Month: June 2023

Corporate CPR Episode 84: How To Drive Hypergrowth Within Organizations

/ Jana

On today’s show we talk about how to drive hypergrowth within organizations.

Kurt Uhlir is a globally recognized marketer, operator, and speaker. With extensive speaking experience, he has delivered dynamic speeches across the US and Europe, including notable events like PPAI, GDC, and the White House. Kurt advises leaders, from startup founders to CEOs and even the US President. He is a popular commentator, having appeared on national TV shows and in publications such as Wired, TechCrunch, and USA Today. Kurt’s accomplishments include building multimillion-dollar businesses, leading IPOs, and engaging in acquisitions. He is known for his ability to develop early-stage initiatives into successful enterprises through the power of B2B storytelling. Outside of work, Kurt is dedicated to mentoring and coaching individuals and groups, aiming to create supportive environments for personal growth.

  1. Hypergrowth: Hypergrowth refers to a significant increase in revenue within a short period, such as 10x or even 50x or 100x growth. It involves scaling a business rapidly and requires careful planning and preparation.
  2. Assessing scalability: Companies need to assess whether they have the potential to scale their operations. This assessment involves identifying potential bottlenecks or areas that would break if there was a massive inflow of customers or revenue. It often requires an external perspective to guide the evaluation.
  3. Customer success as a starting point: When preparing for hypergrowth, it is important to prioritize customer success. Evaluating and improving customer success processes, such as account management and training, can lay the foundation for scaling the business effectively. By making existing customers happy, companies can create opportunities for growth.
  4. Infrastructure and support: Scaling a business requires a solid infrastructure to support the increased demand. This includes considerations such as supply chain, customer support, banking relationships, and automation. Companies need to identify potential pitfalls and address them proactively.
  5. Employee retention and development: Hypergrowth can lead to attrition and employee burnout if not managed properly. Investing in employee growth and development, including training and leadership programs, is crucial to retain and support the existing team. Sharing the growth journey with employees and creating a positive work environment is essential for sustainable expansion.
  6. Undervaluing products/services: The conversation highlights the importance of not undervaluing what you offer, especially for small companies. The idea of continuously raising prices until people no longer buy can be a strategy to test the perceived value of your product.
  7. Cultivating diverse perspectives: Having peers or team members with different backgrounds and experiences can provide valuable insights and help identify blind spots in your business. By sharing knowledge and learning from others, you can gain a fresh perspective and improve your operations.
  8. Adapting culture for growth: Larger organizations may face challenges in achieving hypergrowth if they have a culture of micromanagement and lack a permission structure for trying new things. To unlock hypergrowth, such companies may need to undergo a significant culture change, which often requires a change in leadership.
  9. Vision alignment and individual meaning: To ensure everyone is aligned and committed to achieving hypergrowth, leaders must communicate the company’s vision and help individuals identify their personal reasons for being part of the organization. Connecting personal meaning to the business goals can motivate employees to go beyond their regular tasks and contribute more.
  10. Balancing structure and agility: Having structured processes and systems is important for scaling and managing rapid growth. However, maintaining agility and responsiveness is also crucial. Balancing the two requires hiring individuals with complementary skills, such as those who excel in documentation and process-building, as well as those who embrace agile approaches and adapt quickly to change.

Top 3 Takeaways:

1. Adopt a high achieving servant leadership approach. 

2.  Start netweaving over networking.

3. Do for one what you wish you could do for many. 

Connect with Kurt:
Website: www.kurtuhlir.com
LinkedIn: www.linkedin.com/in/kurtuhlir

Corporate CPR Episode 83: How To Have Staying Power

/ Jana

On today’s show we talk about how to have staying power with Steve Gaffney.

Steven Gaffney is the founder, president, and CEO of the Steven Gaffney Company, a leading specialist in internal communication tactics that help manage and maintain change. He works with top executives and leaders in industry and government, helping organizations like NASA and Citigroup increase morale and productivity to collaborate and succeed in their goals. Steven is the author of six books, including Be a Change Champion: 10 Factors for Sustaining the Boom and Avoiding the Bust of Change. He has been interviewed and quoted in a range of major news outlets including The Wall Street Journal, The Washington Post, CBS, NBC, FOX, and others, appearing regularly on “Let’s Talk Live.”

Key Takeaways:

  1. Unspoken Communication: Addressing the unsaid is crucial for improving communication and organizational dynamics. By encouraging open dialogue and addressing underlying issues, organizations can foster better understanding and collaboration among team members.
  2. Conditionally Powerful vs. Unconditionally Powerful: Being unconditionally powerful means focusing on what can be done to overcome challenges, regardless of existing conditions. It involves taking proactive actions and not letting external factors limit one’s capabilities and potential for success.
  3. Awareness and Responsibility: Making individuals aware of their conditional mindset empowers them to take 100% responsibility for their actions and reactions. By recognizing the influence, they have over their own lives, individuals can proactively make changes and take control of their outcomes.
  4. Controlling the Self: The only thing individuals can truly control is themselves. By focusing on their own behavior and reactions, individuals can positively influence the dynamics around them and contribute to a more positive and productive environment.
  5. Quitting vs. Persevering: The decision to quit or persevere is personal, but claiming to have tried everything can limit potential growth. It is important to remain open to new possibilities, solutions, and experiences, even when faced with challenges, in order to continue progressing and achieving goals.
  6. Learning from experiences: Analyzing past successes and failures helps identify what works and what doesn’t. By drawing lessons from experiences, individuals and organizations can improve their strategies and approaches in the future.
  7. Expanding the frame: Considering the bigger picture and ultimate goals when facing challenges allows for the exploration of new possibilities and alternative approaches. By broadening the perspective, individuals can find innovative solutions and make better decisions.
  8. Taking action and iterating: High-performing teams prioritize taking action and iterating quickly. They value progress over endless discussions, enabling them to test different approaches, gather feedback, and make adjustments for continuous improvement.
  9. Motivation through speed: Taking action and making progress, even if imperfect, creates momentum and a sense of achievement. Speed can inspire and energize individuals and teams, leading to improved quality and market responsiveness through faster feedback loops.
  10. Bias for action: Having a bias for action involves prioritizing tangible steps forward over excessive planning or indecision. It encourages a mindset of agility, adaptability, and continuous improvement, recognizing that action is necessary for progress and learning.

Top 3 Takeaways:

  1. Be unconditionally powerful – make the unaware, aware.
  2. Focus on honest communication – get the unsaid, said. 
  3. Create high achieving teams versus high performing teams. 

How to get in touch with Steven:

Email: info@stevengaffney.com

Website: https://www.stevengaffney.com/

LinkedIn: https://www.linkedin.com/in/stevengaffneycompany       

Corporate CPR Episode 82: How To Sell In A Remote World

/ Jana

Sean Campbell is the CEO of Cascade Insights, a competitive intelligence and market research firm for B2B technology companies. A 20-year technology veteran, Sean establishes the company’s strategy, drives the company’s thought leadership efforts and maintains relationships with key clients.

A popular speaker, Sean has discussed B2B competitive intelligence at over 250 events around the globe. He has lectured at MIT’s Sloan Management School, presented at worldwide Strategic Competitive Intelligence Professionals conferences and shared his knowledge at many other events.

Sean has written three physical books and two ebooks, most recently the 6th edition of Going Beyond Google. He hosts the popular B2B Revealed podcast, now with more than 100 episodes on methodology, B2B tech, and interviews with thought leaders.

Top Takeaways:

  1. Effective writing skills are crucial in remote sales as there is less face-to-face contact with potential clients. Many sellers lack the ability to write persuasively and concisely in their emails, which hinders their success.
  2. Remote sales require sellers to rely more on written communication to convince prospects, schedule meetings, and convey their value proposition. The ability to write cogent and compelling emails becomes essential in establishing meaningful connections.
  3. The shift to remote sales revealed a lack of writing proficiency among some sales professionals. The absence of in-person interactions exposed the limited writing skills of colleagues who relied on face-to-face communication to get their message across.
  4. Specialization and narrow focus are key to standing out among the overwhelming volume of emails prospects receive. Instead of attempting to sell multiple offerings in a single email, sellers should identify the one thing they do exceptionally well and align it with the prospects’ pain points or objectives.
  5. Understanding the reader is crucial in writing effective sales emails. Sellers should prioritize researching and studying their prospects to create personalized messages that address their specific needs, challenges, and interests. The value of an email is determined by the reader’s perception, and tailoring the message to resonate with their priorities is paramount.
  6. The ability to sell virtually is becoming a crucial skill that salespeople will need to have permanently. Virtual selling provides opportunities for efficiency and effectiveness, even if face-to-face meetings are possible.
  7. Building relationships and connections can still be done virtually, but there is value in in-person interactions, especially for brainstorming sessions or complicated projects. Being in proximity with one another allows for organic conversations and relationship building that is harder to replicate digitally.
  8. Virtual communication requires different management skills. Managers need to learn how to effectively manage teams remotely and create an environment where employees feel comfortable admitting when they don’t know something. This encourages open communication and problem-solving.
  9. The productivity challenges during remote work may not be solely attributed to employees’ time management but can also be a result of the loss of in-person interactions and relationships. Companies need to find ways to bridge this gap and foster collaboration and connection in a virtual environment.
  10. The return to the office debate should consider both the advantages of in-person interactions and the skills that can be developed and leveraged in a virtual setting. There are valid arguments for both remote work and office-based work, and finding a balance that suits the needs of the organization and its employees is essential.

Top 3 Takeaways:
1.     Read and watch things you disagree with. 
2.     Learn how to write better. 
3.     If you’re remote, pick up the phone. 

Connect with Sean:
Linkedin: https://www.linkedin.com/in/seancampbell/
Website: https://www.cascadeinsights.com
Email: sean@cascadeinsights.com