Scaling Up Business with Bill Gallagher

Rolly Keenan — Going from Chief Marketing Officer to Chief Revenue Officer   Is it time for you to switch your chief executives around? Today’s guest breaks down why it might be more beneficial for your organization to have an all-driving C-suite executive (that’s not the CEO) to help manage revenue and growth.    Rolly Keenan is a serial entrepreneur and the Chief Revenue Officer at Tegrita. A trained hostage negotiator, Rolly brings 20 years of experience and has worked and led teams at LinkedIn, Oracle, Gallup, and more. Rolly is also the author of the book, CMO to CRO.    Sales and marketing technology is starting to merge. As Rolly and his team thought more about this, he realized that things are much more complex and don’t always fall within the sales and/or marketing branch. In fact, sales and marketing should not be separate, they should report to a revenue leader to help keep track of respective growth.    Why is the CMO the best person for the CRO position and not the sales leader? Whenever people are looking at revenue, they first turn to sales to get a better overview, and the marketing leader is almost an afterthought. It’s a bit counterintuitive to appoint the marketing guy for revenue.    Rolly explains that users today no longer physically talk to salesmen. The human interaction is much less. Salesmen are still critical in the workplace, however there’s a lot of things that happen after an interaction with a salesman or after ‘the deal gets closed’. In today’s world, we are tracking customer success, customer retention, and more, and these duties often go beyond the scope of the salesmen; but marketing is very familiar with this sort of follow through.    Interview Links: Sponsored by: Bit.ly/clariontech Tegrita.com Revenuetakeover.com Rolly on LinkedIn   Resources: Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).  

Are you trying to build something brand new or start a new initiative in your organization? Not sure where to start? Bill’s got some tips! If you’re currently working on launching a new “thing,” be careful! Bill has seen way too many companies do this, and it ends up costing them greatly because they weren’t able to manage the “common” mistakes.   Before launching or diving into unknown territory, you have to start with the end in mind. During this process, you scope out all the possible paths this product or service could go wrong, then it’s up to you to start a series of experiments to foolproof your idea more effectively.   Resources: Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash, and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

Do you ever notice how certain things trigger you? People? Conversations? And then you realize that you don’t quite know why you’re upset? The entire transaction just throws you off? Today’s guest has some solutions for you! Jen Underwood is an Emotional Mastery Coach who helps leaders find emotional stability and remove trauma from their business practices, resulting in more authenticity, integrity, and ease in business while also increasing the income and impact their leadership has in the world. In Jen’s past life, she was a social worker who worked with traumatized, mentally ill, and chronically addicted adults. It was emotionally draining and she found herself burning out. She transitioned out of that position to start her own business in a completely unrelated field. Now, as an emotional mastery coach, Jen helps people learn how to say what they’re feeling, feel what they’re feeling, and adjust the way certain things trigger them in leadership. This is a much-needed space in business. People are aware, more than ever, why it’s important to address the “emotional” side of our humanness, and yet, many people still struggle with the authenticity of it all. When it comes to emotions, there just seems to be such a fine balance to it all, and how we communicate that to others. Jen explains that it doesn’t have to be so. You can set healthy boundaries in your work life just as you can in your personal life.   Interview Links: Sponsored by: Bit.ly/clariontech Emotionaldominatrix.com   Resources: Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).  

Do you feel like there’s a disconnect between how people are relating to you and how you see your brand? Or do you believe your team is slightly ‘out of touch’?    Bill can relate! He was recently working with a company where one of the leaders saw themselves a certain way, but the rest of the executive team saw themselves leading in a completely different way. How do you get on the same page?    Bill loves to conduct leadership assessment interviews. This really gains insight into who you are as a leader and how other people within your organization see you. You can start off easy, like what your strengths are, before diving full force into the real meaty stuff.    You will hear things that might sting. During this time, it’s important to be graceful, and to try to take as much as you can in stride. Remember, you’re trying to be a better leader! What’s really powerful about this exercise is that you can hear where you’re missing some expectations, and work quickly to resolve it.    Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash, and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.

You’ve grown your business to new heights and now you’re ready to exit. When your business is on the line, how do you know if you’ve gotten every penny that it’s worth? Today’s episode is all about not leaving any money on the table. Michelle Seiler Tucker is the Founder and CEO of Seiler Tucker Incorporated. Michelle is the leading authority on buying, selling, and improving businesses, as well as increasing a business’s revenue streams. Over the past decade, Michelle has sold several hundred businesses and franchises, and she outlines how she did it in her latest book, Exit Rich. 80% of businesses will never sell. The reason? Business owners often just want out. They’re burned out and they don’t want to think about it anymore. In fact, the worst time to sell your company is during a catastrophe. For many owners, they never even had a plan to sell, so when it’s time to retire or move on to the next thing, they decide it’s just simply easier to close their doors instead. Michelle specializes in buying, selling, fixing, and growing businesses. Throughout Michelle’s career, she has found that so many businesses aren’t actually sellable. They’re often a glorified job for someone instead. Her focus is to help businesses owners have a sellable asset by the end of her client engagement. Circling back to the fact that 80% of businesses will not sell, that should be a huge wake-up call for any business owner currently. You have less than a 20% chance of success! So many business owners keep trucking along like everything is fine, but then hit a breaking point. Well, by the time you hit that breaking point, it’s too late to sell your business strategically.   Interview Links: Sponsored by: Bit.ly/clariontech Exitrichbook.com Seilertucker.com Michelle on LinkedIn   Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).  

Are you trying to figure out what your brand promise is? Do you feel like your statement is too generic? It just doesn’t click with the team? Bill’s got a tip for you! If you feel like your brand promise looks and feels like everyone else’s, your biggest step is to go out there and talk with your customers. Don’t just talk to anybody, talk to those core customers that light your day up and that amplify who you want to work with. Ask these customers who they think you are. What can they rely on you for? What’s different about you? Really tap into their head to get the full landscape of what makes you stand out. From there, you can see some similarities peeking out that your other competitors do not have. Use their insights and distill it down to three brand promises, and from there, pick the one that’s the most important to you and your mission.   Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts. Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach. We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash, and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

We’re diving in on being overly product or service-focused in this week’s episode, and some of the challenges that brings. What should you focus on? The overall machine of the business so that it’s adaptable, and not dependent on -one- thing. Shawn Khorrami is a Serial Entrepreneur and has run more than a dozen businesses over the years, some of which have reached up to $100 million in revenue. When Shawn was still in highschool, he helped local business owners automate parts of their operations through software, and that was what kick started his entrepreneurial path. Unfortunately, too many young business owners think that their product will make their business. Their product, or service, is the missing piece to success. That is rarely the case. Just because you have a great product doesn’t mean you have a great business. The important lesson here and the pitfall you want to avoid is: You can not neglect the business side of things, on top of your product. If you think you are superman or superwoman in your business, chances are you’re hurting your team’s success and their ability to grow. Early on, you have to let people run, mistakes will be made, but you can’t be the point-man on everything as it deeply bottlenecks growth. What do you do when you have supply chain issues, or something outside of your control happens, and it causes your customers to review you negatively? It’s time to get to work and think outside of the box. One of Shawn’s customer’s experienced this, and by partnering with a CX team and taking the time to respond to every, single, unhappy customer, they were able to get his client back on track. Sometimes you have to lose short term money (giving unhappy customers free subscriptions to your products), in order to retain your reputation and long-lasting customers.   Interview Links: Sponsored by: Bit.ly/clariontech Khorramiconsulting.com Shawn on LinkedIn   Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).  

Are you an early-stage company? Are you in the process of creating a new division or product? Now is an excellent time to create some company values for your business. It’s actually quite simple! You know the importance of creating company values, but you’ve got an early-stage company, so how do you create values when everything is almost duct-taped together, and you’re still trying to find your wings? Since you’re so new, you don’t have anybody to really bounce your values off of and see what resonates with the team. What do you do? Take a step back and think about the company you’re building. Think about the types of people you worked for, and with, in the past. What values did you like from them? What did you enjoy the most? Make a list of your dream team and then build it out from there. Your next step is to then make a list of people you would never want to have in your company. Think bad bosses, bad people, really map out all the “bad apples” you’ve worked alongside. They could even be friends, who you adore, but know it would make the company go belly up. Once you have your list of both the good and the bad, you then want to distill their characteristics down to four to six core company values.   Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash, and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.  

Most of us are aware that when we have an elephant in the room, as leaders, we have to address it as quickly as possible, but we rarely address the small mice in the room; which can lead to bigger problems down the line. Are you running your business as efficiently as possible? How many hidden mice do you have? This week’s guest has some insights. David Wood is a High-Performance Coach and the Founder of Focus.Ceo, the Number #1 spot on Google for Life Coaching. He has business owners double their revenue by focusing on less. Prior to building his coaching business, he was a consulting actuary to Fortune 100 companies. It says something about our society that something needs to be as big as an elephant for you to address it. David has noticed that there are so many subtle things happening in a room that never get addressed at all, things that just get swept under the rug, and those are the little mice that we have to pay attention to. We’re so quick to brush things off, perhaps it’s a society thing, or perhaps it’s due to being a man where it’s not okay to have sensitive emotions or to nitpick at the “small stuff.” It’s easier to talk about the weather than our feelings. David is intentionally focused on building good connections with himself and others. However, that means you have to take very emotional and vulnerable risks. What do mice look like in “real life”? Have you ever attended a low-energy meeting and you’re not sure why everyone is operating at this pace? Have you spoken up and said anything? Do things just feel awkward? When you name what’s happening in a room, it’s actually a great leadership move because it now opens up a dialogue and it can help you clear the air, or at least get clarification on a story you may just be making up.   Interview Links: Sponsored by: Bit.ly/clariontech Focus.ceo David on LinkedIn   Resources: Scaling Up Workshop: Interested in attending one of our workshops? We have a few $100 discounts for our loyal podcast listeners!Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).  

Do you struggle to find out the why of your business? What is your purpose? What about your company’s purpose? Do they match or is it all a bit murky? Let’s dive into it. Bill was working with a company in the HR staffing industry. The CEO/Owner didn’t really see a point to having a purpose for his company. Do you really actually need one? The owner bought the company to make money and pay the mortgage. It’s a business after all. Bill asked him to indulge him. There’s a bigger meaning to the company. Bill asked him a series of questions like, what difference does his company make in the lives of others, and he kept probing why it matters to him. It might sound redundant but after peeling off enough layers and asking this same question in different ways, you get a profound ah-ha moment on why you care so much about the industry and the people you serve. You can use this to build your purpose.   Resources: Scaling Up for Business Growth Workshop: Take the first step to mastering the Rockefeller Habits by attending one of our workshops. Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube   Did you enjoy today’s episode? If so, then head over to iTunes and leave a review. Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.   Scaling Up is the best-selling business growth book by Verne Harnish and our team of coaches. My name is Bill Gallagher, host of the Scaling Up Business Podcast and a leading coach.   We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash, and the 5th Decision about what kind of leader you want to be. Our purpose is helping you Scale Up successfully and beat the odds of business growth success.