B2B Growth Think Tank

As cash flow and profit always win the day, it's vital to measure and track your numbers, finances and KPI's, not only be able to accurately project your growth accurately, but by doing so you'll uncover hidden opportunities that - with a small shift - could give you a radical boost to your sales and profitability. Which is why you're gonna get a tonne of value from today's conversation with Adam Hoeksema. Adam has built a successful business helping over 40,000 businesses to see how making small changes can have a dramatic impact on revenue, cash flow and profitability. He does this as the Co-Founder of ProjectionHub, where since launching the company in 2012 with his brother, they provide software, templates and consulting services to create financial projections for investors, lenders and internal planning. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Connect with Adam Hoeksema on LinkedIn Visit Projection Hub Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

“We're having a big challenge around hiring at the moment. For each position we probably receive 300+ applications. Between reviewing CVs, cover letters, projects, phone interviews, and in-person / video interviews, we probably spend upwards of 40 hours finding each hire. We have started using a recruiter, which has cut the time that we spend to about 10 hours per position, however, we now pay a great deal in fees. Any ideas on how to improve things in this area?" This is today's listener question that Adam King and his guest Adam Hoeksema from Projection Hub brainstorm and mastermind solutions to on The Virtual Hot Seat section of The B2B Growth Think Tank. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Connect with Adam Hoeksema on LinkedIn Visit Projection Hub Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth is Csaba Borzasi.  Csaba is a master of the timeless fundamentals of the “ultimate persuasive skill”: direct response copywriting. He's a former psychology researcher who has combined this skill set with copywriting in a pretty cool and unique way, breaking down 100 proven sales letters in 100 days to uncover the master secrets of the most elite copywriters of all time, while documenting his process through daily YouTube videos. Today as Founder of Game of Conversions, he helps ambitious businesses convert more casual leads into high-AOV customers and plug the holes in their “leaky” marketing and sales processes. Mentioned On This Episode Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Connect with Csaba on LinkedIn Visit Game of Conversions Check out Csaba's break down of 100 best sales letters of all time Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

“Challenge: making my message crystal clear to a potential client, and making it stick. I don't want to feel like I'm pissing people off with my message. How to do so in a way that adds value, gets interest and doesn't feel slimy? This is today's listener question that Adam King and his guest Csaba Borzasi brainstorm and mastermind solutions to on The Virtual Hot Seat section of The B2B Growth Think Tank. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Connect with Csaba on LinkedIn Visit Game of Conversions Check out Csaba's break down of 100 best sales letters of all time Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In the final part of my series on Strategic Alliances, I'm sharing types of strategic alliance agreements and contracts that maximise profit and avoids rip offs. Not every Strategic Alliance requires a formal contract or agreement, especially things like co-marketing, podcast appearances or other forms of exposure.  But when there's money, resources or a transfer of IP involved, it can make more sense to understand how these should be structured to protect each party. Just in case... So check out the episode to learn about your options! And make sure you check out the rest of the episodes in the series: Episode 1: What is a Strategic Alliance? (& Why It's The Marketing Strategy That Consistently Outperforms Everything) Episode 2: 14 Reasons Why You Should Use Strategic Alliances For B2B Business Growth Episode 3: The REAL Power of Strategic Alliances For Any Business With Ambitions For Growth Episode 4: The 8 Most Popular And Profitable Types of Strategic Alliances For Small, Medium & Large Businesses Episode 5: How To Select Your Perfect Strategic Alliance Partner: Tips For Choosing A Players Episode 6: Why Most Strategic Alliances Are Doomed From The Start (& What To Do Instead) Episode 7: How To Generate Leads & Clients With Strategic Alliances: 10 Specific Examples Episode 8: Strategic Alliances For Maximum Exposure, Building Authority & Winning New Business: 10 Simple Ideas Episode 9: 10 Surprisingly Powerful Ways to Build Your Business through Strategic Alliances Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 9 of my mini series on Strategic Alliances, I'm going to show you I'm going to show you 10 examples of ways that you can use Strategic Alliances in your business that you may never have considered.  A few of those ways are... Advisors for your Board to help you grow Raise money to help you grow and scale Invest in others to help them grow and scale Listen to the episode to get all 10! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 8 of my mini series on Strategic Alliances, I'm going to show you 10 examples of ways that you can use Strategic Alliances in your business that you may never have considered to get more exposure, build your authority and win new business that you may never have considered.  Here's just a few of them... Podcasts for you to be a guest on Contests/ Giveaways for you to be a part of Summits/ events to speak at Introductions to key people to help you grow Listen to the episode to get all 10! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 7 of my mini series on Strategic Alliances, I'm going into more detail about how to use them to generate leads, without spending a penny! I'm going to show you no less than 10 different ways that you can use Strategic Alliances to generate leads and clients for your business that you may never have considered.  Here's just a few of them... Co-create a product or service Host a workshop together Swap solo emails or articles Host a group giveaway Listen to the episode to get all 10! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 6 of my mini series on Strategic Alliances, I'm going to show you how to avoid the mistakes most make when setting up Strategic Alliances and at the end show you a bunch of examples of how to avoid them.  Because the truth is most potential strategic partnerships are doomed from the start.  I don't mean to be negative, but it's true.  Just think how many people you've had a “coffee date” with after meeting them at a networking event where you both agree it makes sense to refer business each other's way.  How many referrals and leads came from this? I'm going to guess at not many.  Maybe you got a few, but nowhere near the level of benefit and growth potential that there could have been for both of you.  This happens because neither side took the initiative to make partnering an attractive proposition. One that's easy to say yes to and has clear benefits and expectations for both parties.  Simply reaching out and asking if they know anyone they could refer you to isn't going to work very well...  You need to get a little more creative than this if you're going to get engagement and buy in from any potential partner.  Armed with this knowledge, and the strategic foresight to understand the HUGE upside to partnerships, it's not the wisest decision to leave things up to chance.  YOU have to be the leader here. The key to getting someone interested in partnering with you, is to present it as an opportunity that gets THEM excited about partnering with you by offering specific ideas for how you can support each other.  These individual ideas eventually combine to form your Strategic Alliance Programme. This Is How You'll Stand Out  Don't do what most people who try (and fail) to build a Strategic Alliance Programme by making the other person do the work or try to figure things out. People are too busy for that when they don't know you.  So come up with ideas that are easy for them to say yes to. And if you want some to start you off, listen to the episode! Because when these partnerships develop, inbound referrals and leads become more consistent and opportunities close faster. When you take a well structured and strategic approach to partnering, you go from being a nice idea your partners “might” get around to helping some day, to an irresistible “Business Growth Partner” they can't stop raving about. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 5 of my mini series on Strategic Alliances, I'm going to show you a simple way to make a list of your perfect Strategic Alliance partners, and give you a few real life examples at the end to help you visualise doing this for yourself. The first step is to define the types of partners you would like to have in your “crew”. You're going to want to create an initial list of 20-30 non-competing business types. These are your potential partners and referral sources.  Think about the types of non-competing businesses that sell or provide services or products to your ideal clients, either before they need your service, instead of your services or after they have used your services. What do they do? What services do they offer? A Few Examples Let's say you're a mortgage broker specialising in first time mortgages. It doesn't make sense to pair up with another mortgage broker, but it makes a lot of sense to look for successful estate agents who might be willing to partner with you to share clients. Any first time buyers that enquire, or they help to have an offer accepted are going to need help with mortgages. But as you're a mortgage broker who specialises in first time buyers, you're not going to be a competitor to another broker who specializes in, say, mortgages for self employed contractors. So you could partner with those too, even though you may at first glance consider yourself in competition with each other.  Another example is if you are a Financial Advisor you could look to partner with an Accountant or Divorce Solicitor. They are in a prime position to know when their clients need an advisor, and you are in an ideal position to know when your clients may need their services. Or if you sell to small businesses, then you could develop partnerships with other businesses that work with small business owners. Think banks, accountants, insurance brokers, solicitors, printers, graphic designers, web designers, software companies, IT consultants, leadership trainers, HR trainers, sales trainers…  Hopefully you're starting to see the size of the opportunity with this! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 3 of my mini series on Strategic Alliances, I'm talking about some of the most popular and profitable types of Strategic Alliances that you could use in your business. Seriously, this will open your mind to the possibilities around strategic alliances you've probably never thought, with some practical examples of them in action. By the end you'll have 8 different ideas for how to use Strategic Alliances, so you can start to develop your own ideas on how to use them profitably! A few of the 8 types... Reactivating Inactive Buyers Endorsements Up/Cross Selling Distribution Discover all 8 by listening to the episode! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 3 of my mini series on Strategic Alliances, I'm going to show you how Strategic Alliances can boost your client generation and profits very quickly. But first, what I'd like to really encourage you to do from now on, is to really think about the concept of access as an asset.  In the case of Strategic Alliances, you're getting access to other people's network, audience, client base, knowledge, connections, etc. which in turn becomes an asset for your business.  Access Is Also An Accelerant Access for you, to your partners audience and network, is an accelerant for your business. It speeds up how you get in front of your ideal clients. It cuts the time you need to spend building trust with prospects, as your recommendations and endorsements come with that already implied and built in. Can you see when you get this, how you can attract clients to your business, and potentially earn revenue in a way that you've never had before? It Works BOTH Ways The real benefit of Alliances though is that access isn't just an asset and an accelerant for you, but also an asset and accelerant for others that you can help. Both for your partners, your clients, their clients, their friends, their families. Once you increase your access, you can then use this to provide others access to things they didn't have before. Which accelerates your reach and exposure to their network, and further increases your access. And so it goes on… The network effect here is exponential, and offers huge benefits to everyone in it.  Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

In part 2 of my mini series on Strategic Alliances, I cover some of the major benefits of Strategic Alliances, so that by the end you'll know 14 reasons why you should use strategic alliances for B2B business growth. Seriously, this will open your mind to all the possibilities around strategic alliances you've probably never thought. By the end you can start to develop your own ideas on how to use them in your own business! So let's look at a few of the 14 reasons... Increase market penetration... Develop new business opportunities through new products/services... Diversify your product/service offering to your current client base... Reduce costs... Leverage resources others have invested in... Discover all 14 by listening to the episode! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

This is the first part of my series on Strategic Alliances, and why they can literally transform your business. Strategic Alliances are so effective because one of the most reliable ways to grow your business is...  To get other people to help grow it for you!  Why would other people want to help you to grow your business you may ask? It's quite simple really… By helping them grow theirs too! In simple terms, this means creating relationships with specific people and businesses that sell to the same buyers you do, but offer a different solution.  You don't compete with each other, you complement each other.  Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Jose Palomino. Jose is an expert at identifying the multiple areas in a business that are constraining revenue , and the multiple points which can be leveraged to maximise hidden opportunities for growth. He's the Host of The Revenue Throughput Podcast and Founder of Value Prop Interactive where he helps business owner-operators gain control of their revenue and profits using his proprietary Revenue Throughput System", a unique process that diagnoses the volume and velocity that a business converts opportunities into revenue and gives his clients a high-level view of their business and a clear game plan for explosive revenue growth. Now doesn't that sound pretty intriguing?! Plus we help out another business leader on The Virtual Hot Seat where we're answering the question... “How do I compete with low cost or overseas outsourced providers and show the real ROI of working with us?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Listen To The Revenue Throughput Podcast Visit Value Prop Website Connect with Adam on LinkedIn Connect with Jose on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Have you ever thought about what would happen if you couldn't go to work for a week, or a month, or even two months?  How would you deal with it? Would things be able to continue without you, or would things grind to a halt?  I've only ever really considered this question as a "thought exercise"... Until it actually happened to me in July when I was taken to hospital by ambulance, spent 5 days there and a further 6 weeks pretty much bedbound on medication that made it very difficult to think, let alone work! So as regular listeners may have noticed a change in the release schedule, this is the first time I've been able to record an update as to the reason why, and exactly what happened.  Plus I give some thoughts about what you can learn from my ordeal, how it's impacted my mindset, my business and how I'm looking at the future with renewed enthusiasm as I continue my recovery! Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Simon Severino. Simon has a pretty impressive skill set that he uses to help business owners in SaaS and services to double their revenue in just 90 days.  In fact, he not only helps, he GUARANTEES it!  He's the CEO and founder of Strategy Sprints which is a global team of certified Strategy Sprints® Coaches which offers a customized strategy to help clients gain market share and work in weekly sprints which results in fast execution.  He is also a Forbes Business Council Member, a contributor to Entrepreneur Magazine, a member of Duke Corporate Education and host of The Strategy Sprints Podcast. Plus we help out another business leader on The Virtual Hot Seat where we're answering the question... “How do you create repeatable and scalable services that clients want to buy, pay a premium for and gets them results?” Click here to listen / watch the Virtual Hot Seat with Stefan Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit Strategy Sprints Website Connect with Adam on LinkedIn Connect with Simon on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

“My challenge is that as a digital agency, we have a menu of things we can do for clients, and this means that everything we do is customised to each client. This makes both the sales cycle and delivery of services longer and unpredictable. It also means that we are often price compared against other agencies, resource heavy and our margins are tight which makes it a real challenge to scale. How do you create repeatable and scalable services that clients want to buy, pay a premium for and gets them results?"   This is today's listener question that Adam King and his guest Simon Severino brainstorm and mastermind solutions to on The Virtual Hot Seat section of The B2B Growth Think Tank. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit Strategy Sprints Website Connect with Adam on LinkedIn Connect with Simon on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Stefan Smulders, founder of Expandi.io. Now Stefan is someone who I know is going to blow your mind a little by sharing some of his most powerful, practical and ready to use strategies to improve your LinkedIn game. Using these strategies he's helped clients in dozens of different niches book tons of new sales appointments on their calendar, explode their growth and drastically increase their revenue through implementing social selling funnels. He's a SaaS Entrepreneur who bootstrapped his way from zero to $6M ARR in just 17 months by creating the world's safest software for LinkedIn Automation, Expandi.io.  LinkedIn is BOOMING, and there's a ton of opportunities to generate leads and win business, but only if you play your cards right because the rules are changed. It's not a numbers game anymore and you have to have the right strategy to fit today's reality if you want it to work for you. So as Stefan not only has the strategies, but gets to see the data and success from his clients, I'm excited at the prospect of getting some seriously powerful takeaways today, and honoured to welcome Stefan Smulders to the show! Plus we help out another business leader on The Virtual Hot Seat where we're answering the question... “Should I Go Direct To Market Or Develop Channel Partners?” Click here to listen / watch the Virtual Hot Seat with Stefan Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit Expandi.io Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

“I've developed a SaaS software that helps businesses generate more social proof by automating the way they capture, generate and publish customer success stories / case studies using an AI powered “Virtual Agent” to interview customers. It then creates multiple sales, marketing and content assets that they can use throughout the entire buyer's journey. My challenge is I'm in a bit of a “chicken and egg” situation. I'd like to go to market by licencing the software to marketing agencies and other businesses where “digital marketing” touches some aspect of their service, to help them expand their offerings and grow their revenues, but I don't yet have enough end user feedback to validate the product will have the demand I expect.  Any thoughts on the direction I should go?"   This is today's listener question that Adam King and his guest Stefan Smulders brainstorm and mastermind solutions to on The Virtual Hot Seat section of The B2B Growth Think Tank. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit Expandi Website Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Roland Vanbuchin. Roland is a disruptor, serial Entrepreneur and Author of the Dream Selling Business. He's executed go-to market strategies, digital selling and sales enablement activities for Fortune 100 companies like Dropbox Business, BMC Software and Oracle Corporation. Today he runs VANX Digital, VANX Business Consulting and is an International Sales Trainer at the VANX Sales Academy, which empowers B2B sales professionals to sell digital and reach C-level decision makers faster by combining digital media advertising with sales enablement and personalized video messages.  Roland actually used one of these videos to get my attention and I have to say that it's without a doubt the most original, personal and most effective outreach message I've ever been on the receiving end of, so I'm a total advocate and I know you will too after today's episode.   Plus we help out another business leader on The Virtual Hot Seat where we're answering the question... “How Do I Find Qualified Leads For My Service?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit VANX Digital Connect with Roland on LinkedIn Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

“Our biggest growth challenge is consistently finding the right podcasters for our service. It's tough to narrow down a prospect list to separate the hobby podcasters from those using it as a lead gen channel and investing in the resources to produce a professional quality show.  It's more difficult to find qualified leads vs say a B2B professional services provider who can use Sales Navigator to filter down their exact target market with the budget for their services. What would you advise?"   This is today's listener question that Adam King and his guest Roland Vanbuchin brainstorm and mastermind solutions to on The Virtual Hot Seat section of The B2B Growth Think Tank. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit VANX Digital Website Connect with Roland on LinkedIn Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Martin Lucas. Martin excels in making the complex simple. And I mean REALLY complex, as he has decoded the brain mechanics, (the science, psychology and mathematics), of decision-making. He spent four years of research and development to figure out how thinking and decision-making works, from which he designed The Matrix, which allows his clients to understand their audiences, how to segment, how to treat them, how to speak to them and what to show them every day, every week, month and season, and adapt as both the market and the consumer adapts. As well as running Gap in the Matrix, he's also published three books, is a three times business founder, sat on boards, written a paper for the Prime Minister, run events with Google, won awards for leadership, sales and growth, received a commendation from the Home Secretary and been interviewed by Forbes. Plus we help out another business leader on The Virtual Hot Seat where we're answering the question... “How Do I Generate Leads And Sales With Online Advertising?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit Gap In The Matrix Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

“We've decided to start running some paid ads, probably mostly Facebook to start with, but it's pretty overwhelming trying to figure it all out. It's just as overwhelming knowing who's actually good at doing this. I don't know if I should have a staff member learn and pay for their training, or pay an agency. What would you advise?”   This is today's listener question that Adam King and his guest Martin Lucas brainstorm and mastermind solutions to on The Virtual Hot Seat section of The B2B Growth Think Tank. Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Visit Gap In The Matrix Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Araks Nalbandyan. Araks has a pretty impressive background in “growth hacking”, and is the Director of Digital Marketing at 10Web which helps freelance developers and web/marketing agencies cut costs and increase revenue, find and manage more clients, secure client retention with super fast and high-quality services and find ways to grow their business with the help of growth hacking. A big part of her success has come through identifying high leverage collaborations and partnerships with top industry influencers and companies such as AppSumo, Product Hunt and WebARX.  And as I'm a huge advocate on the power of partnerships, this is going to be a super valuable episode if you're looking for new ways to grow. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How Do I Generate More Referrals Specific To My Target Vertical?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Connect with Araks on LinkedIn Visit 10Web Website Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

"How Do I Generate More Referrals Specific To My Target Vertical?" This is today's listener question Adam King and his guest Araks Nalbandyan brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank.

Joining me today to talk business growth, and help out a fellow business leader on The Virtual Hot Seat, is none other than Mark Schaefer. Mark is a globally recognised author, speaker, podcaster, and business consultant whose work sits at the intersection of marketing, technology, and humanity.  And when I say globally recognised, I REALLY mean it… He's consistently listed among the Top 10 Marketing Influencers in the world. He's the seventh-most mentioned person by CMO's on Twitter  He's among the Top 10 most retweeted marketing authorities in the world.  He's regularly sought out for his expertise for media channels such as CNN, The Wall Street Journal, The New York Times and CBS News. He is the best-selling author of nine popular books… including the very first book on influence marketing Return on Influence, Marketing Rebellion, KNOWN, and his latest book Cumulative Advantage: How to Build Momentum for Your Ideas, Business and Life Against All Odds. His blog, GROW is one of the top five marketing blogs of the world, and  His podcast “The Marketing Companion” is one of the top 10 marketing podcasts on Apple Podcasts, with over 1.2 million downloads. And that's the short version! Yet there's one principle that runs through not only what led to all these accolades and success, but throughout Mark's 30+ years of research, experience, and wisdom… And that is success is available to anyone when they focus on building “relentless momentum” So if you want to know how to apply this principle to create your own “Cumulative Advantage” then you're going to love this episode. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How Do I Generate Leads and Clients From My Content?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Connect with Mark on LinkedIn Mark Schaefer's website The acclaimed marketing blog, {grow} Get Mark's Book The Cumulative Advantage & Bonuses The Marketing Companion Podcast Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

"How Do I Generate Leads and Clients From My Content?" This is today's listener question Adam King and his guest Mark Schaefer brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank. Grab Your Free Revenue Multiplier Calculator Connect with Mark on LinkedIn Mark Schaefer's website The acclaimed marketing blog, {grow} Get Mark's Book The Cumulative Advantage & Bonuses The Marketing Companion Podcast Connect with Adam on LinkedIn

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Zafer Karaca. Like many of us, Zafer had a very negative view of salespeople. He was an engineer by trade. But then something happened... He became a salesman.  That was 10+ years ago, and since then he has been very successful in several sales positions, including executive and senior management roles in IBM. All without having to become the “stereotype” he held around the profession.  Today at IBM he's Vice President of Cloud & Red Hat Synergy in the Americas, currently leading some of IBM's key growth initiatives across the United States for Global Markets in industries such as Financials Services, Distribution, Communications, Industrial and the Public sector.  You're not only going to get some fascinating insights inside the workings of a multinational organisation like IBM, but you'll also see that no matter how big the company, sales are made by people, for people. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How Do I Successfully Manage My Team Remotely?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Connect with Zafer on LinkedIn Visit IBM.com Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

"How Do I Successfully Manage My Team Remotely?" This is today's listener question Adam King and his guest Zafer Karaca brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank. Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Connect with Zafer on LinkedIn Visit IBM.com Connect with Adam on LinkedIn

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Colin Shaw. Colin is one of the original pioneers of the concepts of “Customer Experience”, having written no less than 7 books on the subject. Not only that, but he has been recognized by LinkedIn as one of the ‘World's Top 150 Business Influencers', and is one of the small number of ‘Official LinkedIn Influencers' with 289,444 followers. His management consultancy Beyond Philosophy LLC, has been selected by The Financial Times as one of the best management consultancies for the last three years in a row, and on top of helping his clients grow by helping them focus on finding value and identifying hidden, unmet customer needs that are PROVEN to drive revenue, he is also the co-host of the highly successful Intuitive Customer podcast. And I must admit from a purely selfish perspective, because he's taken my own world view of “thinking like the fish, not the fisherman” to a whole different level, I got seriously excited at the prospect of “geeking out” a little on exactly why Customer Experience is one of the highest leverage growth strategies out there, and how you can apply it. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How Do I Shift From A Service Model To A Consulting Model?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Listen to The Intuitive Customer Podcast Connect with Colin on LinkedIn Visit Beyond Philosophy Website Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How Do I Shift From A Service Model To A Consulting Model? This is today's listener question Adam King and his guest Colin Shaw brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank.

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Marcus Cauchi. Marcus has worked in over 500 segments of the market across 23 vertical markets helping his clients generate over £6.5bn in additional sales. Yes, you read that right, I said BILLION with a B! With over 30 years experience in sales, Marcus believes that selling is a service profession, not a self-service profession. Unfortunately he's found not everyone sees it this way... Which is why he's a man on a mission to clean up sales because of where the practice has been driven by the unscrupulous and incompetent. He's furious that the financial cart is being put before the customer success horse. He's livid that salespeople are being trained, encouraged and incentivised to lie, manipulate, and mis-sell by managers and leaders who make the customer pay a heavy price for their greed, lack of competence and soulless immorality. Part of this mission is the community - Sales: A Force For Good, where he's looking for 8 tech companies in the £10-50m revenue range who want to grow to £1bn in revenues by building a good highly profitable business, built on strong fundamentals, with highly engaged employees and customers for life without ever selling out to greed, self interest or bad investors. So buckle up, you're in for a bumpy but exciting ride on this episode! Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How do I help our sales people sell to prospective clients so they don't sound desperate (even though we are)?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Marcus on LinkedIn Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How do I help our sales people sell to prospective clients so they don't sound desperate? This is today's listener question Adam King and his guest Marcus Cauchi brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank. Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Marcus on LinkedIn Connect with Adam on LinkedIn

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is Jim Karrh.  Jim has an expertise in helping businesses break through the noise and grow through more effective and consistent customer conversations.   This is something I 100% see as a huge challenge, as too many professionals today are missing out. They have a lot to offer, but their message isn't right, or they lack enough messengers to share it, or the entire process seems unmanageable. Jim is sharing strategies built on years of success as a consumer researcher, award-winning corporate marketing leader, and now consultant, speaker, and coach to businesses ranging from startups to members of the Fortune 500.  He's also the author of The Science of Customer Connections: Manage Your Message to Grow Your Business and the host of “The Manage Your Message Podcast.”  As this is one of my personal favourite topics and a huge growth lever when you nail it, you're going to get a lot of value out of this episode! Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How do I effectively differentiate my business in a very crowded market?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Jim on LinkedIn Visit JimKarrh.com. Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How Do I Effectively Differentiate My Business In A Very Crowded Market? This is today's listener question my guest Jim Karrh and I brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank Grab Your Free Revenue Multiplier Calculator

Running a business is no walk in the park. It's a dream for many, and when you finally take the plunge you face all manner of new challenges everyday. There's plenty out there about these kinds of things. Yet there aren't many people talking about the other “dark side” (Star Wars nerd…) of running a business… actually having success and achieving that “dream”. See, success isn't always all unicorns and rainbows. Every new level of success brings a new level of problems. As now you have to deliver. Not just for your clients, but for your team, your family and yourself. And that's a heavy burden to face, especially when you feel like you have to bottle up the stress and pressure that comes with it. So here's the reality about the “dark side” of success... The level of thinking, actions and brainpower that got you to the point you're at today, isn't going to get you to the point you want to be at tomorrow. That's why if you want to grow your company, it is YOU that needs to EVOLVE first. Which is exactly what my guest Byron Morrison is an expert in helping you do.  Byron is the author of The Effective CEO, speaker and mindset and high performance coach who helps CEO's Evolve so that they can handle the shadow side of success, by upgrading their brain power so that they can handle this new level of pressure, without crumbling or losing their composure. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How do I come up with content ideas, publish more consistently and choose the right channels for my recruitment firm?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Byron on LinkedIn Visit ByronMorrison.com. Get a copy of The Effective CEO Book Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How Do I Come Up With Content Ideas, Publish Consistently and Choose the Right Channels? This is today's listener question my guest Byron Morrison and I brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank Grab Your Free Revenue Multiplier Calculator

Joining me today to talk business growth and help out a fellow business leader on The Virtual Hotseat is someone with a pretty incredible track record.  Doug C. Brown has created over 35 companies and generated over $500 million in sales. His last client made $3 million in 5 weeks, and his most outstanding professional achievement is increasing a company's close rate by 862% and their revenue growth by 116%... ...In just four months! He's also a 12-year veteran of the US Army, proud father of two wonderful daughters, and as a highly acclaimed Sales Revenue Growth Expert and international bestselling author, his mission today is helping companies grow their sales revenue and to have better-performing sales teams. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “I'm looking at hiring our first sales person to help take us to the next level, but I'm a little inexperienced with what to look for, how to manage them and how to decide on a way to structure their commission. Any advice?” Mentioned On This Episode Grab Your Free Revenue Multiplier Calculator The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Doug on LinkedIn Visit BusinessSuccessFactors.com. Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How Do I Hire My First Sales Person To Take Us To The Next Level? This is today's listener question my guest Doug C. Brown and I brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank Grab Your Free Revenue Multiplier Calculator

This is the recording of a LIVE Virtual Hotseat panel where my 3 expert guests and I help out 3 other business leaders by brainstorming actionable ideas for solving real current challenges, or helping them to maximise an opportunity in front of them! During this 1 hour livestream we covered: I'm The Bottleneck - How Do I Fix This? Ideas For Moving Into A New Market Losing Opportunity Through Lack Of Follow Up Strategy - What Can I do? Joining me on the panel: Matt Johnson: Agency Owner, Podcast Production & Growth Expert, Best-Selling Author and Host of MicroFamous Podcast.  Dean Soto: Systems & Business Process Genius, Creator of "The Virtual Systems Architect" and Outsourcing Expert.  Byron Morrison: Best-Selling Author, Speaker, Mindset and High-Performance Coach.  Enjoy! Watch the Livestream here Mentioned On This Episode The Revenue Multiplier Calculator & Training The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Adam on LinkedIn Find Out How To Have Matt Johnson Launch & Manage Your Podcast at Pursuing Results Listen To The MicroFamous Podcast Listen To Matt Johnson's First Interview on The Client Catching Podcast Connect with Matt Johnson on LinkedIn Find Out How To Have Dean Soto Systemise Your Business With A Virtual Systems Architect at FreedomInFiveMinutes.com Listen To Dean Soto's First Interview on The Client Catching Podcast Connect with Dean Soto on LinkedIn Find Out How To Gain Control Of Your Role & Get The Effective CEO Book at ByronMorrison.com Connect with Byron Morrison on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Joining me today to help out a fellow business leader on The Virtual Hotseat is Bill Prater.  Since 1999, Bill has helped Business Owners and Entrepreneurs in more than 50 different industries achieve real, measurable results using his unique approaches to grow revenue, increase cash flow and magnify business value. In this time he's earned his reputation as America's Business Alchemist™ by helping business owners and entrepreneurs break free of inertia and accelerate into the future they dream of through his Scaleology® and the Business Mastery System™ which he uses as the core foundational principles of dynamic and continuous business growth. And as he loves nothing better than sharing what he has learned by working with those who are dissatisfied with the status quo and eager to transform themselves and their business, I know this is going to be an incredibly valuable episode and hot seat session. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How can we recover from losing our biggest client?” Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Bill on LinkedIn Visit BusinessMasterySecrets.com Listen to the Supercharged Business Success Podcast Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How can we recover from losing our biggest client? This is today's listener question my guest Bill Prater and I brainstorm and mastermind solutions to on The Virtual Hotseat section of The B2B Growth Think Tank

If you're even slightly uncomfortable with the idea of networking, marketing, or selling, then you're gonna love this episode.  Especially if you also love the idea of being able to Book Yourself Solid with clients! And you're going to love it even more if like many service professionals, you understand both the importance and power of combining collaboration and relationships to get more clients. I say this with complete confidence, because my guest today is Matthew Kimberley, Head of Book Yourself Solid Worldwide, where he and his team licence the proprietary Book Yourself Solid business development and marketing system to coaches across the globe. The Book Yourself Solid system is based on the book written by Michael Port, and has been successfully used by thousands of service business owners who have used it to get more clients, enjoy more success, spend more time on their business, and less time in it. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “How Do I Add A Revenue Stream To My Business?” Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Matthew on LinkedIn Visit BookYourselfSolid.com Get Matthew's Free Guide: 5 Things You Need To Do Every Morning To Get More Coaching Clients In The Next 60 Days Listen to the Marketing For Coaches Podcast Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How Do I Add A New Revenue Stream To My Business? This is the question sent in by a listener that my guest Matthew Kimberley and I answer and brainstorm ideas on today's Virtual Hotseat. Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Matthew on LinkedIn Visit BookYourselfSolid.com Get Matthew's Free Guide: 5 Things You Need To Do Every Morning To Get More Coaching Clients In The Next 60 Days Listen to the Marketing For Coaches Podcast Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page

2020 changed the way most “traditional” businesses that mainly operate offline work, and many struggled to adapt to a virtual world.  But that struggle needn't be quite as hard, as so much of the value people like this have is locked up in their expertise, skills and ability to get their clients results. They just need a different way of delivering this to their clients.  And my guest today knows exactly how to help you do this! Dan Netting has spent 8 years building a business around packaging and selling expertise online, all in a very niche and traditionally offline based industry, motorcycle track riding techniques.  After learning what it takes to create amazing online learning experiences that really deliver, today he helps other coaches, consultants and trainers take their expertise online, with a focus on creating something that's built on the foundations of the  positive impact it has on other people. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... “I know how valuable it is to build my influence with video, but I'm so uncomfortable doing it. What's the most impactful way of doing this so I don't hurt my brand by being so bad?” Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Dan on LinkedIn Get Dan's FREE Guide: 5 Steps to Packaging Your Expertise Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How Do I Build My Influence With Video Content? This is the question my guest Dan Netting and I answer and brainstorm ideas on to help out a listener on today's Virtual Hotseat. Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Dan on LinkedIn Get Dan's FREE Guide: 5 Steps to Packaging Your Expertise Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page

Negotiation is something we all have to both accept, and get better at. If you're like most people, when you think about negotiation, you picture people talking to “the other side.” Whether you're pitching to a client, negotiating a contract, or arguing over how much chocolate pudding is enough at dinner time, negotiators are people trying to persuade other people of their point of view. But that's only half the story. And it's why today I've invited a guest who is an expert in negotiation, and why persuading others is just part of what it takes to be successful. Alistair McBride has started numerous small businesses, and today is a coach, facilitator and trainer who is also a regular guest lecturer at multiple universities in Ireland on topics such as Cognitive Behavioural Coaching, Entrepreneurship, and Innovation. He coaches executives and business owners across an array of industries, including software, law, aviation, telecoms, and corporate finance to name a few. Over the past few years he's been giving his clients the Psychological Edge in Negotiation and has a new program out called Goliath Negotiation Method. Plus we help out another business leader on The Virtual Hotseat where we're answering the question... How do i get clients now that events, exhibitions and meetups are out of the question? Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Get Your Free Negotiation Cheat Sheet and Email Mini-Course This 2 page cheat sheet checklist will help you prepare for even the toughest negotiation, to ensure you get a better deal. Visit AlmcBride.com Listen To The Dealing With Goliath Podcast Connect with Alistair on LinkedIn Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

How do i get clients now that events, exhibitions and meetups are out of the question? This is the question my guest Alistair McBride and I answer to help out another business leader on The Virtual Hotseat section of this episode of The B2B Growth Think Tank. Resources  The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Get Your Free Negotiation Cheat Sheet and Email Mini-Course This 2 page cheat sheet checklist will help you prepare for even the toughest negotiation, to ensure you get a better deal. Visit AlmcBride.com Listen To The Dealing With Goliath Podcast Connect with Alistair on LinkedIn Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

Should I create a 5 year plan or focus on short term goals? This is the question my guest Dr Roxie Mooney and I answer to help out another business leader on The Virtual Hotseat. Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Dr Roxie on LinkedIn Visit LegacyDNA Website Get Dr Roxie's Book - How Health Innovators Maximize Market Success: Strategies to Launch and Commercialize Healthcare Innovations Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page  

On this episode of The B2B Growth Think Tank I'm taking a deep dive into something known as The Diffusion Of Innovation in B2B Marketing with Dr Roxie Mooney from Legacy DNA. As a Healthcare Commercialization Strategist, who helps health tech innovators unlock their path to profit, Dr Roxie has transformed 20 years of business practice, 7 years of researching over 500+ peer-reviewed articles, and 160+ interviews with health innovators into a repeatable method to go from an idea to full-scale adoption.  Today she is the founder of Legacy DNA where she advises startups and emerging healthcare brands, and is the international best selling author of “How Health Innovators Maximize Market Success: Strategies to Launch and Commercialize Healthcare Innovations.” Plus we help out another business leader on The Virtual Hotseat where we're answering the question... In this current climate, should I still continue to create a 5 year plan for my business with such uncertainty around, or just have a short-term focus in favour of short-term results? (listen in at 30.00) On this episode: A shocking statistic about success. Why first mover advantage isn't always what it's cracked up to be. The biggest mistake most make when launching a new offer. The Importance of being problem focused. The keys to a winning word of mouth strategy. Dr Roxie's No.1 growth strategy. And much more! Mentioned On This Episode The Growth Accelerator Implementation Programme Join The B2B Growth Think Tank Community Connect with Dr Roxie on LinkedIn Visit LegacyDNA Website Get Dr Roxie's Book - How Health Innovators Maximize Market Success: Strategies to Launch and Commercialize Healthcare Innovations Connect with Adam on LinkedIn Get My Free Book Conversational Relationship Marketing Get More Free Business Growth Resources on The B2B Growth Think Tank Listener Gift Page