In this episode of the Startup Selling Podcast, I interviewed Brett Gilliland, Co-Founder & CEO at Elite Entrepreneurs.

As the original leader of Infusionsoft’s "Built to Last" efforts, Brett spent 10 years helping Infusionsoft grow from less than $10M to over $100M in revenue.  Brett's roles at Infusionsoft included: Built to Last Champion, Strategic Advisor to the CEO, VP of Infusionsoft, and VP of Leadership Development. He also Co-Created the Elite Programs with Infusionsoft’s CEO, Clate Mask. 

Brett has experience in high-impact, trusted-advisor roles in both large and small organizations across multiple industries. He has worked with hundreds of $1M-$10M entrepreneurs and their teams to develop and implement the organizational and leadership processes and systems they need to grow. 

When he isn't busy serving Elite businesses, Brett loves family life with his beautiful wife, Sharon, and their 8 children!

Some of the topics that Brett and I discussed in this episode are:

• The five (5) stages of a small business.
• The definition of each of the five stages.
• The challenges that most entrepreneurs experience when they're in each stage.
• The challenges in growing from stage to stage.
• Solutions for overcoming the growth challenges in each stage.
• Company culture and the importance of setting the company’s vision as the CEO.
• The challenges when it comes to building, managing and growing a team.
• How can you ‘gift’ ownership of certain roles to the people on your team.
• Strategies and ways you can make your team grow.

Links & Resources

Connect with Brett:

Elite Entrepreneur: growwithelite.com

Brett Gilliland on LinkedIn: www.linkedin.com/in/built2lastchamp

To receive a copy of the 5 Stages of Small Business Infographic, text “Stages” to 72000

Books & Resources:

The Rule of 3 and 10: www.sequoiacap.com/article/the-rule-of-3-and-10

Multipliers: How the Best Leaders Make Everyone Smarter www.amazon.com/Multipliers-Best-Leaders-Everyone-Smarter/dp/0061964395

Leadership and Self Deception: Getting Out of the Box

www.amazon.com/Leadership-Self-Deception-Getting-Out/dp/1576751740

The Anatomy of Peace: Resolving the Heart of Conflict www.amazon.com/Anatomy-Peace-Resolving-Heart-Conflict-ebook/dp/B00SGET4BS

The Outward Mindset: How to Change Lives and Transform Organizations 

www.amazon.com/Outward-Mindset-Change-Transform-Organizations-ebook/dp/B07V4GKZCV

The Five Dysfunctions of a Team: A Leadership Fable

www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756

Good to Great: Why Some Companies Make the Leap and Others Don't 

www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996

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In this episode of the Startup Selling Podcast, I interviewed Joe Curtis, Chief Operating Officer at Pango Group. Joe expertly manages the operations, sales and marketing efforts of

the business.

Pango Group is a family of companies that provides personalized services for a diverse range of

real estate and escrow related transactions. In addition to escrow services, the subsidiary

companies focus on the areas of notary, insurance, document archiving and leasing: offering

clients a full range of services. Pango Group owns and manages 20 offices throughout California and has a staff of more than 50 escrow officers and over 250 employees across the state.

Some of the topics that Joe and I discussed in this episode are:

• The difference between a transactional sale and a relational sale.
• The importance of a follow-up system for the transactional sale.
• Terminal Unique Syndrome - what makes your company unique in your sales process.
• The importance of being your authentic self.
• How do I set a quota for my prospective customers.
• Why Joe doesn’t use sales quotas at his company.
• Training opportunities for your sales team in order to be successful.

Links & Resources

Find Joe on LinkedIn here: www.linkedin.com/in/joecurtis

Pango Group: https://pangogroup.com/

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | Apple Podcasts | Soundcloud | SalesQualia.com

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

In this episode of the Startup Selling Podcast, I interviewed Jason Bay, Chief Revenue Officer at Blissful Prospecting where he helps sales teams remove the stress from prospecting.

His sales experience dates back to 2008. At 19, he ran his first six-figure business painting houses while attending school at Oregon State University. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career.

Some of the topics that Jason and I discussed in today’s podcast are:

• The importance of having a process for your outbound prospecting that reduces stress.

• How you can use the lesson from improv and stand-up comedy to you selling.

• How to use the REPLY method as the foundation for your sales messages.

• How infrequently we see our clients go back to their current customers to get verbiage about the problem they’re solving every single day.

• The importance of running your outbound cadence manually before you automating it.

• Being HUMAN in your sales.
• Segmenting your prospects - why you should not treat everyone equally.

• How to use video as part of your prospecting plan of action

Links & Resources

Jason Bay - www.linkedin.com/in/jasondbay

Blissful Prospecting - blissfulprospecting.com

Listen & subscribe to The Startup Selling Show here:

Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com

Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.