Today's guest on The Successful Pitch is Mark Winters, the author of Rocket Fuel. He talks about the different personalities that are entrepreneurship. There's a visionary, who has obviously the vision, and then there's the integrator, and you need both. You can't both be visionaries or both be people who integrate and implement the situation.
He has specific examples from history like Roy and Walt Disney, as well as the problems and frustrations that each of these personalities faced and how to handle them. He said, "You know, when a visionary starts changing his mind, the whole company gets visionary whiplash," which I just love that concept, and he really talks about how important it is to have a same page meeting with the co-founders before you get in front of your employees.
He's got all kinds of other great tips. Be sure to listen and learn what it takes to be a successful visionary and integrator.
Today’s guest on The Successful Pitch is Marc Sniukas, the author of The Art of Opportunity. He’s an expert in helping big and small businesses learn how to innovate and scale. He said, “When someone’s not buying, that’s an opportunity to see if you can solve that problem.”
He also talks about you need to think big, start small, and scale intelligently. Listen to find out the number one mistake companies make when they scale and how to avoid it. You’re going to really enjoy learning the three different types of ways to launch from inception to evolution to diffusion.
Today's guest on the Successful Pitch is Jonathan Rosenthal, he's an expert at spotting trends and knowing exactly when to make an investment or launch a new startup. All the way back in 1978 he was aware that things were going to be disrupted when the airlines got deregulated and now he's involved with looking at how things are being disrupted in the shipping industry from when products get shipped from China all the way here. He said, "When you look for industries with rapid innovation but their culture has people being slow adopters, they will then be an ideal target to go after." He said, "There's no difference between being too early when you launch and wrong, so timing is everything." He's all about collecting, curating, and analyzing data so you can make smart decisions. Enjoy the episode.
Today's guest on The Successful Pitch is Moran Bar-Kochva, who has a law degree from Tel Aviv and a Harvard MBA. He is bi-coastal now, in the States, investing in all kinds of new, interesting technologies. Everything from 3-D holograms on your phone, to how to get food from farm to table in an efficient way. They actually are doing that for airBNB's. He has some great lines here about confidence and passion are two important parts of a pitch. But you can't be arrogant. He said, "We really are looking to see how you think when you have to approach a challenging solution." He talks about the three types of I's, of personalities. First one's those are innovators. The second one is those who are imitators, and I'm going to let you find out on the podcast what the third I is. Enjoy.
Today's guest on the successful pitch is Ben Way. He wrote a book about robots taking over our jobs and he's working on a second book about artificial intelligence becoming artificial consciousness. But he's got an incredible story beyond all those accomplishments, which includes going to the White House, raising a lot of money, being named one of the most influential entrepreneurs of 2016 from the UK, he's the co-founder, COO of Digitzs company that is disrupting the way we're going to be making payments in the future, and he said, "when you have a pitch," and he hears lots of them, as he also runs his own incubator, "you need to be concise, you need to show traction, and you need to have a team." Be, show, and have. Really great advice there. And he also talks about selling a dream, and that's the best way to get the best people on your team. Enjoy the episode.
Today's guest on the Successful Pitch is Sani Abdul-Jabbar and he runs a company called Veztek that helps people have a painless mobile app development. His whole premise is he can take you from idea to the App store. But not only does he do that, if he really likes the idea, he can introduce the founders who have an idea for an app to investors he knows and trust him to see that this can come to fruition. So, he has great stories of examples where he has heard an idea, helped the founder create an app and then take it to market and get it funded. Enjoy the episode.
Today’s guest on The Successful Pitch is Mark Mullen, the founder and the largest investor in Double M Partners, based here in Los Angeles, which is an investor in both early stage and series A. They have about 60 investors in total. He’s also the founder and largest investor in Mull Capital. They focus on investing in internet, media and communications infrastructure, with a big focus on business to business solutions, software and technology. Mark said he sees about 500 deals in a year and out of those 500, he will meet with about a 100 people and fund one or two of them.
When you get in the room with Mark, he doesn’t want to have you go through the pitch deck, because he’s already done that. He wants to hear about you and your family. What are your parents like? How many siblings do you have? Where did you go to university? How did you pick that university over another? You need to be able to sell yourself and your passion, because that’s really what your company is, is you and your passion. Be prepared to sell yourself with storytelling. He also talks about some successful exits he’s invested in, including one that Google bought. Find out more in this episode, enjoy.
Today's guest on The Successful Pitch is Jim Connor who is the executive producer at Game Changers Silicon Valley television show. He's also involved with a lot of Angel groups up there and on the board of many, and he had a successful exit himself. He said after you have one, everybody wants to be your friend and he says a big piece of advice when in the process of negotiating your exit is don't take your eye off the ball, keep the revenues up otherwise the people who are buying you are gonna want to renegotiate the price because the projections aren't being met. He said you need to connect to investors when you pitch, you need to be coachable, and more importantly you need to have really great credibility while you're giving your pitch so that your integrity comes through if you want to get a yes. Jim has all these insights and more. Enjoy the episode.
Today's guest on the Successful Pitch is Bobby Martin, the author of "The Hockey Stick Principles." He talks about how to hit the ice running when you're an entrepreneur with a startup. He said "create an execution plan, not a business plan." He has a whole thing about what the blade years are, those years after your idea's gotten a little bit of traction, but you don't have growth yet, and he shows how to enjoy those blade years because they can take a little longer than you might want or hope. However, he also says that impatience is a virtue when it comes to showing investors traction. Enjoy the episode.
Today’s guest on The Successful Pitch is JP Morgan and he has a whole insight into the different types of commitment we need to make to ourselves and to others to really make something happen. He really takes a deep dive into whether a commitment is a trap or a choice. Some of the other topics he talks about that I really love is creating a container of trust within your team, and finally he said, “When you pitch, don’t pitch to impress. Pitch to impact.” It’s the difference between pitching to be of service versus pitching to sell. Enjoy the episode. The interview begins in 45 seconds right after this information on how hosting a podcast can grow your business. Enjoy the episode.
Today's guest on The Successful Pitch is Pia Silva, who is the author of "Badass Your Brand." She has a book that goes into great detail about how to be a badass when it comes to branding, which is all about charging a premium price and getting your ideal clients to realize why they should work with you. And she said, you know when you pitch don't be vague. And you really need to not let the competition intimidate you, and really get people to see your value so that they are buying you as an expert, and not just your time. We go into a great detail about what a perfect pitch worksheet is. In fact, she gives the listeners a link on how to get it. So you want to be sure to listen and enjoy learning how to become a badass brand. Enjoy the episode.
Today's guest on The Successful Pitch is Dr. Mark Goulston who's written over seven books with great titles such as "Just Listen" and "Talking To Crazy." He said his whole intent is to heal the world one conversation at a time. I really love that. He said "When you talk with people, talk with them, not at them and not over them if you really want to have a successful pitch." One of the questions that we talk about is people are feeling when they hear your pitch is do I trust you not to hurt me? It's that whole fight or flight response that I talk about all the time. He's got a four-step process he's going to share on how to get people to say "I gotta have what you're pitching" and he really gives great insights on exactly what it takes to get people to connect with you when they not only feel like you've listened to them but as he describes you listen into them. Find out what that's all about. Enjoy the episode.
Today’s guest is Sam Morris who is the founder of Zen Warrior Training and if anyone has earned the right to call himself a zen warrior, it’s Sam. He is paralyzed from the waist down from a tragic accident caused by a drunk driver and he said, “While my legs are paralyzed, my mind is not.” When Sam talks about controlling how you react to circumstances and then how you think about what you can do in your life and not stop and not take excuses, he knows exactly what he’s talking about and faces challenges that most of us thank goodness we’ll never have to face but he’s faced them and has gone on to create a zen warrior training program, a keynote speaker and he really gives people insights into the tenacity and grit it takes to deal with whatever life gives you and figure out a way to make it happen. Enjoy the episode.
Today’s guest on The Successful Pitch is Hilari Weinstein, who is a charismatic expert. She said you need to approach being charismatic from the inside out, not the other way, and the ability to draw others in, which is really what charisma is totally based on how authentic you are. She gives examples of people who are authentic and who are not. Most importantly, she said confident people are really better listeners because they don’t need to prove anything to other people. She goes into a deep dive in all the kinds of confidence that don’t support you and the way to get true confidence. Finally, she said if you don’t trust yourself, it’s probably because you’re not taking care of yourself. Enjoy her secrets on charisma and confidence, so when you get up to pitch, you’ll be at your best. Enjoy the episode.
Today’s guest is Jonah Sachs, the author of Winning The Story Wars: Why Those Who Tell (And Live) The Best Stories Will Rule The Future. Jonah talks about the difference between inadequacy marketing and empowerment marketing and how to story to get people engage with your vision. He goes into great detail on whether or not we can use myths to our advantages or not; the myths that we’ve had around for years in our story telling. The more digital we become, he says, the more important storytelling becomes. He said, “If you want to get people to trust you, tell them a story of why you're so passionate about what you're doing.” Most importantly, he said if you want to be interesting, he has some real secrets on how to tell an interesting story that makes people want to learn.
Today’s guest on The Successful Pitch is Laura Wagner, who is the CEO and founder of Digitzs, which is changing the way we are going to pay for things. She assembled an amazing team of people from Apple and PayPal and even Kevin Harrington who was one of the original Shark Tank judges. She said, “Everybody wants to be needed and wanted. If you trust and like and admire these people to get them on your team first, then you show investors who else cares about your idea.” She was able to raise millions of dollars on equity crowdfunding platform, Crowdfunder, by having this amazing team of people who believed in her vision to raise money to get it built and now they're on their second round of funding and have their first revenue coming in.
Today’s guest on The Successful Pitch is Michael O’Neal, who hosts a podcast called The Solopreneur Hour: Job Security for the Unemployable. He talks about when he creates a podcast episode that’s typically an hour long, he promotes it for four hours. That’s been one of the keys to his success. He’s got this amazing course called The Art of The Interview that I highly recommend you stay tuned and listen to. He really talks about his secrets of getting huge traction. One of them has to do with using social media smartly and the other is relationships, but from a place that you may not expect would be a great place for getting the top relationships and how to do it and get those all-important introductions.
Today’s guest on The Successful Pitch is Scott Love who is the author of a great book called Why They Follow and How to Lead with Positive Influence. Scott says he shows managers how to be the boss that nobody will leave. The way he does that is by getting people to think about what’s the noble goal of your company. The more you get people to buy into that, the more they are willing to stay loyal to you. He talks about three things that you need to ask people before you hire them. Then he also talks about the three core areas of success, which are influence, resilience, and achievement. He really gives insights to everybody who’s looking for the way to get the best talent to join your team and stay there. He talks about something called emotional equity that you are going to want to be sure to find out what it is and how to use it. Enjoy the episode.
Today's guest on The Successful Pitch is Karla Nelson, who has created ten rules for business based on her five-year-old. It is absolutely adorable, memorable, and actionable. She said, "Startups don't die from a lack of good ideas. They die from indigestion and giving up." She said, "Productivity is not activity. You need to be really focused and have a strategy on how to get these relationships with investors to actually pay off. It's not just about having conversations with people without a strategy in place." Finally, she said that, "The death of entrepreneurs is solitude. It's so important to collaborate and get help." Enjoy the episode.
Today’s guest on The Successful Pitch is Mark Sears, the CEO and founder of Cloud Factory. Mark turned a two-week vacation to Nepal into a six-year journey creating his startup. He’s raised over $7 million in multiple rounds of funding and takes us through the journey of just how he did it. He said, “When you see the world as flat, you can then build your brand globally. They key is punch above your weight limit.” In other words, get top talent. When you have a culture that defines your why, your passion, your mission attracts the top-T people to join your team and that’s really what investors are looking for when they give you funding. Enjoy the episode.
Today’s guest is Josh Elledge, who is an expert in public relation and pitching yourself to get on television and get media exposure. Investors love to see start-ups that have some publicity because it shows some traction and some social proof. He said, “You need to be more transparent and authentic when you pitch yourself and bring value as a way to build trust.” If you want to get an investor to trust you, bring value. If you want to get a TV producer to trust you, bring value to them. He said the big framework is, “Who can I serve versus who can I sell.” That big distinction along with don’t be a “ME” monster is really just the tip of the iceberg of great things that you’re going to hear.
The Successful Pitch guest today is Michael Bungay Stanier who wrote a wonderful book called The Coaching Habit. He says, “If you explain too much, you provoke too little.” He said, “The goal is to stay curious longer and rush to advice slower when you’re coaching people on your startup team.” He said, “If you don’t know what your trigger is to break a habit, then you can’t change it.” That, “45% of our waking time is spent on habits.” If you really want to change the way you coach people on your team and get coached by investors, you need to learn to break those automatic responses that you have of trying to fix everything. One key question he talks about is called the AWE question. Find out if that’s literally the most important question you can ask someone on your team.
Welcome to The Successful Pitch. Today’s guest is Mitch Kusy, who’s the author of the Toxic Workplace. He said, “Toxic people only thrive in a toxic system.” He has a great way of identifying who’s toxic. He said they tend to be people who kiss up or kick down and that there’s three different ways of being a toxic person without even knowing it.
One is you humiliate or shame somebody. The other is you sabotage them through passive - aggressive behavior. The third way is you just are a mean person, who doesn’t seem to care. It’s all about, is your intent to prove the person right or is it your intent to get that person to improve? It’s really a fascinating look at how important it is as a startup to make sure you don’t have a toxic person in your workplace because it spreads, also that you don’t take on an investor who is toxic.
Today’s guest in The Successful Pitch is John Chisholm, the author of Unleash Your Inner Company. He has such an impressive background from MIT and Harvard and has coached thousands of entrepreneurs on how to be successful. He shares his secrets with us today. In fact, he said, “Passion is an attitude but perseverance is a behavior.” He does a deep dive into the psychology of growing your mind from the inside out. He really shares what he looks forward to when he hears a pitch as an investor. You’re going to get a lot of value on learning what it takes to reduce the risks by hitting certain milestones and showing an upside potential so that your pitch becomes irresistible. Enjoy.
Today's guest on The Successful Pitch is Jessica Rhodes who is the founder of Interview Connections. She's an entrepreneur that found a niche of helping people get booked on podcasts as a guest. She also helps podcast hosts find the best guest. She talks about how she figured out that that was what she was really passionate about. When she had her why, she took off. People really know that they can trust Jessica to find them the right guest, very similar to how investors trust Judy Robinett and I to find them the right startups to put in front of them to hear a good pitch.