Episodes
41
Latest episode
Nov 2025
Language
EN-US
Fast growth in tech and consulting used to be about tactics ... But today, it’s just as much about identity. In the age of AI, where automation, enrichment, and high-volume messaging are the price to play ... There’s a very real risk of losing sight of who we set out to be. Are we still building the kind of business we wanted … or just keeping up? Are we driving the technology ... or is the technology driving us? In this podcast, we explore both the cutting edge tactics and the time-tested values behind businesses that are fast-growing, long-lasting, and make an enormous human impact.
Ankit Dhorajiya started his consulting company not with a vendor focus, but a focus on customers and problems. How's that working out? Several years in, he's never had a customer leave...And he's worked with some big customers, including the Indian government, where he helped deliver clean drinking water to 112,000,000 people. Don't miss this episode where Ankit shares the philosophy that has made his company so successful.
Grant McLarnon sold a software company to Microsoft and a services company to KPMG. Today, he is the CRO of a Microsoft channel partner undergoing the shift from services to software. Oh - and that company is publicly traded. Grant has unique and rare experiences and insights that are incredibly valuable to anyone operating in a large tech ecosystem like Microsoft. Don't miss this one.
Tony DiSanza shares insights on how AI is creating significant changes in the business world, particularly within large tech ecosystems. What growth channels have the best returns on effort? How is this going to change in a world where AI is cannibalizing consulting fees? Tony emphasizes the importance of adapting to AI disruption and the need for strategic approaches to business growth. Discover how firms can thrive by leveraging business technology and embracing a process focus.Consulting firms and ISVs operating in large tech ecosystems: Do You Have the Right Strategies and Systems in Place to Generate Consistent, Qualified Pipeline? Find out here: https://getprofitautomation.com/obrb
Channel partners are behind on AI, and it's going to hurt their businesses. Here's one example: this company used AI to increase their RFP win rate from ~5% to ~25%...While responding to far more of them. The process for doing so is just one of the high value topics of conversation in this episode. Josh Santiago is a rare animal - a Chief Strategy Officer at a channel consulting firm. The insights he shares in this episode may convince you that every firm - even boutiques - need a Chief Strategy Officer. If you're a channel partner who wants to win more RFPs...Or if you're at all afraid that you're behind the AI adoption curve...Listen to this episode right now.
Chris Carter lost an SAP partner company and was ready to call it quits. After having to lay off his entire staff... And watch what he had worked so hard to build go up in smoke when one customer made a bad decision...He didn't know if the business was for him. But he came back - mostly because SAP leadership wanted him back in their partner channel. Today, he leads one of SAP's premier consulting partner companies, Approyo, and has pipeline producing partnerships that most channel partners would give their right arm for. How did he come back from his crushing loss? What does he have to say about AI in tech partner channels and how it's going to transform the business of consulting? Listen now to find out. Consulting firms and ISVs operating in large tech ecosystems: Do You Have the Right Strategies and Systems in Place to Generate Consistent, Qualified Pipeline? Find out here: https://getprofitautomation.com/obrb
The worst mistake you can make with nurture emails is to not write them. But for those who do write nurture emails, there's a fatal mistake most people make...And it goes hand in hand with the reason conversions are low across the entire marketing funnel. If you write nurture emails (or you don't, but you know you should), don't miss this episode.
Almost every B2B business knows one-to-one sales. Few have unlocked the power of one-to-many sales. In this episode, I break down the details of a webinar I wrote with Adam Robinson, the founder of Retention.com and RB2B. This webinar sold ~ $30,000 in self-serve annual SaaS subscription the first two times Adam presented it, and sold 15% of the room every time he presented it. Listen to learn more about how you persuade a large audience to take action over a webinar or similar presentation.
You want your reader to take action when they read your email. But how do you get someone to spend the time and energy doing something...When the only tool you have is a block of text they're going to read? The answer is in psychology. If you want to influence someone, you must understand what already influences them. Then, you craft language that aligns with the way they see the world.That language can be aligned with either the positive or the negative ways they see the world, but it must be aligned with strongly held views. We'll go deeper in this episode.
It's common knowledge that B2B prospects won't talk to you or your sales team until they're 70 - 75% or more through their decision-making process. Meanwhile, B2B SaaS companies are spending 75 - 107% of new logo ARR on marketing, with most of it going to top of funnel lead generation. See the problem? There's an enormous gap between the money we dump into lead generation, and the step where we actually talk to these leads. This gap is enormous both in terms of the steps a lead must take to reach a sales call... And in the time that expires while a lead is in this gap. Let's talk about how to shorten this gap, and influence leads who are in it so they reach a sales call more frequently, and in a more qualified state.
Do your prospects feel like victims when you market to them? Is that what you want them to feel? This episode explores the meaning behind the word "solution", and what happens when we market our products as if it is going to solve a problem (which they almost never do - they are only a tool the prospect can use to solve the problem). Listen for some angles on this that you may not have considered before - and what it all means for your marketing.
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