Podcasts about HubSpot

Taylor Conroy has spoken at TEDx, Harvard, Princeton, the United Nations, Google, LuluLemon, KPMG and to 100K people globally. He is the expert at landing TEDx Talks and huge stages around the world. Top 3 Value Bombs 1. One mistake that aspiring speakers make is they get so honed in, focused, crazy and maniacal. They lose sight of what is actually important in a talk, and that is experience. 2. If you've gone through a whole bunch of stuff in your life, you went through it for a reason. You went through it so that you can help other people go through it faster, to live more comfortably, happier, more euphoric lives. 3. Know exactly what you stand for as a speaker and the experience that you want the audience to have. Land A TEDx Talk & Spread Your Message To Millions In As Little As 30 Days... Even If You've Never Spoken On Stage In Your Life - Thought-Leader Sponsors HubSpot Put your sales team on the fast track to winning Q4 with Sales Hub! Learn more at HubSpot.com/sales Shopify The global commerce platform that helps you sell at every stage of your business. Sign up for a $1-per-month trial period at Shopify.com/onfire Policygenius Simplifying the process of getting life insurance so you can protect the people you love. Head to Policygenius.com to get your free life insurance quotes and see how much you could save

With recent challenges in online advertising, it's crucial to explore alternative avenues for customer acquisition. Learn how building products and marketing strategies based on your ICP can fuel quick success and scalability for your business.In today's episode, Jordan West and Michael Epstein, Co-Founder of PostPilot, discussed  the challenges of Q4 and how to go beyond abandoned checkout communication and acquire customers through targeted direct mail campaigns. Listen and learn in this episode!Key takeaways from this episode:Leveraging first-party data and creating lookalike models based on best customers can help identify and target high-potential prospects.Retention campaigns are key for maximizing customer value, despite privacy updates limiting certain retargeting methods.Reactivating dormant customers can lead to significant returns on ad spend, even for customers who haven't made a purchase in years.Exploring alternative customer acquisition avenues outside of traditional online advertising platforms is important for long-term sustainability.Discount offers in direct mail campaigns should match or exceed those in email campaigns to incentivize customers on the verge of defecting.Targeting specific customer segments, such as expectant mothers or new parents, can yield successful results.Building lookalike audiences for cold acquisition, similar to Facebook's approach, can help identify new prospects with high potential.Recommended Podcast/Audiobook:Prof G:   https://podcasts.voxmedia.com/show/the-prof-g-pod-with-scott-gallowayElon Musk Biography: https://www.amazon.com/Elon-Musk-Walter-Isaacson/dp/1982181281Recommended App/Tool:Sendlane: https://www.sendlane.com/Klaviyo: https://www.klaviyo.com/Shopify: https://www.shopify.com/Retention.com: https://retention.com/Hubspot: https://www.hubspot.com/Salvit Advisors: https://www.salvit.com/Salvit Advisors Leverage Playbook:  https://bit.ly/3RFKaw6Why the 'Leverage Playbook'?Data-Driven Decisions: By connecting your analytics ecosystem—be it GA, Shopify, or Amazon—Salvit Advisors will identify 2-3 immediate wins that have been lurking right under your nose.Customized Strategy: Receive a pitch deck tailored specifically for your brand, combining your unique data.Immediate Impact: These insights aren't just theoretical. They're actionable recommendations that can drive tangible profit for your business.Get 5 Offers for 2 Products (10 in total) along with 10 highly engaging tried and true creatives, 30 captivating headlines, descriptions, and ad texts sent to you for only $99. Go to https://www.upgrowthcommerce.com/offer and order now - this offer is only available for a limited time.We love our podcast community and listeners so much that we have decided to offer a free eCommerce Growth Plan for your brand! To learn more and how we can help, click here: upgrowthcommerce.com/grow Join our community and connect with other eCommerce brand owners and marketers! https://www.facebook.com/groups/secretstoscalingpodcast

Maggie Berghoff is a leader in the health space, author of #1 New Release and Bestseller, Eat To Treat, and a business mentor for thousands of health and wellness professionals. Top 3 Value Bombs 1. You do not need to be a devoted reader to achieve success. 2. Nutrition is the top priority; it is essential for energy and it affects your feelings. 3. Take charge of your health; the responsibility lies with you. No one will come to your door offering help or to rescue you. Starting today, you must take the necessary steps to change your life positively. How to Transform Your Health! Visit and discover the Three Steps You Need To Live A Happier Lifestyle. Pre-order your copy now and get some amazing bonuses from Maggie! - Eat To Treat Sponsors HubSpot Put your sales team on the fast track to winning Q4 with Sales Hub! Learn more at HubSpot.com/sales Thought-Leader Ever thought about giving a TEDx talk? Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions Millionaire University Podcast Teaching you how to run a successful business and graduate rich, not broke! Find Millionaire University on Apple, Spotify, YouTube, or wherever you get your podcasts

The Future of Sales: Personalized, Predictive and Customer-Centric Have you ever wondered what it takes to design a customer-focused sales process that delivers? Emily Regia, Sandler's enterprise marketing manager, joins us at Inbound to share her expertise and insights on keeping the customer at the heart of our business. She unravels how understanding your customer's journey can lead to a more personalized and effective marketing strategy. The conversation goes deeper into how tools like HubSpot have been instrumental in Sandler's success by ensuring the right leads land in the right place.  In an age where AI dominates conversations, how do you keep the human touch alive? Emily discloses how to add that personal element to AI-generated messages. She also sheds light on how predictive AI can provide more comprehensive insights into customers and how platforms like 6Sense can contribute to that. The discussion goes into the specifics of using AI for personalized messaging and sales forecasting and reveals how the partnership with DealIQ can help predict outcomes. So, if you're striving to make your sales and marketing strategies customer-centric, this episode is packed with valuable insights that can drive your efforts. Join us, as Emily provides a masterclass on designing a customer-focused inbound marketing process. (0:00:14) - Designing a Customer-Focused Sales Process Emily explains how HubSpot's features help customize conversations with leads, emphasizing customer journeys and value-adding materials. (0:05:55) - Improving Website Conversations and AI Tools We discuss customer journeys, website conversations, chatbots, phone numbers, event-based activities, and human support. (0:13:51) - AI for Personalized Messaging and Sales Forecasting AI-generated messages, Six Sense, Deal IQ, Podio, and customer insights are discussed to add a human touch. Find more information about Sandler's customer-focused sales process at www.sandler.com/inbound. 

Today's guest is Andy Crebar.    Andy is the CEO and co-founder of GP Flow which is on a mission to unlock the potential of real estate. He's spent his career working in fintech and real estate and lives in New York with his young family.   Show summary:  In this podcast episode, Andy Crebar discusses his background in fintech and real estate, as well as the development of GP Flow as a platform to help real estate sponsors and LPs. He explains how GP Flow was created by understanding the pain points of sponsors and LPs and offers insights into their integration with existing CRM workflows. Andy also talks about HoneyBricks, a crowdfunding platform they built using GP Flow, and discusses the Equal Opportunity for Investors Act, a proposed legislation that aims to allow financially sophisticated individuals to become accredited investors. Sam and Andy both express their enthusiasm for the potential impact of this legislation on private real estate investment.   -------------------------------------------------------------- Intro [00:00:00]   Background and Experience [00:00:40]   Development of GP Flow [00:04:11]   The evolution of the real estate industry [00:08:31]   Differentiating GP Flow from other investor portals [00:09:45]   Honey Bricks as a crowdfunding platform [00:12:42]   Equal Opportunity for Investors Act [00:17:10]   Expanding the Market for Non-Accredited Investors [00:18:09]   Challenges with Accredited Investor Requirements [00:19:03] -------------------------------------------------------------- Connect with Andy:  Linkedin: https://www.linkedin.com/in/andycrebar/ Twitter: @andycrebar  Web: https://www.gpflow.com/   Connect with Sam: I love helping others place money outside of traditional investments that both diversify a strategy and provide solid predictable returns.     Facebook: https://www.facebook.com/HowtoscaleCRE/ LinkedIn: https://www.linkedin.com/in/samwilsonhowtoscalecre/ Email me → sam@brickeninvestmentgroup.com   SUBSCRIBE and LEAVE A RATING. Listen to How To Scale Commercial Real Estate Investing with Sam Wilson Apple Podcasts: https://podcasts.apple.com/us/podcast/how-to-scale-commercial-real-estate/id1539979234 Spotify: https://open.spotify.com/show/4m0NWYzSvznEIjRBFtCgEL?si=e10d8e039b99475f -------------------------------------------------------------- Want to read the full show notes of the episode? Check it out below: Andy Crebar (00:00:00) - For us, it's really just about understand the customers. We'd spend hundreds of hours with GPS watching them use existing tools and asking them, you know, what spreadsheets do you hate? Like, Oh, this spreadsheet always got to come back to this because this thing does that thing. But then you track it here and you're like, okay, there's an opportunity there. And when you hear enough of sponsors talk about the same spreadsheet that they're using to solve a specific problem, it's like, okay, there's something there's something that we can help them be more efficient on board, more capital and, you know, work with more investors.   Sam Wilson (00:00:27) - Welcome to the How to Scale commercial real estate show. Whether you are an active or passive investor, we'll teach you how to scale your real estate investing business into something big.   Sam Wilson (00:00:40) - Andy Graeber is the CEO and co-founder of GP Flow, which is on a mission to unlock the potential of real estate. He spent his career working in fintech and real estate. He lives in New York with his young family.   Sam Wilson (00:00:50) - Andy, welcome to the show.   Andy Crebar (00:00:52) - Thanks for having me, Sam. Excited to be here.   Sam Wilson (00:00:54) - Absolutely. Andy The pleasure is mine. There are three questions I ask every guest who comes on the show in 90s or less. Can you tell me where did you start? Where are you now and how did you get there?   Andy Crebar (00:01:03) - Sure. So I started my life in a place called Sydney, Australia, and then moved to the US in 2015 with my my girlfriend, now wife. Since then, I've been working in FinTech as a real estate, as you mentioned. What really changed for me? Probably due to the pandemic over the last ten years, my wife and I had acquired a few single family rentals and apartments, but we got crushed during Covid. Places went empty. We were doing concessions, a ton of management, and then we went really deep on multifamily. We found there's lots of great syndicators across the country, lots of great sponsors, great deals, aligned incentives. So we started a flow that focused on helping build better software for them and unlocking new capital pools and markets and getting more LPs invested in these deals.   Andy Crebar (00:01:44) - Today, as you mentioned, live in New York, we're really excited to share what we do and how we can help both sponsors and LPs in private real estate.   Sam Wilson (00:01:50) - There are a lot of moving pieces. I feel like in that short story you just told 2015, you moved to the States girlfriend, you're involved in fintech. I mean, were you involved in tech before you came to the States? There had to be a background in there somewhere.   Andy Crebar (00:02:05) - I was actually involved in technology banking. I worked at a company called Macquarie Group, which is well known in Australia. They do some stuff around the world but very well known in Australia. Investment banking. I did that for five years, was fantastic. Got knee deep in models and presentations and financial calculus and that sort of stuff. But I knew my future was in technology and knew the best place to be in technology at the time was in San Francisco, so we moved there in 2015, packed up all our stuff, arrived with a couple couple of backpacks and a dream, and we just got underway doing it from there.   Sam Wilson (00:02:38) - Wow. That's really that's that's inspiring. And then you said Covid came around. You owned some single family rentals, maybe some apartments along the way. This is not. But three years ago. And you kind of in my own summary, got your teeth kicked in in Covid. Does that sound about right?   Andy Crebar (00:02:57) - Yeah, that's a good analogy. Let's run with that. Got my teeth kicked in. But my journey with real estate started from a young age. My dad's actually an architect, and he's always taken me around. You know, on weekends it would have been moving my brother or sister change house or helping someone renovate the kitchen or whatever it was. And he taught me two things that really stood out with me. One was how beautiful real estate is, but also how it's a platform for building financial wealth. And those two lessons really stuck with me. So then the first chance I got to buy property was in 2012. We bought a small one better, which we converted to two in a place called Bondi in Sydney, and that's really where I got my fix.   Andy Crebar (00:03:33) - I was like, Wow, we can actually improve these things, generate wealth and also improve the quality of life of people living in these buildings. And that's where we we started aggressively, you know, buying and investing over the last ten years. And we've been lucky to now own property in in Australia, in the US and Canada, which is where my wife's from.   Sam Wilson (00:03:48) - That's really, really awesome. So, so you made it through the but it sounded like in that in that period during Covid, you know, you said you started working with multifamily sponsors and people around the country. You said, okay, and how and in what? In what capacity were you working with them as an investor, As a co-sponsor? As what? What was that?   Andy Crebar (00:04:11) - So it was actually the catalyst is really during Covid, we have a few places in Bondi and in Sydney and Bondi, a tourist town like I think 50% of the apartments get rented out to tourists and backpackers. And when Covid came in, laws came in.   Andy Crebar (00:04:27) - Everyone, all the expats from around the world went home one day, pretty much went half vacant because everyone that you know, might be a Brit hanging out in Australia had to go home now. So all these places were vacant. So we had our places go empty for months. A couple other places in the US also had some challenges around concessions and supporting people to not move them out of their out of the place. And that's when it really switched me, which is like I know real estate to the path, but like managing a single family apartments and houses is really tough to scale, right? That's what led me to multifamily, which was like, Wow, people are doing this at bigger scale with more diversification, better returns and LPs can get 15% of their money investing passively in other people's deals. Wow. That's what we want to go with it. And that's what really let me down the multifamily path and getting started and working with GPS and LPs.   Sam Wilson (00:05:16) - How did you discover the GP flow, your GP flow like it seems like that would have been let me just maybe I'm a slow learner, but the processes that you've developed inside of that would would have probably taken me a decade to figure out.   Sam Wilson (00:05:33) - And it seems like you've somehow taken all of those lessons and compiled them, not just compiled those lessons, but then also made a platform for others to use very, very quickly. How did you do that?   Andy Crebar (00:05:46) - Three two factors in that. So me and my co-founder and my CTO at our last company, we built B2B software in FinTech. It worked out well for us. We'd both be investing in real estate. We hadn't built software for real estate before. And then from going deeply into multifamily, we saw this opportunity around helping GPS raise more capital, do it faster, be more efficient, those sorts of things. There's also this big overarching wave of more and more LPs getting involved in real estate, and I'm sure there's many sponsors listening to this. It's chaos. To get a deal done, you need to finally I said lock it out, those sorts of things. But then chasing around. 5100 different LPs for 50. 100 grand checks using different tools within the CRM. It's in. Hello sign.   Andy Crebar (00:06:31) - It's. Have we got the Y yet? There's just a lot of manual processes and workflows which ultimately prevent sponsors from working with broader audiences. Right Triangle, which is changing, which we can speak about in a moment. And we said, look, there's lots of opportunity here to help us do this better, which ultimately help more LPs get access to the the great returns that private real estate can provide.   Sam Wilson (00:06:53) - Right? So so I and I wholly understand those those pains very, very well. And I think even correct me and this is why I want to hear this, because even. Even with the right systems in place, and I won't name any names, but there's we just launched our latest fund. And even with a fund administrator in place that is handling theoretically all of that investor onboarding and all those systems, it's like, okay, hey, we're going to pay you handsomely to take care of this. Even then, I'm still involved somewhere. Somehow there's a hey, what about and this and wait.   Sam Wilson (00:07:28) - But there wasn't a signature from a and it's like, wow, Like this was supposed to be turnkey. So I feel like there's there's there's no magic pill. But yet you've solved some of the major point pain points, I would think, in the system that you develop. So talk to me about those pain points and what you've done to overcome some of those, such as the ones you just mentioned, where it's Hello signed. Oh, there's this the I mean. Talk me through some of that.   Andy Crebar (00:07:58) - I'll give you the the founder lands and then the real estate lens. So in building software for anyone, like it's always building any business really to really understand your customer, like what are their pain points, how are they using it, those sorts of things. And when you find customers that are using five different tools, do the one thing you know, there's generally opportunity there, which is like, okay, how can we build a better holistic solution for these individuals? In talking about all those different points, solutions and management? There's definitely a lot to it, but that's obviously the beauty of technology because you can automate a lot of this stuff.   Andy Crebar (00:08:31) - Real estate's an incredible industry, but it's often a slow moving industry and there's a lot of wealth with, you know, traditional generations that are used to doing deals in a certain way and those sorts of things. I think that's changing a lot. Now we're seeing more and more syndicators, you know, target, you know, accredited investors or target retail scale really quickly. So we think that industry is evolving and being more receptive to adopt technology and do this stuff in new ways. For us, it's really just about understand the customer. So we'd spent hundreds of hours with GPS watching them use existing tools and asking them, you know, what spreadsheets do you hate? Like, Oh, this spreadsheet always got to come back to this because this thing does that thing. But then you track it here and you're like, okay, there's an opportunity there. And when you hear enough of sponsors talk about the same spreadsheet that they're using to solve a specific problem, it's like, okay, there's something there's something that we can help them be more efficient on board, more capital and, you know, work with more investors.   Sam Wilson (00:09:24) - That makes that makes a heck of a lot of sense. Yeah. I mean, I'm sitting here as you're talking, looking here at your website, and I think it's really, really cool. But this would you categorize this as more than an investor portal? Because there's lots of investor portals out there and it seems like there's more to this than just that.   Andy Crebar (00:09:45) - But of course it's more than an investor portal. We we differentiate across a number of different ways. One thing that you talk about Miami thinking a lot about recently is just the use of a CRM. There's a lot of incredible systems out there, you know, HubSpot, ActiveCampaign, MailChimp, even all these sorts of things. And they've all got really powerful workflows. And 90% of syndicators we work with are using one of those systems. It's really good for automated touch points, for sequences, for workflows, whatever it may be. But when we think about investor portals, a lot of these investor portals have actually built out their own CRM in it, and then it ends up having sponsors, having two databases of like, I've got Sam Smith over here, but actually Sally Smith here.   Andy Crebar (00:10:26) - And is that the same one that signed the subscription docs? And then reconciling those things. So one thing we've focused a ton on is actually building into existing CRM workflows. So sponsors that are managing a pipeline in HubSpot or ActiveCampaign or those sorts of things, as soon as they're moved from stage to stage wide and automatically trigger this thing in flow to send out, you know, signature docs or those sorts of things and really just use one CRM as a source of truth best as having two. So things like that where we're not so much focus on being another investor portal, but really differentiating around how can we do stuff differently or better for how sponsors are using technology differently. Right.   Sam Wilson (00:11:02) - No, you're spot on. Correct. Because that's I mean, even you know, I'm guilty of it. You just touched on a pain point. That's a very, very present reality for me where it's like, oh, hey, cool. I'm really glad that Andy signed up on our investor portal. But does that tie then back into and for us, it's active campaign.   Sam Wilson (00:11:18) - Does that tie back into active campaign and are those two talking? The answer is probably not. And so and that's that's a loss. I mean, my gosh, if people sign up on the investor portal, but then there's never a follow up sequence. If there's never the, hey, by the way, email sent to me or investor relations or somebody else saying reach out to indie. Yeah. And we lost.   Andy Crebar (00:11:41) - Yeah, We see a lot of sponsors try and duct tape these things together with Zapier or other tools, but at the end of the day, you know, it can work If you're managing 100 investors, we want to get to 1000 and do bigger and bigger deals and more and more deals ultimately need to move outside of your personal network of friends and family and attract new investors and nurture new investors. And for that, you need the best serums. And for that, you know, we want to be the investor portal that works with those best CRM seamlessly.   Sam Wilson (00:12:04) - Right. No, I think that's really, really awesome.   Sam Wilson (00:12:07) - Yeah, man. I'm excited to take a demo here of of your product here at VP Flow. That's pretty awesome. Let's talk about the other side of this business because it's one thing. It's one thing for the guy selling shovels to tell you how great the shovel is. It's another thing for the guy selling shovels to be using a shovel himself. Right. And so you've you have built another website and another capital raising platform online that is built off of your flow. Product. Is that right? Can you tell us about that?   Andy Crebar (00:12:42) - Yeah, that's right. We are. We eat our own dogfood at honey bricks. We go.   Sam Wilson (00:12:46) - Like that.   Andy Crebar (00:12:48) - A crowdfunding platform built on Flo. And it's something that they teach a lot in, um, you know, the venture backed technology community, which is like the faster you can start dog feeding your own product and actually be your own customer, you know, the better product you can build. So we, we do that ourselves. A honey bricks, everything at honey bricks Honey Wix.com, which is a crowdfunding platform for for multifamily syndications across the country.   Andy Crebar (00:13:12) - Everything there is running on Flo. So whether it's onboarding investors, accreditation distributions, sending out shares, whatever it may be, that's all using our software. And we've got a ton of learnings and things. We're always going to be improving with the product, but it's been great to actually use it ourselves. You know, we've done ten deals in the last 12 months. We've got a little over 3000 investors on the platform, you know, raising capital for great sponsors, but really just doing it ourselves and showing, you know, keep making the product better and showing that it does actually work.   Sam Wilson (00:13:44) - Right. No, I think that's awesome. So tell me about Honey Bricks. I mean, so you guys are working with great sponsors around the country, but give me kind of the the and it is crowdfunding, but give me kind of more of a of a deeper dive into the product itself. Who's investing on it, how you guys manage that? I mean, that's that's still it seems like even with a great CRM, there's still a lot of moving parts into bringing a sponsor in, getting the deal vetted, getting it approved on the platform, getting investors in.   Sam Wilson (00:14:13) - I mean, there's a lot of moving pieces there. How do you do all that?   Andy Crebar (00:14:16) - Uh, it's quite simple once it's up and running and then using technology. But obviously there are a lot of moving pieces, especially on the regulatory front as you outlined. Uh, but the value prop we provide to, you know, investors that find us and invest in honey bricks is really around three things. The first one that pretty vetted deals. You know there's. Then it's 2 million apartments across the US and prime buildings. You know, there's thousands of syndications every month. We have a team that goes out and finds 100 of these every month and underwrites them ourselves, gets comfortable with the sponsor, the market, you know the deal. And then we'll we'll prove out these things and bring 1 to 2 to the marketplace that we truly believe in. And the second value prop is really around better terms. So these are a fund of funds where we're investing in another operators deal. So they're doing all the real work, you know, actually, you know, renovating the apartment building, finding it diligence and working with tenants, improving the asset, those sorts of things.   Andy Crebar (00:15:10) - So operationally, it's quite an easy lift as far as managing these SPV entities. And the third one is we provide the options for secondary market liquidity after 12 months so investors can sell to other investors in the marketplace after 12 months separate from the deal. So the deal's life lifecycle might be five years after 12 months if Sally wants to sell to Mary. Know they can do that through the platform.   Sam Wilson (00:15:33) - Wow. That's really. Yeah. Solving the liquidity issue is pretty cool. How did how does that work? What is there a loss to the initial investor? Is there like how does what's the liquidity options look like through honey bricks? Because that's there has to be an exchange of value somewhere.   Andy Crebar (00:15:53) - Yeah, We we don't provide, you know, valuation benchmarks. What we do provide is, you know, the issue price here's what the preferred return value would be. Those sorts of things. But it's really up to Sally and Mary. You know, they can post advertisements within the platform and they can, you know, negotiate if they want an anonymous basis.   Andy Crebar (00:16:11) - But we don't set the price.   Sam Wilson (00:16:13) - Sure, sure. And so then they just swap out their position in that particular deal.   Andy Crebar (00:16:19) - Yeah, the particular entity because remember to fund the funds which are separate from the deal. So it doesn't actually influence the the top deal. You know, it actually this influences the SPV with the investors money bricks in it.   Sam Wilson (00:16:30) - Right, right, right. No, that's that's really really So each of your deals on honey bricks is a separate SPV goes live and then investors get in on that. Talking about crowdfunding we've had some new legislation guess come through this has been recorded. August 8th, 2023. So tell me about that. You talk you told me a little bit about this off air and it's some stuff that's new, new news to me. Maybe I'm just two heads down. I don't quite know. But give me give me some color on that and how that's affecting what it is that we are doing.   Andy Crebar (00:17:02) - Yeah, it's it's interesting. It hasn't made more noise, I guess, in the community because we saw it and we said like, that's quite interesting.   Andy Crebar (00:17:10) - We knew it's been coming for a while, but as far as how quickly it's moving through, it has representatives in the Senate. It could be here within the 12 months. And what I'm talking about is the Equal Opportunity for Investors Act. Now, there's a representative from Nebraska, Mike Flood, I think his name is, and he proposed something called the Equal Opportunity for Investor Act, which basically asks FINRa, the SEC, to approve a accreditation test. Right. So not not based off income or no net worth, but an actual test that people that are financially sophisticated can take and then become accredited investors. And why that's interesting is that the approval in the House of Representatives was overwhelmingly positive. It's like 300 to 20 or whatever, whatever it is. And it seems to be moving pretty quickly. It's getting to the Senate. And given that overwhelming response, it's likely it'll get approved quickly by the Senate. So as part of that legislation, they need a test within the next 12 months. So if you work backwards from that and say it takes a few months to get through Senate, it could be with us by the end of 2024.   Andy Crebar (00:18:09) - And why that's important is. If you believe people do not invest in this stuff. And you know, at honey bricks, we only work with accredited investors and we probably get seven out of ten people that want to invest in honey bricks and not accredited, which we politely have to say, sorry, deregulation, we can't work with you just yet. But I think there's a huge market here in the US around non-accredited today. Investors that want to invest in private real estate, they're not sick of the stock market volatility. They want to invest in stuff they understand generate double digit returns. They can't do it. So I think that's a really key piece of legislation that's changing. It's going to be a big change in the amount of capital that's available in private real estate deals.   Sam Wilson (00:18:48) - Oh, man. And the number of people that are highly intelligent, very capable of making these decisions, and yet they can't because they don't meet an income or net worth requirements. Like that's the people that need to be in these deals anyway.   Sam Wilson (00:19:03) - Like mean think about friends of mine that are, you know, they're judges, they're lawyers maybe. I mean, it's like, you know, they're not making half $1 million a year, but they're very smart people. It's like, how? Okay, but you don't meet the accredited investor requirement. This is silly for sure. So yeah.   Andy Crebar (00:19:21) - A lot of benefits with it, you know, think it's there for a reason. But think you're right, there's many very smart, financially savvy people that can want to invest in these deals and could invest in these deals but can't due to the legislation. So that's great to see.   Sam Wilson (00:19:36) - Yeah, absolutely. Absolutely. Yeah. This is this is fun. I'm glad to see your state on the front end of these changes. I mean, getting honey bricks out there, taking advantage of the crowd, funding legislations and laws, then building flow and and making honey bricks run off of it. I mean, those are all very, very cool things. And you love what you're doing here in the real estate space and how you're really bringing new products to the market that are meaningful and making a difference.   Sam Wilson (00:20:02) - So certainly appreciate that. If our listeners want to get in touch with you or learn more about you, what is the best way to do that?   Andy Crebar (00:20:08) - We show up there or sponsor or fund a funds manager head to GP flow. Com. You can learn more about what we do and how we help GP's there. If you're an LP looking to invest in high quality multifamily deals across the US. Check out honey bricks.com. And either way you can always find me and andy@flo.com as well.   Sam Wilson (00:20:27) - Fantastic Andy at flow honey bricks and flow. Make sure we include all of those there in the show notes. Andy thank you again for coming on today. I do.   Sam Wilson (00:20:36) - Appreciate it.   Andy Crebar (00:20:38) - Right on. Thanks for having me, Sam.   Sam Wilson (00:20:39) - Hey, thanks for listening.   Sam Wilson (00:20:40) - To the How to Scale Commercial Real Estate podcast. If you can do me a favor and subscribe and leave us a review on Apple Podcasts, Spotify, Google Podcasts, whatever platform it is you use to listen. If you can do that for us, that would be a fantastic help to the show.   Sam Wilson (00:20:56) - It helps us both attract new listeners as well as rank higher on those directories. So appreciate you listening. Thanks so much and hope to catch you on the next episode.

Are you holding yourself accountable? If not, then it's keeping you from success within the sales industry. In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jessica Schultz about the importance of holding yourself accountable as a sales representative. Discover what accountability means and how it can improve your sales performance. The Power of Leading by Example Jessica highlights the significance of leaders displaying the behaviors they expect from their team members.  Leading by example sets the tone for the entire organization, as it helps build trust and respect among team members.  Clear expectations should be set, and any issues that arise should be addressed through reporting and conversations with the team members involved.  She also stresses that if team members consistently fail to meet expectations despite efforts to support and guide them, leaders should be willing to cut ties and send a clear message to others. Importance of Accountability and Feedback One-on-one meetings allow one to discuss concerns, ideas, and goals.  However, Jessica acknowledges that one-on-one meetings can often be neglected due to other priorities.  To ensure accountability, metrics should be defined, and transparent reporting should be implemented.  The CEO's voice is vital in addressing underperforming team members, as a clear directive from the top can greatly impact the team's performance. Educating Leaders on Effective Sales Management Jessica discusses the need for educating founders and sales leaders on what good sales management looks like.  Defining expectations with metrics and implementing transparent reporting are key to holding sales leaders accountable.  She encourages sales managers to stay on top of expectations to ensure reps hit their goals. The Role of Sales Leaders in Deal Management Jessica emphasizes the importance of being prepared for calls, promptly following up with reps and customers, and staying engaged and available to support the sales team. The use of technology tools like Gong can help identify challenges and keywords in conversations but should not be relied upon solely.  Managers must still actively listen to the entire conversation and analyze it further.  Breaking Down Sales Metrics for Success Many companies struggle to determine which metrics to manage their sales representatives to. Jessica highlights the importance of breaking down revenue goals into actionable tasks for reps.  Educating clients on critical sales metrics like average contract value (ACV) and conversion rates is also crucial. Founders may struggle to provide effective coaching, even if they listen to sales calls.  She shares their approach to determining the number of weekly meetings with qualified customers to close deals and setting goals accordingly. Setting clear expectations for sales leaders and team members is crucial for a thriving sales organization. Jessica shares her insights on accountability for sales leaders and founders in optimizing their sales processes.  "Clear expectations should be set, and any issues should be resolved through reporting and conversations." - Jessica Schultz Resources Jessica Schultz LinkedIn Amplify Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Travis Zigler is an optometrist turned entrepreneur. He now runs Profitable Pineapple Ads, which specializes in growing nonprofits with a $120k per year Google Ads Grant and growing brands using Amazon. Top 3 Value Bombs 1. Business is all about serving other humans. 2. If you run a business, you could also build a nonprofit on the side that solves the pain point of your business. 3. Maintain a 5 percent click through rate or greater. The more specific that single keyword AdWords campaign that you get, the higher click through rates going to be. Check and start your nonprofit with Travis - Pineapples For Progress Sponsors HubSpot Put your sales team on the fast track to winning Q4 with Sales Hub! Learn more at HubSpot.com/sales Belay Don't be the bottleneck to your organization's growth! Schedule a free delegation consultation with Belay Text FIRE to 55123 to schedule your delegation consultation today Policygenius Simplifying the process of getting life insurance so you can protect the people you love. Head to Policygenius.com to get your free life insurance quotes and see how much you could save

Kyara Gray and Khalil Uqdah are the co-founders of Charm City Buyers, a multi-seven figure real estate development firm specializing in rebuilding properties and revitalizing neighborhoods in Baltimore. Top 3 Value Bombs 1. Focus on your why. Understand your purpose. Know what drives you and wakes you up in the morning. 2. Just chasing the money is not going to fulfill you. Being purposeful with your actions and your time is more rewarding 3. Everyone has their role. If we all play in our position and have that aligned vision for where we're trying to go, we can make things happen. Are you ready to build wealth through real estate? Attend Kyara and Khalil's FREE class - Charm City Buyers Sponsors HubSpot Put your sales team on the fast track to winning Q4 with Sales Hub! Learn more at HubSpot.com/sales Thought-Leader Ever thought about giving a TEDx talk? Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions

Kyara Gray and Khalil Uqdah are the co-founders of Charm City Buyers, a multi-seven figure real estate development firm specializing in rebuilding properties and revitalizing neighborhoods in Baltimore. Top 3 Value Bombs 1. Focus on your why. Understand your purpose. Know what drives you and wakes you up in the morning. 2. Just chasing the money is not going to fulfill you. Being purposeful with your actions and your time is more rewarding 3. Everyone has their role. If we all play in our position and have that aligned vision for where we're trying to go, we can make things happen. Are you ready to build wealth through real estate? Attend Kyara and Khalil's FREE class - Charm City Buyers Sponsors HubSpot Put your sales team on the fast track to winning Q4 with Sales Hub! Learn more at HubSpot.com/sales Thought-Leader Ever thought about giving a TEDx talk? Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions  

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this episode, Jill Fratianne, CAM at HubSpot , discusses how to negotiate in tech sales and navigate the difficult conversations around it. Follow Jill on LinkedIn https://www.linkedin.com/in/jillfratianne/ Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Brought to you by Eppo—Run reliable, impactful experiments | Vanta—Automate compliance. Simplify security | Ezra—The leading full-body cancer screening company—Lane Shackleton is CPO of Coda, where he's been leading the product and design team for over eight years. Lane started his career as an Alaskan climbing guide and then as a manual reviewer of AdWords ads before becoming a product specialist at Google and later a Group PM at YouTube. He also writes a weekly newsletter with insights and rituals for PMs, product teams, and startups. In today's conversation, we discuss:• Principles that set great PMs apart• Rituals of great product teams• The fine line between OKRs and strategy, and why it matters• “Two-way write-up”• The story of how skippable YouTube ads were born and lessons learned• How to gauge personal career growth• “Tim Ferriss Day” and its impact on Coda's history• How Lane bootstrapped his way to CPO from the bottom of the tech ladder—Find the transcript and references at: https://www.lennyspodcast.com/what-sets-great-teams-apart-lane-shackleton-cpo-of-coda/ —Where to find Lane Shackleton:• X: https://twitter.com/lshackleton• LinkedIn: https://www.linkedin.com/in/laneshackleton• Substack: https://lane.substack.com/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Lane's background(04:03) Working as a guide in Alaska(07:32) Parallels between guiding and building software(09:12) Why Lane started studying and writing about product teams(12:49) How Lane came up with the career ladder and guiding principles(14:10) The five levels Coda's career ladder(16:30) Principles of great product managers(21:06) The beginner's-mind ritual at Coda(24:05) Two rituals: “cathedrals not bricks” and “proactive not reactive”(27:46) How to develop your own guiding principles(31:17) Learning from your “oh s**t” moments(36:03) Rituals from great product teams: HubSpot's FlashTags(42:15) Rituals from great product teams: Coda's Catalyst(47:01) Implementing rituals from other companies(49:48) How to navigate changing vs. sticking with current rituals(53:02) “Tag up” and why one-on-one meetings are harmful (55:27) Lane's handbook on strategy and rituals(57:10) How skippable ads came about on YouTube   (1:01:46) Lane's path to CPO(1:07:02) Advice for aspiring PMs(1:10:53) Tim Ferriss Day at Coda(1:13:24) Using two-way write-ups (1:19:30) The fine line between OKRs and strategy, and why it matters(1:21:41) Lightning round—Referenced:• Endurance: https://www.amazon.com/Endurance-Shackletons-Incredible-Alfred-Lansing/dp/0465062881• Bret Victor's talk “Inventing on Principle”: https://www.youtube.com/watch?v=EGqwXt90ZqA• Jeremy Britton on LinkedIn: https://www.linkedin.com/in/jeremybritton/• Comedian on Netflix: https://www.netflix.com/title/60024976• The Score Takes Care of Itself: My Philosophy of Leadership: https://www.amazon.com/Score-Takes-Care-Itself-Philosophy/dp/1591843472• The Creative Act: A Way of Being: https://www.amazon.com/Creative-Act-Way-Being/dp/0593652886• AlphaZero: https://en.wikipedia.org/wiki/AlphaZero• Antoine de Saint-Exupéry: https://en.wikipedia.org/wiki/Antoine_de_Saint-Exup%C3%A9ry• Storyworthy: Engage, Teach, Persuade, and Change Your Life through the Power of Storytelling: https://www.amazon.com/Storyworthy-Engage-Persuade-through-Storytelling/dp/1608685489• The Moth: https://themoth.org/events• Seth Godin's website: https://www.sethgodin.com/• The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph: https://www.amazon.com/Obstacle-Way-Timeless-Turning-Triumph/dp/1591846358• Tony Fadell's TED talk: https://www.youtube.com/watch?v=9uOMectkCCs• FlashTags: A Simple Hack for Conveying Context Without Confusion: https://www.onstartups.com/flashtags-a-simple-hack-for-conveying-context-without-confusion• How Coda builds product: https://www.lennysnewsletter.com/p/how-coda-builds-product• 100-dollar voting ritual: https://coda.io/@lshackleton/100-dollar-voting-exercise• Pixar's Brain Trust: https://pixar.fandom.com/wiki/Brain_Trust• Lane's product handbook: coda.io/producthandbook• The rituals of great teams | Shishir Mehrotra of Coda, YouTube, Microsoft: https://www.lennyspodcast.com/the-rituals-of-great-teams-shishir-mehrotra-coda-youtube-microsoft/• Principle #4: Learn by making, not talking: https://lane.substack.com/p/principle-4-learn-by-making-not-talking• Phil Farhi on LinkedIn: https://www.linkedin.com/in/philfarhi/• How to ask the right questions, project confidence, and win over skeptics | Paige Costello (Asana, Intercom, Intuit): https://www.lennyspodcast.com/how-to-ask-the-right-questions-project-confidence-and-win-over-skeptics-paige-costello-asana-intercom-intuit/• Chip Conley's website: https://chipconley.com/• Jeff Bezos Banned PowerPoint in Meetings. His Replacement Is Brilliant: https://www.inc.com/carmine-gallo/jeff-bezos-bans-powerpoint-in-meetings-his-replacement-is-brilliant.html• Working Backwards: Insights, Stories, and Secrets from Inside Amazon: https://www.amazon.com/Working-Backwards-Insights-Stories-Secrets/dp/1250267595• Dory and Pulse: https://coda.io/@codatemplates/dory-and-pulse• Turning the Flywheel: A Monograph to Accompany Good to Great: https://www.amazon.com/Turning-Flywheel-Monograph-Accompany-Great/dp/0062933795/• Waking Up: A Guide to Spirituality Without Religion: https://www.amazon.com/Waking-Up-Spirituality-Without-Religion/dp/1451636024• The Inner Game of Tennis: The Classic Guide to the Mental Side of Peak Performance: https://www.amazon.com/Inner-Game-Tennis-Classic-Performance/dp/0679778314• Good Strategy/Bad Strategy: The Difference and Why It Matters: https://www.amazon.com/Good-Strategy-Bad-Difference-Matters/dp/0307886239• The Last Dance on Netflix: https://www.netflix.com/title/80203144• Full Swing on Netflix: https://www.netflix.com/title/81483353• Stephen Curry: Underrated on AppleTV+: https://tv.apple.com/us/movie/stephen-curry-underrated/umc.cmc.23v0wxaiwz60bjy1w4vg7npun• Arrested Development on Netflix: https://www.netflix.com/title/70140358• Shishir's interview question clip on TikTok: https://www.tiktok.com/@lennyrachitsky/video/7160779872296652078• The Ultimate Reference Check Template: https://coda.io/@startup-hiring/reference-checks-template• SwingVision: https://swing.tennis/• Waking Up app: https://www.wakingup.com/—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

From the archive: This episode was originally recorded and published in 2021. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL's in these archive episodes are still relevant. Lucy Shahjahan is an international relationship coach who teaches women how to be their own soulmate before attracting their life partner. She's the founder of Soul to Soul Global, a seven-figure business, and the author of the forthcoming book, Don't Sh*t In My Vortex. Top 3 Value Bombs 1. The key ingredient to success is to surrender and put your focus on your mindset. 2. To have longevity on your chosen path, start to soften your masculine energy and allow your feminine power to activate your imagination, connect into the divine, and surrender. 3. Whatever is in your heart right now, don't mock around. Now is the time to put yourself out there and go for it! Finally receive the SOULMATE RELATIONSHIP you desire and deserve - Soul To Soul Global Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123

From the archive: This episode was originally recorded and published in 2021. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL's in these archive episodes are still relevant. Lucy Shahjahan is an international relationship coach who teaches women how to be their own soulmate before attracting their life partner. She's the founder of Soul to Soul Global, a seven-figure business, and the author of the forthcoming book, Don't Sh*t In My Vortex. Top 3 Value Bombs 1. The key ingredient to success is to surrender and put your focus on your mindset. 2. To have longevity on your chosen path, start to soften your masculine energy and allow your feminine power to activate your imagination, connect into the divine, and surrender. 3. Whatever is in your heart right now, don't mock around. Now is the time to put yourself out there and go for it! Finally receive the SOULMATE RELATIONSHIP you desire and deserve - Soul To Soul Global Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123  

From the archive: This episode was originally recorded and published in 2021. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL's in these archive episodes are still relevant. Daniel Moskowitz and Elliott Bayev take a combined 50 years experience in Brazilian Jiu-Jitsu and building 8-figure sales teams and bottle it up inside a powerful new book: Sales Jiu-Jitsu. Top 3 Value Bombs 1. Implementing the idea of the intensity of training alive in Jiu-Jitsu makes a big difference by taking real-world scenarios for your sales team with their sparring partner. 2. Positioning is essential in Jiu-Jitsu. It can make losing impossible and winning inevitable. 3. The lessons that you can learn from Jiu-Jitsu as a sales professional can be life-changing. THE SECRET BLACK BELT SYSTEM FOR CHAMPION LEADERS - buy the book and get your bonuses - The 4-Steps To Increase Your Conversion Rates in 30-Days Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123

Everyone needs a good book to help them build essential skills for their career. If you're in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better. But how is this book going to help you become a better negotiator? In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals. Mark Raffan Background Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide. His job is to help people make more money, close more deals, and become better negotiators. Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.” Dissecting the Complexities of Negotiation Mark begins by addressing the misconception that negotiation is a mysterious and magical process.  He attributes this perception to media portrayals in movies like "Wolf of Wall Street," which depict negotiations as effortless and producing instant results.  However, real negotiation is far from glamorous and relies on strategic planning rather than magic or tricks. Unlocking Success Drivers The book emphasizes the importance of understanding what one wants to achieve in a negotiation.  Mark advises readers to define their contractual terms, target upsells and cross-sells, and identify strategic areas to drive value.  This strategic planning is crucial in avoiding reactive behavior during negotiations, allowing negotiators to maintain control and increase their chances of achieving favorable outcomes. The Pitfall of Customer-Centricity While being customer-focused is essential, Mark cautions against neglecting the objectives and interests of their own organization.  Many salespeople make significant concessions to meet the counterparty's demands, often at the expense of their own goals.  The book advises sales leaders and negotiators to balance understanding the counterparty's needs and prioritizing their aspirations. Leadership's Role in Developing Negotiation Skills The book addresses sales leaders, highlighting the importance of educating and empowering sellers in effective negotiation practices.  By encouraging a shift from solely focusing on revenue acquisition to considering deal quality, leaders can inspire their teams to think strategically.  The goal is to foster a mindset that cultivates better long-term results and profitability. Understanding Deal Quality In today's market, the focus on growth has often overshadowed the importance of deal quality.  Mark challenges this approach, emphasizing the need to evaluate the value and risks associated with each deal.  He provides insights on determining deal quality and outlines strategies to build value while minimizing risks consistently. Listeners are invited to dive deeper into the subject matter by reading Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." This enlightening resource is tailored to salespeople and sales leaders seeking to empower their teams and prioritize deal quality. So, if you're ready to unlock the secrets to uncomplicated negotiation and achieve better results in your deals, pick up a copy of the book today. "Real negotiation is significantly more boring. Real negotiation is about strategy. It's about planning." -Mark Raffan Resources Nine Secrets to Win Deals and Influence Stakeholders Negotiations Ninja Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

From the archive: This episode was originally recorded and published in 2021. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL's in these archive episodes are still relevant. Daniel Moskowitz and Elliott Bayev take a combined 50 years experience in Brazilian Jiu-Jitsu and building 8-figure sales teams and bottle it up inside a powerful new book: Sales Jiu-Jitsu. Top 3 Value Bombs 1. Implementing the idea of the intensity of training alive in Jiu-Jitsu makes a big difference by taking real-world scenarios for your sales team with their sparring partner. 2. Positioning is essential in Jiu-Jitsu. It can make losing impossible and winning inevitable. 3. The lessons that you can learn from Jiu-Jitsu as a sales professional can be life-changing. THE SECRET BLACK BELT SYSTEM FOR CHAMPION LEADERS - buy the book and get your bonuses - The 4-Steps To Increase Your Conversion Rates in 30-Days Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123  

We return this week with the Generative AI News (GAIN) rundown for September 8, 2023. Get ready for a lot of product announcements and some special segments on NVIDIA and how cloud providers are influencing the competitive landscape: NVIDIA Blowout revenue - GPU purchases are upstream of generative AI software sales. NVIDIA just announced a record quarter that was nearly double the previous quarter and quarterly record. It also forecasted a new revenue quarter for the next quarter. We put into context how this will flow down into cloud and software revenue. Cloud Wars and LLMs - What role do the cloud hyperscalers AWS, Azure, and Google Cloud play in the LLM competitive landscape? We look at the ecosystems and how cloud distribution could make or break an LLM's adoption. Generative AI winners and losers of the week. Commentary this week is led by Voicebot.ai's head writer, Eric Schwartz, and Bret Kinsella from Synthedia and Voicebot.

At INBOUND 2023, HubSpot's annual conference, JLD did a live, on-stage interview with Jay Clouse, host of Creator Science, all about the Creator Economy in 2024. Top 3 Value Bombs 1. Focus your content and your curation within your newsletters to be read by your listeners on a very consistent basis. 2. Producing a massive amount of content is under-hyped. A lot of people are scared of producing a lot of content because they think it'll oversaturate their listeners and get them to unsubscribe. 3. The higher the barrier, the lower the competition. When you can do something in this world, specifically in business, that's really hard to do - that's hard to replicate - the level of competition is going to be so much smaller. Become a smarter creator in just 10 minutes per week! - Creator Science Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales FranBridge Many EOFire listeners have launched franchises in a variety of industries outside of food – and FranBridge Consulting has guided them to these premier opportunities! Sign up for a free consultation with Jon - or get a free copy of his book, Non-Food Franchising - at FranBridgeConsulting.com ZipRecruiter The most effective way to find the best people for your roles! Try ZipRecruiter for free before you commit at ZipRecruiter.com/fire

EPISODE DESCRIPTION About a week ago, I was in Boston, Massachusetts for HubSpot's annual INBOUND conference. I was blown away by the scale of this event. I was lucky to be invited to come as one of HubSpot's creators to hang out in the Creator Cafe, host a meetup, and I also hosted a conversation on stage with John Lee Dumas, the founder and host of Entrepreneurs on Fire. He has over 4,000 episodes with a 150,000,000 lifetime downloads, and that breaks down to about 2,000,000 listens per month. Earns more than $1,000,000 in annual revenue. He and I sat down to talk about where we see the Creator Economy going in 2024. So in this episode, you'll hear JLD and I talking about our predictions for the coming year for creators. Follow JLD Website / Instagram / YouTube / Facebook Full transcript and show notes *** CONNECT

Adam is joined by HubSpot's Competitive Intelligence Manager Jessica Davis to learn how she gets into the heads of her sales reps to create sales content to win more deals. Jess shares why it's essential to deliver content in a format your reps are familiar with and to promote it far and wide. We're also excited to announce that Jess will be a speaker at this year's Compete Week!Don't miss your chance to save a seat for the BIGGEST compete event of the year at Compete Week 2023. See more info and the full lineup of speakers at https://klue.com/compete-weekAnd don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(00:00) Introduction (03:02) Jess's three biggest tips for creating competitive content (03:42) Distributing intel to your reps(04:56) Promotion tactics and tips for content(08:31) Moving from sales to compete(13:02) Unlocking proof points from win-loss interviews(16:38) How often HubSpot refreshes their content(21:10) Staying close to your ICP(23:57) How to report on your compete program to your leadership team(29:01) Why you should be measuring competitive win ratesProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor's world, continuously updating and connecting dots to help you win more business. It's a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses.

In this episode, Avanish and Adrienne talk about:Changes in the productivity space that have impacted Workspace's platform strategy (9:55)Balancing product and ecosystem developments while you scale (16:10)Taking a principle-based approach to building a platform (19:00)The necessity of a multifaceted strategy in creating a successful platform (20:30)Innovation and “first-of-a-kind” thinking in partnerships (22:50)Building a partnership strategy based on product and business goals (24:40)Creating missions at the business and team level to achieve your goals (27:40)Guest: Adrienne McCallisterAdrienne McCallister is the Vice President of Global Partnerships for Workspace and Messaging, where she oversees Workspace's productivity suite partnerships, as well as all Comms/Messaging partnerships, covering Google's consumer communications products Messages by Google(RCS), Meet, Dialer and Business Messaging.Adrienne's previous roles at Google include partnership lead for Android's U.S. carrier partners, Google's VR/AR/Lens efforts, helping to launch Chromecast, Google Home and leading its global distribution partnerships, as well as leading strategic content partnerships for Google TV. Prior to joining Google in 2011, Adrienne held senior business development roles at Associated Content (a Yahoo! company), Clearleap (an IBM company) and AOL. Adrienne holds an M.B.A. from UC Berkeley's Haas School of Business, and has a bachelor's degree in finance from the McIntire School of Commerce at the University of Virginia.Host: Avanish SahaiAvanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the Appexchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.About TidemarkTidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.LinksFollow our guest, Adrienne McCallisterFollow our host, Avanish SahaiLearn more about Tidemark

In this episode, Leah Tharin, Growth Advisor for scaling B2B companies, dives into how she grew her audience on LinkedIn and Substack from 0 to 40,000 subscribers in just one year.Previously, Leah was the Head of Product at DeinDeal and Jua, and led the core product at Smallpdf to over 50 million monthly active users. Specifically, Leah shares how to:Define your audience and find your unique voice.Tailor content to meet your audience's needs effectively.Transform your audience into a thriving community by extending your presence beyond social platforms through the use of podcasts, newsletters, and chat platforms.Identify and engage with superfans across various mediums.Plan meetups to build deeper connections with your community.Resources:Product-led Growth for B2B Courses: https://maven.com/leah-tharin Productea with Leah Podcast: https://www.leahtharin.com/p/the-productea-with-leah Leah's newsletter and blog: https://www.leahtharin.com This episode is brought to you by:Leverage community-led growth to skyrocket your business. From Grassroots to Greatness by author Lloyed Lobo will help you master 13 game-changing rules from some of the most iconic brands in the world — like Apple, Atlassian, CrossFit, Harley-Davidson, HubSpot, Red Bull and many more — to attract superfans of your own that will propel you to new heights. Grab your copy today at https://FromGrassrootsToGreatness.com Each year the U.S. and Canadian governments provide more than $20 billion in R&D tax credits and innovation incentives to fund businesses. But the application process is cumbersome, prone to costly audits, and receiving the money can take as long as 16 months. Boast automates this process, enabling companies to get more money faster without the paperwork and audit risk. We don't get paid until you do! Find out if you qualify today at https://Boast.AI Launch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit https://LaunchAcademy.ca Content Allies helps B2B companies build revenue-generating podcasts. We recommend them to any B2B company that is looking to launch or streamline its podcast production. Learn more at https://contentallies.com #product #marketing #innovation #startup

This episode is sponsored by Vodafone Business. V-Hub advisers are here to help you achieve your business goals. With specialisms across a range of digital skills, our advisers are ready to assist you with free support and guidance, so your business can thrive in the digital world.Check it out: https://r.vodafone.ie/v-hub-AdvisoryWelcome to episode #177 of Stock Club by MyWallSt. In this episode, your hosts Michael O'Mahoney and Emmet Savage dive deep into the world of marketing automation, Hollywood strikes, recent IPO's and more. Join us as we dissect Klaviyo, a platform that has disrupted the marketing industry with its 130,000 active customers, taking on giants like MailChimp and Hubspot. We'll dive deep into Klaviyo's successful IPO story, highlighting the impressive eight-figure sums raised and the pivotal role played by Shopify in shaping Klaviyo's trajectory.Next, we shift our focus to the ever-evolving gig economy and its profound impact on companies like Instacart. Under the leadership of CEO Fiji Simo, Instacart has undergone strategic transformations that redefine its scope. We'll explore the risks and rewards associated with these bold moves.Additionally, we touch upon the potential fallout of the Writer's Strike on the entertainment industry, shedding light on its implications for Hollywood. To wrap up, we discuss the ambitious targets set by CrowdStrike, providing a comprehensive overview of key developments in the finance and tech sectors. Whether you're a seasoned investor or just beginning your financial journey, this episode is brimming with insights that can transform your approach to finance and industry trends.

Intercom's Director of Automated and Proactive Support Ruth O'Brien caught up with HubSpot's Director of Customer Support for EMEA Noel O'Reilly to chat about how AI and automation are affecting customer service today and HubSpot's AI strategy for support in the year to come.Watch on YouTube: https://www.youtube.com/watch?v=0S-vS-QVuTUTranscript: https://www.intercom.com/blog/videos/hubspot-noel-oreilly-ai-customer-support-strategyWe'd love to hear your thoughts on the podcast and what you'd like to hear more of on it. E-mail us: podcast@intercom.ioSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

At INBOUND 2023, HubSpot's annual conference, JLD did a live, on-stage interview with Jay Clouse, host of Creator Science, all about the Creator Economy in 2024. Top 3 Value Bombs 1. Focus your content and your curation within your newsletters to be read by your listeners on a very consistent basis. 2. Producing a massive amount of content is under-hyped. A lot of people are scared of producing a lot of content because they think it'll oversaturate their listeners and get them to unsubscribe. 3. The higher the barrier, the lower the competition. When you can do something in this world, specifically in business, that's really hard to do - that's hard to replicate - the level of competition is going to be so much smaller. Become a smarter creator in just 10 minutes per week! - Creator Science Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales FranBridge Many EOFire listeners have launched franchises in a variety of industries outside of food – and FranBridge Consulting has guided them to these premier opportunities! Sign up for a free consultation with Jon - or get a free copy of his book, Non-Food Franchising - at FranBridgeConsulting.com ZipRecruiter The most effective way to find the best people for your roles! Try ZipRecruiter for free before you commit at ZipRecruiter.com/fire

Sales process mastery and approaching your outbound correctly Welcome back to another episode of "Making Conversations Count" and in this episode, host Wendy Harris is going solo, bringing you a masterclass in sales process! We're going to learn the importance of having a strategy and approach, and how it can significantly impact your sales. Tools for managing your sales process Wendy runs through the various different tools and platforms for the many tasks involved within the sales process. She talks about content purposing for things like LinkedIn and your email list, and explains how an effective follow-up process requires a database or sales system. CRM system - yes or no? And what about CRM systems? Wendy talks us through the many options available, including HubSpot, Zoho, and Salesforce and shares which one she feels could be beneficial to your own business.  So, if you're looking to make your conversations around the sales process count, join us for this enlightening episode. We'll uncover valuable insights and strategies that will enhance your sales success.  "A simple sheet can be everything that you need it to be because you can add columns, you can data sort, you can even add First Contact, Last Contact, Next Contact columns and sort them to see how long it takes from First Contact to a sale and sort things by results. ..." - Wendy Harris, Making Conversations Count - September 2023    Timestamped summary of topics 00:02:30 Nimble as a CRM.  00:04:15 Segmenting data. 00:07:27 Use apps to schedule and track tasks. 00:10:38 Clever way to align communication, reach audience. 00:13:55 Long-term success takes time, client referrals matter. 00:17:39 Invest in what works for your goals. 00:27:27 Overcoming introversion and self-promotion awkwardness. 00:31:57 Marcus Sheridan's AI expertise and insights are food for thought. What Is Making Conversations Count? "Making Conversations Count" is a podcast from Growth Communication Coach & Trainer Wendy Harris who has been picking up the phone for 35+ years. In old money she would be called a Telemarketing Consultant. In these modern times people prefer Social Selling Trainer. In the Making Conversations Count podcast, Wendy shares how to use conversation to build relationships in business. Missed our previous episodes? You can catch up with any of the other guests we've been making conversations count with, here: https://makingconversationscount.com/podcast-episodes/

Jason Falchuk, BioBridges' founding partner, transforms work in life sciences. Jason has over 20 years experience representing clinical development professionals and their impactful programs at BioBridges. Top 3 Value Bombs 1. We surround ourselves with so many experts and advocates and a variety of areas of our lives. . But somehow, when it comes to our livelihood in our careers, we often leave that to situational chance. 2. You should remain curious. Be open to learning and really getting outside of your comfort zone. Be ready to experience lots of failures. Failures really set you up for how you approach your future, whether they're successful outcomes or not. 3. It's important to surround yourself with people who understand you and believe in you and learn to build rapport with those kind of people as you evolve in your career. Put your clinical development in the most capable hands possible - BioBridges Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Thrivetime Show Is now your time? Clay Clark's business coaching has helped over 2,000 entrepreneurs to dramatically increase profitability! Schedule your free consultation today at ThrivetimeShow.com

In a world where biases hinder diversity, Dr. Bentley Gibson reveals the key to inclusive mentoring relationships.  In this episode, you will be able to: Identify the importance of understanding and rectifying biases within mentoring relationships Endorse an atmosphere of diversity and inclusion by naming implicit bias Identify the subtle significance of evaluating and nullifying implicit biases in mentor-mentee programs Uncover the strength of open-hearted conversations and vulnerability in a mentoring relationship Discover ways to promote inclusiveness by transcending personal biases through mentoring Meet Dr. Bentley Gibson, an influential figure whose work in addressing implicit biases has made her a noteworthy force in the field of academia. Not only does she hold the coveted spot of an associate professor in psychology at Georgia Highlands College, but her impact extends far beyond the educational sector. Based on her expertise on biases, she founded The Bias Adjuster, guiding various organizations such as government bodies and universities to uncover and curb implicit biases. With her distinct ability to simplify and highlight the impact of these biases in everyday life, she reveals the pivotal role they play in mentoring relationships and their potential for transformation. The key moments in this episode are: 00:02:28 - Dr. Bentley's Mentor, 00:07:33 - Life Experiences and Passion, 00:16:48 - The Importance of Mentoring in Counteracting Bias, 00:27:34 - The Importance of Vulnerability in Mentoring Relationships, 00:34:15 - Identifying and Addressing Biases in Mentoring, 00:43:48 - Learning from Differences, 00:46:11 - Strong Mentoring Relationships,  Tackling biases in mentorship Informed by Dr. Bentley Gibson's perspectives, the podcast delved into the importance of addressing biases within mentoring relationships. The insightful discussion underscored the idea that bias, whether explicit or inherent, ought to be acknowledged and confronted in mentorship. Realizing this goal contributes to creating an inclusive environment where diverse talent can thrive, benefiting not only mentees but also mentors and their broader organizations. Want to connect with or work with Dr. Bentley Gibson to learn more? Find out more here! Dr. Gibson's LinkedIn: https://www.linkedin.com/in/dr-bentley-gibson-3712474b/  Her Book: https://www.amazon.com/My-Magical-Hair-Bentley-Gibson/dp/0999263366  Two energetic entrepreneurs host a leadership podcast for those looking to connect more authentically with others and grow to their potential through mentoring. The AugMentors podcast is now Part of the HubSpot Podcast Network, the audio destination for business professionals. Learn more about how Hubspot can help your business grow better at http://hubspot.sjv.io/Xxb224 If you would like to be a guest on AugMentors, email us at hi@augmentors.us. We'd love to hear your story! Let's connect! Follow us on-- Our Website: https://www.augmentors.us/ LinkedIn: https://www.linkedin.com/company/augmentors-us Youtube: https://www.youtube.com/youtube.com/@augmentorspodcast Instagram: https://www.instagram.com/augmentorshq/ Facebook: https://www.facebook.com/augmentorshq

Learn how audience segmentation can enable marketers to personalize content and create a consistent brand message. Host Sneha Suhas from StackAdapt is joined by Kelly Sarabyn from Hubspot to explore audience segmentation strategies.

Jason Falchuk, BioBridges' founding partner, transforms work in life sciences. Jason has over 20 years experience representing clinical development professionals and their impactful programs at BioBridges. Top 3 Value Bombs 1. We surround ourselves with so many experts and advocates and a variety of areas of our lives. . But somehow, when it comes to our livelihood in our careers, we often leave that to situational chance. 2. You should remain curious. Be open to learning and really getting outside of your comfort zone. Be ready to experience lots of failures. Failures really set you up for how you approach your future, whether they're successful outcomes or not. 3. It's important to surround yourself with people who understand you and believe in you and learn to build rapport with those kind of people as you evolve in your career. Put your clinical development in the most capable hands possible - BioBridges Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Thrivetime Show Is now your time? Clay Clark's business coaching has helped over 2,000 entrepreneurs to dramatically increase profitability! Schedule your free consultation today at ThrivetimeShow.com  

Steve Berg is a partner at Stride Consumer, investing alongside dynamic founders of passion brands like Jeni's Ice Cream, Urban Decay, Skinfix and Patrick Ta Beauty over his 20-year career. Top 3 Value Bombs 1. The world is absolutely awash in different products. Consumers have nearly infinite choices, and the key to lasting success for any company is loyalty. 2. The whole strategy at Stride is to be that partner that helps with that next stage of growth. Be the most knowledgeable, resourceful, collaborative, supportive partner through the stage where you go from chasing the market leaders to catching and surpassing them. 3. Look for a founder who really has a compelling story as to why they are trying to change the world and why it's personal to them. Check out Stride Consumer's website - Stride Consumer Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Thought-Leader Ever thought about giving a TEDx talk? Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions Policygenius Your loved ones deserve a financial safety net. You deserve a smarter way to find and buy it. Visit Policygenius.com to get your free life insurance quotes and see how much you could save

Jill Rowley, Head of Strategy and Evangelism at Reveal, shares insights from implementing Nearbound strategies before Nearbouond was a word.Jill discusses the importance of seizing the moment and taking risks. She tells how companies like HubSpot and Box have been using the power of partnerships and ecosystems to work together for better outcomes.Jared and Jill hit on the significance of strategic alliances, and the value of partnerships. Most importantly, Jill encourages us to keep the customer at the top of mind in all business strategies.01:22 Isaac's pulse on the market 05:15 Putting Nearbound into practice 11:02 Jill leads strategy and evangelism at Reveal 11:48 Why Jill Rowley joined Reveal as Head of Strategy and Evangelism 12:13 Be first and take risks 12:41 Do what is best for the customer 14:40 Growing Nearbound movement 17:29 Making sense of signal from noise 28:15 You need insight plus strategy 32:05 It's not enough to help 32:10 Have an entrepreneurial mindset 32:40 Box is talking about Nearbound 41:35 Lock in the joint value proposition 42:20 Nearbound Summit 44:02 Harry Mack drops the mic on NearboundP.S. We just dropped the news on the largest event in partnerships history is BACK… and bigger. The historic PL[X] Summit for 2023 is now the Nearbound Summit. Register, 100% FOR FREE over at https://nearboundsummit.com and get your FREE event workbook while supplies last.

Lloyed Lobo, an entrepreneur, podcast host and community builder, experienced the Gulf War as a young refugee in Kuwait, witnessing the strength of community in evacuating the population to safety. As the co-founder of Vancouver based fintech platform Boast.Al, he leveraged the Community-Led Growth model to bootstrap the company to eight-figure revenue and secure over $100m in capital, while also co-founding Traction, a community empowering over 100k innovators through connections, content, and capital. Lloyed is also the author of ‘From Grassroots To Greatness: 13 Rules to Build Iconic Brands with Community Led Growth' (foreword by Jason Lemkin), which covers tactical advice from community-led businesses both big and small, such as Apple, Harley Davidson, Nike, Crossfit, HubSpot, and many more to help readers attract passionate and devoted fans of their own. The book topped Amazon's new release charts in various categories, including Startups and Business Technology, within mere hours of its pre-sale launch. Lloyed has been covered in Fox Business, Techcrunch, SF Business Journals, Forbes, and several other publications. He has also been a speaker at more than 100 conferences and podcasts including SaaStr, Entrepreneurs on Fire, Marketing School, Mixergy, TearSheet, MarTech Podcast, and Success Story. Entrepreneurs are the backbone of Canada's economy. To support Canada's businesses, subscribe to our YouTube channel and follow us on Facebook, Instagram, LinkedIn and Twitter. Want to stay up-to-date on the latest #entrepreneur podcasts and news? Subscribe to our bi-weekly newsletter

Steve Berg is a partner at Stride Consumer, investing alongside dynamic founders of passion brands like Jeni's Ice Cream, Urban Decay, Skinfix and Patrick Ta Beauty over his 20-year career. Top 3 Value Bombs 1. The world is absolutely awash in different products. Consumers have nearly infinite choices, and the key to lasting success for any company is loyalty. 2. The whole strategy at Stride is to be that partner that helps with that next stage of growth. Be the most knowledgeable, resourceful, collaborative, supportive partner through the stage where you go from chasing the market leaders to catching and surpassing them. 3. Look for a founder who really has a compelling story as to why they are trying to change the world and why it's personal to them. Check out Stride Consumer's website - Stride Consumer Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Thought-Leader Ever thought about giving a TEDx talk? Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions Policygenius Your loved ones deserve a financial safety net. You deserve a smarter way to find and buy it. Visit Policygenius.com to get your free life insurance quotes and see how much you could save  

Caroline Cotto is the Co-Founder & Chief Operating Officer of Renewal Mill, a venture-backed startup creating a new circular economy of food by upcycling the byproducts of food manufacturing into ingredients. A food marketing and nutrition specialist, Caroline has experience at the UN World Food Programme in Cambodia, the White House (for Michelle Obama's Let's Move! initiative), Techstars Farm to Fork Accelerator, and HubSpot, where she ran the women's diversity program globally. Caroline grew up in food, working for her family's ice cream business in the town of Sandwich, MA. Caroline serves as the Board President of the Upcycled Food Association, and formerly served as a Fulbright Fellow in Taiwan.In This Conversation We Discuss: (50 Characters)[00:00] Intro[01:00] What is Renewal Mill?[01:41] Validating the idea for Renewal Mill[03:06] Renewal Mill's first product[04:32] Workarounds of introducing a new product[05:04] Renewal Mill's ideation process and timeline [05:43] How Renewal Mill entered the Ecommerce space[06:15] Driving awareness for upcycled food[06:58] Renewal Mill's B2B go-to market strategy[07:50] Considering B2C to generate short-term revenue[12:59] Challenges of being a new B2C business[13:40] Two ways Renewal Mill overcame the challenges[14:17] Driving traffic to their website through partnerships[14:59] Partnerships are both a win and a challenge[15:38] Finding ways to stand out from other brands[16:00] Brand advocacies vs what consumers actually care about[16:28] Tailor brand messages to appeal to customers[16:57] Leveraging upcycling as their Unique Selling Point[17:31] The power of interviewing your customers[18:12] Know where customers live online and offline[18:45] Staying in traditional retail for impulse buyers[19:21] Limited offers to reel in loyal customers[20:00] Where to support Renewal MillResources:Subscribe to Honest Ecommerce on YoutubeUpcycled, crave-worthy, & climate-friendly food renewalmill.comFollow Caroline linkedin.com/in/carolinecotto/Schedule an intro call with one of our experts electriceye.io/connectTake your retail business to the next level today shopify.com/honestSign up for a one-dollar-per-month trial periodSchedule your free consultation with a Sendlane expert sendlane.com/honestIf you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!

Rhyan Finch is the owner and CEO of 1st Class Real Estate, the 1st Virtual Real Estate Franchise. Utilizing valuable insights, he has successfully franchised his proven and successful model, empowering real estate age. Top 3 Value Bombs 1. Simple scales and fancy fails. 2. You can start from anywhere and you can end up wherever it is you want by following some of these key principles—sticking close to the to the numbers, leading with profit, finding an opportunity that works well for you, finding a leading edge opportunity, and then applying yourself, making the game, staying overbooked and leveraging. 3. People want to own their own brokerage. Your one number one job is to not have a job. Get an access to different real estate opportunities - 1st Class Real Estate Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123.  

Rhyan Finch is the owner and CEO of 1st Class Real Estate, the 1st Virtual Real Estate Franchise. Utilizing valuable insights, he has successfully franchised his proven and successful model, empowering real estate age. Top 3 Value Bombs 1. Simple scales and fancy fails. 2. You can start from anywhere and you can end up wherever it is you want by following some of these key principles—sticking close to the to the numbers, leading with profit, finding an opportunity that works well for you, finding a leading edge opportunity, and then applying yourself, making the game, staying overbooked and leveraging. 3. People want to own their own brokerage. Your one number one job is to not have a job. Get an access to different real estate opportunities - 1st Class Real Estate Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123.

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling.  Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes. The Increasing Complexity of B2B Enterprise Selling As technology advances, B2B enterprise selling has become more complex and confusing.  The integration of tools like AI adds layers of complexity to the selling process.  It is crucial to adhere to the basics and understand the fundamentals of enterprise selling. The Role of Kevin as the Chief Technology Officer of the Americas Kevin leads a technical team of sales engineers and sales specialists at Sienna. The team's primary objective is to assist business customers in making the right purchasing decisions. Challenges in Enterprise-level and Complex Deals  In the past, individual decision-makers played a key role in the purchasing process. However, in today's enterprise deals, decision-making power rests with a complex council of decision-makers. Sales professionals must equip their customers with the necessary skills and tools to present the value proposition to the entire decision-making council effectively. Shifting Focus from the "What" to the "Why" -Previously, the sales pitch predominantly focused on describing the technical aspects of the product (the "what"). With the involvement of decision-making committees, it has become crucial to emphasize the "why" behind the product/service offering. Sales teams need to explain the importance of the proposed solution, its impact on the customer's business, and provide real-life examples to support their claims. This shift towards the "why" ensures a comprehensive understanding of the value proposition and makes it more memorable. Enhancing Memorability and Communication It is insufficient to rely solely on PowerPoint presentations or technical demonstrations to convey the value proposition. The sales team should strive to provide the customer with simple, memorable, and repeatable examples. These examples enable the customer to share their enthusiasm and effectively communicate the value proposition to their peers within the decision-making committee. B2B enterprise selling has become increasingly complex, necessitating a shift in sales strategies. Understanding the "why" behind a product or service offering and effectively communicating this value proposition to decision-making committees is crucial for success.  Kevin emphasizes the importance of providing memorable examples and enabling customers to become effective ambassadors for the proposed solution. By focusing on the "why," sales teams can establish a deeper connection with customers and increase the chances of winning complex enterprise deals. "When you go to these decision-making committees, there's always others on the committee, but not necessarily in the room with you that are very interested in the why." - Kevin Sheehan Resources Ciena Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode we have a special guest joining us, Tim Stansky, the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales. Tim shares his remarkable journey from a traditional media contributor to a HubSpot partner. Tim's journey is nothing short of incredible, and we start by diving into his experiences handling sensitive customer queries and the incredible value of sales technology. Tim guides us through how he built a successful sales event and program for Lusha, drawing from his vast experience at Oracle. We also touch on the need to reconsider vendor relationships and updating sales technologies. Tim's also shares practical advice on tactfully comparing products to incumbents and the importance of recognising buyer needs.To round up the episode, we delve into the intricacies of sales enablement. Tim will share his wisdom on the importance of researching a potential customer's profile before the first contact, understanding their transition journey from large to small organisations, and the power of persistence. If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn: Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYTim Stanksy - https://www.linkedin.com/in/timstansky(00:00) Preview (04:20) Exploring Sales Technologies and Enablement(08:29) Large Company to Startup Transition(16:51) Rethinking Sales Technologies and Vendor Relationships(23:04) Unrecognised Sales Needs(30:28) Selecting the Right Vendors(36:29) Tim's Sales Enablement Strategies(41:10) Dave and Luigi's Sales Strategies(50:19) Selling and Prospecting Opportunities 

Written version: https://www.justgogrind.com/p/dharmesh-shah More about the Just Go Grind newsletter: Learn the tactics, strategies, and stories of world-class founders. I spend 20+ hours each week researching founders like Sam Altman, Melanie Perkins, and Patrick Collison, sharing the best insights with you every Sunday. Subscribe to the Just Go Grind newsletter: https://www.justgogrind.com/subscribe Upgrade to Just Go Grind premium and get: 4 founder deep dives each month Audio editions of the newsletter in a private podcast feed Access to a founder community and weekly group founder calls 1 on 1 calls with Justin, Founder of Just Go Grind Upgrade to premium: https://www.justgogrind.com/upgrade 

Every month we put together an income report to share a behind-the-scenes look at the ups and downs of running a 7-figure business. In full transparency, it's not easy – but it IS possible. Through hearing about our mistakes, lessons learned, and our wins, we hope to inspire and motivate you to take action in your business with just one step forward every single day. For our full income report, visit EOFire.com/income120, and IGNITE! August 2023 Income At-A-Glance Gross Income for August: $122,160 Total Expenses for August: $12,078 Total Net Profit for August: $110,082 Difference b/t August & July: -$12,938 Precentage of net profit to overall gross revenue: 90 percent Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Thought-Leader Ever thought about giving a TEDx talk? Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions Policygenius Your loved ones deserve a financial safety net. You deserve a smarter way to find and buy it. Visit Policygenius.com to get your free life insurance quotes and see how much you could save

From the archive: This episode was originally recorded and published in 2021. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL's in these archive episodes are still relevant. Khalil Zahar, a top graduate of the Founder Institute and alumnus of Y Combinator, created FightCamp from a desire to quantify his progress in the ring. Zahar has grown the venture into an expansive community, making boxing an accessible workout for everyone. Top 3 Value Bombs 1. Focus on creating a product that you'll ship to users. It won't be as fun and glamorous, but there's more success in that. 2. Don't try to see where the ball is going to be in 1 or 2 years from now. Depending on the industry, give it around 5 or 7 years from now, shoot for that, and it may lead you to something that's 10x better. 3. It was not about beating the competition. It was more about the opportunity to be the first to bring people a connected experience at home. FightCamp brings the boxing gym right to your home! Visit JoinFightCamp.com/fire to get free shipping on your new gym today - FightCamp Sponsors HubSpot There's a better way to win, and it all starts with the new HubSpot Sales Hub. It's smart software for smart sales teams that feels good to use! Try it for yourself at HubSpot.com/sales Belay Stop wasting time on tedious tasks that are better done by someone else. Delegate with BELAY Download their latest resource, The Power of Productivity, for free. Just text FIRE to 55123  

In this episode, host Donald Kelly speaks with Jake Funk from a small startup called Salesforce in the Silicon Valley area. Jake shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jake has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions. Keeping it Simple ●     Jake emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you. ●     Rather than scheduling multiple calls for demos and presentations, Jake believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers. Demonstrating Value ●     When speaking with potential clients, Jake typically starts the conversation by getting to know their needs and pain points. If the prospect seems like a good fit, he quickly transitions to a live demo or screen-sharing session. ●     By showing a personalized demonstration of how Salesforce can solve their specific problems, Jake creates a visual and interactive experience that engages the prospect. This approach helps build their understanding and trust in the product. Sales Karma ●     Jake strongly believes in doing what is right for the customer. Instead of overselling or complicating the sales process, he aims to identify the core needs of the prospect and provide them with the exact solution they require. ●     This philosophy aligns with his previous VP's motto: "See a bear, shoot a bear." By offering simplicity and addressing the customer's fundamental needs, Jake ensures a seamless sales experience and builds trust. Catering to SMBs ●     While not exclusively limited to small and medium-sized businesses (SMBs), Jake's one-call close strategy is particularly effective. In SMBs, decision-making processes are often simpler and less bureaucratic.