Fridays 11:00am - 12:00pm (EDT)
WHAT WILL THE AUDIENCE LEARN?
The audience will hear from a team comprised of former salespeople, heads of marketing and field sales executives. These professionals help SMBs find sales success through the adoption of digital sales enablement tools and technology.
Whether you are an SMB or a large corporation, your target customers are consuming digital content at a voracious rate. Business is being conducted digitally more than ever before and that means the sales process must follow suit.
There is a need to accelerate the rate of market penetration and client acquisition with the latest tools and training. Business leaders need to ensure their people spend as much time with prospects and clients as possible, while not missing other opportunities.
We are joined by James Jacobi, Digital Sales Enablement Expert, Founder & CEO of Ascend Advisers. James and his colleagues employ the latest marketing and digital tech to enable quantum leap results you can measure and feel.
If your business is going to compete in the era of remote selling, marketing, and digital disruption, it is time to ascend to the next level with Ascend Advisers.
Tune in for this sensible conversation at TalkRadio.nyc
00:00:36.640 --> 00:00:54.829 Steven Frey @alwaysfreyday @smbguy: well, hello out there planet Earth and Happy Friday. A little cold here in the basement this morning, so got some layers and a hat on. It's Friday, and it's always Friday with me. People, Stephen Fry your Smb. Guy, I see. Why am I, or in case you missed it. Smb stands for small and medium sized business. For the last 20 years
00:00:54.840 --> 00:01:08.220 Steven Frey @alwaysfreyday @smbguy: I've been a consultant for Smbs, a voice and a sounding board for business leaders advocating on their behalf their employees as well, I believe, very strongly in sharing stories, providing perspective and creating connection.
00:01:08.230 --> 00:01:27.810 Steven Frey @alwaysfreyday @smbguy: So every single Friday you can find me right here on talk radio and Nyc doing just that lending what's left of my mind and my voice, especially around holiday season, to this radio show where I interview Smb leaders and their trusted advisors. One thing that I've seen consistently over the years is that some of the best thought leadership for SMS
00:01:27.820 --> 00:01:32.280 Steven Frey @alwaysfreyday @smbguy: happens on Friday, just about the time we feel that freedom of the weekend coming.
00:01:32.380 --> 00:01:51.399 Steven Frey @alwaysfreyday @smbguy: However, we're also anxious to start the weekend. These crucial pearls of wisdom. They're often overlooked. They're forgotten. They're eased aside in favor of our fun activities, our holiday parties and our freedom from work here on the show we take advantage of that weekend freedom and clarity. We discuss popular topics that are on the minds of Smb leaders and their trusted advisors.
00:01:51.410 --> 00:02:08.939 Steven Frey @alwaysfreyday @smbguy: The name of the show not just to play on words. Everybody. My last name means free in German. So just a quick reminder for all of you out there. before we get moving. I just wanted to say a quick thanks to my buddy, Dr. Scott Shrem, of a garden, State foot and ankle, and his crew, with the Northeast Drivers Club and Edc.
00:02:08.949 --> 00:02:24.359 Steven Frey @alwaysfreyday @smbguy: Mit Ctl. And for including me in their charity event last weekend, if you enjoy the world of fast cars, it was an absolute blast. By the way, the entire event was coordinated through technology on the discord app for for those that use. That might be a little relevant for our conversation today 150.
00:02:24.420 --> 00:02:42.300 Steven Frey @alwaysfreyday @smbguy: But my My daughter was getting ready for school this morning, and I noticed she's wearing a new sweatshirt. Her outfit de jure was from my cousin Aaron Handworker's company at Kia Key. We had him on the show back August 5 of this year. It really kind of got me into the mood for the conversation we're going to have today.
00:02:42.310 --> 00:02:47.829 Steven Frey @alwaysfreyday @smbguy: as you can see. If you're watching out there in video land, there is a QR. Code on the back of the sweat chart.
00:02:47.910 --> 00:02:59.310 Steven Frey @alwaysfreyday @smbguy: using QR. Codes. Anyone can take their smartphone out, open the camera, hover over the code and be directed to wherever the business marketeer, wherever they want to take you in the digital world.
00:02:59.430 --> 00:03:15.329 Steven Frey @alwaysfreyday @smbguy: Very timely, since we are going to speak with an expert on the latest digital sales and marketing topics, trends and tips to help out both all of us as individuals and businesses. Just take your skills to the next level. So talking about B 2 b digital sales and marketing today.
00:03:15.340 --> 00:03:23.939 Steven Frey @alwaysfreyday @smbguy: whether you're an Smb or a large corporation, your target customers, they're consuming digital content at a ridiculous rate. Nowadays
00:03:23.980 --> 00:03:39.269 Steven Frey @alwaysfreyday @smbguy: business is being conducted digitally more than ever before, and that means that the sales process has to follow suit in some way, shape or form. There is a need to accelerate the rate of market penetration and client acquisition with the latest tools and training out there
00:03:39.420 --> 00:03:50.189 Steven Frey @alwaysfreyday @smbguy: business leaders. They need to ensure that their people spend as much time with the prospects and the clients as possible. All while not missing out on other opportunities, they can capitalize on it's not the easiest task
00:03:50.200 --> 00:04:08.640 Steven Frey @alwaysfreyday @smbguy: our special guest and his colleagues. They employ the latest marketing and digital tech to enable quantum leap types of results. You guys know, I like movies and TV. So I love the show quantum leap, but quantum leap results that you can measure and feel if your business is going to compete in the era of remote selling, marketing and digital disruption.
00:04:08.650 --> 00:04:12.029 Steven Frey @alwaysfreyday @smbguy: It really is time to ascend to the next level. You can't wait anymore.
00:04:12.200 --> 00:04:31.589 Steven Frey @alwaysfreyday @smbguy: Talk is cheap. We're on talk radio. Nyc: we don't want it to just be talk. We want everyone to use the insight on the business landscape and create some more impact on Monday morning. It's far too often these days. The businesses I work with the SMS. They're focused on the product that's going to solve all of their problems. The Magic W and the shiny new Mouse trap
00:04:31.750 --> 00:04:50.140 Steven Frey @alwaysfreyday @smbguy: products change every single day, including the TV that just got delivered about 20 min ago upstairs from my cyber Monday shenanigans. The one I bought 10 years ago is completely different from the one that I bought this time around. Products change every single day, every facet of our lives. You have to surround yourself with the right people. First.
00:04:50.150 --> 00:05:09.960 Steven Frey @alwaysfreyday @smbguy: keep a good process of execution in mind. It will help you arrive at the right products, the right goals that you seek, all the products that you need. They'll present themselves when needed. Everything begins and ends with the people. So in the spirit of surrounding yourself with the right people, I'm. Very excited for this discussion. I hope you guys are, too. We're speaking with James Jacobi
00:05:09.970 --> 00:05:27.829 Steven Frey @alwaysfreyday @smbguy: mit Ctl.
00:05:27.840 --> 00:05:37.940 Steven Frey @alwaysfreyday @smbguy: He's a recognized millennial leader on multiple boards of directors, and has spoken to top industry and business conferences on business growth hiring and leadership. He has spent the last 15 years
00:05:38.280 --> 00:05:42.529 Steven Frey @alwaysfreyday @smbguy: working with small local businesses to global fortune, 100 firms
00:05:42.670 --> 00:05:56.649 Steven Frey @alwaysfreyday @smbguy: in the health care insurance, pharmaceutical and technology verticals. He understands the challenges Ceos face to build a great culture and high performing teams. James graduated from Northern Illinois University with a degree in marketing and certified professional selling.
00:05:56.660 --> 00:06:16.179 Steven Frey @alwaysfreyday @smbguy: A resume is one thing: how you talk about it is another. He is the man he's extremely talented and articulate when it comes to speaking about these topics. As always, we're going to have some fun talking about my favorite movie TV and music questions, but joining us from his home base in Mars County, New Jersey, a place that I've been spending more and more time these days to speak with some like minded professionals.
00:06:16.190 --> 00:06:21.350 James Jacobi: James, welcome to always Friday, brother, excited to have you here Happy Friday Happy to be here.
00:06:21.520 --> 00:06:28.760 Steven Frey @alwaysfreyday @smbguy: So your name sounds like a superhero, and as it relates to the topic, we're going to discuss today.
00:06:29.150 --> 00:06:41.360 Steven Frey @alwaysfreyday @smbguy: Arguably You are a superhero, for Smb is out there. We want to hear a little bit about the founders journey. You have a very awesome business model like I'm excited for everybody to hear about it. Tell us how you got where you are today.
00:06:41.950 --> 00:06:43.310 James Jacobi: Yeah. So
00:06:43.330 --> 00:06:47.509 James Jacobi: i'm gonna share some stuff that you don't even know yet. So i'm excited.
00:06:47.730 --> 00:06:55.680 James Jacobi: So if you really want to peel back the onion and thanks again, for for let me be here and excited to share my story with you guys today.
00:06:56.140 --> 00:06:59.769 James Jacobi: So my story starts about 3 generations ago.
00:06:59.840 --> 00:07:19.310 James Jacobi: and my grandfather, who was first generation from immigrant from Germany that came over here. He was a famous dentist that then later turned into a professional speaker and business coach for the dentist practice in the 1970 S. And eighties, maybe even late sixties.
00:07:19.410 --> 00:07:29.030 James Jacobi: So I got it in my blood. That entrepreneur and business and sales is there. My Dad was in corporate for 35 years a newspaper business.
00:07:29.260 --> 00:07:37.780 James Jacobi: so I saw my whole life what business looked like, and we have a lot of entrepreneurs, and in his his family as well. So
00:07:37.870 --> 00:07:49.480 James Jacobi: that got that gets to me where I was in corporate out of college for almost 11 years. One company, same kind of mindset like I'm going to work for the same company forever, because that's what I grew up in.
00:07:49.670 --> 00:08:02.010 James Jacobi: And then I realized that I needed to move on, and I I got that itch to go start a business. So 5 years ago I opened up our consulting firm.
00:08:02.370 --> 00:08:11.400 James Jacobi: and 5 years later we in about last August we surpassed 7 figures in business. So we're up and running, and we're we're flying.
00:08:12.360 --> 00:08:15.669 Steven Frey @alwaysfreyday @smbguy: It's amazing. I I love hearing stories like that. It's
00:08:15.770 --> 00:08:30.089 Steven Frey @alwaysfreyday @smbguy: yeah everybody dreams about like they go into corporate America. They think they're gonna have the you know, the same job for for life, and and a few. A few people are thinking about it that way these days. But to be able to to kind of take some of the skill set that you've learned along the way, and
00:08:30.100 --> 00:08:39.349 Steven Frey @alwaysfreyday @smbguy: you'll bring it to your own type of enterprise. And just for me to have have met you just last year, and to see even what kind of evolution has taken on in the past year. What that looks like
00:08:39.390 --> 00:08:41.009 Steven Frey @alwaysfreyday @smbguy: is just awesome.
00:08:41.030 --> 00:08:50.319 Steven Frey @alwaysfreyday @smbguy: You know this is a world where there's a lot of folks that I run into out there, and i'm sure you do, too, that that claim to be able to help with digital sales and marketing initiatives.
00:08:50.490 --> 00:08:57.160 Steven Frey @alwaysfreyday @smbguy: And yet, when I look at what you do and how you do it, which we're gonna dive deeper into in the next segment we deal with, for sure.
00:08:57.760 --> 00:09:07.189 Steven Frey @alwaysfreyday @smbguy: I feel like they scratch maybe one and a half of like the 8 to 12 things that you have listed all over your website. Do you feel the same way?
00:09:08.100 --> 00:09:17.479 James Jacobi: Yeah. And it's honestly no fault to their own right, because the the industry for marketing digital marketing sales all that stuff.
00:09:17.710 --> 00:09:36.550 James Jacobi: There's so many new widgets and pieces of tech and pieces of flare out there today that we didn't have 10 years ago, even, you know. So the the complexity of choice for the business owner to decide what's good for the business, what isn't, and to make those decisions, unfortunately, really, really quickly.
00:09:36.650 --> 00:09:40.720 James Jacobi: and and to just hope it kind of works like that's that's kind of the
00:09:40.790 --> 00:09:46.469 James Jacobi: the atmosphere of a small business owner. Right is. They are trying to just have cash flow every month.
00:09:46.490 --> 00:09:48.000 James Jacobi: Be net positive
00:09:48.010 --> 00:10:08.230 James Jacobi: make their payroll, and somehow figure out how to grow their sales and market themselves correctly, which you know. No, no, big deal, you know. 1010 or so more hats is is no big deal right, do you? Do you feel like you know, coming from the corporate world and making your own Smb. Really, you know that access a trusted advisor to SMS. But
00:10:08.490 --> 00:10:20.639 Steven Frey @alwaysfreyday @smbguy: do you feel like you've gotten a chance to eat some of your own cooking along the way of things that you've been preaching to people, and maybe some of it was. Oh, maybe it wasn't exactly how I thought it was, and it's caused you to to look at it through a different lens
00:10:20.990 --> 00:10:39.870 James Jacobi: 100. So if you don't know my background. I I went through a quick on the beginning, but I was in corporate sales for those 10 to 11 years. I was running sales teams we were. We were selling multi 1 million dollar solutions into big big companies, so I thought I knew everything I had to know about sales
00:10:39.880 --> 00:10:46.599 James Jacobi: until you have to sell yourself and your and your brand new brand that no one knows about for the first time.
00:10:46.720 --> 00:11:05.110 James Jacobi: and that changes everything. And so, I had to learn actually a lot about marketing and branding and messaging to position myself to actually get some business when I first started, and it was, it was not easy. I hired some, you know, pretty pricey coaches
00:11:05.140 --> 00:11:24.599 James Jacobi: and it. It definitely helped, but it's a sink or swim when you first start out. It it is, it is not easy. It's. It's probably worse than your first job in sales. You know it's your first job in sales itself. Be an entrepreneur for 2 months. So let me know how you do. Exactly.
00:11:24.610 --> 00:11:29.580 Steven Frey @alwaysfreyday @smbguy: So I love stories and analogies which i'm going to spew, probably a whole bunch of them here today. But
00:11:29.600 --> 00:11:43.160 Steven Frey @alwaysfreyday @smbguy: yeah, right around this time last year I interviewed my friend Michael Lee from a magnetic mind studio, and he works works in the world of really trying to get. You know, businesses to hone in on their message and what they're trying to say. And how do they need to say it?
00:11:43.450 --> 00:11:50.060 Steven Frey @alwaysfreyday @smbguy: And he talks about the difference between marketing and branding, and he says marketing is asking someone out on a date.
00:11:50.200 --> 00:11:59.220 James Jacobi: Branding is the reason they say Yes, that's right. You agree. It sounds like, yeah, I know totally totally. Hey, Gotta make a good first impression.
00:11:59.400 --> 00:12:05.310 Steven Frey @alwaysfreyday @smbguy: Yeah, and that's and that's the thing that I find with a lot of people who claim to do some similar things to you is that you?
00:12:05.580 --> 00:12:09.660 Steven Frey @alwaysfreyday @smbguy: They're often really good about making the first impression
00:12:09.840 --> 00:12:16.689 Steven Frey @alwaysfreyday @smbguy: in the world of superficial everything at face value. Everything's about some type of product
00:12:17.330 --> 00:12:19.390 Steven Frey @alwaysfreyday @smbguy: great like that's fine. But
00:12:19.540 --> 00:12:28.079 Steven Frey @alwaysfreyday @smbguy: if there's not really a foundation, if there's no bones behind it. If there's if there's no method behind the madness, so to speak, that I like to speak about every week
00:12:29.460 --> 00:12:34.909 Steven Frey @alwaysfreyday @smbguy: tends to lend itself to not a successful outcome, and the business owner ends up frustrated
00:12:35.240 --> 00:12:36.180 James Jacobi: every time.
00:12:36.370 --> 00:12:55.170 Steven Frey @alwaysfreyday @smbguy: Yeah. So i'm. I'm glad that you see things my way, because I got just fired up about this conversation this morning, and I I always make a couple of notes here and there, and I I feel like I wrote part of a novel this morning as far as what I wanted to cover, which I don't think we have a chance in hell of covering everything. But we are going to talk about the method and madness of the B 2 B
00:12:55.180 --> 00:13:09.390 Steven Frey @alwaysfreyday @smbguy: Digital marketing and sales initiatives that are going on out there, and the way that James and his team, Addison can help. We're going to take break, but we'll be right back with James Jacobi, digital sales enablement expert founder and CEO and us and advisors stay with us.
00:13:12.500 --> 00:13:31.970 www.TalkRadio.nyc: Are you a business owner? Do you want to be a business owner? Do you work with business owners? I I'm. Steven Pry. You're small and medium sized business or Smb Guy and i'm the host of the new Show always Friday, while I love to have fun on my show. We take those Friday feelings of freedom and clarity to discuss popular topics on the minds of Smbs today.
00:13:32.160 --> 00:13:38.249 www.TalkRadio.nyc: Please join me at my various special guests on Friday at 11 am. On Talk radio, Dot Nyc.
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00:14:57.940 --> 00:14:58.860 You
00:15:00.260 --> 00:15:01.460 you.
00:15:01.910 --> 00:15:02.530 you.
00:15:02.920 --> 00:15:03.590 you!
00:15:03.920 --> 00:15:04.620 You
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00:15:25.420 --> 00:15:35.970 Steven Frey @alwaysfreyday @smbguy: welcome back everybody. It's Friday, it's always Friday, and it's me. Stephen Fry, your S. And B. Guy, we are chatting with James Jacobi, founder and CEO of ascend advisors, digital
00:15:36.010 --> 00:15:39.299 Steven Frey @alwaysfreyday @smbguy: marketing and sales enablement experts at large.
00:15:39.390 --> 00:15:51.819 Steven Frey @alwaysfreyday @smbguy: James, before we dive full blown into the method behind the madness. I wanted to, just since it's so cold in my studio this morning. I wanted to sit out by the fire pit for just a moment, and you know, give some quick perspective here on on the situation.
00:15:52.250 --> 00:15:59.229 Steven Frey @alwaysfreyday @smbguy: I've talked about this with a lot of different people with the digital world. Everyone wants more.
00:15:59.530 --> 00:16:11.489 Steven Frey @alwaysfreyday @smbguy: It doesn't matter if you're talking personal or business. Everyone wants more. They want it now. They want it brought to their face, making the digital world a focus for sales and marketing strength instead of weakness
00:16:11.540 --> 00:16:16.120 Steven Frey @alwaysfreyday @smbguy: has never been more necessary period. It doesn't really get simpler than that.
00:16:16.220 --> 00:16:26.779 Steven Frey @alwaysfreyday @smbguy: You know. The thing is that since we have all this technology and we have this digital world, everyone tries to go online and find the map in the compass themselves and try to navigate through the wilderness when
00:16:26.860 --> 00:16:40.960 Steven Frey @alwaysfreyday @smbguy: really what they need is they need a shepherd. They need a guy. They need someone who can drag them through to the Promised Land. Even when it gets dark and the and the violent night noises start, and they get really scared. They need someone who can really give an impartial perspective.
00:16:41.100 --> 00:16:42.120 Steven Frey @alwaysfreyday @smbguy: So
00:16:42.220 --> 00:17:01.109 Steven Frey @alwaysfreyday @smbguy: on that note I wanted to give just a a quick summary from your audible.com your book that you have published online radical integrity. 7 breakthrough strategies for transforming your business sales and life instead, straight up right here. You want more for yourself, Your sales team and your family. You want success.
00:17:01.160 --> 00:17:19.780 Steven Frey @alwaysfreyday @smbguy: You've probably tried it all books, podcasts. Yeah, I think we all know something about that coaching, and you've implemented dozens of strategies, but for some reason you can't break the cycle. Sales are stagnant or falling. Teammates keep quitting. It looks like you could soon lose a job, and the stress carries over. When you get home You're sick and tired of the same game
00:17:19.790 --> 00:17:26.679 Steven Frey @alwaysfreyday @smbguy: you've dreamed of being a successful sales leader being impactful to your team and clients, and having a happy and prosperous life.
00:17:26.750 --> 00:17:38.430 Steven Frey @alwaysfreyday @smbguy: Not a lot to ask for. Right if you're serious about becoming the leader you were born to be, and you want to make an impact from weekend insight to Monday impact. I like that. An impact at last, and radical integrity is for you
00:17:38.750 --> 00:17:47.619 Steven Frey @alwaysfreyday @smbguy: Some of the commentary out there says Radical integrity is like tribes by Seth Goden meets disrupt you by Jay Sammut meets, sell, or be sold by Grant Cardone
00:17:47.700 --> 00:18:02.020 Steven Frey @alwaysfreyday @smbguy: all a lot of good company names to be in, as far as giving the right perspective on this on this type of topic. But you listen to this, and you could become the sales leader that you were bored to be. We're going to have the link to the audible.com recording, posted in the show notes. But, James.
00:18:02.090 --> 00:18:14.389 Steven Frey @alwaysfreyday @smbguy: this is the method, part of the show, the science behind what you do, what you do, how you how you do it how you go to market for it. I want you to give everybody a little bit of the method behind the madness, because everybody out there is looking for this.
00:18:14.450 --> 00:18:19.099 Steven Frey @alwaysfreyday @smbguy: but a lot of them, Aren't. Really sure what the what the successful relationship looks like with it.
00:18:19.200 --> 00:18:21.260 James Jacobi: Yeah, Absolutely. So
00:18:21.730 --> 00:18:34.839 James Jacobi: there's a 1 million ways. You can start start this out. But I I had to really figure out if I did. If I deduce this to what's the one? If I were to start over again today. What would I do
00:18:35.220 --> 00:18:36.519 James Jacobi: for the next round?
00:18:36.780 --> 00:18:41.399 James Jacobi: it's simple, because this is working now, for when we launch to send and
00:18:41.430 --> 00:18:56.549 James Jacobi: we launched a I mentioned in the last segment. We started my business 5 years ago, but we didn't re-brain until ascend until the pandemic, when everything shut down. We pivoted the big word of the year, and we we turned our company into a send.
00:18:56.600 --> 00:18:58.940 James Jacobi: So ever since then we've been ascend.
00:18:59.270 --> 00:19:04.899 James Jacobi: and the biggest thing that we did that I would still do today, because it worked is
00:19:05.360 --> 00:19:10.570 James Jacobi: to decide on what is your offer first to the market?
00:19:10.610 --> 00:19:25.539 James Jacobi: Don't even worry about branding Don't even worry about marketing, or whatever. Think with the end in mind what is the piece of value or the the biggest outcome you can deliver period. What is that? And build your entire business and marketing plan around that?
00:19:25.550 --> 00:19:44.669 James Jacobi: Because once you know what that is, then we can figure out okay, who wants this? Who would best be served by this? How do they like to be, you know, bought or sold to You can start to really build out strategy from there, but I always work with clients first on their offer, because unless we know what that is, there's no point in marketing, because I don't know what the market
00:19:45.520 --> 00:19:46.750 Steven Frey @alwaysfreyday @smbguy: 100%
00:19:47.110 --> 00:19:50.929 James Jacobi: love it. Yep. Solving a problem. What problem can you solve the best?
00:19:51.080 --> 00:20:10.320 Steven Frey @alwaysfreyday @smbguy: So and then to that end, you know you have a whole lot of content on your website, which thank you for that. I appreciate it. When i'm trying to put a nice show together. I always appreciate it when the when the special guest has everything nice and clearly laid out. But the you know you everybody. Hannah, has the same market like the same problem. It's like the marketing problem that everybody like that you must solve.
00:20:10.330 --> 00:20:11.229 Steven Frey @alwaysfreyday @smbguy: Is that
00:20:11.300 --> 00:20:15.950 Steven Frey @alwaysfreyday @smbguy: the way of taking in information? It was happening anyway. But the pandemic
00:20:15.980 --> 00:20:23.829 Steven Frey @alwaysfreyday @smbguy: boosted it significantly for multiple generations of people out there, the way that people are taking in information and making decisions
00:20:23.890 --> 00:20:27.739 Steven Frey @alwaysfreyday @smbguy: and becoming new clients of other businesses
00:20:28.100 --> 00:20:35.679 Steven Frey @alwaysfreyday @smbguy: has changed a little bit, and it's it's, you know, a lot of people don't necessarily deal well with change, but they all have to you
00:20:35.910 --> 00:20:44.340 Steven Frey @alwaysfreyday @smbguy: pivot the word of the year. They all have to make sure that they have some type of consciousness around it, not to say that other ways of getting business are going to work.
00:20:44.670 --> 00:20:47.910 Steven Frey @alwaysfreyday @smbguy: but they need to have a piece of this in their arsenal. Wouldn't you agree?
00:20:47.970 --> 00:20:49.629 James Jacobi: Yeah, 100%.
00:20:49.760 --> 00:20:52.659 James Jacobi: They need to have a piece of it, and they also have to
00:20:52.720 --> 00:21:11.689 James Jacobi: think about a little bit longer term, I mean, I don't. I I tell everyone you can't hardly focus or predict anything past, even 6 months in in a business, especially if you're small. If you're a big company, you definitely can. You can probably project a year, 2 years out, but for small business, 6 months is an eternity
00:21:11.700 --> 00:21:15.139 James Jacobi: like so much happens in 6 months, even in 3 months. So.
00:21:15.440 --> 00:21:22.739 James Jacobi: However, the the thing that I've seen most that business owners don't do enough, is they don't commit
00:21:22.900 --> 00:21:41.710 James Jacobi: to a strategy long enough. They change too fast, and therefore they can't really see the full value or the results of what they initially were trying to do, unless it's like a total epic, fail, and something like the the launch just epically failed. And and you get a real really retool for some crazy reason.
00:21:41.790 --> 00:21:55.240 James Jacobi: Business owners really need to start thinking more about how to commit to a strategy for 90 days and just go all out, test the crap out of it, measure it to death. Get as much data as you can. Hopefully you have some wins.
00:21:55.340 --> 00:22:00.419 James Jacobi: but you can't learn the right lessons unless you get enough of that.
00:22:00.860 --> 00:22:19.910 Steven Frey @alwaysfreyday @smbguy: So thank you for teeing up my next couple of thoughts, perfectly as I had no doubt you would. So when you look at your website right, it's broken down again very clearly, you know distinctly there's there's a sales enablement piece, and there's a marketing piece which we're going to tackle a little bit more marketing and the madness segment because there's a whole lot of it surrounding the digital marketing space.
00:22:19.980 --> 00:22:37.019 Steven Frey @alwaysfreyday @smbguy: But when you look at the different types of things that ascend focuses on right the first 4 big like logo pictures I see on the website. It says, new client acquisition, prospect and client engagement, managing the sales, talent, life, cycle and lead generation and nurturing.
00:22:37.030 --> 00:22:55.280 Steven Frey @alwaysfreyday @smbguy: Now, these are all really important things, right? Yeah, but they're also the ones that I when i'm out there, and I hear a lot of the same what we we we can even call them buzzwords for the moment when I hear the same buzzwords a lot of times it comes from the lens of the business owner, looking for immediate gratification to your point, not sticking with the strategy long enough.
00:22:55.290 --> 00:23:12.470 Steven Frey @alwaysfreyday @smbguy: It's like. If they come up with a strategy, it, and it revolves around the you know, the lead generation, but not really thinking of how they're engaging with it afterwards. And yeah, we we want a certain amount of new clients every month for the next 3 months, while we're deploying this new strategy. All right. Well, sometimes a new distribution effort
00:23:12.570 --> 00:23:24.929 Steven Frey @alwaysfreyday @smbguy: takes up to 6 to 18 months, like if you want to put up a timeframe around it to really get up and moving. Yeah. So if you have just a 60 to 90 to date, 60 90 days like sometimes. That's not even enough to really test the waters.
00:23:25.560 --> 00:23:29.350 Steven Frey @alwaysfreyday @smbguy: So it sounds like you agree the next 4 things that I see
00:23:29.400 --> 00:23:49.189 Steven Frey @alwaysfreyday @smbguy: are a little bit more process-based, which I love process, and I I know that you do, too, and it's where a lot of a lot of business owners look like they fall down to me, and you know we get your perspective on it. So the next 4 things you have in. There are customer journey and sales process mapping, onboarding and sales, training
00:23:49.200 --> 00:23:53.100 James Jacobi: sales, playbook development and sales process development. Yep.
00:23:53.890 --> 00:23:57.179 Steven Frey @alwaysfreyday @smbguy: Now correct me if i'm wrong. But these types of things
00:23:57.380 --> 00:24:04.590 Steven Frey @alwaysfreyday @smbguy: these are more longer-term types of plans that really require some thought and collaboration with the business owner and the leadership
00:24:04.970 --> 00:24:12.069 James Jacobi: they are, however. if you have an a a new product, roll out a new service, roll out.
00:24:12.230 --> 00:24:21.490 James Jacobi: or you're just trying to take your business in general to the next level. You want to make more money next year. You want to grow revenue and profit and reinvest and hire more people and all that stuff.
00:24:22.990 --> 00:24:23.780 James Jacobi: we've
00:24:23.830 --> 00:24:25.839 James Jacobi: You gotta fix your revenue line.
00:24:26.000 --> 00:24:27.920 James Jacobi: and we got to fix the profit line
00:24:28.490 --> 00:24:30.370 James Jacobi: for not making enough gross margin.
00:24:30.430 --> 00:24:45.110 James Jacobi: Then we need. We gotta figure that out, because you gotta have enough money at the end of the day to reinvest and fund your company. So the easiest way to do that is to make more money and to offer products that are services that have better margins than you do today.
00:24:45.180 --> 00:24:49.089 James Jacobi: Easiest way to fix all that might. More sales have better margins.
00:24:49.220 --> 00:25:05.859 James Jacobi: and and when you do that, it's really you guys looking at evaluating the offer in extreme detail, like first and foremost, absolutely, and that and that's why we start there right. Because when we look at the offer we're not just looking at what they're going to sell and what the client is going to get
00:25:05.870 --> 00:25:21.240 James Jacobi: it's also. We look at the P. And and what is the what are we charging? How much is it cost to deliver that service or product. Therefore, what is our profit margin, and how how much resources do we have already in our company to to do
00:25:21.320 --> 00:25:32.319 James Jacobi: more of that? What's our limit with the resources that we have that should give you a really good picture of what's our revenue potential with what we have in place right now, and if the numbers don't add up.
00:25:32.700 --> 00:25:51.890 James Jacobi: we we haven't. We can't move forward with anything we got to fix that first, so I just did this actually this week with a new client where we increase their pricing significantly because the pnl made 0 sense and it's about big changes, right huge changes. But that's.
00:25:51.900 --> 00:25:54.579 James Jacobi: and I guess what I want to add to that, Steve is.
00:25:55.340 --> 00:26:05.340 James Jacobi: I know it's so hard for business owners to be unemotional about their business, because it's everything as they're they're totally in it, and it's so it's all of them right, but
00:26:05.890 --> 00:26:24.410 James Jacobi: is as easy as it is to say this, and I know it's not easy. You have to stay objective, and you have to separate the emotion from the business. We have to go and approach our business with the thinking of. How are we going to build this machine that can run eventually on its own, and make money for me and keep growing.
00:26:24.490 --> 00:26:35.800 James Jacobi: and we have to go solve problems with that mindset, so that we are more objective in our thinking and more strategic in our thinking. And then we just go execute that strategy. That's that's the game plan.
00:26:35.810 --> 00:26:47.629 Steven Frey @alwaysfreyday @smbguy: So yeah, I say, always at the beginning of my shows how I like to be conscious of products that are available new technology, new apps, new, all of that that that are around, that I might not be using yet.
00:26:47.640 --> 00:26:56.749 Steven Frey @alwaysfreyday @smbguy: But there's really no substitute for for good people and good process, and to give a quick shout out to our mutual friend, Eddie Hemen, as from one huddle.
00:26:56.760 --> 00:27:10.579 Steven Frey @alwaysfreyday @smbguy: That's how I met you, and one huddle is an example of one of those technologies that I've I've spoken about with people, and they immediately kind of look at it from the product mindset of oh, i'm going to subscribe to this technology, and it's going to make my revenues go up immediately.
00:27:10.810 --> 00:27:28.010 Steven Frey @alwaysfreyday @smbguy: and it's like it just comes from the I like. It comes from. The idea of the world needs better coaching and training, and I know that part of you know what you do as far as retooling sales processes, you know. It does revolve around onboarding and training, you know, and there's there's a difference between training and coaching. It's like
00:27:28.020 --> 00:27:46.249 Steven Frey @alwaysfreyday @smbguy: you have to train somebody, how to really relay your offer, and to make money for the company. You also have to be able to provide some type of ongoing, coaching module for them that keeps them abreast of what's new and changing in in the climate. And the pandemic taught us that better than anything
00:27:46.620 --> 00:27:47.470 James Jacobi: it did
00:27:47.700 --> 00:28:00.549 James Jacobi: it did. And if you're not constantly training and constantly developing, then you're you have a lot of opportunity to grow one thing that we talked about every day to send that to outside outsiders is.
00:28:00.680 --> 00:28:05.849 James Jacobi: we're really proud of the fact that we train our staff every single day.
00:28:06.130 --> 00:28:25.660 James Jacobi: It's not a 2 week up start, and then you you drop them off. It's not a 2 months upstart. It's. It's an everyday forever process in our company, because the better you guys can teach and develop your people and help them learn faster how to do what you want them to do at the highest level. The faster your company is going to grow and run where you want it to be. So
00:28:25.780 --> 00:28:35.229 James Jacobi: And yeah, they train it in lots of years of working with small medium-sized businesses for all kinds of professional services, help and everything. Sometimes it blows my mind.
00:28:35.420 --> 00:28:41.730 Steven Frey @alwaysfreyday @smbguy: You know how many people do like the one and done type of this is what you need to know, and goodbye and good luck like type of thing. It's it's.
00:28:41.760 --> 00:28:49.710 Steven Frey @alwaysfreyday @smbguy: you know. If you really believe that you can learn something new every day, and it's hard to not believe that these days, with the amount of things that are changing at the rate they're changing at
00:28:49.780 --> 00:29:08.169 Steven Frey @alwaysfreyday @smbguy: You gotta. You gotta be prepared for what you're gonna do when the ball said to you. So I I know you weren't able to make it this week. But thank you to Sam Cassie and Eddie himenas and the rest of the the one Huddle crew for yet another awesome party this week. Great to see you guys, we're going to take a quick break, but we'll be right back with James Jacobi, founder, and CEO of a send Advisor. Stay with us.
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00:31:11.060 --> 00:31:25.270 Steven Frey @alwaysfreyday @smbguy: Welcome back to always Friday with me, Stephen Fry. Your smb Guy, not just me. We're also chatting with James Jacobi superhero alter eager so ego-sounding name and founder, and CEO of his advisors. James and I were just talking a little bit about.
00:31:25.280 --> 00:31:31.660 Steven Frey @alwaysfreyday @smbguy: you know, really some of the method behind his madness, and it was a good segue into the madness world we were talking about just now of
00:31:31.750 --> 00:31:41.120 Steven Frey @alwaysfreyday @smbguy: onboarding and training and ongoing coaching, and making sure that things continue to stay relevant. You can learn something new every day, and these days you almost have to to
00:31:41.150 --> 00:32:01.090 Steven Frey @alwaysfreyday @smbguy: to to stay relevant and to stay forefront in top of people's, minds with your good services, products, whatever it is that you're that you're trying to to sell or raise revenue with. But, James, this is this is the madness part of the show. This is the artistic, observational view you have on what you do, stories you have from the field. No subject to taboo Anything goes.
00:32:01.100 --> 00:32:06.560 Steven Frey @alwaysfreyday @smbguy: you know. There's a lot to unpack here with what you're doing, and how you're doing it, especially because you
00:32:06.620 --> 00:32:12.059 Steven Frey @alwaysfreyday @smbguy: you you kind of rebranded it, and took on like a new lens with it during the pandemic.
00:32:12.080 --> 00:32:25.270 Steven Frey @alwaysfreyday @smbguy: So just real quick something to read from from some of your content out there digital marketing delivery during Covid in 2020, the digital adoption rate for mobile and laptops increased by over 50,
00:32:25.610 --> 00:32:44.289 Steven Frey @alwaysfreyday @smbguy: the challenge keeping up with and capturing the flow of attention for conversion into paying clients with the attention of a net or a goldfish. Yeah, pretty difficult. So you know, there's a lot to unpack with the with the marketing side of things, you know, digital sales enablement is what you do. Digital marketing work as well.
00:32:44.300 --> 00:33:03.129 Steven Frey @alwaysfreyday @smbguy: you know. Sometimes people will put the same in one category. I always look at it as when you're really trying to pump up your distribution effort. It's a perfect blend of sales, marketing and operations where everyone wants ultimately more sales and more revenue. But the marketing efforts will open the door, especially with the digital world that you play in these days
00:33:03.460 --> 00:33:20.830 James Jacobi: you have a good process of operation. You're going to get everything that you want. But I don't think everyone else out there thinks that way which has no doubt led to some tales of madness that you have. So we want to hear some of them lay it on us. Yeah, absolutely. if we have time, I want to circle back to a development story. So
00:33:22.360 --> 00:33:30.349 James Jacobi: yeah. So with the disruption of Covid, it also brought the disruption, as everyone saw, of remote business.
00:33:30.540 --> 00:33:46.679 James Jacobi: You know I used to be selling where i'd have to go on coffee meetings and in the city and and go meet someone to drive an hour to to meet for maybe 30 min and drive an hour back. I don't do that anymore. They got. I i'm actually really excited about that.
00:33:46.690 --> 00:33:52.120 James Jacobi: But literally Covid changed the way we do business. And and now it's so digital.
00:33:52.570 --> 00:34:06.310 James Jacobi: we're we're on zoom, or unless teams are, you know, fill in the blanket, but mostly zoom or teams more than ever for most of our meetings. And while it's great because we can be even more efficient and more productive, and handle more meetings than today.
00:34:06.480 --> 00:34:11.240 James Jacobi: It's. It's a balance, and you have to.
00:34:11.429 --> 00:34:14.620 James Jacobi: And in terms of marketing, figure out. Okay.
00:34:14.949 --> 00:34:27.409 James Jacobi: How do I get someone's attention because the traffic just went through the roof. There's so much to see. We have a d, probably worse than ever, with like every 2 s looking at stuff, so that
00:34:27.770 --> 00:34:44.220 James Jacobi: to your point there is a need for volume. You gotta send a lot of volume of of promotion and marketing, and hey, i'm over here. You know it's your market every day every week, and they're also which is where I see the biggest problems
00:34:44.290 --> 00:34:46.149 James Jacobi: is. You gotta be consistent.
00:34:46.710 --> 00:34:48.230 James Jacobi: and you had to follow up.
00:34:48.510 --> 00:34:59.879 James Jacobi: And so when we launched our initial set of services, we were helping a lot of people with marketing and lead generation on social media and email.
00:35:00.120 --> 00:35:06.670 James Jacobi: and we were able to bring a lot of traffic and somewhat, you know, leads, I would call them
00:35:06.750 --> 00:35:12.299 James Jacobi: somewhere on between marketing qualified leads to just more engaged prospects.
00:35:12.380 --> 00:35:17.700 James Jacobi: But once we got them to that spot on your marketing and sales funnel.
00:35:18.110 --> 00:35:27.270 James Jacobi: there was literally no process or system or muscle in the company. To then take that to sales qualified lead into deal closed.
00:35:27.310 --> 00:35:29.829 James Jacobi: And so it it became
00:35:30.010 --> 00:35:33.060 James Jacobi: very obvious that there was a sore spot
00:35:33.590 --> 00:35:44.069 James Jacobi: in small businesses today that frankly, and it's not really their fault. It's just it's just the way it is. I I got lucky growing up in a
00:35:44.110 --> 00:35:55.680 James Jacobi: big company where systems and processes were standard. They're already set. They've been there for years, and you don't even you don't know you don't know. You just assume that's how the world works, but that's not how the world works.
00:35:55.690 --> 00:36:15.370 James Jacobi: A lot of businesses have 0 systems or processes around sales or marketing so, and that's the truth, for most small business. They don't have processes or systems around sales. They don't prospect. If If a lead wants to give them their credit card and buy their services right up front. They're excited, and if they have to go, follow up for 90 days they're not going to do that.
00:36:15.380 --> 00:36:29.319 James Jacobi: you know. So, and that's the issue. That's the issue. So especially when we're so busy today in digital You have got to have a strategy and an execution system around
00:36:29.330 --> 00:36:40.489 James Jacobi: prospecting, and that is where we shifted our services to now do done for you, pro prospecting and sales services for companies, because that's the work that no one wants to do.
00:36:40.530 --> 00:36:44.709 James Jacobi: But you know what we've always heard it. We've always heard of. What is it? And the money is in the
00:36:45.500 --> 00:36:46.540 James Jacobi: follow up.
00:36:46.570 --> 00:36:58.729 Steven Frey @alwaysfreyday @smbguy: and it's all about. I I always heard of it as it's all about the fu. Yeah, it's all about the F. You. That's right. So you know important points for sure.
00:36:58.740 --> 00:37:19.280 Steven Frey @alwaysfreyday @smbguy: You know, around digital marketing, strategy and website conversion development. I I 100% agree with you like when I said in the very beginning, that I look at the scope of what you guys work with, whether it seems more product based or more process based, or what have you? It all comes from the right mindset to me. I I I save 12 different little pictures of Logos that's on your site.
00:37:19.290 --> 00:37:23.759 Steven Frey @alwaysfreyday @smbguy: and in my mind a lot of times when people claim to do what you guys really do.
00:37:23.780 --> 00:37:30.600 Steven Frey @alwaysfreyday @smbguy: It's like one and a half of those things. It's the lead generation and nurturing and kind of new client acquisition.
00:37:30.750 --> 00:37:49.440 Steven Frey @alwaysfreyday @smbguy: and then it's like, there's a complete breakdown from there on out because it's oh, we got the we got the lead. We got the credit card we got. It's like oh, signed a back the client Services agreement. Some people actually will still call it a sales order to the people, which is, yeah. And for that a while, yeah. Yeah. So. But sales order whatever it's like. And then okay, it's off to the races.
00:37:49.480 --> 00:37:53.359 Steven Frey @alwaysfreyday @smbguy: but with inconsistency in the entire process from there on, out.
00:37:53.850 --> 00:37:56.139 James Jacobi: Yeah, that makes it a lot more difficult.
00:37:56.200 --> 00:38:02.240 James Jacobi: It's super difficult. And you know I I I like to educate everybody on on how to think about doing this. It's
00:38:02.380 --> 00:38:05.619 James Jacobi: remember, if you really want to, if you want to
00:38:05.760 --> 00:38:14.570 James Jacobi: grow a big business one day, if you want to, you're you're a founder and entrepreneur, and you want to be the next 7 figure 8 figure or 9 Figure Company.
00:38:14.780 --> 00:38:18.119 James Jacobi: That's that's what you want. Then you have to realize that
00:38:18.360 --> 00:38:19.390 James Jacobi: the
00:38:19.900 --> 00:38:25.300 James Jacobi: the more simple your business model is, the higher chance it will scale.
00:38:25.320 --> 00:38:27.330 James Jacobi: the more complex it is.
00:38:27.440 --> 00:38:39.759 James Jacobi: It's not going to scale, I promise. So you gotta keep your your everything as simple as you can, and and I would challenge you to make it even more simple. I would make. I would challenge everyone. That's a business owner. Listening to this.
00:38:39.900 --> 00:38:48.930 James Jacobi: Ask yourself the question over Christmas and the holidays. How can you make your business more simple? In the next 90 days it will help you a lot
00:38:49.320 --> 00:39:02.660 Steven Frey @alwaysfreyday @smbguy: for next year. There's no doubt about it, and I want to, you know, bring something back that you mentioned about growing up in in a world of a business that had processes and systems and everything, especially when it relates to website conversion, development.
00:39:02.700 --> 00:39:08.469 Steven Frey @alwaysfreyday @smbguy: Now, many people out there have websites, whether they're really basic or they're really detailed.
00:39:09.210 --> 00:39:29.160 Steven Frey @alwaysfreyday @smbguy: If you know what it's doing for the hem, or they few have a strategy behind what it should be doing for them, and believe it or not, you, you might be able to attest to this. I see this. A lot with businesses that have been around for a long time are very successful. They've been successful for a number of years, so it's not as much of a priority for them to make digital noise
00:39:29.230 --> 00:39:35.270 Steven Frey @alwaysfreyday @smbguy: as it is for the newer businesses, so they can immediately distinguish themselves in an ocean of noise.
00:39:35.280 --> 00:39:52.110 Steven Frey @alwaysfreyday @smbguy: Yeah, but but to me, and probably to you as well, I would hope it. It should be important to them, because this is the time if they can invest back into their business, and they want to stay in business longer, or even if they want to hang it up and have a succession plan and a transfer of power to family, or to not like to anyone else.
00:39:52.380 --> 00:39:56.910 Steven Frey @alwaysfreyday @smbguy: Embrace a little bit of this and retain a group like, ascend to the
00:39:57.130 --> 00:40:00.279 Steven Frey @alwaysfreyday @smbguy: done for you, digital marketing and sales
00:40:00.710 --> 00:40:03.119 James Jacobi: Well, and to your point, Steve.
00:40:03.490 --> 00:40:06.510 James Jacobi: 90% of the buyer's journey
00:40:06.730 --> 00:40:10.670 James Jacobi: begins before they even tell you they exist
00:40:10.710 --> 00:40:19.120 James Jacobi: 100%. So 100% down the 90% i'm right there with you. Yeah, that you have got to have a website. That
00:40:19.560 --> 00:40:38.950 James Jacobi: and and clearly describes and shows what problems you solve to which audience it's for, and what and the why, now, why should someone consider your services today? You have got to answer those frequently asked questions on your website. You got to have a good alignment with that on your social media profiles.
00:40:38.960 --> 00:40:46.849 James Jacobi: Those are the top 2 places people are going to first look at to to vet you out, and then they're going to start talking to friends. They're going to look you up on Google. They're going to look you up
00:40:46.860 --> 00:41:03.430 James Jacobi: to see where you're where you're popping up. And the more credibility and awards, and and testimonials and case studies you can put out there for people to see, the easier it will be for you to, then get more leads that are understanding of what you it is that you do, and it will speed up the the process for them to buy
00:41:03.460 --> 00:41:17.729 Steven Frey @alwaysfreyday @smbguy: and and just. I'm glad you said it that way, because when I think of emphasis on the customer journey, and and then being 90% of the way there before you know they exist. Yeah, I think of the following kind of it repeats itself over and over my head. This phrase of
00:41:17.890 --> 00:41:34.340 Steven Frey @alwaysfreyday @smbguy: nobody likes to be sold. No people love to buy businesses, and people personally love to buy. That's what the whole world is about these days is bye bye. Now. Now, now, when people start to feel like they're being sold.
00:41:34.350 --> 00:41:41.399 Steven Frey @alwaysfreyday @smbguy: a lot of them in you where, especially if you're talking to like Gen. Z. And all that. They'll call you out straight away like stop selling me.
00:41:41.940 --> 00:41:42.990 James Jacobi: 100%
00:41:43.120 --> 00:41:46.369 James Jacobi: people want to buy you if you give them the chance to buy
00:41:46.530 --> 00:41:51.309 James Jacobi: versus being sold to it's a huge difference in customer experience. Buying experience.
00:41:51.380 --> 00:42:10.110 James Jacobi: Your job is to educate them to help them Understand? They have a problem even when they may not even know they have a problem. You gotta educate your market. You gotta show some process and systems. Yeah, this is the the top 2 things I always tell people and what to fix in their sales presentations. You got to show your secret sauce, and you got to show your proven system
00:42:10.120 --> 00:42:26.319 James Jacobi: on how you go from a to B to get the outcome that they want, and the more you can show that upfront it helps them understand where they are in their own efforts to get there, and realizing oh, they can do that better than I can, and then they already have a way of doing it, I probably should just go talk to them.
00:42:26.510 --> 00:42:36.240 Steven Frey @alwaysfreyday @smbguy: Now, this is an interesting question that came to mind as soon as you said secret sauce when when you're trying to work with with new clients and really get them up and running in the right direction.
00:42:36.330 --> 00:42:39.459 Steven Frey @alwaysfreyday @smbguy: Do you hit? hit a stumbling block sometimes where
00:42:39.630 --> 00:42:56.889 Steven Frey @alwaysfreyday @smbguy: they they want to get their secret sauce and proven system out there to see how they differentiate, but they feel like they're they're they're sharing something that's like crazy intellectual property that no one else can get their hands on When the fact of a matter is a lot of times, it's product knowledge that anybody could Google, but they're just not getting the right story.
00:42:57.370 --> 00:43:12.230 James Jacobi: 100 quick story. I know we're gonna coming up on break. I met a couple of years ago, the mindset and performance coach for the University of Alabama football team, the National Championship football team. I had a conversation with this guy for like 25 min.
00:43:12.460 --> 00:43:15.720 James Jacobi: and he told me the easiest analogy to what you just said.
00:43:15.840 --> 00:43:27.220 James Jacobi: and it blew my mind. But it's so. It makes so much sense, because he told me like, there's tons of colleges and tons of high schools that came to to the U. Of a. That are like, how do you guys keep winning all the time so much?
00:43:27.290 --> 00:43:31.399 James Jacobi: And his answer he was like, we actually give away our playbook.
00:43:31.720 --> 00:43:33.759 James Jacobi: We show people exactly
00:43:33.790 --> 00:43:36.410 James Jacobi: what it is that we do, and how we do it.
00:43:36.610 --> 00:43:37.709 James Jacobi: The problem
00:43:37.880 --> 00:43:46.960 James Jacobi: is, they aren't willing to be as accountable and detail oriented to execute the plan as well as we do. We just not execute everybody period.
00:43:47.090 --> 00:44:05.769 James Jacobi: and that it's got tons of truth in it for business, because i'll tell you there's not a ton of difference, really, at the end of the day between your competitors and you. But it's about how you execute. That makes all the difference, and the results speak for themselves.
00:44:06.100 --> 00:44:11.799 Steven Frey @alwaysfreyday @smbguy: We're gonna take a quick break. We'll be right back with James Jacobi, founder and CEO of a sand adviser. Stay with us, everyone.
00:44:14.820 --> 00:44:19.819 www.TalkRadio.nyc: Everybody. It's Tommy de the nonprofit sector connector coming at you from my attic
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00:46:19.060 --> 00:46:33.159 Steven Frey @alwaysfreyday @smbguy: Welcome back to always Friday with me, Stephen Fry your Smb. Guy. We are chatting with James Jacobi, founder, and CEO of ascend advisors on the ever expanding topic of business to business, digital sales and marketing initiatives.
00:46:33.500 --> 00:46:51.099 Steven Frey @alwaysfreyday @smbguy: There's so much here, James, like I I' i'm talking to you like offline online. I just. I I feel like this. This should be. It's an an entire series for the next, like 5 years on how to really best navigate this for everyone out there, because it's on everybody's mind, and they're all attacking it different ways, and a lot of them
00:46:51.950 --> 00:47:02.070 Steven Frey @alwaysfreyday @smbguy: back passwords bass backwards. However, you want to put it there's a there's a lot that needs to be done to build a good foundation for something like this, and to make sure it could really fuel your business initiatives for years to come.
00:47:02.770 --> 00:47:25.220 James Jacobi: Yeah, I mean it's it's hard to pack a lot of lessons into an hour show even. But we're we're trying. I like you some more. I love how everyone thinks that it hours really long, too, when I say, oh, my show's an hour. They're like, how are we gonna fill up an hour? Every single one of them is really wow, that went by really fast. Yeah, when I when I listen, I you know I listen to some of your you know your book, your audible com again. We'll have that in the show notes.
00:47:25.230 --> 00:47:27.750 Steven Frey @alwaysfreyday @smbguy: You know the thought of. Why wait to be great
00:47:27.830 --> 00:47:34.789 Steven Frey @alwaysfreyday @smbguy: like, You know you want more. Everybody wants more. Everything out. There is evidence that everyone wants more.
00:47:35.150 --> 00:47:53.970 Steven Frey @alwaysfreyday @smbguy: and yet a lot of times people will wait for something devastating to happen like someone passes away, or you look up one day and realize you're 80, and you don't want to work anymore to really like help, the call to action to get moving with someone like you and the team at ascend. You know it's a very consultative type of process, just like a lot of other things out there is.
00:47:53.980 --> 00:48:11.610 Steven Frey @alwaysfreyday @smbguy: Take a look at what's going on. Currently when it relates to the sales enablement piece. You'll look at exactly what the offer is when it comes to the marketing piece. Do a quick assessment, and see what kind of presence you have out there. See what happens when you Google, your own name, which is the fun exercise that people do a lot of times personally, and and as aside from their business.
00:48:11.620 --> 00:48:15.239 Steven Frey @alwaysfreyday @smbguy: then, like really look at some of the data behind everything like this.
00:48:15.260 --> 00:48:31.409 Steven Frey @alwaysfreyday @smbguy: you know. I can be a very quantitative type of personality. But you know that's why I talk about the perfect blend of science and art with special guests like you is because data is science. Art is the people and the personalities and the experience they have and the travels they can relate in the stories they can tell.
00:48:31.420 --> 00:48:41.170 Steven Frey @alwaysfreyday @smbguy: It all needs to come together, so give everybody some sound bites for the weekend. What message they need to take away, to get their asses into action on Monday morning and to not lose out on digital initiatives.
00:48:41.520 --> 00:48:45.430 James Jacobi: Yeah. So a couple of things one let's talk about data real quick, so
00:48:45.490 --> 00:48:57.659 James Jacobi: it's no different than if you want to lose weight, right? We all know you gotta eat a certain amount of calories. Ideally, you're You're a certain amount of macros that are beneficial for your body type, and you gotta work out and you measure it
00:48:57.670 --> 00:49:08.989 James Jacobi: when you measure it and you follow it. What happens? You magically start losing weight, and you look better, and you feel better. It's no different than business. If you don't measure the stuff that you're doing in your business every single day.
00:49:09.340 --> 00:49:17.840 James Jacobi: then Don't expect to see the results that you want. You have to be accountable to measuring and tracking your progress. And honestly, the journey
00:49:17.940 --> 00:49:34.970 James Jacobi: is the more fun part. I mean, you're gonna get to a a win. You're gonna get a championship, someday. But the journey that you go through to get there is way more important and way more something that we should appreciate, especially with your team.
00:49:34.990 --> 00:49:52.829 James Jacobi: because if you can start to understand the journey and celebrate the journey, and and really just embrace, failing forward and learning every single day. Then you're just going to grow so much faster and be open minded to so many more opportunities. I love that you started this with.
00:49:52.890 --> 00:49:54.229 James Jacobi: Why wait?
00:49:54.630 --> 00:49:58.009 James Jacobi: Because the truth is, you talk about quantum leaps.
00:49:58.080 --> 00:50:00.950 James Jacobi: You can change your entire life in business
00:50:01.220 --> 00:50:02.069 James Jacobi: today.
00:50:02.330 --> 00:50:04.969 James Jacobi: like? If you ask yourself the question.
00:50:05.210 --> 00:50:06.499 James Jacobi: What do you want
00:50:06.680 --> 00:50:12.009 James Jacobi: really want? What do you really want in your life and in your business to be.
00:50:12.440 --> 00:50:15.599 James Jacobi: And the answer is not something that is there right now.
00:50:16.120 --> 00:50:20.290 James Jacobi: and you feel like it's so far fetched to even consider that's an option.
00:50:20.450 --> 00:50:21.899 James Jacobi: I'm telling you that it's not
00:50:22.280 --> 00:50:34.180 James Jacobi: that you can make a decision today to change one big step towards going in that direction to getting to that outcome. It may not come right away, because there may be 10, 2,100 steps
00:50:34.310 --> 00:50:36.400 James Jacobi: to do in order to get there.
00:50:36.470 --> 00:50:45.860 James Jacobi: But you can take that first step today and make that change and start moving that direction. And so there is. No, there's no need to wait or no need to think it. It's going to take you
00:50:45.890 --> 00:50:54.009 James Jacobi: all this time. It's gonna take all this time when you, when you, until you start doing action, start taking action today and what you really want
00:50:54.060 --> 00:51:10.929 Steven Frey @alwaysfreyday @smbguy: and stop doing stuff that you don't want. Well, I love what we're doing right this minute, and it leads me to want to do more shows with you, James Jacobi, founder and CEO of ascend advisors. There's a whole lot here to unpack. There's a whole lot of good that can be done. There's a whole lot that business owners and individuals alike are looking for along these topics
00:51:11.070 --> 00:51:19.770 Steven Frey @alwaysfreyday @smbguy: and a lot of times they're not even sure what they're looking for, but they're all looking for a and as far as what it should look, what it should look like, and how it should
00:51:19.810 --> 00:51:32.170 Steven Frey @alwaysfreyday @smbguy: feel. As far as you know somebody who's a partner to your business instead of some type of product based commodity like it's really difficult to look at something like what you, James, and ascend what you guys do
00:51:32.180 --> 00:51:45.910 Steven Frey @alwaysfreyday @smbguy: as a lion item of as like part of a marketing budget. Spend if you will, it's like. I I feel like when people look at something like what you're offering, and how you're offering it that way, they're immediately losing value on on what it should be.
00:51:45.990 --> 00:52:00.459 James Jacobi: Yeah, well, and and that's why we approach. Everything is we're kind of the in in source, not the outsource with the in source fractional part of your team. We're. We're part of your team in the way we structure our deals in our company is we actually have a lot on the on the
00:52:00.680 --> 00:52:10.520 James Jacobi: on the end where we benefit from revenue share and outcomes. So we're vested in the success of your business. just as much as you are. If you don't win that we don't win.
00:52:10.630 --> 00:52:17.669 James Jacobi: but yeah, like it's it's. And you kind of heard this in just the last few minutes. It's not just tactics and strategy.
00:52:17.930 --> 00:52:25.399 James Jacobi: It's it's what's between your ears. It's the mindset. It's it's how you're looking at the business and your perspective. That's also needs to shift.
00:52:25.520 --> 00:52:30.100 James Jacobi: Because if you if you have certain beliefs. And here of how you think things are supposed to be.
00:52:30.140 --> 00:52:36.030 James Jacobi: some of them may be incorrect or holding you back from actually really growing in your business in your life.
00:52:36.750 --> 00:52:50.760 Steven Frey @alwaysfreyday @smbguy: There's no doubt about it. Ascend advisors.com advisor just spelt with an E instead of an O, but that's where you could find James in the team, the website, the content. James, is all over social media. You could definitely find him out there. If not. You're using social media incorrectly.
00:52:50.770 --> 00:52:59.500 Steven Frey @alwaysfreyday @smbguy: but you know you need to find him. You can always get in touch with me. You can text Smb: Guy to 21,000. You'll get my contact. Information could always match you guys up.
00:52:59.510 --> 00:53:19.100 Steven Frey @alwaysfreyday @smbguy: James. Thank you so much for joining me here today. I've I've been wanting it to happen for a long time, and now that we've done it once, I want to hold, do it a whole bunch of more times. So let's let's get together again in 2,023, and and talk a little bit more about this on the air there's no doubt there's going to be more to talk about 100. I'll be happy to come back, and we'll bring you on our our podcast, too.
00:53:19.110 --> 00:53:37.010 Steven Frey @alwaysfreyday @smbguy: I love it, which the ascend podcast. I know that you You wrap some shows towards the end of last year, and you've been working on a new concept. You're gonna You're gonna throw it out there again next year. I'm excited. Yeah, it's going to be refreshed. Re. Buff, with a lot and more content on on how to grow your team and sales team. It's gonna be awesome. So stay tuned for more on that. But it's coming soon. In. Q. One.
00:53:37.020 --> 00:53:54.030 Steven Frey @alwaysfreyday @smbguy: All right. Yeah. But we'll throw it. We'll throw the link for the podcast and the show notes as well before I let you go for the day and get back to kick and ass and taking names. Why, I'm gonna revisit the answers you gave me to my favorite questions. Who was your favorite movie? Your TV show? What's your favorite musical instrument. And who's the artist You'd like to hear play it?
00:53:54.040 --> 00:54:13.530 Steven Frey @alwaysfreyday @smbguy: I guess this shouldn't be a shock to people that James loves superheroes, since James Jacobi sounds like Peter Parker, Bruce Batter and all kinds of cool iteration alter ego names. But his favorite movie character is Captain America from the Marvel and avengers movies. So you think of you. Think of the guy wearing like the American flag and the colors. And
00:54:13.540 --> 00:54:20.249 Steven Frey @alwaysfreyday @smbguy: yeah, somebody who was designed as like a patriotic super soldier and fighting powers, and back into the World War 2 days and
00:54:20.350 --> 00:54:35.430 Steven Frey @alwaysfreyday @smbguy: little bit different nowadays, like arguably some aspects that could be forming World war Ii, for all we know. Who knows but James Jacobi, among some of the superhero-like powers that could help you navigate the world of digital sales enablement, and marketing.
00:54:35.440 --> 00:54:42.339 Steven Frey @alwaysfreyday @smbguy: So you you actually pull off the superhero vibe pretty well, I gotta say, can you? Can you ride a motorcycle or tear a tree trunk in half.
00:54:42.640 --> 00:55:07.139 Steven Frey @alwaysfreyday @smbguy: you know, with a little bit more working out, we could probably do that. Yeah, yeah, we can do that. That's a that's a lot more work it out for me, tearing a tree truck in a. F. It's pretty bad as. But yeah, Matt, member of the Avengers moving over to your favorite movie we switch from the Marvel Universe to the DC. Universe. Yeah, you're You're a big batman, Fan, and you liked in particular, the dark night and dark night rises
00:55:07.190 --> 00:55:17.630 Steven Frey @alwaysfreyday @smbguy: now like this. This was an this was an interesting kind of segment of the Batman movie's history when I think of that. But I think a lot of times of when I was a kid going to see the Michael Keaton versions of everything
00:55:17.640 --> 00:55:35.139 Steven Frey @alwaysfreyday @smbguy: but you got you? Have you have Heath ledger from the dark night. You know the late heath ledger, like the playing the joker like havoc and chaos people have got them. Batman has to accept one of the greatest psychological and physical tests of his life to fight all the injustice. Yeah, I feel like there's almost a relevance there for
00:55:35.150 --> 00:55:44.149 Steven Frey @alwaysfreyday @smbguy: how you're helping businesses and other people fight some of the weirdness and almost the just that comes with you have to have digital marketing, or else you're going to be left behind.
00:55:44.990 --> 00:55:46.229 James Jacobi: It's true.
00:55:47.350 --> 00:56:02.229 Steven Frey @alwaysfreyday @smbguy: I love this. This is yeah, it's fun, like when you give a movie like that I could. I could just put your face on every character in there. It's like there's some good commentary from Alfred, from the joker for sure. The joker got the best commentary everywhere.
00:56:02.320 --> 00:56:31.079 Steven Frey @alwaysfreyday @smbguy: but it's from from Batman himself. It's is straight of gold. I love it, baby. Oh, that's great man! So your your favorite instrument and the artist you'd like to hear play. It was an answer. I hadn't gotten before it is, and I wasn't able to put your put your face on there. I'm sorry about that, but you, said the trumpet. Norturo Sandoval. That's right, which that that was a new name for me. He's a Cuban American jazz trumpet, or a pianist, and and a composer. And since you know, Eddie, from one huddle, being the the Cuban gentleman that he is, is the one who introduced us to it.
00:56:31.090 --> 00:56:45.859 Steven Frey @alwaysfreyday @smbguy: I like how we we're trying to all make some beautiful music together. That's great. But you know somebody who, you know, was influenced by jazz musicians, even back in Cuba like dizzy Gillespie. That yeah then got to meet him at some point, and it's I I I saw this picture of him. That was
00:56:45.870 --> 00:56:57.210 Steven Frey @alwaysfreyday @smbguy: that was at an event that was like cancer blows or something like that. It's like it's the artero plays the Chacha cancer blows. It's like what a great event for, like you know, raising money for cancer, awareness, and all that
00:56:57.760 --> 00:57:16.970 James Jacobi: he was my trumpet, you know. Idle growing up. I actually did get to meet him in Miami. Once I got a private lesson from him for an hour it was awesome. I got to be a stage hand in a concert for that. He put on. It was amazing. So piano! It's a great story. Piano and saxophone were the instruments that I learned to play along the way, and that I've never got a chance to deal with nowadays. But
00:57:16.980 --> 00:57:34.620 Steven Frey @alwaysfreyday @smbguy: what One day, when we have time to take a break when we're not busy working with all the businesses out there, my man, we'll be able to make some some real beautiful music together. We'll get a band together. Let's do it, James. Thank you so much for joining me here once again. Great stuff, great sentiments for the weekend, no matter what you can change your business in one day.
00:57:34.630 --> 00:57:46.290 Steven Frey @alwaysfreyday @smbguy: just because you know the embracing technology and digital marketing piece of things Hasn't been a strength. It doesn't have to remain that way. So call up James and his crew book a consultation and see what they're all about. See how they can help you
00:57:46.360 --> 00:57:52.630 Steven Frey @alwaysfreyday @smbguy: coming up next week. We're gonna talk with my buddy, David Podell from better from from business benefits. Consultants
00:57:52.640 --> 00:58:12.189 Steven Frey @alwaysfreyday @smbguy: financial advisory type of background, but really working hardcore these days with a focus on tax strategies. And you know, best ways for for business owners to to put their money to work for them, which is something that's a very near and dear topic to my heart. So, looking forward to that. Have a great weekend, everyone. We will see you next Friday. 11. Am right here on talk radio, Dot. Nyc
00:58:12.200 --> 00:58:12.939 Steven Frey @alwaysfreyday @smbguy: Bye, bye.