1 to 10

No one cares about you as much as you do.

(Well, maybe your mother, but that’s beside the point.)

This assertion rings especially true in sales and marketing. To go from $1M to $10M you’ll need to realize that prospects don’t care about your product; they care whether or not you can help them solve their problem.

Ray Mottier, CEO and co-founder of Operatix, delves into this idea while revealing his top four ways of increasing pipeline and accelerating sales. In this episode, we cover account-based marketing techniques, marketing automation, and more.

Business opportunities come and go.

Financial hardships creep up and eventually pass.

One constant through all of the ups and downs you can always count on?

Strong relationships.

That’s what helped Tim Reilly successfully navigate the rough waters of the American recession. His Bluetooth software company at the time, Stonestreet One (now Qualcomm), took plenty of hits when the market crashed. Now, he has started a new venture called T2 Labs based on the success he achieved with his first software company.

In this episode, Tim fills us in on how his business model was able to survive the recession and spawn a new opportunity.

1 to 10? Try 0 to 20.

At least, that’s what AJ Bruno drove TrendKite to do before it sold for $225 million. Now, as founder and CEO at QuotaPath, AJ is implementing everything he’s learned from operating a crazy-successful startup.

In this episode, AJ gives us the inside scoop on what characteristics a startup’s first hires should possess, how to create leaders, and more.

We all know the marketing fundamentals: people buy from people, strive to create relationships, etc. But in today’s digital era, marketing is a bit more complicated. There’s all sorts of data and tools out there that we can leverage to really level up our marketing efforts. The tricky part? Knowing how to use the data to increase ROI.

One this episode of the 1 to 10 podcast, I invited Aurelia Flores, Co-Founder of Athena Digital Media Group, on the show to talk through some of those tools and how you can use them in a practical way to improve your marketing efforts and grow your business. 

We covered topics like: how data has impacted traditional marketing metrics, what it takes to get a new client in this digital age of marketing, and practical steps you can take right now to use these tools to grow your business.

Everything’s negotiable. (Unless you actually want people to buy from you.) To Joe Pici, there are 8 things you should never negotiate.

He and his wife have taught these 8 concepts to McDonald’s, the NFL, Aflac, United Healthcare … you name it, he’s worked with them. Global Gurus named him #3 on their top 30 Sales Professionals in 2019. His book, Sell Naked on the Phone, sold 45 thousand copies without a real book deal.

He joined me on the 1 to 10 podcast to share his 8 non-negotiables in sales:

In these 31 minutes, we’ll share with you everything you need to know about marketing automation. To help unpack this topic, we brought in Walter Winn, National Account Manager at SharpSpring.

Walter hopped on our 1 to 10 podcast and gave us all the details we need to know about marketing automation.

In this episode we discuss:

What is marketing automation?

What are marketing automation platforms?

Which marketing automation platform should I use?

Best tips for implementing a new marketing automation platform

George Papadeas, is COO of The HOTH, an SEO company with products.

Typically SEO is thought of as a service, but George and his team are positioning their company to lead with products instead.

And they've experienced incredible growth in the last couple years. They’ve seen more than just growth in revenue, too — over the past couple of years, they've grown their team from 4 members to 43. It’s also worth noting that they’re 100% bootstrapped.

So, how did they do it?

That’s what I invited George to talk about on our latest episode of the 1 to 10 podcast. He gave us an inside look a how The HOTH has been able to scale so successfully by focusing on hiring well, effectively managing talent, and succession planning.

On the latest episode of the 1 to 10 podcast I interviewed Ethan Beute, author, podcaster, and VP of Marketing at BombBomb.

Ethan talked about why and how you can use video messaging to send a more authentic and clear message that will produce better results. Here’s what he had to say.

“Time is linear. It does not scale.”

When that’s someone’s opening statement, you know it’s going to be a great interview. (And we weren’t disappointed.)

Roy Firestein joined us on the 1to10 podcast to discuss how to move from a service-based company to a product-based company.

Roy is the Chief Product Officer at Cycura, where they deliver offensive (and defensive) cybersecurity services. He’s a seasoned hacker, co-founder of HackStudent and  autohost.ai, and an Advisory Board Member of SecTor (Security Education Conference Toronto).

When he came aboard Cycura, his top priority was to help the company scale by developing a product offering. The company had successfully found vulnerabilities within the infrastructure of many of the largest tech companies in the world (such as Google, Facebook, & Microsoft, and others), but the leadership knew that without a product to supplement their service offerings, it would be difficult to move past a few million in revenue.

So, Roy’s on a mission to productize their services. He shared 5 vital steps to moving your company from a service-only company to a product-based business:

On this episode, Roy also suggests a book called Your Brain at Work, by David Rock)

What can we all learn from Matt Wheeler, who’s personally made 250,000 sales calls?

A lot, apparently.

He joined us on this episode of the 1 to 10 podcast to talk all about why cold calling is far from dead. In fact, Matt’s entire company, QualifiedMeetings, is dedicated to helping companies build out their SDR and ISR sales programs. And last year alone, he collected 3 million data points from the sales teams he’s helped create.

What did he learn from all those data points? Listen in.