In this episode, we unearth the meaning of personal productivity in ways that most sales reps have not considered.
Greg Head, CEO of Greg Head Consulting, and former CMO of Infusionsoft, joins me on this episod.
Greg details his software sales career since 1987, starting at Egghead. He grew two companies to over $100 million, and then founded Greg Head Consulting in 2016. He likes helping grow companies that look crazy, before they look obvious.
Helping companies grow is not easy, and there are treacherous obstacles. Greg discusses signs that show your growth strategy needs updating.
The recipe for growth changes as a company grows. Rather than charting a smooth curve, it grows by steps, and each step is different.
Greg explains the inflection points of growth from a sole proprietorship to a large company. He compares it to transitioning from ADD to OCD.
When Greg was at Infusionsoft, they decided to stop being all things to all customers. When they focused on a particular customer need, and narrowed the product, they went from no growth to 50% growth in six years.
To maintain growth in a high-growth company, you must reset the process about every 18 months. The first rule of the game is to know what game you’re playing, and the game is always changing.
The sport of growth is like playing in the Pros. You will not play the same role in the same game for many years.
A small company that starts off by “making stuff up” as they go, soon has to transition to a business plan. Things change in the maturing process. Amazon started by just selling books, and gradually shifted to a variety of merchandise.
Greg talks about assessing past, present, and plans for the future, and suggests pulling your mind like taffy. Block the possibility of failure. Greg discusses a real estate growth firm.
The big challenges still need addressing, and we need more entrepreneurs, companies, and people to aim high and go after them, like they cannot fail.
The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.