Nick presents a special episode in the company of Jason Horsman, co-founder of Matter, a B2B sales outsourcing and data-driven consultancy. They discuss the evolution of Jason's career, the challenges of aligning sales and marketing in legacy organisations, and the importance of data in modern B2B sales strategies.

Jason shares insights into his business's mission to reclassify business data and the journey of merging with a tech company to enhance their offerings. Nick mentors Jason live, and together they delve into the complexities of scaling a business, the significance of productisation, and the need for operational efficiency as they aim for significant growth and profitability.

KEY TAKEAWAYS

• Data is crucial for effective sales and marketing strategies, especially as buyer behaviour evolves with the rise of millennial and Gen Z decision-makers. Organisations need to prioritise data to enhance their sales processes.
• Many B2B organisations, particularly in traditional sectors like manufacturing, struggle with cultural shifts and adapting to modern sales and marketing practices. This often leads to misalignment between sales and marketing functions.
• There is a strong focus on transitioning from bespoke services to productised offerings. This shift can lead to improved profitability and efficiency, as standardised products are easier to market and sell compared to customised solutions.
• The need for investment is highlighted as a way to accelerate growth, particularly in developing technology products that can be sold as self-serve solutions. This investment is essential for scaling operations and enhancing service delivery.

BEST MOMENTS

"I think the key challenges in B2B remain misalignment of sales and marketing functions. Data not being at the heart of what organisations are doing."

"We've really tuned into that kind of mindset. The heart of the business really... is an AI market mapping tool."

"I think a lot of organisations are playing catch up on data. It's almost like the rate of change down here with the buyer has overtaken the cultural legacy."

"I think the ultimate problem we see isn't actually with the sales and marketing leaders; I think they get this point now."

GUEST RESOURCES

Jason Horsman LinkedIn - https://uk.linkedin.com/in/jason-horsman-b16399b

VALUABLE RESOURCES

FREE DOWNLOAD:

"Exit For Millions Blueprint” - This blueprint will help uncover gaps across 15 danger areas that could sabotage your dream of achieving a life-changing exit.

https://go.highvalueexit.com/opt-in

Nick’s LinkedIn: https://highvalueexit.com/li

Nick Bradley is a world-renowned author, speaker, and business growth expert, who works with entrepreneurs, business leaders, and investors to build, scale and sell high-value companies.

He spent 10+ years working in Private Equity, where he oversaw 100+ acquisitions, 26 exits, and over $5 Billion in combined value created. He has one of the top-ranked business podcasts in the UK (with over 1m downloads in over 130 countries). He now spends his time coaching and consulting business owners in building and scaling high-value business towards life-changing exits.

Support the show: https://highvalueexit.com/

Nick welcomes business maestro, Dan Sullivan, the founder of Strategic Coach. They delve into Dan's extensive journey in coaching, which began in 1974, and explore his transformative philosophies, including the concept of the "Four Freedoms" that entrepreneurs seek: freedom of time, money, relationships, and purpose.

Dan shares insights on the importance of structured workdays, emphasising the balance between focus days, buffer days, and free days to enhance productivity and personal well-being.

KEY TAKEAWAYS

• Entrepreneurs prioritise freedom over money, with the four freedoms being freedom of time, freedom of money, freedom of relationship, and freedom of purpose. Achieving these freedoms sequentially allows entrepreneurs to focus on their true purpose in life.

• A structured approach to time management includes focus days for productivity, buffer days for preparation and learning, and free days for rejuvenation. This balance helps maintain high performance and prevents burnout.

• Cash flow is crucial for entrepreneurial success. Establishing a business model that ensures upfront payments can prevent financial strain and allow for sustainable growth.

• Effective entrepreneurship requires a shift from a control mindset, which focuses on maximising existing resources, to a leadership mindset that emphasises creating new opportunities and inspiring others within the organisation.

BEST MOMENTS

"What drives entrepreneurs and how they measure their progress is how much freedom they have."

"I had to change the way I thought about things. I had to think about my identity in a very, very different way."

"The job of the entrepreneur is to create a new future for the company. So you're a trailblazer."

"The greatest courage required in our program is for people just to give themselves a whole day. They're not looking at their cell phone."

GUEST RESOURCES

Dan Sullivan - https://www.strategiccoach.com/coach/dan-sullivan/

VALUABLE RESOURCES

FREE DOWNLOAD:

"Exit For Millions Blueprint” - This blueprint will help uncover gaps across 15 danger areas that could sabotage your dream of achieving a life-changing exit.

https://go.highvalueexit.com/opt-in

Nick’s LinkedIn: https://highvalueexit.com/li

Nick Bradley is a world-renowned author, speaker, and business growth expert, who works with entrepreneurs, business leaders, and investors to build, scale and sell high-value companies.

He spent 10+ years working in Private Equity, where he oversaw 100+ acquisitions, 26 exits, and over $5 Billion in combined value created. He has one of the top-ranked business podcasts in the UK (with over 1m downloads in over 130 countries). He now spends his time coaching and consulting business owners in building and scaling high-value business towards life-changing exits.

Support the show: https://highvalueexit.com/

Nick reflects on the past year and shares valuable insights as he celebrates six years of podcasting and over a million downloads. He looks at the importance of reflection and intention-setting as we transition into a new year and discusses his personal and professional growth, including a health scare that shifted his perspective on stress and well-being.

Nick encourages you to create a vivid vision for your lives and businesses, break down your goals into actionable steps, and establish accountability to achieve extraordinary results.

KEY TAKEAWAYS

• At the end of each year, it's important to reflect on personal and professional achievements, challenges, and growth. Journaling about these experiences can help gain clarity and appreciation for incremental gains, which contribute to overall success.
• Rather than focusing solely on traditional goal-setting, consider setting intentions for the year ahead. This includes creating a vision for your life and business, which should align with your values and desired outcomes.
• Building a personal brand or business can be more effective by concentrating efforts on a single platform, rather than spreading oneself too thin across multiple channels. This focused approach can lead to significant growth and engagement.
• Establishing accountability through partnerships, coaching, or public declarations of goals can enhance commitment and execution. This can apply to various aspects of life, including health, business, and personal relationships.

BEST MOMENTS

"Sometimes you've just got to start, right? And that's the most important thing."

"I encourage you to maybe think about things differently as you go into 2025, because you don't want to be in a situation where that stress is going to show up in other ways."

"Your business should just be a vehicle to helping you create an outstanding life."

"If you can't define what you want your life to be like in the next three years, it's going to be very, very difficult for you to build a business that works for you."

"Sometimes progress is more important than perfection."

VALUABLE RESOURCES

FREE DOWNLOAD:

"Exit For Millions Blueprint” - This blueprint will help uncover gaps across 15 danger areas that could sabotage your dream of achieving a life-changing exit.

https://go.highvalueexit.com/opt-in

Nick’s LinkedIn: https://highvalueexit.com/li

Nick Bradley is a world-renowned author, speaker, and business growth expert, who works with entrepreneurs, business leaders, and investors to build, scale and sell high-value companies.

He spent 10+ years working in Private Equity, where he oversaw 100+ acquisitions, 26 exits, and over $5 Billion in combined value created. He has one of the top-ranked business podcasts in the UK (with over 1m downloads in over 130 countries). He now spends his time coaching and consulting business owners in building and scaling high-value business towards life-changing exits.

Support the show: https://highvalueexit.com/