Greg Head, CEO of Greg Head Consulting, and former CMO of Infusionsoft, joins me on this episode of #Accelerate!
[:40] Greg details his software sales career since 1987, starting at Egghead. He grew two companies to over $100 million, and then founded Greg Head Consulting in 2016. He likes helping grow companies that look crazy, before they look obvious.
[5:15] Helping companies grow is not easy, and there are treacherous obstacles. Greg discusses signs that show your growth strategy needs updating.
[7:13] The recipe for growth changes as a company grows. Rather than charting a smooth curve, it grows by steps, and each step is different.
[9:33] Greg explains the inflection points of growth from a sole proprietorship to a large company. He compares it to transitioning from ADD to OCD.
[12:04] When Greg was at Infusionsoft, they decided to stop being all things to all customers. When they focused on a particular customer need, and narrowed the product, they went from no growth to 50% growth in six years.
[15:01] To maintain growth in a high-growth company, you must reset the process about every 18 months. The first rule of the game is to know what game you’re playing, and the game is always changing.
[17:12] The sport of growth is like playing in the Pros. You will not play the same role in the same game for many years.
[19:14] A small company that starts off by “making stuff up” as they go, soon has to transition to a business plan. Things change in the maturing process. Amazon started by just selling books, and gradually shifted to a variety of merchandise.
[23:44] Greg talks about assessing past, present, and plans for the future, and suggests pulling your mind like taffy. Block the possibility of failure. Greg discusses a real estate growth firm.
[27:10] The big challenges still need addressing, and we need more entrepreneurs, companies, and people to aim high and go after them, like they cannot fail.