The Revenue Maze

Adapting, Improving, and Thriving: The Keys to Success with Ever-Changing Sales with Mike Malloy

Mike is an entrepreneur who has had an adventurous and diverse career. As the former CEO of Waveborn Sunglasses, he had the opportunity to combine his love for travel, sales, and sports. During his time at Waveborn, Mike not only travelled the world as a sunglasses salesman but also pursued his passion for Beach Ultimate Frisbee. In 2015, he represented Team Kenya at the World Championships of Beach Ultimate Frisbee in Dubai, where Waveborn was also a sponsor. This experience allowed him to showcase his athletic skills while promoting his own business. Mike's days were filled with playing Frisbee on beautiful beaches and then transitioning seamlessly into selling sunglasses. This unique combination made for an unforgettable journey and a peak in his athletic career. Now, as a guest on the Revenue Maze podcast, Mike is excited to share his story and insights with others.
 
In this thought-provoking episode, Valerie and Mike dive deep into the intricacies of sales and revenue generation. They explore the importance of building trust, developing valuable relationships, and mastering effective communication techniques. With Mike's insightful anecdotes and Valerie's expertise as a podcast host, they unpack the complexities of the sales industry and offer valuable advice for navigating the revenue maze. Don't miss this engaging conversation between Val and Mike that is sure to leave you inspired and informed.
 
Key Takeaways
 
~ Mike Malloy, founder of Malloy Industries, brings a wealth of experience and expertise as a management consultant, CEO, professor, and trusted advisor.
 
~ Mike emphasizes the importance of building relationships and trust in sales, and shares strategies such as genuine interactions, sharing personal stories, and being relentlessly generous to add value and build trust upfront.
 
~ The episode discusses the significance of understanding the decision-making process and meeting with all key decision-makers to increase the chances of closing a sale.
 
~ Mike highlights the power of referrals in sales, as they eliminate mistrust and can lead to faster closing times.
 
~ Continuous learning and preparation are crucial in sales, and Mike shares his experiences teaching different levels of skills, including email etiquette, meeting management, and an entrepreneurial mindset, to college students.
 
~ The importance of communication is emphasized, with insights on effective questioning techniques, active listening, and adapting communication styles to build rapport and connection.
 
Quote of the show –
 
Effective Questioning and Active Listening: "And so getting really good at question asking and actively listening. So it's not just, I have the script and I'm going to ask the next question. I do have a script, I do have a plan, but I'll bounce around and I'll skip some if it doesn't make sense in the flow and based on what they just said, how can you mirror it and kind of play it back to them and if necessary, validate?"
 
Time Stamps –
 
[00:01:40] Excited to join Revenue Maze podcast, entrepreneurial Frisbee journey.
[00:04:45] Develop a valuable trust-building gift for prospects.
[00:08:54] Be authentic, believe in your product, sell.
[00:09:57] Offer solution: audit, rewrite, train, oversee, transform
[00:14:37] Building valuable connections, helping ideal clients, super connector.
[00:18:41] Jump through hoops, meet decision makers, overcome obstacles.
[00:23:23] Loss, family, birth led to matchmaking business.
[00:27:15] Confusion and misconceptions about required regulations.
[00:31:41] Craft positive interactions, thoughtful flow, networking, learning.
[00:32:56] Skills: good questioning, active listening, adaptability.
[00:37:37] Humour helps companies solve impossible problems.
[00:42:32] Learned conference call management at Deloitte.
[00:45:37] Develop entrepreneurial mindset; be resourceful, resilient, and adaptable
[00:46:21] Sell and learn for 40+20 hours. Prepare, plan, win.
[00:50:23] Drafted Army veteran becomes inspiring mentor figure.
 
Contact Mike at - mike@malloyindustries.com
 
 
Mike MalloySocial Media
LinkedIn - https://www.linkedin.com/in/mwmalloy/
Malloy Industries- https://malloyindustries.com/
Twitter - https://www.twitter.com/mwmalloy
Valuable Trust-Building Gift to Audit Your Brand to Transform Your Messaging: https://malloyindustries.com/resources/audit-your-brand-marketing/
 
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/

Building Trust and Deepening Connections: Unveiling the Revenue Maze with Clay Hicks

In this episode of "The Revenue Maze," host Valerie Cobb sits down with the accomplished entrepreneur and renowned relationship builder, Clay Hicks. With a remarkable history in the field of professional relationships, Clay Hicks has successfully built a diverse portfolio of five thriving companies. As the CEO/Founder of H7 Network, Clay has revolutionized the way business professionals connect, serve with purpose, and ask for support from their peers on a global scale. With an unwavering mission to empower underserved entrepreneurs and sales professionals.
 
In their conversation, Clay Hicks shares his current projects and exciting developments in the pipeline. As a visionary leader, Clay is dedicated to expanding the reach of H7 Network into new international markets, providing comprehensive training and development programs, and implementing cutting-edge processes to enhance retention, business growth, and overall relationship development. With members in 47 states and several countries worldwide, H7 Network continues to transform the networking landscape, enabling professionals to cultivate their own audience and advocates for their businesses. Clay's passion for empowering others shines through as he discusses his upcoming endeavours and the impact they will have on the business community.
 
This engaging conversation highlights the importance of active listening, valuing both personal and others' time, and building trust to achieve sales success. Join Valerie Cobb and her esteemed guest, Clay Hicks, as they navigate the complexities of the revenue maze, offering invaluable insights and actionable strategies for entrepreneurs and sales professionals alike. Tune in and discover the keys to unlocking your full potential in the world of business relationships
 
 
Key Takeaways
 
~ Specificity in asking for help: Clay Hicks emphasizes the importance of being specific when asking for assistance in the industry. This makes it easier for others to provide support and build trust.
 
~ The power of "Connect, Serve, and Ask": "Connect, Serve, and Ask" is not only applicable in networking and professional relationships but can also be applied in friendships and office dynamics. Genuine service and active listening are the keys to building strong connections.
 
~ The significance of valuing time and trust: Building rapport and earning trust are crucial in sales and business relationships. Active listening, paying attention, and displaying respect for the other person's time are important components of effective communication.
 
~ Self-care and confidence: Taking care of oneself is essential for engaging in active listening and effective communication. Confidence and self-love are necessary for valuing others, building trust, and establishing meaningful connections.
 
~ The importance of being intentional: In the era of digital communication, Clay Hicks stresses the significance of being intentional in human connections. Asking general questions like "Can I help you?" may not yield fruitful responses, but offering specific assistance based on prior conversation or observation is more likely to be accepted.
 
~ Relationship-building as a strategic process: Building rapport and relationships in sales training should align with understanding the needs and challenges of the customer. Clay Hicks encourages professionals to invest time and value in others, just as they would with friends or children, to establish deep and meaningful connections.
 
 
Quote of the show –
 
The Power of Asking: "So you want to be specific with your asks around industry companies you want to meet, you want to make it easy on somebody else to help you. That's the deal. Make it easier on somebody else to open that door for you."
 
Time Stamps –
 
[00:00:00] Navigating the revenue maze with Valerie Cobb.
[00:06:25] Open-mindedness and flexibility lead to success.
[00:08:03] Big change, seeking advice for impossible problem.
[00:11:30] Blurring lines: humans matter in business.
[00:14:24] How you do one thing, affects all.
[00:19:39] Building trust is essential in connecting with others.
[00:22:57] Specific question frames give better results.
[00:24:55] Building rapport and relationships in sales.
[00:30:43] Specify asks, make it easy to help, trust, works across the board.
[00:31:36] "True connection lost, reclaiming intentional relationships."
[00:36:21] Building global network by word of mouth.
[00:38:41] Work grind, lack of connection after COVID.
[00:45:32] Open to one-on-one interaction with audience
 
Contact Clay at - https://www.linkedin.com/in/claytonrhicks/
 
 
Clay Hick’s Social Media
LinkedIn - https://www.linkedin.com/in/claytonrhicks/
H7 Network - https://www.h7network.com/
 
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/

From Nurse to Innovator: Sara Well’s Journey in Revolutionizing Healthcare Staffing

Sara Well's passion is quality healthcare. For twelve years she was a critical care nurse at prominent hospital systems in Los Angeles. As she advanced and became Shift Manager, she observed that the scheduling process was manual, archaic and unsustainable.
Sara remarks: "I felt dangerously pulled away from the clinical environment where my team needed my help, into a clerical role of trying to get staff to come in to work to help us out." While she was surrounded by innovative medical technology, no technology was being used to improve the process of staffing. As a self-confessed tech nerd she decided to tackle the problem head-on and Dropstat was born.
 
Dropstat automates the repetitive and tedious manual processes of filling shifts and ensuring safe staffing. The nursing shortage is real and worsening, and a solid infrastructure for staffing is desperately needed. AI and machine learning are applied to reduce friction in the process, and free nurses to provide the quality patient care that they are dedicated to. Because of Sara's intimate knowledge of hospital operations, she quickly led her team to find ways to use staff more efficiently and to reduce overtime and contingent labor costs.
 
In addition, in 2022 Sara became the Chapter Director for the HealthTech Industry at Startup Grind, an organization dedicated to bringing startups and investors together. She counsels and mentors emerging women in the field to create a more supportive business community.
 
Dropstat has been selected to participate in the 2023 AWS Healthcare Accelerator Global Cohort for Workforce Development. Supporting and protecting the healthcare workforce is an essential investment in the continuity of health services, and central to Dropstat’s mission. The focus on training, retaining, and deploying healthcare workers is consistent with Sara Well’s vision of a better future for healthcare.
 
In this episode of "The Revenue Maze," our host Val is joined by the accomplished and visionary guest, Sara Well, RNs. With over 12 years of experience as a critical care nurse in prominent hospital systems in Los Angeles, Sara has witnessed firsthand the challenges and inefficiencies in the healthcare staffing process. Her deep understanding of the industry, coupled with her passion for healthcare, led her to create a groundbreaking solution that transforms the way staffing is managed.
 
Key Takeaways
 
~ Sara Well's experience as a critical care nurse led her to identify the inefficiencies in healthcare staffing processes and inspired her to create Dropstat, a technology platform that automates and optimizes the process of scheduling and filling shifts.
 
~ Dropstat's technology has significantly increased the reach and speed of communication within healthcare organizations, allowing for more efficient scheduling and filling of shifts, resulting in a 10 to 20% increase in filled shifts and a 40% reduction in costs compared to existing systems.
~ By reducing agency and overtime labor costs by about 50% over a 12-month period, Dropstat has proven its ability to address the supply-demand issue and improve resource utilization in the healthcare industry.
 
~The podcast episode highlighted the shortage of healthcare workers and the need to attract and retain more people in the industry. This shortage puts a strain on the healthcare system, resulting in longer wait times for primary care appointments and a potential increase in healthcare deserts.
 
~Sara emphasized the importance of engagement and retention in staffing, as high churn rates and burnout among nurses and physicians can hinder effective staffing and impact patient care.
 
~Sara's personal experiences in the healthcare system, including her loved one's extended hospital stay, underscored the need for improved efficiency, communication, and patient care in healthcare. The success of Dropstat demonstrates the potential of technology to address these challenges and improve the healthcare system as a whole.
 
Quote of the show –
 
"Nurses and physicians are burning out right now because of the pressure of being saddled with unsafe labor loads and getting essentially the same salary with minimal pay rate increases and being responsible for so much more."
 
Time Stamps –
 
[00:00:36] Running a company: easier than negotiating with teenagers.
[00:04:44] Lucky life, helping healthcare with valuable tools.
[00:07:51] Healthcare system challenges, personal experience, technology efficiency.
[00:13:10] Addressing supply demand inequity with scalable technology.
[00:14:41] Improved staffing technology reduces costs by 50%.
[00:19:13] Impact on healthcare systems and communities is worrisome. Utilizing internal resources, addressing burnout crucial. High workload affects quality of care.
[00:21:18] Comorbidities increase, longer wait times imminent. Scary.
[00:27:49] Making toys for hospital babies inspired me.
[00:31:39] Teaching connection with intangibles is crucial.
[00:33:31] Staff not allowed to interact with patients.
[00:37:31] Understanding and communicating healthcare rules is important.
[00:40:21] Recovering from multiple hospital visits, passionate about healthcare.
 
Contact Sara at – https://www.linkedin.com/in/finnurpind/
Sara Well’sSocial Media
LinkedIn - https://www.linkedin.com/in/sara-well-35a943168/
Dropstat - https://dropstat.com/
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/

Unleashing Hidden Revenue Streams with Kashish Gupta - The Revenue Maze Podcast

Kashish Gupta is the co-founder and co-CEO of Hightouch.io, the leader in Data Activation. He spends every day helping companies realize the full value of their data and their data teams. He’s been working on startups for the last 4 years, was part of Y-Combinator, and loves working on both product and go to market. A fan of racquet sports and karaoke, he’s passionate about using reverse ETL to make data warehouses actionable. Kashish attended the University of Pennsylvania where he earned an MSE in Robotics and a BS in Economics from the Wharton School.
 
Currently, Kashish is focused on revolutionizing the way companies use their data with Hightouch.io. His team is dedicated to enabling marketers to leverage customer data to create personalized campaigns and drive revenue growth. With a roster of impressive clients, including Fortune 500 companies like PetSmart and GameStop, Hightouch.io is making waves in the industry. Kashish's dedication to bridging the gap between data and marketing is changing the game for businesses, offering them the tools they need to thrive in a data-driven world.
 
Tune in to this exciting episode as Kashish Gupta joins host Valerie Cobb to discuss his journey as an entrepreneur, the importance of validating business ideas, and how to navigate through the revenue maze. Gain valuable insights into the process of turning ideas into successful ventures and discover practical strategies for finding the right market fit. Join them as they explore the power of data activation and the impact it can have on business growth. Don't miss this captivating conversation on The Revenue Maze with Valerie Cobb and guest Kashish Gupta!
 
Key Takeaways
 
~ Kashish Gupta is the co-founder and co-CEO of Hightouch.io, a data activation platform that helps companies use their customer data for sales and marketing.
 
~ Kashish emphasizes the importance of validating business bets and giving them enough time to pan out. It's crucial to focus on validating bets rather than just being optimistic and continuously investing in them.
 
~ The key criteria for a successful B2B SaaS business, according to Kashish, are having the ability to generate inbound leads, selling a product that can be easily implemented by buyers, and providing a tool that helps customers make money rather than just saving money.
 
~ Kashish and his team went through several pivots before landing on their current business idea. Each pivot was driven by customer feedback and the realization that one or more of their key criteria were not being met.
 
~ To navigate the revenue maze, Kashish recommends analyzing how the strength of your buyer and customer base may change over time and whether they will grow into your product or outgrow it. This can help determine the right market segment to focus on.
 
~ Hightouch.io has a wide range of Fortune 500 companies as customers, including PetSmart and GameStop, who use their data activation platform to run their entire marketing stack.
 
Quote of the show –
 
"The most important thing I can say is that validating bets is actually much more important than validating bets. Sometimes the best use of time is to just put enough effort into it to just validate it and then move on to the next thing so you can spend your time in a more focused way."
 
Time Stamps –
 
[00:02:05] Validate bets, don't linger; focus on success.
[00:04:39] Balancing hope, bets, and process for success.
[00:06:37] Mature businesses won't use our product anymore. Chose enterprise and mid-market, focusing on growth.
[00:12:29] San Francisco culture: anything is possible.
[00:13:54] Friends' motivation sparked business; learning key.
[00:18:57] Fascinating perception of being like a cat.
[00:20:50] Startup success depends on revenue and feedback.
[00:23:39] Business failure in startups is a problem. Gleaning advice for sage response.
 
Contact Kashish at – https://www.linkedin.com/in/guptakashish/
 
Kashish Gupta’s Social Media
LinkedIn - https://www.linkedin.com/in/guptakashish/
Hightouch - https://hightouch.com/
 
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/

Sound Engineering for the Future: The Story of Finnur Pind and Treble Technologies – The Revenue Maze Podcast

Finnur Pind is the founder/CEO of Treble Technologies. Treble develops sound simulation technology that is revolutionizing how several sectors design and work with sound: architecture, consumer electronics, voice technology, metaverse and automotive. Finnur has a PhD in acoustics engineering from the Technical University of Denmark. Prior to founding Treble, he worked as a software engineer in telecom and as an acoustics consultant in the building industry, including spending four years at the prestigious architecture firm Henning Larsen.
 
Finnir is a problem-solving expert who strives to provide solutions that are 10 times better than what currently exists in the market. With a deep focus on customer satisfaction, Finnir obsesses over understanding their needs and frustrations. Having experienced these challenges firsthand, Finnir is determined to offer innovative tools and approaches to address and overcome these issues. While there are various aspects to consider, such as go-to-market strategies, Finnir believes that being significantly better than existing solutions is the key to capturing customers' interest and loyalty.
 
In this episode of The Revenue Maze, Valerie Cobb interviews Finnur Pind, the CEO of Treble Technologies. Finnur discusses his background in music and how it led him to the world of sound engineering and acoustics. He shares how Treble Technologies is using sound simulation technology to revolutionize various industries, including architecture, consumer electronics, voice technology, metaverse, and automotive. Finnur emphasizes the importance of solving customers' problems and being ten times better than existing solutions to capture their interest. The episode delves into the metrics and measurements used to quantify the performance improvements achieved by Treble's solutions.
 
 
Key Takeaways
 
~Finnur Pind, CEO of Treble Technologies, is an expert in the field of sound simulation and acoustics engineering. His passion for music and interest in sound technology led him to create innovative solutions in the sound space.
 
~Finnur emphasizes the importance of solving customers' problems in a way that is 10 times better than existing solutions. By addressing pain points and providing significant improvements, businesses can capture the interest and attention of their target market.
 
~Measuring and quantifying the impact of a solution can be approached in different ways. While some metrics, like speed and efficiency, can be straightforward to gauge, other factors such as improved quality or time saved may require a more nuanced evaluation.
 
~Treble Technologies specializes in sound simulation, which involves creating computer models to predict and simulate how sounds will behave in various environments. This technology has applications in industries such as architecture, consumer electronics, voice technology, metaverse, and automotive.
 
~Finnur's background in music and his desire to explore the possibilities of sound led him to develop Treble Technologies. By combining his passion for music with his expertise in acoustics engineering and simulation, Finnur and his team have created unique solutions that are transforming how businesses design and work with sound.
 
~The podcast highlights the importance of thinking outside the box and pursuing unconventional paths. Finnur's journey from a music enthusiast to an acoustics engineer demonstrates the power of following one's passions and finding new ways to apply expertise in different industries.
 
 
Quote of the show –
 
"Solving customers' problems, and not just kinda solving them, but solving them much much better than what the solutions they have today can offer. Be 10 times better and really kinda obsess about your customers and their problems."
 
Time Stamps –
 
[00:01:46] Solve problems 10x better for customers.
[00:04:03] New solution is 10 times faster.
[00:09:14] Importance of color in education and sound engineering.
[00:13:29] Noise impacts people, it's frightening statistics.
[00:16:30] Creating technology to simulate and design sound.
[00:22:06] Jakob Stroman, Larsen architect partner, influential mentor.
[00:24:47] Fun website, super cool, grateful for guest.
 
Contact Finnur at – https://www.linkedin.com/in/finnurpind/
 
Finnur Pind’s Social Media
LinkedIn - https://www.linkedin.com/in/finnurpind/
Treble Technologies - https://www.treble.tech/
 
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/

Unlocking the Revenue Maze with Anurag Gupta: From Startups to $5 Billion with AWS

Anurag Gupta is the Founder and CEO of Shoreline.io, a technology company built to efficiently strengthen service resiliency and reliability fleet-wide.  Shoreline’s AI-powered solution for incident diagnosis & repair helps teams fix issues with executable runbooks and self-healing infrastructure, unlike observability tools that only detect issues.
 
Before Shoreline, Anurag was a VP at AWS, where he was responsible for transactional database and analytic services, growing this business a thousand-fold over his time there. He has also been an early member of three startups, with one IPO and two acquisitions.
 
Anurag’s interest in and commitment to DevOps and reliability has inspired him to start Reliability.org, a community for people who are interested in achieving better software application and infrastructure reliability through design, development, and operations. He currently has over 100 patents granted or pending.
 
In this episode Anurag Gupta discusses the common excuse of not having enough money to implement certain actions. As the CEO and founder of Shoreline.io, a cyber risk company, Anurag is no stranger to facing various frameworks and warnings from experts like Gartner. He questions the logic of potentially losing a $20 million contract for a small percentage of revenue, highlighting the importance of prioritizing long-term growth and success
 
Key Takeaways
 
~Operational Efficiency in Business: Anurag Gupta discussed the delicate balance between operations and innovation. He emphasized the importance of allocating more resources to innovation as it drives company growth and revenue.
 
~Operational Toil: Anurag delves into the challenge of recognizing both the acute costs, such as significant outages, and everyday mundane costs in business operations. He metaphorically describes operational challenges as being "peanut buttered" across everyone, suggesting that these issues affect all aspects of a business and aren't always immediately evident.
 
~Facing Business Pain Points: The conversation touched on recognizing pain points in operations and taking proactive steps to address them. They discussed how sometimes individuals or companies might not even be aware of the pain they're experiencing or might assume that the pain is unsolvable.
 
~Pride vs. Efficiency: Anurag discussed the common attitude where professionals take pride in handling crises, such as staying up all night to address issues. However, he suggests that it might be more valuable to appreciate those who ensure smooth operations without any drama, emphasizing preventative measures over reactive solutions.
 
~Value of Communication in Disability: Moving away from business operations, Anurag highlighted the importance of recognizing and facilitating alternative communication methods for those who can't communicate through standard means. He brought attention to organizations that emphasize that communication is a human right and the need to separate speech capability from intelligence.
 
~Advocacy for Disability Awareness: The podcast shed light on the importance of not overlooking or underestimating people with disabilities. Anurag and the host discussed notable figures, like Helen Keller and Stephen Hawking, underscoring the idea that brilliance and talent aren't limited by physical constraints or challenges.
 
Quote of the show –
 
"And the trick of it really is to not have your ego, to reduce your ego and to reduce your sense to which you're defined by how you're perceived."
 
Time Stamps –
 
[00:00:00] Navigating revenue growth with Valerie Cobb and Anurag Gupta.
[00:06:01] Sales methodologies vary depending on the client. Sales training at Nordstrom included a personal touch. Fashion industry promotes scarcity and staying up-to-date. Startup stories are interesting to discuss.
[00:08:05] Big things with small teams; changing paths.
[00:13:04] Adult children wiser, let go of negativity.
[00:17:17] Entrepreneurs need to take ownership of goals.
[00:19:20] Advocate of will and Hill, changing organizations, transparency, coaching, churn, flipping the question.
[00:24:49] Transparency, visibility, and goal alignment in work.
[00:28:41] Questioning, pursuing passions, and finding fulfillment.
[00:32:01] Need money. Don't want to invest.
[00:35:50] Pain of same vs pain of change.
[00:39:07] Supporting communication as a human right for all.
[00:40:51] We all have challenges, be seen.
[00:44:03] Acceptance varies, some seek details, storytelling included.
 
Contact Anurag at – anurag@shorline.io
Samyak Pandya’s Social Media
LinkedIn - https://www.linkedin.com/in/awgupta/
Shoreline - https://www.shoreline.io/
 
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/
 

Samyak Pandya CBO at Ridecell Transforming Business through Enterprise Sales

Samyak Pandya is an expert in enterprise sales, particularly in dealing with large organizations in the automotive industry. He has successfully worked with global customers like Toyota, Pensky, and Arwal, helping them transform their business and achieve their goals. Samyak possesses a unique skill set that enables him to understand the perspective of both his customers and his own team members. This ability allows him to approach deals in a holistic manner, resulting in win-win solutions for all parties involved. Samyak refers to his approach as a "bear hug," which emphasizes the importance of embracing both the customer and the internal team with kindness and understanding. With his experience and expertise, Samyak has become a highly successful operator in the field of enterprise sales. In the podcast, Samyak Pandya discusses the importance of elevating the conversation in enterprise sales.
This means going beyond just talking about product features and focusing on how the product or service can help the customer transform and achieve their business goals. He also emphasizes the need for cross-functional collaboration, credibility building, and creating win-win solutions for both the customer and the company.
Key Takeaways
~Embracing Change: Learn how making dramatic changes, even for a limited period, can expand your perspectives, change your perceptions, and add to your repertoire of skills and experiences.
~Growth Through Discomfort: Discover how embracing extreme discomfort can lead to personal growth and why stepping out of your comfort zone can be very rewarding and expanding.
~Conscientious Capitalism: Understand the concept of conscientious capitalism, which is likened to the emotional intelligence for business, and how it can transform businesses and organizations into better and more fun places to work.
~Business Impact on Society: Explore the idea that businesses can change lives faster than governments by creating jobs, promoting products, and contributing to the cyclical nature of marketplace growth.
~Aggressively Kind Company Culture: Learn about the concept of being an "aggressively kind" company that is uncompromising on issues but always strives to be kind to individuals.
~Marketing with a Bear Hug: Get inspired by the analogy of Winnie the Pooh and how channelling differences into benefits for customers can create a fun, great organization that embraces all.
Quote of the show – "Enterprise sales is an out-of-body, bear-hugging, cross-functional endeavour. Elevating the discussion internally and externally is the clincher and the big difference between good enterprise sales professionals and the best."
Time Stamps – [00:02:37] Customers: big fleets like Toyota, Pensky, Arwal Enterprise sales requires empathy and teamwork.
[00:05:32] Elevate conversation, build credibility, deliver promises.
[00:07:37] Enterprise sales require holistic approach and courage.
[00:13:12] Learned from good managers, Mr. Sharma, CEO, and others; considered mentors.
[00:18:16] Expanding life through change - growth through discomfort.
[00:21:40] Business changes lives faster than governments can.
[00:23:49] Conscientious capitalism is beneficial; we strive for kindness.
Contact Samyak at - samyak@ridecell.com
Samyak Pandya’s Social Media LinkedIn - https://www.linkedin.com/in/samyak-pandya/
Twitter - @samyakpc
Blog - https://samyak.blog
Revenue Northstar-https://revenuenorthstar.com/
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
The Revenue Maze Podcast-https://www.revenuemaze.com/

Monica Rozier Founder and CEO of Elite Solutions and Revenue Leader at Revenue Northstar

Today’s guest is an award-winning executive leader with experience in multiple sectors from Hospitality, Telco, Beverage Wholesale, and the Marine industry. Apart from being a problem solver extraordinaire, Monica Rozier is specifically known for galvanizing teams to work as one cohesive unit, a skill she learned in her most successful role ever.
Monica is CEO of Elite Solutions and a Revenue Leader at Revenue Northstar.
 
In today's episode, we are going to delve into the topic of division within companies and how it can impact revenue and the customer buying journey. Have you ever wondered why there is often a division between departments and the effect it has on the overall success of a business? Well, Monica has some fascinating insights to share.
 
Key takeaways,
 
~Uniting Departments for Revenue Growth: requires the leader to create an environment where t communicating and acting as a team, rather than in individual departments or silos, is non-negotiable in dealing with employee and customer strategies.
 
~Coping with the challenges of individual pushback and resistance can be difficult, especially when the pushback comes from a senior leader.
 
~Motivating Demoralized Teams: by changing strategies and fostering unity for revenue success, the effects on the customer buying journey were dramatic.
 
~Breaking Down Departmental Walls: improving communication for increased revenue, including having multiple plans for execution including what happens when things go wrong. The game can still be won even when strategy needs to change.
 
~ The Power of Transparency: setting common goals and building strong teams for revenue success. Involving everyone in the decisions is key.
 
~ Driving Change in Business: Execution, Accountability, and the Power of Habit
 
~ Taking ownership and executing ideas for revenue growth, from family businesses to Fortune 50 organizations.
 
~Unifying teams for revenue success in complex environments, inspirational leaders drive the success, but execution is key, not just great ideas.
 
Quote Of The Show- “The concept of the first team. And what it meant is our first team is the people in our peer group, and we are loyal to that team of individuals. The first team becomes the most important team.”
 
Time Stamps
 
[00:00:00] Navigating Revenue Maze with Valerie Cobb. Join Monica Rozier, CEO of Elite Solutions, as we uncover hidden revenue and empower small business growth.
[00:04:09] Friends became dysfunctional, united for common goals.
[00:06:52] Pushback, non-negotiable culture, solving problems, revenue.
[00:12:22] Unity, agreement, rules, disagreement, environment, visibility, teamwork
[00:13:39] Jack Stack's game of business promotes transparency and involvement in goal setting. Scorecards, including financial statements, are used for tracking progress. Disagrees with the inability to change goals mid-year.
[00:18:51] Business fundamentally remains unchanged despite technological advancements.
[00:23:01] Importance of full-time equivalent in consultation and execution.
[00:26:51] Expanding skills, helping small businesses succeed.
[00:28:57] Real change requires habit, accountability, and execution.
[00:32:01] Current read: Communication for leadership excellence and personal growth
[00:33:58] Thanks for listening, Monica was amazing.
 
Contact Monica at MRR@revenuenorthstar.com
 
Revenue Northstar-https://revenuenorthstar.com/
 
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/
 
The Revenue Maze Podcast-https://www.revenuemaze.com/
 
 

Brian Mattimore “Chief Idea Guy” of the Growth Engine Company

Today’s Guest is Bryan Mattimore. An Innovative thinker and author and co-founder and “Chief Idea Guy” of the Growth Engine Company, a 24-year-old innovation agency based in Stamford, Connecticut.
In his business consulting career, Bryan has “ideated” and managed over two hundred successful innovation projects, leading to $3 billion in new sales annually for one-third of the Fortune 100 companies. Clients include IBM, LVMH, Merck, Pepsi, P&G, Mondelez, and Unilever, to name a few.
Bryan is a Senior Fellow with The Conference Board and an innovation and marketing instructor for Caltech in their Executive Education Department. His two-day creativity workshop, Ingenious Problem Solving combines the newest advances in generative AI with proven group ideation techniques.  
Bryan’s seven books on creativity, ideation, and innovation processes include 21 Days to a Big Idea and Idea Stormers. A cum laude graduate of Dartmouth College with a major in psychology, his two new books on creativity and AI are Quirks and Quotes
 
In this episode, we'll delve into Bryan's unique perspective on ideation, his thoughts on the evolving landscape of technology, and his valuable advice for organizations facing seemingly impossible challenges.
 
Highlights
 
Sometimes the barrier to new thinking and Ideation is lack of time, it doesn't have to be a long process and can be done in a shorter timeframe like say lunchtime.
 
Applicable not only for big challenges but also for problem-solving in day-to-day situations.
 
Companies that use these techniques are more likely to continue using them because they are effective for example the game of "20 questions" that activates curiosity.
 
Evolution of technology and its impact on ideation. Mention of Franklin Covey, Palm Pilots, Blackberries, and Apple, and of course most recently the advent of access to Ai.
 
Emphasis on bringing research to meetings with buyers to demonstrate an understanding of customer preferences.
 
Redefining the subject, verb, and object to approach a challenge differently. Plus, its effective to apply this technique to trigger creativity within teams.
 
Value of input and insights from customers in understanding the reasons for a company's existence.
 
Various techniques such as worst idea technique, questioning assumptions, problem redefinition, picture prompts, and the TRIZ methodology.
 
 
Quote of the Show
 
There are so many quotes in this episode, but a stand-out point is that,
 
“Even if done poorly, using these techniques is better than not trying at all or just asking for ideas.”
 

Dano Ybarra-Find The Pain and Heal It

Today’s guest Dano Ybarra is an international speaker and best-selling author of 
Guiding Your Raft, 17 Lessons in Leadership to Safely Guide Your Business Through Calm and Tumultuous Waters 
 As co-founder of a start-up, he led them to a unicorn exit.
When Steve Jobs was asked to reinvent Apple, he tapped Dano on the shoulder to help him sort out his channel. Dano presented the plan to launch $60B/year Apple stores. Dano has launched businesses in 15 countries around the globe, is an expert in starting and growing businesses domestically and internationally and has spoken to audiences across 8 countries from dozens to thousands in attendance. He currently helps companies grow as a fractional chief revenue officer. Dano has a Bachelor of Science in Computer Science.
Takeaways:
 
~"BOD: The Three-Step Magic to Solve Problems”. Baseline, identify the biggest impact, do it again.
 
~ VCs invested $7m in a company that burned through $4m in four months. How to navigate that? They baselined the company and targeted a mega customer, which gave them time to work on other problems.
 
~They negotiated with manufacturers to increase margins from 8% to 32%.
 
~ Increased revenue, reduced expenses, and improved margins by focusing on one thing repeatedly, after baselining.
 
 ~ Revenue is important for margins and getting funding. A great product isn't enough if people won't pay for it..
 
~ Trust your gut instinct when there are multiple right options.
 
~ Dano worked with Steve Jobs to launch the Apple Stores.
 
Quote of the Show: “Find the pain and heal it" is an important aspect of change management, and the pain of same has to be greater than the pain of change” – Dano Ybarra
 
 
Dano's Book-17 Lessons in Leadership To Safely Guide Your Business Through Calm and Tumultuous Waters. (Available On Amazon)
 
 
Revenue Northstar-https://revenuenorthstar.com/
 
Revenue Northstar Podcast-https://revenuenorthstar.com/podcasts/