Bryan McDonald is a Partner with onPurpose Growthwhich works with clients on all issues related to sales, helping entrepreneurs with ambitious yearly or multi-year revenue goals fulfill their ambition.

The company has a coaching aspect that works with entrepreneurs who serve small and medium-sized businesses, and a consulting side that works with businesses that want to break above an unyielding sales peak. Notable points to be highlighted in this episode are:

• [00:16] Introducing our guest, Bryan McDonald.
• [08:32] Slicing a vertical; how to target potential clients.
• [21:40] Getting more customer traction using a narrow vertical slice.
• [30:55] About Bryan's market research processes.
• [39:39] Systemization of sales processes.
• [47:36] Lessons from Bryan's experience.

Quotes

• "You can't out-skill a bad system"
• "Sales doesn't end when they say yes, sale ends when the work is complete and they're happy"
• "Build your business in iterations and you'll build it faster"
• "When you have a tight enough slice of the vertical; specifically, who they are, then the other questions are a whole lot easier to answer"
• "I'd rather have 5 real deals than 50 people I'm chasing"
• "You want to give people some hoops to jump through but that hoop is not about your ego; that hoop is not about making it difficult for them; the hoop is about relevance"
• "Your business grows directly proportionate to how much you grow yourself"
• "There's no failure, there's only learning"
• "Embrace help"

Resources

• onPurpose Growth Website

Connect with Bryan McDonald

• LinkedIn
• Bryan’s Website

Connect with the Host

• Scott Cantrell on LinkedIn