Predictable B2B Success

Scott Schilling is an executive coach, trainer, speaker, and author, who has over 35 plus years of sales and marketing experience

He is on a mission to help entrepreneurs, business owners, and executives to transform their business by achieving more sales profitability, with less effort and expense.

In this episode, Scott shares powerful servant leadership characteristics that really drive sustainable business growth. Insights he shares include:

• What is servant leadership in today's context
• Is there a difference between servant leadership and leadership
• Scott's journey towards servant leadership
• Servant leadership is often talked about in terms of qualities or characteristics is that enough to become an intentional servant leader
• How does servant leadership play out at all levels in an organization practically speaking
• The role of empathy in leadership and what it looks like practically
• How to leverage vision and empathy to lead
• Why Scott sought 19 mentors and how he suggests we approach mentoring relationships
• How to seek out servant leadership qualities in others
• Why building a community is a key trait to possess
• and much much more ...

Nathan Bliss is the VP of Sales and Marketing at Kinsta, a managed WordPress hosting provider that helps take care of all your needs regarding your website.

Nathan is a data-driven sales and marketing leader with more than 12 years of experience founding companies and leading teams.

He is an expert in SaaS tools for small and mid-market businesses, collaborating with remote teams, and has worked at companies like PayPal and Flywheel.

In this episode, Nathan shares his experience and insights to help us leverage inbound sales the way prospects buy. Insights he shares include:

• How Nathan leveraged a background in sales in a marketing role
• How Nathan leveraged a background in sales to hone in on the right persona
• How Kinsta has developed a successful inbound marketing approach
• What is inbound sales? Why inbound sales matters
• What is the difference between outbound and inbound sales?
• How to use outbound sales tactics in an inbound way?
• Inbound Sales vs Inside Sales: What's the difference?
• How inbound sales is changing
• The key elements to a successful inbound selling plan
• Common mistakes sales reps/AE's make with inbound sales
• and much much more...

Kris Grant is CEO of the ASPL Group. She oversees its management consulting, training, and recruitment divisions to deliver major transformational projects, strategic leadership training, and personnel resourcing to improve business functions and increase productivity across Australia’s public and private sectors. 

A champion of emerging leaders and an ambassador for workplace equality, Kris has built a successful career and a stable of key clients through living her own mantra of always being an authentic leader and empowering her staff, and her clients’ personnel, to create opportunities for success. 

In this episode, Kris shares her learnings and insights into how we can create a powerful stakeholder engagement plan that drives growth. Insights she shares include:

• Why do organizations deal with change fatigue
• How Kris helps organizations deal with change fatigue
• What is a stakeholder engagement plan
• The role of stakeholder engagement and neuroscience
• How to develop a stakeholder engagement plan that leverages neuroscience
• How to ensure predictable business growth via a stakeholder engagement plan
• How neuroscience can be used to create effective stakeholder engagement plans
• The effectiveness of today's employment engagement practices
• How to implement feedback loops
• How to accurately weigh up the influence and impact of stakeholders
• and much much more ...

In this episode, Kristen McAlister, co-owner of Cerius Executives and author of "How I Fired my Boss and Made More Money", shares with us her 10+ years of experience leveraging fractional executives/interim leadership to help companies grow.

She discusses who interim or fractional executives are and how to hire fractional executives to quickly scale business growth. Insights she shares include:

• Are CEO's trying to do too many things
• Why interim and fractional roles are on the rise
• What is a fractional executive
• Why use fractional executives
• How you can benefit from fractional executives to regain strategic vision in your company and expand your horizons.
• Why do people become interim or fractional executives
• How to address growth and scaling a business
• What are the benefits of a fractional executive
• Interim versus fractional roles
• How best to manage dynamics between your permanent staff and interim executives. 
• and much much more ...

Rokham Fard is a serial entrepreneur who studied computer science at the University of Toronto. He worked with Canada’s largest academic research lab to help out with re-designing the education system.

At 21, he became the employee of the year at a Fortune 500 company. After graduation, he decided to turn his attention to entrepreneurship. This path leads him to co-found TheRedPin.com which soon became, Canada’s largest online real estate brokerage.

Now, Rokham has built another startup called PsychologyCompass.com. It is where entrepreneurs learn scientific tactics to reach their peak mental performance.

In this episode, Rokham shares his personal struggles with mental health as an entrepreneur and how to improve mental health in the workplace and drive business growth. Insights he shares include:

• Dealing with mental health issues in the workplace
• Rokhams's battle with improving his mental health
• The true unit economics of a business
• How to promote mental health in an organization and the real cost of an employee assistance program
• Implementing mental health and behavioral health metrics that mitigate risk factors
• Why you shouldn't manage stress but rather focus on the health benefits of preventing mental health issues
• How to improve mental health in the workplace - promotion activities
• How to improve mental health in the workplace with four key strategies
• How health issues are affecting traditional work culture beyond today
• How to improve mental health in the workplace by encouraging work-life balance
• Why it's okay to talk about not being okay even in the workplace
• How to improve mental health in the workplace with a network of people
• The double-edged sword of dealing with a mental health problem
• How best to mitigate mental health problems affecting employees
• and much much more ...

Wayne Mullins is a passionate entrepreneur committed to creating remarkable experiences, and building a team at Ugly Mug Marketing that produces extraordinary results for their clients.

He has been called “the guru’s guru,” as he is regularly called upon for advice from industry-leading CEO’s, New York Times Best Selling Authors, and Silicon Valley startups. He loves helping entrepreneurs challenge their assumptions, create value from places they’ve never looked, and reach goals they never believed possible. He has personally worked with clients in 91 different industries, from 34 states, and 11 countries.

Wayne’s work directly influences more than a quarter-million entrepreneurs annually through his blog, books, and training programs.

In this episode, he shares his insights on what evangelism marketing is and how we can use it to drive growth. Insights he shares include:

• Why do most companies fail with their marketing
• A good number of businesses earn new business through referrals so why not have a well-defined strategy to that end
• What is evangelism marketing
• Who implements evangelism marketing
• How is an evangelism marketing plan developed
• Framework to create evangelists
• Can you improve your systems and processes to aid the creation of customer evangelists
• Does the product stands at the basis of successful evangelism
• Examples of evangelism marketing
• Is a brand ambassador an evangelist
• and much much more ...

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years of experience in B2B sales, marketing, and recruitment.

Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders, and coaching 100’s of SDR’s through his Outbound Prospecting course via The Sales Impact Academy.

In this episode, Mark shares his insights around the best ways to create an omnichannel customer experience and how to boost growth with it. Insights he shares include:

• Unique challenges in selling a SaaS solution
• Do you need to first need to identify your metrics or do you need to establish a sales process first
• Is there a space for podcasts in the initial part of the sales process
• What should a business keep in mind when looking at potentially starting up a podcast
• Mark's thoughts on what the objective behind creating a podcast should be
• How to maximize the discoverability of podcasts
• The best ways to build a strong relationship with a podcast guest
• Why Mark takes issue with how most businesses go about qualifying leads
• A counterintuitive take on establishing ROI for a podcast
• How to discover your customers journey in order to be able to come alongside them
• How to leverage content from non-competing industries
• How Mark understands and derives insights from customer journeys
• Mark's approach to referral marketing
• The best way to measure a great customer experience
• and much much more...

Kobi Simmat is the CEO of Best Practice Biz and a business thought-leader with over 25 years of experience helping individuals and organizations reach their full potential. Kobi remains on a mission to inspire improvement in organizations. 

In this episode, he shares his insights and thoughts on creating and implementing best practices in business that drive growth, including essential practices every business must know.

Insights he shares include:

• What does best practice in business mean
• Can we have best practices in business as opposed to good practices
• Developing best practices can be quite broad - what is the best way to approach this
• Should exit strategies form the basis of best practices in business
• Should leaders be driving best practices in business
• The optimal number of areas to focus improvements on
• How to build out a data-driven approach to best practices in your business
• How does your company talent help with creating and implementing best practices in business
• Should best practices really be part of your branding
• What are the elements of best practices in business growth strategy
• and much much more

Nicole Santer is the CEO of Extraordinary Events, and a new event online directory, Eventbuzz360. She believes that whilst COVID-19 has completely shut down the meetings and events industry, there has never been a better time to reinvent and invest in the events industry.

In this episode, she shares her experiences on how to create a thought leadership event that actually drives growth. Insights she shares include:

• What is a thought leadership event
• Why are thought leadership events valuable
• How business should decide whether a thought leadership event is worth investing in
• What framework should we use to ensure it is a success
• Metrics to use to define success
• Tips for individuals or companies who want to produce their own thought leadership events
• Thought leadership event ideas
• Thought leadership events we can look to for inspiration

Sam Gupta has been an ERP thought leader in the digital transformation space for nearly two decades, with the primary focus on financial systems in ERP. Sam has been a part of large transformation initiatives for Fortune 500 corporations but now spends his time consulting with SMEs as a principal consultant at Elevate IQ.

In this episode, he shares how to go about building a tribe and quickly driving growth. Insights he shares include:

• Why build a community
• The pros and cons of building a tribe
• What is the best way to approach this
• Metrics to use when building a community or tribe
• Why be picky in recruiting members to your tribe
• Why include a podcast in your community-building efforts
• How Sam started this venture and what does community building look like today
• How to leverage LinkedIn when building a tribe
• How to create emotional experiences for the tribe to keep people coming back
• Good practices to follow when building a tribe