Growth Engine

The 5 Pages You Need (And The Questions They Answer) For Your Software Website

By | Growth Engine, Marketing, Startups | 2 Comments

Have you ever struggled with your marketing website?

Sure, they have templates and super slick WYSIWYG editors.

But that doesn’t deal with the hard part:

The content.

WTF do I put on those pages?

How do I turn lorem ipsum into monthly recurring revenue?

How many pages should I have on my site?

What should those pages be?…

I need a blog, right?… right?…. right?

(read below to find out) :p Read More

4 Characteristics of Building A 100M Dollar Startup In 3 Years

By | Fundraising, Growth Engine, Startups | 3 Comments

How do you build a $100M revenue business in 3 years?

That was the question my coaching client Larry asked me with a straight face.

Now, before you dismiss his question, you need to know that he just exited his previous startup a few months earlier.

So I knew he had the chops.

What a great question I thought …

… so I took some time to really reflect on all the things I’ve learned in scaling my own software companies… as well as the common traits and characteristics of other companies that had done it.

Discovered some pretty unexpected things along the way.

If you’ve ever been crazy enough to secretly (or not so secretly) ask how to grow to 9 figures in 3 short years… Read More

High Tempo Testing: How To Manage Your Startup’s Growth Team

By | Growth Engine, Productivity, Startups | No Comments

Facebook looks at daily active users.

Airbnb.com uses bookings.

At Clarity – my previous company – we obsessed over completed calls.

These are called North Star Metrics.

It’s a clear metric that your growth team focuses on to move the needle.

The key is that it captures the value created for your customers, and allows everyone on the team – and really the company – to drive this forward.

But how do you come up with the right ideas to move this number?

How do you prioritize the right metric to get your growth engine revving? Read More

Why Bootstrapped Founders Should Use These 5 Agreements To Scale Their Startup

By | Growth Engine, Marketing, Startups | 9 Comments

One of my favourite stories of a bootstrapped founder is Clay Collins.

He’s the creator of LeadPages.net, and when I first met him he was doing $100K+ a month in recurring revenue.

As someone who came from the online education space, he knew his customers intimately and was an incredible marketer.

I still remember our first conversation and the questions I was asking.

I couldn’t believe the level of growth he achieved in only a few short months.

What I learned that day was the foundation for what I now call the Scaling Credo.

It’s a simple list of 5 things, that if you agree to, can dramatically impact your business. Read More

Why I had to crush a 15 year old’s dream (I’m not sorry)

By | Growth Engine, Startups, Strategy | 2 Comments

A few months ago I had lunch with a bunch of highschool aged entrepreneurs to give them feedback on their idea.

They were planning on building an energy generating play park for kids.

Now, I don’t mean to come off as a direct poo-pooer of dreams…

… but after 15 minutes of listening to their pitch I decided to ask some questions that I knew were going to shatter their excitement.

  1. Have you figured out the average time a kid plays on a play park?
  2. If they did play with your version of a swing, how much energy would it generate?
  3. Does that amount generate a sizable amount of energy?
  4. What’s the added cost to build a swing your way vs. the existing way?
  5. Does the assumed energy production cover the additional cost?

Read More

The 5-10 Principle for Creating High Converting SaaS Lead Magnets

By | Growth Engine, Marketing, Startups | 4 Comments

The other day I had an old highschool friend invite me to a private facebook group for their network marketing product.

When I scanned the posts in the group, they were ALL promotional and salesy.

Nothing added value to their customers lives.

It was all about them.

Unfriend.

I have a real problem with any company that doesn’t think of helping their customers BEFORE they ask for a sale.

It just seems backwards.

But how do you do that? Read More

5 Things That All GREAT Startups Have

By | Growth Engine, Startups, Strategy | No Comments

“This is totally a company you would create!”

That’s what people would say every time I showed them the prototype for Clarity.

My passion for connecting people to have a conversation was something I had been doing for years…

… first starting with Founder Dinners, and morphing over the years to my entrepreneurial events like Maple Summit, Idea to Exit, etc.

What I quickly realized is that most great companies were started by founders who had a passion for the problem way before they discovered the solution. Read More

3 Basic Steps To Sell Anything

By | Growth Engine, Sales, Startups | 4 Comments

When I started in business I couldn’t sell to save my life.

After two failed companies I decided to fix that.

My solution?

Driving around nights & weekends in my silver, 94’ Volkswagen Jetta listening to every sales audio book I could get my hands-on.

Some nights, I had Ziglar riding shotgun.

On other nights, it was Carnegie, Tracy or Hill.

And after dozens of books, I’ve distilled it down to 3 key areas: Read More

The 6 Secrets Of Repeat Business: How To Make More Sales Without Finding New Customers

By | Growth Engine, Marketing, Strategy | One Comment

The other day my furnace stopped working.

The issue is that my wife was trying to change the air filter.

Why?

Don’t ask (she just likes to do those kinds of things, and yes – I realize I’m the man of the house and I should be doing it, but I digress…)

After Renee’s noble attempt at performing advanced furnace surgery…

… we got stuck with a half-opened furnace, and no idea how to piece that sucker back together.

So I called my brother who built my house (he’s kind of a baller, check out his story).

He laughed and asked why the heck I was changing the filter myself?

Why didn’t I have the furnace guy do it? Read More

FREE weekly newsletter

I want to help you grow your business.

Subscribe to my FREE weekly newsletter and receive instant access to my 3 most important videos that will teach you how to get more customers.