Growing Your Small Business from Lead to Cash

It's Marketing's Fault

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In this episode, Eric talks with Nelson de Miranda, Senior Director of Customer Success at Method. They discuss strategies for small businesses to improve their lead generation, sales, and customer success processes. Nelson shares examples from Method customers and provides actionable tips listeners can implement.
Key Topics:
1. Lead Generation Techniques:
- Nelson discusses the importance of overcoming the fear associated with traditional sales and utilizing social media platforms effectively.
2. Understanding the Lead to Cash Process:
- Explanation of the disconnect between sales and marketing in small businesses and strategies to synchronize these efforts.
3. Efficiency with Method:
- Discussion on how Method integrates with QuickBooks to centralize business operations and data for better efficiency.
4. Importance of Customer Success:
- Insights on how customer success impacts business growth and the importance of managing customer relationships effectively.
5. Content Creation and Engagement:
- Encouragement for small business owners to engage in content creation and overcome the fear of imperfection.
6. Overcoming Resistance to Change:
- Nelson talks about the resistance to adopting new technologies and how small steps can lead to significant improvements.
Key Quote:
- Nelson de Miranda: "Efficiency and resistance to change is really what hurts most SMBs... identifying ways to automate those processes so that your whole business feels less scary when things start to go wrong."
Call to Action:
- Listeners are encouraged to visit the Method website to access a workflow checklist that helps identify gaps in business operations.

Resources Mentioned:

Method (method.me) - Automation tool for QuickBooks users

method.me/podcast - Download our lead management checklist

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Chapters

1. Introduction to Nelson de Miranda and the topic of traditional sales and lead generation. (00:00:00)

2. Discussion on the lead to cash process and its challenges. (00:02:47)

3. Strategies for aligning sales and marketing efforts. (00:06:45)

4. The significance of understanding customer profiles and alignment. (00:08:03)

5. Trust issues within business operations and their impact. (00:09:22)

6. The role of delegation and trust in scaling business operations. (00:10:26)

7. Introduction to Method and its services. (00:12:01)

8. How Method addresses efficiency and centrality of information. (00:13:19)

9. The importance of data integration and accessibility in business operations. (00:15:03)

10. Discussion on knowledge sharing and its impact on small business growth. (00:17:14)

11. The challenges small businesses face in adopting new technologies. (00:19:33)

12. Effective strategies for lead generation excluding customer referrals. (00:21:38)

13. The importance of content creation and overcoming the fear of starting. (00:24:48)

14. Example of engaging content creation in unexpected industries. (00:27:15)

15. Discussion on the fear associated with content creation and cold contacting. (00:28:30)

16. The role of social media and community engagement in lead generation. (00:31:32)

17. How complementary businesses can collaborate for mutual growth. (00:34:27)

18. The impact of customer success on small and large businesses. (00:36:38)

19. Practical measures of customer success for small businesses. (00:38:43)

20. Final thoughts and takeaway on efficiency and resistance to change. (00:40:20)

21. Closing remarks and where to find more information about Method. (00:42:13)