Waymaker is a platform that helps leaders set start up, scale up or smarten up by doing less to achieve more.  

Waymaker is two things:

1. The Waymaker Way - a management framework which helps you make sense of your business & how to grow it.  

2. Waymaker.io - a SaaS platform which uses smart algorithms and predictive analytics to bring your business to life through the Waymaker Way.  

The platform exists for two groups of people. 

Businesses and their coaches.

Go and subscribe to the new Podcast

The new Waymaker Podcast: Leadership Torque

The Waymaker podcast is all about how organisations can achieve more by doing less.

Whether you want your business to start up, scale up or smarten up, The Waymaker Podcast will help you learn.

You will learn a new way to manage your organisation. One that uses simple principles to create compounding strategic growth.  

We will explore tools to grow your organisation from idea to market leader.  

You will learn how to:

a/ Lead with stronger vision & purpose

b/ Find and own profitable markets

c/ Win strategic market positions

d/ Create innovative and valuable business models

e/ Deliver remarkable customer experiences  

f/ Nurture inspiring employee experiences.

We will bring practical lessons to life from Waymaker leaders, coaches and customers. Lessons you can apply in your business today and reap the benefits tomorrow.  

Every episode will help you lead your business clarity, alignment and simple action.  

Create remarkable results in your business. Achieving more by doing less and enjoy the journey of business & life.

Discover;

• How to prepare and train for a crisis scenario as a leadership team
• How to set up your team for crisis management
• What to do before, during and after the crisis 
• How to derrick the crisis moments. 

Never before has there been such a time as this in history as when media, cultural, political and economic issues are continuously colliding creating turmoil, risk and danger for leaders everywhere. 

Listen to this podcast and sharpen your skills to lead.

We take a deep dive into the Netflix journey, the challenges, the 'bet your company moments' and the smarts of the business model so that you can learn, be inspired and apply what matters to your own leadership. 

As always find out more at blirt.com.au

In this episode we pull back the layers of the Virgin Australia story.  We love the Virgin Australia story and we hope it gets to continue.

However, some big problems started a while back for Virgin Australia and we go back through the years to identify where cracks started and why 'when the tide went out, VA was left with no swimmers on'.... (thanks Warren Buffet!)

Find out more at www.blirt.com.au 

In this interview, I interview the CEO and founder of meetmagic.org, Carl Gough.

Renowned as the greatest door opener in Sydney, Australia, and driven with a heart of purpose with real passion, Carl has built one of the best business models for giving back to charity whilst creating real business value. 

Carl takes us through;

• What meetmagic.org does
• Why he founded it
• How the business model works to help 18 sick children every time a sales person pitches an exec (WOW)
• The journey and story of meetmagic.org

Most importantly, we discover and learn that inspiration truly is the greatest currency.

If you're an executive buying products and services, visit: www.meetmagic.org

If you're a technology leader who wants to build quality pipeline and sales, visit: www.meetmagic.org

Specifically, we look at how CX Teams win over silo teams and what small, medium or large businesses can do to hustle down and build CX teams.

Find out more at blirt.co

See more at Blirt.co

Listen to this podcast to understand how to build your business model and how to connect it to your brand practices.

For more more, visit blirt.co

It is a pandemic but we will get past Coronavirus Disease 2019 (COVID-19).  

In our podcast, The Brand Transformation Show, we interviewed our client and infectious disease expert, Prof Robert Booy.  Prof Booy, from the University of Sydney, is a global expert on infectious diseases and has been educating Australia across the media and informing public policy during this crisis.

The key messages:

• This is a battle, we need to take action to slow the disease down and every business can help.
• As business leaders, we must help our teams practice good hygiene, social distancing, work from home but most importantly, keep going.  
• Society and community need businesses to keep trading and survive through this crisis.  Don’t stop, press forward with confidence by following good hygiene.
• This change in behaviours may need to last 3 months
• We are seeing other parts of the world come through their 2-3 month painful period and cases are reducing; Wuhan, South Korea and Singapore are all demonstrating they are now on top of the crisis
• Respect, trust and leadership matter now more than ever before

• Almost 1 in 3 new cars in 1990 was a Holden.
• Holden lost market domination in the late 1990s.
• Panicked and chasing quick sales to make a profit, Holden pursued a strategy of cheap, low quality products to compete.
• In the mid 2000s Holden quickly launched multiple products in a short amount of time to win back market share.
• Holden failed to align the brand promise with the product reality.
• By the mid 2010s customers realised and no longer believed in the brand.
• Sales continued to slump, now significantly.
• By 2017 Holden made a desperate attempt to compete by launching 24 new vehicles in a 3 year period.
• Holden failed to have one product dominate any market segment.
• Holden failed to position to differentiate and deliver on the brand promise.
• In 2020 Holden was ‘retired’ from The Australian and New Zealand market.

Listen… learn the lessons… don’t repeat the same mistakes.  

1. Brand is back on the agenda.... after a decade investment in technology
2. Podcasting is the new blogging
3. CX & EX are intertwined
4. Millenials are changing the workforce
5. Data is a ..... data everywhere
6. Space travel is the next big infrastructure shift!

Listen in and hear some really interesting perspectives that you definitely won't find anywhere else. 

We'll cover;

• Narrowing your market segment
• Building an ideal customer
• Finding points of different and 
• Building competitive advantage. 

You can always find more at www.blirt.com.au

In our exploration of building leadership, creative and system alignment, we start at the highest contexts; Vision and Purpose!

In this episode we explore how to build both with contradicting and confusing team members and we explore where most companies go wrong.

You will learn;

• The difference between vision, purpose and mission in organisation communication.
• How to build your vision
• How to build your purpose
• Why purpose matters so much for team engagement and brand clarity.

Find our more at www.blirt.com.au 

The 7 questions are designed to be used every month or quarter and empower leaders to stay close to the course required for success. 

Listen to hear and understand the 7 questions and how these questions apply to real life brands and what value they can create when used well. 

Find out more at www.blirt.com.au 

In this ground breaking episode we cover:

1. How to get in control of change.
2. What kind of change do you want - substance vs form.
3. The four change states; quantity, quality, position & substance. 
4. How to translate potential into results.
5. The four 'D's of change:
   • Define why
   • Delegate who is leading the change
   • Determine the materials of change
   • Design the ideal and intended outcome. 

Find our more at www.blirt.com.au

We explore the structure and role of brand narrative.

What are they key elements of a story?

We explore;

• Archetypes
• Structure of story
• The types of story structures that improve customer lifetime value. 

The Brand Transformation Show's episode on Brand Narrative will explore how you can build a brand narrative that sets your business up for success. 

Almost every organisation gets this wrong at some point in their journey.  In fact, we look at how leaders like Coke or BMW have made great decisions and bad decisions over the years in managing their brand. 

This episode covers the four primary methods of brand architecture:

1/ Parent led

2/ Family of leaders

3/ Parent endorsed

4/ Lead individual 

We look at examples of each type of architecture and discover how some of the best brands in the world have set up their strategy for success or failure. 

Learn from the best and apply this to your business. 

Find our more at www.blirt.co 

In this episode, we go on a journey of why consumers see brands through the lends of human characteristics and how you need to shape your brand as a unique and clear character to make an impact.

This episode answers the question, why do have brands in business and therefore how can we leverage brands effectively. 

We cover:

• How to understand brand as a brand character
• Where brands came from and how brands have been in action for the last 5,000 years
• What that means for the business leader today and how you can learn from history to change the future. 

Find out more on www.blirt.co 

We introduce and cover the last 3 of 6 best practices to deploy on any CX or EX transformation program:

The six brand transformation best practices are:

1. The enemy is the gap, not the competitor
2. Lead from insights, not with tools
3. Focus on the why, the number of who's will follow
4. Build maturity rings
5. Lead journeys
6. Track the right numbers.

See more are blirt.com.au

We introduce and cover the first 3 of 6 best practices:

The six brand transformation best practices are:

1. The enemy is the gap, not the competitor
2. Lead from insights, not with tools 
3. Focus on the why, the number of who's will follow
4. Build maturity rings
5. Lead journeys
6. Track the right numbers.

See more are blirt.com.au

What is the BEMA?
The BEMA is the Brand Experience Maturity Assessment.

What does it do?
It helps a leadership team find the clarity in where and what should have the highest priorities of transformation.

OK, that sounds magical, really?
It's not a silver bullet, the BEMA is a maturity assessment of how a leadership & management team are delivering across 6 functional ares of the business; vision, market, strategy, business model, customer experience and employee experience.

The the executional area of CX & EX the BEMA delivers a competency and capability rating on skills and systems the organisation are delivering on through sales, marketing, service and HR.

The tool is designed to help leaders deliver on CX whilst creating a great EX.

See more. Visit: https://www.blirt.co

We cover:

• the customer journey
• the right content at the right time
• team / business alignment
• metrics and measurement

SalesWings is a Switzerland based Software-as-a-Service Venture in the domain of Sales Acceleration and Predictive Lead Activity Scoring. It is comprised fo an international, highly heterogeneous and multi-discplinary team of experienced entrepreneurs.

In this episode we explore:

• what is sales intelligence
• how can it benefit leading businesses
• who is is sales intelligence for
• what can it do for a business?

Merlin has started his own business, lost it all and gained it all again after he rediscovered his passion through Salesforce.

Today Merlin helps small to medium businesses position themselves for hyper-growth and scale. Listen to his story.

As new technologies are created and innovated upon, our world as we know it changes - bit by bit. 2019 will see a deeper adoption of tech in our society and as a result consumer demands for tighter privacy and protection strengthens.

On The Digital Transformation Show we move through our top 8 predictions for 2019.

• AI
• Data and Security
• Personalisation
• Resurgence of Brand
• Evergreen Content
• Simplification of Tech
• Outsourced Innovation
• Unification of Customer & Employee Experience

How have you positioned your business this year? Have you set the compass through all of the above?

Today we're breaking down the skills that are the foundations to digital transformation success in the 21st century.

So, how has marketing changed over the last few years?
There have been 5 major technical waves of change that have washed over the marketplace since 2000 - SalesTech, ServiceTech, MarTech, FinTech and AI.

MarkTech really kicked off in 07/08 with the early automation platforms and this lead 10 years of change to where we are today with high data driven marketing organisations. These changes have transformed how we work as marketers, who we work with and what we work on.

What do you mean the X marketer?  What's that?
The "XMarketer" is a term we use to refer to marketing leaders who drive change in the experience economy. They lead teams which exhibit leading behaviours and build in them selves the skills the experience marketer needs in the 21st century.

What are the skills? Can we break them down?
The six characteristics of market leaders, teams who deliver CX (Customer Experience) as market leaders are:

• Continuous Improvement (Kaizen)
• Collaborative
• Journey Focused
• Content Creators
• Technology Investors
• Purpose Driven

In individuals, the skills (competency & capability) of the X Marketer are found across the following pillars:

• Brand
• CX
• Content
• Data Analytics
• MarTech (Marketing Technology)
• Leadership Development
• Performance Management

What can an SME Leader do today?
1/ If you lead a team, use tools like - 'T-Shaped' Employee structures to define how a role creates value
2/ If you're a marketing leader, use this skills matrix to frame your learning and growth.

Well first up, what is a multi speed business?
It's a business that uses different services or products to create slightly different business models that are moving slower or faster than the current business. 

Why would a business investigate this type of structure?
Often to iron out more volatile cashflow cycles or to open up new market share.  But always to solve a problem for their customer ......

For example, a business doing a sales cycle of 6 weeks might create a business line that shortens sales cycle to 1 week, therefore creating a different dynamic across sales, marketing, cashflow and customer service. 

How can this enable better digital transformation and ultimately a more mature business?
Well first, let's look at what a digitally mature business is.
Stage 1 - using basic digital tools to improve business operations, eg. email, website
Stage 2 - using advanced digital tools to improve business efficiency , eg. cloud storage, e-commerce, social media, IOT / big data.
Stage 3 - using digital platforms to transform business operations, eg. ERP, supply chain management, channel sales, CRM
Stage 4 - creating new business models on the back of the digital platforms you have and therefore creating a multi speed businessA multi speed business uses digital maturity to spin off new services like cogs in a machine that add value to the core but enable a new customer offering. 

OK, so what's an example, let's get practical
OK - we'll for some shameless self promotion, Blirt has recently launched a service called http://www.cloudmart.com.au

It's a good example of a two speed business - customers get fast, quick turnarounds on small and simple CRM projects, whilst we focus on the more complex people intensive projects through our primary consultancy of Blirt. 

Where else do we see this? 
One that we'd all know is McDonalds and McCafe....  or Apple with product sales vs subscription sales. 
In fact, subscriptions are a great way of launching two speed business models. 

We often talk about new business initiatives as adventures and the world of adventuring has a concept that works really nicely..... explain Expedition vs Light & Fast. We give a big plug to https://patrickhollingworth.com and his book The Light and Fast Organisation

What can a business leader do to get practical?
Well, think about where you challenges are and where the market opportunities are, at that intersection is where your problem solving should start.  Don't start a new venture just because you it sounds like a good idea - it must solve a problem for the customer. 

We all know businesses run on results, aren't KPIs all about delivering results?

No!  And that's the point of this podcast.  

• It's helpful to measure what matters most and ignore what doesn't
• It also helps to why we measure what we measure.  Not all measurements are equal.
• All outcomes can be put into three categories; Results, Objectives and Activities

What's difference between Results, Objectives and Activities?

• Here's the myth - nobody can manage results.  Results are things that hapen to you. You get to these through mutually agreed objectives. 
• Objectives are goals with consent... something two or more parties sign up to and work towards achieving together. But you still can't manage objectives..... you can only manage systems and process and lead people. 
• Activities are the only things we control.  Therefore, this is where our key performance indicators should live.  If we manage activities, they lead us to objectives and results. 

So, then, we started of talking about Leading vs Lagging Indicators..... how's all this connected?

• Lagging indicators are the things that happen to us... so that's the 'results' and 'objectives'
• Leading indicators the the things that tell us we are doing that if achieved lead us to the result, things like response time or sales calls 

What are some common Sales Lagging and Leading Indicators?

Common Lagging Indicators

• Total Sales Volume
• Margin Sold or Discount Given
• Revenue from New Clients
• Average Contract Length
• Renewal Rates
• Acquisition Costs
• Sales Cycle length

Common Sales Leading Indicators

• Sales Activities
• Pipeline Weighted Value
• Opportunities Created
• Opportunities Lost
• Quotes or Proposals Sent
• Completion of training / learnings
• Compliance to a Sales Process

Matthew leads an innovative and growing print advisory service which is using technology, creativity and leadership to build a better business.

We unpack:

• the journey so far
• the joys, challenges and lessons of leadership
• the experience of Salesforce CRM
• the future vision and opportunity of digital transformation

For more information visit: www.blirt.com.au

We briefly attack 'big' data or how to use data to be helpful in running your SME.

At Blirt we love Salesforce as a platform to run your business, so this episode features ways to feed your data directly into Salesforce.

We cover:
Website data
Form and landing page management
Email and producitvity data
And, the good old upload tools.

Listen, enjoy and if you want to ask us questions just tweet us @blirt_loud

Visit: www.blirt.com.au

Forbes has reported that 84% of digital transformation efforts fail. This is HUGE! So, what could be causing this and how can we better define the types of problems getting solved.

In this episode we unpack a problem 'sense making' framework developed by Prof. David Snowden called Cynefin.

This framework breaks every problem down into 4 types and depending on the type of problem the right approach can be executed.

Simple or Obvious - The domain of best practice. Sense, categorise and respond.
Complicated - The domain of the expert. Sense, analyse and respond.
Complex - The domain of innovation. Probe, sense, respond.
Chaotic - The domain of rapid response. Act, sense, respond.

Failing to solve the right problems in the right way may be the cause of many failed digital transformation programs.

Join this episode as we unpack how to use this framework in solving digital transformation problems.

For more information visit; www.blirt.com.au

Well no.... here's the problem:

Research tells us the average sales teams look like this:

57% of reps miss targets
66% have no intelligent forecasting
85% have no data on propensity to purchase

The problem is massive in small to medium enterprise, sales people are often thrown into the deep end with any methodology of play books.

Often sales people are either left to their own devices or worse they ignore the implemented sales playbooks thinking 'i know best' - which only results in underperformance.

What is a sales playbook?
A methodology + technology that is personalised to your people and business. It is a playbook that all in the business can understand, use and execute together in synchronicity.

Let's get practice - the three methodologies we cover in the podcast are below.

Note - we believe a methodology should be memorable and if a rep can remember it, they can do it. If they can't or don't learn it, then they clearly won't be using the methodology.

Three examples that I think can be really useful for SMEs:

1/ Spin Selling
A great book by Neil Rackham, go get it rom iTunes or Amazon.
SPIN is an acronym for the four types of questions salespeople should ask their clients:
Situation, Problem, Implication, and Need-Payoff.
These questions help reps identify pain points and challenges and use their own creativity around these topics to explore and build rapport with the customer.

2/ 6 Steps to Sales (Or any agreed outcome via a meeting)

1. Agenda: Global & Specific
2. Position: Check In
3. Fact Find: Identify Anchors / Problems
4. Presentation: Solutions to Anchors, Specifics
5. Summary: Services, Fees, Actions
6. Open: Confirm steps, agreement & alignment

3/ MEDDIC

During the sales process catalogue information against these 6 criteria

Metrics: What economic metrics tell us we've achieved success?
Economic buyer: Who holds the signature to sign off?
Decision process: How will this purchase be made? What are the mutually agreed steps or the steps the purchase needs to follow?
Decision criteria: What are the specific criteria the decision will be made against (both formal and informal)?
Identify pain: What pain in the organisation is causing this purchase?
Champion: Who is selling on your behalf when you are not there?

How can a business leader apply this?

• Find out what your teams are currently doing, see what works, what doesn't.
• Ask different team members what the sales process is, see what aligns.
• Build your own! Take the best of many methodologies and apply to your own situation.

Talk to us! Visit www.blirt.com.au

What does it mean to be a brand publisher?
This is the concept of ads being replaced with content and customers choose to engage with your content and move through the customer journey due to that content. Ads are still useful, but they're not the main game. This isn't a new game, it's been around for as long as news and magazines, ie over 100 years. Listen to hear a few examples from the last 100 years!

How do marketing teams work differently when they think as publishers not advertisers?
It's about defining content across the customer journey and using that content to build relevant experiences which enhance buying behaviour.
It's less about interrupting and more about engaging or servicing to create an experience. Think simply about what problems a customer has and create answers.

What's the framework to think like a publisher?
You need to create a publishing model. Here's the one referenced in the Podcast.

• Audience
• Customer Journey Content Architecture
• Platform Solar System (Star, Planets, Satellites, Comets)
• Editorial Calendar
• Content Asset Library
• Amplification (Paid, Earned)
• Measurement
• Review, repurpose & repeat

How do you manage this?
We talk about the tech platform for workflow; creation, approval, library and then distribution with measurement. And, we talk about building an internal and external team.

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au

Want to create the business of tomorrow, today? Contact us today!

https://www.blirt.com.au