Predictable B2B Success

Tim Fitzpatrick is an entrepreneur/business owner and is the founder of Rialto Marketing. He has over 20 years of entrepreneurial experience with a passion for developing and growing businesses. That passion served him well in operating and managing a wholesale distribution company he co-owned for nine years. Their company grew an average of 60% a year before being acquired in 2005. He started Rialto Marketing in 2013 and has been helping service businesses simplify marketing so they can grow with less stress. They do this by creating and implementing a plan to communicate the right message to the right people. In this episode, he shares how we can build a simple messaging strategy and playbook that fuels growth. Insights he shares include: How to navigate information overload in marketingHow to determine what your message going to be to gain the attention in the interest of your desired marketThe role of a messaging playbookHow to create your marketing plan and get the message in front of your target audienceHow to build an effective messaging strategyEssential elements of a messaging strategy with examplesWhat metrics to have in place around your messaging strategy or is there a better way to ensure you get the traction you are looking forHow to build consistency in the marketing process and where business plans fit inHow to get customers involved in your messaging strategyand much much more ...

Matthew Selbie is the founder and President of Opiniator a platform that captures customer feedback at the point of an experience via ratings, comments, and feedback, and then empowers companies to act on it instantaneously. Matthew has 20 years of international experience in the energy, retail, and software businesses He has managed products and services internationally and domestically (US and Europe), as a strategic marketing expert with a proven ability to grow revenues and brand equity in B2C and B2B, start-up, and mature businesses. Matthew has extensive operational experience in Europe, Latin America, Asia Pacific, and the USA, together with staff experience directing strategic brand development at a global level. In this episode, he shares how we can use customer feedback management to drive growth with the right insights. Insights he shares include: Why does acquiring customers require more of a spend than retaining customersHow to not just engage in customer feedback management but use the data as wellHow to get in front of customers to get feedback in a way that makes sense to themHow to effectively store and categorize data for actionable implementationWhat to do in situations where some tools and techniques don't do very much to move the needleCan businesses have a wrong focus on the wrong customer feedback strategiesHow customer feedback management can boost marketing and sales efficiency How to gain insights from customers who are not happy with the experiences you provide themand much much more...

Katie McLaughlin is the Founder, Chief Strategist, and Transformation Artist at McLaughlin Method. She helps organizations create engaged employees and positive, inclusive workplace culture. She uses techniques from improvisational theatre to rehearse common scenarios in the work environment and adopt behaviors that support organizational culture goals. Katie has over 20 years of experience facilitating, teaching, and coaching. Before starting McLaughlinMethod, Katie earned two Horizon Awards for her training, supported software implementations with robust change management programs, and developed countless onboarding programs for Sales, Customer Service, and other customer-facing roles. In this episode, Katie shares how we can use unusual employee engagement strategies to drive long-term growth. Insights she shares include: The problem with most employee engagement initiativesWhere does theatre production fit into the picture of business growth and employee engagement programsWhat are the engagement initiatives used by top companiesThe relationship between culture and business growthHow to measure the outcome of your work if focusing on people outcomesWhy is it crucial for companies to build an inclusive workplace cultureWhat does inclusion look like and how can leaders better lead in that areaShould we treat employees like customersand much much more ...

Luke Charlton (AKA: The Aussie Hermit) has been featured in “6-Figure Coach” magazine, spent in excess of $16 million on advertising, banked $50M+ in sales for his clients, and has been hired by top ad agencies to write copy for experts such as... Bob Proctor, Mike Dillard, Neil Patel, Grace Lever, Ryan Moran, and many more. He is also a client attraction specialist, business coach, expert marketer, and email sales authority. Now he spends his days as a hermit living somewhere near Byron Bay, Australia, teaching coaches how to get a lot of clients by sending just one 15-minute email per day, In this episode, he shares how we can use Customer acquisition models and $ 25,000-a-day ad scaling secrets that drive growth. Insights he shares include: Why we don't need a sales or marketing funnel as part of our customer acquisition models when starting outWhat business stage do we need to start looking at funnelsWhy Luke prefers email for customer acquisitionIs advertising an appropriate customer acquisition model for any company in the B2B spaceHow to get quality leads onto your listHow Luke gets high-paying clients by sending just 1 email per dayHow to ensure that your list is engaged and responsiveWhat the entertainment approach to your customer acquisition models could look likeand much much more ...

Prantik Mazumdar is an entrepreneur and venture capitalist investor and acts as a digital transformation catalyst in organizations to drive sustainable change and impact. He started his entrepreneurial journey with Happy Marketer in 2011 where he spent a decade building and scaling up one of the best and most awarded independent digital marketing services firms in the region that served brands like Standard Chartered bank, Income, Great eastern life, Royal Brunei Airlines, Coffee Bean & Tea Leaf, Starbucks, Starhub, Ping An, Grab, Shop, Kimberly Clark, Singtel amongst others.  In this episode, he shares how we can use startup valuations to drive growth and increase a company's valuation. Insights he shares include: Why is it important to estimate the value of a startupNorthstar and metrics that companies should focus on in the growth phaseIn what ways can companies go for a blended valuationWhich are the most popular valuation methodsPicking the right method for your stageThe appropriate lens with which to view business exits and revenue related north star metricsThe place for blended valuationsand much much more ...

Shay Wheat is a Certified Event Producer™ & Creator of popular programs such as “The Powerful Event Process”, and “The Ultimate Event Planner Certification Program”, and CEO of Grace & Ease Productions, Inc. Her company supports clients in creating Powerful and Profitable events. Producing In-Person and Live-Virtual events from 200 to 4,000+ attendees, and collaborating with many well-known celebrities such as Dr. Oz, Lisa Nichols, Dr. Claire Zammit, Bill Baren, Alison J. Prince, Josh Turner, and many others. They assist Speak-to-Sell clients to be extremely profitable with their events: just recently one client generated over $2.1 Million dollars in one Virtual Live 3-day event. Their clients have generated over $24 Million in revenue, gaining over 3,500 NEW clients and changing the lives of over 16,000+ attendees. In this episode, Shay shares how we can use the event management process to drive growth in 5 phases. Insights she shares include: The differences between small events vs large events beyond that of size5 phases of events and how to use each phase to drive growthCan speak-to-sell events be used by level 1 and 2 businesses?How to decide on the best event typeThe event management processWhat the event management process looks like and understanding all that is involvedHow best to marry your business model with the event management process for each phaseHow to use events to build relationships with clients and prospectsHow to build a sense of community and exclusivity with your event management processand much much more ...

Thomas H. Douglas is the Chief Executive Officer of JMARK, an award-winning innovative IT solutions provider for organizations of all sizes. Thomas has led his company to 9 consecutive appearances on the Inc. 5000, something only 1% of CEOs who make the list ever achieve. He became a part of JMARK designing, building, and maintaining its functional aspects as an entry-level engineer before purchasing the company in 2001. As JMARK's CEO, he formulated processes that provided repeatable outcomes and a predictable revenue stream that placed JMARK on a growth trajectory that up to this day, is revolutionizing the region's engagement with technology. JMARK has been providing I.T. support services in Missouri, Oklahoma, and Arkansas for 30 Years; catering to various industries such as banking, healthcare, hospitality, manufacturing, transportation, accounting, legal, oil, and gas. Thomas has seen it all as a father, veteran, business leader, and technologist. He visited 18 countries when he served in the US Navy and is also publishing a book entitled Adapt or Die, which explores Thomas' algorithm of success. The algorithm is built on more than 30 years of lessons and business acumen that Tom has acquired through his tenure as CEO. He has now compiled his wisdom in order to provide the next generation of business leaders a launch pad to help them understand and determine product innovation, business strategy, growth, sales, and marketing models, organizational strengths, operations, and processes. In this episode, he shares how we can use IT and innovation in change management to fuel success and growth. Insights he shares include: Why do people believe that technology is a pain point that must be dealt withIs there a cultural and generational problem with technology and innovationIn what ways can/does IT impact culture and innovation in change managementThe impact of core values on innovation in change managementHow does the Algorithm of Success impact innovation in change managementWhat are the capabilities that every business needs to have in place for businesses to be sustainable, scalable, and successfulWhy should we consider applying the reverse of the Pareto rule to innovation in change managementand much much more ...

Ryan Dohrn, is an amazing entrepreneur, author, and sales training, expert. He is also a motivational speaker - who has given more than 1000 keynotes! He is known as the “funny sales guy” and has won an Emmy for marketing excellence while working for ABC TV/Walt Disney Co. (He has a great sound studio too by the way where he does his podcasting.)He was recognized by Forbes.com with the “Best of the Web” award for his business strategies. He’s the creator of the "RD Way," which is a unique method for finding out what customers want before trying to sell to them - and to date, he’s generated over $100 million in sales for his clients and himself collectively. Ryan also has three books: Selling Forward: Pandemic Tested Sales Strategies for Success;  Selling Backwards; and How To Be A Manager Without Being A Jerk. The books are essentially designed to help sales professionals and entrepreneurs (who are essentially salespeople) discover exactly what their customers want to buy so that they can have sales success without stress. In this episode, Ryan shares how we can identify 3 different buyer types and how to sell to each one to drive growth. Insights he shares include: The power that marketing brings to the equationWhat are the 3 types of buyers we encounter the mostWhy understand buyer personalities to connect better with themWhy the depth of relationships matter and how to measure itThe customer needs assessments. (CNA) seems to be a vital part of every sales plan. Why Ryan does not like the CNAWhy invest in personality profiling of potential customersDo we need to revise the way we ask for a sale?How to host virtual calls that close sales and much much more ...

Millie Hogue is the Director of Demand Generation and Head of B2B Marketing for MedBridge, a fast growing Seattle startup. Her experience ranges from working with brands like Coca-Cola and Netflix to booming software companies. She also owns her own marketing consulting firm where she teaches other startups how to jump-start revenue and own their space in the market. How? By using demand generation strategies to help brands build revenue engines that will last for years - not a month. In this episode, she shares how we can use demand creation strategies to build revenue engines that drive growth for years to come. Insights she shares include: Why is marketing often an afterthought in most SaaS companiesThe difference between demand generation and lead generationWhy Millie suggests we create a platform that fuels demand creation and generates compound interest over timeHow to balance short-term gains and revenue growth with longer-term objectivesHow to navigate the mind-shift and heart shift required to put marketing and demand generation at the heart of revenue growthThe challenge for companies wanting to implement demand generation - sell to humans and bad messagingThe best place to start with demand creation when on a tight budgetHow skyscraper content can still be a great demand creation tacticIs link building still worth pursuing given today's trendsand much much more ...

Raul is the Chief Advocate at ReferralCandy, the #1 referral program platform online Since its launch in 2009, they have over 30,000 paying users with over $10M in annual revenue. What’s even cooler is that since then they’ve paid out over 300M in referral commissions to clients. Referrals are the key for a lot of businesses. For instance, MorningBrew has reached over 2.5M subscribers and attributes 30% of their subscribers to be from their referral program. The same goes for Harry's when they gathered 100K emails in a single week. In this episode, Raul shares we can use customer referral programs to drive growth while building strong partnerships and customer relations. Insights he shares include: What it means to give value without expecting anything in returnWhy customer referral program ideas will not solve your business problemsWhy are businesses happy to invest in ads but not discounts or cash for referralsHow to ensure you are ready for a customer referral programHow to gain referrals in a way that is relationship-oriented as opposed to transactionalExplore the intersection between referrals and performance marketingCustomer referral program ideasWhy ReferralCandy treats all partners alikeWhy effective customer referral program ideas require a bit of a mind shiftand much much more ...