Scaling UP! H2O scalinguph2o.com

Every interaction anyone on your team has with a client is Sales, from your Support Line to your Sales Managers. Learn the Sales skills you need to increase Sales and Profit at your water company so that the entire team benefits. 
Adam Shapiro has been helping individuals, teams, and enterprises since 2004.  Using a sales process, messaging and disciplines framework, Adam applies his proven process to what and how his clients sell resulting in improved sales performance.
Today Adam is answering these questions and so many more:
Why does the Sales Team’s process frequently look like the “Wild West”?
What are the 2 reasons Sales Teams struggle?
What are Adam’s lessons learned after working 18 years in Sales?
Are Salespeople made or born?
When hiring a Salesperson, what qualities are most important?
What do you need to successfully transition from a Salesperson to a Sales Manager?
What does sales coaching look like?
How do your Sales Managers report to your Executive Team?
How do we efficiently move clients through the sales process?
Bottom line: Adam Shapiro is going to teach podcast listeners how to prepare and professionalize their sales teams.
 
Timestamps
Trace Blackmore shares Upcoming Events for Water Treatment Professionals  [1:00]
Periodic Water Table With James McDonald [8:50]
Interview with Adam Shapiro, President of SalesReformSchool [10:35] 
Adam Shapiro answers the Lightning Round Questions [45:11]
 
Quotes
“Your sales process must be repeatable and intentional, and your team needs to be prepared.” - Adam Shapiro
“The Sales Team needs to define its client profiles and its market so the team can do it in a clear, convincing, and confident manner.” - Adam Shapiro
“If Sales was easy, everyone would do it. Sales is hard, that’s why the payoff can be so good.” - Adam Shapiro
“Nearly all sales calls in a B2B world is a complex sales made up of multiple decision makers and multiple decisions. Make sure you have a conversation with all of them.”  - Adam Shapiro
“Do your reps know your sales process, and can they identify where they are in that process?” - Adam Shapiro
“Everyone on the Executive Team should know the company’s Sales Process.”
“If you are not documenting your sales calls in the form of the email back to your prospects to where that's the start of your next conversation is what did you think of my email recap you're doing it wrong so every meaningful conversation deserves a recap of that conversation.” - Adam Shapiro
“A proposal should be defined within every company that the prospect will learn nothing new from it, it's just a combination of all the conversations and process steps we’ve done before, put into writing including the terms and conditions so we can get a signature.” - Adam Shapiro
 
Connect with Adam Shapiro
Phone: 404-798-8397
Email: adam@salesreformschool.com
Book 30 mins with Adam: HERE
Website: salesreformschool.com
LinkedIn: linkedin.com/in/adshap
Twitter: ​​AdamShap
Read or Download Adam’s Press Release HERE
 
Links Mentioned
Episode 146 with Adam Shapiro
Can She Sell Blog Post 
CWT Exam Prep Course
The Rising Tide Mastermind
Scaling UP! H2O Academy video courses
Submit a Show Idea
 
2023 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
 
Books Mentioned
Traction by Gino Wickman
 
Periodic Water Table With James McDonald
Glutaraldehyde. What is the nefarious sounding chemistry? What is glutaraldehyde used for? Does it have an optimum pH range, and is it a narrow or broad range? What are typical dosages for glutaraldehyde? How quickly does it do its job?  What is it effective against? Will anything cause glutaraldehyde to degrade? If deactivated, what impact could this have on a Closed Loop system? Can glutaraldehyde be tested for in t

Some companies are legendary brands. They set the standard for their category and have raving fans, not just regular customers. And these companies make this happen year after year. In this episode, you’ll learn the systems and methods used by these legendary brands. These aren’t abstract theories, but practical methods, and insider stories, learned from working inside a lot of exceptional companies, including Disney, Nucor Steel, and Chick-fil-A. 
Today’s guest is going to teach the best practices around the Customer Experience Engine and building a strong brand, even in a more technical, municipal space. It’s none other than Scott Wozniak. Who is Scott Wozniak? Scott leads a consulting company, speaks at conferences, hosts 2 podcasts, writes a weekly newsletter and books, and coaches CEOs. 
You can become a brand legend in your space with the Customer Experience Engine that continuously delivers exceptional results.
Bottom line: Scott Wozniak is going to introduce us to the Customer Experience Engine and teach you how to create growth year after year in your company.
 
Timestamps
Trace Blackmore talks about Planning for 2023 before it passes you by [1:00]
Periodic Water Table With James McDonald [5:40]
Upcoming Events for Water Treatment Professionals [7:30]
Interview with Scott Wozniak about the Customer Experience Engine, building a trustworthy brand, getting outside of your bubble to learn new perspectives, getting to know your customers, and hiring the right people [ 13:31]
Lightning round questions [1:00:00]
Reflecting on core values with Trace [1:18:00]
 
Periodic Water Table With James McDonald 
Now, I know some people pronounce it tolytriazole, but there is a second “l” in there.  I was taught to pronounce it tolyltriazole. It’s also often shortened to TTA or just TT. What is tolyltriazole used for? What is its chemical formula? At what concentrations is tolytriazole effective? What is the impact of oxidizing biocides upon it? How does it react with metal surfaces? How does one test for tolyltriazole? Are there challenges with blending a product with tolyltriazole in it?
 
Quotes
“If you want a legendary brand or a solid brand in your category, you need to create trust. If they don’t trust you, it doesn’t matter how good your sales and marketing engines are.” - Scott Wozniak
“How to run your brand into the ground: have world-class marketing and sales and poor operations.”  - Scott Wozniak
“Even if I make the sale, I can sour the relationship if I cannot deliver on the sale. The point isn’t short-term sales, the point is a long-term brand. The more your brand grows, the more success and reputation it gets.” - Scott Wozniak
“Go to where the customers are and watch them interact with your stuff.” - Scott Wozniak
“Customers ask: do you see me, do you care about me, do I matter as a real person to you?”- Scott Wozniak
“You have to put more time and effort into hiring than ever.” - Scott Wozniak
“You don’t have a choice. You either put in the time to hire with excellence, or you put in the time to manage misfit employees. You only get to pick where you want to spend the time.” - Scott Wozniak 
“If you are sloppy with hiring, everything else gets harder.” - Scott Wozniak
“Hire for character (what are the unique character qualities of your company), chemistry (do we like this person, do we enjoy each other), and competency (can they do the job, which is the least important because you can always train them).” - Scott Wozniak
 
Connect with Scott Wozniak
Email: scott@swozconsulting.com 
Phone: 678-395-1538 
Consulting Website: swozconsulting.com
Branding Website: scottwozniak.com
LinkedIn: linkedin.com/in/scottwozniak
Scott’s Podcast 1: Upgrade Engines
Scott’s Podcast 2: Alpha Pack Podcast
Sign up for Scott’s weekly email to upgrade your life: HERE
Scott Wozniack Press Release: Read or download HERE
 
Links Me

We’re bringing back listener favorite, James McDonald, CWT on the show to talk about Nitrites. Today, he answers listener questions such as:
How do you convert Nitrite to Sodium Nitrite? How do you make sure your Nitrite levels are not too high or too low? Does microbiological activity impact nitrite levels? What can cause a reaction in a closed loop system when there’s Nitrite involved? What do you need to know before adding a biocide to a system that has Nitrite in it? How can you prevent pitting from happening when you are using Nitrite? What is Nitrite used for? Bottom line: Tune in to learn all about Nitrite from James McDonald. 
 
Timestamps
Trace Blackmore welcomes you to the podcast made by water professionals for water professionals [01:01]
Periodic Water Table With James McDonald [4:15]
All about Nitrite with James McDonald, CWT [8:20] 
What sparks inspiration [16:00]
How to get involved with the AWT Technical Committee [27:00]
Trace and James tell Chuck Norris Jokes [36:00]
Upcoming Events for Water Treatment Professionals [38:00]
 
Periodic Water Table With James McDonald
With the right lighting, this molecule has a certain glow about it.  Why is PTSA used?  Can PTSA be used in both cooling towers AND Boilers?  Why or why not?  How about closed loops?  What does PTSA stand for?  What is a typical dosage of PTSA?  How is the concentration of PTSA measured?  What can cause PTSA to degrade?  Is PTSA compatible with all biocides?  Why did PTSA come into more widespread use within the last decade or so?  Should other parameters be measured regularly in addition to PTSA or can one rely solely upon the PTSA reading when monitoring product dosage? 
 
Quotes
“Nitrite can be tested in the field, which is great because not everything can be.” - James McDonald
“To convert from Nitrite to Sodium Nitrite, you multiply Nitrite by 1.5; that's a big multiplier. So if you're not talking apples to apples, you're talking apples to oranges, and you may be out of range and not know it.” - James McDonald
“Having too low of Nitrite levels can be worse than no Nitrite in the system because of the pitting that can occur.” - James McDonald
“Nitrite can be bug food. Do some tests and make a plan.” - James McDonald
“Nitrite can get a reaction in a closed loop when adding sulfites and biocides.”  - James McDonald
 
Connect with James McDonald
Phone: (937) 689-4031
LinkedIn: in/james-mcdonald-pe
Websites: 
industrialwaterscience.com 
Chemaqua.com
Industrial Water Treatment Cartoon:
industrialwaterscience.com/fun
James McDonald Press Release:
Read or download Here
 
Links Mentioned
The Rising Tide Mastermind
CWT Practice Course from the Scaling UP! H2O Academy 
 
2023 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
 
Book Mentioned
Drop by Drop: Articles on Industrial Water Treatment by James McDonald
 

James McDonald, CWT the Director of Technology and Marketing at Chem-Aqua, creator of the Industrial Water Comic, the creative mind behind Detective H2O water mysteries, and the spark that ignited Industrial Water Week is today’s guest.
James McDonald has a full-time job and still finds the time to volunteer on AWT’s Technical Committee, create a holiday for industrial water treaters, create weekly podcast episodes, and design humorous comics that will bring a smile to any water treater’s face. He does these things because they are the things that bring him joy and help the water industry grow and learn.
Bottom line: James McDonald is going to teach us how to make time for the things that are most important to us, so we can focus on our professional passions.
 
Timestamps
Trace Blackmore welcomes you to 2023 and shares some new video course content with you [01:00]
Interview with James McDonald, CWT [14:00]
Periodic Water Table With James McDonald [44:30]
 
Periodic Water Table With James McDonald
What is DBNPA?  What is its full, molecular name?  What is DBNPA used for?  What is its method of action to do what it does?  What is the optimal pH range for DBNPA?  What are typical use concentrations?  What is it effective against?  How long does DBNPA take to be effective?  What could make it ineffective in one system but effective in another? 
 
Quotes
“I enjoy what I do. I enjoy the job I have. I enjoy the career I’m in, industrial water treatment.” - James McDonald
“Even though the world isn’t knocking at our doors asking for our help to save the universe, we still save the universe behind the scenes, and I personally love that.” - James McDonald
“We need to celebrate. Sometimes we need an excuse to celebrate, an excuse to talk about what we do, and trumpet to the world what we do; which was the idea behind starting Industrial Water Week.” - James McDonald
“I love January because it always feels like a new start. Let’s make 2023 the best year ever.” - Trace Blackmore
 
Connect with James McDonald
Phone: (937) 689-4031
LinkedIn: in/james-mcdonald-pe
Websites: 
industrialwaterscience.com 
Chemaqua.com
Industrial Water Treatment Cartoon:
industrialwaterscience.com/fun
James McDonald Press Release: 
Read or download Here
 
Links Mentioned
Rocketbook 
Water Cake
AWT (Association of Water Technologies)
Industrial Water Week, Oct 2-6, 2023
CWT Practice Course from the Scaling UP! H2O Academy 
Episode 276 Detective H2O’s The Case of Seeing the Dead
The Rising Tide Mastermind
 
List of January 1st podcast episodes by year
1st one of 2022 
1st one of 2021
1st one of 2020
1st one of 2019
1st one of 2018
 
2023 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
 

Happy New Year, Scaling UP! Nation. It's amazing how much we can accomplish in a year, and right now, at this moment, you get an entire year to accomplish your goals.
Take this week to plan your year because we all know that life set to default doesn’t get us where we want to go. Don’t live life by default; instead, do something new each and every day to make sure that you are getting the most out of it. Make sure you're working towards your goals every day this year. Build a life you can reflect back on and be proud of in 2023.
Bottom line: Trace Blackmore is going to teach you how to start the year off right by doing a SWOT Analysis with a twist.
 
Timestamps
Trace Blackmore’s advice on making a plan for 2023 so you don’t live life by default [01:30]
Periodic Water Table With James McDonald [08:25]
SWOT Analysis with a twist [10:30]
What’s in store for the podcast in 2023 and Upcoming Events for Water Treatment Professionals [21:30]
 
Periodic Water Table 
…PBTC. First, what does PBTC stand for? What is its chemical formula?  What is it used for? What systems is it used in? How does it compare with other phosphonates? What does “calcium tolerance” have to do with PBTC? What concentrations is it used in industrial water treatment? Is it synergistic with any other water treatment chemicals? Do you use any products with PBTC in it right now? Which ones?
 
Quotes
“Instead of doing SWOT, do TOWS. Start with the Threats and work backward to your Strengths. By being externally focused on what Threats are out there vs. we are thinking about protecting what we already have you’ll learn more.” - Trace Blackmore
“We want to make sure everyone has access to clean drinking water.”  - Trace Blackmore
“There is always something new to learn out there.” - Trace Blackmore
“Take this week to plan your next year.” - Trace Blackmore
“If your brain is getting bored, challenge it, and I promise it will change everything.” - Trace Blackmore
“Don’t sell on price. Sell on your values.” - Trace Blackmore
 
Connect with Scaling UP! H2O
Email Executive Podcast Producer, Corrine Drury: corrine@blackmore-enterprises.com
Submit a show idea: Submit a Show Idea
Trace Blackmore on LinkedIn: in/traceblackmore/
Scaling UP! H2O on Facebook: @H2OScalingUP
Scaling UP! H2O on YouTube: ScalingUpH2o.com/YouTube
 
Links Mentioned
Legionella Resources
Ep 249 Jill Cavano’s SWOT Analysis
Ep 288 The One Where Trace Blackmore Reflects On 2022
Global 6K (May 20th, 2023)
The Rising Tide Mastermind
Submit a Show Idea
 
Events
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
 
Books Mentioned
Will It Fly by Pat Flynn
The 12 Week Year by Brian P. Moran 
 

What was the best thing you learned this year? What about water treatment surprised you this year? Who helped you learn this year? What did you take the time to research? What is sparking your curiosity?
In keeping with tradition, we are using the last episode of the year to encourage ALL of our listeners to reflect back on 2022 and make a plan for 2023.
Bottom line: Trace Blackmore is going to inspire you to celebrate what you’ve learned in 2022 and make a plan to grow in 2023.
Timestamps: 
Trace Blackmore welcomes you to the last episode of 2022 [1:00]
Thinking On Water With James [17:40]
Industrial Water Week, AWT, Building a community of water treaters, Team World Vision, Sneak Peek of 2023 episodes, The Rising Tide Mastermind, and the new Scaling UP! H2O Academy [20:00]
 
Thinking On Water With James:
In this week’s episode, we’re thinking about evaporative condensers.  What is the difference between an open-air cooling tower and an evaporative condenser?  What unique challenges do evaporative condensers present?  How might system volume be different between an evaporate condenser and an open-air cooling tower?  How could the water treatment need to be different in an evaporative condenser?  What about antimicrobials?  Why and how should an evaporative condenser be cleaned and passivated prior to starting up a new system?  Could a common sump for multiple units provide any benefits?  Is white rust and common coil metallurgy a consideration?  Take this week to think about evaporative condensers and how they can offer their own unique challenges when treating their water. 
Be sure to follow #TOW22 and #ScalingUpH2O to share your thoughts on each week’s Thinking on Water.  I’m James McDonald, and look forward to learning more…from you. 
Wait…one last note as we bring 2022 to an end.  Together, we’ve thought about 52 Thinking on Waters with James.  We’ve covered everything from industrial water in to industrial water out and everything in between.  For being a profession that few people have heard of, there sure is a LOT to know about it to do it correctly.  I want to thank you for taking this journey with me yet again.  What will 2023 hold?  More learning, I can assure you.  What format will it take?  You’ll just have to wait and see…next year…drop by drop. 
 
Quotes:
“How do you know what you don’t know?” - Tim Fulton
“It's always great to take a Victory Lap and see what life has given you as a gift but also what is life trying to teach you so you can make the next year even better.” - Trace Blackmore
I always want to be the first person to say ‘I’ll help you with that.” - Trace Blackmore
“How can you serve? Take a moment to find one thing you can do to serve other people. Line up your volunteer opportunities before the end of the year.” - Trace Blackmore
 
Connect with Scaling UP! H2O:
Email Executive Podcast Producer, Corrine Drury: corrine@blackmore-enterprises.com
Submit a show idea: Submit a Show Idea
Trace Blackmore on LinkedIn: in/traceblackmore/
Scaling UP! H2O on Facebook: @H2OScalingUP
Scaling UP! H2O on YouTube: youtube.com/@ScalingUpH2O
 
Events:
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
 
Links Mentioned:
Scaling UP! H2O Academy
Tim Fulton’s website
James McDonald’s Thinking On Water With James
Industrial Water Week
Team World Vision’s Global 6K
The Rising Tide Mastermind
Submit a Show Idea
 
Thank You to 2022’s Podcast Sponsors!
AquaPhoenix
Reinert Consulting
Special Pathogens
Fluid Maintenance Solutions
McGowan Insurance
Scranton Associates