The global workforce is fast becoming remote and borderless.  The current technologies in the human resources space pose so many challenges for companies like Eppione, but along with it comes the enormous potential for scale and profitability as well. In this episode, David Kindlon, shares with us how their company is catching up with the demands from HR tech platforms and how they are disrupting the insurance industry through their SaaS.   We’ll talk about: How David started in the HR tech space [01:49] Finding the RIGHT co-founders in business [08:25] From mere idea to actual product with early adopters [10:03] SaaS is where the future of money is for Eppione [11:45] The insurance industry is still using old tech stacks [15:08] Global remote work changes the landscape for HR technology [16:53] The pivot directed by user feedback [19:19] What David would have done in the early stages of the business [21:38] Be ready with a plan before getting funding [23:18] When should the business have processes in place? [24:11] Funding is finding the RIGHT money [27:57] Don’t be afraid of competition [30:05] The one thing David recommends [34:39]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Check out David’s intelligent HR solutions - (https://eppione.com/)   About Our Guest: David Kindlon is the CEO of Eppione, an intelligent HR solutions company from Ireland with several locations in the world. Their cloud-based solutions enable companies to have flexibility and understand their unique workforce.   David is passionate about supporting businesses to empower, nurture, and inspire their workforce through technology Connect with David through his LinkedIn.  If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The world of selling has changed so much. It’s no longer just putting up a website and a couple of clicks later - Bam! You just made a sale.  David Premier comes back to the show as we get knee deep into founder-led selling. Why are we seeing founders struggle and face a lot of inefficiencies? David goes over the little, but actually big misses that stop startups for getting over that hurdle. From the image you need to present the prospective buyer to how you make that discovery call, learn what’s going to make your customers buy. So tune in now. We’ll talk about: A quick background on David [02:17]   Why you need to look at how you speak to a customer [04:30]   Being consistent with your mission and vision will get you farther [08:54] How to move from features & benefits to problem solving [11:58]  Think about how you can sound different [16:52]  People buy the product that aligns with their mental image [18:08] Think about that unknown, unspoken [24:33]  Get them to tell you what they don’t want you to know [25:13] Tips for making that discovery call [23:00] What a customer tells you isn’t what the objection is about [29:02] You don’t have to overcome all objections [27:44] Your message and marketing are for helping shape the customer’s journey [33:03] The one thing that David highly recommends [36:45] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Cerebral Selling Website (https://cerebralselling.com/) 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. Or connect with David on Instagram or Twitter. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In a busy world of entrepreneurship, staying fit and healthy has always been quite a struggle.  In this episode, Gav Gillibrand, takes us back memory lane to his journey from being a male stripper back in the ’90s to being a Fitness Instructor and now to being a Fitness and Nutrition Coach. Learn how he was able to scale a one-on-one, service-based profession to a highly scalable and highly profitable Fitness and Nutrition Coaching business.  Learn how working less but making more can be made possible by knowing    We’ll talk about: How Gav transitioned from the world of stripping to the world of fitness [01:37] Scaling the personal trainer profession [09:30] LinkedIn as the best B2B platform to connect with ideal clients [13:04] Power of video for fitness and nutrition coaches [17:38] People want to buy from a person not a company [21:51]  It’s okay to say things some people disagree with [24:20] The benefits of staying healthy for busy entrepreneurs [33:31] Gav’s goal to educate people on the myths of weight loss [35:53] Two schools of thoughts in nutrition [40:30] Your WHY is what will get you to the finish line [46:41]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Visit Gav Gillibrand’s website and subscribe to his newsletter (https://gavgillibrand.com/) You can grab a copy of Gav Gillibrand’s book here (https://gavgillibrand.com/the-ghg-method-order-now/)   About Our Guest: Gav Gillibrand is a fitness and nutrition expert with over a decade of experience and success in helping people lose weight. From being a fitness instructor to a fitness and nutrition coach, Gav specializes in helping busy executives become great role models and leaders both in their family life and business. He is also known for his book, The GHG Method, which employs practical and actionable weight-loss methods designed for busy entrepreneurs and executives.    Back in the ’90s, he made a TV appearance on “Blind Date” and made a career as a professional revue artist (male stripper) in the UK.  Connect with Gav through his LinkedIn.  If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Getting known, getting leads, and getting sales are all part of online marketing. But the popularity of paid ads shifted businesses to think of marketing as merely budget considerations. However, SEO pioneer Damon Burton believes that SEO is making a full circle as more entrepreneurs get burned out by paid ads. Damon has been in the SEO space for almost 15 years and has seen its evolution over the years. He has worked with a wide variety of businesses from mom and pop stores to multi-billion dollar companies and startups.  Listen to him as he shares why SEO remains a strong choice for long-term online marketing efforts and how SEO should be done right over a period of time to experience its full benefits.   We’ll talk about: Damon as an early adopter of SEO [02:13] The evolution of SEO and paid ads [04:26] Why SEO is more stable and scalable than paid ads [05:38] Long term and short term objectives of SEO [09:17] Understand your audiences when doing paid ads [14:13] The difference between transactional item and emotional purchase [16:10]  Why simplistic websites outperform the most visually amazing websites [17:43] Do the content you feel comfortable making [21:35] Audio content transcripts are pleasing to search engines [25:15] The role of schema in helping search engines understand your website [27:53] SEO has the biggest return on profit and better client retention [32:03] What to look for when outsourcing SEO work for your business [35:13] How social proof helps build your social media credibility [39:19] Figure out what format works for you [46:22] The one (actually two) thing that Damon recommends [52:23]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Connect with Damon on LinkedIn (https://www.linkedin.com/in/damonburton/) Check out Damon’s SEO Company (https://www.seonational.com/) Get a copy of Damon’s book for free (https://trusting.clickfunnels.com/optin1589481029888)  Read Damon’s published articles in Forbes    About Our Guest: Damon Burton has been in the Search Engine Optimization space for almost 15 years and is one of the early adopters of SEO. His company, SEO National, has optimized websites for INC5000 companies, NBA teams, and businesses featured on Shark Tank. Burton has published the SEO book, "Outrank: Your Guide to Making More Online By Showing Up Higher on Search Engines and Outranking Your Competition." He also has tons of published articles in Forbes,  He is a husband and father of three and has been featured on Entrepreneur, BuzzFeed, USA Weekly, and has spoken at conferences.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

For years, entrepreneurs focus on the benefits and features of their products and services. However, many are equally baffled why they are hardly hitting their sales targets.  In this episode, Michael F. Schein brings to the discussion table how the Power of Hype is making people act on something with much gusto. Being good enough at what you do is not enough to make people buy from you these days. Entrepreneurs must find that formula to set themselves apart from the norm and make a solid following from like-minded, loyal followers.  Find out the strategies on how to use hype for business success and increase your sphere of influence.    We’ll talk about: How Michael got started in this business [02:20]   What led Michael to write his book The Hype Handbook  [03:01]   Founders tell stories to sell  [06:26] Tools and principles on how to hype things up [09:25]  Crafting a story when selling features and benefits doesn't work anymore. [13:00] The importance of authenticity in marketing yourself [20:22] The 2 kinds of businesses every B2B founder should know [25:12] How to apply the concept of the Bible and the Church in building your authority [33:38]  Know what Michael is into now that is not for everyone [39:26] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Michael F. Schein’s Website (https://michaelfschein.com/) Get a copy of Michael’s Book “The Hype Handbook” 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers. (https://michaelfschein.com/the-hype-handbook/) Subscribe to Michael F. Schein’s Hype Book Club (https://hypereads.com/) Curious how Michael can turn consultants into celebrities? Check https://microfamemedia.com/    About Our Guest: Michael F. Schein is a writer, speaker, entrepreneur, and hype artist. He helps entrepreneurs and consultants build authority in their niche.  He is the author of The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers. He is a prolific author with articles published in Fortune, Forbes, Inc., Huffington Post, and Psychology Today. He speaks to international audiences spanning from the northeastern United States to the southeastern coast of China. Michael is the founder and president of MicroFame Media, a marketing agency that has launched campaigns and created content for companies including eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix. Connect with Michael on Twitter and Facebook.  If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.    Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Are trade shows now a distant memory? In today’s time and with the climate brought about by COVID-19, trade shows look like a thing of the past. But one entrepreneur saw the opportunity to fill the gap in the space and modernize what used to be so common. CampfireSocial’s Founder and CEO Erica Bishaf shares her journey so far as a startup in its early stages. As the first omnichannel platform designed solely for industry verticals and organizations, they are at the forefront of what could be revolutionary. The path from startup to scaleup often starts with solving a problem. So this episode is sure to help you see what challenges a young startup faces as it builds and grows. We’ll talk about: Erica’s background and why she started CampfireSocial [01:20] What are trade associations and what are they for? [05:31] How Erica is modernizing the trade show [06:42] Applying the same idea in the pet space to trade associations [08:51] Her first priorities during the early days of her startup [13:05] Your team has to be on board with your passion [20:03] The impetus for her to start fundraising [22:30] The biggest challenges for her company [26:02] What would she have done differently [28:33] What’s next for CampfireSocial [30:28] Why feedback matters to them [33:33] The one thing Erica recommends [35:06]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) CampfireSocial Website (https://www.campfiresocial.io/)   About Our Guest: A 20+ year veteran in market intelligence, strategy, and trade shows, Erica Bishaf is the Founder and CEO of CampfireSocial. A tech entrepreneur, Erica saw the need for a platform designed for industry verticals and organizations to cultivate communities and drive revenue growth.  Email Erica at [email protected]   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Growing a startup at this time is different from what it used to be. It will take more than the sales call and networking and promoting features and benefits. In another episode focused on digital transformation, digital marketing, and branding, Little Bird Marketing’s own Momma Bird, Priscilla McKinney gives her own take on what every founder should be doing now to scale their startup. It’s time to get with the times, so tune in to grab these awesome digital marketing takeaways. We’ll talk about: Priscilla’s amazing work on marketing [02:35] How companies can cut through the noise [04:59] Getting the branding and message aligned [10:50] It’s no longer sales enablement because the buyer has control [15:59] Ask yourself how you can help your customer [18:35] Your team doesn’t want the company reliant on the founder [23:04] How startups can connect with their audience [26:05] Why you shouldn’t sell: Two things that happen before a buying decision [29:52] Why you should continue to take care of current clients [33:44] Having a great product or service just won’t cut it anymore [41:25] The one thing Priscilla recommends [43:01] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Grab the free resources from Little Bird Marketing (https://littlebirdmarketing.com/) Ponderings from the Perch Podcast (https://podcast.littlebirdmarketing.com/) About Our Guest: As the CEO and Momma Bird at Little Bird Marketing, Priscilla McKinney helps their clients with inbound marketing and social media lead generation. As a creative team, Little Bird is dedicated to providing top-notch content marketing solutions and strategic insights to our amazing clients.  This award-winning digital agency serves revenue-minded leaders. Their proprietary content marketing system called S.O.A.R helps those looking to scale who need confidence for the short-term and long-term goals.  Priscilla is also the host of Ponderings from the Perch podcast. Get in touch with Priscilla through her LinkedIn or Twitter.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Do you know why your customers choose you? Sure, your sales rep may have told you why, but do you really know for sure? Today’s episode will take you on a deep dive into customer insights. Vennli’s CEO Mary Claire Mandeville gives us lots of reasons why B2B companies need to start leveraging customer feedback more, what you should be doing about market research, customer insights, and even customer experience no matter what stage your startup is, and how this can help startups as they start to scale. Start with the customer and you can’t go wrong. So tune in now. We’ll talk about: Mary’s journey from sales to CEO [01:27] The core competencies of Vennli [04:08] Why B2B companies aren’t leveraging services more [05:56] Building a company starts with the voice of the customer [09:48] Why you should want to hear not so good news [11:58] Leadership need to always stay in touch with customers [16:28] Two important factors key to scaling to $10 million [18:24] How to sell to multiple buyers in an organization [22:38] A good cadence for getting feedback [25:40] The future will include customer experience analysis [28:54] It’s time to embrace making the customer the hero [31:48] The one thing Mary recommends [35:00] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Vennli Website (https://www.vennli.com/) Podcast Ep 22. How to Grow and Scale a Startup, Even If You Don’t Enjoy Running One with Shark Tank Winner, Martin Hill (https://bretttrainor.com/2019/10/29/how-to-grow-and-scale-a-startup-even-if-you-dont-enjoy-running-one-with-shark-tank-winner-martin-hill/) About Our Guest: Mary Claire is the CEO at Vennli. She is driven to help individuals and organizations reach their full potential. In between receiving her BBA and MBA from the University of Notre Dame, this Oklahoma native spent a couple years in between working in Guatemala and Nicaragua for a social enterprise organization. Prior to joining Vennli, Mary Claire was VP of Business Development at a company in the solar industry. At Vennli, she focuses on developing the Chicago and Notre Dame markets. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The sales first approach isn’t going to cut it anymore. When the market is filled with stiff competition, it’s time to bring out your key differentiator- your CEO. For today’s show, I finally have the real proof why content is king. Inbound CEO Marti Sanchez shares with us what he does and how he helps B2B CEOs build their personal brands and create trust through high-quality content. Listen to this episode and find out why content is definitely king! We’ll talk about: How Marti went from ghostwriting to personal branding for CEOs [02:02] Why content is important for founders [08:09] Content is about providing value and building trust [10:05] Everyone has ideas, execution is what matters [11:41] Start with 1-2 long-form pieces to build trust [16:22] How early-stage founders can get started on content [13:32] Speed of execution is key [18:17] Inbound revenue should be the only metric you look at [21:23] Most of your leads aren’t the ones liking your content [23:18] Why a content-first approach is better than a sales first approach [25:20] Targeting problem-aware and solution-aware prospects is easier [27:35] The CEO or founder is your company’s differentiator [32:38]  The one thing that Marti recommends [37:43] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Check out Marti Sanchez’s Podcast, Podium Stories (https://podcasts.apple.com/us/podcast/podium-stories-with-marti-sanchez/id1505931491) About Our Guest: Marti Sanchez is the Founder and CEO of Influence Podium. As an Inbound CEO, he represents his company’s brand and uses thought leadership content to drive new business, attract top talent, and channel partnerships. His company helps B2B CEOs build their brand by getting placed on relevant podcasts and creating high-quality content for them. You can reach out to Marti by sending him an email here: [email protected]. Or you can connect with him via his LinkedIn or Twitter.  If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

In another bonus episode, I’m sharing my second time to be a guest at M&A Unplugged, which is hosted by Domenic Rinaldi. For this episode, I talked about my strategy for helping B2B startups achieve scalable growth. I’ll be talking about my template for analyzing a company’s growth barriers, strategies for growth, and how to implement those strategies without making bad investments that won’t provide a return.  Whether you are an existing owner of a business or you are contemplating your business acquisition and want to grow it, you wouldn’t want to miss this episode.   Here are the topics we covered: Intro to this episode [01:15]  The stats in the startup space & what Brett found out about what’s preventing scalable growth [03:08]  Why will Brett’s methodology work for any company [06:22]  The three levers to look at when it comes to growth [07:11]  Brett’s discovery process for finding where the plateau is [08:38]  Most of the time the owners aren’t as accurate in revenue reporting [09:52]  Finding the true opportunities and their costs [11:33]  Brett’s approach to analyzing the client and the market [13:54]  You might want to consider hiring a market research company [16:28]  What the net promoter score is [19:08]  Check if your message is aligned with your audience [20:11] How to test and find the areas that are paying off [24:07] Pitfalls to avoid when doing growth strategies [26:27] Brett’s Growth Readiness Assessment [28:35] Why so many businesses plateau [30:57]   Resource Links: Download my free Growth Readiness Assessment (https://mailchi.mp/bretttrainor.com/growth-readiness-checklist) Grab the free best practices and checklists for how to conduct diligence from Sun Acquisitions (http://www.sunacquisitions.com/) or K2 Adviser (https://www.k2adviser.com/) You can also listen to this episode on M&A Unplugged Ep. 94 (https://sunacquisitions.com/podcasts/94-how-to-break-through-the-business-growth-plateau-with-brett-trainor/)

As a founder, you are a critical component to your startup’s ability to grow and succeed. And I’m not talking about who you know. This time, it’s all about how well you know yourself. Leaders lead and pave the way for businesses to reach new heights. Today’s guest is very passionate about helping entrepreneurs transform their organizations by first looking within and leaning into their personalities and finding that meaningful purpose to tap into that powerful energy that will drive growth. Dive into this inspirational episode to help you build the backbone of a business built for success. Tune in now. We’ll talk about: Minter's life and global background [02:05] Companies need to have a purpose [03:24] What led to him writing his book, You Lead [04:47] Why entrepreneurs should lean into their personalities [11:41] Create a brand that is real for people [16:39] Make your purpose meaningful [16:49] The two components needed for long-term success [14:56] Purpose is key to unlocking discretionary energy [20:17] Be intentional with your communication [26:14] How to harness that discretionary energy in a remote workforce [23:28] Why you shouldn't only surround yourself with like-minded people [30:11] The critical work entrepreneurs need to do on their own selves [33:27]  The one thing Minter highly recommends [42:06] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) How to Change Your Mind by Michael Pollan (https://www.amazon.com/Change-Your-Mind-Consciousness-Transcendence/dp/1594204225) Being Mortal by Dr. Atul Gawande (http://atulgawande.com/book/being-mortal/) Lost Connections by Johann Hari (https://thelostconnections.com/) Minter Dial Website (https://www.minterdial.com/) YOU LEAD, How Being Yourself Makes You A Better Leader by Minter Dial (https://minterdial.com/books/you-lead) The Last Ring Home Documentary Film (http://www.thelastringhome.com/) Minter Dialogue Podcast (https://www.minterdial.com/resources/podcasts/) About Our Guest: Minter Dial is a professional speaker, elevator and a multiple award-winning author, specialized in leadership, branding and transformation. An agent of change, he's a three- time entrepreneur who has exercised twelve different métiers and moved countries fifteen times.  Minter's core career stint of 16 years was spent as a top executive at L’Oréal, where he was a member of the worldwide Executive Committee for the Professional Products Division.  He’s author of the award-winning WWII story, The Last Ring Home, as well as prize-winning business books, Futureproof and Heartificial Empathy. His latest book on leadership, You Lead, How being yourself makes you a better leader came out in January 2021. He’s been host of the Minter Dialogue weekly podcast since 2010. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: <a...

In this bonus episode, I’m sharing my guesting at the B2B Growth podcast.  I get to talk with Lesley Crews of Sweetfish Media about how to shift your mindset and focus on growth. On top of that, I share my four-point plan for growth - something that I encourage B2B startups to use as a framework as early as now.   Here are the topics we covered: What exactly is demand generation? Why do we need to have an organizational approach to it? [01:35]  The need to shift our mindset from a sales perspective to a buyer’s perspective [02:42] Change is inevitable. Growth is optional. [04:06] The one thing B2B marketers need to stop doing [05:25] Why there’s no such thing as a marketing-qualified lead &amp; why you shouldn’t force your prospect through the buying process [07:23] The four-point framework to move from startup to scaleup [10:17] How to get started on building a demand gen framework [16:11] How startups get demand gen wrong [18:42]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) You can also listen to this episode on B2B Growth Ep. 2024 (https://sweetfishmedia.com/show/b2b-growth/how-to-build-a-four-point-demand-gen-strategy/)

Climate change is a controversial topic for many. But let’s face it. We all want to continue living on our planet. Imagine combining capitalism and climate change. Serial entrepreneur Norman Crowley is at the forefront of climate capitalism as he pushes forward with his Cool Planet Group. Norman talks with me today about his own entrepreneurial journey and the tough lessons he has picked up. Get to know this inspirational startup founder who has already successfully sold 3 businesses by tuning in now. We’ll talk about: Starting his entrepreneurial journey at 15 [01:38] Energy efficiency through Clarity [04:59] Electrify: Converting classic cars to electric cars [06:01] The future of food with Cell Ag [06:45] From gaming to climate change [04:22] His approach to growing his B2B ventures [08:21] You have to jump with both feet and learn new stuff all the time [13:56] Ask yourself this: Would you want to go drinking with this hire? [19:27] How to attract the right talent to help build the business [16:07] Lazy people blame not having a process as a reason for failure [22:21] What’s changed in B2B since the past 15 years [25:31] The key to success is humanizing your business [27:49] The one thing that Norman recommends [28:49] Why founders should make sure to get good sleep [31:08] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Cool Planet Group Website (https://www.coolplanetgroup.ie/) About Our Guest: Norman Crowley is an inspirational international entrepreneur who founded multiple successful businesses including The Cloud - Europe's largest WIFI operator, Inspired Gaming Group - the world's largest company in the server-based gaming domain, and Trinity Commerce. His most recent venture is the Cool Planet Group, a family of environmentally positive businesses and brands that push the boundaries of sustainability. Connect with Norman through his Twitter. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Standing out when tons of other companies offer similar products is a challenge. But in this day and age, it pays to be creative. And it pays to be different. Today, we have a very unique guest, Jesse Cole is the owner of the baseball team, Savannah Bananas. And I believe he has the blueprint for businesses to stand out and separate themselves from the crowd. When different is better than better, you want to make sure you are highlighting what makes you YOU.  Get to know this passionate entrepreneur and learn what it takes for your startup to stand out. We’ll talk about: How Jesse is changing baseball through differentiation [01:12] Constraints force creativity, but you learn by doing [05:19] Own the problems [08:37] Create Noise [09:26] The 3 Loves [09:55] Why do you do what you do [10:53] The blueprint for becoming the ONLY [08:10] Different is better than better [14:01] Why you should create the ‘Wow’ factor [19:41] Make sure you develop raving fans [17:01] Focus on what you can control [24:43] What else Jesse is thinking about next [26:58] You have to keep pushing forward &amp; do new things [29:40] Set aside time to think about the future [30:45] The one thing Jesse recommends [33:24] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) (https://www.amazon.com/Miracle-Morning-Not-So-Obvious-Guaranteed-Transform/dp/0979019710) The Savannah Bananas Website (https://thesavannahbananas.com/) About Our Guest: Jesse Cole owns the baseball team, Savannah Bananas, which has currently sold out 32 straight games and has a waitlist in the thousands for tickets. Jesse is also the author of "Find Your Yellow Tux - How to Be Successful by Standing Out,” and the host of the Business Done Differently Podcast. Jesse believes to be successful you need to Stand Out and Be Different. He is passionate about creating attention, loving your customers more than your product, and loving your employees more than your customers. Get in touch with Jesse through his LinkedIn. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Selling to a founder’s network is very different from selling to those outside the network. As startups reach that threshold, they find that what worked before is no longer getting them the leads to scale and grow. So for my 100th episode, I got back my first guest, Tim Caito. Tim and I revisit what he talked about before, the value and power of differentiation. Now, I believe this has become increasingly valuable as buyer expectations have become much higher.  In this digital-first world we’re in, what are the things startups need to do as they’re planning to scale? Well, you’d have to tune in to find out.   We’ll talk about: Tim’s background and the work he does [02:36] Sometimes founders end up as barriers to their startup’s growth [04:54] Selling is just problem solving [08:40] Crazy founder syndrome is real and it’s a problem [15:03] What makes you different makes you relevant [22:35] Tim’s process of reverse engineering and forward engineering differentiation [29:56] Aim to get the collective ‘Yes’ [34:43] Make your differentiation relevant to the customer [36:22] Customer expectations are now much higher [41:29] Sheer volume won’t get you to where you want to go [45:49] The one thing Tim recommends [52:07]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Force Management Website (https://www.forcemanagement.com/) About Our Guest: With over 40 years of sales, management, professional development, and business consulting experience, Tim Caito has been helping organizations win better deals and improve critical seller-buyer relationships. Tim is Senior Partner at Force Management, where he is responsible for Customer Success and Strategy. His previous work experience includes helping teams create and execute sales strategies and providing global sales training to transform the productivity and profitability of sales organizations. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Reaching $10M in revenue is a very important milestone. And why wouldn’t it be when less than 1% get there. Any startup already making half a million to a million dollars in revenue is most likely thinking about scaling. But if you’ll be using the same tactics and sales strategy then you might not give yourself the best chance. In this guest-free episode, I’ll be sharing my 4-part framework which I’ve used to help companies grow to $10M in revenue. After speaking with quite a number of subject matter experts, I’ve been able to tweak and refine what’s worked, especially as we move to a digital-first approach where flexibility is necessary. Why wait any further? Get into the episode now. We’ll talk about: Why $10M in revenue is a critical milestone [01:33] What’s stopping startups from getting to that milestone [03:52] The 4 parts of my framework: ACES [04:39] A: Align your company, customer, and offer [05:36] C: Connect with your prospects [09:00] E: Enable your buyer [11:25] S: Build support into the DNA of your organization [15:34] Recap of ACES [17:09] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The story of Pepperi is a story of success.  Being in business for almost 12 years, this B2B sales platform has reached heights that most B2B founders dream of. What did it take to get there? That was a question I wanted to dive into. So I got Pepperi’s CEO and Cofounder, Ofer Yourvexel, to tell us himself. From offering one unified business logic to the ‘Wow’ factor that got the attention of customers, Ofer reveals that they don’t even do outbound calls.  How did he build the momentum that got Pepperi to where they are today? You’d have to tune in to this episode to find out.   We’ll talk about: Ofer’s personal and work background [01:23] What Pepperi offers that others don’t have [05:15] Making a pivot to get things right [08:07] The benefit of being profitable and not needing investors [10:18] The key selling proposition that hooked their first customers [11:35] Nurturing customers instead of chasing them [14:26] The impact of COVID-19 on Pepperi [18:24] What Ofer would have done differently [24:17] What’s the focus for Pepperi in 2021 [26:03] The one thing Ofer recommends [28:39]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Pepperi Website (https://www.pepperi.com/)   About Our Guest: With almost 30 years spent working in technology, Ofer Yourvexel has played an executive role in companies such as Amdocs. In 2009, he co founded Pepperi, a B2B sales platform for brands and wholesale distributors. Pepperi connects field sales and B2B e-commerce on a single, flexible, enterprise-grade platform. Ofer has also spent six years as an officer in the Navy.    If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The saying hindsight is 20/20 holds true most of the time.  Learning from the mistakes made by businesses that have either gone up or gone under is a worthy exercise.  In this nearly hour-long episode, digital transformation expert, Lynda Roth, takes us back with stories from companies that rode the wave of technology change and those that didn’t and sunk in the process.    We hear about companies such as Sears and Amazon, Blockbuster and Netflix, and even a little sewing pattern maker who craftily built a business digitally.  Don’t get left behind and grab the lessons you can pick up in this episode. Tune in now. We’ll talk about: Getting into and being a pioneer in I.T. [01:58] Stories of success &amp; failure in the midst of technology change [08:05] The contents of her book - Digital Transformation [16:56] Comparing Sears to Amazon [19:31] Comparing Sears to Emerson Electric [23:58] Whatever business you’re in, start as a digital company [26:59] How a little sewing pattern maker grew through digital [28:38] When new tech changes a previous solution [34:52] Online stores have to replicate the experience in-store [38:44] An example of digital being driven by data [45:26] Mine the gold from subscription and data [47:51] Reimagine your business as a 21st-century business [50:16] Lessons from the Blockbuster story [53:29] The one thing Lynda recommends [55:06] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Digital Transformation: An Executive Guide to Survive and Thrive in the New Economy (https://www.amazon.com/Digital-Transformation-Executive-Survive-Economy/dp/198225727X) About Our Guest: For over 20 years, Lynda Roth has been leading business and technology transformations. She is the author of the book, Digital Transformation: An Executive Guide to Survive and Thrive in the New Economy. Lynda is also a frequent speaker on topics such as  I.T.-driven business optimization, successful outsourcing approaches, establishing or growing an internal I.T. department, and creating a high-functioning organization with strategic I.T. You can connect with Lynda by emailing her at [email protected] If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Marketing is no longer what it used to be. Forget coaxing customers to attend a demo. Using education to raise buyer awareness is now key. Chris Walker from Refine Labs joins me today as we go over their own way of helping B2B companies grow through marketing. Chris comes from a very unique background (engineering) and this gives him an advantage of looking at the entire ecosystem of revenue and not broken down into silos.   So if you’re looking into transitioning your revenue acquisition model to drive demand from digital, Chris is just the right man to help you make those crucial changes. Tune in to this episode to grab insights from this highly disruptive demand marketer! We’ll talk about: How an engineering background gave Chris the advantage in marketing [01:51] Losing his own money as a vital point in his experience [04:33] The gap in the marketplace that Chris saw [06:13] Removing assumptions that are no longer true [08:06] The benefit of working with a blank slate [09:07] Barriers preventing companies from driving demand from digital [10:26] Attribution is not marketing against sales [12:38] Why you shouldn’t measure social channels the same way with Google [13:27] The first step for founders is to know what they’re good at [20:25] Adspend is a cost of doing business [22:41] Why buyer intent is a critical factor to sales [24:45] The major shifts in the buying process [25:35] Customer success should be part of your product [29:48] Through education, you create awareness [31:51] You don’t really need salespeople [33:46] Companies need a recurring revenue model driven by customer acquisition [35:50] How COVID impacted sales and marketing [38:59] The one thing Chris recommends [41:36] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Refine Labs Website (https://www.refinelabs.com/) State of Demand Gen Podcast (https://podcasts.apple.com/us/podcast/state-of-demand-gen/id1511588213) About Our Guest: Chris Walker is the CEO at Refine Labs, a marketing consulting firm focused on growing B2B SaaS companies. Their Revenue Engine Optimization Formula combines revenue operations, growth marketing, and buyer enablement. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

It’s an exciting time for the B2B startup world. With so many opportunities present and probably triggered by the current climate, we’re seeing trends rising for innovative companies to get the spotlight. What are those and what should you do to get one step ahead of the competition? Today, I got Eva Nahari from DNX Ventures. As a Principal at DNX, we go over what’s she’s working on, her thoughts on the difference between AI and ML, the areas of her focus, and how automation &amp; streamlining processes are key at this time. Jump into this powerful episode to find out what this venture capitalist sees coming up next.  We’ll talk about: The journey from Sweden to DNX Ventures in California [01:40] Moving from angel investing to VC [09:18] Her role and what’s she’s working on at DNX [13:44] Key things to think about when scaling [19:00] Select &amp; prioritize where you put resources [21:32] Put confidence in your pipeline [22:43] What Eva looks for in potential investments [24:17] Differences between machine learning &amp; artificial intelligence [29:48] COVID and the focus of her thesis [32:07] We’re seeing greater automation of non-value-added tasks [33:12] Never underestimate back-end innovation [36:13] Expect more entrepreneurs to become more innovative [39:26] See more migration to cloud [42:43] The one thing Eva recommends [44:29] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) DNX Ventures Website (https://www.dnx.vc/) About Our Guest: Eva Nahari is a Principal at DNX Ventures, a VC fund focused on early-state B2B startups. Prior to joining DNX, she worked 9 years at Cloudera building products and go-to-market strategies and helping businesses scale. Keen on AI, machine learning, and autonomous systems, Eva looks to invest in companies building SaaS, Cloud, ML-Enabled Enterprise Software, and DevOps that could revolutionize how IT is delivered to enterprises.  Eva has also spent time as an angel investor and startup mentor. You can reach her via LinkedIn and Twitter. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The COVID-19 pandemic certainly did a heavy number on the B2B startup space. We’ve seen businesses reach accelerated growth. And we’ve also seen businesses shut down. What does this mean for the venture capitalist world? And what can we expect as we push forward into 2021? Cofounders Capital’s Tim McLoughlin comes back one-year post-pandemic. We catch up as he shares how they have shifted in the current climate, the opportunities coming out that startups should grab, and what else he sees in the tech space.  Jump into this powerful episode to find out what this venture capitalist sees coming up next.    We’ll talk about: Cofounders Capital investments in North Carolina [01:58] The amount of deal flow they get [04:34] Don’t do this in your pitch email to VC funds [06:18] Putting a COVID lens on startups [09:47] The opportunity present in building the culture for a remote workforce [12:53] A look ahead to 2021: Will the acceleration of certain trends continue? [16:34] Will there be consolidation in the B2B tech space? [19:20] Ease of buying is a competitive advantage [23:09] Be thoughtful, purposeful about going out and building your network [26:31] Tim’s First Check podcast launching in March 2021 [31:24] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Cofounders Capital Website (http://cofounderscapital.com/) Ep. 68: A Deep Dive Into the Mindset of a B2B Venture Capital General Partner: Who Gets the Money and Why with Tim McLoughlin (https://bretttrainor.com/2020/09/15/a-deep-dive-into-the-mindset-of-a-b2b-venture-capital-general-partner-who-gets-the-money-and-why-with-tim-mcloughlin/) First Check Podcast with Tim McLoughlin (https://podcasts.apple.com/us/podcast/first-check-with-venture-capitalist-tim-mcloughlin/id1555319334) About Our Guest: As a Partner at Cofounders Capital, Tim McLoughlin is very involved in the North Carolina startup ecosystem. He has served as adviser and board member to several early-stage software companies. Prior to joining CoFounders Capital, Tim was an Entrepreneur in Residence for the Idea Fund Partners.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The success of a company is dependent on its customers staying with them. But when you’re too focused on chasing new leads, customer success often takes a back seat. Well, there’s no longer room for doing that. In this specialized episode on customer success, Kathleen Marcell joins me as we go over what startups can do to start building that into their process.  Kathleen consults with companies helping them grow faster through increasing revenue from current customers. So this episode certainly provides a load of strategies growing companies can use.  We’ll talk about: Kathleen’s background and work [01:55] Kathleen’s definition of customer success [05:57] Put yourself in your customer’s shoes [08:45] How to get started on building in customer success [07:47] Kathleen’s process for onboarding [12:20] Smoothing out the transitions to another department [14:29] Balancing customer success and revenue [19:05] The right time to put in a Customer Success Manager [22:59] Close the loop by having a feedback process [27:45] Common pitfalls made by companies [31:53] What’s next for Kathleen [36:18] The one thing Kathleen recommends [37:41] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Carema Consulting Website (https://caremaconsulting.com/) About Our Guest: With 10 years of experience building customer success teams, Kathleen Marcell has extensive experience working with enterprise software. She has worked in multiple verticals and across different departments including hiring, support, and implementation teams. She has helped companies provide a seamless onboarding experience for their customers.  You can connect with Kathleen through her LinkedIn. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Lucid Website (https://luc.id/) Check out Patrick Comer’s Podcast (https://luc.id/lookingglass/) In today’s data-focused, consumer-driven market, having insights into the customer mind is priceless. Getting access to that data though is another thing. But this is where innovation steps in. A pioneer of the restech or research technology landscape, Patrick Comer combines research, data analysis, and technology in his company, Lucid. We talk about their startup to scale-up story, the learnings they’ve picked up on, the shifts they’ve made, plus more. Don’t miss this episode on this extraordinary startup making waves in the industry.  We’ll talk about: Lucid and the work they do in the research tech space [01:33] Why insights are now part of an enterprise’ competitive advantage [03:46] Patrick’s reason for starting Lucid [06:40] The innovative business model of Lucid [10:08] Key learnings in growing to $100M [13:26] Competition can help you grow [17:53] There’s a lot of value in giving away all your good stuff [21:50] The creation of the restech industry is for all companies [23:25] When you are in the scaling process, documentation matters [24:28] How Patrick shifted from the startup CEO to the scaling CEO [26:49] Realizing the importance of culture and values [30:38] The switch to a decentralized office [33:11] The competition for talent is now global [35:06] What’s next for Lucid [37:48] The one thing Patrick recommends [40:38] About Our Guest: As the Founder and CEO of Lucid, Patrick Comer pioneered the restech or research technology landscape. Lucid provides access to first-party survey data in over 100 countries. A successful growth story that shows how innovation is a key driver, their mission is to change how the world’s answers are accessed. Patrick welcomes anyone to reach out to him through his Twitter.    If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

With today’s CEOs being like celebrities and coming out as the face of their brand, personal branding is now even more important for startups. Thus, founders need to understand that it is in the best interest of their company for them to get out there and get loud.  Personal brand strategist, Claire Bahn, joins me in today’s episode on branding. Find out what you need to do to get started, the common pitfalls people make, and lots of tips for building your personal brand. The right time to build your personal brand is now, so don’t miss this valuable episode! We’ll talk about: Claire’s journey to becoming a personal brand strategist [01:38] What exactly is personal branding [02:54] The move from features and benefits to the face behind the brand [05:15] Your brand is already out there [06:16] The first step is to plan it out [08:14] You are your biggest advocate [11:20] Niche down first and own your space [14:19] You’re not just selling your name but the overall business [16:10] Founders act as the face while the business backs him up [18:20] Having a personal connection helps businesses take off [21:14] Get over imposter syndrome: Be loud &amp; proud [22:46] Give your employees a reason to go that extra mile [28:45] You don’t have to be an extrovert: Practice makes perfect [31:26] Common pitfalls when starting to build a brand [33:16] What’s next for Claire [35:48] Those who solidify their place as industry leaders get the job [37:09] The one thing Claire recommends [39:38] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Claire Bahn Website (https://clairebahn.com/) About Our Guest: A former model and actress, Claire Bahn later delved into personal branding and co-founded the Claire Bahn Group. With over 70K followers on her social media, Claire knows the importance of building your own personal brand.  An advocate for ditching the model of corporations as faceless entities, she helps entrepreneurs, investors, founders, and executives create their best personal brand to develop their authority, influence, and trust. With that said, Claire’s work for over 10 years has enabled companies to achieve their business goals.  If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Landing a new customer outside of a founder’s network is one of the biggest hurdles faced by B2B companies looking to scale. So in our first Tactical Tuesday episode, we take a look at this problem from a management consultant’s perspective.  Faheem Mossa and I go through his process for getting high-paying clients. Faheem shares a ton of insights on what selling is all about, dealing with multiple buyers in a company, and much more. Don’t miss out on this strategic episode by tuning in now! We’ll talk about: Faheem’s background and the value of a management consultant’s expertise [02:10] Sales is about understanding the problem &amp; empathizing with the prospect [04:24] There are multiple buyers within a company with different things they care about [06:13] Faheem’s recommended approach for dealing with multiple buyers [09:49] You have to speak your customer’s language [13:15] Start slightly broad, understand the market, then pick one vertical [14:41] Don’t pitch, but talk about the value can give [18:17] How to ask for the sale [20:39] Don’t pressure the buyer to decide before they’re ready [23:29] There’s no point in endlessly following up [26:01] Make sure you are top of mind [27:23] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)   About Our Guest: As a former management consultant, Faheem Moosa knows how to consistently get clients into his pipeline and build a profitable business. Now, he helps business consultants land 2-4 high-paying clients in 90 Days without using advertising or getting referrals.   You can connect with Faheem through his LinkedIn.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The future of B2B startups is going to be fascinating. I’ve seen how companies have risen and transformed the traditional strategies already set in place in the industry. One such example is Penji. This on-demand graphic design service as a service company catering to businesses has shown what is possible when you instigate change. In today’s episode, I get to pick the brain of Penji’s Co-founder, Johnathan Grzybowski. We talk about the need to trust the process, growing without using sales reps, how they built customer success into their culture, the importance of putting processes in place to expand, and so much more. Listen to this very special episode as we dissect the blueprint to the future of B2B!   We’ll talk about: The mistake that led to Penji [02:05] There’s no overnight success: Be resilient and trust the process [05:38] The 4 stages to growing beyond your network [11:23] Growing without using sales reps [16:50] Building customer success early on in their culture [23:26] Penji’s way of treating employees the way they want customers to be treated [27:23] The hardest thing is being able to translate the process [32:32] Employee role specialization allows the company to expand [34:26] If you can’t do it yourself, why expect others to do it for you? [35:44] Content is critical to being able to scale [36:51] Penji as the blueprint of future B2B companies [39:48] The one thing that Johnathan recommends [40:48] What’s next for Penji [43:06]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Penji Website (https://penji.co/) Get 15% off on your first month with Penji. Just input the coupon code: B2BFounder15 Content Fuel Website (https://contentfuel.co/)   About Our Guest: Johnathan Grzybowski is the Chief Marketing Officer of Penji. The on-demand graphic design service company was started by Johnathan with his co-founder Khai in 2017 after they experienced the difficulty of finding talented designers. Penji is now touted as a simple, fast, and affordable solution for business owners, entrepreneurs, and leaders. Johnathan also hosts the podcast Blind Entrepreneurship, which has been downloaded over 100,000 times and is considered a top business podcast on Apple Podcasts. He uses his podcast and business to help entrepreneurs execute their vision and be profitable.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

As a business grows, the ability to do things more efficiently is key to scaling up successfully. But oftentimes, the plan to automate processes gets little priority. When is the right time to adopt technology to get rid of those manual processes? And how do you go about updating your internal infrastructure? These are just some of the questions we cover today as process consultant Andrew Millet joins me today to help founders who may have found themselves stuck and in need of ways to streamline their process to meet buyer preferences, improve the customer experience, and improve retention and profitability. Jump into this episode to grab valuable insights on process and automation.   We’ll talk about: Andrew’s background and the start of Process Pro Consulting [01:19] What led them to the B2B space [02:12] The reason for automating your processes [04:33] Setting up your infrastructure to scale [10:56] Don’t forget onboarding and organization of process after technology adoption [16:19] Successful technology implementations are aligned with your goals [20:17] Don’t just sell then forget about the customer [24:37] The handoff process is miserable for the customer [29:32] Make sure the data follows the customer [33:33] How a business delivers customer value is different for every company [35:36] Find the things that are taking a lot of time then try to automate it [39:25] When’s the right time to be thinking about efficiency and automation [43:15] What Andrew plans to focus on this 2021 [45:20] The one thing that Andrew recommends [47:04]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Process Pro Consulting Website (https://processproconsulting.com/) No Man's Land: Where Growing Companies Fail by Doug Tatum (https://www.amazon.com/No-Mans-Land-Growing-Companies/dp/1591842492)   About Our Guest: Andrew is the Founder and Principal Adviser at Process Pro Consulting. As a process-oriented consultant with a passion for growing businesses, he has spent the beginning of his career providing services to Fortune 500 companies.  He later became the Director of Solutions &amp; Customer Experience ScaleFactor, where he helped accelerate the startup’s growth from seed investment through multiple funding rounds. Now through his own company, he dedicated to helping businesses succeed through the optimization of their processes. You can connect with Andrew through his LinkedIn or just send him an email at [email protected]. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Startups looking to scale face challenges on every side of the business. How do you grow beyond your network? Where do you find the people you need to help you reach that goal? If you do things without a plan, you won’t get the maximum results you could have gotten. But insights from someone with years of experience might help you get there faster. In today’s episode with a fractional CMO, Mark Coronna gives his own views on buyer enablement, building diversified revenue streams, and much more. With his storied background, his perspectives on growth, planning, and execution are lessons startups wouldn’t want to miss. Tune in as I pick the brain of this very practical CMO!   We’ll talk about: Mark’s storied background that led to him becoming a fractional CMO [01:36] Should startups consider getting a fractional CMO? [03:31] Insights on how growth has changed since the COVID pandemic [06:03] Long-term growth planning shouldn’t take a backseat [08:58] The 3 Ps investors look at [19:00] The move towards more digital activities and programs [22:28] Buyer enablement is about taking an outside in view of customers [25:13] Marketing needs to take the role of growth champion [28:00] Plan for acquisition, retention, and expansion [32:54] Changes are happening fast, so take advantage [36:32] What’s next for Mark [40:29] The one thing that Mark recommends [42:27]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Chief Outsiders Website (https://www.chiefoutsiders.com/) GET MOVING! - The Two Most Important Words You Need to Know by The Practical CMO Podcast (https://thepracticalcmo.com/category/guest-kyle-arneson/)   About Our Guest: With a passion of helping leadership teams reach success, Mark Coronna is uniquely qualified to guide businesses during their growth stages. As a Fractional CMO Officer and Area Managing Partner for Chief Outsiders, he focuses mainly on growth planning and execution, building diversified revenue and profit streams, sales pipeline improvements, strategic marketing planning, and digital transformation. You can reach out to Mark through his LinkedIn.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Successfully selling to your prospects is at the core to scaling your startup. But at an age where greater focus is needed towards buyer enablement, the hard sell is no longer selling. If you’re a startup looking to grow your business, what are you to do then? Well, I’ve got the answer for you in our supersized episode today with my special guest. As Founding Partner of the Samurai Business Group, Bob Lambert has spent two decades helping small and mid-size businesses improve their growth. Today, he and I talked about everything from strategy and tactics to what folks to hire for sales roles to setting up your business for scale.  Make this year a year of tremendous growth for your business by tuning in now!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Samurai Business Group Website (https://samuraibizgrp.com/)   We’ll talk about: Bob’s sales, marketing, and entrepreneurial background [01:46] What pushed his pivot towards B2B sales [05:02] How founders can start making sales an organizational responsibility [10:09] What startups need to do to hire the right sales people [15:21] Your sales team needs critical thinking, mastery, and good management [19:50] Customer success shouldn’t be an afterthought [25:25] Treat your sales people like a pro sports team [30:57] You can’t motivate people, so look for attitude [32:28] Listen and be a person of honor [34:32] Sales is about solving a problem [38:31] Take care of your customer &amp; they will evangelize you [40:59] Frame your message in a way that attracts your best customers [43:11] What’s next for Bob [47:46] The one thing that Bob recommends [58:40]   About Our Guest: With over 40+ years working in business development, market, and sales, Bob Lambert has a solid track record of growing and leading successful businesses. He founded Samurai Business Group, a sales &amp; business development performance firm which developed their proprietary Samurai Buying Decision ModelTM. This model is now being used in the sales curriculum in 36 universities.  Bob has coached, mentored, and trained people who later on became top executives in Fortune 1000 companies or founded successful businesses. He also co-authored the book, Put the WIN back in your SALES, and is the host of podcast talk show Faith Marketplace Radio. Don’t hesitate to reach out to Bob Lambert at [email protected] or give him a call at 847-922-1498. If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

2020 was definitely a year we won’t forget. But with 52 episodes in 52 weeks and the continued support from my podcast listeners, the re-branded B2B Founder podcast has grown, and it’s all thanks to you. In today’s mini episode, I want to go over the year that was. Let’s take a look back at what we covered and what my listeners can expect this new year. Join me as we turn over to the start of another new year full of new and better opportunities. Tune in now!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/)   We’ll talk about: The last year was a year of diverse content [01:05] What were the changes we did with last year’s rebrand [01:47] Why you should listen to my interviews with growth experts [03:01] The privilege I had getting the perspectives of over 16 authors [03:41] What’s new you can expect in 2021 [04:37] Now is still the best time to start a business [05:44] New enhancements to make the podcast better [06:45] If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

Success and scalability stem from the ethical application of business practices. But, in a fast-paced, revenue-driven world, it’s almost just become an afterthought. In almost every company, there is a written or unwritten code for how people should behave in the workplace. But without carefully examining and applying a work culture that reflects ethical standards, company culture may just as well be another set of words plastered on the wall. World-renowned TEDx speaker, Yonason Goldson, shares with us the importance of business ethics in the foundation of healthy work relationships and success. He tells us why startups also need to prioritize business ethics, the significance of creating a positive employee experience, and the role that trust, teamwork, and accountability play in paving the way for scalability. If you want to build a healthier, happier, more successful work environment, tune in to this episode today!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Good to Great by Jim Collins (https://amzn.to/3gqvwEo) Leadership by Rudy Giuliani (https://amzn.to/39Rvxjm) Grappling with the Gray with Yonason Goldson (https://amzn.to/39LPNmq) Yonason Goldson Website (https://www.yonasongoldson.com/)   We’ll talk about: Yonason’s discovery of the path towards ethical affluence [01:44] The inspiration behind Grappling with the Gray [04:25] The compounding effect of unethical practice in the workplace [10:59] Why business ethics is essential in building positive work culture [15:26] Taking care of your employees to take care of your customers [21:41] Success is not (always) an overnight endeavor [25:28] The value of trust and teamwork in the current workplace situation [28:29] Compliance is the enemy of ethics [35:47] Ethics defined [38:54] The significance of the people component for startups [40:30] The best CEO does nothing [42:40] Empathy is one of the key ingredients in ethics [47:03] What’s next for Yonason [49:13] The one thing that Yonason recommends [52:22] About Our Guest: An advocate in building a culture of ethics, Yonason Goldson has helped countless companies improve employee loyalty and productivity through ethical practices, clear communication, trust, and enthusiasm. He is the Director of Ethical Imperatives, LLC. He’s an ethics and leadership speaker, strategic storyteller, and TEDx presenter. He is also a community rabbi, recovered hitchhiker and circumnavigator, former newspaper columnist, and retired high school teacher in St. Louis. Throughout his career, he has published five bestselling books to his name, including  Fix Your Broken Windows, Grappling with the Gray, Proverbial Beauty, to name a few. You can reach out to Yonason through his LinkedIn.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

As your business is starting to take off, how do you create brand awareness and reel more customers in? The answer lies in media publication and podcast exposure. But the challenge is pitching yourself to journalists and podcast hosts. Let the world know about you and your business as Brittney Lynn, Founder and CEO of Britney Lynn PR, joins us today to talk about public relations for founders and business owners. Learn how you can pitch yourself more effectively to reach your target audience and get word out about your business. We’ll also hear some amazing and practical tips to help get you started with PR and get down to the nitty gritty of Brittney’s business. Find out how you can grow your business through the power of media by tuning in to this episode now.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Take the Kolbe A Assessment (https://www.kolbe.com/) Brittney L Lynn Website (https://brittneyllynn.com/)   We’ll talk about: How Britney quit her job and fell into the PR world [01:20] The essence of PR and “done for you” services in the podcasting space [07:13] Building the audience’s trust factor and getting your story told [10:10] The importance of building lasting relationships for the long game [14:12] Why founders need podcast exposure [16:27] What should your content strategy be before hiring a publicist? [19:17] Understanding your audience to add more value to your content [24:19] Some tips to get started with PR and marketing [27:02] The benefit of using LinkedIn to grow your connections [32:45] The big no-nos in PR [36:49] How to pitch yourself to different media platforms [37:56] The significance of media sheets [41:56] What’s next for Brittney [43:34] The one thing that Brittney recommends [44:38]   About Our Guest: Initially part of the marketing team of her previous company, Brittney L Lynn discovered just how much media exposure, especially podcasts, can do for founders and entrepreneurs. That’s what led her to found Britney Lynn PR, a company dedicated to helping online entrepreneurs grow through strategic public relations and marketing strategies. Now in its 5th year, her business continues to make great strides in the world of public relations for entrepreneurs.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

B2B startups may not see branding as crucial at the start. With half in the space focusing on features and benefits, you could be missing out on a powerful tool for building momentum for your business. Today’s episode is all about branding. Tacklebox’s David Kelbaugh covers the different misconceptions involving branding. What is his definition of it, and why your end goal should be to turn customers into your advocates. We also talk about the tactics that no longer work such as lower funnel performance marketing, and the steps any startup can take to build their brand. It’s time to take action on your company’s brand. So tune in and grab some amazing insights on what you can do.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Tacklebox Brand Partners Website (https://tacklebox.us.com/)   We’ll be talking about: David’s background in advertising [01:20] The type of companies they help to build momentum [03:30] The definition of branding and why is it critical [05:40] Your goal is to transform customers into advocates [10:20] Not everyone has to like your brand [15:14] Be experimental to gain attention of your customers [18:29] Marketing should be more brand, less product [21:00] Four brand steps startups should be thinking about [30:55] Your logo and name are not that important [35:37]  What’s next for David [38:31] The one thing David recommends [41:32] About Our Guest: After working with big advertising agencies for 15 years, David Kelbaugh started Tacklebox Brand Partners. Initially starting out as a market research firm, Tacklebox has since expanded to a full service marketing agency. David now uses his marketing expertise towards helping early stage companies get their brand right so that they can build the momentum that allows them to win.   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/

Most of our work as business owners involves a lot of thinking. But how much do we really know about our brain power and mental capabilities? There’s so much of our brain that we don’t understand yet, but the propensity to do the things that we do goes all the way back to our primal instincts. However, what does understanding our brain have to do with marketing and business? Let’s unravel the mystery as Tim Ash, world-renowned keynote speaker and author of Unleash Your Primal Brain, joins us in today’s scintillating episode on the psychology of marketing and business. Today’s topic is all about the brain as we dissect and examine why getting a good night’s sleep is essential, why you’re not really multitasking the way you think you are, and what finding and creating your own tribe means to your business. Start learning and working more efficiently by tuning in to this episode now!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Crystal Website (https://www.crystalknows.com/) Tim Ash Website (https://timash.com/) Primal Brain Website (https://primalbrain.com/)   We’ll talk about: How Tim went from computer science to marketing [01:54] The adoption of digital optimization in the B2B space [04:39] Writing his book “Unleash Your Primal Brain” [07:31] Misconceptions about how the brain works [12:15] The four stages of learning [16:49] The essence of getting a good night’s sleep [18:11] Is multitasking productive or counterproductive? [23:32] How being in an office work environment decreases productivity [25:29] The benefit of working from home [27:19] The link between the transmit culture and marketing [31:00] Creating your own tribe to grow your business [35:03] Tim’s views on sleep, company culture, and tribal values [39:00] What’s next for Tim [41:45] The one thing that Tim highly recommends [45:36] About Our Guest: An evolutionary psychology expert and world-renowned keynote speaker, Tim Ash is well-known for his two bestselling books, Landing Pages Optimization and Unleash Your Primal Brain. He is also a sought-after marketing advisor who founded Digital Growth Unleashed. Now, he is the CEO and Co-Founder of Site Tuners, a digital optimization agency that has been helping businesses scale by taking a strategic approach to business acceleration since 2001.   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

It is one thing to be financially rich and another to be time rich. What does it take to become the latter? In today’s new episode, top-rated podcaster and author, Steve Glaveski, shares where he got the idea for writing his new book, Time Rich: Do Your Best Work, Live Your Best Life. Aside from that, Steve and I also talked about the importance of instilling an entrepreneurial mindset among children and how it applies to situations outside of business set-ups. Interestingly, we also explore the history of the pre-COVID working condition as we discuss how companies are coping with the current challenge of work-from-home situations.  Join us as we talk about   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/ Steve Glaveski Website (https://www.steveglaveski.com/) Download the Time Rich’s first chapter and automaton guide (https://www.timerichbook.com/) Know more about nootropics and ergogenic health (https://www.instagram.com/ergogenic_health/) Time Rich: Do Your Best Work, Live Your Best Life (https://amzn.to/38NpJa4) The Top Five Regrets of the Dying (https://amzn.to/3lwnR97) Collective Campus Website (https://www.collectivecampus.io/) NoFilter Media Website (https://www.nofilter.media/)   We’ll talk about: Steve’s professional experience [02:51] Teaching an entrepreneurial mindset to kids [06:34] Idea behind Time Rich [10:20] Flow state: Avoiding time and productivity waste [15:24] Tim O’Reilly’s business model for the new economy” [23:07] The power of the rule of two [30:20] Presence and significance of the Pareto’s principle [33:14] PCOATS roadmap [37:31] Steve’s take on nootropics use [43:10] Tips on increasing memory retention [45:10] Time to embrace asynchronous communication [48:05] What’s next for Steve [53:24] The one thing Steve recommends [56:17]   About Our Guest: An entrepreneur, author, and podcaster, Steve Glaveski is on a mission to untap the potential of people to lead more meaningful lives. He forwards this mission through his different ventures, such as the Collective Campus, an innovation accelerator; the Lemonade Stand, a children’s entrepreneurial program; and his podcast, Future Squared. In his latest book, he shares how being time rich is more valuable than living “comfortably miserable” lives.  If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.  Connect with B2B Founder:  Subscribe on Youtube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg/

The end-user may not be the buyer making the decisions in the company. While customer enablement has empowered the product or service users, forgetting to transform value for the buyer could result in failing to maintain important relationships. Today, we’re all about buyer enablement. Startup mentor, Joey Knecht, advocates for engaging with the buyers within an organization. With the shift in the B2B buying environment, maybe you’ve dropped the ball in maintaining those connections. If so, how do you pivot to create a process that not only drives growth but leads to new business for your company?  Say goodbye to customer enablement and hello to buyer enablement by tuning in to this episode!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Proteus Website (https://www.proteus.co/)   We’ll be talking about: A brief introduction on Joey and Proteus [01:45] The journey towards becoming an advocate for buyer enablement [03:33] The product is always pivoting and morphing [07:50] Maintain long-term relationships by justifying your value to the buyer [11:34] Invest in client success early on [15:21] Stay in your lane and own what you do well [19:14] The big secret sauce of expanding beyond your network [27:41] Non-traditional tactics for growing the business [32:33] Your role is to help the buyer solve their problem [37:34]  What’s next for Joey [43:12]  The one thing Joey recommends [45:06]   About Our Guest: An advocate of buyer enablement, Joey Knecht learned from a young age how to navigate through challenges by helping engage diverse groups of people to find solutions. Now, as CEO and Managing Director of Proteus, he is leveraging technology to empower and engage buyers in complex B2B sales cycles. By taking the guesswork out of the so-called “dark periods” that often slowdown or kill the sale, he is helping sales leaders illuminate a crystal clear path of personalized buyer enablement with multiple decision makers.  To find out more about Joseph and his work, reach out to him through Proteus.   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/

Technology is a central component we see in startups nowadays. But the part technology plays in the business is an area that deserves better focus. In today’s episode, startup mentor, JC Garrett, talks about the importance of defining the role of technology in any startup, whether it is tech centric or tech enabled. While there is no right choice, having that clarity is key, as we are seeing paradigm shifts accelerated by the current COVID pandemic. We also discuss the opportunities that come up during these difficult times and why now is the right time to start a business. Find out how the balance of business and technology play together by tuning in to this episode.    Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) FarShore Partners Website (https://www.farshore.com/) Dash Fire Website (https://dashfire.com/)   We’ll be talking about: What led to JC being an advocate of technology [01:38] Startups should figure out if they’re tech centric or tech enabled [05:10] There is no one right choice, just define who you are [09:01] Before product and features, market efficacy comes first [14:07] COVID and the shift towards new technology implementation [17:43] Startups need to progress through the three stages of sales [23:04] Why NOW is the best time to start a business [27:19] Words of wisdom every startup founder should follow [36:59] What’s next for JC [38:50]  The one thing JC recommends [40:30] About Our Guest: Having worked with hundreds of startups in the past 10 years, JC Garrett is passionate about coaching, mentoring, and consulting with founders. Through FarShore Partners, he has helped launch and scale over 250 growth startups, which have gone on to raise $1B in financing. JC is an advocate for defining the role of technology in any venture as he continues to work in executing scalable IT solutions and accessible software resources that allow businesses to leverage their vision. You can connect with JC through his LinkedIn or send him an email at [email protected]   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/

Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) DNX Ventures Website (https://www.dnx.vc/) Check out Ep. 68: A Deep Dive Into the Mindset of a B2B Venture Capital General Partner: Who Gets the Money and Why with Tim McLoughlin (https://bretttrainor.com/2020/09/15/a-deep-dive-into-the-mindset-of-a-b2b-venture-capital-general-partner-who-gets-the-money-and-why-with-tim-mcloughlin/)   While the COVID-19 pandemic brought down businesses globally, it didn’t stop one venture capital firm from closing a $315M fund. Based in Silicon Valley and in Tokyo, DNX Ventures focuses solely on B2B companies. Today, we have Managing Director Q Motiwala who discusses with us the opportunities in the B2B space and what they look for in startups and their founders.  Q’s perspectives share some consistencies and differences with those shared by Tim McLoughlin of Cofounders Capital which I interviewed in Episode 68. So if you want to pick up some more great insights in identifying the right startup or founder to invest in, tune in to this episode.   We’ll be talking about: Q’s professional background [01:55] Why, how, and timings of investments [06:32] Technology adoption in legacy B2B firms [09:29] How pre-COVID born and post-COVID born companies reacted [12:16] Businesses that are worth investing in [15:28] What Q looks for in entrepreneurs before investing [18:27] How a socially distant lunch helps Q understand a founder [20:41] Mistakes that cause blow ups early on [25:48] What early-stage firms do to operationalize processes [30:46] What’s next for Q? [35:38] Q’s perspective on remote work and its effectivity [38:07] The one thing Q highly recommends [44:09]   About Our Guest: Q Motiwala is the Managing Director for early stage venture capital firm DNX Ventures. He is primarily focusing on hardtech. Motiwala is on a mission to fund entrepreneurs on their “crazy” startup journey. With more than a decade at Qualcomm trying to figure out his life calling, he is well acquainted with mobile technology from the early 90s. He claims that he is still learning everyday by learning hard lessons in Deep Tech and in the enterprise and cloud infrastructure sectors recently. You can reach Q Motiwala on LinkedIn.   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/

The goal of any B2B founder is to expand and strengthen the company’s network.  With today’s technology, public relations and marketing strategies are no longer restricted to written and printed ads. The rise of new media has led to new ways of reaching a wider audience. This is where podcasting steps in as more founders realize the impact and reach of this new platform. Today, we have top-rated podcaster Jeremy Ryan Slate who emphasizes the role of podcast guesting as not just a public relations but also business development tool. We cover the do’s and don’ts and how to get maximum value. Tune in to this mini masterclass on how to get on a podcast and leverage that.    Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Create Your Own Life Podcast (https://www.jeremyryanslate.com/podcast-2/) Jeremy Ryan Slate Website (https://www.jeremyryanslate.com/) Command Your Brand Website (https://commandyourbrand.com/) “7 Reasons You’re Not Getting on Your Favorite Podcasts” (https://commandyourbrand.com/7reasons)   We’ll be talking about:   Why Jeremy got into the B2B space and podcasting [02:02] Podcasting as a PR strategy [05:34] Podcast guesting tip #1: Establish your credibility [10:02] Podcast guesting tip #2: Determine your target audience [11:51] Podcast guesting tip #3: Leave a compelling call to action [12:21] Do not make the podcast about you [14:00] Podcast guesting is a PR action, not a marketing action [15:22] Don’t force people down the buying path, be helpful and awesome [18:13] Build trust and credibility as a host [19:08] If you want to be on a show, be resourceful [21:02] Best practice for after the episode airs [23:31] Getting the most from your guest experience [27:21] Effective ways to promote on LinkedIn [29:38] Common mistakes of podcast guests [31:46] What’s next for Jeremy [35:18] The one thing Jeremy recommends: ‘Don’t drink milk on a hot date’ [36:05]   About Our Guest: A former champion powerlifter, Jeremy Ryan Slate switched to new media and started the Create Your Own Life Podcast, which became, at one point, the #1 rated show on iTunes. With over 2.5 million downloads, the Create Your Own Life Podcast studies the highest performers in the world. It propelled Jeremy’s success in podcasting and led to him later founding the Command Your Brand Media to help leaders use the power of podcasts to change the world.   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/

Businesses are no longer single units. Businesses are ecosystems.  In today’s podcast episode, Kurt Johnson of 11.2 Ventures will discuss how the gears run within the company when it comes to building small businesses and products and how it fits into all the other enterprises that they manage.  We will also talk about the shift in the marketing perspective and technologies from ten years ago, around the time that Kurt started dipping in the B2B business circle, up to the present. Also, he presents how the B2B market is not only a business nor a product, rather, it is an entire platform.  If you want to hear more about the business ecosystem, listen to today’s episode now!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) 11.2 Ventures Website (https://www.11-2ventures.com/)   We’ll be talking about: Kurt’s involvement in B2B startups [02:07] Transitions in B2B sales methods from 2012 [03:04] Salespeople educate on what the customers know [05:38] Gaining traction for the business’ growth [07:45] Weighing the leverage of marketing opportunities [11:24] Businesses are ecosystems [13:51] Approach of selling into an ecosystem [17:51] Why Kurt established 11.2 Ventures [22:08] The B2B market is a platform [26:28] The ideation process of Kurt’s business ideas [28:27] Long term visions for 11.2’s product or businesses [31:15] Eradicate the founder’s bias [34:24] Working with a certain type of founder [39:55] Customers, connections, and capital [41:16] What’s next for Kurt and 11.2 Ventures [47:12] The one thing Kurt recommends [48:26]   About Our Guest: Kurt Johnson is the co-founder of 11.2 Ventures and one of its current managing partners. Johnson is an author and entrepreneur who primarily works with B2B startups. Together with the team behind 11.2 Ventures, they ensure a greater likelihood of success for businesses and investors.    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/

Cold calls and hard sells need to say goodbye.  As sales reps, there is a very short timeframe to capture your prospects’ attention. Don’t bore and put them off by acting as if you are presenting the solutions to problems that you don’t even know about.  In today’s episode, we learn a thing or two about how humor improves rapport-building for sales reps, executives, and founders from Jon Selig, who does comedy and sales for a living. We learn how to create effective jokes specifically for your clients.  If you want to know more about this refreshing take at sales talking, this episode is for you!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Jon Selig Website (https://www.jonselig.com/)   We’ll be talking about:  Jon’s professional background [01:40] Parallels between standup comedy and sales [05:19] What exactly is a joke [08:10] Great comedians and founders stick to what works [11:08] Creating excellent content [13:22] Workshop sessions with Jon [14:02] How Jon incorporates humor in sales [16:32] Jokes build connections [27:13] What’s next for Jon [29:42] One thing that Jon recommends [31:47] About Our Guest: After twelve years of selling technology, Jon Selig is now a part-time comic and part-time sales person. Selig performs stand-up skits for companies who need a boat and facilitates workshops for companies to learn how to “roast their prospects’ pain”. He uses jokes in the same way as cold calls, cold emails, and social selling among others.  You can reach out to Jon through his LinkedIn.   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/

What works before may not work now. Upfront and distant hard selling hardly ever brings in clients anymore.  The approach in dealing with clients has long evolved and salespeople need to let go of textbook strategies. Today’s podcast episode will feature an in-depth conversation with Diane Helbig, a growth accelerator and the host of the Accelerate Your Business Growth podcast. We talk about her newest book, Succeed Without Selling, and how this global pandemic actually accelerated the shift in the role of salespeople, and how fast the sales perspective is changing.   If you want to close sales and gain profit by doing things effectively, this episode is for you!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Helbig Enterprises Website (https://www.helbigenterprises.com/) Accelerate Your Business Growth Podcast (https://www.helbigenterprises.com/resources) Succeed without Selling: The More You Think About Selling, the Less You Will Sell (https://amzn.to/3iXSQcb)   We’ll be talking about: Diane’s professional expertise and background [01:48] Incorporating influence from other experts’ points of view [04:52] The reason behind writing Succeed Without Selling [07:01] Selling is discovery, connection, and problem solving [09:33] Engage a dialogue with your client rather than do a monologue [11:45] Each client is a prospect [13:57] Build a community for your business [16:16] The transition of a salesperson’s role [22:32] Marketing and selling go hand-in-hand [24:27] Tips for B2B founders [27:27] What’s next for Diane [29:13] One thing Diane recommends [32:01] About Our Guest: Diane Helbig is the author of the bestselling book, Lemonade Stand Selling, and host of the long-running business podcast, Accelerate Your Business Growth. She is a growth accelerator focusing on creating strategies for small business owners across all industries. Helbig also provides workshops and presentations regarding business topics, such as sales, social media, leadership, and business planning.  You can reach out to Diane through her website.   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/

As the year is coming to a close, how do you plan on re kick-starting your business? Founders experience 2020 in different ways. But the one thing they need to focus on is how to quickly adapt to the changing times as buyers’ preferences have changed with it. Listening to your buyers’ needs can be a game changer for your business as we focus on being buyer-centric with SMB / SME adviser and my repeat guest, Michael Haynes. We talk about touching base with your customers as well as with your team to make sure your business rises back up as we kick-start the second half of 2020! Refocus, reignite, and rise in these challenging times by tuning in to this episode now!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Listen, Innovate, Grow Website (https://listeninnovategrow.com/) Listen, Innovate, Grow by Michael Haynes (https://amzn.to/345oxLa) Listen to Podcast Ep 8. Listen, Innovate, Grow- A Blueprint for Acquiring Business Customers with Michael Haynes (https://bretttrainor.com/2019/08/10/listen-innovate-grow-a-blueprint-for-acquiring-business-customers-with-michael-haynes/)   We’ll be talking about: Michael Haynes zeroing in on the buyer-centric approach [02:20] How B2B companies are faring in 2020 [04:58] What you need to do to refocus, reignite, and rise in Q3 and Q4 [07:22] Why you need to talk to your current and former buyers [09:27] Reinforcing decision-maker confidence on risk-averse buyers [11:23] Three key things you need to deliver to your buyers [17:08] In these times, focus on the need-to-have instead of the nice-to-have [20:39] The “Listen, Innovate, Grow” framework [25:01] There’s no better time to be in tune with your customers than now [28:45] Touch base with your team more frequently than before [30:25] What’s next for Michael [32:12] The one thing that Michael recommends [34:22]   About Our Guest: Having launched his book, “Listen, Innovate, Grow”, Michael Haynes firmly believes in a buyer-centric approach as a business. He is the Founder and Principal Consultant at Listen Innovate Grow, which has been helping SMEs create buyer-driven strategies to acquire and retain customers. Michael works as an SME B2B Customer and Marketing Strategy Adviser helping CEOs and their teams by empowering them to understand and deliver to their business’ buyer needs. Based in Australia, he’s been in the business for more than 9 years and is continuing to help drive business growth and performance. You can get in touch with Michael through his LinkedIn.   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/

With over 6,500 branding books on the market, how do you identify what truly works and which tactics are merely a waste of time? Branding is the key to scaling a business regardless of whether you’re B2B or B2C because at the end of the day, it’s about talking to another human. A 40-year veteran of branding, David Brier, walks us through his process for achieving differentiation, the brands that have successfully stood out and those who have failed, his perspective on growing beyond your network, and so much more. Transform your startup from the mundane into awesome by tuning in to this episode.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Brand Intervention: 33 Steps to Transform the Brand You Have into the Brand You Need by David Brier (https://amzn.to/36jZwi2) Rising Above The Noise Website (https://www.risingabovethenoise.com/)   We’ll be talking about: 40 years of helping businesses be bold and stand out [02:18] Branding as the art of differentiation [06:47] Why you need to get your branding right [13:06] The process for getting companies to identify what makes them different [17:21] The greatest brands are built on a set of values [22:54] Don’t think of it as B2B, think of it as human to human [27:11] The difference between Microsoft and Apple [30:17] Complacency and stagnancy will kill your business [35:42]  It’s not a matter of everyone knowing you, but the right people knowing you [37:01] A book as a powerful tool for scaling [45:35] David’s book and masterclass [47:19] The one thing that David recommends [49:31]   About Our Guest: A branding veteran with 40 years of experience in strategy, brand identity, and package design, best-selling author David Brier is the epitome of the no bullshit marketer. His book, Brand Intervention: 33 Steps to Transform the Brand You Have into the Brand You Need, has been labelled “the branding bible”. Passionately advocating differentiation over the mundane, David has been responsible for building the brands of well-known companies such as the New York City Ballet, Revlon, Legacy Chocolates, The New York Times magazine and many others. You can connect with David on LinkedIn or Instagram. Get inside tips on branding and business growth with David’s One-Minute Wednesdays on 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/

Can your business stand out in an ultra competitive and rapidly evolving business space? In a market filled with businesses that offer the same things, the same service, and the same value, making sure your customers notice you is a tremendous task to achieve. Market dominance is our goal today as the author of a #1 Amazon bestseller, Theresa Lina, goes over the four pillars for owning the market. We discuss the need for differentiation and the constantly changing environment that means this process has to be continuous. Find out how your startup can become the go-to and even charge more. So tune in now!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download The Growth Readiness Checklist (https://bretttrainor.com/resources/) Apollo Method Website (https://apollomethod.com/) Get the book Be the Go-To: How to Own Your Competitive Market, Charge More, and Have Customers Love You For It by Theresa Lina (https://amzn.to/3kzvaMi)   We’ll be talking about: Theresa’s backstory that led to her writing her book [01:28] Focusing on complex business solutions [04:32] The need to transition to a modern business model in the B2B space [06:51] The inspiration for the Apollo method of achieving market dominance [11:56] Do you have to be the category king? [18:45] Companies need to shift their mentality to a value-driven model [23:01] Steps to differentiating yourself in the market - Launch and Ignite [26:33] Conversations are key to identifying customer frustrations [32:51] Have an overarching brand vision then put in different dimensions to the story [37:32] The lead up to becoming the go-to - Navigate and Accelerate [43:11] Don’t make the mistake of failing to evolve [46:53] What’s next for Theresa and the book [50:03] The one thing that Theresa recommends [51:12]   About Our Guest: As the author of the #1 bestselling Amazon book, "Be the Go-To: How to Own Your Competitive Market, Charge More and Have Customers Love You For It", Theresa Lina is a well-known strategy and marketing thought leader who has helped companies achieve sustainable differentiation and evolve in a rapidly changing environment. On the education side, Theresa also works as part of the teaching team at Stanford University.   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/

If worse comes to worst, how much would you be able to get for your business? Most founders fail to appreciate the importance of planning ahead. When the time comes for them to exit their company, they get disappointed by how much their startup is valued. In today’s episode, I talk with Domenic Rinaldi, President &amp; Managing Partner at Sun Acquisitions, about why founders always need to think of maximizing their business’ value and how it ties in with their end game. Don’t let those years of business-building go to waste. Increase your market value by tuning in to this episode!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Sun Acquisitions Website (https://sunacquisitions.com/) K2Adviser Website (https://k2adviser.com/) M&amp;A Unplugged Podcast (https://sunacquisitions.com/podcasts/)   We’ll be talking about: Domenic’s journey into the M&amp;A space [01:38] Launching the M&amp;A Unplugged podcast [03:48] Always think of your business’ endgame [05:55] Understand and optimize the value drivers of your business [09:46] Never let one client’s share of your sales exceed 10% [10:55] Should non-subscription type businesses start charging for subscriptions? [14:32] Have a backup solution for when the vendor’s market strategy changes [16:16] Founders need to practice removing themselves from the business [17:58] Get a good accountant who understands exits and taxation [21:16] Buying a business vs starting a business from scratch [24:14] Be fully prepared if you want to buy a business [27:05] Get your business to adapt to the digital transformation [30:33] What’s next for Sun Acquisitions [33:03] The one thing that Domenic recommends [34:39] About Our Guest: In 2005, Domenic Rinaldi had acquired Sun Acquisitions and became its President and Managing Partner. He helps several privately-held companies prepare for the sale or acquisition of businesses. He specializes in Certified Business Intermediary. He also hosts a podcast called “M&amp;A Unplugged,” helping founders gain a full understanding of the buying and selling process, as well as learn how they can add more value to their business. You can reach out to Domenic through his email.   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/

When it comes to startups looking to grow, funding is a crucial part of their journey. But deciding which startup or founder to invest in is a question not easily answered. Venture capital firms are faced with throngs of companies vying for their attention. What are the parameters they look into? What sort of metrics do they want? In my first interview with a venture capital firm, Tim McLoughlin from Cofounders Capital shares with us what they look for in the early-stage B2B startups they invest in. We also discuss insights on why he thinks startups fail. Tune in to this episode to find out the perspective of a VC fund on who to give their money to!   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Cofounders Capital Website (http://cofounderscapital.com/)   We’ll be talking about: Tim’s roots in North Carolina and getting involved in startups there [01:13] ‘The Triangle’ as fertile ground for startups [03:33] The attraction of B2B software companies [04:15] The decision criteria for which early-stage B2B startup to choose [05:49] Founders shouldn’t getting stuck on a idea they had going in [09:15] Being an entrepreneur involves a flurry of activity [10:42] Their preference for first-time founders [11:40] Two actionable traits that separate good from bad companies [14:10] Knowing when to segment your model and KPIs is important [17:18] Going broad vs. taking one niche at a time [19:35] Always prepare for the hand off to the next person [21:15] Focus and know your onboarding process [23:41] What happens following the success of a startup [25:13] The changes in the startup world influenced by COVID-19 [26:55] What’s next for Tim and Cofounders Capital [29:25] The one thing that Tim recommends [30:44]   About Our Guest: As a Partner at Cofounders Capital, Tim McLoughlin is very involved in the North Carolina startup ecosystem. He has served as adviser and board member to several early-stage software companies. Prior to joining CoFounders Capital, Tim was an Entrepreneur in Residence for the Idea Fund Partners. You can reach out to Tim through Cofounders Capital or his LinkedIn.   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/

Is having better technology the first answer to scaling your business? At the start of the 21st century, people got so caught up in relying on technology to make their lives easier and their business processes better that they forgot the basic and most important building block of all: people.  This week, we’ll be putting more emphasis on the people side of the business with Lisa L. Levy, author of Future Proofing Cubed, and why founders need to prioritize it above all else. Learn how you can build a stronger, more customer-centric business by tuning in to this episode today.   Resource Links: Brett Trainor Website (https://bretttrainor.com/) “3 Stages of Startup Growth and How To Breakthrough” (https://bretttrainor.com/resources/) Future Proofing Cubed by Lisa L. Levy (https://amzn.to/3lFJNPs) LCubed Consulting Website (lisalllevy.com)   We’ll be talking about: Lisa and the LCubed Consulting [01:33] The people component is still essential despite technological advancements [05:25] Keep your team in the loop regarding company changes [07:38] Memorialize your superhero employees through putting in processes [11:47] How to incorporate the company DNA into your team [15:11] The key to improving your team’s process is by being customer-centric [19:40] How founders can slowly automate their processes [27:33] The sacred sequence that startups need to know [31:48] Focusing on technology on the first phase is a recipe for disaster [33:49] Make sure you interact with your employees regularly [36:02] Remind your employees not to mix life and work in this day and age [40:07] What’s next for Lisa [42:04] The one thing that Lisa recommends [43:25]   About Our Guest: Well-known for her project management and process performance management skills, Lisa L. Levy has helped several organizations achieve their goals by adapting better business processes. She is the Founder and CEO of LCubed Consulting and is the #1 bestselling author of the book “Future Proofing Cubed.”  She has also guested on several media outlets including NBC, ABC, CBS, to name a few.   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/