In this episode of The Growth Lab podcast, I discuss the foundational elements of a successful business model with business coach Martin Riley.

Martin emphasises the importance of strategic priorities, sales and marketing, financial management, and building a strong team for sustainable business growth.

We also discuss how businesses can identify barriers to growth and take a more streamlined and practical approach to achieving business goals.

Listen to the whole episode here:

Key Takeaways

* Identifying strategic priorities is crucial for business growth.

* Sales and marketing are essential components of a successful business.

* Customer feedback is vital for continuous improvement.

* Hiring the right people and building a strong team is key to business success.

* Setting high-impact priorities can lead to significant growth.

* Year-on-year growth can be achieved through focused efforts.

Chapters

00:00 Intro

00:19 Foundations of Business Growth

01:11 Business Systems

02:07 Product Market Fit

02:37 Sales + Marketing

03:35 Pricing Strategy

04:32 Building the Right Team for your Business

06:29 Strategic Priorities for Success

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My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the importance of tracking sales metrics, building a solid foundation for sales processes, and the significance of effective follow-up strategies with the DayPorter team (James and Angel).

We emphasize the need for personal touches in prospecting and the role of attention in sales success. We also discuss the importance of brand recognition and how to position oneself effectively in the market.

Listen to the full interview with the DayPorter team here: https://thegrowthlab1.substack.com/p/how-to-sell-more-commercial-cleaning

Key Takeaways

* Track sales metrics effectively

* Building a strong foundation with CRM is crucial.

* Follow-up procedures can significantly impact sales success.

* Personal touches in communication can set you apart.

* Engaging with clients on multiple channels is beneficial.

* Attention is the first step in the sales process.

* Utilizing video summaries can enhance client engagement.

* Sales success often comes from consistent engagement and follow-up.

Chapters

00:00 Intro

00:17 Understanding Sales Processes and the importance of a CRM

03:04 Effective Follow-Up Strategies and Personal Touches

05:46 Leveraging Attention in Sales and Marketing

06:28 Outro

Connect with me

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

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My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab Podcast, I break down a powerful but simple outbound sales technique that generated 11 sales opportunities in under 60 days, leading to three scheduled calls and two new contracts. The best part? It all started with a Google Doc.

I walk through how I discovered this method, how to implement it for LinkedIn and email outreach, and the exact structure to create a persuasive sales letter that pre-qualifies prospects and overcomes objections before you even get on a call.

If you’re looking for a scalable way to improve your outbound sales process, this episode is a must-listen.

Key Takeaways

* Cold Outbound with a Purpose

* The Google Doc: Your Secret Weapon

* Tracking & Optimizing

Chapters

00:00 Intro

00:25 The power of the Google Doc method

00:55 How I learned this strategy

01:28 The Google Doc Breakdown

02:12 Social Proof & Case Studies

02:58 Handling Objections

03:08 Tracking & Iteration

Connect with me

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

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TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the importance of prospecting with Kristy Davies-Sumpter.

We emphasise the need for a blend of traditional and digital prospecting methods, including the significance of understanding your target audience and effectively utilizing platforms like LinkedIn.

We also discussed using technology in prospecting, such as direct messaging, voice notes, and video messages, to stand out in a crowded inbox.

Kristy stresses the importance of resilience in sales and the need to maintain a positive mindset in the face of constant rejection.

Key Takeaways

* Understanding your Ideal Client Profile is crucial. Building a contact list takes time and persistence.

* LinkedIn is a powerful tool for prospecting.Voice notes and videos can enhance outreach efforts.

* Confidence is essential in sales communication.

* Rejection is part of the process; don't take it personally.

* Set clear targets for your prospecting efforts.

Chapters

00:00 Intro

00:44 Multithreading

01:19 LinkedIn prospecting tactics

02:29 What not to say on cold calls

03:19 LinkedIn engagement tactics

04:19 Sending LinkedIn voice notes

06:16 Building resilience in sales

Connect with me

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

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of the Growth Lab Podcast, I share my insights on cold calling, drawing on my experiences of getting back into the saddle.

I’ve started developing a cold calling framework and discussing the importance of effectively structuring calls, securing next steps, and handling objections.

Enjoy this episode with practical tips to help improve your cold calling success.

Key Takeaways

* Cold calling can be challenging but is essential for sales.

* Reps, experience and access to the right resources significantly improve your cold calling effectiveness.

* The main objective of a cold call is to secure next steps.

* The first few seconds of a call are vital for making a good impression.

* Continuous learning and adaptation are necessary for sales success.

Chapters

00:00 Intro

00:30 My personal experience cold calling

01:52 Developing a Cold Calling Framework

03:48 How I Structure a Winning Cold Call

06:11 Final Tips

Connect with me

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

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TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the biggest sales challenges small businesses face with Kristy Davies-Sumpter.

Kristy is a sales and customer service expert and the founder of Zest Consultancy. Zest Consultancy works with ambitious company leaders across all sectors and industries, helping them identify and implement sales strategies and techniques to drive sustainable growth and boost revenue.

Kristy emphasizes the importance of understanding your target audience, the role of technology in streamlining your sales process, and the need for confidence in sales strategies.

We also discuss clients' evolving communication preferences and how businesses must adapt to these changes to be successful.

Key Takeaways

* Small businesses often struggle with sales automation.

* Sales strategies should be tailored to the specific needs of the business.

* Technology can help streamline communication and sales processes.

* Not everyone prefers traditional communication methods like phone calls.

* Continuous learning and adaptation are necessary for business growth.

Chapters

00:00 Intro

00:30 Mindset Challenges for Small Businesses

01:57 Overcoming Sales Resistance and Building Confidence

02:18 Crafting a Targeted Business Strategy

04:59 Understanding Your Ideal Client

05:55 The Importance of Sequences in Outreach

08:38 Building Momentum in Prospecting

09:41 Diverse Approaches to Cold Outreach

09:54 The Rise of Automation in SMBs

Connect with me

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

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast I set out a nine-step guide to optimizing your LinkedIn profile.

I cover everything from conducting a profile audit to choosing the right profile picture. I share the tips and strategies I learned from Justin Welsh, Matt Gray and Cleverley.

I also provide tools and resources to help you boost your LinkedIn profile.

Want a written breakdown of this episode? Go here:

Key Takeaways

* Optimizing your LinkedIn profile is crucial for success on the platform.

* A clear and professional profile picture is important to make a good first impression.

* Craft a compelling headline communicating what you do and who you do it for.

* Utilize the banner section to showcase your expertise, value proposition, or social proof.

* The features section can be a free marketing tool to promote your business.

* The profile summary should detail your value proposition and the problems your product or service solves.

* In the experience section, highlight key accomplishments and projects and use multimedia content to make it more engaging.

* Include your valuable skills in the skills section, with the most important ones at the top.

* Endorsements and recommendations are powerful ways to build trust with prospects.

* Regularly audit your profile to identify areas for improvement and make necessary updates.

Chapters

00:00 Intro

00:35 Step 1: Profile Picture

01:04 Step 2: Profile Headline

01:48 Step 3: LinkedIn Banner

02:05 Step 4: Features

02:19 Step 5: Profile Summary

02:40 Step 6: Experience

03:42 Step 7: Skills

03:50 Step 8: Endorsements and Recommendations

04:39 Step 9: Profile Audit

Connect with me

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

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I break down how I created an effective case study as a sales aspect for prospecting.

Case studies demonstrate the value of your product or service as a form of social proof.

I outline the process I used to prepare effective case studies for clients, including identifying the right clients, conducting case study interviews and different formats for publishing a case study.

I also included some recommended tools and explained why you must invest in design to create the perfect case study.

Want a written breakdown of this episode? Go here:

Key Takeaways

* Case studies are a powerful sales asset that demonstrates the value of a product or service.

* Social proof and testimonials from business clients are essential for building credibility.

* Creating a case study involves preparing for it, finding the right clients, conducting interviews, and publishing the study.

* Tools like Otter AI can be used to make meeting notes and transcriptions.

* Working with a designer can enhance the visual appeal of a case study.

Chapters

00:00 Introduction

00:13 The Importance of Sales Assets

01:06 Step 1: Preparing for the Case Study

02:13 Step 2: Finding the Right Clients

02:48 Step 3: Conducting Interviews

03:36 Step 4: Publishing the Case Study

Connect with me

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

X/Twitter: https://x.com/iam_mattharris

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Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of the Growth Lab podcast I discuss the importance of discipline in sales.

I share my personal experience for developing sales discipline and highlight the four core disciplines you need to focus on.

These disciplines have helped me take responsibility for my sales outcomes and maintain progress towards achieving my sales goals.

Want a written breakdown of this episode? Go here:

Key Takeaways

* Discipline is crucial for success in sales.

* Developing sales discipline requires consistent effort and overcoming impulses.

* The four core disciplines in sales are prospecting, nurturing, following up, and personal development.

* Sales professionals should take 100% responsibility for their outcomes and continuously improve themselves.

* Developing sales discipline involves regular prospecting, nurturing relationships, following up on leads, and investing in personal development.

Chapters

00:00 Introduction

00:20 What is discipline?

00:36 My experience with discipline

01:19 The Four Core Disciplines in Sales

01:52 Taking Responsibility for Sales Outcomes

02:32 Developing Sales Discipline

03:03 The Key Components of Sales Discipline

Connect with me

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

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Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I break down my five-step prospecting process for targeting Enterprise accounts.

I share my experience of getting businesses onto the supply chain of Tier 1 construction companies and highlight the importance of patience, persistence, and insights when selling to market leaders.

This five-step process includes research, account mapping, and personalising your outbound. The key to this process is to target and personalise your outbound campaign to specific targets instead of taking a spray-and-pray approach.

If you want to win more Enterprise accounts, I encourage you to create your own Enterprise prospecting plan using this simple five-step process.

Want a written breakdown of this episode? Go here: https://thegrowthlab1.substack.com/p/how-to-succeed-at-tier-1-prospecting

Key Takeaways

* Selling to market leaders requires patience, persistence, and insights.

* Identify your Enterprise accounts and build an ideal client profile.

* Research the business to gather insights and understand your prospect better.

* Create personalized messaging and execute a targeted outbound campaign.

* Having an Enterprise prospecting plan can significantly impact on your business.

Chapters

00:00 Intro and background

00:40 My 5 step Enterprise Prospecting Process

02:00 Researching the Business and Account Mapping

02:56 Crafting Personalized Messaging and Launching the Campaign

03:40 The Impact of Landing Tier One Clients

Connect with me

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

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TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/