Ever wondered how to make strategic decisions based on data rather than gut feelings? In this episode, we uncovered the surprising challenges and pivotal moments in a journey that led to expertise in revenue architecture. Find out how Winning by Design is revolutionizing the industry with free frameworks, models, and a certification program. It's time to rethink revenue and scale your business with confidence. Meet our special guest, Roee Hartuv. Roee is a seasoned professional in revenue management and operations, bringing a refreshing analytical approach to the revenue space. With a background in computer science and a career spanning from individual contributor to sales leader, Roee's journey reflects a deep understanding of the processes and strategies essential for sustainable growth. His practical insights and experience in working with companies across various stages, from growth startups to those preparing for IPOs, provide valuable perspectives on scaling businesses with venture capital funding. As a key figure at Winning By Design, Roee's expertise in B2B recurring revenue, consulting and training, particularly in the enablement space, adds a unique dimension to the conversation on rethinking revenue. Key highlights in this episode: The crucial role of data in revenue expansion strategies. Overcoming the challenges of changing go-to-market approaches. Unraveling the secrets of customer success. The role of venture capital in growth. We’re in a stage in our industry where we do not have any standards or common processes. A lot of the decisions that we’re making as leaders are still based on gut feeling or what somebody told me on the sidewalk of what is a good growth strategy. – Roee Hartuv Data-Driven Growth Data-driven decision-making is essential for sustainable growth and strategic success in today's business landscape. Leveraging data to analyze trends, customer behavior, and market dynamics enables businesses to optimize their strategies and drive impactful results. By prioritizing data-driven growth, companies can make informed decisions that lead to increased scalability and profitability. Navigating New Strategies In an ever-evolving business environment, navigating new strategies is key to staying competitive and relevant. Embracing innovation, exploring new approaches, and adapting to market changes are essential for long-term success. By actively seeking out and implementing new strategies, businesses can position themselves for growth, resilience, and sustainable success in the wake of unexpected shifts.   Resources in this episode: Find Roee on LinkedIn Visit Winning by Design website Check out Revenue Architecture book on Amazon About Roee Hartuv Roee is a well-rounded B2B startup executive focused on helping SaaS-based companies achieve exponential growth through Sales and Customer Success. His passion is for sales, tech, and everything in between. After holding executive positions in Sales and Customer Success at 4 different startups at various stages and segments, he’s bringing his expertise to Winning by Design. Winning by Design uses a science-based approach to apply a common language, standardized models, and an agile mindset to drive durable growth in recurring revenue How he can help… Startups - help you to build and implement a sales blueprint for future growth Established Sales Teams - provide the framework and know-how to turn your traditional sales force into a high-velocity revenue generation engine Founders - Sales leaders and individual contributors who are looking for the mentoring and coaching to get ahead About Winning by Design Winning by Design is a global B2B revenue consulting and training company that enables recurring revenue teams to architect sustainable growth. Combining our specialized skills as operators of high-growth companies, we apply scientific frameworks and proven models to help Sales, Marketing, and Customer Success teams at B2B companies and global enterprises achieve impact. Founded in 2012, WbD is a fully remote company, serving leading organizations around the world, including Uber Eats, DocuSign, Hewlett Packard Enterprise, and Adobe.

Discover how this entrepreneur bootstrapped not one or two, but four businesses! From selling ebooks to breaking into the Latin American market, his journey is full of unexpected twists and valuable lessons. But what's the one thing he wishes he knew before starting? Tune in to find out! This week’s episode features Mike Begg. Mike serves as the co-founder and CEO of AMZ Advisers, where he has amassed extensive experience in the e-commerce industry. His journey began with a deep dive into Amazon's FBA program, followed by strategic forays into retail arbitrage and private labeling, culminating in substantial revenue growth for brands. With nearly a decade of expertise in the field, Mike's expansion into Latin America underscores his astute understanding of market dynamics and his proactive approach to addressing industry challenges. His practical experience and insightful perspective make him a pivotal resource for entrepreneurs seeking to capitalize on emerging opportunities within the digital marketplace. Key highlights in this episode: Bootstrapping multiple businesses and learn how to apply them to your own entrepreneurial journey. Strategies for international expansion in ecommerce International distribution Kick-starting your Amazon FBA business You have to make sure that what you're doing is something you enjoy, that it fits your lifestyle and what you want out of it, because otherwise, at some point there's going to be some breakdown, whether it's burnout, whether it's the company failing, whatever. That's kind of just going to completely derail you if it's not. - Mike Begg Resources in this episode: Find Mike on LinkedIn Visit AMZ Advisers website About Mike Begg Mike is a seasoned entrepreneur and a leading expert in e-commerce, digital marketing, and operational nearshoring. In 2015, he co-founded AMZ Advisers, a thriving agency that currently manages over $10 million per year in ad spend and achieves an impressive $100 million per year in Amazon sales. Mike’s entrepreneurial journey was ignited by witnessing the decline of a major company, Sears. The realization that job security was elusive led him to build something for himself. Starting with selling Kindle eBooks on Amazon, Mike progressed to arbitrage on physical goods, launched private label brands, and identified his strength in e-commerce marketing. This journey culminated in the creation of AMZ Advisers alongside his two partners. About AMZ Advisers AMZAdvisers.com is a full-service eCommerce & digital marketing consultancy with extensive experience in creating high-growth strategies for brands and manufacturers on the Amazon platform. In 2023, our partners enjoyed $900,000,000+ in sales with many of them experiencing more than 100% increase in their year-over-year sales on the Amazon platform. We believe that developing a robust eCommerce presence is integral for a business looking to maximize growth in the 21st century. Our custom strategies aim to make Amazon, the largest eCommerce marketplace, a powerful sales channel and the centerpiece of every company’s eCommerce presence. Long-term growth requires developing alternative sales channels, and we compliment every client’s eCommerce strategy by bringing them to additional eCommerce platforms, developing powerful sales funnels and creating websites designed to convert shoppers into customers.

Picture this, you build a consumer travel startup, and it fails. Try again right? What about ditching the software and industry all together and building a services-based business helping revenue teams be more efficient? This change in direction helped our guest bring unexpected growth for his company and his customers. Find out how this entrepreneur turned doubts into a thriving business and get inspired to take that leap of faith. This week’s guest is James McKay, founder an CEO of Venn. James has a wealth of experience in revenue operations, having spent most of his career in sales and operations. His journey into revops began as a sales leader, where he found himself drawn to solving revenue challenges using systems and data. With a background in sales and a track record of leading rapid growth at a prominent tech company, James brings a unique blend of practical sales experience and strategic operational insights to the table. His expertise in navigating common challenges such as messy CRMs and optimizing outbound strategies makes him a valuable resource for startups seeking to streamline their revenue operations for sustainable growth. Key highlights in this episode How revenue operations can transform your startup's growth potential. The challenges of CRM data management in optimizing your sales processes. Building a strong network is essential for entrepreneurs to gain valuable insights and support. Discover the best practices in revops for startups and outpace the competition. I think that anyone who gets to the point in their career where they've been promoted or moved up in an organization a couple of times is able to think through what they do really well and think of it as a service. And I think if you're able to do that, you can get people to listen to you and you can start generating some interest around what you're doing. - James McKay Overcoming CRM Data Management Challenges Complex CRM data management issues, such as messy data and declining team member adoption rates, can hinder revenue operations success. James stresses the importance of establishing clear customer journey stages and criteria in CRM systems and holding teams accountable to entering the relevant data. He suggests not making it a burden, as too much data entry forces low adoption rates. Addressing these challenges can enhance CRM efficiency and effectiveness in driving business growth. Building a Strong Entrepreneurial Network Entrepreneurial success thrives on building a strong network of trusted individuals, as emphasized by James. Seeking advice and opportunities through professional organizations and networking can lead to valuable insights you can take into your company. By leveraging these networks, startup founders and entrepreneurs can navigate the challenges of entrepreneurship with confidence. The resources mentioned in this episode Find James on LinkedIn Visit VEN’s website to learn how they can help optimize your organization Join professional organizations like the Operators Guild and Pavilion to network with industry professionals and gain valuable insights. About James McKay Helping startups run smoothly - that's his singular objective. Whether as an individual contributor or in leadership positions, he always gravitated to architecting go-to-market functions that bring customers, employees, and products together. So he made it his product. About Venn Ven is a collective of revenue experts building systems that accelerate growth for startups. We specialize in helping B2B SaaS and Fintechs get from 1m to 100m in ARR. Reach out to us for: - Salesforce Fixes and Implementations - Variable Compensation Design - Revenue Strategy - CX Fixes and Implementations

So, you've been told to just keep pushing harder and working more to get your business to the next level, but the results just aren't matching the effort. The frustration of putting in so much and not seeing the growth you expect is real. It's time to rethink your approach and find a better way to navigate the stages of business growth. We’re excited for you to hear from this week’s guest, Zach Ferres. Zach is a seasoned entrepreneur with a knack for building and scaling businesses. Hailing from Ohio, his entrepreneurial journey began during his high school days when he ran a computer and web design company. This venture even earned him a scholarship for college. Zach's career has seen him transition from web design and hosting to venturing into the world of corporate venture capital, innovation, and building one of the largest startup studios in the US. His experience as a CEO, advisor, and investor has equipped him with a unique perspective on navigating the complexities of business growth. With a portfolio of diverse ventures and a passion for entrepreneurship, Zach brings a wealth of practical insights to the table. Key highlights in this episode: Building a sales system in startups is crucial for sustainable revenue growth. Navigating the different stages of growth to plan for long-term success. The value of joining peer groups and the insights and support they provide. Transitioning from founder to leader requires strategic mindset shifts. The speed of the boss is the speed of the team. - Zach Ferres Navigating the Stages of Business Growth Understanding the different stages of business growth is key for CEOs and entrepreneurs to successfully navigate the challenges that come with each phase. Identifying transitional points between growth stages and seeking guidance and support can aid in making informed decisions. It is essential for CEOs and founders to establish clear processes to guide their teams toward success. Being part of peer groups can provide valuable insights, support, and guidance for leaders navigating through the complexities of growth. Connecting with like-minded individuals who can challenge and offer solutions can enhance decision-making and problem-solving.   The resources in this episode: Find Zach on LinkedIn Visit Telly.com to join the waitlist and learn more about their innovative dual-screen TV product. Explore Zach's personal website to learn more about his work and insights.   About Zach Ferres Zach is a seasoned entrepreneur and technology executive with a passion for startup building and fostering entrepreneurial communities. His entrepreneurial journey started during high school when he founded his first technology company, which was later sold when he was 24, leading him to relocate to Arizona. He has since called Arizona home. In 2012, He assumed the CEO position at Coplex, where he currently serves as a Board Member and Managing Partner. Coplex has been instrumental in starting over 200 startups, building a diversified equity portfolio of over 60 companies, and becoming one of the largest Startup Studios in the US. They partner with enterprises to create technology startups and have been featured in Entrepreneur, Forbes, The Washington Post, VentureBeat, and Fast Company. Beyond Coplex, he holds various board and advisory positions at thriving technology companies that he actively supports. As a top-rated tech speaker, he has addressed thousands of CEOs across the country, and he also had a long-standing column with Entrepreneur Magazine, where he shared his insights on entrepreneurship, innovation, and corporate venturing. About Telly We’re building the ultimate TV experience. Shouldn’t TV Be More Than Streaming We think TV is an essential gathering spot. A reflection of the people that share in its smarts. A unifying hub to stay entertained, informed, fit and connected. We call this Telly and it’s the heartbeat of your home.

We’ve seen this before…companies enter an unknown market shift and all of the sudden the business comes to a halt. Imagine that same experience as a startup, just getting up and going and trying to get your first customers. Enter the COVID lockdown and the immediate halt of student loan payments. Discover how this startup survived turmoil and found success in unexpected places. This entrepreneur's journey holds a surprising lesson that changed everything. Our special guest is Naveed Iqbal, founder and CEO of Dolr. With a Ph.D. and a keen understanding of market dynamics, he has developed a deep insight into the financial challenges individuals face, particularly in managing student loan debt. His innovative approach in creating employer-based student loan benefits has garnered attention, positioning Dolr as a pioneering force in the industry. Naveed's pragmatic and strategic insights make him a valuable resource for entrepreneurs navigating market shifts to ultimately find a way to stay and fight for survival. Key highlights in this episode: Employer sponsored student loan repayment acceleration Navigating market-halting shifts Making a choice to stay and fight How using employer sponsored student repayment benefits can improve the recruitment and retention of top talent. We are here because we chose to be, we chose not to die. There were multiple times when we could have died where we were like, we don't have enough money. We're going to have to figure out, how we're going to pay this or how we're going to do that. - Naveed Iqbal Maximizing student loan benefits: Employee benefits such as student loan assistance have become increasingly crucial in attracting and retaining talent. Dolr's innovative approach to streamlining the process for both employers and employees highlights the importance of maximizing student loan benefits as part of a holistic financial wellness strategy. The impact of education assistance benefits goes beyond alleviating student loan debt to nurturing a supportive and engaged workforce. Dolr's success in leveraging education assistance benefits to aid employees in managing their financial burdens underscores the transformative potential of harnessing such benefits to drive business growth and adaptability during market shifts. Resources in the episode: Follow Naveed on LinkedIn Visit Dolr to learn more about the company and the services they offer to help employees with student loan benefits. About Naveed Iqbal Naveed is the co-founder and CEO at Dolr. Founded with a mission to lower financial barriers to education, Dolr is a student loan benefits platform enabling companies to accelerate their teams to $0 student debt resulting in higher engagement, retention, and recruitment. Before founding Dolr, Naveed worked in consumer risk and product at one of the largest consumer banks in the USA. He earned his PhD in Applied Math at the Florida Institute of Technology. About Dolr Dolr beats your student debt with cash from your work, shopping, village of supporters, and habits. With Dolr your team can beat student debt, save more for retirement, and build wealth. Using our technologies we want to accelerate the members of our community to $0 debt by making it easier for you to form micro-habits. And we want to make all of this cheap and easy for you. We want to uplift the members of our community emotionally and empower you to live your best life both while you pay your debt and after. The more indebted members of society are the more we are inhibited from true growth and continued evolution. Using our technologies we want to empower society to help the members of the Dolr community accelerate to $0 debt. This extends from individuals to groups of individuals organized into communities, to businesses and corporations, and to the governments we elect.

Uncover the surprising truth about the challenges and triumphs of entrepreneurship in the healthcare industry. Discover how one CEO's personal journey led to a radical approach to employee investment and development, transforming the way we think about professional growth and business success. Want to know the secret behind navigating tough decisions and driving organizational change? Stay tuned for more! Entrepreneurship is just trying to collaborate with as many people as possible, challenge your thinking, and then try to bring best practices into the business and stop doing the things that are holding you back. - Isaac Dole Isaac Dole, the CEO and founder of Birchwood Healthcare Partners, brings a unique blend of entrepreneurial spirit and deep industry knowledge to the table. With a keen eye for problem-solving and a passion for driving positive change, Isaac has been at the forefront of navigating the intricacies of the seniors healthcare industry. His commitment to cultivating a top-tier team and fostering a culture of excellence, coupled with his strategic focus on revenue growth, underscores his dedication to reshaping the landscape of healthcare organizations. Isaac's expertise in addressing workforce development, embracing innovation, and tackling industry challenges makes him a compelling guest to explore the realm of employee investment and development programs in healthcare. Maximizing Employee investment and development programs Isaac emphasizes the importance of investing in employee development and retention programs. He shares initiatives aimed at uplifting employees and creating a supportive work environment. The episode showcases the positive impact of employee-focused strategies on retention rates, satisfaction levels, and overall organizational success. Key highlights of the episode: Maximizing employee investment and development programs by elevating your organization's employee development initiatives to boost satisfaction and retention. Confronting challenges facing the assisted living industry Harnessing EOS in healthcare leadership by learning how to implement EOS for enhanced organizational efficiency and effectiveness. Uncover how entrepreneurial strategies can drive success in your organization. Maximize employee satisfaction and retention with effective investment and development programs. Resources in the episode: Find Isaac on LinkedIn Visit Birchwood Healthcare Partners to learn more about their initiatives in the seniors healthcare industry. Explore The Giving Tree program to understand how Birchwood supports its team members through initiatives like the hardship fund, tuition assistance, mental health assistance, and career advancement opportunities.   About Isaac Dole Experienced healthcare investment professional with a focus on all aspects of senior's healthcare. Has completed hundreds of millions of dollars of transaction volume across the senior's healthcare acuity spectrum - including real estate based and provider services healthcare. Isaac has direct experience and/or interest in senior housing, post-acute and long-term care, home health, hospice, rehab, pharmacy, NP/LCSW/telehealth services, management companies and venture products, technology and services targeting senior's healthcare. This experience has created deep nationwide industry relationships that have been critical to Birchwood's growth and success.   About Birchwood Healthcare Partners Birchwood Healthcare Partners is a Chicago-based healthcare investment firm specializing in post-acute investments including senior housing, nursing and ancillary businesses such as home health, hospice, nurse practitioner and post-acute management companies. Birchwood Healthcare Partners offers a flexible investment approach, always striving to meet the needs of all stakeholders to a transaction. Through their network of operators and partners, they not only have the ability to acquire, but also the ability to lease and manage healthcare communities, or even asset manage them on behalf of third party landlords / investors and work outs on behalf of lenders. They have deep industry relationships, entrepreneurial structuring capability and extensive capital available to facilitate the ideal transaction. Birchwood has built an experienced and cohesive team of investment professionals, advisors, operators and investors to position the comp

Military leadership lessons have been a hidden gem for driving revenue growth in business. Learn how this sales leader turned proactive change into a revenue playbook and hear about the connection between military expertise and business success. Our special guest is Jason Barr, a military veteran and sales leader at ID.me, brings a unique perspective to the business world. With a background in military leadership, Jason seamlessly integrates his entrepreneurial orientation and problem-solving skills into the sales landscape. Having led special forces teams and now steering the healthcare practice at ID.me, Jason's experience and expertise offer valuable insights into implementing proactive change and driving revenue growth. His journey from the military to the business realm showcases a compelling fusion of leadership, adaptability, and strategic thinking that resonates with sales leaders and managers seeking innovative approaches to revenue generation. Change is hard. It's hard to embrace it and it's hard to live through it, let alone now you're trying to drive it and get other people to change is even harder. – Jason Barr Drive Revenue Growth Driving revenue growth is a top priority for sales leaders like Jason, as seen in his ambitious goals. Implementing clear objectives and aligning sales teams towards achievable targets are key strategies in driving revenue growth effectively. Hear how Jason talks about implementing Objectives and Key Results (OKRs) in sales and how doing so helps align teams towards common goals, from the executive team down to the sellers. Constantly rethinking revenue strategies and investing in developing great leaders are essential for sustainable growth in sales organizations.   Key highlights in this episode: Drive revenue growth by implementing proactive change in sales leadership. Using OKRs as an aligned practice to set clear objectives and drive performance throughout the organization. Using military leadership lessons and applying them to drive success in business. The focus on future pipeline and keeping things moving forward.   About Jason Barr Jason Barr is the VP of Healthcare for ID.me, the leading digital identity wallet in the United States. His team is focused on improving healthcare interoperability with trusted and portable identity verification and SSO to remove friction and fraud from healthcare for both patients and providers.  Jason has more than 20 years of leadership experience, largely focused on delivering technology solutions that have helped many healthcare organizations enhance the delivery of care.  He started his career as an Army Officer with combat tours in Iraq, followed by leading growth organizations to solve complex technology problems. He graduated from the United States Military Academy at West Point, followed by an MBA from The Ohio State University and now resides in Jacksonville, FL.    About ID.me ID.me simplifies how individuals prove and share their identity online. The ID.me secure digital identity network has over 120 million members with over 60,000 new subscribers joining daily, as well as partnerships with 15 federal agencies, 40 agencies in 30 states, and over 600 name-brand retailers. The company provides identity proofing, authentication, and group affiliation verification for organizations across sectors, including commercial, healthcare, and government services. The company's technology meets the federal standards for consumer authentication and is approved as a NIST 800-63-3 IAL2 / AAL2 conformant credential service provider by the Kantara Initiative. ID.me's Identity Gateway also has a Federal Risk and Authorization Management Program (FedRAMP) Moderate Authority to Operate (ATO). ID.me offers a "digital fast lane" that empowers consumers to seamlessly navigate websites and avoid endless and frustrating account logins and passwords. Over 50 million pre-verified users already benefit from this "digital fast lane."   Resources in this episode: Find Jason on LinkedIn Visit ID.me to learn more about how they are leading the efforts in digital identity management.

If you're feeling stuck in a cycle of trying to achieve sustainable revenue growth, only to hit a wall and struggle to break through, just know you are not alone! Many business owners find themselves in the same frustrating position, trying different strategies without seeing the results they desire. It's time to rethink your approach and consider a new perspective to achieve the growth you've been striving for. Get outside help. Don't do it alone. Don't throw the money down the drain. Don't continue to beat your head against the wall and continue to bleed. So stack the deck in your favor and get experts on your side. - Ken Haskins Our special guest is Ken Haskins. Ken is the founder and CEO of GCE Strategic Consulting, based just outside of Atlanta, in Sandy Springs, Georgia. With over 20 years of experience, Ken specializes in providing support for companies in fractional or full-time leadership roles, including COO, CRO, HR, and finance. His company works with a diverse range of industries, from landscaping to SaaS, and helps businesses navigate challenges such as M&A, growth plateaus, and leadership transitions. Ken's intentional shift from being the main salesperson to a visionary leader has led to significant growth for GCE, with a focus on client success and sustainable revenue growth. His expertise in fractional executive hiring makes him a valuable guest for discussing effective leadership transitions and achieving sustainable revenue growth. Key highlights in this episode: How your business can benefit from hiring a fractional executive Streamline your business with EOS and sticking to it! Mastering the art of enterprise sales success with creative strategies EOS Implementation for Success Implementing EOS can provide businesses with clarity on long-term objectives, core values, processes, and team-building strategies, leading to enhanced organizational efficiency and success. Professional EOS implementers play a crucial role in guiding businesses through the systematic implementation of EOS, ensuring that companies fully leverage the benefits of the system for sustainable growth. Embracing EOS requires a committed and structured approach, where businesses invest in external expertise to streamline operations, enhance decision-making, and achieve transformative results in revenue growth. About Ken Paskins As the CEO and Founder of GCE Strategic Consulting, Ken is dedicated to helping you achieve extraordinary results. With experience managing $500M P&Ls and teams of over 450, as well as working with top-tier PE firms and Sequoia Capital, he understands what it takes to drive success. In 2014, he left corporate America to help business owners like you realize your visions. As the first Fractional Integrator (ever) and an early attendee of Mark Winters' Rocket Fuel University, he recognized the need for Visionaries to maximize their results using EOS®. GCE Strategic Consulting was the first firm of it’s kind designed to serve Visionaries and is now the largest, having served more clients than their top competitors combined, across over 10 countries. Their team of business experts excel in not only the COO/Integrator role but also in Finance, Sales, Marketing, HR, and Recruiting. While other firms focus solely on EOS® and running L10 meetings, we pride ourselves on our comprehensive business expertise, including M&A, turnarounds, capital raises, and achieving tangible results. About GCE Strategic Consulting We help business owners calm the chaos and stop working IN the business so they can work ON the business! Bridge Integrator® | Fractional Integrator | Fractional Executives in Operations | Sales | Marketing I Finance | HR  | Recruiting | Coaching. Are you running your business or is your business running you? At GCE, we are business fixers. GCE started the Fractional Integrator movement! As the leading firm in our field, we've had the privilege of serving more Visionaries than anyone else in over 10 countries! Discover a rare company that not only offers experts in the COO / Integrator Seat but support Finance, Sales, Marketing, HR and Recruiting. Other firms take pride in knowing EOS® and running an L10’s, we take pride in mastering EOS® and being experts in business, including M&A, turnaround, cap raises, and getting results! We have encountered and successfully navigated every business challenge imaginable, making us your ultimate one-stop shop for support.  Resources in this episode: Find Ken on LinkedIn Visit GCE Strategic Consulting to learn more about GCE Strategic Consulting and their services.

As the founder and CEO of Sure Impact, Sheri Chaney Jones brings a wealth of experience in using data to drive social change. With a background in data science and a decade-long career in helping the social sector define metrics and tell their stories, Sheri has been at the forefront of leveraging technology to solve complex social problems. Her company, Sure Impact, offers a cloud-based SaaS platform built on Microsoft Azure that focuses on helping nonprofits, government, social enterprises, and corporate foundations demonstrate their impact and track their activities. Sheri's innovative approach and expertise in using technology to drive social impact make her a valuable asset for organizations navigating the transition from service to tech startup challenges, seeking to demonstrate their impact and attract corporate support. Trust your instincts. As a founder and a CEO in a new and innovative space, you're here for a reason and you have to just trust your instincts. - Sheri Chaney Jones Key highlights in this episode: Discover the power of strategic partnerships to drive business growth and success in tech startups. Effective strategies for measuring impact in nonprofit organizations, and how it can lead to greater support and funding. The unique challenges of transitioning from service-based to tech startup ventures Engaging corporate foundations in social impact initiatives, forging meaningful partnerships for community growth. Embracing the importance of trusting instincts in entrepreneurship and harness it as a valuable asset for decision-making in the tech startup world. Strategic Partnerships for Business Growth Building strategic partnerships is crucial for driving business growth and success, especially in the tech startup sector. Collaborating with key industry players like Microsoft and Blackbaud can accelerate operations, expand brand reach, and open up global opportunities. Leveraging partnerships not only helps in scaling operations but also enhances brand credibility and trust among customers.   About Sheri Chaney Jones For more than 20 years, Sheri Chaney Jones has applied performance management, evaluation, and organization behavior best practices to non-profit organizations and government agencies to improve outcomes and efficiencies. An author, professor, and internationally recognized expert, Sheri believes in data, metrics, and accountability. Sheri’s foray into entrepreneurship began with Measurement Resources Company in 2010. Now a national firm, Measurement Resources increases the capacity of non-profit and government sector organizations through high-performance practices and data-driven insights. In 2018, Sheri launched SureImpact to automate and simplify the process of collecting and sharing outcomes and impact data. Sheri is a thought leader on public sector evaluation and applied organizational research. She is the author of Impact & Excellence: Data-Driven Strategies for Aligning Mission, Culture, and Performance in Nonprofit and Government Organizations (Jossey Bass, 2014). Sheri is passionate about women’s equity and the advancement of girls. She is a past president of the Columbus Chapter of the National Association of Women Business Owners and a Commissioner for the Columbus Women’s Commission for the Mayor’s Office. About SureImpact Purpose-Built software to manage, measure, and communicate your social impact. SureImpact shares your passion for creating long-term social change.  Designed for social-good providers by social-good providers, our mission is to help you increase your social impact and prove your clients are better off because of the work you are doing. Helping organizations like yours succeed isn’t part of what we do – it’s everything we do. SureImpact is the only technology solution specifically designed for all members of the social-good sector. Our proven collaborative infrastructure combines case management, impact measurement, and reporting to enhance your organization’s delivery of mission-critical services, engage your communities, attract new sources of funding, and increase trust with existing funders. By demonstrating the degree to which you are changing the world, funders and other stakeholders will become more invested in your cause than ever before. Resources in this episode: Find Sheri on LinkedIn Visit sureimpact.com to learn more about the platform, watch tutorials, request a demo, and get in touch with Sheri Chaney Jones. National Association of Women Business Owners (NAWBO) Rev 1 Ventures For corporate foundations interested in measuring social return on investment, consider partnering with Sure Impact to streamline impact measurement and reporting.

Ready for an unexpected truth about team building? It's not about traditional hiring practices or years of experience. It's about creating a culture that multiplies the potential of each team member. But here's the twist: the key to success lies in something you may not have considered. Stay tuned to revolutionize your approach to team building and witness the extraordinary results. Our guest this week is our co-host, James Rores. He is a renowned expert in team development and intentional hiring to enhance team performance and foster a positive work culture. His insights into leadership and team dynamics have made a significant impact on CEOs and revenue leaders. James brings a unique perspective to the hiring process, emphasizing the importance of intentionality and aligning team dynamics with organizational goals. You want the value of the team to be greater than the sum of the parts. That's where you get the multiplication effect. - James Rores You've probably been told to hire based on experience and skills. If you're feeling the pain of hiring the wrong people and not getting the results you need, it's time for a change. Let's talk about building high-performing teams through intentional hiring. Key highlights in this episode: Hiring A-players requires a culture you may not have Prioritizing ‘hiring for fit’ over ‘hiring to fix’ Cultivating a growth-oriented team culture The negative impact that mediocre leaders have on their teams About James Rores and WINS Selling James is passionate about deploying the skills and systems required to transform a sales force's ability to grow revenue, profit, and enterprise value. For the past 17 years, he has worked with thousands of sales leaders and teams from over 100 industries, including many INC 500, Deloitte Fast 50, Deloitte Fast 500, and Innovation Award winning businesses. Before that, he was a co-founder or top sales performer at eight companies, five of which exited at valuations ranging from $10 million to more than $1 billion. The secret? Building revenue teams from the ground up. First, was learning how to lead sales conversations that turn buyers into champions. Then, building sales and leadership operating systems to scale success on demand. Today, James guides sales leaders and teams through the same bottom-up process in as little as 4 hours per month, leveraging proven frameworks powered by the WINS Model™ and SightShift-certified coaches. Resources in this episode: Find James on LinkedIn Visit Floriss Group Email James for a complimentary IFQ assessment

If you feel stuck in a rut, trying to grow your sales and business, and not seeing the results you want…know you’re not alone! It's like spinning your wheels but not moving forward, and it can be frustrating. You may be putting in the effort, but not getting the personal and professional growth you're aiming for. It's time to break free from this cycle and achieve the success you deserve. We can think about things all that we want, but until we put it into action and just take the next step and the next step after that, they're simply thoughts. - Amy Franko Let’s meet this week’s guest, Amy Franko, a trailblazing entrepreneur and sales strategist. Amy brings a unique blend of tenacity and strategic prowess to the forefront. With a remarkable career spanning technology giants like IBM and Lenovo, Amy's journey from a quota-carrying sales role to founding her own thriving enterprise is a testament to her unwavering drive and adaptability. Her insights and expertise in custom training and development for enterprise-level clients, coupled with her impactful work in the mid-market space, position her as a guiding force in the realm of sales leadership. Amy's multifaceted endeavors, including her role as an angel investor and her impactful contributions to the Girl Scouts, reflect her deep-rooted commitment to empowering individuals and fostering growth. Her story is a testament to the transformative power of rethinking revenue and investing in oneself for long-term success. Key highlights in this episode: Moving from corporate sales to entrepreneurship. Investing in yourself and finding help. How angel investing can help your personal mission. Examples of personal and professional growth. Embracing Entrepreneurship The discussion touches on the significance of embracing entrepreneurship as a pathway to personal and professional growth. The entrepreneurial journey serves as a testament to the courage and resilience required to take the leap into starting one's own business. Investing in oneself is a powerful driver of personal and professional success. Amy encourages listeners to bet on themselves, seek out resources, and take deliberate steps toward their goals. The conversation highlights the rewards and challenges of pursuing entrepreneurship and the impact it can have on an individual's career trajectory. Never hesitate to bet on yourself. You are your best investment. So, invest in what you need. - Amy Franko   About Amy Franko As a sales leader, Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a pivot into entrepreneurship in 2007, launching Amy Franko Associates, with a specific focus on sales consulting, sales training, and sales leadership excellence. She has built her organization from the bottom up, from her very first client to today, with the hundreds of Fortune 1000 clients she has served over the years. She has created significant growth and success, consistently selling major engagements with repeat business and loyal clients. Resources in this episode: Find Amy on LinkedIn and let her know you heard her on the Rethinking Revenue podcast. Visit Amy's website to access free sales resources for sales leaders and professionals. Read Amy’s book, The Modern Seller

Many companies need to rethink revenue to survive. But this week’s episode dives into a full company transformation involving everything from a complete product overhaul to an entire shift in team management. Imagine the surprising strategies and innovative leadership that made it possible. The transition from print to digital media can be daunting, especially when trying to figure out effective team communication strategies and goal setting for performance metrics in sales. Our special guest this week is Nick Fortine, Market President for Columbus Business First. With a background in technology and a successful history of leading sales teams through significant transitions, Nick's insights into building a digital sales strategy is highly regarded. His instrumental role in guiding Columbus Business First through the transition from print to digital media, along with the successful diversification of revenue streams, positions him as a key voice in rethinking traditional sales approaches. Nick's practical knowledge and understanding of effective team communication strategies and goal setting in sales make him a valuable resource for sales leaders and managers in any industry. Crafting a Winning Digital Sales Strategy This is essential for organizations seeking to thrive in the digital era. Nick's experience underscores the complexities of adapting to a digital landscape, retraining the sales force, and recultivating the customer base. The conversation provides valuable insights into the challenges and strategies of building a successful digital sales approach. Nick touches on technology and AI in the digital advertising space. He emphasizes the need to leverage technology for efficiency and effectiveness in prospecting activities. He briefly discusses the impact of AI and the importance of staying ahead of the curve in the digital advertising space. You can never over-communicate. Whether it's the overall mission, the vision of the organization, the execution strategy, how the operating model plays into tactical execution, the role of the sales team, or the role of those individual contributors in carrying out the strategy. - Nick Fortine Key highlights in this episode: Mastering the transition from print to digital media requires more than just a website. Elevate team communication strategies to foster a culture of collaboration and success. Set and exceed sales goals while optimizing performance metrics to drive lasting results. Setting impactful sales goals and utilizing performance metrics to drive continuous improvement.   About Nick Fortine Nick gets tremendous energy from working with talented, passionate teams to exceed client expectations and build great companies. He has led teams in a variety of successful companies – from zero revenue startups to publicly traded global organizations.   About Columbus Business First The number 1 source for Columbus local business news and intelligence where you’ll find the latest breaking business news, updated throughout the day. Get current business headlines with daily newsletters, weekly digital editions, and more. You can find out how to become a regular subscriber and receive information about how to become an advertiser. The Columbus Business First has everything you need to grow and protect your business in your local community. Resources in this episode: Find Nick on LinkedIn Visit Columbus Business First to sign up for a membership and access valuable business news, resources, and event networking opportunities. Attend Columbus Business First events for excellent networking opportunities, engaging speakers, and great food, providing a valuable prospecting tool for business growth.

Have you ever had a dry pipeline? Of course you have, we all have! But, what did you do to overcome it? Tune in to this week’s episode as we speak with an entrepreneur about an all-too-common problem…pipeline! Lindsay Sutula, the founder of Topfox Marketing, brings a wealth of entrepreneurial spirit and experience to the podcast. Having started her journey in Iowa, she's no stranger to the ins and outs of business from picking up cans on a golf course to eventually founding a successful digital marketing agency. With a background in PR and a stint in the Boulder, CO tech scene, Lindsay's expertise lies in serving B2B companies producing $1m-$20m in annual revenue. Her journey from saxophone performance major to agency owner is a testament to her adaptability and innovative approach to marketing, making her insights valuable for business owners and marketers navigating lead generation challenges. “The 'we've always done it that way' trap is really sneaky.” – Lindsay Sutula   Key highlights in this episode: Success is never a straight line: Lindsay shares a pivotal moment in early 2023 when she faced an unfamiliar challenge…a dry pipeline. Addressing the pipeline problem through deep niche targeting and account-based marketing (ABM). Valuable lessons for businesses at any stage of growth that highlight the necessity of adaptability. Stepping out of your comfort zone and charting new paths toward success. Continuous evolution and the courage to question and adapt long-standing practices.   About Lindsay Sutula Lindsay is the Founder & CEO of Top Fox Marketing, where she is dedicated to helping businesses achieve their growth goals through innovative marketing strategies and tactics. With a passion for empowering her team and clients, Lindsay is committed to fostering a culture of creativity and collaboration. As the leader of Top Fox Marketing, Lindsay brings a wealth of experience in marketing and sales from her previous roles in small to medium-sized B2B companies in tech, advertising and telecom. Lindsay began her career in entertainment PR, working with Jazz at Lincoln Center and Palmetto Records.   About Top Fox Marketing Top Fox Marketing exists to help brands grow. With deep brand and agency experience working for both B2B and B2C, our leadership team has been on both sides of the table. We’ve worked with global brands, emerging brands and just about everything in between. Top Fox Marketing is the culmination of our collective experience and a reflection of where we want to be as accomplished marketers–sitting at the most fulfilling seats at the table. A place where we get to work hand-in-hand with purpose-driven brands to make a positive impact. Complementing our leadership team is a carefully cultivated network of trusted marketing specialists that we activate on-demand. This cost-wise approach enables us to provide you with precisely the marketing you need, when you need it. No more, no less.   Resources in this episode: Find Lindsay on LinkedIn Visit Top Fox Marketing

Do you want to build trust, respect, and understanding with your prospects and customers to close more sales? Discover the surprising truth about how your listening habits impact your sales success. Uncover the unexpected ways in which your listening skills can transform your sales process and elevate your results. Dive into the four listening zones and unlock the key to building trust and meaningful connections with your clients. Ready to make your sales conversations more impactful and engaging? Stay tuned for the eye-opening insights in the first chapter of an Amazon bestseller, exclusively for you. Get ready to revolutionize your sales game with the power of effective listening. Are you ready to step into the world of unexpected listening? Click the link below in the Resources section for your exclusive sneak peek into the four listening zones discussed in this episode. Don't miss out on this game-changing opportunity! This week’s episode is a replay of a webinar from Paula S. White and Ed Porter titled, “Silence is Golden: Aligning Your Listening Zones to Your Sales Process.” Paula is a communication coach with a passion for enhancing sales professionals' listening skills. With a background in sales leadership, Paula has a wealth of knowledge in navigating today's digital world and the challenges it presents to meaningful conversations. Her expertise lies in helping sales teams adapt to instant communication trends and overcome obstacles in understanding buyer needs. Paula's framework, T.R.U.E Leadership, focuses on building Trust, Respect, and Understanding leading to Execution, emphasizing the pivotal role of effective listening in sales interactions. Through her insights and practical approach, Paula aims to empower sales professionals to cultivate stronger connections and drive revenue growth. Trust is really where the beautiful part of sales happens. - Paula White Enhance Sales Success Enhancing sales success hinges on the ability to actively listen to customers and adapt communication strategies. By honing listening skills, sales professionals can uncover pain points, provide tailored solutions, and ultimately drive more successful sales outcomes. Improved communication leads to increased sales efficiency and effectiveness. Key highlights in this episode: Unlock the secrets to enhancing your business's online interactions for greater success. Discover powerful strategies to build genuine and impactful connections in every conversation. Uncover the hidden impact of poor communication on your business's bottom line. Elevate your sales game with powerful listening techniques that win over customers. Learn how to overcome online distractions and stay focused in professional settings.   About Paula White and Side B Consulting Paula White is a 2X Best Selling Author, Facilitator, Speaker, and visionary leader driven by an unwavering passion for music, which she seamlessly integrates to inspire a new perspective and unlock untapped potential in fellow leaders. With a unique blend of heart and intellect, Paula’s innovative approach transcends conventional boundaries, igniting transformative growth and driving unparalleled success. Resources in the episode: Find Paula on LinkedIn Paula S. White, Side B Consulting Forward Impact book on Amazon Free digital copy of Chapter 1, The 4 Zones of Listening, Use CODE: 4ZONES

Are you ready to learn the key to relentless forward movement and how it can transform your growth strategy? Get ready to unlock the power of intentional hiring and fostering a culture of givers. Join us in this engaging conversation and discover how to propel your business to new heights. Bill Balderaz is a prominent entrepreneur with a strong background in startups and entrepreneurial ventures since the late 90s. His extensive experience spans over two decades, during which he has demonstrated a deep understanding of leveraging data for predictive marketing strategies. As the founder of a company specializing in data integration, visualization, and analysis, Bill has shown a particular focus on serving regulated industries, including a passion for healthcare. His commitment to harnessing data for targeted campaigns and improving customer engagement has solidified his position as a leader in reshaping traditional marketing methodologies. Bill's entrepreneurial acumen and remarkable achievements in the field underscore his significant influence in driving innovative marketing practices. Key highlights in this episode Maximizing customer engagement and leveraging your customer data through first-party sources. Saying goodbye to third-party cookies. Explore the secrets to building and leading high-performing teams in the dynamic startup ecosystem. Creating a value for relentless forward movement. Keep moving forward. If you feel like you're spinning your wheels and you're not moving, talk to someone else, get another set of opinions, get in front of a whiteboard. But you've got to keep forward momentum, forward movement no matter what. - Bill Balderaz First-Party Data Maximization Optimizing first-party data is crucial for personalized marketing campaigns, enabling businesses to understand their customers better. By maximizing first-party data, companies can create targeted and relevant marketing strategies that resonate with their audience. This approach also helps in building stronger relationships with customers by delivering tailored messaging and offers.   About Bill Balderaz Throughout his career, Bill has had the opportunity to work in industries in their very earliest stages. In 1998 (the same year Google was founded) he was working in search engine optimization, online advertising and eCommerce. In 1999 he worked for one of the first companies developing HTML-based on-line learning. In 2005, five years before the iPad was invented, he was working on a concept for a tablet-based electronic health records software. He also started working in social media and viral marketing in 2006 - the same year YouTube and Twitter were founded. As founder of Fathom Healthcare, he worked with Stanford, Duke, The Cleveland Clinic, St. Jude Children's Hospital, and more than a dozen other healthcare systems in the early days of readmission penalties, patient satisfaction scoring, and the opioid crisis. Today he leads Futurety, a pioneer in integrating and visualizing data using tools like Tableau, Microsoft BI, and Google Data Studio. They specialize in working with sophisticated and disparate data sets to provide our clients with a single source, automated dashboard. About Futurety Futurety aggregates and visualizes your customer data into platforms like Microsoft BI, Tableau, and Google Data Studio to help you use data to make decisions. Our team of data scientists and digital marketing experts have the skills, passion, and knowledge to help you run the smartest most efficient marketing campaigns possible. We also bring a strategic business approach to all our engagements, ensuring your data and marketing programs drive real results. Our sister company, Futurety Digital, provides data-driven Search Engine Optimization (SEO), Pay-per-click advertising, and paid social media advertising to regulated and complex industries including healthcare, hospitals, pharma, medical devices, high education, government, eCommerce, and retail. Resources in this episode Find and connect with Bill on LinkedIn Visit Futurety Explore Huckle Insights

Have a seat, pour a drink, light up a cigar, and enjoy our 2nd in-person episode with another friend and colleague Nick Massaro, Sales Effectiveness Consultant at Membrain. We recorded this podcast at a local cigar lounge in Columbus, Ohio and Nick graciously allowed us to use his recording equipment. Does this sound familiar? You've been told to just rely on the product you're selling or the market you're selling to, but it only gets you so far. The pain of feeling stuck in a sales process that doesn't fully work for you. It's time to rethink your approach to sales success and enhance your effectiveness. Let's dive into the impact of sales training on career success and achieve improved client interactions and sales success together. Nick is a seasoned sales professional at Membrain and boasts over ten years of hands-on experience in the sales industry. Having started his career as a life insurance salesperson for Northwestern Mutual, Nick has extensive expertise in various sales roles using multiple channels to connect with his prospects and customers. With a strong commitment to personal and professional development, Nick's insights into the impact of sales training on career success are backed by a solid track record and a deep understanding of the sales industry. His passion for sales and dedication to honing his craft make him an invaluable guest, offering a unique perspective from the front line that will resonate with professionals seeking to enhance their sales acumen. Key highlights in this episode Learn how preparing for sales meetings can improve your conversion rates. The positive impact of sales training. Tailoring your sales approach to your buyers. You have to be worthy of that trust. You have to put in the hard work to understand your identity, live that, and show up for that customer. - Nick Massaro   About Nick Massaro and Membrain With over a decade of front-line SaaS sales and sales leadership experience, Nick is currently immersed in Membrain’s mission to elevate the sales profession. To him, that means helping his partners and clients challenge the mainstream sales tech/tactics to improve the performance of their revenue teams in pursuit of their growth goals. Aside from his lovely wife Sarah, his yellow lab Archie, his faith, family, a steak sizzling over hot coals, and an ice-cold bottle of beer, nothing gives Nick more joy and fulfillment than transforming sales concepts into meaningful results through application and practice. Membrain is committed to elevating the sales profession. They do this with the top B2B CRM in the world, a network of amazing partners, and a commitment to service, leadership, and wayfinding (aka...sales.) Resources in this episode Find Nick on LinkedIn Visit Membrain to explore the groundbreaking sales enablement tool designed to elevate sales performance and effectiveness.

Have a seat, pour a drink, light up a cigar, and enjoy this episode with our friend and colleague Paul Fuller, Chief Revenue Officer of Membrain. We recorded this podcast in person at a local cigar lounge in Columbus, Ohio, and is part one of a two-part series recorded that evening. Have you ever thought about how a simple shift in mindset can transform your team's performance? Paul talks about how he had to rethink revenue by adopting a partnership revenue strategy. Membrain doesn’t just have a partner program, they have adopted a full partnership growth strategy where everyone in the company is aligned to their partners’ success. Paul is known for his 21 years of sales expertise. As the Chief Revenue Officer of Membrain, he brings a wealth of knowledge in driving revenue and transforming sales teams with technology. With a strong foundation in software sales and entrepreneurship, Paul's insights and experience make him an invaluable resource for sales leaders and managers aiming to enhance their team's performance and effectiveness. As the host of the podcast "The Art and Science of Complex Sales," Paul's dedication to exploring the latest sales methodologies and tools perfectly aligns with the episode's focus on rethinking revenue and leveraging technology and partnerships to elevate sales tactics. His passion for empowering sales professionals and commitment to implementing impactful strategies make him a compelling guest for this episode.   Key highlights in this episode Discover innovative strategies for rethinking revenue growth and achieving higher sales performance. Explore the key to building effective partnerships in sales that drive revenue and enhance team collaboration. Overcome common leadership challenges in sales organizations and lead your team to greater success. I think that's the start. It's certainly about looking in the mirror and being honest with yourself.   - Paul Fuller   About Paul Fuller and Membrain Paul is excited to be able to help others maximize their gifts by using his. In business, this comes in the form of entrepreneurship, sales, marketing, operations, and problem-solving. As one of the original pioneers in the Sales as a Service space, he learned quickly that elevating others to their desired potential is one of the critical success components for any growth organization. Membrain is committed to elevating the sales profession. They do this with the top B2B CRM in the world, a network of amazing partners, and a commitment to service, leadership, and wayfinding (aka...sales.) Resources in this episode Find Paul on LinkedIn Check out the Art and Science of Complex Sales podcast for in-depth discussions on sales strategies and leadership insights. Visit Membrain to explore the groundbreaking sales enablement tool designed to elevate sales performance and effectiveness.

Discover the surprising truth about customer retention and revenue growth that most business leaders overlook. This insightful conversation with a post-sales expert will challenge your perspective and leave you pondering new possibilities for your business. The pressure to constantly chase new leads and neglect the potential of your current customers can lead to missed revenue opportunities and hinder sustainable growth. It's time to rethink your strategy and focus on nurturing and retaining your existing customers for long-term success. My special guest is Anita Toth. Anita is an expert in customer retention, with a knack for delving into the psychology of customer behavior. With a background in academic research and a successful stint in the marketing world, Anita brings a unique blend of analytical depth and practical business acumen to the table. Her passion for understanding what drives people and her commitment to helping businesses tap into the potential of their current customer base make her insights invaluable for today's entrepreneurs and business leaders. Anita's journey from academia to marketing and now customer retention is a testament to her unwavering curiosity and dedication to finding innovative solutions to age-old business challenges. So the greatest tension seems to be between short-term looking at quarters versus long-term. Marketing and sales are a lot like dating. Post-sales is more like marriage; you’re in it for the long term. Very different approaches. - Anita Toth Mastering Strategies for Improving Customer Retention An effective customer retention strategy is paramount for sustainable business growth. Anita emphasizes how understanding client psychology plays a key role in improving customer retention. Tailoring experiences, based on customer emotions and behaviors, help in formulating strategies that resonate with clients, fostering a long-lasting relationship and consequently, enhancing client retention. Key highlights in this episode: Improving customer retention - Learn how to keep your customers returning for more while boosting the bottom line. Post-Sale customer engagement - Discover the untapped potential of engaging with customers after the sale. Customer feedback for growth - Find out how to turn customer feedback into a powerful tool for moving your business forward. All about alignment - Explore the benefits of collaborative teamwork across departments to achieve sustainable revenue growth. About Anita Toth and ATI Anita is on a mission to guide small to mid-market B2B SaaS companies to discover the hidden revenues in their customer base. Anita sees SaaS companies obsessing over new revenue growth, thinking it will solve their shrinking market share, cash flow issues, and to please their investors. That's the old way. The new way is to dig deep into your customer base to uncover competitive advantages to fuel market growth, discover the root causes of churn to slow down how quickly customers leave, and to uncover what makes amazing customers so you can create more of them. Her company, ATI, uses the CUSTOMER RETENTION 360 system to leverage scientific research to pinpoint hidden revenue opportunities, enhancing revenue and market share by understanding customer behavior and feedback. With this data, the ATI team crafts targeted strategies to boost Customer Lifetime Value and expand contract sizes, directly reducing churn and strengthening customer relationships. Resources in this episode Find Anita on LinkedIn Check out ATI