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\\xa0C. Lee Smith. He\\u2019s the CEO of SalesFuel, a multi-million dollar sales enablement firm he founded in Columbus, Ohio in 1989. SalesFuel leverages critical insights that enables its clients to acquire, develop and retain their best employees and customers. The company is launching a brand new product called TeamKeeper that will revolutionize the way managers manage and develop their people which leads to a happy, business culture and a reduction in turnover.

Famous Five:

• Favorite Book? \\u2013 The Sales Bible
• What CEO do you follow? \\u2013 Elon Musk and Tim Cook
• Favorite online tool? \\u2014 LinkedIn\\u2019s Sales Navigator and Lynda
• How many hours of sleep do you get?\\u2014 5
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cRelax man, you\\u2019re going to make it\\u201d

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Time Stamped Show Notes:

• 02:02 \\u2013 Nathan introduces Lee to the show
• 02:42 \\u2013 SalesFuel does sales enablement
  • 02:48 \\u2013 It helps salespeople to sell better, close more deals and be the trusted advisors for their client
• 03:23 \\u2013 SalesFuel leverages critical insights for both sales prospects and employees
• 03:35 \\u2013 SalesFuel has 3 SaaS products: AdMall, TeamKeeper and one still in the works
• 03:59 \\u2013 TeamKeeper is already up and working
• 04:13 \\u2013 AdMall is for media companies
• 04:22 \\u2013 When Lee started the company, the idea was to provide business intelligence based on business type
  • 04:35 \\u2013 SalesFuel currently has over 450 types of businesses that they\\u2019re researching
• 04:41 \\u2013 The research team is the second largest team in SalesFuel with 10-15 people
• 04:57 \\u2013 Total team size is 30-40
• 05:08 \\u2013 2016 total sales is $6-10M
• 05:30 \\u2013 SalesFuel was on the internet in 1995 with a few companies still new to the web when they had their first product
• 05:56 \\u2013 It was in 1997 when SalesFuel built their first web application
• 06:25 \\u2013 An AdMall customer pays an average of $500-1K a month
• 06:51 \\u2013 AdMall\\u2019s pricing model is based on the size of the sales team
  • 07:41 \\u2013 The price depends on the range of the number of employees
  • 07:59 \\u2013 For a digital agency, they have a different price because of the numbers of tools that they use
• 08:21 \\u2013 SalesFuel currently has 1500 customers
• 09:21 \\u2013 Columbus is a foodie town
  • 10:03 \\u2013 Lee sent packs of dry ice cream from a local artisan to their potential clients
  • 10:09 \\u2013 Lee had calls returned to him\\u2014he thinks it was the weirdest marketing strategy he ever used
  • 11:10 \\u2013 Lee closed a deal from that marketing strategy
• 12:06 \\u2013 SalesFuel is 100% bootstrapped
• 12:38 \\u2013 First year revenue is around $100K
• 12:50 \\u2013 Revenue in 2000 was around a million
• 13:45 \\u2013 2010 revenue is close to $3M
• 14:40 \\u2013 SalesFuel\\u2019s retention rate year over year is above 98%
  • 15:20 \\u2013 SalesFuel has client and revenue growth year over year
  • 15:54 \\u2013 Logo churn is equal to revenue churn
• 16:34 \\u2013 CAC
  • 16:48 \\u2013 SalesFuel gets their leads from thought leadership and business development
  • 17:23 \\u2013 For research and blog, SalesFuel spends a little over $250K annually
• 17:45 \\u2013 SalesFuel currently has 2 SDRs
  • 18:02 \\u2013 Product team has close to 18 people
  • 18:15 \\u2013 Sales and marketing team has 10 people and the rest are in operation
• 19:23 \\u2013 SalesFuel has around 100 new customers every year
• 20:52 \\u2013 The Famous Five

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3 Key Points:

1. A slow hustle is never a bad strategy\\u2014 grow slowly and consistently.
2. There are tons of new ways to gain customers; be creative, bold and just go for it.
3. Believe that you can and will make it!

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Resources Mentioned:

• Simplero \\u2013 The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost.
• The Top Inbox \\u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
• Klipfolio \\u2013 Track your business performance across all departments for FREE
• Hotjar \\u2013 Nathan uses Hotjar to track what you\\u2019re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
• Acuity Scheduling \\u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Host Gator\\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\\u2013 Nathan uses Audible when he\\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
• Show Notes provided by Mallard Creatives