Podcasts about buyer's journey

This week, Jeff Clark and Ian Truscott get amped about buyers journey models, unveiling the Rockstar CMO buyers journey, called AMPED, riffing off the greatest hits of their favorite models from AIDA, Gartner, Forrester, and Pedowitz Group.  The model they discuss: Awareness - The buyer becomes aware they have a problem that can be solved  Muse - The buyer is looking for inspiration and finding the solution  Purchase - The buyer is now evaluating the solutions and making a decision Engage - The buyer is now a customer, and we need to make sure they are onboarded Develop - Creating a repeat customer, renewal, reference or advocate As always, we welcome your feedback. If you have a suggestion for a topic that is hot for you, please get in touch using the links below.   Enjoy! — The Links The people: Ian Truscott on LinkedIn and Bluesky Jeff Clark on LinkedIn Mentioned this week 108: The Journeys with Jeff, Tim Hines the Marketing Starter and Robert Unlocks Expertise over a Cocktail Episode 238: The 5 Fundamentals of Buyers' Journeys and Careers over a Cocktail Episode Rockstar CMO: The Beat Newsletter that we send every Monday Rockstar CMO on the web, Twitter, and LinkedIn Previous episodes and all the show notes: Rockstar CMO FM. Track List: We'll be right back by Stienski & Mass Media on YouTube Simple Minds - Don't You (Forget About Me) You can listen to this on all good podcast platforms, like Apple, Amazon and Spotify. Learn more about your ad choices. Visit megaphone.fm/adchoices

BRX Pro Tip: Map Your Buyers Journey Stone Payton : Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, let’s chat a little bit about this thing I read a lot about it or I read some about it, the buyer’s journey. Lee Kantor: Yeah. Every one of your […]

Send us a Text Message.Anu Ramani is the founder of agency Isoline Communications Limited - a B2B Tech Marketing agency.In this conversation we discuss:The importance of creating content for every touchpoint in the buyer's journey, from basic information search to in-depth technical contentThe power of generative AI to enhance productivity and innovation in marketingthe need for curiosity and experimentation in B2B marketingSubscribe and leave a rating to stay updated with the latest startup founders in Europe.Reach your ideal target audience with B2BPodPros: https://www.b2bpodpros.comConnect with Eric on LinkedIn: https://www.linkedin.com/in/ericmelchor/Previous guests include: Arvid Kahl of FeedbackPanda, Andrei Zinkevich of FullFunnel, Scott Van den Berg of Influencer Capital, Buster Franken of Fruitpunch AI, Valentin Radu of Omniconvert, Evelina Necula of Kinderpedia, Ionut Vlad of Tokinomo, Diana Florescu of MediaforGrowth, Irina Obushtarova of Recursive, Monika Paule of Caszyme, Yannick Veys of Hypefury, Laura Erdem of Dreamdata, and Pija Indriunaite of CityBee. Check out our four most downloaded episodes: From Uber and BCG to building a telehealth for pets startup with Michael Fisher From Starcraft Player to Maximizing Customer Lifetime Value with Valentin Radu Revolutionizing Parent-Teacher Communication with Kinder...

This episode features an interview with Kelly Hopping, CMO at Demandbase, a go-to-market company for B2B brands. They help marketing and sales teams overcome the disruptive data and technology fragmentation that inhibits insight and forces them to spam prospects. In this episode, Kelly talks about her strategy to make sales love the marketing team and to collaborate with sales on their ABM strategy. She also discusses the ROI on retaining a customer, versus getting a new customer, and how the brand is really the full customer journey.  Key Takeaways:Account based marketing only works as a collaborative effort between sales and marketing. It's marketing's job to make the sales team love them, providing them with a brand they are proud to represent and high intent leads. The ROI on retaining a customer is much better than on getting a new customer. Taking great care of the customers is not just a sales or customer experience responsibility. Part of retaining customers is building brand loyalty by making sure customers love the product and building community. Quote:“ I have a general belief, I tell my team, my number one goal is to make sales love us. And that doesn't mean that we do all bottom of the funnel, like pipe create, but it means we're going to give them a brand that they're proud to represent. We're going to give them great air cover at events and through social. We're going to give them high-quality pipeline that has good intent. We're going to focus, so we're not going to try to boil the ocean. We're going to be laser-focused on an ICP and we're going to work together on conquering them. We're going to give them content that's usable versus like a thousand pieces and they have to sort through it. We're going to give them five pieces and a really clean bill of materials that they need to close the deal. And we're just gonna be really, really, really focused on those things. So, to me, that's ultimately the strategy is if sales is successful, then we've done our job right.”Episode Timestamps: *(3:53) The Trust Tree: Building sales and marketing alignment *(23:26) The Playbook: Your brand is the full customer journey *(34:41) The Dust Up: Tensions with sales and ensuring you send them good opportunities*(37:33) Quick Hits: Kelly's Quick hitsSponsor:Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for pipeline pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedInConnect with Kelly on LinkedInLearn more about DemandbaseLearn more about Caspian Studios

Heute bei "Listen and Grow" tauchen Carsten von HubSpot und Leo von Aircall in die Tiefen der modernen Buyer's Journey und Vertriebsstrategien ein. Sie diskutieren, wie essentiell das Verständnis der Awareness Stage ist und wie Vertrauen und langfristige Beziehungen bei Aircall den Kern bilden. Kurz gesagt: Diese Episode packt die Must-haves für den modernen Vertrieb zusammen. Einschalten, inspirieren lassen und raus in die Vertriebswelt – bis zum nächsten Mal bei "Listen and Grow"! Kapitel: (02:36) Die moderne Buyers Journey und ihre Herausforderungen & die Bedeutung der Awareness Stage  (06:47) Die Kommunikation zwischen den Stakeholdern in der Buyers Journey (11:00) Die richtigen Fragen in der Awareness Stage stellen (20:46) Effizienter Vertrieb mit CRM, Telefonielösungen und KI  (25:05) Der Wertverkauf: Den Kunden den Mehrwert vermitteln   (29:01) Berechnung des Return on Investment (ROI) (35:07) Der Einfluss des Kundenverhaltens in der Buyer's Journey   (38:10) Der Trend zum Self-Service und die Bedeutung des persönlichen Kontakts   (42:11) Der Vertriebsprozess bei HubSpot (55:28) Drei Tipps für erfolgreichen Vertrieb In der Show erwähnt: Schaut euch Aircall an: https://aircall.io/de/ _________________________________________________________________ Feedback? Gerne an podcast-dach@hubspot.com  Mehr über uns unter: https://www.hubspot.de/podcasts/the-digital-helpdesk 

Do you have a comment about this topic... Send us a Text Message. Click hereBefore the digital age, potential clients often browsed the Yellow Pages to find a lawyer. Their decision on whether or not to hire a particular firm would then depend on how their inquiry was handled by the receptionist, legal assistants, and solicitors.In the digital age, potential clients are more likely to research and contact lawyers online. It is critical to consider the customer journey stages to understand how potential clients make their decisions:Awareness stage: The potential client is experiencing a problem or opportunity and is looking for information.Consideration stage: The potential client has identified the problem and is researching possible solutions.Decision stage: The potential client decides who to buy from.Advocacy stage: The client chooses whether to buy again and recommend the firm to others.Listen to this episode for a more Indepth explanation.Exciting news! Our $4,500 website promotion is now on sale for $2,250. This incredible deal includes an entire year of hosting, maintenance, and an online booking tool. Click here for ProWeb Legal Offer: https://lbms.us/product/proweb-legal-website-and-maintenanceGeneral Info: Need help with your law firm's digital marketing? Check out these case studies of some killer results we have gotten for law firms just like yours.Click here to review the case studies: https://lbmsllc.com/lp-attorneys/Click here for a free online presence report and marketing analysis. Connect With Us On Social Media:Facebook: https://www.facebook.com/lbmsllcInstagram: https://www.instagram.com/lbmsllc/Twitter: https://twitter.com/lbmsllcLinkedIn: https://www.linkedin.com/company/local-business-marketing-solutionsAlignable: https://www.alignable.com/fanwood-nj/local-business-marketing-solutionsConnect With Frank Directly on LinkedIn: https://www.linkedin.com/in/fdemming/YouTube: https://www.youtube.com/@lbmsllc

In this enlightening episode of the Brand Retro Podcast, we're excited to welcome Chris Troka, entrepreneur, DJ, and founder of Focused-Biz, as we dive deep into the buyer's journey and explore the power of transparency in business. Chris brings a wealth of experience and unique insights, sharing captivating client stories and essential strategies for understanding customer motivations. We cover everything from A to Z, discussing the crucial steps for starting and growing your own business. Whether you're an aspiring entrepreneur or a seasoned business owner, this episode is packed with practical advice and real-world wisdom. Join us as Chris Troka reveals how clear communication and honest interactions can transform your business approach and lead to lasting success. Who's the Guest? Chris Troka, entrepreneur, DJ, and founder of Focused-Biz, is a seasoned entrepreneur and business innovator with over ten years of expertise in creating, enhancing, and propelling businesses forward. Chris brings a wealth of knowledge in utilizing cutting-edge digital tools such as AI, automation, CRM, and social media to optimize business operations and marketing strategies. Chris holds certifications from HubSpot and Google in inbound marketing, social media, and Google My Business, and earned his Marketing Degree in 2021. Highlights 00:19 - Discussing the buyer's journey 01:01 - Importance of reducing friction in the buyer's journey 03:30 - Example of DJ business failures and subsequent learnings 04:39 - Building relationships over making hard sells 06:00 - The balance in the sales and onboarding process 09:50 - Recommendations and guiding clients, not giving too many options 12:00 - Client feedback process and ongoing communication 13:20 - Protecting yourself against client dissatisfaction 17:56 - The necessity of “hearing” clients for successful projects 23:39 - Advice for entrepreneurs: start by building relationships and taking action 25:45 - Importance of saying no to potential clients that aren't a good fit 32:59 - Niche specialization and focusing on profitable areas Episode Resources Connect with Mike Brevik: www.brandretro.com http://www.cyberdogzmarketing.com/ mike@cyberdogzmarketing.com   Connect with Chris Troka https://focused-biz.com/ https://www.linkedin.com/in/christopher-troka-3a093058/   Subscribe, Share and Review To get the next episode subscribe with your favorite podcast player. Subscribe with Apple Podcasts Follow on Spotify Leave a review on Apple Podcasts

Guter Sales ist prozessorientiert und systematisch. Wer glaubt, guter Sales hat etwas mit extrovertierten Verkäufer-Persönlichkeiten zu tun, der ist auf dem Holzweg. Dies ist Teil 2 der 3-teiligen Sales-Masterclass für Ingenieure. In dieser Folge geht es um das optimale Sales-System. Show Notes: >> Mission Engineer Workshop: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mission-engineer.de⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Crashkurs Intrapreneurship: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mentorwerk.de/creashkurs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Mentornotes Newsletter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mentorwerk.de/mentornotes⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Tim Schmaddebeck auf LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Hier klicken⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ >> Buchempfehlungen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠mentorwerk.de/buecher⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Stichworte zur Folge: Sales-Masterclass, Ingenieure, Prozessorientierter Verkauf, Systematischer Sales, Sales System, Analysephase, Angebotspräsentation, Entscheidungsphase, Prospecting, SPIN Selling, Need erzeugen, Vertrauen gewinnen, Buyers Journey, Problem Questions, Implication Questions, Need-Payoff Questions, Telefonverkauf, Video-Call Sales, B2B Sales, Fanatical Prospecting, Jeb Blount, Pitch Anything, Oren Klaff, Simon Sinek, Start with Why, Challenger Sales, Tailoring, Frame Control, Verkaufsprozess, Gesprächsführung

To learn more about Breakthrough Academy, click here: https://trybta.com/YTEP146 Join us as we dive into Benji's 2024 predictions, covering everything from trends in private equity to the state of the Canadian economy. We'll also discuss the changing buyer's journey, the labor market, and why Google reviews are more important than ever. Don't miss out on these valuable insights, and prepare for the future with us! Watch Mike Van Capelle's case study here: https://youtu.be/mShu3DXhTlU 00:00 - Intro 02:07 - 1. Private Equity will continue to enter the market 05:55 - 2. Early adopters of video are going to destroy the laggards 11:14 - 3. The Canadian economy is in for a SLUGGISH year or longer; Americans seem fine 16:52 - 4. Businesses that focus on the Buyers Journey to create “self-serve” sales processes will enjoy more time back in their schedule 20:55 - 5. A focus Cost Reduction could save your as* 24:22 - 6. Productizing your offer will pay dividends 28:39 - 7. The silver tsunami will create a Buyers market for you 30:26 - 8. The labor market will not improve 32:14 - 9. Election year could boost your CPMs 33:29 - 10. Sales people who don't know how to sell are a thing of the past 35:04 - 11. Your Google Rating will be your best sales person Subscribe to Breakthrough Academy to never miss a video! � http://bit.ly/youtubebta Interested in working with us? Let's chat: https://trybta.com/welcome Join our Facebook Group: https://www.facebook.com/groups/contr... Connect with us on Social Media: Facebook: https://www.facebook.com/thebreakthro... Instagram: https://www.instagram.com/btacademy/ LinkedIn: https://www.linkedin.com/company/1017... Email: info@btacademy.com Phone: 1-800-875-1704 #BTA #BreakthroughAcademy #BuildingSuccess Find More Episodes on PCA Overdrive: https://www.pcaoverdrive.org/contractor-evolution PCA Overdrive is free for members. Not a member? Download the app on the Apple Store or Google Play and enjoy a 7 day free trial! Become a member: https://www.pcapainted.org/membership-resources/

Jim Kraus is the President of Buyer Persona Institute (BPI) and a leading authority on buyer personas and buying insights. BPI's buyer persona research and workshop methodologies have become a gold standard for thousands of marketers in hundreds of companies worldwide that rely on these studies to reveal everything a prospective buyer needs to know and experience to have confidence in their solution. Marketers use these insights to develop strategies and messaging that drive more leads, improve conversion rates, and help sales hit their numbers.  In addition to his work at BPI, Jim is an avid blogger, author of the Buyer Persona Buzz newsletter, and is currently working on a second edition of the book Buyer Personas with BPI's founder, Adele Revella. He also frequently speaks at events and podcasts to advanced thinking around buyer personas and buyer insights more broadly.  Outside of work, Jim enjoys travel, reading, sports, and spending time with his family.    Questions  ·      I always love to give our guests an opportunity for them to share in their own words, a little bit about how you got from where you were to where you are today. ·      You mentioned that you just completed your manuscript for your second book, which should be released later this summer. Could you share a little bit with our listeners what can they expect? And maybe how it is that you decided to even write a second manuscript as a follow up to your first book. ·      Could you share with us maybe two to three things that you believe are critical for an organisation to achieve that trust with customers if it is that you're trying to attract that buyer and gain their trust? ·      Now, as it relates to the buyer persona and the different aspects that make up that whole process. Apart from trust, what do you think is the key most important step or component in that process that can never be eliminated regardless of the industry that you're in? ·      Now, Jim, could you also share with our listeners what's the one online resource, tool, website or app that you absolutely can't live without in your business? ·      Now, could you also share with our listeners, Jim, maybe one or two books that you've read, it could be a book that you read recently, or even one that you read a very long time ago, but it has had a great impact on you. ·      Now, Jim, can you share with our listeners what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people. ·      Where can listeners find you online? ·      Now before we wrap our episodes up, we always like to ask our guests, do you have a quote or a saying that during times of adversity or challenge you'll tend to revert to this quote if for any reason you got derailed or you got off track, this quote kind of helps to get you back on track. Do you have one of those? Highlights Jim's Journey Me: Now, I know we've read a little bit about your journey. And I always love to give our guests an opportunity for them to share in their own words, a little bit about how you got from where you were to where you are today.   Jim shared that his entire career has really been spent on understanding markets, understanding customers, understanding buyers, really just trying to provide market insights that help organizations make more informed decisions. He's done it in a variety of places, both on the client side and as a consultant over the past three decades or so. Over the past 15 years, he has been a principal at a KS&R which is a full service market research firm. And they are working with Buyer Persona Institute, he's leading by Buyer Persona Institute as division of KS&R right now. And they're 100% focused on understanding buyers and more specifically, understanding the buying decisions that your prospective buyers make so that you can make more informed decisions around your marketing and sales strategies. So, his whole career has been focused on insights, right now it's over the last couple of years in particular, been really focused on understanding prospective buyers to help marketing and sales.    What Customers Can Expect from Second Book? Me: Now, in our pre interview conversation, you mentioned that you just completed your manuscript for your second book, which should be released later this summer. Could you share a little bit with our listeners what can they expect? And maybe how it is that you decided to even write a second manuscript as a follow up to your first book.   Jim shared that the first book, Buyer Personas was written by Adele Revella, who is the founder of Buyer Persona Institute about 9 years ago. And him and her co-authored the second edition, this updated and expanded edition. And the main reason that they decided to update it is one, a lot has changed over the last 8 to 9 years.   But the foundation of Buyer Personas, they can talk a little bit about what a buyer persona is perhaps really hasn't changed. At the end of the day, you're trying to really understand buyers, what their wants and needs are and what experiences that they expect so they have full confidence buying from you, that's essentially what you're competing on, you're competing on trust.  So, they developed the second edition of the book that will be out this summer, and they're adding some things to it that they think will be really valuable for readers, even those that have picked up the first book many years ago. So, they've added more information about how to design a buyer persona study. They've added a lot of information about how to add to do quantitative survey research to get even more insight outside of your buyer persona. They're spending more time in the second edition about how to use buyer persona insights and very tangible ways to improve marketing and sales performance and win more business.  The other place obviously, the fourth place that they're spending more time on this second edition is just defining what a buyer persona is and isn't, a lot of people have kind of a pre-conceived notion about a buyer persona is, they spent a little more time in this second book explaining why a buyer persona focus on understanding the buying decision is so much more powerful for marketers than just understanding a particular individual or role in the buying decision, which is kind of the traditional definition of a buyer persona.   Trust as a Critical Factor  Me: Now, in your review just know as it relates to the book, one of the things you mentioned that jumped out at me is that we're all competing as it relates to the buyers that we're trying to attract on trust. And so trust is a very big, and it's a critical theme that I believe in customer experience is critical if you want to build retention, higher retention, and high loyalty in your business. So, could you share with us maybe two to three things that you believe are critical for an organization to achieve that trust with customers if it is that you're trying to attract that buyer and gain their trust?   Jim shared that one of the things to think about is, a lot of times when you say the word buyer persona, people associate it with profiling a particular role in the decision process, right. Like maybe you have a buyer persona for a CIO if you sell tech products, or a finance manager if you sell financial products or services, etc. The challenge with that is, if you profile those roles, it doesn't give you a lot of information about how do you actually gain the trust of the buyer who's making a buying decision for a particular product and service.  So, let's say he's selling a CRM system, that's his offering and he has a CIO buyer persona and it tells him information about certain demographics about what a typical CIO looks like maybe their overall challenges and priorities. But that doesn't do very much once a CIO, for example, is involved in purchasing a CRM solution, because when they're purchasing a CRM solution, what they care about most is two things, they care number one, that they're going to achieve all the outcomes and benefits that they want from this investment, right. It's an important investment. So, they care about, “Am I going to get everything that I want out of this?”  The second big thing, which is often overlooked is, “How do I avoid making a mistake?” Because again, a lot of times, particularly when you're talking about higher consideration buying decisions where you're looking at multiple options, there's multiple influencers involved, it's not just a transaction sale. A lot of times buyers are buying something like that for the first time, or they haven't bought it in a long time, so they're going to be anxious, they don't want to make the wrong decision. They don't want to go with something where something goes wrong.  So, what this all comes down to when you think about the whole thing, both elements of that, how do you give them what they need, reduce the risk of something going wrong.  Essentially, what you're competing on is trust. Price aside. Who do they feel is going to do the best job of making them feel secure, that they're going to get the outcomes that they really need and that nothing is going to go wrong?  So, that's kind of the key and the buyer persona is that the methodology that they'd like to talk about defined is really based on understanding the buying decision and specific components of the buying decision in order to build that trust.   Key Elements/Steps in the Buyer Persona Process Me: Now, as it relates to the buyer persona and the different aspects that make up that whole process, based on your experience and the fact that you've been in this industry and you're a subject matter expert as it relates to that. Apart from trust, what do you think is the key most important step or component in that process that can never be eliminated regardless of the industry that you're in?   Jim shared that when you're talking about understanding the buying decision, there's five different areas of insight that you really want to understand about the buying decision that your prospective buyers are making. So, whoever's listening out there, think about your particular product or service or solution, and you may have multiple products and services, and that's fine, but pick one and think about it.  There's five things you really want to know about buyers that are making a buying decision about something that you offer and that your competitors offer too. Number one is you want to understand what they call the Priority Initiatives. Another way to think about priority initiatives, these are the triggers, these are the things that are getting buyers to initially start either looking for a solution like the one that you have. The reason that's so important to understand what those are is because you want to meet buyers where they are. So, when they're first starting, and they're anxious, and they're learning about this whole category of whatever you offer, what is the starting point. So, when you talk about how you approach them, and your marketing and your sales approaches, any kind of way you interact with them, you want to know those triggers, so that you can really create that quick sense that, “Hey, here's a company that really understands me.” That's the first tick of the box as far as trust.  The second thing that you want to understand about this buying decision is they call it Success Factors. And these are outcomes, these are benefits, these are at the end of the day, what results do these buyers need from this important investment that they're making. And you want to know that because obviously, you want to be talking about those. You want to be developing use cases, customer references, thought leadership, all kinds of things that you can do that speak to these key outcomes that they want. So, you want to know what those are implicitly.  The third thing you really want to understand is, they call it Perceived Barriers. The way to think about this one is, it is all the concerns and fears that buyers have buying your solution, not just yours, but all the alternatives you're looking at, because they're going to be anxious, they're going to have trepidations. ·      What are those things that are getting them nervous? ·      What are the things that are eliminating providers and consideration? So, you want to know what those are ahead of time so you can proactively address those things.  The fourth area insight, there's five altogether, the fourth area is called Decision Criteria. And decision criteria is the traditional sales cycle. This is kind of middle later stages of the sales cycle when buyers are getting smarter about the category. And they're starting to ask really specific questions, because now they're really starting to make comparisons across the different alternatives that they're looking at. So, decision criteria or deals, all the questions that your buyers are going to be asking you in some shape or fashion.  And the fifth and final one is Buyers Journey. So, everything he said earlier is kind of the mindset, it's the needs, the fears, the attitudes, the buyers journey is ·      What are the actual steps that your buyers take to identify who they're going to consider? ·      How do they whether down on their options? ·      How do they make a final decision? ·      What are those steps? ·      Who are the influencers involved? ·      And what are the information sources they use to really develop an opinion, and an evaluation of what they're ultimately going to do? If you take those five things, those five areas, they call them The Five Rings of Buying Insight that is so powerful, because if you would know those five things, you have everything you need to develop marketing and sales strategies to give buyers what they need to get to make very competent buying decisions and ultimately select you, which is the goal.    Me: For sure. So, give me that coin again, The Five Rings of buying Insight.    Jim shared, The Five Rings of buying Insight, they talked about it a lot in the book. It's just a name they gave to it. But the five things that they talked about are really important.   App, Website or Tool that Jim Absolutely Can't Live Without in His Business When asked about online resource that he can't live without in his business, Jim stated that that's a good one. Well, he'll say a couple of things come to mind. One is, by the way, the way to develop your buyer persona, and that's going to lead to the answer to the question which will make more sense.  The best way to develop your buyer persona get those insights is to talk to recent buyers. What he means by recent buyers is buyers that have recently made the exact same buying decision that you're trying to influence, these aren't necessarily your current customers, these are individuals that have been involved buying a solution could be yours, could be a competitors in the past 6-12 months, and do in depth interviews with them so you understand their entire buying story from the moment they have a need for that particular solution until the time they make a final decision. The interviews are typically 30 to 40 minutes.  So, the reason number one it's an important point because buyers are the experts, the only ones that can give you that information. And then that leaves him to answer the question which is they have an app that helps them analyze all those interviews.  So, when you're doing those interviews, you often have 10-15 pages of unstructured data, right, text data. And they have an app that helps them make sense of all that data so that they can develop those insights. So, that's a pretty critical app for them to use he would say.  The other really important one for them is they've been using different Gen AI tools more and more much like many of the listeners are using. They use a lot of common ones, they've actually developed one that they're kind of using internally using major providers, they kind of use it as a testbed for their own and that's been invaluable to help them analyze interviews a little bit better, it's help them develop deeper profiles of buyers. It's not the end all be all, it's a supplemental thing. It's enables them to do some things quicker, but he would say those are the two that come to mind.   Me: Would you mind sharing the app that helps you do the interview analysis?   Jim shared that that's a proprietary app, so that's one that they actually built in house so that they can analyse interviews through to The Five Rings of Buying Insight.   Me: Do you know if there's any on open market that the listeners could tap into if they wanted to utilize such an application?   Jim shared that not that he's aware of. So, The Five Rings of Buying Insight is something that they've developed and he doesn't think there's any tool that's available to do that. He will say that you can use and they actually have this in the book, the second book, you can use any one of the commonly, whether it's Chat GPT, or another one, you can use those to develop insights from these interviews to analyze across The Five Rings.  And in the book, that'll be out in the summer, actually, they give some instructions for different queries that you can use to help you do that.   Me: Very good. So, the mere fact that you said there's nothing on open market, I see that as an opportunity for all the listeners out there for anybody who wants to develop that tool, because we all know people are buying to solve their problems and clearly this seems like a problem that needs to be solved.   Jim agreed and shared that they're looking at that too as well.   Books that Have Had the Biggest Impact on Jim When asked about books that have had the greatest impact, Jim shared that one book that he's read about that he really liked a lot, they actually reference it in their book is called The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna, the book's about a year and a half old about this point. And it's really neat what they were able to do, COVID hasn't had many silver linings, the one silver lining in this case was that they were able to work with a couple of other firms to record literally millions of sales interactions between sales people, and prospective buyers over a certain period during COVID because a lot of those conversations were taking place on Zoom, and WebEx and, and Microsoft Teams, and just different ways that they were able to record these conversations where they could never be recorded before.  What that allowed them to do is this great analysis on all this data. And they just found out a lot of really cool things that we intuitively know. One of the major things they write about in the book is, what high percentage of one of the biggest obstacles that salespeople face is the dreaded no decision where you're working with a prospect, they go through this lengthy sales process, and then the prospect ends up buying nothing. Traditionally, there was always this belief that when somebody didn't buy something, it was purely because they wanted to stick with the status quo, they said, “Hey, we did our assessment. And we said, you know what, we think what we're doing now is better.”   What the study that Dixon and McKenna did that they described in The JOLT Effect showed was that that's not really the case, that's part of the time that's true. The other majority of time is that buyers just can't make a decision, they're struggling to make a decision because it's so hard to, it's very difficult. And they're very nervous about something going wrong, they don't want to be the one to screw it up, saying, “What we have now may not be great, we all know it has problems, but I just feel like it's a little bit too risky to buy anything.”  So, their analysis cast a light on this with hard data for the first time and the book also goes into different ways that you can get around that. And the reason it was so perfectly timed for them at Buyer Persona Institute, is it lines with the fact that you are competing on gaining a buyer's trust and competence is the most important thing that you really need to do. So, that's why that was a pretty important book for them in the last couple of years.   Me: As you were talking, just know, before I actually read my next question, just again, from the conversation flow. You mentioned that buyers sometimes don't know, like they're confused, the anxiety of making a decision. Would you find and I'm asking this question as a buyer myself, especially when it comes to food. Would you find that for example, in a restaurant business, if there are too many items on the menu, it's harder to make a decision or do you believe that the less options that exist make it easier for the buyer to make a decision? What has your research shown where that is concerned?   Jim shared that it really depends on the category. So, you mentioned food, which is a very, very different category than if you're buying a software solution for your company, for example.  So, the answer is it really depends. What he can tell you and what The JOLT Effect showed very clearly is that they've seen in all the research and all the interviews that they've done is that buyers are trying to make sense of the world, right. Whether you have a lot of choices or not, and a lot of choices exasperate the problem. But if you're making a decision, especially one that you haven't made in a while or in your case, if it's a restaurant you haven't been to in a while, you're trying to orient yourself, so how can you educate the buyer as quickly and confidently as you can about this is what this world looks like right now, here's your alternatives. Let me help you make sense of this. And then once he's educated you and help you make sense of it, how can he help you confidently make a decision to purchase something. So, it's not always the number of choices, a lot of it is how those choices are communicated and how much effort is put into advising the prospective buyer and really helping them and guiding them making the decision. Because you could go walk in a restaurant that has 30 menu choices and they do things that make it very easy for you to understand what those are, you go into another restaurant using your example and it's just kind of chaotic and they don't make it easy for you to figure out what your choices are.   What Jim is Really Excited About Now! When asked about something that he's excited about, Jim stated that we mentioned that the book was a huge one, they just got the manuscript in about a week and a half ago. So, that was a really huge one that took a lot of his time over the last three months or so. So, that's a big one that they're really excited about. Aside from that, he would say one of the things that their team is working on that he's excited about is it's kind of practising what they preach. So, a lot of what they do is providing insights so that companies can make more informed marketing and sales decisions, and more focused relevant content and messaging for their prospective buyers.  They're doing the same thing, you can always improve your value proposition, you can always make it easier for buyers to understand what is your differentiated value, what is the unique thing that you provide. Number one is helping buyers understand what are the options out there. And then number two, helping them understand very quickly, how are you different, there's this world of whatever you're offering is, how do you make it easier for them to figure out how you're different and what does it mean for them? What is the value for them in that?  So, that's something he's kind of excited that they're working on for their own business and just sharpening the saw, so to speak, as far as how they talk about their business, deliverables, proposals, all those kinds of things, they're really taking a fresh look at all of that.   Where Can We Find Jim Online Website – http://www.buyerpersona.com/ LinkedIn - https://www.linkedin.com/in/jimkraus LinkedIn – Buyer Persona Buzz   Quote or Saying that During Times of Adversity Jim Uses When asked about a quote that he tends to revert to, Jim shared that he has one that is probably a little dramatic. But it's the point that he's a big a huge history buff from Big World War II, Winston Churchill isn't one of his favourite historical characters, historical figures and he has a quote that says, “When you're walking through hell, keep walking.”  And he loves that quote because it's so simple and it just basically means that from a business perspective, nothing we're doing is hell right. But the point is, if you are going through times of adversity, or something's not working out exactly how you want it, just keep walking down the path, if you have to divert the path a little bit, that's fine. But don't get stuck, just keep moving it along and things will get better, you will figure out there's a solution to every problem, right. Just keep working the problem, you'll arrive at it. So, that's one he likes just because again, he's a history buff, it's a very simple one and it just says so much. So, of the bunch he can think of, that'd be the one he'd probably pick.   Me: Thank you so much for sharing, Jim. Now, we would like to extend our deepest level of gratitude to you, Jim, for taking time out of your very busy schedule and hopping on this podcast, and sharing with us your journey as it relates to developing the key elements of the buyer's persona, talking about your new book that you've revamped along with your co-author and just really delving into what are some of the key aspects when you're trying to attract the right type of buyer to ensure that the trust is there and to ensure that you are truly feeding into the specific needs and desires that that buyer is looking for and limiting as much anxiety that they may have as it relates to making that decision. So, I really enjoyed this conversation, I just want to say thank you so much.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Links •     The JOLT Effect: How High Perfomers Overcome Customer Indecision by Matthew Dixon and Ted McKenna    The ABC's of a Fantastic Customer Experience Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners  Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

Jake Randall, Chief Operating Officer at Common Room, explores how to successfully navigate the modern buyer's journey. The digital age has transformed how buyers make decisions, with a growing emphasis on self-direction and online research. As a result, the traditional approach of pushing sales messages must be replaced with a focus on meeting customers where they are and adding value at the right time. Today, Jake discusses navigating the influencer-led B2B buyer's journey. Show NotesConnect With:Jake Randall: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jake Randall, Chief Operating Officer at Common Room, explores how to successfully navigate the modern buyer's journey. The digital age has transformed how buyers make decisions, with a growing emphasis on self-direction and online research. As a result, the traditional approach of pushing sales messages must be replaced with a focus on meeting customers where they are and adding value at the right time. Today, Jake discusses navigating the influencer-led B2B buyer's journey. Show NotesConnect With:Jake Randall: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Nate Morse, a seasoned professional with a diverse background in various industries, including automotive, real estate, RV, and LinkedIn, is the founder of Apex Conversion, a company that assists online businesses in finding their ideal clients. Nate's perspective on the challenges and rewards of writing, publishing, and marketing a book is shaped by his own experiences. He acknowledges the mental exhaustion that comes with the creative process of writing and the vulnerability of sharing one's work. However, he also sees the potential rewards, such as establishing oneself as an authority in their niche and attracting more clients. Nate emphasizes the importance of understanding the buyer's journey and creating a targeted, well-edited book. He views marketing a book as a new challenge, but one that can be leveraged in the digital age. Join Kim Thompson-Pinder and Nate Morse on this episode of the Author to Authority podcast to delve deeper into these insights.

In this episode, Ross dives into the mental frameworks used in marketing, focusing on the Pirate Metrics (AARRR) approach including acquisition, activation, retention, and referral. They also discuss mental models, the awareness and consideration stages of buying, and strategies for closing sales and delighting customers. Detailed Breakdown: Marketing is a complex and ever-evolving field and it can be hard to keep up with the latest strategies. That's why it's important to understand the mental frameworks and strategies that successful marketers use to stay ahead of the game and get maximum results. One such framework is AARRR Pirate Metrics, which was coined by 500 Startups founder Dave McClure. This framework breaks down marketing into five key components – acquisition, activation, retention, referral, and revenue – to help marketers understand how to drive maximum value for their businesses. Acquisition is the strategy and efforts you use to bring customers to your website. Activation involves getting a user to have a positive experience with your offering. Retention is about measuring whether people are coming back, while referral focuses on encouraging satisfied customers to refer new customers. All of these components must work together for the best possible results. For example, SaaS marketers can employ pricing optimization and cross selling to maximize revenue. A mental model is also important when it comes to effective marketing. It is an overarching term for any concept, framework, or worldview that you use to revisit in your mind. This concept of mental models helps marketers to think more holistically and understand the bigger picture. Another important concept in marketing is the awareness-consideration-closing funnel. In the awareness stage, potential customers become aware of their problem, then in the consideration stage, companies need to provide web presence to help prospects evaluate their solutions, before finally helping them make a choice in the closing stage. To help customers in all stages of the funnel, marketers need to produce content such as blog posts, social media posts, white papers, and YouTube videos to provide value. It all comes down to helping customers be successful and delighting them by putting a smile on their face and keeping them retained. By understanding and mastering Pirate Metrics and Mental frameworks, you can develop an effective marketing strategy that will help you get the most value for your business. Resources & Tools: - Dave McClure, 500 Startups Founder - Pricing Optimization - Cross-selling - Call to Action ---

Marc ist Co-Founder von emlen. Das junge Unternehmen hat die erste All-in-One Buyer Enablement Plattform entwickelt, die es B2B Vertriebsteams ermöglicht, intelligente und personalisierte Buying Experiences zu erstellen, die sich wie im B2C anfühlen. Mit Marc spreche ich über die perfekte Buyers Journey, Category building und den positiven Effekt schnellerer Abschlüsse und höherer Abschlussraten. Informationen findest Du unter www.emlen.io

https://www.linkedin.com/in/hartmannmanuel/https://www.linkedin.com/in/christophkarger/https://www.linkedin.com/company/gotonetworkSummary (AI)In dieser Folge des GoToNetwork-Podcasts spricht Christoph Karger mit Manuel Hartmann über Vertrieb und Sales. Sie diskutieren die unbequeme Wahrheit über den Vertrieb, das Image des Vertriebs in Deutschland und die Zukunft des Vertriebs. Manuel Hartmann betont die Bedeutung von Vertrauen im Verkaufsprozess und die Rolle von Trusted Advisors. Sie sprechen auch über den Aufbau einer effektiven Vertriebsorganisation und die Rolle von Key Persons of Influence. Manuel Hartmann erklärt, wie Sales Enablement und eine effektive Buyers Journey dazu beitragen können, das Vertrauen potenzieller Kunden zu gewinnen. Sie diskutieren auch den Trend zu Partnerschaften und Ökosystemen im Vertrieb. In diesem Teil des Gesprächs diskutieren Christoph Karger und Manuel Hartmann die Bedeutung von Relevanz und Personalisierung im Vertrieb. Sie sind sich einig, dass Relevanz wichtiger ist als Personalisierung und dass es darum geht, den Kunden das zu bieten, was sie wirklich brauchen. Sie sprechen auch über die Herausforderungen beim Aufbau eines relevanten Netzwerks und wie man sich als vertrauenswürdiger Ansprechpartner positionieren kann. Weitere Themen sind die Bedeutung von Integrität im Verkauf, die Notwendigkeit langfristiger Partnerschaften und die mentale Gesundheit im Vertrieb.KeywordsVertrieb, Sales, Vertrauen, Image, Zukunft, Sales Enablement, Buyers Journey, Key Persons of Influence, Partnerschaften, Ökosysteme, Relevanz, Personalisierung, Vertrieb, Kundenbeziehung, Integrität, langfristige Partnerschaften, mentale GesundheitTakeawaysVertrauen spielt eine entscheidende Rolle im Verkaufsprozess.Das Image des Vertriebs in Deutschland muss verbessert werden.Sales Enablement und eine effektive Buyers Journey sind wichtig, um das Vertrauen potenzieller Kunden zu gewinnen.Partnerschaften und Ökosysteme werden im Vertrieb immer wichtiger. Relevanz ist wichtiger als Personalisierung im VertriebDer Aufbau eines relevanten Netzwerks ist entscheidend, um potenzielle Kunden zu erreichenIntegrität und Vertrauen sind grundlegend für den Aufbau langfristiger KundenbeziehungenDie mentale Gesundheit im Vertrieb sollte nicht vernachlässigt werdenTitlesDie Zukunft des VertriebsVertrauen im Verkaufsprozess Der Aufbau eines relevanten Netzwerks im VertriebDie Bedeutung der mentalen Gesundheit im VertriebSound Bites"Sales sind laute Menschen, die always be closing irgendwie aus dem Automobil, Telco oder Versicherungsstrukturvertrieb kommen.""Vertrauen schafft sehr schnell.""Es muss erst effektiv sein, bevor es effizient sein wird.""Versus, hey Christoph, hab gesehen, du machst einen Podcast, finde ich cool, die Gäste bisher, sollen wir was machen? Und du sagst, wollte ich eh fragen, danke. End of story closed, oder?""Null persönlich, 100% relevant.""Ich habe auch keine hundertprozentige Antwort darauf, weil natürlich kann ich als SDA meine Outbound-Kampagnen fahren. Natürlich kann ich versuchen, Leute zu positionieren. Natürlich kann ich versuchen, Intros zu bekommen. Die Frage ist für mich aber immer, Intros und auch Empfehlungen sind ja nichts, was ich so skalierbar fahren kann, wie eben ein klassisches Outbound-Playbook."Chapters00:00Einführung und Vorbereitung05:54Das Image des Vertriebs in Deutschland11:59Der Aufbau einer effektiven Vertriebsorganisation24:06Partnerschaften und Ökosysteme im Vertrieb

Jake Randall, Chief Operating Officer at Common Room, explores how to successfully navigate the modern buyer's journey. The digital age has transformed how buyers make decisions, with a growing emphasis on self-direction and online research. As a result, the traditional approach of pushing sales messages must be replaced with a focus on meeting customers where they are and adding value at the right time. Today, Jake discusses navigating the influencer-led B2B buyer's journey. Show NotesConnect With:Jake Randall: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jake Randall, Chief Operating Officer at Common Room, explores how to successfully navigate the modern buyer's journey. The digital age has transformed how buyers make decisions, with a growing emphasis on self-direction and online research. As a result, the traditional approach of pushing sales messages must be replaced with a focus on meeting customers where they are and adding value at the right time. Today, Jake discusses navigating the influencer-led B2B buyer's journey. Show NotesConnect With:Jake Randall: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

We explore the initiation of a divergent step that would the becoming of a walkabout, a way of undoing the totalising claim of a buyers journey.

In this episode, Sean sits down with Farzad Rashidi, lead innovator at Respona, the link-building outreach platform that helps businesses increase their organic traffic from Google. They dive into why Farzad started Respona from his work at Visma. They go deeper into his process to build an in house software. Farzad gives some great insights on how to develop great customer experiences from understanding your buyer's journey. His constant approach to test and reiterate helped Respona figure out effective product led motions and adoptions. His tone gives off a helpful, fun tone on creating great customer experiences. Farzad gets deep on why he does digital detoxes and hikes to help bring better creativity. More About Farzad. https://www.linkedin.com/in/farzadrashidi/

Welcome to another insightful episode of the Contractor Growth Network podcast, your go-to resource for practical strategies and invaluable insights into growing your contracting business. In the driver's seat as always, we have Sean David and Mike Kyle, ready to lead you on the path to business success. In today's episode, we focus on a key concept that holds the power to transform your business strategies - The Buyer's Journey. Understanding your customers and their decision-making process is pivotal in creating effective content marketing strategies, and we're here to unravel just how you can do that. Based on our comprehensive blog post, "The Role of Content Marketing in the Buyer's Journey," we'll take you through the three stages every potential client goes through - Awareness, Consideration, and Decision. We'll explain how you can create engaging, relevant content for each stage, guiding your potential client from having a problem to choosing your contracting services as the solution. We delve into the intricacies of buyer psychology, showcasing how your content can resonate with your audience at the right place and the right time. You'll also gain insights into how storytelling can make your content more relatable and compelling, and why consistently addressing your audience's concerns can build trust and lead to conversions. This episode is perfect for both seasoned contractors looking to optimize their content strategies and newcomers eager to understand how content marketing can guide potential clients towards their services. So join Sean and Mike for this deep-dive into understanding the buyer's journey, and equip your contracting business with the tools needed to attract, engage, and convert with effective content. Tune in now, and elevate your content marketing strategy to new heights!   www.contractorgrowthnetwork.com

Sales is a Conversation between Two People  w/ Brad Ferguson of Sandler Sales BRT S04 EP15 (177) 4-9-2023   What We Learned This Week Sandler Sales Sub: take prospects thru the 7 compartments for a complete sale Sales is a conversation between 2 people Ask Qs - to determine the real problems, can't be a Yes/ No Q , start with ‘How' or ‘What' Pattern Interrupt - method to disarm people Seek the Truth, not the Sale Buying Meter – Intellectual vs Emotional reasons Rule – People don't argue with their own data Belief - people sign and pay on belief       Guest: Brad Ferguson w/ Sandler Sales https://www.brad.sandler.com/ LKIN: HERE   Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee - 4/1995 - present    Per Brad: I have been fortunate to work with some great companies over the years with one goal in mind: SALES EXCELLENCE. I have been able to align myself with sales and business experts who were willing to help me grow to the point of being considered an elite member of the Sandler Training Network... according to my peers. Highly effective helping companies hire “A” players and avoid sales ghosts. Able to teach, coach, and mentor sales leaders and sales professionals to establish and maintain record performance levels, from skill development to revenue growth. You need a trainer who can also be a trusted advisor, partner and consultant. Why choose Scottsdale Sales Training, LLC.? Because the success of our training has been repeatedly proven through delivery to thousands of clients. Sandler Training is an international sales training and development firm dedicated to improving sales revenue, establishing and creating a hiring process for sales and sales management, with affordable tools that keep sales turnover under 10%. Skilled in Sales Training, Coaching, and Sales Recruiting. First Sandler Certified Instructor in Arizona. Results producing coach and training professional with a BS in Education focused in Teaching and Coaching from the State University of New York College at Cortland. Sandler Training has been recognized as the # 1 Sales Training Organization by Entrepreneur Magazine multiple times. Sandler Sales Books: https://www.sandler.com/books/   Sandler Sales Sub: Bonding and rapport building. Up-front contracts. Pain. Budget. Decision. Fulfillment. Post-sell. Take prospects thru the 7 compartments for a complete sale     Notes: Seg. 1   Sales is a conversation between 2 people   Sales people need to strive for Equal Business Stature with Clients, do not sell up Buyer's world, enter in and understand the Buyer, what are their pain points You have to find compelling reasons for them to buy from you   People do not want to be sold, they want to buy, make the decision themselves   Determine what they are missing out on if they do not buy from you, what are the real costs of not doing business with you?   Problem – this is an overused term for profiling a client Phrase it better: Are you hurt bad enough? Are you concerned enough about this issue?   Look for gain with your solution vs. pain What impact has this issue had, what resources are needed to solve it?   Business case for designing a solution to uncover Sales idiom - All prospects lie all the time They do not want to be put on the spot   Covid was a disruptive change, and many industries had to adjust to keep doing business, sales is now mostly virtual   Tech empowers buyers, they control the process, and have access to more information   Buyers Journey – has shifted, buyers can do it on their own   Trust must be created between buyer and seller Rule – You are there to serve clients – seek the truth, not the sale   Rule – if the competition is doing it, stop doing it   Buyers world & buyer's business Let the buyer talk, and use your 2 ears to listen Discovery, not convincing, let the buyer find the solution you provide on their timeline     Seg. 2   Asking Questions with a Yes / No answer stalls you, need to rephrase Qs Start with Why or How - Type A – Why, Who, When / B – How, What How, or What – needs a full sentence to answer   Meter – Intellectual on one side, and Emotional on the other side What's the problem, how close to move to the close zone Reasons exist for buying decisions, or to not buy Impact & consequences of current actions   What's the cost of your current process? Who else is aware of this problem? What happens if it is not fixed? Long term cost?     Convincing vs. Discovery You can ask questions in a leading way to help the client determine the best answer on their own   Rule – People don't argue with their own data Disqualify – part of the job is disqualifying certain buyers, not everyone is a good fit, so you should not try to sell to just anyone, need a buyer profile   Sales = Belief – people sign & pay on belief Hope – buyers contact you on hope     Seg. 3   Right level, right list of potential buyers Determine who is the decision maker (or makers) to buy Stop sounding like a salesman   Be a consultant, talk to the client, learn about them, can you even help them?   What is their selection or buying criteria? What matters to them?   Different types of buyers: Technological, financial, influential, end user   Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). –  Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). –   Ask Questions to determine What Type of Buyer you are talking with:     Strategic Buyer - Concerned with the Long Term – CEO Economic Buyer - Concerned with the budget and cost – CFO Technical Buyer - Concerned with the specifics of the product, what are the features? – CTO End User Buyer - Concerned with the benefits and value of the service as they will be the ones actually using it.      For More, see blog here   Each buyer has a different process for why they make a purchase, especially how it affects what they do at the company.   Some may be strategic (L/T), some may be concerned with cost (S/T), some want good products, etc.   How they value the ROI of your service is different Have to understand what type of buyer you are talking with   Salespeople must work on their own self limiting beliefs If you sell on lowest price, it's a race to the bottom   Don't speak when closing, wait and listen   Don't Commit HAYT – dreaded opening phrase of: How are you today?   When you call someone, you are interrupting them You must acknowledge this, and ask permission to speak May I take 30 seconds to tell you how I can help you (or why I called)?   Give your best 30 second commercial of your service, the Elevator Pitch I have taken my 30 seconds, would you like to talk for a few more minutes, or do you need to go? Does this interest you? Do you want set a time to talk later?      NyQuil – sell the symptoms, not the cure (solutions) Talk about the symptoms of the problem your client has, vs the cure for the problem     Must be Emotional & personal to emit a response Pain = emotional involvement with that trouble or pain   Are they concerned enough to deal with their problem? Plenty of people are aware of their problems, but are not going to fix them Conviction – do you believe you need this?     Seg. 4   Objective Management Group – sales data company that does sales assessment, evaluations, and sales candidate screening    You have to understand and know the sales numbers, and what percentage will buy   77% sell on interest alone, this is not Not compelling enough.   Get coach for sales   1/3 of Brad's clients – 1 man shop 1/3 have a team of 3 - 8 people 1/3 of clients are a larger group   Foundations of Sandler Sales Trainings, books, classes Sandler Book – You Can't Learn How to Ride a Bike at a Seminar Takes 1000 hours to be certified in sales   Seminars will get you techniques, to succeed you need long term training To change behavior, you have to change your habits Cannot focus on Outcomes, as you do not control outcomes Focus on your actions, daily habits   BAT Method - behavior, attitude, techniques   Attitude forms beliefs Abundance mindset Do the behaviors – Can't control outcomes / results Have to be able to manage your behaviors   Cookbook recipes for a good sales plan Build an activity plan of how you prospect, and practice   Calls and emails to prospects weekly   Daily huddle with your sales team Sales Manager is there to make people self sufficient Do not be the sales manager who jumps in often to save the salesman Development Mode – teach sales people to fish     BRT Sales / Marketing: HERE   BRT Business: HERE   Investing Topic: https://brt-show.libsyn.com/category/investing More - BRT Best of: https://brt-show.libsyn.com/category/Best+Of      Thanks for Listening. Please Subscribe to the BRT Podcast.      Business Roundtable with Matt Battaglia The show where Entrepreneurs, High Level Executives, Business Owners, and Investors come to share insight and ideas about the future of business. BRT 2.0 looks at the new trends in business, and how classic industries are evolving.  Common Topics Discussed: Business, Entrepreneurship, Investing, Stocks, Cannabis, Tech, Blockchain / Crypto, Real Estate, Legal, Sales, Charity, and more…  BRT Podcast Home Page: https://brt-show.libsyn.com/ ‘Best Of' BRT Podcast: Click Here BRT Podcast on Google: Click Here BRT Podcast on Spotify: Click Here                    More Info: https://www.economicknight.com/podcast-brt-home/ KFNX Info: https://1100kfnx.com/weekend-featured-shows/   Disclaimer: The views and opinions expressed in this program are those of the Hosts, Guests and Speakers, and do not necessarily reflect the views or positions of any entities they represent (or affiliates, members, managers, employees or partners), or any Station, Podcast Platform, Website or Social Media that this show may air on. All information provided is for educational and entertainment purposes. Nothing said on this program should be considered advice or recommendations in: business, legal, real estate, crypto, tax accounting, investment, etc. Always seek the advice of a professional in all business ventures, including but not limited to: investments, tax, loans, legal, accounting, real estate, crypto, contracts, sales, marketing, other business arrangements, etc.  

Steve Lowy, CEO of Umi Digital in London has lived around the world and owns multiple businesses in the hospitality industry – in real estate and Academic offerings including Academic Program creation, Internship Sourcing & Management, Educational Tours and Academic Programming. After successfully growing these services through digital marketing, he launched a marketing agency focused on growing hospitality businesses.  In this episode of the Global Marketing Show, I talk to him about how he leverages his experience in global digital marketing to help other hospitality organizations. It's exciting to hear as he says on his LinkedIn profile -  “I love empowering the underdogs to fight above their weight especially as the hospitality space gets cluttered with big brands.”  His advice on the show is insightful for hospitality organizations looking to increase patronage with local and international guests.  With a passion for eating and international travel, Steve studied hospitality in university in England and then lived in Australia, the S. Pacific, and the USA.  At age 24, he managed a 500 bed backpackers hostel and got great experience so he could buy and run his own hotels.  As soon as he started running his own in London, Brighton, and Moscow, he learned the importance of the digital brand for both attracting visitor and allowing online booking.  As others in the industry saw his success, he realized that he spent a lot of time educating others in hospitality about how to use digital media. Instead of consulting for free, he saw the opportunity to monetize the education and provide services to support smaller properties and organizations with growing through digital marketing.  During the conversation – I had to ask why he founded a hotel in Moscow in 2009 – he hadn't lived there or had experience.  Steve explained that it was an opportunity – some friends asked him to help them open the hotel.  He saw a great opportunity as at that time, there were not many western style hotels close to the Red Square in Moscow.  Mostly there were communist style hotels or a few western ones for about $1,000 a night.   Language was challenging since at the time there were not the tools to support their efforts and their buyers were not Russians, but international travelers.  In addition, they had to capture the cultural differences of staying at a hotel – like having food accessible.  He does see a shift in the industry with how language is used as organizations shift more to video and visuals.  Less written content is being used and depending on your buyer – it may make sense to have translated subtitles or additional translated content. We talked about how important it is to understand the buyer's journey to determine where and how translation should be used.   Some challenges that organizations face now are the following:  Drop offs in reservation stage if the third-party booking partner does not translate the reservation platform. The buyer may find the site, read all material, decide to book in their native language, but when they click through to book, it's in another language. This causes them to move on and not book.  Untranslated search terms that buyers may use. For example, if Steve optimizes his site for “London” and visitors search “Londres”, the buyers won't find him.  The flow from search, through the website to booking and confirmation must be consistent.  Not understanding your buyer's needs – if your ideal customer profile is a business traveler that needs to be close to their meeting site, less content and thus translation will be needed.  Yet, if you run a luxury resort, the customer will expect more interaction in their native language. It's not transactional, it's capturing the dream of the perfect vacation.  Determining your price point – consumers desiring a cheap stay will be more forgiving of no translation. Higher priced hospitality providers must provide in language support. They are expecting full service.    To give you an understanding of the importance of translation Booking.com (or Priceline.com in some countries) had 500-1000 translators working on their content.  They know that good quality translation offers higher accessibility which results in a better quality score which circles back to more bookings.    Steve discusses how the last couple years have been extremely rough on the hospitality industry with customer expectations increasing, inflation, difficulty in hiring and retaining and wage increases. And that marketing and training are the first budgets to be cut.  Yet it's the marketing that will increase sales. Rather than looking at marketing and translation as a cost, try looking at the ROI (return on the investment) that you can get from attracting new customers.  In London, traditionally he's translated content into English for the US, French, Spanish and German. Now they are expanding into Chinese – which means for his buyer's journey they will need translation for : SEO, website, booking, menus, on site information, and staff to speak the language(s). This is a global marketing expansion area for him.    His final recommendations – as he learned in sports – it's not the big one time gains, it's the marginal gains that make a difference.  Don't be scared and look for those marginal gains.        Links:    Connect with Wendy - https://www.linkedin.com/in/wendypease/  Connect with Steve - https://www.linkedin.com/in/stevelowy/  https://umidigital.co.uk/  Music: Fiddle-De-Dee by Shane Ivers - https://www.silvermansound.com 

Historically, marketers have identified four stages buyers go through.  And while there are many different versions of these steps, we'll work off this:AwarenessConsiderationProposalPurchaseBut here's the thing. In the not so distant past, getting prospects into and through this funnel was primarily the responsibility of  the supplier.Not anymore. Most of us in the B2B world now understand the buyers have taken control of the journey. Some reports state the buyer will begin the journey without any initial contact with any suppliers. It's been asserted that a buyer will travel 50-70% of the decision-making journey before even contacting a potential supplier.How do we manage our marketing and sales efforts under these new conditions? Dave and Steve talk about how they help thier clients. =============Follow Dave on LinkedIn: https://www.linkedin.com/in/davidloomis/Follow Steve:https://www.linkedin.com/in/steveamiller/

How to Extract a Buyer's Story and Use Curiosity to Uncover It; As humans, we are born curious.  We use curiosity to navigate the unfamiliar… Which also includes every sales opportunity you find yourself in. In the sales world, salespeople can also use curiosity as a tool to untangle a buyer's story. But to really get to the nitty-gritty and figure out the prospect's truth, there should be a deeper understanding and genuine connection. In this episode of The Influential Communicator, seasoned sales professional Andy Paul is here to uncover that truth. Andy breaks down why authenticity and curiosity are at the heart of successful selling and how inclusive conversations can foster empathy and rapport with your prospects. He also shares some of his knowledge and expertise on how sellers from all backgrounds can revamp their pitches, evolve their strategies, and break down unproductive stereotypes. Ready to take down some notes?  Press play now! WHAT WE DISCUSS: [0:53] - Who is Andy Paul? [2:58] - How Andy broke free from being “salesy” [4:12] - Who were Andy's mentors? [7:03] - What is stopping salespeople from tapping into curiosity?  [9:06] - The development of Andy's curiosity [11:25] - An exercise to train your curiosity [16:20] - Andy's success as a seller and podcast host  [20:24] - Why every buyer has a story that can make or break a sale [28:20] - How to embed success stories in the most authentic way possible [29:27] - The 3 Stages of the Buyers Journey [38:26] - A heart-centered and genuine way to extract a buyer's story  [39:46] - The impact of a question you've never been asked before [43:55] - The significance of generosity and understanding in the buying process [49:10] - An influential communicator Andy looks up to today  VALUABLE INSIGHTS AND KEY TOPICS: Why listening is as important as talking when selling The importance of follow-up questions to foster connection with the buyer The impact of making your prospects feel valued and understood How tapping into your buyer's story can offer them a more satisfying solution and why telling a familiar story can make the buyer feel seen 4 PILLARS TO HUMAN-CENTRIC SELLING: Curiosity Connection Understanding Generosity NOTABLE QUOTES: [12:45] - “There's a difference between knowing something and understanding it. And for us as sellers, we need to get to a point where we understand what the customer tells us. We need to understand why it's important to them.” - Andy Paul  [21:03] - “Really, at heart, there's only one story that you need to be able to tell, and that's the buyer's story… because that's the one they're most interested in, right? They want to know what success is going to feel like… what's success going to be like using your product or service… and you build that with the buyer through the questions you ask…” - Andy Paul USEFUL RESOURCES & LINKS: Ravi Rajani's Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 Andy Paul's Website: https://www.andypaul.com/ Connect with Andy on LinkedIn: https://www.linkedin.com/in/realandypaul Follow Andy on Twitter: https://twitter.com/realandypaul?lang=en ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory   Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking   Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

Compensation is the largest source of spend in any business. Many business owners work to compensate, fairly, equally, and with less competition but are relying on manual processes and stale data; often resulting in more confusion. OpenComp helps to simplify compensation planning with trusted market data, planning, analytics, and professional consultation in one complete platform. The VP of Marketing, Caitlin Allen, discusses the challenges and successes of reaching, targeting, and serving varying industries. Powerful content and appropriate CTAs that are aligned with their buyers' journey encourage organic growth and value-first marketing.

What is the customer journey? Why is it important? If the only part of the customer journey you focus on is generating leads and making sales (or if you don't even know what I'm talking about), this show is for you.

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

Jeff Heggie Daily Success Strategies 685: The Buyers Journey & Lead Pages Accomplish More In The Next 90 Days Than You Have In The Entire Past Year… https://JeffHeggie.com/Jumpstart It's important to understand the buyers journey and how it relates to your ideal client. How do you build a relationship if they are not yet a now-buyer? In this episode I talk about the importance of lead generation with lead pages Get a free workbook and masterclass at https://JeffHeggie.com/PeakPerformance Get your Mindset Journal and Bonus at https://jeffheggie.com/mindsetjournal A big part of the Mindset Journal is the Mindset Questions, which you can get for FREE at https://coachheggie.com/mindsetquestions

Great content is an absolutely necessary companion to your buyer's journey and your company's sales process. Knowing what type of content to produce and when to send it is key to closing sales.In this episode, Nola Boea and Lori Vajda will take you through all you need to know about producing the right content for your stage 5 (decision stage) audience and business. Take a listen and get the tips and examples so you can turn prospective buyers into customers.Thanks for Listening!Ready to start your business or grow your personal brand? Schedule a free 20 min. consultation call now. If you enjoyed this show, make sure to subscribe to the podcast so you'll never miss an episode. Want to get to know us more? Find out more about us and our services at Sticky Brand LabWe love hearing from you! Leave or speak your message hereIf you haven't already, please connect with us on Facebook! Would you like to be a featured guest or have your question, comment or review mentioned? Ask Muse!Business success strategies are in the works. Come have a listen!In This Episode You'll Learn Stage 5 (decision) of the ‘Buyer's Journey', how the right kind of marketing content can help close sales.What sales collateral is used for and the kinds of content that are most effective.Here are the essential content pieces you need for the final (decision-making) stage if you want to win customers.Key points Lori and Nola are sharing in this episode:(02:57:59) An overview of each stage of thebuyer's journey,including examples. (07:03.49) The follow up question should need to ask your ideal customers that will help you improve online marketing.(10:22:47) Do this one thing right and you'll likely move a prospective buyer to choose you over the competition.(13:17:77) 13 easy content ideas for the final decision making stage.Resources You can subscribe to Lori and Nola's show, (we love you and want to make it easy) on Apple Podcasts, Spotify, Audible, Google Podcasts, Stitcher, or wherever you listen to podcasts.FREE Download revenue and profit reference guideConvertKit: Our #1 Favorite Email Marketing Platform   (This is an affiliate link)Podcast Transcript

Whether your business goal is to get more leads, build a sales funnel or increase conversions, content plays a crucial role in guiding people through the buyers' journey. In this episode, Nola Boea and Lori Vajda share tips and examples so you can match your messaging to your prospective buyer's stage of awareness.From videos to images to blogs, content helps your prospective customers and leads learn about you as a brand, gather information about your products and services. It also helps you, as a business, position yourself as an expert in the marketplace.Thanks for Listening!Ready to start your business or grow your personal brand? Schedule a free 20 min. consultation call now. If you enjoyed this show, make sure to subscribe to the podcast so you'll never miss an episode. Want to get to know us more? Find out more about us and our services at Sticky Brand LabWe love hearing from you! Leave or speak your message hereIf you haven't already, please connect with us on Facebook! Would you like to be a featured guest or have your question, comment or review mentioned? Ask Muse!Business success strategies are in the works. Come have a listen!In This Episode You'll Learn Stage 4 (consideration) of the ‘Buyer's Journey', what it means for your marketing messaging.Using keywords that match how your ideal buyer searches online during this stage.Different tools for creating content that tips the sales in your favor.Key points Lori and Nola are sharing in this episode:(04:32:99) In the buyer's journey, as a business owner, this is how you can view content at each stage, including examples. (08:28.24) What marketing messaging is critical to have on your business website for stage 4 in order to guide your ideal customer.(11:50:19) An example of how prospective customers evaluate your business and move from stage 2 (Problem Aware) through to stage 5 (Most Aware) to purchase.(14:58:69) Here are 7 ideas you can use to move your prospective buyer to the final stage.Resources You can subscribe to Lori and Nola's show, (we love you and want to make it easy) on Apple Podcasts, Spotify, Audible, Google Podcasts, Stitcher, or wherever you listen to podcasts.FREE Download revenue and profit reference guideConvertKit: Our #1 Favorite Email Marketing Platform   (This is an affiliate link)Podcast Transcript

With a vast amount of information available and accessible online, today's buyer is more informed prior to making a purchase, than ever before. This means that to be successful in sales business owners must adapt their marketing and messaging mindset from selling to helping. In this episode, Lori Vajda and Nola Boea explain everything you need to know to create the kind of content your prospective buyers are searching for.Thanks for Listening!Ready to start your business or grow your personal brand? Schedule a free 20 min. consultation call now. If you enjoyed this show, make sure to subscribe to the podcast so you'll never miss an episode. Want to get to know us more? Find out more about us and our services at Sticky Brand LabWe love hearing from you! Leave or speak your message hereIf you haven't already, please connect with us on Facebook! Would you like to be a featured guest or have your question, comment or review mentioned? Ask Muse!Business success strategies are in the works. Come have a listen!In This Episode You'll Learn The ‘Buyer's Journey' and what it means in marketingWhat your ideal buyer is doing during the awareness stage.Why you need to create informational, not salesy, content that educates prospects along their path to purchase.The best types of content that best outline the problem that your prospective customers are experiencing. Key points Lori and Nola are sharing in this episode:(02:46:14) Why it's important to create content that uniquely matches each stage of the buyer's journey. (06:43.90) How messaging that focuses on this first and this next can move the prospect to a buyer.(11:44:04) To engage your ideal reader's attention, this copywriting trick is the key to you success.(15:13:69) Here are 7 ideas for creating the type of content that best matches stage 3, solution aware, shoppers.Resources You can subscribe to Lori and Nola's show, (we love you and want to make it easy) on Apple Podcasts, Spotify, Audible, Google Podcasts, Stitcher, or wherever you listen to podcasts.FREE Download revenue and profit reference guideConvertKit: Our #1 Favorite Email Marketing Platform (This is an affiliate link)Podcast Transcript

The old framework of the buyer's journey is broken. Customers expect more access than ever to educational, engaging content at every stage of their decision-making. Ashley Faus believes it's time to reframe the buyer's journey as the content marketing playground where customers can learn, engage, and interact with content on their own terms—building trust and affinity that lasts a lifetime. As the Content Strategy Lead of Software Teams at Atlassian, Ashley manages a team for content and distribution for iconic software solutions that unleash the potential of every team. She talked to us about how to fully embody your audience, focus on building relationships, and reframe the content marketing funnel.Show TopicsFully embody your audienceFocus on authenticityTake time to understand the problem setSeek out potential storiesUnderstand how content marketing fits into the bigger pictureView marketing as relationship-buildingReframe the old buyer's journeyBuild a content marketing playgroundReimagine the content marketing funnelCreate content for the whole playgroundShow Links Check out AtlassianFollow Ashley Faus on LinkedIn or TwitterPast guests on The Long Game podcast include: Morgan Brown (Shopify), Ryan Law (Animalz), Dan Shure (Evolving SEO), Kaleigh Moore (freelancer), Eric Siu (Clickflow), Peep Laja (CXL), Chelsea Castle (Chili Piper), Tracey Wallace (Klaviyo), Tim Soulo (Ahrefs), Sean Blanda (Crossbeam), Ilona Abramova (AppSumo), and many more.Some interviews you might enjoy and learn from:020: Spark Creativity and Generate Memorable Content with Ryan Law (Animalz)041: Actionable Tips and Secrets to SEO Strategy with Dan Shure (Evolving SEO)045: Building Competitive Marketing Content with Sam Chapman (Aprimo)009: The Long Game Podcast: Building Communities, Teams and Companies through Marketing with Sabel Harris019: Peak Performing, High-Earning Freelance Writing with Michael Keenan (Co-Founder at Peak Freelance)028: Purpose-Driven Leadership & Building a Content Team with Ty Magnin (UiPath)Also, check out our Kitchen Side series where we take you behind the scenes to see how the sausage is made at our agency:015: Should You Hire Writers or Subject Matter Experts?017: How Do Growth and Content Overlap?027: Is Organic Traffic the Best Traffic?Connect with Omniscient Digital on social:Twitter: @beomniscientLinkedin: Be OmniscientListen to more episodes of The Long Game podcast here: https://beomniscient.com/podcast/

In the episode “Your Company Rep Matters: How GenZ is Flexing Their Purchasing Power”, host Brandi Starr is joined by Ali Jawin, VP of Global Marketing and Lexi Taylor, Director of Content Marketing at The RepTrak Company. Ali and Lexi discuss tackling corporate reputation with data backed examples and trends. What is reputation really? From Sustainability to Diversity, Equity, and Inclusion, listen to dig right into how consumer perception necessitates that companies prioritize stepping up, not just to execute promises made but also communicate when they have followed through.  Does social media matter to your reputation? We discuss company conduct and perception. In the study discussed, one of the major drivers of reputation is conduct, and this was consistently looked-for by consumers across cohorts and age groups.  It's not just GenZ; everyone wants to see companies function in an ethical fashion.   In this episode, CMOs and marketers can come away with precise, data driven examples and numbers why your company rep matters.  And how to act to improve yours. Don't miss it!   Links: Get in touch with Ali Jawin on LinkedIn, Twitter, Instagram, or Facebook Get in touch with Lexi Taylor Wan on LinkedIn For more details on how people feel, think, and act towards companies globally, check out the Global RepTrak Report: The 2022 Global RepTrak® 100 is the definitive ranking of corporate reputation for the world's leading companies Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live.

First time home buyer Isabelle Raphael takes us through her year-long journey to successfully purchasing her first home. We dive into the lessons she learned along the way and she provides tips to help other first time homebuyers avoid potential pitfalls.       Mortgage Lenders HELOCPermitting Sous Sous  FHA Loan Renting v.s. Ownership Recorded in January 2022. Links: Isabelle Raphael - Contact Info Isabelles Closing On Her First HomePeer Space Host Referral LinkAirBNB Host Referral LinkEkabo Home Network (IG, Youtube, Email) Niyi Adewole is a licensed realtor in Georgia, brokered by EXP Realty. Feel free to reach out at Niyi.Adewole@exprealty.com if you would like to work with an investor friendly real estate agent. 

Do you feel confident that you are reaching all potential customers? Perhaps there is another audience that you haven't tapped into. 1 billion people experience some form of disability and we have the opportunity to make the digital buyers journey more inclusive and accessible. Making the world a better place by simplifying this process is AllyAble. AllyAble360™ was created as a modular solution that allows your development to design digital assets with accessibility in mind from the beginning. Co-Founder and CEO, David Adi joined us to dive into his personal story and how they equally work to make their buyers journey accessible and inclusive.

In this final episode of season 1, KAC joins OGK and guest host, Rusty Hall to talk capital-F Funnel. Not the beer funnel you might have been familiar with in college, but the visual funnel representation of the buyer's journey. Spoiler alert: she hates it. But there's good reason and you definitely want to hear it. And there's more, Kristin provides an alternative shape to the funnel for more accurate buyer's journey measurement, talks a tiny bit about CDP (more on that later), and talks dream scenario for org structure to get the most from all stages of the journey. Too busy for small talk? Skip ahead to 20:33 for the three things you need to know about the funnel. 

Do you know the four ways to add B2B business to your B2C Shopify Store? Avi Kumar helps us to understand some of the complexities around doing B2B on Shopify. We discuss different business models and how you can be successful on your SaaS-based eCommerce store. Avi is the owner and chief wizard of Invisible PPC, a white label PPC company that is helping agencies break into new markets. Four ways to add B2B business to your B2C on Shopify: Keep it simple, offer special Discount codes on the current B2C site for small-scale B2B sales and/or just testing waters. For more robust solutions consider Third-party wholesale applications. Simplicity and single store to serve B2c and B2B Use Shopify's wholesale channel if already paying for Shopify Plus. This provides a simple ordering channel to receive B2Bo orders. Finally, a fully separate Shopify online store gives B2B customers the most leeway both during and after the project, enabling, among other things, different catalogs and promotions in different stores. Trying to go online from the Distributer model, consider these points: 1. Is your distributor willing to buy the product/service online? First test with them. 2. Set a higher price on the website Vs what distributor end retailers can offer? Will keep your distributors/retailers happy and trust us clients are willing to pay higher prices on the Brand site. 3. Offer exclusive products online 4. Exclude distributor Geo from online and go in new areas. 5. Offer a percentage for online sales in their territory, this will buy their goodwill and support for online. InvisblePPC White Label Google/Bing ads service focused local businesses, a great choice for small agencies working in the local markets. Highly cost-effective and ROI positive to run Google ads for local business niches.

BUYERS JOURNEY + HOW TO WRITE CONTENT FOR EACH STAGE Did you know that there are three stages to your ideal client's buyers journey? Well, now you do! But why should you care you might be asking? Knowing your buyers journey is extremely important in writing targeted content that moves your ICA through your funnel. In other words, taking them from a cold lead to a hot lead. It is important to be continuously writing/cycling through content that speaks to each stage of their journey with you. Without a proper content strategy we can end up speaking to only one part of the buyers journey which ends up costing us clients in the long run. In this episode we are diving into: The three phases of the buyers journey Content mistakes to AVOID for each buyers journey How to write content for each phase Specific examples of what types of posts to write for each phase to move your ideal client to a hot lead How to write content that makes YOU the GO TO coach/mentor over anyone else Do you feel like you are getting less than stellar engagement in your content? Like you are pouring your heart + soul into it but not seeing the clients that you want to? I get how frustrating that can be which is why I have opened up spots for a 30 min FREE CONTENT STRATEGY session with me. All you have to do is CLICK HERE to book! It's time to get your content attracting ideal clients to you who need to work with you!

Listen in as your host Just Nate talks the the Founder/CEO of Mungadai Marketing Mr. Perry Rearick. Mungadai is a Marketing firm that specializes in Business to Business Media. Perry walks Just Nate through the process of "The Buyers Journey" and what a journey it is. The two discuss how smalls businesses need to shift into Content Marketing. “YOU'VE GOT TO THINK ABOUT BIG THINGS WHILE YOU'RE DOING SMALL THINGS, SO THAT ALL THE SMALL THINGS GO IN THE RIGHT DIRECTION." / Alvin Toffler / --- Send in a voice message: https://anchor.fm/thesmalls/message Support this podcast: https://anchor.fm/thesmalls/support

Your B2B content marketing plan should include different types of content to nurture marketing leads through their customer journey. We like to look at three simple stages: Awareness, Consideration and Decision. In this podcast we discuss the difference between each stage and make recommendations about the type of content you should be sharing with your prospects.

In this week's episode, Jeff and Matt discuss why Marketing should work hand in hand with Sales through the entire process of turning a prospect into a client. With Matt's insight, he discusses ideas individuals can use to boost content and better move someone through the Buyers Journey. --- Send in a voice message: https://anchor.fm/driving-change-podcast/message Support this podcast: https://anchor.fm/driving-change-podcast/support

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Traditional sales methodologies will not work the way they used to. How to solve this selling dilemma? Picture this: The world of digital leaves data-point breadcrumbs of a buyer's behavior. The world of AI never gives up, never sleeps, never errs, never misses opportunities. When these worlds collide, their synergy could solve your challenges. The experts speak. Mario Martinez, Jr., Vengreso: “Don't persuade, defend or interrupt. Be curious, be conversational, be real. And listen (Elizabeth Lesser). Paul Teshima, Nudge.ai: “No stop signs, speed limit, nobody's going to slow me down” (AC/DC). Kirsten Boileau, SAP: “Start by doing what's necessary; then do what's possible; and suddenly you are doing the impossible” (Francis of Assisi). Join us for Digital Sales Meets AI: Two Worlds Colliding – Part 2.

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Traditional sales methodologies will not work the way they used to. How to solve this selling dilemma? Picture this: The world of digital leaves data-point breadcrumbs of a buyer's behavior. The world of AI never gives up, never sleeps, never errs, never misses opportunities. When these worlds collide, their synergy could solve your challenges. The experts speak. Mario Martinez, Jr., Vengreso: “Don't persuade, defend or interrupt. Be curious, be conversational, be real. And listen (Elizabeth Lesser). Paul Teshima, Nudge.ai: “No stop signs, speed limit, nobody's going to slow me down” (AC/DC). Kirsten Boileau, SAP: “Start by doing what's necessary; then do what's possible; and suddenly you are doing the impossible” (Francis of Assisi). Join us for Digital Sales Meets AI: Two Worlds Colliding – Part 2.

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Outreach to today's buyer is more difficult using traditional sales methodologies. Where to turn? Hint: The world of digital leaves data point breadcrumbs of a buyer's behavior. The world of AI never gives up, sleeps, or misses opportunities. When these worlds collide, can their synergy boost your sales? The experts speak. Mario Martinez, Jr., Vengreso: “Good, better, best. Never let it rest. ‘Til your good is better and your better is best (1897). Kirsten Boileau, SAP: “The most difficult thing is the decision to act, the rest is merely tenacity” (Amelia Earhart). Paul Teshima, Nudge.ai: “Clear eyes, full hearts, can't lose” (Friday Night Lights). Alex Terry, Conversica: “The best way to predict the future is to create it” (Peter Drucker). Join us for Digital Sales Meets AI: Two Worlds Colliding.

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Outreach to today's buyer is more difficult using traditional sales methodologies. Where to turn? Hint: The world of digital leaves data point breadcrumbs of a buyer's behavior. The world of AI never gives up, sleeps, or misses opportunities. When these worlds collide, can their synergy boost your sales? The experts speak. Mario Martinez, Jr., Vengreso: “Good, better, best. Never let it rest. ‘Til your good is better and your better is best (1897). Kirsten Boileau, SAP: “The most difficult thing is the decision to act, the rest is merely tenacity” (Amelia Earhart). Paul Teshima, Nudge.ai: “Clear eyes, full hearts, can't lose” (Friday Night Lights). Alex Terry, Conversica: “The best way to predict the future is to create it” (Peter Drucker). Join us for Digital Sales Meets AI: Two Worlds Colliding.