The MoreBusiness.com Podcast

Learn exactly how Jonathan Pierce closed $4 million in sales within 13 months and generated over $6 million in pipeline in the last 60 days using his innovative discovery call framework, PTV (Pain, Transformation, Value) - and it's easier than the MEDDIC and Challenger sales methods. He shares the precise questions he uses in a discovery call and the process that uncovers unique pain points that open the door to faster sales.

Links mentioned in the podcast: Raj Khera:

https://www.linkedin.com/in/rajkhera/

Jonathan Pierce: https://cloudsalescoach.com Podcast on closing $20-60k deals: https://youtu.be/DWyKdzPu92o Podcast on closing $500k deals: https://youtu.be/IIqLe7_Bya4

In this podcast, Brian Hoppe, an executive business coach for IT service companies and managed service providers, shares his journey from working at an MSP, buying a small MSP with five employees and growing it to 45 through acquisitions and partnerships, and eventually selling it to a private equity firm.

In this podcast, host Raj Khera and guest David Mountain, show how to simplify B2B marketing, especially for technical founders with technical products. David, a former Naval Intelligence Officer and a career B2B marketer, shares his extensive experience and success in transforming the complex product messaging of a company called Blue Stripe Software into three simple words that greatly improved sales metrics and attracted a powerful partner. He also emphasizes the importance of understanding customer needs, providing value, and constantly iterating on messaging for maximum impact. Towards the end, David shares the benefits of vendor booth time at trade shows for testing and refining product messaging.

Don't make your biggest hiring mistake. Learn the right way to hire your first sales rep. In this podcast, you'll hear best practices on the importance of timing, selecting the right candidates, developing an appropriate compensation package, establishing effective sales training systems, and using critical metrics to evaluate performance.

My guest, Matt Ryder, emphasizes the necessity of a clear job description, standardized sales scripts, performance assessment indicators, and being prepared to let individuals go if they don't perform. We also highlight the relevance of data, daily reporting, CRM tools, and how businesses can create an environment conducive for sales.

Most CRMs are a complete mess. But here's how you can set up yours so it actually works for you, giving you the insights and action items you need every day. Setting up a CRM is more than just entering data. It's about organizing that data in a way that turns every interaction into an opportunity for growth. You'll learn about segmenting and tagging leads with precision.

Luis Scott knows how to scale businesses. He grew his law firm to 200 attorneys and now helps other professional services firms grow beyond the $3 million mark. Luis is host of the 8-figure law firm podcast. And in this MoreBusiness.com podcast, he shares specific lead generation and business growth tactics that consistently propel small businesses to grow fast.

Learn how to plan, organize, and present the perfect SaaS sales demo from seasoned expert Matt Melnick. In this masterclass podcast, you'll hear the exact words and phrases to use in your SaaS sales demos that will get customers signing on the dotted line. We cover: agenda setting, handling objections, what to share and what to avoid, managing your time, and ways to keep your sales demo fun and engaging.

Every business has - or should have - an ICP, your ideal client profile. Without it, you take on clients who become nightmares. Finding your ICP can be elusive. In this podcast, Richard Brasser, formerly at partner at Boston Consulting Group and now a managing partner at Carlton Richards, lays out the formula and strategy to define your ideal client profile. PODCAST CHAPTERS: 00:00 Intro: Richard Brasser 03:21 Understanding Your Ideal Client Profile 06:39 Adding Value to Your ICP 12:25 Team Alignment in Client Profiling 17:09 The Impact of Compensation Plans on Client Profiling 26:47 Evolving with Your Ideal Client Profile 30:09 How to Know When You've Nailed Your ICP

Greg Head and his co-founders started at a kitchen table. Within 5 years, they scaled to 500 employees, then went public. He later scaled Infusionsoft from $15 million to $100 million in sales. Now, Greg is an advisor to 40 SaaS founders and host of the Practical Founders Podcast. In this podcast, Greg reveals how he grew his businesses exponentially and shares practical advice for startup founders to scale a SaaS business. Loaded with gems. #podcast #practicalfounders #saas #leadership #marketing

Ever wondered how top sales pros close massive deals? Meet Jonathan Pierce, the enterprise sales guru who consistently sells over $3M in software annually! In this podcast episode, Jonathan spills his secrets on mastering the art of the $500,000 enterprise sale. Discover his unique tactics for rallying decision-makers and influencers, and learn his lesser-known strategies for injecting urgency into slow-moving enterprise deals. If you're aiming to skyrocket your sales game, this is your must-listen episode. Tune in now and transform your approach to enterprise sales! This is part 2 in our series with Jonathan. In Part 1, he shared how to sell $20-60k deals consistently.

Jonathan Pierce reveals his tech sales process and tactics that landed $250,000 in enterprise software sales in his first 3 months at a new job (he now closes over $3 million a year on his own). If you're charged with finding and closing enterprise software deals or tech sales valued at up to $100,000 per year, this video podcast goes into the mechanics of how to make that happen. This is part 1 of a 2-part series with Jonathan, a seasoned enterprise tech sales executive.

Learn what Dennis Yu discovered by spending $1 billion (yes "B" for billion) on advertising and testing social media algorithms and generative AI for SEO. He's the author of the #1 bestseller on TikTok advertising and the creator of the "dollar a day" strategy that is designed to understand how social media algorithms react to your content, especially in today's AI revolution. In this podcast, he reveals modern best practices for using generative AI SEO to build your brand and attract qualified prospects.

Successful business partnerships can fuel remarkable growth. In this podcast, Raj Khera and Dr. Jeff Kaplan delve into critical questions to answer to make a partnership in business a successful one. You'll come away better equipped to harness the power of collaboration, opening doors to innovation, expansion, and a competitive edge in your industry.

These remarkably straightforward hacks are tailored for leaders like you to say goodbye to delay and hello to heightened effectiveness. Join host Raj Khera and guest Dr. Jeff Kaplan in this entertaining podcast as they unveil ridiculously easy ways to rewire your brain to finish mundane tasks, tackle that project, start exercising, and do all those other things you’re putting off.

Discover the blueprint to crafting an impactful business plan introduction. This podcast shows you the proven strategies for crafting intros that grab attention, outline your vision, and guide your journey. It is an essential guide to creating a powerful opening section for your business plan.

Every startup struggles with one thing: doing more with less. AI has become a game changer and in this episode with Tom Schwab, CEO of Interview Valet, you will learn specific techniques to use AI for your startup in ways that can double your productivity, create marketing messages that make your prospects want to buy your solutions, and even do competitive research to help you stand out in a crowded marketplace.

If you have an employee struggling to meet expectations, this podcast will guide you through practical strategies to elevate their performance. You'll learn motivational techniques, targeted coaching, communication methods, and more, with the aim of turning your underachievers into star performers. Join Dr. Jeff Kaplan and host Raj Khera as we delve into the leadership tactics that can spark a remarkable transformation.

​Zero-Cost-Hiring: How do you get experts to work for you when you ​don't have cash to pay them​? In this ​episode, ​Guillermo Sohnlein, founder of numerous companies, and I go over numerous examples of how you ​can get experts motivated enough to work for you without paying them monetary compensation.

Learn the exact process, flow, and dialog that will transform your sales discovery calls from good to great! This podcast is a detailed masterclass that unveils the secrets used by the top sales pros to get prospects to say "tell me more!" instead of "we'll get back to you."Listen to B2B SaaS experts Matt Melnick and Raj Khera as they walk you through the precise steps that guide prospects to see the value in what you're selling. You'll leave them craving more, leading to more sales.

A fast “no” is always better than a prolonged “maybe”. Discover the powerful strategy of "Getting to Yes by Getting to No" as my guest, Ryan Bass, reveals the secret to shortening sales cycles and maximizing your chances of success. You’ll hear his game-changing insights on navigating objections, overcoming resistance, and ultimately closing the deal - ideas that can improve your sales approach.

Listen as this masterful coach tactfully and safely leads his client to a place of awareness. This real, raw, candid, and inspiring executive coaching demonstration dissects a real-life coaching session to get inside the mind of a coach and his client to understand what each of them is thinking at every stage. If you're an executive who needs to coach his or her team, or if you’re an executive coach, leadership coach, or life coach, you are going to love this episode.

You'll hear in action critical coaching topics like:

• What are the words and phrases that inspire trust?
• How do you guide a discussion to make a breakthrough?
• How do you motivate your client and at the same time hold them accountable?

Joining me for this unique episode is my guest coach, Dr. Jeff Kaplan, 2022 Leadership Coach of the Year by CEO Today Magazine, and his client, Sandy Gomberg, former CEO of a Philadelphia-based hospital. I will be interrupting both of them throughout this conversation to pause and understand why the coach is asking what he’s asking and why the client is saying what she’s saying.

Video version of this podcast: https://youtu.be/DKn9kntoGGw

No matter how big or small your company, having a board can practically double your growth. In this podcast, CEO and Board Advisor Debbie Tyler shares how to create and manage a board of advisors and board of directors that provide immense value to grow your business faster. We cover how to find board members, compensate them, and hold them accountable.

Building resilient teams in today’s hybrid, and often fully remote, work environment is more important than ever. This podcast episode goes into the essential strategies and practices that leaders can employ to cultivate a team that can withstand challenges, adapt to change, and bounce back stronger from setbacks. We'll explore the key characteristics of resilient teams and share practical insights on fostering a supportive and growth-oriented culture within your organization.

Team cohesion and effective collaboration involves more than just communication. It requires active listening, open-mindedness, and the ability to work towards a common goal to generate innovative ideas and overcome challenges. On the other hand, poor collaboration can lead to misunderstandings, conflicts, and politics over productivity. This video podcast shows you the secrets to getting a team to work together towards a shared vision and common goals.

A positive company culture can increase employee loyalty, engagement, foster a sense of community, and ultimately drive better business outcomes. In this podcast, Raj Khera and Dr. Jeff Kaplan explore how to build that culture using actionable techniques supported by stories that you can use right away to align your culture with your business values and goals.

It is never an easy decision to have to let someone go, but if the situation calls for layoffs, it is important to handle them with compassion and heart. In this podcast, Executive Coach Dr. Jeff Kaplan and I share the process and exact words that make all the difference.

Every company struggles with product-market fit, from one person businesses to the Fortune 500. Our BIG LIST of powerful product-market fit questions starts at minute 13:35 into the podcast. Learn how create the most compelling products and services that customers can't wait to buy, plus the exact discovery questions, phrases and techniques to help you get customers for life.

Servant leadership focuses on service to the people and organization being led. The goal is to create an environment where team members can work together towards common goals while feeling valued, respected, and supported. Servant leaders prioritize the needs of their team members and understand that their role is to serve rather than be served.

Executive Coaches Raj Khera and Dr. Jeff Kaplan share how to build a culture of servant leadership throughout your organization, including specific questions you can introduce in your meetings that light the pathway for personal, professional and organizational growth.

Is being a leader something you aspire to? In this episode, Leadership Coach of the Year award-winner Dr. Jeff Kaplan shares essential strategies for coaching and leadership development. With insights from his experience in leading and coaching hundreds of people, learn how to develop yourself into an inspirational leader and influence those around you to take action and drive sustainable results. Tune in now to unlock your true leadership potential.

Your ability to lead depends on your ability to influence others and connect with them on an emotional level. This connection can be the foundation to achieve collective goals, inspire others to take action, and drive sustainable results. In this episode, Dr. Jeff Kaplan and I explore ways you can create strong bonds with those around you and become the leader you aspire to be.

The entrepreneurial bug bit Nick Jordan early. He quickly scaled his first company to $1 million and then, within 30 days, he lost $800k in annual revenue. Ouch! He had to get out of his negative mind space to bounce back. He did and went from zero to 1.5 million organic visitors per month for his new company. Follow Nick’s inspirational life journey in this podcast where he reveals what kept him going and how he rebuilt his business.

Listen to Karl Boehm’s B2B Marketing Playbook for quick hits to get more business fast! In this episode, Karl, the CEO of Spiral Marketing, shares tactics you can use right away to unlock success in the digital age with the use of B2B marketing tactics. Get ready for an inspiring discussion packed with valuable insights that can help you boost your efficiency and profitability.

As we enter the uncertain economic climate of 2023, CEOs and their sales teams are gearing up to make sure they are aligned and ready to hit the ground running. Join my guest, Sean McDermott, CEO of Windward Consulting Group, as we explore what an ideal sales kickoff meeting should look like this year and examine how today’s economy is shaping the message leaders need to convey. We also talk about creating motivation - what to say, how to say it - as well as common struggles and mistakes that leaders make when hosting annual kick offs. Listen in as we explore strategies and tactics that can help you make the most of your sales kickoff meeting.

January marks the season of company kickoff meetings. It’s the time of year when CXOs energize their teams with insights into the company’s roadmap for the next 12 months and share updates on products, sales and marketing strategies. But will 2023 be different? Some companies are seeing downturns in renewals and new sales.

In this podcast with Andres Peters, Chief Learning Officer at Maestro, a sales training company, we’ll go into what CEOs and other executives need to do for their 2023 kickoffs. How will the current economic climate change your messaging? How should you prepare to make sure everyone is aligned? And how do you convey difficult news while keeping your teams motivated? We’ll answer these questions and more.

How you come across to others is one of the most important factors in your success as a business leader. Many call this executive presence. The way you carry yourself impacts how your customers, your team members, even your vendors perceive you, which means your presence affects your ability to get things done.

In this episode, coaches Dr. Jeff Kaplan and Raj Khera we’ll share ways to understand your executive presence and specific things you can do to actually be the leader you aspire to be, even if imposter syndrome is holding you back.

Connect with me and please subscribe to the MoreBusiness podcast:

LinkedIn - Raj Khera (3x CEO, Executive Coach, and Publisher MoreBusiness.com)
https://www.linkedin.com/in/rajkhera/

Facebook:

https://www.facebook.com/morebusinesscom/

MoreBusiness.com Podcasts and Free Templates:
https://morebusiness.com/podcasts/

Apple Podcasts:
https://podcasts.apple.com/us/podcast/the-morebusiness-com-podcast/id1631871265

Spotify:
https://open.spotify.com/show/66PsiMBhF6gvFBWqnYMILh

Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9hMmIxNDM1NC9wb2RjYXN0L3Jzcw

Youtube:
https://www.youtube.com/playlist?list=PL9eh-8lyd8thVGJE3Wvq-D8FpHiANe_uY

Anchor (by Spotify):
https://anchor.fm/morebusiness

Vaughn Thurman built a thriving IT service business. Suddenly, his two biggest clients got acquired and canceled their contracts, which comprised 60% of his revenue. As the company struggled, the other shoe dropped: the bank, the landlord, vendors, even the electric company threatened to shut down his business.

It got worse. The IRS called.

With four kids to support, another on the way, a mortgage, car payments, and very little left in the bank, he first tried to hide his fears from his family and co-workers.

But that didn’t last. He had to think through his next steps carefully.

In this episode, Vaughn unpacks the gripping story of how he kept creditors and the IRS at bay, got out of debt, and eventually rebuilt his company through scrappy creative ways to increase cash flow and sales. The techniques he shares saved his business, which he eventually sold for millions of dollars, creating a launchpad for his new company, HighGear Software. Listen to learn unique insights that will help you grow - or save - your business.

Connect with me and please subscribe to the MoreBusiness podcast:

LinkedIn - Raj Khera (3x CEO, Executive Coach, and Publisher MoreBusiness.com)
https://www.linkedin.com/in/rajkhera/

Facebook:

https://www.facebook.com/morebusinesscom/

MoreBusiness.com Podcasts and Free Templates:
https://morebusiness.com/podcasts/

Apple Podcasts:
https://podcasts.apple.com/us/podcast/the-morebusiness-com-podcast/id1631871265

Spotify:
https://open.spotify.com/show/66PsiMBhF6gvFBWqnYMILh

Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9hMmIxNDM1NC9wb2RjYXN0L3Jzcw

Youtube:
https://www.youtube.com/playlist?list=PL9eh-8lyd8thVGJE3Wvq-D8FpHiANe_uY

Anchor (by Spotify):
https://anchor.fm/morebusiness

Selling software to enterprises can take a long time. In this podcast, CEOs Raj Khera and Hossein Noshirvani dissect the art of the enterprise sale, including how to strategize and nurture all of the stakeholders that will make the buying decision. Use this framework for SaaS sales.

Humility in business. What does that even mean? And how do you know when you have it - or don’t have it? You might also be thinking, does showing humility mean people think you lack confidence or conviction. In this episode, Dr. Jeff Kaplan and I will answer these important questions about humility in business that shape your impact as a leader.

There are many reasons why you started your business - or are thinking about starting one: independence, financial freedom, a side hustle to bring in more cash. The fact that you took initiative to start a business shows that you are a born leader. In this episode, Alex Kuhn and I unpack how to bring out and tune your natural leadership skills.

The dreaded performance review. If you’re like most managers, you’d rather have dental surgery than do a performance review. You’re not alone. Doing reviews can be time-consuming and require uncomfortable conversations that you’d rather avoid. Let’s face it, some managers tiptoe around important topics and employees often equate review time with a raise. In this episode, Dr. Jeff Kaplan and I break down how to do a performance review, what employees expect and how to phrase some of your words so you’re prepared before going into the dialog.

Entrepreneurs and executives have a reputation of being driven. But every one of us is human. And sometimes it takes more energy to show up and get through the day. What do other leaders do to stay motivated? And more importantly, how do they get back on track when something derails them or when they struggle to make progress? This episode dives deep into specific ways to adjust your mindset so you can stay on track. It’s how leaders stay motivated, even on tough days.

On-Demand CMO and messaging expert Daniel Heimlich reveals his unique strategies for transforming weak messaging into strong clear words that resonate with your prospects and customers. You’ll learn specific actionable steps, including how to create your company’s message map and avoid the stumbling blocks, oversights, and mistakes that companies make. Daniel will share several examples that will spark an "ah ha" moment about the way you talk about your products and services to help you nail your messaging.

Some call them hacks, but they are really systems and processes for productivity. It's as important for a startup as it is for a larger business. In this podcast, we'll give numerous examples of systems that small business owners and teams can productivity fast. It's like you've duplicated your ability to get work done. You'll learn how to identify what needs to be systematized and what can stay as is. We'll include ways to measure productivity improvement and how to know when you've outgrown one system and need a new one.

You've made the life-changing decision to help others. Being a life coach is a noble and rewarding endeavor. But if you're like most who choose this career path, you're scratching your head and thinking to yourself "how to get life coaching clients?" In this detailed podcast, I'll show you the fastest path to building your brand so you attract life coaching clients to grow your business. 

Thousands of people search Google for "life coaching" and related terms every month. Some examples: "life coach" - 33,000 searches in the U.S. alone every month, "life coach near me" - 12,000 searches. Knowing SEO for life coaches gives you a major advantage over other coaches to land a regular stream of new clients. There's more: getting found locally, which is where most life coaches get clients. This podcast will dive into specific life coaching keywords and local SEO techniques to help coaches attract new clients.

Management guru Peter Drucker once said "culture eats strategy for breakfast." That's not to say strategy isn't important. But company culture, which is set from the executives - even in small businesses - needs to support corporate values in order to create an environment that allows ideas, growth and your staff to thrive. In this podcast with former CEO Raj Khera and Executive Leadership Coach Dr. Jeff Kaplan, we go into very specific actions that leaders can and should take to set the tone for company culture, including words to use that can shape the way your staff behaves.

You might be surprised to know that imposter syndrome affects seasoned leaders just like it affects aspiring leaders.  It’s the feeling that you don’t belong in the role you’re in, maybe not even sure how you got there in the first place. Some feel like they’re not totally sure what they’re doing, and that it’s only a matter of time before everyone figures that out.

You’re not alone. Imposter syndrome is extremely common. The good news is that there are things you can do to create a mind shift that will allow you to become more comfortable in your role. I’m not talking about “fake it till you make it” - that phrase has some merit but it also downplays what you’re feeling. There are ways to look at imposter syndrome that can be very empowering and create a lasting sense that you belong where you are. Joining me is Executive Leadership Coach Dr. Jeff Kaplan.

In this episode, we'll crack the code for overcoming the 3 biggest fears that are preventing you from achieving your greatness: 1) not being right, 2) not being liked, and 3) not being in control. This topic is real. You probably see countless others showing the success they’re achieving on social media. It’s unclear how much of that is real and how much is hype, but one thing that is clear - very clear - is that all of us have fears. And some of these fears act on us unconsciously. So how do you know when you’re reacting to an emotion that’s preventing you from progress? And how do you overcome that?

Joining me in this episode is Nancy Belmont, an expert on branding and a certified life coach. By the end of our conversation, you’ll be able to recognize behaviors that could be holding you back and unlock that potential you have that’s pushing to get out.

As a business leader, having to let go of an employee is one of the most difficult conversations you will have. Being fired is an emotional and financial blow. Whether the act of terminating someone's employment is due to individual performance, corporate restructuring, insufficient revenue, or any other reason, you must do it with heart. In this episode, Raj Khera and Dr. Jeff Kaplan discuss ways to approach this conversation with compassion. If you're faced with no alternative but to part ways with an employee, this podcast may help you understand how to think through and prepare for this difficult discussion.

There are specific ways to lead your team to increase productivity, retention and overall growth. In this episode, executive leadership coach, Dr. Jeff Kaplan, shares numerous examples of how leaders can coach their teams and create an environment that fosters high morale and achievement.