Interviews with CEOs and Entrepreneurs about the frameworks they are using to build and scale their businesses.
Episodes
Monday Nov 22, 2021
Monday Nov 22, 2021
Stormie Andrews is the president of Yokel Local, an inbound marketing agency and HubSpot partner that helps companies generate revenue, reduce sales cycles, and increase customer lifetime value. We talk about the world’s best buyer persona system, customer delight, and the six-step inbound marketing methodology.
Time Stamps
[00:30] Stormie's entrepreneurial journey
[01:58] Stormie's experience with management blueprints
[05:36] Strata levels of work and organizational structure
[20:08] Introducing the World's Best Buyer Persona System
[11:26] The definition of a 'digital employee'
[14:14] How to identify your ideal buyer persona
[17:58] Why most companies have multiple buyer personas
[19:45] Buyer personas in the franchise space
[21:51] Emotional messaging: What is it and how does it work?
[23:13] Applying Maslow's Hierarchy of Needs to sales and marketing
[25:35] Action and inaction beliefs
[27:21] How to use neuro-linguistic programming to improve your marketing efforts
[30:26] A practical illustration of neuro-linguistic programming
[34:31] Stormie's six-step inbound marketing methodology.
[38:41] What is customer delight?
[40:25] Parting thoughts
Links and Resources
The World's Best Buyer Persona System by Stormie Andrews
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Monday Nov 15, 2021
Monday Nov 15, 2021
Steve Richard is the Chief-Evangelist and Co-Founder of ExecVision, a conversation intelligence platform built to drive change in human behavior. We talk about the sales management code, practical prospecting strategies, and the effectiveness of cold calling in today’s sales environment.
Time Stamps
[00:40] Steve’s entrepreneurial journey
[03:43] Steve’s experience with management blueprints
[06:58] The ROA sales framework
[08:42] Sales prospecting definition, techniques, and why it’s important
[10:54] Cracking the sales management code
[12:43] Steve’s “Outbound In” marketing strategy
[13:30] Is cold calling really dead?
[16:12] Data on the effectiveness of cold calling in diverse types of industries
[18:23] Practical and effective alternatives to cold calling
[21:49] The three by three sales research technique
[23:58] Defining the unscheduled expected call
[27:05] Pattern recognition and human intelligence in sales
[28:16] How to change behaviour and create a better sales culture within an organization
[32:02] Parting thoughts
Links and Resources
Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana
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Monday Nov 08, 2021
Monday Nov 08, 2021
Jeff Berkowitz is the Founder and CEO of Delve LLC, a competitive intelligence and risk advisory firm. We talk about managing reputation risk, business integrity, and the benefits of setting ethical boundaries with clients.
Time Stamps
[00:51] Jeff’s entrepreneurial journey
[02:35] Jeff’s experience with management blueprints
[05:01] The top business concepts currently being implemented at Delve
[09:02] Understanding the power of people culture in professional services firms
[11:34] What is reputation and political risk management?
[15:32] How to manage reputation risk by becoming a good corporate steward
[20:25] Why companies need to prepare for instances when their reputation is at stake
[23:14] Business integrity and why it’s important
[27:09] The vulnerabilities of corporate reputation
[31:15] How to set ethical boundaries with clients
[34:44] Why managing perceptions is crucial when dealing with corporate reputation
[37:39] Parting thoughts
Links and Resources
The Advantage by Patrick M. Lencioni
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Monday Nov 01, 2021
Monday Nov 01, 2021
Jim Lockwood is the co-founder of The Lockwood Group and serves as Vice President responsible for driving growth, creating value, and executing objectives across Lockwood’s markets. We talk about the concept of mission readiness, the IBM alignment model, and the gap between public and private sector infrastructure.
Timestamps
[00:44] Jim’s entrepreneurial journey
[03:09] Jim’s experience with management blueprints
[05:59] The rules Jim implemented from David Kriegman’s book Zero to a Billion
[08:00] The benefits of building your business around a well-defined vision and mission statement
[09:25] Private sector contracting versus public sector contracting
[12:05] The IBM alignment model in business
[13:29] How to become a mission-ready company
[16:09] Examples of mission readiness in the army
[19:19] The powerful benefits of being prepared in business
[21:27] How Jim and his company help soldiers in war solve their problems
[23:01] The gap between military and private sector infrastructure
[25:17] How the private sector can keep up with technological advancements in the military
[28:31] Jim and his company’s 10-year vision
[30:26] Parting Thoughts
Links and Resources
Zero to a Billion by David Kriegman
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Monday Oct 25, 2021
Monday Oct 25, 2021
Marc Reklau is the founder of Maklau Publishing and author of 11 books, including the international bestsellers 30 DAYS and Love Yourself FIRST, which have sold over 600,000 copies worldwide. We talk about success habits, minimalism, and the benefits of practicing daily gratitude.
Timestamps
[00:44] Marc's journey into becoming an author-entrepreneur
[05:18] How successful people remain successful
[09:14] Lifetime value versus the cost of customer acquisition
[11:12] Interesting things you should know about living the creative life
[16:22] Proven frameworks for becoming a successful writer
[21:01] Success through hard work and resilience
[22:06] How to tap into your entrepreneurial energy
[23:40] What is minimalism?
[27:51] How to live a simplistic lifestyle
[29:06] Why you need to set clear and strict standards for your business
[29:56] The effective habits of highly successful people
[31:22] The how and why of practicing gratitude
[33:49] Parting thoughts
Links and Resources
30 Days - Change your habits, Change your life by Marc Reklau
How to Become a People Magnet by Marc Reklau
Love Yourself First! By Marc Reklau
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Monday Oct 18, 2021
Monday Oct 18, 2021
Stephen Ogburn is the Vice President of Ogburn Construction, a fast-growing family-owned concrete repair company in Central Virginia. We dissect Fredrick Laloux’s Reinventing Organizations and talk about how companies can shift from success-focused into people-focused organizations.
Timestamps
[00:35] Stephen’s entrepreneurial journey
[02:29] Leaving formal employment to join the family business
[03:21] Stephen’s experience with management blueprints
[05:11] Business models from Fredrick Laloux’s Reinventing Organizations
[09:38] The demerits of being a success-focused business
[11:31] How success-focused companies can transform into people-focused organizations
[14:12] What is self-management?
[18:19] How wholeness impacts productivity within organizations
[21:50] How to deal with difficult employees
[25:14] The link between core values and company success
[27:40] How companies can create and scale a people-focused culture
[33:13] Key processes to running a people-focused company
[36:10] Parting thoughts
Links and Resources
Reinventing Organizations by Fredrick Laloux
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https://StevePreda.com
Monday Oct 11, 2021
Monday Oct 11, 2021
Steve Hoffman (Captain Hoff) is the CEO of Founders Space, one of the world’s leading startup accelerators. We talk about the platform mentality in business, the process of venture capital financing, and define “Growth Hacking”.
Timestamps
[00:41] Steven's entrepreneurial journey
[02:13] The birth of Steven's startup accelerator
[03:30] The most entrepreneurial countries in the world
[05:52] Steve's experience with management blueprints
[10:31] Why businesses need to focus on providing maximum value for their customers
[11:48] How to choose the right business model for your startup
[15:51] The benefits of having flexible frameworks in business
[19:19] Breaking down the platform mentality in business
[20:47] Tips for growing business accounts in your existing customers
[22:12] How to build a simple business model from the ground up
[23:12] How to build a scalable business and attract venture capitals
[28:15] The process of venture capital financing
[33:01] What is growth hacking?
[38:45] How to build a company using the "Game Design Workshop" strategy
[40:25] The Founder's Dilemma: Bootstrap Startup versus Funded Ventures
[44:39] Why MailChimp is the perfect example of companies that successfully bootstrapped
[47:02] The scary future of AI
[48:46] Parting thoughts
Links and Resources
Make Elephants Fly: The Process of Radical Innovation by Steven Hoffman
The Five Forces That Change Everything by Steven Hoffman
Surviving a Startup by Steven Hoffman
Game Design Workshop by Tracy Fullerton
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Monday Oct 04, 2021
Monday Oct 04, 2021
Brian Burke is the founder and chief “Mac Man” at SellYourMac.com, the world’s most trusted and highest-rated Apple trade-in company. We talk about the booming market for second-hand Apple products, the benefits of exceptional customer service, and LinkedIn profile optimization strategies.
Timestamps
[00:34] Brian’s entrepreneurial journey
[02:21] The booming market for second-hand Apple products
[03:32] The type of Apple products Brian and his team purchase and the ones they don’t
[04:28] Brian’s experience with management blueprints
[06:50] The benefits of exceptional customer service
[08:42] Scaling customer service in a growing organization
[09:48] The average lifespan of Apple products
[12:32] How to know when it’s time to upgrade your computer or laptop
[12:47] Brian’s ideal buyer persona
[15:41] How personal touches drive repeat business
[16:50] Brian’s formula for building a solid company culture
[17:42] Sell Your Mac’s company purpose
[18:59] Brian’s 10-year vision for Sell Your Mac
[20:17] How to optimize your LinkedIn profile like a pro
[23:36] Parting Thoughts
Links and Resources
Complete the Buyability Assessment for Your Business
https://StevePreda.com
Monday Sep 27, 2021
Monday Sep 27, 2021
Matthew Devost is the CEO and co-founder of OODA LLC, a strategic consulting firm that helps clients identify, manage, and respond to global risks, uncertainties, and emerging opportunities. We talk about hack-thinking, the OODA loop decision-making framework, and the predominant cyber security threats targeting small to medium-sized businesses.
Timestamps
[00:44] Matthew’s entrepreneurial journey
[04:24] Why the talent gap in the cyber security space is an industry crisis
[06:15] What is hacking, and how is it different from ethical hacking?
[08:50] Matthew’s experience with management blueprints
[12:40] Mathew’s opinion on “success is 1% inspiration and 99% perspiration”
[14:19] The OODA loop concept and fast decision-making practices
[16:34] Hack think: Making decisions for the future
[19:10] Effective problem-solving techniques and chaos thinking
[21:11] Balancing risk and opportunity in cybersecurity
[25:00] How Matthew and his team provide tools to help clients make cyber security decisions
[29:02] The biggest cyber security risks targeting small to medium-sized businesses
[32:16] Cyber security and business process exploitation
[33:45] Parting Thoughts
Links and Resources
Complete the Buyability Assessment for Your Business
https://StevePreda.com
Monday Sep 20, 2021
Monday Sep 20, 2021
Alinka Rutkowska is the CEO of Leaders Press, a USA Today and Wall Street Journal best-selling press. We talk about how writers can turn their books into bestsellers, the benefits of using books to grow your business and the differences between self-publishing and traditional publishing.
Timestamps
[00:52] Alinka’s entrepreneurial journey
[02:52] Why few people enjoy success with their first book
[03:47] Alinka talks about her first book
[05:13] Alinka’s experience with management blueprints
[08:27] Asana App: What is it and how to use it
[11:29] EOS integrators and the critical role they play within an organization
[15:08] How to use books to grow your business
[20:07] Why your books don’t have to be bestsellers to help you grow your business
[21:48] The different types of best sellers and how they are ranked
[25:56] Self-publishing versus traditional publishing
[29:30] The advantages of using a traditional publisher
[32:50] The pros and cons of setting up a book with IngramSpark
[34:01] The benefits of using Simon and Schuster to publish and distribute your books
[36:06] Parting thoughts
Links and Resources
Alinka’s Website: LeadersPress.com
Outsource your Book by Alinka Rutkowska
Asana Project Management Software
Complete the Buyability Assessment for Your Business
https://StevePreda.com