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Dr. Robert Biswas-Diener shares powerful insights on how to listen well and deepen your connections. — YOU'LL LEARN — 1) The hidden barriers to listening 2) Why we should interrupt more 3) The secret to handling disagreements better Subscribe or visit AwesomeAtYourJob.com/ep1052 for clickable versions of the links below. — ABOUT ROBERT — Dr. Robert Biswas-Diener is a researcher, author, and consultant with 75 peer-reviewed academic articles and has over 27,000 citations. His previous books include The Upside of Your Dark Side (New York Times Bestseller, 2014), and the 2007 PROSE Award winner, Happiness. He has presented keynotes to Lululemon, Deloitte, Humana, AARP, The World Bank, and others. In 2024, Thinkers50 named Robert one of the “50 Most Influential Executive Coaches in the World.” He lives in Portland, Oregon, where he enjoys drawing and rock climbing.• Book: Radical Listening: The Art of True Connection, with Christian van Nieuwerburgh• Website: IntentionalHappiness.com — RESOURCES MENTIONED IN THE SHOW — • Book: Dracula by Bram Stoker• Book: They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
The Four Pillars of a Known and Trusted Brand Shep interviews Marcus Sheridan, co-founder of PriceGuide.ai, co-founder of The Question First Group, keynote speaker, and bestselling author. He talks about his new book, Endless Customers, and how brands can build trust and differentiate themselves from competitors. This episode of Amazing Business Radio with Shep Hyken answers the following questions and more: Why is building trust important in business? How to get more customers? How can businesses stand out at the beginning of the buyer's journey? Why is it important for businesses to adapt to buyers' changing behaviors and needs? How has the shift to online research influenced how businesses approach customer interactions? Top Takeaways: The more you know what your customers want, the better you can serve them. Your customers' questions help you understand what they want, including their fears and concerns. Becoming a teacher in your industry helps you establish yourself as an expert and builds trust with your audience. Using content to showcase unique aspects of a business can be a game-changer. Demonstrating processes, sharing behind-the-scenes looks, or providing valuable insights into products can capture the attention and trust of potential customers. Trust will always be critical in business. Continuously working towards being credible and trustworthy in the eyes of your customers will future-proof your business. Marcus shares The Four Pillars of a Known and Trusted Brand: Pillar #1. You've got to be willing to talk about what others in your industry aren't willing to talk about. Pillar #2. You've got to be willing to show what others in your space aren't willing to show. Pillar #3. You've got to be willing to sell in a way that nobody's willing to sell. Pillar #4. You've got to be more human in this time of AI and technology. Plus, Marcus shares actionable tips on applying the four pillars in your business to make your brand stand out. Tune in! Quote: "80% of the buyer's journey is done before they fill out that form on your website or call you. If you want to win during that period, you can't be like everyone else." About: Marcus Sheridan is a communication expert, keynote speaker, co-founder of PriceGuide.ai, and the co-founder of The Question First Group. He is the bestselling author of They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer. His latest, Endless Customers: A Proven System to Build Trust, Drive Sales, and Become the Market Leader, is now available on Amazon. Shep Hyken is a customer service and experience expert, New York Times bestselling author, award-winning keynote speaker, and host of Amazing Business Radio. Learn more about your ad choices. Visit megaphone.fm/adchoices
AI is changing the way customers search—and smart contractors are adapting. In this episode of the Contractor Growth Network Podcast, Logan Shinholser sits down with Marcus Sheridan (They Ask, You Answer) to discuss the future of customer acquisition in the AI era. Discover how Marcus's new book, Endless Customers, builds on his previous work to help businesses master modern search habits, use video effectively, and diversify beyond just Google. Key Takeaways: What "Search Everywhere Optimization" means for your business How contractors should adapt to AI tools like ChatGPT Why long-form video is making a comeback The 5 pillars of Endless Customers How to sell and communicate like 0.1% of your market Building trust with AI-powered experiences Want to learn more about Endless Customers? Visit https://www.endlesscustomers.com/ Connect With Us: Instagram: https://www.instagram.com/contractorgrowthnetwork1/ Facebook: https://www.facebook.com/contractorgrowthnetwork/ View Recent Projects: https://www.contractorgrowthnetwork.com/featured-projects/ Listen to Our Podcast: https://www.contractorgrowthnetwork.com/podcast/
The Twenty Minute VC: Venture Capital | Startup Funding | The Pitch
Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure. In Today's Episode We Discuss: 04:27 Sales Lessons from Scaling to $1BN in ARR 05:20 How to Create and Master a Sales Playbook 07:53 Lessons on First Sales Hires 09:41 Setting Goals and Targets for Sales Teams 13:22 The Reality of Tech Sales Today 16:19 Evaluating and Managing Sales Reps 19:07 Outbound Prospecting and Pipeline Generation 22:22 Hunter vs. Farmer Sales Models 24:15 Compensation and Specialization in Sales Teams 28:56 Outbound vs Inbound Sales 32:47 Pipeline and Deal Reviews 37:37 Sales Tech Stack and Tools 38:40 Maintaining Sales Morale 44:55 Are Remote Sales Teams Less Effective 46:44 Final Thoughts and Advice This episode is brought to you by Capchase, helping SaaS companies grow without dilution. Learn more at capchase.com/20vc
In der neuen Folge der Adlerperspektive dreht sich alles um das Thema, was Unternehmen wirklich voranbringt: SALES & VERTRIEB. Gemeinsam mit unserem Gast Daniel Friesen erfahrener Vertriebsexperte – tauchen wir tief in die Welt des Vertriebs ein und beleuchten, warum Sales oft als das Herzstück eines erfolgreichen Unternehmens gilt und es doch so viele Unternehmen vernachlässigen. Daniel teilt seine besten Tipps und Strategien, die er über Jahre hinweg entwickelt hat. Egal, ob ihr euren Vertrieb optimieren möchtet oder wissen wollt, wie man eine starke Personenmarke aufbaut, um Vertrauen zu schaffen und den Erfolg im Vertrieb zu steigern – diese Folge liefert euch die Antworten! Das erwartet euch: ✅ Welche Vertriebsmöglichkeiten es gibt und welche besonders gut für Dienstleistungsunternehmen funktionieren. ✅ Warum der Aufbau einer authentischen Personenmarke ein echter Gamechanger sein kann. ✅ Wie ihr digitale Tools und Online-Plattformen optimal für euren Vertrieb nutzen könnt. ✅ Die größten Herausforderungen im Vertrieb – und wie man sie meistert. Von den Grundlagen über direkte Vertriebstechniken bis hin zu modernen Ansätzen wie Inbound-Sales und Affiliate-Marketing, all das besprechen wir in dieser Folge. Zum Abschluss erläutern wir noch den gravierenden Unterschied zwischen SALES und MARKETING– und warum beide Hand in Hand gehen sollten.
It's silly how many companies manage their inbound leads, and Troy is on a mission to change that. Click a "request a demo" button. Talk to someone who was in college 7 months ago who asks you scripted questions. Meet again with someone who re-asks these questions. Then in meeting #3, see what you initially wanted based on the button click. We dig into the future of initial demos for inbound leads. Check it out!
Adam Robinson, founder and CEO of Retention, discusses his new product RB2B and the importance of simplicity and profitability in building a successful business. He emphasizes the value of bootstrapping and achieving $10 million ARR before considering raising funds. Adam challenges the traditional venture-backed model and highlights the benefits of owning a profitable business that generates millions of dollars in revenue. He also shares his experience with scaling companies efficiently and the dangers of over-hiring and overspending. The conversation explores the challenges of outbound marketing and the importance of creating a disruptive offer to drive growth. It emphasizes the value of using satisfied customers to fund business growth through referrals and expansions. The concept of inbound-led outbound marketing is introduced, highlighting the need for strong, intense signals to capture attention. The conversation also delves into the power of thought leadership and organic social media content in driving demand. The discussion concludes with a focus on the benefits of engaging in public battles and the importance of building a personal brand and thought leadership to create a following and generate referrals. TakeawaysBootstrapping to $10 million ARR before considering raising funds can lead to a more profitable and sustainable business.Simplicity and ease of use are key factors in building a scalable product.Many SaaS companies struggle to achieve profitability due to over-hiring and overspending.Focusing on long-term profitability and cash flow can be more rewarding than pursuing a quick exit.The traditional venture-backed model may not be the best fit for all businesses, and alternative paths to success should be considered. Outbound marketing has become more challenging, making it important to create a disruptive offer to stand out.Using satisfied customers to fund business growth through referrals and expansions is a sound way to run a business.Inbound-led outbound marketing requires strong, intense signals to capture attention.Thought leadership and organic social media content are powerful tools for driving demand.Engaging in public battles, building a personal brand, and thought leadership can create a following and generate referrals. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Retention.com here:http://www.retention.com Learn more about Adam Robinson here:https://www.linkedin.com/in/retentionadam/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"The best free product I've ever heard of in my life.""I will make millions of dollars a year, every year.""Bootstrapping to $10 million ARR will make your product so good.""Outbound has gotten so weird. Like it's just not as easy as it used to be.""Using your customers, your satisfied customers to fund your growth.""Inbound-led outbound, how do we do lead gen, identifying warm leads, and then reaching out to them." Chapters00:00 Introduction and Sponsorship02:20 Adam's Background and RB2B's Launch04:19 The Value of RB2B's Free Version07:09 The Billion Dollar Challenge and Realistic Expectations10:09 The Importance of Simplicity in Product Development13:07 Balancing Growth and Profitability14:56 The Downside of Selling a Successful Business16:51 The Challenges of Managing Rapid Growth18:53 The Benefits of Owning a Profitable Business21:14 The Challenges of Scaling Sales and Marketing24:23 Inbound-Led Outbound Marketing29:13 Driving Demand through Thought Leadership and Organic Social Media Content35:22 Engaging in Public Battles and Building a Personal BrandSee omnystudio.com/listener for privacy information.
In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business. In this episode of Grow a Small Business, host Michael Denehey interviews Marcus Sheridan from Impact plus discusses the importance of understanding not just who your business serves, but who it doesn't. He emphasizes the value of clarity in operations and the growing impact of AI on content creation, urging small businesses to embrace AI tools to scale their efforts. Sheridan also shares a success story of Opus Partners, a New Zealand company that has thrived by being transparent and consistent in its approach. Marcus discussed his book, They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer. This book offers a clear guide to revamping your current marketing strategy. Learn more about Marcus at Opes Partners. Key Takeaways for Small Business Owners: Know Who You're Not: Clarity on who your business does not serve is as crucial as knowing who you do serve. This helps you confidently say no to opportunities that don't align with your expertise. Focus on Your Strengths: Concentrate your efforts on what you do best. This not only optimizes your resources but also enhances customer satisfaction by delivering high-quality services. Embrace AI for Content Creation: AI can significantly boost your content production, allowing small businesses to create high-quality, human-like content at scale without additional staffing. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for? Be Transparent and Honest: Openness about your limitations and the true benefits of your offerings builds trust with customers, leading to stronger relationships and long-term success. Stand Out by Doing What Others Won't: Differentiate your business by taking bold steps in your sales process and content strategy that your competitors aren't willing to take. Consistency is Key: Success in content marketing and business growth comes from consistent efforts over time. Stay committed to your strategies, even when results aren't immediate. One action small business owners can take: One action small business owners can take, according to Marcus Sheridan, is to embrace and implement AI tools for content creation. By leveraging AI, they can produce high-quality, human-like content at scale, enhancing their online presence without needing to hire additional staff. This can help them stay competitive and stand out in their industry. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximize your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.
In this episode, I dive into the world of inbound sales calls, I say are the low-hanging fruit for increasing income and maximizing conversions in the car sales! Learn how to craft a sales process tailored to address common challenges encountered during inbound sales calls, such as customers rushing for out-the-door (OTD) pricing, seeking trade values upfront, or inquiring about rates and availability before committing. Join me as I explore the art of mitigating problems on your sales calls and devising a proactive strategy to preempt and resolve issues that may hinder your sales success. Learn actionable techniques to shift the odds in your favor, ensuring more favorable outcomes aligned with your desired results. Many sales professionals face the challenge of being derailed right from the initial greeting, making it difficult to secure appointments when customers press for information upfront or hesitate to visit the dealership. Gain insights into different approaches to handling sales calls effectively, presented through diverse scenarios and examples aimed at positioning you as a trusted advisor rather than a mere seller, fostering a sense of confidence and rapport with potential customers. Uncover a blueprint for structuring a refined call process that minimizes common pitfalls and enhances your overall call performance. Embrace the notion that persistent problems indicate a need for process improvement, and explore specific strategies and methodologies to elevate your call outcomes consistently. To succeed in inbound sales calls, it's crucial to convey confidence, expertise, and genuine care through your interactions. Let's embark on this journey together to redefine your communication style, refine your questions, and reshape your statements to establish yourself as a valuable resource and guide for customers. Commit to adopting new processes and embracing change to propel your sales performance to new heights. Embrace the challenge of mastering inbound sales calls, and unlock your full potential as a top-tier sales professional. Are you ready to elevate your sales game and achieve greatness in every call? Tune in now and take the first step towards sales excellence! Dealer Talk with Jen Suzuki Podcast |Jennifer@edealersolution.com | 800-625-1590 | edealersolutions.com
Mastering the art of inbound sales can help bootstrapped software makers and SMBs increase revenue by attracting, engaging, and converting more customers — without breaking the bank. Inbound sales focus...
In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Eoin Bara, CEO of Tipple, who shares how Tipple won five billion dollar customers in its first year of operation. "There's a lot of SaaS companies that do one thing, and I think there is a trend in the market towards consolidation. So if you look at, like, employer records and HRIS systems benefits tools, right, I think there's going to be consolidation of those into one tool. You know, we look at Revolut now doing expenses, you know, you look at offering other products, that's going to be the thing. It's 1. finding the thing that's going to be the killer feature that brings the customers in the cutting through the noise of marketing and like getting to your target customer, then it's going to market getting scale." Eoin shares: - His journey from being a UX designer working with the likes of Goldman Sachs, Vodafone, like Aer Lingus, to 'starting a side hustle' now known as Tipple - How fond memories of his childhood in Tullamore influenced an expression in booze - How building infrastructure for the alcohol industry led to winning the RFP and getting their first billion-dollar customer - The aftermath of winning the SaaStock 2023 Pitch Competition; "inbound from VC's just went nuts" - Their strategy for winning customers; including market education and balancing inbound & outbound and more.Check out the other ways SaaStock is serving SaaS founders
Robert Gibbons is Chief Revenue Officer at Aabyss, and Troy Midwood is the Chief Technology Officer. This interview was recorded with Richard Tubb live at Dattocon in Dublin in June 2024.Robert and Troy shared their experiences in the IT sector, and explained why they believe it's important to attend conferences such as Dattocon, and why they even bring along their intern!Robert tells Richard what the MSP community means to him, the most valuable lesson he's learned, and what he would do differently if he was to start an MSP again tomorrow. Richard also asks Troy to share some advice for MSPs who are stuck in the mindset of ‘being a tech guy', why modern MSP owners need to change their attitude to achieve longevity, and what was true when Troy started in the industry that's still true today.Mentioned in This EpisodeIT conference: DattoconPodcast: Richard's interview with RobertBook: Marcus Sheridan: They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer, 2nd Edition, Revised and UpdatedCybersecurity accreditation: Cyber Essentials/Cyber Essentials+Quality management certification: ISO9001Environmental management certification: ISO14000Information security certification: ISO2700Peer group: SBSC Northwest GroupIT management platform: KaseyaPSA tool: AutotaskRMM tool: Datto RMMDocumentation tool: IT GlueCloud marketplace: Pax8IT conference: Pax8 Beyond (Denver)IT conference: Pax8 Beyond EMEA (Berlin)
In this episode of 'Building Great Sales Teams,' Doug provides an update on the BGST24 event in San Antonio, Texas, and details the exciting lineup of speakers and panelists. The main focus of the episode is a detailed explanation of the sales flow process, including stages from lead sourcing to client nurturing. Doug emphasizes the importance of SOPs, effective use of software tools, and tactical follow-up campaigns to streamline the sales process. Additionally, he touches upon their consulting workload and introduces various coaching programs and partnerships.Chapters00:00 Introduction to Building Great Sales Teams00:41 Event Updates and Excitement01:56 Ticket Information and Event Details02:22 Sales Flow Overview03:29 Consulting and Coaching Insights04:25 Deep Dive into Sales Flow Stages15:18 Follow-Up Campaigns and Client Management27:56 Conclusion and Event ReminderSecure your ticket for the BGST24 event: www.bgst24.com Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!
This week on the Revenue Insights Podcast, we are joined by Katharine Reagan, Chief Revenue Officer at Sago. In this episode, Guy and Katharine explore how Sago have pivoted from an exclusively Inbound-led to an Outbound sales motions, touching on the four ‘metrics that matter', when to introduce qualification methodologies, and the four stages of the sales pipeline. Katharine is a revenue acceleration expert, currently serving as Chief Revenue Officer at Sago, a global market research organization bringing human answers to business questions through digitally-transformed solutions. Prior to this, she was at Gartner for nearly 20 years, most recently as VP of New Products Sales and Business Transformation in the Digital Markets division.
They Ask You Answer: Ein Revolutionär Simpler Ansatz Für Mehr Erfolg In Vertrieb Und Marketing, Angepasst An Die Digitalen Konsumenten Von Heute ABOUT THE BOOK This is the German-language edition of the bestseller "They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer" by Marcus Sheridan, featured on episode 258 of The Marketing Book Podcast in 2019. This interview starts in English and then is in German. ABOUT THE AUTHOR René Neubach is the founder of Content Glory. Born and raised in Vienna René has spent the last 25 years in different areas of digital marketing before joining the pharmaceutical industry in various marketing positions both in Europe and globally. For the last ten years, René has worked as a consultant and business coach, focusing on developing content strategies for his clients and coaching marketing and salespeople to implement these strategies and tactics in their companies successfully. ABOUT THE GUEST HOST Torsten Herrmann is a digital marketing consultant and Managing Director of the online marketing consultancy Chain Relations GmbH in Frankfurt and Leipzig. Chain Relations is a digital marketing agency specializing in online lead generation and demand generation in B2B industries. For over 25 years, he has supported B2B companies of all sizes in developing and optimizing their marketing and sales strategies. He hosts the German-language podcast “Lasst die Kunden Kommen,” which is the same name as his business novel about inbound marketing and account-based marketing.
In this week's Scale Your Sales Podcast episode, my guest is Chet Lovegren. Chet is the founder of The Sales Doctor a revenue growth agency designed to eliminate the revenue bleed caused by archaic sales enablement practices. In this episode, Chet explores the crucial factors that founders need to consider when building and scaling their sales operations, emphasizing the significance of focusing on inbound sales, honing sales skills, and understanding the sales system before diving into outbound efforts. He shares insightful experiences and examples, highlighting the need for founders to prioritize manual processes, hiring the right people, and assessing employees' true potential beyond traditional interview methods. So, tune in to gain valuable insights on building a successful sales engine and navigating the challenges of scaling your sales. Welcome to Scale Your Sales Podcast, Chet Lovegren. Timestamps: 00:00 – Inbound Focus, Scaling Strategies, and Hiring Wisdom. 05:25 – Jumping to new opportunities without proof detrimental. 06:46 – Salespeople must understand business engine to succeed. 12:27 – Founders idolize lifestyle of Mark Zuckerberg, Elon. 16:24 – Establishing relationships, hiring, and learning in business. 18:14 – Employee lacks understanding of CFO responsibilities and operations. 21:04 – Self-evaluating employees seek guidance, not hand-holding. 24:39 – CVs predict interviews poorly; new tools emerging. https://www.linkedin.com/in/chetlovegren/ https://twitter.com/thesalesdoc_rx Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
George is the “Chief HubSpot Helper” owner at George B. Thomas, LLC. George helps companies streamline and grow by using the right HubSpot CRM, marketing, sales, service, operations, and CMS tools. George has more than 30 years of sales & marketing experience and has been using HubSpot since 2012. George is a vault of valuable information, tactics, and strategies with a record-breaking thirty-five plus HubSpot Academy certifications, including Inbound Marketing, Inbound Sales, Contextual Marketing, CMS Implementation, Email Marketing, and Content Marketing. In this week's episode, George shares how agency owners can begin integrating and implementing HubSpot tools into their systems and processes to streamline sales and marketing to make their jobs simpler. From starting out at a small design agency, he fell in love with HubSpot and all it can do to make businesses run smoother at a reasonable price. Now, he teaches business owners how they can easily fill their sales funnels and keep up with clients with just a few clicks. If you're curious about HubSpot tools and integrations but feel overwhelmed about where to begin, this episode will give you a good beginner crash course on HubSpot's capabilities. What you will learn in this episode: 3 major ways HubSpot helps someone run a business more effectively Getting started on HubSpot for free and scaling up How HubSpot can grow with your business HubSpot tools that help free up your time The power of learning new tools and skills as a business owner Getting 1% better each day with a growth mindset Resources: Website: https://www.georgebthomas.com/ Website (business): https://sidekickstrategies.com/ LinkedIn (personal): https://www.linkedin.com/in/georgebthomas/ Schedule a call with George: https://www.georgebthomas.com/get-started HubHeroes Podcast: https://sidekickstrategies.com/hubheroes-podcast
Making software products is the fun part
November 26th Weekly Flash Briefing: Swimming Pools, Industry News, Business & Culture. Topics Discussed: Pal Lighting: Introducing the Inverter Heat PumpPool Brain: View route stop duration times on a graph Lyon Financial: Lock in 2023 pool prices PHTA: PHTA Economic Impact StudyFluidra: Fluidra Pro Academy in-person training classesSCP: New Mesa, AZ Location. Superstition Springs Branch 644Twinscape: Introducing Hydrofloors StreamlinePiscina & Wellness Barcelona at the Gran Via Venue in Barcelona Spain Pool Industry Podcasts Quote of the Week: “Success is not final, failure is not fatal: it is the courage to continue that counts.” – Winston Churchill Book of the Week: They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus SheridanPools in Culture: Mike Birbiglia: The Old Man & The Pool
Today's episode of the podcast is all about the importance of creating content as an online business, but why it is important that only you get to decide what type of content that is. In this episode I delve into the key things you need to be thinking about when choosing what content works best for you and your business, and why blindly following the advice of big name experts won't work. If you have not consistently produced content yet in your business, I want you to take some action from this episode. I want you to think about what content would work best for you and then make a commitment to make it happen! I'd really love to know what you choose, drop me a DM on my socials and let me know! KEY TAKEAWAYS COVERED IN THE PODCAST Why creating content as an online business is an absolute must Why you shouldn't try to replicate someone else's content The key to success, no matter what type of content you choose to focus on LINKS TO RESOURCES MENTIONED IN TODAY'S EPISODE Listen to my interview 'The Power of Content Marketing' with Marcus Sheridan They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan Connect with Teresa on Instagram, LinkedIn, Facebook or Twitter Transcript Hello, and welcome to this week's episode of Your Dream Business Podcast. And as always, I'm your host, Teresa Heath Wareing. So this week is going to be a short and snappy episode because something was brought to my attention the other day and I just wanted to take a minute to talk about it and to kind of reassure you on something. So someone said to me the other day, had I seen Gary Vaynerchuk's post where basically he said, everyone should have a podcast. And if you haven't got a podcast by 2024, like you're missing out basically. And It was really interesting because as you know, I'm a huge podcast fan and I am a huge advocate of content like content for your business is one of the most important things that you can do. So. Why was I so triggered by Gary saying everyone's got to have a podcast? And I think one of the reasons that I am is it because it comes back to pretty much everything that I talk about and everything that I say In terms of you get to decide and you get to choose. And some people are just not designed to have a podcast or are not designed to do video or write or whatever it is. And I think what happens is people look at someone like Gary V and think, well, if he does it, I should do it. If he says we've got to do it, I should do it. Or you look at someone who is in a different season of life or have a different team size, and you look at the content they're putting out and think, oh, I must be doing the same. But the truth is, You shouldn't and there are so many reasons why you shouldn't be doing the same. The first one is You're not them. They are someone completely different to you. They...
My work recently with a client has put me on the other side of the buyer - seller relationship, as we build a new business development team. I have been amazed at the approach taken to my interest in their 'Sales SaaS' resulting with the feeling that outbound sales are deemed more precious than their inbound counterparts. In the podcast I go a little deeper in the experience and reference some good examples of BANT, MEDDIC, ANUM and GPCTBA/C&I (interesting methodology thats designed especially for inbound sales. Linkedin get a solid reference based on the fact that they are very good at what they do...very, very good... Let me know what you think.
Craig Andrews is Principal Ally and founder of marketing agency allies4me. Using a proven method that mimics the stages of courtship, allies4me helps companies find strangers and convert them into high-paying customers. An eight-stage Customer Value Journey is the framework that leads someone from first contact to post-purchase.Craig was in a comma for 6 weeks with covid and had to learn to walk again.Episode Links:Web: https://hub.allies4me.com/lp/speak/Facebook: https://www.facebook.com/CraigAndrewsMarketingLinkedIn: https://www.linkedin.com/in/craig-andrews/Joey Pinz Conversations Podcast Information: • Website: https://www.joeypinz.com • Link Tree: https://linktr.ee/joeypinz • Music by Tom Izzo: @wahlsinger https://tomizzomusic.com Support our podcast: • Subscribe: https://joeypinzconversations.com/subscribe/ • How much is this podcast worth to you? Consider $5, $10 or $20/mo with Patreon: https://www.patreon.com/joeypinz • How about a one-time payment? • What is the episode worth to you? $25/$50/$100/$500 /$1,000/$5,000 with PayPal (one-time): https://www.paypal.com/paypalme/JoePannone Please subscribe/follow to Joey Pinz Discipline Conversations Podcast: • Spotify, Apple, Google, or others. Please consider rating with 5 stars if you like it. • Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438 • Spotify: https://open.spotify.com/show/69SFwY3XSwcw9qNvElAn10 • Google: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5idXp6c3Byb3V0LmNvbS8xODI4OTA2LnJzcw • YouTube: https://www.youtube.com/c/JoeyPinzDisciplineConversations?sub_confirmation=1Please follow on social media: @TheJoeyPinz • Instagram: @TheJoeyPinz https://www.instagram.com/TheJoeyPinz • Twitter: @TheJoeyPinz https://twitter.com/TheJoeyPinz • Facebook: @TheJoeyPinz https://www.facebook.com/TheJoeyPinz • TikTok: @TheJoeyPinz https://www.tiktok.com/@thejoeypinz • Minds: @TheJoeyPinz https://www.minds.com/thejoeypinz • YouTube: @TheJoeyPinz https://www.youtube.com/@thejoeypinzFinally, join our newsletter: https://joeypinzconversations.com/#newsletterSupport the show
The Book Leads – Episode 56: Connor DeLaney and I Hear You: The Surprisingly Simple Skill Behind Extraordinary Relationships by Michael Sorenson Connor's the exact person and leader you want in your business, especially in its founding and building. As Director of Membership at IMPACT, he's helping create the customer and client experience. He's understood that power from an early age, working in the restaurant business before working in the office environment. Because of that early experience, he knows the power of relationships and communication. He's continued to refine – and improve – his approach to relationships as a result of having read this book. Connor's approach is a lesson across the values of curiosity, empathy, and work ethic. Through the stories and examples we both share here, he facilitates how the lessons of this book apply to our everyday work and personal lives. That there's too much we're leaving on the table if we don't learn about and listen to each other. Even if we have the best of intentions in everything we do, it doesn't mean we're demonstrating that in our actions. There's always room for improvement and refining. Connor and I met when I joined the board of the American Marketing Association – Connecticut Chapter. We only had one brief conversation at that time since our times on the board did not overlap. Nevertheless, we've stayed in touch. I appreciate what Connor brings to the LinkedIn community, always sharing and engaging to create value to his team, colleagues, and network. Connor's my first repeat guest on the show. All the way back in Episode 12 we covered the book They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan. Episode Highlights The power of the early work and doing the reps, and what that does for your relationship building and networking. The power of exploration and discovering new things to keep your energy high, even in new and unexpected areas of life and work. The power of trust, honesty, and candor: “Take the thing that's in the back of your head and put it in your mouth and spit it out.” The power of validation in seeing others and building relationships The MAIN QUESTION that underlies my conversation with Connor this time around is, How do you take the time to learn to listen, to hear and see others and improve relationships? Learn more about Connor & IMPACT Connor's LinkedIn: https://www.linkedin.com/in/connor-delaney/ Website: app.impactplus.com LinkedIn: https://lnkd.in/eFSvVBUR Watch the episode on YouTube: https://www.youtube.com/channel/UCtNpTQTFjuN6Tjs52JB7zUQ Learn more about The Book Leads: https://www.linkedin.com/pulse/got-lead-great-book-thats-impacted-your-work-life-me-john/
Over the past few weeks, Stephen McCormick and I have been speaking to MSP business owners, creative marketers and directors to share their experiences of entering and winning the SuperOps MSP awards, and their best advice for business success. To mark the end of season five of TubbTalk, we present to you a round-up of those top tips. There are all kinds of things that these IT experts do that you could start doing in your MSP too. You never know – you too could be an award winner! Jack Peploe of Veterinary IT Services talks niching and website mistakes and Mitch Redekopp of Rivercity Technology Services chats about why he does a cyber risk assessment with new clients and the challenges of running an MSP. Marketing expert Sarah Turner of Backbone IT shared the highs and lows of marketing in an MSP and a customer-first approach to business. Jack Gray of FOMO Technology discussed being a solo MSP and obstacles to growth, and Simon Heath of The Final Step shared their approach to business culture.Mentioned in This EpisodeBook: Marcus Sheridan: They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital ConsumerAI tool: ChatGPTMSP marketing expert: Paul GreenThe Tech Tribe7 Figure MSPBook: Chris Wiser: 16 Strategies You Need To Know To Protect Your Business From Hackers Book: Janna Dutton: Conversations Over Coffee – Volume 1: Real People, Real Stories, Real SuccessErnest Murry CTO of Genuine Technology GroupMarketing CRM: HubSpotDesign tool: CanvaOnline video editor: InvideoWebsite heatmap tool: HotjarMel Robbins PodcastJay Shetty PodcastBook: Mel Robbins: The High 5 Habit: Take Control of Your Life with One Simple HabitBook: Mel Robbins: The 5 Second Rule: The Surprisingly Simple Way to Live, Love, and Speak with Courage: Transform your Life, Work, and Confidence with Everyday Courage, (cover may vary)Feel Better,...
They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the […] The post Chris Voss Podcast – They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan appeared first on Chris Voss Official Website.
In today's Quick Fire Friday episode, Michael interviews Tim Reid, Founder and CEO of the Small Business Big Marketing. He's based in Australia. Tim specializes in marketing, specifically helpful marketing, which means, creating marketing that solves the problems of your customers so they can make a more informed decision; other than that, he's also a host of the 13-year-old, award-winning, Small Business Big Marketing Show, a popular keynote speaker, and a conference emcee. In the big wide world of marketing, where there are many shiny objects, it can easily make you feel that marketing is complicated and overwhelming. However, that isn't the case today where lots of services and technology will make marketing for small businesses easy. That's where Tim comes in, Tim helps small-medium-sized business owners create marketing that works, that solves problems. He calls it, helpful marketing, a type of marketing that solves the problems that your customers have, a type of marketing that is more about building trust over time. The one thing Tim recommends a small business owner go and do is to respect marketing, seriously contemplating and a good think about what you feel about the marketing of your business. To treat it as an expense or a hobby? Because when something's a hobby, you find time for it, the money, the energy, and you can't wait to do it. This Cast Covers: Tim's insights into marketing and how he can assist small business owners. Services and technology that make marketing for small businesses easy. Small-medium business owners think marketing in the modern world is expensive. Determining what constitutes a helpful marketing tactic. The vitality of answering the big questions you get asked as a business owner. Tim's thoughts regarding risk in the context of marketing. How Search Engine Optimization can significantly improve your advertising results. Helpful marketing is a long-term process, not a quick dash. Carefully contemplating about what you feel about marketing your business. Links: Tim's Linkedin Tim's Company Website Additional Resources: They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan, Krista Kotrla Quotes: “When something's a hobby, you find time for it, the money, the energy, you put it in your diary, and you can't wait to do it.” — Tim Reid. “Sometimes a little bit of knowledge can be dangerous. Other times, it can be very helpful.” — Tim Reid. “You just have to choose very, very wisely.” — Tim Reid. “Helpful marketing is a marathon, it's not a sprint.” — Tim Reid. “Play to your strengths.” — Tim Reid.
Marcus Sheridan is an international speaker who has been dubbed a “Web Marketing Guru” by the New York Times and one of the 20 “Speakers You Don't Want to Miss” by Forbes. His book They Ask, You Answer offers a revolutionary approach to inbound sales, content marketing, and today's digital consumer.Resources:Get your copy of Marcus' book -- They Ask, You AnswerConnect with Marcus on LinkedInGet the first three chapters of Content Marketing Secrets for freeConnect with me on LinkedIn
They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the digital consumer, and much more In today's digital age, the traditional sales funnel―marketing at the top, sales in the middle, customer service at the bottom―is no longer effective. To be successful, businesses must obsess over the questions, concerns, and problems their buyers have, and address them as honestly and as thoroughly as possible. Every day, buyers turn to search engines to ask billions of questions. Having the answers they need can attract thousands of potential buyers to your company―but only if your content strategy puts your answers at the top of those search results. It's a simple and powerful equation that produces growth and success: They Ask, You Answer. Using these principles, author Marcus Sheridan led his struggling pool company from the bleak depths of the housing crash of 2008 to become one of the largest pool installers in the United States. Discover how his proven strategy can work for your business and master the principles of inbound and content marketing that have empowered thousands of companies to achieve exceptional growth. They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today's internet-savvy buyers. New chapters explore the impact of technology, conversational marketing, the essential elements every business website should possess, the rise of video, and new stories from companies that have achieved remarkable results with They Ask, You Answer. Upon reading this book, you will know: How to build trust with buyers through content and video. How to turn your web presence into a magnet for qualified buyers. What works and what doesn't through new case studies, featuring real-world results from companies that have embraced these principles. Why you need to think of your business as a media company, instead of relying on more traditional (and ineffective) ways of advertising and marketing. How to achieve buy-in at your company and truly embrace a culture of content and video. How to transform your current customer base into loyal brand advocates for your company. They Ask, You Answer is a must-have resource for companies that want a fresh approach to marketing and sales that is proven to generate more traffic, leads, and sales.
Self-storage investing is one of the most profitable value-add opportunities in real estate, but few people know how to jump into the space. In this episode, we speak with Sean Graham, the founder, owner, and operator of Maven Equities, a commercial real estate syndication company focused on self-storage opportunities. He started his real estate journey by house-hacking small multi-family properties before launching Maven and going full-time with real estate investing. Sean continues managing his own portfolio of residential rental properties while investing in and developing self-storage facilities. Sean is a licensed CPA with a background in public accounting and private equity. Sean explains how he successfully transitioned into the Self-storage space and the lessons he learned along the way. He gives tips on what to look for in properties, how to manage them, how they do in recessionary periods, and ultimately the steps you need to take to make your self-storage business successful! HIGHLIGHTS FROM THE EPISODE 00:00 - Coming up 00:13 - Intro 00:52 - Welcome Sean to the show 01:17 - Sean talks about his background 03:30 - He talks about his early career 06:14 - The transition from W2 to entrepreneur 08:57 - What his education process looked like 14:07 - How he maintained focus throughout his journey 19:08 - His experience with real estate 21:30 - The lessons learned 24:19 - How he transitioned over to self-storage 28:30 - What to look for in properties 35:54 - Book recommendations 36:35 - Podcast list 37:49 - Bucket list item 38:40 - Final thoughts 40:13 - Connect with Sean LINKS FROM THE EPISODE The Largest Self-Storage Podcast in the World-https://www.selfstorageincome.com/podcast The Investors Guide to Growing Wealth in Self Storage: The Step-By-Step Playbook for Turning a Real Estate Asset Into a Thriving Self Storage Business Book- https://www.amazon.com/Investors-Guide-Growing-Wealth-Storage/dp/1735258806/ref=sr_1_1?qid=1671428872&refinements=p_27%3AAJ+Osborne&s=books&sr=1-1 They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer Book- amazon.com/They-Ask-You-Answer-Revolutionary/dp/1119312973' CONNECT WITH THE GUEST Website: https://www.mavenequities.com/ Website: www.mavenstorage.com LinkedIn: https://www.linkedin.com/in/sean-graham-cpa-5b3a5443/ SeanGraham email: sean@mavenequities.com CONNECT WITH THE HOST Connect with our host, Randy Smith, for more educational content or to discuss investment opportunities in the real estate syndication space at www.impactequity.net, https://www.linkedin.com/in/randallsmith or on Instagram at @salesguyinvestor --------------------------------------------------------------------------------------------------------------------------- Follow us on social media @the.gentle.art.of.crushing.it Listen, like, subscribe, comment: http://thegentleartofcrushingit.com/
Le-vanza is a fast-growing Indian ayurvedic brand that started out from the humble home of Sherif Arora. Today, a brand that was started by his mother, is on its way to addressing a global target market with its products, keeping their core focus on educating consumers over promoting deals and discounts. As a brand that caters to a very defined target audience, Le-vanza has been extensively making use of content marketing. They believe that consumers should find their brand and its products while seeking for solutions to their problems, and make a purchase when they are fully educated about the benefits they can offer. While they have been experimenting with ad campaigns often, they believe educational content is the best way to sell - especially if you're selling healthcare, wellness (in their case, ayurveda) products. So in this episode, we get talking to the man himself about how he strategizes content across all channels to reach his target audience and engage them proactively! To know more about Le-vanza, visit their online store here.
My Top 5 Books1. They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer2. Time Rich: Do Your Best Work, Live Your Best Life3. The Comfort Crisis: Embrace Discomfort To Reclaim Your Wild, Happy, Healthy Self4. Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork5. The Process Is The Product
Inbound sales is a fantastic way to get more revenue. But you need a good sales process to close deals!Increasing revenue doesn't end with your marketing, it ends with your sales team. In this podcast, Alexander and Josh discuss the pros and cons of inbound sales. And how to do it well.
There's so much debate on when an insurance agency is a service shop vs. a sales shop. How to train the sales team to prioritize for a sales process. When we started working with many clients, we quickly discovered that there was no insurance sales cycle process. Agents get trained on how to quote, but there is not enough emphasis or focus on a defined sales process. In reality, agencies need a written down, practiced sales process that everyone leans on. When we focus on quoting insurance, we often have a process that is easiest for us, but we leave out a key factor - the client! Visit our blog for in-depth development of an insurance sales process: https://www.agencyperformancepartners.com/blog/ideal-insurance-sales-cycle-process/ Try our Process Pack to assist with agency growth goals and implementing a solid sales process: https://www.agencyperformancepartners.com/shop/agency-process-pack/running-an-insurance-agency-setting-goals/
Join your host Giuseppe Grammatico and his guest Marcus Sheridan as they talk about how you can become a digital David in a land full of typical Goliaths. Owner of IMPACT, Marcus explains how his company assists businesses in building world-class internal content development teams. He talks about the importance of having a clear goal when producing material, how ignorance turns off clients, and how writing helped him both preserve his swimming pool business in 2008 and launch a successful speaking career at the same time. In this episode you will learn: Discussing your customers' inquiries could be beneficial to you Your clients will go to someone else if they can't get it from you Marcus Sheridan on contracting out the development of content A single focus on the goal Don't write for other people; write for yourself And so much more! About Marcus Sheridan: Marcus Sheridan is a highly sought-after international keynote speaker known for his unique ability to excite, engage, and motivate audiences. Forbes named Marcus “One of 20 Speakers You Don't Want to Miss.” He has been dubbed a “Web Marketing Guru” by the New York Times and featured in Inc., The Globe and Mail, Forbes, and many more. As an owner of IMPACT, Marcus has established one of the most successful digital sales and marketing agencies in the country. Within his speaking company, Marcus Sheridan International, Inc., he gives over 70 global keynotes annually, where he inspires audiences in the areas of sales, marketing, leadership, and communication. Mashable rated his book, They Ask, You Answer, the “#1 Marketing Book”, and Forbes listed it as one of the “11 Marketing Books Every CMO Should Read”. Connect with Marcus Sheridan on: Twitter: https://twitter.com/thesaleslion?lang=en LinkedIn: https://www.linkedin.com/in/marcussheridan/ Email: marcus@marcussheridan.com They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer, Book by Marcus Sheridan: https://www.amazon.com/They-Ask-You-Answer-Revolutionary-ebook/dp/B07VVH94ZF/ref=tmm_kin_swatch_0?_encoding=UTF8&qid=1652114635&sr=1-1 Connect with Franchise Freedom... Website:https://ggthefranchiseguide.com/podcast/ Linkedin:https://www.linkedin.com/company/gg-the-franchise-guide Facebook:https://www.facebook.com/GGTheFranchiseGuide Twitter:https://twitter.com/ggrammatico Instagram:https://www.instagram.com/gg_the_franchise_guide/ Youtube: https://www.youtube.com/channel/UCxWsxLRngbxJEH2m8w-ptYw?view_as=subscriber Apple:https://podcasts.apple.com/us/podcast/franchise-freedom/id1499864638 Spotify: https://open.spotify.com/show/13LTN5UzA57w2dTB4iV0fm Google:https://cutt.ly/gkG7t2g
Brad Sugars is internationally known as one of the most influential entrepreneurs. Brad is a best-selling author, keynote speaker and the number one business coach in the world. Over the course of his 30 year career as an entrepreneur, Brad has become the CEO of 9 plus companies and is the owner of the multimillion dollar franchise Action Coach. As a husband and father of 5, Brad is equally as passionate about his family as he is about business, that's why Brad is a strong advocate for building a business that works without you so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road but if you can learn from those who have gone before you, it becomes a lot easier than going at it alone. That's why Brad has created 90 days to revolutionize your life, it's 30 minutes a day for 90 days teaching you his 30 years experience on investing, business and life. Questions Could you share a little bit about how you got to where you are today? In your bio, it mentioned that at the end of the day, you want to be working in a business that can work without you. Like so many people don't understand that concept. Could you explain what that means? And so, maybe could you share with us, let's say 3 to 4 success principles, or just things that will help to make you be more successful as a business owner or an entrepreneur. Could you share with us I would say maybe, let's move it up to five traits that a leader needs to really grow and develop their people. Where do you get to that point where you're starting to attract really quality people? Is it because of the energy that you're giving out, your leadership style, what makes the right people or attracts the right people to come to you? What's your views on marketing? Is it something that still needs to be occurring to keep present in the customers mind? And if so, based on the fact that marketing has changed so much I would say in the last 10 to 20 years as you've mentioned, which platforms do you focus your marketing on? Could you share with us what's the one online resource, tool, website or app that you absolutely cannot live without in your business? Could you maybe pick one or two that have had a great impact on you over your lifetime? It could be a book you read recently, or even one that you read a very long time ago. What has been your experience, I would say, let's narrow it down to the last one to two years of customer experience. And I know it's a very general and a wide question, but we just want to get an idea of how your experiences has been across different industries, like travelling to a hotel, or airline or restaurant, or even just local stores that you may visit in your community where you live. Could you share with us what's 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? Before we wrap our interviews up, we always like to ask our guest, do you have a quote or saying that during times of adversity or challenge you'll tend to revert to this quote, it kind of helps get you back on track if for any reason you get derailed. Highlights Brad's Journey Me: Now, even though we read our guest bio, we always like to give the guests an opportunity to share in their own words a little bit about how they got to where they are today. So, could you share a little bit about that with us? Brad shared that he was born and raised in Australia and moved to the United States, married an American girl. So, they have 5 kids. So, he guesses he's stuck in America now, he's an “Aus” American. Being in every type of business, you name it, he's had it, whether it's service or retail or actually manufacturing. He did manufacture in the food space, he's been across the board, he's an entrepreneur, he buys and builds and sells companies, that's what he does. And teaching became a passion and as mentioned his 90x programme. When he hit 50, he thought what is he going to do and he built himself a TV studio and he went in and recorded 30 minutes a day, every day of business and then 30 minutes a day every day for life and success principles. And then the same for wealth and thought, “I'm going to give back” and their main company Action Coach, obviously, they're in 83 countries, he knows that coach Marcia in Jamaica there. And across Africa, they have their coaches all across the Caribbean in fact, in the US, they have about 1100 offices around the world doing that. So, 17 books on the subject of business and wealth. So, he guesses he's a prolific at creating books, kids and businesses. Me: Amazing and for those of our listeners that clearly will not have heard our pre podcast conversation. I met Brad when he came to Jamaica in 2016 and his presentation was amazing. And Coach Marcia, who represents Action Coach in Jamaica, she's also supremely amazing, like everything Brad talks about, she continuously preaches, be, do and have and it's just amazing. The Concept of Working in a Business That Can Work Without You So, Brad, could you share with us, I know that your whole life has been surrounded around building businesses and in your bio, it mentioned that at the end of the day, you want to be working in a business that can work without you. Like so many people don't understand that concept. Could you explain what that means? Brad shared that well, in essence, what they're trying to do is the difference between working for yourself and building a business is two very vastly different things. Working for yourself is building a job for yourself. Building a business is building something that is an investment that makes money whether you show up or not. So, his definition of a business is a commercial profitable enterprise that works without you. He learned this early in his career that he was the hardest working person in his business. In some cases, he even took home less money than a lot of the staff in his business and it just didn't seem right to him to work that way. So, he had to learn how to turn his business into something that worked so he didn't have to. See when the business works, the owner doesn't have to. If the business doesn't work, then the owner is generally the hardest working person in the business. Principles That Will Make You More Successful as a Business Owner or an Entrepreneur Brad stated that if we're going to go with just 3, it's hard when you've written this many books and taught for this long to pick just 3. So, first he would go, you don't build your business, your people do. Your job as the owner or the CEO is to build your people, they build your business for you. So, as you educate them, coach them, mentor them, train them. He still remembers 20 or 21, he forgot how old he was, he went to his dad and he said, “You know what, Dad, I just can't get good people.” And he said to him, “Brad, you get the people you deserve. You're an average manager running an average business, the highest caliber person that wants to work for you is average.” And it's like a big slap in the face. Thanks, dad. But he was right. If I became a great leader, then great people wanted to work for his company. So yeah, he would say that's the first one, build your people, they build your business. The second he would say, you've got to be great at sales and marketing to be great at business, being the rainmaker, bringing in new business is one of the most important aspects and that's why out of his 17 books, actually his newest, his 18th book is all about marketing as well. So, it really is about getting the customer in and keeping them for a lifetime, his definition of marketing is profitably buying lifetime customers. So, if he spends 1000 on an ad, and he gets 10 new customers, will it cost him 100 to buy each new customer. So, marketing is about the profitable buying of customers and when people learn it, every dollar out should bring $2 back in type thing. So, we really have to focus on that. If he could only stick to 3. We will go through a lot more as we get through the day or through the session. But he would say the third is, be really clear on where you're going with the business. He likes to think of business as something that you finish, you build it so that it eventually runs without you. So, by what date will you finish the business? By what date will it run without you and then go to work on the business more than in the business type thing. Gerber said that based on his book. Me: Indeed. So, we have to work on the business and so many business owners, myself included, work in our business and not necessarily on our business. And it kind of goes up and down, sometimes you get it to a point where you are working on the business and then for some reason you get back sucked into the operational activities and you're back in it again. So, it's up and down. But as you mentioned, if you really want to generate wealth, it's to have the business run on its own. Traits a Leader Needs to Grow and Develop Their People Me: Now, you mentioned at the beginning, I loved your first point stating that you need to develop and work on your people. And of course, that's all this podcast is about, navigating the customer experience and I preach constantly about the fact that internal customers are so important in a business. Many times, companies focus on the external, but if you don't get it right internally, it's highly unlikely you're going to be able to master it externally. So could you share with us I would say maybe, let's move it up to five traits that a leader needs to really grow and develop their people. Brad shared that we'll break that into two separate segments. First of all, we'll break it into the difference between management and leadership. Because in a business, you need both management and leadership. Now management is a system and leadership is an art form, the system of management is designed to do two things. Management should build competency and productivity in the people in your organization. So, build better people like build their competency, build so they can do a good job by training, coaching, mentoring, educating, make sure your people are competent at their job. If there's a lack of competency, there's a lack of management or there's bad management going on. Productivity is also management. So, it's really about how do you manage people to get a high level of productivity because if you want to double a business, if you want to double your profits, you either have to double the number of people or double the productivity of the existing people, productivity is always faster and easier. And then the flip side then if you look at leadership. Leadership is also in his opinion about two things. But this is where it's about, if management is sort of the short-term day to day, week to week. Leadership is more than monthly, quarterly, annual and 3 to 5 year type thing where in a leadership scenario, he's looking to create passion and focus. So, the leader's job is really building passion amongst the people and building focus. To be focused, they need to know what they're doing, what are their goals sort of thing. Where are we headed? To be passionate, there has to be more meaning to work than just the paycheck and more meaning to work than just the profitability of the company. As a Leader, What Attracts the Right People to Come to You Me: Indeed, indeed. So, we spoke about management and leadership so important. Now, Brad, let's say for example, you had mentioned that you said, your dad said to you, “You attract the people that you deserve.” Where do you get to that point where you're starting to attract really quality people? Is it because of the energy that you're giving out, your leadership style, what makes the right people or attracts the right people to come to you? Brad stated that all of the above. Plus, recruiting today has to be seen as exactly that recruiting, it's not hiring anymore. Most people don't think of it this way, but what you want to do is you want to be more like a sporting team, they don't go and place an ad and say, “Hey, if you're out of work, apply to come work for us, we really want all of the people that are out of work to apply for us.” No, a sporting team goes and looks for the best player in that position. Now, most of the best people already have a job, the vast majority of the best people are already working. So, how do you get your job advertisement? How do you get the fact that you are recruiting in front of the right people? And that's where marketing has to kick in. How do you actually invest money in marketing for a job? Twenty/thirty years ago, people were like, “I just placed the ad and 100 people apply, and I picked the best one.” Not anymore. The way that we have to look at it these days is we have to go searching for the best of the best people, we have to search for them on LinkedIn, we have to search for them through Google, we have to search for them through Facebook, we have to search for them by going through people who know us like. We often find that the best employees are people that already knew us, they already know our company. So, they might be on our newsletter, or they might be a friend of someone that already works for us. Or they might follow us on social media. So, how are you marketing that position to find the best of the best, and have them at least see that you are recruiting? That's the vital one. Me: Brilliant, I've never heard someone, I would say reposition it the way how you just repositioned it for us. And you are right. If you take that approach that you've just indicated to us, your father is absolutely right, like on target in terms of attracting the people that you deserve. Because you really want to ensure that you're getting the right people, as you mentioned, using the analogy of a sporting team and getting the best player, because then you will really have a totally impactful and efficient and effective team, which is critical if you really want the business to grow. And as you as you mentioned at the beginning, function without you. I love that. Views on Marketing Me: Now, we spoke a little bit about leadership, we spoke a little bit about internal customers. Could you share with us a little bit about marketing? I get a lot of questions sometimes, should we spend a lot of money on marketing and advertising of our business? Shouldn't it be a case where our customers, especially if we're a brand that's already known, we're like a household name. What's your views on marketing? Is it something that still needs to be occurring to keep present in the customers mind? And if so, based on the fact that marketing has changed so much I would say in the last 10 to 20 years as you've mentioned, which platforms do you focus your marketing on? Brad shared that is a lot of questions in one way, let's see what we can get to. First of all, marketing should be something that never stops. Marketing is the lifeblood of a business. Marketing has two jobs, getting new business and keeping business. So, you got to get them in and you got to keep them in. What's the use of building a database of existing customers and that even assumes that businesses are, you must collect the names, emails, phone numbers, etc. of every single prospect, every single customer in your business, that is the most valuable asset of business has its database of existing customers, its database of prospective customers. Now, what you need to understand if he goes back to what he said earlier about marketing is it's the job of marketing is to buy customers, to buy new business, to buy new customers is a consistent thing. So, we're getting them in and we're keeping them in, we're looking at lifetime value of a customer, meaning how much are they worth to us over years of buying from us and that's where most businesses don't invest the time and energy because they don't even think about that. When he was in the dog food business, their average customer stayed with them for 3 years, which meant they spent over $3,000 with them and they made over $800 in profit from them. You think about that. If you just thought of your customer as a one off sale, you don't actually make a lot of money from that person, you don't think of it that way. But if you keep them for their lifetime, you'll make a fortune out of that customer. Now, in order for marketing to really work in this day and age, he thinks the biggest thing we have to understand is that historically, marketing was almost like asking to get married on a first date, we ran an ad, and we asked you to buy straight from the advertisement. In this day and age, it seems stupid to go up to like, “Yanique, if you and I met in a bar, and I walked up and said, You look like a very smart, attentive, wonderful woman, I think you'd be a great mother, why don't we get married?” That is the dumbest thing you could ever think of, but that's what most marketing is. You've got to actually ask people, “Why don't we have a coffee first? Why don't we get to know each other type thing.” And so, what we call that as you've got to ask prospects to raise their hand, you got to say, “Hey, if you're interested in this, then raise your hand.” And he'll give you a simple example of that. So, at Action Coach, one of the things they do is a lot of sales training. So, they have a sales training programme for companies. He just did a webinar yesterday on sales training for companies with 20 or more salespeople, so the whole thing was, how do you manage your salespeople? How do you get great results from your salespeople? So, 84 people showed up to their webinar saying, “I have 20, or more salespeople, I'd like to learn how to manage my salespeople.” By the end of that webinar, out of the 84, 60 of them said, “I would be interested in finding out about the sales training programme.” So not only does he then do the webinar and get 60 people that are interested, but now today on all of his social media will run a post that says, “Just finished my webinar on how you manage a great sales team, how you get your sales team to perform. If you're interested in the recording of the webinar, please type the word webinar below.” So, he'll probably over the next month or two, get another 200, 300, 400, 1000 people that will type the word webinar. And then you'll have another 1000 people that are interested in their sales training, does that make sense? So, his goal is to start conversations. He teaches conversion rate, because that's important, out of every 10 people that call, how many did you convert? But marketing really needs to look at conversation rate, what is the rate of conversation, so he doesn't care how many likes, how many comments you get, what he cares about on your social media, on your emails, on everything you do is how many conversations were started by that post. Me: Indeed, indeed, that makes a great amount of sense. And I guess it doesn't matter the platform, whether it's LinkedIn, or Instagram, or Tik Tok, as long as the conversation is happening, and it's being generated, and there's some buzz and word of mouth around it and there's interest. Yeah. Brad agreed, 100%. App, Website or Tool that Brad Absolutely Can't Live Without in His Business When asked about online resource that he cannot live without in his business, Brad stated that he's was going to say his phone, or Zoom. He's a believer in better levels of communication. He's a believer in high quality conversations more over low quality conversations. People like email, they like their texting, he personally thinks that a phone call or a Zoom call, obviously the highest form of communication is face to face. But he would rather have a phone call than a text message or an email, he would rather do that. And he knows that his kids, having 5 kids, he always end up in this debate. His kids text him and he's like, “Stop texting me. I don't answer your texts. You call me I'm your dad.” But if he wants a great relationship with a customer, it's not going to happen via email, it's not going to happen via texting, it's going to happen by communication at a high level, which is face to face or at least voice to voice. Books that Have Had the Biggest Impact on Brad Me: So, you mentioned that you are on your 18th book, but outside of the books that you've written, I'm sure you have read 1000s of books. So, could you maybe pick one or two that have had a great impact on you over your lifetime? It could be a book you read recently, or even one that you read a very long time ago. When asked about books that have a great impact on him, Brad shared that he could list off the last set that he just finished reading. The last seven that he just finished reading Marcus Sheridan, They Ask, You Answer, amazing marketing book. Marcus is phenomenal around it. They asked, You Answer. Subscribed, Subscribed is a phenomenal book, his name is Tien Tzuo, a phenomenal book about marketing and the future of it. And then Oversubscribed. So, there's two books, they're both on the words on subscription. So, you can imagine what he's learning about. Daniel wrote a great book on that one. Blitzscaling, another phenomenal one by Reid Hoffman, he really enjoyed that. The Membership Economy by Robbie Baxter, she's phenomenal. Just loved the work she does. The Business of Belonging, David Spinks, really cool book, really, really cool. And Building Brand Communities, that one there, Charles Vogel with Carrie Jones. So yeah, that's the last 7 books he read. Out of those, he would probably say Marcus's book They Asked, You Answer would be the top of the 7 that he just read. He reads a books a week, so he raced through a lot of books. How Has Your Experiences Been Across Different Industries Me: Now, you do travel, I imagine quite a bit, Brad, and you interface with many different organizations across different industries, across different cultures. What has been your experience, I would say, let's narrow it down to the last one to two years of customer experience. And I know it's a very general and a wide question, but we just want to get an idea of how your experiences has been across different industries, like travelling to a hotel, or airline or restaurant, or even just local stores that you may visit in your community where you live. Brad shared that what's happened is, obviously, COVID changed a lot of the way we perceive the world, it virtualized the world in a way that we would never have thought possible. And that to him, has been a phenomenal thing, the level of virtual nature of the world. He thinks that we have seen a lot of the customer service experience move to more virtualized and that doesn't make it more positive by the way, that just means it's more virtualized. The average consumer, he thinks has a little more patience at this point, not a lot more but a little more patience at this point. He lives in Las Vegas, he's in the epicentre of sort of customer service mentality, because it's a city based around tourism and Yanique's in Jamaica, in a country where tourism is very high on the agenda sort of thing. And so, in these markets, we must be customer related. And he'll give you an example of how Vegas is different. People come here to watch a sporting event, or come to a football game or a hockey game, or whatever it might be. And normally, they're used to going to other cities where the local fans hate on the new fans coming to town type thing. Well, in Vegas, they love it when other people come to town, like, “Oh, you're visiting our city. Thanks for doing that. We appreciate you paying our taxes.” They are a hospitality-based city. So, he thinks the customer service experience in Vegas. Now that being said, where he sees the customer service experience moving to is a lot of the removal of humans, if you want to scale a business, you need to remove humans from a lot of the things now, that's because in two ways. You need to remove humans where they didn't add value. So, for instance, Uber, all Uber really did was remove humans from the hiring a taxi, you remember the days when to get a taxi, you actually had to call a number, that person then gave the address to the dispatcher, the dispatcher then called all the taxis and said, who's in this area. And it took three people to get a taxi to your house, so they just removed the humans. There's a lot of areas where having a human actually detracts from the experience, it doesn't add to the experience, if that makes sense. And so, we're seeing a lot of the customer service experience removing humans where they don't add value. Me: That does make sense. And I'm so happy that when you started talking about removing humans, I was actually going to ask if you actually think there's no use for humans in customer interactions anymore, but I'm glad you gave the example of Uber and you specifically stated if the human experience or the human being there is not adding value because I do believe that people genuinely still want human to human interaction, but it depends on what service or what value as you had mentioned that human is providing. So, if you think about it, technology should be there to assist us in delivering the service. But I don't think as a society even globally, we're ever going to get to the point where humans are going to be completely eliminated from all interactions. Brad shared that no, people need people, we saw that through COVID. People at the end of COVID thought, “Oh, I'll never want to go back to an office, I want to stay working from home." And then the immediacy, immediately when we could go back to an office people like, “Oh, thank God, I could get out of my house.” It's like, “Oh, I love my spouse, but not that much. Two years locked up together was enough.” He remembers during the middle of COVID, they came down and actually spent two weeks in Jamaica, Discovery Bay and sat on the beach there and they rented a big house and just sat on the beach and had a great time. And some of his friends, he was like, “Well, if you want to come and visit us, you can, but if you feel uncomfortable, that's okay.” Everyone's like, “We're coming. We're coming.” Like, humans need human interaction. And it's interesting to see though, people going back to the workforce now the number of them who have requested cubicles as raised dramatically, because whilst they're happy to go back and be with people, they do want more privacy, because they liked the privacy of working from home too. So that's been an interesting change. What Brad is Really Excited About Now! When asked about something that he's really excited about, Brad shared that he'll give you two things. Actually. One, their charities, he has the Action Coach Foundation, they take a lot of young people through YES programme (Young Entrepreneurs Smart Start). So, they actually teach 12 to 22 year olds how to not leave school and get a job, but how to leave school and give people a job. So, rather than being an employee, being an employer. The world doesn't need more employees, it needs more entrepreneurs who give people jobs. And so, they're taking a lot of young people and helping them through that process. So that's super exciting for him. From a business side, probably because he buys into companies all the time, he's very excited, their commercial cleaning business and people like, “You're excited about a cleaning business.” Yes, he loves their cleaning business. When he originally purchased to share, it's based in Australia. And now they're opening in the US and the UK. And so, he loves watching his companies go global, he loves his businesses, geography shouldn't limit your business, especially now, especially after we've gone through this whole phase of people can do business virtually, well, they can buy from anywhere in the world right now. And so, watching that business expand into a global phenomenon is going to be a lot of fun for him. Me: Amazing. Now, you mentioned that you have a programme for young people between the ages of 12 and 22. If we do have listeners that are interested in that programme, how can they connect? And maybe sign up or be part of that process? Brad shared their Action Coach Foundation website: Website – actioncoachfoundation.org Where Can We Find Brad Online LinkedIn – Brad Sugars Facebook – Brad Sugars Website – www.bradsugars.com Website – www.actioncoach.com Me: Amazing. You mean you're really easy to find. Brad shared, could you imagine being a marketer and not having someone being able to find you on every single platform there is, jump on Amazon. Amazon has all 17 of his books available. So, Audible has his books on Audible. So, you can find him pretty much everywhere. When asked if he was on Tik Tok, Brad shared that he is, but he doesn't dance. His team asked him to do that. And he told them the story. If you think about marketing, and being true to your brand, because it's really important to be true to your brand. He had an advisor who was taking them through Pinterest, and she said, “You need to appeal to a more female audience because that's who's on Pinterest” and she kept telling him how he needed to wear certain things. And he said, “That's not who I am. That's not the way I want to be. And I'm not going to do that.” So, he told his team the story of Adele, Adele was in a marketing meeting and a young person came in and said, “Well, we need to write a song that's going to go viral on Tik Tok that people can do a dance to.” Adele left the meeting and said, “If that young person is at another meeting ever, I will fire this company as my representation.” Being truly your brand is important. So yes, he uses Tik Tok, but he doesn't do things that are not him. Quote or Saying that During Times of Adversity Brad Uses When asked about a quote or saying that he tends to revert to, Brad shared that he'll give 2, both are from the same gentleman, his name was James Rohn. Mr. Rohn said to him, he was 16 years of age, sitting in Rizman City Town Hall listening to him speak, him and about 1500 other people. And he said he things that he wrote down that he believes changed the course of his life. The first thing he said was, “Never wish your life were easier, or wish that you were better.” And it struck him because a 16 year old, you're sort of sitting there saying “Oh, I want this, I want that.” And it all about what you want. Mr. Rohn made him recognize the fact that his goal is not to want things, his goal is to get better. And he backed it up with the second statement that was, “Work harder on yourself than you do on your job.” And he remembers running down to him at the end of the event asking him to sign his notes, which unfortunately he lost in a move one time, because he had him signed them, he signed his notes and he said, “Mr. Rohn, what's one thing I can do as a 16 year old boy to make certain I'm successful in life?” and he said, “Son, it's really simple, read a book a week for the rest of your life. Not a month, not every 2 weeks, read a book a week for the rest of your life.” Today Audible reads to him, so he's very lucky. 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 Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners Links They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer by Marcus Sheridan Subscribed: Why the Subscription Model Will Be Your Company's Future – and What to Do About It by Tien Tzuo Blitzscaling: The Lightning-Fast Path to Building Massively Valuable Companies by Reid Hoffman The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Baxter The Business of Belonging: How to Make Community Your Competitive Advantage by David Spinks Building Brand Communities: How Organizations Succeed by Creating Belonging by Carrie Jones and Charles Vogl The ABC's of a Fantastic Customer Experience 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!
Today's guest is Anthony Coppedge. He leads the vision for how business agility is infused in Digital Sales at IBM. He relishes the chance to sabotage mediocrity. He fuels his heart by mentoring, writing, teaching, and coaching a variety of audiences.He started applying Agile in marketing in 2009 at a software company and has been iterating and learning for the past 10 years how to reframe the dynamic between Marketing & Sales. This episode was recorded through a StreamYard call on August 18, 2022.You find the show notes here: https://webdrie.net/s1-e45-how-to-apply-the-principles-and-values-of-agile-with-inbound-digital-sales-with-anthony-coppedge/Did you already hear about our my new CMO Stories NFT? Be sure check it out and learn about the benefits you get
In today's episode, I'm talking with HubSpot Executive, Dan Tyre. This episode is all about perfecting your inbound sales to strengthen your companies future. This conversation is from one of our live sessions during Trainual's annual event, Playbook 2022. If you listen to my podcast, Organize Chaos, then you know I love every chance I get to talk with Dan Tyre. So we're bringing him back for another episode. I read once that you can never read the same book twice because each time you read it, you're a different person and so you receive it differently and you learn different things. And I think the same goes with interviews. So some of you may have heard Dan and I talk before, but every time we talk there will be new nuggets of wisdom, there'll be new questions, there'll be new stories that Dan tells. You can already see his energy in the chat. This guy's infectious. So let's talk about Dan, 15 year veteran of HubSpot. He was the first salesperson. He's expanded the sales through management and training the whole sales team. And he coined the term 'schmarketing,' which we talked about the first time I interviewed him. He's also the co-author of the book Inbound Organization. Awesome book, check that out. How to Build and Strengthen Your Company's Future. Find episode show notes, podcast blog recaps, and the best SMB news & tips on The Manual! Watch video highlights on Youtube here. Follow Chris Ronzio for more business insight. Learn more about Trainual, the world's top Business Playbook™ software. --- Send in a voice message: https://anchor.fm/processmakesperfect/message
Marketing and sales have a...colorful past to say the least. Marketing complains that sales doesn't follow up on their leads. Sales complains that the leads that marketing gives are not worth following up with. In many cases, both are true. But when marketing switches their strategy from generating high quantities of leads at any cost, which is the reason for the poor quality, it's no wonder that sales doesn't want to follow up with them. They're the ones in the trenches and they know better than anyone what types of leads close and which ones are a waste of time. However, when marketing switches from collecting leads to creating demand, the result in the quality of "lead" that comes through gets drastically better and sales need to prioritize them. The question becomes, how can sales and marketing work together to ensure that the people coming inbound and asking for a demo are the right people and are being followed up with in the right way? In this episode, Carl Ferreira, Allison Loehman, Sidney Waterfall, and Cassidy Shield talk about how we do that at Refine Labs and how we help customers do the same.
The pandemic brought about the beauty of working from home. How it could be more convenient, money-saving, and more familial bonding as some of the pros of the digital workspace setup. In this episode, we talk about one of its cons, on the other hand, namely the loss of more heated healthy competitions. JJ and Joey discuss if it is possible to recreate this kind of culture in the new norm of remote working.This Cast Covers:How effective are business/life coaches? JJ shares his success story with a life coach and with him as a business coach himself (2:39)The 95, 5, 90 principle: the one concept you should look at to brew your colleagues' motivation towards greatness! (7:00)Let's talk about the R word: recession. What should agencies focus on to avoid going through recessions? (21:12)JJ and Joey talk about when you should know that it's time pivot and abandon your ship (24:38) Physical workplace culture tends to be more highly competitive than work-from-home setups. JJ and Joey tackle what an agency could do to mimic a competitive culture digitally (27:54)Want to establish healthy competition in your team? Check out KPI tracking. (35:04)“The rule of thumb is you should have no client for about 10% of your total revenue.” Here's why (38:39)Client concentration = a big no no. Redirect your focus on this instead (41:43)Have contract-dependent clients? Joey shares his thoughts on clients like this and how he manages them (49:41)Things get personal: JJ asks Joey, “what are the things that when your margins get thin get squeezed out first?” 55:37Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
We do a lot of work with companies who sell consulting services or high-end software products, and this is what almost all of their sales processes look like: We're going to get people on a call We're going to schedule a time to meet We're going to start asking them some background questions about their business to show them we're interested in them Sounds like a pretty good sales process, right? WRONG! This is a flawed sales process that's not going to yield positive results.To run an effective sales process, specifically in the exploratory call, we have to sell backwards. You have to approach your sales calls… as if you are a doctor trying to understand your patient's situations.What this means is that throughout your call, you're going to get away from the idea of pitching, and you're going to start getting them answer questions regularly, and specifically about the objections that you know are going to come up, so you can start to diagnose their problems quickly and easily.This episode is for you if you are looking for a new approach to your sales process with a step-by-step plan to follow. And the best part is, it's scalable. -------View The Website Conversion Framework Graphic Here: https://www.webcanopystudio.com/blog/6-keys-to-a-high-converting-website How well does your website perform today?Get This Free Website Assessment Report Today!Are you frustrated with your website's performance? Is it a clearly outdated thorn in your side? Do you wish you could actually use your website as the #1 sales tool for your business and consistently put high-quality leads on your calendar for calls and demos?If you want a customized action plan for how you can actually achieve all of this, then you need to take our free Website Conversion Assessment at https://www.webcanopystudio.com/assessmentIt only takes roughly 10 minutes of your time. Answer 30 questions on this self-guided assessment, and instantly get your report delivered.When you fill out this assessment, you will receive a personalized report which includes:✅ Individual evaluations for how your website performs in each of the 6 key areas of the Website Conversion Framework✅ Detailed descriptions of the areas you should focus on and why they are critical to your company's success✅ A checklist for each area of focus that shows you exactly what you need to do to fix your website in a step-by-step formatAdditional resources to help your website perform betterAnd the best part?You don't need to hire developers or designers to make these changes! The majority of what we're providing you in this assessment are things that you can address on your own without relying on coding or special tech requests.Get your free self-guided assessment and see how your website fares today!https://www.webcanopystudio.com/assessment
Setting goals may be overwhelming especially when some may seem very hard to attain. Joey Gilkey and JJ Russell discuss points varying from how to determine reasonable and unreasonable goals to anything in between, over a glass of some well-earned fine booze.What's in Joey's glass: Redbreast Irish WhiskeyWhat's in JJ's glass: Buffalo Trace WhiskeyThis Cast Covers:How Joey and JJ witnessed an online rampage on Instagram (04:04)Society's reality (06:05)Let's talk about accountability. Joey and JJ discuss how they give credit where it's due (11:32)How to hold people accountable (12:23)JJ shares his firsthand experience of Joey as a boss (14:43)The majority of salespeople waste the majority of their time”, here's why (23:23)Get to know more about the doubling effect (24:07)How to properly distribute designated roles as efficient as possible (25:23)Is there a future where marketing becomes so effective that it will replace sales completely? (33:00)Reverse engineering your scenario: Joey gives a detailed example of turning your unreasonable to reasonable (43:40)On evaluating external and internal factors: when shit hits the fan, how do we go about it? (50:40)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
So many agency owners try to be everything to everyone, making it difficult for these same owners to understand their path to profitability.But as you're aware, they don't have the right sales operation in place or even the right resources to know how to increase their sales and profits past the seven or eight-figure mark.In this episode, we discuss how you can stop being seen as a commodity that sells a la carte offers and stand out as a consultative agency that knows exactly what its target market needs. Also, discover the one thing your sales reps need to know in order to sell your services more effectively, and how you as a sales leader can help them through meetings and reviews. This Cast Covers:Why people who stand by a certain ideology do not actually want to engage in difficult conversations when the rubber meets the road (06:11) Empathetic people don't necessarily have any room on their plate to have hard conversations about harder topics (10:44)JJ's practical takeaways in not standing idly by and actually doing something about issues that are harder to swallow (12:38) Why Liberals and Conservatives are being pitted against each other by the “real enemy” (14:15)How product market training for sales leaders and sales reps can make them more effective in their role (18:04)The important components of a product knowledge base (18:55)What does a salesperson actually need to know to be able to sell something that's really technical? (22:24)How the curse of knowledge actually confuses your clients and stops them from buying from you (22:46)Combining these two things will get your salesperson up and running pretty quick (26:03)What most ideal customer profiles lack that keeps them below the seven-figure mark (29:07)Why having a very narrow and specific ideal customer profile is so crucial (30:06)Which moves the needle faster from a sales perspective – niching via the industry you serve or niching via the service you offer? (36:07)Why there might be a third axis when identifying your niche according to Joey - the z-axis (38:30)The difference between a meeting and review when it comes to sales leadership (40:28)What actually gets covered during a review and how often are they performed? (42:01)Why Joey believes selling an a la carte service is pointless (47:59)What it means to be a consultative seller (51:00)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
Another exciting Sales on the Rocks episode for all of you! We talk about topics ranging from current events to tips and thoughts on advocacies, ad dependencies, newsletters, performance evaluation, company acquiring, and more!What's in Joey's glass: E. H. Taylor, Jr. Single BarrelWhat's in JJ's glass: Company BourbonThis Cast Covers:Things get political! Here's what you missed from the last SOTR episode (03:28)JJ and Joey give their takes on current events (05:22)Are you a strong advocate? Then walk the walk while you talk the talk (10:02)How Joey and his team got scammed by a previous employee (16:28)Are newsletters for everyone who wants to grow their audiences? (28:02)Do you have a salary goal in mind? Connect the numbers and see how many clients you'd need to get to attain it (29:20)The best way to tap potential clients (31:27)Lead magnets and tactics that had helped Joey build his audience (33:51)On planning meetings: here's how you should create weekly plans for healthy work discussions (36:20)Planning on acquiring an agency? Check out these loans that could help you (42:06)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
When we asked CEOs, agency owners, founders, and executives if they had a follow-up system for proposals that fall through the cracks, you'd be shocked by most of them who answered none. All most of them do is send one follow-up email and that's it. There's nothing worse than investing hours and letting it go to waste. Well, we're gonna change the way you do follow-ups from now on. Thank us later. Aside from following up, we also discuss selling the full engagement versus a foot in the door offer, the 8-minute rule for avoiding no-shows, a quick email you can send to prospects who ghost you, and the importance of copywriting in sales.This Cast Covers:Joey gives JJ the 30-second quick fix for sprucing up the production value of his studio background (01:07)Why do people pick fights just for the sake of picking fights? (05:40) Stop neglecting yourself for the sake of everybody else and take time for self-care (11:54)Joey and JJ talk about hypersonic missiles and whether or not the US can defend itself against a full-scale attack (16:52)How to get an agency owner to see beyond a small vision or past his ego (19:15)The major differences both in how you run your calls and selling a foot in the door versus selling the full engagement (23:06)Joey defines what a foot in the door offer is and why it's the best (24:18)A specific system for following up – Joey's one, five, and eight-minute rule for avoiding no shows (33:03)How to follow up on somebody that falls off the grid post-proposal or post-contract a.k.a. “ghosts” you (37:16)The seven-word email that's guaranteed to get you a reply from your prospects (39:18)How so many potential deals got lost due to the lack of follow-ups (40:30)A crucial element that often gets overlooked in the art of sales - copywriting (42:42)The dangers and deception of social media and how to avoid getting sucked into your phone all day (48:37)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
As a founder, you're probably thinking about your exit at some point in the future. Most of the founders and owners we've talked to have been actively seeking to sell their businesses within the next decade—and as you might imagine, many of them find it difficult to create a plan that positions their company as a desirable acquisition target without overburdening themselves with extra work.In this episode, we'll reveal how you can get a head start on what you need to do if you plan on exiting or selling your agency one day. We go over whether you should focus on crushing inbound or outbound depending on your growth goals. We also talk about a popular book that's been mentioned in our Mastermind lately, the Who, Not How, and why it's critical to hire the right “who” in sales even if we keep harping that process is more important than people.This Cast Covers:Joey goes on a quick rant about cancel culture triggered by Lady A (01:16)JJ discovers a new hobby that he can do regularly, makes him sweat and active, and is pretty challenging (05:00)What would make Joey pack up and leave the country (10:08)Why only very few agencies venture into selling an AI-driven, SaaS product-driven, SEO, or link building tool that can differentiate them from the rest of their competitors (13:44)The SaaS software Joey would have probably built that's both a CRM and data tool (15:53)Why Joey still wins at crypto even if he knows jack shit other than the fact he knows who to listen to in the space (18:46)Critical things most people don't tell you about selling your agency (20:37)What Joey would do if he wanted to exit SDA at this level right now (26:24)How the Who, Not How Framework applies in the sales space knowing that process is more important than people (28:31)Would you rather be an agency crushing inbound or an agency crushing outbound? (36:51)Can you untether a really robust company culture that you value from your sales team? (41:12)Why the American workforce has been over-emphasizing culture (15:57)Elements to look at if you're choosing between companies that have different company cultures (18:14)Should you ramp up retainer-based work and perpetuity-based, residual-based sales if you're already doing very well with project-based work? (26:33)When is the best time to build referral relationships? (29:45)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
If you're like most of the guests we've interviewed on this podcast, then you are constantly trying to improve your agency. Whether that's figuring out your pricing, building out your sales operation, or getting your agency to the next level, it can be tough. Luckily, in this Sales on the Rocks episode, we're gonna walk you through how you can do all that by setting better realistic and specific goals, learning how to charge more, and providing crazy value during a simple sales conversation. Tune in to learn the 80-20 rule of pricing, advice for reaching higher annual revenue targets, and a simple mentality that can help you win bigger in business and in life.This Cast Covers:The case of Joey's missing truck (01:09)Joey and JJ recap the recent BDAM anti-retreat and share their takeaways (08:15)The words you speak over yourself and your loved ones are powerful (09:41)What got JJ dreaming about the massively growth-minded goals (12:33)How does defining what you want for your business inform what your sales operation looks like? (17:31)Why Joey is also a fan of the “and, not or” mentality and how this mentality helps in setting realistic goals (20:56)A lot of people set goals in a very safe manner (24:47)Can two partners who are totally misaligned coexist in a business together? (27:31)What most agency owners and CEOs forget to factor in when it comes to projecting sales targets in the future (30:03)When you play big boy games, you make the right decisions and come up with big boy goals (31:11)How people are limited by their total addressable market (32:00)Three options to scale: provide new services, serve new industries, or charge more (32:38)The 80-20 rule of pricing (44:06)Being in a hyper niche might be what's preventing you from getting to the next level of growth (36:45)Advice for badass agency owners who crushed their revenue goals but want to expand to that next level (38:13)As you exhaust your TAM, do you become incredibly unattractive to potential buyers? (38:55)Joey's thoughts on advertising your price versus having that be a part of your sales conversation (41:11)Pricing the client versus pricing the work: why it's always better to get into a consultative sales conversation with your prospects (45:02)Why Joey hates it when agencies do hourly or flat pricing (46:16)First time on the show: JJ and Joey appreciate their wives (51:01)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
In this episode of Sales on the Rocks, we talk about buying an agency that's bigger than ours, and Joey's experience of merging his brand with theirs. Joey also shares his thoughts on agencies working with purpose-driven companies and how that can be a hindrance to their profitability. JJ also brings up a question about the Gen Z workforce and how that can be either a challenge or an opportunity for more agencies. What's in Joey's glass: Alani Nu Hawaiian Shaved Ice Energy DrinkThis Cast Covers:What's the deal in this big push to make everything electric? (07:12) Vulnerabilities with going electric and living on the grid (09:10)Is it a good idea to buy an agency that's bigger than yours and merge your brand with theirs? (14:40)If you have access to capital and believe that you can actually add value to that business as it merges with your brand, then it's worth buying the bigger company (16:46)Why Joey thinks working with purpose-driven companies could be a hindrance to agencies (19:35) Is there a standard threshold or revenue expectation per full-time employee? (29:07)What most freelancers turned solopreneurs turned CEOs don't realize about maximizing profitability for their agencies (32:24)Is there a benefit to building out a sales team where you leverage unique skill sets? (38:52)Consideration points for paying somebody in a sales role depending on their different tiers of industry experience (45:52)Do Gen Z's expect to work less and get paid more? Is this a significant problem? (23:28)How the working times have changed from generation to generation (27:50)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
In this episode of Sales on the Rocks, we talk about how to run diagnostics on your sales data, why the Great Reset theory most economists are talking about is worth looking into, and how having a foot in the door offer can make all the difference when selling to large enterprises and other organizations. Plus discover a simple framework that helps you figure out how to manage your time better and ensure you're spending time on the things that drive the most value to your life.What's in Joey's glass: Chattanooga Whiskey Straight Bourbon Whiskey Barrel 111What's in JJ's glass: Rabbit Hole Cavehill Kentucky Straight BourbonThis Cast Covers:Is the Great Reset something to be feared? (05:29)The bigger overarching idea is influencing the grassroots localization of it (10:15)Is there an action plan to stop this from happening other than being informed? (14:08)Why you should be a little more cautious about what the media wants to show you (18:58)How to prep for and effectively get the maximum value out of attending masterminds, conferences, etc. (22:49)Show up with intention I think having intention as a word, (26:19)The strategy and campaign structuring might be different, but the principles are the same (28:43)Don't go after the company, go after the individuals in those companies and do an account-based approach (29:40)Joey's advice on doing account-based sales whether it's for a Fortune 500 company or a small company: Start as high as humanly possible in the organization as it relates to the problem (30:47)Always take a pyramid top-down approach (31:08)A badass campaign done by one of the Best Damn Mastermind members to get in front of the decision-makers of the company (32:41)When you've got a company that sells a really technical service wanting to go after a bunch of high profile companies, what type of sales rep do you hire? (37:07)Do agencies need to have that one specific front-end offer or do you have to play the RFP game? (39:10)Why the foot in the door offer is advantageous for every organization, including enterprises (41:02)Running self-diagnostics on your data: What to check for and fix when your deal velocity goes down (43:57)Why your data needs to be clean and accessible at all times (47:29)How do you cut out the noise? (49:04)ODD - a simple framework Joey uses to manage his time and figure out which activities drive the most value (49:46)Why you should go look at your calendar right now and label events red, yellow, and green (53:39)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
We go back to the basics for a detailed rundown on how aspiring agency owners or agency owners, in general, could learn or improve. Ranging from topics like how to garner the best results whether in sales and internal processes– even up to the hosts' stances on current events! Joey Gilkey and JJ Rusell share with us these tips and sentiments over a glass of well-earned fine booze– on the rocks!This Cast Covers:Where to cop an all-around playbook for just $1500 (03:06)Why building your product/service first before finding your buyers is the fastest way to fail (5:06)Generalism is never the path forward: Here's why niching down is a must (10:09)The process of how The Sales Driven Agency helps establish businesses (10:45)A rundown on the agency essentials (13:29)The reality of a lead generation agency owner (17:02)The one thing most agency owners don't do that keep them from seeing massive growth in their business (19:58)JJ and Joey tackle the hiring process: Find out the one question Joey asks his hiree to test them (22:15)There's nothing wrong with reaching out for help when starting from scratch. JJ shares what you should do if what you have in front of you is a tabula rasa (31:58)If growth architect agencies like Sales Driven Agency weren't around, what was a budding agency owner with little to zero knowledge to do? (33:51)The one industry Joey avoids if he wasn't in the agency field (36:48)Aiming to achieve true growth? Joey shares three pillars that you should keep in mind (42:17)Joey shares his sentiment on the ongoing war in his homeland (49:09)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind
Chris Dreyer is the Founder and CEO of Rankings.io, a digital marketing agency focused on SEO (search engine optimization) and helping elite personal injury law firms land serious injury and auto accident cases through Google's organic search results. As a personal injury law firm SEO agency, they serve clients all over the country to help them win first page rankings on high-value keywords.This was a fun Sales on the Rocks episode as we talked about house parties, Captain Morgan, sales for SEO agencies, all the way down to the meaning of life, and the things that are most dear to us. And Chris Dreyer went on the ride with us.What's in Joey's glass: Jefferson's Chateau Pichon BaronWhat's in JJ's glass: E.H. Taylor Single BarrelWhat's in Chris's glass: Captain Morgan Original Spiced RumThis Cast Covers:How Chris got his nickname “Captain Chris” from our mastermind anti-retreat (03:06)Did Chris really get evicted for throwing huge parties back in Florida? (07:17)Chris gives us a number of his lifetime poker earnings (08:37)The difference between a wantrepreneur and an entrepreneur is execution (13:22)How to filter good ideas from bad ones a.k.a. become a better decision-maker and implementer (15:23)Why Joey likes making asymmetric bets and what he means by them (17:17)How Rankings was still able to get referrals and business deals even if their digital marketing on the radio didn't work out (18:22)The one thing most agency owners don't do that keep them from seeing massive growth in their business (19:58)Three ways you can do fulfillment based on leverage and the pros and cons of each one and why Chris prefers to outsource their SDRs (22:28) The difference in hiring internal employees, a freelancer, and a vendor or strategic partner (24:24)When you have leverage on that strategic partner in terms of percentage of their book that you make up or that your clients make up, that really allows you to speak into the process and have more control instead of it being low control, low maintenance (26:26)How Chris was able to streamline their sales process and focus on sales in 2021 while working with an outsourced model (31:50)Incremental improvements create exponential growth (33:02)How Chris is able to make these incremental improvements even in outsourcing (35:55)Many agency owners and founders completely just give up on outbound because they haven't figured out how to obtain trust in that sales cycle (36:39)There's a massive chasm of deal velocity between people who come inbound and people who come through outbound (39:32)Strategically thinking of ways to set up your strategic partners for success so they can convert at a higher level (40:01)Core versus context (41:37)If people would only look at the numbers in their business, e.g. what's the cost per booked call for your SDRs? (43:31)What Chris has done in Rankings to successfully differentiate themselves from all the other agencies out there that are selling legal marketing or legal SEO and be able to charge a premium (49:46)Niching is great, but hyper niching takes it to a whole ‘nother level (51:17)The best way to improve your win rate is to improve your offer (54:13)Is Chris fulfilled in this season of his life? Are the things he's winning at enough? (59:24)Why Chris enjoys challenges and learning constantly (1:00:36)The goal is to get to a place in your life where you have optionality (1:07:58)Additional Resources:The Sales Driven AgencyThe Best Damn Agency MastermindRankings.ioHow Strategic Alliances Can Skyrocket Your Digital Agency's Growth featuring Chris Dreyer of Rankings.io
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