Onward Nation

Dr. Anne Marie Knott is the author of "HOW INNOVATION REALLY WORKS: Using The Trillion-Dollar R&D Fix To Drive Growth." She is a Professor of Strategy at the Olin Business School at Washington University, and prior to her position at Olin, Dr. Knott served as Assistant Professor of Management at the Wharton School of Business at the University of Pennsylvania. Her primary research area is innovation – both large-scale R&D and entrepreneurship, which stems from her previous career at Hughes Aircraft Company developing missile guidance systems. Her research has received two grants from the National Science Foundation and has been covered by CNBC, Forbes, BusinessWeek, and the Wall Street Journal. She has published numerous articles in Harvard Business Review and many other publications.

• Anne Marie's background and her innovation research
• Anne Marie's work on missile guidance systems
• How the "Mary Poppins philosophy" helps Anne Marie be productive
• Why making work fun is the key to accomplishing things
• How to chunk your day to improve your productivity and creativity
• Why many successful people lose sight of their accomplishments
• Why it's important to have good intuition about what will drive a company's growth
• How Anne Marie developed a way to measure R&D
• Why new ideas are critical
• How everyday activities are different from strategies
• Why it's important to keep sight of your strategy
• Why business owners should revisit their larger plans on a regular basis
• How Anne Marie was motivated by being held to high standards
• What a mentor truly is
• Why many current lessons about innovation are wrong
• The biggest reason R&D productivity has declined
• What a business research quotient (RQ) is and how to measure it
• Why open innovation is often a mistake

• Book: "How Innovation Really Works: Using the Trillion-Dollar R&D Fix to Drive Growth"
• Email: [email protected]

Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.

Good Morning Onward Nation – I'm Stephen Woessner and welcome to Episode 490 — and today's vital priority is to serve up Part 2 of how to sell a $30,000 sponsorship.

A couple weeks ago…I promised to you that I would invite Dave Mammano, host of The Avanti Entrepreneur podcast back to Onward Nation to share his personal story of how he sold a $30,000 annual sponsorship to the company, Paychex…and today's the day Onward Nation.

I interviewed Dave in order to capture and document his exact step-by-step recipe so that you could apply it into your business straight away. I am so fired up to share the details with you.

Let me first share a brief backstory in order to give you full context regarding why what you are about to learn from Dave can be so impactful in your business.

Many Onward Nation listeners are business owners whose primary focus each day is to drive business development for their company. To drive new revenue, from new customers, and within new markets.

All of that is consistent with the small business revenue data we consistently see…that points to how 43 percent of owners are cite growing revenue as the top challenge within their company – so – winning at biz dev needs to be at the forefront of an owner's vital priorities.

And breaking down the 43 percent for a second – that number – 43 percent – represents over 12 million business owners in this country who are concerned about growing revenue.

One of the proactive and super successful biz dev strategies proactive business owners have implemented is to put a podcast out in front of their core business – and then – to use their show as I like to call, a Trojan Horse of Sales – meaning – their podcast drives new client revenue into their core business by opening up biz dev relationships with the guests they interviewed for their show.

If you haven't started your own podcast – but – you like the sound of having a Trojan Horse of Sales out in front of your business – then I encourage you to go back to Episode 445 of Onward Nation for the full recipe – in complete transparency – so you can take and apply all of the step-by-step ingredients.

And then, several weeks ago, I took our biz strategy even deeper during Episode 460 by taking you on a deep dive into how to get a $10,000 to $100,000 sponsor for your podcast.

But – I want to make sure I am very clear here – the recipe I shared in Episode 460 was not my recipe. It is a recipe I learned directly from the brilliant and super talented Linda Hollander.

Linda is one of today's leading authorities on how to sell sponsorships to top tier sponsors – and – our incredible guest on Onward Nation and she was kind enough to let me pick her brain for Chapter 16 of my upcoming book. Linda, if you're listening, you are a rock star – thank you for everything!

Now, Linda's sponsorship recipe is not just any recipe – it's a recipe that can help you sell a $10,000 to $100,000 sponsorship for your business.

No hyperbole. It is truly that awesome. And that is where Dave Mammano comes in.

Dave decided to sit down and really study Episode 460. He wanted to learn from Linda all about how to get a sponsor – and then – he immediately…and I do mean immediately, applied what he learned.

And when he was all done – he went out to sell it.

Then Dave called me a few days later and let me know that he sold a $30,000 sponsorship.

Yes, Onward Nation – Dave sold a $30,000 annual sponsorship that stretched over his podcast, YouTube channel, all of the other properties within his business.

Definitely an incredible result outcome for Dave – but – it is also a real testament to the community, purpose, and high-quality content his Avanti Entrepreneur team are building.

And one of the most incredible aspects of the sales process is that the negotiations with the sponsor were never about monthly downloads, website traffic, social media shares, or email optins.

Instead, the focus was about building relationships – about aligning the sponsor's brand with Dave's content and his ever-growing nation of true fans because both companies serve the same customers.

So Onward Nation, your ability to sell your own $30,000 or even a $50,000 sponsorship, or a $100,000 sponsorship rests solely on you creating "properties" that attract the prospects and customers who your sponsor wants to be doing business with – and – that you create the type of culture a prospective sponsor wants to be aligned with.

That should be your biz dev strategy, Onward Nation.

And of course, it's exciting to think about building a YouTube channel with hundreds of thousands of subscribers or a super popular Instagram account.

But for most small business owners…becoming Internet famous…is not what is going to move the needle…and it shouldn't be your vital priority.

To be clear…I am not saying credibility on social media doesn't matter…but…what I am saying is that just because you don't have a million followers, doesn't mean you can't build an incredible core business where sponsors will absolutely want to pay you $50,000 to be part of the special relationship you are building with your customers and nation of true fans.

What you do need above anything else is the confidence to know that it is possible.

That you can do it.

That you can be successful.

That you can deliver value to a sponsor.

That you have built an audience, a customer base, a loyal following – no matter the size – who value you, who love you, who appreciate your opinion, your insights, and they look to you for guidance. You have so much to be grateful for.

So now I am going to share with you the conversation I had with Dave Mammano – so you can hear in his own words – the process – the recipe – the step-by-step of how he sold a $30,000 sponsorship so you can follow the exact same steps.

Here we go, Onward Nation!

Dov Baron has been speaking internationally for over 30-years, he's the man with a finger on the pulse of the evolving world of NextGen leadership. One of Inc. Magazine's Top 100 Leadership Speakers to hire, Dov is a master storyteller and considered by many as the leading authority on Authentic Leadership, and the founder of Full Monty Leadership and The Authentic Speaker Academy for Leadership. Dov also works with multi-disciplinary leaders and executive teams to build the bonds that create organizational cultures that become fiercely loyal. Dov is a bestselling author of several books and his latest is entitled, "Fiercely Loyal; How High Performing Companies Develop and Retain Top Talent." He has been featured on CNN, CBS Small Business Pulse, Yahoo Finance, Boston Globe, USA today, Entrepreneur and many more.

• Dov's background
• Why being a leader is not only a position…it's an image
• Vulnerability: the greatest power you have as a leader
• Why you want people to see your humanity as a strength
• Building a culture around authenticity
• Why it's important to master the skill of courageous conversation
• Why you need to learn to be a great speaker if you're going to be a great leader
• Recognizing that fear is part of the journey – giving into it is not
• Being honest with both your strengths & weaknesses
• How your purpose is hidden behind the pain that you refuse to look at
• How there are things in your history, whether positive or negative, that can be incredible catalysts for business growth

• Website: fullmontyleadership.com
• Email: [email protected]
• Facebook: www.facebook.com/DovBaronLeadership
• Twitter: @TheDovBaron
• LinkedIn: www.linkedin.com/in/dovbaron

Dr. Mark Goulston is widely regarded as a "people hacker," in that he listens "into" people and intuitively reads their minds. He started out in his career as a clinical interventional psychiatrist specializing in suicide where he would often tune into people's suicidal thoughts that they weren't expressing. He later went on to train FBI and police hostage negotiators and advise attorneys in high profile cases. He was an advisor to the prosecution in the OJ Simpson criminal trial providing insights into the jury. Recently, he has tuned into and channeled Steve Jobs coming back from the dead and turned it into a one-man show entitled, "Steve Jobs Returns." In it, he IS Steve Jobs and as Jobs explains how he turned around Apple between 1997 to 2007 and also gives insights into Jobs that even he didn't have about himself. Attendees are entertained — of course — but they also learn how to create and build insanely great companies.

• The difference between listening 'to' you & listening 'into' you
• Why the world is hungry to see people who talk with each other rather than at each other
• Why we give advice & solutions to people even if they don't ask for it
• The story behind the POP Protocol non-profit organization & why law enforcement loves it
• How you can get people to do what you want them to do without using persuasion
• What 'got to have it' is & the four elements that make it up
• Why people remember what's different…not what's better
• Steps to creating the ultimate user experience for your customers
• The six things that you want to do if you're a leader

• Website: markgoulston.com
• Website: goulstongroup.com
• LinkedIn: www.linkedin.com/in/markgoulston
• Facebook: www.facebook.com/drmarkgoulston
• Twitter: @MarkGoulston

Chris Prefontaine has been in the trenches of the real estate industry for over 25 years. He has learned the business from the ground up by building over 100 single family homes, owning a Realty Executives franchise, and then selling his brokerage business to Coldwell Banker. Chris is a practitioner at heart — which is why his company "Pre Property Solutions" still buys between 4 to 10 properties each month where Chris and his family practices what he preaches. His company has done over $75 million in real estate transactions. Chris has passion for helping others and for helping them grow and realize their full potential, which is why Chris also coaches other investors on how to apply the system he developed and mastered over the last several decades.

• Finding a mentor that mimics the success that you want to achieve
• How the 'Power of 1 Daily Discipline' keeps you accountable to your goals
• Staying focused with time blocking techniques
• A valuable lesson on communication that Chris learned from one of his mentors
• How mental strength affects everyone & why it's a critical skill to master
• The value of outsourcing tasks to other people
• Adding income streams & putting people in those roles
• The importance of having an accountability partner
• Why you need to be 100% coachable
• How to be at the top 5% of your field

• Website: www.smartrealestatecoach.com
• Email: [email protected]
• QLS Home Study Course: www.smartrealestatecoach.com/quantum-leap-video-series

Phil Town is an investor, motivational speaker, hedge fund manager and two-time New York Times best-selling author. Through "Rule #1 Investing", he teaches personal investing at a free 3-day workshop where he empowers people to invest money on their own and stop relying on fund managers to determine their financial future. Phil has been featured in MSNBC, BusinessWeek, FOX, and CNBC, and has shared the stage with Steve Jobs, Colin Powell, Bill Clinton, and many others.

• Phil's background and how he learned to invest
• Why "showing up" is the first step to getting on the right path
• Why investing is not about money; it's about knowledge
• The four Ms and how they apply to businesses
• The basic principles of long-term investing
• Why you should focus on investments that align with your values
• Where private businesses make the biggest mistakes
• How to look for a competitive advantage in potential investments
• What talent and integrity mean for a business
• How good business practices compare to military leadership philosophies
• How to read the emotions of the market
• What dharma means for investors
• Why it's important to evaluate your passions and talents
• The differences among moats and how to identify yours
• The importance of building a brand

• Website: ruleoneinvesting.com/onwardnation
• Twitter: @Rule1_Investing

Ric Edelman is widely regarded as one of the top advisors in the advisory field, having been named in 2016 among the country's Top 10 Wealth Advisors by Forbes Magazine — and — the nation's #1 Independent Financial Advisor (three times) by Barron's. Ric is a #1 New York Times bestselling author with more than 1 million copies of his eight books in print worldwide — and — his latest New York Times best-seller is entitled "THE TRUTH ABOUT YOUR FUTURE: The Money Guide You Need Now, Later, and Much Later." For more than 25 years, Ric has hosted a nationally syndicated weekly radio show — and — he serves as the resident financial expert for The Dr. Oz Show.

• Ric's mortgage strategy
• The rapid speed at which new, exponential technologies are being introduced to the world
• Why any company built in the 20th century will fail in the 21st century
• The most innovative fund that allows you to invest in companies that are using technology to build their business
• The most powerful & significant innovation in our lifetime, the 'Block Chain'
• How over half the jobs in America will disappear in the next 15 years
• How DNA is being edited to remove defective genes that lead to illness
• Why we are going to have to go to school on a continual basis to stay current with the technological opportunities that exist
• The biggest change that we're not prepared for yet

• Website: ricedelman.com
• Book: "The Truth About Your Future"

Mike O'Krent is the founder of LifeStories Alive, a business specializing in the making personal history "legacy" videos for families. In a life-changing experience, from 1996 through 2000 Mike interviewed Holocaust survivors for Steven Spielberg's "Survivors of the Shoah Visual History Foundation", now the USC Shoah Foundation. It was through that experience, that Mike discovered the significance and technique of recording the life stories of loved ones. The business has since expanded its expertise beyond capturing personal histories for families to now include recording the histories of businesses and non-profit organizations. Mike's unique interviewing skills bring out the heart and essence of the interviewee, thus making powerfully valuable connections to the intended audience.

• How hiring a business coach changed Mike's path in life
• Why the best tool to improve on is your listening skills
• Creating a safe place for people to tell their stories
• Important conversation skills like showing sincere interest & genuine curiosity
• The importance of capturing the stories of the ones that you love
• Why paying attention to what your clients & potential clients want is the most important skill to have
• Why you need to keep in the back of your mind that 'you have one shot at it'

• Email: [email protected]
• Phone: 512-431-8166
• Website: lifestoriesalive.com

Todd Tresidder has been a serial entrepreneur since childhood. He went on to build his own wealth as a hedge fund investment manager before "retiring" at age 35. He grew his net worth from less than zero at 23 to the point of financial independence just 12 years later. Todd has maintained his wealth by remaining an active investor and utilizing statistical and mathematical risk management systems for investing. Through his website at FinancialMentor.com, he teaches advanced investing and advanced retirement planning principles. Take the next step beyond conventional financial advice and discover what works, what doesn't, and why, based on years of proven experience.

• Why exercise is a key component of success
• Intrinsic motivation: what is it?
• How to develop your wealth plan and why risk management is a critical piece it
• Profitability vs. payoff
• The philosophy built around the math that drives wealth growth
• How large negative payoffs change people's lives & how to protect against them
• How action & results always speak the truth
• Why you need to just play full out & 'just do it'

• Website: financialmentor.com

• Financial coaching: financialmentor.com/financial-coaching
• Free calculators: financialmentor.com/calculator
• Wealth planning course: financialmentor.com/educational-products/seven-steps-to-seven-figures/wealth-plan

Moran Pober is the founder of abd Assets and former soldier in the IDF — Israel Defense Forces. Moran has had extensive dealings with many entrepreneurial projects. He founded iTips, a Top 100 app in 100 stores around the world in the app store including the United States, Canada, and the UK. Moran has carried out extensive consulting assignments with many companies — and — his current company seeks to acquire equity stakes in companies with growth prospects with a view to assisting them develop managerially and strategically.

• Moran's background
• The different factors that go into determining what is/is not a good deal
• Using visualization to keep on track with your goals
• Becoming the person you want to be by acting that way
• Teaching: the best way to learn
• Learning from someone who is already where you want to be
• Why you need to enjoy your path to success, including failures
• How adding value to other people will make you happy & successful
• The benefits of investing in an existing business instead of a start-up
• Why you need to shift your focus to sales & marketing if you're not making money

• Facebook: www.facebook.com/moranpober
• LinkedIn: linkedin.com/in/moranpober
• Website: moranpober.com
• Website: abdassets.com
• Email: [email protected] or [email protected]