The Growth Lab Podcast

You lost a deal last month that should have been yours. Same scope. Better relationship. They went cheaper. And you still don’t know why. This isn’t a sales execution problem. It’s an ICP problem — and it’s costing you 60% of your BD capacity every single month. In this episode, I break down why inconsistent win rates happen when you’re pursuing three incompatible buyer environments with the same...

In this episode of The Growth Lab podcast, I discuss with Martin Riley the importance of identifying an ideal client and finding a competitive edge for your Cleaning, Waste, or Maintenance business. Martin emphasises the need to avoid competing solely on price and instead focus on unique value propositions. We also discuss strategies for narrowing business focus and leveraging existing client rela...

In this episode of The Growth Lab podcast, I discuss why you need a robust sales process with Kristy Davies-Shumpter. Kristy explains the importance of automation and why client engagement strategies must include tailoring your communication and marketing materials to different client types. We also discuss the role of testimonials, case studies, and the effectiveness of video in enhancing client...

In this episode of The Growth Lab podcast, I discuss the intricacies of navigating the tender process for government contracts with Samantha Read. Samantha shares her journey from domestic contracts to successfully bidding for tenders. We discuss the importance of learning from rejections and developing a robust document management system to streamline future tender applications. Samantha also tou...

In this episode of The Growth Lab podcast, I explore the evolving landscape of the home services industry with Matt Ricketts of Better Life Maids. Matt highlights the increasing demand for convenience and the role of technology in shaping customer experiences. We also discuss the industry's trend of consolidation, the potential for home management companies to emerge, and the importance of operati...

In this episode of The Growth Lab podcast, I discuss the foundational elements of a successful business model with business coach Martin Riley. Martin emphasises the importance of strategic priorities, sales and marketing, financial management, and building a strong team for sustainable business growth. We also discuss how businesses can identify barriers to growth and take a more streamlined and...

In this episode of The Growth Lab podcast, I discuss the importance of tracking sales metrics, building a solid foundation for sales processes, and the significance of effective follow-up strategies with the DayPorter team (James and Angel). We emphasize the need for personal touches in prospecting and the role of attention in sales success. We also discuss the importance of brand recognition and...

In this episode of The Growth Lab Podcast , I break down a powerful but simple outbound sales technique that generated 11 sales opportunities in under 60 days , leading to three scheduled calls and two new contracts . The best part? It all started with a Google Doc . I walk through how I discovered this method, how to implement it for LinkedIn and email outreach, and the exact structure to create...

In this episode of The Growth Lab podcast, I discuss the importance of prospecting with Kristy Davies-Sumpter. We emphasise the need for a blend of traditional and digital prospecting methods, including the significance of understanding your target audience and effectively utilizing platforms like LinkedIn. We also discussed using technology in prospecting, such as direct messaging, voice notes, a...

In this episode of the Growth Lab Podcast, I share my insights on cold calling, drawing on my experiences of getting back into the saddle. I’ve started developing a cold calling framework and discussing the importance of effectively structuring calls, securing next steps, and handling objections. Enjoy this episode with practical tips to help improve your cold calling success. Key Takeaways * Cold...

In this episode of The Growth Lab podcast, I discuss the biggest sales challenges small businesses face with Kristy Davies-Sumpter. Kristy is a sales and customer service expert and the founder of Zest Consultancy. Zest Consultancy works with ambitious company leaders across all sectors and industries, helping them identify and implement sales strategies and techniques to drive sustainable growth...

In this episode of The Growth Lab podcast I set out a nine-step guide to optimizing your LinkedIn profile. I cover everything from conducting a profile audit to choosing the right profile picture. I share the tips and strategies I learned from Justin Welsh , Matt Gray and Cleverley . I also provide tools and resources to help you boost your LinkedIn profile. Want a written breakdown of this episod...

In this episode of The Growth Lab podcast, I break down how I created an effective case study as a sales aspect for prospecting. Case studies demonstrate the value of your product or service as a form of social proof. I outline the process I used to prepare effective case studies for clients, including identifying the right clients, conducting case study interviews and different formats for publis...

In this episode of the Growth Lab podcast I discuss the importance of discipline in sales. I share my personal experience for developing sales discipline and highlight the four core disciplines you need to focus on. These disciplines have helped me take responsibility for my sales outcomes and maintain progress towards achieving my sales goals. Want a written breakdown of this episode? Go here: Ke...

In this episode of The Growth Lab podcast, I break down my five-step prospecting process for targeting Enterprise accounts. I share my experience of getting businesses onto the supply chain of Tier 1 construction companies and highlight the importance of patience, persistence, and insights when selling to market leaders. This five-step process includes research, account mapping, and personalising...

In this episode, Matt discusses six-week prospecting sprints. He explains the concept of running sprint cycles focusing on one market, developing a playbook, and analyzing data. Matt outlines the goals for each sprint, including call and email targets, as well as the desired output of new clients, bookings, and revenue. He shares his preparation process, which involved identifying key decision-mak...

In this Bitesize clip, Rune Sovndahl discusses his initial hesitation towards franchising Fantastic Services and how it’s been the key to business growth. He emphasizes the importance of building a community and working together as entrepreneurs as well as providing insights into Fantastic Services franchising model. This clips explores the benefits and strengths of a franchising system, including...

In this Bitesize clip, the DayPorter Team discuss ways to differentiate your cleaning business and stand out from the competition. James and Angel explore topics such as offering additional services, operational excellence, expertise, team composition, technology utilization, and client experience. They also highlight the importance of understanding the needs of different clients and tailoring you...

This episode is a recap of some of the key lesson about training and recruitment shared by guests on The Growth Lab podcast. It features short clips from some of this year’s conversations so you can easily jump around to get a feel for the episode and guest. The guests share insights on the differences between domestic and commercial cleaning and the importance of having a systematic training prog...

In this Bitesize clip, James Fitzpatrick discusses his approach to buying and growing cleaning businesses. He shares insights into his journey, including targeting potential sellers, building a management team, and finding suitable businesses to acquire. Listen to the full episode: Watch the episode on YouTube: ABOUT THE PODCAST The Growth Lab podcast is for cleaning business owner-operators who w...

In this Bitesize clip, Louise Trehearn explains how she transformed the onboarding processes for her cleaners from a month to just four days! Louise shares insights on systemising her training and standardising the cleaning process, leading to faster onboarding and consistent quality. Listen to the full episode: Watch the episode on YouTube: ABOUT THE PODCAST The Growth Lab podcast is for cleaning...

We all know how hard it can be running a small business.  We face daily challenges from finding new clients and managing a team to a chasing invoices and growing revenue.  As the owner of the business, we often do all of this alone.  No support, zero guidance and nobody to talk to.  It's time to change all that.... We're building The Cleaning + Property Maintenance Support Group,  a community focu...

Key Takeaways: * Businesses should focus on differentiating themselves by offering additional services and providing excellent client experience. * Building relationships and maintaining a high level of service throughout the client journey is crucial for success. * Having a website and strong online presence is essential for validating the credibility of a business. * Utilizing social media and e...

In this Bitesize clip, Rune Sovndahl shares his experience franchising Fantastic Services, building a community, and the foundational strengths of a franchising system. Listen to the full episode: How To Provide Fantastic Services For Your Cleaning Business with Rune Sovndahl, Co-Founder + CEO of Fantastic Services | Tech Series Part 2 Watch the episode on YouTube: ABOUT THE PODCAST The Growth Lab...

In this Bitesize clip, the DayPorter Team discuss the differentiators and strategies for growing a successful cleaning business. James and Angel explore topics such as operational excellence, team development, technology, and client experience in providing a unique experience and standing out in the cleaning industry. Listen to the full episode: Watch the episode on YouTube: ABOUT THE PODCAST The...