Revenue is the life blood and oxygen of business. What if you could have business development chops to grow ANY type of tech business - from consulting to MSP/ISV to SAAS from zero to 12 figures. By the end of the episode, you'll have a formula proven to work for multiple founders. The bonus, it uses gamification to make it fun, and turn even stalwart techies into business development machines. John Humphrey went from consulting to leading sales at big software companies, to launching and growing multiple IT businesses that have scaled and exited. His secret: he taught his techies to sell, do business development and have fun doing it. He's an amazing entrepreneur and leader and this one is special.
01:15 Origin Story: The Beginning of a System that Creating $100s of MM in enterprise value
03:18 How Gamification Created Top Producers in a legendary software company
07:08 The Value of Authentic Relationships
10:31 KPIs That Move the Needle
14:17 John's Net Connector Score(TM)
18:08 Gamifying
21:05 Understanding Pipeline Metrics
21:37 How to Set Goals for Business Development
22:56 The ConnectPoints Foundation
23:49 Pipeline Weighting and Discovery
25:32 Managing Pipeline and Backlog
26:48 Challenges in Services Companies
30:03 Predictable Revenue and Metrics
30:52 Common Pitfalls for Founders
36:01 Trust and Client Relationships
39:38 Conclusion: Building Technical Services Business
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