Anna Henry of Shift Sustainability Consulting tells us that consumers are anxious about climate change and are beginning to demand that the businesses that they patronize are supporting this cause. Many consumers believe that brands have just as much responsibility for – and ability to take – climate action as governmental bodies. Anna points out that survey data from The Economist shows a 71% rise in online searches for sustainable goods in the past 5 years. KPMG reveals 80% of the world's top companies are already reporting on sustainability metrics, and Forbes estimates 20% of top global companies have made a commitment to go net zero. Companies need to find ways to demonstrate to consumers that they care about this issue and are taking action.

Anna recommends each business create a climate action plan that identifies actions that are both impactful and visible. Examples include airlines offering emissions offsets, utilities providing the ability to purchase green electricity, and Amazon adding a Climate Pledge Friendly tag to help consumers identify products that have more sustainable attributes. Anna provides 5 steps to create a consumer-focused climate action plan for your business.  

Show highlights

04:17   Consumers are increasingly choosing to do business with climate aware companies.

04:55   Consumer-driven activism.

07:01   Doing what some of your customers want but not others.

09:55   How companies benefit from adopting climate aware policies.

12:02   5 steps to implement a climate action plan.

15:24   Learn about Anna.  Email Anna at anna@shiftsustainable.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Do Less Marketing. Get More Clients. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Jeff Krukin of Earth-Space Commerce Advisors points out the tremendous potential that companies have to do business in the commercial space industry.  While you’ve heard of space industry companies like Jeff Bezos's Blue Origin, Elon Musk's SpaceX, Richard Branson's Virgin Galactic, and even the space force military branch, you may not appreciate how much these and other companies in the sector may need what you offer.  Jeff informs us that space isn’t a far future market that's "out there".  The commercial space market is rapidly growing and needs products and services to solve issues they have today.

Jeff recommends that you need to do 4 things to develop a market access strategy.  First, identify where both the current and near-term demand is for your products in the various commercial space industry market sectors. Second, pinpoint and prioritize your target customers within these sectors.  Then, analyze your competition, and determine how to beat them, and finally develop an executable market access strategy.  Jeff provides a 5-step process to successfully implement your market access strategy to enter the commercial space sector.  Listen to the end for the details of Jeff’s gift to our listeners.

Show highlights

04:03   The opportunity to serve the commercial space market.

05:33   Why companies find this a hard market to break into.

08:15   What you need to do to take advantage of the opportunities in the commercial space sector.

11:18   The opportunities available to those who dare.

15:27   5 steps to implement your marketing strategy for the commercial space sector.

19:15   Learn about Jeff.  Email Jeff at jkrukin@esca.global.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Do Less Marketing. Get More Clients. The workshop will show you how to become remarkably referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Chia-Chun Chung of Cadence Process Consulting observes that hard tech company founders have much uncertainty on how to go from “breakthrough performance” in the lab to “the new normal” for their product.  Scaling up uncovers unexpected problems that lengthen the time to market putting the company trajectory in jeopardy.  There are 3 big challenges to overcome when you go from the lab to full-scale production: unit economics, process behaviors, and quality standards.

Chia-Chun cautions that the ability to scale effectively requires you to set realistic expectations, map out your processes, and shorten your critical path to accelerate the speed of learning, and understand process dependencies.  She provides a 3-step process that every hard tech manufacturer can take to ensure a successful scaling journey.  Listen to the end to get the details of her gift to our listeners.

Show highlights

04:17   The challenge of going from the lab to commercial production.

05:30   Why you can’t scale by making what you do in the lab bigger.

07:46   Tackling the difficult challenge of scaling.

09:43   How companies benefit from following the right process to scale.

13:52   An implementation roadmap for scaling your process.

16:47   Learn about Chia-Chun.  Email Chia-Chun at chiachun@cadenceprocess.com or call her at +1.781.957-6910.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Do Less Marketing; Get More Clients. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Alex Burkhart of Zooky observes that while many enterprise executives desire to make a mark as innovators in their business, they fail to properly understand what it is they are trying to solve, who they are selecting to help solve the problem, and how they are going about solving the problem. Alex points out that innovation inside a corporation requires very different types of thinking and talent. 

Alex recommends that executives develop a system that allows their team and company to create a sustainable culture of innovation.  He argues that executives must focus on creating a sustainable culture of innovation that's tied to the right metrics and possible outcomes.  Innovators must embrace having to navigate a fair amount of uncertainty and ambiguity. Alex recommends a 5-step process to successfully implement a culture of innovation inside the enterprise.  Listen to the end for Alex’s gift to our audience.

Show highlights

02:48   Why enterprises struggle to innovate.

05:12   Finance and governance.

10:47   How an enterprise should foster innovation.

12:28   How an enterprise benefits from having innovation embedded within.

17:06   5 step implementation process to create a culture of innovation inside the enterprise.

21:13   Learn about Alex.  Email Alex at alex@whatiszooky.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Become Remarkably Referable. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Scott Kaplan of Quick Hit Sales Tips observes that sales is one area where most CEOs think they should and must do better. Frequent pain points are needing to level up the sales skills of their team, getting new hires up to speed, consistency, and management. Scott points out that these issues are often caused by a lack of experience in using the right sales tools, poor coaching skills in the leadership team, and sales being under-resourced.

Scott recommends that sales people constantly improve their sales skills and be open to coaching. Sales leaders need to be able to coach on deal strategy, selling, and skill development.  They need to put together the right programs, tools and structure for scale and create a results driven environment. This should result in sales attainment going up by at least 20% and deliver a wide range of other benefits in addition. Scott provides a 4-step implementation plan to get your sales team to perform at a top level. Listen to the end for Scott’s gift to our audience.

Show highlights

03:27   CEOs often have unrealistic expectations of sales people.

07:24   How to set expectations for the sales team.

13:38   What sellers and their management need to do.

16:52   How this impacts revenues in a material fashion.

20:11   4 steps to implement an effective sales management program.

25:12   Learn about Scott.  Email Scott at scott@quickhitsalestips.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Nicole Hanusek of Smack Happy Design points out that an out of date website can result in the growth of your business stalling out because you’re not getting the right leads.  Many business owners think their website is a create it and forget it. She observes that your website reflected your business when it was created but over time your business has likely changed but your website hasn’t. So now your website is attracting the people who used to be a good fit for you but are no longer.

Nicole points out that most people, when redoing their websites, modify the current site when what you actually want to do is start over from scratch. Based on who your target is, figure out how to present it on your website. Help them find exactly what they're looking for and let them know they're in the right place.  Nicole lays out a 4-step implementation process for how to get your website to reflect your current business and where you’re going in the future rather than keeping it as an historical record of your past.  Listen to the end for Nicole’s gift to our audience.

Show highlights

03:32   One reason your sales could be stagnant is your website is out of date.

04:01   How out of date websites hurt your business.

06:54   Start from scratch when it’s time to redo your website.

09:30   The importance and benefits of having an up to date website.

14:55   4-step tactical plan to redo and relaunch your website.

19:28   Learn about Nicole.  Email Nicole at nicole@smackhappy.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Nick Kobayashi of Open Door Consulting laments that employers don’t understand that a big reason why employees are quitting is because they don't see a path for growth. Since the 1980's, employer's have looked at employees as commodities. The employer/employee relationship changed and the responsibility of training and continuing education fell to employees. Now, employers are starting to pay the cost in terms of losing valuable talent, institutional knowledge, and increasing recruiting costs.

Nick suggests that every business needs to establish some kind of talent development program for their employees. Structured mentorship and career development programs are proven to improve engagement, reduce turnover, and increase revenue.  Nick lays out the 3 steps a business owner should take to attract and retain staff using career development.  Listen to the end for a valuable gift that Nick is offering our listeners.

Show highlights

02:46   Employees are leaving their jobs because they don’t see a path for growth.

03:20   The employer - employee relationship has changed for the worse in the last 40 years.

07:33   Employers need to combat lack of employee loyalty by offering talent development programs.

09:13   Why train staff if they are just going to leave?

13:24   The benefits to employers from investing in the development of their staff.

16:07   A 3 step approach to implementing a career development program.

21:21   Learn about Nick.  Email Nick at nick@opendoorconsulting.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Joe English of 360 Consulting observes that so many businesses struggle to meet sales goals and expectations in spite of their best efforts. This manifests itself in stalled out proposals, inability to take sales to the next level, lack of time to manage sales, inability to find the "right" salesperson, or having the wrong compensation system. Joe points out that there are 4 reasons why companies struggle with their sales: 1. They lack the right go-to-market strategy; 2. They don't have roles, responsibilities, comp plans and onboarding processes for their sales team; 3. Their sales process is ineffective; and 4. They don’t have the right management process.

Joe recommends business owners must have an exceptional onboarding plan and a solid management process that provides constant feedback and input to salespeople so they have clear expectations. Joe offers a 5-step process to implement an effective sales development and management process. Listen to the end for Joe’s gift to our audience.

Show highlights

03:43  The signs and symptoms that a business is failing at building a sales function.

05:24  The underlying issues that cause your sales function to start to underperform.

08:39  The game plan to build an effective sales function.

09:36  The importance of clarity of task in sales team performance.

12:20  The impact on the business owner of having an effective sales team and process.

13:28  5-step process to professionalize your sales function.

17:12  Learn about Joe.  Email Joe at joe@360consultingdfw.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you become referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.