New Customer Machine - Turning Strangers Into Customers at Scale

If you’ve been a leader or business owner for any length of time, you can probably relate to idea of being stuck in a rut. In this interview, Bill is going to share the strategies and philosophy he uses to help business leaders get their Mojo back! Bill Gallagher is a business coach and master facilitator with over 30 years of entrepreneurial and executive experience. Bill has spent the last 15 years coaching and training others in leadership and performance and previously led 4 companies of his own and been a partner or executive in 2 others. Bill discovered the Rockefeller Habits and Scaling Up 20 years ago, has used them in his own companies. Today, Bill coaches leaders and teams across more than 25 cities in 11 countries and the host of the Scaling Up Business Podcast. He is a passionate and playful presenter and his clients, at all stages, share a hunger to grow successfully with an openness to new approaches and thinking. An experienced entrepreneur and executive, he has created and run companies and business units ranging from startup to over $500 million. His full profile in on LinkedIn: http://www.linkedin.com/in/billgall Website | Podcast Produced by Flint Stone Media, LLC © 2019 Copyright Juicy Results, All Rights Reserved

A-B-C... What does that mean to you in sales? Well, to Steve, it means "Always Be Connecting." I am excited to share with you some great lessons on how to use LinkedIn and social media to develop your own sales pipeline. In this episode, you’ll learn two amazing things: How Steve uses LinkedIn to land ideal clients without any competition whatsoever. And, How Steve generates business (and makes money) while having fun and doing the things he loves. This is not the same information that I’ve heard other experts on "social selling" teaching. This is a simple, fresh approach that might work for you. Steve Nudelberg is an author, expert sales trainer, consultant, keynote speaker, and serial entrepreneur. Steve created On the Ball – a company that invests time and talent in emerging businesses and corporate teams to help them grow. Steve is an energetic powerhouse who infuses adrenaline and ideas to ignite individuals and teams to sharpen overall performance. Steve’s specialty within organizations centers on creating daily sales processes, sales acceleration and development, Social Selling, The Art of Building Relationships, Storytelling to make conversations engaging and Pipeline Development. I’ve had the pleasure of seeing Steve speak, and even sharing a stage with him. And, I can tell you… both are a ton of fun. I can’t wait for you to experience his energy. It’s a great episode. Website: https://www.nudelberg.com Book: https://www.nudelberg.com/author LinkedIn: https://www.linkedin.com/in/stevenudelberg Produced by Flint Stone Media, LLC © 2018 Copyright Juicy Results, All Rights Reserved

I’ve seen our guest Jack Daly speak on four different occasions. And, I can tell you that no one is prepared for a Jack Daly presentation. In addition to his off-the-charts energy and highly animated speaking style, he has this uncanny ability to hold up a mirror that lets us business owners see some of the ridiculous mistakes we’re making. There’s lots of laughing and lots of epiphanies going on while Jack has the stage. I know he’s transformed the way the many of us entrepreneurs look at growing our companies. The first time I saw him was about 4 years ago in Philadelphia at a regional Entrepreneurs Organization conference. It was on that warm June day back in 2014 that my path as a sales leader and company builder changed forever. Jack Daly is a master at installing and cultivating a hyper sales growth culture. Jack is an experienced and inspirational sales trainer and sales coaching expert, who inspires audiences to take action in the areas of sales management, corporate culture, and sales training. Jack is a proven CEO/Entrepreneur, having built 6 companies into national firms, two of which he has subsequently sold to the Wall Street firms of Solomon Brothers and First Boston. His professional sales trainer know-how has turned him into an accomplished sales coaching authority and author of books including Hyper Sales Growth, The Sales Playbook for Hyper Sales Growth and Paper Napkin Wisdom, all Amazon #1 Bestsellers. Jack is an Ironman on seven continents and has completed 95 marathons in over 50 states. He was married to his high school sweetheart Bonnie for 48 years before her passing in 2017 and is the proud grandfather to two grandsons. You’re going to love our conversation, and I’m going to be back with Jack, right after this quick message. Learn more about Jack and his programs at JackDaly.net. Produced by Flint Stone Media, LLC © 2018 Copyright Juicy Results, All Rights Reserved

This is a sensational interview—especially if your bottleneck is lead generation. And, at the end, I’ll introduce you to a tool that will give your sales team the ability to two-way text with prospects, and have all of those threads integrated with your CRM!   Devin Schain is a serial entrepreneur who has successfully started and sold four companies and has invested in more than 40 start-ups.   As a sophomore at The University of Pennsylvania, Devin launched On Campus Marketing, which he sold after taking it public and scaling to 1,100 colleges.   Educational Direct, another company that Devin founded, became the leading consolidator of student loans on the internet before being sold in 2006 to a private equity firm for $375,000,000.   I got the fortune of meeting Devin on my epic Rim2Rim Grand Canyon trip that I mentioned on the last episode. He’s one of the most brilliant and generous entrepreneurs I’ve come across in my lifetime.   Not only because he shared some of his valuable water with me when I ran out on the 25 mile hike, but because everytime I turned around, he was asking others on the hike how he could help them with their business, or in general. On the 5 hour car ride back to the airport in Las Vegas, I was able to listen to him workshop out solutions to problems that other passengers were facing. He’s really seen it all, and he’s been radically successful in marketing for decades… back when the medium of choice was direct snail mail, and today when just about all forms of communication are digital.   I asked him to expand on a framework that he’s used over and over again to find marketing success. It unbelievably simple and useful.   Currently, Devin is founder and managing partner of WIT Capital, which invests in start-ups and early stage companies focused in direct marketing, financial services, education, and SAAS models.   In addition to being a serial entrepreneur, Devin is a dedicated philanthropist: he founded ShalomLearning and The Social Sector of Scaling Up.   Just google "Devin Schain” and you’ll find him! Produced by Flint Stone Media, LLC © 2018 Copyright Juicy Results, All Rights Reserved

Kris and I were introduced a few years ago by phone and Facebook (thanks, Melanie Spring), but the trip was our first time meeting. And, I can tell you first hand, from two days in the Grand Canyon, that Kris lives and breathes what he preaches. It’s not surprising the Kris was the first one to reach the top of the North Rim after 12 hours of hiking on day one... since he’s competed in 8 full Ironmans. in 1996, Kris started Kris & Co., a manufacturers’ sales agency that represented and sold the coolest of brands to retailers across the northeast US. After running the business for 20 years from zero to 8-figures in revenue, he sold it to Justgot2haveit.com. In 2012, Kris started his coaching business, K2, and committed to being “all-in” on helping other leaders get similar results. He says his calling is “Empowering Better” in CEOs, Entrepreneurs, and their people to Kickstart Clarity to be better versions of themselves. K2 is hyper-focused on pushing you past your limits and defying your expectations. And you’ll hear that same enthusiasm in our conversation today. Today’s topic is larger than sales and marketing. It’s about beginning with the end in mind and getting clear on what your goals are and what you’re working towards. I like to joke with my clients that it takes exactly the same amount of work to build a business that you love as one that you hate. The difference is just your decision. So ask yourself what you’re working towards in your career, life and family. Can you clearly articulate it? Or, are you just looking to take advantage of whatever comes your way like so many people see as their only option? If you’re interested in being more intentional about making awesome happen in your life, check out Kris’s process for kickstarting clarity. Links: Kris Kaplan's website Kris on LinkedIn Simon Sinek - Find Your Why Cameron Herold - Vivid Vision Grasshopper Founder, David Hauser   Produced by Flint Stone Media, LLC © 2018 Copyright Juicy Results, All Rights Reserved  

Bill Gates calls her “super high bandwidth.” Bill Clinton has thanked her for “fostering American entrepreneurship.” For over 30 years New York Times bestselling author and Leadership and Culture Coach Christine Comaford has been helping leaders navigate growth and change. Christine is sought after for providing proven strategies to shift executive behavior to create more positive outcomes, enroll and align teams in times of change, massively increase sales, product offerings, and company value. Her coaching, consulting and strategies have created hundreds of millions of dollars in new revenue and value for her clients. The potent neuroscience techniques she teaches are easy to learn and immediately applicable to help leaders see into their blind spots, expand their vision, and more effectively influence outcomes. In this episode of the New Customer Machine, Jeremy interviews Christine Comaford about her bestselling book, Smart Tribes, and how we can use these concepts to build deep rapport and become more influential. Join Christine's tribe for free webinars and resources: www.SmartTribesInstitute.com/join

I believe this episode might just be a game changer for many of you who are struggling with sales growth. Aaron Ross (@motoceo on Twitter) is the author of From Impossible To Inevitable (http://fromimpossible.com/). Aaron is married with 12 children (mostly through adoption), loves motorcycles, and keeps a 25-hour workweek. He’s a keynote speaker and best-selling author of Predictable Revenue, called “The Sales Bible of Silicon Valley,” based on an outbound prospecting system that’s created more than $1 billion across Salesforce.com and other companies. He’s cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com.

Martin is the creator/inventor of The Habit Factor® as well as the author of the international bestselling book sharing the same name. He’s widely recognized as the father of the modern habit tracking movement for goal achievement. Martin presented these revolutionary insights about habit and goal achievement at TEDx in the United Arab Emirates (where Jeremy initially discovered him and The Habit Factor), and his work has been featured in the world’s most popular productivity blogs such as Lifehacker.com and Mashable.com as well as New York Times, C|Net and OpenForum. He’s been identified by Success Magazine as one of today’s most inspirational, creative and respected thought-leaders in the multibillion-dollar personal-development arena. Perennial bestselling author Michael Gerber, (The E-Myth Revisited) has said of The Habit Factor, “Brilliant, everyone needs this… whether you read this for your business or yourself— just read it!” Prior to developing and authoring The Habit Factor®, Martin has been a partner in C3 Networx, formerly Home2Office Computing Solutions, Inc. As founder/COO, he’s been nominated twice for the Entrepreneur of the Year award and has twice led his team to win the Better Business Bureau Torch Award for Marketplace Ethics.

Caryn is the Chief Door Opener at Kopp Consulting whose Door Opener Service has helped thousands of business owners and sales people secure initial meetings with high level decision makers in almost every major company including GE, Merck, Verizon, AT&T, Kraft, Target, CBS and the list goes on and on. Jeremy asks Caryn about which sales language will open doors to the best prospects and why most businesses have such a hard time crafting effective language. Make sure to check out the launch event for Caryn’s latest book, co-authored with Carl Gould and titled Biz Dev Done Right designed to help business owners and their sales people understand the blind spots in the sales process and learn critical strategies for getting Business Development right. Special launch event bonuses available here: http://bizdevbook.com/ For more great insights on the business development process, check out Caryn’s website at www.koppconsultingusa.com.

Jeremy interviews Govindh, the co-author of Paper Napkin Wisdom, about his decision to tightly focus the marketing at each of his four companies on niche markets. Govindh Jayaraman is a successful portfolio entrepreneur now running four companies; he started his first as an 18 year-old. Govindh has been called "A Modern Day Napoleon Hill" for his work in creating Paper Napkin Wisdom. Not surprisingly, his goals are lofty: Show people everywhere how they can be successful, and change the world in the process. Get your own copy of Paper Napkin Wisdom here: http://www.amazon.com/Paper-Napkin-Wisdom-Business-Success/dp/1599327090 Here is the eBook Jeremy mentions at the end of the podcast: juicyresults.com/crm

Michael Mills is no stranger to systematizing and scaling a business. As a Certified E-Myth Consultant for more than 15 years, his team worked with hundreds of business owners helping them create and implement business procedures in their organizations. In this episode Michael and Jeremy discuss techniques for scaling the sales process at any business so that it can be delegated and scaled. Here is the ebook mentioned and offered (for free) in the podcast—How to Systemize Your Business: https://touchstonebdc.isrefer.com/go/systemize_ebook/juicyresults/ Michael is one of the Managing Directors of Business Design Corporation, a business development company for small and mid size businesses. Business Design Corporation develops and implements technology, specifically The TouchStone Business System, that transforms businesses into more scalable and more satisfying enterprises with 100% more value - more freedom, more balance, more profit and more satisfaction. Business Design Corporation’s technologies are used in entrepreneurial organizations throughout North America as well as in most English speaking countries around the globe; from the U.K. to South Africa to Australia & New Zealand. www.BusinessDesignCorp.com Here is the eBook Jeremy mentions at the end of the podcast: http://juicyresults.com/crm

Rocco Baldassarre is a digital marketing consultant and entrepreneur. He is best known as founder of the award winning digital marketing agency Zebra Advertisement and the youngest Google Partners All-Stars Winner at the age of 24. Rocco's client is currently up for a Facebook Award for innovative marketing based on the work his firm has done with the company so I invited him on to talk about Facebook advertising tools. He also founded 1DollarAd and International PPC, among other businesses. For his work with Bing Ads, Microsoft awarded him the Most Valuable Professional Award. He has been featured by The Huffington Post, The New York Times, and Upwork's Annual Impact Report. among other publications. Check out his course on Udemy called "Step by Step Facebook Campaign Creation Method For Success" - https://www.udemy.com/facebook-ads-advanced-tactics-for-entrepreneurs-marketers/ Find more about Rocco at: http://www.roccobaldassarre.com

Mark O’Brien is one of the clearest communicators I know when it comes to understanding digital marketing. On this episode, we cover the end-to-end system he recommends to generate a steady flow of right-fit opportunities for his clients. I ask Mark about which tools are the best when choosing a CMS for your website, a CRM for your sales team and he goes into detail about choosing the right marketing automation platform. Listen as we joke around about the common missteps companies take when they approach digital marking and listen closely as Mark drops detailed metrics that must be hit to get your marketing engine running. Here is the webinar that Mark mentioned on the topic of mass email deliverability titled Email Deliverability Demystified. https://www.newfangled.com/webinar/factors-affecting-email-deliverability/ Mark O’Brien, is the CEO of Newfangled. Newfangled empowers marketing agencies to generate ideal new business opportunities through creating and nurturing digital marketing systems and habits that have a measurable impact on their bottom line. Mark speaks regularly at marketing events for the 4A’s, TAAN, Mirren, MarketingProfs, ReCourses, MAGNET, ICOM, AMIN, and Worldwide Partners, among others. Mark is also the author of, “A Website That Works: How Marketing Agencies Can Create Business-Generating Websites.”

Joe is back on the by popular demand to discuss how companies can and should be using search engines to generate leads. If you’ve tried Google AdWords or other search engine marketing before with little success, listen to the examples Joe shares and the mindset he is looking for when deciding on which clients will be successful with their marketing.

Many entrepreneurs feel as if we will always be the most productive salesperson in our business. However, when one person controls the sales process, the business can only scale as fast as that one person can sell. In this episode Scott Fritz shares some of the concepts and tools he used to grow a company he founded from zero to $170 million in sales and be listed on the INC 500 Fastest Growing Companies list two years in a row with growth rates in excess of 1,000%. In 2010 Scott authored The 40 Hour Work YEAR (http://www.40hourworkyear.com/). The book chronicles Scott’s entrepreneurial journey first hand, as he shares strategic business methods, action focused exercises and the mindset philosophy that allowed him to achieve The 40 Hour Work YEAR and become a passive investor in his own business. Learn more about Scott at http://www.growthconnect.com/.

Did you know that most marketing is targeted at only 3% of the target market? Amanda joins the podcast to go deep on the concept of the Buyer's Pyramid, a killer concept from her father's book on sales, The Ultimate Sales Machine. Amanda helps fast growing companies use education-based marketing and other advanced strategies to dominate their market and grow their revenue. She even shares how one of her clients was shut down by the Government in Australia because they had too much success!

Is fear holding you, and your company's, marketing back? Joe Apfelbaum joins us to share some stories from his forthcoming book—-From Average Joe to CEO—-about how fear almost prevented him from capitalizing on one his company's biggest opportunities to date. Joe is the CEO of Ajax Union (http://www.ajaxunion.com/), an Internet marketing agency based in Brooklyn, NY. You can find him sharing his life on social media and through his weekly email to over 2,000 CEOs.

Want to double or even triple your revenue? Start with shining a spotlight on how your best salespeople spend their time. Shift the time they spend with early stage buyers to others and introduce automation wherever possible to free your rainmakers up to spend as much of their time as possible with the most ready-to-buy prospects and watch your sales explode. I would love your feedback on these concepts as I set out to write the New Customer Machine book. Presented by Jeremy Pound.

David Shriner-Cahn is the president of TEND Strategic Partners and host of the business podcast, Smashing the Plateau,which features leaders helping leaders break through barriers. At TEND, David works with CEOs of successful companies that keep hitting roadblocks. In this inaugural episode of the podcast, Jeremy and David share stories of systematizing the marketing process and how the lack of systems have held us, and our clients, back. Free offer from David: 5 Setbacks Experienced by Superstar Entrepreneurs (and How They Overcame Them) David Shriner-Cahn shares valuable lessons he has learned from interviewing superstar entrepreneurs and millionaires. http://www.tendstrategicpartners.com/5-setbacks

Welcome to the New Customer Machine Podcast. I recorded this quick intro as an "episode zero" to discuss what you can expect if you listen to or (even better) subscribe to the podcast. Thanks for being here!