Simon Severino is the CEO of Strategy Sprints, Europe’s leading remote Growth Advisory. His global team of Certified Strategy Sprint coaches does only one thing: Double the revenue of businesses in 90 days. Simon teaches Growth Strategy in select business schools and hosts the Strategy Sprints podcast.
The Equalizer Tool – Check out the Strategy Sprints Toolbox and download resources for free!
Entrepreneurship In Sprints – Join discussions in the Facebook group.
Double Your Revenue in 90 Days – Claim your free 30 minute growth call!
3 Value Bombs
1) Staying lean and getting lean is essential
2) Improve upon what is currently working and make your life easy.
3) The Equalizer Template will help you determine your monthly sprint budget, and it will make your life easier.
**Click the time stamp to jump directly to that point in the episode.
Today’s Audio MASTERCLASS: Predictable Sales with Simon Severino
[1:21] – Simon shares something that he believes about what it takes to become successful that most people disagree with.
- He believes in having a single offer and a single price – and improving it weekly.
[2:50] – How do we identify where to cut costs?
- Staying lean and getting lean is essential.
- The Equalizer Tool can help you enjoy budgeting for your business.
- 4 Steps to using the Equalizer Tool:
- Alternatives –have a list of top 3 competitors
- List of things others are investing in.
- Determine if you are winning or losing.
- The spreadsheet will determine your budget for the following month.
- The Equalizer Tool – Download it for Free!
[7:37] – How do we identify where to invest this month?
- Entrepreneurship In Sprints – Join the discussions in the Facebook group.
- Define your competitive arena.
- See where you are winning or losing.
- Double down on your winnings.
- You can get different perspectives, but the process will always be the same.
- Improve on what is currently working and make your life easy.
[9:36] – How can we get predictable sales?
- Doubling the revenue of service-based businesses in 90 days is the goal.
- 12 modules per week.
- At the end of every week, you will have a predictable machine.
[17:16] – How can you double your revenue in 90 days?
- You can double your revenue in 12 weeks.
- 3 Layers of the Marketing System:
- Attract people on your calendar.
- Educate and provide value.
- Ask for work.
- 10-15 calls on the calendar per week.
- Help to get a 50% conversion rate.
- You can get sales scripts and sales techniques feedback.
[20:40] -The Equalizer Template
- The Equalizer Template will help you determine your monthly sprint budget, and it will make your life easier.
[22:15] – Simon bonus for Fire Nation!
- Double Your Revenue in 90 Days – Claim your free 30 minute growth call!
- Stay safe and keep rolling.
Who's ready to rock fire nation. JLD here with an audio masterclass on predictable sales to drop these value bombs. I are brought to Simon Severino on the mic. He is the CEO of strategy sprints Europe's leading remote growth advisory. His global team of certified strategy sprint coaches do only one thing doubled the revenue of businesses in 90 days, Simon teaches growth strategy and selected business schools and host the strategy. Sprint's podcasts, fire nation. Today, we'll be talking about where to cut costs, where to invest this month, predictable sales, how to double your revenue in 90 days.
And then you're not going to want to miss our chat about the equalizer templates. When we get back from thinking our sponsors,
would you be fired up with an e-commerce business generating 10 K per month? Well, today's sponsor qwantify wants to help you get there. Qwantify provides end to end e-commerce training and support. And if you're accepted into their partner program, your success and revenue is guaranteed apply today at qwantify.com. That's Q W A N T I F Y.com.
0 (1m 13s):
Simon say what's up to fire nation and share something that you believe it takes to become successful that most people disagree with.
1 (1m 23s):
Hey, fire nation. So pumped to be here for the second time brother. So cool to be here. I believe in having only one offer and one price and improve it every week we do it, we teach it. We implemented and we get a lot of heat for that because the mainstream position right now is diversify. And it's a good idea to diversify, but you should only diversify when you have your one offer and one price dialed in. It runs without you. You do more than 1 million profit per year, and you can have a four weeks vacation without touching the phone.
1 (2m 7s):
Well, now you can build a second one in the third one,
0 (2m 9s):
Man, fire nation, you know, that are all about focus following one course. That's one course until success. And Simon is a great example of why that is so true. And Simon, as I kind of talked about in the introduction, we're talking about predictable sales and we're going to be talking about a lot of important things that fire nation needs to understand. Nice to know what they're core to become successful, especially in these new times that we live in. So first and foremost, you know, a lot of people look at how can I make more money? How can I build my business? I'm going to do this, do that, but where exactly could we actually be looking at cutting costs? Where could we be looking at becoming leaner in certain areas?
0 (2m 51s):
Talk to us about that.
1 (2m 52s):
So staying lean and getting lean is really important. And one part of growing is keeping the cost position, right? So what we do every month is we do the equalizer, which is our monthly strategic differentiation tool. And at the end comes of it is March budget. So I know exactly as a CEO, where to cut costs this month and where to invest Maureen, and I want to share this with you because to me, entrepreneurship is the play of all thoughts. I used to hate budgeting, and now I found a way to like it. And even to really enjoy it, I call it the equalizer. Because to me, it's like a DJ who has this equalizer.
1 (3m 33s):
And you know, you give more bass, less bass, more snare, less than air. And you create this magic atmosphere just by putting more of this, less of this. Now imagine that DJ with a spreadsheet he's doing exactly this. The budgeting spreadsheet is the equalizer of the CEO. Less costs here, some Euro from here to there some dollars from here to there. What if I take it from there by automizing and I invested in their technology, let's do this. So this is what we do every month. And I want to share this process because for many budgeting sucks and is, is draining and they just don't do it every month, the proper way.
1 (4m 13s):
So let me share with you this video. I shared it also in a Ted talk recently and people found it really helpful. So once per month, one hour, our exec team comes together, plus four to six key people from the organization. And we go through our equalizer. It's four step one alternatives. So our clients, if they don't buy our offer and remember we have only one, if they don't buy our offer, what else can they do? Top three competitors we'll list them, but also what else can they do?
1 (4m 54s):
They can also do it themselves, not do anything, having the interns, do it or hire somebody to do it. At least a couple of options also that are decoupled from competition. That's what we called your competitive arena. It's not just your top three competitors, also other things that they can do instead. So now you have the list of alternatives. Second step you listen. The things where the others are investing in. Let's say they are investing in technology in AI, in dashboards, whatever you make the list. And then step three, you great. Where are you winning? Where are you losing?
1 (5m 35s):
Th you gave a 10. If you are winning and you give a one, if you are losing and now you're great. All these positions now, step four. If you use our spreadsheet, it calculates it for you. And the outcome is your budget of the next month. You know exactly where to cut, where to reduce costs and everything that you have on the left side saved. Now you invest it in doubling down on where you are currently winning. And this is the charming thing about this process. You are not inventing anything. You are not risking anything. You are just observing what what's currently working and doubling down on that.
1 (6m 20s):
So if you use our tool and you can even have it for free, it's at strategy's prince.com/tools, it's the equalizer tour. It does everything for you. You are done in one hour. If you do it manually at step four, you have to bundle these three things. You bundle together, the categories where you are winning the categories, where you are, man, and the categories where you're losing. First one, you will double down on and you will take the money from the one where you did cut expenses and where you did reduce them.
0 (6m 53s):
Our nation, as you can see, Simon just really has systems. He has processes. He has things that actually work in real businesses. I mean, this is the CEO of strategy sprints, which is Europe's leading remote growth advisory. So I'm really hoping that you're paying attention to what he's focusing on for his business and for his clients, because these are things that you need to be focusing on for your business and for your clients. If you have any for your customers, if you're working with any. So let's shift a little bit here and talk about investing Simon. And we talked about cutting costs. We talked about, you know, going through the equalizer template, which we'll be talking about more in a little bit here, but where should we be investing right now?
1 (7m 39s):
Now I can give you my perspective. You can also get 700 more perspectives. Cause right now 700 people are using this tool and they are discussing it in our community. So it's a free community. You can go to the Facebook group, entrepreneurship in sprints, and there is 700 people discussing exactly this right now here, where should we cut? Where should we invest in? So it will be different from context to context, but the process is always the same. Define your competitive arena. See where you are winning, where you're losing double down on where you're winning. So take 20%, 30% of that budget where you did save it on the left side.
1 (8m 20s):
You put it down on the right side for you. The right side will be always something different. You have 1 million people listening right now. You will have 1 million answers, but the process is always that get your data and decide based on where you are currently winning. You don't have to reinvent the wheel. You don't have to innovate anything. You just improve. What's currently working. That's, that's my advice, especially in these volatile times, just double down on what's currently working, make your life easy. It's stressful. So one thing
0 (8m 56s):
That I'm really a fan of when it comes to you, Simon is the fact that you focus and you're successful when it comes to predictable sales. In fact, that's the title of this audio masterclass, predictable sales cause foundation. If we can have predictable sales, we can do amazing things. You know, a quick little side note, Netflix has predictable recurring revenue. So guess what? They can spend billions of dollars on original content because they know they have millions of dollars of predictable recurring sales every single month. And they can stay as the leader in their space. So let's talk about predictable sales Simon take those away.
1 (9m 38s):
Absolutely. So we do only one thing. And this is doubling the revenue of service-based businesses in 90 days. And that's exactly in 90 days program, 12 modules, 12 weeks, every week has one focus. And so with these 12 things at the end, you have a predictable sales machine. You are able to go on a long vacation, everything works. You have your life back, you enjoy your business again. Now one of these 12 tools is the brand sprint. So in week three, we have found out that it's helpful to do this small exercise and I will do it with you right now life.
1 (10m 19s):
So the principle is if you confuse, you lose, you have five seconds to get your message across. So our message with double your revenue in 90 days, that gets across in five seconds, you get it. Even you want it either. You like it, you want it, you need it and you go for it. Or you don't like it. You don't need it them wonderful. You hop to the next one, but you get it in five seconds. And this is exactly the time you have out there right now, because everything is one click away. And 99% of the customer journeys start digital. And on your phone, you are one click away from everybody else.
1 (11m 2s):
So let's get this five seconds, right? And this is an exercise that in our sprint takes one day, but let's try and do it here in two minutes. So first, who is the hero? You go to your website and check the hero section. Is it clear who this is for? And the picture when I see the picture, is this the hero, meaning the people you seek to serve and can I see where you can bring them? So do I see them in the state that at the end of working with you is the end state? Do I see the promised land?
1 (11m 43s):
So do I see the hero and do I see the promise land? Usually what happens? There is a hero reversal. You get there and they tell us, they tell us how great they are and seven 27 testimonials. So now who's the hero. Are you the hero? The brand is the hero because when a hero sees a hero, they say, Hey, pale, great to see you, but I gotta move on. So you later I have something to do. I'm going to rescue a princess because that's what heroes though. They don't hang out with heroes all the time. They have stuff to do. So make it clear. Who's the hero and how you can serve them and where you can bring them. Then next thing, there always needs to be a nemesis.
1 (12m 26s):
What is this hero fighting against? And what's the plan. Do you have a plan? If you have one, describe it. Step one, two, three, four. And at the very end, the transformation was the character transformation from a to B like every great story. And then one call to action. Get that across in five seconds. And I can give you an example. So just not to tell too much about our clients, I will give our own example. When we do it, who is the hero? Our hero, a CEO of a service-based business, B2B high ticket revenue above 35 K per month.
1 (13m 7s):
He hates wasting time. He a sprinter, where can we bring them? We can bring them to a business that runs itself to twice the revenue and to enjoy life and business. Again, what's the nemesis wasting time. We all hate it. What's the plan, guaranteed results. 12 sprints each week has three goals. And three KPIs was the transformation from struggling to a business that runs itself from hating my own business because it's eating me up to having a life again and enjoying the growth
0 (13m 46s):
Our nation. When it comes to predictable sales, you're hearing from Simon, the CEO of strategy sprints. And there's a reason why he's able to double the revenue revenue of his clients every 90 days is because of these processes talking about us because of this hero's journey. Like I loved hearing you go through the process of the nemesis and think about that fire nation. How many of you have thought about your nemesis when you're going through your process, your sales process, not to mention all the other parts of that journey that he was talking about, and we have some really specific things we're going to be talking about for you fire nation, when it comes to doubling your revenue in 90 days, when we get back from thanking, our sponsors
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0 (16m 43s):
So Simon we're back and we talked about cutting costs. We talked about where to invest. We talked about predictable sales and the whole process you took us through there. How can fire nation specifically double their revenue in 90 days?
1 (16m 59s):
So we have 12 modules, so it takes us 12, 12 weeks. But let, let me try to tell you the highlights. So one is get people on your calendar and the second day is closed them. Part one, get people on your calendar. We like to work in three layers, first layer. And the whole thing is the marketing system. First layer attract people say hello, here we are. Second part, educate them. So create a relationship. We use a whole plethora of things that at the end creates eight to 14 touch points very quickly in 11 days, because we want to make the saints time shorter.
1 (17m 42s):
So from Everage 13 months, that service businesses have when they work with us, we get to average three months sales cycle. And we do that by intensifying exactly this part. So there is the first one attract. Hello. Here we are to educate, involve them, give value videos, PDFs, checklists, tools, whatever creates value, be generous, give it away, create moments of value, because then they will become more and more open to, to work more with you. And so you go bit by bit with them and you earn the trust and you earn the authority needed to go.
1 (18m 28s):
The next step, the next step is then ask, ask for work. Hey, you know what? This tool helped you a lot. We have more of that. This is where we can bring you. What about the chat? And now they hop on your calendar. We want our clients to have 10 to 15 calls on their calendar, share yield per week. And we help them get the conversion rate to around 50%. We have good experiences with that. And on the sales side, there are two modules that we really like. The one is, is the sales script have a very clear 10 piece sales script. Everybody knows what to say when the conversation is still a very natural conversation, but you have the blueprint in your mind.
1 (19m 15s):
You are never guessing what to do next. That's why you can be relaxed and natural because you have this blueprint. And the second thing is sales technique feedback. So we have our clients record their sales calls and we have amazing salespeople. They were doing sales for Coca Cola and for Google. And so they really are good in giving you the feedback that you need. Like, Hey, this is where you need to shut up these words. I wouldn't use it. Talk benefits first and then features and your, all the things all is more things that make that make the difference in sales,
0 (19m 51s):
Fire nation. This is the blueprint as much as we can talk about, of course, on just a podcast episode that we're doing here today. But these are the proven steps. This is the roadmap. This is the blueprint that you can follow to make these things happen. And Simon, I really want to end with a bang because you have something that's called the equalizer template. And ever since I heard about this, I've wanted to ask you for a further and deeper explanation of this. So break it down.
1 (20m 22s):
Oh yeah. The equalize, the template is basically what helped me get from hating, doing the budget to loving it and even find the Gates, an art form. I love it. And every month I tried to find out, okay, where can I work? Can I save some costs in a smart way? Like outsourcing, automating, delegating, and how can I bring them onto the right side where we invest again? And the equalizer is a spreadsheet where we brought together all the four steps that I described at the beginning, your competitive analysis and how you make your monthly budget with it. That's a sprint budgeting. It's not the usual budgeting where every six months you change something it's really month by month adapting to your current situation and your current markets.
1 (21m 13s):
And that's the equalizer spreadsheet. You can have it at strategy, sprints.com/tools for free. And yeah, it will make your life easier.
0 (21m 22s):
It will make your life easier. I mean, last time we had Simon on the show, his giveaway was taken up by a lot of people in the fire nation and nobody regretted it. And I got a lot of people reaching out are raving about it. So thank you for that Simon. And of course, fire nation. If you want to hear his last episode, EO fire.com just put Simon in the search bar. Both of these episodes will pop up with all of the links that we talked about today. And of course in the last episode as well,
1 (21m 49s):
And because this is my second round here, I have a bonus. I love
0 (21m 54s):
Bonuses, brother, break down that bone
1 (21m 57s):
Fire nation. This time we will give to the first 15 people who apply. So this is a sprinter incentive. We will give 45 minutes sales coaching for free, whatever your sales funnel ni has in, in terms of gaps, we will find the gap and give you as much value as we can in 45 minutes, just go to strategy, sprint.com/fire. And we do this wow,
0 (22m 25s):
Fire nation. One of the very top gifts slash giveaways on entrepreneurs on fire in 3000 episodes is spectacular because you know this fire nation, you're the average of the five people you spend the most time with. And you've been hanging out with SS and JLD today. So keep up that heat. Simon, give us the final words. What is the thing of everything we talked about here today that you really want to make sure fire nation gets before we say goodbye, they
1 (22m 54s):
Save everybody and keep rolling. Love
0 (22m 56s):
That message in fire nation. Be one of the first 15 people to sprint over to strategy, sprint.com/fire, to get your 45 minutes of sales coaching for free. Only 15 people are going to get this. So make it happen. And Simon just want to say thank you brother, for sharing your truth, your knowledge, your value with fire nation today, for that we salute you and we will catch you on the flip side. Fire nation today's value bomb content was brought to you by Simon and fire nation. My first traditionally published book hits the shelves on March 23rd of 2021. And I am so fired up to say the very least the book is called the common path to uncommon success.
0 (23m 42s):
Your roadmap to financial freedom and fulfillment pre-orders are everything fire nation. So if I've given you any value over the years, even a smidgen, it would mean the world. If you would head over to my pre-order page and lock up your copy or copies, you got some loved ones, right? Give them the gift of financial freedom and fulfillment. If you pre-order fire nation, I have some so bonuses and extras for you. I mean sweet. And you will also be able to give those to your loved ones when you give them a copy as well. So head over to uncommon success, book.com, uncommon success, book.com and check out the Austin today.
0 (24m 23s):
I will catch you there or I'll catch you on the
2 (24m 26s):
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