David Jones shares his inspiring journey of overcoming what most would call insurmountable odds to get to his daughter’s wedding during Hurricane Helene.

Key Takeaways

– David Jones walked 17 miles through hurricane destruction to attend his daughter’s wedding, demonstrating extraordinary determination and love
– The story resonated globally, particularly with 3 groups: women with good father relationships, those lacking father figures, and supportive men
– David emphasizes the importance of purpose + passion driving performance, and having tiered aligned goals when facing challenges
– The experience reinforced David’s faith and belief that God is closer in our daily lives than we often realize

Topics

David’s Family Background

– Father of 3 daughters and 1 bonus daughter from second marriage
– 2 grandchildren
– Third-generation engineer; oldest daughter is fourth-generation engineer
– Annual family tradition of gathering in Indiana for Memorial Day weekend and Indy 500

Hurricane Helene Wedding Journey

– David’s daughter Elizabeth’s wedding scheduled for Sept 28 in Johnson City, TN
– Hurricane Helene hit the day before, blocking roads and destroying bridges
– David walked 17 miles through debris, mud, and destruction
– Crawled under fallen trees, avoided dangerous situations with heavy equipment
– Received rides from a state trooper and former coworker for final 10 miles
– Arrived at the church on time, kept ordeal secret from bride until reception

Lessons Learned and Reflections

– Realized God’s constant presence throughout the journey
– Never felt alone or panicked, except in two brief moments of urgency
– Story went viral globally, resonating with different groups for various reasons
– Reinforced the importance of showing up for family and putting love into action
– Demonstrated the power of having tiered, aligned goals when facing challenges

David’s Advice for Parents

– Put words into action to prove love
– Have purpose + passion to drive performance
– Set multiple levels of aligned goals when raising children
– Maintain integrity by doing everything possible to keep commitments

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Bill Black discusses his marketing experience and insights on scaling businesses.

Key Takeaways

– Core values are crucial for brand identity and attracting franchisees (integrity, love, humility, courage)
– Drive-thru coffee shops significantly outperform cafes in sales (80% vs 20%)
– Mobile app users spend $1.50-$2 more per visit and come more frequently
– Focus on 2-3 critical priorities rather than trying to do too much (“be a river, not a flood”)

Topics

Bill’s Career Background

– 22 years in food/beverage industry, primarily coffee
– 10 years as marketing director for Dunkin Brands
– 5 years as marketing director for Starbucks in Atlanta
– Ran own consulting business “The Marketing Coach”
– 6.5 years as CMO at Scooter’s Coffee (2018-2023)

Scooter’s Coffee Growth

– Grew from ~130 stores in 2018 to 900+ by end of 2023
– Set “Big Hairy Audacious Goal” of 1000 stores by 2024
– Focused on drive-thru only kiosks (660 sq ft) for efficiency

Chief Marketing Officer Role

– Oversees brand strategy, creative, digital marketing, field marketing, e-commerce, franchise marketing
– Likened to “air traffic control” – managing many moving pieces
– Pivoted marketing during COVID to focus on community support

Marketing Strategies

– Loyalty programs via mobile app increased spend and visit frequency
– Adjusted rewards program to balance generosity and profitability
– Attitude & usage studies to understand customer demographics
– ESPN Frisco Bowl sponsorship for brand awareness

Advice for Business Owners

– Don’t skimp on hiring talented people
– Identify core values and mission statement early
– Focus on 2-3 key priorities rather than trying to do too much
– For coffee shops: prioritize drive-thru, great staff, and location

Next Steps

– Bill is launching a CEO/small business peer advisory group with Vistage in the Spring
– Can be reached at 404-493-6601 or [email protected]
– Recommended book: “It’s Not About the Coffee” by Howard Behar

Victor Antonio, a world-renowned sales expert and speaker, discusses sales strategies and advice for small business owners.

Key Takeaways

– Successful transition from corporate to entrepreneurship requires persistence, adaptability, and a strong sense of purpose
– AI tools like Google’s LM Notebook can revolutionize sales training and process optimization
– Effective sales techniques include advocating solutions, de-risking offers, and confidently asking for the order
– Continuous, modular training is key to developing and maintaining sales skills

Topics

Victor’s Career Journey

– Transitioned from electrical engineering to sales over 10 years
– Became president of sales and marketing for a $420 million company
– Launched his own speaking and training business in 2001
– Experienced ups and downs, including returning to corporate roles 3 times

Entrepreneurial Challenges

– First year as an entrepreneur earned only $17,000
– Faced the “quiet discontent” that drove the career change
– Emphasized the importance of having a strong “pull of purpose”
– Advised against waiting for perfection, instead aiming for success with 80% readiness

Sales Strategies for Small Businesses

– Focus on four growth areas: gain new clients, retain existing ones, reengage lost customers, and upsell/cross-sell
– Use AI tools like Landing Lens AI to streamline customer service processes
– Advocate for specific solutions rather than presenting options without guidance
– De-risk offers to make decisions easier for customers (e.g., shorter contract terms)

AI in Sales Training

– Utilize Google’s LM Notebook for creating role-play scenarios and podcasts
– Upload sales processes and product information to create a knowledge base
– Use ChatGPT for self-playing role-play exercises to generate new ideas and verbiage

Improving Speaking Skills

– Recommended joining Toastmasters to develop 5-7 minute modular speeches
– Create a repertoire of speech modules that can be combined for various topics
– Seek constructive criticism to improve continuously

Next Steps

– Explore Google’s LM Notebook for AI-assisted sales training
– Create a PDF knowledge base of sales processes and product information
– Consider joining Toastmasters to improve public speaking skills
– Read “The Jolt Effect” by Matt Dixon and Ted McKenna for advanced sales insights
– Implement modular training approach for sales team development