The 3 Stages of Business Growth with Orrin Broberg
01/04/22 • 41 min
The Greek philosopher Heraclitus once said, “The only constant is change.” If you’ve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and it’s important that you, as CEO, embrace that. The way you run sales, the type of salespeople you need, and your role in the sales organization will shift as you reach higher levels of success. This podcast will give you deeper insight into the stages of business growth, so you understand where you are and where you are headed.
My guest for this podcast is Orrin Broberg, CEO and co-founder of Modus, a sales enablement platform that helps salespeople be more successful by applying technology and working closer with marketing. Under Orrin’s leadership, the business has skyrocketed since it’s start in 2013. In our discussion, Orrin outlines the three stages of business growth that he has experienced in Modus, and shares tips that will help fellow CEOs in every stage of the game.
According to Orrin, the three stages of business growth are as follows:
Stage 1: You’re scrappy and entrepreneurial with a ‘let’s just get it done’ kind of attitude. As for sales, you do most of the work yourself.
Stage 2: ‘Let’s get some kind of management in here!’ becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors.
Stage 3: The 3 p’s are in place: people, process, and product. Backed by a good board and investors, and with trusted sales, marketing and customer success managers in place, you are free to become a future-oriented, strategy-focused leader.
Having made it to Stage 3, Orrin takes a look back at the journey that got him there, sharing advice for each stage and the kind of things he wished he knew along the way. No matter which of the stages of business growth you are currently in, you are sure to gain new insight that will help you reach your next milestone.
Highlights
10:20 – Building relationships to land big customers
14:14 – The 3 stages of business growth
18:32 – Stage 1: The scrappy entrepreneur
23:43 – Stage 2: Learning to delegate
31:24 – Setting yourself up for success in Stage 3
35:52 – How to know you’ve made it to Stage 3
38:22 – What’s coming in the future
Quote
“What a well-functioning team on the inside does is it allows leadership to look outside to see where we’re going and the vision.”
Connect with Orrin Broberg in the links below:
Website: https://www.gomodus.com/
LinkedIn: https://www.linkedin.com/in/obroberg/
You can learn more about and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
The Greek philosopher Heraclitus once said, “The only constant is change.” If you’ve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and it’s important that you, as CEO, embrace that. The way you run sales, the type of salespeople you need, and your role in the sales organization will shift as you reach higher levels of success. This podcast will give you deeper insight into the stages of business growth, so you understand where you are and where you are headed.
My guest for this podcast is Orrin Broberg, CEO and co-founder of Modus, a sales enablement platform that helps salespeople be more successful by applying technology and working closer with marketing. Under Orrin’s leadership, the business has skyrocketed since it’s start in 2013. In our discussion, Orrin outlines the three stages of business growth that he has experienced in Modus, and shares tips that will help fellow CEOs in every stage of the game.
According to Orrin, the three stages of business growth are as follows:
Stage 1: You’re scrappy and entrepreneurial with a ‘let’s just get it done’ kind of attitude. As for sales, you do most of the work yourself.
Stage 2: ‘Let’s get some kind of management in here!’ becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors.
Stage 3: The 3 p’s are in place: people, process, and product. Backed by a good board and investors, and with trusted sales, marketing and customer success managers in place, you are free to become a future-oriented, strategy-focused leader.
Having made it to Stage 3, Orrin takes a look back at the journey that got him there, sharing advice for each stage and the kind of things he wished he knew along the way. No matter which of the stages of business growth you are currently in, you are sure to gain new insight that will help you reach your next milestone.
Highlights
10:20 – Building relationships to land big customers
14:14 – The 3 stages of business growth
18:32 – Stage 1: The scrappy entrepreneur
23:43 – Stage 2: Learning to delegate
31:24 – Setting yourself up for success in Stage 3
35:52 – How to know you’ve made it to Stage 3
38:22 – What’s coming in the future
Quote
“What a well-functioning team on the inside does is it allows leadership to look outside to see where we’re going and the vision.”
Connect with Orrin Broberg in the links below:
Website: https://www.gomodus.com/
LinkedIn: https://www.linkedin.com/in/obroberg/
You can learn more about and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Previous Episode
Marketing That Is Music to Your Buyer’s Ears with Kate Bradley Chernis
Connection is everything. When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in. You have to create marketing that is music to your buyer’s ears.
In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that. A former live radio DJ, Kate is now the CEO of Lately, a software that uses artificial intelligence to learn the voice of brands and create writing models based on the words, key phrases, and sentence structure that will get the highest engagement. Kate has used Lately technology to get a 98 percent sales conversion rate with the company’s organic messages, and she is sharing tips for creating marketing that connects to customers in this podcast episode.
As Kate explains, the problem with a lot of marketing is that marketers are trying to find ‘the right words that sell.’ “The objective isn’t actually a sale,” says Kate. “The objective is first to engage. Get to the next step. Get the reaction. Get them to lean in. Get that long play going.”
In this interview, Kate discusses the importance of making a connection as you start conversations with potential customers via marketing. Using the neuroscience of music, she explains how marketing messages should be crafted to offer familiar ‘touch points’ that cue nostalgia, memory, and emotion. This, in turn, builds trust, which is the basis for customer acquisition and loyalty. Sound interesting? Then listen in to learn how you too can create marketing that is music to your buyer’s ears.
Highlights
2:37 The rollercoaster of the CEO
8:27 Getting specific about your ideal customer
17:58 Why the objective of your marketing isn’t a sale
21:17 Believing in yourself (and not the naysayers)
28:26 Creating two-way street marketing
30:33 Making music to your buyer’s ears
39:00 Creating a seller-free experience
Quote
“The objective isn’t actually a sale. The objective is first to engage. Get to the next step. Get the reaction. Get them to lean in. Get that long play going.”
Connect with Kate Bradley Chernis in the links below:
Website: https://www.lately.ai/
LinkedIn: https://www.linkedin.com/in/katebradley/
You can learn more about and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Next Episode
The 3 Stages of Business Growth with Orrin Broberg
According to Orrin, the three stages of business growth are as follows:
Stage 1: You’re scrappy and entrepreneurial with a ‘let’s just get it done’ kind of attitude. As for sales, you do most of the work yourself.
Stage 2: ‘Let’s get some kind of management in here!’ becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors.
Stage 3: The 3 p’s are in place: people, process, and product. Backed by a good board and investors, and with trusted sales, marketing and customer success managers in place, you are free to become a future-oriented, strategy-focused leader.
Having made it to Stage 3, Orrin takes a look back at the journey that got him there, sharing advice for each stage and the kind of things he wished he knew along the way. No matter which of the stages of business growth you are currently in, you are sure to gain new insight that will help you reach your next milestone.
Highlights
10:20 – Building relationships to land big customers
14:14 – The 3 stages of business growth
18:32 – Stage 1: The scrappy entrepreneur
23:43 – Stage 2: Learning to delegate
31:24 – Setting yourself up for success in Stage 3
35:52 – How to know you’ve made it to Stage 3
38:22 – What’s coming in the future
Quote
“When you have a well functioning team it frees leadership to focus on the vision and where the business is going.”
Connect with Orrin Broberg in the links below:
Website: https://www.gomodus.com/
LinkedIn: https://www.linkedin.com/in/obroberg/
You can learn more about and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
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