Rick Janezic is the founder of Ascenceo, which helps entrepreneurs who are waking up in the middle of the night worrying about how they're going to make payroll and how they're going to grow the company, not have to do that anymore. He said, "When emotions are high, that is when facts are few." He gives people the right information on what the problem is whether it's in sales, marketing, onboarding new clients, or keeping new clients, so that the entrepreneurs can have some peace of mind. He also helps investors figure out what they can do to help the founders that they've invested in who are struggling with their sales. He has some really great insights on how to do it and make it easy so that you are taking guessing out of the picture. He said, "When you're guessing, you start doubting your judgment." Listen in to Rick's secrets on how to make your sales soar and how to stop worrying about sales growth.
Today's guest on the successful pitch is Larry Senn, the author of Up the Mood Elevator. He has some great insights on how you can shift from being angry and irritated to being grateful. He said that really is the key. He’s been called the Father of Corporate Culture so he knows how to get people and teams to work really well together, and of course that's the secret to being successful. His whole premise is if you maintain a gratitude perspective, everything shifts, and that companies have value systems just like people do. He's got so many great nuggets that I can't wait for you to hear how he tells people to ask this question, “Do you have winners or whiners on your team?" Enjoy the episode.
Today's guest on The Successful Pitch is Leigh Steinberg who was the inspiration for the character Jerry Maguire. He has a fascinating story of where that famous line, "Show me the money" came from, so you're going to really want to listen to hear how that came about. Leigh is also very interested in making a difference in the world, not only with his own business but for the athletes and coaches and newscasters that he represents. He's all about making sure that people know about anti-bullying as well as the issues of concussion with football players. He has all kinds of tips on how to take what you've learned as an athlete and apply it to the business world, whether it be courage under pressure or the self-discipline that you learn from sports and applying that to being a business leader. He said when you ask the right questions, you draw people out, and that's really the secret to negotiating a great deal. Enjoy the episode.
Today’s guest on The Successful Pitch is Andrea Gold. She’s been in business for over 30 years as an entrepreneur, running her own speakers’ bureau. She really knows what it takes to be successful and to not give up. She has a great expression in here about how to pitch to God. She said, “Don’t be afraid to ask for what you want when you’re negotiating with somebody because you might just get it.” She tells a wonderful story of how that happened for her and one of her clients. She said, “When your power of purpose is bigger than your fear, you then can feel the fear and do it anyway.” I just love that so much. She’s got some real insights on not just being clear with what you’re communicating but tapping in to the unseen factors that make somebody want to say yes. Enjoy the episode.
Today’s guest on The Successful Pitch is author Mark Faust who has written several books about high growth leverage. His new book is called Winning Strategy. He has a really interesting look at the strategies that happened during the recent presidential election and how you can see what worked and didn’t work and more importantly, how to apply it to your own business. He said there are really three keys to having a great strategy in anything. One is a vision, two is a focus and the third one is something called points of divergence, which he goes into great detail explaining how to double down on what you are already doing to get people to really understand your vision, your focus and more importantly, have the strategy that gets you funded or gets you a new client or gets you to win in any area of your life. Enjoy the episode.
Today's guest on The Successful Pitch is Isaac Lidsky, the author of "Eyes Wide Open." Isaac went blind at the age of 25. It was a slow process when he was in his late teens so he had time to get used to the idea. At first, he thought it was going to be a very sad and small life, but he said, "You know what? I might have lost my sight, but not my vision for what I want my life to be." He really has great insights into the importance of combining nonverbal cues with verbal cues, so that people really communicate clearly.
And, he said, "You need to take full responsibility for your own definition of success, and if you're doing something that isn't making you happy, don't let other people tell you have to stay doing that very thing." He leads a life that his eyes are wide open, his heart is wide open, and he shares tips with us on how we can have our ears wide open, and even learn to listen like you speed read. Enjoy the episode.
Today, I have two guests on the podcast. They are Mark Lovett and Jeff Salz, who have a business called Speaker Adventure. They help people craft a story so that they can become compelling no matter what their pitching for. They have great expertise with the TEDx and TED Events and really becoming an adventurer in your life because when you have a story of why you're doing something or why someone should hire you, that gets people engaged with the storytelling, our brain works very differently when we tell stories. They say when you do a deep dive into yourself and you start your pitch with the end in mind and work backgrounds, that's really the key to having a great pitch. Enjoy the episode.
Today’s guest on The Successful Pitch is Bernie Swain, the author of “What Made Me Who I Am”. He’s the founder of the Washington Speakers Bureau, which represents famous presidents, Tony Blair, Condoleezza Rice, athletes, Tom Brokaw, and he talks about how he started his agency, how long he had to wait while working out of a closet to get his first client, and the resilience it takes to become an entrepreneur. He said, “Passion is much more important than talent, and a pitch works when it’s real and authentic. Really, there’s no short-term path to long-term success.” He said, “You’ll never be happy until you control your own destiny.”
Today’s guest on The Successful Pitch is Brad Szollose, who is the author of “Liquid Leadership”. It’s all about staying fluid when you’re a good leader following Brad’s tips. He is quite the expert on knowing why millennials don’t want to stay. He said, “It’s not enough to have flexible hours and free food and open areas to work and even telling them what their purpose.” The secret he talks about is that people withhold 40% of their core values and skills even if they feel safe in a work environment. He has really specific ways to get people to open up and do that.
The thing that’s really surprising are the three things that have triggered this generational gap between baby boomers and millennials. Here’s a hint. One, it has to do with a hit science fiction movie. Another is it has to tie in with people playing video games and making mistakes and finding out how to do things intuitively. The third one, I’m gonna leave for a surprise. Enjoy the episode.
Today's guest on the Successful Pitch is Jefferson Lilly. He has a Wharton MBA but decided to go a different route than most of his other fellow graduates. And he now runs a fund that invests in mobile park homes. So people are somewhat surprised, as he calls it, this quirky little niche, of why they would ever invest in that versus apartment buildings, for example. So no matter what you're pitching, you still have to get somebody to understand why you and why now, and really explaining how you're adding value, and that you're the right team to make sure that this investment's going to give them a good return on their investment, not only having a great exit plan, but he also talks about how his investments give dividends to people. He tells the story of exactly all the grit and tenacity that was required to get his business to take off. But now he's the expert. He shows you how you can become the expert in what you're doing too.
Today’s guest on The Successful Pitch is Ian Garlic, who is an expert at digital video storytelling. And he combines that with his expertise in SEO as well as website design, and allows people to tell their story in a way that’s authentic, and pulls people in. I’m all about the storytelling when you pitch, and he takes it to the level of creating videos that do that for his clients. So you’re gonna really want to listen in on how to do that. He said stories really are what sell, and not so much a testimonial. And that great video storytelling is all about great timing. And he shares the secrets and the mistakes to avoid when you’re doing search engine optimization. You’ll want to be sure to listen in on his wisdom on that and more. The interview begins in 45 seconds, right after this information on how hosting a podcast can grow your business.
Today's guest on the Successful Pitch is Meredith Bell, who's an expert at communication, connection, and listening. She said, "It's really important that the people you work with and go into business with, that you have the same values, respect for each other and really look at the person with equality." She said, "When you listen to what's being said as well as what's not being said, your intuition kicks in and the person can tell that you really care about them."
She has some steps on how to be a better listener. They include focus, attention, and reflection. If you listen to this episode you're going to learn exactly what those secrets are behind those three steps so that you're going to become a better listener. She also teaches us how to break a bad habit that we might have, which could include not being a good listener but also why it's so difficult to break them. Enjoy the episode.
Today's guest on The Successful Pitch is Tony Grebmeier, who is the Co-Founder of ShipOffers, that's doing multi-million dollars in revenue and ranked very highly on Inc's Startups as well as the founder and creator of something called "Destroying Excuses." Which is a fantastic way to identify blind spots, be accountable and figure how to solve those blind spots, so that your life and your business takes off. He has really shared some key successes to getting the right team and culture. It has to with the key word called transparency, and he walks his talk. He's transparent in his life and in his business, and he shows you how to get the right business partners that provide complimentary skillsets, so that you're hitting the right product, right marketing, the right financial way to run your business, so that everything is seamless and runs smoothly.
Today's guest on The Successful Pitch is Lolly Daskal. She is the author of The Leadership Gap: What Gets Between You and Your Greatness, and she has amazing insights as to how you can be a better leader, and that everyone is a leader who influences somebody, impacts somebody, or makes a difference in some way. She has a formula for confidence, it's one of the best I've ever heard. You're going to want to be sure to listen to what that is, she said, "Leaders inspire people, but before they do that they have to inspire themselves." And of course, you have to know yourself to do that. And she said, "Vulnerability is the new strong," and, "Instead of looking at failure as something to avoid, look at it as a teacher, and not an undertaker." I can't wait for you to hear all of her tips on how to become a better leader.
Today's guest is Alison Levine, the author of On the Edge: Lessons Learned from Mount Everest. She's also the executive producer of The Glass Ceiling, a documentary about a woman who was the first one in Nepal to climb Mount Everest. She has some great takeaways like what is your mantra, your three-word mantra? Find out what hers are and why it's so valuable. She tells the story of climbing Mount Everest, that it's not a straight line up and psychologically what that does to you. She said, “backing up is not the same thing as backing down.” One of the things she talks about also is how she launched her speaking career and how difficult that was, and she said, "You need to treat every opportunity as if this is your big break." Finally, she has the secrets to choosing a great team, which is experience, expertise, and ego.
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.