Startup Hypeman: The GOAT to Market Show

Most conversations in B2B sales are about how you sell to the person you're speaking with. Ask them the right questions, learn their pains, needs, and goals, give them pricing, send them proposals, etc. There is A TON of content in this area. The oft-overlooked part is how to navigate a multi-stakeholder deal. Most enterprise, and many non-enterprise, sales include a main point-of-contact, influencers, the economic buyer, and the final decision-maker.In these cases, your main point-of-contact has to become your champion, and you have to coach your champion to gain buy-in at these different levels. Because there's not much content about how to do this, I'm especially excited to have had the opportunity to speak with Nikki Ivey, cofounder of SDRDefenders and sales rep at Emtrain, who sells a DEI product to a customer who often has to fight for budget internally. Nikki steps to the mic in this week's episode to share the ins and outs of weaving this tangled web to ultimately win the deal.Find Nikki online:Instagram: https://www.instagram.com/knownikkiivey/LinkedIn: https://www.linkedin.com/in/nikki-ivey/Find SDR Defender online:https://www.sdrdefenders.com/ Hosted on Acast. See acast.com/privacy for more information.

Shakespeare said 'To be, or not to be? That is the question.' But if he lived today he'd probably say 'Freemium or Free Trial? That is the question.' Plenty of companies have tried one or tried both and failed, not fully realizing the economics of each, and what conditions better enable one acquisition strategy versus the other. To help unpack HOW to figure this out, I welcome the Prophet of Pricing, Profitwell CEO Patrick Campbell to this week's episode. Patrick shares the what, how, and why of this age old topic, breaking down the considerations and success factors, and we even play a game of 'Freemium or Free Trial' where I come up with company ideas and he shares which strategy to go with.Find Patrick online:Twitter: @patticusFind Profitwell online:www.profitwell.com Hosted on Acast. See acast.com/privacy for more information.

Want to have lasting success in a marketplace economy? You better figure out your SEO strategy. And, I don't mean just throw a bunch of money at an ethereal concept known as SEO. I mean knowing exactly what levers to pull, how much patience you're truly willing to have, and being willing to get it wrong along the way. That's how GreenPal CEO Bryan Clayton has taken the bootstrapped lawn care maintenance marketplace company to 100,000 active users and #1 in its field (no pun intended). Bryan straight shoots and tells you exactly what you need to plan for, what you might get wrong, and where GreenPal has faced roadblocks in its ascent. Bryan also shares his workout regimen and why he woke up one day and decided to run a marathon.Find Bryan online:https://www.linkedin.com/in/bryan-clayton/Find GreenPal online:https://www.yourgreenpal.com/ Hosted on Acast. See acast.com/privacy for more information.

We're back with SEASON 15! To kick-off, we're talking marketplaces. Most marketplaces are labor-driven — they use technology to connect people to a particular service in an efficient way. The operative word here is PEOPLE. Many marketplace platforms have developed bad reputations for caring only about 1 group of people, the customers, while ignoring and treating poorly the other group, the labor. Verblio CEO Steve Pockross thinks that's ridiculous, and success should be qualified by creating happiness on both sides. In our season premiere, he shares how Verblio has built up and scaled the labor side of its content-writing marketplace to accrue a global customer base and multiple Inc 5000 growth awards.Find Steve online:LinkedIn: https://www.linkedin.com/in/spockross/Twitter: https://twitter.com/spockrossFind Verblio online:www.verblio.com Hosted on Acast. See acast.com/privacy for more information.

We've reached our season finale and boy oh boy do I have a doozy for you. With the U.S. Presidential election less than a month away, I thought the perfect conclusion to this season would be to talk about the intersection of marketing and politics. Jason Voiovich is an entrepreneur, fractional CMO, and creator of the Marketer In Chief project, where he analyzes every U.S. President through the lens of marketing. I was especially intrigued by his recent article in the series highlighting Donald Trump's 2016 social media strategy that many would argue swung the election in his favor. Jason and I go deep on this one. We aim to keep personal bias out of the conversation and dissect Trump's 2016 strategy purely from a marketing angle. In an election when over $1.5 billion was spent between both candidates, you will be amazed at just how much a meager $46k mattered in swaying public opinion. Listen up, put this flavor in your ear, and remember to go out and vote on November 3rd!Find Jason online:LinkedIn: https://www.linkedin.com/in/jasonvoiovich/Twitter: https://twitter.com/JasonTVoiovichRead Jason's article here: https://marketerinchief.com/donald-trump/ Hosted on Acast. See acast.com/privacy for more information.

You've heard of Linkedin, but have you heard of Spoke? You know Facebook, but do you remember Friendster? What about Tesla vs. Fisker?Oftentimes when we analyze what propels a company to success, we say things like "Facebook had this, therefore any company who has this should be successful". But that's flawed logic. What about the companies who also had that same thing and weren't as successful? This was the basis for Sean Ammirati's research in authoring the international best-seller, The Science of Growth. He had a very simple premise: When two companies with similar business models, product types, and market conditions both achieve product-market fit, what happens that enables one company to scale up and the other to stall out?To understand this, you need to understand the power of massive-growth catalyzing events. In part 1 of this 2 part conversation, Sean and I break down the pre-requisite conditions for success, and lay the groundwork for understanding this concept.Find Sean online:Social Media: @seanammiratiToday's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com Hosted on Acast. See acast.com/privacy for more information.

In part 2 of my conversation with Sean, we dig into the 4 specific types of events, exploring what Facebook did that Friendster didn't, How YouTube outlasted Revver, and more.Find Sean online:Social Media: @seanammiratiToday's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com Hosted on Acast. See acast.com/privacy for more information.

You know to ask about budget. You know to ask about timeline. You know to ask about what they are looking for in a solution. But when you're selling your product, do you know how to go beyond these surface area "100-level" questions? If you can, you've opened the door to learning about your prospect's true thoughts and opinions, and most importantly their emotions. This is where your 400-level questions live. What are these questions, and how do they influence your sales process? Anita Nielsen, Author of the bestseller "Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career", and Owner of LDK Advisory Services, steps to the mic this week and takes us to school on the topic.Find LDK Advisory online:Instagram: https://www.instagram.com/ldkadvisoryWebsite: www.ldkadvisory.comToday's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.comPLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com. Hosted on Acast. See acast.com/privacy for more information.

How do you respond when a prospect starts talking about your competitor on the phone? When you've run 4,000 demos like David Abrams has, you're bound to encounter that at least a few times and figure out what to say. Demio has learned enough along the way to the tune of over 3k active customers who have collectively run over 1 million webinars on their platform, and a team of 22. As a bootstrapped company they've had to be scrappy, but they've also been able to give the company breathing room to figure things out along the way. David steps to the mic to share their key lessons learned across their product, customer base, and team.Find Demio online:Social Media: @meetdemioWebsite: https://demio.com/Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.comPLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com. Hosted on Acast. See acast.com/privacy for more information.

We've all had those moments where it looks like a sale is going to happen, and happen quick.And then...silence. Crickets.The inevitable slowdown occurs.Sometimes it takes you by surprise, and other times you're expecting it because you know you work with slow-moving organisations.Prezentor found this happening again, and again...and again.So they took a step back, looked at their funnel, and made key adjustments.These adjustments increased deal velocity by trimming the timeline a full 50%.Their CEO Sara steps to the mic all the way from Copenhagen to share their story.Find Sara online:Linkedin: linkedin.com/in/sara-leander-pehrson  Find Prezentor online:www.prezentor.com Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.comPLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com. Hosted on Acast. See acast.com/privacy for more information.