We talk to Jonathan Smith, EOS Implementer and Negotiations Trainer and Coach with the Black Swan Group. Jonathan tells us why the EOS system is so powerful, the importance of having an EOS implementer, and how to make EOS work for you for years after your initial implementation. He also tells us how he met and agreed to work with Chris Voss, the founder of the Black Swan Group and the best selling negotiating book, Never Split the Difference, and he teaches us some great negotiating tips from the book. I also share my riveting story about how I used the book to several hundreds of dollars in a car rental negotiation. Enjoy the show!

We talk to Pat McKenna, CEO of DMI Partners, a 100 person agency based in Philadelphia that focuses on affiliate and CRM marketing. Pat tells us why they tend to offer a single solution service offering to clients, why it’s important to maintain quality as you scale, the one sentence that describes his agency culture, what he means when he says you should avoid a zero sum agency, why differentiation matters, and how COVID forced him and a client to make an incredibly fast pivot.

We talk to Sherrick Murdoff. Sherrick ran worldwide alliances and channels at Salesforce. Over more than a decade, he invested in over 80 different companies across 13 countries. Sherrick tells us why Salesforce was open to making minority investments in service companies, why he always wanted to make sure that everyone involved in a transaction felt it was a good deal for them, why so many of his investments did not have competitive bids from other investors, what he thinks distinguishes great private equity firms, and how he ended by investing in service companies alongside Sequoia Capital. Enjoy the show!