

One thing that Gil recommends [38:48]

About Our Guest:

Gil Cohen is the founder of Employee Experience Design, a company that helps organizations co-create experiences that have better outcomes for both people and businesses. With his several years of experience as an Employee Experience expert in an IT company in Toronto, Canada, he has then catapulted himself into success despite the pandemic.

You can connect with Gil through his LinkedIn.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Huckabuy CEO and founder Geoff Atkinson discusses how he was able to get his business “unstuck” after a very successful launch. He shares what he did, what worked, and most importantly, what he would have done differently. He also alludes to how Huckabuy is growing even during the pandemic.

Huckabuy is a fast-growing tech startup based in Park City, Utah. They are a SaaS company that is changing how organizations grow their organic search channel through a technology-forward SEO approach.

Prior to Huckabuy, Geoff was the Senior Vice President of Marketing and Analytics at Overstock.com where he developed expertise in SEO and managed everything from pricing algorithms to content generation. He was named Advertising Age’s “Top 40 Under 40” list

Summary
In this episode, Tamara Loring, from the Entrepreneur Source, discusses the need for change and the possibilities that exist beyond the corporate world. She emphasizes the importance of overcoming limiting beliefs and seeking support from mentors and coaches. Tamara also explores the fear of success and the concept of becoming You 2.0. She encourages listeners to design their lives and explore different possibilities. Finally, she highlights the importance of taking action and involving others in the journey towards a better future.

Links: The Entrepreneurs Source

Takeaways

• Don't be afraid to explore possibilities beyond the corporate world.
• Overcome limiting beliefs and seek support from mentors and coaches.
• Embrace the fear of success and be open to new opportunities.
• Design your life and create a vision for your future.

Chapters
00:00 Introduction and Background

03:17 The Need for Change

08:39 Overcoming Limiting Beliefs

13:08 The Importance of Support

17:44 The Fear of Success

23:25 Designing Your Life

27:22 Becoming You 2.0

29:43 Exploring Possibilities

36:56 Taking Action and Involving Others

38:05 Conclusion and Contact Information

On this episode, we welcome back Dan Pfister to the program.  Dan is the founder of StrategicWinBack.com. 

He’s also the co-founder of two other businesses where he's helped generate over 50,000 customers, and has worked with brands like Fidelity Investments and people like Tony Robbins.

Strategic Win-Back’s sole focus is re-engaging and re-activating lost, forgotten and disengaged clients. To learn more about the exceptional ROI that winning back past clients can generate. 

Website:  https://www.brightmove.com/

On this episode, we welcome Dave Webb to the program.  Dave is Co-founder and Chief Executive Officer of BrightMove, Inc. – pioneers of ATS (Applicant Tracking Systems) – and now one of the fastest growing global providers of hiring and recruiting software within the HR Technology industry.

While working in the evolving digital economy, David and his colleagues discovered a market opportunity in recruiting and staffing highly specialized information technology professionals for large scale projects. They also decided to build their own ATS solution with the granular-reporting and data-analytic features that would result in better- informed business decisions – for themselves and their clients. Thus, licensing the ATS software, which they called BrightMove, became a business of the same name in 2005.

Website:  https://www.brightmove.com/

LinkedIn:  https://www.linkedin.com/company/brightmove-inc./

LinkedIn Dave Webb:  https://www.linkedin.com/in/davidwebb/

In this conversation, Brett Trainor interviews Paul Kuthe about the power of storytelling in business and entrepreneurship. Paul shares his journey of breaking free from the corporate world and using the power of story to help others do the same. He explains the seven parts of a successful story, including the hero, the problem, the guide, the plan, and the call to action. Paul emphasizes the importance of positioning oneself as the guide in the story and providing a clear plan for clients. He also discusses the transformation that occurs when the hero takes action and overcomes their problems. The power of storytelling lies in addressing the internal and philosophical problems of the hero. Brands should position themselves as guides, not heroes, in the story. This paradigm shift can transform the way businesses communicate and serve their clients. The seven parts of a story framework are: hero, problem, guide, plan, call to action, success or failure, and character transformation. Applying this framework can create a powerful narrative that resonates with the audience. Understanding the emotional and philosophical drivers behind a purchasing decision can help businesses connect with their customers on a deeper level.

Paul's Contact Info:
LinkedIn: https://www.linkedin.com/in/paul-kuthe-4b18308/
Website: https://www.tributarycoaching.com/

Takeaways

• Storytelling is a powerful tool in business and entrepreneurship.
• Position yourself as the guide in your story and provide a clear plan for clients.
• Every successful story has seven parts: hero, problem, guide, plan, call to action, transformation, and outcome.
• Understand and address the external, internal, and philosophical problems of your clients.
• Empathy and competency are key in being an effective guide.
• Invite your hero to take action and provide transitional calls to action.
• Paint a picture of the positive results of working with you and the potential negative outcomes of inaction. Addressing the internal and philosophical problems of the hero is key in storytelling.
• Brands should position themselves as guides, not heroes, in the story.
• The seven parts of a story framework are: hero, problem, guide, plan, call to action, success or failure, and character transformation.
• Applying the story framework can create a powerful narrative that resonates with the audience.
• Understanding the emotional and philosophical drivers behind a purchasing decision can help businesses connect with their customers on a deeper level.

Sound Bites

• "Story is the most powerful force one can wield to affect human behavior."
• "Comparing corporate with Shawshank Redemption and how eerily similar those two were."
• "I don't have a counseling degree, I don't have an MBA, but I've learned a lot along the way from some of the most exciting and sort of difficult classrooms that there is out there in the wilderness and in the business community running businesses and promoting those brands."
• "People don't buy things to satisfy that external problem... They move and take action because of those internal and philosophical problems."
• "Most brands accidentally end up positioning themselves as the hero of the story and they really need to be the guide."
• "Every story is really about how the hero transforms."

Chapters

00:00 Introduction and Background

01:32 Breaking Free from Corporate Life

08:13 The Myth of Work-Life Balance

10:54 Finding Freedom and Building a Business

15:36 The Seven Parts of a Successful Story

20:05 The Guide's Plan and Call to Action

23:18 Transformation and Success in Entrepreneurship

24:09 The Power of Addressing Internal Problems

25:16 Positioning Brands...

Do you ever wonder why no matter how great an idea you have, you struggle with making it click? A perfect dream is just that unless you can turn it into reality.

But all it probably needs is the right person to work on your vision.

In this week’s podcast episode, Mark C. Winters joins us in an informative episode on the execution problem faced by most startups, the integrator as key to solving that, the relationship between visionaries and integrators, and how to find the right partner for your business.

If business hasn’t grown as much as you like then this episode is a must for you!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)
• Rocket Fuel by Gino Wickman and Mark C. Winters (https://amzn.to/3jtlfbv)
• Entrepreneurial Leap by Gino Wickman (https://amzn.to/2DcJAlj)
• Mark C Winters Website (https://www.markcwinters.com/)
• Find Out If You’re A Visionary Or An Integrator (https://blastoff.rocketfuelnow.com/quiz/crystallizer-quiz.php)
• focus@will Website (https://www.focusatwill.com/)

We’ll be talking about:

Mark’s line of work [02:28]

Visionary and integrator defined [04:11]

Great ideas are not powerful if you can’t execute them [07:13]

An integrator doesn’t have to be a co-founder [08:21]

What motivated Mark to write the book [12:14]

The five rules and five tools in the ‘Rocket Fuel’ journey [13:23]

Staying on the same page is essential in a business marriage [15:48]

Identifying a visionary and an integrator [21:43]

The essence of the seven-step connection process [23:38]

Finding your integrator [25:03]

The downside with an assessment score overlap [27:52]

Determining if the visionary and integrator are a good fit [31:11]

The next step for Rocket Fuel [34:44]

One thing Mark recommends [38:08]

About Our Guest:

Mark C. Winters is the co-author of the #1 Amazon Bestseller ‘Rocket Fuel.’ He is also the CEO of Rocket Fuel Ventures, a company that helps entrepreneurs achieve business success by helping visionaries partner up with integrators.

You can reach Mark through any of his social media pages, Facebook, Twitter, LinkedIn and YouTube.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Rachel Clapp Miller is the Vice President of Marketing and Digital Engagement at Force Management. She leads digital marketing campaigns and has worked to build the brand’s content strategy to target both c-level executives and salespeople focused on closing opportunities.  She brings an extensive television and media background to her marketing role. She has earned two Emmy awards and six Emmy nominations for her producing work. 

In addition to her role at Force Management, she also runs Content Hacks, a website and social brand dedicated to helping people produce content easily and effectively.  

Rachel earned her Masters in Communication from Wake Forest University. Her Master’s research focused on effective social media communication by organizations. She also served as a faculty adjunct at Wake Forest teaching relational communication in the undergraduate school, as well as Communication for Business Professionals in the Executive Program at the school’s Charlotte Center.  

Rachel’s Social Channels:

• LinkedIn
• Website

Getting known, getting leads, and getting sales are all part of online marketing. But the popularity of paid ads shifted businesses to think of marketing as merely budget considerations.

However, SEO pioneer Damon Burton believes that SEO is making a full circle as more entrepreneurs get burned out by paid ads.

Damon has been in the SEO space for almost 15 years and has seen its evolution over the years. He has worked with a wide variety of businesses from mom and pop stores to multi-billion dollar companies and startups. 

Listen to him as he shares why SEO remains a strong choice for long-term online marketing efforts and how SEO should be done right over a period of time to experience its full benefits.

We’ll talk about:

1. Damon as an early adopter of SEO [02:13]
2. The evolution of SEO and paid ads [04:26]
3. Why SEO is more stable and scalable than paid ads [05:38]
4. Long term and short term objectives of SEO [09:17]
5. Understand your audiences when doing paid ads [14:13]
6. The difference between transactional item and emotional purchase [16:10] 
7. Why simplistic websites outperform the most visually amazing websites [17:43]
8. Do the content you feel comfortable making [21:35]
9. Audio content transcripts are pleasing to search engines [25:15]
10. The role of schema in helping search engines understand your website [27:53]
11. SEO has the biggest return on profit and better client retention [32:03]
12. What to look for when outsourcing SEO work for your business [35:13]
13. How social proof helps build your social media credibility [39:19]
14. Figure out what format works for you [46:22]
15. The one (actually two) thing that Damon recommends [52:23]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Connect with Damon on LinkedIn (https://www.linkedin.com/in/damonburton/)
• Check out Damon’s SEO Company (https://www.seonational.com/)
• Get a copy of Damon’s book for free (https://trusting.clickfunnels.com/optin1589481029888) 
• Read Damon’s published articles in Forbes 

About Our Guest:

Damon Burton has been in the Search Engine Optimization space for almost 15 years and is one of the early adopters of SEO. His company, SEO National, has optimized websites for INC5000 companies, NBA teams, and businesses featured on Shark Tank.

Burton has published the SEO book, "Outrank: Your Guide to Making More Online By Showing Up Higher on Search Engines and Outranking Your Competition." He also has tons of published articles in Forbes, 

He is a husband and father of three and has been featured on Entrepreneur, BuzzFeed, USA Weekly, and has spoken at conferences.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In this episode of the Corporate Escapee Podcast, Nina Sossamon-Pogue shares her multifaceted journey from being a U.S. gymnast to a successful journalist, and then transitioning into the tech industry.

She discusses the challenges she faced, including injuries and career setbacks, and emphasizes the importance of resilience, storytelling, and mindset in navigating life's transitions. Nina provides valuable insights on identifying personal skills, the significance of positive language, and the necessity of building a supportive network. She also introduces her framework for resilience, TIPS, and encourages listeners to envision their ideal life and take proactive steps towards it.

Takeaways

• Nina emphasizes the importance of resilience in navigating life's challenges.
• She encourages listeners to identify their skills and how they can transfer to new opportunities.
• Storytelling is a crucial skill in business and personal branding.
• It's essential to visualize what you want your life to look like.
• Transitioning from corporate to entrepreneurship requires a mindset shift.
• Understanding the phases of life can help in managing expectations and experiences.
• Creating a personal timeline can provide clarity on past experiences and future goals.
• Positive language can significantly impact your mindset and how others perceive you.
• Building a support network is vital for success and personal growth.
• Nina's TIPS framework offers a structured approach to overcoming challenges.

Sound Bites

• "It's okay to not be okay, but not to stay that way."
• "Your words become your reality."
• "You're either giving energy or taking energy."

Chapters

00:00 Introduction to Nina's Journey

03:08 Navigating Life's Challenges and Career Transitions

06:06 Finding Your Skills and Purpose

09:02 The Importance of Storytelling in Business

11:48 Identifying What You Want in Life

14:54 The Shift from Corporate to Entrepreneurship

18:14 Understanding Time and Life's Phases

20:56 Creating Your Own Life Timeline

23:45 The Power of Language and Mindset

27:04 Building a Support Network

29:59 Framework for Resilience: TIPS

33:00 Skill Stacking for Career Success

36:02 Mindset for Job Seekers

38:55 The Importance of Positive Language

41:56 Final Thoughts and Upcoming Projects

Founders often push their products by highlighting the features and functions they offer. While it’s best to create a product that solves a problem, the right way to reach and engage your customer requires a different approach altogether.

You might be pushing your product or service too much that you’re creating unnecessary friction for your customer. So take a step back because there is an art to modern selling.

Why do buyers buy? Today, we chat with David Priemer, a research scientist turned tech entrepreneur. We go over the importance of messaging, focusing on pain points, how to build trust, the value of having a natural conviction towards your product, and more.

Get into the show now to learn the science behind sales.

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)
• “Sell the Way You Buy” by David Priemer (https://cerebralselling.com/book/)
• Cerebral Selling Website (https://cerebralselling.com/)

We’ll be talking about:

The negativity surrounding selling and the culmination of his book [02:51]

The differences between working in a startup and with a huge company [04:49]

Why you should put your message out there like a lightning rod [07:24]

People buy based on emotion [09:28]

Focus on pains and problems, not features and functions [11:18]

Remove unnecessary friction when getting a customer to buy [12:46]

The purpose of content is to educate [15:01]

What founders can do to build successful sales teams [18:56]

Show expertise to build trust and confidence in you [22:11]

The best practice when introducing your product [27:48]

Have conviction in the value you provide [31:07]

An example of a business nailing the messaging [35:15]

The best way to do cold calls [36:47]

What’s next for David [38:38]

The one thing David highly recommends [40:23]

About Our Guest:

David Priemer is the Founder and Chief Sales Scientist of Cerebral Selling, a modern sales training built through the lens of science and empathy. 

David is the author of the highly recommended book “Sell The Way You Buy” which came out last April 2020.

Get more of his free content on their YouTube.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In this episode, Laine Belcastro shares her journey from corporate marketing to becoming a solopreneur and email marketing consultant. 

Laine discusses the importance of networking, finding your niche, and the challenges of pricing strategies. Laine emphasizes the significance of email marketing for business growth and introduces her new venture, Accountability Arcade, aimed at helping entrepreneurs set and achieve short-term goals. 

The conversation highlights the balance of multiple revenue streams and the mindset shifts necessary for success in the solopreneur world.

Laine’s Links

LinkedIn: https://www.linkedin.com/in/lainemb/

Website: https://lmbdigimarketing.com/ 

Takeaways

• Laine has her own email marketing automation consulting business.
• Networking is crucial for solopreneurs to find opportunities.
• It's important to focus on a niche to avoid burnout.
• Pricing should reflect the value provided, not just time spent.
• Email marketing is a powerful tool for brand recognition.
• Consistency in email outreach is key to staying top of mind.
• Accountability can help entrepreneurs achieve their goals more effectively.
• Starting with a simple nurture program can keep contacts engaged.
• You don't need to have everything figured out to start your business.
• Taking action is more important than waiting for the perfect plan.

Sound Bites

• "I'd rather be homeless than go back to corporate."
• "Networking is key for solopreneurs."
• "You don't need a website to get started."

Chapters

00:00 Introduction and Background

02:02 Accountability Arcade Service

03:43 Leaving Corporate America and Starting a Business

07:57 The Power of Networking

10:01 Finding Your Niche and Specializing

13:19 Pricing Models for Solopreneurs

17:39 Flexible Pricing and Meeting Customer Needs

19:32 Effective Email Marketing Strategies

27:35 Creating an Accountability Group

31:25 Balancing Multiple Revenue Streams

34:16 Taking Action and Diving into Entrepreneurship

As a business grows, the ability to do things more efficiently is key to scaling up successfully. But oftentimes, the plan to automate processes gets little priority.

When is the right time to adopt technology to get rid of those manual processes? And how do you go about updating your internal infrastructure?

These are just some of the questions we cover today as process consultant Andrew Millet joins me today to help founders who may have found themselves stuck and in need of ways to streamline their process to meet buyer preferences, improve the customer experience, and improve retention and profitability.

Jump into this episode to grab valuable insights on process and automation.

We’ll talk about:

1. Andrew’s background and the start of Process Pro Consulting [01:19]
2. What led them to the B2B space [02:12]
3. The reason for automating your processes [04:33]
4. Setting up your infrastructure to scale [10:56]
5. Don’t forget onboarding and organization of process after technology adoption [16:19]
6. Successful technology implementations are aligned with your goals [20:17]
7. Don’t just sell then forget about the customer [24:37]
8. The handoff process is miserable for the customer [29:32]
9. Make sure the data follows the customer [33:33]
10. How a business delivers customer value is different for every company [35:36]
11. Find the things that are taking a lot of time then try to automate it [39:25]
12. When’s the right time to be thinking about efficiency and automation [43:15]
13. What Andrew plans to focus on this 2021 [45:20]
14. The one thing that Andrew recommends [47:04]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Process Pro Consulting Website (https://processproconsulting.com/)
• No Man's Land: Where Growing Companies Fail by Doug Tatum (https://www.amazon.com/No-Mans-Land-Growing-Companies/dp/1591842492)

About Our Guest:

Andrew is the Founder and Principal Adviser at Process Pro Consulting. As a process-oriented consultant with a passion for growing businesses, he has spent the beginning of his career providing services to Fortune 500 companies.  He later became the Director of Solutions & Customer Experience ScaleFactor, where he helped accelerate the startup’s growth from seed investment through multiple funding rounds. Now through his own company, he dedicated to helping businesses succeed through the optimization of their processes.

You can connect with Andrew through his LinkedIn or just send him an email at andrew@processproconsulting.com.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In this conversation, Jon Younger discusses the future of work and the rise of freelancing and gig work. He explains the difference between freelancers and gigsters, and the growth of the freelance economy. Jon also shares the four phases of early freelancing and the challenges individuals face when transitioning to freelancing. He discusses how enterprises are starting to think about freelancers and the importance of workforce architecture. Jon emphasizes the need for companies to adapt to the changing landscape of work and the opportunities that freelancers bring. He also provides insights on finding opportunities on freelance platforms. In this conversation, Brett Trainor and Jon Younger discuss various aspects of freelancing and entrepreneurship. They explore the importance of reframing sales as problem-solving and how to effectively ask for the business. They also emphasize the value of taking action and building a business, even without prior experience or talent. The conversation concludes with closing remarks and the possibility of future updates on the freelance world.

Jon’s Bio: As the “Godfather of the freelance economy”, Jon has been the leading voice for the freelance revolution through his Forbes column, advising, and research with the University of Toronto. A former Head of HR and Chief Talent, Jon is the go to for every marketplace executive. 

Takeaways

• The freelance economy is growing rapidly, with millions of people working as freelancers or gigsters.
• Transitioning to freelancing requires careful planning and consideration of income volatility, benefits, and the potential for loneliness.
• Enterprises need to rethink how they resource their operations and build a flexible, impermanent workforce.
• Freelancers should focus on their unique skills and problem-solving abilities to stand out in the market.
• Freelancers can find opportunities on freelance platforms, but it's important to differentiate oneself and solve specific problems. Sales should be reframed as problem-solving, focusing on the importance of solving the client's problem rather than selling features and benefits.
• To convert conversations into clients, it is crucial to learn how to ask for the business and confidently state the price.
• Taking action is key to success in freelancing and entrepreneurship, as many people hesitate or do not take any action at all.
• Building a successful business does not necessarily require talent or experience, but rather a willingness to try and learn from the process.

Chapters

00:00 Introduction and Background

03:00 Defining Freelance and Gig Work

07:00 The Growth of Freelancing

10:00 The Shift from Employment to Freelancing

15:00 The Phases of Early Freelancing

18:00 The Future of Work for Enterprises

25:00 The Challenges for Enterprises in Working with Freelancers

32:00 The Rise of Fractional and Interim Work

40:00 The Changing Landscape of Work

45:00 Finding Opportunities on Freelance Platforms

46:01 Reframing Sales as Problem Solving

47:16 Asking for the Business

48:31 Taking Action and Building a Business

49:37 Closing Remarks and Future Updates

Links:

Jon Younger LinkedIn: https://www.linkedin.com/in/jon-younger-phd-57a41455/ 

The Human Cloud: https://humancloud.work/

Today I'm chatting with Anna Lundberg about her practical guide to reimagining success, giving you freedom, flexibility and fulfillment.

Connect with Ana
https://www.linkedin.com/in/annaselundberg/

I am your host, Brett Trainor. Today, I welcome our guest, Evelyn J. Starr. She is an author, and I recently came across her insightful book called Teenage Waste Brand: How Your Brand Can Stop Struggling and Start Scaling. 

I would also like to mention that she has a fantastic newsletter on this topic which I highly encourage everyone to check out. As we have this conversation, I'm eager to explore more about who she collaborates with today, the types of brands she is helping to shape, and the strategies she is currently advocating. In light of Evelyn's initial comments, it seems she wants to reassure our listeners not to let the challenges of branding send them into panic mode. 

In essence, she appears to emphasize that success in a service business largely comes down to earning the trust of your customer base.

In today’s short solo episode, I discuss the “big” announcement regarding the podcast (no, it is not going away, but you will have to listen) and what is next.

Thank you all for your continued support.  We do appreciate it.

Until next week, cheers!

Why should your ultimate goal be $10 million in revenue?

Today, I welcome you to Episode 1 of the BizOwner360, a new B2B Zero to Ten series to guide you as you grow your businesses to $10 million.

If you have been listening to this podcast, you’ll know that the tactics and success stories we share are all for our goal of reaching the $10 million revenue mark.

But why exactly $10 million?

Take a listen as we kick off this very special series.

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)
• Tune in to the Podcast Ep. 69 with Domenic Rinaldi (https://bretttrainor.com/2020/09/22/what-founders-need-to-do-to-maximize-their-startups-value-with-sun-acquisitions-managing-partner-domenic-rinaldi/)

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

From a customer acquisition standpoint, it’s such a huge waste not to have a procedure in place for when your prospects finally engage with you.

After all you’ve gone through to have them engage with you, it should be your priority to follow through with processes that will enable your target customers in easily availing your services and products.

So what comprises this customer enablement process? And how should you approach it?

Tune in as I introduce you to the 3rd framework in our A-C-E-S Zero to Ten Growth System.

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/)

Connect with me and learn more about growing your business:

Email: BT@BrettTrainor.com

LinkedIn: https://www.linkedin.com/in/bretttrainor/

YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg

Facebook: https://www.facebook.com/TrainorBrett

Twitter: https://twitter.com/Brett_Trainor

Instagram: https://www.instagram.com/bretttrainor/

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.

Standing out when tons of other companies offer similar products is a challenge.

But in this day and age, it pays to be creative. And it pays to be different.

Today, we have a very unique guest, Jesse Cole is the owner of the baseball team, Savannah Bananas. And I believe he has the blueprint for businesses to stand out and separate themselves from the crowd.

When different is better than better, you want to make sure you are highlighting what makes you YOU. 

Get to know this passionate entrepreneur and learn what it takes for your startup to stand out.

We’ll talk about:

1. How Jesse is changing baseball through differentiation [01:12]
2. Constraints force creativity, but you learn by doing [05:19]
   • Own the problems [08:37]
   • Create Noise [09:26]
   • The 3 Loves [09:55]
   • Why do you do what you do [10:53]
   
   
3. The blueprint for becoming the ONLY [08:10]
4. Different is better than better [14:01]
   • Why you should create the ‘Wow’ factor [19:41]
   
   
5. Make sure you develop raving fans [17:01]
6. Focus on what you can control [24:43]
7. What else Jesse is thinking about next [26:58]
8. You have to keep pushing forward & do new things [29:40]
9. Set aside time to think about the future [30:45]
10. The one thing Jesse recommends [33:24]

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) (https://www.amazon.com/Miracle-Morning-Not-So-Obvious-Guaranteed-Transform/dp/0979019710)
• The Savannah Bananas Website (https://thesavannahbananas.com/)

About Our Guest:

Jesse Cole owns the baseball team, Savannah Bananas, which has currently sold out 32 straight games and has a waitlist in the thousands for tickets.

Jesse is also the author of "Find Your Yellow Tux - How to Be Successful by Standing Out,” and the host of the Business Done Differently Podcast.

Jesse believes to be successful you need to Stand Out and Be Different. He is passionate about creating attention, loving your customers more than your product, and loving your employees more than your customers.

Get in touch with Jesse through his LinkedIn.

If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast. 

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Cold calls and hard sells need to say goodbye. 

As sales reps, there is a very short timeframe to capture your prospects’ attention. Don’t bore and put them off by acting as if you are presenting the solutions to problems that you don’t even know about. 

In today’s episode, we learn a thing or two about how humor improves rapport-building for sales reps, executives, and founders from Jon Selig, who does comedy and sales for a living. We learn how to create effective jokes specifically for your clients. 

If you want to know more about this refreshing take at sales talking, this episode is for you!

Resource Links:

• Brett Trainor Website (https://bretttrainor.com/)
• Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)
• Jon Selig Website (https://www.jonselig.com/)

We’ll be talking about: 

Jon’s professional background [01:40]

Parallels between standup comedy and sales [05:19]

What exactly is a joke [08:10]

Great comedians and founders stick to what works [11:08]

Creating excellent content [13:22]

Workshop sessions with Jon [14:02]

How Jon incorporates humor in sales [16:32]

Jokes build connections [27:13]

What’s next for Jon [29:42]

One thing that Jon recommends [31:47]

About Our Guest:

After twelve years of selling technology, Jon Selig is now a part-time comic and part-time sales person. Selig performs stand-up skits for companies who need a boat and facilitates workshops for companies to learn how to “roast their prospects’ pain”. He uses jokes in the same way as cold calls, cold emails, and social selling among others. 

You can reach out to Jon through his LinkedIn.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Connect with B2B Founder: 

Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Why is different more impactful than better? 

On this episode, I am thrilled to have Tim Caito join the program. Tim and I break down the importance and value of understanding your company’s value drivers and why it is critical that the entire organization and not just your sales team is aligned around them.  

Tim is a Senior Partner at ForceManagement and responsible for their Customer Strategy and Success Center of Excellence. 

This center provides Force Management customers guidance on how to align their sales effectiveness strategies with their overall growth strategies, creating a success roadmap for achieving sustained sales productivity.

Tim Caito combines more than 30 years of sales, management, professional development and business consulting experience to help selling and buying organizations, challenged by dramatic shifts in market conditions, win better deals and improve critical seller-buyer relationships.

Tim holds a Bachelor of Science Degree in Psychology from Bowling Green State University.

Tim’s Contact Information:

• LinkedIn
• Website

This is the second installment of our new weekly series: Lessons in Growth.

Each week, Brett will share thoughts and perspective on a single topic. This could be something top of mind, in the news or questions I receive from my customers or audience. Feel free to shoot me a note if there is a topic you want me to cover.

In today’s episode, I share my perspective on the top 5 reasons startups successfully scale. 

I hope you continue to enjoy the new segment.  We will still have the longer form interviews every Tuesday. 

LinkedIn: linkedin.com/in/bretttrainor

www.BrettTrainor.com

On this episode, we welcome Dan Pfister to the program.  Dan is the founder of StrategicWinBack.com. 

He’s also the co-founder of two other businesses where he's helped generate over 50,000 customers, and has worked with brands like Fidelity Investments and people like Tony Robbins.

Strategic Win-Back’s sole focus is re-engaging and re-activating lost, forgotten and disengaged clients. To learn more about the exceptional ROI that winning back past clients can generate. 

Website:  https://www.brightmove.com/

LinkedIn Company: https://www.linkedin.com/company/customerwinback/

LinkedIn:  linkedin.com/in/danmpfister