Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) SYSTEMology by David Jenyns (https://www.systemology.com/book/) Business Processes Simplified Podcast (https://www.systemhub.com/podcast/)   One of the biggest myths in business is that you, the business owner, have to be the one to manage it day in, day out. However, by setting the wheels of systemization in motion, you’ll see how your business can run without it being too dependent on you. Today is Part 2 with Dave Jenyns as he shares about the six stages of SYSTEMology that will allow you to remove yourself from your business from time to time. Enhance your business process by tuning in to this episode!   We’ll be talking about: The six steps of the SYSTEMology process [01:00] Define stage: Mapping out the Critical Client Flow [02:20] By systemizing your process, you can remove yourself from the business [05:26] Assign stage: Identifying the key team members [08:02] Extract stage: Picking the brains of your team [09:49] Integrate stage: Getting the buy-in from the staff [16:00] People resist systemization and eventually stop [18:36] Scale stage: Systemizing the business as a whole [20:51] Optimization stage: Monitoring your metrics [24:59] The next step for Dave [27:47] The one thing Dave recommends [31:39] About Our Guest: Dave Jenyns is the author of the upcoming book SYSTEMology and the host of the podcast Business Processes Simplified. As the Founder and CEO of systemHUB, he is keen on building systems that free small business owners from the day-to-day operations of their companies.  Having systemized himself out of this business and hired a CEO to run it, Dave was able to pursue opportunities that he would have missed out on had he needed to be present running his company. You can reach Dave through any of his social media pages: Facebook, Twitter, Instagram, LinkedIn, and YouTube. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Hardwired For Growth

63. How Founders Build Startups that Can Run Without Them with Dave Jenyns (Part 2)

The sad reality faced by startups nowadays is that they’re unable to build systems in place that allow them to run smoothly. Most think of systems in terms of the ones used by big corporations, which do not fit the needs of small businesses. Thus, I invited Dave Jenyns to share how he was able to systemize himself out of his company which later allowed him to pursue a once-in-a-lifetime opportunity.  We have a phenomenal episode here that continues on to Part 2 next week. So stay tuned!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Systemology by David Jenyns (https://www.systemology.com/book/) Business Processes Simplified Podcast (https://www.systemhub.com/podcast/)   We’ll be talking about: The business of creating systems [02:22] A business system as the last piece to scaling [05:41] The importance of having great people [09:06] There is value in systems for the startup space [11:31] Systems create space for other opportunities [13:49] The project with Michael Gerber of The E-Myth [17:32] When more doors start to open [21:30] Where Systemology comes in [22:17] About Our Guest: Dave Jenyns is the author of the upcoming book Systemology and the host of the podcast Business Processes Simplified. As the Founder and CEO of systemHUB, he is keen on building systems that frees small business owners from the day-to-day operations of their companies.  Having systemized himself out of this business and hired a CEO to run it, Dave was able to pursue opportunities that he would have missed out on had he needed to be present running his company. You can reach Dave through any of his social media pages: Facebook, Twitter, Instagram, LinkedIn and YouTube.   If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.    Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

62. How Founders Build Startups that Can Run Without Them with Dave Jenyns (Part 1)

Do you ever wonder why no matter how great an idea you have, you struggle with making it click? A perfect dream is just that unless you can turn it into reality. But all it probably needs is the right person to work on your vision. In this week’s podcast episode, Mark C. Winters joins us in an informative episode on the execution problem faced by most startups, the integrator as key to solving that, the relationship between visionaries and integrators, and how to find the right partner for your business. If business hasn’t grown as much as you like then this episode is a must for you!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Rocket Fuel by Gino Wickman and Mark C. Winters (https://amzn.to/3jtlfbv) Entrepreneurial Leap by Gino Wickman (https://amzn.to/2DcJAlj) Mark C Winters Website (https://www.markcwinters.com/) Find Out If You’re A Visionary Or An Integrator (https://blastoff.rocketfuelnow.com/quiz/crystallizer-quiz.php) focus@will Website (https://www.focusatwill.com/)   We’ll be talking about: Mark’s line of work [02:28] Visionary and integrator defined [04:11] Great ideas are not powerful if you can’t execute them [07:13] An integrator doesn’t have to be a co-founder [08:21] What motivated Mark to write the book [12:14] The five rules and five tools in the ‘Rocket Fuel’ journey [13:23] Staying on the same page is essential in a business marriage [15:48] Identifying a visionary and an integrator [21:43] The essence of the seven-step connection process [23:38] Finding your integrator [25:03] The downside with an assessment score overlap [27:52] Determining if the visionary and integrator are a good fit [31:11] The next step for Rocket Fuel [34:44] One thing Mark recommends [38:08]   About Our Guest: Mark C. Winters is the co-author of the #1 Amazon Bestseller ‘Rocket Fuel.’ He is also the CEO of Rocket Fuel Ventures, a company that helps entrepreneurs achieve business success by helping visionaries partner up with integrators. You can reach Mark through any of his social media pages, Facebook, Twitter, LinkedIn and YouTube. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.    Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

61. The One Role That Could be Rocket Fuel to Your Growth with Best Selling Author Mark C Winters

You’ve heard from B2B founders who have successfully scaled their businesses, but have you taken a look at the fundamentals that allowed them to get to the point of scaling their business? In today’s episode, I’m going to share with you a checklist you can use to make sure startup fundamentals are covered and to verify that activities have been covered. Get ready to find out how you can if your startup is ready to grow.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)   We’ll be talking about:   What are the objectives and vision you’re driving towards? [01:44] Document your risks and restraints [02:29]  Identify customer pain points [03:12] Communicate the value drivers of your products or services [04:52] Do a competitive analysis of others in your space [06:31] Pick a single vertical to dive into [07:05] Check how big the market is [07:57] Breakdown revenue into acquisition, retention, and expansion [09:02] Understand key financial metrics [10:41] Look at the customer lifetime value [12:41] Differentiate yourself with content marketing [14:02]   If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

60. Is Your Startup Ready to Grow? Find Out with My Startup Fundamentals Checklist

Most startups prioritize customer experience above all else. While that’s something to strive for, it isn’t easily ingrained into your employees. So how do you make sure your employees start valuing your customers more? The answer? By improving employee experience. Today’s subject matter expert, Gil Cohen talks about creating a positive employee experience that translates into a positive customer experience, how values go hand-in-hand with hiring the right people, and how to improve employee connections in a remote work setting. If you are struggling with keeping your employees engaged, then let this episode serve as your guide and tune in!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Employee Experience Design Website (http://employeeexperience.ca/)   We’ll be talking about: His history with employee experience and how it shaped his company [02:18] Employee experience vs employee engagement [04:00]  The essence of understanding your whys and your values [07:14] Finding the right fit for your company [10:54] Two things to consider before hiring employees [15:43] How to incorporate employee experience into your organization [21:46] Redesigning the culture of a growing startup company [24:46] The result of good employee experience and engagement [27:50] How to improve employee connections in a remote-work environment [30:42] Having the right people in the right roles [34:06] The next move for Employee Experience Design [37:32] One thing that Gil recommends [38:48]   About Our Guest: Gil Cohen is the founder of Employee Experience Design, a company that helps organizations co-create experiences that have better outcomes for both people and businesses. With his several years of experience as an Employee Experience expert in an IT company in Toronto, Canada, he has then catapulted himself into success despite the pandemic. You can connect with Gil through his LinkedIn. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

59. Employee Experience Can Mean the Difference Between Success and Failure with Gil Cohen

The travel industry is one of those most affected by the current pandemic we’re on. We anticipate that the recession we’ve entered will likely kill many businesses in this industry. Surprisingly, there is one travel company that’s growing in the midst of all stalemate in travel. But we find that their ability to thrive is based on their use of mindset-driven marketing. Which is why we continue on the theme of buyer enablement in today’s episode. Revenue coach Kristin Zhivago is here with us as we talk about leveraging your customer’s mindset to grow your business, looking at the customer’s perspective on why they’re buying from you, why sales and marketing cannot be isolated, and much more. If you’re a B2B company interested in approaching growth this way, then this is just the right episode for you!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Zhivago Partners Website (https://zhivagopartners.com/)   We’ll be talking about:   The journey from traditional advertising to digital marketing [01:45] We’ve been incorrectly assuming what customers want [05:55] Why you shouldn’t focus on features and benefits [11:36] Don’t forget about the post-sale journey [17:14] Reaching customers outside your network [19:40]  Marketing and sales should not be separate [26:43] Customers just want their questions answered [29:33] Her excitement over mindset marketing [33:47] One thing she recommends [35:00]   About Our Guest: Kristin Zhivago is the President at Zhivago Partners. Zhivago helps partners increase their revenue by providing digital marketing management services. Kristin’s book, “Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy”, has been named the Top 6 Marketing & Sales Books by Forbes. You can get access to her guide on mindset-driven marketing, her book, and more resources on her website. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

58. How to Grow Your Startup, even in a Recession with Kristin Zhivago

With 400 million users, LinkedIn has become the most useful social network for B2B marketers. It's a platform for people to connect with colleagues and learn more about their industry. LinkedIn is an excellent source of traffic that is underutilized by most. One main reason is because of the unfamiliarity with leveraging the opportunities there. In another series featuring subject matter experts, we have LinkedIn expert Anthony Blatner with us as we talk about best practices for targeting niche audiences at scale, organic vs. paid advertising, upcoming new tools, and much more. Learn more about his wonderful and important LinkedIn tips by tuning in to the show!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Modern Media Website (https://modernmedia.io/author/admin/)   We’ll be talking about:   Working in an undervalued area as a LinkedIn focused agency [02:00] Tips for maximizing your organic reach [06:21] Improving engagement on LinkedIn posts [09:32] LinkedIn articles vs. LinkedIn posts [11:45] Best practice for linking to outside posts, videos, or sites [13:22]  Optimizing LinkedIn paid ads [14:57] Tactics for shifting through leads [21:14] Why you should specific with targeting [23:44] Leveraging your ad analytics [26:52] Advantages of LinkedIn ads over Google and Facebook [28:17] Upcoming new LinkedIn features Anthony is excited about [32:37] One thing Anthony recommends everyone to do [35:53]   About Our Guest: Anthony Blatner is the CMO at Modern Media Advertising, an agency focused on organic and paid LinkedIn advertising. As a LinkedIn advertising expert, Anthony is a great resource for early-stage entrepreneurs. You can connect with Anthony through his LinkedIn. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

57. Why LinkedIn is Your Secret Weapon to Scale your B2B Startup with Anthony Blatner

Sales is often focused on pushing the product or trying to understand the customer's needs. But there is one aspect that is often overlooked, emotions. Emotions let us know when someone is happy or not. Being able to read your customer’s emotions is a powerful skill that startups should learn. How do you read emotions? Today, we chat with emotions expert Dan Hill, who breaks it down for us. We talk about prospecting the customer experience, customer success, employee engagement, and so much more. Find out how to interpret emotions to benefit your business by tuning in to the show!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) “Famous Faces Decoded” by Dan Hill (https://www.sensorylogic.com/famous-faces) Sensory Logic Website (https://www.sensorylogic.com/)   We’ll be talking about: Dan’s background and what he’s working on [02:06] The value of reading emotions [04:33] Emotions are the currency of business  [06:49] Understanding the signals to the 7 core emotions [09:04] Getting started on adopting facial coding to your routine [14:26] Make customers smile to trigger engagement [17:51] The importance of building rapport [20:51] Why you want to sell to people’s wants [22:50] Facial expressions as a good indicator of the customer experience [24:24] Facial coding as a unique kind of differentiation [29:12] How to figure out more about who a person is [30:45] The role of the feedback loop with maintaining employee value [34:04] The difference between EQ and reading emotions [36:31] The need for diversity and taking in others’ perspectives [38:32] The one thing Dan highly recommends [42:31]   About Our Guest: Dan Hill is a PhD holder, author, speaker, trainer, and expert in the area of reading emotions and decoding facial expressions. Widely known, he has consulted with over 50% of the world’s top 100 companies and has appeared on Good Morning America, The Today Show, Fox, CNN, and ESPN. He has also been featured in the Wall Street Journal and the New York Times. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

56. Utilizing Facial Coding and Emotion to Scale Your Startup with Dan Hill

Founders often push their products by highlighting the features and functions they offer. While it’s best to create a product that solves a problem, the right way to reach and engage your customer requires a different approach altogether. You might be pushing your product or service too much that you’re creating unnecessary friction for your customer. So take a step back because there is an art to modern selling. Why do buyers buy? Today, we chat with David Priemer, a research scientist turned tech entrepreneur. We go over the importance of messaging, focusing on pain points, how to build trust, the value of having a natural conviction towards your product, and more. Get into the show now to learn the science behind sales.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) “Sell the Way You Buy” by David Priemer (https://cerebralselling.com/book/) Cerebral Selling Website (https://cerebralselling.com/)   We’ll be talking about: The negativity surrounding selling and the culmination of his book [02:51] The differences between working in a startup and with a huge company [04:49] Why you should put your message out there like a lightning rod [07:24] People buy based on emotion [09:28] Focus on pains and problems, not features and functions [11:18] Remove unnecessary friction when getting a customer to buy [12:46] The purpose of content is to educate [15:01] What founders can do to build successful sales teams [18:56] Show expertise to build trust and confidence in you [22:11] The best practice when introducing your product [27:48] Have conviction in the value you provide [31:07] An example of a business nailing the messaging [35:15] The best way to do cold calls [36:47] What’s next for David [38:38] The one thing David highly recommends [40:23]   About Our Guest: David Priemer is the Founder and Chief Sales Scientist of Cerebral Selling, a modern sales training built through the lens of science and empathy.  David is the author of the highly recommended book “Sell The Way You Buy” which came out last April 2020. Get more of his free content on their YouTube.   If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

55. When Your Sales Tactics Don't Work, Learn to 'Sell The Way You Buy' with David Priemer

Entrepreneurs are always told that the best way to start a business is to solve a problem. Scaling the business to grow beyond the network you have is a different problem. Relying solely on the people you know won’t get you to your goals. But there is no shortage of successful businesses we can take inspiration from. Today, we have IntelligenceBank CEO, Tessa Court. We talk about how she scaled her business beyond her network, doing it profitably, how she priced her offering, adding credibility through big logos or brands, and so much more. Head on over to find out how this founder scaled her business to reach that million dollar mark!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/)   We’ll be talking about: Introduction to IntelligenceBank [02:15] Building a business from something you know [03:27] When starting a business, tap into a growing market [05:00] Founding a tech business when you’re not a technical person [07:23] Big clients build your credibility [10:35] Selling beyond their network [14:50] Work on fit at the start to get to that million dollar mark [17:17] Focus on your business milestones [19:36] Hire early the people who will push your business forward [22:38] The passion and devotion of her team [26:20] Culture and values needs to be set from the top [28:50] Valuing people more than the product [32:40] What’s next for IntelligenceBank [34:13] The importance of taking time out [35:40]   About Our Guest: Tessa Court is the CEO and Director of IntelligenceBank, a leading digital asset management and marketing and operations platform. They currently support over 400 brands and 350,000 users in over 55 countries. They help marketing departments manage the content that gets produced, approved, and distributed through the process they provide.  Tess was previously head of a global sales and marketing team when she couldn’t find a solution to her problem. She started IntelligenceBank to provide a solution to that problem.   You can connect with Tessa through her LinkedIn.   If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

54. Growing Beyond Your Network With IntelligenceBank’s Tessa Court

Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Founders are often faced with the question of how to scale their business to reach that million-dollar mark. Are you still doing your marketing and sales correctly? Is your network working to your benefit? The right question here is what are the tactics needed to be able to build your business to achieve the high levels you want. Today, we pick the brains of a B2B subject matter expert. In this episode, we have a chat with Terminus Co-founder and Chief Evangelist, Sangram Vajre. We talk about his thoughts on why sales and marketing sucks, why customer success should be your first hire, the conversation you should have with your customer, and so much more. Whether you have stalled in your efforts or are about to start scaling, get into this episode now.   We’ll be talking about: Which should you focus on: product-market fit or problem-solving network? [02:19] The power of a community around your product [05:04] The right route for category creation [09:38] Creating authenticity and building trust [13:25] Look at partners to leverage and start conversations [14:57] Get out of the process to be able to scale [19:11] What to consider when bringing somebody in [21:54] How you should communicate with your customers [25:31] ABM for transactional businesses [30:07] Why your marketing and sales don’t function [33:22] Set expectations when you’re hiring [37:47] The next challenge for Terminus [41:05] One thing Sangram recommends [43:19] About Our Guest: Sangram Vajre is the Co-founder and Chief Evangelist of Terminus, an account-based marketing (ABM) platform. Since starting five years ago with three co-founders, Terminus has grown to about 250 people.  The author of two books, “Account-Based Marketing For Dummies” and “BM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it”, Sangram also started a movement called #FlipMyFunnel which has grown to over 100,000 members. Sangram is the host of the #FlipMyFunnel daily podcast. Every Monday, he has a live show called Office Hours with Sangram where they talk about business ideas, marketing, ABM, and other stuff.  He has a newsletter on LinkedIn called Becoming Intentional.   If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. There’s a lot more to learn when it comes to podcasting, and we’re here to help!   Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

53. The Power of Building A Community with Sangram Vajre

Vivek Khandelwal is the co-founder and COO of high growth software company, iZooto.  In this episode, we discuss how iZooto was able to gain early momentum and validate their offering. We also discuss the key tactics and strategies as they scaled their business to over $1 million in annual re-occurring revenue in less than 4 years. (By the way, they process over a billion notifications a day.) We also talk pricing, workflows, customer success and many other topics including how to divide and conquer with 3 other co-founders. One of my favorite quotes from this episode from Vivek was, “Founders can scale a business, but it is not sustainable."

52. How iZooto Grew to Over $1 Million in Annual Reoccurring Revenue in 3 Years

John Vuong, CEO and Founder of LocalSEOSearch, joins the program to discuss his journey to the 5% Club. John’s sales and marketing background allowed him to gain traction early, but the business really took off when he made the investment in on-boarding and customer success.  We discuss how he was able to scale without taking VC money, why his business model focused on reoccurring revenue and cash flow was a priority.   

51. "Don't Be Sold!" How This Advice to Prospects Helped Drive 10x Growth

Huckabuy CEO and founder Geoff Atkinson discusses how he was able to get his business “unstuck” after a very successful launch. He shares what he did, what worked, and most importantly, what he would have done differently. He also alludes to how Huckabuy is growing even during the pandemic. Huckabuy is a fast-growing tech startup based in Park City, Utah. They are a SaaS company that is changing how organizations grow their organic search channel through a technology-forward SEO approach. Prior to Huckabuy, Geoff was the Senior Vice President of Marketing and Analytics at Overstock.com where he developed expertise in SEO and managed everything from pricing algorithms to content generation. He was named Advertising Age’s “Top 40 Under 40” list

50. Lessons Learned: How Huckabuy Scaled Beyond the Founder’s Network

In today’s short solo episode, I discuss the “big” announcement regarding the podcast (no, it is not going away, but you will have to listen) and what is next. Thank you all for your continued support.  We do appreciate it. Until next week, cheers!

49. All Good Things Come to an End... Here's What's Next

HARDWIRED FOR GROWTH is a podcast dedicated to helping entrepreneurs and business owners who are looking for sustainable and scalable growth, led by your host, Brett Trainor. Whether you’re looking to learn from entrepreneurs who have successfully scaled their businesses or hear from industry experts and thought leaders providing actionable growth-focused tips, this is the podcast for you. Each episode features topics like: sales execution, B2B leadership, entrepreneurship, organizational alignment, customer success, demand generation strategies, go-to-market strategies, employee engagement, sales & marketing technology, machine learning, digital age and more.

hubhopper

Hardwired For Growth

hubhopper