The Talent, Sales & Scale Podcast

Episode 4 of Hypergrowth Banter features Laura Bornyas! 

ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington are joined by April Dunford, author of Obv!ously Awesome to talk positioning, branding, & messaging.  

Here's what we covered: 

1. 3:11​ – 4:08​ Positioning, branding, & messaging – what’s the difference?

2. 4:40​ -  8:15​ – Face your alternatives head-on! 

3. 8:52​ – 11:57​ 93% of buyers have never bought what you sell before – position your competition out of your way

4. 13:11​ – 16:13​ Define the space where you win to increase win rates

5. 16:36​ – 20:06​ Positioning thesis - create it, test it, tweak it

6. 20:56​ – 23:24​ Every market is competitive & has underserved segments

7. 24:57​ - 28:30​ – How to win with positioning – example

8. 29:52​ – 33:12​ using the 5 +1 to figure out your value 

9. 33:15​ – 35:35​ - Defining the problem the wrong way

10. 35:39​ – 42:32​ How to define problem through competitive alternatives 

11. 42:35​ – 45:31​Become a trusted advisor 

12. 46:19​ – 46:59​  Don’t get too tight too early, bring in the team & be intentional about positioning 

13. 47:25​ – 49:21​ Scaling advice 

14. 49:43​ – Get to know these resources – The Challenger Customer & Sale & Positioning 

15. 51:26​ – 52:05​ Need to get back to strategy & fundamentals 

ebsGrowth: https://ebsgrowth.com/​

April Dunford: Twitter - @aprildunford

Connect with Bryan on LinkedIn: https://www.linkedin.com/in/brywhittington/

ebsGrowth & The Talent, Sales & Scale show hosted by Bryan Whittington have Travis Lachner of The Beast Node drop by to discuss livestreaming - what is it, how to start, how to grow, how to leverage & why you'll want to start to livestream.  

Top highlights: 

1. 6:14​ – 8:55​ how to judge success & the amazing engagement rate on Livestream 

2. 10:06​ – 12:49​ How to build audience on livesteam 

3. 14:27​ - 1837 spectrum of value – gaining new audience & creating “groupies” 

4. 19:59​ – 22:26​ Find your style, be authentic & explore 

5. 22:36​ – 26:29​ Different mediums have different styles expected – getting on LinkedIn 

6. 28:20​ – 31:00​ Frequency & consistency for streaming 

7. 31:36​ – 34:56​ repurposing content

8. 35:11​ – 38:15​ Why do Livestream 

9. 38:43​ – 40:25​ Use content for prospecting 

10. 40:51​ – 45:16​ The importance of building community 

11. 48:07​ – 52:55​ Episode Summary – just get started

Travis Lachner: https://www.linkedin.com/in/travislac...​

Bryan Whittington: https://www.linkedin.com/in/brywhitti...​

ebsGrowth: https://ebsgrowth.com/

ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Rob Turley co-founder of White Rabbit drop by to share with us how to leverage AI to fundamentally transform your sales machine!

We cover: 

1. 1:55​ – 4:24​ The problem is that people don’t know how to target 

2. 4:51​ – 8:33​ Problem with the way that we score leads 

3. 10:00​ – 15:55​   AI shortens time to target exact matches by years 

4. 16:12​ – 17:49​ We have to look at all different types of data, not just behavioral data in B2B 

5. 18:11​ – 20:49​ B2B enterprise sales approach 

6. 21:20​ – 24:12​  sales is based on assumptions, not knowledge 

7. 24:41​ – 28:57​  The enlightened math of sales & drive down CAC

8. 29:05​ – 32:06​ Why sales & marketing teams hate one another 

9. 31:47​ – 34:24​ Summary

10. 34:12​ – 36:48​ What good salespeople need – behavioral interview tactics – tell the story in reverse 

11. 38:03​ – 47:42​ Smarketing funnel analogy 

12. 46:07​ – 49:43​  How to problem-solve for a lack of sales effectiveness 

13. 49:49​ – 52:03​ System of cycles is all based on the target as your foundation 

14. 53:00​ – 53:50​ biggest problem to avoid 

15. 54:05​ – 54:53​ Gate selling 

16. 55:13​ – 57:00​ resources 

17. 57:08​ – 59:13​ Future trends – AI 

White Rabbit Intel: https://www.whiterabbitintel.com/​ 

Rob Turley: https://www.linkedin.com/in/robert-tu...​

Bryan Whittington: https://www.linkedin.com/in/brywhitti...​

ebsGrowth: https://ebsgrowth.com/

ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Hannah Ajikawo, founder of Growth Mode Ltd join us to discuss sales process. 

- 4:38​ - 7:35​  How do you align your sales process to your buyer’s purchasing approach 

- 8:50​ - 10:59​  difference between process & system - a “fool with a tool” 

- 11:18​  - 12:13​ only 4 ways to grow revenue 

- 12:21​ - 17:21​-  my superpower - being human & always getting better 

- 17:33​ - 12:46​ - 3 types of buyers & tie objectives to strategy to the market that you’re going after

- 23:38​ - 27:23​ why should I build a sales process even when I’m in survival startup mode 

- 27:49​ - 31:33​ in early days build out process to achieve our early goals 

- 32:07​ - 41:07​ - the entire sales process - detail

- 41:19​ - 47:51​ entire sales process - summary

- 47:58​ - 49:48​ -  your process is what your doing anyway, can repeat with ease 

- 49:59​ - 52:21​ - just go out & sell...really? 

- 52:55​ - 54:32​  - biggest mistakes to avoid - get out if you’re not in it 

- 55:23​ - 56:37​  - hire people who are curious 

- 56:53​ - 59:20​  - Hannah’s recommended resources 

- 59:32​ - 1:01:32​ Hannah’s future trends to watch out for

https://www.linkedin.com/in/hannah-ajikawo/

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

https://ebsgrowth.com/​

Here we go! Episode 49 of The Talent, Sales and Scale show features Todd Rode, VP of Sales Operations at Stratasan. Todd has a diverse background straddling the line between sales dev and sales ops - and brings his knowledge and insight to this fantastic episode! 

On Episode 49, Andrea and Bryan go over:

-how to motivate your sales development team to act with urgency

-seeking out curious candidates

-using the Platinum rule in recruiting

Plus SO much more! This episode is a chock full of actionable insights

You can connect with Todd on LinkedIn here: https://www.linkedin.com/in/toddrode/

The Talent Sales and Scale Show is honored to have Eloise Leeson, Consultant at Olim on the show! Eloise brings her expertise and background in academic linguistics to the conversation - get ready for some serious value! 

Here are some key takeaways from this value-packed episode with Eloise:

-being mindful of the language you use in sales conversations helps build trust

-understanding HOW to communicate can create REAL results in your marketing efforts

-being strategic about reverse engineering your sales language based on your goals

You can connect with Eloise on LinkedIn here: https://www.linkedin.com/in/eloiseleeson/

Olim's website: https://www.olimcomms.com/

We have a packed house for this session of Hypergrowth Banter. Patrick Downs and Francois Bourdeau join Bryan Whittington for another episode of "Hypergrowth Banter" to take a deep dive into sales messaging.

Francois' LinkedIn: https://www.linkedin.com/in/fbourdeau/

Patrick's LinkedIn: https://www.linkedin.com/in/patmike/

Bryan's LinkedIn: https://www.linkedin.com/in/brywhittington/

ebs/growth's Website: https://ebsgrowth.com/

The Talent, Sales & Scale Podcast returns for Episode 47 with Ben White, Director of Talent Acquisition at Titus Talent Strategies.

Ben and Bryan dive into the hiring strategies that will help you scale your business in 2021.

-Maneuvering the hiring process in relation to COVID - 19

-The power of a fantastic candidate experience 

-Quick fixes you can make to your interview process

Connect with Ben on LinkedIn: https://www.linkedin.com/in/benwhitecir/

The magnificently talented and insightful Todd Caponi joins Bryan Whittington for another episode of "Hypergrowth Banter"

Todd and Bryan break out the white board for a comprehensive session on motivating sales professionals and much more!

Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/

Todd's website: https://www.transparencysale.com/

Bryan's LinkedIn: https://www.linkedin.com/in/brywhittington/

ebs/growth's Website: https://ebsgrowth.com/