Business Growth Talks

Welcome to another insightful episode of Business Growth Talks with Mark Hayward. This week, our guest is sales guru Eric Shulman, the brains behind Truth Based Selling—a methodology designed to enhance sales conversations with honesty and client-focused clarity. During the episode, Eric shares his rich journey from a music store family business to becoming a towering figure in the world of sales training. His foundational belief is that authentic communication and truthful interactions are pivotal in making sales processes more effective and building lasting client relationships.

In this episode, Eric Shulman digs into the realities of scaling a business and the pivotal role of sales in this journey. Through SEO-focused insights, Eric explains how entrepreneurs can harness the power of effective communication and authentic client interaction in sales strategies. The conversation touches on essential concepts like diagnosing before prescribing, nurturing client relationships, and the importance of knowing when to pivot in business ventures. Eric's innovative ideas challenge traditional sales norms and advocate for strategies that make sales a client-centric, ethical process. Listen to Eric as he shares compelling anecdotes and actionable advice that promise to enrich your business acumen.

Key Takeaways:

• Truth Based Selling emphasizes genuine communication and problem-solving over aggressive sales tactics, making interactions more client-focused and less adversarial.
• Diagnosing before prescribing is critical; understanding a potential client's needs and challenges should always precede offering solutions.
• Embrace entrepreneurial spirit by betting on oneself and pivoting when necessary, which can turn ideas into successful business ventures.
• Communication psychology plays a significant role in sales. Understanding behavioral cues and emotional triggers can enhance how sales professionals engage with potential clients.
• Legacy in sales involves positively impacting clients' lives by ethically helping them solve their problems, thereby creating long-lasting professional relationships.

Resources:

• Eric Shulman's Website: Consultants Can Sell
• Sandler Training: Sandler Training
• Book Reference: "Games People Play" by Dr. Eric Berne

Listeners are encouraged to tune into this content-rich episode to glean actionable insights tailored for anyone passionate about elevating their sales strategy or business. Stay connected for more episodes featuring transformative discussions with seasoned industry experts.

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this riveting episode of Business Growth Talks, host Mark Hayward welcomes media mogul and entrepreneur David Wolf to share insights from his multifaceted career in audio production and business development. With a solid foundation in music and media, David reveals the strategic mindsets and core philosophies that have driven his success, including his innovative work at Audiovita Studios and ventures such as Media Capital Ventures.

Throughout the conversation, David discusses the convergence of passion and profitability, emphasizing the importance of aligning personal interests with commercial endeavors. He delves into the unique challenges businesses face in the podcasting arena and highlights the transformative potential of AI in media production. The episode concludes with David's reflections on leadership evolution, underscoring the significance of empowering teams and fostering impactful relationships within the creative industry.

Key Takeaways:

• The integration of personal passion with business objectives is crucial for sustainable success and satisfaction.
• Audiovita Studios bridges the gap between content creation and market expansion, especially for business-centric podcasts and nonfiction audiobooks.
• Effective podcasting should start with clear objectives, whether for prospecting, branding, or audience engagement, before considering monetization strategies.
• AI is rapidly transforming media production, offering efficiencies but posing challenges that require careful consideration and adaptation.
• Leadership evolves with experience; empowering teams and embracing the creative contributions of others can enhance both individual growth and enterprise success.

Resources:

• Audiovita Studios Website
• David Wolf's Email: [email protected]
• LinkedIn: Search for David Wolf on LinkedIn
• Michael Gerber's book, "The E Myth"
• AI Voice Tech company: 11 

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this high-impact episode of Business Growth Talks, Mark Hayward sits down with Simon Severino, founder of Strategy Sprints and author of the bestselling book by the same name. With over 21 years of experience and 1,600 companies served, Simon brings an incredible depth of wisdom on how to accelerate growth, simplify strategy, and transform businesses through systems thinking and agile sales processes.

Simon opens up about what a true business mindset means to him—seeing business as a holistic, adaptive system that must always serve the outside world. He shares his unique perspective on strategy as a living, evolving process, and explains why even solopreneurs need a CEO meeting with themselves every week.

Throughout the episode, Simon walks us through how his sprint-based strategy model evolved from a personal practice into a globally-scaled franchise. You’ll hear how weekly cycles replaced traditional annual planning, why every business must focus on the buyer’s psychology, and how companies can drastically shorten their sales cycles and increase pricing power with the right tools and systems in place.

He also talks about his transition from academia to entrepreneurship, how teaching remains at the heart of his work, and why his upbringing—rooted in a love of books and bold experimentation—shaped his values today. From his first solo strategy meetings to leading a global remote team, Simon shares the exact practices that helped him grow, stay focused, and deliver consistent results for his clients.

Simon reveals the importance of metrics with meaning, the power of standing out in your market, and how his clients—ranging from solopreneurs to Google—build scalable, sellable businesses using his 274 proprietary tools. He also shares how a daily focus on mindset, presence, and physical wellbeing helps him manage setbacks, stay creative, and lead with energy.

You’ll hear real-world examples, including a case study of how one IT consultancy skyrocketed their pipeline and sales by narrowing their offer and ideal client. Simon also opens up about the evolution of his leadership, how he’s built a life of freedom and purpose through entrepreneurship, and why he has no plans to sell—because he’s already living the life he’d choose as a billionaire.

This episode is full of insight, frameworks, and powerful mindset shifts for any founder, consultant, or service-based business owner looking to grow faster, work smarter, and build a business that truly serves both clients and lifestyle.

Highlights from the conversation include:

• Why your business must serve the whole, not the parts
• How to run a strategy meeting—even if you’re a solopreneur
• The psychology of sales and how to optimize for trust and ease
• Building global success with a lean, remote-first team
• What legacy means beyond money, and how Simon lives his “rich life” now
• How focusing on relevance, engagement, trust, and safety transforms deal flow
• What it means to grow a fun, freedom-based business that lasts

If you’re serious about growing your business and want to hear from someone who’s done it with clarity, precision, and humanity—this is the episode for you.

Check out Simon and his tools at strategysprints.com where you can try out his systems free for seven days and join the Sprint Club community.

Don’t forget to follow or subscribe to Business Growth Talks so you never miss an episode. If you found value today, please share this with someone who’s ready to take their business to the next level. Thanks for listening!

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

Welcome to Business Growth Talks, the podcast that explores the real challenges of growing a business and how to overcome them. Hosted by Mark Hayward, this show is designed for entrepreneurs who feel stuck, overwhelmed, or unsure of their next steps. Each episode features real-world strategies from successful entrepreneurs who have navigated obstacles, boosted revenue, and built stronger, more profitable businesses.

In this episode, Mark speaks with Jodi Hume, founder of At The Core and a trusted advisor to business owners. With over 18 years of experience, Jodi specializes in on-call decision support, helping leaders tackle growth challenges, leadership dilemmas, and acquisitions. As a third-generation entrepreneur and former COO of a fast-scaling firm, she brings firsthand insight into high-stakes decision-making and overcoming decision fatigue.

Jodi shares her unique perspective on the business mindset, explaining how some aspects are hardwired while others can be learned. She emphasizes the importance of agility in thinking, the necessity of comfort with uncertainty, and how leadership decisions require both strategic and emotional intelligence. She also discusses how corporate life can create a false sense of security compared to the responsibility and control of entrepreneurship.

To learn more about Jodi Hume and her work, visit AtTheCore.com, where she offers resources and opportunities to connect. Don’t forget to subscribe and follow Business Growth Talks for more insightful conversations. If you found value in this episode, please consider leaving a review—it helps us grow and bring in more top-tier guests. Thanks for tuning in!

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

Welcome to Business Growth Talks, the podcast that tackles the tough realities of growing a business. I'm Mark Hayward, and if you're feeling stuck, overwhelmed, or unsure of your next steps, you're in the right place. Every week, we bring you real strategies that successful entrepreneurs have used to overcome challenges, boost revenue, and build stronger, more profitable businesses.

In this episode, I sit down with Karen Evers, a seasoned HR leader with 25 years of experience in corporate America. In 2022, she founded Human Smarts, a fractional HR consultancy helping startups and small businesses navigate talent strategy, culture, compliance, and payroll. Karen specializes in financial services and partners with CPA firms, investment advisors, and insurance brokers to provide white-glove HR support. Her people-first approach ensures businesses can scale without the burden of managing HR alone.

What You'll Learn in This Episode: Karen shares insights on the importance of a business mindset and how it shapes success. She discusses her transition from corporate America to running her own business, highlighting the challenges small businesses face with HR and how to overcome them. She explores the power of aligning work with passion to avoid burnout and why difficult conversations are essential for business growth. Karen also explains how businesses can move from generalist roles to specialized teams, the benefits of white-glove HR support, and the role of referrals in business growth. Additionally, she provides valuable insights on scaling a business while maintaining high-quality service.

Key Takeaways:

• Having a strong business mindset is essential for HR professionals.
• Burnout isn’t about how much you work; it’s about whether you're aligned with your purpose.
• Difficult conversations, especially around hiring and firing, are crucial for growth.
• Small businesses often struggle with compliance, drama, and productivity – all of which HR can address effectively.
• The right networking and referrals can be the best marketing strategy for a service-based business.
• Scaling a business requires balancing revenue, profitability, and building the right team.

Resources & Mentions:

• Who Not How by Dan Sullivan & Dr. Benjamin Hardy
• Dare to Lead by Brené Brown
• Start With Why by Simon Sinek
• Grit by Angela Duckworth
• Think Again by Adam Grant

Connect with Karen Evers:

• LinkedIn: Karen Evers
• Website: humansmartsconsulting.com
• Email: [email protected]

Support the Show:
If you enjoyed this episode, please subscribe to Business Growth Talks and leave a review. Your support helps us grow and bring on more incredible guests. Don’t forget to hit that follow button and share this episode with someone who would benefit from these insights!

Next Steps:
Join us next week as we continue uncovering the strategies and stories that help business owners scale, thrive, and succeed. If you’re ready to take your business to new heights, stay tuned!

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this in-depth conversation, host Mark Hayward sits down with Alan Versteeg—an engineer turned sales management expert and co-founder of Growth Matters International. Alan shares his personal journey from engineering to mastering sales, the critical importance of mindset in business, and actionable strategies for scaling a company while ensuring that your business works for you, not the other way around.

Key Discussion Topics:

• The Business Mindset:
  • How to ensure that your business serves you instead of owning you.
  • The evolution from working in your business to having your business work for you.
• Sales Techniques & Strategies:
  • The importance of relevance on sales calls using the “initial value promise” approach.
  • How to overcome the “feature advantage benefit avalanche” by setting context and establishing credibility from the very first interaction.
  • Understanding the role of the reticular activating system in filtering sales pitches.
• Building & Leading a Team:
  • Transitioning from a one-person operation to building a management layer.
  • The significance of hiring—especially the first hire (Alan’s executive assistant)—to free you up for growth.
  • Embracing leadership without losing your entrepreneurial passion.
• Learning from Failure:
  • Alan’s candid recounting of past bankruptcies and the lessons learned about cash flow, legal advice, and the importance of building demand before product creation.
  • How overcoming failures has been essential in developing a resilient and growth-focused mindset.
• Global Business Growth:
  • Strategies for expanding internationally—even when you’re not physically in the target country.
  • Leveraging technology (like Zoom) for meaningful global conversations and maintaining the value of face-to-face interactions when needed.
• Quickfire Insights:
  • Best decision: Hiring an executive assistant.
  • Best advice received: “Treat this as a profession and keep studying it.”
  • Regrets, proud moments, and a peek into Alan’s personal life (from his top math mark to his karaoke skills).
  • What legacy means: Measuring life by the eulogy and the impact you leave on others.

If you found this episode insightful, be sure to subscribe and follow Business Growth Talks for more real strategies from successful entrepreneurs. You can also connect with Alan Versteeg on LinkedIn (just search for “Alan Versteeg”) to learn more about his work with Growth Matters International.

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this episode of Business Growth Talks, Mark Hayward sits down with Daryl Bates-Brownsword, a business succession and exit planning specialist. Daryl shares his insights on helping business owners maximize the value of their companies and transition on their terms. With over 20 years of experience building multi-million turnover international businesses, Daryl provides a wealth of knowledge on strategy, leadership, and business scalability.

What You’ll Learn in This Episode:

✅ The importance of having an exit strategy from the very start of your business.
✅ The five stages of business exit planning and why 55% of business exits are unplanned.
✅ How to ensure your business is exit-ready to attract buyers and maximize valuation.
✅ The key inflection points in business growth and how to overcome common scaling challenges.
✅ Different exit strategies, including selling to employees, hiring a CEO, and selling to a larger company.
✅ Why being too involved in your business can hurt its valuation and how to delegate effectively.

Resources & Links:

📌 Connect with Daryl Bates-Brownsword:
🔹 LinkedIn: Daryl Bates-Brownsword
🔹 Website: Succession Plan UK
🔹 Podcast: Exit Insights (Available on Apple Podcasts & Spotify)

📌 Connect with Mark Hayward:
🔹 LinkedIn: Mark Hayward
🔹 YouTube: Business Growth Talks

Enjoyed This Episode?

🔥 Don’t forget to hit FOLLOW & SUBSCRIBE on your favorite podcast platform!
💡 If you found this episode valuable, please leave us a review—it really helps the show grow!
📢 Share this episode with fellow entrepreneurs and business owners looking to scale and exit successfully.

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this episode of Business Growth Talks, host Mark Hayward sits down with Kyle Mealy, the founder and CEO of Next Level Revenue. Kyle helps small and mid-sized B2B businesses ($1M–$10M revenue) achieve predictable, profitable growth through fractional Chief Revenue Officer (CRO) services. With experience scaling businesses across industries—including martial arts schools and digital marketing agencies—Carl shares his expertise in sales, marketing, and revenue strategy.

This conversation is packed with insights on business mindset, revenue modeling, and leadership growth. Kyle breaks down his unique Revenue Cascade model, explains why sales and marketing must be fully integrated, and shares how he grew a martial arts school from $500K to $1M and a digital agency from $3M to $7M.

Key Takeaways

1. The Business Mindset: Growth & Abundance

• Kyle defines a business mindset as growth-oriented and abundance-focused—giving more than you take.
• He shares how his wife’s confidence in his abilities helped him overcome scarcity thinking when launching his business.

2. Overcoming Scarcity & Stepping Into Entrepreneurship

• Raised with the belief that stability matters more than risk, Kyle had to break free from a corporate mindset.
• He shares how his wife’s support helped him take the leap into entrepreneurship and build a successful revenue-focused business.

3. How to Reverse Engineer Business Growth

• Kyle introduced his Revenue Cascade Model, which helps businesses track and optimize every step of the customer journey.
• The secret to scaling: Know your numbers, analyze conversion rates, and make data-driven decisions.
• At his martial arts school, he predicted revenue within $3K accuracy using his formula.

4. Why Most B2B Companies Get Marketing & Sales Wrong

• Marketing and sales should never be separate silos—they need to work together for sustainable revenue growth.
• Common Mistakes:
  • Hiring a marketing agency without accountability.
  • Expecting sales teams to succeed without a solid marketing foundation.
  • Setting unrealistic revenue goals without data to back them up.

5. The Future of Sales & Marketing: Thought Leadership

• Modern B2B buyers make 70% of their decision before talking to a salesperson.
• Businesses should focus on education, thought leadership, and omnichannel engagement.
• Kyle's marketing stack includes:
  • LinkedIn content & outreach
  • SEO
  • Podcasts & speaking engagements
  • Referral networks & event sponsorships
  • Email marketing & personal branding

6. Leadership & Building a Winning Company Culture

• Authenticity is key—Carl encourages radical honesty and transparency within his company.
• He emphasizes coaching, process optimization, and a clear methodology as essential tools for leadership.
• His ultimate goal? Move into an owner’s role while licensing his IP for long-term scalability.

Connect with Kyle Mealy

• 🌍 Website: readyforthenextlevel.com
• 💼 LinkedIn: Kyle Mealy
• 📖 Upcoming Book: Details coming soon!

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this episode of Business Growth Talks, host Mark Hayward sits down with Stoy Hall, the CEO and founder of Black Mammoth, a company dedicated to financial literacy, inclusivity, and holistic wealth management. Stoy shares his insights on building a modern family office, the importance of financial education, and how mindset and community play a pivotal role in achieving wealth.

Key Discussion Points:

• Introduction to Stoy Hall: CEO and founder of Black Mammoth and Calla Capital, host of The No BS Wealth Podcast.
• The Concept of Modern Family Office: How Stoy’s approach differs from traditional wealth management.
• Financial Literacy vs. Financial Education: Why understanding money isn’t enough—action is key.
• The Impact of Childhood Financial Trauma: How early money experiences shape financial behaviors.
• Social Media as a Financial Education Tool: Why Stoy shifted from in-person workshops to digital content.
• The Role of Community in Wealth Building: How building strong networks supports financial success.
• Biggest Financial Mistakes and Lessons Learned: Stoy’s personal $85,000 loss and what it taught him about investing.
• Taxation Debate: Is tax a moral issue, or just a legislative one?
• Risk Appetite & Business Decisions: How Stoy assesses risk and why he shut down a hedge fund.
• Future Goals: Expanding the modern family office model and growing financial literacy awareness.

Resources & Links:

• Stoy Hall’s Website: Black Mammoth
• Podcast: No BS Wealth Podcast
• Social Media: @StoyHall on all platforms (except Reddit!)

If you enjoyed this episode, please subscribe and follow Business Growth Talks to stay updated on the latest strategies and insights to grow your business. Also, take a moment to connect with Stoy and learn more about financial literacy and wealth management!

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this episode of Business Growth Talks, host MarK Hayward embraces a deep dive into the fascinating world of body language with returning guest David Schneer. This episode is a must-listen for entrepreneurs and business leaders looking to understand the unspoken cues that can significantly impact business relationships and negotiations. David's expertise opens a window into the intricate layers of non-verbal communication, often unperceived but integral to authentic interaction and efkeftive management.

Mark and David delve into how understanding body language can transform business dynamics, revealing insights beyond spoken words. They discuss the common myths surrounding body language, the significance of micro-expressions, and how tools like body language can facilitate better negotiations and disclosures during conversation. The conversation highlights the necessity of this skill set in developing authentic, trust-based interpersonal connections in business environments, and how such knowledge is crucial for anyone looking to enhance their communication strategy for better engagement and negotiations.

Key Takeaways:

• Understanding body language is essential for recognizing the true emotions behind words and is not aimed at manipulation but at deeper understanding.
• Recognizing micro-expressions can aid significantly in negotiations and revealing true sentiments without manipulation.
• Misinterpretations like equating crossed arms to blocking behavior can lead to incorrect judgments; context is key in body language interpretation.
• Tools such as observing gravity-defying behavior or changes in proxemics can reveal a person's comfort level, which is crucial in any business setting.
• Building rapport through mirroring non-verbal cues can naturally elevate communication and trust.

Resources:

• Merrill Research: Company Website
• Book: "Backbone: A BodyMind Breakthrough!" by Dr. David Schneer
• Recommended Book: "What Everybody is Saying" by Joe Navarro

Tune into the full episode to unravel deeper insights from David Schneer and learn how mastering body language can elevate your business acumen. Subscribe to Business Growth Talks for ongoing episodes filled with expert advice and insights into the entrepreneurial world.

Support the show

If you want to watch the full video of this episode go to:
https://www.youtube.com/@markhayward-BizGrowthTalks

Do you want to be a guest on multiple podcasts as a service go to:
www.podcastintroduction.com

Find more details about the podcast and my coaching business on:
www.businessgrowthtalks.com

Find me on
LinkedIn - https://www.linkedin.com/in/mark-hayw...
Tik Tok - https://www.tiktok.com/@mjh169183
YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts