The Scale Up Show

Is data the new oil? Should you be friends with your clients? Join Ryan to find out these questions and more as he speaks to CEO and founder of VisiQuate Brian Robertson.

Brian has been leading the use of advanced analytics to disrupt economics and improve how the healthcare industry operates. Listen in to this episode to discover why the data economy is so expansive, what ‘business health’ really means and how Brian has managed to achieve success in this space for over 30 years.

KEY TAKEAWAYS

• Brian is incredibly proud of what his team achieved during the pandemic especially as they were previously very trade-show centric.
• In the healthcare industry in the US, you have to be known to become successful. One of the ways to become known in this competitive industry is to be highly recommended by existing clients, building credibility alongside reputation.
• VisiQuate have quite a complex and long sales cycle. They therefore take the time to build relationships with their clients, creating relationship equity and trust. It’s really about the power of relationships in their business.
• We live in a data economy now. Data is often referred to as the ‘new oil’, Brian parallels the process of data to the processing of fossil fuels into oil. The stages both have to go through is strikingly similar.
• Data is hyper-valuable so it can be difficult to gain trust from clients. Brian’s goal is to be friends with his clients, he wants to be so trusted by his clients that he is on their Christmas card list. If you're working in enterprise sales, having a strong relationship based on true value and therefore trust, is essential.
• A great way to create momentum and buy in with a new client is to involve them in the processes as much as possible. One way Ryan’s team does this is through their systems training, they guide the client through locating their own issues and problems and then help form the solutions.

BEST MOMENTS

“Data is the new oil”

“Everyone on the team is an expert at what they do”

“Are you good at what you do but are you fun to be around and likeable?”

“The goal is to have it happen organically and naturally, where the client is coming up with the ideas”

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

 

Ryan Staley

Founder and CEO

Whale Boss

312-848-7443

[email protected]

www.ryanstaley.io 

 

EPISODE RESOURCES

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

https://www.visiquate.com/about/leadership/brian-robertson

https://thehealthcareinsights.com/visiquate-helping-healthcare-organizations-achieve-peak-business-health-with-advanced-analytics/

 

ABOUT THE SHOW

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Join Ryan as he talks to Dr Stephen Timme the founder and president of FinListic Solutions, a top-rated B2B Sales Intelligence Solution. He pioneered 'Client IQ', a client and intelligence service and he is also co-author to Insight-Led Selling, a book about adopting an executive mindset, credibility, communication and impact.

They discuss Stephen’s go-to-market strategy, the importance of being relevant to potential buyers, understanding their unique positions and why customer relationships and simplification is key to success in a solution-based business.

KEY TAKEAWAYS

• Stephen believes in being ‘capital efficient’ and there are a few ways to go about this. Firstly, by showing the financial impact and value of their services via their unique platform Client IQ. Secondly, they ensure that all the relevant goals and departments are broken down into measurable pieces to make them more objective and create success. Thirdly they work with clients and customers to figure out their own unique goals and targets.
• It was Stephen’s realisation that at least 30% enterprise sellers were promoting and selling features and functions to clients that they didn’t even want or care about. So he came up with solutions that he knew aligned with the clients own specific goals and strategies.
• Getting down to your clients true wants and needs is essential in creating a solution that works for them. Your clients might not even know themselves what that is so it is your job to help them figure it out, from simply looking at what their competitors are doing to just asking the right questions to the right people in the business.
• Having in-depth financial knowledge on clients or potential clients is absolutely necessary to be able to provide the right solution for them.
• One of the key elements to fact find the necessary information for a client is Stephen’s large and experienced research team. They look at everything, from visibility, clients KPIs, competitors etc so they can gain a wide-reaching and accurate understanding about what solution a company needs. They then put all of this information into an application; it’s customer intelligence automated, meaning the client can then focus on everything else.
• One of the challenges at the moment is that there are so many solution providers, it’s a crowded space and market. Differentiating yourself is key, you need to make yourself credible and get yourself noticed. 
• The future of AI and Machine learning will be in labour. Stephen believes this is where it will start to have the most dramatic and proven impact going forward.

 

BEST MOMENTS

“30% of enterprise sellers are still promoting features and functions that buyers couldn’t care less about, so we pivoted”

“Take off your solution hat and just read up on what people are up to”

“It’s all about them [the clients] not about you”

“Have a plan, it’s that simple, go ahead and set goals”

 

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

 

Ryan Staley

Founder and CEO

Whale Boss

312-848-7443

[email protected]

www.ryanstaley.io 

 

EPISODE RESOURCES

[email protected]

LinkedIn: Dr. Stephen  Timme

https://www.finlistics.com/blog/author/dr-stephen-timme

https://www.amazon.co.uk/Insight-Led-Selling-Executive-Credibility-Communicate-ebook/dp/B097J39XH1

 

 

ABOUT THE SHOW

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

 

 

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan’s guest on this episode is Piotr Surma who has a long relationship with tech that includes HP & Nokia along the way. Piotr is the founder CEO of the no code platform Applica. The proprietary AI automates text-intensive work by extracting meaning from unstructured and semi-structured documents and takes the tedium out of doing the paperwork.

Christopher Doyle is the motivated CEO of Billd with extensive experience in leading new business-line start-up operations from concept to scaled operations and developing high-performing management teams. Along with his co-founders Jesse Weissburg, they have a long history of working with thousands of contractors and seeing these issues first hand. He joins Ryan as the first fintech/ payment company CEO on The Scale Up Show. 

 

KEY TAKEAWAYS

• The way that contractors finances work is fundamentally dysfunctional and depends on too many variables that would choke a company’s growth. Streamlining this with a simple buy now, pay later would seem like a simple solution.
• Marketing your company in the construction industry is quite different to most others and there’s a lot to be said about the value of an in office presence in the form of a swag bag etc.
• As your company grows, your role as a CEO will change dramatically and you have to know when to build your specialized teams and always remember a jack-of-all-trades is a master of none. 
• Your reputation is your biggest asset. When the quality of your hard work is getting noticed, your customer retention will grow and this can see some unexpected doors of opportunity open too.

 

BEST MOMENTS

‘We ended up being super boots on the ground with the supplier and then we’d be hand-holding our customer because the product didn’t exist.’ 

‘Even though my heart is in bootstrapping and I just enjoy that, we need to scale the business and I can’t be the head of legal.’

‘Even for a small purchase, to make sure that we’re that reliable solution, our customers one hundred percent sense that and they trust us.’

‘What really matters is your credibility amongst your peers and who you’re working with.’

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

 

Ryan Staley

Founder and CEO

Whale Boss

312-848-7443

[email protected]

www.ryanstaley.io

Christopher Doyle - https://www.linkedin.com/in/christopherldoyle

 

ABOUT THE SHOW

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to LinkedIn) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

 

ABOUT THE HOST

Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is an 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while adding $30M in capital revenue in less than 6 years.  He did this all with only 4 salespeople and without demand generation.  

Whether you are a new founder, VP or CEO who is already generating 6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Prabhjot Singh is the CEO of Pyze. He has a wealth of experience in deep data analytics, growth marketing, and application performance management that includes developing and taking to market differentiated products, utilizing data to stay ahead of the competition, and leveraging advanced AI/ML techniques to accelerate product value. He joins Ryan to look into partnering and the potential it can have.

Andrea Breanna’s life’s work has been on building high traffic websites and is the straight talking founder of RebelMouse that has built two of the most important new media companies of this decade. It also powers content hubs and media properties for brands, like United Airlines, BlackRock, Flonase and many more.  Before that, she was CTO of HuffingtonPost, where she led product, design and engineering. In today’s interview with Ryan she discusses both of these and much, much more.

Stephen Phillips, the CEO of Zappi and chair of the MRS sustainability council joins Ryan on this episode to discuss sustainable growth, survey consulting and workable business models. Zappi is a platform of data and trends for creators.

After a conversation with Sindhu Joseph a while ago, Ryan came across something that regularly occurs. There’s many, but the single biggest mistake stopping you from acquiring new customers is easily overcome with this piece of helpful advice.

This episode sees Ryan talking to Steve Pockross, CEO of Verblio, a multimedia content creation platform that powers modern content marketers and SEO agencies. Verblio was awarded two Inc 5000 growth company awards, six consecutive Mercury100 Awards for Fastest Growing Private Companies in the Boulder Valley, and also won a Colorado Companies to Watch award. Verblio acquired the video company Automagical in 2019 to expand its content offering and further engage audiences for its clients.

After a really busy time with some amazing people and fresh from a mastermind in Mexico, Ryan has figured out the number one secret entrepreneurs don’t talk about and in this super short episode, he’s here to share it with you.