531 - Gearing Up for a Sale with Russell Badgett
Why you should listen
- Learn from Russ’s extensive experience in aiding organizations to transition from outdated systems to modernized tech stacks.
- Discover effective strategies for managing significant changes within organizations, especially for those new to platforms like Salesforce.
- Gain insights into building a successful consultancy through Russ’s lessons on leadership, culture, and client management.
In this insightful episode, I sit down with Russ Budgett, a seasoned Salesforce expert and founder of radianhub.com. With over two decades in the software industry, Russ brings a wealth of knowledge and experience, particularly from his 14 years in the Salesforce ecosystem. During our conversation, Russ shares his journey of running his own Salesforce practice, focusing on leveraging customer trust and a value-driven approach to fuel business growth. He also discusses the strategic levers tech consultants should pull to enhance their business operations.
Key Highlights
- Change management importance: Russ learned change management is critical to adoption and success. He now identifies stakeholders, socializes projects early, and provides tailored training to empower different user types from leaders to laggards.
- Sourcing Salesforce deals: Russ treats Salesforce account executives as a secondary client, showing consistency, flexibility, and results to gain access to larger deals beyond reactive opportunities.
- Virtual vs on-site implementations: The pandemic required a shift, now 85-90% of Radian Hub's work is remote. Leveraging tools like Zoom, Slack, and clients' preferred systems was imperative to maintain relationships and deliver projects virtually.
- Profit sharing model: Russ' profit-sharing goal for 2024 motivates individuals through team-based metrics like utilization and growth. He aims for $3M revenue at 30% EBITDA, distributing excess to employees based on collective performance and goals.
About Russell Badgett
Focused on technology solutions and vertical strategies, Russ has over 20 years experience in the software industry, 14 years in the Salesforce ecosystem with SaaS based platforms. A customer trusted, value driven approach has been the key to success with enterprise clients such as Sony, Salesforce, P&G, Lilly, Harley-Davidson and Roche Diagnostics. Bringing this experience and best practices back to the mid-market and public sector (supporting clients of all sizes) is the mission behind radianHub.
Resources and Links
- Radianhub.com
- Russ’s LinkedIn profile
- Email Russ at [email protected]
- Book a call with Russ
- Book: Buy Back Your Time
- Previous episode: 530 - ROI is Killing Your Deal
- Check out more episodes of The Paul Higgins Show
- Strategic Profit Blueprint
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- Join the Tech Collective
- Suggested resources
- Find out more about Paul and how he can help you
