Ep.135 – Most firms try to grow by chasing more leads. CSI Accounting and Payroll grew by doing the opposite: they built a system that educates buyers before the first call, filters out bad fits, and makes prospects come to them. In this episode of Endless Customers, Alex Winter sits down with Brian Paulson, CEO of CSI Accounting and Payroll, to unpack how a traditionally referral driven firm used content, video, and assignment selling to reshape their sales process and more than double revenue.

Highlights include:

• How CSI built a five person in house sales and marketing team during Covid
• Why investing in your own business is the real growth lever
• How assignment selling creates better first meetings and stronger close rates
• Why being upfront about fit builds trust and earns reviews, even from prospects you turn away
• How transparency, including pricing, helps prospects self qualify before they reach out
• How CSI went from chasing leads to having prospects chase them
• What conferences and alignment days do to keep teams from drifting off the system

If your team is stuck explaining the same things on every sales call, attracting price shoppers, or trying to scale with outdated lead gen tactics, this episode will show you what it looks like to build demand by teaching first.

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#EndlessCustomers #ContentMarketing #AssignmentSelling #SalesProcess #TrustMarketing #RevenueGrowth #ProfessionalServices #Accounting #HubSpot #Leadership

Click here for the full article! Brian Paulson

Ep.134 - Most companies treat content like a marketing task. Berry Insurance treated it like a growth system, and it helped them double their business. In this episode of Endless Customers, Alex Winter sits down with Kaitlyn Pintarich, President of Berry Insurance, to break down how Berry turned content into revenue, built more prepared buyers, and doubled growth.

Highlights include:

• How Berry doubled the business with the Endless Customers System
• Why talking about price creates better buyers
• How content reduced the need for ads and direct mail
• What changed when they hired a content manager
• How to build a culture where content is owned by the whole company
• Why they started turning away leads because demand outpaced capacity

If you feel like you are stuck chasing leads, repeating yourself in sales conversations, or spending money just to stay visible, this episode will give you a clearer path forward.

Subscribe, leave a review, and follow for more practical conversations about content, sales, and earning trust at scale.

#EndlessCustomers #ContentMarketing #RevenueGrowth #TrustMarketing #SalesEnablement #MarketingLeadership #InsuranceMarketing #BusinessGrowth #CEO #leadership

Click here to read the full article! Kaitlyn Pintarich

Ep.133 - Most companies avoid the hard questions because they're afraid of what buyers (or competitors) might think. Yale Appliance did the opposite, and it helped them grow 5X.

In this episode of Endless Customers, Alex Winter talks with Steve Sheinkopf, CEO of Yale Appliance, about how radical transparency and buyer-first content helped Yale go from a single-store business to a $100M+ market leader with six locations.

This is not about “doing content” because you feel like you should. It's about using content to navigate buyers through the uncomfortable stuff and earn the one thing every business needs: trust.

Highlights include:

• Why “uncomfortable questions” are your unfair advantage
• How one long-tail article exploded Yale’s traffic (and changed everything)
• How content reduces dependency on ads and frees up budget for better business investments
• What it takes to build a content-driven approach that earns trust in a crowded market

If you feel stuck competing on the same products and the same messaging as everyone else, this episode will give you a clearer path forward. You will find success if you focus on telling the truth, answering what buyers are actually searching for, and letting trust do the heavy lifting.

Subscribe, leave a review, and follow for more practical conversations about content, sales, and earning trust at scale.

#EndlessCustomers #ContentMarketing #RadicalTransparency #TrustMarketing #SalesEnablement #TheyAskYouAnswer #MarketingLeadership Click here for the full article!

Steve Sheinkopf