Afleveringen
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Former Salesforce executive and Cerebral Selling founder David Priemer shows why focusing solely on product features and ROI misses what truly drives sales. Drawing from his experience leading small business sales at Salesforce and building four successful startups, Priemer shares the connection between human psychology and sales results.
Research shows buyers choose based on feelings rather than logic – a blind spot for many sales teams. When analyzing 70 sales representatives at Salesforce, Priemer found the highest performers built genuine belief in their solutions instead of relying on feature lists. This insight reshaped how their sales teams approached customer conversations.
Priemer introduces the "love-hate framework" for creating sales messages that connect. His example of Trunk Club shows this in action: "a service for men who love to dress well but hate to go shopping." This positioning helped secure their acquisition by Nordstrom by speaking to customer emotions instead of product specs.
The discussion examines why business cases alone don't close deals, how real conviction outperforms product knowledge, and what builds lasting customer relationships.
Key Takeaways:
Start with Emotion: Connect with how customers feel about their challenges before presenting solutions
Build Real Belief: Sales success comes from actually believing in your solution's impact on customers
Own the Outcome: Taking responsibility for customer results builds deeper business relationshipsTop 3 Reasons to Listen:
Close More Deals: Apply the psychological principles that drive buying decisions to improve your sales conversations
Stand Out in Your Market: Build an authentic sales approach that sets you apart when traditional ROI pitches fall flat
Increase Customer Trust: Position your business using the love-hate framework that turned Trunk Club into a multi-million dollar success
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Ever tried everything to grow your business, only to feel hopeless about your marketing and sales?
Mark Drager shares a story about a business owner who, despite 10+ years of experience and an established team, found nothing generated new business. Despite trying SEO, paid ads, social media, content marketing, networking, and cold calling - nothing moved leads through the sales process.
This sparked a crucial insight: Marketing is an amplification tool. Mark illustrates this using movies - audiences don't blame theaters for bad films, they blame Hollywood. Similarly, businesses must examine what they're amplifying before focusing on distribution.
What matters is saying the right message to the right people at the right time. When multiple approaches fail, the issue often isn't the marketing channel - it's what you're trying to communicate and to whom.
Key Takeaways:
Marketing amplifies your message - focus on what you're saying before how you're distributing it When proven approaches stop working, examine if your market has shifted Look at your price point, targeting, and messaging before changing tactics againFollow Mark:
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Zijn er afleveringen die ontbreken?
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Former A&E and Fox television executive Brad Holcman shares how his experience evaluating thousands of TV shows translates into effective sales strategies. Drawing from 20+ years producing unscripted television, Brad explains why most pitches fail in the first 30 seconds and outlines his proven framework for capturing attention.
Brad reveals why understanding your audience's challenges matters more than perfecting your pitch deck. Through stories from his career, he demonstrates how authenticity and targeted storytelling outperform conventional sales techniques. The conversation explores the essential pre-pitch work top performers complete, why rushing to close deals often backfires, and how to build genuine connections that drive long-term success.
From structuring compelling narratives to understanding when to reveal key information, Brad provides practical guidance in modern persuasion that works across industries. His insights help reframe how businesses approach sales conversations, moving beyond features and benefits to create meaningful engagement.
Key Takeaways:
Start with Challenges - Identify your prospect's biggest problem before crafting your pitch. Align your story with their specific needs to create immediate connection. Focus Your Opening - Structure the first 30 seconds to highlight one compelling promise that addresses your prospect's pain point. Build Trust Through Content - Share expertise consistently through valuable content before asking for the sale.Top 3 Reasons to Listen:
Learn TV production secrets that turn cold prospects into engaged buyers Discover the psychological triggers that make your pitch impossible to ignore Access proven frameworks from someone who's evaluated thousands of successful and failed pitchesFollow Mark:
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Digital marketing veteran Ryan Deiss built his first online business in 1999 - when Google was still a university research project. Today, after generating $200 million in revenue across multiple companies, he sees a fundamental shift in how customers buy.
"The marketing funnel isn't just broken - it's dead," Deiss tells host Mark Drager. "Modern buyers don't follow a linear path. They bounce between channels, research extensively, and make decisions based on relationships, not just targeting."
In this episode, Deiss breaks down why established marketing practices fail in 2024's fragmented digital landscape. He explains how successful companies now focus on clear problem statements over hyper-targeting, why perfect attribution tracking misleads marketers, and how businesses build customer relationships without aggressive follow-up.
Key Episode Insights:
Why broad messaging often outperforms micro-targeted ads How to write high-converting ads using simple problem statements Practical email strategies that maintain relationships without burning goodwillListen to discover how leading companies adapt their marketing for today's reality - and why methods that worked even three years ago might be hurting your results now.
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There's a painful truth in business that nobody wants to discuss: most companies are hemorrhaging talent and money through poor culture – and throwing pizza parties won't fix it.
Meet Kate Volman – CEO of Floyd Consulting and organizational culture expert who's challenging the "perks over purpose" mentality plaguing modern businesses. As the leader behind The Dream Manager program, Kate has helped transform hundreds of organizations from talent-bleeding bureaucracies into high-performing powerhouses where people actually want to work.
In this no-holds-barred conversation with Mark Drager, Kate pulls back the curtain on:
The hidden cost of bad culture (and why most companies vastly underestimate it) Why your "gut feel" hiring approach is secretly sabotaging your growth The counterintuitive strategy that saved one company $150,000 in turnover costs How to spot the toxic behaviors driving your best talent away The proven framework for building a coaching culture that retains top performers Real-world examples of turning disengaged teams into unstoppable forces The leadership blind spots causing your "expectations gap" crisisPlus, you'll get guidance on:
Building hiring processes that actually work Creating accountability without fear Converting complainers into contributors Making employee development a competitive advantageWhether you're a scaling company struggling with retention, or a leader watching your culture crumble, this episode is your blueprint for building an organization where both people and profits flourish.
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There's a dangerous myth in entrepreneurship: that hyper-growth is the only path to success. But what if building a sustainable, profitable business didn't require sacrificing your sanity?
Meet Ryan Crownholm – U.S. Army veteran turned multi-business founder who's challenging Silicon Valley's 'grow at all costs' mentality. As the architect behind MySitePlan.com and DirtMatch.com, Ryan has quietly built a business empire that's weathered multiple economic storms while serving thousands of satisfied customers.
In this tactical conversation with Mark Drager, Ryan rips open his entrepreneurial playbook to reveal:
The counter-intuitive growth strategy that helped him build multiple 7-figure businesses without outside funding Why "slow is smooth, smooth is fast" – military wisdom that transformed his approach to scaling The exact systems he used to automate MySitePlan.com into a lean, profitable machine His controversial take on why most startups get pricing completely wrong The data-driven framework he uses to run multiple businesses without burning out Real-world examples of turning customer service into a competitive moat The mindset shift that helps veteran and formerly incarcerated entrepreneurs succeedPlus, you'll get actionable insights on:
Building recession-proof revenue streams Creating systems that scale without chaos Making decisions with incomplete information Turning customer feedback into product goldWhether you're a bootstrapped founder tired of the "unicorn or bust" narrative, or an established entrepreneur, this episode is your blueprint for building a business that thrives in any economy.
Warning: This episode contains zero-fluff, battle-tested strategies that might challenge everything you think you know about scaling a business.
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Meet Dan Shute, a mechanical design expert who, along with his co-founders, transformed a basement startup into Volant Products—a mid to high eight-figure global powerhouse in oil and gas technology. As President and CEO, Dan sits down with Mark Drager to share the raw truth about building a company that's revolutionizing how the energy industry handles casing installation.
Dan breaks down the real challenges and victories of scaling Volant from its humble beginnings to serving customers across 50 countries with a team of 150. But this isn't your typical success story—it's a masterclass in sustainable growth and innovation.
Here's what you'll learn:
-How Dan and his co-founders built Volant Products from a basement startup into a global leader in casing installation technology.-Why continuous improvement and innovation are key to surviving and thriving in a volatile industry.
-The importance of fostering a customer-centric culture focused on integrity and value delivery.
-How Volant's R&D efforts have led to groundbreaking products like the Top Drive Casing Running Tool.
-Dan's approach to building a resilient company through strong leadership and collaborative culture.
-How staying debt-free enabled Volant to weather industry downturns and invest in growth.
-Why rushing product development can be more costly than taking time to get it right.
-The importance of being humble, hungry, and "smart" when building your team. -Why doing "the right things for the right reasons" is better than chasing quick profits.
-How to empower employees while maintaining necessary controls.
-Why building systems before you need them is crucial for sustainable growth.
Between developing breakthrough tools like their Top Drive Casing Running Tool and navigating the volatile energy sector, Dan reveals how staying true to their principles of integrity and customer value has paid off time and again.
Whether you're an entrepreneur, leader, or innovator, Dan's insights on building a recession-proof business while prioritizing innovation and customer satisfaction are pure gold. Don't miss this one.
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Simon Duffy, co-founder of Bulldog Skincare and Waken Mouthcare, joins us to discuss how he transformed from an accountant to a disruptor in men's grooming and oral care.
Simon explains how he identified gaps in saturated markets and built brands that stand out through innovative packaging and ingredients.
He shares insights on:
Developing products based on consumer needs rather than industry norms
Using market feedback to refine business strategies
Balancing innovation with familiarity in brand launches
Turning negative feedback into growth opportunities
Overcoming challenges in fundraising and scaling
Building a team that can challenge the status quo
Protecting brand identity in competitive markets
Influencing larger companies to adopt sustainable practices
This episode offers valuable lessons for entrepreneurs and business leaders on market disruption, brand building, and driving industry-wide change.
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Do you find it challenging as an introvert to handle business networking and sales?
In this episode, Mark Drager interviews Matthew Pollard, alias the "Rapid Growth Guy," to reveal innovative strategies for introverts in business. As an introvert, Matthew shares his journey from struggling salesperson to successful entrepreneur and author.
In this episode, you'll discover:
Why being an introvert is not a barrier to success in sales and networking
How to leverage your introverted strengths to build deeper relationships
The power of preparation and planning in networking events
Why differentiating yourself is crucial for business growth
How to create a unique personal brand that stands out in a crowded market
The importance of niching down to attract ideal clients
Strategies for articulating your value proposition effectively
Why Traditional Networking Advice Often Fails Introverts
How to turn casual connections into champion relationships and momentum partners
How to conduct painless client feedback sessions
Why over-complicating sales processes can hinder your progress
How to build a scalable business model as an introvert
Are you an introvert looking to boost your confidence in business or an extrovert seeking to understand your introverted colleagues better? Tune in and learn how to use your introverted superpowers and achieve rapid growth in your business, regardless of your personality type.
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Are you ready to transform your B2B strategy and forge unbreakable bonds with clients?
Today, Mark Drager sits down with Anand Sheoran, founder of Current Instrumentation & Automation Inc., a specialized instrumentation company, to uncover the secrets behind his rapid business growth. With a background in engineering and sales, Anand brings a fresh perspective to customer engagement in industrial automation.
In this conversation, you'll learn:
Why understanding your customer is the cornerstone of sales success
How to shift from a visit-focused to a value-focused sales approach
The power of relationship-building in technical B2B environments
Why LinkedIn isn't just for job seekers; it's a goldmine for B2B growth
How to create a customer-centric culture across your entire organization
The importance of consistency in all aspects of business development
Why quality interactions trump quantity in building client relationships
How to leverage social media for thought leadership in niche industries
The challenges and rewards of working with your spouse in a startup
Why continuous learning and adaptability are crucial in technical sales
How to balance technical expertise with effective communication skills
The art of turning every team member into a brand ambassador
Tune in to gain tips from Anand's journey, and learn how to apply his customer-first philosophy to drive growth in your business, regardless of your industry.
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Do you ever feel like you are disconnected from your customers and struggling to drive growth?
In this episode, Mark Drager interviews Gary Arnold, a growth leader and recently appointed Chair for the Seattle EXECUTE Mastermind Group, to explore his customer-centric philosophy for business success. Gary has established himself as a versatile leader in customer engagement and value creation.
His career spans roles at tech giants like Amazon, GoDaddy, and PayPal, as well as innovative startups, giving him a unique perspective on driving growth across various business scales.
In this episode, you'll discover:
Why customer focus trumps competitor analysis and internal capabilities
How to maintain customer connection even in large organizations
The art of uncovering customer needs without bias or preconceptions
Strategies for quantifying and communicating your true value to clients
Tactics for overcoming price sensitivity in competitive markets
Why constant value reminders are crucial throughout the customer lifecycle
How to turn small improvements into million-dollar impacts for clients
The power of thinking beyond your product to its wider business impact
Techniques for finding unexpected sources of value in your offerings
Why engaging customers with no expectations can lead to surprising insights
How to balance technical knowledge with clear, value-focused communication
The importance of being ready to walk away when value alignment is missing
Tune in and prepare to elevate your customer relationships, unlock untapped potential, and drive business growth with Gary Arnold's proven strategies!
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Tired of the endless hustle without clear direction in your business journey?
It's time for a fresh perspective.
In this episode, Mark Drager interviews James Altucher, a Top 10 LinkedIn Influencer, bestselling author, successful entrepreneur, and venture capitalist. James has co-founded 20 companies, sold several, and advises over 30 different companies across various industries. His Wall Street Journal bestselling books, including "Choose Yourself," have made a significant impact, with USA Today ranking "Choose Yourself" second among the 12 Best Business Books of All Time.
James shares his revolutionary "Skip the Line" philosophy—a method that challenges conventional wisdom and accelerates your path to success.
Whether you're just starting out or looking to elevate your game, James' unconventional approach will inspire you to rethink the rules and take bold steps towards your goals.Today, you'll learn:
Why the 10,000-hour rule is outdated and how to fast-track your expertise
Why assuming you're the "stupidest person you know" can lead to smarter investment decisions
How to leverage the "10,000 experiment rule" to outpace traditional learning methods
How to turn setbacks into compelling stories and valuable lessons
Why energy management is crucial for mastering difficult skills
Strategies for mitigating risk and staying in the game long-term
The importance of passion and obsession in achieving greatness
How to use creative experiments to gain years of experience in days
Why being different is more valuable than being marginally better
Tips for developing a unique approach in crowded industries
The unexpected benefits of putting yourself in uncomfortable situations
How to apply the concept of "covers" to innovate in your chosen field
The balance between mastering fundamentals and innovating in your field
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Conquer your fear of rejection. In this episode, Mark Drager is joined Andrea Waltz, co-author of "Go for No" and rejection expert, as she reveals transformative strategies for embracing hearing "no" and skyrocketing your success.
Andrea discusses the power of the "Go for No" philosophy and how it can revolutionize your approach to sales and life.
You'll discover:
Why fear of rejection is holding you back and how to overcome it
The unexpected benefits of actively seeking out "no's" in your personal and professional life
How to reframe rejection as a stepping stone to success rather than a roadblock
Why making assumptions is "kryptonite" for sales and how to avoid this common pitfall
Strategies for building confidence and resilience in the face of rejection
The benefits of asking tough questions early in the sales process
How to provide psychological safety for prospects by permitting them to say "no"
Tips for detaching emotionally from harsh rejections and maintaining your composure
The balance between quantity and quality in your outreach efforts
Why pushing beyond your comfort zone is essential for growth in sales and life
Are you ready to revolutionize your approach to rejection? Whether you're closing million-dollar deals, launching a startup, or just wanting to feel more confident in challenging conversations, tune in now and gain the mindset and strategies to transform "no" into your most powerful ally for achieving unprecedented success!
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Want to take your sales to new heights in today's quick-moving business scene? Come along for an information-packed episode featuring Victor Antonio, a sales expert, writer of 13 books, and former President of Global Sales and Marketing for a $420M company. Victor, who rose from a challenging upbringing in Chicago to become one of the most sought-after voices in sales, shares game-changing tactics to boost revenue, increase your earnings, create strong bonds with clients, and keep you ahead of your rivals.
In this episode, Victor outlines a strong plan to excel in sales blending old-school tactics with new ideas and you'll learn the following:
The four key ways to grow your business and why upselling existing customers is often overlooked.
Victor's unique 'trust equation' and how it can revolutionize your sales approach
Why authenticity will be the winning factor in an AI-dominated future
How to make the invisible visible in your sales process and demonstrate value to clients
The importance of continuous learning and staying current in a rapidly changing business environment
Why writing books can be a powerful tool for personal growth and establishing credibility
How to effectively communicate with executives by focusing on increasing revenue, reducing costs, or expanding market share
The power of sincerity and domain expertise in sales, even without a polished presentation style
Strategies for retaining long-term clients by reminding them of your ongoing value
The critical role of mindset in sales success and how to overcome the 'fundamental attribution error'
Tips for balancing content, entertainment, and insight in your sales presentations
Tune in to discover how to modernize your sales approach, expand your service offerings strategically, and build lasting client relationships with Victor's expert strategies and real-world examples!
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Want to boost your marketing and adapt to changing business growth trends?
Join us for an informational conversation with Josh Golden, Quad's Chief Marketing Officer, as he shares tips on expanding services, managing complexity, and encouraging meaningful client relationships.Today, Josh offers insights in adapting to market demands while staying true to your core strengths.
You will learn:
How Quad transformed from a print-focused company to a comprehensive marketing solutions provider
The balance of adding new services without losing sight of your brand's essence
Why understanding your core competencies is crucial for sustainable growth
The importance of an "outside-in" approach when presenting your services to clients
How to simplify complex internal operations for seamless client experiences
The power of data in a post-cookie world and how Quad leverages it
Josh's unique "tugboat" strategy for guiding organizational change
The art of curating the perfect solution set for marketers' evolving needs
Why maintaining genuine relationships is Josh's secret weapon for selling more
How to effectively communicate your value proposition to potential clients
Benefits of aligning your external marketing message with clients' needs
Are you a seasoned executive or an aspiring entrepreneur? Tune in and discover how to modernize your marketing approach, expand your service offerings strategically, and build lasting client relationships with Josh's expert strategies and real-world examples!
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Are you leaving millions on the table by focusing on individuals instead of entire organizations?
Join us as Dr. Barbara Weaver Smith, co-author of "Whale Hunting: How to Land Big Sales and Transform Your Company" and "Whale Hunting with Global Accounts," shares her expertise on how small and mid-sized businesses can successfully hunt, land, and nurture relationships with large corporate clients.
In this episode, Dr. Smith shares her knowledge on how to shift from winning over people to conquering entire accounts.
You will learn:
Why winning over individuals isn't enough and how to capture entire organizations
The "Scout, Hunt, and Harvest" approach to landing big fish clients
Why sending in a "lone ranger" salesperson is costing you huge opportunities
How to assemble the perfect team to match a complex buying group's needs
A 10-step process for identifying your next strategic move within a large account
Benefits of separating account management from new business development
Why fear is the biggest obstacle for buyers and how to overcome it
Barbara's "Whale Fears and Fear Busters" exercise for addressing client concerns
The power of becoming a "part of the organization" to expand your footprint
How to calculate and prioritize your next moves within a large organization
Why research is your secret weapon when pursuing enterprise-level accounts
Dr. Smith's 1 tip for selling more to big companies that you can implement immediately
Are you struggling to break into larger accounts or looking to maximize your existing enterprise relationships? Tune in for feasible strategies to take your sales to the next level!
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Looking to simplify your sales approach and win more business in an increasingly complex world? Join us as Bob Marsh, Chief Revenue Officer at Bluewater Technologies, shares his philosophy of "winning through simplicity." Bob offers critical insights on reducing friction in sales, building trust with clients, and simplifying the sales process to achieve better outcomes. In this episode, he provides a powerful guide on removing friction from the sales process and building deeper customer connections.
You will learn:
Why the world is getting more complicated and how to manage overwhelm
The four pillars of Bob's "Winning with Simplicity" framework
How to build "noise-canceling confidence" and why it matters
The game-changing "CEO fist bump" tactic that can drive more sales
Why you need to aim for "third layer connections" with prospects
How to reframe selling as an act of service, not manipulation
The art of using options effectively without confusing customers
Why "time management" is out and "impact optimization" is in
Bob's top tip for selling more by smoothing out friction points
The importance of building trust and demonstrating expertise to customers
Benefits of understanding where friction exists in the customer's decision-making process
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Need help to make your marketing efforts truly effective in today's noisy digital landscape?
Look no further.
Tune in as Jacqueline Woods, Teradata's Chief Marketing Officer, shares her data-driven approach to modern marketing strategy!
In this episode, Jacqueline Woods shares her insights on targeted marketing, segmentation, and the science behind successful marketing campaigns.
We’ll cover:
Why precise targeting is crucial in today's crowded marketing landscape.
How to effectively segment your audience by role, industry, and solution.
How lower barriers to entry have increased competition.
The power of a three-dimensional marketing matrix in reaching your customers.
Why understanding different roles' priorities is key to effective messaging.
How to leverage insights from one industry to innovate in another.
Why marketing should be data-driven and intentional.
Why some low-ROI activities might still be strategically important.
How to balance data-driven decisions with strategic considerations.
Why understanding customer needs is the foundation of successful selling.
How to articulate your unique value proposition effectively.
The critical importance of intentional, data-backed marketing decisions.
How to avoid common pitfalls in pricing and promotion strategies.
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Are you tired of the confusing jargon and twisted theories surrounding business strategy?
Join Dr. Chuck Bamford's direct approach to strategy - a method that cuts through the noise and gets straight to the point!
In this episode, Mark Drager sits down with Dr. Chuck Bamford, a managing partner at Bamford Associates who also teaches at the University of Notre Dame. With over two decades of experience teaching strategy and entrepreneurship, he's authored six strategy textbooks and won numerous teaching awards. Today, he's here to share his insights on creating practical strategic plans that drive real business growth.
In this episode, you’ll learn:
The crucial difference between strategy and planning.
Why strategy is about getting customers to choose you over competitors.
How to identify what truly separates your business from others.
The importance of shouting your competitive advantage from the rooftops.
Why your employees aren't your competitive advantage (and what is).
How to craft a meaningful mission statement that drives success.
The danger of over-engineering your products or services.
Why the ability to change strategy quickly is key to long-term success.
How to dig deep and get beyond surface-level concepts in your strategy.
Benefits of systems and standards in creating a sustainable competitive edge.
Why many companies' value statements are 'garbage' and how to create meaningful ones.
How to use 'Northstar goals' to guide your organization.
The critical step of getting all employees moving in the same strategic direction.
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Wouldn't it be nice if there was a way not to get so burned out as an entrepreneur?
There is.
It's called the "Burnout Prevention" strategy. Julie Bee discovered it while running her business and hasn't stopped using it.
She first explained the "Burnout Prevention" strategy in her book "Burn: How Business Owners Can Overcome Burnout and Fuel Success". Now, entrepreneurs everywhere are embracing these techniques.
Today, Julie joins Mark, sharing six strategies to prevent and overcome burnout as an entrepreneur.
In this episode, you’ll discover:
How to recognize the early signs of burnout.
Why taking a vacation isn't always the best advice for burned-out business owners.
The importance of having a support group versus a networking group.
Why burnout often happens after a huge success.
How to leverage burnout for future growth and success.
The 3-stages of burnout: attentional, emotional, and physical.
Why entrepreneurs need to plan for potential burnout.
How to identify your burnout "red flags" and triggers.
The dangers of entrepreneurial "analysis paralysis".
Why vulnerability and asking for help are crucial in preventing burnout.
How to use the "perspective" of others to prioritize your focus.
The importance of paying attention to insights gained during burnout.
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