Entrepreneur Conundrum

Episode Notes

Guest: Darius Lahoutifard

• Background: Former robotics engineer and executive at Oracle and PTC; founded multiple startups, with two successful exits.
• Expertise: Best known for his role in developing the MEDDIC sales methodology and leadership training for top companies like AWS and Google.
• Key Topics:
  • Always Be Qualifying: A strategy for continuous sales qualification to maximize efficiency.
  • The MEDDIC Academy: Darius’s venture focuses on expanding content rather than growing employee numbers.
  • Leadership Training: Filling gaps in practical leadership education, focusing on actionable strategies over theory.
  • Success Tip: Align passion with purpose and prioritize what brings personal fulfillment.
• Challenges: Staying focused amidst modern distractions and maintaining meaningful client connections.
• Darius’s Advice: “Never do anything just for money—monetize what you love, but only if others find it valuable.”

Links & Resources:

• Website: meddic.academy
• LinkedIn: Darius Lahoutifard

Key Questions:

(01:24) Just off the bat, what six languages do you know or do you teach in?

(02:05) How did you get on this entrepreneurial journey and end up where you are today?

(04:38) Who are your ideal people that you like to work with?

(06:25) Is there a misconception or a mistake that you find a lot of your new clients have when they go to start working with you?

(10:36) How do you get in front of those clients, those ideal clients?

(11:14) Do you use any other social media or just Google?

(11:38) What are a couple of big goals that you have in the next year or two?

(16:39) What do you think is your number one roadblock from achieving that goal?

(17:44) What is the best advice that you have ever received?

(19:53) What's the best advice that you have ever given?

(27:24) Is there anything that we haven't touched on yet that you would like to talk about?

Darius Lahoutifard

Me: https://meddic.academy/darius-lahoutifard-2/

My company: https://meddic.academy/

My book: https://meddic.academy/always-be-qualifying-meddic-meddpicc-book/

Linkedin: https://www.linkedin.com/in/meddic/

X : @dalahout

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

www.distinctdigitalmarkting.co

Episode Notes:

• Guest: Karl Becker, Founder of Improving Sales Performance, author of Set Up To Win and Iceberg Selling.
• Topic: How to enhance sales performance through structured processes, systems, and leadership.
• Karl shares how his early entrepreneurial ventures shaped his understanding of sales.
• Discusses the transition from running a digital agency to creating a sales consultancy.
• Insights on the importance of building strong foundations in sales organizations.
• Addressing the myth that more leads are the key to sales success – it's about building relationships.
• How to get out of your own way as a leader and empower your sales team.
• Karl's vision for creating a certification program for fractional VPs of Sales to scale his methodologies.

Key takeaways:

• Building a high-performing sales team requires more than just hiring great salespeople – it requires a clear system and strong leadership.
• Business owners need to learn how to empower their team and let go of trying to do everything themselves.
• Iceberg Selling offers a new approach to sales by focusing on understanding the underlying issues of prospects to offer better solutions.

Connect with Karl Becker:

• Website: improvingsalesperformance.com
• LinkedIn: Karl Becker
• Book: Iceberg Selling

Key Questions

(00:57) Have you always been into sales and been loving sales?

How did you end up from being that persuasive salesperson in college to deciding to open up your sales consultancy?

(05:30) You do help them put the systems in place then, too, yes?

(06:12) You mentioned that you like working with small to medium-sized businesses. Do you have a specific target that you like working with?

(08:40) Is there this common trend that you tend to find with those business owners when you first start to work with them? 

(11:10) Do you find that they actually have systems in place to take on more people like that?

(15:22) How do you get in front of your ideal clients?

(18:06) What are a couple of big goals that you have in the next year or two?

(21:08) How would that affect your business?

(23:21) Do you have all of your procedures in place? All your documentation?

(24:54) Yeah, for sure. What's the best advice that you have ever received?

(27:53) What's the best advice that you have ever given people?

(29:40) I think even making space for that on a regular basis would be a good idea, too, right?

(30:33) The head trash, the sales trash talk that goes on, do you have any tips about getting out of our own way?

(33:36) What do you have to share about sales leadership?

(35:43) How do you figure out what each of those people's strengths and dislikes and stuff are?

(38:10) Is there anything that you wanted to touch on that we haven't yet?

(39:29) Where can we go again to learn about you and what you're doing?

Karl Becker

https://www.improvingsalesperformance.com/

https://www.icebergselling.com/

https://www.linkedin.com/in/karlbeckeriii/

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

www.distinctdigitalmarkting.co

Episode Notes

• Guest: Sondre Rasch, co-founder of SafetyWing
• Key Topics:
  • Sondre's journey from politics to entrepreneurship
  • The inspiration behind SafetyWing and its mission
  • Overcoming challenges in building a remote-first company
  • Fundraising experiences and insights from Y Combinator
  • Creating a global social safety net for digital nomads and remote workers
  • Strategies for organic growth and scaling a startup
  • Thoughts on the future of remote work and international benefits
• Learn More: Visit SafetyWing and Plumia for more information on their initiatives

Key Questions

(01:19) Can you tell us a little bit about your journey and how you ended up to where you are today? 

(04:59) When you say you serve with SafetyWing, who's your ideal client?

(07:15) How do you get in front of your ideal clients?

(11:53) Do you do any posting on social media? Even though you don't run ads or anything, are you guys getting that?

(13:02) What are some big goals that you guys have in the next year or two?

(19:00) So what do you feel is your number one roadblock that is stopping you from reaching your goals?

(21:09) So what's the best advice that you have ever received?

(23:18) What's the best advice you've ever given?

(31:34) With working remotely, what are your thoughts with the financial benefits or just benefits in general? Because you're being pushed back on that, too, right? But what are your thoughts with just... What are your thoughts on that?

(34:29)  Is there anything that we haven't touched on yet that you would like to talk about?

(34:51) Your number one roadblock to reaching your goals?

(35:49) So where can we learn more about you, what you do, what Safety Wing is?

Sondre Rasch

https://safetywing.com/
https://www.linkedin.com/in/srasch/
https://www.instagram.com/safetywing/

https://www.facebook.com/safetywing/

https://www.linkedin.com/company/safetywing/

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

www.distinctdigitalmarkting.co

Episode Notes:

• Guest: Barry Coziahr, founder of Teambuilders and Stampede Branding
• Topics Discussed:
  • Barry’s entrepreneurial journey, starting from working with his father
  • The importance of virtual assistants in helping businesses grow by taking tasks off the plate of business owners
  • Insights on delegating tasks to virtual personnel and how it can lead to rapid growth
  • Barry’s application of the 80/20 principle for productivity and business efficiency
  • Strategies for team-building and maintaining a strong company culture with remote staff
  • The significance of continuous expansion in business and personal life
• Resources Mentioned:
  • Teambuilders.Agency
  • Stampede Branding
  • 249 Things a Virtual Assistant Can Do For You!
  • The 80/20 Principle  by Richard Koch and  The 80/20 Sales and Marketing  by Perry Marshall

Key Questions

(01:14) How did you get started on this journey that you're on?

(04:28) I can use your virtual assistant aspect without having to be an agency client first, though, or does it have to be agency client to use your assistance?

(05:25) Who would What would you say is your ideal avatar?

(08:12) When somebody starts to use a virtual assistant through you guys, can it be pretty part-time work or does it have to be more full-time hours?

(08:45) How else are you getting in front of your clients, potential clients?

(11:43) What are some big goals that you have in the next year or two?

(12:53) How would expanding like that affect your business?

(14:00) What do you feel is your number one roadblock from reaching those goals?

(15:45) Can you expand on that a little bit in terms of focus on what matters and what I love using virtual personnel.

(19:03) Do you have any tips on bringing in virtual assistance and the team culture and still having the teamwork atmosphere and stuff?

(20:47) What's the best advice that you have ever been given?

(21:41) What's the best advice you've ever given?

(22:46) Why do you feel that having remote personnel to assist us in our work, or virtual assistance, however you want to word it, in such a fast-paced world is super important?

(23:26) Is there something that we didn't talk about yet that you wanted to touch on?

(24:04) Where can we go to find out more about you and what you do?

(24:21) The website for the places are?

Barry Coziahr

http://stampedebranding.com/

https://www.teambuilders.agency/

www.linkedin.com/in/barrycoziahr

https://www.teambuilders.agency/249things

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

Episode Notes:

• Guest Introduction: Solomon Thimothy, co-founder and CEO of OneIMS and ClickX, entrepreneur, USA Today and Wall Street Journal best-selling author, angel investor, and startup advisor.
• Key Topics Discussed:
  • Solomon’s entrepreneurial journey and the lessons learned from early mistakes.
  • The challenges of helping small businesses grow and scale, especially with limited budgets.
  • The evolution of OneIMS and ClickX and how they cater to different types of businesses.
  • The importance of systems and processes in scaling a business.
  • Solomon’s passion for supporting small businesses and his innovative approach to providing affordable marketing solutions.
  • The significance of content creation and media presence for modern businesses.
  • The need for entrepreneurs to find the right talent and delegate tasks to scale effectively.
• Key Takeaways:
  • Small businesses face unique challenges that require tailored solutions, often involving both free and paid marketing strategies.
  • Successful entrepreneurship involves finding the right people, creating systems, and continually adapting to new challenges.
  • Media and content creation are crucial for building a brand and engaging with customers in today's digital age.

Key Questions

(01:06) I've had longer, don't worry. So how did you get to where you are today?

(04:47) I had mentioned two companies in your intro. There was IMS and then ClickX.

(08:11) I know that you've mentioned a few different things about the local business and the bigger businesses. Is there a niche that you work in under those or is it just-

(15:14) You had mentioned social media as a way to get in front of your ideal clients. Is that the only avenue that you use or are there others as well?

(17:54) You had touched on one of the new areas that you want to open and start doing. Are there any other big goals that you have in the next year or two?

(23:06) What do you think is your number one roadblock from helping you achieve all of your dreams here that you have.

(25:35) Where do you typically find your talent that you hire?

(28:18) What's the best advice that you have ever been given?

(30:58)  Is there anything that you wanted to touch on that we haven't talked about yet?

(32:34) Where can we go to learn more about you and what you do?

Solomon Thimothy

https://www.oneims.com/

https://www.linkedin.com/in/solomonthimothy/

https://www.tiktok.com/@sthimothy

https://twitter.com/sthimothy

https://www.youtube.com/c/Clickxio

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

Key Questions

01:25) How did you get to where you are today?

(05:22) How do you get in front of people that are looking to either sell and/or get their business appraised?

(09:17) Do you do business just on the West Coast or can you go everywhere type of thing?

(13:16) Are there usually some common mistakes, if you will, that I tend to make, that people tend to make when they come to you, or misconceptions, stuff like that?

(15:07) You work with B2C companies as well, yes?

(15:19) What are some of your big goals in the next year or two?

(16:38) So how would those goals of growth and stuff affect your business?

(18:23) What do you think is your number one roadblock for helping you reach those 

(19:32) What's the best advice you've ever received?

(21:18) What's the best advice you have ever given?

(23:06) What would you like to share with us regarding value-added behaviors for service businesses?

(24:32) Is there anything that we haven't talked about yet that you would like to touch on?

(26:02) Where can we go to learn more about you and what you do?

Episode Notes

• Guest: Jordi Pujol, financial modeling expert and appraiser at Objective
• Background: MBA from Wharton School, BA from Swarthmore College, CFA Charterholder
• Key Topics Discussed:
  • The journey from equity research to business valuation
  • How Jordi helps bridge the gap between business value and market price
  • The importance of forward-looking financial planning for business valuation
  • How networking and maintaining industry relationships drive business growth
  • The role of entrepreneurial operating systems (EOS) in scaling a business
  • Key advice for entrepreneurs: Simplify processes and focus on client needs
  • Tips on managing a business for value, not just sales or profit

Connect with Jordi: 

LinkedIn

 or via email at jordi.pujol@objectiveibv.com

Jordi Pujol

www.objectivecp.com
https://www.linkedin.com/in/jpujol1/

https://www.linkedin.com/company/objective-investment-banking-and-valuation/mycompany/

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

Key Questions

(01:30) How did you get to where you are today?

(05:19) Who's your ideal client nowadays?

(06:15) Do you go more with the nonprofits just for the purpose aspect, or is their mind frame different?

(07:51) Do you help some nonprofits that, let's say, are a community, gymnastics type aspect, or is it more with some giving back, let's say?

(09:56) How do you get in front of those organizations that help in those ways?

(12:45) You had mentioned LinkedIn for getting in front of people and then your networking groups. Is there any other aspects or other social media platforms or anything?

(17:28) What are a couple, I don't really want to say mistakes, but things that people seem to do consistently when they first start working with you?

(21:21) I think you touched on it a couple of times, like how to fuel high performance teams without being the smartest person in the room. Is there anything on that that you'd like to elaborate on?

(23:53) And that ties in with focusing on organizations at scale without chasing people off, right?

(27:12) How would those affect your business?

(29:40) What do you think is your number one roadblock for getting to those goals?

(31:58) Do you think it was helpful that you had had that experience with selling within the agency before you started selling you?

(34:21) What's the best advice that you have ever received?

(45:07) Giving yourself permission to play?

(45:41) What's the best advice that you have ever given?

(50:55) Is there anything that we haven't talked about yet that you wanted to touch on?

(51:13)  Where can we go to find out more about you and what you do?

Episode Notes:

• Kenny Lange’s journey from agency owner to coach for nonprofits and purpose-driven founders.
• Insights on building a people-first, high-performance culture.
• The importance of communication and psychological safety in teams.
• Kenny’s work with nonprofits that serve vulnerable youth.
• Overcoming roadblocks: Scaling organizations without sacrificing culture.
• Kenny’s personal mission and his unique approach to leadership.
• How intentional rest and trust are vital to long-term success.
• Key advice for young and new leaders on finding and using their voice.

Kenny Lange

https://kennylange.com

https://linkedin.com/in/kennylange

https://youtube.com/@kennylange

https://instagram.com/thekennylange

https://facebook.com/thekennylange

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

Key Questions

(01:04) How did you get to where you are today on this journey?

(06:19) What lead gen do you help practitioners and entrepreneurs with?

(08:37) Who would be the ideal client for you today?

(10:16) What do you do with the entrepreneurs?

(11:50) How do you get in front of your ideal people?

(13:00) Do you have social media presence as well?

(15:33) What are some big goals that you have in the next year or two?

(19:36) Do you think of yourself as a business coach?

(20:19) With pivoting from corporate or the medical or legal profession to an entrepreneurship, do you have anything that you wanted to share with regards to that?

(22:13) What are your thoughts on investing in yourself and your business?

(23:16) What is your thoughts on overcoming the minutiae of the day-to-day and the drudgery of it and to be able to stay focused?

(28:25) What is some of the best advice that you have ever received?

(31:55) Is there something that we haven't touched on that you wanted to?

(33:51) Yes. Where can we go to learn more about you and what you do?

Episode Notes

• Guest: Jessica Jones, entrepreneur, business coach, and founder of Build Your Cash Medical Practice
• Background: From corporate world to medical practice owner; sold 21 practices by 2017
• Current Focus: Helping practitioners and entrepreneurs start and scale cash medical practices
• Key Insights:
  • Importance of pivoting to grow and learning from successes and failures
  • Overcoming challenges in medical practice management and adding revenue streams
  • Marketing strategies including lead generation, digital media, and community engagement
  • Balancing the minutiae of daily tasks with big-picture business growth
• Ideal Clients: Medical practitioners seeking to leave insurance-based models, entrepreneurs entering the medical space, and practice owners facing roadblocks

Jessica's Goals: Promote mental health solutions, support nurse practitioners in transitioning to business ownership, and continue personal and professional growth

Jessica Jones

www.buildyourcashmedicalpractice.com

https://www.linkedin.com/in/jessicajonesbuildyourcashpractice/

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com

Key Questions:

 

(01:01) You've been at this for a while, but how did you get into this gig, let's say?

(03:23) Have you always had the entrepreneurial niche?

(04:52) When you started your coaching aspect, did you do that on the side for a bit and still stayed at the accounting aspect, or did you just cold turkey the accounting and just jump?

(05:58) In our introduction, We mentioned a little bit about a bunch of failure and stuff that you've encountered and had to overcome. And then you mentioned also closing down the cafés. How did you bounce back? I guess not let it hold you down and just keep going.

(08:15) So nowadays, who would you say is your ideal client?

(09:30) How do you get in front of new clients?

(11:19) How would you define a business coach?

(13:27) Do you use any other modalities or anything like that with you when you do your coaching?

(16:06) What are those pillars again?

(18:52) And you have a secret sauce, I heard, for diagnosing and isolating all of that, too, right?

(21:12) Why do you feel that business owners tend to struggle more than they need to?

(22:02) You had mentioned before about employing different ways of getting in front of new people. So what would some of those things... What are you thinking of doing?

(26:02) What is the best advice that you have ever received?

(28:56) What's the best advice that you've ever given?

(30:42) Speaking of goals, what are a couple of big goals that you would like to achieve over the next year or two?

(33:13) How would those goals affect your business?

(34:38) What do you feel is your number one roadblock?

(35:53) With everything that we've talked about today, which has been fun, by the way, is there anything that we haven't touched on that you wanted to talk about?

(38:42) Where can we go to learn about you? And what you're up to?

(39:40) And your podcast is called what again?

Episode Notes

• Guest: Dan Kent, Founder of Best Self Coaching
• Key Topics Discussed:
  • Dan's entrepreneurial journey from coffee shop owner to business coach.
  • The importance of resilience and learning from failure in business.
  • The "Three Pillars" framework: Expectations, Relationships, and Balance.
  • The "Five Whys" technique for uncovering the root causes of business issues.
  • The concept of "blissful ambition" and its role in sustainable success.
  • Strategies for getting in front of new clients through referrals, marketing, and content creation.
  • The significance of habits, systems, and continuous learning in business.
  • Advice on balancing ambition with humility and the necessity of seeking help.

Dan Kent

www.bestself.coach/about

https://clearingobstacles.podbean.com/

https://lamag.com/contributor-content/professional-consultant-dan-kent-uncovers-business-leaders-obstacles-in-minutes

https://www.linkedin.com/in/itmustbedankent/

https://www.instagram.com/bestselfcoaching/

https://www.youtube.com/@bestselfcoaching/featured

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com