Predictable B2B Success

When Oscar Trimboli's VP suggests he could "change the world" if he could "code the way he listens," he embarks on a journey to become a masterful listener, discovering the powerful interplay between the speaker's 125 words per minute, the listener's 400 words per minute and the speaker's 900 words per minute of thinking - and the compelling central conflict between hearing and taking action. You will learn five actionable listening steps to understand and drive revenue growth. "If you could code the way you listen, you could change the world." - Oscar Trimboli. Oscar Trimboli is an author, keynote speaker, and host of the Apple Award-winning podcast Deep Listening. He is passionate about using the gift of listening to bring positive change in homes, workplaces, and cultures worldwide. Oscar Trimboli was in a boardroom in April 2008 with 18 people, discussing budget setting. When his Vice President, Tracy, said she needed to "see him immediately after the meeting," Oscar thought he was about to be fired. Instead, he was given a 32% increase in his budget revenue line. Tracy said, "If you could code the way you listen, you could change the world." This made Oscar realize that he wasn't listening to the conversation, and began to be conscious about how he and others listened.  As a result, he learned the importance of listening to understand and drive revenue growth. Through his research and experience, Oscar understands the power of listening and its effects on quality, meetings, customer relationships, and profitability. In this episode, you will learn the following: The listening problem that occurs quite frequently in a B2B sales contextUncovering the power of listening to increase quality, reduce meeting length, and sustain customer relationshipsExploring the five listening levels and how to adjust them to fit the situation and relationshipsThe four villans of listeningThe three numbers that you need to know to transform how you listenDiscovering how to process the emotions of both yourself and others in workplace conversationsHow to notice how people speak and not just what they sayHow to listen to what is unsaidAnd much much more ...

With the courage to reach out to his mentor, Dan Portik shares how he embarked on a journey of reinvention, discovering the power of prospecting and closing sales to achieve his goal of writing a bestselling book and creating a movie about his mentor. In simple steps, you will learn how to create an automated sales funnel to maximize your business growth. "I can't stress enough that hard work and elbow grease never fails. The numbers never fail if you do it properly." Dan Portik is a best-selling author, founder, and owner of BvS Film Productions and co-author of "Your Funnel" with Tom Hopkins. He has sold millions of dollars in advertising and video production services and is an expert in sales and marketing. Dan Portik was a successful business owner, having operated an advertising agency for almost 20 years. After the financial disruption of 2009, Dan reinvented his business as more of an online approach and eventually found success in video production. Through Tom Hopkins' sales techniques, Dan learned how to close sales of up to $20,000 without ever talking to the customer. Seeing an opportunity, he reached out to Tom, and they wrote a book together that became a bestseller. With Tom's retirement on the horizon, Dan seized the opportunity to write his life story and make a movie. Through hard work and perseverance, Dan created the movie, which is now available for viewing. Dan's takeaway was that even people of Tom's caliber are approachable, In this episode, you will learn the following: Why unpersonalized automated messages don't help businesses and customers in most instancesHow to leverage sales techniques and automated messaging to get customers without ever talking to them.The power of videos and thumbnails in sales and marketing.Why video in emails and messages work betterUsing AI to create content quickly and effectively.How Dan got to create a documentary on Tom HopkinsCharacteristics of outreach that workCharacteristics of sales that Dan learned from Tom HopkinsAnd much, much more ...

In this podcast episode, Vin Turk, a computer engineering expert, uses his technical know-how to create a revolutionary platform for marketers to connect with the right business professionals and drive compelling outcomes, despite the complexity of the ever-evolving marketing technology landscape. You will learn how to create an effective lead-nurturing program that drives conversions to overcome lead-nurturing challenges. "Let's build a better mousetrap, let's take them to the finish line, leveraging their content, already knowing who they want to connect with, and we'll handle everything else. So it's like a burden off of their shoulders." Vin Turk is the Co-Founder and Chief Operating Officer at Madison Logic, a global ABM platform that empowers sales and marketing teams to convert their best accounts faster. With over 15 years of experience in digital media platforms, Vin is an expert in business community processes and disaster recovery solutions. He is also an advisor to several internet startups in New York City. Vin Turk worked with many technology brands producing content and collecting business card information from prospective accounts. He decided to develop a better platform to take them to the finish line and simplify the process for marketers. This led him to form Madison Logic, and he soon realized the complexity of marketing technology. He understood the need to simplify how tools connected and to focus on data points that drove improvement and outcomes. With the help of teams in his organization and the right tools, Vin Turk shifted to an account-based marketing mindset, prioritized data points, and measured revenue and pipeline to bring teams together and reach success. In this episode, you will learn the following: Why setting the right expectations is important when it comes to leveraging content to fuel your pipelineHow to set the right metrics and engagement outcomesHow to build efficiency in your systems and content production and content marketingWhy content curation is a problem for most companiesLeveraging data to drive improved outcomes in marketingThe shift from lead-centric to account-based marketingAligning marketing objectives and metrics with revenue and pipelineAnd much, much more ...

In this episode, Karl Yaacoub shares insights from his journey in discovering the art of creating value for businesses, only to uncover the compelling central conflict between serving shareholders and customers. "It is an iterative process, it takes a lot of trial and error because every market is different, every company, every industry is different. And so like with any product you're introducing to the market there has to be some kind of market testing, some kind of pivoting involved in order to hit that sweet spot that you're happy with." - Karl Yaacoub Karl Yaacoub is an investment and value creation professional with over 11 years of experience in investment banking and private equity. He is the author of the book - The Game of Value Creation and specializes in using a proven, calculated, and tactical approach to benefit from strategies that work for big players in any industry. Karl Yaacoub was determined to gain a deeper understanding of how to use value creation strategies to lead, drive growth, and scale. Through his exploration, he discovered that the key to success was to assess the needs of the business, from protection to optimization, and to find the right enablers to satisfy them. He also learned the importance of developing the right attitudes and skill sets for the stakeholders, so that they could rise to the challenge that comes with a growing business. Karl Yaacoub now knows that value creation is a continuous, iterative process and that the right systems, governance, strategy, and leadership are the keys to unlocking long-term success. In this episode, you will learn the following: What is value creation and 360-degree value creationHow can businesses extract value over and above their day-to-day operations?How can we learn from the world of active investors who acquire companies that offer substantial opportunities for value creation and then turn them into success stories by using a proven calculated and tactical approachWhat are the value creation enablers needed to satisfy the needs of a businessHow can organizations ensure the right leadership development programs to prepare for the futureAnd much much more...

Tommy Yionoulis, a visionary entrepreneur and SaaS founder, takes on the daunting challenge of salvaging the crumbling Quiznos franchise by transforming their paper-based audit process into an automated system, uncovering the key to preventing million-dollar mistakes. You will learn how to use operations management strategies to gain powerful insights and accelerate your business growth. "I'm a vision guy. I'm not a detailed guy. I am forced to be a detailed guy just so we can keep moving the ball forward. I think my biggest personal strength, and I don't think I developed this, I think it's a personality type thing, is like, I look at, oh, I got to get to the top of Mount Everest, and I look at it as not, oh my gosh, how are we ever going to the top of Mount Everest." Tommy Yionoulis is a former stand-up comic and SaaS founder who has extensive experience helping businesses become more efficient and profitable through process accountability and data. He is the founder and Managing Director of Ops Analytica, an operations management platform that focuses on managing and measuring daily team activities for large multi-unit businesses. Tommy Yionoulis was working at Quiznos and discovered that they were doing paper audits of their over 5000 locations. With no way to enter the data into excel, he built an online form connected to an Excel sheet to capture the data. After leaving Quiznos, he was recruited to use his knowledge of operations management strategies to help build Broadcom's security software. He taught himself business process management and developed the strategy of building a Minimum Viable Process (MVP) in every data process. He now works with large multilocation chains to help them capture operations data in real-time and use it to make better decisions. The data and insights from his SaaS solution have helped companies, such as a burrito chain, prevent million-dollar mistakes. In this episode, you will learn the following: How did Tommy Yionoulis use technology to create an innovative solution for a multi-location business in 2008What is the importance of a minimum viable product and utilizing it in a business process workflowWhat are the benefits of using data and technology to make better decisions in a large multi-location business?What are operations management and the importance of making data-driven decisionsIf the whole purpose of using data is to make better decisions, why do businesses struggle to enforce thatHow operations management platforms can help drive predictability and success in a businessWhat role does culture have to play in operations managementWhat is data accuracy scoring, and why should we be examining this metricAnd much, much more ...

Discover the secret to customer health with scientific rigor and an analytical approach to understanding customer churn, adoption, retention, and expansion. "When it comes to customer success, it's not just a Boston Tea Party - it's a long-term process that requires scientific rigor and analytical understanding to get to the nirvana of customer health and happiness much quicker." Manasij Ganguli is the founder and CEO of Zap Scale, a software that helps B2B SaaS companies retain customers, reduce churn, and increase upsells. He has two decades of experience in customer success, and is passionate about helping businesses streamline their customer success process. Manasij Ganguli, a SaaS business owner, realized that retaining customers was a key factor in making a successful business. He and his team spent four years of trial and error to understand what health metrics could measure customer happiness and retention. He wanted to make sure no one had to go through the same hassle, so he developed a data-driven customer success program that would drive growth. His program uses eight data sources to analyze customer health and create a machine-learning model to predict churn, adoption, retention, and expansion. Manasij's goal is to make customer success easier, faster, and more scientifically valid. In this episode, you will learn the following: Is there value in building out a customer success program if so whyWhy is customer success being conducted in at least some instances without any science behind itWhat metrics and science to look at in order to ensure our customer success program worksHow to unlearn preconceived notions around customer service and success to better serve customersHow ZapScale caters to the nuances of a particular company and their brandHow can customer success teams reduce the time it takes for them to understand their customers' health metrics and measure customer happiness?What methods can customer success teams use to understand customer health in an SMB or midmarket context where one customer success person is handling hundreds of accounts?How can customer success teams use data points such as product usage, ticketing, feature requests, communications, meetings, and NPS to get a better understanding of customer health?and much much more ...

When Irina Poddubnaia faced the challenge of managing ecommerce orders, she was forced to grapple with the difficult task of retaining customers, preventing miscommunications, and tackling the chaotic customer service process - all while trying to maintain her business's reputation. You will learn how to maximize customer satisfaction and drive growth without extra resources by discovering the secret today! "With that said, since then, the system evolved to various niches and submissions because we have seen that the headless ecommerce is taking off. So we implemented a widget that people can take and just embed into their store instead of just using the entire tracking page. Yeah, it's a gradual process. We started with one customer, then switched over to just generalizing and adapting everything that works with this one customer to everyone else." Irina Poddubnaia is an experienced SaaS founder, business consultant, and operations/process optimization specialist. She has over 8 years of experience in ecommerce and runs a fulfillment center in China. She developed Trackmage, a software that simplifies the customer experience and allows ecommerce stores to gain extra sales. Irina Poddubnaia's story begins when she realized the importance of providing notifications to customers in order to prevent them from having to contact customer support. She understood that customers often don’t read disclaimers and policies, and are likely to reach out to customer support if they don’t receive notifications. This experience drove her to develop an ecommerce project management system, one that would be customizable to different businesses and their needs. She knew the importance of customer retention, and the value of relationships with customers over short-term gain. To her, customer support was a profit center and data was key to understanding customer experience. She discovered that customers often check their shipment tracking pages multiple times a day, and it was a great opportunity to show additional products that could lead to conversions. In this episode, you will learn the following: How to leverage customer support as a profit center to improve customer retention and reputation.The importance of data and the big picture perspective when making decisions.The importance of following up with customers after the purchase to combat buyer's remorse and increase sales.Why customer service is a growth business lever today more so than before (role of social media)How automation can help reduce costs and drive retention and revenue growthHow customer service or support can become part of your business marketing engineHow Trackmage helps automate and reduce time spent on customer supportand much much more ...

When Amanda Klitsch, is tasked with helping marketers quickly capture leads, she advocates for an empathetic approach, stressing the need to build strong relationships with the audience and emphasizing the value of testing and optimizing to maximize return. You will learn how to unlock the power of remarketing to boost your success and discover its secrets. "No one buys anything because they saw an ad, especially in the business space. So there is a real need to build that relationship and create a conversation that your audience wants to engage with and that your audience finds valuable." Amanda Klitsch is the Director of Demand Generation for Salient MG, a strategic mapping agency for road-stage B2B startups. She has created end-to-end user journeys and cross-channel communications for BTB technology, IT, higher education, and healthcare companies. Amanda Klitsch believes that no one buys anything because they saw an ad, especially in the business space. She also believes that marketers needed to build relationships with their audience and create conversations that the audience wanted to engage with. Amanda focused on consumer psychology and helping users engage from start to finish. She is familiar with the challenge of having limited resources and gave advice on how to stretch the dollar and get more for less. Amanda uses data to show how remarketing drives success, such as a 90% lower cost per lead and a 100% higher conversion rate. She stressed the importance of the give-to-get relationship between the user and the business, and the need to track micro yeses and adjust the strategy accordingly. Amanda understands that the success of remarketing depends on the approach to awareness and segmenting the influencers In this episode, you will learn the following: What are the biggest challenges marketers face when engaging with clientsHow can marketers maximize their investments in digital marketing, even with limited resourcesHow can marketers create trust with their audience and convert more leadsWhy is remarketing an often-overlooked opportunity for brandsThe psychology behind remarketingThe potential impact of remarketing on brandsWhat makes a remarketing campaign effectiveHow to ensure that the people you engage with are able to convey the message to others in a B2B contextand much much more

When Ken Burke sold his company for a ten-digit exit, he thought he'd be enjoying the beach, but instead, he became a serial entrepreneur and re-empowered himself as a leader to build a new software company from nothing, facing the central conflict of his own culture vs the culture of his investors. Ken Burke is the founder and CEO of the Entrepreneur Now Network and author of "Intelligent Selling: The Art and Science of Selling Online" and "Prosper: Five Steps to Thriving in Business and Life". He is an ecommerce pioneer and mentor who sold his enterprise-class ecommerce software platform, Market Live, to Vista Equity Partners in 2016 in a successful ten-figure exit. Ken Burke learned about how to develop an entrepreneurial mindset and culture that drives growth through his own journey of being an entrepreneur and leading his own tech company. He emphasizes the importance of culture by emphasizing that it goes beyond employees and extends to customers and even the board- to have a "no BS" attitude and allow the executive team to lead. He also stresses the value of investing in people, encouraging positive behavior, and creating an educational e-learning platform to foster customer loyalty. "You don't need to be the smartest brain in the room. You don't need to be the one talking all the time." In this episode, you will learn the following: What is an entrepreneurial mindsetHow Ken Burke turned a ten-digit exit into a strategic acquisition?What was the advice that Ken Burke received from Sequoia Capital that changed his leadership style?What strategies did Ken use to foster a culture of customer loyalty and engagement?The role of financial awareness and education in developing an entrepreneurial mindsetThe best ways to deal with people-related issues that leaders in business need to faceKen's tips on raising funds that serve to scale your businessand much much more ...

In this podcast episode, Alexis Kingsbury, an experienced management consultant, shares his passionate journey to empower business owners with his unique process to help them break free from an overwhelming workload, reclaim their time, and achieve success without sacrificing their work-life balance. You will learn the essential steps to quickly document business processes for maximum growth and scale. "Scaling beyond those 42 hours becomes nearly impossible because you're already at full capacity. I imagine that there was a point at which he was working five days a week and as he added more team members, he gets to the point where he's working 60 hours. There is no more juice to squeeze out of him. He's already giving his all and the risk... and I know this from other business owners. Where they went down that route and didn't solve it and as a result, closed the business or significantly cut it back. Not because it's the right thing for the business, not because they need to cut their costs or anything like that, but because it's stressing them out, so they'd rather it be dead than killing them.." Alexis Kingsbury is an award-winning entrepreneur who runs two software businesses with remote global teams, serving over 500 organizations around the world. He has helped business leaders save thousands of hours of their time each year, enabling them to focus on business growth. Alexis Kingsbury was frustrated by his inability to scale his business and let go of certain tasks. He decided to create a software business, Airmanual, to document business processes so that he and other business owners could quickly drive growth and scale. Through his experience, he learned that investing 3 hours into documenting processes could save around 15 hours per week of a business owner's time. He is passionate about helping other business owners to understand this cycle and free up their time to create a greater impact. By documenting processes, he was able to increase the value of his own business and reduce the risk of it failing due to a lack of knowledge and certainty. In this episode, you will learn the following: Why process documentation is critical to scalingHow to increase the value of a business when selling or buying it.How to achieve work-life balance while running a successful business.How to create space in one's calendar and mental space to achieve greater impact.How documenting business processes reduces organizational process uncertainty and mitigates riskHow to effectively and simply document business processesGood practices for creating process documentationHow to create a culture around documenting business processes to scale predictablyand much much more ...