1 to 10
Wed, 29 Oct 2025 03:52:36 +0000
Wed, 29 Oct 2025 03:52:36 +0000
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28: 4 Ways to Accelerate Sales and Increase Pipeline w/ Ray Mottier
28: 4 Ways to Accelerate Sales and Increase Pipeline w/ Ray Mottier
Tue, 03 Sep 2019 09:00:00 +0000
No one cares about you as much as you do. (Well, maybe your mother, but that's beside the point.) This assertion rings especially true in sales and marketing. To go from $1M to $10M you'll need to realize that prospects don't care about your product; they care whether or not you can help them solve their problem. Ray Mottier, CEO and co-founder of Operatix, delves into this idea while revealing his top four ways of increasing pipeline and accelerating sales. In this episode, we cover account-based marketing techniques, marketing automation, and more.]]>
No one cares about you as much as you do. (Well, maybe your mother, but that's beside the point.) This assertion rings especially true in sales and marketing. To go from $1M to $10M you'll need to realize that prospects don't care about your product; they care whether or not you can help them solve their problem. Ray Mottier, CEO and co-founder of Operatix, delves into this idea while revealing his top four ways of increasing pipeline and accelerating sales. In this episode, we cover account-based marketing techniques, marketing automation, and more.]]>
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27: The Best Ways to Build Strong Industry Relationships w/ Tim Reilly
27: The Best Ways to Build Strong Industry Relationships w/ Tim Reilly
Tue, 20 Aug 2019 11:00:00 +0000
Business opportunities come and go. Financial hardships creep up and eventually pass. One constant through all of the ups and downs you can always count on? Strong relationships. That's what helped Tim Reilly successfully navigate the rough waters of the American recession. His Bluetooth software company at the time, Stonestreet One (now Qualcomm), took plenty of hits when the market crashed. Now, he has started a new venture called T2 Labs based on the success he achieved with his first software company. In this episode, Tim fills us in on how his business model was able to survive the recession and spawn a new opportunity.]]>
Business opportunities come and go. Financial hardships creep up and eventually pass. One constant through all of the ups and downs you can always count on? Strong relationships. That's what helped Tim Reilly successfully navigate the rough waters of the American recession. His Bluetooth software company at the time, Stonestreet One (now Qualcomm), took plenty of hits when the market crashed. Now, he has started a new venture called T2 Labs based on the success he achieved with his first software company. In this episode, Tim fills us in on how his business model was able to survive the recession and spawn a new opportunity.]]>
40:04
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26: Turn Your Startup's First Hires Into Champions And Top Lieutenants w/ AJ Bruno
26: Turn Your Startup's First Hires Into Champions And Top Lieutenants w/ AJ Bruno
Thu, 08 Aug 2019 10:00:00 +0000
1 to 10? Try 0 to 20. At least, that's what AJ Bruno drove TrendKite to do before it sold for $225 million. Now, as founder and CEO at QuotaPath, AJ is implementing everything he's learned from operating a crazy-successful startup. In this episode, AJ gives us the inside scoop on what characteristics a startup's first hires should possess, how to create leaders, and more.]]>
1 to 10? Try 0 to 20. At least, that's what AJ Bruno drove TrendKite to do before it sold for $225 million. Now, as founder and CEO at QuotaPath, AJ is implementing everything he's learned from operating a crazy-successful startup. In this episode, AJ gives us the inside scoop on what characteristics a startup's first hires should possess, how to create leaders, and more.]]>
28:40
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25: Innovation in Post-Authorization w/ Aurelia Flores
25: Innovation in Post-Authorization w/ Aurelia Flores
Tue, 23 Jul 2019 10:00:00 +0000
We all know the marketing fundamentals: people buy from people, strive to create relationships, etc. But in today's digital era, marketing is a bit more complicated. There's all sorts of data and tools out there that we can leverage to really level up our marketing efforts. The tricky part? Knowing how to use the data to increase ROI. One this episode of the 1 to 10 podcast, I invited Aurelia Flores, Co-Founder of Athena Digital Media Group, on the show to talk through some of those tools and how you can use them in a practical way to improve your marketing efforts and grow your business. We covered topics like: how data has impacted traditional marketing metrics, what it takes to get a new client in this digital age of marketing, and practical steps you can take right now to use these tools to grow your business.]]>
We all know the marketing fundamentals: people buy from people, strive to create relationships, etc. But in today's digital era, marketing is a bit more complicated. There's all sorts of data and tools out there that we can leverage to really level up our marketing efforts. The tricky part? Knowing how to use the data to increase ROI. One this episode of the 1 to 10 podcast, I invited Aurelia Flores, Co-Founder of Athena Digital Media Group, on the show to talk through some of those tools and how you can use them in a practical way to improve your marketing efforts and grow your business. We covered topics like: how data has impacted traditional marketing metrics, what it takes to get a new client in this digital age of marketing, and practical steps you can take right now to use these tools to grow your business.]]>
46:36
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24: Want to Sell More? Here Are 8 Non-Negotiables w/ Joe Pici
24: Want to Sell More? Here Are 8 Non-Negotiables w/ Joe Pici
Tue, 09 Jul 2019 14:00:00 +0000
Everything's negotiable. (Unless you actually want people to buy from you.) To Joe Pici, there are 8 things you should never negotiate. He and his wife have taught these 8 concepts to McDonald's, the NFL, Aflac, United Healthcare … you name it, he's worked with them. Global Gurus named him #3 on their top 30 Sales Professionals in 2019. His book, Sell Naked on the Phone, sold 45 thousand copies without a real book deal. He joined me on the 1 to 10 podcast to share his 8 non-negotiables in sales:]]>
Everything's negotiable. (Unless you actually want people to buy from you.) To Joe Pici, there are 8 things you should never negotiate. He and his wife have taught these 8 concepts to McDonald's, the NFL, Aflac, United Healthcare … you name it, he's worked with them. Global Gurus named him #3 on their top 30 Sales Professionals in 2019. His book, Sell Naked on the Phone, sold 45 thousand copies without a real book deal. He joined me on the 1 to 10 podcast to share his 8 non-negotiables in sales:]]>
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23: Everything You Need to Know About Marketing Automation in 30 Minutes w/ Walter Winn
23: Everything You Need to Know About Marketing Automation in 30 Minutes w/ Walter Winn
Tue, 25 Jun 2019 08:00:00 +0000
In these 31 minutes, we'll share with you everything you need to know about marketing automation. To help unpack this topic, we brought in Walter Winn, National Account Manager at SharpSpring. Walter hopped on our 1 to 10 podcast and gave us all the details we need to know about marketing automation. In this episode we discuss: What is marketing automation? What are marketing automation platforms? Which marketing automation platform should I use? Best tips for implementing a new marketing automation platform]]>
In these 31 minutes, we'll share with you everything you need to know about marketing automation. To help unpack this topic, we brought in Walter Winn, National Account Manager at SharpSpring. Walter hopped on our 1 to 10 podcast and gave us all the details we need to know about marketing automation. In this episode we discuss: What is marketing automation? What are marketing automation platforms? Which marketing automation platform should I use? Best tips for implementing a new marketing automation platform]]>
31:13
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22: How to Scale Your Team w/ George Papadeus
22: How to Scale Your Team w/ George Papadeus
Tue, 11 Jun 2019 07:00:00 +0000
George Papadeas, is COO of The HOTH, an SEO company with products. Typically SEO is thought of as a service, but George and his team are positioning their company to lead with products instead. And they've experienced incredible growth in the last couple years. They've seen more than just growth in revenue, too — over the past couple of years, they've grown their team from 4 members to 43. It's also worth noting that they're 100% bootstrapped. So, how did they do it? That's what I invited George to talk about on our latest episode of the 1 to 10 podcast. He gave us an inside look a how The HOTH has been able to scale so successfully by focusing on hiring well, effectively managing talent, and succession planning.]]>
George Papadeas, is COO of The HOTH, an SEO company with products. Typically SEO is thought of as a service, but George and his team are positioning their company to lead with products instead. And they've experienced incredible growth in the last couple years. They've seen more than just growth in revenue, too — over the past couple of years, they've grown their team from 4 members to 43. It's also worth noting that they're 100% bootstrapped. So, how did they do it? That's what I invited George to talk about on our latest episode of the 1 to 10 podcast. He gave us an inside look a how The HOTH has been able to scale so successfully by focusing on hiring well, effectively managing talent, and succession planning.]]>
31:08
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21: Video Over Email — How to Communicate More Authentically, More Clearly, and Achieve Better Results w/ Ethan Beute
21: Video Over Email — How to Communicate More Authentically, More Clearly, and Achieve Better Results w/ Ethan Beute
Tue, 28 May 2019 08:00:00 +0000
On the latest episode of the 1 to 10 podcast I interviewed Ethan Beute, author, podcaster, and VP of Marketing at BombBomb. Ethan talked about why and how you can use video messaging to send a more authentic and clear message that will produce better results. Here's what he had to say.]]>
On the latest episode of the 1 to 10 podcast I interviewed Ethan Beute, author, podcaster, and VP of Marketing at BombBomb. Ethan talked about why and how you can use video messaging to send a more authentic and clear message that will produce better results. Here's what he had to say.]]>
51:16
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20: Become a Product-Based Company in 5 Steps w/ Roy Firestein
20: Become a Product-Based Company in 5 Steps w/ Roy Firestein
Tue, 14 May 2019 07:00:00 +0000
"Time is linear. It does not scale." When that's someone's opening statement, you know it's going to be a great interview. (And we weren't disappointed.) Roy Firestein joined us on the 1to10 podcast to discuss how to move from a service-based company to a product-based company. Roy is the Chief Product Officer at Cycura, where they deliver offensive (and defensive) cybersecurity services. He's a seasoned hacker, co-founder of HackStudent and autohost.ai, and an Advisory Board Member of SecTor (Security Education Conference Toronto). When he came aboard Cycura, his top priority was to help the company scale by developing a product offering. The company had successfully found vulnerabilities within the infrastructure of many of the largest tech companies in the world (such as Google, Facebook, & Microsoft, and others), but the leadership knew that without a product to supplement their service offerings, it would be difficult to move past a few million in revenue. So, Roy's on a mission to productize their services. He shared 5 vital steps to moving your company from a service-only company to a product-based business: On this episode, Roy also suggests a book called Your Brain at Work, by David Rock)]]>
"Time is linear. It does not scale." When that's someone's opening statement, you know it's going to be a great interview. (And we weren't disappointed.) Roy Firestein joined us on the 1to10 podcast to discuss how to move from a service-based company to a product-based company. Roy is the Chief Product Officer at Cycura, where they deliver offensive (and defensive) cybersecurity services. He's a seasoned hacker, co-founder of HackStudent and autohost.ai, and an Advisory Board Member of SecTor (Security Education Conference Toronto). When he came aboard Cycura, his top priority was to help the company scale by developing a product offering. The company had successfully found vulnerabilities within the infrastructure of many of the largest tech companies in the world (such as Google, Facebook, & Microsoft, and others), but the leadership knew that without a product to supplement their service offerings, it would be difficult to move past a few million in revenue. So, Roy's on a mission to productize their services. He shared 5 vital steps to moving your company from a service-only company to a product-based business: On this episode, Roy also suggests a book called Your Brain at Work, by David Rock)]]>
33:37
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19: How 250K Outbound Calls & 15K Sales Conversations Build A Solid Foundation w/ Matt Wheeler
19: How 250K Outbound Calls & 15K Sales Conversations Build A Solid Foundation w/ Matt Wheeler
Tue, 30 Apr 2019 08:00:00 +0000
What can we all learn from Matt Wheeler, who's personally made 250,000 sales calls? A lot, apparently. He joined us on this episode of the 1 to 10 podcast to talk all about why cold calling is far from dead. In fact, Matt's entire company, QualifiedMeetings, is dedicated to helping companies build out their SDR and ISR sales programs. And last year alone, he collected 3 million data points from the sales teams he's helped create. What did he learn from all those data points? Listen in.]]>
What can we all learn from Matt Wheeler, who's personally made 250,000 sales calls? A lot, apparently. He joined us on this episode of the 1 to 10 podcast to talk all about why cold calling is far from dead. In fact, Matt's entire company, QualifiedMeetings, is dedicated to helping companies build out their SDR and ISR sales programs. And last year alone, he collected 3 million data points from the sales teams he's helped create. What did he learn from all those data points? Listen in.]]>
37:00
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18: Why Startup Founders Should Invest in Their Health as Much as Their Business w/ Charlie Bailes
18: Why Startup Founders Should Invest in Their Health as Much as Their Business w/ Charlie Bailes
Tue, 16 Apr 2019 10:00:00 +0000
On the latest episode of 1 to 10 I interviewed my good friend Charlie Bailes, the Founder of CB Supplements. Charlie is a health and fitness expert. In this episode Charlie talked about why business founders need to invest in themselves — and what happens when you don't .]]>
On the latest episode of 1 to 10 I interviewed my good friend Charlie Bailes, the Founder of CB Supplements. Charlie is a health and fitness expert. In this episode Charlie talked about why business founders need to invest in themselves — and what happens when you don't .]]>
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17: How To Market Unique Products That Save Lives w/ Addie Ventris
17: How To Market Unique Products That Save Lives w/ Addie Ventris
Thu, 04 Apr 2019 18:00:00 +0000
Marketing in a niche industry? You may get to the office every day and think, "I'm the only person marketing in this entire industry. I'm a loner." You probably think of all the interesting marketing campaigns other marketers are running, or maybe you watch TV commercials and think "If only that would work in my industry." Addie Ventris had every reason to feel the same way — In 2011, she became a marketing specialist for Tactical Electronics, which sells to a very niche industry: SWAT teams. Their products help SWAT officers and other tactical law enforcement teams see into situations before approaching. (My favorite device: They have a K9 camera that goes on police dogs!) In the next few years, she would be continually promoted, until she arrived at her current position as Marketing Director. She found a way to market to her niche industry. (And she crushed it.) She came on the 1 to 10 podcast to share what she's learned:]]>
Marketing in a niche industry? You may get to the office every day and think, "I'm the only person marketing in this entire industry. I'm a loner." You probably think of all the interesting marketing campaigns other marketers are running, or maybe you watch TV commercials and think "If only that would work in my industry." Addie Ventris had every reason to feel the same way — In 2011, she became a marketing specialist for Tactical Electronics, which sells to a very niche industry: SWAT teams. Their products help SWAT officers and other tactical law enforcement teams see into situations before approaching. (My favorite device: They have a K9 camera that goes on police dogs!) In the next few years, she would be continually promoted, until she arrived at her current position as Marketing Director. She found a way to market to her niche industry. (And she crushed it.) She came on the 1 to 10 podcast to share what she's learned:]]>
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16: Pros, Cons, and Everything You Need to Know About WordPress w/ Michael Wender
16: Pros, Cons, and Everything You Need to Know About WordPress w/ Michael Wender
Tue, 19 Mar 2019 07:00:00 +0000
WordPress: If you've been considering building a new website, or migrating to something easier, there's no doubt that WordPress has come up. But how do you know if it's right for your business? We asked a true WordPress expert this very question on our 1 to 10 podcast, and he gave us the pros, the cons, and the ugly (well, nothing ugly, but you get the idea). Michael Wender is a Web Developer, Graphic Designer, and Internet Consultant, specializing in WordPress and PHP. He's ran his own consulting firm for over 17 years, and we're kindred spirits — both graduates from Full Sail University. Check out his reasons you should (and shouldn't) be using WordPress.]]>
WordPress: If you've been considering building a new website, or migrating to something easier, there's no doubt that WordPress has come up. But how do you know if it's right for your business? We asked a true WordPress expert this very question on our 1 to 10 podcast, and he gave us the pros, the cons, and the ugly (well, nothing ugly, but you get the idea). Michael Wender is a Web Developer, Graphic Designer, and Internet Consultant, specializing in WordPress and PHP. He's ran his own consulting firm for over 17 years, and we're kindred spirits — both graduates from Full Sail University. Check out his reasons you should (and shouldn't) be using WordPress.]]>
44:42
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15: Crafting Copy That Converts w/ Joel Klettke
15: Crafting Copy That Converts w/ Joel Klettke
Tue, 05 Mar 2019 08:00:00 +0000
Conversion optimization is the new SEO. It's a hot topic right now. Why? Because it's crucial. You're spending tons of money on driving customers to your site. But what good is that if they don't convert? Joel Klettke is a conversion expert. He's a conversion copywriter to B2B and SaaS companies. He's also the founder of Case Study Buddy, a done for you case study service that helps companies capture, share, and cash in on customer success stories. Joel recently came on the 1 to 10 podcast to talk about creating copy that converts Here's what he had to say.]]>
Conversion optimization is the new SEO. It's a hot topic right now. Why? Because it's crucial. You're spending tons of money on driving customers to your site. But what good is that if they don't convert? Joel Klettke is a conversion expert. He's a conversion copywriter to B2B and SaaS companies. He's also the founder of Case Study Buddy, a done for you case study service that helps companies capture, share, and cash in on customer success stories. Joel recently came on the 1 to 10 podcast to talk about creating copy that converts Here's what he had to say.]]>
42:21
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14: 3 Tips Every Entrepreneur Needs During Seasons of High Growth w/ Ian Lawson
14: 3 Tips Every Entrepreneur Needs During Seasons of High Growth w/ Ian Lawson
Tue, 19 Feb 2019 09:00:00 +0000
Sometimes you experience growth. When you didn't mean to. Meet Ian Lawson: He's a designer, entrepreneur, father of two, and he loves music. A man after my own heart. He came on our 1 to 10 podcast and told us all about Slickplan — his amazing website planning tool that is used by thousands of businesses (including ours). Here's the interesting piece: Slickplan was never intended to be its own company. Here's what happened:]]>
Sometimes you experience growth. When you didn't mean to. Meet Ian Lawson: He's a designer, entrepreneur, father of two, and he loves music. A man after my own heart. He came on our 1 to 10 podcast and told us all about Slickplan — his amazing website planning tool that is used by thousands of businesses (including ours). Here's the interesting piece: Slickplan was never intended to be its own company. Here's what happened:]]>
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13: The 4 Things You Should Be Getting Out Of Customer Success w/ Irit Eizips
13: The 4 Things You Should Be Getting Out Of Customer Success w/ Irit Eizips
Tue, 12 Feb 2019 08:00:00 +0000
In this episode, Irit Eizips, CEO and Customer Success Evangelist at CSM Practice, talks to us about the important of Customer Success. Irit emphasizes the importance of the customer journey. Shifting power to the customer, the subscription model of business has catapulted customer-centric business focus to the forefront of importance in successful models, making success for each customer a major factor in not only keeping existing customers, but also in attracting new customers. You'll love her Executive's Guide To CS Initiatives. You can also follow along by subscribing to the CSM Practice Newsletter!]]>
In this episode, Irit Eizips, CEO and Customer Success Evangelist at CSM Practice, talks to us about the important of Customer Success. Irit emphasizes the importance of the customer journey. Shifting power to the customer, the subscription model of business has catapulted customer-centric business focus to the forefront of importance in successful models, making success for each customer a major factor in not only keeping existing customers, but also in attracting new customers. You'll love her Executive's Guide To CS Initiatives. You can also follow along by subscribing to the CSM Practice Newsletter!]]>
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12: Overcoming Biased Decision Making w/ Naveed Usman
12: Overcoming Biased Decision Making w/ Naveed Usman
Tue, 04 Dec 2018 15:54:36 +0000
Whether we're aware of it or not, bias impacts our decision making every day on both personal and business levels. In this episode, I sat down with my good friend Naveed Usman, Principal and CEO at The Usman Group, to talk about some of the traps we fall into while trying to make decisions. Naveed is very excited at the opportunity he has to help leaders navigate their biases and make better decisions for their business. Having these conversations with those you trust or consultants empowered to point out changes can also help you avoid many mistakes of bias laden decision making.]]>
Whether we're aware of it or not, bias impacts our decision making every day on both personal and business levels. In this episode, I sat down with my good friend Naveed Usman, Principal and CEO at The Usman Group, to talk about some of the traps we fall into while trying to make decisions. Naveed is very excited at the opportunity he has to help leaders navigate their biases and make better decisions for their business. Having these conversations with those you trust or consultants empowered to point out changes can also help you avoid many mistakes of bias laden decision making.]]>
31:20
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11: Branding and Rebranding To Fit Your Identity with Phillip Davis
11: Branding and Rebranding To Fit Your Identity with Phillip Davis
Tue, 27 Nov 2018 07:31:31 +0000
Everyone has an identity problem. For a business, this fundamental struggle is evident when trying to name or rename the company. In this episode, Phillip Davis, President and Founder of Tungsten Branding, talks about the creative process they go through with clients in order to land on a name that catapults their brand forward. Finding a company name is about more than just being creative; it's about knowing who you are and hope to accomplish.]]>
Everyone has an identity problem. For a business, this fundamental struggle is evident when trying to name or rename the company. In this episode, Phillip Davis, President and Founder of Tungsten Branding, talks about the creative process they go through with clients in order to land on a name that catapults their brand forward. Finding a company name is about more than just being creative; it's about knowing who you are and hope to accomplish.]]>
39:21
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10: Deeper Purpose And Meaning To Visual Storytelling w/ Michael Cardwell
10: Deeper Purpose And Meaning To Visual Storytelling w/ Michael Cardwell
Tue, 20 Nov 2018 14:42:44 +0000
Animation provides the opportunity to creatively and unlimitedly tell your story. But first, you have to know your businesses' purpose and have a vision for that narrative. That's where Michael Cardwell, Owner and Creative Director of Digital Brew, comes in. He and his team have been creating award winning live action and animated videos since 2011. His team is made up of marketers, so they make sure the stories they tell look cool and get business results. ]]>
Animation provides the opportunity to creatively and unlimitedly tell your story. But first, you have to know your businesses' purpose and have a vision for that narrative. That's where Michael Cardwell, Owner and Creative Director of Digital Brew, comes in. He and his team have been creating award winning live action and animated videos since 2011. His team is made up of marketers, so they make sure the stories they tell look cool and get business results. ]]>
28:55
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9: Creating Solutions Through Innovative Service w/ Wayne Hilmer
9: Creating Solutions Through Innovative Service w/ Wayne Hilmer
Thu, 08 Nov 2018 12:12:40 +0000
Some businesses close their doors because they fail to adjust. And some dreams are never realized because of poor focus. Wayne J. Hilmer Sr., Founder and Chairman at Touchrate, tells a different story - of ideas that became reality because Touchrate was willing to look at what was coming and seek business partnerships that could help! One day your business may be marked by what it did to learn and adapt.]]>
Some businesses close their doors because they fail to adjust. And some dreams are never realized because of poor focus. Wayne J. Hilmer Sr., Founder and Chairman at Touchrate, tells a different story - of ideas that became reality because Touchrate was willing to look at what was coming and seek business partnerships that could help! One day your business may be marked by what it did to learn and adapt.]]>
32:09
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8: 3 Ways To Clarify Your Message To Get The Right Customers w/ Steve Larrivee
8: 3 Ways To Clarify Your Message To Get The Right Customers w/ Steve Larrivee
Tue, 30 Oct 2018 10:00:00 +0000
How many hours a week do you spend responding to contact forms from potential customers that go nowhere? Not because your product is bad but because you're attracting the wrong customer? Steve Larrivee is the VP of sales and marketing at Cactus Technologies. As the leader of the sales and marketing division, he's had the difficult task of marketing their product to a very niche market. But he's done it well. They learned that they were lacking in their ability to communicate their value proposition to potential customers. So the crack in their foundation was their messaging; they would have to be intentional about updating all of their marketing materials to send one, clear message. Doing that led to incredible growth for the company.]]>
How many hours a week do you spend responding to contact forms from potential customers that go nowhere? Not because your product is bad but because you're attracting the wrong customer? Steve Larrivee is the VP of sales and marketing at Cactus Technologies. As the leader of the sales and marketing division, he's had the difficult task of marketing their product to a very niche market. But he's done it well. They learned that they were lacking in th