Mind Your F**king Business

summary

The conversation explores the concept of high-performing sales behaviour and the challenges faced by sales professionals in the current market. It delves into the importance of understanding buyer indecision and the four key behaviours that help overcome it. The conversation also touches on the role of persuasion in sales, the need for sellers to adapt to changing buyer behaviours, and the potential retirement of salespeople who are not effective in their roles. In this conversation, Ted McKenna and Dominic Monkhouse discuss the importance of establishing trust and expertise in the sales process. They emphasise the need for sellers to own the flow of information and demonstrate their knowledge and experience to buyers. They also explore different profiles of business developers, with the activator profile being the most successful. Ted shares his thoughts on success, the most significant risk he's taken, and the worst business advice he's received.

takeaways

• High-performing sales behaviour is defined as the top 20% of performers in a company, and it is important to study their behaviour to replicate their success.
• Buyer indecision is a common challenge in sales, and it is driven by fears such as options overload, analysis paralysis, and fear of failure.
• Sellers should be cautious about using persuasion techniques when buyers are indecisive, as it can backfire and make the situation worse.
• To help buyers overcome indecision, sellers should focus on understanding the depth of indecision, making firm recommendations, limiting excessive exploration, and managing risk.
• The sales profession needs to evolve and keep pace with changing buyer behaviours and preferences.
• There is still a need for salespeople, as buyers rely on them for guidance, assurance, and personalised recommendations. Establishing trust and expertise is crucial in the sales process.
• Sellers should own the flow of information and demonstrate their knowledge and experience to buyers.
• The activator profile is the most successful in business development.
• Success is measured by doing right by the people you love and finding joy in your work.
• Trying to be all things to all people is not effective in business.

Physician, physiologist, researcher, explorer, serial technology entrepreneur and Founder & CEO of Well Founded Dr. Jack Kreindler shares his unique journey as both a physician and technologist, discussing the evolution of medicine through technology, the importance of teamwork in extreme environments, and the insights gained from his South Pole expedition. He emphasises the significance of gender differences in endurance and collaboration, and introduces a health program designed for founders to enhance their well-being and performance. The discussion also touches on future innovations in health and the role of technology in improving medical practices.

takeaways

• Dr. Jack's journey began at a young age with a passion for technology.
• The intersection of medicine and technology is crucial for future practices.
• Longevity is a rebranding of preventive and lifestyle medicine.
• Women often outperform men in endurance and teamwork in extreme conditions.
• Team dynamics play a significant role in success during challenging expeditions.
• The South Pole expedition provided insights into human performance under stress.
• Founders' health is increasingly recognised as vital for business success.
• The six-month health program for founders is designed for maximum impact.
• Open sourcing the methodology allows broader access to health insights.
• Future innovations in health may involve AI and human collaboration.

Chapters

00:00 Introduction to Dr. Jack and His Journey

03:07 The Intersection of Medicine and Technology

05:47 Exploring Longevity and Preventive Medicine

09:03 Gender Differences in Endurance and Team Dynamics

11:54 Insights from the South Pole Expedition

15:12 The Importance of Teamwork in Extreme Conditions

18:06 Founders' Health Program and Its Impact

20:59 Future Directions and Innovations in Health

Mentioned in this episode:

Get Mind Your F**king Business

Arnie Malham, founder of CJ Advertising and Legal Intake Professionals, discusses the importance of workplace culture and the value of reading in personal and professional growth. He shares his experience with building a strong culture in his own companies and the impact it had on employee satisfaction and performance. Arnie also introduces the concept of the Better Book Club, a program he developed to encourage reading and personal development within organisations. He emphasises the role of leadership in shaping culture and provides a framework for creating a positive and thriving work environment. Arnie Malham discusses the importance of creating a strong company culture and shares insights on how to build and maintain it. He emphasises the need for leaders to prioritise their team's growth and development, and to be deliberate in shaping the culture they want. Arnie suggests giving cultural programs to champions within the organisation, rather than relying solely on HR or top leadership. He also highlights the significance of celebrating milestones and creating a history of success within the company. Arnie shares his own experiences and lessons learned from running his company for 10 years and offers book recommendations for further reading on culture and leadership.

takeaways

• Workplace culture reflects leadership and is crucial for employee satisfaction and performance.
• Reading is a valuable tool for personal and professional growth.
• The Better Book Club is a program that promotes reading and personal development within organisations.
• Leadership plays a key role in shaping and maintaining a positive work culture.
• A strong culture is built on core values, consistent actions, and a focus on growth and development. Leaders should prioritise the growth and development of their team members to create a strong company culture.
• Cultural programs should be led by champions within the organisation, rather than relying solely on HR or top leadership.
• Celebrating milestones and creating a history of success within the company is important for building a positive culture.
• Arnie shares his own experiences and lessons learned from running his company for 10 years.
• Book recommendations for further reading on culture and leadership include 'Double Double' by Cameron Harold, 'Uncontainable' by Kip Tindell, and 'Find Your Yellow Tux' by Jesse Cole.

Chapters

01:10 Arnie's Expertise in Workplace Culture

03:13 The Better Book Club

06:25 Arnie's Background and Transition to Coaching

10:11 Target Audience and Pain Points

12:07 Arnie's Background and Introduction

19:16 Arnie's Businesses: CJ Advertising and Legal Intake Professionals

21:22 Creating a Strong Culture

25:46 Arnie's Framework for Building a Great Culture

28:08 Leadership's Role in Shaping Culture

28:46 Prioritising Growth and Development for a Strong Company Culture

30:00 The Role of Champions in Cultural Programs

36:23 The Importance of Onboarding and Checklists

41:10 Creating a Culture of Celebration and Milestones

45:20 Lessons Learned from Running a Company for 10 Years

Summary

Josh Seiden & Jeff Gothelf join Dominic Monkhouse to talk about one of his favourite growth tools - OKRs (Objectives and Key Results)

The discussion dives deep into the world of OKRs, highlighting their critical role in goal-setting and driving organisational alignment. The guests introduce their latest book, Who Does What By How Much?, which offers a fresh, customer-focused take on OKRs. They stress the importance of shifting from output-driven goals to outcome-based objectives that are tightly aligned with customer needs and behaviours.

A key theme of the conversation is the delicate balance between Business as Usual (BAU) activities and the implementation of OKRs. This episode explores how OKRs should not only complement existing operations but also help steer an organisation’s strategy. They discuss the ideal timeframe for setting corporate OKRs, with an emphasis on quarterly check-ins and measurable key results that track progress throughout the year.

The conversation also addresses practical challenges, such as fostering collaboration across teams and securing leadership buy-in, both of which are essential for successful OKR implementation. The speakers advise organisations to start small, gradually expand OKR adoption, and invest time and effort into their OKR process while still keeping an eye on BAU performance.

In addition to their insights on OKRs, the guests share personal book recommendations and reflect on their own definitions of success, rounding out a rich discussion that not only offers practical advice but also broader perspectives on achieving meaningful outcomes in today's customer-driven world.

Takeaways

• OKRs should be customer-centric and focused on outcomes rather than outputs.
• Aligning goals with the needs and behaviours of customers leads to better products and services.
• Strategic goals should be set for a year, while tactical goals can be set on a quarterly or monthly basis.
• The conversation and alignment around OKRs should be a two-way process, involving input from all levels of the organisation.
• Flexibility and customisation are key in implementing OKRs, as each organisation's needs and context may vary. Set quarterly check-ins and key results that can be measured throughout the year.
• Prioritise customer-centric goals and focus on changing customer behaviour.
• Start small and gradually expand OKR implementation.
• Allocate time and effort to OKRs while maintaining business as usual metrics.
• Facilitate collaboration and foster leadership buy-in for successful OKR implementation.
• Continuously learn and acquire new skills to enhance personal and professional growth.

Chapters

03:13 The Power of Customer-Centric OKRs

07:19 Balancing BAU and OKRs

13:53 The Role of Strategy in OKR Implementation

25:15 Setting the Timeframe for Corporate OKRs

30:40 Setting Quarterly Check-ins and Measurable Key Results

32:14 Prioritising Customer-Centric Goals for Changing Customer Behavior

41:40 Challenges of Collaboration and the Role of Leadership Buy-in

47:00 Starting Small and Gradually Expanding OKR Implementation

49:16 Allocating Time and Effort to OKRs while Maintaining Business as Usual Metrics

56:01 Continuous Learning and Personal Growth for Success

Martin Gonzalez, Principal of Organizational Leadership Development at Google, discusses the challenges and importance of people and organisational dynamics in startups. He shares insights from his book, The Bonfire Moment, and the workshops he runs for founders. The workshops focus on addressing the people factor in startups, including co-founder conflict, team culture, and building the right management team. Martin emphasises the need for founders to evolve from being chief bricklayers to chief architects as their companies grow. He also explores the question of whether founders should remain as CEOs or bring in professional CEOs. The conversation explores the challenges of scaling a startup and maintaining an entrepreneurial spirit. It discusses the importance of codifying the founder's spirit without stifling innovation and the need for continuous self-reflection and self-awareness. The workshop described in the conversation focuses on creating clarity, having tough conversations, and addressing sources of conflict within the leadership team. The conversation also touches on the role of trust in team dynamics and the potential pitfalls of overemphasising trust-building activities.

Who is Martin Gonzalez

Martin Gonzalez is the creator of Google’s Effective Founders Project, a global research program that decodes the factors that enable startup founders to succeed. He also works closely with Google’s engineering and research leaders on org design, leadership, and culture challenges. Martin is a frequent lecturer at Stanford, Wharton, and INSEAD, and has advised leaders across the Americas, Europe, Africa, and Asia. He studied organisational psychology and behavioural science at Columbia University and the London School of Economics.

Takeaways

• The people factor is a major reason for startup failure, and founders often struggle with addressing people and organizational challenges.
• Founders need to evolve from being chief bricklayers to chief architects as their companies grow.
• Building the right team culture and management team is crucial for startup success.
• There is a need for more research on how founders can remain as CEOs and lead their companies through the scale-up phase. Scaling a startup while maintaining an entrepreneurial spirit is a challenge.
• Codifying the founder's spirit can lead to a company of rule followers and a loss of entrepreneurial spirit.
• Continuous self-reflection and self-awareness are essential for effective leadership.
• Creating clarity, having tough conversations, and addressing sources of conflict are crucial for a healthy leadership team.
• Trust-building activities may not always address the root causes of trust issues.
• Recommended books for further reading: 'The Founder's Dilemmas' and 'The Hard Thing About Hard Things'.

Chapters

00:29 Selective Upgrades and Performance Outcomes

03:59 The Need to Change the World of Work

08:04 Trusting Data Over Intuition

13:07 The People Factor in Startup Failure

15:31 Founder Obsession with Product and Lack of Tools for People Dynamics

18:39 The Importance of Bullshit as a Founder

23:24 Founder CEOs and the Transition to Chief Architect

26:03 The Impact of Founder CEOs on Business Success

26:43 Maintaining an Entrepreneurial Spirit

28:08 The Challenge of Codifying the Founder's Spirit

29:49 Creating Clarity and Addressing Conflict

37:30 The Bullshit Circle and Real Talk

45:38 Learning Leadership from Cult Leaders

54:30 The Myth of External Enemies

Summary

The conversation explores the topic of dyslexia and its connection to entrepreneurship. Jamie Waller, The dyslexic entrepreneur and advocate, shares his insights and experiences. He discusses the challenges faced by dyslexic individuals in the education system and society, as well as the unique strengths and traits they possess. The conversation also touches on the importance of changing the narrative around dyslexia and empowering individuals with dyslexia to pursue their goals. Waller emphasises the need for support and understanding, both in education and the business world. The conversation concludes with a discussion on Waller's upcoming adventures, including a trip to space. Jamie Waller, The Dyslexic Entrepreneur, discusses his plans to take a two-year trip around the world with his children and the challenges of balancing work and family life. He shares his experience as a serial entrepreneur and investor, highlighting the importance of curiosity and being open to new ideas. Waller also talks about his struggles with sleep due to ADHD and offers tips for managing sleep challenges. He emphasises the need for kindness in business and challenges the myth that you have to be ruthless to succeed. Waller recommends the books 'Good to Great' and 'Strength to Strength' for personal and professional development.

Takeaways

• Dyslexia is a learning difference that affects individuals in various ways, but it is not a measure of intelligence.
• Dyslexic thinkers often possess unique strengths, such as explorative thinking and a strong sense of justice.
• Entrepreneurship can be a natural fit for dyslexic individuals due to their risk-taking mindset and ability to think outside the box.
• Changing the narrative around dyslexia is crucial to empower individuals and promote understanding and support.
• Supporting dyslexic individuals in education and the business world can lead to positive outcomes and opportunities for success. Balancing work and family life can be challenging, but it's important to make time for experiences and adventures with loved ones.
• Curiosity and openness to new ideas are key traits for entrepreneurs and investors.
• Managing sleep challenges, especially for individuals with ADHD, can be aided by supplements like GABA and creating a conducive sleep environment.
• Kindness is an important quality in business; success does not require ruthlessness.
• Planning for life after exit is crucial for entrepreneurs to maintain purpose and fulfilment.

Chapters

03:25 Exploring the Connection Between Dyslexia and Entrepreneurship

08:27 Changing the Narrative: Empowering Dyslexic Individuals

12:28 Unique Strengths of Dyslexic Thinkers

19:37 Supporting Dyslexic Individuals in Education and Business

25:45 Adventures and Challenges: Dyslexia and Personal Growth

31:26 Taking a Two-Year Trip Around the World

35:00 The Curiosity and Openness of an Entrepreneur

38:03 Managing Sleep Challenges with ADHD

46:55 The Importance of Kindness in Business

52:09 Planning for Life After Exit

summary

James Ashford shares his entrepreneurial journey and the importance of creating amazing customer experiences. He emphasises the need for systemization and continual improvement to deliver exceptional service. Dominic Monkhouse highlights the significance of sales in business success and the fear of rejection that holds many businesses back from increasing their prices. They discuss the value of simplifying the sales process and closing deals on the spot. James also shares his experience with Go Proposal, a pricing proposal software for accountants, and how it helped streamline the sales process. James Ashford shares his experience of building and selling his software business, GoProposal, and the importance of creating a sales culture and simplifying the sales process. He emphasises the need for businesses to focus on providing a great customer experience and highlights the value of being exit-ready. James also discusses the challenges he faced after selling his business and the importance of understanding the true reason why entrepreneurs do what they do.

Takeaways

• Creating amazing customer experiences is crucial for business success.
• Systemisation and continual improvement are key to delivering exceptional service.
• Many businesses fear increasing their prices due to a lack of self-worth and fear of rejection.
• Simplifying the sales process and closing deals on the spot can lead to faster business growth.
• Go Proposal, pricing proposal software, helps streamline the sales process for accountants. Instead of relying solely on a sales team, focus on creating a sales culture in your business.
• Simplify the sales process to provide a better customer experience and increase efficiency.
• Be exit-ready by systemising your business, having a playbook, and extracting yourself from day-to-day operations.
• Understand the true reason why you do what you do as an entrepreneur and honour that passion.
• Surround yourself with positivity and block out negativity to maintain a positive mindset.

Chapters

02:51 Creating Amazing Customer Experiences

10:04 Overcoming the Fear of Rejection and Increasing Prices

19:07 Simplifying the Sales Process for Faster Business Growth

22:50 Streamlining the Sales Process for Accountants with Go Proposal

29:17 Creating a Sales Culture and Simplifying the Sales Process

35:55 The Value of Being Exit-Ready

51:51 Understanding the True Reason Why Entrepreneurs Do What They Do

Renan de Villiers, CEO and co-founder of OSS Ventures, discusses his niche in B2B SaaS for manufacturing. He explains that manufacturing accounts for 25% of the world GDP and highlights the importance of software in factories. Renan shares his experience as a former factory director and how it led him to start a venture builder and investment firm focused on SaaS B2B for manufacturing. He emphasises the challenges of scaling executive talent in mature companies and the need for better incentive packages in the VC world. Renan also discusses the state of the economy, de-globalisation, and the future of manufacturing. The conversation explores the importance of hardware in tech companies, the challenges of scaling businesses, and the myths and realities of venture capital. It also delves into the personal journey of the guest and his sources of inspiration.

takeaways

• Manufacturing accounts for 25% of the world GDP, making it a significant niche for B2B SaaS.
• Scaling executive talent is a challenge in mature companies, and better incentive packages are needed in the VC world.
• The US is decoupling from China, and there is a trend of reshoring and nearshoring in manufacturing.
• Energy and chip production are becoming increasingly important in the manufacturing industry. Hardware will play a significant role in the success of tech companies in the future.
• Scaling a business involves two major breaking points: transitioning from founder-led chaos to a more structured approach and managing the challenges of communication and processes as the company grows.
• Founders need to be willing to adapt and change as their company scales, and sometimes, that means letting go of the chaotic energy that fuelled the early stages.
• Ideas do matter in business, but they are nothing without execution.
• Success in life is measured by the impact you have on others.
• Recommended books: 'No Rules Rules' by Reed Hastings and 'Hunger, Famine, and Wealth' by London philosopher.
• Recommended podcast: 'Revenue Builder' for insights on revenue generation in B2B SaaS.

Chapters

00:00 Introduction and Niche in B2B SaaS for Manufacturing

02:11 Scaling Executive Talent in Mature Companies

06:21 Challenges in Incentive Packages for VC-backed Companies

13:22 The Decoupling of the US from China

24:07 The Importance of Energy and Chip Production in Manufacturing

25:55 The Role of Hardware in Tech Companies

30:25 Scaling Challenges and Breaking Points

32:17 Adapting as a Founder During Growth

39:37 The Importance of Ideas and Execution

45:22 Measuring Success in Life

49:08 Timeless Inspiration from 'Meditations'

49:53 Debunking the Myth: Ideas Do Matter

Tim Cameron-Kitchen, founder of Exposure Ninja, discusses the impact of AI on search and the future of Google. He highlights the emergence of Chat GPT and TikTok as potential threats to Google's dominance. Google responded by integrating AI functionality into its search engine, including Search Generative Experience (SGE) and Perspectives. Tim's agency was one of the first to figure out how to optimize for SGE. However, Google's release of AI overviews, which provide generative AI answers to user queries, received negative feedback. Tim believes that while AI can potentially disrupt search, Google is adapting to stay relevant. In this conversation, Tim Cameron-Kitchen and Dominic Monkhouse discuss the future of search engines and the role of AI in marketing and business. They explore the impact of generative AI on search engine results and the challenges faced by new search engines in competing with Google. They also discuss the use of AI in business operations, such as using AI models to analyse documents and transcripts for better decision-making. The conversation touches on the importance of video presence in remote interviews and the significance of attention to detail in online interactions. Tim shares his favourite books and podcasts for learning and offers insights into measuring success in life.

Takeaways

• The emergence of Chat GPT and TikTok poses potential threats to Google's dominance in search.
• Google has responded by integrating AI functionality into its search engine, such as SGE and Perspectives.
• Exposure Ninja was one of the first agencies to optimise for SGE and share the process with others.
• Google's release of AI overviews, which provide generative AI answers to user queries, received negative feedback.
• While AI has the potential to disrupt search, Google is adapting to stay relevant. Generative AI has the potential to revolutionize search engine results, but it has not yet posed a significant threat to Google's dominance.
• AI models like ChatGPT and Claude can be used to analyse documents and transcripts, providing tailored and fast results for complex queries.
• Video presence and attention to detail are crucial in remote interviews and online interactions.
• Success can be measured by the balance of health, family, and business, with a focus on avoiding regret in the future.

Chapters

29:57 Threats to Google's Dominance

31:49 Negative Feedback on AI Overviews

34:04 Generative AI in Search Engine Results

36:16 The Dominance of Google and the Challenges Faced by New Search Engines

39:14 AI in Business Operations: Analysing Documents and Transcripts

46:02 The Importance of Video Presence and Attention to Detail in Remote Interviews

51:12 Recommended Books and Podcasts for Learning and Inspiration

54:26 Measuring Success: Health, Family, and Business

Summary

🎙️ Get ready for a transformative episode of the Mind Your F**king Business podcast with Dominic Monkhouse! This week, Dominic sits down with leadership guru Kyle McDowell, author of the revolutionary book, 'Begin With We'. Dive deep into their dynamic discussion on overturning traditional corporate hierarchies and embracing a principle-based leadership style that champions collaboration and authenticity.

🌟 From Kyle's own radical shift from conventional management to leading with principles to tackling the pervasive challenges of toxic work cultures, this conversation is packed with insights. They explore the seismic impact of shifting from a 'me' to a 'we' mindset, underscore the importance of genuine connections within the C-suite, and dissect the destructive nature of office gossip.

💡 Plus, don't miss Kyle's breakdown of the 10 cardinal principles of leadership that could redefine your approach to team dynamics and personal accountability. Learn why embracing vulnerability and authenticity isn't just good practice—it's essential for creating a culture of excellence and trust.

🔥 Tune in as they reveal how true leadership means leading by example, owning your mistakes, and stepping up to challenges head-on. This isn't just another leadership discussion; it's a call to fundamentally change how you lead.

Takeaways

• Leadership principles are essential for creating high-performing teams and organizations.
• Collaboration is crucial in the C-suite and throughout the organization.
• There is often a disconnect between leaders' perceptions and the reality of their teams' experiences.
• Toxic work environments can have a detrimental impact on individuals and the overall success of the organisation.
• Creating a culture of excellence requires a focus on both internal and external service. Transitioning from a 'me' to a 'we' mindset in leadership is challenging but essential for building genuine connections with team members.
• Leaders should lead by example and avoid negative conversations about team members in their absence.
• The 10 principles of leadership outlined in 'Begin With We' include leading by example, taking action, owning mistakes, and embracing challenges.
• Relatability, authenticity, and vulnerability are key in building trust within teams.
• Leaders should focus on outcomes rather than activity and be open to challenging and being challenged by team members.
• Attention to detail is crucial for delivering exceptional experiences and establishing a strong brand.

Chapters

02:58 The Power of Leadership Principles

07:46 Collaboration in the C-suite

13:20 Bridging the Disconnect Between Leaders and Teams

21:33 Creating a Culture of Excellence

25:36 The Challenge of Transitioning to a 'We' Mindset

27:15 The Impact of Gossip and the Importance of Leading by Example

31:33 Creating a Culture of Vulnerability and Support

37:11 Focusing on Outcomes and Avoiding Busyness

38:40 Challenging and Being Challenged for Growth

39:37 The Power of Attention to Detail