Predictable B2B Success

Discover how product-led growth can help you supercharge your business and unlock new levels of success!

You will learn how to use product-led growth to supercharge your business and achieve higher levels of success.

"Successful people are not afraid to be uncomfortable at times, so never be afraid to be the dumb person in the room and ask for help early and often."

Nick Lumsden is the co-founder and CTO of Tenacity Cloud, which helps businesses avoid technical debt and wasted cloud spending. He has over 20 years of experience in software engineering, technology, and business leadership.

Nick Lumsden was an engineer in the healthcare data analytics space and was inspired by how cloud-based services and product-led growth were level playing fields for startups. However, he discovered more was needed to break away from assumptions and understand what the user needed and went about living in their shoes. 

Nick learned about product-led growth, how it put the power in the customer's hands, and how to make the experience as frictionless as possible. He learned to eliminate his biases and be humble and inquisitive in conversations.

He was motivated by the potential to deliver continuous value and create a positive organizational culture. Through his journey of self-education, he learned the importance of being uncomfortable, asking for help, and building relationships.

In this episode, you will learn the following:

• How to help business leaders get out of their - "I can solve it myself" mindset
• How can businesses use cloud-based services to optimize their spending
• How can businesses create product-led growth instead of sales-led growth
• What strategies can companies use to build a culture of innovation
• Why should leaders in the tech space embrace a product-led growth strategy
• How to persuade potential customers by creating a powerful experience
• Nick's insights on building out a product-led growth flywheel
• How culture and narratives impact flywheel growth
• And much, much more ...

"Collabradabra: Unlock the Magic of Profitable Growth with Authentic, Optimistic Relationships."

"The best way to profitable growth is through having collaborative relationships with clients externally and collaborative cultures internally - it starts with the deliberate intention to collaborate."

Peter Anthony is an author, speaker, and master of professional communication. He is an expert in collaboration and has run workshops for thousands across twelve countries over the past 20 years, consulting with Fortune 500 companies to help them achieve smarter outcomes from effective relationships.

Early in his career, Peter had the chance to benefit from world-class sales training from IBM. Despite the training, he realized that the approach to selling as taught to him wasn't working, but the more he built relationships, the more successful he became.

After working for IBM and advertising agencies, he began consulting and realized that collaboration was the key to successful business outcomes. He used observations from his work to codify collaboration and has taught it for 18 years.

Peter believes collaboration is the best way to achieve profitable relationships and growth. He also believes that empathy and trust are vital to building successful relationships.

In this episode, you will learn the following:

• What makes for profitable sales growth
• Why the approach that most businesses take to solve revenue problems won't work
• How does collaboration lead to profitable growth
• What is unique about building relationships through empathy and trust
• How can stories be used to create successful pitches
• How to develop a customer centric culture
• Why collaborative conversations are more important than ever for leaders.
• How to collaborate effectively to sell
• And much, much more.

When Park Howell, a veteran marketer, noticed traditional advertising was no longer effective, he embarked on a journey to unpack Hollywood movies to uncover the power of storytelling and create an algorithm for brands to hack through the noise and connect with their audiences. This endeavor leads to a significant paradigm shift.

"Our jobs as sales, marketing, B2B executives, whatever, is to make that fiction become a reality. Show them what a brighter tomorrow is going to look like. And then when they buy into it, then you deliver on that, effectively making your customer, the audience, part of your story." - Park Howell.

Park Howell is an internationally renowned speaker, consultant, coach, and author known as the world's most industrious storyteller.

With 35+ years of brand creation experience, Park has grown purpose-driven brands by as much as 600% and is the founder of Business, The Business of Story, a proven platform based on his 10-step story cycle system.

Park Howell was frustrated with the digital world and sought an answer to how to compete in the noisy digital age.

He found his answer in the art of storytelling and developed a ten-step story cycle system to help business leaders hack through the noise and engage their audiences. His work has enabled brands to grow by dialing in their brand story, proving that storytelling is an effective way to drive growth in business.

In this episode, you will learn the following:

• The power and importance of storytelling in today's world
• The two story truths
• Narrative intuition - what is it, and how do we develop it
• Explore the intersection of culture, storytelling, and scaling a business
• The need for businesses to shift their narrative focus away from themselves and toward their customers
• Using the ABT (Agreement, But, Therefore) narrative framework to create compelling stories.
• ROI of storytelling using the ABT framework
• And much, much more ...

Discover how building a strategic narrative can revolutionize your category creation process and grow your business!

You will learn to use strategic narrative building to transform your category creation process and expand your business.

"It's not the smartest or the quickest that survive, but those who are most responsive and able to change." - Andrew Davies.

Andrew Davies is the Chief Marketing Officer at Paddle, a payments infrastructure for SaaS businesses. He has extensive experience building out leading go-to-market strategies, building an unignorable brand, and winning customers at scale.

Andrew Davies is a risk-taker who loves working with intelligent people and building high-performing teams. He believes that when scaling a business, having a team that works well together and understands the game's rules is more important than having the smartest individuals.

Through his journey, Andrew learned about using strategic narratives and category creation, which involves having a differentiated point of view, creating a mini-category, and having patience with the process.

He experienced this first-hand when working with a private equity firm, forming a narrative from disparate businesses and creating a mini-category of content intelligence. Andrew's experience taught him that the best stories are ones that customers can communicate within their organization.

In this episode, you will learn the following:

• Why does it seem like everyone is pursuing category creation? Is it worth it?
• Why businesses need to understand there are multiple routes to growth
• Does growth boil down to one smart individual
• The benefits of leading a category: Learn what it takes to become an industry leader from a company that has experienced success in the market
• Crafting a compelling narrative: Discover how to craft a unique and compelling story that will resonate with customers, employees, and investors alike
• The power of patience: Understand why patience is critical when creating a successful category and how to effectively communicate it down multiple levels
• How culture and narrative play a role as a company scales and or acquires businesses
• And much, much more...

Discover the secret to shortening the sales cycle and easily growing your business!

"It is okay to disqualify. However, it is better to get them out quicker than spend a waste a bunch of time trying to get them to close or worse yet, actually closing them and then having a headache that you can't get rid of." - Kevin Snow.

Kevin Snow is the founder and CEO of Time On Target, an Army veteran, entrepreneur, sales expert, and technology gate. He has helped businesses close over $150,000,000 in new business by leveraging existing relationships and better communicating their products' differentiating benefits.

Kevin Snow is a Captain in the Minnesota National Guard and worked for a networking organization with over 50 chapters and 1500 members. When other regions asked him to teach them how to launch groups, Kevin founded Time on Target so he could take money for his services. 

After returning from deployment in Kuwait, Kevin realized he needed to create a scalable business and began consulting on process development and automation for businesses. He also trained businesses to shorten the sales cycle and drive growth quickly.

Kevin's superpower as an introvert was that he asked excellent questions and strategized processes, enabling businesses to move clients from not knowing them to being their best customers. His closure mindset also allowed him to disqualify prospects while providing a fallback position. This made Kevin the go-to person for entrepreneurs to learn.

In this episode, you will learn the following:

• Why we should stop going for the close but go for the closure instead
• How to close 80% of your sales in 1 meeting
• How to evolve sales conversations for an educated buyer
• How to use automation to accelerate the sales cycle
• How Kevin Snow transformed his job into a scalable business
• Strategies for moving clients from not knowing you to being your best customer
• The benefits of disqualifying prospects and networking with competitors
• And much, much more...

When Oscar Trimboli's VP suggests he could "change the world" if he could "code the way he listens," he embarks on a journey to become a masterful listener, discovering the powerful interplay between the speaker's 125 words per minute, the listener's 400 words per minute and the speaker's 900 words per minute of thinking - and the compelling central conflict between hearing and taking action.

You will learn five actionable listening steps to understand and drive revenue growth.

"If you could code the way you listen, you could change the world." - Oscar Trimboli.

Oscar Trimboli is an author, keynote speaker, and host of the Apple Award-winning podcast Deep Listening. He is passionate about using the gift of listening to bring positive change in homes, workplaces, and cultures worldwide.

Oscar Trimboli was in a boardroom in April 2008 with 18 people, discussing budget setting. When his Vice President, Tracy, said she needed to "see him immediately after the meeting," Oscar thought he was about to be fired. Instead, he was given a 32% increase in his budget revenue line. Tracy said, "If you could code the way you listen, you could change the world." This made Oscar realize that he wasn't listening to the conversation, and began to be conscious about how he and others listened. 

As a result, he learned the importance of listening to understand and drive revenue growth. Through his research and experience, Oscar understands the power of listening and its effects on quality, meetings, customer relationships, and profitability.

In this episode, you will learn the following:

• The listening problem that occurs quite frequently in a B2B sales context
• Uncovering the power of listening to increase quality, reduce meeting length, and sustain customer relationships
• Exploring the five listening levels and how to adjust them to fit the situation and relationships
• The four villans of listening
• The three numbers that you need to know to transform how you listen
• Discovering how to process the emotions of both yourself and others in workplace conversations
• How to notice how people speak and not just what they say
• How to listen to what is unsaid
• And much much more ...

With the courage to reach out to his mentor, Dan Portik shares how he embarked on a journey of reinvention, discovering the power of prospecting and closing sales to achieve his goal of writing a bestselling book and creating a movie about his mentor.

In simple steps, you will learn how to create an automated sales funnel to maximize your business growth.

"I can't stress enough that hard work and elbow grease never fails. The numbers never fail if you do it properly."

Dan Portik is a best-selling author, founder, and owner of BvS Film Productions and co-author of "Your Funnel" with Tom Hopkins. He has sold millions of dollars in advertising and video production services and is an expert in sales and marketing.

Dan Portik was a successful business owner, having operated an advertising agency for almost 20 years. After the financial disruption of 2009, Dan reinvented his business as more of an online approach and eventually found success in video production.

Through Tom Hopkins' sales techniques, Dan learned how to close sales of up to $20,000 without ever talking to the customer. Seeing an opportunity, he reached out to Tom, and they wrote a book together that became a bestseller. With Tom's retirement on the horizon, Dan seized the opportunity to write his life story and make a movie.

Through hard work and perseverance, Dan created the movie, which is now available for viewing. Dan's takeaway was that even people of Tom's caliber are approachable,

In this episode, you will learn the following:

• Why unpersonalized automated messages don't help businesses and customers in most instances
• How to leverage sales techniques and automated messaging to get customers without ever talking to them.
• The power of videos and thumbnails in sales and marketing.
• Why video in emails and messages work better
• Using AI to create content quickly and effectively.
• How Dan got to create a documentary on Tom Hopkins
• Characteristics of outreach that work
• Characteristics of sales that Dan learned from Tom Hopkins
• And much, much more ...

In this podcast episode, Vin Turk, a computer engineering expert, uses his technical know-how to create a revolutionary platform for marketers to connect with the right business professionals and drive compelling outcomes, despite the complexity of the ever-evolving marketing technology landscape.

You will learn how to create an effective lead-nurturing program that drives conversions to overcome lead-nurturing challenges.

"Let's build a better mousetrap, let's take them to the finish line, leveraging their content, already knowing who they want to connect with, and we'll handle everything else. So it's like a burden off of their shoulders."

Vin Turk is the Co-Founder and Chief Operating Officer at Madison Logic, a global ABM platform that empowers sales and marketing teams to convert their best accounts faster.

With over 15 years of experience in digital media platforms, Vin is an expert in business community processes and disaster recovery solutions. He is also an advisor to several internet startups in New York City.

Vin Turk worked with many technology brands producing content and collecting business card information from prospective accounts. He decided to develop a better platform to take them to the finish line and simplify the process for marketers. This led him to form Madison Logic, and he soon realized the complexity of marketing technology. He understood the need to simplify how tools connected and to focus on data points that drove improvement and outcomes.

With the help of teams in his organization and the right tools, Vin Turk shifted to an account-based marketing mindset, prioritized data points, and measured revenue and pipeline to bring teams together and reach success.

In this episode, you will learn the following:

• Why setting the right expectations is important when it comes to leveraging content to fuel your pipeline
• How to set the right metrics and engagement outcomes
• How to build efficiency in your systems and content production and content marketing
• Why content curation is a problem for most companies
• Leveraging data to drive improved outcomes in marketing
• The shift from lead-centric to account-based marketing
• Aligning marketing objectives and metrics with revenue and pipeline
• And much, much more ...

In this episode, Karl Yaacoub shares insights from his journey in discovering the art of creating value for businesses, only to uncover the compelling central conflict between serving shareholders and customers.

"It is an iterative process, it takes a lot of trial and error because every market is different, every company, every industry is different. And so like with any product you're introducing to the market there has to be some kind of market testing, some kind of pivoting involved in order to hit that sweet spot that you're happy with." - Karl Yaacoub

Karl Yaacoub is an investment and value creation professional with over 11 years of experience in investment banking and private equity. He is the author of the book - The Game of Value Creation and specializes in using a proven, calculated, and tactical approach to benefit from strategies that work for big players in any industry.

Karl Yaacoub was determined to gain a deeper understanding of how to use value creation strategies to lead, drive growth, and scale. Through his exploration, he discovered that the key to success was to assess the needs of the business, from protection to optimization, and to find the right enablers to satisfy them.

He also learned the importance of developing the right attitudes and skill sets for the stakeholders, so that they could rise to the challenge that comes with a growing business. Karl Yaacoub now knows that value creation is a continuous, iterative process and that the right systems, governance, strategy, and leadership are the keys to unlocking long-term success.

In this episode, you will learn the following:

• What is value creation and 360-degree value creation
• How can businesses extract value over and above their day-to-day operations?
• How can we learn from the world of active investors who acquire companies that offer substantial opportunities for value creation and then turn them into success stories by using a proven calculated and tactical approach
• What are the value creation enablers needed to satisfy the needs of a business
• How can organizations ensure the right leadership development programs to prepare for the future
• And much much more...

Tommy Yionoulis, a visionary entrepreneur and SaaS founder, takes on the daunting challenge of salvaging the crumbling Quiznos franchise by transforming their paper-based audit process into an automated system, uncovering the key to preventing million-dollar mistakes.

You will learn how to use operations management strategies to gain powerful insights and accelerate your business growth.

"I'm a vision guy. I'm not a detailed guy. I am forced to be a detailed guy just so we can keep moving the ball forward. I think my biggest personal strength, and I don't think I developed this, I think it's a personality type thing, is like, I look at, oh, I got to get to the top of Mount Everest, and I look at it as not, oh my gosh, how are we ever going to the top of Mount Everest."

Tommy Yionoulis is a former stand-up comic and SaaS founder who has extensive experience helping businesses become more efficient and profitable through process accountability and data.

He is the founder and Managing Director of Ops Analytica, an operations management platform that focuses on managing and measuring daily team activities for large multi-unit businesses.

Tommy Yionoulis was working at Quiznos and discovered that they were doing paper audits of their over 5000 locations. With no way to enter the data into excel, he built an online form connected to an Excel sheet to capture the data.

After leaving Quiznos, he was recruited to use his knowledge of operations management strategies to help build Broadcom's security software. He taught himself business process management and developed the strategy of building a Minimum Viable Process (MVP) in every data process.

He now works with large multilocation chains to help them capture operations data in real-time and use it to make better decisions. The data and insights from his SaaS solution have helped companies, such as a burrito chain, prevent million-dollar mistakes.

In this episode, you will learn the following:

• How did Tommy Yionoulis use technology to create an innovative solution for a multi-location business in 2008
• What is the importance of a minimum viable product and utilizing it in a business process workflow
• What are the benefits of using data and technology to make better decisions in a large multi-location business?
• What are operations management and the importance of making data-driven decisions
• If the whole purpose of using data is to make better decisions, why do businesses struggle to enforce that
• How operations management platforms can help drive predictability and success in a business
• What role does culture have to play in operations management
• What is data accuracy scoring, and why should we be examining this metric
• And much, much more ...