ScaleUp Radio

In this insightful episode of ScaleUp Radio, your host Kevin Brent is joined by Vanessa Pozzali, the co-founder of Synthosys, a consultancy that specialises in unlocking the hidden aspects of organisations, including culture, leadership, and building high-performance teams.

Vanessa shares how Synthosys uses a unique "iceberg" model, focusing on the unseen yet critical elements that drive sustainable organisational success. Synthosys takes a deep dive into what she calls the 4C model, exploring collaboration, communication, clarity, and one crucial element she keeps under wraps! With this approach, Synthosys helps businesses transform their cultures and enhance leadership capabilities, making the invisible visible.

Key Discussion Points:

1. Synthosys' Approach to Organisational Culture:
   • Vanessa explains how they view organisations as icebergs, addressing the hidden, often ignored dynamics that affect long-term performance.
   • Synthosys assesses different culture types, using bespoke questionnaires to explore both conscious and unconscious company dynamics.
   • The consultancy implements tailored workshops, leadership programs, and coaching to align a company's culture with its core values.

1. Leadership Challenges and Development:

• Vanessa highlights the difficulties leaders face when transitioning from founder-led to team-driven cultures. Many leaders are promoted for their technical expertise, not leadership abilities, which can lead to challenges.
• She also discusses the critical role of emotional intelligence in leadership and how it can be developed through feedback and practice.
• Leaders need consistent support and supervision, especially to manage the feelings of isolation that can come with leadership roles.

1. Building High-Performance Teams:

• Synthosys emphasises the importance of trust as the foundation for delegation and effective teamwork.
• Vanessa touches on the importance of clear communication, including the need to share uncertainties and ambiguities, which fosters trust and cohesion within teams.
• She discusses the necessity of balancing a results-driven approach with employee well-being to ensure sustainable high performance, particularly in light of changing work preferences, such as the need for flexibility and remote work options.

1. Cultural Differences in Business:

• Vanessa also explores the influence of cultural differences on business dynamics, comparing the direct communication style in Italian businesses to the more diplomatic “sandwich” feedback approach common in the UK.
• Understanding these cultural nuances, she explains, is vital for effective leadership and communication, particularly in today’s global business landscape.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from Vanessa.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

Vanessa can be found here:

Vanessa’s Linktree: https://linktr.ee/vanessapozzali

Synthosys Linktree: https://linktr.ee/synthosys

Supporting Artists Whilst Changing The Marketplace

In this episode of ScaleUp Radio, Kevin Brent speaks with John Sewell, founder of Cosimo, an innovative online marketplace designed to help early-career and emerging artists showcase and sell their work. With over 1,200 artists already on the platform, Cosimo aims to make art more accessible and affordable while supporting artists through e-learning resources and strategic partnerships.

Key Discussion Points:

1. Cosimo’s Unique Business Model
   Cosimo is designed to support artists in their early careers, offering free listings for artists with the option of paid subscriptions for enhanced features. Unlike traditional art marketplaces, Cosimo doesn’t charge commission fees (which can range from 30% to 50% in the art industry). Instead, the revenue comes from artist subscriptions and corporate sponsorships. Buyers pay for shipping, which includes protection, similar to the Vinted model.
2. Overcoming Fundraising Challenges
   As a first-time founder, John shares the tough lessons learned from raising funds through the Seedrs crowdfunding platform. It took two years to secure his first funding round, gaining 150+ investors who now form a valuable network. He also highlights the setbacks caused by delays from a micro VC and stresses the importance of contingency planning for future fundraising.
3. Focusing on Marketplace Development
   While the platform initially concentrated on acquiring artists, the focus has shifted towards attracting buyers and proving market demand. John shares how content creation and social media are key to showcasing the artists' work, and discusses the development of e-learning resources to help artists improve their business skills. This shift is essential as Cosimo aims to create a sustainable and profitable business model before further investment.
4. Technology and the Future
   John also looks to the future, exploring how technologies like AR/VR and AI can enhance the art-buying experience and create new revenue streams for artists. He envisions a world where AI helps more people tap into their creativity, ultimately expanding the market for Cosimo.
5. John’s Personal Growth as a Founder
   A lifelong learner, John relies on podcasts and mentorship to inspire new ideas and solve business problems. He finds walking while listening to podcasts particularly helpful and leverages AI tools like ChatGPT, Bard, and Midjourney to streamline various tasks. The support of other startup founders has also been instrumental in his journey.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from John.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

John can be found here:

https://www.cosimo.art/

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

Resources:

Tetragrammaton with Rick Rubin podcast - https://www.youtube.com/@tetragrammaton_now

Canva - canva.com

ChatGPT - https://openai.com/

In this episode of ScaleUp Radio, host Kevin Brent speaks with Charlotte Giddings, founder of Brownie and the Bean, a business that started as a mobile café and has since grown into a multi-faceted company with a strong online presence. Charlotte takes us through her entrepreneurial journey, sharing the key decisions and challenges that have shaped the business since it launched in 2019.

Episode Highlights:

• Business Evolution: Charlotte explains how Brownie and the Bean began as a mobile café in a horse trailer and pivoted during the pandemic to embrace e-commerce. They now operate across several revenue streams, including online sales, wholesale, and a thriving corporate gifting division, particularly strong during Q4, where sales increase fivefold.
• Scaling Challenges: From managing seasonal demand to dealing with skyrocketing ingredient costs (e.g., a 300% increase in cocoa prices), Charlotte discusses the pressures of scaling up. She also reveals the difficulties of transitioning from a hands-on founder to a team manager, alongside navigating cash flow and financing growth.
• Product and Brand Differentiation: One of the keys to Brownie and the Bean's success is their handcrafted, high-quality products, including brownies, blondies, and cakes for wholesale. They’ve built a strong following on social media, leveraging their personal brand story and behind-the-scenes content to connect with customers.
• Future Ambitions: Looking ahead, Charlotte plans to grow their corporate gifting line to smooth out seasonal fluctuations, participate in larger festivals like Glastonbury, and ultimately work towards selling the business in the next decade.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from Charlotte!

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

More on Brownie and the Bean

They are a Suffolk based family business that started life just before the pandemic. They specialise in handcrafted cakes, baked with the finest ingredients (locally sourced wherever possible).

Corporate gifting is their main area of expertise and they work with businesses in lots of different ways. They have a huge range of gift ideas on offer from individually wrapped branded brownies, to festive feasting grazing tables. Their brownies are also dispatched all over the UK in gift boxes (which can also be branded with your logo and festive message).

You can find out more about their corporate gifting here.

Charlotte can be found here:

https://www.instagram.com/brownieandthebean/

https://www.facebook.com/brownieandthebean

https://brownieandthebean.com/

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

In this episode of ScaleUp Radio, Kevin Brent sits down with Abid Jafri, the Director of AJ Sports, a family-run business specialising in cricket and hockey equipment with stores in the UK and UAE.

Founded by Abid’s father in the 1980s, AJ Sports has grown into a thriving retail business with a strong focus on community engagement and increasing sports participation at the grassroots level.

Throughout the discussion, Abid shares his insights on the challenges of scaling a family business, particularly in managing people and leadership development. He emphasises the importance of quick decision-making, effective delegation, and maintaining company culture across multiple locations.

A key part of AJ Sports’ success has been fostering transparency with staff by sharing financial information, which, as Abid highlights, can enhance employee motivation and understanding.

Abid also touches on the significance of mentorship in business growth, rethinking the concept of work-life balance, and the strategic use of AI tools like ChatGPT and Canva to improve business efficiency.

Key Highlights:

• AJ Sports operates multiple stores in the UAE and UK, with plans to increase its online sales to 15-20% over the next five years.
• Abid talks about the importance of leadership development and mentorship, particularly when it comes to scaling a business.
• One of the major challenges in growth has been people management, but setting clear performance metrics and quick decision-making has been key to overcoming these hurdles.
• AJ Sports prides itself on engaging with the local community to foster a love for sports, particularly cricket and hockey.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from Abid.

=========================

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

===================

Abid can be found here:

https://ajsports.co.uk/

abid@ajsports.me

Resources:

Start With Why by Simon Sinek - https://uk.bookshop.org/p/books/start-with-why-how-great-leaders-inspire-everyone-to-take-action-simon-sinek/239994?ean=9780241958223

Psychology Of Money by Jim Ware - https://uk.bookshop.org/p/books/the-psychology-of-money-an-investment-managers-guide-to-beating-the-market-j-ware/3049094?ean=9780471390749

Hard To Get Rich by Felix Dennis - https://uk.bookshop.org/p/books/how-to-get-rich-felix-dennis/3783747?ean=9780091921668

Alchemy by Rory Sutherland - https://uk.bookshop.org/p/books/alchemy-the-magic-of-original-thinking-in-a-world-of-mind-numbing-conformity-rory-sutherland/4026901?ean=9780753556528

Audible - https://www.audible.co.uk/

Chat GPT - https://chat.openai.com

Canva - https://www.canva.com/

Welcome to another episode of ScaleUp Radio! I’m your host, Granger Forson. You can learn more about my journey and mission at www.bizsmart-gloucestershire.co.uk

or connect with me on LinkedIn (https://www.linkedin.com).

Today, we dive into the inspiring entrepreneurial saga of Roman Loban, the dynamic founder behind two innovative fintech companies, Xiva and FMPay. Both businesses aim to reshape how micro-businesses handle their financial transactions, with a special focus on inclusivity and local community support in Cheltenham.

In this episode, Roman shares how he bootstrapped his way to fintech innovation, starting with FMPay and later introducing Xiva, each complementing the other’s services. Roman’s approach to building a local yet expansive company—currently boasting about 30 staff members, with a core team in Cheltenham—illustrates his commitment to community and accessible business practices.

We’ll explore the challenges he faced in recruitment, culture cultivation, and lead generation, and how these experiences shaped his business philosophy.

Roman also discusses his future plans for FMPay and Xiva, focusing on expanding services and solidifying their status as the go-to payment providers for Southwest England. He shares valuable lessons on the importance of balancing technological advancement with human interaction, ensuring that every client feels connected and supported.

Roman’s journey is not just about building successful businesses but also about empowering others, fostering a sense of ownership among his team, and maintaining a deep commitment to his vision despite the hurdles. This episode is a must-listen for anyone interested in the intersections of technology, entrepreneurship, and community impact.

To ensure you don’t miss any inspirational future episodes do subscribe to ScaleUp Radio wherever you like to listen to your podcasts.

So, let’s now dive into the inspiring journey of innovation, leadership, and community with Roman Loban.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Granger here:

grangerf@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

Roman can be found here:

https://fmpay.me/

https://xiva.com/

https://www.linkedin.com/in/roman-loban/

Resources:

Extreme Ownership by Jocko Willink - https://uk.bookshop.org/p/books/extreme-ownership-how-u-s-navy-seals-lead-and-win-jocko-willink/651009?ean=9781250183866

Lex Fridman Podcast - https://lexfridman.com/podcast/

Chat GPT - https://chat.openai.com

WhatsApp - https://web.whatsapp.com/

In this episode of ScaleUp Radio, host Kevin Brent sits down with the inspiring Corrine Amos, an entrepreneur with a passion for business, sustainability, and adventure. Corrine is the founder of two diverse businesses—Coco and Kiki, an ethical fashion brand, and Cut Loose London, a video production company. She also holds the remarkable achievement of rowing across the Atlantic Ocean as part of a winning all-female team.

We explore Corrine's unique journey, from running two impactful businesses to surviving the physical and mental challenges of rowing 3,000 miles across the ocean. In her candid conversation, Corrine shares how her experience on the ocean deepened her understanding of resilience, teamwork, and overcoming obstacles, offering valuable lessons for her businesses and her entrepreneurial mindset.

1. Coco and Kiki - An Ethical Fashion Brand
   Corrine’s ethical dungaree brand, Coco and Kiki, not only creates practical and stylish designs but also gives back to the makers in India. Profits from the business help fund social projects, including children's education, with a focus on creating sustainable fashion that benefits vulnerable communities.
2. Cut Loose London - Video Production with a Purpose
   Starting from her background in film production, Corrine founded Cut Loose London, which works with high-profile clients like Nike and Ikea. Specialising in sustainable and ethical content, the business adapts to fluctuating demands by utilising freelancers, ensuring a flexible and successful business model.
3. Rowing Across the Atlantic
   As part of a 4-woman team, Corrine rowed across the Atlantic Ocean in just over 42 days, winning the women’s category. The intense mental and physical challenge gave her a unique perspective on tackling business obstacles, teaching her the power of small wins, resilience, and perseverance.

Whether you're looking for inspiration on building ethical businesses or seeking insights on mental resilience, Corrine’s story is packed with practical advice and motivational moments.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from Corrine.

Corrine can be found here:

https://www.instagram.com/corrine_amos/

https://cocoandkiki.co.uk/

Resources:

Secret Leaders Podcast - https://www.secretleaders.com/episodes

Grace Beverly Podcast - https://www.youtube.com/c/GraceFitUKtube

David Goggins Podcast - https://davidgoggins.com/

Wordpress - https://wordpress.com/

Shopify - https://www.shopify.com/

In this episode of ScaleUp Radio, Kevin Brent is joined by David Murray-Hundley, better known as The Grumpy Entrepreneur. David brings his candid insights on entrepreneurship, investing, and the challenges of scaling businesses, particularly in the UK. With years of experience as a successful investor and entrepreneur, David has a wealth of knowledge to share about what it takes to grow a startup in today's climate.

During the conversation, David reflects on the unique challenges within the UK startup ecosystem, especially when compared to the more growth-focused US. He stresses the importance of communication between founders and shareholders, as well as the need for founders to take personal financial risks to show their commitment.

David also highlights the difficulties that many businesses face when transitioning from being founder-led to team-driven—a key phase in any scaleup journey. His investment firm, Pario Ventures, which he co-founded with Kevin Doyle, manages over $1 billion in assets and has invested in high-profile companies like Rivian and Bolt. His perspective as an investor further enriches the conversation, offering valuable advice for founders about how to position their businesses for long-term success, rather than focusing solely on rapid growth.

Key Discussion Points:

1. The Grumpy Entrepreneur Brand – Originating as a quirky nickname, this personal brand has evolved into a recognisable conversation starter and a reflection of David’s straightforward approach to business.
2. Pario Ventures – The journey of David’s investment firm, from its founding in 2010 to its public launch in 2021, and the notable companies in its portfolio.
3. Entrepreneurial Mindset – Why being a "maverick" and seeing opportunities where others see barriers is crucial for success in both startups and investments.
4. Challenges in the UK Startup Ecosystem – David discusses why scaling up is tougher in the UK compared to the US, with lower valuations and a more risk-averse investor base.
5. Advice for Investors – What to look for in startups: committed founders who have risked their own money and can demonstrate a clear path to profitability.
6. Advice for Founders – Key considerations when taking investment, including the shift from founder-led to team-driven, and why communication and managing expectations are critical.

David also touches on the current investment climate, with an improving UK market after a tough year, challenges facing the US market, and the impressive capital efficiency of African startups.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from David.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

David can be found here:

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

dmh@parioventures.com

In this episode of ScaleUp Radio, Kevin Brent sits down with Jaipal Naidu, the co-founder of Perse Technology, a company at the forefront of energy and carbon data infrastructure. They explore how Perse is enabling businesses to reduce costs and comply with regulatory requirements through access to critical energy and carbon data.

Jaipal shares insights into Perse’s recent Series A funding round and their ambitious plans to scale into new sectors, including finance emissions and embodied carbon. He discusses the unique challenges that arise as a company scales, particularly when transitioning from founder-led operations to empowering team leaders, while maintaining a startup mentality.

One standout element of Perse’s culture is the transparency they foster, allowing engineers to see the direct revenue impact of their work, which motivates the team and enhances accountability. Jaipal also delves into their growth strategy, leadership approach, and the continuous process of fundraising that keeps the business moving forward.

Key Highlights:

• Business Model: Perse Technology provides organizations with democratized access to energy and carbon data, with revenue streams that include transaction fees, Software-as-a-Service, and per-transaction fees for carbon reporting.
• Achievements: To date, they’ve processed 185 gigawatts of energy, saved £4 million for customers, and helped avoid 100,000 tons of carbon emissions.
• Growth Strategy: With plans to scale from 27 to over 100 employees, Perse is targeting financial institutions and has set ambitious goals for the next three years, including 1,000 gigawatts of energy procured and £10 million in customer savings.
• Leadership Insights: Jaipal emphasises the importance of daily catch-ups with key team members and balancing operational tasks with strategic planning. Perse focuses on hiring individuals with the right attitude, excitement about the vision, and a strong problem-solving approach.
• Fundraising: Raising funds is a continuous effort, with the CEO spending up to 75% of his time on investment-related activities.

The one key thing Jaipal leaves us with is that transparency and accountability are vital in driving motivation and success within the team—engineers can see the direct impact of their work on company revenue, which is a strong motivator for growth.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from Jaipal.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

Jaipal can be found here:

https://www.perse.io/

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

Resources:

Acquired podcast - https://www.acquired.fm/

Motion - https://www.usemotion.com/

Atlassian - https://www.atlassian.com/

In this episode of ScaleUp Radio, host Kevin Brent sits down with Mark Crane, the founder of Evolution Risk Group and CEO of Coachd, to explore his entrepreneurial journey, dive deep into his sales strategies, and share insightful leadership lessons from his experience in building and scaling businesses. Mark is a dynamic leader who brings a wealth of knowledge to the conversation, particularly around effective lead generation, hiring for startups, and leveraging technology to enhance business operations.

Here are some key topics covered in the episode:

• Evolution Risk Group: Mark’s independent insurance brokerage, designed to disrupt traditional insurance practices by focusing on personalised service and client problem-solving. The business faced early challenges with recruitment but has since achieved steady growth.
• Coachd: A coaching business targeting mid to high-tier professionals seeking career, sales, and mindset coaching. Mark provides both one-on-one and group sessions, sharing how his coaching style empowers individuals to invest in their future success.
• Sales Strategy and Lead Generation: Mark shares his structured approach to lead generation, dedicating a minimum of 2 hours daily to calls and tracking outcomes meticulously. His goal is to have 60 meaningful conversations from every 100 calls, and he emphasises the power of persistence, follow-ups, and multi-channel engagement using LinkedIn, email, and WhatsApp.
• Recruitment and Team Building: As a startup leader, Mark explains how he shifted his recruitment focus from experience to cultural fit and attitude, partnering with specialist recruiters to find adaptable candidates willing to perform diverse tasks. He discusses the importance of using tools like Monday.com to track team efficiency and inform his hiring strategy.
• Leveraging Technology: Mark highlights the tools that drive efficiency in his businesses, from Dialpad’s call transcription and action point features to HubSpot’s CRM system, and the use of WhatsApp for nurturing prospects. These tools have been instrumental in streamlining operations and improving sales efforts.
• Personal Development: A strong advocate for self-improvement, Mark recommends The Chimp Paradox for mastering mindset and draws inspiration from sales experts like Andy Elliott and Grant Cardone. His 'no-excuses' mentality has been crucial to his success, both as a business leader and coach.

Make sure you don’t miss any future episodes by subscribing to ScaleUp Radio wherever you like to listen to your podcasts.

For now, continue listening for the full story from Mark.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for.

If you would like to be a guest on ScaleUp Radio, please click here:

https://bizsmarts.co.uk/scaleupradio/kevin

You can get in touch with Kevin here:

kevin@biz-smart.co.uk

Kevin's Latest Book Is Available!

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up.

More on the Book HERE - https://www.esusgroup.co.uk/

Mark can be found here:

https://www.instagram.com/markcrane247/

https://www.linkedin.com/in/mark-crane/

Resources:

The Diary of a CEO - https://stevenbartlett.com/doac/

The Chimp Paradox by Prof Steve Peters - https://uk.bookshop.org/p/books/the-chimp-paradox-the-acclaimed-mind-management-programme-to-help-you-achieve-success-confidence-and-happiness-prof-steve-peters/3814057?ean=9780091935580

Never Split The Difference by Chris Voss - https://uk.bookshop.org/p/books/never-split-the-difference-negotiating-as-if-your-life-depended-on-it-chris-voss/3692653?ean=9781847941497

WhatsApp - https://web.whatsapp.com/

Dialpad - https://www.dialpad.com/uk/

HubSpot - https://www.hubspot.com/

Monday - https://monday.com/