Episodios

  • Raj Kapur on Bridging Sales and Marketing for Success (VIDEO)

    Raj Kapur on Bridging Sales and Marketing for Success (VIDEO)
    Jul 12 2025

    Hey, folks, John Yankanich here with episode two of Why Won't They Do What I Tell Them to Do? This time, I’m joined by my friend Rajat Kapur, founder and CEO of And Marketing, to dive into his entrepreneurial journey and the power of fractional marketing. Raj shares how he built a business connecting small companies with top-tier marketing talent, surviving the pandemic, and driving millions in growth. We talk sales-marketing alignment, the magic of data-driven strategies, and why strategic thinking is a game-changer for small businesses. If you’re a leader looking to scale your business or bridge the gap between sales and marketing, this episode is for you! Subscribe, like, and connect with me on LinkedIn to keep the conversation going!

    Guest Introduction: I’m thrilled to have Rajat Kapur, founder and CEO of And Marketing, on the show. Raj is a marketing powerhouse with over 20 years of experience, from corporate giants to strategy consulting for Fortune 100s. Eight years ago, he launched And Marketing to bring fractional CMOs to small businesses, helping them scale with data-driven strategies. His passion for growth and knack for matching top talent with business needs make him a perfect fit for today’s discussion!

    Key Takeaways: • Fractional marketing is a game-changer: Raj’s model of pairing experienced CMOs with small businesses can unlock serious growth without the full-time price tag. • Sales and marketing need to talk: Regular, open communication—formal and informal—between teams is key to avoiding dysfunction and driving results. • Data drives success: Using analytics to measure marketing’s impact on revenue and leads keeps everyone accountable and focused. • Strategy beats noise: Small businesses must focus on solving real customer problems with clear, strategic fundamentals to cut through digital clutter. • Embrace your quirks: Raj’s ADHD is his superpower, showing how leaning into what makes you unique can fuel leadership and innovation.

    Chapter Markers: 0:00 - Intro 1:00 - Guest Introduction 3:15 - Raj’s Entrepreneurial Journey and Marketing’s Origin 15:41 - Success Story: Transforming a Home Services Company 18:01 - Differentiating And Marketing in a Crowded Market 22:48 - Sales and Marketing Alignment: Keys to Success 26:10 - When Sales, Not Marketing, Is the Answer 29:56 - Raj’s Vision for Small Business Strategy 33:34 - Personal Insights: Raj’s Life as a Family Man and ADHD Superpower 37:12 - Closing

    Keywords: John Yankanich, Rajat Kapur, Why Won't They Do What I Tell Them to Do, fractional marketing, And Marketing, business growth, sales and marketing alignment, data-driven marketing, small business strategy, entrepreneurship, marketing leadership, fractional CMO, business scaling, analytics in marketing, strategic marketing
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    35 m
  • Raj Kapur on Bridging Sales and Marketing for Success (AUDIO)

    Raj Kapur on Bridging Sales and Marketing for Success (AUDIO)
    Jul 12 2025

    Hey, folks, John Yankanich here with episode two of Why Won't They Do What I Tell Them to Do? This time, I’m joined by my friend Rajat Kapur, founder and CEO of And Marketing, to dive into his entrepreneurial journey and the power of fractional marketing. Raj shares how he built a business connecting small companies with top-tier marketing talent, surviving the pandemic, and driving millions in growth. We talk sales-marketing alignment, the magic of data-driven strategies, and why strategic thinking is a game-changer for small businesses. If you’re a leader looking to scale your business or bridge the gap between sales and marketing, this episode is for you! Subscribe, like, and connect with me on LinkedIn to keep the conversation going!

    Guest Introduction: I’m thrilled to have Rajat Kapur, founder and CEO of And Marketing, on the show. Raj is a marketing powerhouse with over 20 years of experience, from corporate giants to strategy consulting for Fortune 100s. Eight years ago, he launched And Marketing to bring fractional CMOs to small businesses, helping them scale with data-driven strategies. His passion for growth and knack for matching top talent with business needs make him a perfect fit for today’s discussion!

    Key Takeaways: Fractional marketing is a game-changer: Raj’s model of pairing experienced CMOs with small businesses can unlock serious growth without the full-time price tag. Sales and marketing need to talk: Regular, open communication—formal and informal—between teams is key to avoiding dysfunction and driving results. Data drives success: Using analytics to measure marketing’s impact on revenue and leads keeps everyone accountable and focused. Strategy beats noise: Small businesses must focus on solving real customer problems with clear, strategic fundamentals to cut through digital clutter. Embrace your quirks: Raj’s ADHD is his superpower, showing how leaning into what makes you unique can fuel leadership and innovation.

    Chapter Markers: 0:00 - Intro 1:00 - Guest Introduction 3:15 - Raj’s Entrepreneurial Journey and Marketing’s Origin 15:41 - Success Story: Transforming a Home Services Company 18:01 - Differentiating And Marketing in a Crowded Market 22:48 - Sales and Marketing Alignment: Keys to Success 26:10 - When Sales, Not Marketing, Is the Answer 29:56 - Raj’s Vision for Small Business Strategy 33:34 - Personal Insights: Raj’s Life as a Family Man and ADHD Superpower 37:12 - Closing

    Keywords: John Yankanich, Rajat Kapur, Why Won't They Do What I Tell Them to Do, fractional marketing, And Marketing, business growth, sales and marketing alignment, data-driven marketing, small business strategy, entrepreneurship, marketing leadership, fractional CMO, business scaling, analytics in marketing, strategic marketing
    Más Menos
    35 m
  • Radical Candor: Leading with Trust and a Patient-First Mission (VIDEO)

    Radical Candor: Leading with Trust and a Patient-First Mission (VIDEO)
    Jul 12 2025
    Ever wonder why your team won’t follow your lead, no matter how clear the path seems? In the premiere episode of Why Won’t They Do What I Tell Them to Do?, host John Yankanich sits down with Ken King, Chief Compliance Officer and co-founder of Serva Health, to explore the challenges of leadership, entrepreneurship, and driving change. Ken shares his journey from corporate CEO to founding a patient-first company, revealing hard-earned lessons from navigating crises like 9/11 and a factory shutdown. The duo dives into radical candor—a game-changing approach to building trust and accountability—and discusses Serva Health’s mission to prioritize compassion over profits. Packed with insights on empowering teams and overcoming resistance, this episode is a must-listen for leaders ready to inspire action. Tune in now to discover how to lead with heart and get results! Key Takeaways: Radical Candor Builds Trust and Accountability John introduces radical candor as a leadership philosophy that combines high levels of care with unfiltered honesty. By genuinely caring for your team while providing clear, constructive feedback, leaders can foster trust, which is the foundation for accountability. Ken’s quick adoption of this concept shows how it can transform team dynamics, encouraging employees to align with a shared vision. Listening is a Leader’s Superpower Ken emphasizes that effective leadership often means closing your mouth and opening your ears. By actively listening to employees, leaders can uncover blind spots, discover innovative ideas (like Dimitri’s game-changing product), and build a culture where team members feel valued and empowered to contribute. Delegate, Don’t Abdicate The distinction between delegation and abdication is critical. Delegation involves entrusting employees with ownership of tasks while providing guidance and support. Abdication, however, is handing off responsibilities without follow-up, which can lead to failure. Leaders must balance empowerment with oversight, especially for high-stakes tasks. Humility Drives Continuous Learning Ken highlights arrogance as a barrier to progress. Leaders who remain open to learning, even from their own team, stay ahead in a competitive landscape. Continuous learning keeps businesses innovative and adaptable, as seen in Ken’s willingness to embrace John’s advice on business development. A Patient-First Mission Sets You Apart Serva Health’s commitment to prioritizing patients over profits—by hiring nurses to handle patient interactions—demonstrates how a purpose-driven mission can differentiate a company. This approach not only builds trust with clients but also inspires employees to align with a meaningful cause. Chapter Markers: 00:00 - 01:33: Introduction and Technical Setup John and Ken discuss initial technical adjustments, ensuring a smooth recording session, and set the stage for the conversation. 01:33 - 04:01: Ken’s Entrepreneurial Journey Ken shares how he and his wife founded Serva Health, moving away from private equity constraints to build a company with greater decision-making freedom. 04:01 - 09:02: Lessons from Crisis Leadership Ken recounts a challenging period managing a factory shutdown, 9/11, and an employee’s tragic loss, highlighting resilience and the importance of staying calm under pressure. 09:02 - 13:23: Overcoming Team Resistance Ken discusses Serva Health’s struggle to shift from word-of-mouth success to structured business development, with John introducing strategies like relationship selling. 13:23 - 20:19: The Power of Radical Candor John introduces radical candor as a tool for building trust and accountability, while Ken reflects on the importance of high-engagement leadership and listening to employees. 20:19 - 27:49: Empowering Teams Through Engagement The conversation explores how management by walking around and listening fosters empowerment, with Ken sharing insights on nurturing employees to solve problems. 27:49 - 35:06: Trust as the Foundation of Business Ken emphasizes trust and candor as critical for long-term client relationships, while John ties this to accountability and team empowerment. 35:06 - 40:09: Delegation vs. Abdication John and Ken discuss the importance of delegating responsibly, with Ken sharing a story about empowering an employee, Dimitri, to create a standout product. 40:09 - 47:39: Serva Health’s Patient-First Mission Ken passionately explains Serva Health’s commitment to patient care, emphasizing the role of nurses and the company’s refusal to be purely transactional. 47:39 - End: Closing and Call to Action John thanks Ken for his insights, and they wrap up with a focus on Serva Health’s mission and the value of their partnership. Keywords: leadership, entrepreneurship, radical candor, team accountability, patient-first business, Serva Health, business development, management by walking around, delegation vs abdication, trust in ...
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    37 m
  • Radical Candor: Leading with Trust and a Patient-First Mission (AUDIO)

    Radical Candor: Leading with Trust and a Patient-First Mission (AUDIO)
    Jul 12 2025
    Ever wonder why your team won’t follow your lead, no matter how clear the path seems? In the premiere episode of Why Won’t They Do What I Tell Them to Do?, host John Yankanich sits down with Ken King, Chief Compliance Officer and co-founder of Serva Health, to explore the challenges of leadership, entrepreneurship, and driving change. Ken shares his journey from corporate CEO to founding a patient-first company, revealing hard-earned lessons from navigating crises like 9/11 and a factory shutdown. The duo dives into radical candor—a game-changing approach to building trust and accountability—and discusses Serva Health’s mission to prioritize compassion over profits. Packed with insights on empowering teams and overcoming resistance, this episode is a must-listen for leaders ready to inspire action. Tune in now to discover how to lead with heart and get results! Episode Guest Details: Ken King is the Chief Compliance Officer and co-founder of Serva Health LLC, a South Jersey-based company revolutionizing patient engagement through high-touch, nurse-led support for clinical trials and commercial healthcare programs. With an MBA from The Wharton School and a background in physics and engineering, Ken brings a unique blend of analytical rigor and entrepreneurial vision to his leadership. His career spans roles as CEO of a private equity-backed company and executive positions at organizations like CRI Worldwide and PerkinElmer, where he honed his expertise in navigating complex business landscapes. Ken’s passion for patient-first solutions drove him to co-found Serva Health with his wife, Lucine, focusing on compassionate, data-driven healthcare support. A seasoned leader, he champions radical candor, continuous learning, and empowering teams to achieve excellence. Key Takeaways: Radical Candor Builds Trust and Accountability John introduces radical candor as a leadership philosophy that combines high levels of care with unfiltered honesty. By genuinely caring for your team while providing clear, constructive feedback, leaders can foster trust, which is the foundation for accountability. Ken’s quick adoption of this concept shows how it can transform team dynamics, encouraging employees to align with a shared vision. Listening is a Leader’s Superpower Ken emphasizes that effective leadership often means closing your mouth and opening your ears. By actively listening to employees, leaders can uncover blind spots, discover innovative ideas (like Dimitri’s game-changing product), and build a culture where team members feel valued and empowered to contribute. Delegate, Don’t Abdicate The distinction between delegation and abdication is critical. Delegation involves entrusting employees with ownership of tasks while providing guidance and support. Abdication, however, is handing off responsibilities without follow-up, which can lead to failure. Leaders must balance empowerment with oversight, especially for high-stakes tasks. Humility Drives Continuous Learning Ken highlights arrogance as a barrier to progress. Leaders who remain open to learning, even from their own team, stay ahead in a competitive landscape. Continuous learning keeps businesses innovative and adaptable, as seen in Ken’s willingness to embrace John’s advice on business development. A Patient-First Mission Sets You Apart Serva Health’s commitment to prioritizing patients over profits—by hiring nurses to handle patient interactions—demonstrates how a purpose-driven mission can differentiate a company. This approach not only builds trust with clients but also inspires employees to align with a meaningful cause. Chapter Markers: 00:00 - 01:33: Introduction and Technical Setup John and Ken discuss initial technical adjustments, ensuring a smooth recording session, and set the stage for the conversation. 01:33 - 04:01: Ken’s Entrepreneurial Journey Ken shares how he and his wife founded Serva Health, moving away from private equity constraints to build a company with greater decision-making freedom. 04:01 - 09:02: Lessons from Crisis Leadership Ken recounts a challenging period managing a factory shutdown, 9/11, and an employee’s tragic loss, highlighting resilience and the importance of staying calm under pressure. 09:02 - 13:23: Overcoming Team Resistance Ken discusses Serva Health’s struggle to shift from word-of-mouth success to structured business development, with John introducing strategies like relationship selling. 13:23 - 20:19: The Power of Radical Candor John introduces radical candor as a tool for building trust and accountability, while Ken reflects on the importance of high-engagement leadership and listening to employees. 20:19 - 27:49: Empowering Teams Through Engagement The conversation explores how management by walking around and listening fosters empowerment, with Ken sharing insights on nurturing employees to solve problems. 27:49 - 35:06: Trust as the Foundation of ...
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    37 m