If there's one thing that both sports and business have in common, it's the relentless pursuit of excellence. But how often do we connect the dots between the strategies that drive success on the field and those that propel victories in the business world? In this episode of The Marketing Umbrella Podcast, our guest, Andy Neary of Complete Game Consulting, draws these parallels and provides listeners with a masterclass in marketing strategies, influenced by the principles of athletic competition. Andy Neary is a former Professional Baseball Player and two-time Iron Man finisher. He's the founder of Complete Game Consulting and helps business and insurance professionals succeed in their careers and lives. His programs help people cultivate off-field habits and mindsets that lead to all-star performances. Here are the key takeaways from this conversation: Turning athletic experience into business success: Sports mindset and strategies can benefit marketing and business by addressing imposter syndrome and performance pressure. Identifying ideal clients: Knowing your target audience's demographics and psychographics is crucial for successful marketing and customer acquisition. The five questions that one needs to answer to get a clear picture of their ideal buyer are: Who is my favorite client today? Why are they my favorite client? What is the one problem my company solves better than anybody else? What is my process for solving that problem? What does the result look like when we solve that problem? Complete Game Marketing Playbook: This playbook outlines a sales process that includes clarity, content, capture, and conversion. It emphasizes the significance of marketing for client retention. Clarity - Understanding who your audience is and what they truly need. Content - Establishing credibility by creating and distributing valuable, relevant content that resonates with your audience. Capture - Implement strategies to capture leads by encouraging potential clients to engage with your content and provide their contact information. Convert - Converting those leads into clients through a systematic process that guides them from initial interest to the final sale, while providing value every step of the way Closing Thought:  “The best thing that could ever happen with a good marketing strategy is you literally detract the people who you don't want to do business with.” To Connect with Andy: Website: Complete Game Consulting - Andy Neary - Speaker, Author, Consultant LinkedIn: Andy Neary | LinkedIn To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

What is it like to trade the comforts of a corporate gig for the roller coaster ride of entrepreneurship? Join us as we welcome Aditya Varanasi, CEO of Awarity, to unlock the secrets of a successful transition from corporate stability to entrepreneurial success. From analyzing Cheetos at PepsiCo to spearheading a digital marketing agency, Aditya's story is full of insights on leveraging integrated marketing strategies and the courage to pursue passion over comfort. Aditya Varanasi is the Founder and Chief Executive Officer at Awarity. He graduated with a B.S. in Chemical Engineering from Purdue University and started his career at PepsiCo in the R&D group.  Here he helped develop and launch new products like Lay’s Stax and Tostitos Scoops and earned multiple US Patents for his work.  It was during this time he had an opportunity to work alongside brand marketing teams and developed a passion for consumer marketing.  Here are the key takeaways from this conversation: Leverage Integrated Marketing Strategies: Using an orchestrated mix of TV ads, in-store promotions, and strategic pricing, as seen in PepsiCo's analysis of Cheetos, can create a compounding effect on consumer behavior. Tailor Your Approach: Customize marketing strategies to suit different business sizes and types. Small businesses must focus on strategic market niches to compete effectively, and larger enterprises require a different approach. The Power of Brand Awareness: Brand recognition and consumer recall are crucial for a business's success. It measures the familiarity of consumers with a brand and how well they associate it with the products or services offered. Innovate to Differentiate: Awarity has made world-class marketing tools accessible and easy to use for small businesses by offering affordable minimums and real-time reporting without retainers. The 4Ps of Product Marketing: Product: This involves the development of the right product or service that meets the needs of the target customer. It includes the design, features, quality, branding, and variety of the product. Price: This relates to the strategy around setting a price that is acceptable to consumers while still yielding a profit. Pricing strategies take into account costs, competition, market demand, and perceived value. Place (Distribution): This concerns the channels through which the product or service is sold and how it is delivered to the consumer. It includes the selection of distribution channels, market coverage, locations, and logistics. Promotion: This encompasses all the communication tactics used to inform, persuade, and remind customers about the product or service. It includes advertising, sales promotions, public relations, personal selling, and direct marketing. Closing Thought:  “There's very little we can ultimately control. We can control our efforts. We can't always control the outcome.” To Connect with Aditya Varanasi: Website: https://www.awarity.com/  LinkedIn: https://www.linkedin.com/in/adityavaranasi/  To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

In this episode of the Marketing Umbrella podcast, Kevin Prewett interviews Tim Calise, an entrepreneur who has had a diverse career. He started as a financial expert, then became a fitness enthusiast, and is now a tech entrepreneur and podcast host. Tim co-created ALAN, which is an AI-powered SaaS platform, with Alexi and Leila Hormozi. Within six months, the platform grew from zero to $20 million in annual recurring revenue.  Listen to hear Tim's story, including the key decisions that shaped his journey. He talks about how he strategically closed his hedge fund just before the 2008 financial crisis, his foray into the fitness and tech industries, and what he learned from those experiences. Here are the key takeaways from this conversation: Living with intentionality: Success is more than just being busy or making money. It's about living intentionally, making choices that align with your values, and staying true to yourself. The art of saying "no": saying "no" to certain opportunities can be as critical as seizing others, allowing for strategic focus and alignment with one's strengths. Redefining success: Don't equate personal worth with professional accomplishments. Focus on relationships and presence over constant hustle. Leveraging unique strengths and recurring revenue: To build a successful business, focus on opportunities that match your expertise and passion. Look for business models that include membership, subscription, and recurring revenue components. Capitalize on what came easily to you, that which translated into significant value for others. Seek out opportunities that are rooted in a relationship-based approach to the business. If you're an entrepreneur, you are constantly seeing opportunities in front of you, and everything is like a challenge to figure out how to do it better, how to make it better, and how to improve the process. Closing Thought:  “You don't need to just do more, you need to do it differently.” To Connect with Tim Calise: Instagram: https://www.instagram.com/tim.calise  Website: https://timcalise.com  Leveling The Field Podcast: https://open.spotify.com/show/5cE6i6IpWBgZQUYl9ldYvU  If you're feeling isolated or confused as an entrepreneur, Tim's got your back. Head over to his Instagram and DM the word "umbrella". That'll get you his super helpful product expansion formula framework. To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

In today's digital world, how can your brand's voice be heard and distinguished from others? This is the focus of the latest episode of the Marketing Umbrella podcast, where David Wachs, the creative entrepreneur behind Handwrytten, shares his insights. In this episode, we discuss how the art of handwriting is not only still alive but also thriving as an effective tool in modern marketing.  David is the CEO of Handwrytten, a platform that brings back the lost art of letter writing through scalable, robot-based solutions that actually writes notes in pen. With Handwrytten, users can send personal notes from their CRM system, website, apps, or through custom integration. The service is used by many diverse clients including eCommerce giants, nonprofits, and professionals, and it is changing the way brands and people connect.  Here are the key takeaways from this conversation: Reviving Personal Connection: Bringing back a personal touch to digital communication by using robots to pen sophisticated, human-like notes. Cutting Through Digital Noise: Serves as a strategic tool to counter the saturation of digital messaging, offering a unique approach to increase open rates and drive engagement. Authenticity with Technology: The robots create notes that pass the smudge test, ensuring authenticity and value in a world dominated by digital methods. Personalized touches:  Such as handwritten apologies accompanied by gifts, can boost customer loyalty and business value. Impactful Connections: Handwrytten reminds us that amid the digital chase for innovation, impactful connections can still be made through the traditional, yet powerful, medium of ink on paper. Retention: Handwrytten notes are great for customer retention and lead generation. Closing Thought:  “It's not what you do or sell, it's how you make people feel.” To Connect with David: LinkedIn: https://www.linkedin.com/in/davidwachs   Handwrytten: https://www.handwrytten.com  To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

Welcome to another great episode of the Marketing Umbrella podcast where we host Lewis Rothkopf, Chief Revenue Officer at Pairzon. Together, we explore the crucial transformation of digital advertising and the increasing importance of first-party data amidst growing privacy concerns.  As the Chief Revenue Officer at Pairzon, Lewis leads the sales, marketing, and business development teams to provide AI-powered data intelligence solutions for retailers and brands. With 24 years of experience in digital media, he has a proven track record of driving revenue growth and executing successful mergers and acquisitions across the marketing, ad tech, and media industries. His passion lies in using data, technology, and creativity to create value and impact for the digital ecosystem. Listen in as Lewis discusses the intricate challenges marketers face and how Pairzon is pioneering the use of AI in predictive analytics, giving marketers an edge by closing the gap between digital ads and in-store transactions.  Some key highlights include: Embrace First-Party Data: With third-party cookies declining and privacy regulations increasing, marketers must use first-party data effectively. This data is valuable as it comes directly from consumers, ensuring compliance with privacy laws and improving marketing relevance. AI can optimize marketing campaigns by analyzing data, bridging the gap between digital engagements and in-store purchases. AI integrated with media buying platforms can create real-time audience profiles for quick adjustments in marketing strategies, making ads more efficient and less intrusive. Balance Between AI and Human Insight: While AI can enhance efficiency in marketing, it's essential to maintain a balance by incorporating human creativity and insight. AI should support, not replace, the human element in crafting marketing strategies. Misuse of AI can lead to privacy concerns and low-quality content. Humans are essential to connect with consumers emotionally through impactful creative work, while AI can process data and provide insights. Digital out-of-home advertising requires marketers to measure brand metrics and sales impact, looking beyond clicks and views. Successful marketing prioritizes consumer experience by avoiding irrelevant ads, respecting privacy, and offering valuable content. Closing Thought:  “Use technology to enhance marketing while preserving the human touch that resonates with audiences.” To Connect with Lewis: LinkedIn: https://www.linkedin.com/in/lewis  Pairzon: https://pairzon.com  Twitter: https://twitter.com/lewisnyc  To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

Join us on the Marketing Umbrella Podcast, hosted by Kevin Prewett, as we chat with Ian Campbell - the CEO of Nucleus Research and the author of the Wall Street Journal Best Seller, "The Value Sale." Ian is a technology value expert, and he is responsible for Nucleus Research's investigative research approach, product set, and corporate direction. He has written and presented extensively on various organizational topics and the importance of matching technology to business objectives. Ian has also been quoted in major business publications such as The New York Times, the Wall Street Journal, and the Economist, and was even the subject of a personal profile in The Financial Times.  Don't miss this episode if you're looking to gain a fresh perspective on technology and sales! Some key highlights include: Importance of Value-Based Analysis: understand the specific value a product brings to a company, rather than just looking at market rankings.  Focus on a product's value and benefits, not just its features, to simplify ROI in sales and marketing. This includes increased productivity, reduced costs, and increased profits. The payback period is the time to recover investment costs and is important for risk-averse decision-makers. Differentiating Between Benefits: Prioritizing direct benefits strengthens the business case. Stressing the importance of balancing work and leisure to stay refreshed and generate new ideas. Closing Thought:  “To truly excel in sales and marketing, focus on communicating the tangible benefits and value of your product, not just its features.” To Connect with Ian: LinkedIn: https://www.linkedin.com/in/iancampbellnucleusresearch/  Nucleus Research: https://nucleusresearch.com The Value Sale Book in Amazon (Paperback): https://www.amazon.com/Value-Sale-Prove-More-Deals/dp/1544543301  To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

Entrepreneurs in the constantly evolving world of technology and startups face numerous challenges. In this latest episode of the Marketing Umbrella Podcast, hosted by Kevin Prewett, we explore the dynamic world of entrepreneurship and marketing with our guest, Alex Levin, the co-founder and CEO of Regal.io. Regal is a customer engagement platform that drives revenue through personalized interactions. From his academic background in philosophy and psychology to his venture into the world of startups, Alex emphasizes the importance of persistence and the creation of a strong, value-driven company.   Some key highlights include: Persistence, Company Values, and Team Building - Keys for Startup Success Persistence to the point of insanity is essential for startup success. Founders must persevere despite challenges to keep their businesses moving. On company values, being able to build a company based on one's own beliefs and finding like-minded individuals to work with is a rewarding aspect of entrepreneurship. To avoid software feature creep, prioritize customer outcomes, manage expectations, and integrate their needs into product development. Don't add unnecessary features, but focus on finding the best solutions for your customers' needs. By offering exceptional and personalized customer service, the customers feel valued and it also builds a strong brand.  Regal.io can help turn contact centers into revenue centers by improving customer interactions with personalized experiences and technology. Find the right moments to provide a human interaction that can enhance customer engagement and drive revenue. Closing Thought:  “The goal should not be to make the product better, but to improve the customer's outcome.” To Connect with Alex: LinkedIn: https://www.linkedin.com/in/alexlevin1  Regal.io: https://www.regal.io  To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

What if there was a way to take your digital agency from barely surviving to absolutely thriving? This was certainly the case with our guest John Morris, the founder, and CEO of Engine BI. A serial entrepreneur turned successful business leader, John navigated the rough digital marketing waters in the 1990s with no coding or design background. The episode kicks off with his intriguing journey, from closing his first agency due to a sudden loss of revenue to bouncing back and founding Rise Interactive. Jon Morris is the Founder and CEO of EngineBI, a tech-enabled finance and strategic planning company that helps marketing agencies drive success. Jon was also the Founder and CEO of Rise Interactive, an award-winning full-service digital marketing agency. With $10,000, he turned it into one of the largest independent digital agencies. His focus is on helping agency leaders simplify their decision-making process with robust insights.Some key highlights include: The 3 Key Metrics of EngineBI: Cash relative to your monthly overhead - This metric evaluates how much cash an agency has on hand compared to its monthly expenses Profit as a percent of revenue - This metric measures agency profitability relative to revenue, providing insight into financial efficiency. Year-over-year revenue growth - It shows how the agency's earnings have changed in a year, helping to evaluate its growth and performance. The 3 flaws why Jon’s first business failed: Fear of Firing People - as an agency owner, one needs to be able to make tough decisions and cannot afford to hold onto underperforming employees. Lack of Financial Acumen Customer Concentration - Morris lost 80% of his revenue in a month due to losing three clients. Diversifying the client base is key to avoiding such devastating losses. Have a unique point of view: To stand out among the 120,000 agencies in the US, define your target audience and services, then focus on what makes your agency unique and superior. Closing Thought:  “Have fun with the process and enjoy the journey of building and sustaining a business” To Connect with Jon: LinkedIn: https://www.linkedin.com/in/jonmorrisramsayinnovations   EngineBI: https://enginebi.net  To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

We're thrilled to offer the latest episode of the Marketing Umbrella Podcast. In this episode, we chat with Greg Alexander, bestselling author and the founder of Collective 54. It is the first mastermind community solely dedicated to supporting professional service firms in their growth, scaling, and exit strategies.  Greg is also the author of the book "The Boutique: How to Start, Scale, and Sell a Professional Services Firm," which is a must-read for those who want to establish or develop a professional services firm. Greg is both informative and inspiring as he talks about his journey from being an employee to successful entrepreneur, to extraordinary exit.. The primary focus is on understanding what customers want and need. Greg also shares his insights into the golden age of marketing agencies, highlighting the significance of self-investment for entrepreneurs and founders. Some key highlights include: Identifying the Right Problem: Help entrepreneurs and business owners identify and solve the right problems with valuable insights. Five Listening Techniques  for being truly client-centric Win-Loss Reviews: After every sales campaign, ask clients why they chose your company or a competitor. This provides the voice of the customer from the prospect's perspective. Net Promoter Scores (NPS): NPS gauges customer loyalty. By measuring and understanding scores, gain insights into satisfaction and loyalty. Client Advisory Boards: Advisory boards with clients allow open and honest discussions, helping tailor services to better meet their needs. Post-Project Reviews: Get feedback from clients after completing a project to improve your services. Conference Attendance: Industry events connect you with clients and peers. Gather feedback, insights, and stay informed on market trends. Key points on how to scale a professional service firm Mentoring and Coaching: Mentoring and coaching can help you scale your business. Seek out mentors, role models, and coaches who can guide you. Learning from others is valuable. Peer Support: Build a network of peers for insights, ideas, community, and support. They can help you overcome obstacles and share best practices. Investing in Personal Development: As an entrepreneur, invest in your personal development. This includes continuous learning, skill development, and self-improvement. Personal growth is key to business growth. Continuous Learning: Stay informed about industry trends, best practices, and emerging technologies. Be open to learning and adapting. The business landscape is ever-changing. Leverage Online Resources: Greg highlights the importance of utilizing online resources, including Collective 54, his book "The Boutique," and podcast ProServe, for business growth and scaling. Closing Thought:  “Understand your customers. By listening to your clients, you're not just improving your services; you're building trust and long-term relationships.” To Connect with Greg: LinkedIn: https://www.linkedin.com/in/gpalexander Website: http://www.collective54.com   To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com

Welcome back to another exciting episode of The Marketing Umbrella Podcast! In this episode, host Kevin Prewett interviews Mark Colgan, a seasoned B2B SaaS Sales and Marketing professional with over 13 years of experience. Mark's career started in recruitment but he quickly transitioned into the world of digital marketing. In December 2022, Mark's Podcast PR agency was acquired after an impressive journey of growing a remote team of 22 and securing 2,200 podcast interviews for 120+ companies.  Some notable names include Gong, Paddle, and Hopin. Mark is a Techstars '18 alumnus and a regular B2B SaaS speaker. An adventurer at heart… get ready for an informative and engaging conversation! Mark’s experience highlights the importance of continuous learning, adaptability, and innovative strategies in the dynamic realm of digital marketing and sales. His emphasis on improving sales processes, maximizing revenue, and building meaningful customer relationships makes this episode a masterclass in the digital marketing and sales space. Some key highlights include: Utilize revenue expansion strategies: Upselling involves suggesting customers to buy an upgraded version of what they are already interested in. Cross-selling involves persuading customers to buy an additional or complementary product or service. Other strategies include renewals and referrals Three significant pitfalls often encountered by agencies in their operations include not selling a must-have service, not optimizing sales processes and pipelines, and not having a standardized service delivery Practical strategies to enhance sales and increase agency revenue are as follows: Optimize the Sales Process Maximize the Referral Strategy Set up Outbound Prospecting Campaigns Implement Revenue Expansion Strategies Build Productized Services Identify Ideal Customers Closing Thought:  “Truly understanding customer needs and providing valuable solutions is a game-changer” To Connect with Mark: LinkedIn: https://www.linkedin.com/in/markcolganmarketing  Website: https://www.markcolgan.co.uk To learn more about Umbrella and to connect with CEO Itamar Shafir, go to https://umbrellaus.com