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In this episode, the Grow Show team is joined by Pete Fagan, Director of Business Development at Unbridled Media. The discussion covers a wide range of topics related to employee engagement and business growth strategies.
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A deep dive into the "5 C's of Employee Engagement" follows - communication, connection, culture, contribution, and career development. The hosts explore how these elements can drive a 21% increase in profitability for organizations that prioritize employee engagement.
Pete Fagan shares insights from Unbridled Media's approach to client relationships, emphasizing the value of exceptional project management and a focus on core competencies. The episode also covers strategies for capitalizing on customers' "happiest moments" during the onboarding process.
Overall, this episode provides actionable advice and thought-provoking discussions on a variety of topics crucial for entrepreneurial growth and success.Thanks for listening!
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In this special 100th episode, Scott, Jeff, and Eric take a moment to reflect on their incredible podcast journey. What started as an experiment to provide value to entrepreneurs has blossomed into a 100-episode milestone, filled with insights, connections, and a deeper understanding of their own business. The hosts candidly discuss the reasons they began the podcast, the unexpected benefits they've experienced, and the lessons learned along the way. From honing their conversational skills to leveraging the podcast for internal training and client relationships, this episode offers a unique window into the true value of consistent content creation. As they look ahead to the future, the Grow Show team shares exciting plans to continue enhancing the program and providing even more value to their audience. This celebratory 100th episode is a must-listen for any entrepreneur considering starting their own podcast journey." The description highlights the milestone, summarizes the key reflections and lessons covered, and teases the future plans for the podcast - all in a concise, engaging way.
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The Grow Show is Live! Today's episode features guest Tim Petsch of GrassWorx, LLC. Text us at 904-867-4466!
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#EntrepreneursCheatCode - Scott Scully talks about the importance of gathering employee feedback. Highlighting the dramatic productivity growth when employees feel heard and listened to.
#Miningforgrowthgold - Tim Petsch talks about his experience as a leader with GrassWorx, LLC, and the strategies they have used to find their niche in dog parks and apartment complexes nationwide.
#TalesFromSales - Jeff Winters shares his approach to training new sales reps. Drawing a sports analogy, Winters advocates for getting reps on calls quickly to let them self-organize, rather than extensive classroom training. The segment emphasizes empowering sales teams and simplifying the sales process.
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At the heart of this episode, Scott Scully and Jeff Winters delve into the evolution of their prospecting approach, highlighting the power of an omni-channel strategy. Starting with a call-only model, they gradually expanded to include email, LinkedIn, social retargeting, and direct mail - a journey that mirrors the changing landscape of lead generation.
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Scott shares compelling statistics, revealing that an omni-channel approach can lead to a 30% higher response rate and a 50% increase in conversions. The hosts discuss how this multi-faceted approach helps turn cold calls into warm interactions, as prospects are already familiar with the brand through various touchpoints.
Addressing a controversial claim that most people are not fit for cold outreach, Scott and Jeff passionately disagree, sharing inspiring stories of executives who initially struggled but ultimately excelled. They emphasize the benefits of an account-based marketing strategy, where multiple channels are strategically employed to target a specific group of prospects, driving meaningful engagement and sales success.
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In this episode of the Grow Show, featuring Amanda Dinkelmann from Archford Capital, the hosts dive deep into the importance of learning to say no as part of their "50 for 50" segment. Scott Scully emphasizes that while it can be incredibly difficult, especially in challenging economic times, saying no to the wrong clients or opportunities is essential for the long-term health and focus of the business.
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The group discusses the consequences of taking on misaligned clients, including the strain it places on the team, the distraction from serving the right-fit customers, and the eventual pain of having to offboard those clients. They agree that it takes courage to fire clients that are not a good match, but it's a necessary step to ensure the business can thrive.
The hosts share their own experiences and struggles with this issue, acknowledging that it's an ongoing challenge, but one that must be addressed to maintain a healthy, high-performing organization. The discussion provides valuable insights for business leaders on the importance of having the right processes in place to attract and retain the ideal clients, even if it means saying no to opportunities that don't align with the company's core strengths and values.
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The episode covers several insightful topics for growing businesses, starting with a discussion on the importance of self-sourcing in sales. Eric Watkins and Jeff Winters highlight data showing that only 25% of sales reps have a chance of hitting quota this year without taking on more of their own prospecting.
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They then dive into tips for effective public speaking, emphasizing the importance of not wasting time introducing yourself and instead jumping right into the content. Eric and Jeff also discuss how important a Graphic Designer is for the growth of your company, from branding, to website design, pitch decks and more, they agree a Graphic designer is an essential hire early on in your business.
Another focus is on leveraging an omni-channel sales strategy, explaining the value of targeting key accounts with a combination of phone, email, and LinkedIn outreach, rather than spreading thin across too many contacts.
The hosts also explore the psychology of negotiation, introducing the concept of "threading the needle" to help buyers feel like they're getting a unique deal.
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Scott Scully shares his exceptional experience staying at the high-end Rosewood hotel. This leads the hosts to explore the idea of transitioning customers into a true membership model, where businesses provide exclusive benefits and services beyond the core offering.
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Eric Watkins also dives in deep during "Mining For Growth Gold" highlighting a technique for handling the common "I'm not interested" objection during cold calls. Additionally, Jeff Winters offers advice for sales executives on finalizing their long-term sales goals earlier in the year to avoid short-term budget cuts in "Tales from Sales"
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In this episode of The Grow Show, the hosts dive into the evolving world of sales prospecting. They discuss the death of open rate tracking in cold email, share tips for softening your tone in outreach, and emphasize the importance of maintaining a consistent weekly meeting cadence to drive business momentum. The show also features an expert on leveraging LinkedIn for prospecting, and strategies for selling to competitive, commodity-driven markets. This episode is packed with actionable insights to help businesses adapt their sales and operational practices for success.
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On this episode of the Grow Show, Eric and Jeff center around the concept of "belly-to-belly" conversations - facilitated discussions to address tensions and conflicts within an organization. The hosts emphasize the value of this approach over avoidance or individual problem-solving, providing strategies for effective facilitation.
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Additionally, the episode explores the significance of understanding a business's total addressable market (TAM) and how it should inform marketing and sales strategies.
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In this episode, the hosts dive deep into sales strategies for navigating challenging economic conditions. They emphasize the importance of investing in sales, even if it means temporarily impacting profit margins, in order to drive much-needed revenue growth. The discussion covers tactics for re-engaging past prospects, handling skeptical buyers, and leveraging tools like newsletters to nurture leads. The hosts share real-world examples and personal experiences to illustrate how a focus on sales can pay dividends, even when the broader business environment is uncertain.
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This episode of The Grow Show highlights the immense value of building a strong internship program within your organization. Scott, Eric, and Jeff emphasize how internships can uncover exceptionally talented young professionals, even at the freshman and sophomore levels. They passionately advocate for companies to invest the time and effort into cultivating a robust internship program, noting that the benefits far outweigh the perceived challenges. Their enthusiasm and real-world success stories make a compelling case for this often-overlooked talent development strategy.
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This episode focuses on the 'Debate THEN Decide' approach, designed to revolutionize how you handle meetings and decisions. We cover the importance of separating the debate phase from the decision phase, using real examples such as the '131' framework: one problem, three options, one recommendation. You'll gain insights into why top-performing teams spend more time diagnosing problems, dedicating 45 minutes to this process and only 15 to solutions. Discover how to structure discussions to fully explore issues, prevent rushed decisions, and enhance team collaboration, ensuring your team tackles problems strategically and effectively.
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Engaging in political conversations at work is a recipe for potential conflict and division. With the current political climate being more volatile than ever, it's essential to prioritize a neutral stance to protect business relationships and internal harmony. Keeping politics out of the workplace helps maintain a focus on common goals and ensures a more cohesive, professional environment.
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Simply defining career paths isn't enough; making them real through shadow sessions and proactive growth opportunities is crucial for both employees and the organization. By allowing team members to experience various roles within the company, you will foster clear career trajectories, increased collaboration, and a deeper understanding across departments. As an example, team member Khalil shadowed this week's recording since he is a podcaster himself and wants to get more involved with The Grow Show. Stream his podcast, The Almighty Show, here.
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In this episode, Aaron Milner, Enterprise Account Executive at Orum, and Jason Dorfman, CEO at Orum, join us to share their expertise on scaling a tech business. Jason discusses his approach to recruiting top talent and the critical role it plays in a startup’s success. Aaron provides insights into sales strategies and the impact of a robust SDR team.
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Connect with Aaron
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Learn more about Orum
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This episode delivers powerful non-organic growth tactics to enhance your business. We’ll show you how to use acqui-hires to integrate talented teams from smaller companies, driving growth instantly. You'll also discover how to leverage joint ventures and strategic partnerships as a 'try before you buy' method, ensuring trust and synergy before a full acquisition. Gain the knowledge to execute these strategies for impactful business expansion.
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Many companies overlook the vast potential their vendors have in contributing to problem-solving and innovation. Vendors are more than just service providers—they can be pivotal partners in solving your business challenges. By proactively involving your vendors in your business strategies, you can harness their knowledge and capabilities for mutual success. This shift can lead to greater efficiency, reduced costs, and a more dynamic business environment.
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Maintaining a direct connection with new hires is critical for CEOs to ensure the organization's culture and standards are upheld. Engaging with each new hire class allows leaders to personally assess and influence the quality of talent joining the team. This approach not only enhances employee relations but also solidifies the foundation of the company’s future. Without this involvement, there's a risk of cultural erosion and misalignment. Listen in to find out how this practice can transform your hiring process and overall success.
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If your senior leaders aren’t part of a structured development program, you’re missing out on untapped potential. Our "12-0 Book Series" is a game-changer. By dedicating just two sessions a month to reading and discussing relevant books, we’ve created alignment, consistency, and a powerful growth environment. Don’t let your leaders fall behind – discover how this simple, effective method can elevate your leadership team and drive your organization forward.
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Find out why excluding your CFO from major decisions is a costly mistake you can't afford to make. This episode highlights how CFO involvement leads to more informed, effective choices that save you money and drive sustainable growth. When your team is guessing costs or modeling out scenarios without considering all financial implications, you’re missing out on crucial insights. Tune in for practical advice on leveraging your CFO’s financial and operational expertise to avoid pitfalls and ensure long-term success.
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