Revenue Growth Podcast

What’s the secret to boosting your revenue through AI? Tune in as we dive into this fascinating topic with our guest for the day, Glenn Schmelzle, who carries with him a refreshing wave of optimism. In this intellectually stimulating conversation, Glenn and I navigate through the myriad avenues in which cutting-edge generative AI technologies, demonstrated in ChatGPT, could be harnessed to supercharge your sales and marketing game. Don’t miss this chance to catch a glimpse of how AI can be your ally in revenue growth. Glenn Schmelzle (pronounced Sh-Melt-Slee) is a multifaceted individual – a marketing maven, devoted husband, enthusiastic hockey dad, and an ardent supporter of local communities. He was a pioneer in recognizing the immense potential of the internet for marketing, and efficiently harnessed it to generate a plethora of leads for his employers. Observing other businesses flounder in lead generation deeply concerned him, and this impelled Glenn to begin sharing his strategies through blogging in 2009. His unwavering conviction in reinvigorating the marketing funnel led him to establish Marketing What’s New agency in 2013, and launch forward-thinking initiatives such as GAFast4ward workshops. Not one to be limited by mediums, Glenn soon began voicing his insights and perspectives under the moniker Funnel Reboot - initially through a Twitter account and subsequently broadening the scope through a podcast. This platform fosters an inclusive dialogue, inviting marketers from all corners to participate and engage. If you’re leading a sales team and aiming to skyrocket performance, it's time you acquaint yourself with Selling From the Heart. What sets Selling From the Heart apart is its refreshing take on driving sales. It zeroes in on rapidly establishing trust with clients and prospects by embracing authenticity. The upshot? Enhanced prospecting efficiency, elevated closing rates, and a surge in referrals. Learn more at www.sellingfromtheheart.net. Connect with Glenn Connect with Darrell FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

When I think innovation, what comes to mind are think tanks for large enterprise companies or startups huddled up in the conference room of a shared office space around an iPad. However, if anyone needs to innovate, it's small and medium-sized business. Our guest, Michael Haynes, author of Listen Innovate Grow, A Guidebook to Acquire B2B Customers, believes that SME's need to innovate in five core areas to be able to drive growth. In this conversation, he shares powerful strategies you can put to work to innovate to add value and grow revenue! Michael Haynes is the Founder and Principal Consultant at Listen Innovate Grow. For over 25 years, Michael has worked with companies ranging from micro-businesses to large corporates across Australia, Asia, Canada and the USA to develop and implement customer strategies and programs to drive business growth. His passion is helping CEOs and Business owners of small and medium-sized businesses operating in B2B markets to achieve the growth and impact they seek. Michael is also an avid traveler and is regularly invited to be a guest speaker and panelist for an array of SME events and podcasts across Australia, Canada and the United States. Listen Innovate Grow Connect with Michael Connect with Darrell FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Why do your sales reps win or lose deals? The reason they enter in the CRM probably isn’t accurate. In fact, today’s guest demonstrates that the vast majority of the intel you are getting on why you win and lose may be wrong. In this rapidly evolving marketplace, bad data on what’s working can quickly put your revenue in the ditch. Today’s guest, Spencer Dent is the Founder of Clozd, a startup that is revolutionizing the way businesses connect with their customers. His team conducts tens of thousands of win-loss interviews. What he shares in this conversation will definitely grab your attention and challenge your assumptions. FIND OUT WHY YOU LOST A RECENT DEAL Claim your free win-loss interview HERE. Connect with Spencer. Connect with Darrell. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Do you need ideas to land better clients, bigger deals, and higher fees? You are going to love this conversation with David Newman, the author of Do It! Selling. David works with leading consultants, coaching, and speakers who want to expand their business. And, the ideas he shares are very applicable to every sales professional. If you're ready to get some ideas and take action, you're going to love Do It! Selling. David Newman, CSP, is the author of the #1 business bestseller, DoIt! Marketing, and he's the creator of the Do It! MBA mentorship (www.doitmba.com). David is the host of the highly-rated podcast, The Selling Show. As a revenue growth mentor, David and his team have worked with over 1,800 successful consultants and business coaches. Connect with David Newman Connect with Darrell Amy FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Client Experience is the frontier of value creation. The companies that get this right develop a tremendous competitive advantage. In order to make Client Experience consistent, we need to leverage technology. Our guest today, Ryan Arcoraci, is an expert in helping companies use technology to deliver an amazing client experience. Ryan Arcoraci is an official tech nerd! He’s the host of Business Stories with Ryan Arcoraci. His expertise is in sales technology, sales automation, and CRM. The value he provides is in helping businesses grow in creative ways by integrating web development, digital sales strategies, digital marketing, and software solutions. To sum it up, Ryan knows how to make things work–which can be a challenge for every business. Connect with Ryan Arcoraci Connect with Darrell Amy FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Today's guest offers a powerful alternative to stale webinars and lunch and learns. Chris Colt, The Challenge Champion, has developed a proven framework for launching multi-day challenge events that create transformational experiences. Get ready to consider new possibilities as Chris shares how different companies are leveraging challenges to drive revenue growth. Chris Colt is the founder of The Challenge Champion™ Academy. He teaches service-based entrepreneurs how to turn strangers into loyal clients via challenges. His proprietary frameworks enable organizations and individuals to better serve their audience while generating sales faster. With over 25 years in sales, He knows how to build true relationships. He credits his passion for endurance cycling and sports for giving him the knack for creating fun and engaging challenges that customers love. One of his personal cycling adventures was successfully completing one of the hardest mountain bike races on the planet- the Leadville 100. Give us 4 short sessions to show you how to target IDEAL CLIENTS (or CUSTOMERS) that are worth 20-30X your Average Client! Check out the One Ideal Client Challenge. Connect with Chris Colt Connect with Darrell Amy FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Darrell here and it is March 1st. If you’re looking back over your revenue results for first two months of the year and wondering what it’s going to take to hit your goals, I’m excited to announce two new programs that can help you accelerate your growth. The first program will get you focused on the types of clients that can really move the needle. The One Ideal Client Away Challenge will help you focus your growth as you refresh your Ideal Client profile with the types of clients that can create a flywheel of net-new and cross-sell revenue. I say one ideal client away because when you focus your efforts and land an ideal client it sets you on a trajectory for exponential growth. You can join the challenge at www.oneidealclientaway.com. The second program to help you accelerate growth is the Revenue Growth Engine Design Workshop coming to Dallas on March 10-11. In two days you will design and upgraded Revenue Growth Engine for your business that will get your sales and marketing efforts focused, fueled, and ready to fire on all cylinders. You’ll leave this workshop with clarity and a plan to put in place that will help you accelerate growth. Learn more and get your tickets at workshop.revenuegrowthengine.com. Both of these programs are designed to bring focus and force to your growth engine so you can get on a trajectory to hit and hopefully exceed your revenue goals for 2023 and beyond. So, come to the One Ideal Client Away Challenge on March 20-24 from 11 to 11:45 eastern and then plan to be at the Revenue Growth Engine Design Workshop in Dallas on May 10th and 11th. If you are an entrepreneur, executive, sales leader, or marketing leader that wants to grow faster I’m committed to help. If you know someone who could benefit from this, I’d be grateful if you would share it. Thank you so much! Let’s get going and let’s get growing! FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Join us as we delve into the exciting world of Artificial Intelligence and its impact on sales and revenue. Our guest, Denise Murtha Bachmann, is a seasoned expert in the field and on a mission to bridge the gap between sales and AI. She believes that the key to success lies in finding the right balance between technology and human skills. Denise will show you how to harness the power of AI to drive revenue and sales growth, without sacrificing the human touch. During the podcast, you will discover: Connect with Denise: LinkedIn Connect with Darrell: LinkedIn FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Think email is ineffective these days? Marketing expert Nigel Thomas, CEO of Alpha Inbound is here to prove you wrong. He breaks down the exact cold email strategy that allowed him to have 80% open rates, 15% response rates and a close rate of 2%. You'll learn a ton of practical ideas that you can put to work right away. Make sure to grab a pen and a notepad so you can take action on what you learn from Nigel. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

If you want to grow your revenue you need to grow your network. Our guest today, Drew Sechrist, was one of the first employees at Salesforce. Now, he’s co-founder of Connect the Dots. The ideas he brings to us today will be powerful. A cold email to Marc Benioff in 1999 landed Drew an account executive job at Salesforce, where he was employee number 36. Drew became the company’s highest-producing seller, then the highest-producing sales manager as Salesforce scaled from zero to more than a billion dollars in revenue. As a young seller, leaders like Marc Benioff, Jim Steele, and Susan St. Ledger transformed Drew’s career by opening their networks and making warm introductions on Drew’s behalf. With that vision in mind, Drew co-founded Connect The Dots, to make that experience possible for anyone. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast! FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Do you want more time, attention, and money from your prospects and clients? You will love this conversation with one of my all-time favorite authors, Joseph Pine, author of The Experience Economy. Our guest today is Joseph Pine II. He is an internationally acclaimed author, speaker, and management advisor to Fortune 500 companies and entrepreneurial start-ups. He is co-founder of Strategic Horizons LLP, a thinking studio dedicated to helping businesses conceive and design new ways of adding value to their economic offerings. In 2020 Joseph Pine and James Gilmore released a new edition of one of my all-time favorite business books, The Experience Economy: Competing for Customer Time, Attention, and Money. This book demonstrates how goods and services are no longer enough; what companies must offer today are experiences – memorable events that engage each customer in an inherently personal way. I'm not alone in being a fan of this book. The Experience Economy has been published in fifteen languages and was named one of the 100 best business books of all time by 800ceoread. Joe is also a contributor to the Harvard Business Review. He co-authored a thought-provoking article in the January 2022 edition, "The New You Business." This article is packed with powerful ideas we will explore in our conversation today. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What's excellent about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast! FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Do you need top executive-level talent in your organization but wonder if you have the budget to pull it off? Today’s guest, Ben Wolf, has a very compelling alternative idea to share. Ben helps small- and mid-sized entrepreneurial business owners break through when they're hitting the ceiling. He’s the host of the podcast: Win Win Podcast. He’s also the author of the book, "Fractional Leadership: Landing Executive Talent You Thought Was Out of Reach" Fractional Leadership shows you step-by-step how to land the experienced, been-there-done-that executive talent you thought was out of reach. If you’re ready to step up your game in marketing, sales, or other executive positions but can’t hire a top-dollar executive full-time, a fractional leader can help you bridge the gap. Today, Ben will talk with us about how to make this happen. This episode is brought to you by the Breakthrough Sales Leader’s Retreat. If you are a sales leader get ready to breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. I and Larry Levine will be joined by Dave Sanderson and our special guest, Holly Dowling, to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Learn how to turn mundane case studies into compelling case stories. Today’s guest, John Livesay, is known as The Pitch Whisperer. John shows sales teams how to turn mundane case studies into compelling case stories to win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars. John’s new book, The Sale Is in the Tale, is a business fable set in Austin, TX, is about a sales representative whose old ways of selling are not working anymore. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships. In this episode you’ll discover how to tell compelling stories that capture attention, get to the heart, and get results! Get a pen and notepad out for this one as you are about to learn some powerful strategies! This episode is brought to you by the Breakthrough Sales Leader’s Retreat. If you are a sales leader get ready to breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. myself and Larry Levine will be joined by Dave Sanderson along with our special guest, Holly Dowling, to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

One of the most overlooked sources for revenue growth is winning back lost customers. Get ready to discover smart ways to win back lost customers to find new revenue as Dan Pfister coaches us today. Dan Pfister, is the founder of WinBack Labs. He believes there's GOLD buried in your lost customers. Winning back lost customers offers a tremendous opportunity to scale revenue at a very low cost. The average customer win-back campaign generates $485K and costs less than $5K to execute. If you have a sales role or have a sales team at your company make sure they know about the 2022 Trust Building Challenge. From September 12-16 we will be coached by some of the world’s leading experts on how to build trust with prospects and clients. We all can benefit from more trust! To learn more and register go to www.trustbuildingchallenge.com. You can come live each day or get the recordings. That’s www.trustbuildingchallenge.com. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

If you are responsible for driving growth in your business but have run out of levers to pull, you are frustrated with dead-in-the-water marketing ideas and have sales that just never seem to get closed, then you are going to enjoy this conversation with Sean M. Doyle. Sean is the author of Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task. He is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers. Today’s episode is brought to you by the Breakthrough Sales Leader’s Retreat coming October 20th to Fort Worth Texas. If you are a sales leader, or you know one, you don’t want to miss this event. I’ll be joined by an incredible team of coaches including Larry Levine and Dave Sanderson. You’ll get the mindset, skillset, and toolset to build an authentic selling culture to grow sales. You’ll leave with a 100-day Breakthrough Plan so you can build your team, develop your culture, and grow your sales. Learn more and register at www.breakthroughsalesretreat.com. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Are you struggling with prospects and clients that are unreceptive to you and your value proposition? You’re in the right place. Our guest, Tom Stanfill, author of the book, Unreceptive, coaches us on how to create receptivity! Customers’ willingness to work with sellers to evaluate their solutions has declined by 120% in the last three years. The success rate in getting meetings with new prospects is less than 2%. In this environment, Tom believes the only way to guarantee success in sales is to acquire a new mindset and skill set so we can stop selling and start focusing on creating receptivity. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast! FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

Do you want to become one of the elite sales professionals in the top 1%? You are in the right place! Today’s guest, bestselling author, Anthony Iannarino shares powerful ideas from his latest book, Elite Sales Strategies. Anthony, is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sales. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results. He’s also the author of the new bestseller, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and build Revenue Growth Engines®. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

We’ve all heard the line that 50% of our marketing is working, we just don’t know which 50%! Our guest today has answers. Mark Stouse is the CEO of Proof Analytics (www.proofanalytics.ai), a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast! FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

For my marketing friends, do you ever feel overwhelmed? Our guest today knows how to create a lot of marketing impact with a small amount of time. Sarah Noel Block is the founder of Tiny Marketing. For seven years, she was a marketing team of one for five companies…simultaneously. To pull this off, she built a system that allowed her to expand my bandwidth without expanding my budget. Did it work? Check out these results: She increased organic search traffic by 1,696%, using SEO and content marketing strategy. She achieved an 80% email open rate with a 22% click-through rate for 63% CTA conversion! She also created a 1,702% increase in social media followers. If you want to get results on a tiny budget, you’re going to enjoy this conversation. Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book

We are in the midst of the biggest migration of human capital in history as key contacts at your client and prospect companies get promoted or change jobs. The way you handle this could create incredible sales opportunities for you, or, it could be a massive threat. Today you’re going to get to know one of the world’s foremost experts in relationship signal intelligence and social selling, Jamie Shanks, the CEO of both Pipeline Signals and Sales for Life. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your current and target accounts for relationship connections, competitive Intelligence, and compelling events like job changes, allowing companies to buy back their sellers' time so they can focus on selling, not researching. At Sales for Life, Jamie and his team have trained over 250,000 sales and marketing professionals, in dozens of industries. Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book