The Scale Up Show (Ryan Staley)
Explore every episode of The Scale Up Show
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 16 Aug 2022 | Bootstrapped to $100 Million in ARR! Speaking with Founder and CEO of Maropost Ross Andrew Paquette | 00:29:51 | |
Ryan is joined by the founder and Ceo of North America's fastest-growing automation platform, Maropost, Ross Andrew Paquette. Andrew grew Maropost from 300k revenue to 25 million in just three years as a one-man sales operation. He talks Ryan through his framework for turning a product into a platform and how to do so whilst destroying a highly competitive market. KEY TAKEAWAYS
BEST MOMENTS “We’ve now got this very defined path to significant amounts of revenue which is really what the industry needs the most of” “There’s got to be a lot more value driven for the cost” “I’m willing to sacrifice in some ways the cost, functionality and certain levels of efficiency because I get a whole slew of value from one product” “There’s beauty in simplicity” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.entrepreneur.com/author/ross-andrew-paquette ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to LinkedIn) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 23 Apr 2023 | Why AI Will Overtake Software in 5 Years PLUS Measuring Value and Designing Pricing with Steven Forth CEO and Co-Founder of Ibbaka | 00:34:35 | |
Steven Forth is the co-founder, managing partner and CEO of Ibbaka, a software company which helps companies design their pricing and how to then communicate that pricing and its value across the entire customer journey. Named one of the top ten pricing authorities in the world by Open View Venture, Steven joins Ryan to talk about all things pricing including how he has helped both start-ups and Fortune 500 companies drive returns and increase profits through pricing. Steven also reveals his framework on how to give value and measure it effectively as well as how he became the leader of a LinkedIn design thinking group with more than 200k members and, why AI will eventually take over software. KEY TAKEAWAYS
BEST MOMENTS “We’re prolific on LinkedIn, not just in our own blog posts but with other people” “Pricing is about a lot more than just sticking a number on a price tag” “The implementation and customer success teams often don’t know what promises were made and nobody is tracking to see if they are being delivered” “The best salespeople are not all sales people” “2 years ago, because of interest rates people didn’t care about increasing operating capital, today people are starting to care” “Just because inflation is increasing it doesn’t give you a free pass on raising prices” “The more people that join a group the more people want to join it” “AI is eating software. Every aspect of software will be touched by AI” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 16 Aug 2023 | Solving the Pipeline Gap Problem with Jason Smith CEO of Klue | 00:33:25 | |
Jason Smith is the CEO and co-founder of Klue, a five-time entrepreneur, Jason took a year off to travel with his family, recognising the importance of dedicated time and renewed focus. Jason talks to Ryan about his unique approach to handling and solving the pipeline gap problem as well as the things he has learnt in his entrepreneurship journey and what he will be focusing on in the future. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “Love the fact you took a single product and grew it as big as you did, not a lot of companies have the discipline to do that” “Build the niche that you need then expand from there” “Building businesses is not easy, it’s time-consuming” “If there are deals you should have won, how do you win them?” “You create trust with your prospects when you can elegantly talk about your market” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com EPISODE RESOURCES www.klue.com | |||
| 21 Aug 2022 | Winning Uber and Netflix Investors in 7 Days: 4x Founder Justin Clegg Shares His Framework | 00:36:26 | |
Founder and CEO of Allset, Justin Clegg joins Ryan in this episode. Justin had a great start in AI, he founded 3 Silicon Valley start-ups and worked at multiple fortune 500 software companies before building his newest venture, Allset. He reveals his step-by-step framework for creating a repetitive start-up flywheel of revenue growth and talks about why Allset is on track to becoming one of the fastest-growing start-ups in Utah and even the U.S.
KEY TAKEAWAYS
BEST MOMENTS “Selling software becomes a huge opportunity” “Fundraising is not for everyone” “For every $1 you take there are strings attached” “[to build growth] Do things that scale and tie yourself to revenue” “Build a good product, build something people want” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://www.linkedin.com/in/justindclegg ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 27 Nov 2023 | The Altman Effect: Unveiling OpenAI's 2024 Game-Changer | 00:15:32 | |
Ryan gives his thoughts on the recent OpenAI fiasco including the firing of CEO Sam Altman. He talks about the impact he thinks this will have as well as revealing the reasons behind the firing of Sam Altman. Ryan also talks about how to create a business that isn’t over-reliant on one AI model and the steps you can take to protect yourself operationally. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "We still don’t truly understand the reason and know why” “Sounds like Microsoft still want to work with OpenAI” “There’s talk of customers trying to pull out, of partners trying to pull out” “You want to have a model agnostic solution or model agnostic solution to integrating AI” “We’re early on, this is a highly unregulated environment” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 03 Feb 2021 | Raise Finance (Scale Growth and Business Marketing) | Sam McKenna | 00:32:54 | |
Sam got her competitive spark when she raised money for the Leukemia and Lymphoma Society in sixth grade and got second place in her county. Ever since then, she has been driven to make sure she never got second place again. Sam spent a decade in the webinar technology space, and the challenges she ran into while doing that helped her to grow. The thing that led to Sam getting started in sales was the grit and the hustle. When she got promoted, her CEO said she could take three currently existing accounts with her. She looked at who were some of their biggest spenders that had the smallest penetration in terms of a vertical. She found three of the largest law firms working with the company and met with their COMs. She asked them what worked for them and why they used her company. Then she took that value proposition and went bananas on that vertical. She also leveraged the power of LinkedIn after getting an excellent referral. Many people who use advisors want access to their advisor’s network. That works for Sam because it helps build the trust factor. When it comes to sales and selling, Sam’s ninja skill is her EQ, which is off the charts. She is in tune with what people’s body language, verbal cues, and reactions mean, and how they will perceive something. And that helps her with her sales positioning. Her EQ has also helped her from a leadership perspective. Sam shares some of the things in her EQ mental checklist when she assesses people. They are:
Doing some research on the people that you are going to meet with, and arriving with some pre-prepared questions, helps Sam set the tone for a different kind of conversation. That also helps to break the ice. When meeting new candidates, she looks at what they have done in preparation and their EQ. She also wants to hear the exact processes of how they achieved their successes. When Sam started her business, she set an aggressive revenue goal for it to hit. The business ended up with about four or five clients at the end of 2019, and at the end of 2020, they had 55 clients and hit 312% of the revenue goal that Sam had set. And now, before the end of month one, they have already reached 20% of their entire revenue goal for this year, and they have just signed their 58th client! Sam’s advice if you want to leave your current business, and make a go of a side hustle, is to make sure that you build a great brand for yourself. And even if you’re not good at selling, you will need to follow a process, sell yourself, your technology, and your services. If you can’t sell, hire someone to sell for you. Getting her message out via LinkedIn worked exceptionally well for Sam when building her brand. People want to hear from you, and they care about what you have to say. They will show you that with their engagement. Sam started by creating a hashtag, #Sam Sales. Sam recommends that you give back to the community because then they will give back to you. Sam's number one best way to get more customers is by asking for referrals in the right way. Sam gets her current customers to spend more money with her by doing check-ins with them for up to 120 days after the sale. Sam increases the frequency with which her customers buy from her by following her built-in sales process and by following up. And she protects her time by qualifying the opportunities that she chases. Connect with Sam On LinkedIn On her website Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 07 Jul 2021 | 3 Pages From Palantir’s $30 Billion Playbook | 00:10:55 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Today I’m sharing 3 important tactics in Palantir’s billion dollar sales playbook. Palantir is doing a few things differently than a lot of other SaaS companies. What they are doing right can be a lesson to companies from $1M to $1B, so I wanted to share them with you today. 3 Plays from the Playbook:
If you have a process built into your sales process to sell your existing customers more after they become your customers, your business can grow by leaps and bounds. Case Study: A company I was consulting for did not have a secondary sales process, but had great customer retention. We took one non-sales employee and spent 25% of their time focusing on serving customers at a higher level and systemizing the secondary sales process and in a month and a half the results paid for my 6 months of consulting fees. Just by focusing on the secondary sales process they made a huge improvement in their revenue numbers. Remember - It’s 7-8 times more expensive to acquire a new customer than it is to upsell existing customers. If you need help scaling your revenue and want to see if I can help you, you are welcome to apply at scalerevenue.io/apply. | |||
| 27 Sep 2021 | Why You Can't Get Funding From Investors If You're Below $10M in ARR | 00:12:42 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x I have a huge passion for founders that bootstrap their companies. That’s how I plan on funding my company - by bootstrapping! I’ve worked with companies who took on funding and it always destroyed the culture of the company. A couple of observations about recent startup trends:
Investors are going for startups with:
To figure out NRR: Customer expansion/Customer retention = NRR Rand Fishkin - Founder of Moz - took on funding and he eventually wrote a book about the process, called Lost and Founder. When he was asked if he would do it all over again, he said that he would not take the money. Rand’s is a cautionary tale of what happens once you accept funding. Data indicates that early stage funding is decreasing rapidly - seed funding, angel funding - have decreased from 10.6% to 4.9%. Series A funding has decreased from 36.5% to 26%. Late stage funding increased from 52% to 69%. All of the money that previously went to early stage funding is now getting pushed up market to later stage startups. The amount of monthly new business applications nationwide is also decreasing. They went from an average of 500K/month in 2020 to 300K/month in 2021. Getting funding can take up to 18 months. If you think about it, you can do so much for your business in 18 months if your focus isn’t on getting funding. The way investors are holding out for more late stage funding, it really shows they are cherry picking winners with their funding criteria. And if you could meet their criteria, you could probably grow your company without taking on funding, and have a much better experience as a founder and be able to preserve the culture of your company. Need help scaling your revenue? Apply to work with Ryan at scalerevenue.io/apply. | |||
| 06 Dec 2023 | Unlocking GPTs Potential From Concept to Cash Flow in Weeks | 00:16:15 | |
From concept to cashflow, Ryan breaks down chat GPTs potential in this episode. Learn how to elevate your use cases with AI and specifically what you can do to create AI opportunities. Ryan also reveals some of his top tips and knowledge from his in-depth knowledge of sales and AI integration as well as how he views the future of monetization and one of the biggest dangers to be aware of. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "I’ve talked to a lot of individuals, even leaders who want to create a new opportunity with AI” “Try something simply for yourself, make it private, see what experience you have with a simple task that you do day in and day out” “It will basically give you what kind of data it has and at the same time will also identify how it was created” “Sam Altman…was very vague on purpose” “What gets used the most that brings the most users on is how they are going to monetize and pay people” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 02 Oct 2023 | Can You Save 40-80 Hours a Month Using AI? | 00:13:32 | |
Get on the List Today: https://www.aiforrevenue.com/salesai We’re all being told to switch to AI, but what could this mean in real terms for your business? Join Ryan as he outlines the ways AI could save you up to 80 hours a month and give you time back to focus on sales and other high-value tasks. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "The ultimate timesaver, how to leverage AI for that” “I look at AI as a digital butler” “AI is like life with 10 power-ups” “I think this is going to change people's lives faster than anything in the history of man and I wanted to share this with you" Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 14 Dec 2020 | How To Double The Size of Your Biggest Client (B2B, Marketing & business Growth) | 00:08:53 | |
Frequently, the CEO or business owner identifies that one of the biggest customers is in the process of being acquired as a challenge they are having to overcome. Normally, it falls in the risk column for companies I am consulting, but I actually view it differently. I see this as an opportunity to leverage the existing relationship to explode revenue growth. Let me tell you how! If you take a proactive approach to this situation, you no longer have to look at one of your biggest revenue streams going away. My process for this:
Using this plan has the potential to double your revenue without doing any additional prospecting, and it will make your client look amazing! That’s a win-win! Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 06 Jun 2023 | Building a BRAND NEW Category in Your Industry with Eric Olden of Strata Identity | 00:30:18 | |
Eric Olden is the CEO of Strata Identity, an identity management company. Eric is a serial entrepreneur and visionary and has been transforming the way businesses navigate the complex world of cloud and hybrid security systems, having previously worked in a senior role at Oracle he is now leading one of the most innovative companies in the tech space. Eric joins Ryan to talk about digital identity, creating a new category in his industry and how he came to create the holy grail of identity management. KEY TAKEAWAYS
BEST MOMENTS “It does for identity security what the m word did for compute” “It’s really mission critical for some of the big enterprises because without it they’re stuck, they can’t move their applications to the cloud” “You don’t have to convince us the cloud is where we want to be, the problem is getting there” “Marketing and product-led growth are hand in hand, the intent is that we use the marketing effort to attract people and aware of the product so they can serve themselves” “When we were doing product design we really mapped out the sales process and then made sure the experience and the product supported each thing” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES Strata.io/podcast ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 17 Apr 2022 | Why Simplification and Customer Relationships are Key to Creating the Best Digital Solutions: with Doctor Stephen Timme | 00:33:44 | |
Join Ryan as he talks to Dr Stephen Timme the founder and president of FinListic Solutions, a top-rated B2B Sales Intelligence Solution. He pioneered 'Client IQ', a client and intelligence service and he is also co-author to Insight-Led Selling, a book about adopting an executive mindset, credibility, communication and impact. They discuss Stephen’s go-to-market strategy, the importance of being relevant to potential buyers, understanding their unique positions and why customer relationships and simplification is key to success in a solution-based business. KEY TAKEAWAYS
BEST MOMENTS “30% of enterprise sellers are still promoting features and functions that buyers couldn’t care less about, so we pivoted” “Take off your solution hat and just read up on what people are up to” “It’s all about them [the clients] not about you” “Have a plan, it’s that simple, go ahead and set goals”
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES LinkedIn: Dr. Stephen Timme https://www.finlistics.com/blog/author/dr-stephen-timme https://www.amazon.co.uk/Insight-Led-Selling-Executive-Credibility-Communicate-ebook/dp/B097J39XH1
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 07 Aug 2022 | Game Changing Branding Techniques Proven to 10x Your Company and Grow your NRR! with David Brier, Bestselling Author and CEO of DBD International | 00:31:37 | |
David is a bestselling author and a rebranding expert, helping multiple companies transform their business all through the power of branding. He joins Ryan in this episode to share the techniques he uses, the many things he has learnt in his 40+ years of experience and talks about why simply meeting your customers’ expectations is never enough. KEY TAKEAWAYS
BEST MOMENTS “Being thick skinned enough to have passionate impartiality, you’ve got to be strong enough to look objectively” “That whole big picture look can sometimes be at the sacrifice of little things that impact everyday decisions and the customer experience” “What more are we doing to add value of a day to day basis as well as what I call the elements of surprise” “We’re all in the business of helping customers, prospect, to come to new conclusions and they’re not going to come to new conclusions with old information” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://www.linkedin.com/in/davidbrier https://www.risingabovethenoise.com https://www.amazon.co.uk/Brand-Intervention-Steps-Transform-Have/dp/0999529706
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 10 Mar 2021 | How To Marketing Playbook (Scale & Growth With Kathleen Booth) | 00:38:05 | |
Grab the free training “Building a 7- Figure Sales System in less than 3 months without having to hire or be held hostage by investors” 👇 https://www.scalerevenue.io/free-training Kathleen is incorporating what she learned about building a media business into the marketing strategies she uses for clean.io. Kathleen describes herself as a content-first marketer. The first person she hired when she joined clean.io was a content manager. That person was a trained journalist whose skills were writing, knowing how to interview, knowing the right questions to ask, and turning what they learned into great content. Two books that were an inspiration to Kathleen were Content Inc and Killing Marketing, written by Joe Pulizzi, and in both of them, he wrote about the content-first approach to marketing. That approach to Kathleen is about going faster. Kathleen believes that today, great content lies at the heart of all marketing. Content needs to be looked at as a product and not as a channel. Content treated as a product drives massive audiences and super-loyal followings. When content gets treated as a channel, it might get you to its website, but you will not go back there regularly. However, when the content is excellent and gets treated as a product, it drives habit so that content becomes part of your daily life. So you purchase a subscription, and you get it every day. In other words, when content is the product, the content is so good that people are willing to pay for it. The best media companies, and the best non-media companies that think like media companies, are becoming super-successful by injecting more brands and more personality into their content. And they are hyper-focused on their ideal audience, so there is a higher purpose behind their content, and they invest fully in what they stand for. A subscriber is a person who pays for access to content to derive value from it regularly. A member, however, has an emotional tie to what they decide to join. People become members because they believe in what that brand stands for, and they want to associate themselves with it. Membership suffers from far lower churn. It drives a more intense level of loyalty and passion. People tend to become much more vocal brand advocates for the things they join or become members of, than the things to which they subscribe. Good brands are building communities to reinforce their brand loyalty and customer longevity. Kathleen would prefer to build a community on Slack rather than on Facebook because when you have your community on Slack, you own it. With Facebook, the rules could change. For a community to be successful and take off, it needs to feel like the members own it, not the organization sponsoring it. It is best to create a community in a space where the members are already spending a lot of their time. You need to drive tremendous value in your community to get people to join it. HubSpot started creating content and building an audience before their product was ready. That is a hallmark of the media company model. To keep on driving top of funnel awareness for their products, HubSpot has to build a new audience first and then introduce their product (which is content). Kathleen sees a definite movement afoot, particularly in the tech and SaaS worlds, where the lines between product companies and media companies are starting to blur. Start from where you are. Recognize that you need to improve the quality of your content and dedicate your resources to that. Then, increase the volume and think about the content products that you are going to put out. Links and Resources: Kathleen's website Books mentioned: Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork Dan Sullivanby Content Inc Joe Pulizziby Killing Marketing by Joe Pulizzi Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 28 Sep 2020 | How to 2x Your Income (Without Cold Calling) - B2B Marketing and Social Growth | 00:08:19 | |
There are 2 key statistics that make this framework exponentially more valuable than any type of prospecting you could do:
This framework is a cheat code for prospecting! If you don’t have a specific plan to bring in sales, you won’t get the kind of results you want. This is an exercise of just 5 steps that you should make a practice of doing quarterly:
Most people will find that 80% of their results could come from 20% of their accounts. If you have this as a separate metric that you focus on and track, it will explode your sales. Many sales reps will never implement this kind of strategy on a regular basis, but those that do will rise to the top of their organizations. The bonus that this strategy gives you is that you are now nurturing relationships with your existing clients, so by doing this you get the added benefit of getting referrals from those clients. If you want to learn more tips like this for FREE grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about: https://www.smbuiltfreedom.com/pods
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| 12 May 2021 | The Secrets to Leveraging LinkedIn Paid Ads for Enterprise Sales | Anthony Blatner | 00:31:57 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Anthony Blatner came to the marketing world via the tech side of things. Anthony is the Chief Advertising Officer at Speedwork Social. He started his career at IBM, doing software development and building e-commerce stores. After leaving IBM, he started a mobile app development agency where he built mobile apps for various companies, from big tech companies down to startups. That was in the very early days of mobile apps, and Anthony saw that some software and apps did well and even went viral with a good marketing or distribution plan. Anthony found himself getting pulled into helping his clients with their marketing after building apps for them. That was how he made the transition into the world of marketing. Anthony sold his mobile app development agency several years ago. Since starting Speedwork Social, he has spent several years focusing on LinkedIn ads and B2B. He now helps tech and B2B companies use LinkedIn ads to reach their target customers and manage their ad campaigns. Links and resources: Anthony Blatner on LinkedIn On Speedwork Social website Anthony’s email - Anthony@speedworksocial.com LinkedIn ads is a more expensive platform than most other ad platforms, so for your sales funnel calculation, you need your LTV (Life Time Value) to be at least 15K for the ROI (Return on Investment) to make sense on LinkedIn. Most of the LinkedIn ad campaigns start at between $8 and$12 per click. The lead costs are usually between $50 and $100 to start, depending on who you are targeting. There are several reasons for using LinkedIn paid ads:
An example of what a LinkedIn ad campaign would be:
Anthony recommends a multichannel approach in the follow-up. When someone signs up for a lead magnet:
Look for the deal size and the target-ability of your audience. Your minimum audience size should be around 100 000 people on LinkedIn. Your absolute minimum can go down to about 20 000- 30 000 people if you know what you are doing and who to target. Anthony does not recommend importing your Facebook campaign to LinkedIn. The iOS 14 rollout will have an impact on retargeting. Basic retargeting will be limited, and the audiences will be a lot smaller. An actionable five-step framework for using LinkedIn ads:
A tip:
Most people doing extended campaigns spend around $5000 per month. The biggest mistakes Anthony sees are:
Anthony recommends that you start with image ads. Image ads usually convert a lot better because someone can view an image and digest it immediately. | |||
| 25 Apr 2023 | Creatively Applying AI in Your Business with Aaron Schoenberger of Soteria Intelligence | 00:30:23 | |
Aaron Schoenberger is the founder and CEO of Soteria Intelligence an AI software business featured by both the BBC and The Guardian. Aaron has a patent on deep learning based on social monitoring and has been in the AI space for over 5 years. In this episode, he reveals what’s possible right now in the AI space and shares how you can apply these learnings to your business both creatively and effectively. KEY TAKEAWAYS
BEST MOMENTS “I’m deeply passionate on the b2b side about the customer experience” “We’ve tried to scale intelligently and not too quickly” “When you look at behaviours on a very large scale you can start to look at those multi-modal elements and fuse them together to produce the end results” “Why not engage people and create life-long relationships that generate a lot more revenue in the future” “Nobody knew what AI was when we launched this, it was a pie in the sky concept” “Now the masses understand AI, now the masses are interested in AI” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/company/soteria-intelligence/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 25 Jul 2023 | Democratizing the World of Investment with Bob Elliott CEO of Unlimited | 00:32:14 | |
Bob Elliott previously worked with Ray Dalio for 14 years, and was the head of his investment committee and was also involved in creating the largest hedge fund in the world with over 100 Billion Dollars! Bob recently co-founded the charity GiveWell and is now the co-founder and CEO of Unlimited, an investment start-up that uses propriety tech for alternative investments to give access to all. He joins Ryan to talk about what drove him to create such a company, the things he has learnt from his experience in the finance industry as well as what he sees for the future of tech and AI in how the economy operates and functions. KEY TAKEAWAYS
BEST MOMENTS “[We’re] bringing that sort of institutional quality investment insight and making it freely available to everyone” “It nagged at me whether there was a way to bring those sophisticated asset management strategies and bring them to the everyday investor” “Weak growth and weak economic activity and falling stock prices isn’t that bad if you can protect yourself from that by holding bonds in your portfolio” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/ttoillebob/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 23 Sep 2020 | How To Create Lifestyle Freedom | Erynn Bell (Business, Saas and Growth) | 00:30:53 | |
Her superpowers include the ability to develop rapport at lightning speed, bringing to the table the amount of energy it would *theoretically* take to move a mountain, grit and tenacity to deliver results and making the grumpiest of people crack a smile. She loves SaaS, disruptive technology and changing people's perspectives. Her sales methodology is a mix of the challenger sale, Go-Giver mentality, leveraging mentors and peers within her network plus a heavy emphasis on growth mindset. For Erynn, making big moves and taking risks isn’t nearly as hard as it would be for her to settle into a normal, 9-5 existence. She’s enjoyed learning from her travel and adventures and taking jobs that contributed to her lifestyle freedom. Erynn eventually made a transition to B2B sales, but even through that transition she maintained her lifestyle freedom. Her life philosophy is figuring out how to enjoy her life and continually level up. Critical skills that contribute to Erynn’s success is her learning agility. At the heart of her learning agility is having a natural curiosity and hunger to learn. The ninja skill that Erynn gives credit for so much of her success is her life hacking skills. She has an innate ability to find opportunities to get in front of people and learn from them! Erynn has assembled what she calls an “Avengers” team of business mentors that give her feedback and different perspectives, to allow her to use her critical thinking skills across varying data points and help her better test what works and what doesn’t. This is how she has become successful in her roles. Executing on life hacking opportunities has allowed Erynn to put herself in situations where she was playing in a smaller pool and rise to the next level, which exploded her career. Earlier this year, Erynn had a cold DM in her LinkedIn about an opening at Degreed. So, she scheduled meetings with everyone she could find that would give her insight into enterprise sales. Erynn’s execution tips:
Erynn learned her opportunity hacking skills by:
Erynn’s “I want more out of life” moment, has been a continuous theme in her life. Because of her imposter syndrome, she always felt like she needed to overcompensate. Because she had spent so much money on her degree, it really caused her to want to figure out ways to put it to good use. She knew she was smart, but she needed to level up her skills to build the life she wanted. The varied work history that Erynn has gives her an edge. She’s been able to take valuable and critical skills from different industries and apply them across industries in a unique way. Performing, chasing sales numbers and over-achieving becomes a little bit addicting. Connect with Erynn Bell: On LinkedIn Books Mentioned: If you want to learn more tips like this for FREE grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about: https://www.smbuiltfreedom.com/pod
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 31 Jul 2024 | Beyond Pipeline: Rethinking AI's Role in Sales | Andy Paul Part 2 | 00:25:19 | |
Join Ryan in part 2 of his conversation with podcaster Andy Paul as they explore the pros and cons of AI in sales. They discuss new use cases for AI and share transformative examples for revenue growth. Andy provides interesting ideas around the challenges of AI adoption, the importance of helping buyers make decisions, and the need for thoughtful application of technology in sales processes. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "We need to have thoughtful people who are looking at the problem from the right perspective "Pipeline is the siren song that's going to cure all for companies. That's what most folks are attracted to." "If we're gonna make the decision to actually sell to this person, actually bring this opportunity into our pipeline, we should win it. It's that simple." "Thoughtfulness is definitely a superpower. I agree with you on that, man. And I think like one, one other one that I'm seeing that's... is curiosity as well, right?" "We're training curiosity out of our sellers and saying that this is the way they should act when really we want the opposite." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 26 Oct 2020 | Prospecting and Business Development (Growth marketing and Business Scale) | 00:19:39 | |
In advance planning for the Enterprise Sales Summit, I created main categories and then sub-topics that would be applicable for every account executive, sales rep, sales manager, etc would be interested in. I then reverse engineered my topics and sought out the speakers who had the best tools to address those issues. Day 1 - Prospecting and Business Development We have 2 categories:
There are so many ways to get leads in both the inbound and outbound channels. Inbound tips - put your team in a situation where they can be successful and that plays well into their strengths. Outbound tips - where are the 4% of people that are already looking for your solution and how can you begin interacting with them so it sets your team up for success by leveraging data. All of my speakers are wildly successful in each area of their respective sub-niches within the sales niche. If you go all in on the 2 or 3 strategies that fall within your strengths and what you really like doing - it will change your life! Day 2 - Massive Pipeline Acceleration 2 Categories:
Day 3 - The Hand to Hand Combat of Sales
As you can see, we’ve covered every aspect of sales that can help you no matter where you are in your sales career. The best experts in each of these categories presented so many tactical frameworks that you can actually apply immediately and begin exploding your performance. Sign Up to Hear From 28 of the Top Sales Minds in the world for FREE: https://enterprisesalessummit.com/signup Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 24 Sep 2023 | Will 30% of Sales Jobs Get Automated in The Next 12 Months? | 00:15:27 | |
Get on the List Today: https://www.aiforrevenue.com/salesai This episode discusses how sales roles could be impacted by AI automation in the next 12 months. Ryan explains how tools like Google Duplex demonstrate the rapid advancement of AI in mimicking human conversations. He warns that 30% of sales jobs could get eliminated due to AI's ability to automate communication and data analysis. However, Ryan offers solutions - take a personal audit of automatable tasks, understand the AI landscape, take initiative in your company to utilize AI, and establish yourself as an AI expert. By proactively using AI as an "Iron Man suit", sales professionals can augment their abilities rather than be replaced. Ryan makes an urgent call to action to ride the AI wave rather than be crushed by it. KEY TAKEAWAYS
BEST MOMENTS "We're human now. How do we then evolve to become a cyborg with how we work and effectively become superhuman where we're like Tony Stark flying around." "You don't need to buy 50 slave tools if you understand the one master tool and how to leverage it, and that's the large language model foundation." "By taking the lead with yourself and understanding AI, you will now be the go-to person - the AI expert in the organization." "I wanted to make this episode to call out this threat because I see so many people falling asleep at the wheel with AI." "You're either riding the wave or you are getting crushed by it. The challenge is up to you." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 03 Mar 2021 | How To Grow Referrals Virtually | Dan Horwich (Marketing & Business Scale) | 00:31:20 | |
Grab the free training “Building a 7- Figure Sales System in less than 3 months without having to hire or be held hostage by investors” 👇 https://www.scalerevenue.io/free-training Dan is an active networker. He focuses on making a difference in the professional lives of IT practitioners, VPs of Sales, and CROs. Dan developed a company called Camp IT, of which he is currently the President and Executive Director. Camp IT provides virtual and on-site conferences. Before Covid, the business was 100% in-person. In the second week of March 2020, Dan shifted it to 100% virtual, and since doing that, the business has grown tremendously. Dan’s family started Camp IT thirty-seven years ago. Before that, Dan was a salesperson in IT, so he has gone through the whole range of cold-calling, hunting, farming, and all the different required skills. And those skills are different from the skills required when running your own business. Over time, Dan has noticed that people buy from those they trust, those with integrity, and those with credibility. The challenge for many entrepreneurs lies in knowing what to do right now, given the current environment, and knowing how to scale when customers are not at their desks. Dan explains that the key to that is leveraging the relationships that you have. Although Dan has built some great relationships over the past couple of decades, he understands that you cannot just rest on past relationships. You need to keep on building new ones and stay focused on finding a common thread with individuals, even if it has nothing to do with business. You are always one degree away from someone who is potentially a buyer, just by figuring out the commonalities you have with individuals, establishing that baseline, and asking for introductions. The key to that is that you never ask for introductions until you have given introductions to someone. Dan attributes the growth of his business to speeding up his networking efforts, flipping to virtual, and positioning himself. The key to networking is going a lot deeper than just meeting people and figuring out how to help each other. Think about individuals as human beings who are trying to put food on the table. Dan always thinks about how he can make his attendees more effective. And give them insights, help them indirectly to get promoted, and help them articulate the successes they have had with their businesses. From the sponsor side, he thinks about how he can establish a connection between the sponsors and the buyers in the virtual world. Dan’s secret sauce is based on relationships and connections that go back decades. With networking, you have to always think about the human side of it. That means you need to step back, get rid of what you are trying to pitch, consider people’s worries, concerns, fears, needs, and desires, get to know them as people, and help them in their personal lives. Dan reaches out to people by getting to know them, establishing a human connection, and thinking about their human needs and what is in it for them. The pitching is not most important. Creating a human relationship is most important. Let the conversation flow rather than asking direct questions. And you should know what your ‘why’ is, and what their ‘why’ is. Dan looks at LinkedIn as a place for him to connect with people where he can reach out and help them. When you give a whole lot before you take anything, it separates you in several ways. Firstly, you will be seen genuinely, and people will know that you truly care. Most of the time, when people get helped by someone else, they either want to pay it forward to someone else, or they want to pay it back. Either way, you are creating goodwill. The best way to network is to go out and help people. Those that respond could potentially introduce you to other like-minded people. In that way, you could get ten to fifteen introductions just by extending yourself to those who need help. You can join some online groups that are trying to make a difference, where people are volunteering. In that way, you can meet like-minded people. Don’t only reach out to those who are your direct prospects. Reach out to the people who would possibly sit between you and those people, who are connected to other targets and could make a trusted introduction to your intended target. To better understand the human side of someone and show that you care, you need to think about what they could be going through right now. You can assume that there are five things that they could be thinking about:
Behind every buyer is a human being who has the same stresses as everyone else. Separate your business or corporate brand from your personal brand. The personal brand is who you are as a professional, and that is not necessarily tied to the company you work for. Your personal brand has to be full-service because not every salesperson has a unique understanding of the individual, nor do they necessarily value the individual beyond the buyer. People want to be heard, and they want to know that someone cares. Be firm while you are being generous because there are some advantage-takers out there. Dan shares an excellent process for networking:
You need to be aware and understand everyone in your ecosystem. Dan likes to do ‘Pay it Forward Fridays’ where he calls up four people who he met during the week, after promoting them on LinkedIn, and introduces them to each other. It all starts with going out there with the idea of helping people. If you are a good networker, your success is how successful you have made other people. Links and resources: Contact Dan on LinkedIn Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 20 Feb 2023 | Creating a Solution BUILT for 4X Growth Every Year with Scott McCrady of SolCyber | 00:27:18 | |
Scott McCrady is the founder of SolCyber a security platform that aims to simplify businesses security needs. Scott previously held senior positions at both EDS and IBM and joins Ryan to talk about how he got to this stage in his journey, his plans for the future as well as sharing his killer framework for creating a solution with perfect product market fit. KEY TAKEAWAYS
BEST MOMENTS “We’re really providing a sophisticated level of security and the midmarket likes getting access to that” “A lot of it depends on the timing of the market, funding today is very different to 12 months ago” “As a founder som times you get lucky sometimes you don’t” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/scottmccrady/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 02 Mar 2022 | 3D Thinking With Paul Powers | 00:32:28 | |
In this episode, Ryan is joined by Paul Powers. Paul is a self-made serial entrepreneur with a law degree from Heidelberg University who co-founded Physna, a software company that compares 3-D models. Physna's software can compare and analyse thousands of 3-D models in seconds, improving design and quality control.
KEY TAKEAWAYS
BEST MOMENTS ' The way that Physna’s designed is to allow you to find anything with whatever you have.’ ‘If I could marry those two, business and technology, that to me felt like the most exciting route to take to have the biggest effect I could.’ ‘It’s bridging the gap between what’s physical and digital. It’s kinda like taking software from binary to trinary, if you will.’
VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is an 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while adding $30M in capital revenue in less than 6 years. He did this all with only 4 salespeople and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed.
CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ | |||
| 10 Sep 2024 | The Future of Tech Startups: Kyle York Discusses Market-Driven R&D and Efficient Go-to-Market Strategies | 00:22:14 | |
Ryan sits down with Kyle York, CEO of York IE, to discuss his innovative business model that combines venture capital with advisory services. Kyle shares insights from his journey of scaling a company from zero to $200 million before its exit to Oracle, highlighting the unique challenges and opportunities of bootstrapping a service-heavy business. They look at the integration of AI and offshore outsourcing within their operations, as well as the importance of a pragmatic approach to growth, R&D, and go-to-market strategies. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "Our model is a subscription-based model where we sell tech-enabled services in R&D, go-to-market, and G&A. Each service is modularized and has different tiering structure and price points based on what your startup needs support on." "AI to me is only as good as the data that you feed it and humans' ability to leverage it... Too often, I'm seeing AI as the be-all, end-all and not the enhancement or differentiation of things." "We basically created a platform called Fuel... It’ll go crawl the datasets that we have and look for companies and points of views and perspectives and spit you back those topics." "Business building is hard... Not everything I'm saying is created equal. Some of our services are growing faster, have higher revenue or higher margin, or are more tech and AI-enabled than others." Ryan Staley Founder and CEO Whale Boss | |||
| 12 Jun 2024 | AI Investable Tools and Future-Proof Strategies: Andrew Johnston Part 2 | 00:20:30 | |
Ryan speaks with Andrew Johnston the head of sales at Superhuman for a second time, to explore the landscape of AI tools. Andrew shares his unique perspective on what makes an investable AI company, the importance of seamless integration and workflow, and the future of AI. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "What I try to look for is for companies that have integrated in a smart way, but have built a unique IP or workflow so that it's more like 75 per cent of what they've built." "I think what's important is two things. One is. If you're going to invest in a tool or you're going to find a tool that you use, like, does it get you to an outcome or is it just a chatbot?" "Distribution is key. You know, who's your market, who you're going after, why is the product sticky? I think that's really, really important to think through."
Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 02 Apr 2023 | Using Open Source to Bootstrap from $0 to $3million with Kiran Kumar Vangaveti Founder and CEO of BluSapphire | 00:30:34 | |
Kiran Vangaveti is the founder and CEO of BluSapphire, a SaaS provider for Cyber Security. Kiran joins Ryan to talk about how he bootstrapped his way from 0 to $3million ARR, building on his 24 years of experience working in several fortune 100 companies. He talks about the founding principles of creating BluSapphire and the steps they took to build a capital-efficient company using an open-source model. KEY TAKEAWAYS
BEST MOMENTS “We’re looking at security as a service” “Our aim is to establish ourselves as thought leaders in the space” “The idea is to keep it as flexible as possible” “We always believed in trading in the black, being capital efficient” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/kiranvangaveti/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 10 Jan 2024 | How to Pivot and Embrace AI for Growth with Aaron Letzeiser Co-Founder & COO of Obie | 00:30:47 | |
Ryan is joined by the Co-Founder and COO of Obie insurance, Aaron Letzeiser, who shares how identifying one costly mistake led him to pivot and embrace AI for growth. Listen as Aaron talks about the critical decisions that make-or-break start-ups; from avoiding common founder missteps to leveraging partners for customer acquisition. Aaron also brings a tactical playbook for scaling with limited resources and shares actionable growth tactics. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "We really should have continued to listen to our customers and utilize that as the guiding principle of what we ended up building." "Do one thing and do it well. That was advice we should have taken sooner." "AI is endless. We use visual models to identify fire hydrants and drive insurance underwriting." "As the team grows, how do we ensure the quality does not also drop off?" Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 01 Aug 2023 | Webex CEO to Serial Start-Up Founder with Doug Dennerline of Betterworks | 00:31:58 | |
In this episode, Ryan is joined by an individual with possibly the deepest and richest background of anyone he has ever interviewed! Doug Dennerline originally started out in Silicon Valley back in 1982 at HP, he then worked his way to becoming the CEO of Cisco and took it from 400 sales reps to 6000 with a 9.8 billion dollar budget. After this, Dough was the CEO of Webex before founding and selling his first start-up and now is onto his newest start-up called Betterworks which is reinventing the way people are managed. Doug and Ryan focus on leadership and people management in this episode including the importance of finding the right HR partner, how to build a great team and incentivise them to generate revenue and how AI will change the HR world forever. KEY TAKEAWAYS
BEST MOMENTS “The annual performance review, research has proven people hate giving it, people hate getting it and it doesn’t improve performance” “The hardest people worked for me was when I was able to connect the corporate goals to individual goals, both personally and professionally” “Cisco just had massive growth when I was there” “We bought Webex in 8 days, closed that deal in 8 days!” “I went from being a sales leader to an operator, a CEO, and I’ve been running SaaS companies ever since” “I really enjoyed the start-up aspect, the impact you can have on a smaller company” “The company with the best team has the highest chance of winning” “I have a very low ego environment in my company and I don’t believe in lines” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 10 Aug 2022 | 0-$40 million revenue with ZERO employees - with Michael Brooks of goLance | 00:38:25 | |
Ryan is joined by Michael Brooks in this episode. Michael is both the founder and ceo of goLance, a freelancer platform that is both fully remote and staffed completely by freelancers. Michael talks to Ryan about how they differentiate themselves from other freelancer platforms, what he has managed to build through the power of relationships, communication and trust as well as the highs and lows of having a fully remote, fully freelance team. KEY TAKEAWAYS
“Providing value is the best marketing one can do” “No one feels hurt, everyone feels like they have a lot of value” “We want to build relationships that last forever” “You can drive your business by understanding the responses of your community” “Find creative ways to create culture and give people a sense that their part of your company”
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://blog.golance.com/author/michael-a-brooks/ https://pr.linkedin.com/in/michaelabrooks https://www.amazon.co.uk/REMOTE-Freelancers-Thriving-Business-Anywhere-ebook/dp/B08DM7VT5D
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 18 Aug 2020 | Close Multi-Millions Without Trading Years of Your Life (Sales, Growth, SAAS, B2B) | 00:10:27 | |
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 20 Jul 2022 | Blue Sky Thinking for Business Growth - Speaking Julie Brinkman, CEO of Beyond Pricing | 00:34:34 | |
Julie Brinkman, CEO at Beyond Pricing, joins Ryan in this episode to talk all about her passion for business growth and the unique strategies and capital principles she has applied to different markets across the years. She has gained a wealth of experience including a role as CEO in a HR start-up and holding senior positions in global company Groupon. Most recently she has taken Beyond Pricing from a struggling position at the peak of covid and led them to 100% YOY growth. Join Ryan and Julie in this episode for some great takeaways on capital growth and business strategy.
KEY TAKEAWAYS
BEST MOMENTS “We acquired them through a product-led growth strategy” “There are a lot of parallels between saas and running your own short-term rental business” “I got really addicted to growing a business, setting strategies and hitting goals” “I let my results speak for themselves” “I don’t think you can run start-ups unless you think anything is possible” “Those companies that deliver real value to customers in a real way will survive” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://www.linkedin.com/in/jrbrinkman
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 12 Oct 2020 | Pattern Interrupt Prospecting | Justin Michael (Marketing, B2B and Growth) | 00:28:59 | |
After having 19 companies trying to hire him at once, Justin decided that he should pursue consulting. He developed sales automation that more resembles text messages than marketing messages, and it’s just had tremendous results. His short burst pattern emails have really disrupted traditional marketing. He created some guides and it took off like wildfire. He created the world’s first Discord server for sales and he’s helping sales reps and companies at the same time. Justin is passionate about results, and he’s also incredibly motivated by helping other people to get results. He’s a dabbler and he’s got his fingers in a lot of things. Justin loves developing sequences and seeing what kind of results he can get. The interesting thing about Justin is that he puts everything he develops out into the world and shows others how to get results too. It’s interesting to watch him hone his craft and be able to help so many people just by doing what he does best. Connect with Justin Michael: https://justinmichaelconsulting.com https://www.patreon.com/michaeljustin https://www.linkedin.com/in/michaeljustin/
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 29 Jul 2024 | From Zero to 200K: Building a Loyal Audience Part 1 with Andy Paul | 00:24:49 | |
Ryan is joined by fellow podcaster Andy Paul to uncover the secrets of building massive attention and growing connections in today's digital landscape. With nine years of podcasting experience and over 200k LinkedIn followers, Andy shares his knowledge on scaling attention, creating distribution, and the power of consistency. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "I was inspired to start this podcast... I heard John Lee Dumas speak... And I was thinking, well, yeah, that sounds like a fun way to create content that people will find valuable." "Consistency, I think, is really the thing that I keep coming back to... you're trying to sort of train the audience that you are going to be there at a certain time or a certain point in time every week." "For me, over all the years that I've been doing this, my focus has always been, is I'm going to be as prepared as I can be overprepared for every conversation." "We're one person throughout our entire lives, you know, as we are in our life, we are in sales and, you know, if we show up interested in other people, if we show up and are curious about things that are important to them, we make a real effort to understand them, if we're willing to give of ourselves to help them achieve what's important to them, we'll succeed." "The only reason somebody talks to you as a salesperson these days is because they need your help." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 27 Feb 2023 | 3X Founder Shares Number 1 Tip to Surviving in SaaS with Maarten Verwaest of Limecraft | 00:33:10 | |
Maarten Verwaest is the founder and CEO of Limecraft, which takes technology, automation and AI to help media companies manage their workflows and include clients such as Associated Press. Not only has Maarten founded 3 SaaS companies, but he has also facilitated 2 successful exits and in this episode talks about how he initially created capital for a $ 3 million MVP as well as shares the knowledge that saved him from closing down; instead adding 10% growth month on month!
KEY TAKEAWAYS
BEST MOMENTS “We automate repetitive work” “Our net revenue retention is 25% without having to do any additional sales” “If you’re developing a SaaS company you need to filter out the good early adopters, they will challenge you, they will help you figure out what pricing works” “Creative people don’t give a shit about technology, they just want it to work” “90% of the text it recognises is plan bullsh*t it’s nothing to do with the video” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/maartenverwaest/?originalSubdomain=be ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 06 Jul 2022 | AI Could Be the Answer to the Worlds Problems - Speaking with Jordi Torras of Inbenta: Creator of Conversational AI | 00:42:20 | |
Jordi Torras is the co-founder and CEO of Inbenta. Inbenta started off in the professional services space before making the jump to saas and have doubled in size every year since! They are a multi-award-winning company and have many big brands on their books. Jordi talks with Ryan all about his innovative AI solution for digital companies, the power of natural language processing as well as the challenges he and the AI industry face. KEY TAKEAWAYS
BEST MOMENTS “We use a classic b2b sales process” “We have this layered approach where we understand language” “How can I make technology that is tied with the natural growth of the company?” “We can save the climate change problem and we will”
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://www.inbenta.com/en/ ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 28 Feb 2022 | It’s All About The Credentials With Jonathan Finkelstein | 00:30:43 | |
Joining Ryan on this episode is Jonathan Finkelstein, the founder and CEO of Credly; a top 50 hottest tech company recently acquired by Pearson that helps the world speak a common language about people’s knowledge, skills, and abilities. Thousands of employers, training organisations, associations, certification programs, and workforce development initiatives use Credly to help individuals translate their learning experiences into professional opportunities using trusted, portable, digital credentials. He is author of Learning in Real Time, a frequent contributor and speaker on HR and learning technology, a former board member of the American Alliance of Museums Media & Technology Committee, and producer or host of thousands of online events and programs for talent development, learning and HR audiences.
KEY TAKEAWAYS
BEST MOMENTS ' A lot of people over the last year have been re-thinking what it is they want to do in the world, what are they good at?’ ‘What do you have to show for it at the end? The state of the art was still at best a paper certificate saying ‘good job’ attaboy, attagirl, you completed this thing.’ ’Virtually everyone that engages in learning or taking an assessment or getting a certification has some positive benefit they have in mind.’ ‘We want people to understand what their human capital is actually worth.’
VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is an 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while adding $30M in capital revenue in less than 6 years. He did this all with only 4 salespeople and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed.
CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ | |||
| 20 Nov 2023 | How to Grow Your Niche Podcast to 1 Million Listeners Using AI with Jaeden Schafer of AI Box | 00:38:15 | |
Join Ryan in this episode as he interviews AI expert Jaeden Schafer on how he leveraged chatGPT to rapidly grow his AI podcast to over 1 million listens! They dive into the controversial implications of AI-generated content and Jaeden's unique growth strategies for standing out on social media. Don't miss his exclusive tips on launching multiple niche podcasts simultaneously to determine the best niche. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "I started 10 podcasts, not episodes, but like full blown podcast channels in whatever that niches and I gave them all a one word keyword name." "You just direct your own movie and it will just throw it all together with the actors you pick." "I actually had podcasts with like 100% AI generated content and multiple got over 100,000 listens on them." "At the end of the day, like going to a conference has its own value for networking, but I might just want to sit on my couch." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 16 Apr 2023 | Why You Should Democratise Your Product with Tom Albert CEO and Founder of Measured Risk | 00:37:26 | |
Tom Albert is the founder and CEO of measured risk, which helps triangulate risk with advanced data science technology. He has worked with the NSA, Department of Defence and has gone on to be a top 5% sales producer for Oracle and developed an AI engine that can see most of the information on the internet from social media to the dark web! He joins Ryan to talk about all this, including being featured on the show Unicorn Hunters and more in this unique and varied episode of The Scale Up Show. KEY TAKEAWAYS
BEST MOMENTS “We started with a vision of product” “We don’t want to be reactive; we always want to be out driving opportunity” “We’ve been smart about how deployed capital, measuring it with the demand of the market” “We’re gonna go ahead and open this up to the world” “Chat GPT style, democratise it and see what happens, light the match and watch it explode” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/tomalbert/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 08 Jan 2024 | My Top 4 AI predictions for 2024 | 00:07:32 | |
Ryan reveals his top predictions for AI in 2024 including what existing features will advance and develop as well as brand new capabilities. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "This will be the year we go from open-AI to open-source AI” “Individual videos will be customized for individual people” “Agents are a collection of automated processes that the GPTs are going to provide” “The number 2 area that was being focused on, is sales and marketing” “83% of organizations don’t know how to implement AI” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 31 Jan 2022 | Why Strategy and Tactics Aren’t the Reasons You Are Missing Your Goals | 00:14:35 | |
In this solo show, Ryan talks about setting out your goals for the next 12 months and whatever they may be, there’s a way to complete them as long as you take the time to look inwardly and are willing to adapt.
KEY TAKEAWAYS
BEST MOMENTS ‘Human potential is nearly limitless, you can acquire new skills in any area at any time’ ‘Look at failure like AI would look at failure. It’s just feedback’ ‘I might work 50 hours a week, but I might only get 30 hours of productivity’
VALUABLE RESOURCES The Impact Belief System https://impacttheory.com/blog/impact-theory-belief-system-25-bullet-points/
ABOUT THE GUEST Since founding UpClear in 2007, Thierry has been a driving force behind the Company’s rapid growth. With an absolute passion for client satisfaction and collaboration, combined with a focused strategy of embracing our software-as-a-service model, we now serve clients in over twenty countries across four continents. Understanding the challenges commercial teams face from over ten years of experience in the USA and Europe in the Fast-Moving Consumer Goods industry, Thierry developed BluePlanner, our revenue management software, and created UpClear. His aim then, as now, is to provide an intuitive ‘one-stop-shop’ for the commercial teams: “If it makes the job harder or more complicated it isn’t right.” Thierry is an avid runner, participating in the New York and Paris marathons every year.
LinkedIn: https://www.linkedin.com/in/tsoudee
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years. He did this all with only 4 sales people and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed.
CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ | |||
| 18 Apr 2023 | What If Chat GPT Ran a Company? With Joao Ferrao Dos Santos Founder of Underdog Founders | 00:42:52 | |
Ryan is joined by Joao in this episode. Joao is currently in the middle of a social experiment, where he has made Chat GPT the CEO, co-founder and creator of a company! He talks to Ryan all about the method to building this experiment including the challenges and what has surprised him along the way. Joao and Ryan also talk about the wider conversation on AI including the effect it may have on various industries as well as the human impact. KEY TAKEAWAYS
BEST MOMENTS “Most challenging thing was definitely managing inbound” “Good copywriters, good storytellers, aren’t losing their job, yet” “I want to create content that I will respect, I don’t want to use templates to sound like everyone else” “The story is pretty crazy…we’re probably the craziest fashion label of 2023” “We are disrupting basically almost everything and the reality is it’s a big double-edged sword” “Technology is accelerating ahead of our emotions” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/joao-ferrao-dos-santos/?originalSubdomain=pt ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 10 Aug 2022 | WELCOME TO THE SCALE UP SHOW! [SaaS B2B Scale] | 00:01:23 | |
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 14 Jun 2022 | Why the Right Operating Principles Matter! Building the Successful Team Behind One of the Fastest Growing IT Expense Management Solutions - Speaking with Ed Roshitsh of Brightfin | 00:35:44 | |
Ed Roshitsh is the CEO of Brightfin, one of the fastest growing Inc 5000 companies. Ed is also the author of Leadership book Solid Handshake and created an increase of 3 billion in shareholder value for multiple PE Portfolio Companies including Blackbaud, Vertafore and PointClickCare. Brightfin were put together by a private equity firm out of Chicago in the peak of the Pandemic. They had a hypothesis about the market and put three separate companies together to create Brightfin who now hold a revenue between 32 and 36 million. KEY TAKEAWAYS
BEST MOMENTS “You can build a pretty good and predictable revenue path by reverse engineering how much you need of x, y and z” “Right now the hardest work is to cut through the noise on your website digitally” “Collaboration and consensus building is what helps us get to the best decisions” “Bad news should travel faster than good so we can fix it”
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy
EPISODE RESOURCES https://www.linkedin.com/in/roshitsh/ https://www.brightfin.com/resources/team_member/ed-roshitsh/
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 11 Nov 2020 | How To Eliminate Cold Calling? | Latane Conant (Marketing & Social Growth) | 00:31:39 | |
Latane Conant is the Chief Marketing Officer of 6sense. She is the best-selling author of the book, No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing. Latane has an unconventional background. She used to be an accountant, but she needed to move on from that because she has dyslexia. So she ended up in consulting. She got into software sales after that, and she now jokes about being a recovering software salesperson. She then got asked to help with marketing and became a marketer. That is where she found her true passion. She spent some time at Appirio, as a Chief Marketing Officer, before joining 6sense. She joined 6sense because she fell in love with what they were doing. She had tried to do account-based at Imperial, but she failed because she did not have the right technology. Latane found that account-based is not just a campaign. It is like a change and go to market strategy, and that kind of change needs people, process, and technology. And it all starts with the accounts that you select. 6sense What Latane loves about 6sense is that it makes it very clear statistically which accounts present her with the best opportunities. It is math-based, and it is built on what AI is saying about the accounts you are most likely to win in your ICP. It looks at members of the buying team, and the AI will tell you if you are engaging the people who would usually result in a closed one deal. It will allow you to find out which territories are hot and where you will have the best opportunity to sell bigger deals, have faster cycle times, and better win rates. And it takes a lot of the debate and delays out of a marketing and sales motion. The difference between mentorship and sponsorship Mentorship is just giving someone advice. Sponsorship is saying that you will put your credibility on the line in vouching for someone because that person is amazing, and you are willing to put your brand and credibility behind them. You need a track record of commitment Few people will commit to doing something and then go and do it without any drama. So, if you want people to stand up for you, you need to be the kind of person that people know they can always rely on once you have committed to doing something. Dark funnels There are accounts out there that have problems with their market fit to what you do and are researching things that would indicate that they are ready to buy what you have. That is your dark funnel. It happens all the time, and you probably don’t even know about it. Sales and marketing can go to work and do the good work they love to do if they have data rather than debate and delay. That would be possible if someone could come in and uncover your dark funnel. To do that, they would need to:
Once you have uncovered your dark funnel, you start to understand the accounts that are in target, and you will also know the right time for sales to engage. That will inform you about what can be done for different segments, like financial services. It will tell you whether or not you should go in there and what it will take if you do. The 6sense solution The 6sense solution gives you all of the data you need elegantly. And it allows marketers to go and run a campaign instantly. It will also tell salespeople why an account is in-market. Time As a seller, the number one thing that you have is your time. So you should not waste it on the things that are not worth it. Make sure that you choose wisely and that you are working on the right stuff. A fundamental change to B2B sales marketing When Latane saw all the different elements coming together at 6sense, she knew that the company would be able to change B2B sales marketing fundamentally. That is why she knew she had to take a job at 6sense. The power of 6sense Latane explains that the strategy is less about the size of a company and more about sales motion. The power of 6sense is that it can pick up on multiple buyers and put together the dynamics of a buying team. The window of opportunity 6sense time stamps the window of opportunity. They also have an SLA to guide the way they work the account and to make sure that they start multithreading from the get-go. The results The process results in 75% better conversions, 40% faster cycle times, and 50% larger deals. Selling change Although Latane sells technology, she sells change even more. Links and resources: Connect with Latane on LinkedIn Revenue Collective website 6sense website Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 30 Oct 2023 | The ChatGPT ROI Formula that Sales Legends Don't Want You to Know | 00:13:50 | |
What are 60% of sales organisations failing at? Join Ryan in this episode as he talks all about generating clear ROI that your customers believe in, including how to identify tangible solutions, the framework he uses and some of the key ways you can leverage AI to create game-changing results. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “Most people don’t talk about this in public” “Always do that extra 5%/10% on the quality side” “The number one thing people in big companies are trying to do is avoid doing more work” “I use ChatGPT which I think is the best for creative thinking” "You are gonna be looked at completely different to every other competitor that you run into because you're speaking in their ROI love language" Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 24 Jan 2024 | How to 10X Your Startup's Growth | RevOps Explained with Cliff Simon CRO of Carabiner Group | 00:29:32 | |
Ryan interviews Cliff Simon, co-founder and CRO of Carabiner Group, about the concept of Revenue Operations. Simon provides tactical advice on implementing RevOps using real examples from his career scaling multiple start-ups. Learn how RevOps helps drive growth through data, customer journey mapping, and ecosystem-led strategies. He also shares his system for booking over 80 meetings a month through communities to drive pipeline! Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "If this is the thing that's going to unlock your business, why wouldn't you invest there? It's not a cost centre." "I can think back to one specific call when we were doing a CRO school...that one conversation led to five customers because people hit up, hit me up after the fact." "It's got to be all of the appropriate pieces coming together, whether that's the right pieces of technology, the right service providers, the right talent inside of an organisation." "I still think that's like pretty far across the chasm for a lot of folks, but it's coming and it's coming faster than I think any of us anticipated it coming." "We all as human beings crave authentic, interpersonal relationships and you can't, you can't get that from an AI." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 02 May 2023 | Leveraging AI and Combatting Churn in Your SaaS Business with Jonathan Fishbeck Founder and CEO of EstateSpace | 00:28:56 | |
Jonathan Fishbeck is the founder and CEO of Estate Space, the no1 cloud software for ultra-high net worth market individuals, to manage non-financial assets. Jonathan is a three-time founder and has been serving the luxury market for over a decade! Jonathan reveals what led him to decide to serve such a unique market and the challenges he has faced including how they combatted churn. Jonathan and Ryan also talk about how to leverage AI in your SaaS business. KEY TAKEAWAYS
BEST MOMENTS “We had a perfect recipe as a services company so we knew the gap in technology” “We learned in beta what we needed to build for our commercial product and also learned who we needed to build it for” “We’re selling to people to do business with each other” “We’re agile so we’re able to help them in the most helpful manner” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 15 Feb 2023 | Six-Time Founder Reveals How to Create Over $250 Million in Exits with Gregory Shove, Founder and CEO of Section4 | 00:24:57 | |
Gregory Shove is the founder and CEO of Section4. Gregory has founded 6 companies and created over $250 million in exits! He talks to Ryan about how he made all this possible as well as how to recession-proof your business. KEY TAKEAWAYS
BEST MOMENTS “Lots of capital which comes with all sides of upsides and all types of downsides” “I don’t like working for other people” “Who is your core customer, how are they buying and renewing and how is that going to change in a recession?” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 20 Oct 2021 | Why More Leads Can Put Startups Out of Business | Sean Cahill | 00:31:27 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Sean Cahill started his career in sales, so it’s only natural that he absolutely hated marketing. To Sean, marketing was the group that gave them garbage leads that they couldn’t sell. Eventually, he landed a job at Cisco that caused him to fall in love with marketing. From that experience, he developed a thirst for working with startups, where he started working in funnel generation for startups. This led to him starting his own company and developing a pipeline for startups and working to get them into a Series B. Today, Sean works at Unify Marketing as the National Practice Leader for Marketing. He still loves working with startups! To grow pipeline, Sean stays focused on these 3 main areas:
Sean realized early on in his startup phase that one of the biggest issues in the startup world is that when startups get a Series A , and they develop an MVP to take to market, and then they focus on the Series B. Typically, it takes the startup getting $1M in MRR in order to get a Series B, and founders realize the only way they can close that many sales and generate that much revenue, they have to get more leads. So they work to buy more leads, which then throws off their close rates and then they try to shorten their sales cycles and every time they try to pull another level to make up the slack, it just completely puts the entire process in chaos. Startups don’t need more leads. They need better leads. They need the leads that are the most likely to close within 30 days. They need the leads that are going to generate the highest ACV. So how can a startup go about getting all of these ideal leads for the goals they need to accomplish? This is what Sean would call the Perfect Customer Profile. To begin developing this, you could:
This whole process is called building a Propensity Model. The whole idea is that instead of focusing on more leads, you are only focusing on the better leads, so narrow your database down to 1000 of your best leads. Sean suggests targeting these better leads on a smaller level. These leads do not get the spray and pray marketing that gets blasted to the rest of the world. Nurturing these leads comes in many forms, but Sean has had the most success with the following methods:
If whoever you want to target could have a $30K ACV, then it’s ok to spend $1K targeting them. Using this method, Sean was able to get MRR from $10K to $30K and increased close rates to 50%. Because everyone is inundated with more touch points and communications points than ever, the people who end up closing business are the people who end up being creative and thinking further outside the box. The best part about this whole concept of Propensity Modeling and then following up with your 1000 best leads can be set up with automation using tools like Salesforce and integrated tools. Being able to do this in a very personalized way at scale is the magic that can truly change your trajectory. When it’s all said and done, you’ve basically automated your entire SDR process, and then you’d have your ADR or BDR just sort of co-pilot the lead through the entire process. When you follow this process, your conversion rates will go through the roof because you are targeting better, you are following up in a more effective way, which means you will close more sales! The biggest mistakes that companies make when trying to go from Series A, to Series B, to Series C are:
On the marketing side of things, some of the biggest mistakes made are:
Need help scaling your revenue? Apply to work with Ryan here. | |||
| 11 Jun 2023 | How to Save 80% of Your Time with AI – Speaking to Manuj Aggarwal founder of TetraNoodle Technologies | 00:29:53 | |
Manuj Aggarwal is a founder and chief innovation manager at TetraNoodle, a data science and AI consulting company he is also a fellow podcasting hosting the podcast Bootstrapping Your Dreams. Manuj has over 15 years of experience in working with AI and talks to Ryan about how not to be fearful of new technologies and how you can embrace them in your business; saving you time, money and helping you grow. Manuj also runs through how Auto GPT works including the best value cases he can see. KEY TAKEAWAYS
BEST MOMENTS “Spread the right information rather than fear-mongering” “We can easily introduce AI and save at least 75%-80% of their time” “The idea is to think how we transition through those periods of technological revolution and what did we miss out on” “Tools like Auto GPT is a preview of what this will turn into” “AI won’t take your job but a person who can use AI will” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://podcasts.apple.com/gb/podcast/bootstrapping-your-dreams-show/id1453077497 ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 29 Mar 2021 | How to Sell Belief Over Logic (Sales, SAAS Scale and Business Marketing) | 00:09:16 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x There are always new answers if you go in deep and want to provide massive value. Myron Golden helps entrepreneurs sell and scale from the stage. He has helped people have million-dollar days. And he talks about lots of things that are not commonplace. He looks deeply into the psychology of beliefs and logic. Myron teaches people to understand the history of the person to whom you are selling, and to truly understand their perception around what you are offering them. Beliefs that people have before ever talking to you, or before talking to any salesperson, exist in almost every situation. Their experiences shape their view of the world. And also their view of the solutions that you are selling them. It is their perception of the facts rather than the facts themselves that shape their beliefs. Their experiences, and all the positive and negative things that have happened to them shape their beliefs and the way that they look at things. That happens both in business and in non-business-related things. The experience that you had before becomes the frame around the fact. For example, if someone, or a company, spent $20,000 on software that was hard to implement and did not work, they will believe that big software expenses are useless. Or a sham. Or not effective. You would need to interact with that person differently than with someone in the same situation, who had a great result. I have always been a big proponent of outcome-based selling because people do not care about either the features or any of the nuances of the product. People only care about the outcome that they are going to get. Deloitte Consulting did a study on that in the B2B sales space. They found that customers are now expecting three things:
Myron's teaching is geared towards breaking down a belief pattern that someone has around their focus on the dollar amount versus their focus on the outcome. Many of my coaching clients focus consistently on their solution in that market rather than on the outcome. If you get laser-focused on a tangible and crystal-clear specific outcome, customers and prospects will be way more excited about what you have to offer than they would if you were trying to find their pain and solve it. Once you get to a person's beliefs around what you are offering them and take action, everything changes. Links and resources: Myron Golden’s website Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 29 Apr 2024 | Mark Roberge Part 2 | AI Native vs. Adapted Companies: Winning Strategies for the Future of Business | 00:26:13 | |
Join Ryan for part two with Mark Roberge, the original CRO at HubSpot who took the company from zero to $100 million. Roberge shares his unique insights on native AI companies versus adapted companies, offering a fresh perspective on how to effectively use AI in go-to-market strategies. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "When you think ahead to like a mature AI world when does, when you think about that, does the workflow change so much? That the underlying architecture of the incumbent is no longer relevant." "We're in a hype cycle. We're about to get the first taste of companies that had no product and revenue that raised over 100 million that are going to go out of business because there's no traction." "It's such an opportunity right now because the average person just gets like status quo. And the more you can push, push, push, push. That's what we're doing a lot with our portfolio.” "Everyone's so excited. Cause we haven't felt this in like 20 years." "The more we get the message out, the more people we could help, the bigger, the impact we make and the bigger the community gets, which helps everybody." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 18 Aug 2024 | Navigating the Intersection of Product and Go-to-Market Strategy with Robin Daniels | Part 1 | 00:23:55 | |
Ryan interviews Robin Daniels, the Chief Business and Product Officer at Zensai. Robin shares his wealth of experience as a CMO and CPO, discussing how AI can impact human transformation and how Zensai's Human Success Platform leverages AI to empower individuals to reach their full potential. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "I love the mission of what we're trying to do. We basically want to change the way that companies think about getting the best out of their people. We call this 'human success'." "The more we know about you and what you care about, the more we can guide you, meaning AI can guide you, and we use Microsoft AI in our products to do that." "I think in my experience, the brands that have done well have courage, conviction, and a point of view. And I think it's very rare to find that honestly in the B2B world." "It's so impressive what they've done. I mean, talking that much for water, it's not cheap. And it's just water. It's freaking water." Ryan Staley Founder and CEO Whale Boss | |||
| 23 Jul 2023 | How I Sold My Company to Twitter for $65million with Pete Hunt of Elementl | 00:38:16 | |
Ryan is joined by Pete Hunt, who has worked at two of the biggest tech giants in the world, both Facebook and Twitter. Pete talks about everything from meetings with Mark Zuckerburg, to how he created a high valuation to sell his previous company, to how he has built a company to revolutionize the way we harness the power of data. Pete also talks through his thoughts on threads as a product, the differences between working at Facebook and Twitter, the reliability of AI and his number one piece of advice for getting the perfect product market fit. KEY TAKEAWAYS
BEST MOMENTS “We started the company to bring start of the art software engineering best practices, to build rock solid, testable data pipelines that you can trust” “It was 2011 in the tech industry, nobody got fired” “The thing I don’t like about threads is it’s a lot of brands being brands and people engaging with brands” “There’s really strong engineering at both companies but Facebook really valued speed of delivery” “Distribution is a massive competitive advantage” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 09 Nov 2020 | The Broken Button that Stops Your Scale & Growth (B2B & Business Scale) | 00:11:27 | |
Before I could take over the top of the charts, the detour machine button broke and from that point on, I could only get to around 800,000. So this one button was responsible for taking away 75% of my ability to score. This got me to thinking, is there a broken button in my life that’s keeping me stuck with only 25% of the results I wanted. I have done this in my life before. I have focused only on grinding in business, but neglecting everything else - my family, my kids, everything! Even though I am around my family all the time now from covid, I took for granted the proximity to my family and started focusing only on business goals. And I have spent the last several months only focused on business and although I was working harder than ever, my performance was only around 25% of what I really wanted - much like the pinball machine. So, lately I have been very intentional with planning fun adventures with my kids and really focusing on getting back into balance and nurturing my relationships that are so important to me. if you want to learn more tips like this for FREE grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about: https://www.smbuiltfreedom.com/pod When I am more balanced in my approach to work, it seems like I can have success without having to work nearly as hard as I did with the broken button. Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 31 Oct 2022 | Ex-Journalist Founds $40 Million SaaS Company in just 7 years - Speaking with CEO and founder of Superside Fredrik Thomassen | 00:27:32 | |
Superside is a tech-enabled design company that is revolutionising design at scale for brands such as Amazon, Meta, Spotify and Coinbase! The founder and CEO, Fredrik Thomassen joins Ryan in this episode to share the steps behind creating a $40 million SaaS company in just 7 years. KEY TAKEAWAYS
BEST MOMENTS “We use a pretty traditional b2b SaaS sales model” “Doing more for less people, for less companies, has been our winning formula” “It’s a bottom-up plan and expand strategy which is very different [to usual agencies]” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/fredrikthomassen/?originalSubdomain=no ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 26 Jan 2022 | What Is Your Revenue Routine? | 00:11:12 | |
‘Revenue operating system routine’ – what is your revenue routine? In a break from the interview episodes of late, Ryan takes a time out to focus on one core growth item that can sometimes be lost in the day to day operating of your business, no matter where in your company you are.
KEY TAKEAWAYS
BEST MOMENTS 'How you serve is just as important as how you sell’ ‘If the light is focussed, it turns into a laser that can cut through steel’ 'It’s important that you remain hyper attentive’
VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years. He did this all with only 4 sales people and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed.
CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ | |||
| 20 Dec 2021 | Transform Your Business In Just 90 Minutes Per Week! | 00:11:03 | |
In this week's show, Ryan tells you how a simple 90 minute exercise every week can drastically accelerate your business, and add dynamic impact that leads to positive transformative results! KEY TAKEAWAYS
BEST MOMENTS 'You keep putting books on the bookshelf - eventually there'll be no more room for books' 'How are you expanding your brand out to the marketplace?' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years. He did this all with only 4 sales people and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales
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| 19 Apr 2022 | Data is the New Oil! Creating Success Through Advanced Analytics, Expertise and Client Relationships with Brian Robertson | 00:47:29 | |
Is data the new oil? Should you be friends with your clients? Join Ryan to find out these questions and more as he speaks to CEO and founder of VisiQuate Brian Robertson. Brian has been leading the use of advanced analytics to disrupt economics and improve how the healthcare industry operates. Listen in to this episode to discover why the data economy is so expansive, what ‘business health’ really means and how Brian has managed to achieve success in this space for over 30 years. KEY TAKEAWAYS
BEST MOMENTS “Data is the new oil” “Everyone on the team is an expert at what they do” “Are you good at what you do but are you fun to be around and likeable?” “The goal is to have it happen organically and naturally, where the client is coming up with the ideas” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://www.visiquate.com/about/leadership/brian-robertson
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 15 Nov 2023 | How ChatGPT's Newest Release is a Goldmine for Non-Dev Entrepreneurs | 00:15:20 | |
This is a special episode where Ryan talks through the top things to come out of ChatGPTs Dev day, specifically focusing on the three things that will change the entrepreneur and business landscape. Ryan breaks down what is happening and talks about why he thinks it will be life-changing. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “These are life-changing developments” “They are knocking down the walls to make autonomous agents very easy to build” “I built my assistant in probably 10 minutes” “What you’re going to start seeing is this next evolution” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 07 Aug 2024 | CRO ChatGPT Use Cases - Part 2 with Tyler Barron of Encapture | 00:22:51 | |
This is the second part of Ryan’s conversation with Tyler Barron, CRO of Encapture, where they discuss AI use cases for sales and marketing. From leveraging AI for strategic research and RFP automation to creative prospecting and collaborative ideation, Tyler and Ryan share their expertise on using AI to enhance efficiency, scale ABM efforts, and improve deal scoring. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "We primarily are getting value out of AI tools right now for strategic research. We have higher ACV deals, longer sales cycles, and we're trying to prospect up to the C suite." "I think one of the biggest things that I've learned about kind of the scale up stage is that you can't outrun your supply line as a revenue leader and so you really got to bring everybody along with you at the company" "Every year doubled our deal size and a hundred X, our largest deal. Just from that alone. Vista equity uses it to actually to convert companies from a bill to three bill in like three years." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 10 Sep 2023 | From Family Business to Bootstrapping $5million SaaS Titan with Greg Rich of Vivantio | 00:24:40 | |
Ryan interviews Greg Rich, CEO of Vivantio, a SaaS company providing service management solutions. Greg started working in customer service at age 13 in his family's business and co-founded Vivantio in the early 2000s to fill a gap in the market for cloud-based service management software. Greg talks about keeping up with rapid advancements in AI and using it to improve customer experiences. He shares how Vivantio scaled from nothing to $5 million in ARR through channel partnerships, expanding to the large U.S. market, and focusing on customer education. Greg discusses the challenges of scaling marketing and sales as Vivantio transitions to a high-growth organization. Tune in to hear Greg’s unique origin story and his vision to reach $20 million ARR in the next few years. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “One of the first things we did was realize that Russ and I weren't sales and marketing people...how do we fill that gap without the money to pay people?" "We leveraged our relationship with partners who were able to fill that gap we didn't have." "Now 50 per cent of our customers are in the U.S." "My biggest challenge is go-to-market - how do we scale, reach more people, get our message across succinctly?" Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com EPISODE RESOURCES | |||
| 16 Jul 2023 | 3 Opportunities with AI | 00:06:55 | |
The world is going through yet another major change in humanity as AI starts to infiltrate every aspect and area of our lives. Ryan wants to begin to share what he is up to around the progression of AI and share the knowledge and expertise he is gaining with his audience so you can benefit from everything he has learnt, and is still learning, about AI. KEY TAKEAWAYS
BEST MOMENTS “We are going through one of the single biggest changes in the history of mankind” “I want to start sharing this journey with you because I’m getting exposed to some really great things” “I’m starting to get excited about what’s really possible, not just for me but for my family, community and my business” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 30 Aug 2021 | Influence and Persuasion (Buyer's Subconscious Shortcuts)-Part 2 | 00:12:33 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Today, I will be taking you to the next level of persuasion and influence. I want to give you 2 nuggets to apply in your business. There are many different areas where mental shortcuts can be helpful for you. In this episode, I will go through 2 more principles from Robert Cialdini’s book, Influence. I will be covering #3, Contrast, and #4, Scarcity today. I’ll back them up with real-life sales examples to show you the power of the principles and help you apply them directly in your life and business. The Contrast Principle: A big mistake that startup founders, salespeople, and even VPs of Sales make is that they do not always have a tangible ROI. If you have a solution to save money, you need to be very specific about exactly how much it will increase your revenue. When a buyer wants to use contrast to help them decide if the value on a return is worth giving up a certain amount of money, they need to know exactly what the value of that return will be for a different amount of money. For example, if one company has a 36-month sales cycle for a $1,000,000 deal, and another company has a 9-month sales cycle for a deal of the same size, the second company’s sales cycle is only 25% of that of the first company. Money comes in terms of speed as well as in terms of revenue. So if you look at it that way, after 4 years, the company with the 36-month sales cycle will have $1,000,000 in revenue, whereas the company with the 9-month sales cycle will have $4,000,000 in revenue. That is a difference of 400%! When you talk about the value that your solution creates, the solution for your ROI needs to be identified clearly as a tangible outcome. You need tangible numbers to show how you are reducing costs (from invoices, for example). If you do that, it will be possible for your potential prospects to process their potential revenue faster, so they would get to their number quicker. In terms of the contrast principle, everything needs to be made as clear and simple and as black and white as possible for your prospects. If you do not know the exact outcome, you can give a range of examples to help your prospect understand. When you can get deep and make your value more tangible, your sales cycle will speed up, your margins will go up, and you will see your competition melt away. The Scarcity Principle: In human psychology, people want something more if its availability has decreased recently. That’s because they think that the trend will continue and that thing will no longer be available. So, people want something more if:
When the movie, The Poseidon Adventure, came out, the rights for it got sold in an auction format. It was the first time that had happened, and many TV companies were bidding for it. The bidding went up until Barry Diller from Fox News got it for $3,000,000. All the networks were aggressively going after the rights, so there was competition, and there was also recently decreased availability because it was the first time it happened. That was one of the highest amounts ever paid for a movie. The scarcity principle also works well in marketing when there is a count-down clock for a special offer.
Links and resources: Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Robert Cialdini’s book, Influence
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| 20 Aug 2023 | Generating 38x ROI via AI with Matthew Tillman CEO of OpenEnvoy | 00:37:33 | |
Matthew Tillman is the CEO of OpenEnvoy and has worked in the machine-learning space for over 20 years. Matthew talks to Ryan about how he built his solution to generate 38x ROI for his customers, where to spend your time in your start-up as well as machine learning and the role of AI in reimagining what is possible. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “All founders have to be insanely passionate about whatever they’re working on” “I love hearing from customers, good or bad” “It’s really important to nail your schedule” “You optimize towards customers that will love you and refer you” “The reality is machines do this black and white input better than you can handle it” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com EPISODE RESOURCES | |||
| 24 Sep 2024 | Navigating The Sales Tech Landscape: General Purpose vs. Niche-Specific AI Tools with Dan Gottlieb | 00:16:36 | |
In this episode, Ryan Saley welcomes back Dan Gottlieb, VP of Sales Tech and Gen AI expert at Gartner, for a deep dive into the evolving landscape of sales technology, particularly focusing on generative AI. Building on their previous discussion, Ryan and Dan explore the differences between general-purpose large language models and niche-specific sales tools, emphasizing the importance of ease of use and integration within existing tech stacks. They discuss the challenges sales reps face in adopting new technologies and the critical role of sales leadership in leveraging data for competitive intelligence and talent development. Dan highlights the pressing need for tools that simplify administrative tasks, allowing sales teams to focus more on selling. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "I think there's more limited upside in the general purpose technologies because of how much effort a sales rep has to put into learning how to use the technology today." "The value prop of this technology right now is time savings, a little bit of conversion benefit, but mainly time savings." "I think a lot of folks are jumping over [administrative tasks] because they want to think about AI for conversion, conversion, conversion." "How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business, or an empire?" "I see some cool software that's focusing on this problem, trying to give managers in natural language suggestions for ways to help individual reps get better at their jobs." Ryan Staley Founder and CEO Whale Boss
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| 06 May 2024 | From Insight to Oversight 3 Common AI Blunders Derailing Executive Careers | 00:11:49 | |
Ryan shares his insightful experience working with over 220 executives and uncovers his top three problems with AI adoption in business today. Discover how you can excel past everyone else as Ryan provides valuable insights to help you embrace and develop AI use in your business. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "The AI's that you are leveraging today are going to be the worst version of AI's that you'll ever use." "Create a routine where you use it every single day. You could start off simply by just replacing Google with it for 15 minutes." "If they share and proliferate it throughout their organization, there should be really big opportunities, but why they're not sharing it is because they're afraid that their employer is going to ask for more from them." "If you leverage those three stacks, you are going to be ahead of the majority of organizations out there. And I know this because I've spoken to a ton of them about this." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 23 May 2023 | Using AI to Solve Your Pipeline Problems with Gil Allouche CEO and Founder of Metadata | 00:21:24 | |
Gil Allouche from Metadata joins Ryan in this episode. Gil is the founder and CEO of Metadata, he came from a systems engineering background and then went into marketing where he worked on automation and creating a product leading to 5 patents in his technology. Gil talks to Ryan about many topics surrounding AI and automation including how his company solves the age-old problem of pipeline and why we shouldn’t be frightened of AI and instead embrace it wherever we can in business. KEY TAKEAWAYS
BEST MOMENTS “They will learn through experimentation what works and what doesn’t” “I’m a software engineer I like to create things and build stuff and I experienced stuff from early on, I like to invent” “It’s one of the big differentiators, no one has the technology we have” “It’s a way of removing barriers to sale for your products” “I’m not afraid at all of AI” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 17 Aug 2020 | Why YOU don't have Results...Yet (Saas, Growth and Sales) | 00:15:21 | |
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 21 Oct 2020 | Grow Sales Leadership to the Next Level | Rob Jeppsen | 00:36:28 | |
Rob Jeppsen is the founder of Jeppsen Performance Group. He is passionate about being a sales leader, and he has some unique approaches to sales leadership. Rob decided to start his sales career by finding young, privately-held companies where he would get the opportunity to do more sooner and learn faster. He wanted to be part of how sales evolve, however, and to do that, he needed to have some big company experience. So he landed a job heading up a 1000 person team, and there, he took his lesson in leadership up a notch. Rob’s effort in making the company more successful was the catalyst that led to the success that he had never imagined before and as a result, he became committed to the development of sales leaders. He used to make the mistake of trying to make salespeople in his image. Now, he has 21 laws of sales leadership, which changed everything for him. He has a New Manager Fast-track Program, which condenses what usually takes people eighteen months to learn down to three months. EPISODE NOTES: The five most important sales leadership laws are:
Leadership A leadership system is about your approach to leadership, the culture that you intentionally build, and the behaviors that you allow to exist. Trust Rob spends a lot of time helping leaders to build trust, and building trust is a skill. The more skillful you are at it, the more authentic you will be. Trust gets earned through behavior. To build the trust of a large group of people, you have to create experiences that will allow you to consistently demonstrate that you, as a leader, are honest, helpful, and reliable. There are three kinds of trust. They are character (how ethical you are), competence (how good you are), and connection (how much people relate to you). There are five ways in which the results of a legendary leader should show up: Growth in sales or total performance, the percentage of team members hitting goal should increase, the average revenue per rep needs to increase, win rates should increase, and the turnover should also increase. Beating competitors Rob’s approach to beating competitors is about leadership. The two types of coaching that he uses for better leadership are performance coaching and opportunity coaching. The four levers that you need to pull to improve on those are the number of opportunities that you’re chasing, the average revenue per customer, the win rate, and speed. All of your work as a leader should be to increase those four things. Rob’s tips of the week:
Links and resources: Rob’s website – www.jeppsenperformancegroup.com Rob on LinkedIn
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 20 Sep 2021 | How To Create An Offer That Disrupts An Entire Industry | 00:15:27 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x I’ve got a ton of exciting things coming up for my business and it’s caused me to go back and analyze past successes to pull out the specific things that made me successful. Very soon I’m giving a talk for the Chief Revenue Officer School for Pavilion and another for the Enterprise Sales Go To Market Strategy. In order to provide the most value in my presentations, I had to go back and reverse engineer some of the things we did to see success. Here’s my equation for success: Dream Outcome x Likelihood of Success _____________________________________ = VALUE Time Delay x (Effort + Sacrifice) Let's break this formula down piece by piece!
Using this exact formula, I managed to generate $30 M in ARR with 4 sales reps. I did it in a commodity market (managed print services) with typical margins of around 15%. By bundling all of our services together into a managed plan, we were able to get 50+% margins. In this example: 1. The Dream Outcome - 20-30% hard cost savings in 4 or 5 different categories. 2. Perceived Likelihood of Achievement - Presented exact cast studies of success from exact verticals, and exact niches. 3. Time delay - competitors were pitching to replace every piece of hardware in the fleet, which took a lot of time. We proposed a 2 week implementation with no hardware replacement. 4. Effort & Sacrifice - the effective gain of not having to spend hundreds of hours testing new hardware and disrupting the business if they chose the competitor’s solution. Our solution was zero effort on the client’s part. The value we created was completely different than the rest of the marketplace and it allowed us to close the deal! Resources: Need to scale revenue? I can help, Apply to work with me at https://scalerevenue.io/apply. | |||
| 04 Oct 2023 | Algorithms to Outcomes: How does AI Enable Business Results | 00:17:02 | |
Get on the List Today: https://www.aiforrevenue.com/sale-ai-accelerator-home Ryan talks to you in this episode about why you can no longer afford to ignore the power of AI for business, including how you can increase your volume of work by 20% alongside increasing quality by 40%! Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "Unlock 10-20 hours in your week whilst also increasing your output by 40%” “I can do 12% more tasks, I can do it 30% faster and I uplevel myself 40%, that’s freaking wild” “There are salespeople that make more than executives” “Organisations like Netflix are paying to have someone who is competent in AI” “Dive into the numbers, look into the resources” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 17 Apr 2024 | How to Turn Chaos Into Scale with 4x Executive Stephanie Valenti Part 1 | 00:16:59 | |
Stephanie Valenti, a four-time executive operator, shares her insights on turning chaos into scalability in organizations. She emphasizes the importance of creating structure, processes, and a strong team to achieve long-term growth. Valenti also highlights the need for pre-work, such as defining mission, vision, and values, and setting clear goals. She advises founders to slow down and celebrate successes, analyze what worked, and prioritize and prune initiatives to avoid shiny object syndrome. The conversation will continue in part two, where Valenti will discuss retaining perceived value in a fast-paced environment. Don't miss Part 2 of our conversation for more insights on retaining perceived value in a fast-moving market. Stay tuned! Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “I could do four whole podcast shows talking about my experience and the mistakes and successes that I had” “In a start-up, it’s in the moment, it’s let’s throw spaghetti at the wall and see what sticks” “What would a structure look like at $100 million? What roles would we need? What types of people would we need?” “Slow down to speed up” “When money is involved it’s super emotional so of course then want to keep moving it forward” “Just because something worked once, doesn’t mean it will again” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 11 Jul 2023 | AI and Machine Learning to Transform Your Workforce with Kian Katanforoosh CEO and Founder of Workera | 00:32:10 | |
Kian is the CEO and founder of a groundbreaking platform with AI skills assessment, Workera. Kian is also a lecturer and has created some of the most popular courses on AI and machine learning with over 3k views per video! Kian joins Ryan to talk about how AI intersects with learning and development and its role in helping workforce transformation; from employee skillset management to mentorship. KEY TAKEAWAYS
BEST MOMENTS “What we want to achieve requires investment especially if we want to do it as fast as planned” “Everyone should have access to a mentor that can help them in their next stage” “We had to change the mindset of assessments, reinvent” “The recommender system will be as good as the skills data that fuels it” “Skills building becomes highly focused and intentional” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 04 Apr 2023 | How to Create a $100 Million Company without Taking on Institutional Investment with Ed Vincent founder of Festival Pass | 00:34:54 | |
Ed Vincent is the founder of the subscription-based live-events SaaS platform Festival Pass. He joins Ryan to talk about some ground-breaking concepts including how to integrate Amazon primes business model and NFTs into your business to create your own capital! Ed also discusses the alternatives to raising capital through venture capitalists and what this looks like in reality as well as reveals the biggest mistakes people make with subscription-based businesses. KEY TAKEAWAYS
BEST MOMENTS “We have over 70k users on the platform” “Once you’re a member you get all these benefits, so you’d never want to not be a member” “Our goal truly is to sell 10k of them (NFTs) this year” “Every single business in this world will be on Web3 in 5-10 years time” “The more you commit to being on the platform the higher your reward” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/kiranvangaveti/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 08 May 2022 | Leveraging your Clients as Capital: Speaking with Richard Owen of Data Science Company OCX Cognition | 00:37:55 | |
Two-time CEO and first time founder of OCX Cognition Richard Owen talks to Ryan in this episode. OCX Cognition is a software and data science company that uses machine learning to create real-time NPS and customer health performance. Previously to this, Richard Owen ran DELL’s ecommerce platform and he has also built two software companies. Richard and Ryan talk about NPS (Net-Promoter-Score), NRR (Net-Recurring-Revenue) and how using machine learning to predict and measure these can provide an invaluable resource and tool for companies. Richard also talks about and advocates on how your customers are your best marketing assett as well as your best collaborators too! KEY TAKEAWAYS
BEST MOMENTS “What every CEO of a company wants to understand is what essentially is my true condition of my customer base” “Leverage your clients as capital” “Every new customer we take on we are learning something that improves our fundamental algorithms” “Think of this as a continuous stream of activities that a customer is consuming and all of those activities impact their static level of loyalty to that company” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES https://www.linkedin.com/company/ocxcognition https://www.linkedin.com/in/richard-owen-98ba3/
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
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| 01 Nov 2021 | How To Grow A Business Idea Worth $3 TRILLION - with Russell Rothstein | 00:40:51 | |
Russell Rothstein is a 2x Bootstrapped founder, currently the CEO of IT Central Station, which has a $3 TRILLION market for enterprise technology through the power of crowdsourcing, product reviews and voice of the cutomer, as well as being father to five children. Russell joins Ryan to talk about the journey he's taken in order to grow to eight figures plus after nine years of bootstrapping - the lessons he's learned along the way, and the importance of patience when it comes to scale. Apply for a Revenue Growth Consulting Session With Ryan Staley- https://www.scalerevenue.io/4-schedule-page1611678914248 KEY TAKEAWAYS
BEST MOMENTS 'We're not the overnight success - we're the nine year success, and growing!' 'Your initial idea for a product is never what you end up going to market with' 'Articulate your vision - share your vision' 'That's a superpower - listening well to customers' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show Russell Rothstein: https://www.linkedin.com/in/russell/ ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years. He did this all with only 4 sales people and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales | |||
| 14 Jun 2021 | My Top 3 Takeaways From a 2 Day Mastermind Training | 00:13:05 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x My mastermind was in Boise, ID with about 50 other entrepreneurs who are at the top of their game. It was a little bit intimidating at first, but eventually you realize that they are just like everyone else. Russel Brunson taught for the entire 2 day event, and the last time I had seen him in person was when he was teaching to 5,000 people. This time, it was a much smaller group of about 50 people and I got so much out of it. I’m obsessed with how successful companies have achieved their growth, and I’m always interested to hear what founders have done to achieve growth. Russell Brunson grew Clickfunnels from $0 to $100 Million in just 3 years, without taking on any outside funding or Venture. The first year of Clickfunnels, they didn’t even run any paid traffic; instead, he leveraged relationships to grow. Since I am doing the same thing in my business, this was very interesting to me. Now that live events are starting to come back, I wanted to give you my 3 biggest takeaways from this event, and hopefully you can use them for your next event.
I hope you can use this framework to get more out of your next live event! | |||
| 17 Aug 2020 | Business Growth year over year while working Less (Scale, B2B & Saas) | 00:18:05 | |
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 07 Dec 2020 | Even If It's Working...Is It Worth It? (SAAS, Scale, Growth and Business) | 00:11:10 | |
It doesn’t make sense to build a business in order to have financial and time freedom to build the lifestyle I want, to still incorporate the parts of business that I absolutely hate doing. Lately, I’ve been reading the book, Personality Isn’t Permanent, by Benjamin Hardy and he talks about having 2 different mindsets in business. The first one is the passion based mindset. This mindset is seemingly more selfish because it asks, what can the world offer to me? The second one is the craftsman based mindset. This mindset asks what is the value that I can offer the world? In learning about these 2 mindsets, I’ve tried to look at my business and figure out what am I passionate about and what do I really want to spend my time doing? Wish I would have had this insight 15 years ago because I could have avoided some mistakes I’ve made along the way. Even though for most of us, 2020 has not turned out as all like we had planned, I’m still thankful for the lesson I’ve learned along the way. Even for the perceived failures that have happened, I count them as a blessing in disguise because it helped me learn what I love and am passionate about. The last thing I want for anyone is to be stuck in a business you hate. So I hope you can find for yourself things that you are passionate about and then stop doing all the things you are doing that you absolutely hate. The bottom line is that the level of success you have in business is not the true measure of whether or not you should keep that as part of your business. You should only set yourself up to be doing things that you love to do and are passionate about. Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 05 Jun 2024 | How to implement AI profitably with Ozan Unlu of Edge Delta | 00:27:23 | |
Ryan Staley interviews Ozan Unlu, the CEO and founder of EdgeDelta, an edge observability platform. Ozan shares his unique journey from engineer to salesperson to CEO, offering valuable insights on integrating AI into your organization profitably. Discover how to leverage AI without compromising margins and unlock the potential for growth. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "AI has a tremendous amount of potential in a lot of various different businesses. I think there is going to be very few businesses that are unaffected or untouched by AI." "It's not so much replacing a person or replacing a role. It's very much augmenting what someone can do." "We have probably doubled the amount of features and the efficiency and the speed at which we can develop within our organization internally.” "If you have a large scale, if you have a lot of data and you are in observability trying to understand how do I actually make AI work at this scale, come talk to us." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 24 Jun 2024 | Automating Communication: Scaling a Bootstrapped Business with Jotform Founder Aytekin Tank | 00:19:59 | |
Aytekin Tank is the founder and CEO of Jotform, a form building platform created from his desire to help automate communication between people. Aytekin, a trained developer, bootstrapped Jotform from scratch. He is also the author of "Automate Your Busy Work" and is passionate about writing and sharing business advice. He joins Ryan to discuss his experience of bootstrapping his company from the ground up and the strategies that helped accelerate the growth of the business. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS “It’s about the [business] journey, it’s not about reaching one state, it’s about what we can do for people” “I love seeing other people use it [Jotform] and get value from it” “It’s a very horizontal product, everybody uses forms” “Starting my company was all about independence, building my own product” "We also improved out product in terms of automation" Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 29 May 2022 | Hiring for Revenue in a Downturn | 00:09:43 | |
There has started to be a drop in capital in the start-up and venture capitalist space. People are starting to be more conservative in hiring but what should you be focusing on when it comes to hiring right now and how can you actually use the current downturn to your advantage? Listen in to this solo episode with Ryan to learn three key ways you can hire for revenue in this current downturn. KEY TAKEAWAYS
BEST MOMENTS “Someone who’s amazing at their job can do the job of three people who are very average” “People temporarily get blinded by money” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 24 May 2022 | Warming Up Investors to Give You Investment! Speaking with Nathan Beckord of Foundersuite | 00:29:39 | |
Nathan Beckord is the CEO and founder of Foundersuite, a platform used for raising angel and venture capital investment for businesses across the globe. He joins Ryan in this episode to talk all about capital investment including the steps you can take to make yourself more appealing to investors as well as how Foundersuite built and created a solution for every step of fund raising, from their investor database to email tools and pitch decks, they have built a solution to help every step of the way for any business looking to acquire investment. KEY TAKEAWAYS
BEST MOMENTS “You want to see them go on to raise capital” “There’s that whole FOMO, investors are very driven by greed and ear. Greed of making money and fear of missing out on the next great deal”
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com
EPISODE RESOURCES
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 19 Jun 2024 | The 7 Secrets of Success for SaaS CEOs with Randy Wootton CEO of Maxio | 00:40:28 | |
Ryan Staley interviews Randy Wootton who shares his incredible journey from the U.S. Navy to working for tech giants like Microsoft and Salesforce to becoming the CEO of Maxio, a company that has integrated a platform with over 2,400 customers and $13 billion in annual invoicing. Randy reveals the seven secrets of success for SaaS CEOs, offering invaluable insights on navigating the challenges of scaling a business. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "I am there to deliver shareholder value. That's primarily driven by delivering the results." "One of the things when I became CEO, the first time was I wanted a mentor, someone who had been in the same context." "I think for my own career growth, I had reached this inflection point where I thought, gosh, the patterns that I've seen in this scenarios, would it apply to a different vertical in this case, selling to the CFO?" "Unless you're absolutely crushing it and everyone's gonna make a whole bunch of money, like there is [something] everyone starts to revert to it's like Maslow’s hierarchy of need. They're all nice until it becomes, okay, how are we going to carve up the pie?" "I think anyone who's truly appreciative of what's happened in their life will also recognize how much luck has played and connections, and we'll be willing to give back to other folks." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 02 Jun 2021 | The Outbound Email Engine for Growth with Jason Bay | 00:34:31 | |
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Jason got into sales by accident. When he was in high school, he wanted to be a forensic scientist. He even had a mentor but lost interest after discovering that the job involved sitting in a lab all day. While in college, someone came into his classroom to talk about a company through which he could run a house-painting business and make some money during the summer holidays. Jason signed up without realizing that the job also involved marketing and door-to-door sales. He knew nothing about sales at the time, and although the average cost of a paint job was between $3,000 and $8,000, Jason did very well. He sold $100,000 worth of paint jobs over the summer. After that, he loved sales! The biggest learning curve in Jason’s sales journey happened the following year, in 2009, when he returned as a Sales Manager. He taught other people how to sell, yet he had limited experience selling and prospecting. Jason spent the next six or seven years with that company and started an outbound call center for them. That was how he got into the inside sales game. Since 2013/2014, Jason has been working in the corporate space, consulting with companies to help them with their marketing and lead generation. More specifically, with Blissful Prospecting, he has been helping people land their first meeting. Jason helps people with their emails and assists them with gaining more confidence on the phone, handling objections, and getting good qualified meetings by reaching out to people proactively. Much of Jason’s target market has become hard to reach lately. People have been getting tons of emails, calls, and all kinds of ads, which makes it very hard for salespeople to get meetings right now. There are currently two ways in which salespeople attack that problem:
To find a balance between the two, you need to have a quality-first approach. Quality first means picking out a subset of individuals in a similar industry with similar job titles and a common use case or set of technologies. That will allow you to templatize three-quarters of your approach because you will be reaching out to people with similar problems, similar businesses, similar roles, and working on similar things. Then, you can customize the last bit. When you optimize the volume, people will feel like it’s for them, and you will get quality meetings. Outbound is about approaching a target market first and then putting something in front of them (like emails, phone calls, etc.), rather than putting something in front of people and waiting for them to come to you. Jason does not recommend doing outbound with companies that do not have good inbound engines. Your priority is to have excellent content and to know how to get your people to do something without having a salesperson calling them. Outbound is all about how to take your great content and thought leadership and proactively put it in front of the people who will not come to you organically. Think of ways to have a one-to-one conversation with someone and share things with them without them having to download anything. It is all about frictionless sharing. To know what to share with them, you need to think about what they are focused on, what they are working on, and what their priorities are. Then put content in front of them that will align with those. The process in a nutshell:
To create great content from a sales standpoint, you need to think about curating content specifically for your prospects. It has to be relevant and credible, and your prospect needs to know that you took the time to curate what you thought would be helpful for them. You will notice some clear patterns after asking more than a dozen people in various roles what their priorities are. That will help you provide context when you reach out to them as prospects and engage with them. You need to move in the same direction and at the same pace as your prospects. To do that, get in front of them with something that they care about. Guestimate (make an educated guess) what their priorities are, and then do some research to back that up. Then you can have an intelligent conversation about something they truly care about. The tools that Jason recommends are: Jason uses a three-part framework:
Identify: Identify your ideal client profiles and your personas in the empathy piece. You need to understand the path of these people. (Jason calls it the Prospect Path.) Those are their priorities, problems, and their desired and undesired future state. Engage: This is your messaging, comprising of your email, phone, and sequencing. You need to have a good multi-touch/multi-channel strategy. Keep your sequencing simple. Data shows that you need 10-12 touches before you can get hold of most of the people you reach out to, so use Jason’s Weekly Touch Pattern for 3 weeks in a row. Jason’s simple Weekly Touch Pattern: Day 1: Use the Triple Touch - Email, call and then send either a LinkedIn connection request or a voicemail. The message is focused on priority #1. Day 2: (Do this two business days apart.) Call and email. Your email is a reply to the first one that says “Any Thoughts?” Use short emails and then call. Follow that same pattern for 3 weeks in a row. Week 2 will be focused on priority #2. Week 3 will be focused on priority #3. If you are doing full cycle sales, you need to think about segmentation.
If you are not doing much in terms of outbound, think about how you can supplement what you are doing. Adding an extra meeting or two to your calendar each week can do a lot for your pipeline! If you are a full-cycle rep selling enterprise, and your deal size is between 40 and 200K, you will need to spend about an hour a day on your productivity piece. In those 5 hours each week, if you spend time on Monday doing your research, you should manage to reach out to at least 2 or 3 companies per day. If you reach out to 10-12 companies per week and make contact with 2 people at each company, you could get 1 appointment per day. Jason on LinkedIn Blissful Prospecting Website | |||
| 28 May 2023 | How to Leverage LinkedIn for Revenue with Mike Montague of Sandler Training | 00:34:28 | |
Mike Montague is a fellow podcaster, author and the director of community at Sandler Training. He joins Ryan to talk about how he got started in marketing and his book as well as giving many online marketing tips for various platforms including LinkedIn and YouTube and also reveals the number one reason people don’t listen to your podcast! KEY TAKEAWAYS
BEST MOMENTS “When I was young, so was the internet” “There are things you can to do build your credibility but it’s not what you think” “Everybody moves too fast, it’s the hard work you actually do that builds a business” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES Mike’s Book LinkedIn The Sandler Way ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 16 Oct 2022 | Code-cracking to VC Backing: Revealing the Future of Cloud-security with Ayal Yogev of Anjuna Security | 00:27:49 | |
Ayal is the CEO and co-founder of the cloud-security company Anjuna Security. Anjuna Security boasts many high-profile clients including several Global 2000 companies and government bodies. Ayal and his team focus on an integrated marketing approach to aid them in scale and growth and he talks to Ryan all about their strategies, the incredible things they have done and are continuing to do in the cloud-security space as well as his primary focus on hiring the best for his team. KEY TAKEAWAYS
BEST MOMENTS “How do you protect data when it needs to be used by an application?” “Security has always been an enabler of other things” “Find the best people that I can, the best people in the world and let them come in and make sure I remove every obstacle in their way to allow them to be awesome” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/ayalyogev/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 15 Feb 2021 | Scaling Your Network at an Exponential Rate (Growth MArketing Business) | 00:07:38 | |
Grab the free training “Building a 7- Figure Sales System in less than 3 months without having to hire or be held hostage by investors” 👇 https://www.scalerevenue.io/free-training I have been having conversations with CEOs and revenue leaders across a range of companies, organizations, and structures. I have met some amazing people and I started to see a pattern to the things to which people respond well. I was coming from a place of service, and the strategy has taken off for me in terms of the people I am getting to know as a result of it. The mindset and belief that I’ve been focused on, is around how I can help someone before I even meet them. There are three main actions that you can take to blow that up and expand your network exponentially. They are simple in concept and anyone can implement them, as long as they go in with the mindset of first wanting to find out how you can help someone in a really significant way. I typically start by asking who they are and getting to know who they are. Eventually, the conversation shifts to talking about their business. Two questions that have yielded many ways in which I can help people have stood out and people have truly appreciated my asking them.
If you ask those two questions, you will get two by-products:
Those are two filtering questions that will get you to the core of what moves the needle for that person, from an overall bigger picture perspective of their whole life, and how you can help them create more revenue in the fastest way possible. Once you know what is most important to them right now and who their perfect customer is, you need to know how to serve them on the spot and give them something actionable towards their biggest priority or their perfect customer. The beauty in that is that by coming from a place of giving, there are many areas or people you can connect them with that you would never have thought could help that person had you not asked those two questions. Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 16 Sep 2020 | Unlock Mini-Mentors- Craft Your Career | Larry Long, Jr. (Marketing & Business Growth) | 00:33:43 | |
The biggest lesson that Larry learned is that you need to work hard. Although it sounds simple, most people are looking for a quick fix or a magic bullet, but Larry has learned that there’s no shortcut to success. Another big lesson he learned is never to be satisfied with the status quo because when you are satisfied you become complacent and get stuck in a rut, and that is not a good place to be. Join Ryan and Larry to learn how developing a network of mini-mentors will help you in your career, and how you and your mentors will mutually benefit from your relationship. If you want to learn more tips like this for FREE grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about: https://www.smbuiltfreedom.com/pod
Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 11 Apr 2023 | From Sales Rep to Boostrapped SaaS founder: Jesse Ouellette founder of Leadmagic | 00:35:15 | |
Ryan is joined by bootstrapped SaaS founder Jesse Ouellette in this episode. Jesse talks about how the pandemic presented the perfect opportunity for the creation of Leadmagic, a website identification tool and talks about how you can turn your knowledge into revenue as well as what 99% of companies are missing in their outbound email activity. KEY TAKEAWAYS
BEST MOMENTS “You can have more than one product in the market” “I know what people need, I have a good sense of that” “If you’re gonna charge people, you’re gonna charge them on impact” “You’re jeopardising your future as a start-up” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com EPISODE RESOURCES https://www.linkedin.com/in/jesseoue/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 16 Jun 2021 | Leveraging Linkedin to Grow Revenue without Automation with Mark Firth | 00:30:25 | |
Are you tired of constantly receiving tons of spam from automated businesses? Although business automation is a growing trend right now, it is not for everyone. Today’s guest, Mark Firth, is a B2B Growth Expert who leverages LinkedIn regularly. He has attracted hundreds of clients to his business and made millions of dollars since early 2018. Yet, he has not touched a single piece of software in all that time. Mark is joining us today to share his zero automation approach to running a successful business. >>>Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x<<< Mark began his career in B2B sales in 2003, doing cold-calling. He started at IBM, then worked for Siemens, and then for what was known as the Dealer Channel in Telecommunications and IT in the United Kingdom. Mark went into corporate to make money, have time, and get freedom but got none of those. Although he was earning six figures, it was not enough for what he wanted to do with his life. So, by the time he turned 30, he had had enough of the corporate world. Mark started his business, Linkedpreneurs, to help other small and solo business owners to grow their B2B closed share consulting or small businesses. The difference between Linkedpreneurs and other organizations is that they use zero automation. Although Linkedpreneurs leverages LinkedIn, they have not used any software since early 2018. They believe in relationships, informing, entertaining, and educating. In 2018, Linkedpreneurs stopped getting any leads. Immediately, they saw what that meant in terms of response, engagement, and quality of prospects. So over the next month, they messaged a subset of people personally and asked them why they did not respond. 80% of the replies they received fitted into 3 categories:
After that, they set about designing a system of personalization. It was a way of starting conversations using the information already available from people’s profiles to understand a bit about them. They supplemented that with a 2-minute video strategy, and it worked very well! Using that process got them hundreds of clients and made them millions of dollars! Mark has systemized his way of doing manual messages by leveraging LinkedIn to start conversations with people. Conversations need context, so by looking at people’s LinkedIn profiles, he can find out everything he needs to know about them to create the reason for starting a conversation with them. Everyone loves talking about themselves. Typically, Mark starts a conversation with someone on LinkedIn by asking them a relevant question about something going on in their life. That shows them that he has taken the time to look at their LinkedIn profile and paves the way for an intelligent level of conversation. Give people context. Give them the seeds for a conversation, and create a grey opportunity for them to talk about how they are dealing with challenging circumstances. Mark calls the second thing he does ‘Experts Take a Stance’. Everyone is asking questions, so you don’t stand out that way. The best way to elicit information from someone is to make a statement about a polarizing issue and give them the chance to correct what you have said. It will help you to select the individuals who share your interests and are up for a conversation. All the B2B sales methodologies are based on open questions. However, Mark and his team have found that using statements is much more powerful than asking open questions. The biggest mistake that Mark sees people making on LinkedIn right now is following the influencers. The content of many influencers is very broad, so you need to take a deeper look at what they are doing and know that it is a fit for you before following them blindly. The biggest mistake that Mark used to see was people trying to follow the automation. With B2B, you need to have a very specific market message match, and you need to focus on very specific problems. Otherwise, you could end up with lots of followers who do not need your service. Mark feels that the direct messaging strategy is rarely an issue because direct messaging still works for some niches and offers. The product to offer is usually the issue, so people need to get more creative coaching. If you want to work with someone to grow your business, find someone who understands marketing, and not with someone who understands a subset of tactics within marketing. The people you work with need to understand what the problem is that they are solving. Be careful online. Do your due diligence. The general rule is that when something feels off online, it usually is. Mark’s framework that you can apply to grow your mid-market B2B business:
Reframe your thinking. Think about context rather than lead generation. Start thinking about areas of commonality and shared interests to create the context for conversations with people. Links and resources: Mark Firth on LinkedIn Mark’s website | |||
| 13 May 2024 | The 3 Most Common Lead Gen Mistakes Made (and how to fix them) | 00:16:15 | |
Join Ryan for the second part of his conversation with Matt Wolach, the CEO of XSellus, on the topic of lead generation in today's business landscape. Wolach shared his expertise on some common mistakes that companies make and discusses the importance of understanding your ideal customer profile and the most effective strategies for generating leads across various platforms. 🔍 Understanding your Ideal Customer Profile (ICP) is key to successful lead generation. Knowing exactly who you are targeting and what resonates with them is vital. 🛑 Don't give up too soon. Successful lead gen strategies take time and persistence. Building an online presence and attracting the right audience is a long-term commitment. 🚀 Tailor your lead gen strategies to fit your deal size and market. Automated approaches work for lower deal sizes, while personalized, targeted efforts are crucial for larger deals. Tune in to the full episode to gain more insights on lead gen and its impact on your business growth. Find out more about Matt Wolach on LinkedIn or visit his website, https://mattwolach.com/, for free giveaways and valuable resources. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "If we don't know exactly the person that we're trying to sell to in terms of lead gen market to, if we don't understand what keeps them up at night, what they're worried about, what they hate, what they love, what they're trying to do, it's going to be really hard to convince that person to take steps, to take action, to book a call." "Some of the things that we do in lead gen are going to be a much longer commitment than a few weeks or a month. And we need to stay with it." "We need to make sure that we're identifying the three to five [marketing channels] for us that work really well for our industry, for our market, for our time allotment, for our budget and do that, because you're not going to do all 18, but let's do the ones that actually fit for us." "I think every SEO is always going to have a place. I mean, it's people are always looking for. We've been trained for the last 20 years that if you have a problem, just look it up, figure it out." "Sometimes we hear, 'Oh, I heard about this company that did this amazing thing. I'm going to start doing that.' Well, that company is 10X your size or less than 10X lower than you, you know? So if you do the wrong thing at the wrong time, it's not going to work." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 19 Jan 2022 | The Hyper Personalised Ad Experience With Eric Frankel | 00:38:08 | |
Prior to founding AdGreetz, Eric Frankel was President of Warner Bros. Domestic Cable Distribution. While running a $1 billion a year division he created advancements in new technologies such as on-demand video, high definition quality and online distribution. He also created and successfully launched the first-ever broadband Internet network, In2TV. In this week's show, Ryan and Eric look very closely at the constantly evolving world and benefits of targeted advertising.
KEY TAKEAWAYS
BEST MOMENTS 'Rather than looking for that skip ad button or delete, you’re going to pay attention’ 'I’ve embraced things in my career that no-one embraced or understood for a long time’ 'My favourite tool is our CTO - he’s actually worth a dozen or two dozen people’ 'I don’t want you to work for free because the sandwiches are fifteen bucks’
VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show
ABOUT THE GUEST Eric Frankel is the CEO and founder of AdGreetz, the industry’s leading video personalization tech platform that is disrupting the $628b advertising marketplace by empowering brands worldwide to build stronger relationships with customers and to easily increase engagement 5X-7X and activation 2X-3X by producing and deploying thousands (or millions) of smart, hyper-personalized, data-driven, relevant, video and display ads and messages (versus a generic, much less-activating version) on 26 channels, optimized by AI/machine learning in real time. Eric’s official website: https://www.adgreetz.com/
ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less.
ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years. He did this all with only 4 sales people and without demand generation. Whether you are a new Founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed.
CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ | |||
| 21 Sep 2020 | The “C” Word Destroying Your Prospecting (Marketing, Sales and Business Growth Explained) | 00:11:17 | |
Factor #1: Is prospecting worth your time? Many times companies and managers aren’t setting their sales people up for success. As a sales professional, you have tons of other responsibilities and tasks that you have to accomplish during the work day. Because of this, many times these other tasks can actually be a distraction from the main job that you get paid to do. Prospecting is the one essential skill you need to master when you are trying to grow and expand your pipeline. And we all know that if you are not growing your pipeline, then your pipeline is dying. To make prospecting a priority, you have to reframe your approach to prospecting. You can do so many things with your time, but you have to understand how to make the most of the time you have for prospecting. To flip the psychology of your brain in how you approach prospecting. Envision a deck of cards and and ace represents an appointment. You know that there are 4 aces in each deck of cards. You may go through dozens of cards before you pull an ace. The more cards you pull, the closer you get to that ace. So, the further you get into the prospecting process, the more it should energize you because you are that much closer to setting up an appointment. Putting an ace from a deck of cards up in your workspace is a good visual reminder of your most important task. When you reframe the “no’s” you are getting as an expected part of the process, you can prevent them from taking a toll on your confidence and mindset. Another reframing tool is to think of a bag of money in a locker. If you knew there was a million dollars in a locker, would you go to the locker to get the money? Of course you would! But, what if that locker full of money was thousands of miles away from where you live, and it required hours of travel and various modes of transportation. But once you go to the locker full of money, that million dollars is yours, would the trip be worth it? You bet! If you know there is a process that you have to go through in order to get to an end result, then going through the process becomes so much easier mentally. We know prospecting is a numbers game. The more calls you make, the closer you will get to an appointment. Factor #2: Confidence in your ability to execute In our minds, we say things to ourselves each and everyday that we would NEVER allow others to say to us. So, don’t allow yourself to get away with that! If you make a call and fail badly in your prospecting attempt, even if you spent time improving your prospecting and called again at a later time, that prospect isn’t going to remember that it was you who they hung up on a couple of weeks ago. Someone would have to hang up on you 3 or 4 times in a short period of time, before they would even realize it’s the same person they are rejecting. So time between calls sort of wipes the slate clean you and you have a new chance to be successful! Deconstruct why you are not confident in your prospecting. Bring up all your own objections - you don’t know who your competitors are? Maybe you don’t know good stories to tell to draw them in. Maybe you aren’t familiar with the outcomes of their particular vertical. So, now you can go do what you need to do to overcome your own objections to prospecting. Now, you are prepared to handle anything. Questions to ask yourself: When have you been the most confident in your prospecting? What do the top reps do to gain confidence? What environment makes you the most confident? What would it take for you to be confident in your prospecting? Get these answers for yourself and use these answers to reframe your mindset about prospecting. This can completely shift your attitude towards prospecting and change the whole trajectory of your sales career. If you want to learn more tips like this for FREE grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about: https://www.smbuiltfreedom.com/pod Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?" Grab them HERE: https://www.whalesellingsystem.com/closingsecrets
Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? This is where Scaling and Sales are made simple in 25 minutes or less. | |||
| 05 Aug 2024 | Putting the ROI in AI - Part 1 with Tyler Barron of Encapture | 00:23:25 | |
Tyler Barron, CRO at Encapture joins Ryan in this episode. In this part 1 of 2 episodes, Tyler shares his journey transitioning an AI company from consulting to SaaS, focusing on FinTech solutions. They explore the challenges of demonstrating ROI in AI, adapting to market changes, and the importance of customer-driven product development. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "We saw a lot of companies out there in our space, like really, really getting to a lot of pain around that. A lot of our peers in FinTech have had a tough time." "Why does it have to be 99 percent accurate if 50 percent actually moves the needle financially." "The biggest thing with AI is that your unit economics improve over time one, because the AI gets smarter, but to your cost basis on a lot of these tasks can ultimately stay flat and you can pick up the efficiency." "Look, I'm not an AI expert, so I think I can probably give some very pragmatic answers to what I, what I see and hear, which... there's a lot of buzz and there's a lot of over promising around just AI in general, but there's also some very good quantifiable common sense use cases." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||
| 08 Nov 2023 | From 0 to 25k Users with $0 Marketing Budget with Eric Xiao Founder of Laxis | 00:29:02 | |
In this episode, Ryan interviews Eric Xiao, founder and CEO of Laxis, an AI assistant for revenue teams. They discuss Eric's journey from software engineer to investor to founder, and how he has grown Laxis to over 25,000 users and 3,000 organizations with almost no marketing budget. Eric explains his go-to-market strategy of partnerships, marketplaces, SEO, and referral programs. They also talk about trends in AI productivity tools, challenges in fundraising and hiring, and opportunities to eliminate repetitive and mundane tasks for revenue professionals with AI. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes. Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS
BEST MOMENTS "We have over 25,000 active users from over 3,000 organizations." "At Cisco Live I was invited as a guest speaker. Our logo and Cisco's were together on a billboard on Highway 101." "AI can easily save sales reps time taking notes and filling the CRM. That alone saves 5+ hours per week." "I want to find the best people who believe AI can change things. Team building is my top focus right now.” "The future is AI agents for recruiting, sales, coaching - automating tasks people spend money on today." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com | |||