Many companies need to rethink revenue to survive. But this week’s episode dives into a full company transformation involving everything from a complete product overhaul to an entire shift in team management. Imagine the surprising strategies and innovative leadership that made it possible. The transition from print to digital media can be daunting, especially when trying to figure out effective team communication strategies and goal setting for performance metrics in sales.

Our special guest this week is Nick Fortine, Market President for Columbus Business First. With a background in technology and a successful history of leading sales teams through significant transitions, Nick's insights into building a digital sales strategy is highly regarded. His instrumental role in guiding Columbus Business First through the transition from print to digital media, along with the successful diversification of revenue streams, positions him as a key voice in rethinking traditional sales approaches. Nick's practical knowledge and understanding of effective team communication strategies and goal setting in sales make him a valuable resource for sales leaders and managers in any industry.

Crafting a Winning Digital Sales Strategy This is essential for organizations seeking to thrive in the digital era. Nick's experience underscores the complexities of adapting to a digital landscape, retraining the sales force, and recultivating the customer base. The conversation provides valuable insights into the challenges and strategies of building a successful digital sales approach. Nick touches on technology and AI in the digital advertising space. He emphasizes the need to leverage technology for efficiency and effectiveness in prospecting activities. He briefly discusses the impact of AI and the importance of staying ahead of the curve in the digital advertising space.

You can never over-communicate. Whether it's the overall mission, the vision of the organization, the execution strategy, how the operating model plays into tactical execution, the role of the sales team, or the role of those individual contributors in carrying out the strategy. - Nick Fortine

Key highlights in this episode:

• Mastering the transition from print to digital media requires more than just a website.
• Elevate team communication strategies to foster a culture of collaboration and success.
• Set and exceed sales goals while optimizing performance metrics to drive lasting results.
• Setting impactful sales goals and utilizing performance metrics to drive continuous improvement.

About Nick Fortine

Nick gets tremendous energy from working with talented, passionate teams to exceed client expectations and build great companies. He has led teams in a variety of successful companies – from zero revenue startups to publicly traded global organizations.

About Columbus Business First

The number 1 source for Columbus local business news and intelligence where you’ll find the latest breaking business news, updated throughout the day. Get current business headlines with daily newsletters, weekly digital editions, and more. You can find out how to become a regular subscriber and receive information about how to become an advertiser. The Columbus Business First has everything you need to grow and protect your business in your local community.

Resources in this episode:

• Find Nick on LinkedIn
• Visit Columbus Business First to sign up for a membership and access valuable business news, resources, and event networking opportunities.
• Attend Columbus Business First events for excellent networking opportunities, engaging speakers, and great food, providing a valuable prospecting tool for business growth.

Have you ever had a dry pipeline? Of course you have, we all have! But, what did you do to overcome it? Tune in to this week’s episode as we speak with an entrepreneur about an all-too-common problem…pipeline!

Lindsay Sutula, the founder of Topfox Marketing, brings a wealth of entrepreneurial spirit and experience to the podcast. Having started her journey in Iowa, she's no stranger to the ins and outs of business from picking up cans on a golf course to eventually founding a successful digital marketing agency. With a background in PR and a stint in the Boulder, CO tech scene, Lindsay's expertise lies in serving B2B companies producing $1m-$20m in annual revenue. Her journey from saxophone performance major to agency owner is a testament to her adaptability and innovative approach to marketing, making her insights valuable for business owners and marketers navigating lead generation challenges.

“The 'we've always done it that way' trap is really sneaky.” – Lindsay Sutula

Key highlights in this episode:

• Success is never a straight line: Lindsay shares a pivotal moment in early 2023 when she faced an unfamiliar challenge…a dry pipeline.
• Addressing the pipeline problem through deep niche targeting and account-based marketing (ABM).
• Valuable lessons for businesses at any stage of growth that highlight the necessity of adaptability.
• Stepping out of your comfort zone and charting new paths toward success.
• Continuous evolution and the courage to question and adapt long-standing practices.

About Lindsay Sutula

Lindsay is the Founder & CEO of Top Fox Marketing, where she is dedicated to helping businesses achieve their growth goals through innovative marketing strategies and tactics. With a passion for empowering her team and clients, Lindsay is committed to fostering a culture of creativity and collaboration. As the leader of Top Fox Marketing, Lindsay brings a wealth of experience in marketing and sales from her previous roles in small to medium-sized B2B companies in tech, advertising and telecom. Lindsay began her career in entertainment PR, working with Jazz at Lincoln Center and Palmetto Records.

About Top Fox Marketing

Top Fox Marketing exists to help brands grow. With deep brand and agency experience working for both B2B and B2C, our leadership team has been on both sides of the table. We’ve worked with global brands, emerging brands and just about everything in between.

Top Fox Marketing is the culmination of our collective experience and a reflection of where we want to be as accomplished marketers–sitting at the most fulfilling seats at the table. A place where we get to work hand-in-hand with purpose-driven brands to make a positive impact.

Complementing our leadership team is a carefully cultivated network of trusted marketing specialists that we activate on-demand. This cost-wise approach enables us to provide you with precisely the marketing you need, when you need it. No more, no less.

Resources in this episode:

• Find Lindsay on LinkedIn
• Visit Top Fox Marketing

Do you want to build trust, respect, and understanding with your prospects and customers to close more sales?

Discover the surprising truth about how your listening habits impact your sales success. Uncover the unexpected ways in which your listening skills can transform your sales process and elevate your results. Dive into the four listening zones and unlock the key to building trust and meaningful connections with your clients.

Ready to make your sales conversations more impactful and engaging? Stay tuned for the eye-opening insights in the first chapter of an Amazon bestseller, exclusively for you. Get ready to revolutionize your sales game with the power of effective listening. Are you ready to step into the world of unexpected listening? Click the link below in the Resources section for your exclusive sneak peek into the four listening zones discussed in this episode. Don't miss out on this game-changing opportunity!

This week’s episode is a replay of a webinar from Paula S. White and Ed Porter titled, “Silence is Golden: Aligning Your Listening Zones to Your Sales Process.” Paula is a communication coach with a passion for enhancing sales professionals' listening skills. With a background in sales leadership, Paula has a wealth of knowledge in navigating today's digital world and the challenges it presents to meaningful conversations. Her expertise lies in helping sales teams adapt to instant communication trends and overcome obstacles in understanding buyer needs. Paula's framework, T.R.U.E Leadership, focuses on building Trust, Respect, and Understanding leading to Execution, emphasizing the pivotal role of effective listening in sales interactions. Through her insights and practical approach, Paula aims to empower sales professionals to cultivate stronger connections and drive revenue growth.

Trust is really where the beautiful part of sales happens. - Paula White

Enhance Sales Success Enhancing sales success hinges on the ability to actively listen to customers and adapt communication strategies. By honing listening skills, sales professionals can uncover pain points, provide tailored solutions, and ultimately drive more successful sales outcomes. Improved communication leads to increased sales efficiency and effectiveness.

Key highlights in this episode:

• Unlock the secrets to enhancing your business's online interactions for greater success.
• Discover powerful strategies to build genuine and impactful connections in every conversation.
• Uncover the hidden impact of poor communication on your business's bottom line.
• Elevate your sales game with powerful listening techniques that win over customers.
• Learn how to overcome online distractions and stay focused in professional settings.

About Paula White and Side B Consulting

Paula White is a 2X Best Selling Author, Facilitator, Speaker, and visionary leader driven by an unwavering passion for music, which she seamlessly integrates to inspire a new perspective and unlock untapped potential in fellow leaders. With a unique blend of heart and intellect, Paula’s innovative approach transcends conventional boundaries, igniting transformative growth and driving unparalleled success.

Resources in the episode:

• Find Paula on LinkedIn
• Paula S. White, Side B Consulting
• Forward Impact book on Amazon
• Free digital copy of Chapter 1, The 4 Zones of Listening, Use CODE: 4ZONES