In this episode of the Grow Show, Jeff Winters and Eric Watkins explore the critical importance of understanding business metrics, diving deep into the philosophy of "all the numbers all the time." They discuss why leaders should be intimately familiar with their data, breaking down the value of weekly tracking and manual data entry. The conversation spans from sales leadership insights and mythbusting common sales beliefs to creative business ideas and the power of data-driven decision-making, ...
Jul 07, 2025•38 min•Ep. 119
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...
May 29, 2025•37 min•Ep. 118
In this episode of the Grow Show, the team dives deep into the "eat the frog" concept - addressing your most stressful or difficult task immediately to gain mental clarity and reduce anxiety. Whether it's a business challenge, a personal project, or a difficult conversation, the hosts argue that ripping off the band-aid and taking swift action can lead to immediate happiness and success. Learn how procrastination can hold you back and why confronting your biggest challenges quickly can transform...
May 22, 2025•38 min•Ep. 117
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 predict...
May 08, 2025•42 min•Ep. 117
In this episode of the Grow Show, Eric, Scott, and Jeff dive into the critical importance of employee recognition and celebration. They discuss how acknowledging team members' hard work can significantly boost morale, productivity, and overall company culture. The episode features a fun Family Feud-style game testing sales knowledge and explores creative ways to show appreciation, from specific verbal praise to unique team celebrations like Ian's potato bar. The hosts share personal insights on ...
May 01, 2025•45 min•Ep. 116
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 advic...
Apr 10, 2025•35 min•Ep. 115
In this episode of the Grow Show, the team dives deep into the critical art of providing meaningful feedback during the interview process. They explore how direct, honest conversations can transform career trajectories, discussing the importance of giving specific guidance to candidates on the spot. Learn how transparent communication can help professionals grow, understand their strengths, and navigate their career paths more effectively. Plus, the hosts share personal insights and strategies f...
Apr 03, 2025•39 min•Ep. 114
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 cr...
Mar 20, 2025•39 min•Ep. 113
In this episode of The Grow Show, Eric Watkins, Jeff Winters, and Scott Scully dive deep into the art of hiring top sales talent. They kick off with LinkedIn engagement strategies, sharing insider tips on creating compelling posts and avoiding common pitfalls. The conversation then shifts to a lively discussion about interview techniques, exploring how to identify gritty, passionate sales professionals through thoughtful questioning and role-playing. The hosts share personal insights on what mak...
Mar 06, 2025•43 min•Ep. 112
In this episode of The Grow Show, hosts Eric Watkins and Jeff Winters are joined by special guest CFO, Alicia Haas. The trio engages in a lively discussion covering a range of business topics, from analyzing the truth and lies behind LinkedIn posts to playing a "blind ranking" game where they rank corporate jargon, cold call openers, and sales requests to the accounting department.Alicia's unique perspective as a finance leader provides valuable insights, as the group debates the importance of e...
Feb 27, 2025•40 min•Ep. 111
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 understand...
Feb 06, 2025•38 min•Ep. 110
In this insightful episode, sales leaders Eric Watkins, Jeff Winters, and Amy Milner engage in a dynamic discussion, sharing their hard-won expertise and tackling some of the most pressing challenges facing sales teams today. The conversation kicks off with an examination of effective strategies for compensating sales development representatives (SDRs). The hosts explore the delicate balance of metrics, from appointment setting to closed deals, and provide a framework for aligning SDR incentives...
Jan 30, 2025•32 min•Ep. 109
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 market...
Jan 23, 2025•33 min
The Grow Show is Back and it's a new year! This episode of The Grow Show focuses on setting your sales team up for success in the critical first quarter of the year. The hosts discuss the importance of establishing a clear business development formula, including sales goals, activity targets, and conversion rates by channel. They emphasize the need to have sales quotas high enough to account for potential turnover or underperformance, as well as the value of removing any negative or non-believin...
Jan 09, 2025•41 min•Ep. 107
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...
Dec 19, 2024•51 min
Send us a textIn part 2 of our discussion on SEO and digital marketing for your business, the Grow Show team dives deeper into practical strategies and tactics to help you thrive in the evolving online landscape.Building on the insights from the previous episode, hosts Scott Scully, Eric Watkins, Jeffrey Winters and digital marketing expert Adam explore the importance of user experience and behavior metrics for improving SEO performance. They provide actionable advice for businesses of all si...
Dec 12, 2024•55 min
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...
Dec 05, 2024•55 min
Send us a textThis episode dives deep into the critical role of mindset in driving team success and company growth. Scott, Jeff, and Eric emphasize that while processes, skills, and resources are important, mindset is the foundation that underpins it all. The discussion explores practical strategies for leaders to cultivate a positive, resilient mindset within themselves, including techniques for handling adversity and maintaining focus. The hosts also share insights on how to foster a m...
Nov 28, 2024•44 min
Send us a textIn this episode, Grow Show host Scott Scully and Eric Watkins sit down with Eric Habert, CEO of Lifetime Media, to explore the power of building a people-first company culture. Habert shares his journey of transforming Lifetime Media's culture over the past decade, emphasizing the importance of defining core values and ensuring new hires are the right cultural fit, even if they don't have the same background.Habert explains how prioritizing the team's wellbeing and creating an e...
Nov 21, 2024•46 min
Send us a textIn this episode, the Grow Show team is joined by Pete Fagan, Director of Business Development at Unbridled Media. The discussion covers a wide range of topics related to employee engagement and business growth strategies.A deep dive into the "5 C's of Employee Engagement" follows - communication, connection, culture, contribution, and career development. The hosts explore how these elements can drive a 21% increase in profitability for organizations that prioritize employee enga...
Nov 14, 2024•50 min
Send us a textIn this special 100th episode, Scott, Jeff, and Eric take a moment to reflect on their incredible podcast journey. What started as an experiment to provide value to entrepreneurs has blossomed into a 100-episode milestone, filled with insights, connections, and a deeper understanding of their own business. The hosts candidly discuss the reasons they began the podcast, the unexpected benefits they've experienced, and the lessons learned along the way. From honing their conversati...
Nov 07, 2024•40 min
Send us a textThe Grow Show is Live! Today's episode features guest Tim Petsch of GrassWorx, LLC. Text us at 904-867-4466!#EntrepreneursCheatCode - Scott Scully talks about the importance of gathering employee feedback. Highlighting the dramatic productivity growth when employees feel heard and listened to. #Miningforgrowthgold - Tim Petsch talks about his experience as a leader with GrassWorx, LLC, and the strategies they have used to find their niche in dog parks and apartment complexes nat...
Oct 24, 2024•54 min
Send us a textAt the heart of this episode, Scott Scully and Jeff Winters delve into the evolution of their prospecting approach, highlighting the power of an omni-channel strategy. Starting with a call-only model, they gradually expanded to include email, LinkedIn, social retargeting, and direct mail - a journey that mirrors the changing landscape of lead generation.Scott shares compelling statistics, revealing that an omni-channel approach can lead to a 30% higher response rate and a 50% in...
Oct 17, 2024•38 min
Send us a textIn this episode of the Grow Show, featuring Amanda Dinkelmann from Archford Capital, the hosts dive deep into the importance of learning to say no as part of their "50 for 50" segment. Scott Scully emphasizes that while it can be incredibly difficult, especially in challenging economic times, saying no to the wrong clients or opportunities is essential for the long-term health and focus of the business. The group discusses the consequences of taking on misaligned clients, i...
Oct 10, 2024•38 min
Send us a textThe episode covers several insightful topics for growing businesses, starting with a discussion on the importance of self-sourcing in sales. Eric Watkins and Jeff Winters highlight data showing that only 25% of sales reps have a chance of hitting quota this year without taking on more of their own prospecting.They then dive into tips for effective public speaking, emphasizing the importance of not wasting time introducing yourself and instead jumping right into the content. Eric...
Oct 03, 2024•29 min
Send us a textScott Scully shares his exceptional experience staying at the high-end Rosewood hotel. This leads the hosts to explore the idea of transitioning customers into a true membership model, where businesses provide exclusive benefits and services beyond the core offering. Eric Watkins also dives in deep during "Mining For Growth Gold" highlighting a technique for handling the common "I'm not interested" objection during cold calls. Additionally, Jeff Winters offers advice for sa...
Sep 26, 2024•45 min
Send us a textIn this episode of The Grow Show, the hosts dive into the evolving world of sales prospecting. They discuss the death of open rate tracking in cold email, share tips for softening your tone in outreach, and emphasize the importance of maintaining a consistent weekly meeting cadence to drive business momentum. The show also features an expert on leveraging LinkedIn for prospecting, and strategies for selling to competitive, commodity-driven markets. This episode is packed with ac...
Sep 05, 2024•32 min
Send us a textOn this episode of the Grow Show, Eric and Jeff center around the concept of "belly-to-belly" conversations - facilitated discussions to address tensions and conflicts within an organization. The hosts emphasize the value of this approach over avoidance or individual problem-solving, providing strategies for effective facilitation.Additionally, the episode explores the significance of understanding a business's total addressable market (TAM) and how it should inform marketing an...
Aug 29, 2024•35 min
Send us a textIn this episode, the hosts dive deep into sales strategies for navigating challenging economic conditions. They emphasize the importance of investing in sales, even if it means temporarily impacting profit margins, in order to drive much-needed revenue growth. The discussion covers tactics for re-engaging past prospects, handling skeptical buyers, and leveraging tools like newsletters to nurture leads. The hosts share real-world examples and personal experiences to illustrate ho...
Aug 22, 2024•42 min
Send us a textThis episode of The Grow Show highlights the immense value of building a strong internship program within your organization. Scott, Eric, and Jeff emphasize how internships can uncover exceptionally talented young professionals, even at the freshman and sophomore levels. They passionately advocate for companies to invest the time and effort into cultivating a robust internship program, noting that the benefits far outweigh the perceived challenges. Their enthusiasm and real-worl...
Aug 15, 2024•41 min
