Revenue Accelerators

In this episode of the Revenue Accelerators Podcast, the host, Deep Trikannad, interviews Darleen Priday, the Founder and CEO of DP Consults. Darleen's company focuses on sales consulting, specifically empowering coaches and service providers to sell their own services authentically and empathetically. Darleen explains that she has been in sales for over 30 years, but always hated the traditional sales approach. She loves helping people and connecting with them, so she operates in a more personal and empathetic way. As the Director of Business Development for P.3.Va, Darleen works with many entrepreneurs and hears their pain points regarding sales. She noticed that many entrepreneurs wanted someone else to sell for them, but she believes that they should be selling their own products and services. With these recurring experiences, she decided to start DP Consults at the beginning of the year.Deep asks Darleen how she helps her clients and what their typical challenges are. Darleen explains that her clients often feel insecure and inauthentic when it comes to sales. They struggle with sales calls and feel defeated when someone says no. Darleen handpicks her clients based on fit, and most of them are small businesses or solo-preneurs who have built their businesses based on referrals. They lack the confidence, mindset, and processes to sell effectively. Darleen's goal is to give them permission to sell their own services and provide them with the necessary tools, such as talking points, objection handling techniques, and strategic partnership development.Deep shares a personal anecdote about his own struggles when transitioning from being an engineer to a sales representative. He recalls an awkward sales call where he ignored a prospect's question and faced the disappointment of his sales rep. He emphasizes the importance of having someone like Darleen to help navigate those situations and avoid early career mistakes.Deep then asks Darleen about her plans for scaling her business. Darleen explains that she currently has a day job, so she designed her offering to be very manageable. She only works with two clients per month to ensure she can overdeliver and move the needle for them. Darleen starts with a high-level business assessment, looking at all aspects of the client's business, and then provides them with a discovery call form, talking points, objection handling techniques, and cadences for follow-up. Her goal is to give them everything they need to sell for themselves in a month's time.Darleen's main clients are coaches and service-based businesses, typically small and established businesses that need structure to scale. She finds her clients through networking groups and referrals from her extensive network. She participates in networking groups both online and offline, including weekly coffee clubs and monthly gatherings. Darleen appreciates the people she has encountered in these groups and the learning opportunities they provide.Deep asks if Darleen focuses on specific industries, and she explains that her clients are primarily in the service-based industry, including coaches, life coaches, mindset coaches, and those offering website or marketing services. She has also worked with clients who didn't need her full program but benefited from her collaboration and idea generation.Deep and Darleen discuss the challenge of overcoming the feeling of being a "used car salesman" when selling a service or product. Darleen emphasizes the importance of viewing sales as a conversation rather than a sales call and empathizing with the person on the other end. Building trust and maintaining connections even with those who don't become clients is crucial. She encourages her clients to be authentic and go with their gut instincts in sales, as there is no one-size-fits-all approach.In closing, Deep asks about Darleen's plans for DP Consults. Darleen shares that she is enjoying the journey and has learned to let go of perfectionism and fear of failure. She has shifted her mindset to focus on what she can learn along the way instead of solely focusing on success or failure. This shift has made the journey more enjoyable and gratifying for her.The episode concludes with a thank you from Deep to Darleen and the audience for participating in another episode of Revenue Accelerators Podcast.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Gary Bierc, the CEO of Aperitisoft. The episode explores the journey of Aperitisoft and its evolution from a consulting firm to a technology company specializing in risk management.Gary Bierc shares that the company, originally founded in 2002 as the Kingston Group, transitioned from consulting to technology after obtaining a patent for enterprise risk management technology. In 2011, the company was rebranded as RPM3 Solutions and has since been developing risk management technology.The company's product, Aperitisoft, is a software tool that looks at businesses through the lens of risk, allowing users to identify areas for improvement and make a significant impact on performance. It helps organizations understand the portfolio of risks that affect their strategic performance.Gary also discusses how the company expanded its services to include 3S (Assessments as a Service), leveraging the assessment engine created for Aperitisoft to provide scalable solutions. Additionally, Aperitisoft formed a joint venture with Perfectus Professional Solutions to enter the healthcare industry.The conversation then shifts to the company's sales strategy and approach. Gary shares the importance of adaptability and being able to pivot with the market to find success. He also emphasizes the need for subject matter expertise in B2B sales, where sales teams act as problem solvers rather than pushy salespeople.Gary elaborates on the company's innovative approach to lead generation and sales, particularly through LinkedIn. He describes how Brian Crew, the President of Brick Consulting, helps Aperitisoft leverage LinkedIn as a force multiplier. Brian helps identify target markets and conducts messaging campaigns on behalf of the sales team.The discussion then delves into the scalability of Aperitisoft's business and the role of top sales performers in driving growth. Gary highlights the importance of scalability and finding repeatable, scalable ideas that can be executed throughout the organization. He shares an example of a top salesperson who came up with a scalable idea for offering health check assessments as a service to consulting firms. This idea has the potential to generate significant revenue and exponential growth.Gary concludes the episode by emphasizing the importance of patience in building a successful business and not waiting for everything to be perfect before making a sale. He advises taking action and getting things in motion, even if things are not 100% perfect.Overall, the episode provides insights into Aperitisoft's journey, its unique approach to risk management, and its innovative sales strategies for growth and scalability.

In this episode of the Revenue Accelerators Podcast, Deep Trikannad interviews Mitch Moeller, the CEO of Zizania Consulting. Mitch shares his background and how he ended up starting his own consulting business. He explains how he transitioned from an engineering career to project management and eventually to starting Zizania Consulting. Mitch discusses the common problem he noticed in organizations, especially startups and mid-market companies, which is the lack of proper technology for project management and optimization. Mitch also talks about his go-to-market strategy, which initially involved using Upwork to find clients but has now shifted towards cold outreach and direct personalized outreach. He mentions the importance of providing value to prospects and building relationships rather than just focusing on getting the business right away. Mitch discusses the challenges of sales and business development and the importance of hiring the right people to help grow the business. He also shares how Zizania Consulting enhances existing software and tailors it to the specific needs of their clients. Mitch discusses the two verticals they focus on, professional services and internal process support, but mentions that they often expand into other areas as well. He emphasizes the importance of continuous improvement and delivery to provide value to clients.When asked about AI and its impact, Mitch explains that larger organizations are slower to adopt AI compared to smaller, more visionary organizations. He mentions that many clients are interested in AI but haven't fully committed to implementing it yet.Towards the end of the episode, Mitch shares two pivotal moments in his career. The first was transitioning from a secure job in a large organization to a startup, which gave him a broader perspective on business. The second moment was when his girlfriend, now his wife, identified his problem-solving and system-building skills, which inspired him to start Zizania Consulting.Mitch's advice for aspiring business owners is to learn sales and how to build relationships, as sales is a crucial component of any business's success.Overall, the episode provides insights into starting a consulting business, the challenges of sales, and the importance of providing value to clients.

In this podcast episode, Deep Trikannad interviews John Brandes, the Founder of SalesBountyHunter. John shares his journey from starting his business 18 months ago with the intention of doing sales consulting, to eventually realizing that 75% of his revenue was coming from recruiting. He then decided to focus on recruiting and headhunting.John explains that his transition from sales consulting to recruiting took about 6 to 9 months. He also notes that while the transition wasn't hard, it was different and required him to learn about the recruiting business.As a former sales professional, John talks about the challenges of transitioning to recruiting and how he had to view it as a sales process. He mentions that recruiting is about using his skills and experience to find and connect businesses with talented individuals, hence the name SalesBountyHunter.While he initially focused on sales people, John shares that he has also found success in recruiting for the legal field, specifically law firms. He mentions that law firms constitute about half of his business, while the other half comprises sales positions and other roles.John explains that he uses various methods to find candidates, such as job postings and using LinkedIn tools to directly reach out to potential candidates. He emphasizes the importance of taking a human approach to the recruiting process, even for candidates who may not initially seem like a good fit. He believes in building relationships and networking to create opportunities.In terms of pitching and attracting clients, John describes his day-to-day activities as primarily focused on business development. He reaches out to businesses through job ads and cold calls, recognizing that not everyone is initially receptive to working with recruiters. However, he believes that by providing value and emphasizing time savings, he can convince potential clients of the benefits of using his services.John discusses the balancing act of handling both the supply and demand sides of recruiting. He explains that having a successful business development side means having a lot of job opportunities to fill, which in turn requires him to focus on finding suitable candidates.Deep Trikannad asks John about any anecdotes or lessons learned from his experiences. John reflects on the importance of persistence and knowing when to allocate resources effectively. While it's crucial to never give up, it's equally important to recognize when to move on from unproductive leads. He shares a personal story of a successful deal that required weeks of follow-up and persistence.Towards the end of the episode, John discusses his experience of transitioning from being an employee to starting his own business. He recalls feeling restless and wanting to explore new opportunities. Inspired by his daughter's entrepreneurial journey, he took the leap and started his own business. With the support of his wife, he has been able to replace his previous income and grow his business.In closing, Deep Trikannad asks John if there's anything else he would like to share. John encourages people to take action and not be afraid to make the first move. He emphasizes the importance of knocking on doors and not being deterred by potential rejection. He shares his own experience of making thousands of phone calls and advises listeners to overcome hesitation and just do it.The episode concludes with Deep Trikannad expressing gratitude for John's time and sharing his excitement for John's future success.

In this episode, Deep Trikannad sits down with M. Scott Ford, the Chief Code Whisperer & CTO of Corgibytes, a consulting firm that specializes in modernizing and improving custom software systems. Scott shares his journey of starting Corgibytes and the unique mission of the company: to help businesses iterate through digital evolution by refining and improving existing software systems, rather than building new applications from scratch. Scott talks about the challenges software developers face and the satisfaction he finds in refining and improving code. He also discusses the importance of community-building in this space, which led to the creation of the Legacy Code Rocks podcast and the Mendercon virtual conference. Scott explains how they qualify clients and navigate the varying project timelines and needs, highlighting the importance of thorough assessments and understanding the client's goals. He also discusses the impact of recent economic events on the industry and Corgibytes' adaptive strategies. Scott shares his cautious optimism for the future, including the potential integration of AI into their services and their focus on providing low-risk engagement options for clients.

In this episode of Revenue Accelerators, join your host Deep Trikannad as he sits down with Bob Britton, the CEO & Founder of Sales Enablement Sherpa. Bob, with nearly three decades of experience in the sales world, sheds light on the concept of sales enablement and how it can differ from one company to another based on their unique challenges. He defines sales enablement in a concise and powerful way: "the identification and mitigation of friction that's impeding top-line revenue attainment."As a sales enablement expert, Bob shares valuable insights into how companies can navigate through hiring cycles and technology adaptations effectively. He delves into the critical role of sales enablement as an orchestrating function within organizations and uses the analogy of a racing crew to explain its importance in aligning different departments toward a common goal.Listen in as Bob talks about the transition from transactional selling to consultative selling, especially in the high-tech industry, and the challenges that come with it. Discover the key to building successful sales teams that can resonate with customers at various levels, from C-suite executives to decision-makers.Bob emphasizes the significance of effective coaching and why it's essential for sales leaders to be more Socratic than directive. He shares actionable tips on improving performance and achieving high-single to low-double-digit performance improvements. Learn how Bob's consultancy works with companies during a 4-day process of triage, diagnosis, prescription, and treatment to bring about meaningful change and revenue growth.Tune in to this episode for valuable sales enablement advice from a seasoned expert who understands the true power of storytelling and how it can impact sales conversations. If you want to enhance your sales team's performance and overcome systemic friction, this episode is a must-listen.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad sits down with Amy Oviedo, the CEO & Founder of Recruiting Experiences. Amy shares her journey of building Recruiting Experiences from scratch, starting in the midst of the COVID pandemic. She opens up about the challenges she faced, the pivotal moments that led to the company's success, and how she found her true passion in helping organizations with top-notch talent acquisition. Discover the valuable lessons she learned and how partnerships played a key role in her business growth. Join us for an insightful conversation on recruitment, sales, and entrepreneurship!

Join us in this captivating episode as we sit down with Monique Elwell, the President, COO, and Co-Founder of Storyvine. Monique takes us on a journey through her diverse career, starting on Wall Street during the early '90s, and eventually founding her fourth successful venture, Storyvine. This guided video technology platform focuses on the pharmaceutical industry, allowing clients to create authentic and replicable stories for various purposes, from testimonials to training. Discover how Monique's sales prowess and the power of storytelling led Storyvine to tremendous success, revolutionizing the video production process while leveraging the potential of AI.

In this episode, we dive into the world of real-time music collaboration with Tim Green, the CEO of Outer Bands. Outer Bands has developed a groundbreaking solution that allows artists to play together from anywhere in the world in perfect sync, eliminating the latency issues commonly experienced with other collaboration platforms. Join us as Tim shares his journey, the challenges they overcame, and the future vision of creating a vibrant community for musicians on Outer Bands. Get ready to break the sound barrier and revolutionize music collaboration!

Join us for an exciting episode as we chat with Nick Karagiannis, the co-founder and CEO of Lucid Travel. Learn how Lucid Travel started from a simple idea during a college spring break trip and evolved into a travel technology business specializing in the youth sports and tournament director market. Discover the challenges and growth Lucid Travel experienced during the pandemic and how they leveraged AI to drive costs down and increase revenue. Get insights into their unique sales strategies, their expansion plans, and how they're revolutionizing youth sports travel. Don't miss this inspiring journey of entrepreneurship and innovation in the travel industry!

In this captivating podcast episode, join us as we dive into the world of FreJun with Subhash Kalluri, the visionary CEO and founder of the company. FreJun is an innovative conversation automation platform catering primarily to recruitment and sales teams. Learn about Subhash's journey, starting from the early challenges faced during the COVID-19 pandemic, to how FreJun evolved into a powerful solution for businesses of all sizes.Key Takeaways:From Humble Beginnings: Discover how FreJun's journey began during a challenging time and how they adapted to serve the recruitment and sales sectors effectively.Empowering Managers with Data: Learn how FreJun enables managers to track and analyze their team's calls, leading to improved performance and better decision-making.Revolutionizing Communication: Find out how FreJun leverages virtual numbers and WhatsApp messages to facilitate more interactions and higher engagement with candidates and leads.Building Customer Trust: Hear about FreJun's approach to customer satisfaction, including a major outage incident that strengthened their customer relationships.The FreJun Difference: Uncover how FreJun stands out from other communication solutions and why it has become a game-changer for companies, big and small.Join us for an insightful conversation as Subhash Kalluri shares his expertise, the journey of FreJun, and how they continue to revolutionize the way businesses communicate and grow.

Welcome to another inspiring episode of Revenue Accelerators! In today's edition, we are thrilled to host the brilliant mind behind "Fresh Finance," a groundbreaking startup that achieved remarkable success by turning their vision into a $1 million reality. Joining us is the founder, Teresa Leno, who will take us through their awe-inspiring journey from ground zero to extraordinary heights.Part 1: Genesis of Fresh FinanceDiscover the sparks that ignited the idea of Fresh Finance.Unravel the initial challenges faced by the founders and how they overcame them.Learn how their shared passion for finance and technology drove them to create something truly exceptional.Part 2: From Zero to Funding HeroDelve into the early days of Fresh Finance and how they managed to bootstrap the business.Explore the crucial role of strategic partnerships in their growth story.Get insights into the fundraising process and how they secured their first significant investment.Part 3: Revolutionizing the Financial SectorUnderstand the unique features that set Fresh Finance apart from its competitors.Learn how they effectively marketed their platform to gain traction among users.Explore the challenges of disrupting the traditional financial industry and how they brought innovation to the forefront.Part 4: Navigating the ObstaclesHear about the obstacles and setbacks that tested the resilience of the Fresh Finance team.Discover how they built a work culture that fostered teamwork, creativity, and adaptability.Learn valuable lessons on overcoming adversity and maintaining focus during tough times.Part 5: The Million-Dollar MilestoneCelebrate with us as Fresh Finance reaches an impressive $1 million in sales and revenue.Get exclusive insights into their strategies for scaling the business.Hear about their future plans and how they intend to stay ahead in an ever-evolving market.Be sure to visit Fresh Finance's website www.freshfinance.us to explore their revolutionary platform and stay updated on their latest developments.If you enjoyed this episode, don't forget to subscribe and leave us a review on your favorite podcast platform. Until next time, remember, every success story starts with a dream – so keep dreaming big and turning those dreams into reality!

In this episode of the Revenue Accelerators podcast, host Deep Trikannad dives into the topic of the School of Hard Knocks in sales. He shares personal anecdotes and valuable lessons learned from his early days in the industry, focusing on a pivotal experience pitching a large insurance company against a tough incumbent. Deep discusses the importance of understanding pricing dynamics, the value of a product, and the art of selling based on customer needs. Discover how this lesson shaped his sales career and led to achieving remarkable margins. Join us as we explore the significance of embracing and learning from the School of Hard Knocks to become a better sales representative. Tune in and gain insights on pricing strategies, value-based selling, and maximizing margins.

Join Deep Trikannad in this episode of the Revenue Accelerators podcast as he shares his insights on the crucial role of building internal relationships, or the "sales village," in closing deals. Discover the intricate dynamics involved in assembling the right team, from core engineers to product managers, and learn how timing and collaboration can make or break a sales opportunity. Don't miss out on this valuable discussion that will empower sales reps to navigate the complexities of the sales landscape and achieve remarkable success.

Discover effective sales coaching strategies to unlock the potential of your middle performers. Learn why targeting the middle 60% of sales reps yields significant results and how to identify specific areas for improvement.