105 episodes

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Sam Jacob, Max
This is where Scaling and Sales are made simple in 25 minutes or less.

The Scale Up Show Ryan Staley

    • Business
    • 5.0 • 45 Ratings

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Sam Jacob, Max
This is where Scaling and Sales are made simple in 25 minutes or less.

    How to scale from 60 million to 100 million in just 18 months! Speaking with Paul Statham of Condeco Software

    How to scale from 60 million to 100 million in just 18 months! Speaking with Paul Statham of Condeco Software

    Ryan is joined by Founder and CEO of Condeco Software, Paul Statham. Condeco software are a market leader in workspace management and resource scheduling software. Paul talks all about how he scaled the company and why listening to your customers and the market and innovating to match their needs is the key to success and longevity as a software company. 

    KEY TAKEAWAYS
    Condeco’s product was launched back in 2005, it took them over 10 years to hit their first 10 million in revenue. They then took on investment and over 5 years got to 60 million. Then just last year they managed to grow from 60 to 100 million in just 18 months.
    They work with enterprise clients to right size their workspace scheduling. It’s an incredibly complex task and having the right data and software to make it happen is a fine tech art.
    Offices are very different spaces post-pandemic. There are a lot more complexities involved, including a lot more flexible working. This is something Condeco have mastered and they even won an award for the work they have done with their software.
    The US can be a really difficult market to crack if you aren’t from there. It’s one of the reasons Paul moved across there from the UK.
    What Paul and his team now calls ‘customer success’ is simply just listening to their customers and changing and adapting their product to suit their needs. Something they have done since day one and has allowed them to have the success they have today.
    Condeco’s scale and growth from 10 to 60 million relied on building their teams, both in size and with leadership too. It was hard to hand over the reins but Paul realised he needed to bring people in so that they could scale big and scale together.
    Empowering people and allowing mistakes to happen is how Paul manages his teams. He believes in controlled risk, fostering change and allowing people to innovate themselves, being careful to never micromanage.

    BEST MOMENTS

    “One of the challenges in the post-pandemic world is how do you bring people together to collaborate again”

    “Our first 50 customers helped us build the best product on the planet”

    “Selling is an art form”

    “Always be ready to listen to the customers, to the market and to innovate to what they want”

    Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

     

    Ryan Staley

    Founder and CEO

    Whale Boss

    312-848-7443

    ryan@whalesellingsystem.com

    www.ryanstaley.io 

     

    EPISODE RESOURCES

    https://www.linkedin.com/in/paul-statham-82b4841a/?originalSubdomain=uk

    https://www.condecosoftware.com/news-and-press/2022/04/11/paul-statham-of-condeco-on-the-labor-shortage-and-the-5-things-we-must-do-to-attract-and-retain-great-talent/

    ABOUT THE SHOW

    How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
    Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
    This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

    This is where Scaling and Sales are made simple in 25 minutes or less.

    Support the show: https://www.linkedin.com/in/ryan-staley/

    See omnystudio.com/listener for privacy information.

    • 34 min
    Fail Fast and Pivot! 0-$3 Billion Valuation in 4 years with Doron Friedman of SpotOn

    Fail Fast and Pivot! 0-$3 Billion Valuation in 4 years with Doron Friedman of SpotOn

    Doron Friedman, CPO and Co-founder of SpotOn, speaks to Ryan about the multiple start-ups he has built, what inspired him to create SpotOn and the unique solutions it offers to their customers.

    KEY TAKEAWAYS
    SpotOn has created multiple platforms and solutions that help restaurants, retail and a whole host of other small businesses at point os sale.
    Since the birth of SpotOn, Doron has helped build it from nothing to a valuation of 3 billion dollars and employer of 2000 employees in just four years.
    SpotOn’s primary go-to-market strategy is direct sales, with a 500+ sales rep team who directly build strong relationships with their customers to offer and create solutions specifically for them. SpotOn are constantly creating technology and products to help solve the pain points and difficulties that businesses face.
    Everything SpotOn do is to help businesses save revenue, decrease costs and give great services to their customers.
    Doron's father was his main inspiration to becoming an entrepreneur, even though he warned him against the stress and difficulties you face in the entrepreneurial lifestyle. But, Doron just knew that it’s what he wanted to do and if he could be half the entrepreneur his Dad was he will have done well in life!
    At 21 he created a bagel business across colleges on the west coast which became successful, he then had the concept of creating on-demand credit cards and so found the tech people he needed to build it with him. At 40 after managing with some difficult financial situations in this business, Doron decided to start again and this is when and where SpotOn was born.
    You must find people in business to work with that compliment your weaknesses. Find those who are different to you and that have different strengths to help you build success.
    Spot On has one of the biggest percentage most women-leaders in a tech company.
    Two of the most recent additions to spot on solution is pacing technology for restaurant orders and stock tracking on multiple platforms for small retail businesses.
    During the pandemic SpotOn tried to do everything they could to help their clients. They asked their teams to work as hard as they could to help them, they released and built new systems before they were ready and even gave away free solutions. They cared and therefore helped in any and every way they could.

     

    BEST MOMENTS

    “We’re not always right, we make mistakes all the time. We have a saying, fail fast and pivot”

    “If we’re to have empathy with our clients, we need to have empathy with each other”

    “We thought in order to make something really powerful we wanted to build it from the ground up”

    “If you can add value and save people money at the same time it’s the biggest win in the world”

    Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

     

    Ryan Staley

    Founder and CEO

    Whale Boss

    312-848-7443

    ryan@whalesellingsystem.com

    www.ryanstaley.io 

     

    EPISODE RESOURCES

    https://www.spoton.com

    ABOUT THE SHOW

    How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
    Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
    This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

    This is where Scaling and Sales are made simple in 25 minutes or less.

    Support the show: https://www.linkedin.com/in/ryan-

    • 35 min
    How to Differentiate Your Company so it Counts! Speaking with Clint Oram of SugarCRM

    How to Differentiate Your Company so it Counts! Speaking with Clint Oram of SugarCRM

    Clint is the Chief Strategy Officer and Co-founder of SugarCRM, a CRM company with a difference. SugarCRM turns their customers into fans, utilises them as marketing tools and differentiates themselves in unique ways. Clint has also co-authored multiple CRM software patterns and in this episode talks to Ryan all about how SugarCRM do things and what got him and the company to where they are today.

    KEY TAKEAWAYS
    If you have a sales culture in your company, SugarCRM can help you on marketing and customer service but where they really shine is around the depth of expertise in sales automation and everything and anything to do with it.
    There’s four levers any company can pull when it comes to differentiation, quality, price, service and convenience. To a large degree most companies start by differentiating around quality or price. It can be difficult to differentiate on quality in the commoditized world we live in now and differentiation on price is almost always a race to the bottom. So, Clint instead focused on service and convenience instead.
    SugarCRM is a CRM that focuses on sales tools, marketing automation and helping customer services deliver outstanding service. SugarCRM manage the whole buyers journey, with great tools and data, with the end goal of creating fully engaged and happy customers.
    You either build a lifestyle business or a growth business. In the world of entrepreneurs there a lot of lifestyle business, it’s about putting money in your pocket to fund your lifestyle. When they then become popular they realise that they now need to look at how to manage the growth they are seeing.
    Technology and innovation launches you and this is what people love at first. But as time goes on, especially with your customers, you need to be focused on solving business problems and not just talking tech.
    There’s a lot of mechanics in building a CRM. Clint was good at building the software and tech but it took a while for him and his team to master selling it. He said it simply comes down to philosophy and aligning that with your goals.
    Being midmarket is a mindset, it doesn’t have a set figure. What it really means is that you aren’t a small business anymore but you also aren’t large. To promote growth, you also need to move away from the ‘playbook’ that started your business and instead look at the one which is where you want to be. Be open to shed tradition and become comfortable in a growth mindset that is by design and not by accident.
    Product experience, brand experience, employee and customer experience are all things a company needs to go from a good company to a great company. You have to turn your customers into your marketing machine. You need to make them and their experience excellent. This is what makes you a great company rather than just a good one.

     

    BEST MOMENTS

    “Make it easy and put a smile on your customers face, frankly that’s what’s at the core of customer relationship management industry is all about”

    “We sell software, to help sellers sell”

    “In the end, people buy a product or service, so it’s got to be good”

    “Good companies understand product experience, great companies understand product and brand”

    Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

     

    Ryan Staley

    Founder and CEO

    Whale Boss

    312-848-7443

    ryan@whalesellingsystem.com

    www.ryanstaley.io 

     

    EPISODE RESOURCES

    https://www.sugarcrm.com

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

     

    ABOUT THE SHOW

    How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
    Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue grow

    • 37 min
    Leveraging your Clients as Capital: Speaking with Richard Owen of Data Science Company OCX Cognition

    Leveraging your Clients as Capital: Speaking with Richard Owen of Data Science Company OCX Cognition

    Two-time CEO and first time founder of OCX Cognition Richard Owen talks to Ryan in this episode. OCX Cognition is a software and data science company that uses machine learning to create real-time NPS and customer health performance. Previously to this, Richard Owen ran DELL’s ecommerce platform and he has also built two software companies.

    Richard and Ryan talk about NPS (Net-Promoter-Score), NRR (Net-Recurring-Revenue) and how using machine learning to predict and measure these can provide an invaluable resource and tool for companies. Richard also talks about and advocates on how your customers are your best marketing assett as well as your best collaborators too!

    KEY TAKEAWAYS
    OCX are due to reach their first million, they sell large tickets to enterprises, focusing on margins at a high value rather than volume of clients.
    There’s a narrative in the business community that you launch and are successful in six months, but this simply isn’t true. It takes a lot of hard graft, time and commitment to grow and reach your first million and beyond.
    Companies are always trying to figure out net revenue retention. What we know to be true in the business world, is that customers ultimately renew based on their experiences with the company relative to their expectations. Previously companies would either ask their internal teams or you would survey customers to gain this information. But this was far from an exact science. So, what OCX Cognition does is use machine learning instead to predict behaviour.
    OCX Cognition are really bringing a lot of computer and logic based science to what was previously a very anecdotal and guesswork situation.
    When OCX Cognition was created, Richard worked with clients as a service based product, using other data systems from people he knew. Once they had created solutions and value for these clients, Richard then used the capital gained to build and create their own software. If customers want to work with you and are interested in your end solution, then you can follow this approach too. But be prepared to make many changes along the way and forever be evolving to meet clients and customers needs.
    Your biggest cost when starting is in engineering. You are spending time and money creating software that you won’t use or that doesn’t work so be hyper-aware and wary of this fact.
    Your customers are your best marketing asset and your best collaborators. Word of mouth and recommendations are powerful tools and customers will tell you what you are doing right and what you are doing wrong too.
    What every company needs to understand is there a whole host of experiences that contribute to a customer making a decision on whether to stay, go forward or retract from a vendor and these interactions all start very early. The customer is in a constant state of revaluating where they are and how they feel about the company.
    Out of everything you are do as a company, what things have the highest impact? Think about this and work accordingly, not everything you do or focus on is equal.

     

    BEST MOMENTS

    “What every CEO of a company wants to understand is what essentially is my true condition of my customer base”

    “Leverage your clients as capital”

    “Every new customer we take on we are learning something that improves our fundamental algorithms”

    “Think of this as a continuous stream of activities that a customer is consuming and all of those activities impact their static level of loyalty to that company”

    Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

     

    Ryan Staley

    Founder and CEO

    Whale Boss

    312-848-7443

    ryan@whalesellingsystem.com

    www.ryanstaley.io 

     

    EPISODE RESOURCES

    https://ocxcognition.com

    https://www.linkedin.com/company/ocxcognition

    https://www.linkedin.com/in/richard-owen-98ba3/

     

    ABOUT THE SHOW

    How do you grow like a VC backed company witho

    • 37 min
    How to Create a $14M Business Based on 99% Inbound Referrals – with Matt Weinberg Co-founder and President of Happy Cog

    How to Create a $14M Business Based on 99% Inbound Referrals – with Matt Weinberg Co-founder and President of Happy Cog

    Ryan is joined in this episode by co-founder and president of Happy Cog, Matt Weinberg. Matt founded his company in high school alongside a friend and they ‘bootstrapped’ their way to huge profitability. They now serve a variety of high value clients and are also one of the fastest growing private companies in the US.

    Matt talks to Ryan all about what it took to build the company, what they do there and why their ethos of simply keeping their clients happy is how they have achieved their extraordinarily high referral rate!

    KEY TAKEAWAYS
    Happy Cog’s go-to-market strategy is heavily weighted to referrals. They have lots of happy clients and they are happy to recommend them time and time again.
    Happy Cog are full service interactive agency, they help companies solve all their digital needs. Their core services are web development, native app development, software integration, design, content strategy and marketing including seo, paid media and everything that goes along with it. Sometimes clients hire them for just one thing but many times they hire for a multitude of solutions.
    Matt and his friend started their first business in high school, it developed into them going into offices and helping them set up hardware and software and offering business solutions. They quickly realised that the internet was growing like crazy, that this would be the future and so started helping small businesses with the online world. They both went to college and got ‘normal’ full time jobs but they would work on their business on the side, as the business got bigger they quit their day jobs and the rest is history!
    Part of dealing with the growth Matt has seen in the business is having to do continual process changes. As the company and operations have got bigger, things have had to change to keep the clients happy. Constantly re-evaluating how good a job they are doing to keep the clients happy is why they have such a high referral rate.
    Happy Cog are in the clients service business. Their job is to help their clients achieve their business goal. They need to help their clients create more value than what they are paying them otherwise there is little point in hiring them. They align themselves alongside their clients’ business goals to create ultimate success and client satisfaction.
    When you are talking about creative work, it’s hard to separate emotion from logic. It’s important to understand your clients emotions towards things especially surrounding decisions. Listen to your clients and be transparent about what you believe will and won’t work for them and then show them why.
    Happy Cog’s goals for the future is to stay sustainable, by doing great things for their clients, for their employees and remaining cash flow positive so they can continue to grow and do great things.

     

    BEST MOMENTS

    “Our development department is about 65% of our revenue”

    “If we make our clients happy, I strongly believe they will tell their friends about us and we’ll get more business”

    “What’s valuable for them [the clients], what makes it a success?”

    "if we do great things for our clients, for our employees and we're cash flow positive then we can have a sustainable business"

    Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

     

    Ryan Staley

    Founder and CEO

    Whale Boss

    312-848-7443

    ryan@whalesellingsystem.com

    www.ryanstaley.io 

     

    EPISODE RESOURCES

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

    ABOUT THE SHOW

    How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
    Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leade

    • 36 min
    Leveraging Data to Hack the Modern Marketing Paradigm: with Chris Marentis of Surefire Local

    Leveraging Data to Hack the Modern Marketing Paradigm: with Chris Marentis of Surefire Local

    Right from the beginning of founding Surefire Local, CEO and founder Chris, had a dream; that using big data would solve the complexity of marketing in an internet based world for small-businesses. He went onto create Surefire Local, an ad-software company that simplifies data marketing, so the business owner can focus on what they do best and leave the complex world of modern marketing to great technology.  

    Listen in to this episode with Chris and Ryan to learn all about how Chris built Surefire Local, the details of what they do there and what has cultivated its success.

    KEY TAKEAWAYS
    The vastness of 'web 2.0' and the multi-channel omnipresence of marketing has created the modern marketing paradigm. It has both made things easier yet more complex, often overwhelming businesses, and this is the problem Surefire Local look to solve by leveraging data.
    Surefire Local integrate their software to work in the way their clients conduct business. Having the right software, in the right place in the customer journey solves a lot of problems.
    The DNA within Surefire Local is for small businesses to have the right tools to gain the control they both want and need to scale a successful business. Chris knew that if these small businesses took control over the multiple channels and avenues available to them in this web-focused world, and then had consistent structured data built into it too, then marketing and business success would almost be inevitable.
    Being able to tangibly show what outcomes you can create for a customer makes all the difference when pitching to them. If they can fully understand what it is you can do for them then of course they will be more engaged and want to work with you. Surefire Local create and build structured data for clients so they can do exactly this, including highlighting how customers interact with specific businesses.
    The next steps for Surefire Local is to build bigger systems to deal with the exponential growth and scale they are seeing. It’s a good problem to have but something Chris can’t wait to start looking at and implementing.
    A lot of people become obsessed with looking at the competition. When you focus so much on competition you will always feel 'less than. Surefire Local have never looked at the competition, instead focusing on what it is they are doing which is why they have ended up with the best product; there is nobody doing what they are doing in their space.

    BEST MOMENTS

    “What I’d encourage all those entrepreneurs out there to do is to never settle”

    “What we do is make it super simple and have customer success built in a way that guides”

    “When you have a lot of humans involved, especially at that level, there’s lots of room for error”

    “We think very hard about the customer journey and making it congruent”

    “Elon Musk is sort of my idol”

    Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

     

    Ryan Staley

    Founder and CEO

    Whale Boss

    312-848-7443

    ryan@whalesellingsystem.com

    www.ryanstaley.io 

     

    EPISODE RESOURCES

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

    ABOUT THE SHOW

    How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
    Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
    This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

    This i

    • 38 min

Customer Reviews

5.0 out of 5
45 Ratings

45 Ratings

Arlie K ,

Absolute gold!

Sales and Marketing Built Freedom is a must listen! Easily the most genuine and value-packed podcast for sales professionals of any stage. Super grateful for the outstanding content Ryan is sharing here!

JoshRhodes8 ,

As a Sales Guy - THIS is what I Needed

So glad I stumbled across Sales and Marketing Built Freedom! After listening to just one episode a few weeks back, I was hooked. I can tell a lot of thought and research is put into every episode, and I find myself looking forward to each episode drop. Keep the solid content coming - I am a HUGE fan!!

nickd8413 ,

Actionable content. Must listen.

Ryan brings great content that I can apply to my craft every episode. As a Sales Executive, I’ve found a lot of success following Ryan’s frameworks and recommend this podcast strongly.

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