Podcasts about anyone the untapped selling power

Interview with Stu Heinecke, the author of How to Get a Meeting with Anyone - The Untapped Selling Power of Contact Marketing

Growing sales is key to any successful business. But first you have to get in front of your ideal prospect.This week, Stu Heinecke, bestselling author of How to Get a Meeting with Anyone, joins host Ken Trupke on The Clarity Advisors Show.Stu and Ken talk about contact marketing, Stu's new book, and Stu's career as a Wall Street Journal cartoonist.Timestamps(00:20): Introduction.(01:15): The problems Stu Heinecke solves.(02:53): Stu's typical client.(07:10): Using cartoons to reach clients.(12:56): How to get a meeting.(17:25): Getting in front of a Dream 100 client.(20:04): Growing your business like a weed.(22:18): Framework and principles.(29:41): Recap.(32:30): Stu's recommended reading and listening.(36:20): How to contact Stu Heinecke.(37:57): Wrapup.Episode Quotes “We need unmatched competitive advantages that our competitors can't match. I'm calling them unfair because that comes from the weed strategy book that I wrote, but they're not really unfair or illegal. They're just competitive advantages that our competitors can't match. And so that's what I am always striving to give to my clients.”“It's quite a challenge because if you keep sending something and it's the same thing, people get tired of it quickly and they bore easily. So it's a real challenge.”“I don't think businesses can survive – or certainly they're not going to thrive – without unfair advantages. And again, by that I don't mean something that's illegal or actually unfair. I just want our competitors describing them that way.”“The process is, for us, the accumulation of expertise and experience that creates the greatest amount of efficiency and let's say competitive advantage. But we have to share it, meaning we have to train our team to run the process.” Recommended reading and listening“How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke.“Get the Meeting!: An Illustrative Contact Marketing Playbook” by Stu Heinecke.“How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth” by Stu Heinecke.“Drawing Attention: How to unleash the incredible power of cartoons in marketing, advertising, sales promotion, job search, VIP contact campaigns and more” by Stu Heinecke.“Big Fat Beautiful Head: A book of cartoons by Stu Heinecke”“Mastering Megatrends: Understanding and Leveraging the Evolving New World” by John Naisbitt and Doris Naisbitt.“Nineteen Eighty-Four” by George Orwell.Clarity Advisors Reading ListFollow/Connect with Stu HeineckeStuHeinecke.comStu Heinecke's newsletter: Grow Your Business Like a WeedStu Heinecke on LinkedIn

This episode is also available on YouTube: https://youtu.be/zcz3dGaieyM In today's AI-powered world, the essence of successful outreach lies in the power of personalization and individuality. The use of automated, generic messaging has become increasingly common, leading to a disconnect between businesses and their potential clients. Personalization stands out as a crucial strategy, making each interaction feel unique and tailored to the recipient. This human touch can significantly enhance engagement and build stronger relationships, essential for cultivating new, unfair advantages in business. As AI continues to evolve, leveraging it to gather insights and personalize communications can be a game-changer, ensuring that businesses remain relevant and compelling in a competitive landscape. Our guest, Stu Heinecke, embodies the spirit of personalization in his approach to sales and marketing. Stu is a best-selling business author, marketer, and renowned Wall Street Journal cartoonist. His first book, "How to Get a Meeting with Anyone," introduced the revolutionary concept of contact marketing and was named one of the top 64 sales books of all time. His latest book, "How to Grow Your Business Like a Weed," offers a comprehensive model for explosive business growth inspired by the resilience and strategies of weeds. Stu's accolades include being a twice-nominated Hall of Fame marketer and a NASDAQ Entrepreneurial Center author in residence, among others. His innovative ideas and dedication to personalizing outreach make him a leader in his field. What you'll learn: How can personalization in outreach create an unfair advantage in business? What are the key strategies for getting a meeting with anyone? How can businesses leverage AI to enhance their personalization efforts while maintaining a human touch? We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.  Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta Resources:  How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing - by Stu Heinecke How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth - by Stu Heinecke High Tech High Touch: Technology and Our Search for Meaning - by John Naisbitt, Nana Naisbitt, Douglas Philips --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

I'm honored to have wall-of-fame-nominated marketer, bestselling author, and Wall Street Journal cartoonist Stu Heinecke back on the show to share his fascination with weeds and how they're an amazing key to unlocking your ability to grow your business into something resilient and unstoppable. Resources mentioned in this episode: How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing Get the Meeting!: An Illustrative Contact Marketing Playbook Find out more at StuHeinecke.com. The Shaun Tabatt Show is part of the Destiny Image Podcast Network.

In this episode of Enterprise Sales Development podcast, we speak with Stu Heinecke, known as the “father of Contact Marketing” and a cartoonist for the Wall Street Journal. Stu talks about his latest book, “How to Grow Your Business Like a Weed,” which looks at weeds and how they relate to business strategies. He shares what he learned during his research for this book and how it changed the way he conducts business. He also talks about the weeds model and contact marketing. WHAT YOU'LL LEARN What to expect in his new book, “How to Grow Your Business Like a Weed” How growing a weed relates to business strategies His experience studying weeds and how it changed the way he does business The weeds model QUOTES “The thing is weeds have this really interesting way of being, and it set me on this whole course of discovery.” -Stu Heinecke [04:26] “When we're optimistic, we do things faster. We do more of it. We devote more time to it. We get a lot more done.” -Stu Heinecke [17:48] “If they could talk to us, one of the things they'd tell us is, ‘We don't have brains. We don't have emotions. It seems to us that your emotions get in your way constantly.' And they do. So they might say to us, ‘If we can give you one piece of advice, we'd give you a lot, but certainly one would be deal with what is.' That's it. Just deal with what is.” -Stu Heinecke [20:29] “We need to humanize ourselves to the people we're reaching out to and if we don't, then we don't get through.” -Stu Heinecke [42:29] “All in all, when you look at what weeds are up to, you can't help but change the way you do business and grow your business.” -Stu Heinecke [47:39] TIMESTAMPS [00:00] Intro [00:24] This week's guest: Stu Heinecke [01:51] The inspiration for his book [07:20] Studying weeds [12:27] Seed strategy [15:55] Fierce mindset [21:54] They land where they land [26:04] Methods for contact marketing [32:01] Creating unfair advantages [37:09] An example of contact marketing [42:55] Kathy Ireland's thoughts on weeds and business [46:58] The orange strategy [47:58] How to contact Stu RESOURCES “How to Grow Your Business Like a Weed” by Stu Heinecke “How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke Buy Low, Sell High strategy Kathy Ireland CONNECT Stu Heinecke's website Stu Heinecke on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram

In this episode of Enterprise Sales Development podcast, we speak with Will Aitken, Sales Evangelist at Sales Feed. Will talks about all things videos. He discusses how to integrate video into prospecting methods and shares his tactic and strategies on how to do video prospecting right. He also discusses mistakes to avoid as well as the benefits with adopting a video program. WHAT YOU'LL LEARN What is Vidyard Why Will pursued video How video focuses on the people you're talking to and why you should focus on your prospects Mistakes SDRs make when they introduce video into their prospecting as well as benefits high performing sales and SDR teams that have adopted a video program How people should think of their go-to-market, especially for non-big brands QUOTES “Emailing, it's just the words that you write. If you're on the phone, you get the benefit of using tone and in your voice and pacing as well. On video, you have body language. You get eye contact. It just gives you a lot more ways to communicate with a prospect.” -Will Aitken [04:18] “I think the golden rule for any type of outreach, not just video… I think the moment you start talking about yourself and your product and your customers without first identifying a challenge, something to do or an observation you've made about the prospect, I think that's selling too early.” -Will Aitken [05:44] “Don't aim for perfection. Strive for good. And you'll naturally get better the more you do it.” -Will Aitken [11:17] “I found success in sales from not doing the same thing that all the other sales people or what the prospect assumes you're going to do as a salesperson.” -Will Aitken [26:16] “You don't want to assume people have these problems. You can talk about the symptoms of those problems.” -Will Aitken [35:55] TIMESTAMPS [00:00] Intro [00:25] Meet Will Aitken [01:36] What is Vidyard [03:41] Why video? [04:43] Focus on your prospect [10:22] Mistakes when using video [13:20] Benefits from adopting a video program [17:12] Whiteboard wave trend [20:06] Tips for the first email [25:56] Problem-focus seller than a product-focus seller [31:27] How to think of go-to-markets [35:40] The symptoms of the problems [41:43] The next phases [46:08] What Will is working on now and wow to contact him RESOURCES Vidyard How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke PandaDoc Enterprise Sales Development with Jed Mahrle Proposify DocuSign CONNECT Will Aitken on LinkedIn Sales Feed website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter

Stu Heinecke, author of How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, is in a unique position as both a marketer and a WSJ cartoonist. He talks about creating “contact campaigns” with personalized cartoons and many other clever means to grab someone's attention and secure meetings with critically-important accounts and prospects. Heinecke says, “the goal of Contact Marketing is not just to break through to someone, but to leave them thinking, ‘I love the way this person thinks.'” Do that, he says, and you and your team can land a meetings with virtually anyone. Learn more about your ad choices. Visit megaphone.fm/adchoices

Stu Heinecke shares his approach to get a meeting with anyone and the basics of contact marketing.You’ll Learn:Tips to get that next MeetingBasics of Contact MarketingImportance of Tailoring your messageAbout Stu:Dubbed by the American Marketing Association the “Father of Contact Marketing,” Stu Heinecke is a Wall Street Journal cartoonist, hall of fame-nominated marketer and the bestselling author of How to Get a Meeting with Anyone (2016) and Get the Meeting! (10-2019). Stu is also the founder of Cartoonists.org, a group of WSJ and New Yorker cartoonists who donate their art to help charities raise funds.Stu’s book: Get the Meeting!: An Illustrative Contact Marketing PlaybookStu’s book: How to Get a Meeting with Anyone: The Untapped Selling Power of Contact MarketingStu’s LinkedIn: Stu HeineckeStu’s editorial cartoon: “Roland! You’re acting like a Democrat!”Stu’s website: StuHeinecke.comStu’s podcast: How to Get a Meeting with Anyone

Stu Heinecke is the Hall of Fame “Father of Contact Marketing" and Founder/President of the Contact Marketing Agency and Cartoonlink, which helps sales teams break through using contact marketing solutions to produce critical contact with accounts and prospects. He is a longstanding senior cartoonist for the Wall Street Journal and the bestselling author of How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing and the new book Get the Meeting!: An Illustrative Contact Marketing Playbook.  He hosts Contact Marketing Radio and the How to Get a Meeting With Anyone podcast, and is Co-founder of Cartoonists.org, a coalition of famed cartoonists dedicated to raising funds for charity, while raising the profile of the cartooning art form.   Podcast Highlights Who is Stu Heinecke?  The ability to get meetings with anyone is a kind of superpower. Every great thing that happens in our lives is due to having the right connections at the right time. Stu studied marketing at USC but cartooning had been something that he always loved, so much so that by the time he was in college he was getting some of his work published in the newspapers in Los Angeles. Cartoons have an incredible power to captivate people’s attention so they became a fundamental element to Stu’s marketing strategies.  Back in the early days of marketing, David Ogilvy used to say “humor doesn’t work in advertising, and people don’t buy from clowns.” Stu was one of the people proving him wrong. Initially there was a lot of resistance against the idea, but Stu was able to convince a couple of his first clients, including Rolling Stone, to give it a try and they ended up getting extraordinary results. Contact Marketing In marketing you are always testing a new campaign against a control group, usually the most effective thing the company has ever put out. Stu’s first test campaigns beat out the controls of both Rolling Stone and Bon Appetit and became their new records. He realized that he needed to reach out to some of the key players in the magazine industry and sent each of them a customized cartoon. Most marketers use the 1% rule to measure a response rate against the performance of a campaign, for Stu’s campaign he got a 100% response rate, and they also all became clients of his, so his conversion rate was 100% as well. That initial contact marketing campaign launched Stu’s business and career. How can we cut through the noise with contact marketing? Contact marketing is not just about cartooning, that’s only one way of breaking through.  One of Stu’s favorite contact marketing examples involves a guy named Dan Walshman. Dan is a turnaround specialist and works with CEOs of companies that are in trouble. After combing the business news each day looking for earnings reports, when he finds one that looks to be suffering he gets a beautiful sword created that’s engraved with the CEO’s name on it. He sends that to them with a handwritten note and has been getting a 100% response from that campaign

Most recently on The Marketing Book Podcast to discuss his book, Get the Meeting! An Illustrative Contact Marketing Playbook, international keynote speaker and bestselling author Stu Heinecke joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined on an island in the pristine Pacific Northwest, and his first book, How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing. Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/stu-heinecke

Direct Marketer and Cartoonist Stu Heinecke reveals how it is possible to use direct marketing techniques to achieve a 100% response rate by salespeople asking for meetings. In his previous book, How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing (2016) Heinecke discuss his campaign strategies which have brought his clients to unprecedented success in obtaining meetings with people unknown to the salesperson. In ”Get the Meeting” he steps up further to reveal details about techniques and campaigns (which can be a campaign of one to one). He says that this isn’t only a marketing book. His concepts can work for an individual or hundreds of salespeople. About Stu Heinecke Stu Heinecke is a bestselling business author, a hall of fame-nominated marketer and one of The Wall Street Journal cartoonists. In How to Get a Meeting with Anyone (2-2016), he introduced the world to "Contact Marketing," which uses micro-focused campaigns to connect with critically-important accounts and prospects. Using the twenty categories of contact campaigns in the book, readers have gone on to produce explosive scaling of careers, businesses and lives. In Even More Outrageous Ways to Get a Meeting with Anyone (10-2019), Heinecke adds more techniques, tips and strategies, more than sixty illustrated case studies, an updated Contact Marketing model that sets a new baseline for response--at 100%--and introduces "Pocket Campaigns" as a replacement for business cards. Get the Meeting!: An Illustrative Contact Marketing Playbook with detailed case studies. • Kindle$14.49 • Paperback$24.95 Stu Heinecke can be reached at CartoonLink

Stu Heinecke shares unorthodox apattention of strangers. — YOU'LL LEARN — 1) The simple trick to exceeding a 100% response rate. 2) Do's and don'ts for composing your personal messages. 3) How to turn executive assistants into allies. Subscribe or visit AwesomeAtYourJob.com/ep503 for clickable versions of the links below. — ABOUT STU — Dubbed by the American Marketing Association the “Father of Contact Marketing,” Stu Heinecke is a Wall Street Journal cartoonist, hall of fame-nominated marketer and the bestselling author of How to Get a Meeting with Anyone (2016) and Get the Meeting! (10-2019). Stu is also the founder of Cartoonists.org, a group of WSJ and New Yorker cartoonists who donate their art to help charities raise funds. • Stu's book: Get the Meeting!: An Illustrative Contact Marketing Playbook • Stu's book: How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing • Stu's LinkedIn: Stu Heinecke • Stu's editorial cartoon: “Roland! You're acting like a Democrat!” • Stu's website: StuHeinecke.com • Stu's podcast: How to Get a Meeting with Anyone — RESOURCES MENTIONED IN THE SHOW — • Study: Koko (gorilla) • Website: Seamless.AI • Software: x.ai • Software: Zoom • Software: Spiro.ai • Book: Even Cowgirls Get the Blues: A Novel by Tom Robbins • Book: Innovators Dilemma: The Revolutionary Book That Will Change the Way You Do Business by Clayton Christensen — THANK YOU SPONSORS! — • ZipRecruiter is the smartest way to hire. Try them for free at ZipRecruiter.com/htba • Mint Mobile. Cut your wireless bill down to $15 a month at mintmobile.com/awesome See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Stu Heinecke shares unorthodox approaches to win the attention of strangers.   You'll Learn: 1) The simple trick to exceeding a 100% response rate 2) Do’s and don’ts for composing your personal messages 3) How to turn executive assistants into allies   About Stu: Dubbed by the American Marketing Association the “Father of Contact Marketing,” Stu Heinecke is a Wall Street Journal cartoonist, hall of fame-nominated marketer and the bestselling author of How to Get a Meeting with Anyone (2016) and Get the Meeting! (10-2019). Stu is also the founder of Cartoonists.org, a group of WSJ and New Yorker cartoonists who donate their art to help charities raise funds. Stu’s book: Get the Meeting!: An Illustrative Contact Marketing Playbook Stu’s book: How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing Stu’s LinkedIn: Stu Heinecke Stu’s editorial cartoon: “Roland! You’re acting like a Democrat!” Stu’s website: StuHeinecke.com Stu’s podcast: How to Get a Meeting with Anyone    Resources mentioned in the show: Study: Koko (gorilla) Website: Seamless.AI Software: x.ai Software: Zoom Software: Spiro.ai Book: Even Cowgirls Get the Blues: A Novel by Tom Robbins Book: Innovators Dilemma: The Revolutionary Book That Will Change the Way You Do Business by Clayton Christensen   Thank you Sponsors! ZipRecruiter is the smartest way to hire. Try them for free at ZipRecruiter.com/htba Mint Mobile. Cut your wireless bill down to $15 a month at mintmobile.com/awesome   View transcript, show notes, and links at http://AwesomeAtYourJob.com/ep503

  Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.  Here are some of the topics covered in this episode: How sales reps can build a daily routine to get in the right mindset What sales reps can do to break through mental barriers How mentorship can help close mega deals Leveraging senior level execs to close bigger deals How to prepare for a mega deal meeting You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest:  Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.  After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.    LinkedIn: https://www.linkedin.com/in/jamal-reimer/ The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/ Book recommendations:  Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke   Listen to more episodes of the Outside Sales Talk here  and watch the video here   

David Dulany is the CEO and founder of Tenbound, which is a consulting and training firm that focuses 100% on sales development in the tech space in the Bay Area. He’s also the organizer of The Sales Development Conference (Check it out here: https://tenbound.com/conference), and, as you can imagine, he’s an expert when it comes to sales development. In this episode, we really focused on one main topic: sales development.  Just a few of the things that we covered: Cracking the code of sales development. Why founders need to be Sales Rep first. Why being an SDR is the toughest job in the sales process. Compensation Structures For SDRs. Traits to look when hiring SDRs. Why train on persona instead of product - Lead with the problem you solve not your solution. How to balance quality vs. quantity when doing outbound calls -- Use chunking. Outsourcing research for your SDRs. How to make your outbounds feel less cold. Why you need a sales navigator in your organization. The 18-month payback period - Getting ROI from your hires. The #1 key metric for sales managers and their SDRs. The "two-volley email" and why it's a key signal in your lead development and qualification. Some of the books and resources that were mentioned by David: T Harv Eker - https://www.harveker.com/ Influence: The Psychology of Persuasion - Robert Cialdini How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing - by Stu Heineck The Sales Development Conference Where to find David on the Interwebs: LinkedIn: https://www.linkedin.com/in/davidkdulany/ Personal Blog: http://www.daviddulany.com/ Twitter: https://twitter.com/dkdinsf Podcast: The Sales Development Podcast Getting in touch with David: www.tenbound.com/contact

Stu Heinecke, President and Founder of Cartoon Inc., joins the Business of Story Podcast to talk about how to tell stories economically, the importance of practice, and the benefits of contact marketing. The Business of Story is sponsored by Emma, Convince & Convert, and Oracle. Emma helps marketers everywhere send smart, stylish email newsletters, promotions, and automated campaigns, and help us all rest a little easier knowing our marketing emailing is doing its job. Check out their newest publication at Myemma.com/click. Each day the team at Convince & Convert picks a topic and sends you the three best resources ever created about that topic. It's topical, it's timely, it's useful, so go to definitivedigest.com and subscribe to their email newsletter now.       In This Episode Why it’s often more powerful to use less words in your outreach How to craft messages for your individual audiences by understanding conflict Why cartoons are so effective in getting people’s attention How to use your skillset to get a meeting with busy CEO’s Why it’s important to understand the most essential part of your branding How to come up with creative and effective ways to get ROI   Resources Stu Heinecke Stu Heinecke on Twitter, @bystuheinecke Cartoon Link, Inc. “How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke Marc Benioff Contact Marketing Radio The Power of Contact Marketing "The Hero's Journey," by Joseph Campbell “Your DIY Guide to Crafting and Telling Compelling Brand Stories that Sell,” by Park Howell BusinessofStory.com Park@BusinessOfStory.com   Visit http://bit.ly/BizofStory for more insights from your favorite storytellers.

"How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing" by Stu Heinecke Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/how-to-get-a-meeting-with-anyone-stu-heinecke

Stu Heinecke is the host of Contact Marketing Radio, but he is also a master of harnessing the amazing power of cartoons to break through to virtually anyone.  As a Wall Street Journal cartoonist and DMA Hall of Fame-nominated marketer, he has been using his cartoons to reach Presidents, Prime Ministers, celebrities and countless CEOs, C-level executives and top decision-makers.  Listen has he retells some of his favorite stories about the power of cartoons to make critical connections.  And don' t miss Stu's latest book, How To Get A Meeting with Anyone: The Untapped Selling Power of Contact Marketing, published by BenBella Books and due to release in February, 2016.