The Scale Up Show Ryan Staley

Join Ryan in part 2 of his conversation with Alex Atzberger for a deep dive into leveraging AI at scale across his 1500 employees and infusing it into their product. Discover the mind-blowing outcomes and results they've achieved by harnessing the power of AI on both the people and product side.

📈 From $100,000,000 to $400,000,000 in just 4 years, the journey of Optimizely is indeed inspiring. ✨ In this episode, Alex shares insights into AI use cases and the transformative potential for both people and products.

Tune in to learn how AI is powerfully shaping the future of work and product development. 

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS


AI is a driving force of change, comparable to the impact of mobile and the internet, but human adaptation is key to realizing its potential
Enterprises are exploring AI's value and accumulation points, with a focus on understanding its capabilities and limitations in the short term
AI can significantly enhance employee productivity and effectiveness by automating tasks and providing content-generation support
Investing in AI skill acquisition for employees is crucial, as it empowers them to become "superheroes" in their roles
Embedding AI into existing marketing platforms and processes can yield high value for companies
AI-powered testing and experimentation enable marketers to test multiple variables, leading to better results
Context-aware AI assists marketers throughout the campaign creation process, from brief writing to blog post suggestions
Enterprises must address regulatory concerns and find valuable use cases that align with their specific needs

BEST MOMENTS

"AI is going to be, in our lifetime, one of the driving forces, just as mobile was or the internet was relative to change in terms of how we work, how work gets done, what we can do as society and humanity

"I don't see AI as a zero-sum game. I really see it as actually expanding everyone's capability. It is a superpower that you give people."

"Embedding AI into existing processes can gain a lot of value. In our platform, Optimize D1, which is really that entire marketer life cycle and marketing life cycle where people ideate and create content and test content."

"You know, the generation and the people that can start taking advantage of this, they're just going to be more productive relative to what they do."

"Being context aware when the AI knows where you are in the process. So imagine, for instance, you are starting a campaign, you are writing a brief about the campaign, why you are running this campaign, you know, writing a brief for a campaign can be a tedious task for a marketer."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan gives more of his unique insights on the latest in the AI world. Ryan updates on a few of the new ChatGTP4 and ChatGRP4o features, the Omnimodel release and the Google Gemini AI integration.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS


If you like seeing visuals, where use cases are broken down into steps then head over to Ryan’s YouTubechannel: https://www.youtube.com/channel/UCFGndSHN4KkE89kUP74U7Qg
Some of the new voice updates for ChatGPT have changed the landscape for AI, paving the way for uniqueness and making things feel more personal.
ChatGPT can now do real-time translation in 40 languages, impacting Duolingo’s stock almost instantly.
They have made GPT4 available for free, but you will need to pay for chatGPT4o to access speed and more advanced capabilities.
Notebook LM is one of the new features where you can have customised data, based on your interests.
Googlelabs the testing centre, has fewer ‘guard rails’, allowing you to flexibly test various use cases.

BEST MOMENTS

"There’s some things that they did not talk about at all that are absolutely amazing”

“All those capabilities are available for free now”

“You can pile a lot of data in there and have it customized based on your interests”

“VEO is text to video, the demos they showed are absolutely amazing”

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan interviews Alex Atzberger, the CEO who took Optimizely from $100 million to $400 million in just four years. Alex shares his incredible journey, revealing the challenges, tough decisions, and the single best decision that led to this remarkable growth.

In the upcoming episode, Alex will dive into AI integration and the fascinating innovations at Optimizely. Don't miss out on the insights and knowledge shared by Alex.

Follow Alex on LinkedIn or visit optimizely.com for more on his journey and the incredible work at Optimizely. Stay tuned for the next episode. You won't want to miss it!🔥👏

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS


Creating a strong sense of mission and purpose is crucial when walking into any company, along with identifying the company's special assets and creating a north star for the organisation.
Optimizely's success story began with combining content management (EpiServer) and optimization (Optimizely) to create a powerful platform for marketers.
Building the right culture and leadership team is essential for scaling a company, as every single person matters in execution.
Acquiring Welcome, a workflow AI-accelerated engine, was the best decision made during the four-year period, bringing in valuable solutions and people.
Execution is everything in a company of Optimizely's size, and focusing on the main thing leads to wonderful results.
Making changes in the leadership team, especially when it involves people who put their trust in you, can be emotionally challenging but necessary for the company's growth.
The muscle built during the journey from $100 million to $400 million makes the next $400 million growth more feasible, enabling the company to do things they couldn't do before.

BEST MOMENTS

"Content is the heart of everything. What we are doing right now here together is content. You know, everything in a brand, everything in a, in a, in a digital team, everything on a, on a advertising team, PR, everything starts with content."

"I think I have the strongest leadership team in MarTech at this point, you know, um, you know, the founder of one of our acquisitions stuck around and is now the CMO of the company."

"The best decision, uh, was, uh, probably to acquire a company called Welcome."

"I always think it's quite personal when you bring people onto a journey, um, people that trust you. I think trust is the ultimate currency in life."

"Every single person matters, but it's all about actually executing what you say to do."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Join Ryan for the second part of his conversation with Matt Wolach, the CEO of XSellus, on the topic of lead generation in today's business landscape. Wolach shared his expertise on some common mistakes that companies make and discusses the importance of understanding your ideal customer profile and the most effective strategies for generating leads across various platforms.

🔍 Understanding your Ideal Customer Profile (ICP) is key to successful lead generation. Knowing exactly who you are targeting and what resonates with them is vital. 🛑 Don't give up too soon. Successful lead gen strategies take time and persistence. Building an online presence and attracting the right audience is a long-term commitment. 🚀 Tailor your lead gen strategies to fit your deal size and market. Automated approaches work for lower deal sizes, while personalized, targeted efforts are crucial for larger deals.

Tune in to the full episode to gain more insights on lead gen and its impact on your business growth. 

Find out more about Matt Wolach on LinkedIn or visit his website, https://mattwolach.com/, for free giveaways and valuable resources.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS


Understanding your ideal customer profile (ICP) is crucial for effective lead generation, marketing, and sales conversations.
Persistence and consistency are key when implementing lead generation strategies; many companies give up too soon without seeing results.
LinkedIn remains a powerful tool for B2B lead generation, but success requires time and effort to build a strong presence.
Identifying the right marketing channels for your business depends on factors such as your target market, industry, budget, and time constraints.
Deal size influences the approach to lead generation; smaller deals require automation and volume, while larger deals demand personalization.
SEO will continue to play a role in lead generation, but businesses must adapt to changes in technology and algorithms to stay ahead of the curve.
Utilizing AI and technology for content creation and lead generation requires a strategic approach to ensure quality and effectiveness.
The biggest mistake founders make in lead generation is implementing strategies that don't align with their business's stage, market, or resources.

BEST MOMENTS

"If we don't know exactly the person that we're trying to sell to in terms of lead gen market to, if we don't understand what keeps them up at night, what they're worried about, what they hate, what they love, what they're trying to do, it's going to be really hard to convince that person to take steps, to take action, to book a call."

"Some of the things that we do in lead gen are going to be a much longer commitment than a few weeks or a month. And we need to stay with it."

"We need to make sure that we're identifying the three to five [marketing channels] for us that work really well for our industry, for our market, for our time allotment, for our budget and do that, because you're not going to do all 18, but let's do the ones that actually fit for us."

"I think every SEO is always going to have a place. I mean, it's people are always looking for. We've been trained for the last 20 years that if you have a problem, just look it up, figure it out."

"Sometimes we hear, 'Oh, I heard about this company that did this amazing thing. I'm going to start doing that.' Well, that company is 10X your size or less than 10X lower than you, you know? So if you do the wrong thing at the wrong time, it's not going to work."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesell

Ryan talks with Matt Wolach, CEO of Xsellus, to dive deep into the world of closing deals and skyrocketing demo conversion rates. Matt shares his game-changing framework that helped him achieve exponential growth and gives many opportunities to learn from a true sales mastermind!

Tune in for actionable insights that can transform your sales approach!

Find out more about Matt Wolach on LinkedIn or visit his website, https://mattwolach.com/, for free giveaways and valuable resources. Stay tuned for the next episode where we delve deeper into lead generation and common sales challenges.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS


Discovery is vital in the sales process;ask industry-specific questions to demonstrate expertise and uncover the buyer's pain points.
Educate buyers on industry shifts, company founding story, and how your solution solves their problems to build a strong connection.
Associate your product with the buyer's pain points to make them realize the value of your solution.
Take the lead in the sales process; guide the buyer and be their trusted advisor to help them understand how your product can solve their problems.
Calculate the financial impact of the buyer's problems to demonstrate the ROI of your solution and make pricing discussions easier.
Understand your ideal customer profile (ICP) and ask process-based questions to uncover their challenges and pain points.
Avoid the curse of knowledge; ask about the buyer's problems even if you already know the answer to help them realize the severity of their situation.
Focus on the tangible ROI components, such as time, money, and people involved, to create a compelling case for your solution.

BEST MOMENTS

 "People don't take action from, 'I want to check this out.' They take action from pain."

"If you can tell that founding story and talk about, let me tell you about this guy, Steve, and he was really frustrated that he couldn't do this or that... If you tell that story, obviously a little bit with a little more beef than what I said, but that now connects the buyer to a person, as opposed to connecting them to a brand."

"Once I get discovery really good, and I kind of connect the dots on each of those pains to the way it gets solved with my tool, then I don't really have to do a lot else extra, and it's amazing how kind of easy, simple that associate that demo process comes to be."

"Discovery is as much for your buyer as it is for you. And so if we skip that piece, then they're never going to realize how bad things are."

"The devil's in the details and that's what really moves the needle is when you know those fine aspects."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan shares his insightful experience working with over 220 executives and uncovers his top three problems with AI adoption in business today. Discover how you can excel past everyone else as Ryan provides valuable insights to help you embrace and develop AI use in your business.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS


Most executives want their teams to use AI tools but aren't taking the time to understand them personally, hindering effective adoption and innovation.
Create a daily routine using AI to stay ahead, brainstorm ideas, and unlock new possibilities.
Lack of internal collaboration and knowledge sharing about AI use cases is a missed opportunity for growth and efficiency.
Many AI users operate in stealth mode, fearing employers will demand more if productivity gains are revealed.
Incentivize and reward employees for sharing top AI use cases and innovations to spark widespread adoption.
Executives must personally use AI to grasp its capabilities and limitations, as it's an "alien life form" with vast potential.
AI enables doing higher quality work in far less time but requires incentives for employees to surface these gains.

BEST MOMENTS

 "The AI's that you are leveraging today are going to be the worst version of AI's that you'll ever use."

"Create a routine where you use it every single day. You could start off simply by just replacing Google with it for 15 minutes."

"If they share and proliferate it throughout their organization, there should be really big opportunities, but why they're not sharing it is because they're afraid that their employer is going to ask for more from them."

"If you leverage those three stacks, you are going to be ahead of the majority of organizations out there. And I know this because I've spoken to a ton of them about this."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io 
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets