High Value Sales Show by Eversprint.com

Brendan Mullen, the President & CEO of MKS2 Technologies, grew his company's revenue from $750K in 2014 to $5.4m in 2017, a 602% increase, and now they are on track to hit $6.8m this year.

MKS2 Technologies provides cyber security, software development, and large IT enterprise services to federal government and commercial customers.

In this interview with Eversprint's Malcolm Lui, Brendan shares how he and his team accelerated their high value sales by:

• Having a 100% remote workforce that lowers their overhead and allows them to make more competitive bids.
• Managing their business so that they can bid and win large contracts with long procurement cycles.
• Being prepared to quickly take advantage of opportunities when they arise.

Mike Lieberman, Co-Founder, CEO and Chief Revenue Scientist of Square 2 Marketing, grew his company's revenue from $2.6m in 2013 to $4.9m in 2016, a 89% increase, and now they are on track to hit $6m in 2018.  

Square 2 Marketing is a full service digital growth agency specializing in helping companies build effective relationships and drive revenue with their prospects and customers.  

In this interview with Eversprint's Malcolm Lui, Mike shares how he and his team accelerated their high value sales by:

• Practicing what they preach, mostly inbound marketing that generates for their own company 400 leads, 30 prospects and 4 to 6 new clients each month.  
• Focusing on the biggest impact opportunities that take the least time and effort to execute, such as improving their closing rates.  
• Striving to partner with clients, rather than simply being their vendor.  

Sandeep Shroff, the Co-Founder and CEO of myStartupCFO, grew his company from two employee and two clients in 2013 to nearly 100 employees and around 500 clients today without raising outside capital.  

myStartupCFO is a provider of outsourced CFO and accounting services for startups and small businesses.  

In this interview with Eversprint's Malcolm Lui, Sandeep shares how he and his team accelerated their high value sales by:

• Executing a "Be Nice" strategy across their entire platform, toward clients and employees alike.  
• The Be Nice strategy has generated a large number of referrals that convert to clients, a flow that that has been more than enough grow their business rapidly.  
• This same strategy is also why they provide a flexible remote work schedule for their employees: it allows them to show to their children that they too can have a satisfying career while raising a family at the same time.  

Steven Sashen, the Co-Founder and CEO of Xero Shoes, grew his company's revenue from $772k in 2014 to $5.5m in 2017, a 617% increase, and they are projecting to hit $8.5m in 2018.  

Xero Shoes is manufacturer of addictively comfortable bare foot inspired sandals and shoes.  

In this interview with Eversprint's Malcolm Lui, Steven shares how he and his team accelerated their sales by:

• Putting a great product in front of interested people.  
• Staying away from "fake natural" traffic sources.  
• Leveraging video marketing and retargeting.  
• Capitalizing on the growth of the wellness economy.  

Todd Swickard, the Co-Founder and CEO of Smart 1 Marketing, grew his company's revenue from $1.7m in 2014 to $5.1m in 2017, a 208% increase and now they are on track to hit $6.9m this year.  

Smart 1 Marketing is a provider of digital marketing services who partners with media companies around the globe.  

In this interview with Eversprint's Malcolm Lui, Todd shares how he and his team accelerated their high value sales by:

• Providing monkey proof solutions that are simple and easy to use for clients and end-users alike.  
• Focusing on core, time-proven marketing strategies, adapted for today's digital world, instead of the latest and brightest shiny objects.  
• Positioning for the growth of voice-based search (ie, Siri, Alexa, Google Home).  

Tim Hamilton, the Founder and CEO of Praxent, grew his company's revenue from $2.6m in 2014 to $5.2m in 2017, a 103% increase and now they are on track to hit $7.3m this year.

Praxent is a custom software company and digital consultancy that helps their clients unlock greater profitability and valuation through strategic technology tools.

In this interview with Eversprint's Malcolm Lui, Tim shares how he and his team accelerated their high value sales by:

• Bringing on board a new partner to handle sales, which allowed Tim to focus on marketing and lead gen. This key decision was inspired by the book "Rocket Fuel" by Gino Wickman.  
• Generating leads through continuously refined content marketing and corporate event triggers.  
• Capitalizing on the trend toward reducing buyer journey friction.  

Scott Schwalbe, the CEO of NimbeLink, grew his company's revenue from $1.8m in 2014 to $6.5m in 2017, a 256% increase, and now they are on track to hit $10m to $11m this year.

NimbeLink creates and deploys carrier-certified embedded modems and asset tracking solutions that reduce costs and time to market.

In this interview with Eversprint's Malcolm Lui, Scott shares how he and his team accelerated their high value sales by:

• Focusing on a very specific niche within the Internet of Things.  
• Turning away business that isn't a good fit for their solution.  
• Competing successfully against much bigger competitors by ensuring they have right message to the right people.  

Actionable High Value Sales Insights:  

You too can apply Scott's multi-prong strategy to compete effectively against bigger competitors that easily outspend you marketing-wise.  

First, specialize in a fast growing niche within a fast growing industry.  

NimbeLink's specialty is cellular connectivity and asset tracking for industrial B2B applications. Their customers have valuable remote assets that can't connect to an ethernet backhaul or to someone else's network.  

Second, make sure your prospects are the right fit for your product or service before investing a lot resources working with them.  

By specializing in tightly focused niche, NimbeLink's sales team can quickly assess (a) if the prospect has a business model that makes sense, (b) if the prospect's team and product has a good chance of succeeding, and (c) if NimbeLink is the best solution for them.  

Third, make sure you get the right message to the right people.  

For NimbeLink, the right message is driven by their niche specialization, and the right people to target is informed by their prospect qualification process.  

Fourth, make it easy for your partners to sell your product or service.  

About two thirds of NimbeLink's leads come from their distributors and telecom carriers. They do whatever they can to help their partners understand and sell their solution: they provide training, join sales calls, do webinars, create sales collateral and case studies. Most importantly, they follow up quickly on all leads from their partners, the good ones and the bad ones, as they respect and appreciate their efforts.  

Josh Watts, the CEO and Co-Founder of MedTrust Medical Transport, grew his company's revenue from $1.5m in 2014 to $5.4m in 2017, a 256% increase, and now they are on track to hit $10m this year.

MedTrust Medical Transport provides emergent and non-emergent medical transport in the Lowcountry and Grand Strand areas of South Carolina.

In this interview with Eversprint's Malcolm Lui, Josh shares how he and his team accelerated their high value sales by:

• Focusing primarily on providing related service to and from hospitals.  
• Measuring themselves against what they can do, not against the competition.  
• Constantly looking for and correcting variances that adversely impact their core services. 

Anupam Satyasheel, CEO of Occams Advisory, grew his company's revenue from $410K in 2014 to $5.1m in 2017, a 1,154% increase, and now they are on track to hit $7m to $8m this year.

Occams Advisory provides advisory services helps small and mid-sized businesses compete, grow and avoid pitfalls.

In this interview with Eversprint's Malcolm Lui, Anupam shares how he and his team accelerated their high value sales by:

• Almost always saying Yes! when a client asks for their help, even if it's a service they currently don't offer.  
• Dropping everything when a client is unhappy to make it right as quickly as possible.  
• Developing a platform to provide expertise on demand.  

Mark Fleming Jr, the Founder and President of Signature Closers, grew his company's revenue from $3.8m in 2014 to $6.3m in 2017, an 80% increase, and is on track to hit $6m this year.

Signature Closers provides signing support for title companies and lenders via their network of notary signing agents and attorneys.

In this interview with Eversprint's Malcolm Lui, Mark shares how he and his team accelerated their high value sales from 2014 to 2017, and how they are adjusting to the rising interest rate environment by:

• Providing new services to clients through strategic partnerships.
• Focusing on the 1% that can wrong before it becomes an issue.
• Opportunistically taking advantage of the disruption to come from electronic closing and notarization.