Imagine you could fast-forward your firm's growth and watch it like a time-lapse video going through different stages:

• Solo 
• Small 
• Mid-size 
• Enterprise

What needs to happen in your sales and marketing functions to achieve growth at each stage? How do sales and marketing challenges evolve?

That's what this episode is all about. 

Listen as John and Mark guide you through this sales and marketing maturation journey, along with guest appearances from Reuben Swartz and Mel Lester. We explore topics like:

• The importance of documentation, processes and systems (at every stage)
• How to keep the entrepreneurial flame lit as firms grow
• Why rainmakers don't scale, and how to leverage a seller-doer model
• What firms typically do when the referral well runs dry
• The role of automation and efficiency at larger firms

Show notes:

• According to the 2024 census, 60% of businesses in the US are one-person businesses. (source)
  Of businesses with employees, 50% have only 1-4 FTEs. (source)
• SPI Professional Services Maturity Model: https://spiresearch.com/ps-maturity-model/

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7