Peter talks with Shari Pheasant about workplace conditions, retaining employees and challenges facing today's business owners. Building relationships and improving the workplace environment are key to reducing turnover and keeping your team productive.
iamhorsepower.com
shari@iamhorsepower.com
775-461-1110

Shari Pheasant of Horsepower Strategies: Risk Aversion

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While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy.


In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, joins to discuss the dynamics of sustainable revenue growth and the intersection of strategy, leadership, and sales. He explores the pivotal role that leadership and motivation play in shaping the success of sales organizations. Scott uncovers the common pitfalls associated with viewing sales merely as a transactional function and advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies. This conversation with Scott provides a roadmap for leaders and sales professionals alike, guiding them on how to bridge the gap between sales & strategy to drive sustainable, more predictable and profitable revenue growth.


 In this episode, you’ll learn: 
- That growth is not merely a sales issue but a leadership and motivation challenge.
- The power of aligning strategy, leadership, and sales to achieve sustainable revenue growth.
- The importance of helping salespeople see the long-term benefits of investing in their professional development.


Scott is founder of Edinger Consulting and a bestselling author, keynote speaker, and regular contributor to both Forbes and Harvard Business Review. He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, creating positive change for clients with expertise in the intersection of leadership, strategy, and sales. Scott has worked with CEOs and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom-line results. 


Jump into the conversation:

[00:02:46] Challenges in Driving Sales Performance
[00:18:50] How to Make Sales Truly Strategic
[00:22:13] Three Ways to Design a Valuable Sales Experience
[00:27:31] The Importance of Consistency in Brand Promise
[00:29:32] Making Emotional Connection in Leadership

Additional Resources: 
Scott on LinkedIn: https://www.linkedin.com/in/scott-edinger/
Follow Scott on Twitter: https://twitter.com/ScottKEdinger 
Scott's website:  https://www.scottedinger.com/
Scott’s Book: The Growth Leader: Strategies to Drive the Top and Bottom Lines

Ep 078 How to Crack the Growth Code in Sales

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Derek Champlin, VP of Revenue Operations at Upright Labs, to explore the challenges and strategies behind scaling a high-growth startup. Derek shares his journey from operations into sales, and how his diverse experience has shaped his approach to managing teams, closing deals, and driving growth.

Throughout the conversation, Derek discusses the critical role of product-market fit in driving sustainable growth and how balancing sales leadership with operational responsibilities is essential for success. He offers insights into time management techniques that keep high-performance teams on track and reflects on the challenges of talent acquisition and retention in a fast-paced startup environment. Derek also touches on maintaining work-life balance, especially while managing a demanding travel schedule and personal commitments.

This episode is packed with actionable advice for sales professionals and leaders looking to scale their businesses while effectively managing day-to-day operations. Tune in to hear Derek’s strategies for success in revenue operations and beyond.

35. Mastering Growth and Leadership: Scaling and Managing in Revenue Ops

Rehan, a marketing pro, led Eury Industries to a successful IPO. Learn how he navigated intense investor scrutiny, showcased growth potential, and built a billion-dollar brand. Discover the secrets to a successful IPO and the power of effective marketing in this episode of The Storytelling Marketer, sponsored by Marketing Gunda.

#IPO #marketing #investorrelations #growthstrategy #FMCG #brandbuilding #publicrelations #thestorytellingmarketer #marketinggunda #brandbuilding #brand

Episode 10 The IPO Success

In this episode of the RIA Edge Podcast, host David Armstrong interviews David Hefty, founder and CEO of $3.4 billion AUM Credent Wealth Management. Hefty narrowly escaped pursuing a career trading commodities on the floor of the Chicago Board of Trade, and instead started an independent wealth management firm shortly after college. But it wasn’t until the past few years that he and his team implemented an aggressive growth strategy, doing over a dozen deals in short order and uniquely being fueled by a relationship with a private credit firm (keeping the undiluted equity in the hands of the advisors). Hefty and his team put the client experience at the forefront of all decisions, and for them, that means full assimilation of onboarded teams into the Credent brand and the workflows. 

Top takeaways from this episode include:

- Credent’s assimilation strategy when it comes to M&A and what it means to be an “anti-aggregator.”
- Why most acquisitive RIAs are building out an “advisor-centric” model of a wealth management firm, and why that’s not always good for the client. 
- What motivated the decision to access private credit instead of equity funding to fuel Credent’s growth strategy, and the firm’s relationship with lending shop Crestline Investors.
- The detailed onboarding process that every one of Credent’s 13 recent acquisitions underwent when they joined the firm. 
- With a dozen more deals in various stages of pursuit, Hefty reveals his future ambitions for the firm and what it will take to become truly “unbuyable” by all but a few national firms. 

Resources:
 
RIA Edge Podcast: http://bit.ly/3YVhfof 
 
Connect With David Armstrong:
 
WealthManagement.com: http://bit.ly/3RKHvyY 
LinkedIn: WealthManagment.com: https://bit.ly/3YkoRAv 
LinkedIn: David Armstrong: https://www.linkedin.com/in/djamesarmstrong/ 
Twitter: David Armstrong: https://twitter.com/djamesarmstrong 
LinkedIn: Informa: https://bit.ly/3leEF9g 

Connect With David Hefty:

Credent Wealth Management: https://credentwealth.com/ 
LinkedIn: Credent Wealth Management: https://www.linkedin.com/company/credent-wealth-management/ 
LinkedIn: David Hefty: https://www.linkedin.com/in/hwpdavidhefty/ 

About Our Guest:

There are few people more passionate about changing financial lives than David Hefty. As Chief Executive Officer, his vision and leadership have built Credent into a firm dedicated to doing what’s best for hardworking Americans, all with the highest standards of transparency.

Believing all Americans should have access to high-quality, independent advice, David is committed to fee-only financial partnerships. He co-founded Hefty Wealth Partners in 2000 and joined Oak Point Financial Group in 2018 to form Credent Wealth Management.

RIA Edge Podcast: Building Out the ‘Anti-Aggregator’ RIA, with David Hefty

Afsar Ebrahim is a smart Corporate Strategist and Executive Director at Kick Advisory. He helps businesses plan for success, make good decisions, and grow stronger. With his expert strategies, companies can overcome challenges and achieve their goals. Afsar Ebrahim’s advice makes business planning simple and effective.

Visit us: https://afsarebrahim.com/

Afsar Ebrahim- Executive Director, Kick Advisory  Corporate Strategist

In this episode of the RIA Edge podcast, host David Armstrong speaks with Kay Lynn Mayhue, president of Merit Financial, about the firm’s approach to growth as it reaches $24 billion in assets under management and celebrates its 50th acquisition. Mayhue discusses Merit's recent capital partnership with Constellation Wealth and how the firm balances aggressive M&A activity with organic growth initiatives.

Mayhue explains Merit's three partnership models—succession, leadership, and growth—and how the firm has evolved to attract larger, more sophisticated advisory practices. She emphasizes Merit's philosophy that organic growth responsibility belongs at the company level rather than with individual advisors, allowing advisors to focus on client relationships while the firm develops strategic alliances and referral programs to drive new business.

Key insights:

- How Merit Financial maintains a unified brand across all 50+ offices, which Mayhue credits with creating operational efficiencies while still allowing advisors significant autonomy within established guardrails
- How the firm's approach to advisor efficiency varies based on client demographics and advisor growth potential, with top producers receiving additional support to maintain growth capacity
- How strategic partnerships with CPAs, banks, and retirement plan advisors serve as critical organic growth channels for Merit advisors
- How Merit's leadership team development has been crucial to its scaling strategy, with Mayhue advising firms to hire strategic leadership positions earlier than they think necessary

Resources:

Listen to the RIA Edge Podcast on WealthManagement.com: https://bit.ly/3YVhfof 
Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts: https://bit.ly/3RFXCPn 
Listen and Subscribe to the RIA Edge Podcast on Spotify: https://bit.ly/44Cbwd5 
 
Connect With David Armstrong:
 
WealthManagement.com: http://bit.ly/3RKHvyY 
LinkedIn: WealthManagement.com: https://bit.ly/3YkoRAv 
LinkedIn: David Armstrong: https://www.linkedin.com/in/djamesarmstrong/ 
Twitter: David Armstrong: https://twitter.com/djamesarmstrong 
LinkedIn: Informa: https://bit.ly/3leEF9g 

Connect With Kay Lynn Mayhue:

Merit Financial Advisors: https://www.meritfinancialadvisors.com/ 
LinkedIn: Merit Financial Advisors: https://www.linkedin.com/company/meritfinancialadvisors/ 
LinkedIn: Kay Lynn Mayhue: https://www.linkedin.com/in/kaylynnmayhue/ 

About Our Guest:

Kay Lynn Mayhue, CFP®, AEP®, RFC®, has played many roles in the financial advisory industry: as a successor, partner, seller, and buyer. This unique and diverse background allows her to be able to relate to advisors in all phases of their careers and mergers and acquisitions.

With a background in financial planning and leadership, her career spans several areas, including advising clients, mergers and acquisitions, and strategic growth. Kay Lynn worked her way up from an entry-level position to earn her seat at the C-Suites table as President of Merit, which oversees $15.96 billion* in RIA and Brokerage assets under management. She holds her CFP®, AEP®, and RFC® and has been a critical decision-maker for two firms over the past twenty years.

Kay Lynn has overseen multiple mergers and acquisitions over the past four years and has been recognized for her position as a female leader in the financial services industry. She is passionate about helping people take their careers – and themselves – to exceptional levels. Kay Lynn’s influence in the industry and her drive for success a driving factors in Merit's ongoing growth and appeal to growth-oriented advisors. 

RIA Edge Podcast: Building a National RIA Brand Without Losing Identity with Kay Lynn Mayhue

Welcome to the exciting world of 'The Room Podcast', where we discuss all things marketing, every Friday. And guess what? The show is proudly sponsored by 'Marketing Gunda'.
 
Well, each episode is packed with valuable insights and tips on marketing, brand building, and business growth. RJ and his guests explore the challenges, trends, and opportunities in the ever-evolving marketing landscape.

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. 

Welcome to Mental Selling!

Nevada Real Estate Radio™ airs Thursdays, 3pm PST on 93.7 FM in Northern Nevada.  Here on Soundcloud you find many of our previous shows. Learn more about our passion and team at www.NevadaRealEstateRadio.com 
I'm Director of Marketing at Sage International and I interview Realtors™ and real estate-related investors every week so we can talk about the current topics to consider if you're buying or selling investment real estate. Listen to the experts before you make that next big real estate decision.
Attention Radio Guests: Sign-up for SoundClound (it's free) so that your interview will be posted on your own SoundCloud site. It's a great way to grow your listener base and business on the web.
CLICK on the blue bar below any of my tracks to sign-up and/or leave a comment. Thank you.
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NMLS ID#  |Branch NMLS ID#  | Lending Company NMLS ID#  | An Approved Equal Housing Lender

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

I am the founding partner of KICK Advisory Services. I have over a quarter century of experience in Corporate Restructuring, Litigation Support, Mergers & Acquisitions, Strategy and Financial Consulting and Fund Raising to clients across a wide spectrum of industries both locally and internationally.

New tracks tagged #GrowthStrategy