This week's show is a sales pro's dream...
If you’ve got your head in a rut, this episode is just what the doctor ordered. This week, Scot welcomes Dan Finnell into the Epicast Network studios to talk about MindMatrix, a sales enablement product...but the conversation covers a lot more ground than that. With 40+ years of sales and BD experience between them, Dan and Scot develop a fast rhythm early, and use it to laugh and commiserate on what makes the job hard, what makes it easier, and new ways to think about the challenges of a typical work day.
Check out the MindMatrix video and supporting diagrams here
Norm Goldberg, Principal of ThoughtForm, talks enterprise strategy!
This week we’ve a real communications expert in the studio! Norm Goldberg is in the studio. Norm is one of two principals at ThoughtForm, a consulting firm that describes their mission as “beautiful clarity” as they help some of the world’s largest corporations to build and execute multi-layered strategies to improve understanding and collaboration in the corporate / enterprise environment. From the very beginning, Norm and Scot hit it off quickly, and the pace stays upbeat as a result.
Annia manages the PGH Lab program, connecting startups with city agencies
Under the Peduto administration, the City of Pittsburgh has gone through some really interesting changes. One of them is the creation of the PGH Lab program, which partners startups with municipal agencies and authorities to run pilot programs and tackle real problems. Annia Aleman works in the city’s office of Innovation & Performance. Annia is the manager of the PGH Lab program, and this week, she’s in the studio telling us how a small new company with nothing but a prototype can get access to real users with real problems.
Max shares his expertise with students at Washington & Jefferson College
This week’s guest is helping to launch the Washington Area Business Incubator in Washington, Pennsylvania. Max Miller is a JD and an MBA, formerly of HJ Heinz, but now he’s a professor at Washington & Jefferson College, teaching entrepreneurship and related skills. Washington PA is a small town, W&J is a small college, and the strategy that they’ve developed along with other leaders in the area suits the people and opportunities of this small, somewhat rural area rather than imposing a one-size-fits-all approach.
Darrin Grove tells us how Truefit brings new clients aboard!
How do you propose a large, complex project with a multitude of possible outcomes? We brought in an expert to answer that very question. That expert is Darrin Grove, the founder and CEO of Truefit, a development firm that has to pitch and plan such projects every day. This week’s show started with Darrin giving Pitchwerks host Scot MacTaggart a tour of his offices and development process, and then the two went to the Epicast studios to record this very special episode, where the two discuss sales qualification, the benefits of an iterative process, and Truefit’s historic headquarters.
Check out the photos of Truefit's amazing offices - and Scot's tour - as they are released on Instagram.
Traci Thomas, Vikki Garner and Hilary Ferencak pitch us on PACE!
Want to meet some of the most interesting and influential people in Pittsburgh, plus Pitchwerks host Scot MacTaggart? Grab a ticket for the PACE Inclusive Voices event at the Fairmont on April 13th. Born of the 1960s civil rights era, PACE empowers non-profits that strengthen the community, and the Inclusive Voices program connects ticket holders with CEOs, museum directors, and community leaders. Victoria Garner, Traci Thomas, and Hilary Ferencak are in the studio this week, pitching us all on PACE, the Inclusive Voices program, and the energy you get from talking to people from completely different backgrounds.
Sign up for Inclusive Voices here: PacePGH.org
Lisa Davidson tells us about juggling customer demands with everything else
Our buddy Lisa Davidson is back, talking about all the various implications of how you manage your time as you try to build your book of business - and the result is a lot of fun. Lisa tells Scot about her own time management techniques, and how to balance the demands of managers, customers, and networking -- but the two old friends have a hard time staying serious the whole time.
Here's a quick little treat for you, website visitor! A fun promo for tomorrow's show with Lisa Davidson, The Outsourced Sales Manager, in the form of a behind-the-scenes conversation on Diet Pepsi, fine wines and spirits, and sales by snobbery.
Be sure to SUBSCRIBE NOW to get tomorrow's show ASAP!
Andy Chan is a tough, energetic & focused 23-year-old working on job safety.
Andy Chan’s a 23-year-old who broke his back playing football, and then tried to “walk it off”. For a year. This, coupled with an energetic personality and a strong desire to make something new, led he and his cofounder Connor Young to start VIT Initiative. VIT has all the buzzwords. They’ve launched a connected, cloud-enabled internet of things (IoT) workplace safety technology that reduces the risk of sprain and strain injuries. This week, Andy and Scot connect quickly and discuss starting a hardware company versus on that focuses on software alone, and they get into Andy’s interesting personal story.
New to the show? Curious which episodes people love? We looked at the download numbers for 2018, and built a linked list for your convenience.
Released January 10th, Episode 66 with CleanRobotics features Tanner Cook, Aakash Pathak and Grant Halleran, talking about their product, TrashBot. CleanRobotics is selling units and making people believe. It's a fun show with a lot of energy.
#4: Founder Institute
Speaking of fun shows, Episode 64 featured Greg Coticchia and Randy Eager of Founder Institute, just days before 2018 began. The room got a little silly at times, as Greg and Randy were really excited about promoting the launch of the FI educational series, but we've gotten consistent feedback that the insights Randy & Greg provided were truly valuable to our listeners.
#3: Dr. Rasu Shrestha, MBA
An executive both for UPMC and its innovation arm UPMC Enterprises, Rasu is a generous human being who helped us to make Episode 72 useful for those that would develop or sell things for use in the healthcare environment. This episode has challenged people's assumptions and saved them from having to learn some lessons the hard way.
#2: Raji Sankar
In Episode 63, we learned that the Choolaah craze that has taken over Pittsburgh startup and innovation events began over 15 years ago when Raji and her partner decided that they wanted to move from engineering and technology to fast casual Indian cuisine. Choolaah Indian Barbecue is a hit, and Raji's careful approach is surely a key ingredient.
#1: Priya Amin
Priya Amin is a real entrepreneur and a fighter, and she represented Flexable so very well in Episode 65 that she has become something of a Pitchwerks legend. The feedback on this interview is consistent and clear: people love the back-and-forth between guest and host, as various strategies are explored and debated.
If you're new to the show, or just haven't caught up yet, here are some other hits from the back catalog: