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066: Diana Wu David’s Pricing Process

As a former Financial Times executive with a background in economics, Diana Wu David knows a thing or two about pricing. The price you charge for your product or service directly reflects its perceived value and is one of the quickest ways to increase profitability. Yet, some find it difficult to raise prices. In this episode, Diana explains her formulaic process for testing pricing strategies that include developing a minimum viable product, segmenting customers, and performing A/B testing.  Breakthrough the psychological factors preventing you from greater profitability.

Special Guest: Diana Wu David, Founder & CEO – Sarana Labs

Location:  Hong Kong

Show Notes:

Diana’s TEDx Talk – The Difference Between Running and Running Free:

Watch the Video Version of this Interview (COMING SOON!)

Related Episodes:

  • Episode 033: Pricing for Profit with John Ray
  • Episode 032: Running Your Business by the Numbers with Charles H. Green
  • Episode 040: Lowering Overhead & Increasing Revenue with Forrest Tuff

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065: Jason Smith’s Sales Synergistics Process

EVERY business exists to make money. Without it, they will surely fail. This #1 need kickstarts the sales process and it’s the reason we’re kicking off Season 6 (Profitable Processes) with the topic. In this episode, sales guru Jason Smith shares his sales synergistics process for aligning all business units of a company to maximize revenue potential. Learn about his 5-ring framework for achieving this alignment and how to implement it in your business to prevent sales and operations silos as your company grows.

Special Guest: Jason Smith, Founder & CEO – CIGRIE

Location:  Atlanta, GA  USA

Show Notes:

  • Sales Benchmark Index (SBI): a management consulting firm based in The Netherlands that specializes in sales and marketing techniques to help companies reach their revenue targets.
  • Sales Operations: an article that provides an in-depth explanation of sales operations.
  • Sales Transformation: an article describing the definition of sales transformation.
  • Gong.io: a tool to help “Generate more revenue by having better sales conversations with the #1 conversation intelligence platform for sales.”
  • Capterra: search for the best Customer Relationship Management (CRM) software to suit your company’s needs on this site.
  • SalesLoft: the “#1 engagement platform that helps you understand your customers’ needs and respond in meaningful ways.”
  • Aslan Training: an award-winning, top-ranked sales training company.
  • Meetup.com: an international platform designed to help people with similar interests organize into groups for networking.
  • TAG Sales Leadership Society: the Technology Association of Georgia’s program for sales professionals.
  • European Sales & Marketing Association (ESMA): an organization for professional sales agents, distributors and manufacturers as well as sales and marketing organizations that represent the packaged consumer goods industry.

Watch the Video Version of this Interview:

Watch the Aftershow!

Related Episodes:

  • Episode 007: Staffing Up While You Scale Up – Tips for Getting the Help You Need When You Need It
  • Episode 020: Striking the Perfect Balance Between Marketing & Operations
  • Episode 023: Attracting Top Talent to Your Business
  • Episode 040: Lowering Overhead & Increasing Revenue with Forrest Tuff
  • Episode 050: Sparking Innovation & Sales via Intrapreneurship with Carl E. Reid

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064: The One Thing You Need to Know About Process Improvement – Alicia Butler Pierre

Processes not only ensure consistency with how you make a product or deliver a service, but they directly impact your customer’s experience. In this Season 5 finale, Alicia Butler Pierre, host of the Business Infrastructure show, shares what a process is, its importance in building business infrastructure, and the one thing you need to know about improving one. Listen in as she describes the stages of her podcasting process to illustrate how to execute process improvement. It might be a fun exercise to go back to previous episodes to determine if you can detect the improvements she talks about from season to season! Leave a comment and let us know what you find.

Monologue: Alicia Butler Pierre, Founder & CEO  – Equilibria, Inc.

Location:  Atlanta, GA  USA

Show Notes:

Related Episodes:

  • Episode 008: The Lean Methodology: What it is & How to Apply it to Your Small Business
  • Episode 012: How to Find the Right Person for Your Process Improvement Initiative
  • Episode 039: Using Processes for Structure & Consistent Results with Paul Nicholaides
  • Season 1: Laying the Foundation
  • Season 2: Making the Case for Business Infrastructure
  • Season 3: Ask the Experts
  • Season 4: How I Did It
  • Season 5: The One Thing You Need to Know About ____

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063: The One Thing You Need to Know About Delivering Difficult News – Liz Kislik

As you lead your company through growth spurts, you may realize that it’s time to “level up” your business infrastructure. But how you communicate the need to upgrade people, processes and tools is just as important as the upgrade itself. Change is difficult, even in a faster-paced small business environment, and you can unknowingly create more chaos if you deliver news about change improperly. Liz Kislik has spent the past 30 years helping leaders work through change in fast growth environments. In this episode, she dons her conflict resolution hat to share best practices in delivering difficult news. One of the tools she recommends might surprise you – it’s something you likely use everyday.

Special Guest: Liz Kislik, Founder & CEO – Liz Kislik & Associates

Location:  Rockville Centre, NY  USA

Show Notes:

Related Episodes:

  • Episode 035: Positioning Front Line Leadership for Success with Victoria Rodgers
  • Episode 052: The One Thing You Need to Know About Organizational Agility – Roger Nierenberg
  • Episode 055: The One Thing You Need to Know About High Stakes Conversations – Dez Thornton
  • Episode 060: The One Thing You Need to Know About Mental Health & Entrepreneurship – Silke Glaab

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062: The One Thing You Need to Know About Estate Planning – Deshonda Charles

Estate planning is NOT just for wealthy people. In fact, Estate Planning Attorney Deshonda Charles says, “An estate plan is your strategic plan to preserve and protect your business and assets over your lifetime.” It’s never too late to get one in place and it ensures you don’t leave a burden behind after you die or become unable to operate your business. In this episode, Deshonda not only dispels common myths about estate plans, but she defines the specific people, processes, and tools to help you get an estate plan documented and backed in a court of law. With her down-to-earth approach, she removes the stigma and fear of estate planning, making it accessible to business owners and families alike.

Special Guest: Deshonda Charles, Esq., President & CEO – The Tackett Firm, PLLC

Location:  Houston, TX  USA

Show Notes:

Related Episodes:

  • Episode 016: Demonstrate, Duplicate & Delegate – Nia Imani’s Formula for Success.
  • Episode 014: Dispelling 4 Common Entrepreneur Myths About Business Growth.
  • Episode 027: I.P. Protection for Business Processes.
  • Episode 061: The One Thing You Need to Know About Exit Planning.

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061: The One Thing You Need to Know About Exit Planning – David Shavzin

Who will take over your business when you’re no longer able to? Your answer to this question is the foundation of your exit plan and EVERY entrepreneur should have one. In this episode, exit and succession planning expert David Shavzin defines what an exit plan is and the people, processes, and tools needed to create and update it. As someone who helps business owners build value around their life’s work, David also candidly talks about the sensitivities of and multiple ways to transition ownership. Learn why business infrastructure is key to proving value to potential buyers.

Special Guest:  David Shavzin, Founder & CEO – Shavzin & Associates, Inc.

Location: Atlanta, GA  USA

Show Notes:

Related Episodes:

  • Episode 006: How Can I Implement Business Infrastructure in My Company?
  • Episode 016: Demonstrate, Duplicate, Delegate – Nia Imani’s Formula for Success
  • Episode 024: Driving Faster with Business Infrastructure
  • Episode 034: Developing a Business Strategy for Sustainable Growth

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