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Your host, Alex Shevelenko, talks with the Lecturer at Stanford University, Stan Christensen. Stan's reputation for teaching negotiation is more than just a series of tactics aimed at short-term gains. His philosophy centers on the idea that negotiation is about unlocking relationships and creating value for all parties involved. Stan explained that most negotiations are ongoing and involve multiple parties, making the cultivation of long-term relationships essential.
He emphasized that negotiation isn't about winning at the expense of someone else but about finding ways to expand the pie for everyone. By understanding each party's interests and seeking complementary aspects, negotiators can craft solutions that are fair and beneficial to all involved.
To learn more about Stan's work, click HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the Co-founder and Board Member of PinMeTo, Daniel Melkersson. Daniel's journey is a testament to the philosophy that one is never too old to try new things. Of the 12 companies he started, only three succeeded, but these successes were not without their share of challenges and lessons. His transition into the tech industry and his curiosity about venture capital funding led to the creation of PinMeTo, a platform designed to enhance location marketing for multi-location enterprises.
To learn more about Daniel's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the CMO of Planable, Miruna Dragomir. Social media marketing is a beast that never sleeps, constantly shifting with new platform updates and demanding increased collaboration within teams. Miruna highlighted how Planable, a content collaboration tool, is designed to help marketing teams navigate these waters. With Planable, teams can create real touchpoints with customers and drive engagement, scaling their social media efforts effectively.
Planable isn't just a one-size-fits-all solution; it's tailored to the different personas within a company. Creators and approvers, for instance, have unique needs, and Planable adapts to cater to each. Miruna stressed the importance of product discovery and in-app education to facilitate adoption and habit change when rolling out new features.
Miruna touched on the recent environment's impact on marketing budgets and the challenges of churn. Miruna pointed out that agencies, in particular, face fluctuations in their client portfolios. To combat this, Planable focuses on onboarding and the initial stages of the customer journey to prevent churn and ensure customers recognize the product's value.
To learn more about Miruna's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the President and CEO of LaBov & Beyond Marketing Communication, Barry LaBov. Barry shared a powerful message with the audience: "Marry the message to the experience." This principle is the cornerstone of effective marketing. It's not just about the product or service; it's about ensuring that every customer interaction embodies the brand promise. A disconnect between marketing and the actual customer experience can tarnish a brand's reputation irreparably.
Barry introduced the concept of the "commodity monster," a trap that forces brands into a race to the bottom, slashing prices and compromising quality. Differentiation is the key to escaping this trap. It's about standing out in the marketplace and offering something unique that competitors can't easily replicate.
Echoing the wisdom of Marshall McLuhan, Barry discussed how "the experience is the message." In today's world, where mediums of communication are abundant, what truly sets a brand apart is the experience it offers. This experience begins when a customer interacts with the brand, and it must be consistent and reflect the brand's values.
To learn more about Barry's work, click HERE and HERE.
Check out RELAYTO MOJO, reviewed by Barry LaBov: https://relayto.com/relayto/the-relayto-values-contract-4wyqkv3cjoo2r
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the CEO of Foundersuite and Fundingstack, Nathan Beckord. Nathan shared the importance of simplicity in your initial communications with investors. Founders often make the mistake of inundating potential investors with too much information too soon. Nathan's recommendation? Keep your intro email as short as possible. He observed that founders tend to include their entire history and attach large presentations, only to be left wondering why they're not gaining traction with fundraising. In reality, investors are inundated with pitches and will only spend a few seconds skimming an email for something that catches their eye.
Nathan suggests using a teaser deck, a concise presentation of about five slides, to pique investor interest. This should cover the essentials: the problem you're solving, your solution, market traction, and your team. If this teaser is compelling enough, it can lead to an introductory chat and, hopefully, a deeper dive into your business plan.
To learn more about Nathan's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the CCO, Author, Speaker, and Advisor, Mary Poppen. Mary emphasized the often-underestimated link between how employees feel and how customers perceive a company. Organizations focusing on employee and customer experiences in parallel see remarkable results, including increased stock prices and higher retention rates. Engaged employees who feel valued are more likely to deliver value to customers, creating a virtuous cycle of satisfaction and growth.
A question that often arises is whether to prioritize employee experience or customer experience. Mary's perspective is to tackle both simultaneously. It's essential to have cross-functional discussions involving both customer-facing and non-customer-facing roles. Understanding the business context and how customers will use a product or service is crucial for creating a cohesive experience that resonates with customers and fulfills an employee's sense of purpose.
To learn more about Mary's work, click HERE.
Check out Mary's book, Goodbye, Churn. Hello, Growth!, HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the Managing Director of Intersection Capital, Oren Klaff. Oren started the discussion with a fascinating story about a colleague's unconventional approach to closing a multimillion-dollar deal. This experience was a turning point for Oren, leading to a profound exploration of the social undercurrents that influence transactions. His findings, which he generously detailed in "Pitch Anything," serve as a testament to the complex interplay of human psychology in business.
One of the most compelling aspects of the conversation was Oren's emphasis on the practical application of his framework in real-world scenarios. He underscored the importance of actionable methodologies over purely academic research, particularly in high-value transactions. Oren shared how leveraging status symbols and frame control can significantly impact negotiations, establishing perceived value and influence.
He even gave us a peek into his studio setup, using visual elements to convey professionalism and high value. Oren's approach to reframing interactions with high-profile individuals to assert equal status was particularly enlightening, highlighting the significance of respecting time and integrity in business.
To learn more about Oren's work, click HERE and HERE.
Check out Oren's book, Pitch Anything, HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the Co-Founder and CEO of Katana Cloud Inventory, Kristjan Vilosius. Kristjan shed light on how Estonia's limited internal market compels startups to think globally from the outset. This necessity to expand beyond borders is a driving force behind the country's success. Moreover, the legacy of Skype, which originated in Estonia, has played a pivotal role in cultivating local talent and inspiring a cascade of innovative ventures.
Kristjan discussed the global ambition that characterizes Estonian startups, using Wise and Bolt as prime examples. The efficiency ingrained in these companies, coupled with the liberation felt after the USSR's collapse, has fueled the entrepreneurial spirit in Estonia. This mindset has been instrumental in the success stories we see today.
Kristjan introduced Katana, a cloud-based inventory software for small and medium-sized businesses. Born from frustration with cumbersome traditional ERP solutions, Katana was created to offer a user-friendly alternative that simplifies onboarding, implementation, and communication. Kristjan's journey from starting small to competing with giants like SAP and Oracle is a testament to the power of strategic growth and market understanding.
To learn more about Kristjan's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/
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Your host, Alex Shevelenko, talks with the Founder of Saastock, Alex Theuma. SaaStock began its journey in 2015, stemming from a vision to create a content platform that would unite B2B SaaS companies. Inspired by the legendary Woodstock festival, Alex wanted to craft an event that would leave a lasting impact on the community. This vision materialized into the first B2B SaaS conference in Europe, held in Dublin, which has since grown to welcome over 4,000 attendees, including founders, C-suite executives, investors, and many innovative SaaS products and companies.
The expansion of SaaStock didn't stop in Europe. The event crossed the Atlantic, bringing its unique blend of community and learning to the US. Additionally, SaaStock introduced a founder membership program, designed to support B2B SaaS founders in scaling their businesses. This program is a testament to the event's dedication to fostering growth and providing value to its attendees.
To learn more about Alex's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the Author, Founder, and CEO of CultureGene, Brett Putter. The shift to remote work has been one of the most significant transformations in the modern workplace. As leaders, we're tasked with the daunting challenge of preserving our company's culture without the traditional office setting that once served as its breeding ground. This is where my discussion with Brett Potter becomes crucial.
Brett explored the essence of emotional connection and social capital in remote teams. The physical distance can create a barrier to the informal interactions that naturally occur in an office. To bridge this gap, Brett emphasized the importance of small gestures that can have a big impact, like sending gifts to the partners of new employees. This fosters a sense of belonging and shows that the company values not just the employee but their life outside of work as well.
To learn more about Brett's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the CEO and Keynote Speaker of Coeus Creative Group, Jay Johnson. Jay brings a wealth of experience to the table, with 15 years of guiding leaders in organizational culture and working with prestigious companies and institutions. His insights on human behavior are not just theoretical; they are backed by practical experiences and millions of views on his TEDx talk about handling challenging individuals.
Jay emphasized a crucial point: we cannot control others, only ourselves. This realization is the foundation for developing strategies to navigate difficult interactions. It's about creating a gap between the stimulus we receive from a difficult person and our response to it. By doing so, we avoid the immediate, often counterproductive, emotional reactions that can lead to conflict.
Jay introduced the concept of predictive behavioral intelligence, which is about recognizing the patterns in people's behavior. Just like watching a horror movie repeatedly makes the scares predictable, understanding the recurring nature of difficult people allows us to anticipate their actions and respond more effectively. This approach empowers us to control our reactions, even when faced with frustrating behavior.
To learn more about Jay's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the C-Suite Transformational Leader, Keynote Speaker, Board Director, Author, and Passionate Diversity and Inclusion Leader, Victoria Pelletier. Victoria's journey is one marked by significant adversity. She shared how she harnessed these challenges as catalysts for growth and success. Her story is a testament to the power of authenticity and intentionality in crafting a personal brand that evolves alongside you.
She spoke on the elusive concept of balance and the inevitable trade-offs that life demands. Victoria spoke candidly about her experiences juggling a thriving career with motherhood, and the compromises that accompanied her choices. It's a narrative many of us can relate to, as we strive to align our values with our professional endeavors.
The evolution of Victoria's brand is a journey of self-discovery and storytelling. Victoria stressed the importance of differentiation and connecting to one's legacy and impact. She urged us to be strategic and intentional in presenting ourselves, always considering our audience and the objectives we aim to achieve.
To learn more about Victoria's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the General Partner of NFX Pete Flint. Pete's candid recount of the challenges he faced while scaling Trulia is both enlightening and inspiring. He opened up about the 2008 real estate crash's impact and the strategic decisions that led to a successful IPO and exit. His experiences underscore the importance of networking, understanding consumer needs, and being resourceful, especially during times of crisis.
One of the most gripping parts of the discussion centered on how Trulia navigated the 2008 global financial crisis. Despite raising cash before the crisis, the company was rapidly losing money, and fundraising seemed impossible. The crisis forced them to pivot from targeting big customers with six-figure contracts to recognizing an unexpected opportunity: real estate agents who needed better online services.
An inbound call from an agent complaining about their listing images sparked a revolutionary idea. Trulia transformed its customer service team into an inside sales force, achieving a 20% conversion rate and setting the company on a new, profitable path. This strategic shift from enterprise sales to a high-touch approach for real estate agents was a game-changer.
To learn more about Pete's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with Board Member and Stanford Cloud Computing Lecturer, Dr. Timothy Chou. Timothy discussed the challenge of managing multiple initiatives. Timothy, with his extensive background at Tandem Computers, emphasized the importance of compartmentalization. He shared how the ability to focus on specific tasks without getting overwhelmed by the "noise" in the tech industry is crucial for success. In today's fast-paced environment, companies must simplify their narratives to cut through the clutter and reach their target audience effectively.
Timothy discusses the history of technological advancements, from the inception of cloud computing to the latest developments in AI and large language models. He underscored the role of economic shifts in fostering innovation, pointing out that significant changes in the economy often pave the way for the creation of groundbreaking products. Moreover, he stressed the importance of user experience in enterprise software, a factor that can make or break the adoption of new technologies.
To learn more about Timothy's work, click HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the Founder of Practical Founders, Greg Head. Greg Head brought to the table a wealth of experience from his years in the CRM sector. He had seen the transformation of CRM software and how it has shaped the way companies interact with their customers. One of the most significant shifts discussed was the move towards product-led growth—a strategy where the product itself becomes the primary driver of customer acquisition and expansion.
Salesforce, for example, revolutionized the CRM space by allowing users to try their products without requiring extensive sales interactions. This approach improved the buying experience and set a new standard for how software companies could achieve growth.
A common misconception in the startup world is the perceived necessity of venture capital funding for successful go-to-market strategies. Greg challenged this notion, explaining that the software industry landscape has evolved to a point where extensive funding is no longer a prerequisite for growth. He stressed the importance of efficient distribution channels and the power of leveraging platforms like LinkedIn to build an audience and engage with potential customers.
Positioning and differentiation in the market are crucial, and Greg emphasized that product-led growth is not the only path to success. There are various efficient channels for reaching target audiences that founders should explore.
To learn more about Greg's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the Global Credibility Expert of Credibility Nation, Mitchell Levy. Mitchell opened the conversation with a powerful message about the importance of expressing gratitude. He shared a poignant quote from his book, which speaks to the responsibility we have to pass on the love we receive. In a world where negativity can often take center stage, saying "thank you" and acknowledging the contributions of others is not just a courtesy, but a vital component of building a positive environment.
One of the most striking points Mitchell made was about the difference between happiness and joy in the workplace. He emphasized that while happiness can be fleeting, joy is a more profound and sustainable state that we should strive to cultivate. This involves giving specific, authentic, and constructive feedback, rather than succumbing to the "fake it till you make it" mentality, which can erode trust and credibility.
To learn more about Mitchell's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the President and CEO of Octain Growth Systems, Clare Price. Clare emphasized the need for a strategic foundation in marketing. Without a blueprint, businesses can get caught in a cycle of frantic marketing activity, which hinders their ability to grow. Clare discussed the concept of "hamster marketing," where businesses constantly run in circles without a clear plan, leading to burnout and talent loss.
Another issue touched on was "lottery marketing," where businesses throw money at various tactics without a strategic approach. Clare highlighted the importance of effective marketing execution for business growth and the need to get in front of enough prospects to generate revenue.
Clare highlighted the role of content in driving growth, both at the top of the sales funnel and throughout the buyer journey. She emphasized the importance of personalized and targeted content that resonates with specific niche audiences. Clare advises businesses to understand their ideal customers' values, motivations, needs, wants, desires, and buying patterns to create content that produces results.
Clare discussed the common mistake of producing content without proper consideration and the need to shift the focus from "what we do" to "how we can help." Clare talked about the ineffectiveness of generic blogs and the value of user-generated content in building trust and accountability.
To learn more about Clare's work, click HERE and HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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Your host, Alex Shevelenko, talks with the CEO and Founder of Next Level University, Alan Lazaros. Alan Lazaros, a peak performance business coach, shared his journey and reflected on his growth and learning over the years. He emphasized the importance of integrating personal and professional development, a topic often overlooked in business.
One of the most intriguing parts of the conversation was when Alan discussed people's top regrets on their deathbeds and how they can be translated into professional life. Alan shared examples of listeners focused on one aspect more than the other. He noted that those who prioritize professional development tend to be successful and wealthy, while those who prioritize personal development excel in relationships.
Alan added that leadership is a universal craft that can be applied in various roles, including parenting. He challenged the idea of work-life balance, stating that work and life are not separate, especially in the remote work era. He mentioned his girlfriend, who is also his business partner, and their podcast that blurs the line between work and life.
To learn more about Alan's work, click HERE and HERE.
Check out Alan's podcast, Next Level University, HERE.
Think you'd be a great guest on the show? Apply HERE.
Want to learn more about Alex's work at RELAYTO? Check out his website at https://relayto.com/.
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Your host, Alex Shevelenko talks with the Senior Vice President of Kodi Collective, Eric West. "One of the privileges of being a founder is you get to work with customers who have innovation in their blood and who help you co-create a change in the world. The only thing that’s better is a 2x super-customer like Eric West! First as a senior leader at one of the Omnicom Media Group’s agencies and now at Kodi Collective (global leader in marketing executions services) with origins from the legendary RR Donnely print & publishing conglomerate."
To learn more about Eric's work, click HERE.
Think you'd be a great guest on the show? Apply HERE.
To learn more about RELAYTO, visit https://relayto.com/.
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In this podcast episode, Alex Shevchenko, CEO of Relayto, and RJ Grimshaw, CEO of UniFi Equipment Finance, discuss the importance of entrepreneurship within established businesses.
Grimshaw shares his experience of growing UniFi from $13 million to $120 million in revenue in six years, attributing this success to the Entrepreneur Operating System (EOS). They discuss the value of fostering entrepreneurial qualities in employees, the significance of aligning personal and company values, and the importance of customer-centricity. The conversation also covers effective communication, learning from failure, and the role of risk-taking in entrepreneurship. Grimshaw emphasizes the need for authenticity and conscientiousness in business leadership.
To learn more about RJ's work, click HERE.
Think you'd be a great guest on the show? Apply HERE.
Want to learn more about Alex's work at Relayto? Check out his website at https://relayto.com/.
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