Shows
Vistage Live - Australia and New Zealand - Business and Leadership InsightsLeading Through Change: Insights from President, International at Vistage Rob RistagnoIn this episode of Vistage LIVE, Vistage Australia and New Zealand MD Stephanie Christopher interviews Rob Ristagno, President, International at Vistage. Rob shares his insights on the evolving landscape of leadership and the challenges CEOs face in a rapidly changing business environment. He emphasises the importance of adaptability, strategic decision-making, and leveraging community-based learning for growth and resilience. Rob also discusses how Vistage is supporting CEOs with resources that foster collaboration, innovation, and sustainable success.
Key takeaways include:
Embracing change as a constant and leading with flexibility.
Building stronger networks through peer learning...
2025-05-2923 min
CEO Campfire ChatMaking the Business Case for CSR and DEICSR and DEI initiatives are top-of-mind for many leaders these days. Some think of them as boxes that need to be ticked. But Joseph Fung, CEO and co-founder at Uvaro, sees them as much more than that. Not only is he passionate about CSR and DEI initiatives because they’re the right thing to do—he’s found that they’re also good for business. He shares how embracing socially-conscious business practices has changed Uvaro for the better.
2022-01-2538 minCEO Campfire ChatMoving from Features and Function To VisionEven an organization with a fantastic product and innovative features will struggle to gain traction without a clear and compelling vision to guide it. Matthew Scullion, co-founder and CEO of Matillion, discusses how a clear vision helped transform the organization from scrappy startup to industry-leading brand.
2022-01-1140 min
Prodity: Product by DesignProduct Segmentation: A Conversation with Rob RistagnoIn this episode we have an incredible conversation with Rob Ristagno, CEO of Sterling Woods and expert in segmentation and product/market fit. We talk about the issues most companies have with segmentation, steps to improve segmentation, and how to identify product/market fit. Listen in for more product management and UX insights! Links from the show:LinkedIn: https://www.linkedin.com/in/robristagnoSegmentation tool: https://sterlingwoods.com/Podcast: CEO Campfire Chat Bose Sleepbuds (shout-outs): https://amzn.to/31onqsp More by Kyle:Follow Product by Design and K...
2021-12-1535 minCEO Campfire ChatOptimizing Your Go-To-Market Strategy Using Human-Machine TeamingThe robots are not coming for our jobs; they’re here to help us do our jobs better. That theory is at the heart of what CEO David Ehrlich and the team at Aktana are doing. Their AI-driven technology allows life sciences sales representatives to support doctors in providing better patient care. David shares how the technology works and why the underlying principles can transform go-to-market strategies in any industry.
2021-12-1434 minCEO Campfire ChatBreaking Down Walls Between Sales and MarketingThere’s often tension between the sales and marketing teams in large organizations. Becca Apfelstadt, CEO and co-founder of the treetree agency, works with B2B giants to unite the two groups and help them achieve the organization's goals. She shares how she gets everyone on the same page.
2021-11-3034 minCEO Campfire ChatWhy Selling Professional Services Differs From Product-Based SalesGreg Alexander successfully sold his consulting firm in 2017 and now helps other founders grow, scale, and exit their businesses through his membership program, Collective 54. He shares what he learned about building a service-based business and why it requires a different approach than product-based sales.
2021-11-1643 minCEO Campfire ChatThe Role of Self-Awareness in Succession PlanningBrian Roland founded employee perk provider Abenity nearly 15 years ago as a way to help employers give back to their teams, while supporting a broader mission in the process. Brian recently made the decision to step away from the CEO role and transition to an advisory position; how did he know it was time for a change? And how did he manage the logistics and emotions that came along with it? Tune in to find out.
2021-11-0233 minCEO Campfire ChatBuilding Trust With a Growing AudienceKaarel Kotkas, founder and CEO of Veriff, dreams of becoming the global leader in identity verification. He and the team have made great strides in Europe, but as they expand, they must build trust in each new market with governments, regulators, brands, and individuals. How do they do it? Kaarel shares on this episode.
2021-10-1932 min
Podcasting StoriesEp024: Engaging Your Audience with Rob RistagnoToday on Podcasting Stories, we're talking with Rob Ristagno, CEO of Sterling Woods.
Founded more than six years ago, the company may seem like a consulting firm; but it is more accurately described as a data-enabled strategic partner whose clients often enjoy double or even triple-digit percentage growth rates. Rob shared a couple of client success stories that were really fascinating about how strategic client segmentation can result in significant revenue growth.
He started a podcast in 2020 called CEO Campfire Chat, that's an outgrowth of round table zoom calls he's had with his clients for...
2021-10-0837 minCEO Campfire ChatMaking Complex Data Actionable With SegmentationEvery business has data they can learn from, but many leaders struggle to synthesize that data and create actionable learnings the whole team can rally behind. Experienced CEO Kermit Randa shares how he removes data from the academic realm, transforming it into something that drives business decisions and growth.
2021-10-0536 minCEO Campfire ChatExperimenting to Find the Ideal Workday FormatStephan Aarstol founded beach lifestyle company Tower Paddle Boards to live the surfer life. But when he found himself and his employees putting in startup hours, he knew something had to change. He shares his journey in experimenting with a five-hour workday and the surprising things he’s learned about what motivates a team.
2021-09-2139 min
Unleashed - How to Thrive as an Independent Professional438. Rob Ristagno on Customer SegmentationRob Ristagno is a Harvard and McKinsey alum, he has shared expertise on digital media and e-commerce with CBS, Forbes, Adweek, and Fox. He is now the CEO of Sterling Woods where Rob and his team developed a data-enabled service, Scout X, that has created over $500 million in Enterprise Value for middle-market clients. Learn more about Rob’s company at sterlingwoods.com. 00:43: Five common flaws in customer segmentation 12:39: The process of B2B segementation 15:53: The three main categories of customer behavior 29:04: Developing the survey 36:13: Building the segments Un...
2021-09-1848 minCEO Campfire ChatProvide Winning Customer Care in Professional ServicesProfessional services organizations, including law firms, are not always known for explicitly focusing on the customer experience. However, when Devin Miller founded his IP attorney’s office, helping startups navigate intellectual property law, he was intent on bucking that industry trend. Hear from him how he scales efficiently while keeping a focus on great service.
2021-09-0751 minCEO Campfire ChatCreating Viral Marketing CampaignsEveryone wants a viral marketing campaign, but creating one is far easier said than done. Daniel Stone and Lou Montemayor, co-founders of Bandolier Media, have developed a reputation for possessing the kind of creativity, humor, and heart that results in the creation of content that demands attention. They share their approach in this episode.
2021-08-2440 minCEO Campfire ChatDevise a New Way to Access Growth CapitalBilly Libby, CEO of Upper90, believes founders should hold the greatest portion of equity in their companies. But with the current VC model, many lose valuable equity in early rounds in exchange for necessary growth capital. Hear from Billy about the innovative model he’s developed to help startups delay their series A round and retain a greater portion of equity.
2021-08-1035 minCEO Campfire ChatScale Your Professional Services Firm Without Working OvertimeProfessional services firms are essentially run on the premise of selling access to your team’s time and expertise. So when it comes time to scale, how do you do it without loading everyone down with endless work? Tom Barry, Managing Partner of GHJ Advisors, shares the four levers his team relies on to fuel growth.
2021-07-2733 minCEO Campfire ChatDevelop a Repeatable Process to Grow Your BrandThe consumer packaged goods space is notoriously difficult to break into. But Colin Darretta and the team at Innovation Department have formulated a repeatable process for starting, launching, and growing CPG wellness brands. With three CPG companies already in their expanding portfolio, Colin shares their recipe for success.
2021-07-1344 minCEO Campfire ChatGrowing Through Complexity with Commonsense StrategiesSharon Love, President and CEO of Community Brands, manages dozens of brands and a team of thousands spanning the globe. That’s a lot of complexity, but Sharon finds that focusing on basic tenets—like listening to employees, creating commonsense sales incentives, and letting each brand lean into their unique superpowers—keeps things surprisingly simple.
2021-06-2941 minCEO Campfire ChatThe Pros and Cons of IntrapreneurshipMany organizations claim to support innovation, but what happens when a fledgling company begins to grow within an enterprise business? Terry Jones, founder of both Travelocity and Kayak, shares the difference between his experience with intrapreneurship at Travelocity— the organization began within American Airlines—and more traditional entrepreneurship with Kayak.
2021-06-1546 minCEO Campfire ChatHow Company Culture Influences Organic GrowthDavid Kinsley became president of the family business, The Kinsley Group, 12 years ago. In that time, he’s grown the organization six and a half times over. He shares how having a company culture focused on compassion and empathy—for customers, employees, and the planet—has driven this success.
2021-06-0138 minCEO Campfire ChatUnearthing Your Best CustomersBryan Clayton was already a landscaping pro when he decided to found GreenPal to solve a problem he saw in the industry. He shares how listening closely to customers enabled him to build a blossoming platform that connects lawn care providers with homeowners across the US.
2021-05-1836 minCEO Campfire ChatBuilding a New Brand to Take on the Industry TitansDavid Friend is a serial entrepreneur who’s successfully launched and sold five companies. He now runs his sixth, Wasabi, a hot cloud storage business looking to take on Amazon and Google. David shares how he goes about building a trusted brand that’s well-positioned to challenge household names.
2021-05-0432 minCEO Campfire ChatFostering Organizational Growth and Change in Uncertain TimesNancy Ham, CEO of WebPT, is no stranger to disruption. The physical therapy industry, which her organization serves, has seen tremendous change over the last decade. COVID added yet another wave of rapid shifts. Through it all, Nancy has developed a method for remaining agile and fostering innovation.
2021-04-2038 minCEO Campfire ChatDriving Growth by Identifying the Root Cause of Customers’ PainBusinesses solve a problem for a specific audience. But many leaders make the mistake of identifying symptoms rather than the root cause. John Campbell, CEO of Cambium Learning Group, shares how his organization drills down to find underlying pain points for students and teachers and develops new platforms to address those core needs.
2021-04-0639 minCEO Campfire ChatHow to Unlock Growth Through Listening Zvia Schoenberg is passionate about education. She credits her interest in the field to her own experience as a student in Philadelphia at one of the oldest public high schools in the country. After earning a JD from NYU, she knew immediately she wanted to use it to make the educational experience more equitable for all students. Zvia began doing pro bono work with charter schools, and it was there that she first noticed parallels between the world of charter schools and startups...
2021-03-2334 minCEO Campfire ChatHow to Identify and Serve Your NicheMost industries include a broad variety of markets. But when you try to be everything to everyone within an industry, you struggle to get ahead. That’s why finding your niche is critical. Marc Heyneker and his team at Revinate did a lot of work to identify the right audience within the world of hospitality and develop a product that serves them. He shares his process in this episode.
2021-03-0934 minCEO Campfire ChatSimple Steps to Accelerate Your Marketing StrategyJason Davis, Co-Founder and CEO of Simon Data, believes deeply in the promise of data science and analytics to improve business performance. He shares some basic applications of data that any leader can use to begin accelerating growth for their organization.
2021-02-2336 minCEO Campfire ChatData Versus Intuition in Business and...Love?When it comes to making smart growth moves for your company, should you follow your head or your heart? Sam Yagan, Co-Founder of OkCupid and SparkNotes and current CEO of ShopRunner, knows the answer isn’t always cut and dry. Hear how he’s learned to strike the right balance.
2021-02-0941 minCEO Campfire ChatUsing Customer Data and Experimentation to Build a Winning StrategyGabby Wong became CEO of FranConnect in 2019. Over the course of her tenure, the franchisors FranConnect serves have seen good and bad times. But through it all, Gabby has remained focused on customer data and experimenting to create products that address her audience’s changing needs.
2021-02-0242 minCEO Campfire ChatBuilding a New Kind of Recruiting FirmAs an entrepreneur himself, Kurt Wilkin understands firsthand the challenges leaders face in hiring great talent. He visits the show to discuss HireBetter, his recruiting firm with a bold new approach to an old industry. He also shares tips any entrepreneur can use to improve their hiring process.
2021-01-1940 min
Sports to BusinessRob Ristagno: Why Businesses Must Focus on the WhalesRob Ristagno is the Founder and CEO of Sterling woods group, a consulting firm that reliably increases near-term sales and sustains organic growth over time by using data science to uncover low-risk, high-leverage go-to-market strategies for its clients.
Rob previously served as a senior executive at several private equity-owned businesses, including as COO of America’s Test Kitchen.
He started his career at McKinsey. Rob is also an author, of the book titled Member is Worth a Thousand Visitors. He is also a keynote speaker at conferences around the world.
He has been fea...
2021-01-1128 minCEO Campfire ChatGetting Started With First-Party DataAaron Oberman, CEO of Omeda, has been helping publishers leverage first-party data to understand their audience and drive revenue for years. But he sees the potential data has to power organic growth in any industry. In this episode, he shares tips for building a successful foundation for your data project.
2021-01-0533 minCEO Campfire ChatBuilding a Crisis-Resistant BusinessJosh Richardson of Yale University teamed up with the Sterling Woods Group to conduct research on how the coronavirus pandemic has affected organizations. Why have some businesses thrived while others have shuttered? Josh and Rob discuss the results of surveys and interviews with 40 executives leading through the pandemic to unearth what businesses can do to become more resilient in the future.
2020-12-2233 minCEO Campfire ChatWhat It Takes to Be a Private Equity CEOCEOs who lead private equity portfolio companies face unique challenges. Bob Post, a serial PE-backed CEO, has developed an approach to jumpstarting impressive turnarounds at the organizations he leads. Bob shares how he tackles each new role and what he’s doing to guide his current company, a data analytics firm serving the hospitality industry, through the turbulence caused by COVID.
2020-12-0842 minCEO Campfire ChatThe Link Between Leadership and Passion Kate Eberle Walker was brought on as CEO of PresenceLearning to turn the ship around. The company was experiencing flat growth and high employee attrition. Within two short years, Kate has guided the company to 70% growth year-over-year and break-even on EBITDA. The secret to her success? It turns out, passion for her work has no small role to play. Kate began her career in investment banking but quickly found her way into the world of education. Through roles at Kaplan and...
2020-11-2459 minCEO Campfire ChatMaking Business Decisions Grounded in EmpathyElizabeth Green is the founder and CEO of Brief Media, a publishing company focused on the veterinary medicine space. She shares how she and her team have uncovered new ways to care for customers and colleagues during the COVID crisis.
2020-11-1044 min
The Virtual CMOEffective Marketing Segmentation Strategies to Improve Your Sales with Rob RistagnoIn this episode, host Eric Dickmann interviews Rob Ristagno. Rob is the Founder and CEO of the Sterling Woods Group and focuses his efforts on data analytics and marketing segmentation strategies to spur organic growth. He is passionate about the intersection of data science and sales & marketing leadership.At the Sterling Woods Group, he and the team help clients reliably grow near-term sales by applying data science to build marketing segmentation strategies, identify your best customers, and build a sales plan that drives more revenue. He is also the host of his own podcast CEO...
2020-11-0527 minCEO Campfire ChatEvaluating Acquisitions in a Volatile MarketBrent Diamond is a serial CEO for private equity-owned businesses. Now he's working with a team to acquire and run his own organization. Brent shares insights into the world of private equity and how it's changed since the start of the pandemic. Whether you're looking to buy or sell a company, or want an investor's insights on the market, there's something for everyone in this episode.
2020-10-2733 minCEO Campfire ChatFinding Rookie Success Despite HazardsDavid Stephens accepted the role of CEO at a growth-stage sports technology company, Guided Knowledge, in January. Little did he know that the coronavirus outbreak would upend the company’s plans to launch in the US professional golf market. With sports on pause and America on lockdown, David and his team needed to pivot their focus quickly to a new geography and a fresh audience. He shares what it took to make those moves happen, all while keeping his investors calm and the team engaged.
2020-10-1329 min
The Authority Builder PodcastRob Ristagno | Capitalizing on Prospect Pain PointsAt consulting firm Sterling Woods Group, CEO Rob Ristagno and his team help middle market companies use data to create sales, marketing, and other strategies to accelerate revenue growth. Best of all, says Rob, it’s data that is already there. It’s just that owners and executives don’t know how to analyze it – or come up with insights that can impact the business. It’s a vital service, yet Rob admits that the value of his company’s service isn’t always apparent and often seen as a “luxury.” It can be a struggle...
2020-10-0137 minCEO Campfire ChatSharing Vital Knowledge During a Global Code Blue For more than 20 years, EB Medicine has been producing peer-reviewed, evidence-based emergency medicine treatment guidelines for doctors on the front lines. It’s important to stay abreast of the latest trends and discoveries in any industry, but when your job is caring for people who are gravely sick or injured, up-to-date information on best practices and advancements is all the more vital. So even in a normal year, the service that EB Medicine provides for its subscribers is critical. But 2020 is not a no...
2020-09-2934 minCEO Campfire ChatCentering Customers' Needs in CrisesVistage Worldwide has always focused on bringing together CEOs of small to midsize companies to share knowledge and best practices. And with the seismic shifts in the business world caused by the pandemic, its services have never been more needed. However, Vistage Worldwide’s model typically depends on in-person events and networking. CEO Sam Reese and his team had to think on their feet to continue to offer the support and camaraderie that Vistage is known for, without the ability to meet face-to-face. He shares how they pulled it off by placing their members’ needs at the cent...
2020-09-1546 minCEO Campfire ChatIntroducing the CEO Campfire ChatRecorded before a live studio audience of leading executives, the CEO Campfire Chat podcast teaches you how to accelerate your revenue growth by sharing the experiences of others who have been there. CEOs of midsize companies take you behind the scenes for the inside scoop on strategies and actions that drove substantial growth for their organizations. If you’re an executive of a middle-market, PE-backed company and need proven processes and playbooks to grow your revenue reliably—no matter how limited your time and resources—this is the show for you.
2020-08-2502 min
The Sales Podcast With Wes Schaeffer, The Sales Whisperer®Follow This Proven Method To Make More Money Online, With Rob RistagnoFind your best CRM for sales for free here. Get all of the notes and links for every episode of The Sales Podcast. Overcome your toughest sales objections with these sales training flashcards. Get a signed copy of Wes's book here. Grow your sales with this on-demand video series, Make Every Sale. Know your sales numbers with this free Sales Calculator. Connect with Wes: Twitter LinkedIn Instagram Facebook
2020-08-0834 min
Accelerate Your Business GrowthHow To Increase Revenue Using DataWith COVID-19 and a looming recession, many businesses are facing an uncertain financial future – how can entrepreneurs and business owners maintain revenue? Rob Ristagno share ideas on how to use data to grow.
Rob Ristagno is the founder and CEO of Sterling Woods Group and a keynote speaker
focused on sharing new ways to use data to drive business results. Ristagno combines his expertise in data science with proven sales and marketing strategies to help established middle-market companies quickly generate new revenue by improving the way they gather and utilize data.
Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio enterta...
2020-07-0932 min
Upside: The Business Growth Podcast076: Rob Ristagno on How to Use Data and the Resources You Already Have to Grow During CrisisRob Ristagno is the founder and CEO of Sterling Woods Group and an author and keynote speaker focused on sharing new ways to use data to drive business results. He combines his expertise in data science with proven sales and marketing strategies to help established middle-market companies quickly generate new revenue by improving the way they gather and utilize data. At the helm of Sterling Woods Group, Ristagno leads his team to provide practical, actionable analysis and strategies that organically grow sales for clients across a variety of industries, including business services, software, media, retail/e-commerce and manufacturing. Sterling Woods t...
2020-05-2821 min
The Ryan Dohrn ShowI Need To Think About It, 7 ways to flip this objection!"I need to think about it" is something we hear every day as a sales pro. Corporate sales training expert Ryan Dohrn shares 7 ways to flip this objection and keep the conversation moving forward. Learn more about corporate sales training with Ryan Dohrn online at http://SalesTrainingWorld.com or http://RyanDohrn.com Also, special guest Rob Ristagno from the Sterling Woods Group about his book A Member is Worth A Thousand Visitors. If you like Grant Cardone, Brian Tracy, Gary Vaynerchuk, Zig Zigler or Jeffrey Gitomer you will Love Ryan Dohrn. His advice is on point, fresh and fun. Tools...
2018-05-0346 min
Sales Training WorldI Need To Think About It, 7 ways to flip this objection!"I need to think about it" is something we hear every day as a sales pro. Corporate sales training expert Ryan Dohrn shares 7 ways to flip this objection and keep the conversation moving forward. Learn more about corporate sales training with Ryan Dohrn online at http://SalesTrainingWorld.com or http://RyanDohrn.com Also, special guest Rob Ristagno from the Sterling Woods Group about his book A Member is Worth A Thousand Visitors. If you like Grant Cardone, Brian Tracy, Gary Vaynerchuk, Zig Zigler or Jeffrey Gitomer you will Love Ryan Dohrn. His advice is on point, fresh and fun. Tools...
2018-05-0346 min
Ad Sales Training NationGetting Advertisers to Send More With YOU!, Ad Sales Training with Ryan DohrnThis month on the Ad Sales Nation podcast, ad sales training expert Ryan Dohrn shares his advice on getting more money out of every advertiser by selling the nuances of true multi-media. Plus, Rob Ristagno on his new book A Member is Worth a Thousand Visitors. Also, Charity Huff from January Spring on digital advertising reporting. Then, your listener questions answered with special guest Charles Warner from Innovation and Tech Today Magazine. Learn more online at http://360AdSales.com . Ad sales training and media sales training advice podcast for all levels of media expertise.
2018-04-3055 min