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Welcome to the Rethinking Revenue podcast, where we unbox the secrets to turbocharging the profitable growth of your company. Hosted by seasoned revenue expert Ed Porter, founder and chief revenue officer at Blue Chip CRO. Each episode features in-depth interviews with CEOs who share hard-fought lessons of success and failure, revenue leaders who are reshaping their profession, and other experts influencing the revenue go-to-market landscape. Sustaining profitable revenue growth is more than a numbers game, and more complex than simply throwing people and technology at a number. We discuss the intricacies of growing your business by helping you flex your brand and marketing muscles, build your sales stamina, and keep your customer retention in shape. Whether you’re stuck in a revenue rut or cruising toward your next milestone, tune in to retool, recharge, and rethink how you approach revenue growth.
Episodes
Monday Mar 11, 2024
Monday Mar 11, 2024
Are you ready for a surprising twist? Our guest, Bradley Gamble, co-founder and CEO of The Selling Factory, has discovered a groundbreaking way to help college students build professional networks, and it's changing the game for both students and businesses. But that's not all—Brad's unconventional sales strategies and insights into rethinking revenue are reshaping the industry. What's the surprising connection between college networking and business success? Stay tuned to find out and join Brad's journey of impact and innovation.
Professionals really want to help the next generation. They take pride in that. That's a lot of value that they get. - Brad Gamble
With a focus on nurturing the next generation of sales professionals, Brad has led a workforce of 1000+ college students to excel in fractional sales development representative (SDR) and sales support roles. Based in Gainesville, Florida, his extensive experience and forward-thinking approach have empowered businesses across the globe to achieve profitable growth. Brad's in-depth understanding of the evolving sales landscape and his commitment to driving impactful change make him a valuable resource for entrepreneurial leaders seeking innovative revenue strategies.
Mastering Sales Industry Evolution
Adapting to changes within the sales industry is crucial to maintain relevancy and effectiveness. As the traditional SDR model evolves, it's wise to reassess and align business strategies accordingly. Remember, focusing on specialized support during the initial stages of the sales process can yield more targeted and fruitful outcomes.
In this episode you’ll hear:
- Mastering the evolution of sales industry training is crucial for staying ahead of the revenue game.
- Uncover the high-margin products that can elevate your business to new heights of profitability.
- Embrace the next generation of workers to transform your company's success and adapt to the future.
- Implement actionable networking strategies to unlock valuable opportunities for college students.
About The Selling Factory
The Selling Factory is an outsourced sales solution that hires college students from elite universities to increase leads, sales, and business opportunities for companies. Our team is ready to launch and maintain sales campaigns, saving customers time and hassle.
About Bradley Gamble
When he was in college, he got a part-time job cold-calling businesses to sell them natural gas. It was hard. Little did he know how much that sales job would change the trajectory of his life. It turned into a successful 15-year career at that company. He went from Sales Rep, to Sales Manager, to VP of Sales & Marketing. Over that span, they grew the company to 125,000 customers and $600 million in annual revenue. In 2014, he hit a wall and burned out. He spent 2 years working with startup companies in Gainesville, FL. He consulted, did some fractional sales, but more than anything….he networked like crazy. In 2016, he had a lightbulb moment. What if he launched a company that supported the sales growth of startups by employing college students as an outsourced sales support team? They launched The Selling Factory in October 2016.
Resources in this episode
Tuesday Mar 05, 2024
Tuesday Mar 05, 2024
Uncover the surprising truth about effective sales leadership and motivation in this candid conversation.
Leadership is absolutely about adapting to the individuals. It's not about the new sheriff in town my way or the highway. - Gretchen Gordon
In this episode you’ll hear:
- How to unleash your sales leadership potential and inspire your team to new heights
- Decode the motivations driving your sales team's success
- Navigate and thrive in uncertain economic landscapes with confidence
- Seize new growth opportunities with insight and innovation
- Foster effective leadership and boost team collaboration for unstoppable growth
Our guest today is Gretchen Gordon, founder and president of Braveheart Sales Performance. Gretchen brings a refreshing and holistic approach to sales consulting. Her expertise lies in helping middle-market companies enhance their sales strategies and leadership. With a focus on sales management, Gretchen is also the author of "The Happy Sales Manager," a book designed to guide sales leaders and founders in achieving success and happiness in their roles. Through her extensive experience and relatable insights, Gretchen offers valuable lessons and practical solutions for improving team motivation and effective sales leadership.
Sales Leadership and Motivation
Effective sales leadership goes beyond merely giving commands—it's about fostering teamwork and opening avenues for growth. Engaging in a process, such as setting and working towards sales goals, while helping team members to achieve their own aspirations simultaneously creates a sense of satisfaction and joy. It's a collaborative and empowering approach, with leaders leading by example, asking thought-provoking questions, and understanding that they don't need to have all the answers to be effective.
About Braveheart Sales Performance
We help your sales team become courageous warriors in the selling profession. In the process, we help your company improve sales productivity and effectiveness, which boosts your company’s revenue and profitability. We utilize a comprehensive approach incorporating in-depth analysis, customized training, and one-on-one coaching. We believe that the selling profession is an honorable one, and support the notion that skill improvement increases sales success.
About Gretchen Gordon
Gretchen is an entertaining speaker and the author of the best-selling book The Happy Sales Manager. She transforms the way leaders think about sales. She is different than most sales speakers and authors. She fell into sales like so many others and had to work really hard at it to succeed. Then she was promoted to manager and had to work really hard at something that did not come naturally to her…again. She shares funny and sometimes painful stories from her struggle, and sprinkles in data to support the journey that the audience is taking on, which helps them change their view and take a more enjoyable and productive path to success.
Resources in this episode
Tuesday Feb 27, 2024
Tuesday Feb 27, 2024
Join us as we follow Andy Shaffer's journey through the highs and lows of the entertainment industry. From fighting against a city-wide ban to navigating the challenges of technological advancements, Andy's resilience and adaptability will leave you on the edge of your seat, wondering how he'll overcome the next obstacle. Tune in to discover the twists and turns of Andy's business evolution and prepare to be left wanting more.
Andy is a seasoned entrepreneur sharing a captivating journey that traces back to his family's business roots from 1929. His great-grandfather's bold transition from running a pharmacy to venturing into the music business, coinciding with the rise of jukeboxes, set the stage for a remarkable legacy. Over the years, Andy has been instrumental in leading Shaffer Entertainment, which represents a diverse range of entertainment equipment across the United States. His pivotal role in navigating through industry-shifting events, such as the impactful 2008 smoking ban campaign, eloquently named "Can the Ban", offers invaluable insights into adaptability and resilience in business operations. Andy's experiences and entrepreneurial spirit bring a wealth of wisdom and innovative strategies for business leaders seeking to evolve and thrive in dynamic landscapes.
If you ever let your sponge harden up, then I think you're in trouble. You got to be a sponge, and you got to be willing to listen to everyone else. That's the only way we're going to grow, and that's how you're going to evolve. - Andy Shaffer
Cultivate Strong Customer Relationships
Building strong customer relationships is at the core of maintaining a successful business. Andy Shaffer's dedication to understanding his client's challenges and his devotion to their satisfaction enabled him to foster deep connections within the industry. It's imperative to prioritize customer needs and create impactful experiences, an approach that not only elevates your brand reputation but also improves customer loyalty and retention in the long run.
Resources in this episode:
- Find Andy on LinkedIn.
- Check out VIP Hard Seltzer, Andy's recent investment and advisory company.
- Triangle Park, Andy's debut as Executive Producer, tells the story of the first NFL game ever played in Dayton, Ohio.
Tuesday Feb 20, 2024
Tuesday Feb 20, 2024
If you're feeling frustrated because you've hired sales leaders who just can't seem to drive the results you need, you’re not alone! You may have tried hiring based on impressive resumes and experience, only to find that they don't quite fit the stage of your company's growth. Instead of seeing improved sales team performance and company growth, you may be experiencing turnover, missed targets, and a lack of cohesion within your sales team. It's time to re-evaluate your approach to hiring sales leaders and consider the stage fit for your company's growth.
Meet Callan Harrington, the founder of Flashgrowth, whose journey from the corporate world to the startup realm has been nothing short of impactful. With three successful exits and three invaluable flops under his belt, Callan's wealth of experience in sales, coaching, and advising proves instrumental in propelling companies from $0 to $1 million, $1 million to $10 million, and $10 million and beyond. His keen eye for identifying stage fit, particularly in hiring sales leaders, equips entrepreneurs and revenue leaders with the insights needed to navigate pivotal sales leadership hires. Callan's passion for optimizing sales processes and driving revenue growth ensures that his expertise contributes significantly to improved sales team performance and overall company success.
If you're so passionate about that idea that you want to do it anyway, take the swing. Everything that's good that's been created, somebody's had to come up with something so ridiculous to get them through all the hurdles just to get the business going. - Callan Harrington
In this episode, you will be able to:
- Overcome entrepreneurship challenges with proven strategies and insights.
- Discover the key to finding product-market fit and scaling with efficiency.
- Hire sales leaders perfectly aligned with your company's growth stage.
- Uncover the importance of understanding your Ideal Customer Profile for sales success.
- Leverage teamwork and individual strengths for unstoppable sales performance.
About Callan Harrington
Callan Harrington is the founder of Flashgrowth. He has 10+ years of experience leading revenue teams, including three exits of high-growth companies. He is passionate about breaking down problems and creating processes to achieve rapid career and business growth.
About Flashgrowth
Flashgrowth is a revenue consulting and RevOps company that helps start-ups and scale-ups achieve sustainable growth from seed to exit. Our mission is to help companies avoid costly mistakes, achieve predictable growth, and create a platform for full-time sales hires to be successful.
Resources in this episode:
Tuesday Feb 13, 2024
Tuesday Feb 13, 2024
Have you heard the myths about leadership that might be holding your organization back?
Myth 1: Leaders are born, not made.
Myth 2: A strong leader must always be in control.
Myth 3: Leadership is a solo act.
Our guest, Patrick Nora, will share the truth about leadership in shaping organizational success.
Patrick Nora, President of Boon Edam USA, brings over 25 years of experience in the security and infrastructure industry. His leadership has been pivotal in driving the company's 150-year legacy to new heights, positioning Boon Edam as a global leader in producing revolving doors, security turnstiles, and optical turnstiles. With a strong focus on customer needs, Patrick has led the company to serve diverse markets including manufacturing, banking, data centers, and government installations. His expertise in rethinking revenue strategies and addressing the complexities of different use cases has contributed to Boon Edam's success in delivering innovative solutions tailored to specific customer requirements. Patrick's insights into the evolving landscape of security and infrastructure provide valuable perspectives for business leaders and managers seeking to enhance organizational success through effective leadership.
I don't care what business you're in, an organization's only lasting competitive advantage is its people. If you want to be the best, your people have to do their job better than everyone else. - Patrick Nora
In this episode, you'll be able to:
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Elevate your understanding of the importance of exceptional service in business success.
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Overcome the challenges of selling service with strategic insights and proven techniques.
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Embrace the pivotal role of leadership in shaping organizational success and growth.
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Unlock the potential of investing in employee development for long-term business prosperity.
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Maximizing success through employee development investments.
About Patrick
Manufacturing executive passionate about building high-performance leadership and teams. Fulfillment comes from making a difference in people's lives and helping them grow and develop. The potential of any company is really about what the people within the company can achieve together.
About Boon Edam
Boon Edam is leading the field when it comes to supplying top quality revolving doors, high security doors and speed gates to customers across the world. They are a third generation, Dutch family business who prides themselves on their knowledge and dedication to this specialized market.
Resources in this episode:
Tuesday Feb 06, 2024
Tuesday Feb 06, 2024
Does it sound familiar to constantly seek new growth opportunities but struggle to achieve sustainable results? You may have been told to focus solely on increasing sales without considering the underlying factors that drive sustained growth. This approach can lead to short-term gains but ultimately results in a lack of consistent, long-term success, leaving you feeling frustrated and unable to achieve your business goals.
Meet Jeff Tobin, a seasoned partner at Millpond Equity Partners, renowned for his adeptness in fostering sustainable growth through robust partnerships and metrics. Boasting a diverse portfolio encompassing marketing services, media services, and education technology and service companies, Jeff's approach transcends conventional investment, prioritizing collaborative strategies and hands-on guidance to streamline operations and fuel expansion. His pragmatic insights and emphasis on strategic alliances make him an invaluable resource for CEOs and business owners seeking continuous improvement and enduring success.
Kaizen is the power in your engine. It's the fuel, it's the gasoline in your engine. But that engine has to be built in an open-minded, agile manner. - Jeff Tobin
Rethink Revenue and Drive Continuous Improvement
Embracing the philosophy of Kaizen or continuous improvement is vital for business growth. As Jeff highlights, businesses need to constantly adapt and refine their processes, staying ready to navigate unexpected factors. Lean Six Sigma principles can guide this ongoing refinement, helping businesses to better manage and understand process variations while staying connected with customer needs.
Hear Jeff speak about the successes of one of his portfolio companies, TouchMath. He points to the time of their acquisition when growth was prioritized and some of the things that had to change to profitably grow and scale the company. This included product improvements, staff augmentation, redefining their buyer personas, and arming the sales team to have conversations with higher-level buyers inside the buying committee.
About Millpond Equity Partners
Millpond Equity Partners brings a combined 90+ years of experience in private equity, operating and industry experience seeking to achieve the best possible outcome for its management partners, investors, and lenders. Our area of focus is the lower middle market in sectors including, education and training, marketing, media and healthcare services, and other business services companies.
About Jeff Tobin
Jeff has nearly thirty years of experience as a private equity investor and operating executive in middle-market businesses. He currently serves as Chairman of Paxton/Patterson, TouchMath and Science Interactive Group and as a Member of the Board of Directors at Financial Aid Services and Futuri Media.
Resources in this episode:
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Find Jeff on LinkedIn and shoot him an email, jtobin@millpondequity.com.
Tuesday Jan 30, 2024
Tuesday Jan 30, 2024
In this episode, you will hear more about:
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PeopleLinx technology and services provided as well as the customers they serve.
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Adapting the business to buyer needs.
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Knowing your ideal customer profile before creating your messaging.
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Surviving the pandemic and shifting ideal customer profiles.
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Leverage networking, partnerships, and referrals for business growth.
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Creating customer stories to support your ideal customer profiles.
Don't just tell people that it's new and that they're the first customer. Step on the field like you've done it a thousand times. Be IBM. Show up in that way. - Patrick Baynes
Build trust and authority to close more deals.
Trust and credibility form the bedrock of successful sales as underscored by Patrick. Highlighting past successes through case studies, featuring logos of notable clients, and leveraging personal networks, referrals, and partnerships can exponentially elevate a company's credibility. These measures, coupled with a confident and professional demeanor, play an instrumental role in expediting the sales process and securing more deals.
About PeopleLinx
We're pioneering the way companies identify, engage, and generate sales opportunities in the new digital selling world. We provide the full stack of solutions including multi-channel outreach automation, quality prospect data, AI-powered messaging, go-to-market strategy, lead scoring, and more. PeopleLinx simplifies lead generation and dramatically increases sales productivity, ultimately helping revenue teams gain more control to drive efficiency, predictability, and growth.
About Patrick Baynes
Working at LinkedIn started his career in technology and was the perfect launch pad into the internet and software space. He was once told that if you sliced him open to see what he was made of, it would mostly be LinkedIn DNA; He's ok with that. Following LinkedIn he co-founded PeopleLinx, the first employee-based social marketing solution for LinkedIn. The company was acquired in 2015 by Frontline. He purchased and resurrected the PeopleLinx brand in 2023.
Resources in this episode are:
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Peoplelinx - Learn how to Go-To-Market faster.
Tuesday Jan 23, 2024
Tuesday Jan 23, 2024
In the world of growing companies, there's always the potential for unexpected twists that can change the course of a business. Picture this: a young professional, facing budget constraints and technical challenges, experiences a pivotal moment that leads to a groundbreaking realization. The twist in his journey ignites a passion within him and lays the foundation for a revolutionary approach to facilities management software.
In this episode, you will hear about:
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Brian's entrance into facility management solutions by working on energy efficiency projects.
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How he realized growth by incorporating an outbound selling motion.
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How pivotal it was to hire the right sales leaders and realize high-impact growth.
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Relying on your team vs doing everything yourself.
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Niche-ing down to create focus and growth.
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Moving to a territory sales model.
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Founders and executive team have to own revenue achievement and growth.
No sacred cows. Sometimes what got you to the point you are, will not get you to where you're going. - Brian Gregory
About FMX
FMX is a leading provider of maintenance management solutions that help organizations accelerate operational excellence. FMX's easy-to-use facilities management software solution gives your team the power to manage your entire facility from a single interface. From maintenance management and facility scheduling to equipment maintenance and inventory management, FMX is your team's #1 solution to manage its operations. We serve various industries, but our main focus is K-12 districts, colleges and universities, and government-owned buildings and municipalities.
About Brian Gregory
What does he do?
Though he started his career as a mechanical engineer, he quickly realized he wanted to make a more strategic impact on the K-12 industry. For the past decade, he's led FMX with a simple goal in mind: create an effective, valuable facilities management solution that improves the lives of its customers. FMX has implemented over 1,000 districts across the country and has learned what makes a district operate at its peak.
Why does he do it?
Brian has twin 5-year-old boys, and as they start school, one of his biggest goals is to improve the educational environment they grow up in. He knows facilities management can support education, and that’s what FMX, and him personally, are ready to see through. That’s no easy feat, and he's here to learn, to spread bits of wisdom he's gleaned, and to support this community as they grow together.
Reach out if you’d like to chat!
The resources mentioned in this episode are:
About Your Hosts
Ed Porter
Ed is the owner of Blue Chip CRO, a fractional Chief Revenue Officer service fixing revenue problems for CEOs through marketing, sales, revenue operations, and customer success.
James Rores
James is the founder of WINS Selling, a sales system that will transform a sales force's ability to grow revenue, profit, and enterprise value.