🐬 Join the Sprint Club: https://www.strategysprints.com⚡️ Receive our newsletter: https://thesalesshow.beehiiv.com/💎 The Investing Show Newsletter: https://theinvestingshow.beehiiv.com/ We are going to steal from ServiceNow for you today. The two marketing secrets we’ll steal for you will be things you can immediately implement. And you’ll learn them in less time than it actually takes you to find out who the heck is servicenow. Join Michael The Referrability Master Roderick and Simon The Sales Booster Severino. Simon Severino and Michael Roderick reveal ServiceNow's $200B playbook—becoming indispensable through operational value, building switching costs, and the hero/guide positioning that makes you referable without celebrity marketing.THE SHOCKING COMPARISON:Salesforce: $250B market cap, very public, forward-facing brand, external focus (customers, vendors, users)ServiceNow: $200B market cap, nobody's heard of it, works behind the scenes, internal focus (HR, admin, IT, workflow)The Lesson: "You don't need rah-rah marketing to reach $200B. You need to be indispensable in the background."THE 'MAN BEHIND THE CURTAIN' STRATEGY:Celebrity Brand (Wizard): Lots of branding everywhereOvert presentationForward-facingOperational Brand (Man Behind Curtain): Not seeking to be forward-facingGets into the weedsThoughtful internal business focusBoth can be equally successfulKey: Make yourself indispensable. If they remove you from the back end, there's a major problem. 02:00 "I Am Nobody" Concept - Completely indispensable but internally invisible03:15 Internal vs External Systems - ServiceNow for inside, Salesforce for outside04:30 Market Cap Comparison - ServiceNow $200B vs Salesforce $250B05:45 No Flashy Marketing - Reached $200B without rah-rah celebrity branding07:00 Man Behind Curtain - Thoughtful internal focus vs wizard forward-facing brand18:15 Service Business Reality - Most don't have actual switching costs19:30 Creating Indispensability - Listen between lines, ask what's working and missing21:00 Expansion Strategy - Sales trainer → onboard people → integrate CRM → go deeper22:45 Consultant Relationships - Become bottleneck with exclusive access to Google/Meta24:30 True Bottleneck Power - Lose you, lose direct phone line to major platforms26:00 Relationship Guarantee - Can't guarantee exclusivity, but easier with your connections27:30 ClientTheory Book Club - Franchise CRM applying Strategy Sprints chapter by chapter29:00 Website Chapter Question - Who is the hero and who is the guide?30:30 Hero vs Guide Framework - Don't be Superman, be Spider-Man's 80-year-old coach32:00 Perspective Shift - Hero has mission with obstacle, guide offers 3-step process42:30 Technology Made Us Impatient - Extra second to load causes annoyance now44:00 TV Evolution Example - Used to watch commercials live, now can't wait one second45:15 Friction is Universal - Everyone feels it, solve it and people talk about you 🐬 Join the Sprint Club: https://www.strategysprints.com⚡️ Free Tools: https://www.strategysprints.com/tools CONNECT WITH ME🐦 X: https://x.com/simonseverino👋 LinkedIn: https://at.linkedin.com/in/simonseverino🎉 Free Community: strategysprints.com ACCELERATE YOUR SALES🐬 Business Coaching: https://www.strategysprints.com🌴 Sales Show: https://www.youtube.com/@SalesShow💪 Investing Show: https://www.youtube.com/@InvestingShow SIMON SEVERINOSimon Severino is the CEO of Strategy Sprints. He has created +2B in additional sales for his clients over the last 21 years. As an advisor who became CEO, he had to learn the importance of working ON the business more than IN it. Now, he shares his proven templates with high-ticket entrepreneurs. They reclaim 14 hours per week using the Strategy Sprints™ Method and enjoy sales that soar. Author of "Strategy Sprints", Podcast Host Ranking Top 2,5%, TEDx speaker, Forbes contributor, Triathlete. Has appeared on over 1300 podcasts. When he is not supercharging sales, you'll find him swimming, biking, running and tricking his 3 kids into outdoor activities so they can't escape his annoying shrinky questions.