Rethinking Revenue

Ep. 23 | Leadership Lessons from the Battlefield | Jason Barr, VP, Healthcare at ID.me

Military leadership lessons have been a hidden gem for driving revenue growth in business. Learn how this sales leader turned proactive change into a revenue playbook and hear about the connection between military expertise and business success.

Our special guest is Jason Barr, a military veteran and sales leader at ID.me, brings a unique perspective to the business world. With a background in military leadership, Jason seamlessly integrates his entrepreneurial orientation and problem-solving skills into the sales landscape. Having led special forces teams and now steering the healthcare practice at ID.me, Jason's experience and expertise offer valuable insights into implementing proactive change and driving revenue growth. His journey from the military to the business realm showcases a compelling fusion of leadership, adaptability, and strategic thinking that resonates with sales leaders and managers seeking innovative approaches to revenue generation.

Change is hard. It's hard to embrace it and it's hard to live through it, let alone now you're trying to drive it and get other people to change is even harder. – Jason Barr

Drive Revenue Growth

Driving revenue growth is a top priority for sales leaders like Jason, as seen in his ambitious goals. Implementing clear objectives and aligning sales teams towards achievable targets are key strategies in driving revenue growth effectively. Hear how Jason talks about implementing Objectives and Key Results (OKRs) in sales and how doing so helps align teams towards common goals, from the executive team down to the sellers. Constantly rethinking revenue strategies and investing in developing great leaders are essential for sustainable growth in sales organizations.

 

Key highlights in this episode:

• Drive revenue growth by implementing proactive change in sales leadership.
• Using OKRs as an aligned practice to set clear objectives and drive performance throughout the organization.
• Using military leadership lessons and applying them to drive success in business.
• The focus on future pipeline and keeping things moving forward.

 

About Jason Barr

Jason Barr is the VP of Healthcare for ID.me, the leading digital identity wallet in the United States. His team is focused on improving healthcare interoperability with trusted and portable identity verification and SSO to remove friction and fraud from healthcare for both patients and providers. 

Jason has more than 20 years of leadership experience, largely focused on delivering technology solutions that have helped many healthcare organizations enhance the delivery of care.  He started his career as an Army Officer with combat tours in Iraq, followed by leading growth organizations to solve complex technology problems. He graduated from the United States Military Academy at West Point, followed by an MBA from The Ohio State University and now resides in Jacksonville, FL. 

 

About ID.me

ID.me simplifies how individuals prove and share their identity online. The ID.me secure digital identity network has over 120 million members with over 60,000 new subscribers joining daily, as well as partnerships with 15 federal agencies, 40 agencies in 30 states, and over 600 name-brand retailers.

The company provides identity proofing, authentication, and group affiliation verification for organizations across sectors, including commercial, healthcare, and government services. The company's technology meets the federal standards for consumer authentication and is approved as a NIST 800-63-3 IAL2 / AAL2 conformant credential service provider by the Kantara Initiative. ID.me's Identity Gateway also has a Federal Risk and Authorization Management Program (FedRAMP) Moderate Authority to Operate (ATO).

ID.me offers a "digital fast lane" that empowers consumers to seamlessly navigate websites and avoid endless and frustrating account logins and passwords. Over 50 million pre-verified users already benefit from this "digital fast lane."

 

Resources in this episode:

• Find Jason on LinkedIn
• Visit ID.me to learn more about how they are leading the efforts in digital identity management.

Ep. 22 | Lessons on Driving Massive Value for Clients | Ken Paskins, Founder and CEO of GCE Strategic Consulting

If you're feeling stuck in a cycle of trying to achieve sustainable revenue growth, only to hit a wall and struggle to break through, just know you are not alone! Many business owners find themselves in the same frustrating position, trying different strategies without seeing the results they desire. It's time to rethink your approach and consider a new perspective to achieve the growth you've been striving for.

Get outside help. Don't do it alone. Don't throw the money down the drain. Don't continue to beat your head against the wall and continue to bleed. So stack the deck in your favor and get experts on your side. - Ken Haskins

Our special guest is Ken Haskins. Ken is the founder and CEO of GCE Strategic Consulting, based just outside of Atlanta, in Sandy Springs, Georgia. With over 20 years of experience, Ken specializes in providing support for companies in fractional or full-time leadership roles, including COO, CRO, HR, and finance. His company works with a diverse range of industries, from landscaping to SaaS, and helps businesses navigate challenges such as M&A, growth plateaus, and leadership transitions. Ken's intentional shift from being the main salesperson to a visionary leader has led to significant growth for GCE, with a focus on client success and sustainable revenue growth. His expertise in fractional executive hiring makes him a valuable guest for discussing effective leadership transitions and achieving sustainable revenue growth.

Key highlights in this episode:

• How your business can benefit from hiring a fractional executive
• Streamline your business with EOS and sticking to it!
• Mastering the art of enterprise sales success with creative strategies

EOS Implementation for Success

Implementing EOS can provide businesses with clarity on long-term objectives, core values, processes, and team-building strategies, leading to enhanced organizational efficiency and success. Professional EOS implementers play a crucial role in guiding businesses through the systematic implementation of EOS, ensuring that companies fully leverage the benefits of the system for sustainable growth. Embracing EOS requires a committed and structured approach, where businesses invest in external expertise to streamline operations, enhance decision-making, and achieve transformative results in revenue growth.

About Ken Paskins

As the CEO and Founder of GCE Strategic Consulting, Ken is dedicated to helping you achieve extraordinary results. With experience managing $500M P&Ls and teams of over 450, as well as working with top-tier PE firms and Sequoia Capital, he understands what it takes to drive success.

In 2014, he left corporate America to help business owners like you realize your visions. As the first Fractional Integrator (ever) and an early attendee of Mark Winters' Rocket Fuel University, he recognized the need for Visionaries to maximize their results using EOS®.

GCE Strategic Consulting was the first firm of it’s kind designed to serve Visionaries and is now the largest, having served more clients than their top competitors combined, across over 10 countries. Their team of business experts excel in not only the COO/Integrator role but also in Finance, Sales, Marketing, HR, and Recruiting. While other firms focus solely on EOS® and running L10 meetings, we pride ourselves on our comprehensive business expertise, including M&A, turnarounds, capital raises, and achieving tangible results.

About GCE Strategic Consulting

We help business owners calm the chaos and stop working IN the business so they can work ON the business! Bridge Integrator® | Fractional Integrator | Fractional Executives in Operations | Sales | Marketing I Finance | HR  | Recruiting | Coaching.

Are you running your business or is your business running you?

At GCE, we are business fixers. GCE started the Fractional Integrator movement! As the leading firm in our field, we've had the privilege of serving more Visionaries than anyone else in over 10 countries! Discover a rare company that not only offers experts in the COO / Integrator Seat but support Finance, Sales, Marketing, HR and Recruiting. Other firms take pride in knowing EOS® and running an L10’s, we take pride in mastering EOS® and being experts in business, including M&A, turnaround, cap raises, and getting results! We have encountered and successfully navigated every business challenge imaginable, making us your ultimate one-stop shop for support. 

Resources in this episode:

• Find Ken on LinkedIn
• Visit GCE Strategic Consulting to learn more about GCE Strategic Consulting and their services.

Ep. 21 | Partnerships as Growth Engines | Sheri Chaney Jones, Founder and CEO of SureImpact

As the founder and CEO of Sure Impact, Sheri Chaney Jones brings a wealth of experience in using data to drive social change. With a background in data science and a decade-long career in helping the social sector define metrics and tell their stories, Sheri has been at the forefront of leveraging technology to solve complex social problems. Her company, Sure Impact, offers a cloud-based SaaS platform built on Microsoft Azure that focuses on helping nonprofits, government, social enterprises, and corporate foundations demonstrate their impact and track their activities. Sheri's innovative approach and expertise in using technology to drive social impact make her a valuable asset for organizations navigating the transition from service to tech startup challenges, seeking to demonstrate their impact and attract corporate support.

Trust your instincts. As a founder and a CEO in a new and innovative space, you're here for a reason and you have to just trust your instincts. - Sheri Chaney Jones

Key highlights in this episode:

• Discover the power of strategic partnerships to drive business growth and success in tech startups.
• Effective strategies for measuring impact in nonprofit organizations, and how it can lead to greater support and funding.
• The unique challenges of transitioning from service-based to tech startup ventures
• Engaging corporate foundations in social impact initiatives, forging meaningful partnerships for community growth.
• Embracing the importance of trusting instincts in entrepreneurship and harness it as a valuable asset for decision-making in the tech startup world.

Strategic Partnerships for Business Growth
Building strategic partnerships is crucial for driving business growth and success, especially in the tech startup sector. Collaborating with key industry players like Microsoft and Blackbaud can accelerate operations, expand brand reach, and open up global opportunities. Leveraging partnerships not only helps in scaling operations but also enhances brand credibility and trust among customers.

 

About Sheri Chaney Jones

For more than 20 years, Sheri Chaney Jones has applied performance management, evaluation, and organization behavior best practices to non-profit organizations and government agencies to improve outcomes and efficiencies.

An author, professor, and internationally recognized expert, Sheri believes in data, metrics, and accountability.

Sheri’s foray into entrepreneurship began with Measurement Resources Company in 2010. Now a national firm, Measurement Resources increases the capacity of non-profit and government sector organizations through high-performance practices and data-driven insights. In 2018, Sheri launched SureImpact to automate and simplify the process of collecting and sharing outcomes and impact data.

Sheri is a thought leader on public sector evaluation and applied organizational research. She is the author of Impact & Excellence: Data-Driven Strategies for Aligning Mission, Culture, and Performance in Nonprofit and Government Organizations (Jossey Bass, 2014).

Sheri is passionate about women’s equity and the advancement of girls. She is a past president of the Columbus Chapter of the National Association of Women Business Owners and a Commissioner for the Columbus Women’s Commission for the Mayor’s Office.

About SureImpact

Purpose-Built software to manage, measure, and communicate your social impact.

SureImpact shares your passion for creating long-term social change. 

Designed for social-good providers by social-good providers, our mission is to help you increase your social impact and prove your clients are better off because of the work you are doing. Helping organizations like yours succeed isn’t part of what we do – it’s everything we do.

SureImpact is the only technology solution specifically designed for all members of the social-good sector. Our proven collaborative infrastructure combines case management, impact measurement, and reporting to enhance your organization’s delivery of mission-critical services, engage your communities, attract new sources of funding, and increase trust with existing funders. By demonstrating the degree to which you are changing the world, funders and other stakeholders will become more invested in your cause than ever before.

Resources in this episode:

• Find Sheri on LinkedIn
• Visit sureimpact.com to learn more about the platform, watch tutorials, request a demo, and get in touch with Sheri Chaney Jones.
• National Association of Women Business Owners (NAWBO)
• Rev 1 Ventures
• For corporate foundations interested in measuring social return on investment, consider partnering with Sure Impact to streamline impact measurement and reporting.

Ep. 20 | Leaders Have The Teams They Deserve | James Rores, Founder of WINS Selling

Ready for an unexpected truth about team building? It's not about traditional hiring practices or years of experience. It's about creating a culture that multiplies the potential of each team member. But here's the twist: the key to success lies in something you may not have considered. Stay tuned to revolutionize your approach to team building and witness the extraordinary results.

Our guest this week is our co-host, James Rores. He is a renowned expert in team development and intentional hiring to enhance team performance and foster a positive work culture. His insights into leadership and team dynamics have made a significant impact on CEOs and revenue leaders. James brings a unique perspective to the hiring process, emphasizing the importance of intentionality and aligning team dynamics with organizational goals.

You want the value of the team to be greater than the sum of the parts. That's where you get the multiplication effect. - James Rores

You've probably been told to hire based on experience and skills. If you're feeling the pain of hiring the wrong people and not getting the results you need, it's time for a change. Let's talk about building high-performing teams through intentional hiring.

Key highlights in this episode:

• Hiring A-players requires a culture you may not have
• Prioritizing ‘hiring for fit’ over ‘hiring to fix’
• Cultivating a growth-oriented team culture
• The negative impact that mediocre leaders have on their teams

About James Rores and WINS Selling

James is passionate about deploying the skills and systems required to transform a sales force's ability to grow revenue, profit, and enterprise value.

For the past 17 years, he has worked with thousands of sales leaders and teams from over 100 industries, including many INC 500, Deloitte Fast 50, Deloitte Fast 500, and Innovation Award winning businesses. Before that, he was a co-founder or top sales performer at eight companies, five of which exited at valuations ranging from $10 million to more than $1 billion.

The secret? Building revenue teams from the ground up. First, was learning how to lead sales conversations that turn buyers into champions. Then, building sales and leadership operating systems to scale success on demand.

Today, James guides sales leaders and teams through the same bottom-up process in as little as 4 hours per month, leveraging proven frameworks powered by the WINS Model™ and SightShift-certified coaches.

Resources in this episode:

• Find James on LinkedIn
• Visit Floriss Group
• Email James for a complimentary IFQ assessment

Ep. 19 | Betting on Yourself | Amy Franko, Founder and Growth Strategist at Amy Franko Associates

If you feel stuck in a rut, trying to grow your sales and business, and not seeing the results you want…know you’re not alone! It's like spinning your wheels but not moving forward, and it can be frustrating. You may be putting in the effort, but not getting the personal and professional growth you're aiming for. It's time to break free from this cycle and achieve the success you deserve.

We can think about things all that we want, but until we put it into action and just take the next step and the next step after that, they're simply thoughts. - Amy Franko

Let’s meet this week’s guest, Amy Franko, a trailblazing entrepreneur and sales strategist. Amy brings a unique blend of tenacity and strategic prowess to the forefront. With a remarkable career spanning technology giants like IBM and Lenovo, Amy's journey from a quota-carrying sales role to founding her own thriving enterprise is a testament to her unwavering drive and adaptability. Her insights and expertise in custom training and development for enterprise-level clients, coupled with her impactful work in the mid-market space, position her as a guiding force in the realm of sales leadership. Amy's multifaceted endeavors, including her role as an angel investor and her impactful contributions to the Girl Scouts, reflect her deep-rooted commitment to empowering individuals and fostering growth. Her story is a testament to the transformative power of rethinking revenue and investing in oneself for long-term success.

Key highlights in this episode:

• Moving from corporate sales to entrepreneurship.
• Investing in yourself and finding help.
• How angel investing can help your personal mission.
• Examples of personal and professional growth.

Embracing Entrepreneurship
The discussion touches on the significance of embracing entrepreneurship as a pathway to personal and professional growth. The entrepreneurial journey serves as a testament to the courage and resilience required to take the leap into starting one's own business. Investing in oneself is a powerful driver of personal and professional success. Amy encourages listeners to bet on themselves, seek out resources, and take deliberate steps toward their goals. The conversation highlights the rewards and challenges of pursuing entrepreneurship and the impact it can have on an individual's career trajectory.

Never hesitate to bet on yourself. You are your best investment. So, invest in what you need. - Amy Franko

 

About Amy Franko

As a sales leader, Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a pivot into entrepreneurship in 2007, launching Amy Franko Associates, with a specific focus on sales consulting, sales training, and sales leadership excellence.

She has built her organization from the bottom up, from her very first client to today, with the hundreds of Fortune 1000 clients she has served over the years. She has created significant growth and success, consistently selling major engagements with repeat business and loyal clients.

Resources in this episode:

• Find Amy on LinkedIn and let her know you heard her on the Rethinking Revenue podcast.
• Visit Amy's website to access free sales resources for sales leaders and professionals.
• Read Amy’s book, The Modern Seller

Ep. 18 | Preparing a Company for the Digital Sales Revolution | Nick Fortine, Market President at Columbus Business First

Many companies need to rethink revenue to survive. But this week’s episode dives into a full company transformation involving everything from a complete product overhaul to an entire shift in team management. Imagine the surprising strategies and innovative leadership that made it possible. The transition from print to digital media can be daunting, especially when trying to figure out effective team communication strategies and goal setting for performance metrics in sales.

Our special guest this week is Nick Fortine, Market President for Columbus Business First. With a background in technology and a successful history of leading sales teams through significant transitions, Nick's insights into building a digital sales strategy is highly regarded. His instrumental role in guiding Columbus Business First through the transition from print to digital media, along with the successful diversification of revenue streams, positions him as a key voice in rethinking traditional sales approaches. Nick's practical knowledge and understanding of effective team communication strategies and goal setting in sales make him a valuable resource for sales leaders and managers in any industry.

Crafting a Winning Digital Sales Strategy
This is essential for organizations seeking to thrive in the digital era. Nick's experience underscores the complexities of adapting to a digital landscape, retraining the sales force, and recultivating the customer base. The conversation provides valuable insights into the challenges and strategies of building a successful digital sales approach. Nick touches on technology and AI in the digital advertising space. He emphasizes the need to leverage technology for efficiency and effectiveness in prospecting activities. He briefly discusses the impact of AI and the importance of staying ahead of the curve in the digital advertising space.

You can never over-communicate. Whether it's the overall mission, the vision of the organization, the execution strategy, how the operating model plays into tactical execution, the role of the sales team, or the role of those individual contributors in carrying out the strategy. - Nick Fortine

Key highlights in this episode:

• Mastering the transition from print to digital media requires more than just a website.
• Elevate team communication strategies to foster a culture of collaboration and success.
• Set and exceed sales goals while optimizing performance metrics to drive lasting results.
• Setting impactful sales goals and utilizing performance metrics to drive continuous improvement.

 

About Nick Fortine

Nick gets tremendous energy from working with talented, passionate teams to exceed client expectations and build great companies. He has led teams in a variety of successful companies – from zero revenue startups to publicly traded global organizations.

 

About Columbus Business First

The number 1 source for Columbus local business news and intelligence where you’ll find the latest breaking business news, updated throughout the day. Get current business headlines with daily newsletters, weekly digital editions, and more. You can find out how to become a regular subscriber and receive information about how to become an advertiser. The Columbus Business First has everything you need to grow and protect your business in your local community.

Resources in this episode:

• Find Nick on LinkedIn
• Visit Columbus Business First to sign up for a membership and access valuable business news, resources, and event networking opportunities.
• Attend Columbus Business First events for excellent networking opportunities, engaging speakers, and great food, providing a valuable prospecting tool for business growth.

Ep. 17 | Overcoming a Dry Pipeline | Lindsay Sutula, Founder and CEO of Top Fox Marketing

Have you ever had a dry pipeline? Of course you have, we all have! But, what did you do to overcome it? Tune in to this week’s episode as we speak with an entrepreneur about an all-too-common problem…pipeline!

Lindsay Sutula, the founder of Topfox Marketing, brings a wealth of entrepreneurial spirit and experience to the podcast. Having started her journey in Iowa, she's no stranger to the ins and outs of business from picking up cans on a golf course to eventually founding a successful digital marketing agency. With a background in PR and a stint in the Boulder, CO tech scene, Lindsay's expertise lies in serving B2B companies producing $1m-$20m in annual revenue. Her journey from saxophone performance major to agency owner is a testament to her adaptability and innovative approach to marketing, making her insights valuable for business owners and marketers navigating lead generation challenges.

“The 'we've always done it that way' trap is really sneaky.” – Lindsay Sutula

 

Key highlights in this episode:

• Success is never a straight line: Lindsay shares a pivotal moment in early 2023 when she faced an unfamiliar challenge…a dry pipeline.
• Addressing the pipeline problem through deep niche targeting and account-based marketing (ABM).
• Valuable lessons for businesses at any stage of growth that highlight the necessity of adaptability.
• Stepping out of your comfort zone and charting new paths toward success.
• Continuous evolution and the courage to question and adapt long-standing practices.

 

About Lindsay Sutula

Lindsay is the Founder & CEO of Top Fox Marketing, where she is dedicated to helping businesses achieve their growth goals through innovative marketing strategies and tactics. With a passion for empowering her team and clients, Lindsay is committed to fostering a culture of creativity and collaboration.

As the leader of Top Fox Marketing, Lindsay brings a wealth of experience in marketing and sales from her previous roles in small to medium-sized B2B companies in tech, advertising and telecom. Lindsay began her career in entertainment PR, working with Jazz at Lincoln Center and Palmetto Records.

 

About Top Fox Marketing

Top Fox Marketing exists to help brands grow. With deep brand and agency experience working for both B2B and B2C, our leadership team has been on both sides of the table. We’ve worked with global brands, emerging brands and just about everything in between.

Top Fox Marketing is the culmination of our collective experience and a reflection of where we want to be as accomplished marketers–sitting at the most fulfilling seats at the table. A place where we get to work hand-in-hand with purpose-driven brands to make a positive impact.

Complementing our leadership team is a carefully cultivated network of trusted marketing specialists that we activate on-demand. This cost-wise approach enables us to provide you with precisely the marketing you need, when you need it. No more, no less.

 

Resources in this episode:

• Find Lindsay on LinkedIn
• Visit Top Fox Marketing

Ep. 16 | Mastering the 4 Zones of Listening | Paula S. White, Founder of Side B Consulting

Do you want to build trust, respect, and understanding with your prospects and customers to close more sales?

Discover the surprising truth about how your listening habits impact your sales success. Uncover the unexpected ways in which your listening skills can transform your sales process and elevate your results. Dive into the four listening zones and unlock the key to building trust and meaningful connections with your clients.

Ready to make your sales conversations more impactful and engaging? Stay tuned for the eye-opening insights in the first chapter of an Amazon bestseller, exclusively for you. Get ready to revolutionize your sales game with the power of effective listening. Are you ready to step into the world of unexpected listening? Click the link below in the Resources section for your exclusive sneak peek into the four listening zones discussed in this episode. Don't miss out on this game-changing opportunity!

This week’s episode is a replay of a webinar from Paula S. White and Ed Porter titled, “Silence is Golden: Aligning Your Listening Zones to Your Sales Process.” Paula is a communication coach with a passion for enhancing sales professionals' listening skills. With a background in sales leadership, Paula has a wealth of knowledge in navigating today's digital world and the challenges it presents to meaningful conversations. Her expertise lies in helping sales teams adapt to instant communication trends and overcome obstacles in understanding buyer needs. Paula's framework, T.R.U.E Leadership, focuses on building Trust, Respect, and Understanding leading to Execution, emphasizing the pivotal role of effective listening in sales interactions. Through her insights and practical approach, Paula aims to empower sales professionals to cultivate stronger connections and drive revenue growth.

Trust is really where the beautiful part of sales happens. - Paula White

Enhance Sales Success
Enhancing sales success hinges on the ability to actively listen to customers and adapt communication strategies. By honing listening skills, sales professionals can uncover pain points, provide tailored solutions, and ultimately drive more successful sales outcomes. Improved communication leads to increased sales efficiency and effectiveness.

Key highlights in this episode:

• Unlock the secrets to enhancing your business's online interactions for greater success.
• Discover powerful strategies to build genuine and impactful connections in every conversation.
• Uncover the hidden impact of poor communication on your business's bottom line.
• Elevate your sales game with powerful listening techniques that win over customers.
• Learn how to overcome online distractions and stay focused in professional settings.

 

About Paula White and Side B Consulting

Paula White is a 2X Best Selling Author, Facilitator, Speaker, and visionary leader driven by an unwavering passion for music, which she seamlessly integrates to inspire a new perspective and unlock untapped potential in fellow leaders. With a unique blend of heart and intellect, Paula’s innovative approach transcends conventional boundaries, igniting transformative growth and driving unparalleled success.

Resources in the episode:

• Find Paula on LinkedIn
• Paula S. White, Side B Consulting
• Forward Impact book on Amazon
• Free digital copy of Chapter 1, The 4 Zones of Listening, Use CODE: 4ZONES