The One Big Tip Podcast with Jeff Mendelson
Business:Entrepreneurship
Gary Garth is a serial entrepreneur, founder, CEO, and angel investor known for his sales, marketing, and startup acceleration expertise. He is the founder of Great Dane Ventures, The Accelerator Platform, and Elev8 Media, which offer incubator programs, advisory services, and proprietary technology to help high-potential startups go to market, scale, and become profitable. With a remarkable story of entrepreneurial success, Gary has been featured in prominent publications like Inc., Forbes, and Success. He has started and successfully exited six companies since 2002, including large outbound sales call centers, radio advertising networks, and an award-winning, eight-figure digital marketing agency. He is also the author of "The Zero to 100 Million Sales Blueprint" book and "The Goals, Grit & Greatness" planner. Gary was born in Denmark and currently resides in Medellín, Colombia, where he continues to empower entrepreneurs to achieve their goals and greatness.
Gary understands the challenges of scaling a business as an entrepreneur. With years of experience in the field, he has developed a comprehensive approach to help entrepreneurs scale their businesses beyond a million dollars while avoiding burnout. When entrepreneurs approach him for advice on increasing sales or optimizing their revenue, Gary starts by emphasizing the importance of data. He believes that entrepreneurs need to document their processes, identify areas for improvement, and implement systems that can act as a catalyst to empower the right activities and behaviors. With 25 sales and marketing metrics, Gary helps entrepreneurs build a framework to scale their businesses successfully.
As a seasoned sales expert, Gary understands that finding the right salesperson is crucial for any business looking to scale its revenue. He shares his insights on hiring top-performing sales reps and rather than relying solely on their skillset, Gary suggests focusing on their attributes and attitude. He recommends looking for competitive candidates who have a passion for something outside of work, indicating their ability to learn and comprehend information and communicate effectively. Additionally, Gary stresses the importance of coachability in potential hires. To assess this, he conducts role-play sessions with hypothetical case studies, providing pointers for improvement and evaluating how receptive the candidates are to feedback.
Gary believes that less experienced candidates can become top-performing sales reps by focusing on these attributes, attitude, and coachability. With the right coaching framework and processes in place, businesses can enable their sales team to achieve success and drive revenue growth. Ultimately, Gary's approach emphasizes the importance of looking beyond an applicant's resume and identifying the qualities that will make them successful in a specific role.
Strategic marketing and securing the right message to the right people at the right time are crucial. Many companies fail to define their Ideal Customer Profile (ICP) and understand their audience's psychographics, demographics, and firmographics. He recommends creating an avatar to understand where potential customers can be found and their typical problems. He also suggests doing mystery shopping to analyze the leading companies' pitches, strengths, pricing, and unique selling proposition. Furthermore, Gary emphasizes the significance of having a solid set of discovery questions to hone in on potential pain points or opportunities for improvement. He believes that sales leaders must create a vision for their prospects and help them realize their targets. Gary concludes by stating that there is no silver bullet and that the sales process involves implementing various strategies to succeed.
Gary specializes in B2B sales, mental health, and addiction treatment and works on honing in on the right leads and developing systems to ensure that leads didn't fall through the cracks. Garth also trained the sales team to use principles of persuasion such as social proof, urgency, and scarcity. The result was a significant increase in the lead conversion rate, which led to a thousand percent increase in incremental ROI. Garth's approach highlights the importance of optimizing existing systems and maximizing profitability.
E249 - Online Business Managers Can Help Turn Your Business Dreams into a Reality | with Nicole Bandes
E248 - Use the Rule of 26 to help businesses avoid the time drain and frustration of managing profitable digital marketing campaigns | with Michael Buzinski
E247 - Use creativity and out-of-the-box thinking to capture your audience and expand your market share | with Ted Lau
E246 - Help your team create an everyone sells mindset and grow your bottom line | with Merit Kahn
E245 - Create laser-sharp focus on the one big thing you want to be known for to scale your business to the next level | with Carmen Reed-Gilkison & Dierdre Harter
E244 - Innovative programs are available to help deal with the financial pressures you are experiencing, both personally and professionally | with Jen Lee
E243 - Be more productive in your day by using tools that optimize efficiency to do more with less stress | with Alexis Haselberger
E242 - Podcasting is the best way to reach your audience, impact your brand, and establish authority | with Amani Roberts
E241 - Sometimes, you need to be willing to burn down every idea of what you think success looks like to give you the space to create the life your dreams | with Jamie Meyer
E240 - Successful public speaking happens when you tune out the negative voice in your head | with Robin Sacks
E239 - Hire for traits and not past experience if you want to acquire the best talent in your industry | with Steve Pockross
E238 - Growth in life and business happens when you step outside your comfort zone and face challenges head-on | with David Wood
E237 - Never underestimate the importance of being liked | with Mike Ravenscroft
E236 - Create more actionable content every time using AI technology | with Jeff Coyle
E235 - Smart business cards are a quick, no contact way to exchange information, making networking as easy as a tap! | with Pieter Limburg
E234 - To stand out from the sea of clutter and noise, capture your audience's attention with brand storytelling ad campaigns | with Zack Slingsby
E233 - Looking to grow your sales in a foreign market? Understanding the LINGO is the only way to go | with Levent Yildizgoren
E232 - Email newsletters are a great tool to increase customer engagement | with Jared Loftus
E231 - Use positive traction to grow your brand and expand your reach | with Soon Yu
E230 - Dominate your marketplace and make your business boom using digital ads | with Nik Tsoukales
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