Predictable B2B Success

Shay Wheat is a Certified Event Producer™ & Creator of popular programs such as “The Powerful Event Process”, and “The Ultimate Event Planner Certification Program”, and CEO of Grace & Ease Productions, Inc.

Her company supports clients in creating Powerful and Profitable events. Producing In-Person and Live-Virtual events from 200 to 4,000+ attendees, and collaborating with many well-known celebrities such as Dr. Oz, Lisa Nichols, Dr. Claire Zammit, Bill Baren, Alison J. Prince, Josh Turner, and many others.

They assist Speak-to-Sell clients to be extremely profitable with their events: just recently one client generated over $2.1 Million dollars in one Virtual Live 3-day event.

Their clients have generated over $24 Million in revenue, gaining over 3,500 NEW clients and changing the lives of over 16,000+ attendees.

In this episode, Shay shares how we can use the event management process to drive growth in 5 phases. Insights she shares include:

• The differences between small events vs large events beyond that of size
• 5 phases of events and how to use each phase to drive growth
• Can speak-to-sell events be used by level 1 and 2 businesses?
• How to decide on the best event type
• The event management process
• What the event management process looks like and understanding all that is involved
• How best to marry your business model with the event management process for each phase
• How to use events to build relationships with clients and prospects
• How to build a sense of community and exclusivity with your event management process
• and much much more ...

Thomas H. Douglas is the Chief Executive Officer of JMARK, an award-winning innovative IT solutions provider for organizations of all sizes.

Thomas has led his company to 9 consecutive appearances on the Inc. 5000, something only 1% of CEOs who make the list ever achieve. He became a part of JMARK designing, building, and maintaining its functional aspects as an entry-level engineer before purchasing the company in 2001.

As JMARK's CEO, he formulated processes that provided repeatable outcomes and a predictable revenue stream that placed JMARK on a growth trajectory that up to this day, is revolutionizing the region's engagement with technology. JMARK has been providing I.T. support services in Missouri, Oklahoma, and Arkansas for 30 Years; catering to various industries such as banking, healthcare, hospitality, manufacturing, transportation, accounting, legal, oil, and gas.

Thomas has seen it all as a father, veteran, business leader, and technologist. He visited 18 countries when he served in the US Navy and is also publishing a book entitled Adapt or Die, which explores Thomas' algorithm of success. The algorithm is built on more than 30 years of lessons and business acumen that Tom has acquired through his tenure as CEO. He has now compiled his wisdom in order to provide the next generation of business leaders a launch pad to help them understand and determine product innovation, business strategy, growth, sales, and marketing models, organizational strengths, operations, and processes.

In this episode, he shares how we can use IT and innovation in change management to fuel success and growth. Insights he shares include:

• Why do people believe that technology is a pain point that must be dealt with
• Is there a cultural and generational problem with technology and innovation
• In what ways can/does IT impact culture and innovation in change management
• The impact of core values on innovation in change management
• How does the Algorithm of Success impact innovation in change management
• What are the capabilities that every business needs to have in place for businesses to be sustainable, scalable, and successful
• Why should we consider applying the reverse of the Pareto rule to innovation in change management
• and much much more ...

Ryan Dohrn, is an amazing entrepreneur, author, and sales training, expert. He is also a motivational speaker - who has given more than 1000 keynotes!

He is known as the “funny sales guy” and has won an Emmy for marketing excellence while working for ABC TV/Walt Disney Co. (He has a great sound studio too by the way where he does his podcasting.)He was recognized by Forbes.com with the “Best of the Web” award for his business strategies.

He’s the creator of the "RD Way," which is a unique method for finding out what customers want before trying to sell to them - and to date, he’s generated over $100 million in sales for his clients and himself collectively.

Ryan also has three books: Selling Forward: Pandemic Tested Sales Strategies for Success;  Selling Backwards; and How To Be A Manager Without Being A Jerk.

The books are essentially designed to help sales professionals and entrepreneurs (who are essentially salespeople) discover exactly what their customers want to buy so that they can have sales success without stress.

In this episode, Ryan shares how we can identify 3 different buyer types and how to sell to each one to drive growth. Insights he shares include:

• The power that marketing brings to the equation
• What are the 3 types of buyers we encounter the most
• Why understand buyer personalities to connect better with them
• Why the depth of relationships matter and how to measure it
• The customer needs assessments. (CNA) seems to be a vital part of every sales plan. Why Ryan does not like the CNA
• Why invest in personality profiling of potential customers
• Do we need to revise the way we ask for a sale?
• How to host virtual calls that close sales
• and much much more ...

Millie Hogue is the Director of Demand Generation and Head of B2B Marketing for MedBridge, a fast growing Seattle startup. Her experience ranges from working with brands like Coca-Cola and Netflix to booming software companies.

She also owns her own marketing consulting firm where she teaches other startups how to jump-start revenue and own their space in the market.

How?

By using demand generation strategies to help brands build revenue engines that will last for years - not a month.

In this episode, she shares how we can use demand creation strategies to build revenue engines that drive growth for years to come. Insights she shares include:

• Why is marketing often an afterthought in most SaaS companies
• The difference between demand generation and lead generation
• Why Millie suggests we create a platform that fuels demand creation and generates compound interest over time
• How to balance short-term gains and revenue growth with longer-term objectives
• How to navigate the mind-shift and heart shift required to put marketing and demand generation at the heart of revenue growth
• The challenge for companies wanting to implement demand generation - sell to humans and bad messaging
• The best place to start with demand creation when on a tight budget
• How skyscraper content can still be a great demand creation tactic
• Is link building still worth pursuing given today's trends
• and much much more ...

Raul is the Chief Advocate at ReferralCandy, the #1 referral program platform online

Since its launch in 2009, they have over 30,000 paying users with over $10M in annual revenue. What’s even cooler is that since then they’ve paid out over 300M in referral commissions to clients.

Referrals are the key for a lot of businesses. For instance, MorningBrew has reached over 2.5M subscribers and attributes 30% of their subscribers to be from their referral program. The same goes for Harry's when they gathered 100K emails in a single week.

In this episode, Raul shares we can use customer referral programs to drive growth while building strong partnerships and customer relations. Insights he shares include:

• What it means to give value without expecting anything in return
• Why customer referral program ideas will not solve your business problems
• Why are businesses happy to invest in ads but not discounts or cash for referrals
• How to ensure you are ready for a customer referral program
• How to gain referrals in a way that is relationship-oriented as opposed to transactional
• Explore the intersection between referrals and performance marketing
• Customer referral program ideas
• Why ReferralCandy treats all partners alike
• Why effective customer referral program ideas require a bit of a mind shift
• and much much more ... 

Angeley Mullins is the CMO & CGO at Latana, an AI-Powered brand tracking solution, designed to help brands make better marketing decisions. Latana is a leading technology company that allows users worldwide to understand key brand insights for both themselves and their competitors and enables them to zoom in on the audiences that drive their business. 

In this episode, she shares why businesses should add brand tracking to their strategies and how it can become an indispensable component of driving growth. Insights she shares include:

• Why most businesses don't know what their brand awareness is and what associations customers and prospects make with their brand
• What is brand tracking
• The problem that brand tracking solves
• Do we really need to invest in brand tracking given the wealth of data points and information we currently receive from other tools and platforms
• Whom to track and how when investing in brand tracking
• Why marketing and sales should be across brand tracking
• The best ways to make brand tracking possible and get feedback from customers
• Where brand tracking software sits in the tech stack
• The level of granularity we can expect from the data being obtained
• How best to track brand performance
• Pitfalls of brand tracking that companies often run into
• Indicators and metrics to watch in order to achieve ROI
• and much much more ...

Jeff Cohen is a serial entrepreneur who has started six companies. He grew a software company from nothing to 20 million in revenue in a little over two years. He has also had the experience of being on Shark Tank and being called radioactive by Mr. Wonderful himself, Kevin O’Leary on Shark Tank.

Freedom is the dream of every CEO and entrepreneur. Developing leaders and teams with an ownership mindset is the ticket to fulfilling this desire. Jeff now presents Count-On-Able as the new and rapid success framework that guides CEOs to make this happen.

Jeff brings over 20 years of experience as CEO of technology and management consulting companies working with over 300 SMB and Fortune 500 clients to beat the competition while having fun and bringing the whole team along for the ride.

In Jeff's book Count-On-Able, A Practical Guide to Lift, Shift and Empower YOU and Your Team, (which debuted as a #1 bestseller!) he lays out the number one impact to every business and a simple structured approach that eliminates this problem.

Sponsored by Union Bank, Comerica Bank, and The Valley Economic Alliance, Jeff has led over 40 underserved minority women to start, launch, and grow their businesses with the Count-On-Able program.

It took eight years, working with over 300 CEO's, Business Owners, and Entrepreneurs to develop, test, and implement the Count-On-Able method and patent pending process.

In this episode, he shares how we can build a count-on-able culture to replace traditional accountability in leadership in order to drive growth and empower your team. Insights he shares include:

• Do employees want a boss or leader
• Is accountability in leadership and business an outdated concept
• What could we replace accountability with and how would it play out practically speaking
• How should accountability in leadership shift in the way it has been traditionally handled
• Why count on people to keep their promises
• How has counting on people made a difference in business outcomes
• What do people who can be counted on do differently
• Why do we need to examine people's motivations for particular roles
• The correlation between culture and accountability in leadership
• and much much more ....

Steve Preda is a Leadership Team Coach whose passion is to help emerging privately owned businesses grow and thrive.

He pursues it by simplifying and teaching management and strategy concepts used by large companies, and elite consulting firms.

Since 2012, he has helped over 100 businesses grow their teams, revenues, and profits as a business coach, EOS Implementer, and as a Pinnacle Business Guide.

Steve explores business-growth shortcuts on the Management Blueprint podcast and delivers workshops and keynotes to business leaders around the US.

He has written 4 books, including a #1 Amazon bestseller and: "Pinnacle: Five Principles that Take Your Business to the Top of the Mountain".

In this episode, he shares how we can use the 5 pinnacle business principles to easily drive 5x growth in 5 years. Insights he shares include:

• Why use the pinnacle business operating system
• What are the fundamental business principles
• What are the 5 pinnacle business principles
• The role of playbooks as developed by business principles
• What are the 15 business practices
• Can you predictably 5X in 5 Years
• Business principles that allow you to take profitability to the next level
• and much much more ...

Aaron Beashel is the founder and CEO of Attributor.io.

Aaron's career to date has spanned multiple roles. Starting out, he co-founded a SaaS startup and has gone on to lead marketing teams at some of the fastest-growing B2B SaaS companies in the world.

Throughout his career, spanning both the US and Australia, Aaron's built amazing teams who together have increased lead generation by 30x, grown signups by 10x, and added millions in recurring revenue.

He believes that the key to growing a SaaS business is to create a repeatable and scalable growth engine. This growth engine should be built on a deep understanding of the customer, and be always working to attract potential customers and convert them into leads, signups, customers, and ultimately advocates.

In this episode, Aaron shares how we can take the complexity out of using digital marketing attribution: to drive business growth. Insights he shares include:

Oren Schauble is a serial entrepreneur and builder. He is a founding partner of Guinn Partners, a successful high-tech product development agency in Austin, TX.

He has served for years as president of Unrivaled Brands, a public west coast cannabis MSO.

Oren has also served in leadership and advisory roles in marketing at startups such as TrackingPoint, Lift Foils, 3DR, Hangar Technology, and more.

In this episode, he shares how we can craft a proven customer acquisition strategy and strategic M&A to drive growth. Insights he shares include:

1. The correlations between customer acquisition and strategic mergers and acquisitions
2. How to best understand your customer's point of view
3. Why look at building a media arm for your business
4. Why advocate for micro acquisitions
5. Considerations to look into before entering into micro acquisitions
6. Why are product roadmaps often seen as being separate from a customer journey
7. The value of applying SEO to product roadmaps and what that looks like
8. and much much more...