Struggling to turn your vision into a profitable business? Learn how impact-driven founders can leverage their research to create a sales system that fuels sustainable growth.

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In this episode of Impact Sales Radio, Julie dives deep with renowned steward ownership advocate Peter Depauw to explore how impact startups can harness the power of steward ownership as a means to honor their mission and ideals without sacrificing profitability.

Understanding the split identity of impact founders lies at the heart of this discussion. Julie shares insights into the common struggles faced by purpose-driven entrepreneurs who often feel torn between the 'noble, idealistic' side of their vision and the commercial imperatives of the startup world. With Peter’s expertise, listeners are guided through the critical concept of steward ownership—how it acts as a revolutionary framework to facilitate sustainable growth while preserving integrity.

Key topics covered include:

- The fundamental problem of conventional ownership structures, including shareholder primacy and absentee ownership, which can lead to mission drift and compromise on core values.

- A detailed exploration of steward ownership principles: maintaining self-determination and ensuring that profits serve a purpose—creating a legal and operational framework that places mission and value creation before mere profit extraction.

- Real-life examples of steward-owned companies—both legacy businesses like Bosch and newer impact-driven enterprises such as Ecosia and Signal—that embody these principles, showcasing how they have successfully navigated market dynamics without compromising their mission.

📩 Dive into the insights from Peter Depauw of Steward Owned in this episode - and for founders eager to explore steward ownership further, check out Steward Owned's knowledge hub.

Peter emphasizes that the model empowers companies to prioritize a mission-driven strategy over the short-lived whims of traditional venture capitalists. This brings about a significant transformation in the way businesses approach growth, focusing on long-term viability (en 'Exist' strategy) rather than the relentless chase for an imminent exit.

Not only does the steward ownership model offer strategic benefits, but Peter discusses its capacity to foster a culture of collaboration rather than competition. Impact startups can realize their vision for systemic change seamlessly, as alignment on mission helps facilitate partnerships with others sharing the same goals—something especially relevant in today's evolving impact landscape.

As you listen, reflect on your journey as a founder: Does your current startup's ownership model align with your core values? How do you envision incorporating stewardship into your business?

📩 Subscribe to Rebels & Geeks' newsletter for more perspectives of Julie de la Kethulle de Ryhove.

🎧 Tune in for a comprehensive look at steward ownership specifically for impact startup founders. Learn how you can create a robust business model that remains true to your mission while efficiently navigating the dynamics of sustainable growth.

Are you an impact-driven founder struggling to improve your sales? Join Julie on this insightful episode of the Rebels and Geeks Podcast as she unveils transformative sales strategies that blend your research skills with an effective sales process. Dive deep into the journey of shifting from fear of selling to reframing sales as research.

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In this engaging episode, Julie shares her personal transformation, recounting how she went from fearing sales to loving it. She highlights the crucial realization that "sales in B2B is just research you get paid for." This revelation not only reframed her approach to selling but also empowered her to leverage her strengths as a professional researcher, ultimately leading to clarity and control in her business.

Key topics covered in this episode include:

- The common misconceptions about sales and 'being commercial'

- How the fear of selling can be transformed into an opportunity for growth

- Identifying core questions that every founder must answer: What are you selling? Who are you selling it to? What value does it bring? And will customers pay for it?

- The importance of sales fundamentals and clarity in product positioning

- The role of self-accountability and resilience in the entrepreneurial journey

- The mindset shift from perfectionism to using sales as an extension of your service

Learn about crucial strategies such as funnel management and the significance of the discovery call in shaping your value proposition. Julie emphasizes that effective sales practices are vital for sustainable growth, revealing that clarity in communication makes it easier for customers to engage with and purchase your offerings.

Moving through the process, Julie encourages listeners to reflect on the state of their own sales funnels.

• ATTRACT: Are you attracting the right clients?
• CONVERT: Are you struggling to convert leads?
• CLOSE: Or do you need to make a lot of offers before you close a single deal?
• (DELIGHT: Usually, the problem is not in delight - recurring customers should be a default)

She invites you to take actionable steps towards refining your sales strategy by treating it as a learning opportunity rather than a daunting task.

Don’t miss this chance to turn the perceived chaos of sales into a structured research process that not only aligns with your natural strengths but also leads you to profitable outcomes.

Hit 'Follow' on the podcast page for more episodes packed with wisdom on building impactful sales systems designed for sustainable success!

🎧 Listen now and revolutionize your sales approach!

For more tips and resources, subscribe and get actionable tips on how to effectively leverage research as a powerful sales tool.

In deze aflevering van Impact Sales Radio duiken Julie (rebels & geeks) en Katrien Van Rompay (The Cornerstone) in de harde lessen van het starten en schalen van een impactgedreven startup. Katrien deelt openhartig hoe haar bedrijf groeide na twee grote deals, waarom ze dacht dat ze een product-market fit had en hoe ze uiteindelijk besefte dat dit niet zo was.

Samen bespreken ze:

✔️ Waarom vroege successen je op het verkeerde spoor kunnen zetten

✔️ De valkuil van te veel tegelijk testen zonder echte validatie

✔️ Waarom bootstrappen soms een betere strategie is dan investeren

✔️ Waarom regelgeving geen drijfveer voor een impact startup mag zijn

✔️ Hoe je van salesangst naar een onderzoeksgerichte mindset kunt schakelen

Luister mee naar een eerlijk en diepgaand gesprek over de realiteit van ondernemen, de impact van falen en de zoektocht naar echte marktbehoeften.

🎧 Beluister nu en leer van Katrien’s inzichten!

Disclaimer: dit gesprek is een rauwe momentopname op een moeilijk moment, en is niet representatief voor de huidige situatie (8 maand na opname gepubliceerd).

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“I missed the big picture: you are in this phase. I need the first 1000 days of getting to pmf.”

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Timeline:

• Aug 2020: stop work /start startup decision
• Feb 23: Co-founders onboard
• May 23: setup legal entity after 1st customer
• Hired a product designer. Tested our tool. Didn’t interview our market first.
• Invested to actually build the tool
• Closed big deals: 6 customers & 6 trainings.

1. Client 1: added value to society is 4X. Social impact strategy + Quantifying impact.

2. Client 2: ESG reporting to clients & investors

3. Client 3: problem: internal clarity. Long term + theory of change. Strategy and only after that regulatory offering around ESG.

4. Etc...

• Retrofitting market validation into existing sales processes

Overview of Experiments:

1. Social Footprint Dashboard: invalidated
2. Policies for social safeguarding
3. Chief Sustainability Officer(CSO)-for-Rent/ Impact-strategy

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Volg Katrien hier: https://www.linkedin.com/in/katrienvanrompay/

Meer over The Cornerstone http://www.thecornerstone.be