From Start to Scale

This episode of the From Start to Scale podcast features John Barrows, CEO of JB Sales. We get into some impactful topics right away - hiring early sales reps, how to leverage AI in sales, and what you can do to improve as a sales leader and coach your team. John shares high level strategies and deeper level tactics in this episode so that anyone can walk away with value. Come along with me for a high energy, fun conversation.

Here’s a 20% discount on the individual membership for JB Sales. https://go.jbarrows.com/enroll/1958448?price_id=2665148&coupon=FSTS010824

John’s bio:

John is the CEO of JB Sales, a sales training organization focused on elevating the people and profession of Sales. He has trained and consulted with some of the world’s fastest growing sales teams like Salesforce.com, Zoom, Amazon, LinkedIn, and many others. He’s an active seller who still does his own prospecting and manages all his own deals because he believes that you can’t teach Sales unless you live it, especially with how fast everything is evolving in the space right now.

John has over 380k followers on Linkedin and has been recognized as one of their “Top Voices” in Sales for multiple years along with being invited to their [I]nsider Group to help shape their product strategy. He is a Top Sales Influencer for Salesforce.com and a leader in their SalesBlazer community. Fobes has recognized him as one of the Top 30 Social Sellers in the World. JB Sales is also recognized as one of the top 3 Sales Training organizations according to G2.

Lastly, he is the proud author of an Amazon bestselling children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter to help introduce Sales to the younger generation with 100% of the profits going to charity.

You can find out more about Jim in the links below:

Website: https://www.jbarrows.com/

Linkedin: https://www.linkedin.com/in/johnbarrows/

Instagram: https://www.instagram.com/johnmbarrows/

TikTok: https://www.tiktok.com/@johnmbarrows

YouTube: https://www.youtube.com/c/JBarrowsSalesTraining

From Start to Scale is sponsored by our proud partner:

Newmann Consulting Group | newmannconsulting.com

Transition out of founder-led sales and into a scalable sales org

This episode of the From Start to Scale podcast features Mike Dwyer, co-founder at Prompt Therapy Solutions. From undergrad to successful entrepreneur, Mike and I dive through his journey of building Prompt to what it is today. Hear how Prompt started with 2 best friends growing up to over 70 employees and hitting profitability. We dive into intentional bets made into customer success early on, how they generate over 50% of their business from inbound, and how the sales team was built. If you are an introverted founder or salesperson, this one is for you!

Mike’s bio:

Michael's lengthy history as a physical therapy patient led to the founding of Prompt. With a background in finance, he noticed that there were many inefficiencies within physical therapy practices that could be corrected using the technology available to us today. He partnered with lifelong best friend Adam Baliatico to build a modern and truly all-in-one system for therapy practices that enables them to operate more efficiently, profitably, and improve the patient experience. Mike leads the sales side of the business at Prompt.

You can find out more about Mike in the links below:

Linkedin: https://www.linkedin.com/in/mike-dwyer-1936377b/

Website: promptemr.com

From Start to Scale is sponsored by our proud partner:

Newmann Consulting Group LLC | newmannconsulting.com

Transition out of founder-led sales and into a scalable sales org. Book time to learn more today

This episode of the From Start to Scale podcast features Alex White, Samir Rayani and David Hoffman, founders of Next Big Sound who sold their company to Pandora. Their story is amazing from start to finish and we dive into details that made NBS what it was. The founders share descriptive stories of how they created demand using a PLG strategy (before the term was coined) to how they sold Sony as their first big enterprise deal. We discuss things that worked and things that didn’t in a company story filled with tips and nuggets you can learn from.

Bios:

Alex (CEO), David (Product) and Samir (CTO) co-founded Next Big Sound in 2008. The company was acquired by Pandora (NYSE: P) in 2015.

Today, Alex leads Subcity, democratizing access to capital for America’s small businesses by first leveraging their dataset to pair advanced manufacturing entrepreneurs with the billions of dollars in economic development incentives and tax credits that are already allocated to support this strategic industry.

David and Samir are building Beam, shoppable mood boards for DTC brands.

You can find out more about them in the links below:

Linkedin:

https://www.linkedin.com/in/alexanderswhite/

https://www.linkedin.com/in/mrdavidhoffman/

https://www.linkedin.com/in/samirrayani/

Twitter:

@mralexwhite

@dodeca

@samirrayani

Websites:

https://subcity.com/

https://heybeam.com/

From Start to Scale is sponsored by our proud partner:

Newmann Consulting Group LLC | newmannconsulting.com

Transition out of founder-led sales and into a scalable sales org

This episode of the From Start to Scale podcast features Scott Schnaars, Vice President of Americas at Cloudinary. This episode has PLG -> enterprise selling structure, motion, strategy and hiring all over it. From making sure you hire the best reps with a straightforward hiring framework to prospecting and qualification in enterprise selling through a PLG motion, this episode is filled with nuggets. Enjoy!

Scott’s bio:

Scott Schnaars is Vice President of Americas at Cloudinary. Cloudinary provides a rich platform to enable developers, marketers, and creative professionals at companies of all sizes to manage their image, video, and other digital assets. They have 1,000,000 developers on the platform and over 10,000 enterprise customers worldwide.

Prior to Cloudinary, Scott was SVP of Worldwide Sales at Dynamic Signal and VP of Sales and Marketing at Retention Science

You can find out more about Scott in the links below:

Linkedin: https://www.linkedin.com/in/scottschnaars/

Twitter: @schnaars

From Start to Scale is sponsored by our proud partner:

Newmann Consulting Group LLC | newmannconsulting.com

Transition out of founder-led sales and into a scalable sales org

This episode of the From Start to Scale podcast features Coco Meers, CEO and co-founder at Equilibria. We talk about building and selling her 1st company Pretty Quick which was a marketplace and eventually sold to Groupon. We dive into the trials and tribulations of building a marketplace company and what it takes to make a successful one. Then we transition to Coco’s current company Equilibria which has seen incredible success and the pros of the business were so attractive to entice her to start it. There is a ton of her ‘why’ baked in throughout the entire show. Enjoy

Coco’s bio:

Coco Meers, CEO and co-founder at Equilibria, a women’s wellness company. Prior to Equilibria, Coco was Founder and CEO at Pretty Quick which was sold to Groupon. She was general manager and ran the internal, Pretty Quick business for several years. She is an active angel investor and advisor through Rebelle Collective.

You can find out more about Coco at:

Linked: https://www.linkedin.com/in/cocomeers/

Website: https://myeq.com/

From Start to Scale is sponsored by our proud partner:

Newmann Consulting Group LLC | newmannconsulting.com

Transition out of founder-led sales and into a scalable sales org