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PODCAST

Startup Hypeman: The GOAT to Market Show

Startup Hypeman

Become the GOAT To Market! This is the go-to show for founders to learn go-to-market strategy from other Founders, CXOs, VCs, and Creatives. Every episode our guest unpacks a specific and tactical strategy they"ve deployed to grow and scale their venture (and sometimes they share what didn"t work so you don"t make the same mistake!). Hosted by Startup Hypeman founder & Chief Pitch Artist, RajNATION. New episodes on Sundays.Want to go behind-the-scenes and get 1-on-1 time with our guests? Every

business marketing

All Episodes

40:26

S15E5: How To Raise Your Pricing with StartupSales.io...

Startup Hypeman: The GOAT to Market Show ·

2021/01/03

We all wish we could just charge more, don't we? Well, turns out we can. You just need to have the right strategy to pull it off. That means understanding your industry, your customer, your product, and how the three all relate to one another. Startupsales.io founder Adam Springer has helped a number of startups refine their sales processes and raise their pricing. This week he steps to the mic to unpack his best practices for doubling down your dollars.Find Startupsales.io

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54:46

S15E4: Coaching Your Champion for Executive Buyin...

Startup Hypeman: The GOAT to Market Show ·

2020/12/19

Most conversations in B2B sales are about how you sell to the person you're speaking with. Ask them the right questions, learn their pains, needs, and goals, give them pricing, send them proposals, etc. There is A TON of content in this area. The oft-overlooked part is how to navigate a multi-stakeholder deal. Most enterprise, and many non-enterprise, sales include a main point-of-contact, influencers, the economic buyer, and the final decision-maker.In these cases, your main point-of-contact has to

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52:11

S15E3: The Economics of Freemium vs. Free Trial with...

Startup Hypeman: The GOAT to Market Show ·

2020/12/13

Shakespeare said 'To be, or not to be? That is the question.' But if he lived today he'd probably say 'Freemium or Free Trial? That is the question.' Plenty of companies have tried one or tried both and failed, not fully realizing the economics of each, and what conditions better enable one acquisition strategy versus the other. To help unpack HOW to figure this out, I welcome the Prophet of Pricing, Profitwell CEO Patrick Campbell to this week's episode. Patrick shares the what, how, and why of

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47:45

S15E2: Mastering SEO For Marketplaces with GreenPal...

Startup Hypeman: The GOAT to Market Show ·

2020/12/06

Want to have lasting success in a marketplace economy? You better figure out your SEO strategy. And, I don't mean just throw a bunch of money at an ethereal concept known as SEO. I mean knowing exactly what levers to pull, how much patience you're truly willing to have, and being willing to get it wrong along the way. That's how GreenPal CEO Bryan Clayton has taken the bootstrapped lawn care maintenance marketplace company to 100,000 active users and #1 in its field (no pun intended). Bryan straight

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50:27

S15E1: Scaling A Labor-Driven Marketplace with...

Startup Hypeman: The GOAT to Market Show ·

2020/11/29

We're back with SEASON 15! To kick-off, we're talking marketplaces. Most marketplaces are labor-driven — they use technology to connect people to a particular service in an efficient way. The operative word here is PEOPLE. Many marketplace platforms have developed bad reputations for caring only about 1 group of people, the customers, while ignoring and treating poorly the other group, the labor. Verblio CEO Steve Pockross thinks that's ridiculous, and success should be qualified by creating

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1:28:56

S14E12 (Season Finale!): How To Swing An Election...

Startup Hypeman: The GOAT to Market Show ·

2020/10/25

We've reached our season finale and boy oh boy do I have a doozy for you. With the U.S. Presidential election less than a month away, I thought the perfect conclusion to this season would be to talk about the intersection of marketing and politics. Jason Voiovich is an entrepreneur, fractional CMO, and creator of the Marketer In Chief project, where he analyzes every U.S. President through the lens of marketing. I was especially intrigued by his recent article in the series highlighting Donald

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35:55

S14E10: The Science of Massive, Growth-Catalyzing...

Startup Hypeman: The GOAT to Market Show ·

2020/10/11

You've heard of Linkedin, but have you heard of Spoke? You know Facebook, but do you remember Friendster? What about Tesla vs. Fisker?Oftentimes when we analyze what propels a company to success, we say things like "Facebook had this, therefore any company who has this should be successful". But that's flawed logic. What about the companies who also had that same thing and weren't as successful? This was the basis for Sean Ammirati's research in authoring the international best-seller, The Science

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1:00:07

S14E11: The Science of Massive, Growth-Catalyzing...

Startup Hypeman: The GOAT to Market Show ·

2020/10/11

In part 2 of my conversation with Sean, we dig into the 4 specific types of events, exploring what Facebook did that Friendster didn't, How YouTube outlasted Revver, and more.Find Sean online:Social Media: @seanammiratiToday's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.com Hosted on Acast. See acast.com/privacy for more information.

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52:13

S14E9 - 400-Level Discovery Questions with Author and...

Startup Hypeman: The GOAT to Market Show ·

2020/10/04

You know to ask about budget. You know to ask about timeline. You know to ask about what they are looking for in a solution. But when you're selling your product, do you know how to go beyond these surface area "100-level" questions? If you can, you've opened the door to learning about your prospect's true thoughts and opinions, and most importantly their emotions. This is where your 400-level questions live. What are these questions, and how do they influence your sales process? Anita Nielsen,

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47:11

S14E8: Lessons Learned from 4000+ Demos with Demio...

Startup Hypeman: The GOAT to Market Show ·

2020/09/27

How do you respond when a prospect starts talking about your competitor on the phone? When you've run 4,000 demos like David Abrams has, you're bound to encounter that at least a few times and figure out what to say. Demio has learned enough along the way to the tune of over 3k active customers who have collectively run over 1 million webinars on their platform, and a team of 22. As a bootstrapped company they've had to be scrappy, but they've also been able to give the company breathing room to

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51:40

S14E7 - Accelerating Deals Through Your Sales Funnel...

Startup Hypeman: The GOAT to Market Show ·

2020/09/20

We've all had those moments where it looks like a sale is going to happen, and happen quick.And then...silence. Crickets.The inevitable slowdown occurs.Sometimes it takes you by surprise, and other times you're expecting it because you know you work with slow-moving organisations.Prezentor found this happening again, and again...and again.So they took a step back, looked at their funnel, and made key adjustments.These adjustments increased deal velocity by trimming the timeline a full 50%.Their CEO

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55:11

S14E6: Transitioning Out Of Founder-Led Sales with...

Startup Hypeman: The GOAT to Market Show ·

2020/09/13

There are two types of founders: Those who love to sell, and those who think sales is the devil's creation.Whichever camp you fall in, there comes a point where you have to leap from being responsible for customer acquisition, and hiring/onboarding your first sales rep or VP.How do you make it less of a leap and more of a skip?My longtime friend Tony Lenhart, known as The Sales Drummer, and Partner at Sales Empowerment Group (SEG), has been selling for over two decades.He now incubates sales talent

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54:06

S14E5: Increasing Productivity By Learning A New...

Startup Hypeman: The GOAT to Market Show ·

2020/09/05

Want to become a better listener?Or a better improviser when meetings take a hard left?Or become all around more productive?Try learning a new language.That's what Polytripper Cofounder and hyper-polyglot himself Mohan Embar says.As someone who has learned 8 languages and currently on his 9th, he steps to the microphone in this week's episode to share the rationale behind why learning a new language will make you better in business, along with learning hacks and more.Find PolyTripper online:Socials:

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54:09

S14E4: Building KPIs Around Your Core Values with...

Startup Hypeman: The GOAT to Market Show ·

2020/08/30

"We're really focused on revenue growth right now, so we're not as focused on core values."Believe it or not, that's actually what a lot of companies tell their employees.But what good are your core values if you only value them when it's convenient?Erin Diehl's business improv training company Improve It! is a graduate of the Goldman Sachs 10k Small Businesses program and has worked with the likes of Kellogg's, United, Pepsico, Groupon, Motorola, and more.They haven't come this far by tabling their

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47:24

S14E3: Leveraging Your Network For Brand Awareness...

Startup Hypeman: The GOAT to Market Show ·

2020/08/23

You can run facebook ads, you can do cold call and cold email campaigns, and you can boost your SEO.But one of the most effective, and cost-efficient, ways to grow your lead flow, customer base, and overall interest in your brand is by tapping into your existing network.That's how Bilingual Bridges has expanded from the U.S. into Europe, Asia, and Central America in its first 3 years.Their CEO Kelly joins me to share that networking isn't dead, even in the midst of a pandemic.Find Kelly and

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1:03:37

S14E2: 3X'ing Lead Flow from Website Updates with...

Startup Hypeman: The GOAT to Market Show ·

2020/08/16

Every company goes through that period where they actually push people AWAY from their website, because it doesn't accurately reflect who they are and what they do.I know that was the case for Startup Hypeman's website until recently.Wicked Reports was in this boat as well, where they found that through piecemeal updates to their website over time, it produced crazy high bounce rates and confused leads.Their CEO Scott took some time and followed a systematic process he learned from the book

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58:26

S14E1 - 7 Prospecting Plays To Land More Meetings...

Startup Hypeman: The GOAT to Market Show ·

2020/08/09

We're back with a brand new season!And kicking us off making his record-setting FOURTH appearance on the show is my close friend Jason Bay, or JBay for short.JBay has spent the last 3 years testing prospecting strategies himself, interviewing sales leaders and top SDRs at companies, and leading sales reps of all kinds through prospecting boot camps.The 3 primary channels he revolves around are Phone, Email, and Linkedin, and in our season premiere he shares 7 unique prospecting plays he's gathered

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43:14

Best of Season 13: S13E8: Generating Feedback Loops...

Startup Hypeman: The GOAT to Market Show ·

2020/08/03

We are gearing up for Season 14, but in the meantime, enjoy one of our favorites from Season 13!Buyer Experience is all about making it as easy as possible for the buyer to make a purchase decision.Typically that comes with the territory of optimizing the best parts of your sales process and over-providing value.For ClearCover, a company that has raised over $100 million and has 150+ employees in just over 3 years in business, it's a different story.They identify the point of failure within their

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44:09

Best of Season 12: S12E10: Finding The Right Customer...

Startup Hypeman: The GOAT to Market Show ·

2020/07/14

We are gearing up for Season 14, but in the meantime, enjoy one of our favorites from Season 12!As much as online ads and click-bait might try to convince you, customer acquisition is NOT one-size-fits-all.In most cases it takes a little trial and a lot of error to get it right for your specific industry, market, product, and use case.Zinda.xyz Founder & CEO Deepa Kartha is my guest this week to talk about her SaaS company's current road to product-market fit, and how they've completely changed

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1:19:29

S13E12 - Using Story To Clarify Brand Perception with...

Startup Hypeman: The GOAT to Market Show ·

2020/06/21

I didn't think it was possible, but I found someone who is as passionate about storytelling as I am.Enter: Michele Kelly, Cofounder & CEO of K+L Storytellers, a corporate storytelling agency focused on brand development and content creation.There was magic in the air in this conversation, as we got deep into storytelling philosophy, strategy, and execution. If you leave this episode not convinced that you should build (or rebuild) your company around your story, then we haven't done our job.And

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