Predictable B2B Success

Paul Getter is an author, speaker, and investor. He is also the founder and CEO of the Internet Marketing Nerds and has often been called "The Guy Behind The Guys" or "The King Maker".

Paul’s internet marketing career began in desperation. Recently fired and without any prospects, he discovered the power of social media. Without any formal education in marketing, he committed himself to learn every aspect of social media marketing.

He has since spent over 1.2 billion dollars running ads and campaigns for his clients, is in the top 1% of ad spenders on Facebook, and has over 1 million followers on Instagram.

But Paul knows that platforms like Facebook and Instagram are just tools. They're not the objective. The objective is to get results for his clients. Just a sampling of his successes include boosting the popularity of TV shows, skyrocketing authors onto the New York Times best-sellers list, elevating Fortune 500 companies, and helping numerous A-list celebrities and small-platform personalities gain millions of social media followers.

He has worked with the likes of Alex Mehr, Tai Lopez, Les Brown, Bob Proctor just to name just a few.

In this episode, he shares how we can use social media positioning to drive revenue growth and success. Insights he shares include:

• Why do people still believe that every product or offer will work and make millions of dollars
• The best ways to test assumptions about your product or service
• Social media and its place in revenue generation
• How to be social on social media
• Why invest in social media positioning
• How to improve your social media positioning
• How to be disruptive on social media and convert eyeballs into money
• How to add social media elements to marketing campaigns with examples and frameworks 
• and much much more ...

Girish Redekar is a CEO & Co-Founder of Sprinto.com. A company helping SaaS brands become SOC-2 compliant, close enterprise deals faster, and pass vendor security assessments easily.

Previously, he built and bootstrapped RecruiterBox to 2500+ customers and 50+ employees in the US and India. The company was acquired by San Francisco-based private equity firm Turn/River Capital in an undisclosed all-cash deal (no stock or earn-outs).

Girish is a passionate programmer and entrepreneur, keen on helping other SaaS businesses demonstrate security chops and close enterprise deals faster. 

In this episode, he shares how we can use compliance management to fuel revenue growth faster. Insights he shares include:

• How Sprinto came to be
• Benefits of being proactive about compliance management
• Why potential customers need to be educated about compliance management
• How compliance management can be used as a revenue generator
• Why Girish and his team decided to focus on SOC-2 compliance first
• Approaches to compliance management
• Why is risk assessment an essential part of compliance management
• How to mitigate risks via a framework that goes beyond compliance management
• How to best deal with the social aspects of compliance management
• and much much more ...

Ken Babcock is the Co-founder and CEO of Tango, which allows users to create beautiful step-by-step tutorials of any digital process without the performance art of recording Standard Operating Procedures (SOPs). Ken, along with his co-founders Brian Shultz and Dan Giovacchini, dropped out of Harvard Business School during the pandemic to start the company.

Since then, the company has grown to nearly 50,000 users and 20 full-time team members. Tango’s launch on Product Hunt in September 2021 earned many accolades: #1 Product of the Day, #1 Product of the Week, and one of four finalists for Product Hunt’s Product of the Year.

Ken spent most of his career in the Bay Area at Uber, where he held roles in Launch Operations, Data Science, and Product Strategy from 2014 to 2018. 

In this episode, Ken shares how we can use business process documentation to drive growth and mitigate risk. Insights he shares include:

• How Tango came about and got to where it is today
• What are the use cases of Tango? How does it make a difference to a business
• How to bring data-driven lessons from Uber to drive business growth
• What are the benefits of business process documentation
• Issue of creating documentation vs having documents easily found
• How to reduce uncertainty and risk via business process documentation
• How to correlate content governance and business process documentation
• Addressing issues of compliance
• and much much more ...

David Walters is the founder and CEO of Steam Powered Marketing. David and his team help business owners maximize the valuation of their company for a high payout exit.

Over 98% of business exits are for zero value. This is a tragedy as 60% of business owners start their company with the plan to sell their business to fund their retirement and for most business owners 85% of their net worth is in their business. David and his team help business owners with the goal of a 10x increase in exit value within 2 years.

Prior to starting Steam Powered Marketing, David was an Executive Officer Nuclear Submarine Disposal Group (Devonport) and Weapons Engineer Officer in the UK before working in nuclear emergency-related roles and crisis management types roles. He then went on to lead various projects for Siemens before launching his agency. 

In this episode, he shares how we can build a business exit strategy that works for us while driving growth. Insights he shares include:

• What is a business exit strategy and why consider it?
• What should be considered In an exit strategy
• Important questions to ask for your business exit strategy
• How to maximize valuations of your business and diversify valuations
• How exit strategies impact marketing strategies
• What questions to ask to determine whether we are ready to take our business to the next level
• Why an exit strategy requires an intentional culture in the organization
• When to start looking at assets that could potentially form profit centers
• How best to drive moonshot growth given the resources you currently have
• and much much more ....

Ian Robinson is the CEO and founder of Enliven a company that helps professional service firms build a culture of expertise through custom operational and project management software.

Ian's experience as a developer, in enterprise consulting, digital marketing, and SaaS product teams, has led to a unique conversational approach to fostering productivity

The company works with businesses to create custom software to give employees better days and professional services firms a path to long-term success.

In this episode, he shares how we can build out a custom software development process that fuels success and growth. Insights he shares include:

• What is a custom software development
• Why invest in a custom software development process and what does it look like
• How to best approach custom software development
• How to address the issue of the number of software tools available that we may already be using
• Risk mitigation in custom development
• How to reduce complexity in building out a solution
• A framework that drives the critical part of the custom software development process
• How to address ongoing development and maintenance in the custom software development process
• How best to deal with data and legacy systems and processes
• How to best communicate within an organization and manage the change process
• and much much more ...

Lance Tyson is the CEO of Tyson Group – a top sales training company. He is himself a highly successful sales expert with decades of leadership experience.

Specialized in the area of sports selling, Lance has trained some of America’s biggest sports sales teams, like the Dallas Cowboys, on how to sell their tickets, season passes, and more. His latest bestseller book: The Human Sales Factor details the unique science behind the perfect sales strategies and deal closers. 

As Founder and CEO of Tyson Group, he has personally provided tailored training and consulting services for companies like the Dallas Cowboys and the New York Yankees, helping to drive billions of dollars in revenue. Though Lance is the chosen sales training leader for America’s top professional sports teams, his expertise spans technology, agriculture, media, real estate, construction, and beyond.

Under his leadership, Tyson Group has ranked as a Top Sales Training Company by Selling Power Magazine for the last 3 years and has been named The Sales Consulting Practice of the Year by the Stevie Awards twice consecutively.

In this episode, Lance shares why emotional intelligence in sales is the new differentiator and drives growth. Insights he shares include:

• Do we still have to contend with the notion that salespeople are built not born
• Why persuasion and influence are not soft skills
• The rules of persuasion and influence
• How emotional intelligence in sales improves close rates
• How do you help people better their EQ
• The methodologies Lance uses to train people in the area of improving EQ
• What is the Greek mirror
• Does thought leadership have a place in developing emotional intelligence in sales
• Why developing empathy and compassion is necessary to developing emotional intelligence in sales
• How to be a disruptor in the context of emotional intelligence
• and much much more ...

Matt Young is the CEO UserVoice, a product feedback management software that enables businesses to make data-driven product decisions and prioritize feature requests by making customer feedback more meaningful.

As a boy, he had early access to computers since his Dad worked for IBM. In the 80s, he was interested in music and video games, which carried on through the rest of his life.

Matt started his professional career as a software developer, right when web browsers were released. He developed innovative solutions on the web well before SaaS was a thing.

In 2015, Matt joined his current venture as the VP of Engineering. At the time he was hired, the company was trying to press into the enterprise space, and in order to do that, the company needed some organization and some process put into place.

In this episode, Matt shares how we can guide our product feedback strategy to drive certainty and growth. Insights he shares include:

• How did the idea of UserVoice come about and who is it for
• How to build a data-backed product validation process
• A data-backed product validation process for how product management is undertaken
• Should customers be driving your product roadmap
• How to find the right people for product feedback and validation
• It seems experience is key to getting this right so what metrics should we track - NPS, PMF, churn rate, renewal rate etc
• How to create scalable product feedback and validation testing process
• How to foster collaboration between departments to make the best use of product feedback
• and much much more ...

Nils Vinje is the founder and CEO of 30DayLeadership.com. He is a respected leadership coach, consultant, speaker, and author. Nils’ clients range from early-stage startups to Fortune 100 companies.

His specialty is B2B leadership - specifically a leadership framework for highly effective organizations.  

For the first 7 years of Nils' professional career, he bounced from job to job not knowing where he fit.

He even became an apprentice for an artisan who made high-end custom furniture at one point.

After being an apprentice, Nils returned to graduate school and earned an MBA in Management and Organizational Behavior.

In this MBA program, Nils discovered his passion for management and leadership.

In 2012, Nils became a certified coach and began working with clients and using the skills with his teams inside the companies he worked for.

Each team Nils led became a high-performing team and earned him recognition and promotion. He accelerated from an individual contributor to a Vice President in 30 months!

After partnering with hundreds of leaders across many industries, he learned one important fact - to become the leader you have always wanted to be, you need a playbook.

As a result, Nils has authored the "30 Day Leadership Playbook" - a compilation of 20 years worth of leadership training.

In this episode, he shares how we can build on a playbook and the 4 pillars of leadership to drive growth. Insights he shares include:

• Why invest in leadership development and the learning of soft skills of leadership
• What is a leadership development program
• How leadership development programs that build on soft skills of leadership benefits the entire organization
• What elements are important in a leadership development program
• The 4 pillars of leadership
• What soft skills of leadership need to be developed
• How to set up an effective leadership development program
• Why be the CEO of your career
• How to set yourself up for success as a leader
• and much much more ...

Paul Rakovich is the founder of Clicks and Clients, and has become the go-to expert for anybody looking to scale their company with Facebook Ads.

Paul often manages clients spending upwards of $1 million per month on Facebook ads which has brought him on to the Inc. 500 fastest-growing companies list. 

More than that, Paul seeks to support and encourage entrepreneurs who are hitting that plateau or just want to scale up as fast as possible.

In this episode, he shares his insights and lessons from running marketing campaigns and million-dollar ad budgets. He also shares how we can run marketing experiments the right way to drive growth. Insights he shares include:

• Why do we need to be open to experimenting
• How to facilitate the mind-shift required to be open to experimenting
• How to approach experimenting - value propositions for various segments
• The need for a strategy and content governance in running marketing experiments effectively
• The difference in approach and insights from spending $10k/mo vs. $100k/mo vs. $ 1 million/mo in Facebook ads
• How to best marry the ideas of scaling business growth and marketing experiments to aid growth
• How Paul facilitates clients' learning and progression to adopt more of a lifetime focus with their customers
• Leading and lagging indicators to determine the success of marketing experiments
• The psychology that comes into play with successful marketing experiments
• Lifetime value perspective vs a focus on short-term ROI gains and customer retention
• How Paul recommends we come up with marketing experiment ideas
• and much much more ...

Mike Ulmer has written 14 books, thousands of newspaper articles and conducted more than 10,000 interviews. He lives in Hamilton, Ontario, Canada.

He worked as the in-house storyteller for the Toronto Maple Leafs, Raptors, and TFC as the senior writer at Maple Leaf Sports and Entertainment.

Mike has also written for The Toronto Star, National Post, Southam News Bureau as well as news organizations across Canada.

He is the author of the best-selling alphabet in Canadian publishing history, M is for Maple. Mike’s featured book is entitled, Show and Tell Writing: A great, short business book about how to write a great, short business book. 

In this episode, he shares how we can create books that actually engage people and drives growth. Insights he shares include:

• Why do some business leaders say they can't write
• Why your story matters
• How to come up with a book proposal
• The challenge of coming up with a book proposition that shares your story in a relatable way
• The catapult difference and the 3 pillars
• How to determine traction for a book proposal
• How to impart advice and actionable tips in a manner that is easy to digest and implement
• and much much more