Growth Enablement Madness

In this episode, our host Jim Ward and co-host Sarah Reed discuss the acquisition of BrainSell by Atlantic, Tomorrow's Office. Jason Weiss, Executive Vice President at Atlantic, joined the conversation and shared his journey from a career in law to Atlantic, emphasizing the importance of understanding client needs and leveraging technology. The group discussed how current and prospective customers will benefit from the announcement.Listen in to learn about:How the acquisition aims to integrate BrainSell's digital transformation and consulting services with Atlantic's MSP and print services. The strategic benefits, including maintaining the BrainSell legacy and enhancing client offerings. The future of data-driven strategies and the importance of holistic business growth.ADDITIONAL RESOURCES:Read more about the acquisition here!Connect with Jason here! Contact BrainSell to learn more about how we can help you grow and scale!

In this episode, Jim Ward sits back down with BrainSell's data expert Tony Berry to discuss the practical application of AI based on the main pillars of AI Readiness. The pair discuss what these five pillars entail, as well as highlight tips and best practices to approaching AI the right way and guaranteeing success.Topics covered during the episode include:The importance of having a clear business strategy and aligning AI initiatives to specific goals and objectives.The need for a well-organized data estate, data cleanliness, and the role of tools like Microsoft Fabric.Insights on the evolution of AI agents, from simple question-answering to decision-making and automation.The potential impact of AI on job markets and the need for employees to adapt to new roles.Future trends in AI, such as the concept of an "AI workforce" where agents communicate and take actions on behalf of humans.ADDITIONAL RESOURCESConnect with Tony here!Take our AI Readiness Assessment online to see where you stand!Connect with BrainSell to get a thorough analysis of your business.

In this episode, our host Jim Ward is joined by Tony Berry, one of BrainSell's data experts, to discuss how organizations can prepare their data before embarking on AI projects. We will cover key themes such as foundational practices, necessary infrastructure and tools, and lessons learned.Key Themes:Readiness Blueprint: Many organizations want to implement AI but don't know where to start. This episode will serve as a guide to help them understand the how and what of AI readiness.Foundational Practices: We will discuss the key steps organizations should take to ensure their data is ready for AI, including assessing current data infrastructure and understanding the importance of processes and people.Infrastructure and Tools: Learn about the essential data architectures and technologies needed before introducing AI, and how to balance building custom solutions versus adopting off-the-shelf tools.Additional ResourcesSchedule an AI readiness assessment: contact us at growth@brainsell.comLearn more about Larry Augustin here!Connect with Tony here!

In this episode, our host Jim Ward sits down with Jeff Gothelf, author and expert on product development and organizational agility. They discuss the power of Objectives and Key Results (OKRs) as a framework for driving customer-centric growth.Key Takeaways:The importance of being truly customer-centric vs. just paying lip service to itHow OKRs can help organizations shift their focus to measuring and optimizing customer behaviorsTips for overcoming resistance to implementing OKRs, including starting with a pilot and proving the modelInsights on the cadence and communication needed for effective OKR managementConsiderations around using OKRs in the face of an urgent, existential crisisThe role of AI and automation in the future of OKRs and customer-focused goal settingGuest Bio:Jeff Gothelf is an author, speaker, and coach who helps organizations build better products and develop the cultures needed to support them. He is the co-author of the book "Who Does What: A Practical Guide to Customer-Centric OKRs."Resources Mentioned:Jeff Gothelf's website: jeffgothelf.com"Who Does What" book here!"Measure What Matters" by John Doerr

In this episode of the Growth Enablement Madness podcast, host Jim Ward sits down with Craig Eaton, a CPA and founder of Eaton Advisory Group, to discuss the powerful tax-saving benefits of Section 179. As businesses look to invest in software, equipment, and other capital assets to support their growth, understanding how to leverage Section 179 can provide significant financial advantages.Key takeaways include:Overview of Section 179 Deduction: Section 179 allows businesses to deduct the full cost of qualifying equipment and software purchases in the year of purchase, rather than depreciating the asset over time.Benefits of Section 179: Immediate tax deduction, resulting in significant tax savings, especially for businesses in higher tax brackets. The deduction can be applied to a wide range of business purchases, including software, equipment, and vehicles.Qualifying Criteria: There are specific requirements and limitations around the types of purchases that qualify for the Section 179 deduction, such as purchase price thresholds and asset class restrictions.Timing Considerations: Businesses should consider their current and future tax situations when deciding whether to utilize the Section 179 deduction, as it can be strategically timed to maximize tax savings.Bonus Depreciation vs. Section 179: The differences between these two tax incentives, including the election process and the phasing out of bonus depreciation in the coming years.Advice for First-Time Users: Consult with a CPA to ensure proper planning and analysis of the tax implications, as well as understanding the nuances and limitations of the Section 179 deduction.RELATED LINKSLearn more about Section 179 here.Learn more on the IRS website.Follow Craig on LinkedIn!

In this episode, we sit down with Christi Cereghino and Rachel Durkot, the fractional CFO practice co-managers at BrainSell, to explore the power of fractional finance services. Christi and Rachel share their insights on the benefits of fractional services, the spectrum of offerings available, and the unique skill set required to excel in this role. They discuss how their team works closely with clients, CPA firms, and banks to address a wide range of accounting and finance challenges, from year-end prep to exit planning.Listen in to learn how:Fractional services offer flexible, cost-effective solutions for businesses of all sizesBrainSell's fractional team brings a unique blend of technical expertise and interpersonal skillsFractional services can support a wide range of projects, from year-end prep to exit planningOur whiteboarding exercise is a valuable tool for identifying and addressing client needsRELATED LINKSLearn more about BrainSell's fractional finance services here!Check out these YouTube videos detailing BrainSell's consulting work.Follow BrainSell on Twitter and LinkedIn!

In this episode, we sit down with Paul Black, CEO of sales-i, to explore how revenue intelligence is transforming the way companies drive growth. Paul shares insights into how the recent acquisition of sales-i by SugarCRM has positioned them as a key player in helping businesses scale. We delve into the challenges sales teams face in today's market, like elongated sales cycles and indecision, and how tools like revenue intelligence and AI-guided selling are changing the game.Key Topics:What is Revenue Intelligence? Paul explains the concept of revenue intelligence and how it helps companies navigate longer sales lifecycles and make data-driven decisions.Overcoming Sales Challenges: The gang dives into the practical challenges businesses face when implementing tools like sales-i, including the importance of data quality. Paul offers tips on overcoming these obstacles to maximize growth.The Role of AI in Sales: Discover how AI-guided selling enhances sales processes, helping teams become more efficient and effective in their engagements.Who Benefits from Revenue Intelligence? The group discusses which types of clients are the best fit for sales-i and how different industries can leverage these tools to scale their operations.RELATED LINKSLearn more about BrainSell's data and AI methodology here!Check out sales-i!Check out these YouTube videos detailing BrainSell's consulting work.Follow BrainSell on Twitter and LinkedIn!

Join us for an insightful episode featuring Christina Wodtke, a renowned author and expert in team dynamics and goal setting. Known for her influential book, "Radical Focus," Christina shares her journey and what sparked her passion for helping teams achieve remarkable objectives. Discover what being a "curious human" means to her and get ready to delve into the art of tackling big goals, team motivation, and the pivotal role of Objectives and Key Results (OKRs).RELATED LINKSFollow Christina here!Check out these YouTube videos detailing BrainSell's consulting work.Follow BrainSell on Twitter and LinkedIn!

In this episode, we listen back to a stellar panel discussion we hosted for clients and prospects at Microsoft's Burlington headquarters in Massachusetts. We brought industry leaders on stage with a wealth of knowledge and experience from various corners of the tech universe. Our moderator for the conversation was Chris Seferlis, Account Technology Strategist at Microsoft and renowned author of "Practical Guide to Azure Cognitive Services." Chris was joined by:Dante Ballerini, the VP of Information Technology at Cambridge Isotope Laboratories, Mike Norman, Head of Product and Innovation at STAT News, and Tony Berry, Senior Solutions Architect at BrainSell and Co-founder of Interloop.The panel discussion explores their data-centric strategies, key challenges faced and how they are being overcome, the positive impact of focusing on their data foundations, and what's planned for the future.

During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, chats with Alex Bartholomaus, President and CEO of People Stretch Solutions, about using OKRs (Objectives and Key Results) for growth and sales efficiency. They emphasized the flexibility and dynamic nature of OKRs, which you can use with or without technology. They shared their experiences building a sustainable business through leadership development and OKRs. Listen in to learn about:The differences between OKRs and KPIs as goal-setting frameworks.The importance of having a clear framework for goal-setting to realize potential and achieve success. The importance of flexibility, collaboration, and proper training in implementing OKRs effectively.The common challenges faced by leaders when implementing OKRs.RELATED LINKSFollow Alex here!Check out People Stretch Solutions.Follow our host, Jim WardCheck out our other episodes!

During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, chats with Sarah Furness, author of the book “Fly Higher” and industry consultant and speaker. They discuss her book and work, leveraging her experiences in the Royal Air Force and mindfulness to help high-achieving individuals perform under pressure through her "Habits" method and coaching business Well Be It. Listen in to learn about:The "Habits" method, which stands for Healthy Automatic Behaviors in Threatening Scenarios, and why the approach helps improve well-being in high-pressure situations. How Sarah applies concepts like the "healthy stress curve" in coaching to optimize performance.The core values – like "don't be a dick" – that inform her approach while embracing different perspectives.RELATED LINKSFollow Sarah here!Check out Sarah's book here.Check out our other episodes!

During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, sits down with Acumatica CEO John Case to talk  about how companies are growing and scaling with cloud-based ERP. They discuss how Acumatica is transforming cloud-based ERP with security, scalability, and accessibility. Listen in to learn about how:Acumatica can help customers reduce inventory levels and orders through better data-driven predictability, saving 10-20% of costs.Acumatica allows deep customization while still providing a modern user experience through its regular product releases and integration capabilities.AI and automation can improve ERP systems but won't fully replace personalization and configuration needs for unique businesses.Acumatica's upcoming releases will feature a new user interface and improved Amazon integration capabilities.RELATED LINKSFollow John here!Learn more about Acumatica.Check out our other episodes!

During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, chats with Kyle Jepson, the first evangelist at HubSpot Academy, leading the charge in creating educational content and acting as a bridge between HubSpot's product team and customers. They unravel the secrets to leveraging HubSpot's powerful tools and strategies for accelerating business growth.Listen in to learn about how:HubSpot focuses on user experience and adoption to help businesses scale their marketing, sales, and customer service processes.HubSpot's organic development approach compared to Salesforce's model of acquiring third-party tools.HubSpot's support for lead generation, nurturing, and website building for small businesses through its CMS and CRM integration.HubSpot's no-code and low-code capabilities for customization and automation.Kyle Jepsen's experience with stand-up comedy and how it informs his approach to creating engaging content.RELATED LINKSFollow Kyle here!Learn more at HubSpot Academy.Check out our other episodes!

AI has become an integral part of our lives, impacting various industries and revolutionizing the way we interact with machines. With cognitive AI you can enhance decision-making, automate complex tasks, and unlock new possibilities in business functions like sales, finance, marketing, and more.Listen in as we unravel the secrets behind this transformative technology. During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, chats with Chris Seferlis, Technology Strategist at Microsoft and author of the new book, “The Practical Guide to Azure Cognitive Services.” The pair discuss the capabilities of Azure Cognitive Services and examples of how they could be implemented in business functions.Tune in to learn about: What Azure Cognitive Services are and how they can be used for tasks like document processing, translation, and more.  Some of the misconceptions around AI and clarified the differences between cognitive services and generative AI models.  How these services could help companies improve efficiency and productivity without displacing human workers. RELATED LINKS Follow Chris here! Get Chris' new book here! Learn more about Azure Cognitive Services. Check out our other episodes!

Are you prepared to revolutionize your operations management? Look no further than migrating your ERP system to the cloud. Cloud-hosted ERP empowers growth-focused businesses to achieve unparalleled operational efficiency and scalability. You can experience a new level of productivity and flexibility with cloud-based ERP solutions.Still unsure whether the cloud is right for you? During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, chats with BJ O'Reilly, CTO of the IT consulting firm SWK Technologies. In their discussion, they delve into the top five reasons why hosting your ERP in the cloud is advantageous. Additionally, they shed light on the expected return on investment (ROI) you can anticipate.Tune in to learn about: Why work-from-anywhere flexibility is a key reason for cloud-based ERP systems. The importance of having a 24/7 security operations center to monitor and prevent cybersecurity threats. How you don't need to be IT experts to manage your operations. Why you'd never have to update your software manually again with the cloud. How the cloud is a destination that leads you to limitless other possibilities! RELATED LINKS Follow BJ here! Learn more about SWK Technologies here. Check out our other episodes!

As businesses strive to stay competitive in an ever-evolving digital landscape, the integration of AI has become increasingly crucial in driving sales success. Generative AI, a subset of AI that focuses on creating new and original content, is poised to play a pivotal role in transforming how sales professionals engage with their prospects.During this episode of the Growth Enablement Madness podcast, our host, Jim Ward, chats with John Barrows, industry thought leader and author of the Amazon bestseller “I Want to Be in Sales When I Grow Up.” The pair uncover the power of generative AI in sales and examine how it can revolutionize prospecting strategies. From personalized messaging and intelligent lead scoring to automated content creation and dynamic customer profiling, generative AI can redefine the art of persuasion in sales. Tune in to learn about: AI and machine learning's impact on sales in the next 5-10 years. Key AI-powered tools/technologies that will impact sales teams and processes. The influence of generative AI on prospecting strategies. Utilizing AI to manage sales pipelines. Ethical considerations in AI sales implementation and ensuring responsible practices. RELATED LINKS Follow John here! Learn more about James' work here. Check out our other episodes!

While ADHD can present its challenges, it is vital to acknowledge the unique strengths and abilities that individuals with ADHD bring to the table. To create an inclusive and supportive work environment, employers and colleagues need to understand the impact of ADHD and implement strategies for success. In the third part of our conversation with James Ochoa, we explore practical strategies and accommodations that can empower individuals with ADHD to thrive in their professional lives, fostering productivity and overall job satisfaction. Tune in to learn about: The signs that employees may have ADHD such as inconsistent executive functioning. Responsibilities for employees to manage their ADHD and for employers to provide accommodations and a less stressful environment.  Potential benefits ADHD may provide, including high energy levels, and the importance of structure for managing stress. RELATED LINKS Take this assessment to learn whether your company is genuinely data-driven. Schedule your free data discovery call to ensure you find the value in your data. Follow Rich on LinkedIn. Learn more about SugarCRM.

AI has emerged as a powerful tool in transforming how businesses approach CRM and Customer Experience (CX). With its ability to analyze vast amounts of data, make accurate predictions, and automate processes, AI has become an invaluable asset for companies striving to create personalized customer experiences and drive growth.During this episode of the Growth Enablement Madness podcast, host Jim Ward chats with Rich Green, CTO at SugarCRM. The pair discuss the immense power of AI in CRM and CX, uncovering its applications, benefits, and the exciting possibilities it holds for businesses of all sizes. Tune in to learn about: Generative AI vs. Predictive AI and how companies can use both; Applications of Generative AI in CX/CRM; and SugarCRM's Product Plans for Generative AI. RELATED LINKS Take this assessment to learn whether your company is genuinely data-driven. Schedule your free data discovery call to ensure you find the value in your data. Follow Rich on LinkedIn. Learn more about SugarCRM.

In part two of our conversation with James Ochoa, we dive deeper into the world of business leadership and ADHD. James, an expert in ADHD management and leadership, shares insights on identifying traits of leaders with ADHD, the diagnosis process, and how ADHD can impact one's ability to lead effectively.During this episode of the Growth Enablement Madness podcast, our host Jim Ward and James explore strategies for working with leaders with ADHD, problem-solving techniques, challenges they face, and tips and tools for thriving in the workplace. Tune in to learn about: The positive and negative impacts of ADHD on a leader's ability to perform and succeed. The challenges leaders with ADHD may face and how it can hinder their effectiveness Valuable insights on collaborating with leaders with ADHD to ensure smooth operations and success. Tips and tools for leaders with ADHD to create a thriving work environment for themselves and their teams. RELATED LINKS Follow James here! Get James' book here! Special Offer: First 18 visitors - Get one free 30min conversation with James here!

When considering business growth opportunities, partnerships with diverse businesses are an increasingly promising prospect.By collaborating with diverse businesses, you not only promote inclusivity; but you can also bring fresh perspectives, innovative ideas and unique experiences to the table. During this episode of the Growth Enablement Madness podcast, our host Jim Ward chats with Heather Cox, Co-Founder of Certify My Company. With a proven track record of transforming Fortune 1000 supplier diversity programs into profit centers, Certify My Company empowers diverse businesses to unlock their full potential through certification and increased market visibility. Jim and Heather discuss why partnering with diverse businesses is a crucial strategy for growth and provide insightful tips on how you can get started. Tune in to learn about: Challenges faced by diverse business owners and tips to overcome those hurdles The true revenue impact of supplier diversity How corporations can find and work with diverse businesses RELATED LINKS Take this assessment to learn whether your company is genuinely data-driven. Schedule your free data discovery call to ensure you find the value in your data. Follow Heather on LinkedIn Learn more about Certify My Company

On our show, we usually talk with authors and technology companies about how to grow and scale businesses. But for this episode, we're talking to James Ochoa, a licensed professional counselor who helps adults with ADHD overcome challenges and pursue their passions. He uses imagination, life history, and inner resources to help his clients. James has worked with executives, indie film producers, college students, and religious leaders. He's also an author working on a book about handling the chronic stress of ADHD.During this episode of the Growth Enablement Madness podcast, our host Jim Ward chats with James about how ADHD can positively and negatively impact businesses. Tune in to learn: The differences between ADHD and ADD, as well as how they impact your work in different ways; Mindfulness strategies for people with ADHD; and Find suitable support systems if you believe ADHD affects your business. RELATED LINKS Follow James here! Learn more about James' work here. Check out our other episodes!

Featuring: Tony Berry, Co-Founder, Interloop.aiDo you feel like all of the data your business is collecting needs to be doing something to help you grow and scale? Are spreadsheets and analyses showing no precise insights on how to boost the efficiency of your operations? If so, it's time to put all that data to work for you. Understanding how to analyze and use the key figures will give a clearer direction on where improvements can be made – resulting in more success for your business.During this episode of the Growth Enablement Madness podcast, our host Jim Ward chats with Tony Berry, the head of data initiatives at BrainSell and the Founder of Interloop.ai. The pair discusses how growth-focused businesses leverage tech integrations to ensure data is readily available to those needing it to make better decisions. Other topics discussed include:  Why companies should strive to be more data-driven and what it can help them achieve. What is holding companies back from being data-driven. How today's economy and the imminent unknown impact the importance of synchronizing your data sources to have clear visibility into your market. RELATED LINKS Take this assessment to learn whether your company is genuinely data-driven. Schedule your free data discovery call to ensure you find the value in your data. Follow Tony on LinkedIn and Twitter. Learn more about Tony's work with Sidekick!

Richard Perez is the Lead Advisor for the Sales and Go-To-Market Practice for the Operational Excellence Practice. Prior to joining Apax, he was an independent consultant advising organizations across different industry segments, small and large, focusing on growth strategy and revenue operations. Richard has spent most of his 25-year career in high-growth environments, including several years at the Corporate Executive Board (now Gartner) and the Business Talent Group.During this episode of the Growth Enablement Madness podcast, the BrainSell team sit down with Perez to discuss what private equity firms truly look for when researching companies to bring into their portfolio. The group also discuss Perez's introduction to the business and what he's learned since joining the industry.Other topics discussed include:  What Private Equity Firms look for when investing in a company.  How to develop sustainability when fueling growth at your company.  How People, Process, and Technology impact the way businesses grow and scale.  Related Links  See what Apax Partners does for the industry.  Learn more about BrainSell's blueprinting methodology here!  Check out these YouTube videos detailing BrainSell's consulting work.  Follow BrainSell on Twitter and LinkedIn!  

In this episode of the Growth Enablement Madness podcast, we sat down with Liz Saville, Senior Solutions Consultant at BrainSell. We discussed why most CRM implementations fail, as well as the additional problems that usually arise during these types of projects. We also shared our perspective of BrainSell's Solution Blueprint methodology and how it helps alleviate those implementation concerns right from the start.Other talking points from the episode include: The crucial roles of process and change management in any tech implementation. What exactly a Solution Blueprint is and why you'd want to do one. What businesses this type of consultation is suited for, and not suited for. Interesting customer stories and use case examples highlighting how these blueprints mitigate risk and help companies home in on short- and long-term goals. RELATED LINKS Learn more about BrainSell's blueprinting methodology here! Check out these YouTube videos detailing BrainSell's consulting work. Follow BrainSell on Twitter and LinkedIn!

Featuring: Marcus Sheridan, Author of “They Ask, You Answer”In this episode of the Growth Enablement Madness podcast, we sat down with Marcus Sheridan, Industry Thought Leader, Speaker, and author of "They Ask, You Answer.” We discussed what buyer trust looks like in today's business world, as wellas how it's a customer experience disruptor in a post-COVID world. We also took an in-depth look at the “They Ask, You Answer” methodology and how companies can make it a part of their business culture.

In this episode of the Growth Enablement Madness podcast, we sat down with Mike Paton, Industry Thought Leader, Speaker, and author of the upcoming book "Process: How Discipline and Consistency Will Set You and Your Business Free." We discussed Paton's new book and how his work with Gino Wickman's Enterprise Operating System (EOS) has evolved along with the market. We also talked about businesspeople's fears when reassessing their business processes—and how a consistent game plan can help alleviate those worries.

In this episode of the Growth Enablement Madness podcast, we sat down with Dan Tyre, an industry thought leader and author of the book "Inbound Organization: How to Build and Strengthen Your Company's Future Using Inbound Principles." We discussed how businesses can get started building inbound strategies that go beyond the marketing department. We also discussed what inbound truly is (and isn't) and where focus points should be if you want to grow and scale your business with an inbound mentality.

In this episode of the Growth Enablement Madness podcast, we sat down with Lisa McLeod, an industry thought leader and author of the book "Selling with a Noble Purpose." We discussed how business leadership has changed over the years and how having a noble purpose is vital now more than ever. We also discussed how work has changed for everyone and how we can ensure employees don't lose sight of the customer.

In this episode of the Growth Enablement Madness podcast, we sat down with Shruti Kapoor, CEO of the conversation intelligence and sales education platform Wingman. We discussed Shruti's leadership approach to promoting growth and scale at Wingman, as well as how the platform helps sales leaders promote their team's professional growth. We also discussed the role of data and AI in modern business growth, specifically around strategic decision-making and simplifying sales workflows. RELATED LINKS   Connect with Shruti on Twitter and LinkedIn.  Learn more about Wingman.   Check out the BrainSell blog for all things Growth Enablement!      Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness podcast, we sat down with Joe Ippolito, Principal for Sandler Training. We discuss the Sandler approach to sales training and how it differs from other traditional approaches. We also talk about how Joe has seen many companies across a variety of industries scale their sale initiatives through proper training.Other talking points during the show include:   How the sales process has evolved over the last several years, along with where ke emphasis has shifted.  The role technology plays in helping sales teams scale effectively.  What business leaders should focus on if they are looking to grow and scale their business. RELATED LINKS   Connect with Joe on Twitter and LinkedIn.   Learn more about Joe's work with Sandler Training here. Check out the BrainSell blog for all things Growth Enablement! Intro and Outro music by Sam Ward. 

In this episode of the Growth Enablement Madness podcast, we sat down with Anne Janzer, of Acme Company. We discussed her book, Subscription Marketing: Strategies for Nurturing Customers in a World of Churn, and why the businessworld is gravitating towards this type of model. We also discuss why subscription models work so well for growing businesses, whether they be new startups or long-time mid-market companies looking to move up market.Other talking points during the show include:   How subscription models change the narrative focus from the product to the customer relationship; How this go-to-market approach fuels customer trust and increases the value of the relationship. Tips and best practices for companies looking to incorporate subscription models and ensure they get it right the first time! RELATED LINKS   Connect with Anne on Twitter and LinkedIn.   Take a look at Anne's published books and blogs. Check out the BrainSell blog for all things Growth Enablement!   Intro and Outro music by Sam Ward. 

In this episode of the Growth Enablement Madness podcast, we sat down with Eliav Cohen, Founder of The Bot Lab. We discussed how chatbots position companies to fuel growth and scale across multiple business functions. We also discussed how businesses can incorporate chatbots into their business strategy that provides a personalized experience for each customer.Other talking points during the show include:   What most businesses are overlooking with chatbot usage in modern go-to-market initiatives. How to identify where in your business chatbots can help fuel growth and scale. An update on The Bot Lab's latest startup, Helium, a new chatbot experience designed to help companies engage with prospects on third-party publisher websites instead of having display ads redirect prospects to your website. RELATED LINKS   Connect with Eliav on LinkedIn.   Learn more about The Bot Lab. Learn more about Helium. Check out the BrainSell blog for all things Growth Enablement!      Intro and Outro music by Sam Ward. 

In this episode of the Growth Enablement Madness podcast, we sat down with Jeff Baumet, Co-CEO at the branding solutions company Club Colors. We discussed what Jeff and his team were doing to position themselves for growth with a “scaling up” mentality. We also discussed how Club Colors fared during the COVID-19 pandemic, as well as lessons learned from working with BrainSell on a migration to a new ERP solution. RELATED LINKS  Connect with Club Colors on  LinkedIn.  Learn more about Club Colors here! Give the In the Club Podcast a listen! Check out the BrainSell blog for all things Growth Enablement!     Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness podcast, we sat down with Aaron Harris, Global CTO at Sage. We discussed what Aaron has learned during his time at Sage and what comes to mind when he reflects on his work. We also discussed how AI trends are impacting the growth and evolution of Account and ERP solutions for growth-focused businesses, as well as how it is one of the most exciting factors helping companies grow at scale. Other talking points during the show include:  What's new at Sage and the ongoing initiative to scaling up Sage Business Cloud. How the acquisition of Task Sheriff impacts these scaling initiatives at Sage. Aaron's recent job as a judge during the “Girls in AI Global Hackathon,” including memorable uses of AI from the event that can be applied in business today. Forward-looking thoughts on how Sage will continue to grow and scale its business management and account platforms. RELATED LINKS  Connect with Aaron on Twitter and LinkedIn.  Check out the Girls in AI Global Hackathon! Learn more about all the cool things going on at Sage! Check out the BrainSell blog for all things Growth Enablement!     Intro and Outro music by Sam Ward. 

In this episode of the Growth Enablement Madness podcast, we sat down with Craig Charlton, CEO of SugarCRM. We discussed Sugar's recent branding and positioning change and how Craig has seen the software industry evolve during his time at the company. We also discussed how SugarCRM envisions itself enabling your customers and potential customers to grow their business.

In this episode of the Growth Enablement Madness podcast, we sat down with Nancy Harris, the EVP for Sage North America. We discussed how SMBs are rebounding in this economy after the pandemic, as well as the important role back-office teams play in it. We also discussed Nancy's upcoming retirement and hear her reflections on the ERP world during her time at Sage.Other talking points during the show include: How the Sage product has evolved to strengthen accountants with automation and other tools to scale workload. The three main pillars of business sustainability, and how SMBs can promote growth strategies in their own businesses.  How employers can create an environment for employees to be appreciated, respected and heard. RELATED LINKS Connect with Nancy on Twitter and LinkedIn. Check out the latest research from Sage on business sustainability. Read more about Sage's Sustainability & Society Strategy. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness Podcast, we sat down with Latané Conant, Chief Market Officer at the account engagement platform provider 6sense. We discussed the reception of her recent book, which covers the next generation of account-based sales and how companies can battle the “Dark Funnel” to engage buyers when and where they want.Other discussed during the episode include: What exactly the “Dark Funnel” is, why companies tend to lose buyers there, and how this has grown into a bigger concern over the past couple of years. The role of data in helping companies gain clearer visibility in the Dark Funnel. How 6sense tackles the urgency for better data and insights in the market. How business leadership has changed over the last several years, especially in the software/SaaS industry. Tips for business leaders looking to fuel growth and scale! RELATED LINKS Connect with Latané on LinkedIn and Twitter! You can find a copy of her book here. Learn more about 6sense here. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

In this episode of the Growth Enablement Madness Podcast, we sat down to chat with Laura Fitton, the Founder of Enough.co! Laura helps companies better understand how their earnings, spending, savings, and investments impact the ongoing climate crisis. The goal is to help educate businesses on climate-friendly business growth with the hopes of slowing, stopping, and eventually reversing the climate crisis.Other topics discussed during the podcast include: Why it is vital for companies now more than ever to make climate-friendly business decisions. Where the climate economy currently impacts modern growing businesses. Tips and strategies on how to create a climate plan for your business. RELATED LINKS Connect with Laura on Twitter and LinkedIn! Learn more about Enough.co here. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

In case you've been living under a rock, the COVID-19 pandemic caused rampant disruption within the business community. As offices closed and some employees began to work remotely, businesses rapidly began looking for ways to compensate for the uncertainty impacting everyone's lives.Industry expert, author, and thought leader Todd Caponi says that we're now in an era where the emotional cost of change is “zero.” Changing jobs is like changing your cable provider. So, how do businesses create a work environment that matters to their employees?In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell's VP of Marketing Sarah Reed chat with Caponi about how business leadership changed over the last 16 months. The group also shared their thoughts on the importance of creating strong business functions with a mission-based work environment to help employees like the work they do.Other topics discussed during the episode include: How a desire for certainty impacts employee — not just customer — relationships. How to create a mission-purpose work environment within your company. Examples of companies that created a mission-purpose work environment. An in-depth look at Todd's new podcast that chronicles the history of the sales profession. RELATED LINKS Connect with Todd on Twitter and LinkedIn. Learn more about Todd's work here. Listen to Todd's new “The Sales Historian” podcast here. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

Moving to the cloud gave growth-focused businesses a wealth of data to help fuel their go-to-market initiatives. With traditional technology like telephony now grabbing a firm hold of the Cloud, there is even more data for growing businesses to use. As the GM and Head of North America at Aircall, Gianna Scorsone is at the front of the charge helping educate companies on the growing importance of data-fueled businesses. Tools like Aircall make it easier for salespeople and other users to track engagement with prospective customers and offer more genuine, contextual customer experiences. In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell's VP of Marketing Sarah Reed sit down with Scorsone to discuss how Aircall is leveraging data and insights to help its customers grow. The group also discusses what is going at Aircall and how they are building a cloud-based call center for growth-focused businesses.Other discussion topics from this episode include:  What growth enablement means to Gianna in her own words!  The overwhelming amount of data that can be collected from a cloud-based telephony system.  How Aircall is positioning itself as a growth enablement partner for its clients.  RELATED LINKS  Connect with Gianna on LinkedIn!  Learn more about Aircall here.  Check out the BrainSell blog for all things Growth Enablement!     Intro and Outro music by Sam Ward. 

A growth mindset is vital to continued success in modern business. However, focusing solely on growth is not the best way to streamline your business for continued success in the future.As the Senior Director of Partner Development and Strategy for North America at Sage, Ed Kless develops and delivers the curriculum for the Sage Consulting Academy, a course designed to educate Sage Software partners on the art and practice of small business consulting for growth-focused organizations. He also facilitates the Sage Leadership Academy, a yearlong program designed to assist Sage Software partners develop a continuous process of improvement in their organizations and serves as liaison to the Sage Leadership Academy Alumni Association.In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell’s VP of Marketing Sarah Reed sit down with Kless to chat about the importance of not having growth be your only desired outcome for your business, while also providing examples of why this is the case. They also discussed how “all change is linguistic” within a company, and how that language shift creates a mentality shift to promote better, more predictable growth.Other discussion topics from this episode include: The "Market Share Myth" and how that creates false positives for business growth.  Why change management in a company requires a change in language. The role of technology in that mindset change for a business. RELATED LINKS Connect with Ed on LinkedIn and Twitter. Check out Ed’s podcast called “The Soul of Enterprise”. Read more of Ed’s work on his personal blog. Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

To successfully position your company to grow and scale, you must have to know your customer. No, we don’t mean “know of” them. We mean that you must have a 360-degree customer view with crystal-clear fidelity. This allows businesses to offer a high-definition customer experience (HD-CX) that enables companies to rewind to the past, gain better situational awareness about the present, and make data-driven decisions for the future.Clint Oram, Co-Founder & Chief Strategy Officer at SugarCRM, has dedicated his career to accelerating everything customer-related with technology. This can be seen in the exciting, ongoing innovations taking place at SugarCRM. Now, SugarCRM is helping growing companies obtain HD-CX so they can effectively help them grow and scale.In this episode of the Growth Enablement Madness Podcast, our host Jim Ward and BrainSell's VP of Marketing Sarah Reed chat with Clint about how taking an HD-CX approach with your business is how you effectively enable it to grow and scale. They also discussed the ongoing innovations taking place with SugarCRM’s offerings and how practical applications of AI are helping provide time-based insights to give customers what they need, when they need it. Other talking points throughout this episode include:  What is HD-CX? How does it help companies grow?  Why CX has been so tough to grasp over the years, and how SugarCRM addresses all this.  New exciting things at Sugar, like SugarPredict!   What's next for Sugar? Anything on the roadmap?  RELATED LINKS  Connect with Clint Oram on LinkedIn and Twitter.  Learn more about what BrainSell helps clients achieve with SugarCRM.  Read up on HD-CX on SugarCRM’s blog!  Check out the BrainSell blog for all things Growth Enablement!    Intro and Outro music by Sam Ward.

Business growth strategies are an endeavor that executives cannot take lightly. Business leaders must align the entire organization for the initiative to bear fruit. But many businesses tend not to incorporate their functional business efforts into their growth strategies, leading to unnecessary hurdles, growing pains, and limited results. Carter Hinckley, Chief Marketing Officer at Blue Ridge Partners, has spent years focusing on helping companies improve their revenue engine through effective business growth strategies. But it is vital to align those strategies with the business's functional strategy so that you don't hamstring your departments' ability to do their jobs. In this episode of the Growth Enablement Madness Podcast, our host Jim Ward is joined by BrainSell's VP of Marketing, Sarah Reed, to chat with Carter about the difference between a business growth strategy and functional strategy. The group also discussed the importance of aligning your functional and business growth strategies to better position a company for success.

It feels like it was only yesterday when we began to see the significant impact COVID-19 has had on the world. One year later, we are continuing to find ways for businesses to move forward and drive growth in a rather uncertain climate. Becc Holland, Founder of Flip the Script and former Head of Sales Development at Chorus.AI, and John Barrows, industry thought leader and CEO and Founder of JB Sales, recently participated in BrainSell’s Watercooler Series, where we talk shop and highlight how timely trends are impacting the way businesses go to market. The conversation revolved around this topic of selling in a “new normal,” and what companies can do to ensure their sales teams have what they need to succeed. In this episode of the Growth Enablement Madness Podcast, we look back at a conversation between our host Jim Ward, Becc, and John where they explored how to successfully prospect, make connections, and fill pipeline in today’s “new normal” business environment.

however, industry experts agree that AI and ML have changed the game for businesses looking to grow efficiently. Jim Kaskade, CEO of the conversational AI company Conversica, is at the front of the pack when it comes to uncovering AI's real role in the evolving workplace for modern and growth-focused businesses. With years of experience running data, identity management, and IT service organizations, Kaskade helps lead a company at the forefront of digital data innovation and assists companies in growing in the process. In this episode of the Growth Enablement Madness Podcast, Kaskade chatted with host Jim Ward about how tech innovations in AI and ML are positioning businesses to streamline their processes and drive growth with less. The two also discussed how AI augments aspects of the workforce rather than replacing employees and ruining livelihoods.

Using valuable data and insights to make strategic growth decisions is vital to being successful with your efforts in modern business. Businesses that do not prioritize their data strategy are in for a world of struggle in coming quarters and years. For Jordan Berry, one of BrainSell’s go-to data analysts and Co-founder of Interloop.ai, companies must be forward-thinking with their data initiatives to ensure investments and processes reap the most benefit—and drive growth from the start! In this episode of the Growth Enablement Madness Podcast, Jordan sat down with host Jim Ward to discuss what the phrase “data-driven growth” means to them. They also shared thoughts on the technologies that are helping position businesses to be data-driven and on companies leading the data-driven charge by example.

Normally, tech drives business decisions. This is especially true for the marketing automation space, where many people tend to invest heavily in a solution that they are not maximizing to their fullest potential. But Nick Ezzo, VP of Marketing at the finance and ERP automation company Auditoria.ai, has found a unique way to turn his colleagues in the marketing department into a force multiplier that leads the company to profitability through the help of all-in-one automation. During the first episode of the Growth Enablement Madness Podcast, Nick sat down with host Jim Ward to chat about how a growth enablement mindset has helped position Nick to help Auditoria have the biggest impact in the ERP space with the smallest group of people. The pair also discussed Nick's philosophy of marketing automation and its role in growing businesses.