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.
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E227 - Eating to fuel your body, not your emotions, is integral for optimal health | with Victoria Evans
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E225 - Understanding the difference between transactional and passive income will help you get ahead | with Chad King
E224 - Motivate change by making the purpose personal to the listener | with Nancy Giere
E223 - How to get off autopilot and create the life of your dreams | with Rusty Gaillard
E222 - How to be successful in business and avoid the inevitable burnout in today’s workplace culture | with Michael Levitt
E221 - The importance of building relationships and their influence on sales | with Dan Englander
E220 - Using the Zero Moment of Truth to hack consumer behavior | with Paul Mackiewicz
E219 - Achieving your financial goals is simple when you understand the language of money | with Jackson Millan
E218 - Use cold emails to grow your agency to over 6 figures with Ty Frankel of Agency Empire | with Ty Frankel
E217 - When a passion for people drives your business forward | with William Harris
E216 - How to turn the data you already collected into a powerful tool to improve business outcomes | with Verl Allen
E215 - The Hub and Spoke Strategy: How Holistic & Comprehensive Digital Marketing Wins | with James Hipkin
E214 - Give Them A Reason to Believe: Guy Rozman’s Magic Formula for Killer Ad Copy | with Guy Rozman
E213 - Don’t Accumulate, Optimize: Accelerating Your Professional and Personal Performance | with Wylie McGraw
E212 - Content Creation 101: How to Drive Traffic with Great Content | with Farzad Rashidi
E211 - Filling the Gaps: The Benefit of Virtual Workers | with Jonathon Kendall
E210 - The Magic of Showing Up: How Putting Yourself Out There Can Skyrocket Your Success | with Katrina Padron
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