The Scale Up Show

Ryan Staley

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?

How do you scale to an exit without losing your freedom?Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Sam Jacob, MaxThis is where Scaling and Sales are made simple in 25 minutes or less.

All Episodes

Ryan talks you through the ways in which you and your business can scale exponentially in 2022 WITHOUT the need for more leads, and without the need to grow your sales team! KEY TAKEAWAYS We can't become what we need to be by remaining what we are. While many believe that luck comes through hard work, the truth is that the smarter we work, the less luck we need. Targeting matters. It's way better to work to identify those clients who can provide more revenue, as your time will be far better used in the long run. Look at the tangible customer pain you've solved. What were your customers moving away from in order to work with you? What is your customer's dream destination? BEST MOMENTS 'The smarter I work the less luck I need' 'It's my 5x5x5 model' 'You're four times as likely to make a change if you're moving away from something' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Dec 1

16 min 9 sec

Speed is everything, especially when it comes to sales and scale-up! In this show, Ryan talks about how you can accelerate your thinking, and by doing so accelerate your growth and dynamically achieve your scale-up ambitions. KEY TAKEAWAYS Studies show that the subconscious mind processes around 10 million bits per second. Other studies say that the mind processes 400 billion. The key to unlocking speed in your thinking is the tapping into the vibrations of the subconscious. We tend to do this when we "zone out". Ideas begin to flow to us. BEST MOMENTS 'Life is like a ten-speed bicycle. Most of us have gears we never use' 'I wake up the next morning open up my journal, and a lot of times the answer to the problem will come to me' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 29

9 min 19 sec

Your energy levels affect everything you do in business and life. in this episode, Ryan talks you through the ways in which you can dynamically increase your own entrepreneurial energy levels, and be more present when the moment demands it! KEY TAKEAWAYS Starting a company is difficult. It takes a lot out of you. If you're not careful then the overwhelm can sometimes suck the energy from you and prevent you from making leaps and bounds ahead. The key to keeping energy levels high is to reach that sense of accomplishment while putting the work in to get there. If you always feel like you're chasing, then breaking that cycle can be hard. Celebrating wins is crucial, no matter how small. Take time out regularly and document every win. When you look back on these later it can serve as a great motivator. BEST MOMENTS 'Does energy create innovation or does innovation create energy?' 'I am going up in the house with some energy!' 'Everybody wants to be at the destination but nobody wants to climb up the hill' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales   Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 24

14 min 23 sec

Most think that cash is king when it comes to startups, but as Ryan discusses in this week's show, it's a two-edged sword. Sometimes, having too much cash can kill your startup... KEY TAKEAWAYS Overfunding can sometimes have a detrimental effect because founders can sometimes take their eye off the ball between expenses and revenue. Overspending can result in a negative cashflow. When this occurs, many choose to fire employees, or start to sell off company assets. Investors can be a wonderful source of finance and insight, but adding too many can be dangerous. Every investor you accept causes an extra level of management, and also reduces the percentage you own. BEST MOMENTS 'Who would think that having too much cash could kill your business?' 'They start burning through money really fast' 'You need to really know the boundaries and lines that you want' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales   Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 22

9 min 13 sec

This time, Ryan tells you about the single greatest mistake that founders make when it comes to scale and growth, and how you can make sure you avoid it! KEY TAKEAWAYS Depending on where we are in our business's lifecycle, the problems we face on a day to day basis will be markedly different. Once you have a product that you prove can be sold, you need to find a repeatable sales motion. Find something you can repeat over and over again. Many founders can't even sell their own product and yet they try to assemble a team to do so. You have to have a product that not just you can sell, but others. BEST MOMENTS 'The problems you have from zero to one million are different to the problems you have from one million to three million' 'Test the hypothesis, prove the value, prove that it can be sold' 'Hit the gas and scale!' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 17

7 min 9 sec

Colin Mitchell is a four-time founder who went from zero to five million dollars in just two years, and who is now generating huge amounts of measurable revenue in podcasting. If you're looking to grow your brand and generate more revenue, then this show may contain the tools you need to level up your plans! KEY TAKEAWAYS Being on the frontlines in sales is where you develop the skills and techniques that can take you higher, from people acquisition to knowing what your customer really wants. Documenting your sales process, testing new things all the time, and working these things out alongside your team, can result in wild success in a short period of time. A tool in acquiring a great sales team is to attract them with good comp plans, and offering larger bounties per sale. The best in sales should always be rewarded well, as they act as the lifeblood of your revenue. Determining the best ways of monetising a podcast brand for you, is easily identified by answering the question "What type of relationships will drive revenue for my business?". Identify your clients and you can build relationships in very different ways than they may be used to. BEST MOMENTS 'I got my first sales job and knew that it was my way out of living like that' 'A lot of times, the sales playbook is in the founder's head' 'We produce podcasts and we do it with a strategy that drives revenue for the host' 'You can build relationships with your ideal clients by inviting them onto your show' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 Sales Transformation with Collin Mitchell - https://sales-hustle.simplecast.com Collin Mitchell LinkedIn - https://www.linkedin.com/in/collin-saleshustle/ Collin Mitchell Facebook - https://www.facebook.com/Collin.SalesHustle ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 15

28 min 28 sec

Ike Kehal is the CEO of Social27, a virtual event platform that has been helping businesses connect digitally throughout the pandemic and beyond. In this episode Ike joins Ryan to talk about how he bootstrapped his way to a million dollar valuation, and then within three years grew to over $15 million through product-led growth with a sales team of only five people. It's an incredible story, and Ike's here to share it with you today! KEY TAKEAWAYS When you work at a large organization such as Microsoft, never discount the access you have to the amazing minds who have made that company what it is. The best way to grow a business around a certain product is not to dream about it all day. You need to be out there in the field, building relationships and understanding the pain points of your prospective client base. Overnight success is never quite that easy. The businesses that see explosive growth are the ones with a clear purpose and a solution that the market has been waiting for, but it's always built on the back of years of clarity of vision. When you grow a company, you have to do so from a customer perspective, reigning in talent that will ignite and accelerate your customer experience in a positive way. The pandemic has meant that talented remote workers can be sourced from around the world. BEST MOMENTS 'I got a good understanding of how you take strategies and you globalize them' 'I always had enterprise in my soul' 'We have one foot in the real world and one foot in the product development world' 'We had a very clear vision' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE GUEST Ike Kehal is the CEO of Social27, a virtual event platform that has been helping businesses connect digitally throughout the pandemic and beyond. Ike started his professional career at Microsoft where he focused on partner programs and marketing. He went on to co-found and/or run four successful organizations, eventually starting Social27. Ike has been working in the B2B Marketing industry for over 13 years with a specialty working with virtual and hybrid events.   Linkedin profile: https://www.linkedin.com/in/ikekehal/ ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 10

30 min 22 sec

Today Ryan takes you through the viral growth strategy that venture capitalists use to achieve exponential growth without inbound leads, paid ads, and without cold outbound prospecting! Apply for a Revenue Growth Consulting Session With Ryan Staley- https://www.scalerevenue.io/4-schedule-page1611678914248 KEY TAKEAWAYS Having not one but two referral systems with KPIs is the number one way to double or triple your business in the fastest way possible. Some of the biggest companies in the world have remarkably effective referral systems that drive sales. Dropbox and Tesla are among the two greatest examples of this. In the past three years there has been an explosion of online services. In 2019, more information was submitted to the internet than in the entire history of the internet preceding it. When we trust a voice, we are far more likely to respond when it asks us to buy. Build trust and activate your referral system in order to generate far larger sales and growth. BEST MOMENTS 'I am a big, big student of the game' '84% of buyers now kick off their buying process with a referral' 'People use referrals as a shortcut to make decisions' '9 out of 10 decisions are made upon pure recommendations' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show  Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 8

16 min 3 sec

It doesn't matter what your background is, or if you don't feel as though you're a natural born salesperson, with the right mind-set and few strategies at your fingertips, even support staff can close $100,000 sales. In this episode, Ryan talks you through everything you need to enable your people to way better than they may believe. Apply for a Revenue Growth Consulting Session With Ryan Staley- https://www.scalerevenue.io/4-schedule-page1611678914248 KEY TAKEAWAYS Not believing that you're an effective salesperson is a limiting belief. In reality, if you create a company or become a leader, then you are effective at influencing, and you have convinced at least someone of an idea. Each conversion has a gate they need to pass through. Conversion in terms of spend, and the speed at which the conversion happens. Sales have to be so compelling, so interesting and so beneficial, that "drag" does not matter, and your client wants to take up your solution no matter what. When we solve a million-dollar problem, we must also relay the benefits of solving it now. The value added will compound, and this should always be communicated. BEST MOMENTS 'It's aways darkest before the dawn, right?' 'This is one of the most critical conversion points of the sales process' 'Time is just as valuable as money' 'There's the problem, the push, and the person' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show  Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248 ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales   Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 3

15 min 52 sec

Russell Rothstein is a 2x Bootstrapped founder, currently the CEO of IT Central Station, which has a $3 TRILLION market for enterprise technology through the power of crowdsourcing, product reviews and voice of the cutomer, as well as being father to five children. Russell joins Ryan to talk about the journey he's taken in order to grow to eight figures plus after nine years of bootstrapping - the lessons he's learned along the way, and the importance of patience when it comes to scale. Apply for a Revenue Growth Consulting Session With Ryan Staley- https://www.scalerevenue.io/4-schedule-page1611678914248 KEY TAKEAWAYS Many of the most successful companies in the world are ones who have taken the concepts of other sectors, and brought those schools of thinking into another. Peer-to-peer reviews for enterprise technology didn't exist in a large way until Russell saw the benefit of such services as Trip Advisor on hospitality. Growth and scale takes patience. You must spend time understanding customer needs, building your product accordingly, and developing validation. If you spend enough time in nurturing impactful relationships, and do your utmost to convey your passion, your purpose and your vision, then they're far more likely to want to chance on you. The number one driver that entices people to share content online, in a large or small scale, is altruism. People like to help other people. BEST MOMENTS 'We're not the overnight success - we're the nine year success, and growing!' 'Your initial idea for a product is never what you end up going to market with' 'Articulate your vision - share your vision' 'That's a superpower - listening well to customers' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show Russell Rothstein: https://www.linkedin.com/in/russell/ ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Nov 1

40 min 51 sec

Ryan talks about "The Big Three" sales strategies that enabled a company with only four sales representatives to achieve a staggering $30 million in revenue in just six years, without the aid of marketing! Apply for a Revenue Growth Consulting Session With Ryan Staley- https://www.scalerevenue.io/4-schedule-page1611678914248 KEY TAKEAWAYS There is a lot more in terms of details when it comes to successfully closing an enterprise sale. However, the core foundations of sales remain the same. The 5x5x5 methodology involves looking at the deals you pushed over the line that brought in the biggest revenue, the deals you were able to close in the shortest amount of time, and also the deals in which you suffered the biggest losses. Big decisions in small or big companies are based on results, certainty of outcome, time and work. There are three core sales operating systems that every company needs in order to see exponential growth: 1 - The Whale Scale - customer deal value 2 - Expansion Scale - customer lifetime value 3 - Referral Scale - leveraging the foundations of Whale Scale and Expansion - harvest new customer acquisitions from both. BEST MOMENTS 'I'm going to share some secret sauce today' 'Founders are a combination of a mythical creature, a rock star and a superhero' 'This allows you to scale up fast!' 'How do we continue to acquire customers, while also escalating the deal size' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 26

21 min 26 sec

In this high-energy return to the subject of scaling your business, Ryan returns to share with you the empowering and insightful ways in which you can grow and develop your business and its capabilities, in order to meet the challenges of tomorrow. Ryan discusses the importance of revenue and why it is any business’s lifeblood, why balance is crucial in work and life, and how he personally pulled himself back from failure in order to come back better than ever. Apply for a Revenue Growth Consulting Session With Ryan Staley- https://www.scalerevenue.io/4-schedule-page1611678914248 KEY TAKEAWAYS The pressures upon founders to serve the needs of people, or to execute on really aggressive numbers, are very hard to achieve. If we do not strike the right balance between work and life, then the frustrations of one can negatively impact the other. If we employ the necessary startegy, and focus on attaining the mind-set required, we can pull ourselves back from any challenge, and achieve even greater heights. BEST MOMENTS 'I want to share some of the best stuff in the world that you can learn about revenue growth’ ‘As you grow in life, there are different experiences that will make an impact on you’ ‘Revenue is the oxygen – the lifeblood of every business’ VALUABLE RESOURCES   ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.   Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn’t know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 25

18 min 9 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Sean Cahill started his career in sales, so it’s only natural that he absolutely hated marketing. To Sean, marketing was the group that gave them garbage leads that they couldn’t sell. Eventually, he landed a job at Cisco that caused him to fall in love with marketing. From that experience, he developed a thirst for working with startups, where he started working in funnel generation for startups. This led to him starting his own company and developing a pipeline for startups and working to get them into a Series B. Today, Sean works at Unify Marketing as the National Practice Leader for Marketing. He still loves working with startups! To grow pipeline, Sean stays focused on these 3 main areas: People Processes Technology Sean realized early on in his startup phase that one of the biggest issues in the startup world is that when startups get a Series A , and they develop an MVP to take to market, and then they focus on the Series B. Typically, it takes the startup getting $1M in MRR in order to get a Series B, and founders realize the only way they can close that many sales and generate that much revenue, they have to get more leads. So they work to buy more leads, which then throws off their close rates and then they try to shorten their sales cycles and every time they try to pull another level to make up the slack, it just completely puts the entire process in chaos. Startups don’t need more leads.  They need better leads. They need the leads that are the most likely to close within 30 days. They need the leads that are going to generate the highest ACV. So how can a startup go about getting all of these ideal leads for the goals they need to accomplish? This is what Sean would call the Perfect Customer Profile. To begin developing this, you could: Go into your CRM and identify everyone that has bought from you. Begin to identify commonalities among those buyers. Take those commonalities and set it against your entire database and start tracking who else has those commonalities. Begin to understand what features you can identify in prospects that could be able to trigger a sale. Then focus all of your sales efforts on that data set that is most likely to become a buyer. This whole process is called building a Propensity Model. The whole idea is that instead of focusing on more leads, you are only focusing on the better leads, so narrow your database down to 1000 of your best leads. Sean suggests targeting these better leads on a smaller level. These leads do not get the spray and pray marketing that gets blasted to the rest of the world. Nurturing these leads comes in many forms, but Sean has had the most success with the following methods: Email Phone Calls Social Media Video from a tool like Video Card Send a specific and targeted physical gift If whoever you want to target could have a $30K ACV, then it’s ok to spend $1K targeting them. Using this method, Sean was able to get MRR from $10K to $30K and increased close rates to 50%. Because everyone is inundated with more touch points and communications points than ever, the people who end up closing business are the people who end up being creative and thinking further outside the box. The best part about this whole concept of Propensity Modeling and then following up with your 1000 best leads can be set up with automation using tools like Salesforce and integrated tools. Being able to do this in a very personalized way at scale is the magic that can truly change your trajectory. When it’s all said and done, you’ve basically automated your entire SDR process, and then you’d have your ADR or BDR just sort of co-pilot the lead through the entire process. When you follow this process, your conversion rates will go through the roof because you are targeting better, you are following up in a more effective way, which means you will close more sales! The biggest mistakes that companies make when trying to go from Series A, to Series B, to Series C are: Not properly defining product market fit Not having someone be your Chief Devil’s Advocate to tell the Founder when they are wrong. Thinking your total addressable market is everybody. Not giving your product the Mom Test. Investing too much in top of funnel. Not moving enough people from top of funnel to end of funnel. Not focusing on having a high conversion rate. Not having the right leadership at the beginning. Just because someone is good at sales doesn’t mean they should be your Chief Revenue Officer. On the marketing side of things, some of the biggest mistakes made are: Not adopting industry best practices. SaaS companies still selling perpetual licenses. Not moving towards modern marketing. Change happens slowly inside the Fortune 1000. Connect with Sean on LinkedIn Need help scaling your revenue? Apply to work with Ryan here. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 20

31 min 26 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x I recently took part in a Million Dollar Mastermind. Today I will break down some of the things I learned there that can be applied to your business right away.  There was a wide range of people involved in the Mastermind, and it focused mainly on entrepreneurs. Most of the people were earning well over $1,000,000 a year and crushing it! I will break down three takeaways that you can apply right now to grow and scale your business: #1: Boring beats beautiful Someone who works between 20 and 25 hours a week and earns between 7 and 8 figures a year said the following: Do not let your creativity get in the way of your profitability. Stop getting bored and start getting paid. His primary mechanism for growth was to do the same event once a month for this entire year and continuously convert and refine it. Using that method allowed him to crush the numbers!  #2: Consistency creates a crowd Another person runs a multiple 7-figure options business. He was on Impact Theory, one of the world's top podcasts, and has more than 700,000 followers.  This is what he did to build up such a massive audience: He spent 2 hours every day on Facebook, in groups, or forums, answering questions based on his subject matter which was about money. He showed up to do a Facebook Live every day at the open or close of the market. His consistency created a crowd. #3: Disconnect from dreams Whether you are a consultant, a SaaS founder, or a revenue leader, you need to create opportunities to disconnect your revenue generation from your time. Doing that has to do with product creation and product fulfillment. Even though the results might not be 100%, here are some key areas in which you could do something at a massive scale and make a huge amount of money while serving your audience at the highest level: Create digital products for your product creation by doing one-to-many solutions for people instead of one-on-one. You can do that by creating a SaaS (Software as a Service) solution. On top of that, you could also implement a subscription or a membership model and build a team. Links and resources: Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 18

9 min 41 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x September was an intense month, with lots of travel that was mostly work related. I had a unique opportunity to make some presentations with Pavilion, which is a community of primarily C-Level executives. I was able to present on Enterprise Sales Go-To-Market Strategies and Enterprise Sales Operations. I was able to do this live in 2 different sessions and had hundreds of my ideal clients listening live and on the replays. It was an amazing experience and I came away with 3 big takeaways that I wanted to share with you today. I’ve had over 40 people reach out for help with their businesses and wanting to work with me or give me positive feedback about my presentations. #1 - I used a storytelling framework that I stole from Russell Brunson from Clickfunnels. It works like crazy! The Storytelling Framework is: Story Strategy Tactics Case Study or Examples of the Outcome In the past, I have focused heavily on the strategies that I was talking about, but after sitting through enough boring corporate presentations, I decided to do something completely different for this one. For Story, I did the following: Used pop culture references for feeling Used principles - momentum, inertia, math, quantum leap and show them in a new way. Used war stories - tangible examples where I walked through what I went through when I was in the trenches helping other people with sales. For Strategy, I systematically explained what’s involved, both conceptually and philosophically. For Tactics, I give them step by step guides or exercises leading them through your method. For Case Studies, I give them examples of the results my method provided. #2 - Engagement and energy - ask for feedback and get audience involvement. Use sarcasm or analogies or whatever feels comfortable to you. You have to have energy and speed as you go through your presentation because you don’t want to bore your audience to death. #3 - Time - allow enough time to cover the following: Outcome - the audience needs to have Outline - your framework with sub-bullet points Context - play off of the current environment Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 13

15 min 58 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Covering a very wide market can be an exasperating experience! After solving thousands of pains for all kinds of companies in every different market, Aaron Krall finally got fed up and decided to niche down. So he started a group called SaaS Growth Hacks five or six years ago, and it now has 27,000 members.  Aaron Krall is the former Brand Manager at L’Oréal and the former VP of Marketing at Lead Generation Specialists. He also founded a SaaS growth accelerator to help companies with their SaaS growth, and he developed a new SaaS software. When Aaron started SaaS Growth Hacks, he did not know much about SaaS. He did not have a SaaS product either. He simply emailed SaaS founders and asked them to share any problems that they were having.  When he first started contacting SaaS founders, he felt out of his league and inadequate. Over the past five years, Aaron has spoken to at least 1,000 SaaS companies and worked with hundreds of them. So now he feels that he has a pretty good grip on the market.  Aaron looked at all the data he collected over the last five years. He came up with the top 20 percent of everything that can be done with a SaaS company to make the most impact and get massive growth quickly.  When Aaron finds SaaS companies he can help, he implements that 20 percent to give those companies a guaranteed revenue increase.   The companies Aaron can help the most usually meet three criteria: They are the best-kept secret in their market. They are succeeding despite themselves. They have excellent use cases, customer stories, or customer loyalty. When companies meet those criteria, the founders usually: Do not yet have a product-market fit. So they do not know who they can serve the most. Tend to undervalue their service and do not realize how valuable it is to their customers. They do not leverage partnerships. Identify your current customers who have paid you the most money and have been around the longest. Talk to them and find out what pain you could be solving for them. (Go to Aaron’s Facebook page and ask him to send you the interview questions he uses. He will be happy to share them with you!) Aaron asks his customers what the highest amount would be that they would be willing to pay for his SaaS product.  Aaron prefers to work with those clients who have partners out there who would love to work with them and are willing to increase their price and increase the perceived value of their product. Generally, most SaaS companies are undercharging because creative people tend to undervalue what they create. Aaron does not usually recommend raising your price for current customers. If you can solve something no one else is solving, you will automatically have a mini-monopoly. It is easier to find customers when you know who you’re going after. An equation I used to grow from zero to $30,000,000 in ARR in less than six years: Have the big promise for a big outcome at the top Add the certainty of the solution you are offering Add how fast you can deliver the result and how little hassle will be incorporated in that result Ideally, you want to 10x the outcome of the solution you are providing. Partnerships can be broken down into three categories: Channel partners: Those are people who have built an audience similar to yours, who will promote you to their audience. Content partners: Find all the articles, listicles, and blogs that talk about the top 10 products in the market in the same category as yours, and try to get your product into those. Deep integration partners: Integrate your product with someone else’s product in some way. As a founder, ask yourself what real estate is unused currently in your market that you could leverage while also benefiting someone else. You can find a lot of unused real estate in expired trials.  If you have a retargeting list, that is real estate that you could rent to another company. You can also create partnerships by sharing Facebook audiences with other people on Facebook. Look at where your traffic spends its time and be aware of what they are looking at. Those are called traffic streams, and within them are transaction points. Come up with creative ways to get integrated into those traffic streams and transaction points. You can also get to know who your target audience is and do some outreach towards them. SaaS companies should not do free trials anymore because SaaS products are no longer something new or different. So instead of focusing on the offer of getting a free trial, focus on getting the outcome for free.  Links and resources: Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Aaron Krall’s website Aaron Krall on LinkedIn Aaron’s Facebook page Books mentioned: Play Bigger by Dave Peterson, Al Ramadan, Christopher Lochhead, and Kevin Maney $100M Offers: How to Make Offers So Good People Feel Stupid by Alex Hormozi Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 11

43 min 48 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Could you imagine doing motion capture work for Mortal Kombat? Even though Pek Pongpaet, the founder of Impekable Solutions, was lucky enough to do that, he still dreamed of becoming an entrepreneur. Since then, he started his company and bootstrapped it to become a 7-figure business. Impekable Solutions is now 10 years old and has been selected as an Inc. 5000 company 3 times in a row! Pekstarted his career in tech as an engineer and then became a self-taught designer.   Although Pek had many ideas for projects back when he was still an engineer and designer, he could not execute any of them because they were never good business models.  Pek has closed over $17,000,000 in business throughout his career. Impekable Solutions typically serves the enterprise with their software development and software design PPC. They have done work for some of the biggest companies in the world, like Apple, Google, and Adobe. It was a gradual process for Pek to work his way up to the point of working with some of the world’s biggest companies.  He started by making himself available for product design work. He worked very long hours. Then he hired an intern designer to help him, and his freelance business became a tiny agency. He finished his first year with two full-time designers. The demand kept on growing, so Pek hired two more people, and the business grew organically.  They got their first big break with a large brand from working with a startup that was later acquired by LegalZoom. Pek was trusted in Chicago. He was known to be a good designer, so Groupon, a Chicago company, hired him to do some work.  Motorola, also a Chicago company, was another one of their early big brand clients. After working for big brands like LegalZoom, Groupon, and Motorola, Pekgot known for his good work. That helped him step up the ladder and get more work from big companies in the Bay Area. If you are a founder and you are not yet out of the woods, step on the gas when you reach a point where you can breathe a bit. Remember that it is a marathon, not a sprint, so you need to pace yourself.  A CEO’s time is valuable for doing long-term strategic work. So pause, and become aware of making the best use of your time. When you have resources, make sure that you don’t go back to doing things you no longer need to do.  Pek only knows how to sell to people who know and trust him. His technique for getting a big company like Apple was to get an introduction from someone he knew. Pek became very good at design and communications technology, so they eventually became partners with companies like Twilio and Adobe. Nike was using Twilio, and they were having a problem and needed some help. So Twilio introduced Nike to Pek and explained why they trusted him. When you know something deeply, and you are trusted by a big brand and they recommend you, that will get you through the door.  Pek has real-life ninja skills, so he used to teach those skills to some club bouncers. When it comes to business, his ninja skill is relationships. Everything he has achieved is a result of relationships. That extends to his employees as well as clients. Some tactics for building lasting relationships: Keep in touch with people without having any expectations. If someone you know changes jobs and starts working for a company you would like to work for, that will be a good time to check in with them. You can send them a personal note to congratulate them and ask if you can catch up with them once they have their bearings. Links and resources: Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Pek’s podcast: Founders Pek on LinkedIn Books mentioned: The Third Door by Alex Banayan Leading With Emotional Courage by Peter Bregman Founders At Work by Jessica Livingston The E-Myth Book by Michael E Gerber Think and Grow Rich by Napoleon Hill You2 by Price Pritchett The Quantum Leap Strategy by Price Pritchett Good to Great by Jim Collins Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 6

35 min 10 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Today, I will be sharing three very cool nuggets that I learned from some of the world’s top entrepreneurs!  In this episode, I will discuss three highly valuable takeaways from an event I recently attended. I will go over excuses, zero to $150,000,000 in revenue, and the number 1 reason why businesses fail.  Excuses Anthony Trucks is a former NFL player who speaks and does personal development. He once fell asleep at school and overheard someone using the same excuse he had often used for himself- that he did badly at school because he was adopted and had a rough upbringing. Rather than allowing that incident to shape him negatively, he used it as an opportunity. Anthony Trucks had a dream to make the NFL. He realized that if your identity doesn’t match your dream, it will not take place.  I have heard the same concept from at least 4 different people I truly respect. The concept I want to share is: . Be, do, have Many people want it to be: Have, do, be. (They want to have the six-pack before they start eating healthily, and then they will be happy.) You first have to become the person who does the right things every day to create what you desire.  When you are a founder, a revenue leader, or a sales exec, excuses can come up very easily because you are trying to do many hard things.  Zero to 150,000,000 in revenue Kaelin Poulin, also known as Ladyboss, grew from zero to 150,000,000 bootstrapped and without investors.  She started with information products. Those she was serving wanted coaching, so she started doing coaching as well. Then, her people wanted to do a live event, so she did that too. On top of everything else, her people wanted products, so she added products, and from there, she also added specific types of products.  That five-step iteration got her from zero to $150,000,000, using her super-simple three-step framework: Listen Ask Execute She used one of the simplest and easiest ways to scale revenue the fastest- she kept on selling more to her existing clients.  She managed to do what she did because she focused on doing only one thing at a time. The number 1 reason why businesses fail Some stats on businesses failure: 50% of businesses fail in year 1. 80% of businesses fail in the first 5 years. 96% of businesses fail after 10 years. Less than 5% of businesses make $1,000,000 in revenue per year. Less than 0,5% of businesses make more than $5,000,000 in revenue per year. 0,00006% of businesses get to $10,000,000 per year. Those stats all come down to 80% psychology and 20% strategy.  One of the biggest mistakes business owners make is to start with a strategy. Here is a 3-step framework for success: Focus on the state you are in. (Do what you can to be full of energy.) Focus on your story. (Become aware of your self-talk.) Work on a strategy. If you implement these strategies, you will notice a big difference!  Resources: Need help scaling your revenue, Ryan can help. Apply to work with him here. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Oct 4

14 min 30 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Did you know that the presentation is the most undervalued asset of the enterprise world? James Ontra, the CEO and Co-founder of Shufflrr, certainly does! That is why he is changing the way the enterprise world thinks about presentations. He helped create a technology that is saving hundreds of Fortune level companies millions of dollars by adding clout to their Powerpoint slides and turning them into valuable business assets. James was doing CD ROM technologies (slide libraries with video) in the 1990s. Then the web boomed, and he became the CEO of a funded company that did high-end presentations. The company did not make it because the internet was not ready for the work they were doing. James and his sister then founded a consultancy and did high-end presentations for many large organizations. That process taught them how to organize slides, use them effectively, and make up a slide library. They took those principles and built them into Shufflrr, which is all about presentation management.  Presentation management is having an organized and structured library, from which anyone can take and reuse content at any time.  Emotional storytelling is a key element of an effective presentation. Structured emotional storytelling allows the presentation to follow the conversation rather than the presentation forcing the conversation. Good advertising is based on ratings, which are all about data. That can be dull. Storytelling, however, can change that dynamic because once you have been emotionally convinced about the importance of something, you will take all the logical data and use it to reinforce your belief.  Presentation management will help you increase your business intelligence. All Shufflrr’s presentation management data comes out through API and can be shared across certain platforms to create new efficiencies within global organizations.  Shufflrr is a communication strategy for better efficiency. For about 10 years, Time Warner used a process to chart the various ratings for their shows across 94 different markets. Eight months after implementing Shufflrr’s system, they regained their business intelligence and realized that the real value came from the emotional sale and not the data. They became far more efficient as a result. How to tell your prospects an emotional story: Collect the best slides from the best presentations ever done by your organization. Weed through those to find the very best slides. Bring those slides together and make them available to everyone out in the field. Manage all the content regularly, as a published library. The marketing department should be responsible for creating a library of quality content and slides for the salespeople. Financial data should get updated quarterly.  James’s travel clients in various locations prefer to update their data following their peak seasons.  People who sell the best emotionally do 2 things: They use an impactful image or video to make an emotional point at the beginning of the presentation. (That creates a connection that can later be backed up with other data.) Then they create a flow, using a story to form the presentation and a different slide for each scene. Each scene should have a specific goal, and each consecutive slide should represent the goal of that scene and take you through an emotional process just like a movie would. The slides should represent the facts and allow the audience to calculate the value equation for themselves.  Links and resources: Shufflrr website Need help scaling your revenue? Apply to work with Ryan at https://scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 29

32 min 35 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x I have a huge passion for founders that bootstrap their companies. That’s how I plan on funding my company - by bootstrapping! I’ve worked with companies who took on funding and it always destroyed the culture of the company. A couple of observations about recent startup trends: All the money is going to obvious start ups. There are 10x more SaaS startups than there were just a year ago. Investors are going for startups with: $10M ARR Growing at a rate of 100% - customer expansion 110% net revenue retention (NRR) To figure out NRR: Customer expansion/Customer retention  = NRR Rand Fishkin - Founder of Moz - took on funding and he eventually wrote a book about the process, called Lost and Founder. When he was asked if he would do it all over again, he said that he would not take the money. Rand’s is a cautionary tale of what happens once you accept funding. Data indicates that early stage funding is decreasing rapidly - seed funding, angel funding - have decreased from 10.6% to 4.9%. Series A funding has decreased from 36.5% to 26%. Late stage funding increased from 52% to 69%. All of the money that previously went to early stage funding is now getting pushed up market to later stage startups. The amount of monthly new business applications nationwide is also decreasing. They went from an average of 500K/month in 2020 to 300K/month in 2021. Getting funding can take up to 18 months. If you think about it, you can do so much for your business in 18 months if your focus isn’t on getting funding. The way investors are holding out for more late stage funding, it really shows they are cherry picking winners with their funding criteria. And if you could meet their criteria, you could probably grow your company without taking on funding, and have a much better experience as a founder and be able to preserve the culture of your company. Need help scaling your revenue? Apply to work with Ryan at scalerevenue.io/apply. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 27

12 min 42 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Some leaders have what it takes to bring out the best in people! In 2014, Nick Hughes, the CEO, and Founder of the global entrepreneurial platform, Founders Live, came up with a unique and fun way to help early-stage companies. He started putting on big monthly networking events in Seattle, where he held pitch competitions between 5 pre-selected early-stage companies. Each company got 99 seconds to give their value proposition pitch, talk about what they were building, and explain why it was important. Then they got 4 minutes to answer questions before the crowd voted for the winner.  When entrepreneurs from across the world started asking Nick if they could do the same thing in their cities, he realized that many talented people do not get the chance to become successful because they are disconnected. They also lack the global exposure, information, resources, and growth capital to build a successful digital company. Nick saw an opportunity to build a global community to solve those problems while also celebrating entrepreneurship at the earliest level.  When you have an idea as an entrepreneur and want to get an early version of your product or service going, start testing it with people straight away. Dream big and think about all the possibilities. The top 3 mistakes people make when they do their pitch: Trying to pack way too much into the 99 seconds. (Think about your value proposition and share it briefly and effectively.) Not telling an inspiring story. (Craft an impactful story to motivate people to follow you.) Not using visually inspiring slides and using bullet points and long sentences. (Prepare your pitch. Use effective and impactful slides to amplify your message.) Founders Live has online pitch resources available. They also have pitch coaches and hold an event every 3 or 4 months in some cities.  Experiencing those events and participating in them is very valuable for early-stage founders. It allows them to get feedback on their pitches.  If you feel nervous about presenting a pitch, prepare, believe in yourself, and step into it. If you do a good pitch, you stand to gain confidence in your business and grow it.  It is a good idea to practice delivering your message in a safe place and getting some feedback before doing it in front of your potential investors. Telling a powerful story can change people’s lives and inspire them to go forward and do great things! Steve Jobs was an icon and a great example of a forward thinker. The Innovation Secrets of Steve Jobs, by Carmine Gallo, is worth reading. It has a lot of information about innovation and contains a piece about presentations.  Founders Live Prime Time will be starting in Q4. It is a global series of competitions focused on the continents. Five winners from the city-level events will be the finalists pitching at that event. The vision is for the continental events to be big celebrations of entrepreneurship. Links and resources: Find Nick Hughes on LinkedIn Founders Live Founders Live Prime Time Books mentioned: The Innovation Secrets of Steve Jobs by Carmine Gallo The Presentation Secrets of Steve Jobs by Carmine Gallo Steve Jobs by Walter Isaacson Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 22

30 min 10 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x I’ve got a ton of exciting things coming up for my business and it’s caused me to go back and analyze past successes to pull out the specific things that made me successful. Very soon I’m giving a talk for the Chief Revenue Officer School for Pavilion and another for the Enterprise Sales Go To Market Strategy.  In order to provide the most value in my presentations, I had to go back and reverse engineer some of the things we did to see success. Here’s my equation for success: Dream Outcome x Likelihood of Success   _____________________________________      = VALUE Time Delay x (Effort + Sacrifice) Let's break this formula down piece by piece! Start with the dream outcome. It’s the journey from hell to heaven that you are going to take your customers through. THE BIG PROMISE. 90% of the world plays in this realm. Perceived likelihood of achievement. People want to know the ROI they will get from the solution.  Perceived likelihood  Time delay - the shorter you can make the time to achieve the desired outcome, the better. Effort and sacrifice - how much effort do they need to put in? How much sacrifice do they need to make? The lower the number, the higher the value. Using this exact formula, I managed to generate $30 M in ARR with 4 sales reps.  I did it in a commodity market (managed print services) with typical margins of around 15%. By bundling all of our services together into a managed plan, we were able to get 50+% margins. In this example: 1. The Dream Outcome - 20-30% hard cost savings in 4 or 5 different categories. 2. Perceived Likelihood of Achievement - Presented exact cast studies of success from exact verticals, and exact niches. 3. Time delay - competitors were pitching to replace every piece of hardware in the fleet, which took a lot of time. We proposed a 2 week implementation with no hardware replacement. 4. Effort & Sacrifice - the effective gain of not having to spend hundreds of hours testing new hardware and disrupting the business if they chose the competitor’s solution. Our solution was zero effort on the client’s part. The value we created was completely different than the rest of the marketplace and it allowed us to close the deal! Resources: Need to scale revenue? I can help, Apply to work with me at https://scalerevenue.io/apply. Alex Hermosi - $100 Million Offers Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 20

15 min 27 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Tyler Kemp is a sales leader and CEO that has spent his career helping a lot of people make a lot of money! Other than that, he’s just a normal guy! That is, if a normal guy sits on the board of a $16 billion company! Tyler launched IntentFlow and he has dealt with the largest lead gen of any company he’s ever worked with. Failure paved the way for Tyler’s success, and he’s had some valuable lessons from his Founder journey. Everything Tyler has done with IntentFlow has been bootstrapped. He had to learn the hard way what would and would not convert. He learned that he couldn’t just outmarket a lame offer. Tyler had to learn that demand generation is the only way to do things at scale, and he really struggled with demand generation. Later when Tyler built Lead Roll, he had to learn how to solve the SDR puzzle with the “closer system”.  His failures with Lead Roll were: What is it really? He didn’t define what his product was - he just did whatever he could to generate revenue. The market has to decide what your product becomes. Don’t put your product in a box. He realized companies needed way more help than they were providing to really be successful. So he had to raise his prices and provide more services to get the results. Firmographic leads have about 97% waste. They had to solve for volume and move away from all the firmographic leads and sacrifice data for actual behaviors. At IntentFlow, they figured out how to identify the demographic details of the person searching for information. (Datalake, Identity Graph, Bitstream Data) he has partnerships with these SSP’s he is able to match search based behaviors with all of the identifying data for that behavior. It’s completely cookie-less.  They are able to reduce CPC costs by almost 100% and the best part of it is that they have a performance guarantee, so they don’t get paid if the leads don’t perform. This is a great option since pixels are going away! So if companies are buying leads from traditional data sources, this is a huge win. Tyler has found that most companies don’t really have a targeted profile for their ideal customer. By solving for identity, you can then retarget in perpetuity instead of just 7 days with a traditional pixel. The leads IntentFlow provides can be used in both inbound and outbound marketing. Tyler says in order to scale: Understand your average market rate to acquire a customer. Reduce your cost to acquire to below cost per lead, you set yourself up to scale. Better targeting will reduce your inbound and outbound cost per lead. Resources: intentflow.com https://www.linkedin.com/in/tjkemp/ leadroll Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 15

36 min 56 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x For Part 4 of my series on influence and persuasion, I will share my interpretation of another 2 components from Robert Cialdini’s powerful book, Influence.  Today, I will be talking about 2 of the strongest and most impactful components in the book. They relate to people being similar to you and social proof. What I am about to share is grim yet powerful.  People have a very strong tendency to emulate others. That tendency is so strong that when the media publishes a story about suicide, approximately 58 more individuals who view themselves as similar and would not normally commit suicide also commit suicide.  People will kill themselves if someone else does it in a situation that appears normal to them. There is even an aspect to that called the Werther Effect, named after an 18th-century book that sparked a wave of suicides across Europe because people wanted to emulate the main character.  If, for example, a young person learns that another young person committed suicide, they are more likely to do the same thing. Older people might take their own lives if they hear about another older person doing it. I am sharing this to show you how powerful it is to identify people you have helped who are just like those you are selling to. I am also sharing this is so that you can protect yourself in situations where other founders, revenue leaders, marketing leaders, or sales reps at the same stage as you, are doing better than you. Investigate the social proof you look at to make sure that it is real and not counterfeit. If you are working with someone in a specific vertical, get hyper-specific about your solution so that others in the same vertical can also leverage your solution to accomplish their goal. Uncertainty makes people want social proof.  People are now starting to take mental shortcuts. Currently, 84% of all business transactions start with a conversation with someone else. Because people think that they can avoid going through a sizeable review process by talking to someone they trust about how to do it. That is why it is vital to set up a referral system. Setting up a referral system will provide you with opportunities from mid-market up to companies worth $80,000,000,000. My mentor, Myron Golden, says that people always want to do what everyone is doing and they do not want to do what no one is doing. When he presents on stage, he calls people up to participate in his program. When people see others walking up, they want to do the same, so more and more people keep on walking up. That aligns with social proof.  Leverage social proof and integrate it through all the different parts of your sales process. Especially if it is a longer sales process and you are selling SaaS or a high-ticket solution.  Reassuring people with milestone testimonials can help them if they feel unsure about moving forward during a deep dive. Milestone testimonials can also help you convert from one stage of the sales process to the next. Even though most people leverage social proof at the close of a sales process, you also have the opportunity to leverage it along the way. That will validate your prospect’s future experience based on what their peers are saying. It will also help speed up your sales process. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 13

10 min 31 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Could you imagine being raised in an environment where it is all about sales? Dailius Wilson’s dad was a VP for Hewlett Packard, so DW grew up listening to his sales calls in the car every day. Even though his dad advised him against getting into sales, being raised in that way helped DW develop the drive and enthusiasm he needed to become the sales expert he is today.  DW is a 4 times VP of Sales. He helps companies grow from zero to $20,000,000 in ARR. He is currently the VP of Growth at GetAccept. He is also a writer for HubSpot and is involved with many different groups and communities. He is joining us today to share his ninja skills and take a deep dive into what he has learned from the many adventures he has had in his life.  Sales is a meritocracy. So you will be promoted quickly and earn well if you can deliver. No matter what stage he has been through in his leadership journey, DW has always loved calling his customers on the phone and talking to them. He still does it today. Regardless of if you are a VP of Product, Finance, or Sales, doing a little bit of selling is a great ethos for success. DW feels that sales, marketing, and growth are all connected because if marketing works the first time, it will result in a sale.  A captivating effective ad that ultimately converts is effectively a digital direct sale from the first marketing effort. Although sales are vital, you can use every other skill you have in different areas to gain respect from others and show them that you are a well-rounded professional. DW’s top 3 ninja skills are: . Think about how you can replace the steps in your day-to-day workflow with technical thinking and machines. That will help you work 10-20 times faster.Automating human processes . There is a difference between writing marketing copy and sales copy. You can add a lot of value by doing those effectively and in different ways. (Like doing a podcast.) As a salesperson, you will gain credibility if you write something authentic every month and share that content with the people to whom you are trying to sell.Mastering content and copy . It is vital to invest in self-improvement. You stand to gain a lot if you spend about 8% of your annual earnings on up-skilling yourself.Continually improving and developing himself To automate your sales process if you are a founder or sales leader, use third-party proof points. You can watch a leading SaaS video or listen to a good podcast. Get inside your own business before making any decisions.  If you are a founder, sales leader, or salesperson, think about exactly what gets done between 9 am and 5 pm. You might see people making calls without doing any research or making any introductory efforts, or following up in any way. Reps need to follow up on all meetings.  As a leader, you need to partner with all the individual contributors, as well as the leadership in the business, to smooth all the processes out and ensure that as many processes as possible can be automated. Think about automating to the point at which you can personalize. It is possible to automate and personalize things simultaneously. It is a good idea to automate your prospecting, if possible.  If you are a leader in a business with around $1,000,000 in revenue, you should already have a strategy that works for product-market fit or a customer or industry that you are already selling to successfully. Use that as a blueprint. Then, think about 3-5 pain points that occur within that market, and direct your marketing, messaging, and sales points around those pain points. Talk to individuals about the problems they are experiencing. That will make your approach more organic and palatable. 95% of people can be up-skilled quickly and effectively when it comes to their writing abilities. Sales writing follows a predictable formula, so it helps to incorporate a structure in your writing. As you become more comfortable over time, you can start to deviate from the structure. Scott Barker, a good sales leader, landed himself in a good position by focusing on telling the right sales stories and finding the right salespeople.  The best thing for a leader to see is their people becoming better than them. That will lead to mutual respect. Try to double your net worth or your knowledge every 12 months, even during difficult times. It helps to diversify your strategy and have multiple income streams. Ask people you respect who influenced them.  DW enjoys listening to Lewis Howes’s podcasts and The Masterclass. DW’s number 1 tip for growing from zero to $20,000,000: Take the pressure off sales and put it into closing. If more than 50% of your leads are coming from outbound, you will find it hard to grow. Learn to live by the 80/20 rule of bringing in 80% of your leads from inbound, and 20% of your big deals from outbound. If you live by that rule, you are sure to scale. The steps you need to follow for growing from zero to $20,000,000 are: Build a category that you can own and dominate for what you do. If you create a new trend, your name will be the first to appear on Google. Invest in zero-cost growth strategies as much as possible, as early as possible. Find a way to keep people infused into your business, even if it means giving away part of your company. That will create brand loyalty in your employees and incentivize them to stay. Links and resources: Find Dailius Wilson on LinkedIn Books mentioned: The Hero’s Journey by Joseph Campbell The Hero's 2 Journeys by Michael Hauge and Christopher Vogler To Sell is Human by Daniel H. Pink Harry Potter by J. K. Rowling Lewis Howes Podcasts The Masterclass Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 8

35 min

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Today, I will cover another 2 principles from Robert Cialdini’s book, Influence, and explain how to apply them in your life and sales situations.  In this episode, I will share my interpretation of the Forbidden Principle and explain how to get customers to stay true to their word in terms of identity. People always tend to want what they cannot have and hate it when they cannot get it.  Some examples of the Forbidden Principle are: You had a crush on someone when you were young. But when you started dating them, you found it disappointing. When you wanted something, like a particular car, but felt let down soon after getting it. People find it hard to come to terms with not getting something they want, especially when they are on the B2B and buyer side. When you are selling higher ticket items or enterprise software, speed is vital.  A great way to use the Forbidden Principle to close customers is to use the Reverse Close. That means telling your customers that they can have something, but they cannot get it right away.  Use the Forbidden Principle in the murky middle phase towards the end of a sales process. Use it with customers you have already built a relationship with, those who are aligned with you, and those who are already on board with your solution.  Tell your customers that due to all the demand, even though the resource needed to implement what they want is there, they might have to go to the back of the queue and wait several months to implement it if the deal does not get wrapped up quickly. If you knock several months off a sales cycle, you could get 2-3 times more revenue with the same staff and resources.  Another simple example of the Forbidden Principle is based on identity. A psychologist, Tom Moriarty, did a study on human behavior. He found that only 20% of people sitting on a beach would do anything if they saw someone stealing from someone else’s towel or bag. If, however, someone asked someone else to watch over their things while they went to the bathroom, 95% of people would take action if anyone tried to steal anything. In fact, those in his study (the 95%) felt so morally obliged and became so vigilant that they would physically tackle anyone who tried to steal something.   When it comes to community, reciprocity is very prominent at the core of all humans. Identity and being true to our word are also very prominent with us as humans.   If people commit, they feel obligated to follow through. So, towards the end of the sales process and just before you are about to close someone, do them a favor or help them out. That will plant the seed in their mind, or pre-frame them, to help you out in return.  Ask your customers to commit to doing a testimonial for you after the deal gets signed. Explain to them that the testimonial will help you to help others like them. Also, once the deal is signed and you have successfully executed what you promised, ask them for three referrals.  That element of persuasion is a great way to get your customers to pre-commit to doing some other things besides giving you testimonials and referrals and helping you out. It will help you expand in the next phase of the solution you have given them. If you use these potentially game-changing elements in your business consistently, amazing things are bound to happen! Links and resources: Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Robert Cialdini’s book, Influence Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 6

16 min 44 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x How you do one thing in business will lead people to believe that it is the way you do everything else too. It is vital to understand that, especially when it comes to sending out spam messages.  Judi Fox launched her company in 2008-2009. Since then, she has been using LinkedIn to generate business for herself, her clients, and her customers. In this episode, she shares her best practices and explains how she helps others get big business on LinkedIn. Much of the advice given for LinkedIn, especially around spam messaging, comes from those who tend to forget that different businesses have different sales cycles and lead times. That also pertains to building trust and negotiating contracts.  If you enter into a contract with someone and then send them spam, the relationship starts off by leading them to believe that you will continue to treat them in the same way over the years you work with them.  You do not have to build thousands of long-term relationships to have a thriving business if you have a high-ticket or high-trust item in the financial service industry, the medical field, engineering, or technology. Lean into having referral partners and public conversations. Spamming people will not work on LinkedIn. Having public conversations on LinkedIn will convert to more responses to your direct private messages. Go onto LinkedIn-not to create content, but to create a list of people who are always having great conversations. You can then show up and add to those conversations. That will show people how you talk to others and make them more inclined to reply to your direct messages. Start with the LinkedIn news. Pay attention to the content created by the LinkedIn editors (particularly that of Dan Ross, the Chief Editor) and notice what they are promoting. Those are the conversations that you should join and amplify on LinkedIn.  Be a good communication partner. That will earn you the right to talk privately in your direct messages about things you would like to sell. Create a list of 10-20 of your niche clients and parallel business partners who get a lot of attention on LinkedIn, feed into your business, do not compete with you, and could become excellent referral partners. That list could serve and sustain your business for the next five to ten years if you involve yourself with their conversations. Your success on LinkedIn depends on how you set yourself up to build enough trust for people to refer you easily.  It takes time to build up the trust and credibility needed to create a great referral pipeline.  In The Tipping Point by Malcolm Gladwell, there are Connectors, Persuaders, and Mavens. Here is a summary of each one: Connectors might not be great referral partners or make things happen for you, but they can alert you to what could work and open doors for you. Persuaders might not have more than 100 followers, but they are persuasive people. They can tell their followers about something new in a way that motivates them to take action. Mavens enjoy summarizing their finds, information, and networks and tend to give shout-outs for free. Links and resources: Find Judi Fox on Instagram Judi Fox on LinkedIn Books mentioned: The Tipping Point by Malcolm Gladwell You Squared by Price Pritchett Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Sep 1

28 min 8 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Today, I will be taking you to the next level of persuasion and influence. I want to give you 2 nuggets to apply in your business. There are many different areas where mental shortcuts can be helpful for you. In this episode, I will go through 2 more principles from Robert Cialdini’s book, Influence.  I will be covering #3, Contrast, and #4, Scarcity today. I’ll back them up with real-life sales examples to show you the power of the principles and help you apply them directly in your life and business. The Contrast Principle:  A big mistake that startup founders, salespeople, and even VPs of Sales make is that they do not always have a tangible ROI. If you have a solution to save money, you need to be very specific about exactly how much it will increase your revenue.  When a buyer wants to use contrast to help them decide if the value on a return is worth giving up a certain amount of money, they need to know exactly what the value of that return will be for a different amount of money.  For example, if one company has a 36-month sales cycle for a $1,000,000 deal, and another company has a 9-month sales cycle for a deal of the same size, the second company’s sales cycle is only 25% of that of the first company.  Money comes in terms of speed as well as in terms of revenue. So if you look at it that way, after 4 years, the company with the 36-month sales cycle will have $1,000,000 in revenue, whereas the company with the 9-month sales cycle will have $4,000,000 in revenue. That is a difference of 400%! When you talk about the value that your solution creates, the solution for your ROI needs to be identified clearly as a tangible outcome. You need tangible numbers to show how you are reducing costs (from invoices, for example). If you do that, it will be possible for your potential prospects to process their potential revenue faster, so they would get to their number quicker. In terms of the contrast principle, everything needs to be made as clear and simple and as black and white as possible for your prospects. If you do not know the exact outcome, you can give a range of examples to help your prospect understand.  When you can get deep and make your value more tangible, your sales cycle will speed up, your margins will go up, and you will see your competition melt away.  The Scarcity Principle: In human psychology, people want something more if its availability has decreased recently. That’s because they think that the trend will continue and that thing will no longer be available.  So, people want something more if: Its availability has decreased recently There is competition for the same service When the movie, The Poseidon Adventure, came out, the rights for it got sold in an auction format. It was the first time that had happened, and many TV companies were bidding for it. The bidding went up until Barry Diller from Fox News got it for $3,000,000. All the networks were aggressively going after the rights, so there was competition, and there was also recently decreased availability because it was the first time it happened. That was one of the highest amounts ever paid for a movie.  The scarcity principle also works well in marketing when there is a count-down clock for a special offer.  Links and resources: Apply here for a Revenue Growth Consulting Session with me, Ryan Staley. Robert Cialdini’s book, Influence Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 30

12 min 33 sec

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x Today, I wanted to nerd out with you about something that I never thought I would be so interested in! Our topic is persuasion and influence! Did you know that 90% of what you do everyday is subconscious? That means only 10% of what your brain does everyday is done consciously! That’s staggering when you think about it! The reason this is important is not because of how it impacts you, but it’s because of how this relates to your prospects and customers. If you ignore the 90% of the subconscious thoughts that impact how your prospects make buying decisions, then you are likely to be missing out on a ton of sales! 25% of your daily calories are burned by thinking! Who knew? So your brain is constantly looking for ways to conserve energy. That means you have to understand the brain hacks that your prospect’s brain is implementing in order to see more sales. Brain hack #1 - request for reason In a recent study, they looked at the responses given when someone cut in line in front of another person. They were looking for ways to make cutting in line in front of someone else socially acceptable. So they tried different approaches to make this happen. When someone asked if they could cut in line first, more than 60% of the people standing in line responded that it was fine.  Then they did the same experiment but they also gave a reason why they needed to cut in line. They had 2 approaches to the reason - one reason that made sense, and one reason that didn’t make sense.  This leveraged the mental shortcut that our brains make. Guess what happened? 93% of the people said it’s ok to cut in line for a completely illogical reason 94% of the people said it’s ok to cut in line for a logical reason. Why? Because people like to do favors for other people.  Brain hack #2 -  In 1971, Dennis Reagan did a study where he gave a 10 cent coke to half of the people in his experiment.  He later went on to ask the entire group for a donation to a charitable cause. Those that did not receive a coke gave a donation of 25 cents. That was a 25 cent gain on the transaction. Those who did receive at 10 cent coke gave an average donation of 50 cents. That’s twice the amount from the previous group.  This happens because of the reciprocity brain hack. If someone gives you something, reciprocity causes us to want to give back more to them. If you give someone something of value, when it’s completely unexpected, the first thing they ask is “what can I do for you?”. An example of this wwe see play out in our everyday lives is getting mints when a waiter brings you the bill in a restaurant. Likely there are mints or chocolates, stickers or other little gifts.  Just by doing this simple little gesture, wait staff increase their tips by 17%. Some wait staff will do this by offering you a to go drink or something else that is more customized and personalized to your tastes. When they gave the customized gifts, they found that tips increased by over 30%. You could use this technique in a situation where you want referrals, but giving an unexpected gift to a customer, they will be much more likely to want to do a favor for you! You can leverage these tips to improve your close rates and get much further with your prospecting. Need help scaling your revenue? Ryan can help! Apply to work with him at https://scalerevenue.io/apply Robert Cialdini’s book, Influence Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 25

16 min 18 sec

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x Today’s episode is part 2 of the interview with Mark Metry. We pick up with Mark explaining that the gut microbiome has so much to do with how we handle stress and anxiety because of the Gaba neurotransmitter that is manufactured in the gut.  Gaba helps regulate your feeling of calm. If you’ve ever been around someone that is constantly anxious and restless and can never really settle down into a place of calm, they probably have a problem with the Gaba neurotransmitter. All neurotransmitters are made out of the same chemical compound, which is called amino acids. Amino acids aren’t something that your body creates, you have to get them from the food that you eat.  Mark’s formula for healing your brain: Fix your nutrition - To change your stress and anxiety levels, you have to start with food. The food you eat gets used by your brain to rebuild your neurotransmitters. These amino acids become the build blocks for rebuilding your brain. What kind of food should you primarily be eating?  Healthy sources of dietary fat - eggs nuts, red meat, avocados,  When you eat the standard American diet, full of processed and junk foods, it literally decreases the brain’s ability to utilize the healthy foods you feed it. Experiment with mindfulness meditation. Take healthy supplements. Fix your sleep. Then your brain will begin to slowly calm down and heal.  Then you can use that as a bridge to: Create new healthy habits. Begin to read, etc. You have to address the brain first and get that in order, then bring the body in sync with the brain. Supplements for Brain Health: Omega 3 fatty acids Vitamin D Magnesium L-Threonate - for sleep and anxiety issues Gaba supplement - for anxiety and calming yourself down Ryan likes to take Udo’s oil - it’s an essential omega 3-6-9 stack and it’s mainly derived from plants. Wondering how coffee affects your mental health?  Mark says coffee is a powerful medicine that has been misused by modern society. Mark’s tips to keeping coffee in a proper role in our lives: Don’t grab coffee first thing out of bed. Hydrate first and eat breakfast. Go for a walk and give your body a chance to acclimate before you hit it with coffee. Based on studies, smaller cups of coffee throughout the day are much better for your body than huge amounts less frequently. If you have anxiety, your brain may process caffeine differently, so consider adding a fat to your coffee to give you brain a chance at processing it better. Alcohol: Alcohol can be a bit of a wild card in terms of social anxiety. Many who struggle with social anxiety also struggle with substance abuse because it can ease the social anxiety. Alcohol drains your neurotransmitters and your brain borrows it for the next day, which makes the next day horrible. Mark doesn’t use alcohol at social functions because he wants to give his brain practice at handling social situations.  You want to avoid using alcohol as a medicine to be “yourself”.  Mark’s Guide to Supplements Noowave Coffee OliPop- an alternative to soda IMRS Mat Connect with Mark - www.markmetry.com Need help scaling your revenue? Ryan can help. Apply to work with him at https://scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 23

26 min 34 sec

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x Not all entrepreneurs are extroverts. In fact, many entrepreneurs self identify as introverts and on top of that will claim to have some social anxiety both in business and personal situations. Mark Metry suffered from social anxiety for many years, without even realizing what it was. Mark had thought he was introverted for much of his life, never realizing that he was actually suffering from social anxiety. Mark even got to the point of being depressed and suicidal. At one pivotal point in Mark’s journey, he began processing his feelings. One revelation he had that helped heal him was realizing that he was trapped in his head.  The start of overcoming his anxiety was the realization that he was not his thoughts. This sent him delving into the neuroscience behind thoughts and what makes them subconscious vs. conscious thoughts. Understanding this difference helped Mark begin reversing out of his depression and suicidal thoughts.  Mark uses the cognitive bias codex to help understand how to hack his brain function. Our brain has effects and illusions that help create our reality. The spotlight effect is one of these illusions that heavily impacts people with social anxiety. The brain is the hardware that houses the mind. If the brain is the hardware, the mind is the software. Both have to be in sync in order for you to have good mental health. How to shift your belief system that your brain holds: Rebuild the foundation of your brain from the ground up.  Go in layer by layer and rebuild your house. It’s a combination of science - the gut microbiome has a lot to do with it. We have multiple layers of consciousness from bacteria in the gut microbiome. Serotonin is a neurotransmitter that is designed to figure out where you fit in society - your status. It goes off partial information, so it may be partly right and partly wrong. 90% of the serotonin neurotransmitter is processed in the gut microbiome, based on the food you eat and the stress levels you have. “The 2nd Brain” is the name of the gut microbiome. Your brain creates algorithms and stores them in the brain.  When you are stuck in anxiety, you have to get your brain out of the cycle. Join us for Part 2 of this interview to get the tactical steps for overcoming anxiety. Need help scaling your revenue? Ryan can help. Apply to work with him at https://scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 18

38 min 26 sec

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x If you’ve worked really hard to build deep and intimate relationships with a client and invested a ton of time and effort along the way, when it comes time to sign a deal, you want it to be with you! It’s disappointing and completely deflating when you lose the deal after investing so much in the relationship. Today, I’m sharing 3 frameworks to go from having million dollar years, to closing million dollar deals. In today’s market, the skills that I am going to share with you today are going to be more critical than ever. When moving from selling transactional deals to recurring revenue of tens of thousands for dollars, you have to make a shift. What you have to remember is that when the type of sale shifts to MRR from transactions, the number of people involved changes. It’s no longer just your contact making the decisions, so you now have a tribe of people responsible for the decision. The tribe overrides the relationship. If there is no relationship with the tribe, they look to logic to make a decision. If there is no logic, then likely a decision doesn’t get made and nothing changes. Sometimes doing nothing is more advantageous for their careers than making a wrong decision that ends up backfiring. Understand the top 3 biggest problems in their department. What are the most important projects behind those problems? Focus on those 3 biggest problems. Now look at those problems through this lens: What’s their biggest problem growing revenue? - topline expense What’s their biggest problem reducing expenses? - bottom line expense What’s their biggest problem reducing customer churn?  Align your solution to help all 3 areas.  If you put every solution as a direct impact to those 3 main focus areas, and back it with the logic of solving their 3 biggest problems while bringing in focus the 3 outcomes the company wants anyway. Then the solution will become a no-brainer. Your job to be successful is to close all the doors except for one. So this will allow you to only pursue opportunities that will close. Don’t overvalue the relationship. Focus your solutions through the lens of growing revenue, reducing expenses and customer churn. Need help scaling your revenue? Ryan can help you. Apply to work with him at https://scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 16

14 min 11 sec

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x Brad Seaman is the CEO of MonsterConnect, a company that focuses on helping outbound sales reps be more productive. He also created a call center technology company. Brad loves the complexity of B2B business solutions and the convergence of AI in the space. The difference between inbound and outbound sales Outbound - it’s a proactive outreach and you have to qualify the leads to make sure they can buy and that they are a good fit. Could be phone, email, linkedin outreach to pre identified targets. Inbound - people may be ready to buy but they aren’t always a good fit. Ultimately, sales comes down to: Quality Quantity Speed If you don’t have your brand established, inbound sales is a long game. If you are not getting the results you want, you probably aren’t doing the work. Many times your revenue goes up when you are prospecting (whether you close the deals or not) and when you stop prospecting, your revenue goes down. Action creates results. Characteristics of Outbound Sales: It’s a metric you can control. It’s a proactive action you can take. Sales cycle is longer. More profitable sales. The sale is not as competitive. It’s not an inbound vs. outbound scenario - you need to be doing all of the activities needed to get a sale. Brad believes that if you do the work and take the actions, you will get the results.  A secret hack for outbound prospecting: If you read job posts, many times you can glean data that can tell you the direction they will be taking in the next few quarters. The best intent data is job postings. Brad says to read the job posting backwards and you can glean a ton of data. In looking at job descriptions, you can also identify which companies are pro outbound sales. You can also identify the pain points that company is having and may be looking for solutions for. As a sales person, they can be your best data source. They allow you to be a storm chaser instead of an insurance salesman. Most companies don’t really understand why people buy from them in the B2B scenario. ZoomInfo is a good tool to develop a data set. Having a team dedicated to identifying targets and creating the data around those targets can be a great resource for sales reps. The best outbound process is one that you actually do. Resources: Brad Seaman on Monsteconnect.com Brad Seaman on LinkedIn If you need help scaling your sales, Ryan can help you. To apply to work with Ryan, go to scalerevenue.io/apply. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 11

34 min 47 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x There’s only one thing that sucks worse than losing a deal to a competitor… That’s losing a deal to no decision being made! It happens all the time and it’s like the ghost that comes out of nowhere and kills all your whales! Today, I’m showing you the simple 3 step framework to keep this from happening to you. When you are dealing with whale prospects, you utilize massive amounts of: Time Energy Resources Emotion So, if you get nothing from those deals, it can take a lot longer to recover. Whale deals are not for the faint of heart! I’ve learned this lesson the hard way - from working my way through about 1000 whale deals, and I don’t want you to have the same learning curve that I did. When you are dealing with whale prospects, it all boils down to this... 3 Questions of the Career: What are their Career Priorities? What are their KPI’s? What is their Career Vision? Timing is one of the most important things you are dealing with in whale prospects. The average time a person spends in a C-Suite role is 16 months. So, if you let a deal drag on for too long, you’ll have to start all over with the next executive. To keep a deal from going cold, find out: What is the most important thing in their career right now? (What is important to them) For your role, what is success and how is it measured? (How are they evaluated?) What is your vision for your job and your career? (Where do they want to go and what’s the outcome they need to get there?) When you structure a deal to help the client hit their KPI’s, the deal will get done almost instantly because of the massive incentive it provides. When you can help your point of contact position the solution you are providing as a win to Sr. Management, then you play a role in getting your contact to achieve their goals, while the company meets theirs, and you win the deal - no matter how you chop it up, those are wins all around! Results: You get bigger deals Your deals will close much faster Need help scaling your revenue? Ryan works with companies one on one to make this happen. You can apply to work with him at: scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 9

15 min 24 sec

Are you ready for a Challenge?  Join me LIVE with other CEO’s, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/go Today, I’m sharing with you something that I learned strictly by taking action. This wasn’t a situation where I was pondering or researching to try and find answers to my problems, but this take away happened because I was taking action. What I am talking about is creating strategic byproducts. Now, when this happened to me, I didn’t actually get the results I was looking for. I actually made quantum leaps in my business in a fraction of the time. A strategic byproduct is a term used by Dan Sullivan and he defines it as an unintended byproduct of taking actions on another front. My strategic byproduct happened as a result of me wanting to serve the market in a different way. I shifted my business model and had to stop doing what was working in order to serve people at a higher level. In the book, Quantum Leap by Price Pritchett, he lists out some common traps that can inhibit our growth: “The more of the same trap” - reliance on trying harder rather than trying differently. The Faith in the Familiar Trap - relying on your usual routines for success. The What isn’t Seen Isn’t There Trap The You Have To Do It All By Yourself Trap The Playing It Safe Trap The Choosing the Wrong Risk Trap The passivity Trap - wishing for what you want instead of pursuing what you want The Failures Aren’t Allowed Trap - the unwillingness to make mistakes, interpreting problems as proof that you should give up and quit, , The Perfect Timing Trap - waiting for the right circumstances 4 Strategic Byproducts that came out of my business shift: Created 2 new partnerships from being on Clubhouse for an hour. My messaging wasn’t hitting the market right - closed the gap between my message and the results I was getting. Learned more about my market in a week than in the previous year. I am not afraid to test anymore. Failure findings = leveraged learning. I can try 10 new things and 9 of them won’t work, but one of them will. So, I will double down on the one thing that works and then find 9 new ways to try something. Then rinse and repeat! The Quantum Leap Strategy by Price Pritchett Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 4

14 min 58 sec

Are you ready for a Challenge?  Join me LIVE with other CEO’s, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/go I am continually fascinated by looking at what billion dollar companies are doing to achieve success.  When you reach that status, it’s probably pretty certain that they’ve had their share of failures before they achieved that success. So, anything I can do to shortcut or hack my way to success on the back of their success, then I’m all in. Today, I’m sharing one of the most counterintuitive hacks I’ve ever seen, and I found it by looking at Hubspot! Hubspot is probably the #2 Sales CRM, and they are only eclipsed by Salesforce. They recently crossed the $1B ARR mark. Their traffic sources are: Content - 6-7% Google - 24% Word of Mouth - 30% Logic creates decisions. Emotions create action. You create emotions by your messaging and your relationship with them. I see companies that: Have an amazing product Have a 90% retention rate. Don’t talk to their customers after selling them a solution. If you develop a deep relationship with your customers, not just in the initial sales phase, but all the way through the customer lifecycle, then you will get the WOM effect. The impacts of having these well developed relationships with your customers is: It will reduce your churn rate. It will increase your net promoter score. You will begin to get inbound leads. Companies will spend more. The sales cycles will be faster. Your margins will be higher because they have a relationship with you. These are the 3 questions of the relationship: Relationships to people - who are the most important people in their lives and why? (who and why) Relationships with passions. (What do you like to spend time on outside of work?) Relationships to the person. (Why do you like that the most?) Leveraging these 3 questions will allow you to develop much deeper relationships with your clients than anyone else. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Aug 2

18 min 46 sec

Are you ready for a Challenge?  Join me LIVE with other CEO’s, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/go The reality is that buying behavior is changing and we need to be aware of these trends so we can adapt and change so our numbers don’t stagnate. I read some really interesting data the other day and I wanted to make you aware of the data. It’s from a Forester 2021 buying study with over 1000 respondents. Looking at things from the buying process will help you get more sales. How are buying habits changing? Buyers now means a buying group. 63% of companies now have 6 or more people involved in the buying process.  It’s a more complex buying process. The number of buying interactions jumped by 10, going from 17-27. Trust is a huge factor.  Buyers go everywhere for information. Self directed research is king. More options = less clarity. These 3 important areas of buyer considerations that you need to keep in mind if you want to be in the top 1% in sales. If you want to be a leader in your space, you have to become a student of the game. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 28

9 min 14 sec

Are you ready for a Challenge?  Join me LIVE with other CEO’s, Founders and Revenue Leaders from August 2nd-6th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/go In looking at how many software companies are growing their base, I am finding that some of the more successful ones are really investing in referrals. Now, you know I love referrals as an easy way to grow revenue, so I thought it was worth diving into a bit more. There are 3 ways to increase your WOM Metrics: Measure Mandate Magnify Measure: A lot of companies don’t track what percentage of customers comes from word of mouth. This is a key metric. HubSpot is a ninja in marketing and content marketing and 33% of their revenue comes from word of mouth referrals. Mandate: It has to be a mandatory work flow to ask “Where did you hear about us?”.  Ask at multiple points in the sales cycle - sales reps need to be asking and it needs to be built in the automation. Magnify: If you focus on it, it grows. If you set a goal for the metric, it grows. Bill.com just had an IPO and saw 50% of customers come from other customers. If your percentage of WOM grows over time, that’s a good sign. This is how I grew my business, starting from zero, with no marketing department or anything. Accelerate It By: Getting your customer the outcome they need with the solution you provide. What is your mini-brand (niche)? Focus on that before you start expanding. Systemize the referral process. Don’t get distracted. Stay focused on where you have synergy. Share social wins. I’m such a fan of referrals because: Referrals are the cheapest traffic you can get. They cut the sales cycle in half. They are 120-150% more profitable.  Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 26

15 min 37 sec

Are you ready for a Challenge? Join me LIVE with other CEO’s, Founders, and Revenue Leaders from August 2nd-6th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/go Have you ever learned something in your career the hard way? Often, we only realize the value of lessons much later when we have gained a lot more experience. Today’s guest, Sam Jacobs, learned about humility only after quitting his job in investment banking to start a record label that failed abysmally. He also learned some vital lessons after getting fired multiple times from several different companies over the last decade.  Sam has had a huge diversity of experiences. He is the Founder and CEO of Pavilion, the premier community and premier development platform for high-growth leaders and their teams at every function. After grinding for a long time, Sam started Revenue Collective as a group therapy session and community for his friends and peers so that they could support each other, help one another find jobs, and get better at their jobs. He started the community as a group in New York. They got together every quarter to talk about their problems and challenges over some drinks or a meal. People from all over the world started hearing about it. They began reaching out to Sam to start new chapters. So they got some other chapter heads in London, Toronto, Boston, and Amsterdam, and they also added Indianapolis, Denver, and Atlanta.  Revenue Collective started charging dues at the start of 2018. Sam was still working then, so it was a side-hustle for him. After getting fired from his job a few months later, he decided to do it full-time. He figured that if he got 2000 paying members, he could survive in New York.  It was a huge success, and they rebranded to become Pavilion. The mission of the company is about helping each person get where they want to go in their life through their work.  Pavilion was profitable, and Sam was not planning on raising any money. However, he got an email from Elephant Ventures, offering him $25,000,000. So he took the money and used it to build his company to where it is today.   Getting fired sucks for many reasons, regardless of how much you get paid for severance. Despite making a lot of money at Gerson Lehrman Group, Sam was not happy there. He went through a divorce at the same time as he got fired from GLG, so he lost a lot of money, and his income also dropped drastically. That was the start of a radical transformation for Sam. Sam went to work for Axial in their very early stage. After getting fired, he went to Livestream. He left there to join TheMuse.Com as their CRO and, after seven months, was asked to leave. They felt he was not a good fit for their culture because he was too hard. He then moved onto Behavox but got asked to leave because he was too lenient.  Getting fired at the executive level is not quite as crazy as getting fired as an account executive. At the executive level, you get fired as an individual contributor because you did not hit your number. If you get fired as a C-Suite executive, however, it is probably because your vision does not align with what the CEO wants to do, and ultimately, you are in service of the CEO’s vision. Although he is introverted, Sam loves to help people. Since starting Revenue Collective in 2016, Sam has been sincerely looking for ways to help his friends and the broader community.  Sam loves hearing about people who work hard, want to be better, do things the right way, and succeed. He recently did a workshop for their Rising Executives Program and realized that 5 of those who joined their January class have already been promoted to VP. Getting fired from The Muse was a turning point in Sam’s life. That was when he decided to stop relying on other people and start charging dues for Revenue Collective. He also decided to try for sponsorship, so he asked Kevin O’Malley of SalesLoft for $10,000 to put together a dinner for him in New York each quarter. Kevin agreed, and Sam started charging dues of $50 per month. 19 of the 21 members paid their dues. Sam kept on moving forward, and more people wanted to join his collective. To build a successful company, you need to find a technical person to build a product. Unfortunately, finding engineers is the hardest part of building a company because most engineers want to work for other smart engineers. That is why you need to have a product-driven founder.  Before, Sam never gave himself the right to believe that his community could get big and never allowed himself to dream.  Covid was an inflection point because everything became digital, and many networking businesses failed to adapt and went out of business. They adapted very quickly, however, and grew 5x during Covid. Over the past few months, Sam finally let himself believe that the thing he was doing could be huge.  A paid membership model is a more elegant way to do things because it forces people to commit, and they can be your customer.  Sam built Pavilion, which is worth $100,000,000, using other people’s tools. That makes him wonder if we could be moving to a world where engineering talent is no longer the prerequisite that it used to be to build a valuable company.  Quantifying his values and writing down what he believed internally for his company (then Revenue Collective) was extremely powerful for Sam. In 2018, he decided that if his company grew to 1000 people, he would stay close to the reasons he started in the first place, keep on checking in with those values, and be as helpful and useful to the membership as possible. You don’t need to be a genius with B2B. You only need to listen to your customers. They will tell you what they want, so keep your mouth shut and listen.  One of Pavilion’s values is: Listen closely. Act quickly. All Sam thinks about is what people need. During Covid, Sam decided to start an exclusive community that people could only join if they were out of work. It was to help people find jobs and provide group therapy for those who could not. He called it On the Bench, and there are currently 200 people in the program. Sam had no master plan. He just tried to do the next right thing. There are 3 jobs for the CEO: Never run out of money Recruit or build a team Set the vision You need to delegate effectively. Sam is lazy, which is good because he delegates. Delegating helps you scale. If you set clear direction and clear values, you can grow. Telling people to go and figure things out is good for creating their self-reliance. It can also be difficult because sometimes it is better to have someone else help you figure things out. The top sales and marketing levers that Sam pulled to get the growth he did from a bootstrap perspective for Revenue Collective were: He created brand affinity by explicitly encouraging people to put Revenue Collective on their LinkedIn profiles. Initially, 50% of the community did it. Now, 82% of the community does it. He created a multi-level marketing component to Revenue Collective because he shares the money from the dues with people for the work they do for the platform. Some of the members tied their brands to Revenue Collective because they benefited personally from a financial incentive for doing that. He does unscalable things that lead to scale, like coaching calls, to show customers that he cares. Sam feels that people are overly obsessed with ‘scale’ on the margin. Venture capital is good if you have a strong product-market fit and a strong go-to-market fit. The limiting factor in your growth is just money, so if you have something that lots of people love, get it into as many hands as possible, and cement your competitive advantage, venture capital can be very powerful.   Venture capital is a bad thing if you misdefine what you perceive to be your exceptionalism, and as a consequence, you take on a lot of money, obligation, and an expectation of growth that you are not ready to deliver on. It could take 18 months to 2 years to work yourself into a position to raise money. Sam cares about a different way of doing business and teaching people that you can split the difference and leave some money on the table. It is okay to do something for someone without asking for anything in return, even if some people take advantage of your generosity. It will all come back to you eventually for what you want to achieve in your life, including making money. There is a different way to live. It is about helping before asking for help, looking to offer advice, and not treating relationships transactionally. Links and resources: Sam Jacobs on LinkedIn Join Pavilion Email Sam Jacobs: sam@joinpavilion.com Need help scaling your revenue? Apply to work with Ryan at https://scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 21

40 min 26 sec

Are you ready for a Challenge?  Join me LIVE with other CEO’s, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/go Right now, there are some really big companies that have tapped into a way to bring in a tsunami of new customers to their business.  Success leaves clues, and it’s important to look at what they are doing and what you can use for your business. I was listening to Tony Robbins speak at a business conference. He asked the crowd of 5000 business owners an important question. “How many of you have a referral system that you track KPI’s on? Please stand.” 350 people stood up. He then went further, asking those who were already standing... “How many of you have 2 or more referral systems that you track KPI’s on? Remain standing.” Only about 150 remained standing. Out of 5000 business owners, only 150 had multiple ways to get referrals and track results. That’s just 3% of businesses. This is the single best way to grow and double your business. So why are so few businesses using it? I looked at about 9 different businesses and at every revenue level, and none of them had a referral system in place. This was proving to be a pattern, and I don’t understand why businesses aren’t using this method. Referrals are a no-brainer because: Referrals have half the sales cycle length  125-150% more profitable than a normal deal because they are from a trusted source. 84% of buyers are kicking off their sales cycle with a referral 83% of customers are happy to provide a referral after the sale, but only 29% of sales reps are asking for referrals. Why companies fail when trying to grow through referrals: They don’t know the profit pathways - you want to stack the pathways. They don’t have a process that is easy to collect referrals - need a super simple model. Behavior = prompt + motivation + ability. They don’t prepare properly. They ask general vs. specific questions, so the referrals they do get are not their ideal clients. They don’t know their prospect’s peaks. What are the avalanche points in the buyer’s journey. Emotion creates action. This makes most companies ask for referrals at the wrong time. Ask when they are happiest. They don’t leverage persuasion properly. You have to “pre-suade” to persuade. Tap into the monkey mind. If you give someone something of value, they feel the need to repay the debt. This is hard wired into human survival. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 19

19 min 9 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x When you become an entrepreneur, networking becomes extremely important. If you come from the corporate world like I did, the focus is always on revenue. Once you leave the corporate world, you have to focus on networking and it becomes much more important. The premise of Larry’s book is based on the NCG Factor.  What is The NCG Factor? A formula for building life changing relationships from college to retirement. When you think about your legacy, it’s important to understand what people are saying about you today, and not only focus on what happens after you are gone. The difference in the smaller pipeline outperforming the bigger pipeline is relationships. Larry interviewed people from all walks of life for his book. He examined both the inner circle and outer circle of the people he  Inner circle - could be as small as 5 people who you rely on. Outer circle - people you meet along the way  Position yourself as an indispensable part of their network. When you become indispensable to others, they will open their whole world to you, not just the things that you do in your job. How can I help you? - ask this question everyday and really mean it. Look for ways you can figure this out in relationships. Ask the question and follow through. Ask only after you learn about the person both personally and professionally. The way you build relationships is the way that you can help yourself personally and professionally. Putting others before yourself allows you to ask for favors when you need them. “If you lead with yourself, you’re going to leave with yourself.” Lead with wanting to learn about the other person. If you help people help you by identifying the people you want to connect with, then you will have better connections and build deeper relationships. Larry’s advice for nurturing inner circle relationships at a high level: Assess who your coveted inner circle relationships are. Ask your inner circle who they can introduce you to. Build the relationships before you need them. It’s easy to fall into the trap of working so hard to hit your goals, and never network outside of your company. Top networking mistakes: Not networking and building relationships Leading a transactional life and not focusing on philanthropy or other aspects of leading a better life. Connect with Larry:  The NCG Factor Find Larry on LinkedIn Apply to work with Ryan at scalerevenue.io/apply. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 14

33 min 9 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Unicorns aren’t as rare as you might think, and I’m convinced that by hacking the success of unicorns, we can create more of them! Today, I’m sharing 3 ways Invisible unicorn companies have bootstrapped their way to a $1B valuation. What is an invisible unicorn? A company with a $1 Billion valuation without taking outside funding. There are 3 methods of becoming an invisible unicorn: Presale Partner Sale Prototype Sale Presale Example - Loot Crate - focused on efficiency over funding. On average it can take 18 months to get funding. That’s an 18 month sales cycle - an 18 month distraction! Instead, they focused on scaling the company organically.  They had a landing page and sold all these crates with geeky pictures. They took the revenue from selling the crates to actually buy the products in the crates that they already sold. Tough Mudder - they presold registrations to races and the CEO used a $7000 investment and turned it into a company with $100M in annual revenue, They used the preregistrations to races to fund the building of the obstacle course. Partner Sale Example - Clickfunnels - they provide marketing software and grew to over $100M in revenue with no outside funding. They achieved $100M in revenue in 3 years. Russell Brunson leveraged JV partnerships and did webinars and gave the JV partner 50% of revenue sales. Prototype Sale Example - Simplisafe - they are a hardware business, which is typically a revenue intensive model. While they were providing the security systems and putting them out there, he kept creating prototypes that he could create at scale. If you need help scaling revenue for your company, I’d love to help you. Go to scalerevenue.io/apply to apply to work with me. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 12

13 min 34 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Today I’m sharing 3 important tactics in Palantir’s billion dollar sales playbook. Palantir is doing a few things differently than a lot of other SaaS companies. What they are doing right can be a lesson to companies from $1M to $1B, so I wanted to share them with you today. 3 Plays from the Playbook: Be flexible with game changing deals - Palantir had initial margins of 18% and they now have 55%, which is in line with other SaaS companies.  Get really good at selling big deals - They have 149 customers, but 66% of revenue comes from 20 customers. They do a billion dollars a year from 149 customers. Systemize your second sales process - their average deal size grew 41% YOY. The average deal size from their top 20 customers grew 34% YOY. Across all segments their deal size grew by huge amounts YOY. If you have a process built into your sales process to sell your existing customers more after they become your customers, your business can grow by leaps and bounds. Case Study: A company I was consulting for did not have a secondary sales process, but had great customer retention. We took one non-sales employee and spent 25% of their time focusing on serving customers at a higher level and systemizing the secondary sales process and in a month and a half the results paid for my 6 months of consulting fees. Just by focusing on the secondary sales process they made a huge improvement in their revenue numbers. Remember - It’s 7-8 times more expensive to acquire a new customer than it is to upsell existing customers. If you need help scaling your revenue and want to see if I can help you, you are welcome to apply at scalerevenue.io/apply. Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 7

10 min 54 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Sometimes when you are going about the course of your daily life, you can run across situations that reveal amazing business lessons. That’s what happened to me last week when I was at the beach with my family on vacation.  All of my family and extended family rented a big beach house in Florida and we spent a lot of time each morning at the beach. One morning around 11am, I was sitting on the beach reading my book while the kids were playing on the beach and my parents were hanging out and enjoying the family. I kept feeling like I was hearing a familiar tune playing off in the distance. Over the course of a few minutes, the music became louder and more familiar. The next thing I knew, all 7 of the kids in our family came running up to all of the adults asking if they could get ice cream!  Sure enough, a surfer looking dude came up the beach pulling a boat on 4 wheels and it had a gigantic cooler on the boat and it said “Gulfstream Ice Cream” since 1997. It was 85 degrees and full sun and we had already been at the beach a couple of hours. We had planned on going to get the kids ice cream later that afternoon. Suddenly, Grandpa (my Dad) looked at me and said, “What the heck, we’re on vacation!” Before we knew it, there were more than 20 people in line to get ice cream, and Grandpa bought a round for all the grandkids! This leads me to the 3 important sales lessons that the top 1% of 1% practice - and that’s why this ice cream guy had been doing this since 1997! Consolidation of customers - choosing a family beach with different generations ensures that there are plenty of people to buy ice cream for the kids. It also means that the average order size may be 8-10, not 1-2. Cravings - be there at the exact right time customers are most likely to buy. We didn’t care that it was 11am and we hadn’t eaten lunch yet. We were hot and ice cream was the perfect remedy! Capitalize on the circumstance - because there were no other vendors on the beach, he could charge 2-3x the price because he executed on #1 and #2. If your sales organization needs help scaling revenue, you can apply to work with me at scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 5

12 min 58 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Do you know what it takes for a company to win? Today’s guest, Scott D. Clary, knows that companies win by having demand generation coupled with a strong and smart outbound playbook. Yet, most tend to focus on the outbound without getting the demand gen or the marketing piece. Scott is a Career Sales and Marketing Executive who is rewriting the book on sales, marketing, and brands. He has worked with execs and entrepreneurs to 10x their business. He has sold and marketed to the most Fortune 500s and Fortune 1000s and featured in over 100 news sites. He speaks globally at industry conferences and has articles written in Forbes, Wall Street Journal, Hacker Noon, and The Startup. Currently, he is running a SAAS sales and marketing organization and is the host of the Success Story Podcast.  Scott understands how to create huge amounts of content to turn any organization into a media company, how to build a community around the content put out by a person or a brand, and how to build the marketing engine of tomorrow.  He is joining us today to share strategies for building the marketing engine of tomorrow and aligning that with a sales strategy.  Scott started working for Bell Canada right after finishing high school, and he was making more money from sales than almost everyone else he knew! He enjoyed the money and was good at his job because he was always very technical, and selling came naturally. He worked for Bell for eight or nine years, always in sales and moving through larger markets after completing university. He made a lot of money and even made the President’s Club for a couple of years. After his tenure at Bell, he went into a smaller telco company where he later went into the first leadership role in his career and sold to large enterprise companies. That role involved complex implementations and longer sales cycles. He left when the company was bought by private equity and went on to do his own thing to consult with other companies and teach them what he had learned in enterprise sales and sales leadership. He did not do well on his own, so he partnered with two people. They did fairly well, almost hitting $1,000,000 at the end of year 1. He had some great experiences and learned some great entrepreneurial lessons. They had set everything up to be project-based, so he did not enjoy the place he was in, and they soon closed that business up. Scott went back to work at the company that eventually led him to where he is now. They had an exclusivity agreement, so they brought Scott on board to bring their software products for broadcast to market through a company called Grass Valley.  After about a month-and-a-half, they were officially acquired. They have been growing aggressively for the past 2 years.  Scott is now a Director at Grass Valley, where he is running most of the SaaS development, SaaS sales, and Saas marketing, as well as helping to modernize, revolutionize, and change the business. Scott describes what he does at Green Valley to be like leading an innovation unit within a much larger company.  Grass Valley does about $600,000,000 in revenue per year. Scott’s side-hustles are a podcast and writing a newsletter. Any company needs to have sales and marketing alignment and congruence. Although that might seem obvious at a service level, if you take a deeper dive, you will realize how many companies have disjointed sales and marketing business units.  A process for implementing a strategy and execution process for sales alignment: Step 1:  Find your first 50 customers. You then need to find a product-market fit and build out a customer profile or a buyer persona. After that, you need to give that to a marketer to develop demand against the customer profile or a buyer persona to start bringing in leads.  Step 2: A sales leader needs to build an outbound sequence that matches the ICP and BP that your marketing has bought into, and is marketing to. The outbound sales messaging must target the same ICP buyer persona. Solving the business pain points with which CMOs tend to struggle should drive the majority of your marketing collateral, which should be the content on your blogs and social media, and be covered in your webinars.  The sales must use a personalized outbound, target the same profiles, and solve the same pain points as the marketing is advertising for. That will bring alignment. Both the sales and marketing departments must be congruent and aligned with the personas to create the best possible customer experience. Having similar discussions in both business units will encourage CMOs to book a demo. After getting the initial alignment, you must have your Marketing and Sales Executives constantly feeding information to each other to keep on updating that persona. There should also be scheduled one-on-ones between the VP of Marketing and the VP of Sales to discuss the lessons they have learned. That congruence needs to be maintained as the organization grows. Scott feels that to be an effective marketer you have to take advantage of every single channel on which your company can show up.  To do that, you need an effective, reliable, and educational content strategy that can answer any question your buyer may have. The easiest way to do that is to have a long-form, educational piece of content that you break up into blog posts, YouTube videos, or podcasts. Then, break it up even further into 2-4-minute pieces that go on Facebook and LinkedIn. Break that down even further into a 60-second piece that can go onto Twitter or TikTok, or a 30-second piece, that can go onto YouTube Shorts, LinkedIn Stories, or Snapchat Spotlights.  To summarize: Show up all the time. Win the war of attention on social media. Find a content strategy that is replicable and scalable. To repurpose a piece of content across the platforms: Figure out your target market. Get to know the questions that your target market has. Create a pillar piece of content and use it on a platform like a podcast to interview as many different experts as possible. Use questions that you know will drive traffic and that other COMs also want to know the answers to. You can take it a step further by turning a video into a blog post by: Creating show notes for the podcast. You can write a blog post. You can use otter.ai to summarize your ideas before writing your blog post. Title your blog post in line with the high-search volume queries that someone has to get Google to direct people to your article. You can take the answers to your questions from the podcast to Quora to drive more traffic. You can break down the podcast content into a 2-minute clip and optimize it for grabbing attention on social media. You can do the same thing, sub-60-seconds or sub-30-seconds, for Instagram Reels, TikTok, LinkedIn Stories, Snapchat Spotlight, or YouTube Shorts. Remember that at least 90% of your content must be educational. The best platform for creating revenue from Scott’s strategy for B2B is LinkedIn. For non-B2B, the only channel that Scott sees effectively flow into other social media channels is YouTube. Links and resources: Scott’s Website On all social media: @ScottDClary The Success Story Podcast answerthepublic.com Canva Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jul 1

37 min 24 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x I’ve been having a lot of conversations with tech founders and CEOs as I try to understand the VC world more. In the beginning, most founders just want funding. That’s all they need. The business news cycle would have you believe that virtually every company is a unicorn and gets massive amounts of funding. However, I want to give you a case study of a $300M exit so that you can understand the mechanics behind the numbers. The numbers behind this case study are very telling.  Things you need to know as a Founder: Only 3% of companies make it through to get another round of funding VCs put in only about 10% of the investment up front VCs get 15% interest in the entire investment YOY VCs expect 3x,3x,2x,2x returns in each of the next 4 years VCs walk away with almost 2000% ROI Most founders get fired within 2 years of VC investment If you are seeking VC funding for your startup, you should: Do your research Numbers don’t lie - understand what the expectations are Know what you are getting into - the shelf life of a CEO is less than 3 yrs. Need help scaling your company? I may be able to help you scale and you can apply to work with me at: https://scalerevenue.io/apply Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jun 28

13 min 29 sec

Would you like to know how to create a micro-community for your customers and learn to leverage community internally with everyone working for your organization? The power and value of a community should never be underestimated! Building a community will allow you to gain more customers from referrals, provide more value and build long-lasting, impactful, and meaningful connections with people.  Today’s guest is Galem Girmay, the Co-founder of RevGenius. Galem built, developed, and cultivated her community from zero to 5,000 in just 3 months! She is joining us today to talk about the value of community and explain how to create a community internally and externally.  EPISODE NOTES Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x Building a community for potential customers within an organization will enhance the diversity of the people joining that community.  You can look at building a community in two ways: You can do it internally with the people with whom you work, to build a stronger culture within the organization. You can do it externally by building strong relationships with your buyers, clients, or prospects. It is powerful having a community of buyers and various personas all in one room because they learn from each other. They will gain from the value you provide them with, and they will look to you for guidance.  Creating a community will allow you to help people create networks to build themselves up and become impactful leaders within their industry. You will also gain more customers from referrals and provide even more value. A virtual community is a community that starts online. After creating either an online or an in-person community, you will need to think about switching and creating a program that will also work the other way. Some things that will help you when you create a community: Build out content for your buyers. Build out case studies with those in your communities. (That will give you direct access to your buyers or clients.) Provide insights. Creating a buyer community will allow you to give different types of input to a diverse pool of people from various backgrounds and industries with different strengths and skillsets. It will also give you a different perspective that could help expose any blind spots that you might not have even known existed.   One benefit of having a strong virtual community is connecting with people all over the world and learning from them and their different cultural aspects. Think about who your audience is and where to find them. Also, consider the different areas they are coming from. (Eg. enterprise, mid-market, or entrepreneurship.) With all the changes that have been happening globally over the last six months, building a community is critical right now because it will help humanize the experiences that people have been having.  Having an online community helps people think outside of the box to find new ways to connect and build meaningful long-term relationships.  Building different programs for people, and providing them with value and additional resources, is a way to become a go-to thought leader and build long-term relationships in your community space. Continuing education and exploration becomes a lot easier when you are part of a community. When putting a large event together, you need to pre-plan and think about how you will support the people after the event. When creating a community, you need to get people into the community and also think about what you can do to hold people’s hands, keep them engaged, and convert them into a buyer, once they are in the community. You can continue to keep people engaged with conversations and content, and you can answer any questions people might have after a webinar in your community. Galem’s suggestions for milestones when creating an online event: Find a platform like Slack to host the event. Invite all the speakers and create multiple channels within the platform for all the speakers. Get everyone who registers for the event to join a community so that they can get all the event resources and hopefully connect with you to have direct conversations and ask questions. Continue with your relationships going forward. That will be beneficial to everyone involved. Look at the entire online process from a holistic perspective, and humanize it wherever possible. Creating a micro-community is a great way to humanize the process. To overcome your fears of starting a community: Understand why you are doing it, who you are doing it for, and how to make it happen. Think about the format (audio, video, or both) and how you want to present it. Keep your thought processes aligned with where you want to go. Think about how you can scale it in the future. Galem’s community focuses on sales, marketing, revops, and leadership. When creating their podcast, they wanted to do things differently. They wanted people to engage and come back to their podcast regularly. So they decided to allow people to attend their recordings in person. They also wanted people to be able to jump in with their questions and get a response immediately, so Chalk.com allowed them to create a community room where people can listen and ask questions. The biggest mistakes that people tend to make when building a community: Not fully understanding the mission and purpose behind the community. Not fully understanding what they want the outcome to be. Not having all their ducks in a row before launching and going live. Links and resources: Galem on LinkedIn and Twitter The RevGenius website Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jun 23

26 min 21 sec

Currently, I’m in 2 masterminds for my own business development. One of the mentors has a lifestyle business and he works about 15 hours a week and makes about $3 million a year. The other has grown a performance based business to almost a billion dollar valuation. I just came back from a mastermind event just on fire with ideas to try and implement big things to hit a crazy goal. When I got everything mapped out, and I was all hyped up and my brain was just on fire with all these ideas. Then I looked at my top 3 goals for the week and I realized I didn’t hit any of my goals this week. What the heck was I doing? When we look at one common theme of successful entrepreneurs, one thing they all have in common is this...an ability to stay focused! That’s it! It makes all the difference though. So, I found this focus exercise in Dan Henry’s Digital Millionaire Secrets book: Write down the most important things - create a circle with all the things you are focused on, edge to edge as you go around the circle. Then draw lines towards the center so your circle now looks like pizza wedges. Now go and delete to complete - delete your focus areas down to 3 for right now. And you can’t go on to number 2 until you finish number 1. You always have to finish the next one before moving on to the next number. I share a quote in this episode about what focus really is...it boils down to figuring out what to say no to! I challenge you to do this focus exercise yourself! Resources: https://scalerevenue.io/apply - if you need help scaling revenue and implementing sales systems https://Ryanstaley.io - if you want to connect to drop me a note Follow me on LinkedIn Digital Millionaire Secrets  by Dan Henry Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jun 21

13 min 12 sec

Are you tired of constantly receiving tons of spam from automated businesses? Although business automation is a growing trend right now, it is not for everyone. Today’s guest, Mark Firth, is a B2B Growth Expert who leverages LinkedIn regularly. He has attracted hundreds of clients to his business and made millions of dollars since early 2018. Yet, he has not touched a single piece of software in all that time. Mark is joining us today to share his zero automation approach to running a successful business. >>>Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x<<< Mark began his career in B2B sales in 2003, doing cold-calling. He started at IBM, then worked for Siemens, and then for what was known as the Dealer Channel in Telecommunications and IT in the United Kingdom.   Mark went into corporate to make money, have time, and get freedom but got none of those. Although he was earning six figures, it was not enough for what he wanted to do with his life. So, by the time he turned 30, he had had enough of the corporate world.  Mark started his business, Linkedpreneurs, to help other small and solo business owners to grow their B2B closed share consulting or small businesses. The difference between Linkedpreneurs and other organizations is that they use zero automation. Although Linkedpreneurs leverages LinkedIn, they have not used any software since early 2018. They believe in relationships, informing, entertaining, and educating. In 2018, Linkedpreneurs stopped getting any leads. Immediately, they saw what that meant in terms of response, engagement, and quality of prospects. So over the next month, they messaged a subset of people personally and asked them why they did not respond. 80% of the replies they received fitted into 3 categories: I get so many of these messages every day, so leave me alone. (I.e. Linkedpreneurs were no longer standing out.) I’m not looking for what you are selling right now. (I.e. they were triggered in the wrong way. Statistics say only 3% of people are buyer-ready.) I can’t take you seriously when you send automated messages. After that, they set about designing a system of personalization. It was a way of starting conversations using the information already available from people’s profiles to understand a bit about them. They supplemented that with a 2-minute video strategy, and it worked very well! Using that process got them hundreds of clients and made them millions of dollars! Mark has systemized his way of doing manual messages by leveraging LinkedIn to start conversations with people. Conversations need context, so by looking at people’s LinkedIn profiles, he can find out everything he needs to know about them to create the reason for starting a conversation with them.   Everyone loves talking about themselves. Typically, Mark starts a conversation with someone on LinkedIn by asking them a relevant question about something going on in their life. That shows them that he has taken the time to look at their LinkedIn profile and paves the way for an intelligent level of conversation.  Give people context. Give them the seeds for a conversation, and create a grey opportunity for them to talk about how they are dealing with challenging circumstances. Mark calls the second thing he does ‘Experts Take a Stance’. Everyone is asking questions, so you don’t stand out that way. The best way to elicit information from someone is to make a statement about a polarizing issue and give them the chance to correct what you have said. It will help you to select the individuals who share your interests and are up for a conversation. All the B2B sales methodologies are based on open questions. However, Mark and his team have found that using statements is much more powerful than asking open questions.  The biggest mistake that Mark sees people making on LinkedIn right now is following the influencers. The content of many influencers is very broad, so you need to take a deeper look at what they are doing and know that it is a fit for you before following them blindly.  The biggest mistake that Mark used to see was people trying to follow the automation.  With B2B, you need to have a very specific market message match, and you need to focus on very specific problems. Otherwise, you could end up with lots of followers who do not need your service. Mark feels that the direct messaging strategy is rarely an issue because direct messaging still works for some niches and offers. The product to offer is usually the issue, so people need to get more creative coaching. If you want to work with someone to grow your business, find someone who understands marketing, and not with someone who understands a subset of tactics within marketing. The people you work with need to understand what the problem is that they are solving. Be careful online. Do your due diligence. The general rule is that when something feels off online, it usually is. Mark’s framework that you can apply to grow your mid-market B2B business: Forget about cold-prospecting and draw a timeline of your life. Include everywhere you lived, worked, and the schools, colleges you went to. Cross-reference those searches on LinkedIn. Message those people and start a conversation with them. Then ask to connect. By doing that, your conversation will have context. Once you have the process up and running, you can outsource it to a virtual assistant or a staff member. Reframe your thinking. Think about context rather than lead generation. Start thinking about areas of commonality and shared interests to create the context for conversations with people. Links and resources: Mark Firth on LinkedIn Mark’s website Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jun 16

30 min 25 sec

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x My mastermind was in Boise, ID with about 50 other entrepreneurs who are at the top of their game. It was a little bit intimidating at first, but eventually you realize that they are just like everyone else. Russel Brunson taught for the entire 2 day event, and the last time I had seen him in person was when he was teaching to 5,000 people. This time, it was a much smaller group of about 50 people and I got so much out of it. I’m obsessed with how successful companies have achieved their growth, and I’m always interested to hear what founders have done to achieve growth. Russell Brunson grew Clickfunnels from $0 to $100 Million in just 3 years, without taking on any outside funding or Venture. The first year of Clickfunnels, they didn’t even run any paid traffic; instead, he leveraged relationships to grow. Since I am doing the same thing in my business, this was very interesting to me.  Now that live events are starting to come back, I wanted to give you my 3 biggest takeaways from this event, and hopefully you can use them for your next event.  Get strategic about partnerships - joint ventures Be hyper intentional about what you want to get out of it. 3 main takeaways. Map out and think through all the people who are there to identify the people that I wanted to talk to.  How can I help them? Who can I seek out to help me? I hope you can use this framework to get more out of your next live event! Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Jun 14

13 min 4 sec