The MoreBusiness.com Podcast

Raj Khera

If you're a small business or startup, subscribe to The MoreBusiness.com Podcast. Hosted by 3x CEO and marketing/SEO expert Raj Khera, the podcast is packed with insights and inspiration from the trenches that will help you take your business to the next level. In each episode, Raj interviews top experts in executive leadership, marketing and sales so you can learn from their experiences and strategies. Ready to grow? Subscribe today! Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support read less

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Customer Journey Mapping Tutorial: Your Path to Win More Business

Customer Journey Mapping Tutorial: Your Path to Win More Business

Learn how to map your B2B customer journey so you get more qualified prospects into your orbit. In this video, host Raj Khera and his guest Richard Brasser (Partner, Carlton Richards, and Past Partner, Boston Consulting Group - BCG), we share deep questions that enable you to understand the experience your customer goes through to select you as their vendor. If you are in SaaS or an MSP, we'll address these critical topics to help you get more qualified prospects into your pipeline: What questions do you need to ask yourself to really understand your prospect's customer journey? What messages will resonate with your buyers so that the right prospects are attracted to you? Where/when/how should you interact with them? What processes make the most sense to help a prospect warm up to you? What does that journey look like through deal closing? How can you use AI and other technologies in a meaningful way to accelerate the journey? Our previous podcast on creating the Ideal Client Profile, or ICP, that was mentioned in the opening is here: https://youtu.be/2HePPXy5_Hw --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Episodes

Customer Journey Mapping Tutorial: Your Path to Win More Business

Customer Journey Mapping Tutorial: Your Path to Win More Business

Learn how to map your B2B customer journey so you get more qualified prospects into your orbit. In this video, host Raj Khera and his guest Richard Brasser (Partner, Carlton Richards, and Past Partner, Boston Consulting Group - BCG), we share deep questions that enable you to understand the experience your customer goes through to select you as their vendor. If you are in SaaS or an MSP, we'll address these critical topics to help you get more qualified prospects into your pipeline: What questions do you need to ask yourself to really understand your prospect's customer journey? What messages will resonate with your buyers so that the right prospects are attracted to you? Where/when/how should you interact with them? What processes make the most sense to help a prospect warm up to you? What does that journey look like through deal closing? How can you use AI and other technologies in a meaningful way to accelerate the journey? Our previous podcast on creating the Ideal Client Profile, or ICP, that was mentioned in the opening is here: https://youtu.be/2HePPXy5_Hw --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Sales Discovery Call Questions You Must Ask

Sales Discovery Call Questions You Must Ask

Learn exactly how Jonathan Pierce closed $4 million in sales within 13 months and generated over $6 million in pipeline in the last 60 days using his innovative discovery call framework, PTV (Pain, Transformation, Value) - and it's easier than the MEDDIC and Challenger sales methods. He shares the precise questions he uses in a discovery call and the process that uncovers unique pain points that open the door to faster sales. Links mentioned in the podcast: Raj Khera: https://www.linkedin.com/in/rajkhera/ Jonathan Pierce: https://cloudsalescoach.com Podcast on closing $20-60k deals: https://youtu.be/DWyKdzPu92o Podcast on closing $500k deals: https://youtu.be/IIqLe7_Bya4 --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Scaling and Selling an MSP for Millions, Guest: Brian Hoppe

Scaling and Selling an MSP for Millions, Guest: Brian Hoppe

In this podcast, Brian Hoppe, an executive business coach for IT service companies and managed service providers, shares his journey from working at an MSP, buying a small MSP with five employees and growing it to 45 through acquisitions and partnerships, and eventually selling it to a private equity firm. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Master the Art of Explaining Technical Products with David Mountain

Master the Art of Explaining Technical Products with David Mountain

In this podcast, host Raj Khera and guest David Mountain, show how to simplify B2B marketing, especially for technical founders with technical products. David, a former Naval Intelligence Officer and a career B2B marketer, shares his extensive experience and success in transforming the complex product messaging of a company called Blue Stripe Software into three simple words that greatly improved sales metrics and attracted a powerful partner. He also emphasizes the importance of understanding customer needs, providing value, and constantly iterating on messaging for maximum impact. Towards the end, David shares the benefits of vendor booth time at trade shows for testing and refining product messaging. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

The Untold Secrets to Recruiting Your First Sales Rep | Matt Ryder

The Untold Secrets to Recruiting Your First Sales Rep | Matt Ryder

Don't make your biggest hiring mistake. Learn the right way to hire your first sales rep. In this podcast, you'll hear best practices on the importance of timing, selecting the right candidates, developing an appropriate compensation package, establishing effective sales training systems, and using critical metrics to evaluate performance. My guest, Matt Ryder, emphasizes the necessity of a clear job description, standardized sales scripts, performance assessment indicators, and being prepared to let individuals go if they don't perform. We also highlight the relevance of data, daily reporting, CRM tools, and how businesses can create an environment conducive for sales. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

CRM Best Practices: Setting Up Your CRM for Success, featuring Scott Moss

CRM Best Practices: Setting Up Your CRM for Success, featuring Scott Moss

Most CRMs are a complete mess. But here's how you can set up yours so it actually works for you, giving you the insights and action items you need every day. Setting up a CRM is more than just entering data. It's about organizing that data in a way that turns every interaction into an opportunity for growth. You'll learn about segmenting and tagging leads with precision. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

From Start-Up to $3M: Lead Generation Secrets with Luis Scott

From Start-Up to $3M: Lead Generation Secrets with Luis Scott

Luis Scott knows how to scale businesses. He grew his law firm to 200 attorneys and now helps other professional services firms grow beyond the $3 million mark. Luis is host of the 8-figure law firm podcast. And in this MoreBusiness.com podcast, he shares specific lead generation and business growth tactics that consistently propel small businesses to grow fast. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Presenting the Perfect SaaS Sales Demo

Presenting the Perfect SaaS Sales Demo

Learn how to plan, organize, and present the perfect SaaS sales demo from seasoned expert Matt Melnick. In this masterclass podcast, you'll hear the exact words and phrases to use in your SaaS sales demos that will get customers signing on the dotted line. We cover: agenda setting, handling objections, what to share and what to avoid, managing your time, and ways to keep your sales demo fun and engaging. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

The Secrets to an Effective Ideal Client Profile

Every business has - or should have - an ICP, your ideal client profile. Without it, you take on clients who become nightmares. Finding your ICP can be elusive. In this podcast, Richard Brasser, formerly at partner at Boston Consulting Group and now a managing partner at Carlton Richards, lays out the formula and strategy to define your ideal client profile. PODCAST CHAPTERS: 00:00 Intro: Richard Brasser 03:21 Understanding Your Ideal Client Profile 06:39 Adding Value to Your ICP 12:25 Team Alignment in Client Profiling 17:09 The Impact of Compensation Plans on Client Profiling 26:47 Evolving with Your Ideal Client Profile 30:09 How to Know When You've Nailed Your ICP --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

The Art of Scaling a SaaS Business with Greg Head of Practical Founders

The Art of Scaling a SaaS Business with Greg Head of Practical Founders

Greg Head and his co-founders started at a kitchen table. Within 5 years, they scaled to 500 employees, then went public. He later scaled Infusionsoft from $15 million to $100 million in sales. Now, Greg is an advisor to 40 SaaS founders and host of the Practical Founders Podcast. In this podcast, Greg reveals how he grew his businesses exponentially and shares practical advice for startup founders to scale a SaaS business. Loaded with gems. #podcast #practicalfounders #saas #leadership #marketing --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Deconstructing $500,000 Deals: Software Sales Playbook

Deconstructing $500,000 Deals: Software Sales Playbook

Ever wondered how top sales pros close massive deals? Meet Jonathan Pierce, the enterprise sales guru who consistently sells over $3M in software annually! In this podcast episode, Jonathan spills his secrets on mastering the art of the $500,000 enterprise sale. Discover his unique tactics for rallying decision-makers and influencers, and learn his lesser-known strategies for injecting urgency into slow-moving enterprise deals. If you're aiming to skyrocket your sales game, this is your must-listen episode. Tune in now and transform your approach to enterprise sales! This is part 2 in our series with Jonathan. In Part 1, he shared how to sell $20-60k deals consistently. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Behind the Curtain of $20-60k Deals: Tech Sales Deep Dive

Behind the Curtain of $20-60k Deals: Tech Sales Deep Dive

Jonathan Pierce reveals his tech sales process and tactics that landed $250,000 in enterprise software sales in his first 3 months at a new job (he now closes over $3 million a year on his own). If you're charged with finding and closing enterprise software deals or tech sales valued at up to $100,000 per year, this video podcast goes into the mechanics of how to make that happen. This is part 1 of a 2-part series with Jonathan, a seasoned enterprise tech sales executive. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Dennis Yu Dollar a Day Strategy Step-by-Step

Dennis Yu Dollar a Day Strategy Step-by-Step

Learn what Dennis Yu discovered by spending $1 billion (yes "B" for billion) on advertising and testing social media algorithms and generative AI for SEO. He's the author of the #1 bestseller on TikTok advertising and the creator of the "dollar a day" strategy that is designed to understand how social media algorithms react to your content, especially in today's AI revolution. In this podcast, he reveals modern best practices for using generative AI SEO to build your brand and attract qualified prospects. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

How to Build Partnerships in Business: Criteria for Success

How to Build Partnerships in Business: Criteria for Success

Successful business partnerships can fuel remarkable growth. In this podcast, Raj Khera and Dr. Jeff Kaplan delve into critical questions to answer to make a partnership in business a successful one. You'll come away better equipped to harness the power of collaboration, opening doors to innovation, expansion, and a competitive edge in your industry. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Overcoming Procrastination: 10 Shockingly Simple Hacks

Overcoming Procrastination: 10 Shockingly Simple Hacks

These remarkably straightforward hacks are tailored for leaders like you to say goodbye to delay and hello to heightened effectiveness. Join host Raj Khera and guest Dr. Jeff Kaplan in this entertaining podcast as they unveil ridiculously easy ways to rewire your brain to finish mundane tasks, tackle that project, start exercising, and do all those other things you’re putting off. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Secrets for Crafting a Compelling Business Plan Introduction

Secrets for Crafting a Compelling Business Plan Introduction

Discover the blueprint to crafting an impactful business plan introduction. This podcast shows you the proven strategies for crafting intros that grab attention, outline your vision, and guide your journey. It is an essential guide to creating a powerful opening section for your business plan. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Double Your Startup's Productivity with AI: Exclusive Insights from Tom Schwab

Double Your Startup's Productivity with AI: Exclusive Insights from Tom Schwab

Every startup struggles with one thing: doing more with less. AI has become a game changer and in this episode with Tom Schwab, CEO of Interview Valet, you will learn specific techniques to use AI for your startup in ways that can double your productivity, create marketing messages that make your prospects want to buy your solutions, and even do competitive research to help you stand out in a crowded marketplace. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Transforming Low Performers into A-Players

Transforming Low Performers into A-Players

If you have an employee struggling to meet expectations, this podcast will guide you through practical strategies to elevate their performance. You'll learn motivational techniques, targeted coaching, communication methods, and more, with the aim of turning your underachievers into star performers. Join Dr. Jeff Kaplan and host Raj Khera as we delve into the leadership tactics that can spark a remarkable transformation. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

How to Hire Experts When You Have No Budget

How to Hire Experts When You Have No Budget

Zero-Cost-Hiring: How do you get experts to work for you when you don't have cash to pay them? In this episode, Guillermo Sohnlein, founder of numerous companies, and I go over numerous examples of how you can get experts motivated enough to work for you without paying them monetary compensation. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support

Cracking the Code: Expert Sales Training for Discovery Calls

Cracking the Code: Expert Sales Training for Discovery Calls

Learn the exact process, flow, and dialog that will transform your sales discovery calls from good to great! This podcast is a detailed masterclass that unveils the secrets used by the top sales pros to get prospects to say "tell me more!" instead of "we'll get back to you."Listen to B2B SaaS experts Matt Melnick and Raj Khera as they walk you through the precise steps that guide prospects to see the value in what you're selling. You'll leave them craving more, leading to more sales. --- Support this podcast: https://podcasters.spotify.com/pod/show/morebusiness/support