Episodes
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As AI dominates headlines, eCommerce brands are hard at work trying to figure out how to employ cutting-edge technology to improve their bottom line.
For Oren Harnevo’s Feel, however, human touch has been the secret to driving incremental revenue for eCommerce companies.
Feel builds 24/7 live sales teams for online businesses, allowing customers to connect with experts at all hours of the day. On average, Feel has increased AOVs by 50% and conversions by 35%, while decreasing product returns by 11x for its consumers.
Today, I’m sitting down with Oren to discuss how Feel is able to consistently build expert sales teams despite serving businesses across multiple niches. How do you find, hire and train great salespeople? And is it repeatable for other businesses?
You’ll also hear about how AI can help online eCommerce sales teams scale, how to implement video into online sales, and why brands must clearly distinguish the difference between sales messaging and support messaging.
Key Takeaways with Oren Harnevo
How does Feel help 7, 8 and 9-figure brands make more sales? Pricing a service in a way that attracts DTC brands. How to quickly train a sales team to be experts on a specific brand or niche. Building a 24/7 sales team to accommodate customers in all time zones. The effect work-from-home has had on formality in the workplace — and how it affects businesses of different sizes. Why would a company not be a good fit to work with Feel? Balancing the high conversion potential of video sales with customer engagement preferences. The importance of distinguishing between sales and support messaging when interacting with customers online. What impact with AI have on conversational eCommerce?Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/31
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
We’re doing things a little differently in this episode as I join Drew Sanocki and Michael Epstein on the Nerd Marketing Ecommerce podcast to discuss what life will look like for DTC companies in a cookieless future.
As giants like Google and Apple relay their plans to limit the collection of third-party cookies, eCommerce companies will be forced to tap dance to come up with ways to continue personalized ad targeting. But while some people think these changes will be fatal for DTC companies, I see a few ways companies can adjust to the new normal.
As the founder and CEO of Retention.com, I’m constantly involved in the nuances of effective customer tracking. In this episode, you’ll hear Drew and Michael ask me important questions about ad targeting, customer retention and data collection.
You’ll also hear about the important differences between server-side and client-side tracking, how Retention’s technology works, and what part of marketing you should optimize to increase sales.
Key Takeaways with Drew Sanocki & Michael Epstein
How can brands prepare for the upcoming deprecation of third-party cookies? Server-side tracking helps websites collect user data at the server level instead of on the client’s device. What are the long-term risks associated with it? The fine line between privacy and ad targeting that companies like Retention.com navigate — and why the business model has a capped ceiling. The differences in data collection laws between the U.S. and Europe. A crash course in misconceptions and realities behind the legal nuances that affect email marketing. Should Ecommerce stores be A/B testing abandoned cart flows or newsletters? Is it possible to maintain business consistency when experiencing rapid growth?Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/30
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
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For many DTC brands, cracking the big-box retailer code can be a challenge.
But for Greg LaVecchia and Bloom, placement on Target and Walmart shelves has been rocket fuel on their way to 9-figure sales in just their 4th year of business.
Greg is a member of the Forbes 30 Under 30 list and the CEO of Bloom, a DTC supplement company. Along with his wife and co-founder Mari, Greg has grown Bloom to become Target’s top-selling SKU in the wellness OTC vitamins, minerals and supplement department over the past 12 months.
Today, Greg sits down with me to share how he solved the puzzle of going from DTC darling to retail behemoth.
You’ll also hear Greg discuss Bloom’s influencer marketing program that generates more than 500K social media views per month, how he handles digital advertising when focusing on retail sales, and how to handle product innovation needs with major retailers.
Key Takeaways with Greg LaVecchia
How Bloom became the No.1-selling SKU in Target's wellness OTC vitamins, minerals and supplements department over the past 52 weeks The backstory of Bloom’s founding and how you can build upon one simple idea. Creating an in-house agency of TikTok and Instagram influencers to generate over 500M views per month as a top-of-funnel strategy. When do you know it’s time to chase expansion for your brand? Busting the myth that DTC brands don’t do well in big-box retailers like Target and Walmart. The nuances of using digital marketing ads to send consumers into retail stores to buy your products. The need to think further ahead with product development when selling in retail vs. selling online. The difference between a retail broker and a distributor, and why working with distributors can hurt product control. The importance of focusing on the day-to-day instead of dreaming over a future exit.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/29
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Entrepreneurs often follow a simple code: zig while others zag.
So while the DTC mattress industry adopted the online “bed-in-a-box” model, Saatva co-founder Ricky Joshi took a different approach, prioritizing white glove delivery, 24/7 customer service and brick-and-mortar storefronts to build a $400M mattress giant.
In this episode, Ricky tells the story of how Saatva became the seventh-fastest-growing privately held retailer in the U.S. by branching beyond e-commerce and embracing physical retail.
In addition to the story behind Saatva’s growth, you’ll hear Ricky share insights on how he assesses which cities to open stores in, how to determine whether or not to add new product lines, and how Saatva has embraced different verticals to 2x their Average Order Value without losing the customer service touch that helped build their success.
Key Takeaways with Ricky Joshi
How Ricky uses the marketing efficiency ratio to determine where to double down in his business. The one “super advantage” that e-commerce brands looking to go into retail can latch onto. How using physical retail stores as a customer service hub can help companies get a leg up on their competition. What are the factors to consider when determining which locations to open a retail store in? How do you know when it’s time to take the leap to scaling? Why hasn’t Saatva chosen to expand internationally despite their U.S. success? How Saatva has doubled its Average Order Value over the course of its growth. How can retail companies manage the simultaneous challenges of logistics and inventory while weighing the desire to increase product lines? Why sticking to a game plan can help companies weather economic turbulence. Has Saatva seen any revenue slowdown in the face of recent economic conditions?Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/28
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
For Mike Xhaxho, building an audience of 25,000 followers for his DTC brand WaterBoy means doing one thing: making a few videos.
With just seven TikTok videos, Mike grew WaterBoy’s following from 0 to 25,000, earning millions of views on its way to hitting $10M in sales in the brand’s first two years.
Today, Mike sits down with me to talk about WaterBoy’s TikTok-led marketing strategy, including the story behind his first brand-building videos, the factors he considers when creating content, and why trying to create viral videos might actually stop creators from going viral.
You’ll also hear about marketing tips for getting through to Gen Z, how to repurpose the same content across TikTok and Facebook, and effective ways to iterate and test content for successful ad campaigns.
Key Takeaways with Mike Xhaxho
Why did Mike launch WaterBoy to compete with companies like Liquid I.V. and Pedialyte? How Mike grew from 0 to 7,000 followers with his first TikTok — and 7,000 to 25,000 with his seventh. The importance of focusing on quality over virality with TikTok videos. The difference in funnel structure when advertising on Facebook vs. TikTok. What are the considerations that come with paying for influencer marketing content? Should entrepreneurs design a new product or iterate on an existing product? Why authenticity beats polished brands for Gen-Z consumers. The element of effective ads that "will never go out of style."Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/27
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
When B2B companies find themselves trapped in a cycle of stagnation, one name stands out: Santosh Sharan.
Santosh is the president & COO of Apollo.io, the Co-CEO of ContactOut and a current consultant and advisor for me at Retention.com. He has worked with more than 15 B2B companies in major operating roles, including helping ZoomInfo grow from $8M ARR to $100M ARR and helping Apollo.io grow from $10M ARR to a $1B valuation.
Today, Santosh is here to unveil the invaluable lessons entrepreneurs can glean from his extraordinary journey, including the transformative mindsets that distinguish companies bound for mediocrity from those destined for remarkable success.
You’ll also hear Santosh discuss the dangers of success-induced confirmation bias, why entrepreneurs need to embrace S-curve growth over linear growth, and how to hack your thinking to orient away from fear and into an abundance mindset.
In this episode, you’ll learn:
✅ What entrepreneurs can learn from businesses that have gone from stagnation to explosive growth.
✅ How expectations of linear growth can create a limiting mindset.
✅ The 4 four categories winning teams must form to unlock exponential growth.
✅ The No. 1 killer of good ideas — and how to avoid it.
Key Takeaways with Santosh Sharan
What can entrepreneurs learn from businesses that have gone from stagnation to explosive growth? The business model MailChimp used to grow from 85,000 to 450,000 users in one year. Why "technology does not equate to success" — and what variable to focus on for scaling instead. The catch-22 of how success can kill creativity and throttle growth potential. How Apollo, Lusha and ZoomInfo each leverage their superpowers to create success in different ways. How expectations of linear growth can create a limiting mindset. The correlation between company growth and personal growth. Understanding the universal law of the S-curve and how it applies to both success and stagnation for a business. Why raising billions of dollars can actually reduce a company's freedom to invest. How the "winner-take-all model" has made its way from sports, music and movies into the B2B space. The 4 four categories winning teams must form to unlock exponential growth. Why who you're saying "no" to matters more than who you're saying "yes" to. The No. 1 killer of good ideas — and how to avoid it.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/26
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
For eCommerce founders, the idea of doubling conversion rates without offering a discount sounds too good to be true. But for Chris Hall, it actually happened.
Chris is the Senior Marketing Manager at BRUCE BOLT, a batting glove company that went from the brainchild of its 16-year-old founder to outfitting big names in the MLB. One of the keys to BRUCE BOLT’s success? Adding AI to its marketing stack.
Today, Chris sits down with me to share a detailed look at the benefits of implementing AI marketing into eCommerce, including how he used Maverick’s AI personalized video technology to 2x his conversion rates.
You’ll also hear Chris talk about how Maverick’s technology earns him more than 100 email responses from customers each week, where he sees AI marketing going in the future, and how eCommerce success has helped him build a more meaningful lifestyle.
Key Takeaways with Chris Hall
Chris Hall's background and the founding of BRUCE BOLT batting gloves. One of the most effective current applications of AI for eCommerce businesses. Using video content to cut through the noise to attract potential customers or employees. The potential for AI to move beyond text and produce fully customized marketing videos. How Maverick's AI videos can be implemented into eCommerce email flows. How Chris generates 100-plus weekly replies from customers via email. The eye-popping conversion rate numbers that Maverick's content can generate. Offering a product with pricing that's "almost too friendly" to help generate marketing buzz from satisfied customers. The email marketing metric Chris gets most excited about. The lifestyle opportunities that come on the back of a successful eCommerce business.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/25
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Josh Taekman began his career co-founding Bad Boy Entertainment. He served as VP of Marketing, spearheading endorsements, cross-promotional opportunities, and partnerships with outside artists (Jay Z, Lauren Hill, Eminem, Busta Rhymes, 50 Cent, and others).
Josh also worked closely with P. Diddy and orchestrated his non-music oriented ventures, including co-creating and producing the infamous Sean John Clothing, which he helped grow into a $100M brand.
Today he focuses on EBOOST, the first-of-its-kind natural energy and recovery ready-to-drink beverage named “Best New Product” of 2019 by BevNET. EBOOST is now sold in over 4,000 locations across the U.S. with avid users including Oprah Winfrey, Hugh Jackman, Heidi Klum, Victoria Beckham, Michael Strahan, Madonna, Shakira, Diddy, Trae Young, and more.
In today’s episode, you’ll hear about Josh’s celebrity-filled climb up the career ladder, including how he helped build one of the fastest-growing clothing brands in the world, how he’s learned to break through mental limitations, and the most important lessons he’s discovered from disrupting the D2C supplement space.
Key Takeaways with Josh Taekman
How hip-hop shaped Josh's life and career from age 10. Embracing financial and career uncertainty to pursue a dream. Going from unpaid intern to throwing A-list parties for P. Diddy. Doing away with limiting beliefs to unlock your full potential. The creation of Sean John, which went from $0 to $100M in under two years. Bouncing back from business failures out of your control. The decision to disrupt the $21 billion supplement space. Why Josh looks at starting EBOOST as a "foolish and selfish" venture. What would Josh do differently if he could start EBOOST again? The most important lesson entrepreneurs can learn around building a vision. The common thread among D2C brands that leads to success.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/24
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Olivier Momma is the co-founder of Ekster, a D2C brand that makes “better gear for life on the go.” Think wallets, bags and accessories that aim to save customers time, so they can get back to living life.
They’re best known for their breakthrough trackable smart wallets and Forbes named them “The Most Successful Smart Wallet Brand in the World.”
Olivier and his partner started their first Kickstarter campaign with just an idea and a shoestring budget. They paid his sister $500 to shoot a video, which went on to raise a whopping $350,000 for the brand.
Today, Ekster is on pace to exceed $50M in annual revenue while growing from 12 to 45 employees over the past two years.
In this episode, you’ll hear Olivier discuss tips and tricks for success on Kickstarter, how quadrupling employee headcount has changed his role as a founder, and the best sales channels he’s found for D2C brands.
You’ll also learn how Olivier landed on the Forbes 30 Under 30 list, ideas for creating an effective D2C website, and how he secured a collaboration with soccer superstar Lionel Messi.
Key Takeaways with Olivier Momma
Who is Forbes 30 Under 30 member Olivier Momma? The breakthrough product that put Ekster on pace to hit $50M in annual revenue. The ins and outs of Kickstarter that Olivier used to sell $350,000 from a campaign with a $500 budget. How "benchmarking brands" can lead to success for your business. What are the components of a successful D2C website? The reason Ekster has rejected every outside capital offer. The new dimensions of leadership entrepreneurs have to focus on when adding headcount to their teams. The biggest benefit of being on the Forbes 30 Under 30 list — and how Olivier got on the list. How Olivier stumbled upon developing "the most advanced solar panel in the world."
Scaling a performance marketing team to test more than 100 pieces of content a week. Ekster's three best sales channels between $1M and $10M. How can founders know when it's time to increase their employee headcount? Why Ekster focuses almost exclusively on the U.S. market as a D2C brand. The "calculated luck" that Olivier used to do a marketing collaboration with Lionel Messi.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/23
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Just over a decade ago, Curtis Matsko told his wife, “Quit your job and I will start up a company selling things on the Internet and we’ll make $100 million.”
Today, that proclamation has manifested into reality, with Curtis’s Portland Leather Goods growing from a garage operation to a $120M+ business on pace to make more than 2 million bags in 2023.
In this episode, Curtis tells the story of how he went from a lofty idea to a concrete success story in just over a decade, including tips on people, product and process.
You’ll also hear Curtis share the principles of success he believes transfer to any company, how taking a people-first approach can lead to an obsessive customer base, and the lessons from being a class clown that good marketers can learn from.
Key Takeaways with Curtis Matsko
How Curtis grew Portland Leather Goods from zero to making more than 2M bags in a year. How to harness the importance of referrals to go viral. Using customer stories to demonstrate the value of your product. What does it mean to be a "marketing company?" The emotion entrepreneurs need to avoid to hit 9 figures a year. Attracting the right employees based on human qualities — not resumes. Using Rick Rubin's philosophy to avoid mediocrity and create greatness. The three people you need to make sure your business runs smoothly. What is the value of building a founder brand in public? Why taking formulas from an existing business doesn't work — and what to do instead. Why founders need to have conversations with peers in different industries. How authenticity and kindness can indirectly solve problems.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/22
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Meet Erik Huberman – serial entrepreneur, marketing whiz, and the brain behind Hawke Media—the fastest-growing marketing agency in the US, now valued at more than $150 million!
Driven to fill a much needed gap in the market, Erik’s vision was to build an agency that was both accessible and (unlike most agencies) could drive real growth and tangible results for their clients.
The company offers a customizable menu of services and flexible month-to-month billing options. This approach has enabled brands of any size to access top-quality marketing services, making Hawke Media a game-changer in the industry.
In today’s episode, you’ll hear Erik share tips and tricks for marketing growth that can apply to any business, regardless of size.
You’ll also hear him share the story of how he grew Hawke Media to more than 250 employees, which questions to ask to gauge ROI on potential marketing tools, and how he evaluates eCommerce companies to invest in for his fund, Hawke Capital.
Key Takeaways with Erik Huberman
How Erik and Hawke Media differentiate themselves in the crowded agency space. Should agencies work with small, mid-sized or large companies? The marketing budget companies should be at before hiring agency help. The upsides and downsides to running an agency. Using month-to-month pricing to improve your product offering. Must-have tech for selling more on Shopify. The value of SMS marketing and automated flows. Where does Erik get his motivation from? The simple question to ask when evaluating a new marketing tool. Where the idea for Hawke Capital came from. How Hawke Media originally expanded into China. Harnessing controlled chaos to get a business from running to operating at a high level. What makes an agency a good acquisition candidate vs. a bad one?Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/21
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
In a world of social media, programmatic advertising and digital-first marketing, the direct mail market carries an old-school feel. But did you know that U.S. direct mail is a $50 billion market?
To dive into this lucrative-but-overlooked market, I grabbed some time with Dave Fink, the CEO and co-founder of Postie, a data and technology platform that helps clients run smart, data-driven direct mail campaigns.
In today’s episode, you’ll hear Dave share why direct mail is still a powerful avenue in the digital age, strategies for creating a direct mail campaign, and using direct mail to build a unique name for your brand.
Dave also shares his thoughts on accelerators and venture capital firms which he gleaned from investing in 75+ startups, including his first-hand experience with Dollar Shave Club, building effective branding for D2C businesses and the traits he’s seen from the most successful companies he’s invested with.
Key Takeaways with Dave Fink
Dave's front-row seat to Dollar Shave Club's launch to 9-figure exit in 4 years. How Dollar Shave Club distinguished itself with an authentic brand story in the right media channels. The core differentiator between successful and unsuccessful businesses. The self-fulfilling prophecies in the accelerator world that creates business winners and losers. The two types of founding groups in accelerators — and which is the most successful. The merits of building one company vs. taking on a portfolio of companies. Strategies for convincing prospective employees to work for your company. Navigating nuanced sales cycles depending on the needs of your prospect. How D2C brands like Liquid Death, Dollar Shave Club and Casper made consumers want to be part of their brands. Prioritizing a quality business model over venture capital KPIs. Why Dave chose to get into direct mail in the digital age. Linking data with direct mail campaigns to make your brand stand out. Reasons for companies to consider the $50 billion direct mail space in the U.S. Where to start a D2C marketing playbook.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/20
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Creating an eco-friendly product checks boxes for environmentally conscious consumers. But how do you do it in a way that doesn’t compromise your product?
In today’s episode, I sit down with Phoebe Yu and Kat Dey, the co-founders of Ettitude — a DTC bamboo bedding, bath and sleep essentials line that aims to become “the Tesla of bedsheets.”
Phoebe and Kat share their views on being eco-friendly while also offering a product consumers love using, why bamboo is more environmentally friendly than cotton, and how joining the Founders Pledge will continue to help the environment if they ever choose to exit Ettitude.
You’ll also hear tactics on using entrepreneurship as a creative outlet, how and when it makes sense to set up a B-corp and how Phoebe and Kat went from unique immigrant backgrounds to partnering to launch Ettitude.
Key Takeaways with Phoebe Yu & Kat Dey
How Phoebe and Kat went from immigrant backgrounds to launching Ettitude. How entrepreneurship can serve as a creative outlet. Why Phoebe and Kat chose to start a business focused on bedsheets. How did Ettitude determine when it was time to expand their product line? Using customer feedback to align business strategy as a D2C company. The supply chain lessons that emerged from the COVID pandemic. The concerns around fundraising in a rocky economic climate. The eco-friendly data behind sourcing products from bamboo instead of cotton. The social and ecological dynamics of operating a B corp. How Ettitude envisions being the "Tesla of sheets." The Founders Pledge that requires companies to commit a percentage of their future exit value to help the environment.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/19
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If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
After growing up in Uzbekistan and playing Division 1 collegiate tennis, Lolita Petrossov had never worked a job.
So for her first gig, she co-founded JetSmarter, an on-demand private jet charter company valued at over $1 billion before its acquisition by Vista Global in 2018.
Now, Lolita is the founder and CEO of Evestar, a marketing agency that has helped more than 100 eCommerce companies scale in the past three years.
In today’s episode, Lolita sits down with me to talk about her stratospheric rise to the top, along with how she and her husband used emotion and status to build JetSmarter to 10-figures.
You’ll also hear Lolita discuss her favorite type of brands to work with as an agency owner, why you need to be careful when dealing with the media, and why dreamers also have to be doers.
Key Takeaways with Lolita Petrossov
How Lolita went from growing up in Uzbekistan to founding JetSmarter as her first job. The value of being in the right market at the right time. The story behind how JetSmarter raised nearly $200M in funding. The value of creating virality in an app to hook users. What metrics indicate you might have a winning product on your hands The mistake JetSmarter made during its hyper-growth phase that eCommerce founders also make. Why it's crucial to pay attention to unit economics. The good and bad sides of media coverage for founders. How creating a product with an emotional tie to the consumer can cause founders to lose control of their company's narrative. How Lolita transitioned from selling JetSmarter to founding Evestar. What are the best types of brands to work with as an agency owner? What is the one message Lolita would pass along to entrepreneurs?Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/18
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
In Part two of my interview with Jonathan Cronstedt, we dive into how he built the “Kajabi Heroes” program to supercharge growth for what would eventually become a company that’s valued at $2B.
In addition to step-by-step advice for building your own community to land referrals and create loyalty, you’ll also hear about …
✔️Creating “North Star” business metrics based on your own goals and values.
✔️Strategies for getting in front of your must-have clients.
✔️How to scale beyond 8-figures by taking a customer-first approach.Key Takeaways with Jonathan Cronstedt
How do you trust yourself to make the scaling leap when it's time to "go for it?" The most effective sales pitch any human being can make. The value of having a non-monetary goal to guide your company’s growth. How brands can use authenticity as a moat against mass commoditization. How building community around your brand can create separation from your competitors. Where do you start with building a community? Using Napoleon Bonaparte's logic to build customer loyalty through recognition. Why connection is more important than community. Taking the "buy or die" approach to getting in front of your ideal prospects. Tailoring a community experience for your ideal audience.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/17
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
With questions around product-market fit, deciding when it’s time to scale, and keeping competitors at bay, the billion-dollar bullseye can often feel tiny to entrepreneurs.
Today, Jonathan Cronstedt sits down with me to explain how founders can throw darts that consistently hit the center of their target.
Jonathan is the former president of Kajabi, an e-learning software that he helped grow from $6M ARR to more than $100M in just five years.
In addition to a deep dive into product-market fit, you’ll hear Jonathan’s insights on accepting or rejecting outside capital, the reversal of fortunes in the tech industry, and handling existential crises as a founder.
Key Takeaways with Jonathan Cronstedt
The "core three" must-haves of any business and how they play into product-market fit.\ The perils of having great marketing but a poor product-market fit. The only aspect of product-market fit entrepreneurs may not have control over. Aligning your life priorities with your business priorities. The AI effect of killing "internet junk food" and what it means for thoughtful content producers. Questions to ask yourself when determining whether or not it's time to scale and accept outside capital. How failing to expand at the proper time can invite copycat competitors who devalue your niche. Building a brand presence so significant it leaves no oxygen for competitors to disrupt your growth. Old school vs. new school mindsets in maximizing enterprise value. How companies can take different paths to reach the same point of success.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/16
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
You’ve undoubtedly heard the term “From Rags to Riches,” but today’s guest has a story that will blow your mind. This might be one of the most insane “American Dream” success stories I’ve ever heard. Don’t say I didn’t warn you!
Moises Sanchez’s path to success certainly wasn’t easy. After leaving Mexico with a 6th-grade education, his family moved to the US (illegally) with no money and without knowing a word of English. He became a guerrilla marketing phenom in real estate by the age of 18 and eventually grinded his way to a successful multi-million dollar roofing business that brought in $50M last year.
But there’s so much more to his story than that. While in the US, enjoying tremendous success in real estate, he started going down the wrong path. With outstanding warrants in the US, his parents forced him to leave the US and move back to Mexico.
This is where it starts to get crazy. Moises moved back to Mexico with $350K, met his wife and bought a pig farm. Life was great until he eventually woke up to gunfire from Narcos in Mexico. After nearly losing his life, he left Mexico to return to the US, but was arrested by the FBI and ended up in jail. Moises did his time, got released, and started a new life with his roofing business. And the rest, as they say, is history.
Today’s episode is a powerful story of inspiration, how true success is often found with true grit and by overcoming many impossible obstacles, and how the American dream is possible if you never give up. If Moises can do it, then nobody has an excuse.
Key Takeaways with Moises Sanchez
How Moises got started in real estate at 18 years old and found success with guerrilla marketing. Why he returned to Mexico and was able to do it with $350K in his pocket. How Moises managed to escape from Narcos and gunfire at 9am on his pig farm. The lessons he learned from his 8 months in jail after returning to the US. How Moises’ roofing company was generating 8-figure annual revenue without online advertising. The hail storm that changed everything in 2017 and how he deployed his team with Segways. What happened when Moises went all in direct-mail marketing after discovering MAXWriter and sending 10,000 letters a year. Tools and services that Moises uses for marketing like WooSender and GoHighLevel. How WooSender helped to generate 165 new appointments and $2M in sales in the first week! The value of laminating direct-mail marketing as it increases the likelihood of it being kept and not discarded.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/15
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
As the concept of personal branding continues to explode, many creators have the same question: Where do I start?
Today, I’m sitting down with Ari Murray, the VP of Growth at Sharma Brands and creator of Go-to-Millions at Workweek, a marketing and founder-focused newsletter with more than 25,000 subscribers.
Ari goes over all things content creation — from idea generation to evaluating quality to not letting perfection get in the way of creating strong content.
You’ll also hear how Ari collects emails for her newsletter, the importance of knowing your content inside and out, and how she made her way into the media industry after dropping out of law school.
Key Takeaways with Ari Murray
What content creators can learn from Mr. Beast. Prioritizing altruism over profit as a growth strategy. Pivoting into a new field after your initial career intentions don't align with your happiness. How learning on the job inspired Ari to launch the Go-to-Millions newsletter. How can you start a newsletter? Where should you set the bar for quality on content creation? Tips for content idea generation. Wrestling with the constant demand of content creation. The unexpected benefits that come from seizing opportunities that come across your radar. The dynamics of working in the same industry as your spouse. If you have no current personal brand, where should you start? Dealing with elements on your content that may not be perfect — but pushing forward anyway. How Ari collects emails for her newsletter.Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/14
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
After working for a marketing agency and helping many companies scale to 7 and 8-figures, Ronak Shah realized he had the blueprint to building a successful brand. So, he decided to launch a company of his own.
That company is Obvi, a collagen-focused supplement brand that he co-founded with two of his best friends, and grew to $40M in revenue in less than 4 years.
Today, we dive into Ronak’s mindset, routine and daily scheduling advice for juggling the many demands of being an 8-figure founder.
You’ll also hear about the value of building in public, simple strategies for impactful content creation at scale, and how to grow a beneficial network by offering everything and expecting nothing.
Key Takeaways with Ronak Shah
Ronak's leap of faith from working at Deloitte to joining a start-up supplement brand. The chance moments that can change your career trajectory. Attracting qualified employees by building in public and being transparent with your financials. The lessons around disruption Ronak followed to build Obvi to a $40M company. Why Ronak believes in building in public. How to shift away from the "salary mindset" when hiring employees to be less concerned about how much you’re paying. How can founders create a network of influential people? The most underrated social media KPI that most founders aren’t tracking. The future benefit of offering no-strings-attached value to your network. The biggest mistake Ronak sees from people using content creation to build their businesses. A simple five-step format for creating multiple build-in-public videos in under two hours. The single most important factor to winning on social A powerful tactic for getting sh*t done! How can you vet inbound leads to prioritize the ones that will benefit you the most? What are some of the best overlooked D2C tech tools right now?Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/13
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 -
Today, I’m talking with Jonathan Cronstedt, who took the e-learning software giant, Kajabi, from a $6M revenue business to $100M+ and a $2B valuation in just 5 years.
In this episode of Ten Years In The Making, we’re talking about the realities of scaling.
When do you know it’s time to grow? What are the hidden downsides? Is it always the right choice to scale?
You’ll also learn:
✔️ Tactics and strategies for hiring amazingly talented people
✔️ Why building in public has outsized impacts for startup founders.
✔️The push/pull dynamics of a company's mission, vision and values — and how they can demotivate or empower employees.
… and a whole lot more!
Want the Full Show Notes?
To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/12
Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/Get The Podcast on:
APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308 SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1 - Show more
