Arguably, the best story your company can tell is the story of customer success.

But the key is that it's a STORY.

We're back with a brand new #HYPEsession -- this time with The Case Study Copywriter, Kate Porfilio.

Kate writes case studies that turn your clients’ successes into irresistible stories that sell.

She has distilled 17 years as a marketer, copywriter, and designer to create her Case Study Method that has one end goal in mind for you… more sales.

She shares:

1. Why case studies are important in driving sales.
2. The formula for creating a powerful case study.
3. Where most companies get it wrong.
4. Her favorite case study she's developed.
5. Where you can use case studies in your sales process.

Enjoy, and remember, #HYPEsessions are available here, and simulcast in video format on Linkedin at linkedin.com/in/rajivnathan and IGTV @startuphypeman!

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Question:

Would you rather sell to a company with one decision-maker, no procurement process, and zero outside influencers to the decision, or a company with multiple stakeholders and influencers to the decision, and potentially procurement gets involved?

The common logic answer is to pick the first company.

But should you?

Sales Engagement Software Autoklose originally sold to independent business owners and small businesses.

It was customer hell.

They transitioned to 200-person companies and found the sales cycle to be the same length, but with far less friction, higher close rates, much higher contract values, and far lower churn rates.

This transition helped carve a path to $1M ARR in just 2.5 years, with 35% YoY growth, all while bootstrapped.

Shawn and I break it down in this week's episode.

Find Shawn and Autoklose online at:

LinkedIn: https://www.linkedin.com/in/shawnfinder/

Twitter:@autoklose

Instragram: @sfinds

Website: www.autoklose.com

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

It's quarantine season.

There's widespread fear, the market is tanking, people are tightening up their wallets, and tons of uncertainty in the air.

If you're like me, then your sales have been affected in some way.

So what do you do about it?

Do you cower in fear?

No -- you dive in headfirst and figure it out.

Todd Caponi is the author of the best-selling book The Transparency Sale, and Managing Director at VentureScale by Sales Assembly.

He's also the former CRO of PowerReviews, and back in The Great Recession of 2008 he led another company, Right Hemisphere, to 275% growth in two years, winning the Worldwide VP of Sales Of The Year Award.

When everyone else was experiencing losses, Todd actually experienced explosive growth.

In perhaps the most timely episode this podcast has ever seen, Todd and I trade notes in an invigorating discussion about how to endure the current downturn and come out on top.

Find Todd online at:

Social Media: @tcaponi

Website: www.transparencysale.com

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

You're out to change the world.

Disrupt society.

Flip an industry upside down.

Shatter a stereotype or create a new norm.

You're MISSION-driven. But what does that really look like on a day-to-day basis?

And how do you build long-term support for your mission while still gaining customers today, without scaring them away?

Alyssa Cairns Cofounded momHIVE, Western Michigan's first all-female coworking space with onsite childcare.

In only 8 months of operation momHIVE's members have experienced as much as 4x growth, with onsite childcare being used up every day.

She now has expansion plans that include corporate, with a larger mission of helping close the wage gap.

Our conversation explores how she's balancing the message today for customer acquisition, with the long-term deeper-rooted mission.

Find Alyssa and momHIVE online at:

Instagram and Facebook: @momhivegr

Website: https://www.momhivegr.com/

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

Most often when we think of customers we think about acquiring them.

The less sexy part to think about is what happens after you acquire them -- retention.

Retention is arguably just as, if not more important, and one ticket to reduce churn dramatically is to build an internal culture around retention.

In 4 years, Penji has bootstrapped their way to the Inc. 5000 with over 1,000 customers (including Lyft, Tide, and Reebok) across every continent (except of course Antarctica).

A large part of their success has been their retention-driven ethos. CMO and Cofounder Johnathan Grzybowski steps up to the mic for a deep dive into how they do it (oh and, we find out early on we have a shared love of professional wrestling too).

Find Johnathan online at:

linkedin.com/in/grzybowskij

Find Penji online at:

https://penji.co/

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

I often say the holy grail to achieve with either your product or your marketing is that it creates such a good experience that the person CANNOT SLEEP until they tell someone else about it.

Well, one of the ultimate versions of that is when 'cannot sleep' means your own customers actually go out and market on your behalf.

Sydney-based Bonjoro has 24,000 users with 9% MoM growth and $1 million raised, largely because they've figured out a strategy to turn their customers into their marketers.

Their CEO Matt Barnett joins me for a deep-dive on their approach.

Oh and we also spend time talking about Matt's love for animals!

Find Matt online at:

https://www.linkedin.com/in/mbjbarnett

Find Bonjoro online at:

Twitter: @bonjoroapp

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

Growth happens in stages for every company, but especially marketplace companies. First you have to get into a single market, then figure out your next markets, and from there find a scalable repeatable process to flood the market.

Deskpass gives entrepreneurs, freelancers, and remote workers to the best co-working spots in their city for one monthly membership price.

Over the past 4 years this marketplace startup has gone from testing to growing to rapid expansion, and now has 19 cities, over 450 spaces, and 700+ bookable meeting rooms on its platform.

In our Season finale episode, Cofounder and CCO Nicole Vasquez gives us an inside look into how they've scaled.

Find Nicole online at:

Instagram: @NicoleReneeV

Twitter: @NicoleRVasquez

Find Deskpass online at:

Instagram:  @Deskpass

Twitter:  @DeskpassHQ

www.deskpass.com

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

This is the episode I never, in my wildest nightmare, thought would happen.

Kobe and Gianna Bryant's deaths have affected me in a way I couldn't possibly imagine. From the moment I heard about it I felt sick, sad, confused, and generally heartbroken. For someone I never met, it's amazing how impacted I am. I think this feeling is shared by many.

I wanted to share my thoughts and reflect on Kobe's legacy. My friend and former 3-time guest of this show, Under30Experiences CEO Matt Wilson, happened to text me this morning suggesting we record our conversation as a podcast (as he also is saddened by the news).

This bonus episode is a freeform conversation where Matt and I reflect on what Kobe meant to us, what entrepreneurs can learn from him, and the legacy of Black Mamba.

This episode is also being released through Matt's Live Different Podcast which you can subscribe to on all major platforms.

RIP 24/8.

May your fighting spirit live within and inspire us every day.

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Your company is growing. You're scaling. You're hiring.

Look around -- does your team look, think, and act just like you?

Did you build a team of mini-me's? If you're not hiring with inclusion in mind, you WILL fall behind very soon.

Peoplelift Founder Tim Visconti joins me this week for an invigorating discussion about how it's so easy to get this wrong, the key bias signals to look for in yourself, and practical steps to move forward making diversity, equity and inclusion a part of the fabric of your company.

Find Peoplelift online at:

@peoplelift

www.peoplelift.com

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.

As much as online ads and click-bait might try to convince you, customer acquisition is NOT one-size-fits-all.

In most cases it takes a little trial and a lot of error to get it right for your specific industry, market, product, and use case.

Zinda.xyz Founder & CEO Deepa Kartha is my guest this week to talk about her SaaS company's current road to product-market fit, and how they've completely changed their acquisition strategy after early mistakes.

Find Deepa online:

Twitter @deepakartha

Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com

Hosted on Acast. See acast.com/privacy for more information.