The Grow Show: Business Growth Stories from the Frontlines

In this episode, Eric talks with Michael Bakaic of Iceberg Cyber about practical ways to generate more business—whether you’re an MSP or any service company.They break down how to:Use lead magnets that actually start sales conversationsTurn in-person events into a steady stream of opportunitiesMove beyond referrals and build a repeatable lead engineGet over the fear of rejection and the myth that “great products sell themselves”If you’re serious about filling your pipeline and winning more clients, this one’s for you.For even more on cybersecurity, startups, MSPs, and entrepreneurship, join Michael on the Cyber Confidential podcast.

Discover Scott Scully’s blueprint for business success in this action-packed episode! Our “Growth Guru” reveals his 10 essential steps for building a high-performing, unified team—covering everything from setting a clear mission and hiring for attitude to fostering transparency, rewarding the right behavior, and leading by example.But that’s not all: We break down common sales mistakes (are you throwing executives into “Sales Jail”?), debate modern team alignment strategies, and even take on the age-old question—should you wait for everyone to get their food before eating? With honest stories, expert insights, and non-stop energy, this episode is your guide to leveling up sales, leadership, and team culture.Tune in, take notes, and transform the way your team works—let’s grow together!

In this episode of The Grow Show, the team dives deep into the art of business problem solving. From identifying lagging indicators to isolating the true root cause, Scott, Eric, and Jeff share practical strategies for tackling challenges that can make or break a company’s success. Learn why focusing on the “main thing” is crucial, how to avoid spreading your efforts too thin, and when it’s time to micromanage for maximum impact. Along the way, enjoy lively games, leadership quotes, and the team’s signature banter. Whether you’re a business leader or just love a good story, this episode offers actionable insights and plenty of laughs.

In this episode, the hosts and their special guest, Tim Kurkowski , VP of Sales at Forsythe Advisors, engage in a lively and insightful discussion centered on the evolving strategies of sales calls and process management. The heart of the episode is a deep dive into the debate over the structure of introductory or discovery calls versus the "one-call close" approach. The participants share their real-world experiences and opinions on whether it's more effective to qualify and close prospects in a single meeting or to extend the sales process across multiple touchpoints for better client understanding and retention.They explore the pros and cons of each method, considering factors like deal size, buyer behavior, and the importance of human connection in sales. The conversation also touches on the necessity of transparency around pricing, the role of sales reps in qualifying leads, and the impact of process deviations—when breaking the rules can lead to big wins, and when it can backfire. Throughout, the hosts emphasize the need to balance efficiency with thoroughness, and the importance of adapting the sales process to both the product and the client.This episode offers practical insights for sales professionals grappling with how to structure their calls, manage their pipelines, and ultimately, close more deals while building lasting client relationships.

In this episode of the Grow Show, the team dives into a spirited debate about marketing and sales credit, challenging the notion of who truly deserves recognition for "almost ready to buy" leads. Jeff Winters sparks a discussion about the critical role of marketing in nurturing prospects, while Eric Watkins and Scott Scully dissect the nuances of lead quality and sales performance. Alongside this heated topic, the episode features Jeff's trademark LinkedIn post roundup, a hilarious blind ranking of leadership quotes, and a deep dive into a monthly stack ranking management strategy. The hosts also humorously critique sales emails and discuss the delicate art of leaving a family vacation early, all while maintaining their signature blend of professional insights and playful banter.

In this episode of The Grow Show, Eric Watkins, Scott Scully, and Jeff Winters dive deep into the art of sales pipeline building. They challenge the conventional wisdom of only pursuing ready-to-buy leads, introducing the powerful concept of "building a tribe." Through candid discussions, hilarious games, and real-world insights, the team explores why networking, relationship-building, and looking beyond immediate sales opportunities are crucial for long-term success. From Kentucky Derby predictions to a wild game of "Serial Killer or Sleazy Salesperson," this episode is packed with laughs and valuable sales strategies that will make you rethink your approach to prospecting.

In this episode of the Grow Show, Jeff Winters, Eric Watkins, and Scott Scully dive deep into the world of enterprise sales, sharing their hard-earned insights on successfully landing and managing big-brand clients. They discuss the critical differences between selling to small and enterprise-level businesses, emphasizing the importance of understanding complex decision-making dynamics, building strong internal champions, and maintaining organizational flexibility.The team shares practical advice on when and how to pursue enterprise clients, highlighting key strategies such as:Ensuring your company's infrastructure is stable before targeting big brandsConducting thorough discovery processesBeing prepared to customize solutionsRecognizing the potential career and brand benefits for your teamThey candidly discuss the challenges of enterprise sales, from navigating multiple stakeholders to managing extended sales cycles, while also celebrating the significant advantages of working with large-scale clients. The episode serves as a comprehensive guide for businesses looking to break into enterprise-level sales and transform their growth trajectory.

In this episode of The Grow Show, the team tackles the critical challenge of maintaining sales momentum through seasonal fluctuations. Scott Scully leads a powerful discussion about why sales teams should never lower their quotas, but instead strategically plan around challenging periods like spring break, holidays, and school vacations. With their signature blend of humor and hard-hitting insights, Eric Watkins, Jeff Winters, and Scott break down how top-performing teams overcome excuses and create consistent strategies to hit their targets year-round. The episode features their trademark games, including Focus Finder and Swipe Left or Swipe Right, alongside candid discussions about sales, leadership, and professional growth.

This episode of The Grow Show dives deep into the challenges and opportunities that come with new leadership. The hosts, Eric Watkins, Scott Scully, and Jeff Winters, share their insights on the "traps, gaps, and claps" that new leaders often face. The discussion covers common pitfalls, such as over-trusting managers, trying to replicate one's own methods, and taking on too many priorities. The team also identifies key development areas, including budgeting, crucial conversations, and understanding team members' motivations. On the flip side, the hosts highlight the benefits of new leaders, including their enthusiasm, fresh perspectives, and ability to reinvigorate existing teams. The conversation also touches on the importance of selecting leaders who are currently performing the job and can provide valuable, real-world insights. Beyond the leadership focus, the episode includes a lively debate about the optimal way to enjoy the upcoming Super Bowl, with the hosts advocating for smaller, more intimate viewing parties over large, chaotic gatherings. Throughout the discussion, the hosts draw on their extensive experience in building high-performing teams and share practical strategies for navigating the challenges and capitalizing on the opportunities that new leaders bring to an organization.

In this insightful episode of The Grow Show, hosts Eric Watkins and Jeff Winters dive deep into the biggest mistakes salespeople make - and how to avoid them. Drawing from their extensive experience on the front lines, they unpack a range of common pitfalls, from compound questions that confuse prospects to the perils of internal jargon that alienates customers. Listeners will learn practical strategies for optimizing their sales approach, such as the importance of treating enablement and marketing teams with respect, the power of educating buyers on typical purchasing processes, and the need to engage silent influencers in multi-party deals. The hosts also tackle the challenge of handling objections, providing a masterclass on navigating tricky situations without sounding desperate.

Send us a textIn this episode of The Grow Show, we go behind the scenes with Amie, the EVP of Sales Enablement at our company. Amie is renowned for building and leading highly effective sales development and enablement teams that consistently deliver results.Join us as Amie shares her proven strategies for aligning sales, marketing, and development to drive predictable pipeline growth. You'll learn:How to combine sales enablement and development for maximum impactTactics for keeping your sale...

Send us a textIn this information-packed episode, the Grow Show team sits down with SEO expert Adam Weber to demystify the complex world of search engine optimization. Adam breaks down the fundamentals of SEO, explaining the importance of consistent website updates, the impact of Google's evolving algorithms, and the critical role of local SEO for small businesses.The discussion delves into advanced SEO strategies, highlighting the significance of user experience, multimedia content, and auth...