Business Growth On Purpose

In the $5M-$50M space, we see a lot of business owners who struggle with this tension: big picture strategy versus day to day operations. In order to keep your high level goals on track, you need to keep your vision simple and clearly understandable. That's why in this episode, Jose brings you a clear 4 step plan to set and track your strategic trajectory. Using the picture of a rocket ship, we cover: THE TARGET: the customers, the margins, market share - the key measurable goals THE LAUNCHPAD: the resources, structure, and foundation that you use to launch your mission THE ROCKET: the "vehicle" you use to reach your goals is what you offer, your value proposition taking form THE CONDITIONS: the final factor to help you anticipate challenges and see opportunities in your environment Applying the Strategic Plan After listening to today's episode, we'd like to invite you to experience a strategic planning call directly with Jose Palomino. It's a conversation about where you are now as well as where you want to go. By the end, you'll have powerful ideas and specific actions you can take to push your growth forward. Reach out to jose@valueprop.com for an introduction.  

Today, we revisit a 3-part series on what to do when things are going well. We're digging into how to turn your current success into lasting prosperity. This first episode deals with a critical component many business owners think they get right.  When's the last time you took a thorough look at your best customer's business? How well do you understand their reality on the ground, especially their biggest problems that you can help solve? These are the kinds of questions Jose answers in this episode - you won't see your business the same when you're done.

Finding sales talent is hard. Finding talented sales leadership is harder. Today's guest is Tom Glason of Scalewise. Tom excels in finding sales talent for fast-growing businesses. He helps connect owners with what he calls "scrappy and skilled" sales leaders who can help bring a business to the next level. On this episode, Tom talks us through what it takes to build high-performing, highly-engaged teams and creating the systems and processes for scale.  After listening to today's episode, visit Scalewise to learn more about how their Scale Experts help build sustainable and scale-able startups.   

Our guest today is David Valentine of Avadel. David is an expert in reaching out to get appointments. You'll want to listen carefully to today's episode if you operate in a B2B company where you need to get in front of the right decision-maker to drive your business forward.     Dave owns 7 businesses that have generated over ONE BILLION dollars collectively for over 1000 clients, including major brands and Fortune 100 companies like Target, Time magazine, and American Express. At the age of 29, his doctor said, “Are you prepared for your heart attack?” Dave realized he needed to learn how to scale his businesses without being overwhelmed by stress. His life depended on it. Dave now runs multiple companies from the mountains in a house by a river with three waterfalls. After listening to today's episode, visit Dave's website. Dave has generously offered to meet with our listeners, free of charge, and to gift our listeners with a free E-course that teaches business owners to create outrageous offers for themselves and their customers.  

In your B2B operation, is growth-driving PR a reality or a pipe dream? For some owners who reach moderate success without PR, they start to adopt a hindered mentality: "I don't need PR to keep growing." The truth is a little different - to scale your growth, you need to scale your strategic brand awareness. That's why Lindsey Groepper, President of BLASTmedia, joins us today. She's a specialist an helping B2B operations generate brand awareness that drives revenue growth in a powerful way. In this episode, we are going to talk about PR. We will discuss if PR is still relevant; especially in mid-market B2B. And if it is relevant - how you as an owner, can use PR in a practical manner to leverage growth in your business.      After listening to today's episode, check out Lindsey's podcast, SaaS Half Full. In her podcast, Lindsey talks with top marketing leaders who are crafting unique strategies for success.  

Our guest today is Tim Hughes, Co-Founder, and CEO of DLA Ignite. Tim helps organizations of all sizes figure out ways to create relationships and conversations that lead to sales.  Tim is universally recognized as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, Linkedin said he was one of the top 8 sales experts globally to follow and Brand 24 announced recently he was the 16th most influential person in marketing globally, based on measured social media influence. He is also the co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. He has recently launched a second edition of “Social Selling - Techniques to Influence Buyers and Change Makers” which has been fully updated.  After listening to today's episode, check out the second edition of Tim's book, “Social Selling - Techniques to Influence Buyers and Change Makers”.   

Today's guest is Aaron Marks, President of Aspire Marketing Group. Aaron will help us understand the practical first and next steps business owners might take in utilizing new technologies to grow their businesses.    Aaron has nearly two decades of marketing leadership expertise, focused on digital and inbound marketing.  From commercializing high-profile VC-backed startups to driving measurable growth at Fortune 500 companies, Aaron has helped companies of all sizes strategize and deliver marketing success.  Aaron has translated this expertise into practical and actionable insights for numerous audiences, including speaking at conferences, serving as a podcast guest, writing guest articles, and even serving as a faculty member at training institutions. After listening to today's episode, visit Aaron's website to find a free playbook on how to double your lead generation.   

It's easy to think that "strategy" is only a priority for your market leaders – the trends setters. But we believe that for small to midmarket brands, strategy is the key that unlocks growth on purpose. Today, we recap the strategy series we created to bring powerful strategy to midmarket businesses.  

Today's guest is Dr. Michael Solomon, Professor of Marketing at Saint Joseph's University in Philadelphia. Michael has published many books, including the bestselling book on consumer behavior in the world. In today's episode, we will talk about what's changed in consumer behavior in the last couple of years, in light of COVID, and even the trends that may have been happening before then.   Michael literally “wrote the book” on understanding consumers. Hundreds of thousands of business students have learned about marketing from his books including, Consumer Behavior: Buying, Having, and Being; the most widely used textbook on the subject in the world.   Michael advises global clients on marketing strategies to make them more consumer-centric. His latest book – The New Chameleons: How to Connect with Consumers Who Defy Categorization won the NYC Big Book Award in the Marketing/Sales category.  As a Professor of Marketing (in the Haub School of Business at Saint Joseph's University in Philadelphia) and an industry consultant, Michael combines cutting-edge academic theory with actionable real-world strategies. Michael helps managers get inside the heads of their customers so they can anticipate and satisfy their deepest and most pressing needs – today and tomorrow. After listening to today's episode, visit Michael's website for his new online course on Customer Engagement.  

Many owners are concerned that when they sharpen their focus on a more specific ideal client, they might be leaving money on the table. It's a good question! Narrowing your focus is only one part of the equation, focused on helping you convert opportunities at a higher percentage and gain better-aligned customers. Now, it's time to strategically expand your focus using that target customer. We'll cover topics like: How to expand your relationship with your best clients How to identify new pools of ideal clients  

Our guest today is Sebastian Schieke of Sebastian Schieke & Company GmbH.  Sebastian mentors CEOs from around the world in building their ability to enhance their team's capacity to be high performance organizations.   In this episode, we'll discuss building a high-performance organization, developing people, and providing hope during tough times.   Sebastian is an entrepreneur, CEO mentor and coach, business angel, and investor. He has founded, operated, and grown multiple 7-figure companies.  Sebastian invests in startups, mentors, and coaches CEOs, and helps them move their teams forward. His expertise comes from a wealth of experience, including some challenging times. He knows what it takes to be successful and how to get there.  After listening to today's episode, check out Sebastian's podcast, The High-Performance CEO. In each episode, you'll hear how to drive your business forward and develop a healthy and thriving work culture for your organization.

In this episode, Jose Palomino joins host Hannah to explore essential strategies for guiding B2B companies through revenue plateaus toward purposeful growth. The discussion starts with a definition of revenue plateaus and an exploration of indicators of stagnation. Jose underscores the importance of diagnosing core issues, crafting a robust value proposition, and aligning marketing efforts with the strategic vision of the company. Throughout their conversation, they delve into actionable insights on differentiating in competitive markets, highlighting the critical role of owner-led leadership, and strategies for effectively communicating trust and value to customers. Jose enriches the discussion with practical examples and anecdotes, ensuring business leaders gain a comprehensive understanding of navigating toward intentional growth.

Our guest today is Rocky Lalvani of Profit Comes First. Rocky is a profit specialist. He helps small, owner-led businesses figure out ways to increase profitability. He does this strategically with a perspective that comes from doing this for a long time and for many companies.  Rocky Lalvani serves as Chief Profitability Adviser for business owners. He teaches owners how to ensure they get paid and make profit a priority.  As a certified Profit First Professional, he implements Mike Michalowicz's Profit First System. We change the accounting formula of Sales - Expenses = Profit to Sales - Profit = Expenses. This ensures Profit comes first! However, it's not about money at all costs, people come before money!) After listening to today's episode, visit Rocky's website to get two free chapters of "Profit" by Mike Michalowicz.   

Our guest today is Marcus Sheridan, author of "They Ask, You Answer". Marcus is a leader in how modern selling has to adapt to today's buyers. We will discuss simple things you can do to navigate the simple fact that buyers are in control.  Marcus Sheridan is a highly sought-after international keynote speaker known for his unique ability to excite, engage and motivate live audiences with his simple, yet powerful transformational business approach. He has inspired thousands of audiences and helped millions of people from all over the world to achieve their own success with his “They Ask, You Answer” philosophy. After listening to today's episode, check out Marcus' website to learn more about Marcus and to access a copy of his book, rated the #1 marketing book by Mashable, “They Ask, You Answer”.    

Today's guest is Steve Smith of GrowthSource Coaching. Steve is an expert coach for owners who are looking to transition back into a hands-on role in their business because they either want to grow their business, take it in a different direction, or rescue it. Whatever the reason, Steve is the guy who helps business owners figure out their why and connect with their people to create great results.   Steve is the owner of GrowthSource Coaching, an Orange County, CA-based business and executive coaching company that specializes in helping business professionals become extraordinary leaders, savvy business owners, and confident marketing strategists.  Steve's sole mission is to help business professionals develop their clarity, confidence, and operating performance so they can play at their highest potential. After listening to today's episode, check out Steve's eBook, "Ten Major Business Blind Spots".    

Our guest today is Kristen Noelle of KN Digital. Kristen runs a digital marketing agency focused on empowering organizations leverage content through all the digital mechanisms available to us today. We will discuss practical strategies to approach this without being overwhelmed or blown out by budget demands. It's all about finding an authentic voice and connect with people in a way that markets will demand from anybody selling anything.   Kristen is a copywriter and digital agency owner, helping companies bring LIFE to their online presence — by showing up with a strategy, systems, and soul. She believes the best small business marketing centers on human-to-human storytelling and never losing sight of a brand's essence. Kristen partners with CEOs, startup execs, and solopreneurs to help them grow businesses that feel fulfilling and freeing. At KN Digital, she enjoys leading workshops around content marketing and customer acquisition through story-based sales funnels. An ex-digital nomad, Kristen is currently based in Maryland (just outside Washington, DC) and enjoys working with clients all around the world. After listening to this episode, visit Kristen's website to schedule a free custom audit to learn where your marketing copy or funnel may be bleeding sales.  

The ability to efficiently scale your business is one of the most technical skills business owners need to learn. The best way to learn? Listen to business owners who have already done it successfully. Our guest today is Jan Cavelle, a veteran business scaler and thought leader. Jan is an entrepreneur from the UK who has a few decades of running micro and small businesses behind her. She is very familiar with all the challenges that go with that, having started one from the kitchen table when her children were small and she was a single mother, to go on to build that into a multi-million turnover business. Jan has put her entrepreneurial experiences together with her passion for writing together a book aimed at helping entrepreneurs to grow their businesses during the big leap of 1-10m. The book is called Scale for Success and it is now out in the UK, the US, and Australia, published by Bloomsbury, and her 2nd will be out in the New Year 2023. After listening to today's episode, visit Jan's website to learn more about her work.  

In today's episode, we welcome Ruth Klein, a seasoned expert helping high achievers and CEOs identify their unique differentiators to enhance their brand and profitability. Ruth shares her expertise in overcoming momentum barriers that high performers often face, from mental fatigue to the overwhelming sensation of burnout. She discusses how action and self-leadership can transform productivity and drive business success. Moreover, Ruth delves into the importance of visibility in today's market, emphasizing strategies like writing impactful books and engaging in joint ventures to break through the noise. Tune in to hear Ruth's actionable advice on maintaining momentum, the role of mindset in productivity, and how busy professionals can realistically achieve high visibility through thought leadership. Whether you're an entrepreneur, CEO, or aspiring thought leader, this episode is packed with practical wisdom and inspiration to help you achieve sustained business growth. After listening to today's episode, visit Ruth's website to learn more and to access her eBook, 5 Step Guide to Increase Productivity & Income!

Funding new businesses can feel like a high-stakes game. For some businesses, it's necessary to get off the ground, but it comes with great risk. It's why it's worth listening to someone who knows these waters if you're considering a funding option for the future of your business. Our guest today is Tom Maze of Alteza Capital. Tom is an expert in helping startups get funded and get going. He's done it himself successfully and will talk to us about what investors are looking for. Now, if you're an established business, listen carefully because we will discuss some principles that apply to you as you look at investing in expansion.     Tom Maze is a serial entrepreneur. Currently building multiple businesses, Tom continues to work with like-minded entrepreneurs to create, develop, and scale innovative and impactful companies around the world. After listening to today's episode, visit Tom's website to learn more about him and Alteza Capital.  

In today's episode, we are thrilled to welcome marketing guru Hannah Eisenberg. We will dig into the transformative shift in how buyers research and make decisions, emphasizing the growing preference for a seller-free experience. Hannah shares some eye-opening insights on in-house marketing, equipping your team, and leveraging AI to stay ahead. If you want to regain control of your marketing and sales strategy, this episode is a must-listen.  After listening to today's episode, visit Hannah's website to learn more.

If you've been a business owner for more than 5-10 years, you know not all customers are good customers. Some are nightmares that strain your resources and limit your growth. Some are like jet fuel with amazing synergy and strong profitability. We all want the second one, right? Strategy helps us identify exactly who that ideal client is and then build the business to attract THAT persona. Today, we're digging into how to target and attract clients that fuel your growth while avoiding bad fits that keep you from growing.  

Today's guest is Tyler Robertson, Founder, and CEO of Diesel Laptops. Today's episode is not about diesel or laptops, but it is about solving business owners' problems that matter. We will discuss how Tyler has grown his business to be a real powerhouse in the industry and how he has navigated some challenging times to build a more cohesive team and accelerate growth.  Tyler Robertson is an industry game changer who quit his job 7 years ago and started Diesel Laptops. His company has grown to over $50 million per year in revenue with 200 employees, and still growing! After listening to today's episode, visit Tyler's website to learn more about Tyler and his company.  

Serious, scaleable growth isn't as easy as the early days of your business. You uncover that not all growth is good growth. You learn things like that the biggest customers aren't always the best customers and some contracts hurt your growth more than they help it. That's why today, we're digging into the 4 KPIs that every owner needs to watch, each one a step further than the one before it. In this episode, we'll talk through how to accurately track and forecast: Revenue Growth Margin vs. Competitors Profitability - (more than your margin) Valuation Trajectory - how decisions now impact your exit plan

If you want to keep growing, you never want to be the biggest fish in the pond, right? You don't want to be the "lonely owner" who gets bogged down in their own echo chamber. Growth is best accomplished collaboratively, and that's why you need a sounding board. Today's guest is Phil Fraser. In today's episode, we are going to talk about something every owner knows they need, but not every owner takes advantage of. Specifically, we will be discussing the importance of finding someone that can serve as a sounding board as you process the many issues you face as an owner of a business. Phil is an expert in this because he has lived the journey of a business leader leading to a successful exit. He focuses now as a business sounding board for owners in the SME category.  Phil went from a kitchen table start-up, with no investment, to a multi-million-pound sale to a PLC 18 years later. He has traveled the complete SME business journey. Phil now works with ambitious SME-owners as a Business Sounding Board (think somewhere between Business Coach, Business Mentor, and ‘personal NED').  In simple terms, he is a pair of ears and an extra pair of eyes' for SME Owners helping them to be better at what they do. Phil's mantra is, "It doesn't need to be lonely at the top". After listening to today's episode, connect with Phil to learn more!  

Hard work. Trial and error. Life long learning. These are a few of the qualities that make entrepreneurs successful. While they take time to cultivate, entrepreneurs like Ken Rusk of Rusk Industries are turning their attention to the next generation to help instill these qualities. Ken is a successful entrepreneur who helps people figure out their next steps in their personal lives. In this episode, we're going to talk about how this connects to running a business successfully. He is the author of the book, Blue-Collar Cash, a New York Times Best Seller.  Ken spent his younger years digging ditches and working in construction. He never went to college. Instead, he made goals, planned, and worked hard for thirty years. Now, Ken is a very successful entrepreneur with multiple businesses and revenue streams. Ken Rusk specializes in mentoring and has coached hundreds of young people in areas such as short-, mid-, and long-term goal setting, life visualization, career paths, and sound financial planning. He is passionate about helping people achieve their dreams regardless of their educational background or past.   After listening to today's episode, visit Ken's website to learn more about Ken and Rusk Industries.   

For entrepreneurs, there is a world of difference between the words "could" and "did". The key to that difference? Procrastination. It's time to let your best ideas come to life and help grow your business on purpose. Today's guest is Eric Twiggs, founding partner and president of The What Now Movement. In today's episode, we are going to talk about the discipline of now - the discipline of getting things done. We will discuss why we all struggle with that from time to time and some ways we can get into this discipline of getting things done so we can accomplish what we want to in our lives and our businesses.   Eric Twiggs' mission is to build high-performing entrepreneurs, authors, and career professionals, who are prepared for life's unexpected curve balls. He is the author of The Discipline of Now: 12 Practical Principles to Overcome Procrastination. The Discipline of Now has been recognized as a Global Top Ten Finalist for the 2020 Author Elite Awards in the category of Best Self-Help Book. This recognition was based on the combination of the following criteria: cover design, content, popularity, and social contribution. As a Certified Life & Business Coach, Eric has conducted over 28,000 coaching sessions, helping executive leaders and entrepreneurs who have moved from feeling frustrated to finding fulfillment. He has also led organizations of 500 or more people in corporate America and shared his message with corporations, associations, and congregations across the country. After listening to today's episode, check out Eric's podcast, The 30 Minute Hour.

"Noise and shiny objects" sums up the way many business owners might describe the complex world of digital marketing. Our guest today serves as a guide to help connect business owners with the strategies they need to put their focus back on to growing their business. Today's guest is TJ Murphy, CEO of Hite Digital in Bend, OR. In this episode, we will talk about what's changed in the world of digital marketing. We will discuss things you should be thinking about if you're looking to leverage digital marketing to create more opportunities.  TJ Murphy resides in beautiful Bend, Oregon, and is the owner of Hite Digital, where he and his team focus on serving businesses and empowering talented people. Hite provides web design, branding, and digital marketing services to businesses in every industry, empowering their growth through ROI-driven campaigns and strategies.  After listening to today's episode, visit TJ's website to schedule a complete digital audit of your current marketing efforts.   

Culture can be your greatest asset as an owner – it multiplies the value of every team member when it's done right. It attracts better employees and keeps them longer. But how do you do that as the leader of your business? Our guest today is Michael Sonbert, CEO of Rebel Culture. In this episode, we are going to talk about business culture because there's nothing more important in the world of business right now; especially in light of the recent changes that are occurring. We will talk about practical things owner-leaders of businesses can do to ensure that their culture is a growth culture, a positive environment where people want to work, and want to work well to accomplish the goals you set for your business.    Michael Sonbert is a bestselling author, speaker, performance coach, educator, and the founder and CEO of Skyrocket Education and Rebel Culture. He's turned his passion for educational reform into a global call to action for corporate leadership transformation. Using his own story of overcoming addiction, despair, and unfulfilled potential, Michael reclaimed his life and is committed to leading a Rebel Culture Revolution. After listening to today's episode, visit Michael's website for a free 30-minute exploratory phone call! 

In a perfect world, every person you hire would multiply the value of your team, not just add to it. With the right collaborative environment, you can take intentional steps in that direction. Today's guest is Charles Fry, CEO of CODE Éxitos. Charles and his company are focused on bringing digital products to life. In this episode, we will talk about the modern workplace; how to get people working together collaboratively, and the challenges that presents for international businesses.  Charles Fry is a technology entrepreneur and investor who has launched and grown successful companies in e-commerce, logistics, and IT services.  He focuses on the human element of management and leadership to create opportunities and build something great from nothing. Charles' experience enables him to guide clients toward creating digital products that are attractive to investors and customers.  He is dedicated to making the world a better place through business and is most often found in the company's innovation centers in Austin, Texas, Ann Arbor, Michigan, and San Pedro Sula, Honduras. After listening to today's episode, connect with Charles on his LinkedIn profile!  

Are you a little tired of promotions turning up with disappointing results? To be successful, promotions need to be creative and disruptive to be fully leveraged. Today's guest is an expert that can help you turn things around. Today's guest is Swire Ho of Garuda Promo and Branding Solutions. Swire is an expert in the area of promotional products. In today's episode, we discuss how to strategically fit promotional products into your marketing mix and how to leverage some really creative ideas to stretch your budget and deepen your impact through promotional products.    Born and raised in Hong Kong, Swire immigrated to Los Angeles in 1996. He is a proud Chinese American who speaks Cantonese, Mandarin, and English. He trained as a sound engineer, working at recording studios and entertainment agencies before starting his own firm, Hellman Production, Inc, in 2003 in Los Angeles.  Swire and his team successfully produced attractive, personalized DVD and CD cases and custom merchandise like T-shirts, earning a Score award in 2009, for small business success. His business eventually grew so popular, that he decided to sell Hellman Production in 2013 to focus exclusively on the promotional product industry. After listening to today's episode, visit Swire's website to check out his free inspirational guide for corporate kits and gift boxes and his podcast, The Small Business Show.   

The lonely owner is one of the most common problems small to midsize businesses face. If you are struggling to get your team on board, today's topic du jour is for you. Today's guest is Katie Burkhart of MatterPulse. Katie is going to help us see a different way of thinking about your business so you can create a different kind of energy. The key thought here is that if you want your team to follow you, you need to start thinking through the lens of "its' not about you!" Katie Burkhart is the mastermind behind MatterLogic™, the simple system for running a purpose-driven business, and has quickly become one of the go-to experts in the space. She's a serial entrepreneur, book author, keynote speaker, and jargon slayer. She asks better questions to make the most of the time we invest in our work. After listening to today's episode, visit MatterPulse and access MatterLogic™ or download a copy!  

More often than not, critical pivots happen because of turbulence... and during turbulence. Smooth sailing is a luxury most owners never experience during times of pivoting. When it's time to pivot, owners need to know how to do it while in motion. Today's guest is Sue Nordman, CEO of Obsidian Manufacturing Industries. Sue is leading a company that is an OEM of critical technologies that are used in modern manufacturing. In this episode, we will discuss what Sue has learned over the last two years about pivoting through difficult times.  Sue Nordman is the president of Obsidian Manufacturing Industries, Inc., a multi-brand manufacturer and grind shop in Rockford, IL. She uses her strong leadership skills to lead her team in the best direction each day, with high-quality manufacturing, integrity, and value for the customer motivating me each day. After listening to today's episode, visit Sue's website to learn more about Obsidian Manufacturing  

At ValueProp, we help business owners get unstuck when they hit a plateau in their growth. On this show, we bring in experts who can speak to common points that owners get stuck on, like lead generations. Our guest today is Jack Reamer of SalesBread, an expert in getting leads and booking appointments with potential clients.   Jack started SalesBread to help B2B companies get 1 lead per day, even if they've had a hard time getting cold prospects to engage with them in the past. He accomplishes this by using familiar platforms to get your ideal customers excited about your offer - even if you don't have a large sales team or extra time to spend on prospecting.  After listening to today's episode, visit Jack's website to learn more about Jack and his business!

Here at Value Prop, we have a specialization in working with industrial businesses. We've helped our fair share of clients in this segment, and we've interacted with the top thought leaders throughout the country. But few bring the kind of expertise that we found when we met Tony Rogers. His business, Creative Mechanisms, is a national leader in Design for Manufacturing (DFM), helping businesses  Solve critical design and prototyping challenges Increase profitability through design strategies Enter the do-or-die manufacturing stage with confidence in their design If you're in a product-based business where design and manufacturing stages are challenging to navigate, Tony is a guest you cannot miss. When you are done listening to Tony's episode, here is the #1 resource we recommend in all of the design and manufacturing space: Predictable, Profitable Products: A Decision Maker's Guide to a Reliable Product Process  

Most business owners will tell you that who you know is just as important as what you know when it comes to growing your business. You may be among the brightest in your field, but if you don't know how to meet new people (and the right people), your business will struggle. Today's guest is Richard Blank of Costa Rica's Call Center. Richard is an entrepreneur who has built a full-blown business south of the border interacting with American companies with a bilingual call center. In this episode, he will share some insights into his journey, and what he sees happening in the business world, and as a special treat, we are going to get some "secret sauce" on making effective B2B calls.  Richard's journey in the call center space is filled with twists and turns. When he was 27 years old, he relocated to Costa Rica to train employees for one of the larger call centers in San Jose. With a mix of motivational public speaking styles backed by tactful and appropriate rhetoric, Richard shared his knowledge and trained over 10,000 bilingual telemarketers. Richard Blank has been the Chief Executive Officer for Costa Rica's Call Center since 2008. After listening to today's episode, connect with Richard on his LinkedIn profile!  

The current labor market has been turned upside down by inflation, interest rates, and every other squeeze possible. To be successful, owners need to know how to attract and keep the talent they need to succeed. Our guest today is Lisa Ryan of LisaRyanSpeaks. Lisa is a specialist in recruiting engaging talent, especially in manufacturing. We will discuss if the current environment is the new normal, or if we will snap back to what it was pre-pandemic. We will also discuss what you can implement to make your company more attractive for the future of your company as well as the people you already have!  Lisa Ryan, MBA, CSP, is a Certified Speaking Professional who helps organizations develop employee engagement strategies that keep their top talent from becoming someone else's. Lisa is a best-selling author of eleven books and a proud Cleveland native. She spent thirteen years in industrial sales including seven years in the welding industry – and yes, she does weld. After listening to today's episode, check out Lisa's ebook, "To Have and To Hold: 101 Smart Strategies to Engage Employees".   

For the businesses that survived the worst of this year's supply chain crisis, we're at a critical moment. In our recovery, do we go back to business as normal? Or do we learn? We are excited to be joined by our guest today, Hugo Fuentes of The Owl Solutions. Hugo is an expert in supply chains.  In this episode, we will discuss what is still happening, potential outcomes, and what you can do to improve your supply chain to foster growth.  Hugo is a passionate supply chain management expert, with more than twenty years of leadership experience managing various aspects of the supply chain, including sales forecasting, inventory management, direct procurement, and logistics.  He has worked for large midsize and large enterprises, in multiple geographies and industries, such as Consumer Packaged Goods, Natural Health Products, Aftermarket, and Industrial, in both manufacturing and distribution business models. After listening to today's episode, check out Hugo's podcast, The Owl's Nest Podcast, a great listen for supply chain professionals put on by supply chain professionals. 

"Culture" is a difficult word for many leaders. It's either the fuel that's driving your growth or it's the weight that's holding you back. How do you wrangle this wild card to work for you, not against you? Today, we talk with Jim Rich, Chief Revenue Officer for Vbrick Systems. In this episode, we will talk about several topics, including changes in the sales environment, culture shifts in organizations, and a unique technology that streamlines communication between senior leadership and their troops.  Jim Rich has over 25 years of sales leadership experience in the software industry, with expertise in digital transformation and business intelligence. He has served in key sales and revenue marketing positions at Sisense, Anaplan, and Salesforce where he was the first commercial sales leader in the New York office, growing that team exponentially over seven years.  After listening to today's episode, check out the list of services offered by Vbrick to see how they can help you integrate video into your daily operations. 

Today's episode features an exciting guest: Lauren Goldstein, The Biz Doctor. In today's episode, we are going to talk about how to change your mindset to scale your business successfully.  Lauren Goldstein is the founder and CEO of Golden Key Partnership, a top business consulting firm that specializes in helping service-based entrepreneurs overcome obstacles in their business. She's known as "The Biz Doctor" and has over 12 years of experience advising Fortune 500 companies. Lauren's expertise lies in identifying the root cause of team and operational challenges so that businesses can scale sustainably and profitably. Her greatest strength is helping business owners become effective CEOs and leaders. After listening to today's episode, check out Lauren's podcast, The Biz Doctor!  

In our B2B strategy series, we've talked about identifying and finding your ideal customer so far. Today, we tackle the next critical step: connecting with your ideal customer. We get into key questions like: Topics and questions your ideal customer cares about How to use digital strategies to scale your footprint Actionable steps to deepen connections and convert business The key is no silver bullet – it's an articulate, intentional strategy. You can test theories and fine-tune your approach over time. Being "on purpose" is the best way to move forward.  

What do you get when you mix a business anthropologist with international-scale influencers? You get a perspective you're not likely to find on your normal podcast! Today's guest is cultural anthropologist turned business strategist Dr. James Richardson of Premium Growth Solutions. James is an expert in consumer packaged goods. This topic is a little off the beaten path of what we typically do here, but the lessons apply to marketing and strategy if you're in B2B. He has helped nearly 100 CPG brands with their strategic planning, including brands owned by Coca-Cola Venturing and Emerging Brands, The Hershey Company, General Mills, and Frito-Lay, as well as other emerging brands such as Once Upon a Farm, Dr. Squatch Soap, Proven skincare, Rebel creamery, and June Shine kombucha.  James is the author of Ramping Your Brand: How to Ride the Killer CPG Growth Curve, an award-winning, best-selling business book on Amazon. He also hosts his podcast—Startup Confidential. After listening to today's episode, visit James' website to check out his book, Ramping Your Brand: How to Ride the Killer CPG Growth Curve.   

SEO is a topic that many owners think they need, but they don't understand it and got burned by expensive agencies in the past. Today's guest helps us to demystify the topic so you can either manage within your team or better understand the vendors you're considering. Our guest today is Jeremy Poland of CEO and founder of DIY SEO. And yes, in this episode, we are going to talk a lot about SEO and how it's not necessarily a dark, deep mystical art but something that can be learned and understood.   Jeremy Poland is a seasoned marketer, with a backstory in church leadership & publishing. Struggling to support a growing family on one non-profit salary, he erected a digital agency from side hustle to family sustainer. With a specialization in SEO for Small Businesses, the proprietary “playbook” and data he developed led to the formation of DIY SEO! Jeremy and his wife created DIY SEO to empower small businesses and marketing agencies to fulfill their SEO & backlink building with high-powered link intelligence and expert support.  After listening to today's episode, visit Jeremy's website to check out his top 20 backlinks.  

What would you give for your sales reps to be able to sell during crunch time? When things get tough? If that's you, we have someone you need to hear! We'd like to introduce you to our guest today Paul Reilly. One of the reasons we wanted him on the show is because he recently wrote a book titled, Selling Through Tough Times. He has insights on how to think about the adjustments and approaches you need to sell during tough times. We are always going to go through tough times but there's a way to be successful no matter what.   A professional speaker and sales trainer, Paul is the author of Selling Through Tough Times (McGraw-Hill 2021) and the co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018). He hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today's sales professionals. Reilly is a long-time faculty member at the University of Innovative Distribution (UID) and holds the CSP (Certified Speaking Professional) designation. After listening to today's episode, visit Paul's website and check out his book where you'll learn the right mental framework and the skills to thrive through the tough times.  

Owners face a common challenge - chasing growth without losing what you've built so far. Today, we talk to a master manufacturer who is leading the charge into innovation while reinforcing their progress so far. Our guest today is Justin Coutu, President of R&D Technologies. Justin has been our guest before, but we wanted to talk to him again because things are changing! His business has taken remarkable strides forward even since the last time we talked. As President of R&D Technologies, Justin oversees all facets of management, including personnel and policy matters, internship programs, and being actively involved in all sales efforts. R&D serves the needs of the manufacturing, consumer product, medical device, education, defense, and industrial markets, and is a reseller of the Stratasys line of 3D printing and rapid prototyping systems throughout New England.  After listening to today's episode, visit R&D Technologies' website for more information about Justin!  

Famous retail magnate John Wanamaker once said "Half my advertising spend is wasted; the trouble is, I don't know which half." And without clear, understandable dashboards, business owners today hit the same issues. Today's guest is Donna Dube, President of Productivity Plus. Donna's focus is something that I think every business owner should care about. In this episode, we are going to talk about how to set up dashboards and how to ensure you are getting the best bang for your buck.     Donna is a certified director of operations, who focuses on data & measurement. She works with established online entrepreneurs who are ready to make a bigger impact and maximize their profit by leveraging the power of their data without complex spreadsheets or math. Her motto is to make data way less dull and her client's businesses way more profitable! After listening to today's episode, visit Donna's website to learn more about her website dashboard minicourse!  

The words "supply chain" served as a bit of a stick in the spokes over the last two years for businesses. For many owners, reactionary strategy was the name of the game. Now, having seen the massive disruption we are prone to, it's time for business owners to stop thinking "just in time" and start pursuing "just in case".  As a smaller to midsize engineering firm, most of your main competitors are much larger than you. Finding a way to be more pre-meditated in your company's direction is a discipline a business owner's critical role. Our guest is Bob Tippmann, President of Tippman Engineering. Tippmann Engineering has developed some unique technology for cold storage, mostly for food products. Bob has shown the power of a smaller company competing with the big boys in meaningful ways. Bob is the co-inventor of the QFM In-Rack Freezing System. He enjoys building tangible products and machinery which can further the progression of an industry. After listening to today's episode, visit Bob's website to learn more about Tippmann Engineering and the Quickfreeze system.  To Listen to Bob's Last Episode: How to Win Against Bigger Competitors  

The value of what you build as owner needs to continue beyond your leadership. While this transition isn't exactly easy, we talk to an expert who has done this successfully. Our guest today is Rob Dube, former CEO, and founder of ImageOne. In this episode, we will talk about Rob's journey as an owner and leader and as somebody who has transitioned leadership in his organization. Rob will explain how this transition has freed him to do more for his company and serve other entrepreneurs who are in high-performance roles and may be experiencing burn out.   From Blow Pops to Forbes Best Small Companies; Rob started his first business in high school selling Blow Pops out of his locker. While serving as co-CEO of imageOne, the company was recognized as a Top 25 Small Business in America on the list of Forbes Small Giants. Rob helped guide the company with a focus on their purpose: to deliver genuine care that consistently drives extraordinary energy, actions, and experiences to every one, every day, every time. A unique approach to business that has driven the company to success in its industry. imageOne is simply the best at helping clients with technology solutions to optimize and manage print, automate business process, secure documents, and help ensure a safe and healthy work environment. Rob is the Visionary/CEO of The 10 Disciplines for Managing and Maximizing Your Energy, a video-based journey that teaches people 10 fast, simple, powerful, and fully customizable disciplines to manage and maximize their energy and live an optimal life. He is the author of the best-selling book, donothing,™ the most rewarding leadership challenge you will ever take and the host of the Leading with Genuine Care retreat and podcast. After listening to today's episode, check out Rob has extended a special offer to our listeners to help you take the next step in your journey forward.  

The future of manufacturing isn't primarily in ideas – it's in the next generation. It's in the people and perspectives that craft those ideas. Our guest today is someone who has helped blaze a trial into manufacturing, especially for talented young women. Her name is Meaghan Ziemba. Meaghan is the founder of Z-ink Solutions and Mavens of Manufacturing. Mavens of Manufacturing is a group that focusses on encouraging young women to get into modern manufacturing and to call out that manufacturing is a promising career path for them to pursue. In this episode, we will hear from Meaghan about what she does to help give a voice to manufacturers through content in the modern world of marketing.   Meaghan Ziemba is a brand storyteller and marketer for manufacturers with a B.A. and M.A. in Professional and Technical Writing. She has been writing for manufacturing since 2008. She also hosts a video broadcast series called Mavens of Manufacturing. The series focuses on women in the sector with a mission to attract younger generations to join manufacturing or engineering career pathways to help close the skills and gender gaps. After listening to today's episode, check out Meaghan's Mavens of Manufacturing to learn more about the wonderful work she is doing to promote manufacturing among young women. 

Today's guest is Bruce Leto. Today is a special episode for me. I met Bruce many years ago at Villanova University when Bruce was a stellar student in my Entrepreneurial Marketing class.  At the time, Bruce was very successful in his corporate world, but he wanted to do something different. Over the years, I have seen Bruce build a practice of impact and importance for a specific target market which we'll discuss in this interview.   With nearly 10 years in sales and project management, Bruce Leto, Jr. has been a thought leader and expert designer in the media industry since 2017 - helping local businesses position for growth and success. Since then, Bruce has appeared as a Guest Lecturer in Economics at the Villanova School of Business & NYU, a Published Author in the American Journal of Arts Management, an Expert Blogger on UpCity, and a Finalist in the 2021 American Prize Competition. Bruce's websites have won awards in internationally accredited venues such as WE Excellence, The Davey Awards, and UpCity (as well as having been featured on Yahoo! Finance). MBA with a Master's from New York University, Bruce believes in the intellectual approach to web design and marketing. After listening to today's episode, check out Bruce's website for tips on building a responsive website for your business.   

Today's guest is Kim Wolf, of Kim Wolf Consulting. Kim is a specialist in continuous improvement - specifically in the field of manufacturing business. In today's episode, Kim will share some great ideas on how this moment in history, including tight supply chains and demanding customers, can be leveraged to create even more success.  Kim was born and raised in Pennsylvania and graduated from Pennsylvania State University with a BS in Mechanical Engineering Technology and Math. She has had a successful career, holding multiple managerial roles for several companies including Pepperidge Farm, Cambell's Soup, and later, as the Vice President of Operations and Director of Manufacturing for The Original Cakerie and McCormick Canada.  Now, Kim focuses her efforts as a consultant, developer, and partner. She offers consulting to manufacturers to share her experience in successfully using world-class tools and processes, including: World Class Maintenance programs JHSC and other safety initiatives She also offers executive and middle management leadership coaching for companies who are investing in the long-term success of their leadership team.  After listening to today's episode, visit Kim's website if you are ready to bring these tools into your workplace to drive results, empower employees, and implement change through development and systematic planning.