Scaling Up Business with Bill Gallagher

As a leader, you need to learn how to speak and command a room. The ability to speak effectively opens a lot of doors and helps your team understand the overarching goal you’re trying to achieve. It’s also an incredibly useful skill to have if you are presenting a talk or being interviewed. Today’s guest is a veteran broadcaster and media trainer!   Steve Kosch began his TV career at the age of 15 as a weathercaster, which led to forecasting positions on camera at ABC, NBC Bakersfield, The Weather Channel, and a 10-year-long career at CNN. Today, he operates a video editing and production business and the Media Training Network, where he helps prep his clients on how to speak during important presentation engagements.   Back in the day, The Weather Channel and CNN were considered startups and they didn’t have the budget to send reporters onsite to natural disasters occurring throughout the country. This meant the team had to get creative and innovative with the resources they had.   With a world so easily accessible with cameras and video, Steve reminds CEOs to always think of themselves as ‘on stage’ to avoid an embarrassing hot mic situation. People are always watching. So, be the leader, be the example of what an executive presence looks like.   CEOs are used to winging it on the spot, but media interviews or recorded interviews are far less forgiving and it can end badly. People can also get their words right in interviews, but if the body language doesn’t match, the audience will know this person has something to hide as they will believe body language over words. A good media trainer teaches both the words and the tonality and body language to nail those interviews.   Interview Links: Mediatrainingnetwork.com Steve 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

People get into sales because they’re great at talking, but once they’re in it, they realize they also need to be good at listening. Once they have these two things down, the final step is to have a repeatable process so that you can close deal after deal, seamlessly. Les Lent has over 20 years of experience as a sales professional, manager, and leader. He has helped scale his sales department from $30 million to over $300 million in annual revenue. Les has led teams of seven to 70 and is the author of, The Profession of Sales. He is currently working on his second book, Two Things Holding You Back. Les failed at his first sales job. He struggled over a year to get the hang of things before finally quitting and starting a new career field. Fast forward 10-15 years later and Les realized he could become good at this and he started to teach himself the sales process. When he learned that there was a method to the madness, he succeeded. Your sales book will change and grow as your organization does, but the importance of this book is to develop consistency in the sales process. This makes it easier for you to grow when your entire sales staff is on the same page. A lot of companies will have part of their business process set up in a way where it is duplicatable, but the sales teams are often the last department that gets that kind of attention. And in the cases where they might have a sales process, salespeople are so strict in following the process, — the script — that when you get a lead that doesn’t fit the mold, they blunder it. Interview Links: Leslent.com Les on LinkedIn The Profession of Sales, by Les Lent 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

What’s happening in the world of Scaling Up? Our panel guest is Eugene Terk; he is the VP of Business Development & General Counsel for Align Technologies. He and Bill discuss everything from Horst Schulze’s biography, Excellence Wins, to the #1 investment of the decade, how to best leave a fulfilling legacy, and so much more!   Horst Schulze is the man behind designing an excellent experience at Ritz Carlton. In his book, Excellence Wins, he details how he scaled the brand while beating an incurable form of cancer along the way. Eugene admits he is a loyal Marriott fan, but it is true that staying at Ritz Carlton is a very exceptional experience. Everyone remembers your name there.   The best investment of the decade… is bitcoin? $1 invested in 2010 would be worth $90K today. Although amazing, Bill thinks it’s too volatile. $1 of gold is now worth $1.34 and crude oil performed the worst overall; $1 of oil is now worth $0.74. Eugene noticed that the U.S. stock market is currently performing the best in the world. Park it, chill out, and play the long game.   One of Scaling Up’s highest-rated speakers, Jeff Hoffman, talks about leaving a business legacy and how to truly take care of your people and connect with them. Your work family is often as important as your family at home. People want to surround themselves with good people and you want to see them grow and succeed. It might sound simple, but by keeping your employees happy, they end up staying at your company for longer!   Interview Links: Alignwithscalingup.com Aligntoday.com Eugene on LinkedIn The #1 investment of the decade Excellence Wins: A No-Nonsense Guide to Becoming the Best in a World of Compromise, by Horst Schulze Leaving a Legacy A five-year turnaround CEO who scaled to $14 billion Profit shares vs. market share Time magazine’s best inventions of 2019 How to develop leaders inside the company   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  

Today’s episode is all about marketing, marketing, marketing! How do we integrate old-school marketing with new-school methods? Is it possible to do it in a cost-effective, repeatable way? Our guest has some answers!   Andy Buyting is an established thought leader in the world of content marketing and brand positioning. He is a TEDx speaker and the author of two books: The Retailer's Roadmap to Success and How to Win Clients & Influence People. Andy has successfully leveraged his integrated marketing approach to print, digital, and through interactive marketing, to help captivate an audience and build reputation.   When Andy was in Verne Harnish’s program, Birthing of Giants, he was exposed to the concept of building a reputation through print media. Andy was running the marketing for his retail family business and he decided to launch their own retail magazine. This helped the business tremendously because they were the only retailer who had a magazine!   Through his magazine, other retailers/businesses throughout the country were approaching Andy and asking if he could replicate the same thing for their business. He developed a program so that companies could quickly create their own plug-and-play magazine.   The next thing he knew, he was building a magazine company on the back of his retail business and leveraging his customers’ mailing lists. His first issue with these partners had a print and distribution size that was 4X the size of the largest home and garden magazine in Canada, which had been in print for 120 years. After that, the rest was history.   Interview Links: Tulipmediagroup.com The Retailer's Roadmap to Success: 33 Secrets for Driving Your Business to the Next Level How to Win Clients & Influence People: Create Instant Credibility and Gain an Unfair Advantage Over Your Competition “Become the Yellow Flower in the Sea of Red” | Andy Buyting | TEDxUNB Birthingofgiants.com   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

Do you feel stuck in your work or even in your life? This show is all about how to get unstuck and to unlock more of your potential even when you’re battling personal hardships. Today’s guest discusses how you can take your most complex thoughts and turn them into action.   Klyn Elsbury was born with Cystic Fibrosis, a life-threatening disorder that damages the lungs and digestive system. Klyn was told she would not survive beyond 14 years old and spent most of her life going in and out of hospitals. Klyn knew she had to be smart with the time she had and so today, as she hits her 30’s, she is a Keynote Speaker, Bestselling Author, and the host of the Neuroscience for Sales Success podcast.   Klyn would spend anywhere from two to six months in a hospital every year. It was her illness that drove her to find more effective systems to help her grow and scale her business. Remember, if you are feeling like you can’t step away for a week or a few days, have Klyn be your reminder that yes, you can make things much more efficient!   When Klyn first heard of Neuro-Linguistic Programming (NLP), she thought it was a bunch of woo-woo and was extremely skeptical at how well it would work. She started off trying to find flaws within the system, but as she dug deeper into it, the more she realized it really does work. This led her down the path of getting her master’s in NLP.   How do we move from thought to action? We often think it’s a motivational problem, but it’s not. It’s what happens before you become motivated that gets you excited to stop procrastinating and do that thing. Think of what happened just before you became ridiculously motivated. What were you experiencing? Curiosity? Anger? Anxiety? Those are the emotions you want to focus on so that you can kick procrastination in the butt and turn your dreams into real action steps.   Interview Links: Missklyn.com   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

Gender equality is not just about closing the pay gap for women and making the office environment equal; there are a lot of positive effects a company can have when both sides of the population are represented fairly.   Katica Roy is a gender economist and the Founder and CEO of Pipeline, an award-winning SaaS company that uses artificial intelligence to identify and drive economic gains through gender equality. Pipeline was named one of the ‘Best Inventions of 2019’ by TIME magazine.   Katica is the daughter of an immigrant and refugee. Growing up, she saw her family overcome such big obstacles. Their family ethos is to always do your best and to never give up. This has helped Katica become fearless as an adult and to not get scared of the ‘no.’ It just means you’re getting pushed in the right direction!   The 1992 election was the first election Katica could vote in and one of the things that stuck with her was that California, a place she was living in at the time, was the first state in the union to elect two female United States Senators.   When we think about gender equity, it often is a synonym to women’s rights, but it is so much more than that. Gender equality affects men too, but we hardly ever talk about that. If we take a look at homecare with children, for example, we know that 48% of working men would like to stay at home with their children, but they can’t.   Interview Links: Pipelineequity.com   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  

We can reach anyone through technology, whether it be through social media, Slack channels, text, emails, etc., there is always a way to get through to someone, yet we are less and less connected. How can we truly connect with people in a meaningful way? Our guest is an expert in customer service through connection.   John DiJulius got his start owning and running a chain of upscale salons and spas in the mid-’90s and his business was repeatedly named one of the top 20 salons in America. John’s primary business, The DiJulius Group, is an international consulting firm. John also runs a non-profit, Believe in Dreams, which works with children in helping them achieve their dreams.   Ever gotten the, “Your call is important to us” message? You know it isn’t! The reality is, technology is not the enemy, but it does make it easy to eliminate the true human experience. Just take a look at social media, we feel much more connected to our old highschool buddies, but those relationships become much more shallow as we only see the highlights and not the nitty-gritty.   Naturally, as we rapidly grow, we cannot be as careful about who we hire into the company and that can really destroy the customer experience. Our customer-facing employee rarely understands the pain their target customer is facing. The valet parking the customer’s Maserati is not driving a Maserati himself. Consultants working with CEOs might not have ever been CEOs themselves. The first step is to help your employees understand what your customer is going through.   John uses Starbucks as an example; they were growing rapidly and everything was breaking at the seams. John worked with Starbucks to create a ‘day in the life of a Starbucks employee’ roadmap, which helped employees consistently give their presence, attention, expertise to their customers, no matter what struggles they were going through.   Interview Links: Thedijuliusgroup.com Believeindreams.org The Relationship Economy: Building Stronger Customer Connections in the Digital Age, by John DiJulius III Ruby.com   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  

We have a special episode for you today as we close out the decade. A best of 10 podcast episodes from the Scaling Up Podcast that our listeners and production crew have loved over the years! Happy New Year!   Stacy Bare is a veteran of the Iraq war and is the Founder of Bare LLC, a consulting firm working to grow healthy organizations, people, and places through health and adventure. He is also the Founder of Adventure Not War, which aims to climb, ski, and adventure in places veterans have fought in.   Brian Solis is a digital analyst and anthropologist, where he studies disruptive technology and how it impacts the market, society, and individuals. He is also a keynote speaker and the author of eight books. Brian became a digital anthropologist in the late ’90s to study how emerging technologies are changing our society and our behaviors. The goal was to understand these changes so that new technology would have a positive impact on us and not a negative one.   Nick Nanton is a four-time Emmy Award Winning Director, Producer, and Filmmaker. A master storyteller, Nick is recognized as one of the top thought-leaders in the business world and is the author of StorySelling. On today’s podcast, Nick and I dive right into the art of storytelling and how to tell your story in a compelling and engaging way.   John Ruhlin is the author of GIFTOLOGY: The Art & Science of Using Gifts to Cut Through The Noise & Drive Referrals and founder of the Ruhlin Group. There are an art and science to using gifts to cut through the noise and drive real referrals to your business. In this episode, John discusses how to use gifts to scale your business and increase referrals.   John Ratliff first applied The Scaling Up Rockefeller Habits when he was the Founder/CEO of Appletree Answers. He grew it from a relatively small company in 1995 to 700 employees, before selling it in 2012. Today, he is the Managing Director of STS Capital Partners and sits down with Bill to discuss our overall mental health and how to combat depression when you’re sitting at the top.   Verne Harnish is the author of Scaling Up, Founder and CEO of Gazelles. He is also co-founder of the world-renowned Entrepreneurs’ Organization (EO) and the Birthing of Giants.   Morra Aarons-Mele is the founder of award-winning digital agency Women Online and its database of women influencers, The Mission List. She is an internet marketer who has helped launched online campaigns for world leaders and organizations including the United Nations, Malala Fund, Hillary Clinton for President, President Obama, and the Bill and Melinda Gates Foundation. Morra is also the author of Hiding in the Bathroom.   Ron Lovett is an author, entrepreneur, and leader with a passion for change. He is the Founder of Connolly Owens, where he and his team build companies with a purpose. They teach companies how to create accountability so that their entire team is focused on the same company goals.   Lara Hodgson is the co-founder, president, and CEO of NOW Corp. She also serves as an Entrepreneur in Residence at Harvard Business School. NOW Corp is the company she co-founded to free small businesses from the burden of funding trade credit and to enable small business growth. The concept for NOW Corp’s NOWaccount payment system stems from the challenges Lara faced when growing her manufacturing business, Nourish.   Carl Gould is an entrepreneur and business growth expert. Carl has built three multi-million dollar businesses by the age of 40, has mentored the launch of over 5,000 businesses and has trained and certified over 7,000 business coaches in 35 countries.   Interview Links: “Stacy Bare — Adventure Not War” “Brian Solis — Live a Happier, More Productive Life” “Nick Nanton — ‘Storyselling’ – How to Tell Your Personal Story” “John Ruhlin — The Strategic Way to Use Gifting” “John Ratliff — It’s Lonely at the Top: Your Work and Your Mental Health” “Verne Harnish — The Biggest Mistakes in Scaling Up” “Morra Aarons-Mele — How to Network and Show up While Being An Introverted Leader” “Ron Lovett — Remove Mid-Level Management Through Task Mapping” “Lara Hodgson — How Lacking Resources Generates Innovation” “Carl Gould — Get More Customers Without Compromising on Price”   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).  

Today’s panel coaches are Andres Zylberberg and Kim Bayer-Augustavo. Andres has over 15 years of experience as a consultant and business growth coach and Kim worked as the Marketing Officer for McDonald’s for over 22 years and now impacts companies as a growth coach, as well.   Our panel will be discussing and sharing their thoughts on some of Verne’s insights and will be highlighting some of the world’s most interesting events for the month of December. They talk about gender equality in the workplace, whether culture fit hurts diversity, and why you should stop saying your company is like a family.   There’s a big shift in culture around the world, not just in the Middle East. However, Saudi Arabia is a prime example showcasing that it’s never too late to make a change and go against what is considered ‘tradition’ with their recent end to gender segregation in restaurants.   When it comes to equality in the workplace, the more equal the culture, the more likely they are to innovate and create something amazing. Cultures that have a balance of both genders were not afraid to fail in the pursuit of innovation.   There is often a disconnect between what we want the company to be versus what it actually is from a culture perspective. Andres highlights an example where if you’re not happy with the culture of the company, it starts with you first. A CEO commented to him that his culture began to change the moment he stopped wearing a suit to work. People within the organization realized very quickly that it was okay to change!   Ben Horowitz is out with a new book, What You Do Is Who You Are: How to Create Your Business Culture. In it, he discusses that strong cultures include a ‘shocking rule.’ Kim really likes this idea and will be working with clients going forward on incorporating more of this into a company’s culture. A shocking rule captures people’s attention and helps them think outside of the box.   Denise Lee Yoh makes the case to not talk about your company like they are your family. Bill once had ‘we’re like a family’ in his company values and he had to retire it because he realized that when you fire the employee, you’re not inviting them to Thanksgiving dinner.   Kim agrees. When she worked with McDonald’s, they used to call themselves a McFamily. However, the culture has changed dramatically since its inception and the prior CEO, Steve Easterbrook, said that family doesn’t apply anymore because they are a business.   Andres worked with a client where the family concept was no longer applicable in their business as well. Instead of tying a family connection into the company, they shifted focus and developed a growth mindset instead. They asked everyone, ‘What do you want to get out of this company?’ Andres feels this is a much better approach than trying to build a family connection in a company. It’s a give-and-take approach and it sets the right expectations for everyone.   Interview Links: Andreszylberberg.com Augustavointernational.com Accenture’s Latest Report on Equality Google Founders Step Aside What You Do Is Who You Are: How to Create Your Business Culture, by Ben Horowitz “Stop Saying Your Company Is Like A Family,” by Denise Lee Yohn   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

Today’s guest shares his experience going through the EO Accelerator program and how it has made an impact on his startup. Bill also takes this time to answer some common questions that he often gets from people who are interested in joining.   Chris Ronzio is the Founder and CEO of Trainual, a leading SaaS company that helps fast-growing businesses automate their onboarding and training process. This is Chris’s fourth business and will finish this year with 25 employees and millions of dollars in revenue.   Chris believes the Accelerator program was like his real-world business education. He went through a business undergrad program before, but it really only covered the basics. This specific program is for companies that are in between $250,000 to a million dollars in revenue and it’s to help get you over the first million in sales through the use of systems and processes.   When Chris joined the program, he was paired with an accountability group, which was a completely new experience for Chris. He was assigned six other people and they would meet once a month for about three hours. The support group was so critical because Chris finally had a place where he could vent out his problems and get real solutions to them.   For example, Chris was going through a big problem one day. He had paid one of his vendors $10,000 and the vendor hadn’t delivered what he wanted. It didn’t look like the refund was going to happen either and there was a lot of conflict going on. The coach in the accountability group helped put things into perspective. It’s a small town, do you want to have a bad reputation? Can you practice empathy in this situation? Chris learned a very valuable lesson of ‘sunk costs’ and he wouldn’t have gained that without having an outside perspective.   Interview Links: Trainual.com Eonetwork.org   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