Business Growth Playbook

In this episode of Business Growth Playbook, hosts Jeff Evans and Dean Nolley sit down with Gordon Ho, entrepreneur, growth strategist, and LinkedIn expert, to discuss how B2B companies can transform LinkedIn from a digital resume into a consistent lead generation machine.​Gordon shares his journey from selling cellular phones and Nextel walkie-talkies through cold calling and Yellow Pages to mastering LinkedIn as a strategic networking and sales platform. With over two decades of entrepreneurial experience and a national speaking tour with Vistage, Gordon reveals the frameworks and automation strategies that cut through the noise on LinkedIn.​What You'll Learn:- Why cold calling still works but takes longer, and how LinkedIn accelerates the process- The four criteria of LinkedIn's Social Selling Index and how to improve your score- Profile optimization strategies that answer three questions in three seconds- How to be selective with your network to improve algorithm performance- The automation tools and AI strategies that create a consistency engine for outreach- Why engagement groups may not work and what to do instead- How tagging expands your reach through the LinkedIn spider web effect- The interactive workshop approach Gordon uses with CEOs across the country​Key Takeaways:Most business owners have a LinkedIn presence but don't invest time strategically​Your LinkedIn profile should be a three second elevator pitch, not a resume​Higher SSI scores statistically lead to better conversion rates​In 2026, automation tools can help non-natural hunters maintain consistent outreach​Content should reach the right eyeballs, not just more eyeballs​Being tagged in posts increases your SSI score and expands network visibilityTimestamps:0:00 - Introduction0:46 - Gordon's journey from cellular phones to LinkedIn expert3:20 - The common struggle: finding new customers in 20265:00 - Why natural hunters can leverage automation for consistency7:00 - Gordon's national Vistage workshop tour9:00 - Profile optimization and the three second test12:08 - LinkedIn Social Selling Index explained14:00 - Dean's SSI score journey and competitive insights16:00 - The truth about Sales Navigator and SSI scores17:00 - Network selectivity and algorithm optimization19:00 - Do engagement groups actually work?21:00 - The tagging strategy and spider web effect24:00 - Converting LinkedIn profiles into 30 second pitches25:00 - Targeting the right prospects: new owners vs. pain-driven buyers29:00 - The Patrick Mahomes analogy about coaching48:00 - Dean's Sales X engagement process breakdown50:00 - What a typical LinkedIn engagement looks likeConnect with Gordon Ho:LinkedIn: https://www.linkedin.com/in/gordon-ho-mba/Website: http://www.rainmakerdots.com/Connect with the Hosts:Dean Nolley: Sales Growth InspirationLinkedIn: https://www.linkedin.com/in/dean-nolley/Jeff Evans: J Vincent CreativeLinkedIn: https://www.linkedin.com/in/jeffevans78/Subscribe for more insights on sales strategy, LinkedIn marketing, business growth, and relationship-driven revenue acceleration.#BusinessGrowth #LinkedInStrategy #SocialSelling #B2BSales #SalesStrategy #LeadGeneration #LinkedIn #Entrepreneurship #SalesTraining #BusinessDevelopment

Transform Your Construction Business: The Complete XP3 Talent Blueprint with Michael Malone In this power-packed episode of The Business Growth Playbook, host Jeff Evans and co-host Dean Nolley sit down with Michael Matalone, founder of XP3 Talent and author of the Amazon bestseller "Hire, Train, Retain" (now in its second edition).For nearly 20 years, Michael has helped construction companies reimagine their potential through his scientifically validated talent system. His methodology has transformed organizations like Outback Deck, Contract Exteriors, and Window Nation with guaranteed measurable results in just 90 days.Michael reveals how one client reduced employee turnover from 80% to just 23% in six months! And that's just the beginning...Let's dive in.IN THIS EPISODE YOU'LL DISCOVER:- Why 90% of business problems are actually PEOPLE problems- The origin story of XP3 (hint: it started with Michael's experience as a Vistage chair)- How Michael helped Window Nation transform their sales training success rates from 50% to nearly 100%- The science behind the "magic of three" and why it drives everything XP3 does- How to tap into employees' untapped 40-60% discretionary effort- The shocking truth about construction company culture that's costing you talent- Why most managers fail at defining success (and how to fix it)- How personality assessments can match the right people to the right roles- The exact system that transformed Window Nation's hiring process- How an emergency room nurse became a top sales producer selling $330,000 in just his eighth month- Plus, Michael shares the five pillars of business (leadership, people, sales/marketing, operations, finance) and how they work together to drive organizational success.So. Whether you're struggling with hiring, training, or retaining top talent in your construction business, this episode delivers actionable insights you can implement immediately.Watch now and discover how to build high-performing teams that drive organizational success.⏱️ EPISODE CHAPTERS 00:00:03 - Introduction to Michael Malone 00:02:01 - Origins of XP3 Talent System 00:07:20 - Focus on Construction Industry 00:13:18 - Evolution of the XP3 Program 00:20:50 - Science of Employee Engagement 00:28:01 - First Steps with Clients 00:35:36 - The Magic of Three 00:37:05 - Creating Company Culture 00:48:16 - Networking Opportunities 00:55:18 - Increasing Employee Engagement 01:05:52 - Contact Information and Closing🔗 CONNECT WITH MICHAEL Website: xp3talent.com Email: [email protected] THE NEW BOOKMichael's second edition of "Hire, Train, Retain" is set to release in just weeks! This streamlined, instructional workbook for the Talent Mastery program features a powerful foreword by Brian Gottlieb (who recently sold his company for $150 million). Brian writes that having this book could have saved him "5 years and $500,000" in developing his own talent system.🔔 SUBSCRIBE for more business insights and entrepreneurial wisdom!👍 If you enjoyed this episode, please LIKE and SHARE with someone who could benefit from Dean's experience.💬 COMMENT below with your biggest takeaway or questions for Dean or Jeff.#ConstructionBusiness #HiringStrategy #EmployeeRetention #TalentManagement #BusinessGrowth #LeadershipDevelopment #XP3Talent #HireTrainRetain #EmployeeEngagement #WorkplaceCulture #ProjectManagement #SalesTraining #PersonalityAssessment

Join Jeff Evans and Dean as they dive into Dean's fascinating journey from corporate life at Kodak to becoming a successful entrepreneur and business consultant. In this candid conversation, Dean shares how family priorities led him to leave the corporate world, his experiences building and selling a $5.4 million company, and the valuable lessons he learned along the way.Episode Highlights:Why Dean left corporate America to prioritize family and communityThe creation and growth of Digital Imagination, a company that "won everything they touched"Key business lessons learned from rapid expansion and overextensionHow Dean's past experiences inform his current work with small businessesThe power of strategic partnerships and pivoting when necessaryJeff's insights on video podcasting and content creation for businesses of all sizesThis episode is packed with real-world business wisdom from someone who's been in the trenches. Whether you're a business owner looking to scale, a corporate professional considering entrepreneurship, or simply interested in sales growth strategies, Dean's story offers valuable insights you can apply to your own journey.Throughout the conversation, Jeff shares his unique perspective on video podcasting as more than just content creation—it's a strategic business tool. Having transitioned from a lifelong musician to a marketing professional, Jeff brings a creative approach to business growth that blends artistry with analytics."I'm a marketer first, videographer second," Jeff explains, highlighting how his focus remains on strategic outcomes rather than just technical production. His journey from website development to SEO and eventually to video marketing represents his constant pursuit of more effective ways to build trust and authority for businesses.Jeff's most powerful insight? The incredible ROI of video podcasting for literally any business. He's discovered that even traditionally non-media-focused industries like plumbing, concrete, and financial services can dramatically benefit from video content. Why? Because it builds the essential "know, like, and trust" factors faster than any other medium.As Jeff notes, "When you have a video show, this gives Google more inclination to rank you higher." His understanding of how video content impacts search rankings, builds authority, and creates multiple content pieces from a single recording demonstrates his strategic approach to content marketing.🔔 SUBSCRIBE for more business insights and entrepreneurial wisdom!👍 If you enjoyed this episode, please LIKE and SHARE with someone who could benefit from Dean's experience.💬 COMMENT below with your biggest takeaway or questions for Dean or Jeff.Want to learn more about video podcasting for your business? Visit jvincentcreative.com or email Jeff at [email protected] help growing your sales organization? Contact Dean at [email protected] or call 404-371-1841.

In this episode, we dive deep into the world of sales strategy, frameworks, and playbooks. Dean takes center stage as we explore how businesses can stabilize, scale, and build a predictable, repeatable sales process. Whether you're an SMB looking to grow or a larger company refining your sales operations, this episode is packed with actionable insights.Topics Covered:The importance of building trust without selling.Insights into hiring, onboarding, and managing a multigenerational sales force.The role of technology and AI in modern sales strategies.Succession planning for sales teams and leadership transitions.How to create a customized sales playbook for sustainable growth.Dean also shares real-world examples from his experience, including how he helps clients transition from reactive to proactive strategies. You'll learn the value of a discovery process, how to uncover hidden challenges, and why investing in the right frameworks can future-proof your sales efforts.About the ShowThe Business Growth Playbook is a podcast designed for leaders who want more than theoretical advice. Dean and Jeff bring you real-world, experience-driven guidance on overcoming complex business obstacles, from sales-marketing alignment to maximizing customer lifetime value. In each episode, they address common (and not-so-common) issues that executives face, offering insights that help leaders like you make informed decisions and maximize growth opportunities.From practical sales strategies to innovative marketing tactics, we dig into the topics that drive your growth engine.Meet Your HostsDean Nolley – The Sales ExpertLinkedin - https://www.linkedin.com/in/dean-nolley/With over 30 years of experience as a sales leader, Dean brings a wealth of knowledge from roles across organizations of all sizes, from startups to Fortune 500 giants. As a trusted advisor, he’s been the outsourced VP of sales for several companies, building robust sales teams, refining sales processes, and helping businesses break through revenue ceilings. Dean’s insights come from a career on the front lines, where he’s seen the pitfalls and potential of every sales structure imaginable. For him, the goal is simple: to help your business close deals faster, more efficiently, and with sustainable success.Jeff Evans – The Marketing NerdLinkedIn - https://www.linkedin.com/in/jeffevans78/Jeff is the creative mind and strategic force behind J. Vincent Creative, a successful digital marketing agency in Atlanta. As a fractional CMO and Chief Creative Officer, he’s worked with local businesses and high-level executives to enhance brand visibility, drive lead generation, and build authority through digital marketing and content. Jeff’s expertise spans paid social media, video production, content marketing, and SEO. In The Business Growth Playbook, Jeff breaks down the complexities of digital marketing into practical strategies that can generate immediate and lasting impact.Why The Business Growth Playbook?Growing a business today isn’t just about sales or marketing—it’s about creating a seamless alignment between both. The friction between sales and marketing departments is one of the biggest growth obstacles that companies face. When these two departments are in sync, they create a powerful force that attracts, nurtures, and converts ideal clients. But alignment isn’t easy, and that’s where The Business Growth Playbook comes in.Whether you’re wrestling with a misalignment between sales and marketing, looking to shorten the sales cycle, or trying to expand in new markets, The Business Growth Playbook provides step-by-step solutions tailored for high-level decision-makers. We don’t just talk about theory; we get into the real-world scenarios that companies like yours are dealing with every day.

Are you a CEO, high-level executive, or business owner looking to overcome growth challenges, unlock revenue potential, and lead your organization to new heights? You’re in the right place. The Business Growth Playbook, hosted by Outsourced VP of Sales Dean Nolley and Marketing Nerd/Fractional CMO Jeff Evans, is your go-to channel for actionable insights, innovative strategies, and practical advice to drive measurable business results. About the Show The Business Growth Playbook is a podcast designed for leaders who want more than theoretical advice. Dean and Jeff bring you real-world, experience-driven guidance on overcoming complex business obstacles, from sales-marketing alignment to maximizing customer lifetime value. In each episode, they address common (and not-so-common) issues that executives face, offering insights that help leaders like you make informed decisions and maximize growth opportunities. Our unique segment, The Playbook Breakdown, takes center stage in every episode. In this segment, Dean and Jeff break down real-world-inspired scenarios that mirror the very challenges you’re facing—whether it’s boosting revenue, streamlining processes, or creating better synergy between departments. With The Playbook Breakdown, you’ll gain a clear picture of what’s going wrong and, more importantly, get a roadmap to solve it. From practical sales strategies to innovative marketing tactics, we dig into the topics that drive your growth engine. Meet Your Hosts Dean Nolley – The Sales Expert Linkedin - https://www.linkedin.com/in/dean-nolley/ With over 30 years of experience as a sales leader, Dean brings a wealth of knowledge from roles across organizations of all sizes, from startups to Fortune 500 giants. As a trusted advisor, he’s been the outsourced VP of sales for several companies, building robust sales teams, refining sales processes, and helping businesses break through revenue ceilings. Dean’s insights come from a career on the front lines, where he’s seen the pitfalls and potential of every sales structure imaginable. For him, the goal is simple: to help your business close deals faster, more efficiently, and with sustainable success. Jeff Evans – The Marketing Nerd LinkedIn - https://www.linkedin.com/in/jeffevans78/ Jeff is the creative mind and strategic force behind J. Vincent Creative, a successful digital marketing agency in Atlanta. As a fractional CMO and Chief Creative Officer, he’s worked with local businesses and high-level executives to enhance brand visibility, drive lead generation, and build authority through digital marketing and content. Jeff’s expertise spans paid social media, video production, content marketing, and SEO. In The Business Growth Playbook, Jeff breaks down the complexities of digital marketing into practical strategies that can generate immediate and lasting impact. Why The Business Growth Playbook? Growing a business today isn’t just about sales or marketing—it’s about creating a seamless alignment between both. The friction between sales and marketing departments is one of the biggest growth obstacles that companies face. When these two departments are in sync, they create a powerful force that attracts, nurtures, and converts ideal clients. But alignment isn’t easy, and that’s where The Business Growth Playbook comes in. Whether you’re wrestling with a misalignment between sales and marketing, looking to shorten the sales cycle, or trying to expand in new markets, The Business Growth Playbook provides step-by-step solutions tailored for high-level decision-makers. We don’t just talk about theory; we get into the real-world scenarios that companies like yours are dealing with every day. Who Should Subscribe? The Business Growth Playbook is for CEOs, founders, executives, and business owners who want to grow their companies by making informed, strategic decisions. Our content is geared towards leaders who are action-oriented, results-driven, and open to exploring both sales and marketing strategies to fuel sustainable growth. If you’re in the Atlanta area, across the Southeast, or beyond, and looking for practical advice from experts who’ve been in the trenches, this channel is made for you. Dean and Jeff have a pulse on what’s happening in today’s market, and they’re here to share insights that you won’t find in textbooks or generic business blogs.