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Solving the Sales Pipeline Issue & Escaping the Time-for-Money Vortex w/Tony Hughes

Max Traylor

Many entrepreneurs get lost in trying to market themselves using only one method, when what’s actually needed is a combination of marketing techniques. What questions does our marketing need to answer in order to be effective? How do we build strong personal brands that actually contribute to our business results? What is the danger of becoming successful in one-to-one client work? On this episode, professional selling author, speaker and influencer, Tony Hughes shares on his latest book and how he’s solving some of the biggest challenges in selling.

"Alignment in the marketplace is far more powerful than evangelism." -Tony Hughes

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Think, Teach, Do: How to Escape the Implementation Black Hole & Become More Profitable w/Karl Sakas

Max Traylor

The biggest game-changer in professional services is being profitable without staying on the hamster wheel. Why is it so common for agency leaders to throw themselves under the bus by not paying themselves a 6-figure salary? How do we optimize our FTE, and why is this a key metric in profitability? What does it take to get out of the implementation trap? On this episode, Karl Sakas shares the most common growing pains of digital agencies and how to overcome them.

"Implementation is the lowest margin activity. It’s too easily commoditized." -Karl Sakas

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How to Create Greater Impact, Value & Results By Facilitating Client Priorities w/Steve Lishansky

Max Traylor

On this episode, Steve Lishansky is back to share how we can focus on the thing that brings the most value to the people we partner with. What are the two biggest obstacles for professional service providers facilitating what’s really important to clients? How do we get to the real end result the client wants, which is where the value is?

"If you do exactly what your clients ask you to do, 80-90% of the time you’re missing the opportunity to maximize value." -Steve Lishansky

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Topics: Beers with Max

Megadeals & How to Balance Sales and Marketing With Business KPIs w/Christopher Engman

Max Traylor

One of the biggest problems with sales and marketing today is not being able to prove their value in relation to the KPIs that matter for the financials of a business. How can the use of relevant analytics help in translating the language of marketing KPIs to the language of the key KPIs of the business? What are some of the challenges faced in the execution of megadeals?

On this episode, Christopher Engman shares insights on bringing consensus into megadeals, and the importance of looking at marketing in the right context and framework.

"In the market, there’s an overemphasis on conversion marketing and an underemphasis on values and brand because no one can measure them." -Christopher Engman

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Topics: Beers with Max

The Effectiveness of Focusing on a Single Business Problem w/Dr. Roxie Mooney

Max Traylor

Strategic focus is a powerful tool in entrepreneurship, especially for finding solutions to specific challenges. What is the path our guest took to focusing on a singular business problem, and what are the benefits she’s been able to get from that? Why is it so important to be able to look through different strategic lenses at each stage of the commercialization process? How do we make sure our strategy stays current in a fast-paced, dynamic world?

On this episode, Healthcare Commercialization & Launch Expert, Dr. Roxie Mooney, shares insights on how she helps healthcare innovators circumvent market failure, and talks about the power of focusing on solving a business problem.
 

"Most healthcare innovators need a framework for the decisions they need to make, when they need to make them." -Dr. Roxie Mooney

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Topics: Beers with Max

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