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The Alex Berman Podcast

Every week Alex Berman chats with an entrepreneur, entertainer, comedian or anyone he finds interesting and provides practical strategies on how to advance in business, life or Hollywood. This podcast is brought to you by Experiment 27 - we leverage our expertise in digital agency marketing to drive more leads to our client's business.
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Now displaying: 2017
Dec 25, 2017
Robert Indries is the co-founder and CEO of Experiment 27, CEO of software development company Wesrom and CTO of tech startup Cookfeed TV. He has personally worked on over 100 software projects, wrote over 300 articles in a dozen industries, hired, trained and managed tens of developers, designers, marketers and sales personnel, spoke in front of 10,000+ people on 3 continents and in 3 languages and generated over $20,000,000 USD for his clients in the past year.
 
In this episode you'll learn:
  • [00:45] What changed at x27 since Q3 of 2017?
  • [02:50] How x27 executes internal experiments? 
  • [05:40] How x27 sets up events for their clients?
  • [09:05] Why is x27 focusing on LinkedIn?
  • [11:40] Why it's important to track effort and not only results?
  • [12:45] What did Robert learn in Q3 that surprised him?
  • [15:10] How seasonality can hurt your business?
  • [17:20] When are you really a business?
  • [18:25] What are the goals for x27 in 2018?
  • [20:45] How Robert works on improving x27?
  • [24:00] Why it's important to experiment in marketing?
  • [26:30] What are the downsides to having an agency owner as a client?
Links mentioned:
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Dec 18, 2017
Nick Persico is Head of Growth at Close.io, helping thousands of inside salespeople close more deals. He's a former Co-Founder at Smart Host (which was acquired by Beyond Pricing). Former VP of Ops at Krossover, Hustler at Elastic/Close.io, and outside sales at Sysco. His passion is technology in the enterprise, and how the next generation of tools and workforce are changing it.
 
In this episode you'll learn:
  • [01:40] How did Elastic pivot to Close.io?
  • [03:12] What were Nick's main tasks at Close.io?
  • [05:30] What are all the Close.io pricing tiers?
  • [06:15] How was Close.io initially framed as a pitch?
  • [07:50] What is Close.io's top marketing channel?
  • [09:55] What's the team structured like at Close.io?
  • [11:40] What are Nick's main responsibilities at Close.io?
  • [12:55] What is Close.io's content strategy?
  • [15:00] How to approach your free trial users?
  • [17:40] How to help a prospect make a decision?
  • [18:45] What is Nick's approach to enterprise selling?
  • [22:20] What has been the most surprising thing about growing Close.io?
  • [24:20] How to drastically increase your opportunity close rate?
  • [26:20] How does Nick envision his future?
  • [28:00] What made Nick come back to Close.io?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Dec 11, 2017
Wade Foster is the co-founder of Y-Combinator startup Zapier. Zapier lets SaaS users create integrations that push data between hundreds of best-in-breed web applications without having to write any code or wrangle APIs.
 
In this episode you'll learn:
  • [00:55] What does Wade do on a daily basis at Zapier?
  • [01:30] What changes when you scale up a company?
  • [03:00] How to adjust to a new role in your company?
  • [04:20] What was surprising to Wade as he grew Zapier?
  • [05:20] How Wade learns more from others and less from his own mistakes?
  • [06:30] Why did Wade get a CEO coach?
  • [09:20] What is Wade working on with his coach?
  • [11:40] How ti implement hard changes in a company?
  • [12:45] How "don't hire 'till it hurts" philosophy evolved at Zapier?
  • [14:15] How to prioritize what positions to hire for?
  • [17:45] Who was Wade's first VP hire?
  • [18:58] How does Wade approach marketing?
  • [21:00] What is Zapier's top marketing channel?
  • [23:25] How did Zapier form its first partnerships?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Dec 4, 2017
Daniel Wallock is a marketer, heart condition survivor, and published author. Daniel’s done startup and marketing related projects with over 50 companies including BMW i Ventures, The American Heart Association, Amazon Studios, Girl’s Inc, and Sarah Lawrence College. Daniel has been interviewed in The Huffington Post, Forbes, TheNextWeb, and he has also appeared in the Los Angeles Times, Entrepreneur, Inc, and Yahoo News. Daniel was named as a Top Content Marketer to Follow in 2017 at Inc Magazine.
 
In this episode you'll learn:
  • [00:58] Daniel's unique strategy for building relationships with other entrepreneurs online
  • [03:00] What matters most when you're creating content
  • [04:18] How did Daniel get into marketing?
  • [06:11] What made Daniel start pitching himself to media outlets?
  • [07:20] The type of funnel Daniel is working on right now
  • [11:59] Why Daniel keeps on building and testing different funnels even though he can't follow up with all of his inbound leads?
  • [13:20] Why did Daniel scale down and went to work for someone else?
  • [17:04] What is so appealing about marketing to Daniel?
  • [18:14] Why did Daniel study poetry at college?
  • [20:20] How did Daniel get used to having someone to report to at BlitzMetrics?
  • [21:47] Where does Daniel see himself in 5 years?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Nov 27, 2017
Nicolas Cole is a 3x Top Writer on Quora and a Top 30 Columnist for Inc Magazine with over 50 million views of his work. He had his work featured in TIME, Forbes, Fortune, Business Insider, The Chicago Tribune, Apple News, Slate Magazine, and more. 
 
He's also the founder of Digital Press which works with CEOs, serial entrepreneurs, keynote speakers, and C-suite executives to extract their best insight and unique story, and help craft written content in a way that resonates with hundreds of thousands, even millions of readers online.
 
In this episode you'll learn:
  • [01:10] What was Cole's approach to Quora?
  • [03:24] Why Cole focused on quality instead of volume on Quora?
  • [04:20] What kind of format are big publications looking for?
  • [05:23] How do you know if what you're writing is good?
  • [06:48] How long did it take for Cole to get picked up by a publication?
  • [08:40] The entire process Cole uses to get published in a publication of his choosing
  • [10:10] How being a top-writer on Quora helped Cole's business?
  • [11:40] Why it's not all about being featured in a publication?
  • [12:45] How to convey the importance of storytelling to your clients?
  • [15:36] How does Cole think about pricing his services?
  • [17:00] How did the pricing structure of Digital Press evolve since the agency was founded?
  • [18:52] What is the lowest Cole has been paid for his writing?
  • [19:34] How did Cole know it was the time to start charging for his work and how did that first conversation with his client look like?
  • [21:15] Why is Cole comfortable putting the learning process before getting paid?
  • [23:00] What did Cole learn when he was on set of Shark Tank and chatted with Mark Cuban?
  • [25:32] What are Cole's main goals in business right now?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Nov 20, 2017
Tim Schmoyer is the founder of VideoCreatorsTV where they help creative leaders effectively communicate their message through online video so it changes the lives of those who hear it.
 
Tim has created over 3,000 videos, amassed millions of views, hundreds of thousands of subscribers, worked with some of the country's top Fortune 100 brands, and was one of the first people to be invited by YouTube to became officially certified in "Audience Growth."
 
In this episode you'll learn:
  • [01:00] What most people don't know about Tim's work on YouTube?
  • [01:33] Why did Tim decide to be a consultant? 
  • [04:20] What does Tim's consultancy look like in terms of structure?
  • [09:20] How did Tim make his first hire and what was the big lesson he learned? 
  • [12:25] What made Tim scale from 6 to 10 people in a short period of time?
  • [14:57] Where did Tim's idea for the new consultancy service come from?
  • [17:40] Why did Tim switch over from Fortune 100 brands to serving smaller YouTube channels?
  • [22:10] How does Tim make decision in business? 
  • [25:50] How to keep getting new video ideas? 
  • [27:55] How to keep your YouTube channel from declining?
  • [31:10] The most important thing to keep in mind when creating videos on YouTube!
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Nov 13, 2017
Zach Obront is a Canadian author, entrepreneur and public speaker who is the co-founder and Director of Marketing of Book in a Box, a book publishing services and media company which helps business professionals turn their ideas into professionally-published books. By surrounding you with a world-class team of publishing talent, their process takes you from idea to professionally published book in under 6 months.
 
In August 2014, Zach co-founded Book in a Box with author Tucker Max, serving as its COO while Max served as CEO. In August 2016, the two fired themselves from the company's leadership to assume other roles, with Zach becoming the company's director of marketing.
 
In this episode Zach shares the secrets of great CEO selection based on his experience with hiring a CEO for Book in a Box twice.
 
In this episode you'll learn:
  • [01:00] Why did Zach remove himself from the leadership position in his own company?
  • [04:20] How Zach made that decision by challenging his own assumptions?
  • [06:10] How to adjust your mindset when bringing someone else in to lead the company?
  • [07:25] What to do when replacing the CEO doesn't work out?
  • [08:40] How Zach appointed the last CEO of Book in a Box?
  • [10:20] How to figure out if you hired the right person in the first three months?
  • [14:28] What were some of the red flags when Zach hired his first CEO?
  • [16:20] How to set goals for the new CEO?
  • [23:00] How to instill confidence in someone who hires you? 
  • [24:10] How to adapt new skills as CEO?
  • [25:27] What were some of the improvements Zach's new CEO made?
Links mentioned:
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
Nov 6, 2017
Robert Indries is the newly appointed CEO of Experiment 27. In this episode Alex and Robert go over how they made that decision, how Robert's first 3 months as CEO went, they look back at Q3 of 2017 and cast the vision for the upcoming year.
 
In this episode you'll learn:
  • [00:55] When was Robert appointed as CEO of x27?
  • [01:55] What were some of the issues Robert encountered when he took over?
  • [04:20] What was the biggest change Robert made as CEO?
  • [06:00] How did Robert solve the problem of some clients not paying x27?
  • [08:55] What does Alex see as Robert's greatest strength?
  • [11:30] How Robert makes sure that great employees don't leave x27?
  • [13:10] How does x27 approach hiring and firing?
  • [17:05] How did x27 adjust their sales commission rates?
  • [19:29] How did Robert handle and fire a bad hire?
  • [21:30] Where does Robert see x27 going in the next year? 
  • [25:00] How much does Alex communicate with the rest of the team since Robert was appointed CEO?
  • [27:30] How having a PA help Robert?
Links mentioned:
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Oct 30, 2017
Lior Ohayon is the founder of ScopeLeads, a pre-CRM and top of pipeline Lead Generation software that finds you B2B or digital marketing leads that need your help and it also automates the outreach process with personalized, cold emails.
 
In this episode you'll learn:
  • [00:45] What is Lior's background?
  • [02:20] Why did Lior make a career shift?
  • [03:00] What is ScopeLeads?
  • [04:00] Why didn't Lior keep ScopeLeads for internal use only?
  • [05:00] How big was Lior's agency?
  • [05:45] Why did Lior choose to pursue the SaaS route?
  • [06:45] How did Lior know that ScopeLeads was ready to launch?
  • [08:42] How Lior figured out the pricing for ScopeLeads?
  • [10:25] How to choose what to do when you have a lot of free time?
  • [11:40] What are common issues Lior's clients run into when testing cold email?
  • [12:52] Who is an ideal ScopeLeads client?
  • [13:40] How did Lior get into cold emailing?
  • [14:07] How ScopeLeads deals with a lot of competition?
  • [15:25] Is ignoring your competition a good strategy?
  • [17:00] Why picking a niche is so important?
  • [18:50] How do people find ScopeLeads?
  • [21:45] How did Lior find his affiliates?
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Oct 23, 2017
Savvas Zortikis is the co-founder & CEO of Viral Loops, a venture-backed viral and referral marketing platform for building referral campaigns, ambassador programs, viral competitions, and sweepstakes. Their main focus is to help founders and marketers get more customers through viral marketing and word of mouth. Savvas is also the co-founder of a growth marketing agency GrowthRocks.
 
In this episode you'll learn:
  • [00:50] Quick overview of ViralLoops
  • [02:25] Why didn't Savvas stick with his agency?
  • [03:50] How did Savvas get his first clients for Viraloops?
  • [04:45] How did Savvas balance running an agency and building a product around it?
  • [05:51] What is ViralLoops' top channel for finding new clients?
  • [07:50] How Savvas creates great content?
  • [10:12] What is Savvas' end goal?
  • [13:45] What's the dynamic between Savvas and his former co-founder?
  • [14:50] How do Savvas' day-to-day activities look like?
  • [17:06] Why did Savvas decide to raise money? 
  • [18:07] Is it worth raising money?
  • [23:30] Who were ViralLoops' first hires?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Oct 16, 2017
John Lee Dumas is an American entrepreneur and podcaster based in Puerto Rico. He is the founder and host of EOFire, a daily podcast that interviews entrepreneurs 7 days a week.
 
In this episode you'll learn:
  • [01:18] How is JLD evolving his podcast and his personal brand?
  • [03:13] How's the team structured over at EOFire? 
  • [04:14] How does JLD stay motivated?
  • [05:54] What are some of JLD's investment strategies?
  • [08:15] What is JLD's main criteria for angel investing?
  • [09:01] What does JLD's week look like?
  • [10:19] Why did JLD choose Puerto Rico as a place to live in?
  • [12:37] What is the biggest opportunity 
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Oct 9, 2017
Patrick Doohan is a successful leader of sales and marketing teams. Working with Fortune 500 companies and startups, his strategies drive revenue and profit. Patrick combines direct response marketing in combination with traditional sales to maximize success. He attributes much of his success to leveraging the 80/20 principal. 
 
Recently Patrick has been recognized as a Best Seller in Freelance Sales for his course “How to Dominate Freelancing” (on Udemy.com) with over 15,000 students and hundreds of written 5 star reviews.
 
In this episode you'll learn:
  • [01:00] How do you find senior sales talent?
  • [03:00] How to structure a payment for a sales trainer?
  • [04:30] How to differentiate yourself from all the other pitches?
  • [05:33] What were Patrick's first impressions of the x27 sales team?
  • [07:14] How did Patrick find out a sales rep had consistency issues?
  • [09:30] Different types of sales reps and ways to approach them
  • [11:42] How does x27's new sale hire who is doing well differs from a former one?
  • [14:00] How to cheat the system when hiring new sales reps?
  • [16:30] How to leverage the 80/20 rule in training the sales team?
  • [18:45] Where does Patrick see the x27 sales team going?
  • [20:50] How to scale a sales team?
  • [23:40] How to prioritize your sales goals?
  • [26:00] How to instantly test a new sales hire?
  • [28:00] How to form sales referral partnerships?
  • [30:30] Can sales be juggled with another role?
  • [32:09] What are some of the common mistakes sales teams make that are easy to fix?
  • [34:10] Why asking open-ended questions is not always the right thing to do in a sales meeting?
  • [35:10] Example of a great open-ended question
  • [36:35] How to properly handle objections without coming off as confrontational?
  • [38:00] Two things that made x27 close rate jump up
 
Links mentioned:

 

Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Oct 2, 2017
Jason M. Lemkin is a hyper-founder centric VC and out of a $90,000,000 fund, he leads $250k-$5m initial investments in great SaaS or enterprise startups. Jason has co-founded two successful start-ups selling to the enterprise. Most recently, he served as CEO and co-founder of EchoSign, the web’s most popular electronic signature service, from inception through its acquisition by Adobe Systems Inc.
 
He then served as Vice President of Web Services at Adobe, where he oversaw the growth of EchoSign and Adobe Document Services to $50,000,000 in ARR in 2012 and $100,000,000+ ARR in 2013. Prior to EchoSign and Adobe, he co-founded one of the only successes in nanotechnology, NanoGram Devices, which was acquired for $50m just 13 months after founding. The technology, built into implantable power cells, has gone on to help extend the lives of thousands.
 
In this episode you'll learn:
  • [01:12] Two ways Jason used to recruit his co-founders in the past
  • [03:01] Why did Jason settle for the SaaS vertical?
  • [04:45] Why having the pressure off as an entrepreneur is not all good?
  • [05:29] What's the difference between pressure in big companies and startups?
  • [06:51] What has Jason been up to in the last 5 years?
  • [07:27] Reason why Jason calls one of his companies 'half a company' even when it's doing 12 million dollars in revenue
  • [07:59] What drives Jason when he could've easily retired 5 years ago? (2 reasons)
  • [09:53] What did Jason learn from having millions of views on his content every month?
  • [11:18] Why is Jason doing an in-person event?
  • [14:02] Things that didn't work at SaaStr
  • [15:48] What did Jason learn from building a team for SaaStr?
  • [16:58] Why no one was allowed to quit their job in a startup Jason ran before SaaStr?
  • [19:12] What roles were the key hires for the annual event?
  • [21:45] How to be rigorous about budgets when running a low margin business?
  • [22:32] Why did Jason start a CoSelling space?
  • [26:00] Would Jason ever expand his investing criteria outside SaaS?
  • [27:05] Is entrepreneurship fun or not?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Sep 25, 2017
Loren Feldman is a senior editor at Forbes, responsible for entrepreneurial coverage in print and online. He also co-hosts a call-in show for business owners, Mind Your Business, on Sirius XM's Wharton business network. His previous job was small-business editor of The New York Times. He has also been editor of the Web sites at both Inc. and FastCompany. Before going digital, he was a top editor and writer for print magazines such as Inc., Philadelphia, Manhattan,inc., the American Lawyer, Money, and George. He has also written for GQ, The New York Times magazine and The New York Times Sunday Business section. 
 
In this episode you'll learn:
  • [00:30] What does a senior editor at Forbes do?
  • [01:39] What is the main difference between a journalist's and an entrepreneur's article submission?
  • [04:46] What kind of stories is Forbes looking for?
  • [05:53] How does Forbes maintain the content balance of not being too technical?
  • [07:10] What are the day-to-day activities of a senior editor?
  • [09:20] What are the metrics that indicate success for an editorial position?
  • [12:12] What is the future of online media?
  • [14:00] How is Forbes using focus groups to better their editorial approach?
  • [15:57] What are some of the flaws of doing focus groups?
  • [17:42] How to properly pitch a submission to Forbes?
  • [18:59] What percentage of pitches for Forbes actually put in the work?
Links mentioned:
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Sep 18, 2017
Dennis Mortensen is the CEO and Founder of x.ai, whose artificial intelligence driven personal assistant lets people schedule meetings using plain English and nothing more than a CC to amy@x.ai. He’s a pioneer and expert in the analytics, optimization and big data space and has been since its inception – he is also a fully-fledged entrepreneur and successfully delivered a number of company exits. He’s an accredited Associate Analytics Instructor at the University of British Columbia, the Author of Data Driven Insights from Wiley and a frequent speaker on the subject of Analytics and Data. A native of Denmark, Mortensen currently calls New York City his home.
 
In this episode you'll learn:
  • [01:04] What is x.ai and who is Amy?
  • [02:12] What is the business model for x.ai?
  • [04:34] How does x.ai compete with all the other tools on the market?
  • [07:07] What's next for x.ai?
  • [07:48] What is making it easy for x.ai to sell their product?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Sep 11, 2017
Gordon Miller is the CEO of G3 Systems. G3 Systems, Inc. is an award winning engineering, design and consulting firm specializing in graphical user interface design, human computer interaction, software engineering, systems integration, training development and courseware conversion.
 
He's also the Founder and Managing Partner of G3i Ventures, LLC which serves early stage and emerging growth companies through a unique strategy based on dramatically increasing revenue in order to minimize the need for additional future investors thus maximizing founder value and preserving valuable founder equity. He uses revenue and profits from existing ventures to fund other ventures. Over the last 16 years, Miller has invested over $2 Million in 12 companies creating over $100 Million (50x) in value for those companies he has invested in while returning an average of a 5x personal return on investment (ROI).
 
In this episode you'll learn:
  • [01:10] The origin story of G3 Systems
  • [05:30] What did Gordon learn about growing his business for the last 20 years?
  • [07:25] How to focus on making a profit?
  • [10:25] How Gordon made a transition to G3i Ventures?
  • [12:06] Gordon's return on his first investment
  • [14:00] How to split with your co-founder properly?
  • [15:30] Gordon reviewed over 6,000 deals submitted off of Quora
  • [17:30] "I have a one touch policy. I like to touch something once and take action on it and not touch it again." - Gordon
  • [18:23] Why Gordon started writing on Quora?
  • [20:30] How Gordon took off on Quora?
  • [24:25] Why are there so many inefficiencies in the public sector?
  • [27:40] How is Gordon answering questions on Quora in bulk?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Sep 4, 2017
By his 35th birthday Mike Michalowicz had founded and sold two multi-million dollar companies. Confident that he had the formula to success, he became an angel investor…and proceeded to lose his entire fortune.
 
Then he started all over again, driven to find better ways to grow healthy, strong companies. Among other innovative strategies, Mike created the “Profit First Formula”, a way for businesses to ensure profitability from their very next deposit forward.
 
Mike is now running his third million dollar venture, is a former small business columnist for The Wall Street Journal; is the former MSNBC business make-over expert; is a popular keynote speaker on innovative entrepreneurial topics; and is the author of Profit First, Surge, The Pumpkin Plan and The Toilet Paper Entrepreneur, which BusinessWeek deemed “the entrepreneur’s cult classic.”
 
In this episode you'll learn:
  • [01:07] What does Mike's day-to-day look like and what he's involved with?
  • [02:24] How Parkinson's law affects our decision making process in business?
  • [03:50] How entrepreneurs can be at fault when being run by emotions instead of logic?
  • [04:37] How Ramit Sethi uses artificial constraints to control his finances?
  • [06:00] How Mike thinks about niches and mass appeal?
  • [08:15] Why did Mike use his books to target the mass market?
  • [10:40] What does Mike's process look like when he goes towards a new niche?
  • [12:33] "Sustainability only comes from profitability." - Mike
  • [12:57] Mikes process on measuring the potential market size (2,000-20,000 rule)
  • [15:12] How did Mike overcome his 'functional depression' and what drives him now?
  • [18:35] How fast did Mike spend his money after he sold his business?
  • [20:34] How is Mike controlling his finances right now?
  • [22:25] How to implement the 'profit first' method?
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Aug 28, 2017
Sean Ellis is CEO and founder of GrowthHackers.com, the number one online community built for growth hackers. He coined the term "growth hacking" in 2010, after using it to ignite growth for Dropbox, Eventbrite, LogMeIn and Lookout - each now worth billions of dollars.
 
Sean also founded and sold customer insights company Qualaroo, growing it to millions of dollars in recurring revenue with customers such as Uber, Starbucks and Amazon.
 
Sean coauthored the book Hacking Growth. He regularly speaks to startups and Fortune 100s and has been featured in the New York Times, the Wall Street Journal, WIRED, Fast Company, Inc.com, and TechCrunch.
 
In this episode you'll learn:
  • [01:05] What is growth hacking?
  • [02:10] Why did Sean write the book Hacking Growth?
  • [03:13] How does growth hacking differ from Lean Startup and similar models?
  • [05:35] Can growth hacking work for services businesses?
  • [06:15] How did Sean's career evolve through the years?
  • [09:30] How did Sean found GrowthHackers?
  • [11:52] What made Sean focus on a different business?
  • [14:27] What are the main sources of revenue for GrowthHackers?
  • [16:02] How does acquiring a conference look like?
  • [19:19] How to approach selling software?
  • [22:00] What are some of the things startups and Fortune 100 companies are struggling with the most?
  • [24:10] Are bigger companies hiring consultants to solve their problems?
  • [25:06] Is NPS (Net Promoter Score) the best metric to focus on?
  • [26:50] How to calculate value per customer?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Aug 21, 2017
Max Altschuler is the CEO and founder of Sales Hacker, Inc. Sales Hacker Inc. is a global conference and event series, and online publication that brings together proven sales execs and emerging startup founders to share their lessons and experiences in sales automation and tech sales. 
 
Max has always been fascinated with sales, psychology, technology, and entrepreneurship and considers himself an entrepreneur first and a salesman second. He was the first sales hire at Udemy, an online education company, and built the process that launched the instructor side of its marketplace.
 
Max is the author of Hacking Sales, his bestselling book on building high velocity sales machines by leveraging technologies, virtual assistants, empathy, and modern sales tactics. Max was also the first business hire at Udemy.
 
In this episode you'll learn:
  • [00:50] What was it like to work at Udemy when it was just starting out?
  • [02:07] What is Max focused on right now?
  • [03:01] Did Max's career developed as he envisioned it?
  • [04:00] How much day-to-day selling is Max still doing?
  • [06:36] How did Max form a business partnership with Salesforce?
  • [10:04] What is important to Salesforce when forming partnerships?
  • [11:05] Why did Max write Hacking Sales?
  • [12:30] What are some career hacks for millennials that are not taught in college?
  • [15:07] What are the main trends in B2B space that Max is seeing right now?
  • [16:30] How does Max see his lifestyle and professional career evolving in the future?
  • [18:00] How to leverage your network and time to get in on bigger and better opportunities?
  • [19:20] What does it look like to be an advisor to 44 startups?
  • [20:05] Who are some of the people Max looks up to?
  • [21:43] How has Max's appetite for risk change in terms of he looks at new opportunities?
  • [23:20] How would Max approach building a new sales team?
  • [25:15] How to deal with initial bad word of mouth?
  • [27:00] Is selling before building a viable strategy?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Aug 14, 2017
Ash Maurya is the author of Running Lean and the creator of the one-page business modelling tool Lean Canvas. His posts and advice have been featured in Inc., Forbes, and Fortune. He regularly hosts sold out workshops around the world and serves as a mentor to several accelerators including TechStars, MaRS, and Capital Factory. He serves on the advisory board of a number of startups and has consulted to new and established companies.
 
In this episode you'll learn:
  • [01:20] How to apply the Lean Canvas to a service company?
  • [03:00] How to scale the Lean Canvas model?
  • [04:48] How did Ash's career evolve?
  • [07:00] Ash's process for coming up with new content ideas?
  • [10:30] Business model of Ash's new company
  • [13:30] How does Ash approach building a new company?
  • [15:14] How do the agencies use Lean Canvas?
  • [17:15] Biggest issues people run into when implementing the Lean method?
  • [24:40] Why is Lean Stack bootstrapped and not funded?
  • [26:30] What are the next projects Ash has in sight?
  • [28:00] Why everything in business comes down to psychology?
  • [29:00] "Startups die because they fail to find enough customers to talk to, but you guys are going to die because you are going to stop talking to your customers!"
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Aug 7, 2017
Peter Shankman is an author, entrepreneur, speaker, and a worldwide connector. Peter is best known for founding Help A Reporter Out, (HARO) in 2008, which in under a year became the number one website for thousands of journalists on deadline to connect with experts and sources for their stories around the globe. In June of 2010, less than three years after Peter started HARO, it was acquired by Vocus, Inc.
 
Peter is the founder of ShankMinds: Business Masterminds, a series of small business entrepreneurial-style masterminds in over 25 cities worldwide. Additionally, Peter is also the founder and CEO of The Geek Factory, Inc., a boutique Social Media, Marketing and PR Strategy firm located in New York City, with clients worldwide.
 
Peter is the author of four books: Zombie Loyalists: Using Great Service to Create Rabid Fans, Nice Companies Finish First: Why Cutthroat Management is Over, and Collaboration is in, Can We Do That?! Outrageous PR Stunts That Work--And Why Your Company Needs Them and Customer Service: New Rules for a Social Media World.
 
In this episode you'll learn:
  • [01:26] How Peter differentiates his pitch by showing up with pizza in the client's offices?
  • [03:00] How not to suck as a service provider?
  • [04:48] What are the questions Peter asks the client on the first meeting?
  • [06:40] How should an agency come up with a hook to a PR pitch?
  • [07:40] Why spotting trends is crucial for pitching?
  • [08:21] How are Peter's businesses structured right now?
  • [10:40] How did Peter get his first speaking gig?
  • [11:20] Peter's process for coming up with a talk idea that captivates the audience?
  • [14:45] Why did Peter build ShankMinds?
  • [17:45] How Peter ensures that his mastermind members get value out of it?
  • [19:38] How Peter structures his day?
  • [22:07] How did Peter find out he's a terrible manager?
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Jul 31, 2017
Marcus Taylor is a British Internet entrepreneur and the founder of Venture Harbour, a company that has built a portfolio of eight successful online businesses across the advertising, travel, finance, and music industry. He is also Founder & CEO of Leadformly - a tool that makes building high-converting lead generation forms quick and easy.
 
In this episode you'll learn:
  • [01:15] What are some of the biggest mistakes agency owners do using lead forms?
  • [03:07] Should you use long or short lead forms? 
  • [05:11] What do all the businesses owned by Venture Harbour have in common?
  • [07:45] What is the main traffic source for Venture Harbour businesses?
  • [08:21] How to approach the SEO strategy when you're launching a new business?
  • [10:19] How to come up with different SEO keywords?
  • [11:36] How to create many articles for SEO purposes?
  • [13:00] What's the SEO process after writing an article?
  • [11:56] How much should you be paying for an article?
  • [19:42] Marcus' two favorite companies he owns?
  • [21:10] What metrics Marcus looks for, performance wise, in his businesses?
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
Podcast production done by BrandedPod.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Jul 24, 2017
Eric Siu is the CEO at Single Grain, a digital marketing agency that focuses on driving scalable and predictable revenue growth using Facebook advertising, Google AdWords, YouTube advertising, SEO and content marketing. They've worked with companies such as Salesforce, Yahoo!, Intuit and venture backed startups to create and execute on custom tailored growth strategies. Eric also contributes regularly to Entrepreneur Magazine, Fast Company, Forbes and more.
 
In this episode you'll learn:
  • [00:56] How has Single Grain grown since Alex and Eric spoke last year?
  • [01:38] Differences between growing 0-$1 million and $1-$5 million?
  • [02:20] Why Eric hired a person to only handle processes?
  • [03:05] What are the different processes for 0-$1 million and $1-$5 million growth?
  • [04:00] Why you need an 'integrator'?
  • [04:38] How will Eric generate more leads in the future?
  • [06:00] How is Eric using YouTube advertising for his business?
  • [07:10] Why is re-marketing the best way to go for an agency on YouTube?
  • [08:03] Learn about Eric's re-marketing funnel on YouTube
  • [09:15] Why Single Grain does not have a traditional sales team?
  • [10:14] What questions does Single Grain's qualifier asks on the phone?
  • [12:43] How does Single Grain train their people?
  • [14:20] How to get your salespeople to record their calls?
  • [15:23] Has Eric ever tried outbound tactics for his business?
  • [17:25] How to make sure your clients are happy?
  • [20:00] How Single Grain delivers a positive ROI for their clients?
  • [21:53] How big is Single Grain and where is it located?
  • [22:18] Why is Single Grain not nomadic? 
 
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
Podcast production done by BrandedPod.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Jul 17, 2017
JT McCormick is an American businessman, author and speaker. He served as President of technology company HeadSpring before his current role as President & CEO at Book in a Box.
 
Book In A Box has created an entirely new way to write a book. Instead of sitting at a computer for a year or more, being frustrated with the process and not sure you're doing it right, they take your ideas, and put them into a book in your words, and your voice. All you have to do is talk to them on the phone, and know what you're talking about.
 
In his book, “I Got There”, McCormick describes the years between ages 10 and 13 as some of the most difficult in his life, dealing with sexual abuse, being homeless and in and out of juvenile detention centers without much structure before moving in with his Uncle Bobby from 13 to 15.
 
In this episode you'll learn:
  • [01:10] How did JT become the CEO at Book in a Box?
  • [03:20] How not to build a company around yourself?
  • [04:15] How to transition an agency away from being focused on a personality to being focused on the brand as a whole?
  • [05:50] What are the differences in marketing strategies between Book in a Box and JT's former company?
  • [07:48] What are the bare minimums before you go out to recruit a CEO?
  • [10:00] Why did JT fire people when he came into his new company as a CEO?
  • [13:15] How does a founders stay invested with the success of the company when they are no longer CEO?
  • [14:00] What were some of the financial things that JT found were wrong and he had to fix?
  • [15:23] How did JT re-structure the team?
  • [17:00] What did the sales process at Headspring look like?
  • [19:05] Why is outbound strategy not the right fit for selling Book in a Box?
  • [20:26] Where should an agency be in terms of structure and revenue before hiring an external CEO?
  • [23:36] How did JT fix the production side of the Book in a Box?
  • [25:10] JT's 3P Formula
Links mentioned:
 
Brought to you by Experiment 27. Find us on Youtube here.
 
Podcast production done by BrandedPod.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
Jul 10, 2017
Brian Casel is an entrepreneur, focused on bootstrapping online businesses that combine software with productized services.
 
Since starting his self-employed career as a professional freelance web designer back in 2008, he built and later sold a web design/SaaS business in 2015. He now runs Audience Ops, a content marketing service focused on helping B2B software companies grow their audience and customer-base.
 
In addition, he writes and teaches about entrepreneurship and freelancing through his blog and newsletter at casjam.com. He creates and sells courses and eBooks there, most notably his course, Productize, which teaches consultants how to build, launch, and grow a productized service business.
 
In this episode you'll learn:
  • [01:08] Why and how did Brian switch from an agency to a product focused business?
  • [03:00] What does Brian mean when he says he runs an 'anti-agency'?
  • [03:37] How does the sales process change when you're a freelancer to when you're running a B2B productized service company?
  • [04:54] How to come up with a productized service offering?
  • [07:38] How did Brian test out his idea before launching it?
  • [09:30] Why is Brian's productized offering almost the same as it was 2 years ago?
  • [11:27] How to package and sell your services?
  • [14:40] What broke while Brian was scaling his company and how he fixed it?
  • [17:44] What were some of the communications issues Brian had with his clients and how he fixed it?
  • [20:40] You shouldn't fear the onboarding process
  • [22:10] Brian's top 3 lead generation channels
  • [24:16] How did Brian sell his business in 2015?
 
Links mentioned:
Brought to you by Experiment 27. Find us on Youtube here.
 
Podcast production done by BrandedPod.
 
If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.
 
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