Episode 46: From $30M to $350M: The Growth Formula with Joshua Leatherman
The Freedom Experience with Jean Moncrieff
<p>In this episode of <em>The Freedom Experience</em>, I sit down with <strong>Josh Leatherman</strong>, <strong>Chief Marketing Officer at Service Express</strong>, who has played a pivotal role in scaling the company from <strong>$30 million to over $350 million in revenue</strong>.</p>
<p>Josh shares how he built a <strong>high-performing marketing team</strong>, why <strong>revenue operations</strong> is the <strong>"Switzerland" between sales and marketing</strong>, and how <strong>experimentation, accountability, and specialization</strong> drive scalable business growth.</p>
<p>We explore his <strong>R&D mindset</strong>—<em>"Rip Off & Duplicate"</em>, the <strong>importance of aligning marketing and sales</strong>, and why <strong>marketers must be insatiable learners</strong> to stay ahead. If you're struggling with marketing ROI or trying to build a <strong>predictable revenue engine</strong>, this episode is packed with actionable insights to help you.</p>
<p>🎥 <a href="https://youtu.be/FbZN-L2Ev6s" rel="nofollow">Watch this conversation on YouTube</a><strong>. And don’t forget to SUBSCRIBE!</strong></p>
<strong>Key Themes</strong>
<p>🔹 The Power of "Rip Off & Duplicate" (R&D)<br>Josh explains why <strong>you don’t need to reinvent the wheel </strong>— instead, <strong>learn from industry leaders</strong>, implement what works, and focus on <strong>one channel at a time</strong> to drive revenue.</p>
<p>🔹 Revenue Operations: The Bridge Between Sales & Marketing – Josh shares why <strong>RevOps serves as a neutral, objective team</strong> that ensures <strong>alignment between sales and marketing</strong>, eliminating friction and <strong>creating a data-driven system for scaling revenue</strong>.</p>
<p>🔹 Accountability at Every Stage of the Funnel - Marketing and sales <strong>must own their roles </strong>— every lead, every account, and every stage of the funnel should have <strong>clear accountability</strong> to ensure conversion.</p>
<p>🔹 The Ideal Team Player: Humble, Hungry, Smart – Josh reveals how he builds <strong>high-performance teams</strong> by hiring <strong>curious, adaptable, and driven</strong> people who thrive in a fast-moving environment.</p>
<p>🔹 Mastering One Marketing Channel Before Expanding – Instead of spreading your budget thin, <strong>get exceptionally good at one channel</strong> (SEO, intent marketing, paid search, etc.), <strong>optimize it for ROI</strong>, then scale.</p>
<p>🔹 Identifying & Hiring Natural Learners - Josh discusses why <strong>hiring naturally curious and self-driven marketers</strong> leads to <strong>long-term success</strong>, and shares how he <strong>identifies high-potential talent</strong> in interviews.</p>
<strong>Quotes from the Episode</strong>
<p>💬 <em>"Rip off and duplicate—someone else has already figured it out."</em><br> 💬 <em>"Revenue operations is the Switzerland between sales and marketing."</em><br> 💬 <em>"Fail fast, learn faster, and scale what works."</em><br> 💬 <em>"Marketers must be insatiably curious."</em><br> 💬 <em>"If you don’t know what good looks like, how can you hold others accountable?"</em></p>
<strong>Links & Resources Mentioned</strong>
<p>🌍 <strong>Service Express Website</strong>: <a href="https://www.serviceexpress.com" rel="nofollow">https://www.serviceexpress.com</a><br> 🔗 <strong>Connect with Josh on LinkedIn</strong>: <a href="https://www.linkedin.com/in/joshleatherman" rel="nofollow">https://www.linkedin.com/in/joshleatherman</a></p>
<strong>Actionable Takeaways</strong>
<p>✅ <strong>Adopt an R&D Mindset</strong> – Learn from industry leaders instead of reinventing strategies.<br> ✅ <strong>Leverage Revenue Operations</strong> – Use RevOps to align sales and marketing for predictable growth.<br> ✅ <strong>Master One Channel First</strong> – Specialize before expanding into multiple marketing platforms.<br> ✅ <strong>Encourage Small Experiments</strong> – Fail fast, learn fast, and scale proven marketing efforts.<br> ✅ <strong>Hire for Curiosity</strong> – Seek out marketers who are <strong>lifelong learners and adaptable</strong>.</p>
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<p>For more resources and expert interviews, visit <a href="http://www.jeanmoncrieff.com" rel="nofollow">www.jeanmoncrieff.com</a>.</p>