Category: Pro Serv Videos

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Tips for Preventing Founder Burnout in a Services Firm

Tips for Preventing Founder Burnout in a Services Firm

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Starting your firm takes a lot of courage, and it can feel like starting it is enough, but once you start scaling ambitions expand tremendously. And once you start asking yourself how big you can grow your business, burnout becomes a real threat.

That’s why we’re highlighting tips to prevent burnout. This video will help you explore options for intentionally scaling your firm without spreading yourself too thin.

In this video, you’ll learn:
– The true value of time tracking in professional services
– The benefits of building a task force
– The difference between growth of revenue and growth of headcount

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What NOT to do when building a Commercial Sales Engine for your firm

What NOT to do when building a Commercial Sales Engine for your firm

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Building a commercial sales engine doesn’t happen overnight. You need some sort of business development strategy.

Join us as we explore the reality of building a sales function, why it’s important to start today and trust in future results, and perceptions that prevent you from getting it right.

In this video, you’ll learn:
– Why every founder needs to be prepared to go through the experimentation period
– The lag effect that’s present in everything you’re doing now
– Why many founders never make a business development plan
– Strategy vs tactics

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Selling with Content Before the Sale

Selling with Content Before the Sale

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The ultimate scale activity for a founder is when you produce top-notch content and know how to distribute it.

In this video, we’ll uncover how to master inbound content marketing. We’ll also reveal 3 reasons why you should care about content delivery, specific tactics for books, podcasts, and blogs, plus common mistakes to avoid.

In this video, you’ll learn:
– The difference between selling products vs selling services
– The impact of transforming work environments on referrals
– How to position your content to sell more services

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Why Being Unique and Having No Competitors is a Bad Business Model

Why Being Unique and Having No Competitors is a Bad Business Model

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No competition equals a bad business. If there’s no competition, there’s likely very little demand for your solution. So how can you get into a competitive space and create a successful business?

This video offers actionable steps to win deals over big firms. We provide focal points you can’t ignore, opportunities to create competitive advantage, and the benefits that will accompany you
along the way.

Watch this video to learn more about:
– The benefits of doing business in a competitive market
– How to be better, faster, and cheaper than your competition without sacrificing profits
– How to adjust your strategy as you grow for maintained success

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Double Your Sales Goal in 30 Days With This Simple Sales Technique

Double Your Sales Goal in 30 Days With This Simple Sales Technique

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When was the last time you, as a founder, reached out to your top clients with unique insights? We often assume our clients are paying attention to everything we do. But they’re not. It’s our job to keep them informed.

So how can we effectively educate our clients about new service offerings without bombarding them with information that doesn’t solve their problems? Let’s explore a simple sales technique to keep clients engaged at every stage.

In this video, you’ll learn:
– How to market new services to existing clients
– An effective strategy for re-engaging past clients with new offerings
– How to identify new opportunities by listening

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Is Your Solution Falling Short of What Clients Actually Need?

Is Your Solution Falling Short of What Clients Actually Need?

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Sometimes our solution isn’t really a solution. But most prospects are looking for a vendor that can solve their problem in totality. So what steps can you take to ensure your solution isn’t falling short of what your client actually needs?

This video unravels the importance of knowing and understanding why your clients are seeking your solutions. We explore effective questions to ask your prospects, what information you should look for in a loss review, and how to position your proposal to trigger positive action.

Tune in to learn more about:

    • Understanding why someone is looking for your solution
    • How to gather data and use it to better position your solution
    • Useful tactics to help you discover what your clients really need
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The Easiest Way to Figure Out What to Pay Your Sales Team

The Easiest Way to Figure Out What to Pay Your Sales Team

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How do you determine the pay of your sales team? Determining how many deals it’ll take to reach your growth target is a good place to start.

Join us for reverse funnel math to figure out what to pay your sales team. We’ll explore the impact of your business goals, employee capacity, and budget when identifying salary for the sales team.

In this video, you’ll learn:

    • Reverse funnel math to uncover how many employees you’ll need to reach your growth target and what each employee would cost
    •  How the cost of your service contributes to the rate of pay for the sales team
    • How to stress test your numbers to make sure it works for your business
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How to Run Mini Experiments to Find New Clients

How to Run Mini Experiments to Find New Clients

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Do you know how many potential clients are in your target market? If you don’t know the answer, it’s going to be really hard to scale your business.

This video reveals how to use mini experiments to identify who your potential clients are within your target market. We also explore the difference between a lot of small experiments and a few big ones.

Tune in and learn about:

    • Using mini experiments to identify how many potential clients are in your target market
    • The benefits of many mini experiments vs few large experiments
    • The impact of progress over perfection in action
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Bad Fit Clients: How to Avoid Costly Mistakes That Hinder Growth

Bad Fit Clients: How to Avoid Costly Mistakes That Hinder Growth

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It’s easy to view all revenue as good revenue, but if you take every opportunity that lands in front of you, you’re going to end up with an unfocused business and scarce resources. So how do you avoid this costly mistake?

This video highlights the importance of identifying your specialized niche, understanding your ideal client profile, and selecting the right projects for your firm.

Tune in for more on:

    • Creating clarity around your scope of expertise
    • How the allocation of 3 resources determines scalability
    • Why accepting the wrong opportunities can hinder growth
    • The detrimental impact of an unfocused ideal client profile
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Determining the Right (and Wrong) Revenue for Your Firm

Determining the Right (and Wrong) Revenue for Your Firm

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If you have a single source of revenue, then you have a single point of failure. So a balanced revenue mix is essential for your business. But what does that look like for your firm?

In this video, we explore the impact a balanced revenue mix can have on the price of a firm, 3 types of revenue, and how to adjust depending on what stage you’re in.

In this video, you’ll learn about:

    • 3 types of revenue
    • Types of margins depending on the revenue type
    • The benefits of a balanced revenue mix
    • How to prepare for different types of revenue as you progress through your business journey

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