May 22, 2025

From Founder Heroics to Scalable Growth Systems: Breaking Through the B2B Growth Ceiling

Are you still the bottleneck in every major deal your company closes? Does your revenue growth depend entirely on your personal network and heroic efforts? You're not alone – and there's a proven path forward.

Join this essential 30-minute session designed specifically for B2B software and technical service founders who've hit the inevitable growth ceiling that comes with founder-led selling.

What You'll Discover:

The three fundamental reasons why founder heroics create an unbreakable growth ceiling – including the hidden time constraints, knowledge transfer problems, and measurement challenges that keep you stuck.

Our proven 5-component Scalable Growth System framework: • Component 1: Documented Ideal Customer Profiles that go beyond basic demographics • Component 2: Structured sales processes with clear stages and exit criteria
 • Component 3: Aligned messaging and content across all touchpoints • Component 4: CRM as your single source of truth • Component 5: Leading indicator metrics that predict success

A step-by-step implementation roadmap that takes you from assessment through scaling, typically showing meaningful improvements within 60-90 days.

Real Results: We'll share the case study of a B2B compliance software company that broke through their $3M plateau by systematizing their approach – shortening sales cycles by 35% and enabling new reps to close deals independently within 90 days.

Perfect For: Founders and leaders of B2B companies (especially those selling into regulated industries like healthcare, banking, and insurance) with $1M-$20M in revenue who are ready to transition from personal heroics to scalable systems.

Interactive Format: This isn't just a presentation – we'll be taking questions throughout the session and addressing real scenarios from attendees.

Exclusive Bonus: All attendees receive our comprehensive Founder's Growth System Toolkit, including ICP templates, sales process mapping guides, CRM checklists, and a 30-day quick start plan.

The bottom line: Founder heroics might get you to $1-3M, but systematic growth processes are what get you to $10M and beyond. Join us to learn exactly how to make that transition.

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May 15, 2025

From Brand Fluff to Revenue Engine: Building B2B Marketing That Actually Works

Growth stalled? The typical response is "We need a new website!" or "Let's refresh our brand!" But for most B2B tech companies selling into regulated industries, brand × 0 = 0. Brand is a multiplier of what's already working, not a creator of growth.

Perfect for B2B tech companies experiencing: • Flat or declining revenue despite investing in brand/website updates • Inconsistent sales results across team members • Marketing activities that don't translate to pipeline growth • Long sales cycles with unpredictable close rates • "We've maxed out our network" syndrome

The 4 Real Growth Blockers (Not Brand Issues):

Blocker #1: No Defined Sales Process Symptoms: Everyone sells differently, no clear qualification criteria, inconsistent follow-up, can't predict when deals close, "maxed out network." Impact: Can't optimize what you haven't defined.

Blocker #2: CRM Chaos Symptoms: Inconsistent data entry, unreliable pipeline forecasts, no visibility into deal progress, can't identify bottlenecks, "revenue is flat and unpredictable." Impact: Flying blind in your own business.

Blocker #3: Marketing-Sales Misalignment Symptoms: Marketing generates leads sales won't touch, sales complains about lead quality, no agreed definition of "qualified," marketing metrics don't connect to revenue. Impact: Wasted resources and missed opportunities.

Blocker #4: Confusing or Unfocused Messaging Symptoms: Too focused on features not outcomes, uses internal language, tries to appeal to everyone, unclear positioning vs. alternatives, "sales cycles too long." Impact: Prospects don't understand why they should care.

The Revenue Engine Framework:

Component #1: Sales Process • Document current sales stages with clear exit criteria • Create accountability for following the process • Track conversion rates between stages and identify bottlenecks Impact: 30-40% increase in close rates within 90 days

Component #2: CRM Discipline • Simplify to capture only vital data points • Establish weekly pipeline reviews with team accountability • Build basic reporting dashboards and use data for decisions Impact: Visibility into what's working and what's not

Component #3: Marketing-Sales Alignment • Create shared definition of qualified lead • Develop content supporting each sales stage with objection-handling materials • Measure marketing by pipeline impact, not just leads Impact: Marketing that directly supports revenue

Component #4: Clear Messaging • Interview customers about why they actually bought • Focus on outcomes in customer language, not features • Address risk concerns with industry-specific examples Impact: Shorter sales cycles, higher conversion rates

When to Invest in Brand: Brand investment makes sense when you have a repeatable sales process, consistent CRM conversion metrics, predictable revenue, need to scale beyond current reach, or entering competitive markets. Remember: Brand is a scaling investment, not a fixing investment.

Take Action This Week: • Audit sales process documentation and CRM data quality • Ask marketing how they measure success • Interview 3 recent customers about why they bought • Download our Revenue Engine Assessment

Hosted by: Greater Gain Group & GrowDGtal—specialists helping B2B tech companies in regulated industries build predictable revenue engines.

Stop wasting money on brand fluff. Build the revenue fundamentals that actually drive growth.

LinkedIn | WEBSITE

May 8, 2025

 Breaking Through the Growth Ceiling: How B2B Founders Can Turn Crisis Into Opportunity 

Facing economic uncertainty? Most B2B founders waste this critical moment by freezing in panic, doubling down on ineffective tactics, or adopting a "wait and see" approach. But smart founders use crisis as an accelerator for breakthrough growth.

Perfect for B2B tech companies experiencing: • Stagnant revenue despite having a solid product • Founder-dependent sales processes that don't scale • Generic messaging that fails to address urgent buyer concerns • Marketing activities generating traffic but not sales conversations

The Three Critical Shifts:

Shift #1: From Heroic Founder to Repeatable Process Problem: You're still the best salesperson, but this doesn't scale during uncertainty. Solution: Implement defined sales processes, create consistency, shorten cycles. Real Result: Healthcare SaaS reduced 9+ month sales cycles by 35%, achieved predictable pipeline.

Shift #2: From Generic Messaging to Crisis-Relevant Value Problem: Messaging focuses on "nice-to-have" benefits. Prospects can't justify investment during uncertainty. Solution: Emphasize immediate cost reduction, risk mitigation, quick ROI. Real Result: Financial services software tripled conversion rates in 90 days with crisis-specific messaging.

Shift #3: From Marketing Activity to Sales Conversations Problem: Marketing generates traffic but not conversations. No clear path to revenue. Solution: Focus on generating actual sales conversations with crisis-relevant outreach. Real Result: Insurance tech generated 12 new conversations from cold prospects, reduced acquisition cost 40%.

The 30-Day Crisis Response Plan: • Week 1: Audit & refocus messaging for crisis relevance • Week 2: Build crisis-ready assets (case studies, ROI calculators) • Week 3: Optimize conversion points (streamline proposals, strengthen qualification) • Week 4: Activate & measure (launch targeted outreach, conversation-based metrics)

Crisis-Ready Assessment Questions: • Could your business operate without your personal involvement in most sales? • Is messaging focused on urgent buyer concerns? • Can you accurately forecast revenue 90 days out? • Have you systematized prospect follow-up?

Key Insight: Economic uncertainty isn't something to endure—it's an opportunity. Companies that emerge strongest address foundational issues now. This is your moment to break through while competitors retreat.

What You'll Get: • Crisis Breakthrough Blueprint with detailed worksheets • Implementation timeline and ROI calculator • 30-minute strategy session

Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists helping B2B tech companies build predictable revenue engines.

Stop letting crisis paralyze growth. Turn uncertainty into competitive advantage.

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May 1, 2025 Bridging the Gap: How Fractional AEs Can Transform Your Growth Strategy

Special Guests: Drew Epperson and Craig Johnson from Altezza, bringing real-world fractional sales expertise.

Stuck in the "Valley of Death" between founder-led sales and a full enterprise sales team? You're not alone. Most B2B companies face this critical growth challenge where hiring too early burns cash, but waiting too long kills momentum.

Perfect for B2B companies experiencing: • $500K-$5M annual revenue with inconsistent growth • Complex sales cycles (30+ days) beyond founder's network • Investor pressure to scale without clear path forward • Lead-to-close inefficiency and slow sales cycles • Limited marketing/sales processes

The Three Stages of Sales Evolution:

Stage 1: Founder Network Selling to personal connections with high trust/conversion but limited scalability

Stage 2: Growth Leader & Lead Generation Hired leadership, beginning formal processes, expanding beyond network

Stage 3: Enterprise Sales Team Multiple full-time AEs, specialized roles, mature processes

The Problem: The Valley of Death The dangerous gap between Stage 2 and Stage 3 where companies either burn cash on premature scaling or stagnate without growth infrastructure.

Real Case Study: The Cost of Premature Scaling

Premature Approach: • 3 Full-time AEs: $450K annual cost • Lead flow: 20 qualified leads/month • Result: Unsustainable burn rate, only 60% of sales target

Fractional Bridge Approach: • 1.5 Fractional AEs: $180K annual cost
• Same lead flow: 20 qualified leads/month • Result: 60% cost reduction, 110% of sales target

The Fractional Solution: Experienced sales professionals working part-time with performance-based compensation and process development focus, providing cost-effective scaling, flexible capacity, expertise on demand, and risk mitigation.

What You'll Learn:

Implementation Roadmap: • Assessment: Pipeline metrics, process evaluation, cash flow analysis • Requirements: Industry expertise needs, time commitment, technology integration • Success Metrics: Revenue targets, process documentation, knowledge transfer • Transition Planning: Growth triggers, hiring timeline, handoff strategy

Critical Success Factors: • Marketing-sales alignment with consistent lead generation engine • Technology enablement with proper CRM and analytics • Finding the right talent through specialized agencies and industry networks • Compensation models: $5K-10K base + 10-15% commission + equity options

Transition Indicators: When to move to full-time AEs: consistent 3+ month pipeline, predictable conversion rates, complete process documentation, financial stability, and market validation.

Key Takeaways:

1. Don't prematurely scale your sales team
2. Fractional approach creates sustainable bridge
3. Align marketing and sales capabilities
4. Focus on process development
5. Plan transition from day one

What You'll Get: • Fractional AE Implementation Guide • Transition Planning Template • Sales Process Assessment Tool • Clear roadmap for sustainable growth scaling

Stop burning cash on premature sales team scaling. Learn the systematic approach to bridge the gap between founder-led sales and enterprise sales teams.

LinkedIn | WEBSITE

March 28, 2025

Cracking the US Market: What Software Founders Get Wrong 

Planning to enter the US market? You're about to join the 68% of companies that miss their first-year revenue targets and burn $750K-$1.5M before seeing traction. But it doesn't have to be this way.

Most international software companies make the same 10 critical mistakes when entering the US. Each costs time, money, and momentum—but they're all avoidable.

Perfect for software founders from Europe, Australia, Canada, and other international markets with proven products looking to scale in the US.

The 10 Costly Mistakes We'll Expose:

Mistake #1: Targeting Everyone Australian cybersecurity company burned $500K targeting "all US businesses" before focusing on highly regulated markets → 300% conversion increase in 60 days.

Mistake #2: Hiring Without Lead Generation UK automation company: $66K monthly on sales salaries, <$20K in new business. Built lead engine first → 215% sales increase in 90 days.

Mistake #3: Ignoring ROI Expectations US decisions are ruthlessly ROI-driven. UK software company: 22% → 64% win rate after adding ROI calculators and use case templates.

Mistake #4: Managing Everything Remotely South African company: $0 → $1.2M US revenue in 14 months after adding fractional US-based leadership.

Mistake #5: Wrong Pricing Strategy French company increased pricing 10X (from $35K to $350K+ annually) → improved close rates and profitability.

Mistake #6: Underinvesting in Content Dutch software company: 340% increase in inbound leads after shifting from product-based to problem-solving content.

Mistake #7: Underestimating Sales Cycles Reality: 30-50% longer cycles that destroy cash flow projections and investor confidence.

Mistake #8: Communication Style UK company: 44% increase in meeting-to-next-steps conversion after adapting communication for US emotional engagement expectations.

Mistake #9: Treating US as One Market Regional cultures vary dramatically—relationship-first works in South/Midwest, direct ROI on coasts.

Mistake #10: Leading with Tech Specs European cybersecurity company doubled demo-to-proposal rates: "Advanced ML threat detection 99.8% accuracy" → "Reduce breach response time by 75%"

The Success Framework: • Focus: Target specific verticals where you can win quickly • Adapt: Modify approach for US business culture
• Execute: Build reliable lead generation and sales processes

What You'll Get: • Real case studies with specific ROI improvements • Framework for avoiding expensive pitfalls • Actionable next steps for US market acceleration

Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists helping international B2B tech companies successfully enter and scale in the US market.

Stop burning cash on trial-and-error. Learn from others' expensive mistakes and fast-track your US revenue growth.

LinkedIn | WEBSITE

March 20, 2025

 From ICP to Inbox: LinkedIn Lead Generation Workshop 

Tired of sending generic LinkedIn messages that get ignored? Your competition is systematically identifying and engaging their ideal prospects while you're still playing the connection request lottery.

Most LinkedIn outreach fails because it lacks precision targeting and strategic messaging. This hands-on workshop reveals the exact 5-step system that transforms LinkedIn from a networking platform into a predictable lead generation engine.

Perfect for B2B tech companies struggling with: • Generic connection requests that get declined • Immediate pitching that kills conversations before they start • Inconsistent follow-up that lets warm prospects go cold • Poor targeting that wastes time on unqualified prospects • No clear value proposition in their outreach

The 5-Step LinkedIn Lead Generation System:

Step 1: Precision ICP Definition • Company criteria: Industry, size, location, growth stage, tech stack • Decision maker profiles: Titles, departments, authority levels • Pain points and trigger events that indicate buying readiness

Step 2: Profile Optimization for Lead Generation • Banner image with value proposition that stops prospects mid-scroll • Headline optimization for your target audience • About section framework that builds credibility • Featured content strategy that showcases expertise • Experience section focused on outcomes, not responsibilities

Step 3: Sales Navigator Mastery • Advanced search string construction using Boolean operators • Advanced filters that find prospects others miss • Saved search strategies for systematic prospecting • Activity-based targeting for timely outreach • Live demonstration of finding ideal prospects in real-time

Step 4: Messaging Framework That Starts Conversations • Connection request strategies that get accepted (70%+ benchmark) • Value-first approach that builds interest before pitching • Conversation starters that generate responses (30%+ benchmark) • Qualifying questions that identify genuine opportunities • Message sequences that maintain momentum

Step 5: Content Strategy for Credibility • Content pillars aligned with ICP challenges • Engagement strategies that build visibility with prospects • Posting frequency and timing optimization • Comment tactics that start valuable conversations • Content repurposing for maximum efficiency

Success Metrics You'll Track: • Connection acceptance rate (Benchmark: 70%+) • Response rate (Benchmark: 30%+) • Meeting conversion rate (Benchmark: 10%+) • Pipeline contribution and ROI calculation

Implementation Options: • DIY approach (time investment and resources needed) • Partial outsourcing (what to keep in-house vs. outsource) • Full-service solution (what to expect from professional execution) • Timeline to results for each approach

What You'll Leave With: • ICP worksheet for precision targeting • LinkedIn profile optimization checklist • Message templates that convert • Implementation roadmap customized to your business • Access to our LinkedIn lead generation toolkit

Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists helping B2B tech companies build predictable revenue engines.

Stop wasting time on LinkedIn activities that don't convert. Join us and learn the systematic approach that turns LinkedIn connections into qualified sales conversations.

LinkedIn | WEBSITE

March 6, 2025

 5 AI Tools That Will Transform Your Sales Process Today 

Stuck grinding through manual sales processes while your competitors leverage AI to build consistent revenue machines? This 30-minute live demonstration reveals the exact AI tools you can implement immediately to automate your most time-consuming sales tasks.

Perfect for B2B tech companies experiencing: • Inconsistent revenue and lead flow • Slow, unpredictable sales cycles
• Inefficient marketing processes • High cost of selling with insufficient ROI • Difficulty selling beyond your personal network • Stalled growth despite having a great product

What You'll See in Action:

Tool #1: Krisp.AI - Transform Every Sales Call Into a Gold Mine • Automatic recording and transcription of all sales conversations • Never miss crucial details while trying to take notes • Create searchable, analyzable documentation • Identify patterns across multiple calls for improved training

Tool #2: AI-Powered Follow-Up with Claude • From meeting transcript to perfect follow-up email in minutes • Consistent, timely follow-up that maintains deal momentum • Captures all key discussion points while preserving your unique voice • Scales without consuming valuable selling time

Tool #3: Automated Case Study Generation • Transform success call transcripts into compelling case studies • Capture every success story instead of losing them in the daily shuffle • Create consistent social proof that helps close more deals • Build market credibility beyond your personal network

Tool #4: Systematic Content Creation • Use Claude with your ICP worksheet for targeted content • Consistent, high-quality content that speaks directly to your market's needs • Position yourself as a thought leader without draining internal resources • Create scalable marketing processes

Tool #5: Targeted Outbound Campaign Creation • Use ChatGPT with your ICP documentation for personalized messaging • Higher response rates with messages that speak your prospect's language • Address their actual problems instead of generic outreach • Scale your outreach effectively

Bonus: AI Tool Selection Strategy Learn when to use ChatGPT vs. Claude for maximum effectiveness: • ChatGPT excels at: Market analysis, data consolidation, competitive intelligence • Claude shines in: Written communication, content creation, maintaining consistent voice

What Makes This Different: No theory, no fluff—just live demonstrations of tools you can implement today. You'll see exactly how to go from manual processes to automated revenue generation, with real examples and step-by-step implementation.

Hosted by: Dan Griffith, President of GrowDGtal and Founder of Greater Gain Group—helping B2B tech companies build predictable revenue engines.

Bottom Line: While you're manually grinding through these challenges, your competitors are using AI to build consistent revenue machines. Join us and level the playing field.

Stop letting manual processes limit your growth. See how AI can transform your sales process in 30 minutes.

LinkedIn | WEBSITE

 April 24, 2025 

Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster 

Stop Selling, Start Supporting: The 70/30 Approach to Closing Deals Faster

Tired of "great meetings" that go nowhere? Your sales team might be doing the opposite of what actually closes deals. Most sales reps talk 70% of the time and listen 30%—but the highest-performing sales professionals flip this ratio completely.

In this 30-minute masterclass, you'll discover:

The Fatal Flaw in Traditional Selling: • Why talking about your solution first kills deals before they start • How following predetermined sales processes ignores actual buying signals • The real reason prospects "go dark" after initial discovery calls

The 70/30 Breakthrough: • 70% Listening, 30% Talking—the proven ratio that transforms sales conversations • Why most teams do exactly the opposite (and how to fix it immediately) • Real case study: Technology services company cut sales cycles by 33% and increased conversion by 35%

The Four-Step Implementation Framework:

1. Restructure Your Discovery Process—Move from cursory questions to deep problem exploration
2. Train Active Listening Techniques—Summarize, clarify, mirror language, and listen for emotion
3. Align with Actual Buying Signals—Map your process to the 5 real buying stages prospects go through
4. Track New Metrics—Beyond revenue: talk-to-listen ratios, problem clarity scores, buying process alignment

Advanced Question Framework: • Situation Questions: "How are you currently addressing this challenge?" • Problem Questions: "What specific obstacles prevent you from achieving your goals?" • Implication Questions: "What happens if this isn't solved next quarter?"

Perfect for: • B2B tech companies in healthcare, banking, financial services, and insurance • Sales teams experiencing extended cycles, inconsistent results, or high acquisition costs • Leaders who want predictable revenue engines instead of hope-based forecasting

What Makes This Different: This isn't generic sales training. We focus specifically on supporting buying processes rather than pushing predetermined sales stages. You'll learn to explore problems first, adapt to their buying process, address concerns collaboratively, and focus on helping prospects make the right decision.

Bottom Line Truth: Nobody cares about your solution until they believe you understand their problem. Stop playing defense with objection handling—start playing offense by mastering the 70/30 approach.

Hosted by: Dan Griffith, Greater Gain Group & GrowDGtal—specialists in building predictable revenue engines for B2B tech companies in highly regulated industries.

Transform your sales conversations from pitch sessions into problem-solving partnerships that close faster and more predictably.

LinkedIn | WEBSITE

April 17, 2025 

From Demo to Dollars: Mapping Your Customer's ACTUAL Buying Process

Stuck in an endless cycle of "great meetings" that never close? Your product isn't the problem—it's the massive disconnect between how you sell and how your customers actually buy.

Most tech companies optimize their sales process around their own convenience, not their buyer's reality. Result? Six-month sales cycles, stalled deals, and unpredictable revenue that keeps investors asking uncomfortable questions.

In this 30-minute masterclass, you'll discover:

The 5 Critical Approval Points Most Tech Companies Miss: • Technical validation (does it actually work?) • Security review (will this create vulnerabilities?) • Procurement approval (budget, contracts, vendor requirements) • Stakeholder alignment (who else needs to sign off?) • Value validation (will this deliver promised ROI?)

The Parallel Processing Strategy: Learn how to run security, procurement, and value validation simultaneously instead of sequentially—the key to slashing sales cycles by 30-50%. We'll show you exactly how companies are reducing 6-month cycles to 10 weeks.

CRM Transformation Techniques: Stop using your CRM as an expensive contact database. We'll reveal practical methods for turning it into a closing machine that predicts deal outcomes and identifies bottlenecks before they kill your deals.

Real-World Case Studies: • SaaS company that cut enterprise sales cycles from 180 days to 70 days • Security software firm that increased close rates by 40% without changing their product • HR tech startup that eliminated 80% of procurement delays

Perfect for: • Tech founders facing investor pressure about growth metrics • CEOs watching competitors close deals faster • Sales leaders tired of explaining why "sure thing" deals disappeared • Anyone with a pipeline full of stalled opportunities

What Makes This Different: No generic sales advice. We focus specifically on the complex, multi-stakeholder buying processes that plague B2B tech sales. Every strategy is designed for companies selling to enterprises with 100+ employees.

Bring Your Challenges: Come prepared with your specific sales bottlenecks. Our live Q&A will address real situations from real companies—no theoretical scenarios.

Bottom Line: Your buyers have a process. If your sales process doesn't align with theirs, you'll keep losing deals to "no decision" and competitors who understand how enterprises actually buy.

Join us and finally turn your "great meetings" into closed deals.

LinkedIn | WEBSITE

April 15 , 2025 Stop the Leak: Building an Effective Lead-to-Opportunity Process

Spending on marketing but not seeing consistent qualified sales conversations? You're not alone. This 30-minute session tackles one of the most expensive mistakes B2B companies make: treating marketing as an activity instead of a system.

Perfect for companies experiencing: • Inconsistent lead flow despite marketing investment • Unnecessarily long sales cycles • "Nobody knows about us" syndrome despite marketing spend • Poor ROI on marketing efforts

The Core Problem: More marketing ≠ more sales. What's missing is a structured process connecting marketing activities to actual sales outcomes.

What You'll Learn:

The Four-Stage Lead-to-Opportunity Process:

1. Prospect (Domain Qualified Lead) - Initial interest, basic demographic fit, minimal engagement
2. Suspect (Marketing Qualified Lead) - Problem awareness, multiple content interactions, purchase intent signals
3. Discovery Call - Structured qualification conversation, problem verification, value establishment
4. Demo/Solution Presentation - Tailored to validated needs, outcome-focused, clear next steps

Common Breakdown Points We'll Address: • No exit criteria between stages (prospects advance without proper qualification) • Missing nurture campaigns (stalled prospects disappear forever) • Inconsistent execution (process exists on paper but isn't followed) • Misaligned content (content doesn't match buyer journey stage)

Your Implementation Roadmap:

1. Document your current process (what actually happens vs. what should happen)
2. Define specific, measurable exit criteria for each stage
3. Build nurture campaigns for prospects who stall or go cold
4. Align content to specific buying stages and fill gaps
5. Implement stage-to-stage conversion tracking

Key Insight: Most companies hire and fire marketing staff, jump between agencies, or increase ad spend without addressing the fundamental issue—lack of process structure that reflects their ICP's actual buying cycle.

Hosted by: Greater Gain Group and GrowDGtal, specialists in building profitable sales and marketing engines for B2B technology companies.

Stop wasting marketing dollars on activities that don't convert. Learn how to build a systematic approach that turns marketing investment into predictable sales conversations and shorter sales cycles.

Join us for practical frameworks, real implementation steps, and live Q&A to fix your lead-to-opportunity process once and for all.

LinkedIn | WEBSITE