Same Side Selling Podcast

If you've ever crafted a business plan you know how time consuming the process is. Have you presented your plan to someone for funding, only to discover they didn't read past the Executive Summary? That's what happened to our guest, Ebong Eka,

He spent countless hours creating business plans in the late 90s while seeking funding for various ideas. And all of the VCs he presented to didn't read past the Executive Summary and only cared about four main areas. He outlines those areas on this episode and in his latest book called Start Me Up! The No Business Plan Business Plan.

Today on this edition of Grow My Revenue, we'll talk about those four areas, the major mistakes businesses make when crafting business plans, as well as how to approach your pricing model. He also shares what his EKAnomics offerings are all about. You're going to learn a ton from Ebong Eka!

If you've ever crafted a business plan you know how time consuming the process is. Have you presented your plan to someone for funding, only to discover they didn't read past the Executive Summary? That's what happened to our guest, Ebong Eka,

He spent countless hours creating business plans in the late 90s while seeking funding for various ideas. And all of the VCs he presented to didn't read past the Executive Summary and only cared about four main areas. He outlines those areas on this episode and in his latest book called Start Me Up! The No Business Plan Business Plan.

Today on this edition of Grow My Revenue, we'll talk about those four areas, the major mistakes businesses make when crafting business plans, as well as how to approach your pricing model. He also shares what his EKAnomics offerings are all about. You're going to learn a ton from Ebong Eka!

Today's episode with Tina Bean, the co-founder of VisiStat and KickFire. The origin of this conversation is a bit unusual: it started out as an interview for an article I was writing. As we talked I realized there was so much valuable information that I had to share it with you on the show.

As you most likely know, VisiStat and KickFire are two valuable tools that provide in-depth information and predictive intelligence for companies around the world. Today we spoke about the different ways her companies see the world of predictive intelligence and which tools are most valuable for which companies. You'll learn so much from Tina on today's episode of Grow My Revenue!

Today's episode with Tina Bean, the co-founder of VisiStat and KickFire. The origin of this conversation is a bit unusual: it started out as an interview for an article I was writing. As we talked I realized there was so much valuable information that I had to share it with you on the show.

As you most likely know, VisiStat and KickFire are two valuable tools that provide in-depth information and predictive intelligence for companies around the world. Today we spoke about the different ways her companies see the world of predictive intelligence and which tools are most valuable for which companies. You'll learn so much from Tina on today's episode of Grow My Revenue!

When you think of networking what do you think of? Big events full of people who are really just there to get more leads for themselves? If you do, you're in good company. Most people dread networking events, mixers and the like.

One man who is changing that is Derek Coburn, our guest for today's episode. He is the de facto expert on the topic of networking and how to build your own valuable network. He's also the best-selling author of Networking Is Not Working, and the founder of Cadre, the most respected networking group on the planet.

On this show we'll talk about mistakes most people make when trying to build their network, how you can build valuable connections (without going to mixers) and how to create an amazing network for your clients that leads to more business for them and for you.

When it comes to networking, Derek has seen it all and has the wisdom to prove it.You won't want to miss his actionable insights on this episode of Grow My Revenue!

Listen to this episode and discover:

- The two most common networking mistakes according to Derek.

- Why handwritten notes to new contacts are a bad idea.

- What are the differences of networking 1.0, 2.0 and 3.0?

- Why Cadre is called an "un-networking group".

- How to know when to be a good connector and when to be a good curator.

- And so much more!

Episode Overview

When most of us think of networking we think of crowds of people stuffed into a ballroom or restaurant, all with the same intention: get more leads for their business. Some of these groups are better at bringing in people who actually care about other participants, but those are in the minority.

Someone who has found a much better way of growing a network and creating lasting, valuable relationships is Derek Coburn. Derek's networking group in the Washington DC area, called Cadre, is a shining example of how networking can be used to foster partnerships, business relationships, expanded networks and even friendships.

As someone who has had success in his chosen field, financial planning, Derek had been to many different networking events and groups. He had paid a lot of money for some, but even in those he didn't necessarily find that people were there for anything other than themselves.

Discover More at http://www.ianaltman.com/business-cast/

When you think of networking what do you think of? Big events full of people who are really just there to get more leads for themselves? If you do, you're in good company. Most people dread networking events, mixers and the like.

One man who is changing that is Derek Coburn, our guest for today's episode. He is the de facto expert on the topic of networking and how to build your own valuable network. He's also the best-selling author of Networking Is Not Working, and the founder of Cadre, the most respected networking group on the planet.

On this show we'll talk about mistakes most people make when trying to build their network, how you can build valuable connections (without going to mixers) and how to create an amazing network for your clients that leads to more business for them and for you.

When it comes to networking, Derek has seen it all and has the wisdom to prove it.You won't want to miss his actionable insights on this episode of Grow My Revenue!

Listen to this episode and discover:

- The two most common networking mistakes according to Derek.

- Why handwritten notes to new contacts are a bad idea.

- What are the differences of networking 1.0, 2.0 and 3.0?

- Why Cadre is called an "un-networking group".

- How to know when to be a good connector and when to be a good curator.

- And so much more!

Episode Overview

When most of us think of networking we think of crowds of people stuffed into a ballroom or restaurant, all with the same intention: get more leads for their business. Some of these groups are better at bringing in people who actually care about other participants, but those are in the minority.

Someone who has found a much better way of growing a network and creating lasting, valuable relationships is Derek Coburn. Derek's networking group in the Washington DC area, called Cadre, is a shining example of how networking can be used to foster partnerships, business relationships, expanded networks and even friendships.

As someone who has had success in his chosen field, financial planning, Derek had been to many different networking events and groups. He had paid a lot of money for some, but even in those he didn't necessarily find that people were there for anything other than themselves.

Discover More at http://www.ianaltman.com/business-cast/

Have you ever had a deal stall or fall through, but you weren't sure why? That's a frustrating yet very common experience for many C level executives. The good news is there are two simple questions that can eliminate most, if not all, of those scenarios. On today's solo show I'll be addressing what those two questions are.

In my experience, these questions are not asked often enough but when they are they provide a pathway to dramatic growth in any business. On this episode of Grow My Revenue find out what the questions are, how to ask them and when to ask them.

Listen to this episode and discover:

What to say when price comes up in the conversation.

How to seek the symptoms of why someone would switch, versus demographics.

What to do if you know there are reasons people wouldn't do business with you.

How my recent purchase of a Tesla relates to today's topic.

And so much more…

Episode Overview

Recently I was talking to a client of mine about a deal that had stalled for them. They were trying to come up with a good strategy to pursue this account and wanted to review that strategy with me. I asked them a very simple question first: Why do you think the client would switch from what they are currently doing to you?

We were on a conference call together and there was silence on the other end! And then the sales person in charge of this account gave a candid answer by saying he thought they would switch because of reasons X, X and X. He had good explanations for why they'd change.

But from his response it was clear those were his thoughts on why they'd change, not actual reasons anyone had gathered from the client. So I told him we want to find out the client's actual reasons, and we want to know for sure why they'd change.

The lesson there: if you don't know why your client would change from whatever they've been doing to you there's a good chance you aren't asking the right questions during the sales process. That is where you start: get a true understanding of why your clients would switch to you. And you do this as early as possible in the sales conversation.

You also want to know why they wouldn't switch to you - the second key question to answer. For example one of my clients does amazing work and they are involved with a client who has huge project on the horizon.

On this episode of Grow My Revenue I explain why it's important to address these topics early on, how to deal with the issue of price and why you shouldn't be the first person to bring up the topic of price. Also find out why it's important not make assumptions, but to find your client's answers on today's show.

Have you ever had a deal stall or fall through, but you weren't sure why? That's a frustrating yet very common experience for many C level executives. The good news is there are two simple questions that can eliminate most, if not all, of those scenarios. On today's solo show I'll be addressing what those two questions are.

In my experience, these questions are not asked often enough but when they are they provide a pathway to dramatic growth in any business. On this episode of Grow My Revenue find out what the questions are, how to ask them and when to ask them.

Listen to this episode and discover:

What to say when price comes up in the conversation.

How to seek the symptoms of why someone would switch, versus demographics.

What to do if you know there are reasons people wouldn't do business with you.

How my recent purchase of a Tesla relates to today's topic.

And so much more…

Episode Overview

Recently I was talking to a client of mine about a deal that had stalled for them. They were trying to come up with a good strategy to pursue this account and wanted to review that strategy with me. I asked them a very simple question first: Why do you think the client would switch from what they are currently doing to you?

We were on a conference call together and there was silence on the other end! And then the sales person in charge of this account gave a candid answer by saying he thought they would switch because of reasons X, X and X. He had good explanations for why they'd change.

But from his response it was clear those were his thoughts on why they'd change, not actual reasons anyone had gathered from the client. So I told him we want to find out the client's actual reasons, and we want to know for sure why they'd change.

The lesson there: if you don't know why your client would change from whatever they've been doing to you there's a good chance you aren't asking the right questions during the sales process. That is where you start: get a true understanding of why your clients would switch to you. And you do this as early as possible in the sales conversation.

You also want to know why they wouldn't switch to you - the second key question to answer. For example one of my clients does amazing work and they are involved with a client who has huge project on the horizon.

On this episode of Grow My Revenue I explain why it's important to address these topics early on, how to deal with the issue of price and why you shouldn't be the first person to bring up the topic of price. Also find out why it's important not make assumptions, but to find your client's answers on today's show.

Knowing when to talk to the right person, how to talk to them and why are all key components of securing a new client, and maintaining that relationship. Our guest for today has used predictive sales intelligence to gather all of those components for his business, and for his clients. As a result he took his $4 million design firm and transformed it into a $25 million advertising agency in two years - yes two!

Dave Currie joins this edition of Grow My Revenue to talk about how predictive sales intelligence has helped him do that, how you can use it as well as the most common mistakes people make when pursuing sales opportunities. This is an episode worth your time and attention so listen, take notes and take action!

Listen to this episode and discover:

- How to know when it's the right deal at the right time, and why timing matters.

- Proactive vs reactive business development: what are the differences?

- What does Dave mean by "market of one"?

- What is the easiest way to grow your business?

- How often does his company update the prospects they are tracking?

And so much more!

Episode Overview

Dave Currie's agency, The List, is now a privately-held company with 80 employees. With a headquarters in Atlanta and another office in New York, they serve both the United States and the United Kingdom. For those two markets they offer actionable sales intelligence, for anyone who sells to national advertisers or their agencies.

Actionable sales intelligence is predictive sales intelligence that businesses utilize to know when to approach their key prospective clients, how to approach them, who to approach and why to approach them. The how and the why are often overlooked, but are necessary to ongoing organic growth.

The List itself uses this approach and is a shining example of its efficacy. They've produced 25% growth year over year - and that is true organic growth, not from acquisitions. Dave explains this growth has been a result of a quest they began four years ago. They tapped into and fully utilized the power of building the right ecosystem to provide predictability and consistency in lead generation, which ultimately led to growth in sales.

When they had fine-tuned that model within their own agency they took it to their clients. Today that's what they educate and provide in the marketplace.

Dave explains the process in greater detail on this episode. He also explains why it's more important to get the right deals at the right time than to simply get more deals. According to Dave when conditions are right there are triggers in any industry that cause a change in need. If you can track what is happening in prospective customers' businesses you'll see indications that they are more ready to buy than the rest of the market.

Finally we wrap up with a discussion on the greatest lesson he has learned in his time in business, and why the days of the "one to many" marketing and sales approach is long over. There's all of that and so much more on today's Grow My Revenue with Dave Currie.

Discover more: http://www.GrowMyRevenue.com/business-cast/

Knowing when to talk to the right person, how to talk to them and why are all key components of securing a new client, and maintaining that relationship. Our guest for today has used predictive sales intelligence to gather all of those components for his business, and for his clients. As a result he took his $4 million design firm and transformed it into a $25 million advertising agency in two years - yes two!

Dave Currie joins this edition of Grow My Revenue to talk about how predictive sales intelligence has helped him do that, how you can use it as well as the most common mistakes people make when pursuing sales opportunities. This is an episode worth your time and attention so listen, take notes and take action!

Listen to this episode and discover:

- How to know when it's the right deal at the right time, and why timing matters.

- Proactive vs reactive business development: what are the differences?

- What does Dave mean by "market of one"?

- What is the easiest way to grow your business?

- How often does his company update the prospects they are tracking?

And so much more!

Episode Overview

Dave Currie's agency, The List, is now a privately-held company with 80 employees. With a headquarters in Atlanta and another office in New York, they serve both the United States and the United Kingdom. For those two markets they offer actionable sales intelligence, for anyone who sells to national advertisers or their agencies.

Actionable sales intelligence is predictive sales intelligence that businesses utilize to know when to approach their key prospective clients, how to approach them, who to approach and why to approach them. The how and the why are often overlooked, but are necessary to ongoing organic growth.

The List itself uses this approach and is a shining example of its efficacy. They've produced 25% growth year over year - and that is true organic growth, not from acquisitions. Dave explains this growth has been a result of a quest they began four years ago. They tapped into and fully utilized the power of building the right ecosystem to provide predictability and consistency in lead generation, which ultimately led to growth in sales.

When they had fine-tuned that model within their own agency they took it to their clients. Today that's what they educate and provide in the marketplace.

Dave explains the process in greater detail on this episode. He also explains why it's more important to get the right deals at the right time than to simply get more deals. According to Dave when conditions are right there are triggers in any industry that cause a change in need. If you can track what is happening in prospective customers' businesses you'll see indications that they are more ready to buy than the rest of the market.

Finally we wrap up with a discussion on the greatest lesson he has learned in his time in business, and why the days of the "one to many" marketing and sales approach is long over. There's all of that and so much more on today's Grow My Revenue with Dave Currie.

Discover more: http://www.GrowMyRevenue.com/business-cast/