Podcast appearances and mentions of Sean Doyle

The latest round-up of the latest football, rugby and hockey action from across the Isle of Man and further afieldRob Pritchard is joined by Tony Mepham, Sean Doyle, Dave Christian and Ben Cunningham

Today's message is from Judges 17 and 18 and is titled Personal Jesus

Good Morning everyone. Todays message continues the story of Samson and takes on a journey from " How Low can you go ?" To "Hallelujah WHAT a Saviour!"

With new information gleaned from the reporter, Sean Doyle, Benson and Charlie gear up with the necessary tools to explore the mines, but they find themselves in an intense altercation when they return to Silvermines. Meanwhile, Ulick and Benson attempt to confront Peter Houlihan, however, they are intercepted by an unlikely informant, where they learn of An Fear Gealach otherwise known as "The Moonlight Man".

Disgrace & Grace from the Sordid Story of Samson. Today's Message is brought to us by Sean Doyle who continues with his series on the book of Judges, taking us through chapters 13 to 15. Hymns from today's sermon are - Amazing Grace - Praise my Soul the King of Heaven - To God be the Glory - Be Still and Know that I am God - In Christ Alone Find us at www.kingsmeadchapel.wordpress.com

Principle & Co-Founder of Fitz Martin,  Sean Doyle  joins Joseph to talk about how to help prospects make sense of working with you.  GUEST LINKS FitzMartin.com  SUBSCRIBE  First100K.com  Music By: Purple-Planet.com

The Netflix documentary 'The Tinder Swindler' is a mind-boggling case of so-called 'romance fraud' in which a charming, handsome - and apparently very rich - man meets women on a dating app - gets them to fall in love with him - and then cons them out of lots of money. Cecilie Fjellhøy is the Norwegian woman at the centre of the documentary whose life was torn apart by the actions of a conman. A survivor of romance fraud on a grand scale, she now advocates for the rights of, and support for, others who find themselves in similar grim circumstances. We also hear from Sean Doyle, who works at the World Economic Forum's Centre for Cybersecurity, on just how widespread romance fraud really is, why it's a multinational, multi-billion form of cyber crime, and what is being done to combat it. Links: Centre for Cybersecurity: Cybercrime Atlas: 's organisation LoveSaid: The Tinder Swindler documentary: Related podcasts: Check out all our podcasts on : - - : - : - : Join the :

The Netflix documentary 'The Tinder Swindler' is a mind-boggling case of so-called 'romance fraud' in which a charming, handsome - and apparently very rich - man meets women on a dating app - gets them to fall in love with him - and then cons them out of lots of money. Cecilie Fjellhøy is the Norwegian woman at the centre of the documentary whose life was torn apart by the actions of a conman. A survivor of romance fraud on a grand scale, she now advocates for the rights of, and support for, others who find themselves in similar grim circumstances. We also hear from Sean Doyle, who works at the World Economic Forum's Centre for Cybersecurity, on just how widespread romance fraud really is, why it's a multinational, multi-billion form of cyber crime, and what is being done to combat it. Links: Centre for Cybersecurity: wef.ch/cybersecurity Cybercrime Atlas: https://initiatives.weforum.org/cybercrime-atlas/ Cecilie Fjellhøy's organisation LoveSaid: https://www.lovesaid.org/ The Tinder Swindler documentary: Related podcasts: Global Risks Report: the big issues facing leaders at Davos 2024 Ransomware and ransom-war: why we all need to be ready for cyber attacks Check out all our podcasts on wef.ch/podcasts: YouTube: - https://www.youtube.com/@wef/podcasts Radio Davos - subscribe: https://pod.link/1504682164 Meet the Leader - subscribe: https://pod.link/1534915560 Agenda Dialogues - subscribe: https://pod.link/1574956552 Join the World Economic Forum Podcast Club: https://www.facebook.com/groups/wefpodcastclub

Sean Doyle brings this week's message continuing his series on Judges --- Send in a voice message: https://podcasters.spotify.com/pod/show/kingsmead-chapel/message

This week the lads are joined by Coach/PT Sean Doyle. The lads get into all thing fitness and Sean's weight loss journey. The lads get deep into how important nutrition is for weight loss and the sweet science around it. Hosted on Acast. See acast.com/privacy for more information.

Sean Doyle, chair and CEO of British Airways examines the future of international travel, Boeing's recent safety incidents, flying patterns across continents and British Airways' investments in artificial intelligence. Conversation recorded on Wednesday, March 20, 2024.

Today's Sermon by Sean Doyle taken from Judges 8 entitled "Where the real battle lies...." --- Send in a voice message: https://podcasters.spotify.com/pod/show/kingsmead-chapel/message

Good morning, today's sermon is from Sean Doyle continuing his Judges series and is entitled "Who are you and where is your faith?" --- Send in a voice message: https://podcasters.spotify.com/pod/show/kingsmead-chapel/message

K4 main event fighters came on and we had a very cordial conversation about there upcoming fight. You can get tickets at https://buffaloriverworks.com/.../k4-fighting.../... (Remember use Promo code K4Cavemanscorner to fill up our pot for post-fight bonuses)   The only PPV for the fight is at https://k4fighting.tv/

Welcome back to Training Unleashed! In this episode, your host, Evan Hackel, sits down with Sean Doyle from FitzMartin Inc to delve into the science of breaking through business plateaus. The conversation spans various topics related to training, marketing, and the challenges businesses face as they grow Learn more about your ad choices. Visit megaphone.fm/adchoices

WE APPRECIATE EACH AND EVERY ONE OF YOU! If you wouldn't mind please go leave us a review on Apple Podcasts! Thanks!! Welcome back to Episode 298 of On the Spot Sports and in today's episode we have a very special guest, current professional hockey player, Sean Doyle! Doyle and I talk about this season with the Gaylord Snow in the MIHL. We also talk about growing up in Naples, Florida, roller hockey, playing ACHA DII hockey at Concordia Wisconsin, entering professional hockey, lessons learned in the MIHL, building a new expansion team from the ground up, going to FPHL Free Agent Camps and so much more! We hope you guys enjoy this episode!! Thank you Doyle for coming on the show! I had a blast!! Follow us on Instagram @on_the_spot_sports and take a listen on YouTube, Spotify and Apple/Google Podcasts @ On The Spot Sports Get $25 off our guy Jamie Phillips Nutrition book for Hockey Players with the discount code "ONTHESPOT" on victoremnutrition.com Living Sisu link: ⁠https://livingsisu.com/app/devenirmem.... BECOME A MEMBER TODAY

In this episode of the Centricity podcast, our host Sean Doyle meets with Cecilia Lang Ree, the Senior Product Manager at Biolinq. They discuss applying behavior science to create more effective, successful marketing strategies.  Why Apply Behavior Science to Marketing? This gives marketing professionals a science-based framework to start from when creating profiles of their prospects rather than relying on trial and error. People are often motivated by unconscious factors – even if you're surveying them and getting responses, they may not be able to tell you a complete picture of what they're experiencing and why. The transtheoretical model maps out how people experience changes in behavior. Marketers need to be familiar with the stages of behavior change in order to have targeted techniques throughout the buyer journey. The Bridge Between Awareness and Action Awareness is not enough to change people's behavior.  Understanding intrinsic motivation can help us develop a step-by-step process that can take someone from knowing about your product to choosing to purchase. Getting Started Get excited about the science. Learn it and teach it to anyone who is interested.  Cecilia lists some of her favorite resources - see below! Resources Connect with Cecilia Lang-Ree on LinkedIn!  What Your Customer Wants and Can't Tell You by Melina Palmer Using Behavioral Science in Marketing by Nancy Harhut Start at the End by Matt Wallaert  Changing for Good by James O. Prochaska BehavioralScientists.org Irrational Labs

In this episode of the Centricity podcast, our host Sean Doyle sits down with Ian Altman, author of Same Side Selling, to talk through the three most damaging sales tactics. Tune in to hear the importance of understanding and solving the buyer's problems, focusing on results, and building buyer trust through tactful language.   Focusing on Features and Benefits   Lead with exploring the “symptoms” the buyer may be dealing with rather than trying to solve a problem they don't know they have.   Focus on meeting your client's goals and how your product will deliver those results.   BANT (Budget, Authority, Need, Time Sensitivity)   Focusing on these types of questions creates a “salesy” atmosphere and puts the client in an adversarial position, which causes sellers to lose buyer trust.   It's okay to discuss needs and time sensitivity, but if you start with budget and authority, you've already put your buyer on the defensive.   If you want to talk about budget, instead, try bringing up the costs of NOT addressing the issues your product will solve.    Forgetting the Buyer   Know what problem you solve and present that to your contact at whatever level they're at in the industry.   Align with marketing to understand your buyer and their needs better. If marketing tools aren't useful, let the marketing team know so they can help you!   Resources: http://ianaltman.com   http://samesideselling.com   Pick up Ian's book, Same Side Selling: A Radical Approach to Break Through Sales Barriers, on Amazon!  

In this episode of The Centricity Podcast, our host Sean Doyle meets with Timothy Hughes to discuss the power of social selling. Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers, and he creates regular content for his 32,000 LinkedIn followers. Listen in to hear how social selling can impact your organization and your sales team.  Social Selling Use your presence on social media to build relationships, start conversations, and create commercial interactions. Social selling is NOT predictable pitching! Many buyers are immune to pitching – to them, it's all spam. They are more likely to be interested in connecting and working with the right people. Tim's social selling methods are seeing a 9% response rate from prospects and a 33.6% rate of prospects moving on to the next steps.  Human Content Rather than just using social media to talk about how great your product is, connect with people by creating content that isn't “salesy”. This type of posting will start conversations and make you memorable.  It's not about gaming the algorithm of the platform of your choice, it's about learning to be social on whatever platform your prospect uses.  How to Get Started Create a buyer-centric profile. It's not about you, it's about your customer. Cultivate a wide and varied network.  Provide insightful content your client can't find anywhere else.  Resources Connect with Tim on LinkedIn Get your copy of Tim Hughes' book “Social Selling” on Amazon!

This week on the Digital Velocity Podcast, Sean Doyle of FitzMartin joins Erik and Tim to discuss how businesses can drive sustainable growth and revenue by aligning sales and marketing operations to match buyers' needs. https://www.digitalvelocitypodcast.com/episodes/47-aligning-sales-and-marketing-to-buyers-needs-sean-doyle  

Sean has spent the last 30+ years running a B2B sales and marketing consultancy helping executives of businesses grow and overcome sales and marketing barriers based on groundbreaking research in behavioral change. He's an author, speaker, and advisor for emerging middle-market businesses. Sean's expertise has helped executives of $5MM to $150MM companies scale their businesses and better leverage marketing through a comprehensive understanding of how buyers progress from unaware to advocacy. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.fitzmartin.com/ https://seanmdoyle.com/ Buy Sean's book here: https://www.amazon.com/Shift-Practical-Business-Driven-Executive-Marketing/dp/1605440574

Had on 1 half of the pro fight and the best title fight in K-4 history.  I can't express I excited I am for this contest. 

In today's episode of the Centricity podcast, our host Sean Doyle meets with NYT-bestselling author Jonah Berger to discuss his book Magic Words. They discuss the science behind the impact of words and how we can increase our impact simply by consciously adjusting how we communicate. Language of “Identity” People are more likely to be motivated to do something if they think it reflects who they are or want to become. Berger offers several examples, including one that asked children to “help clean up,” vs. asking them to “be a helper,” and the latter was more effective persuasively. This works for adults, too! “Concrete” Language When most people make a bold claim, they will “hedge”, or add in language of uncertainty. Berger recommends doing away with hedging and focusing on definite, clear terms if you want to exude confidence. Resources Magic Words by Jonah Berger on Amazon For FREE resources on the SPEACC framework, check out Jonah Berger's website, http://jonahberger.com If you'd like to connect with Jonah, you can find him @J1Berger on Twitter, or if you search Jonah Berger on LinkedIn!

In this episode of the Centricity podcast, Sean Doyle meets with Antonia Wade, Global CMO for PwC and the author of Transforming the B2B Buyer Journey: Increase Leads, Maximize Conversion Rates and Build Loyalty. Wade draws on years of experience as a CMO to bring us the truth of what works, even when that flies in the face of what we have been taught.  Moving Beyond the B2B Funnel The “funnel” is an outdated model that doesn't take into account the layers of complexity presently involved in the sales process. Multiple stakeholders, decision-makers, and increasingly technical products make the process less straightforward than in years past. Funnel imagery encourages sellers to move their buyers through the process as quickly as possible without taking time to create relationships, leading to poor customer experiences and low loyalty. The Future of Marketing Don't sacrifice advertising for brand architecture or vice versa. Both are needed to appeal to stakeholders at all levels of the organization. Organize your marketing campaign to make data extraction easy. When you offer valuable information to your customers, the information you get back makes these relationships mutually beneficial.  Resources Pick up Antonia Wade's book, Transforming the B2B Buyer Journey, on Amazon.  

In today's episode of the Centricity podcast, our host Sean Doyle meets with Harvey Nix to take a deep dive into the strategic use of AI to creatively add to your sales processes. Nix shares his screen to show you how to write GPT-4 prompts that will get you great output, so check out the video version of the episode! See the Resources section of the show notes for a FREE Prompt Command Worksheet, CMO Cheat Sheet for ChatGPT, and more! Augmenting the Sales Process Asking ChatGPT to write you a form sales e-mail or phone script does NOT play to the strengths of the technology. Nix has helped teams reach success by implementing clear processes, and he believes AI is best suited to automating processes or making them more efficient, leaving the user more freedom to be creative. ChatGPT WON'T Replace Sellers While ChatGPT-4 is more accurate than previous versions, it is still only capable of regurgitating information. Knowledgeable people still need to fact-check it and provide strong parameters. If you want to use it for shortcuts, AI can help you to an extent. But sellers who can reimagine the selling process using AI will still set themselves apart. Resources If you'd like to connect with Harvey Nix, reach out to him on LinkedIn! What Every CEO Should Know About Generative AI (McKinsey Digital) CMO Cheat Sheet for ChatGPT CMO Training - Prompt Command Work Sheet

Ahead of Sunday's Munster SHC final between Clare and Limerick, Clare FM broadcast a special preview show from the Lakeside Hotel in Killaloe. Special guests on the night were 2013 All Ireland winner Brendan Bugler, former Clare captain Tommy Guilfoyle, 2013 Munster SHC winner with Limerick Niall Moran and former Offaly star & well known pundit Brian Carroll. Derrick Lynch was also joined by Killaloe's Brendan Foley, Scariff's Alphie Rodgers and Bodyke's Sean Doyle to get the local perspective on Sunday's game.

In today's episode of the Centricity podcast, our host Sean Doyle sits down with Izach Porter to discuss navigating M&As as a middle-market companies and maximizing outcomes using proven methods.   Preparing to Be Acquired Porter's experience supporting businesses through M&As has shown him that having your business financials in order is one of the most important things you can do to prepare. Buyers are interested in seeing business growth rates, so forecasting and fleshing out growth opportunities will give them the information they want.   Timing Your Partial Exit Being in a growth stage will give you the highest possible valuation. People often sell when the business is in decline, which puts the seller in a position of weakness. If you are not in a growth stage but are looking to sell, learn what needs to be fixed. Connect with buyers who have the necessary skills to make that happen. If you'd like to connect with Izach Porter, you can find him on LinkedIn, or on social media @ecommporter.

In today's episode of Centricity, our host Sean Doyle meets with Rom LaPointe to discuss LaPointe's guide to aligning sales and marketing, and why it is important.   Marketing and Sales Alignment If you want your business to be maximally productive, then you have to align sales and marketing. The best way to align sales and marketing is to STOP focusing on sales and marketing. Instead, put the buyer first and make them your central focus. Align sales to the customer, then align marketing to the customer and you'll achieve sales and marketing alignment. Although sales and marketing alignment is important, there's also a key distinction between the two: Sales is focused more on the short term while marketing is focused on the long term. To properly align sales and marketing, this discrepancy has to be recognized. LaPointe recommends a similar approach to Navy SEAL teams. Have small, autonomous groups of people who are proficient at both sales and marketing. At the same time, however, keep overall sales and marketing separate but interconnected. If you want to learn more about culture in the workplace, or just want to connect with LaPointe, you can check out his newsletter or blog on his website www.capricornleadership.com or his LinkedIn profile.

On today's episode of Centricity, our host Sean Doyle sits down with Rom LaPointe, a trusted advisor for CEOs, leadership teams, and boards in achieving ideal performance, cultivating healthy cultures, and attaining results. In part one of this two-part series, Rom shares his insights on creating a healthy company culture and its significance in the workplace. The Significance of Culture Culture-related problems and turnover cause a staggering loss of over 223 billion dollars annually. Despite this, many CEOs remain reluctant to invest in cultivating a healthy and enjoyable work environment. To establish a good work culture, employees and team members must be engaged and enthusiastic about their work. They should derive satisfaction and not consider their paychecks as the only motivating factor. Marketing and culture share many similarities. While marketing focuses on presenting products and services to customers and clients, culture emphasizes presenting stories about employees and what it feels like to work at a particular organization. Since the pandemic, remote work has become increasingly common. 58% of employees believe they can work remotely. Although remote work offers certain advantages, working in person has its own unique benefits. LaPointe has found that a combination of both options leads to the best outcomes. If you wish to learn more about workplace culture or connect with LaPointe, his newsletter and blog can be found on his website  www.capricornleadership.com, or you can check out his LinkedIn profile.

Ian Altman is an esteemed business coach and consultant with a proven track record of elevating companies to billion-dollar valuations. In today's episode of Centricity, our host Sean Doyle sits down with Ian Altman to discuss the fundamentals of Same Side Selling (SSS). SSS Basics Same Side Selling is a unique approach that prioritizes solving client issues instead of directly selling to them. Instead of your buyer viewing you as an adversary, the SSS approach positions you as being on the same side. This approach is effective because buyers are often apprehensive about trusting sellers who only look out for their own interests. However, they are more likely to trust individuals who genuinely help them to solve their problems. Building Trust To implement SSS, the first step is to understand your clients and their problems. This can be achieved by asking relevant questions to gather as much information as possible. Armed with this knowledge, you can then position yourself to provide the best solution to their problems. It is important to note that the focus should not solely be on the sale. Instead, the goal should be to assist your clients in finding a solution that is best suited to their needs.  To learn more about Same Side Selling or to connect with Ian Altman, you can visit his websites at www.samesideselling.com and www.ianaltman.com.

As Athletic Training Month continues, our four part series continues with our third installment looking Athletic Training Programs across various spectrums.  Our four guests on the show this week are as follows:  Lewandowski ATC, NREMT is an Athletic Trainer for JAG-ONE Physical Therapy and serves as the AT for both the Metropolitan Riveters Professional Women's Hockey team and Keansburg Public School District. After earning her Bachelors of Science in Athletic Training from Kean University (graduated Cum Laude) Carly became both a Certified Athletic Trainer and a Nationally Registered Emergency Medical Technician in 2021. Carly has experience in secondary and professional settings, as well as experience in emergency medicine and care. Carly grew up as a multi-sport athlete, which she believes helps her exceed in her role as an athletic trainer. Being able to relate to the mindset of her athletes in all settings helps her connect with them and understand their desire to return to play as fast as possible, while being able to once again perform to the best of their abilities. Dominique Peters, MS, ATC is a full-time athletic trainer with JAG-ONE Physical Therapy serving Trenton Catholic Preparatory Academy in Trenton, NJ. Originally from Brooklyn, NY, she moved to Lawrence, NJ, in middle school and attended Lawrence High School where she competed on the Lawrence basketball and Track and Field teams. Throughout her high school career, she was often in the AT facility, where she gained a significant interest in athletic training. Her interest in athletic training brought her to Rowan University, where she was able to continue both her athletic career and education. She graduated with a Master's degree in athletic training in 2022. Sean Doyle, ATC serves as a full time Athletic Trainer for JAG-ONE Physical Therapy serving the Somerville Public School District in NJ. Incorporating customer service into athletic training has always been the approach Sean has used in athletic training. Sean spent just under 10 years working in high end customer service jobs before starting his career as an athletic trainer in 2012. After starting his career at Holy Cross Academy, Sean joined the athletic training team serving Somerville High School through RWJBarnabas Health, and he took on an additional role coaching with the Performance Fitness team. This new added focus on fitness training helped Sean become a more balanced athletic trainer while still using his high level of customer service with every client. A graduate from the athletic training program at Rowan University, Sean is always looking to pursue furthering his education in every aspect of athletic training. Joseph Savoia (Joe Sav oi ya), MS, ATC is an athletic trainer with 20 years of experience. Currently he serves as Associate Manager and athletic trainer for JAG-ONE Physical Therapy serving the New Jersey State Police Academy in Sea Girt, New Jersey where he tends to the medical needs of incoming State Police recruits.  He received his bachelors of arts in physical education with a concentration in Athletic Training from Kean University in 2003.  He continued his education at Kean and received his master of science degree in exercise physiology.  After graduate school he worked as an assistant athletic trainer at Montclair State University for 10 years.  In 2016 he made the transition from the traditional college athletic training setting to positions in occupational and industrial sports medicine.  Throughout his time at these various settings, he has had the opportunity to teach biology and athletic training specific college classes.  Joseph has lectured at the state, regional and national level on his work at using the Nintendo Wii as a rehabilitation tool. For more information about Athletic Training Programs in your area visit www.jagonept.com.  --- Send in a voice message: https://podcasters.spotify.com/pod/show/bemoretoday/message Support this podcast: https://podcasters.spotify.com/pod/show/bemoretoday/support

We all know building trust is vital for success as a salesperson and in business. In today's episode of Centricity, our host Sean Doyle meets with Phil Gerbyshak to discuss the importance of trust, how sellers often miss it, and how to utilize “why now?” questions. The Importance of Trust A problem a lot of B2B sellers do is assuming the person they're talking to is the ultimate decision maker. Instead, sellers need to establish trust to ACTUALLY learn who the ultimate decision maker is. Buyers HAVE to trust sellers before they'll deliver the information to the decision maker. To help establish this trust, you have to communicate with the client frequently and utilize case studies. The majority of buyers have said that they're more likely to buy IF there's a review. Asking “Why Now?” Another thing B2B sellers have to focus on is why exactly a buyer is currently looking for a solution. Whatever they're pain point is should take precedence, because solving that pain point is what will help you close the sale.  When you're talking to executive level buyers, the importance of why now conversations grows. Ask the buyer how much they need your product/service by this year or quarter. This builds trust and will help you close the sale. If you want to learn more or get in contact with Phil, you can find him at his website www.philgerby.com or on his LinkedIn profile.

Sean Doyle applies behavioral science to marketing and the sales funnel. His model is called Centricity and he shares important lessons about alignment between sales, marketing and customer success to move deals through the funnel. Sean says, “Deals stall in the middle of the funnel because we aren't giving the buyer what they need to make a decision.If you are still feeding them information about your product features and benefits, they are 80% likely to decide to stick with the old, lower risk, status quo.”On the other hand, we know that if you help them make sense of the information, you are heading in the right direction together. Sometimes this takes sales, customer success and marketing together and at different points in the customer journey. This lively interview will help every CEO with strategies to help their team move more deals through the middle of the funnel to close.Chapters00:00 Strategic Versus Creative Marketing06:17 Behavioral Science: The Centricity Model13:22 Your Buyer's Problem18:36 Marketing and Customer Success at the Closing Table24:08 Making it Easier for Customers to Buy31:00 6 Step Pipeline: Tracking Steps Versus Activity38:00 Emotional and Rational Content: Marketing and Sales balance43:40 Selling is Helping About Our Guest:Sean M. Doyle is principal at FitzMartin Inc, a leading consultancy focused on optimizing sales and marketing investments of emerging middle- market, B2B businesses. FitzMartin's clients earn on average an ROI of $287 per $1 invested. Through a 30+ year career with over 5,500 client engagements, Sean saw the need for a repeatable, systematic, objective go-to-market model. The model, Centricity, informs sales, marketing, technology and creative decisions. His niche is helping executives identify opportunities to achieve their strategic, personal and financial objectives. Connect with Sean on LinkedInFollow Sean on TwitterResource Links:Changing for Good  ​​You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comConnect with Alice on LinkedIn  

Host Warren Wandling takes you behind the scenes to get to know a variety of leaders and the keys to their success. Discover strategies, tips and resources from leaders and entrepreneurs who have overcome obstacles to build resilience and achieve success. In this episode, Warren introduces you to Sean Doyle. Episode 93 – Discover How to […] The post Discover How to Generate Highly Qualified Leads appeared first on Warren Wandling.

Appealing to the emotional thinking of sellers, executives especially is PARAMOUNT. In today's episode of Centricity, our host Sean Doyle meets with Tim Riesterer to discuss how you can better optimize your sales and marketing teams to more efficiently meet the revenue goals you're trying to meet. How Executive Level Buyers Buy Oftentimes, executive-level buyers won't make a decision on whether or not to buy, or flat-out ghost a seller. Riesterer refers to this as the curse of no decision. Most of the reasons executives will give a seller for not buying are actually LIES. The real reason is: The seller didn't appeal to the executive's emotional thinking. Buyers ultimately make the decision to purchase something based on both logical AND emotional thinking. You HAVE to appeal to both to actually make the sale. Essentially, the process is broken into two steps. The first step is based on logic. The executive will give you reasons WHY they want to change or want their problem solved. But the actual decision to go THROUGH with this is purely emotional. What Executives Look For When sellers were asked to give themselves a rating on their performance, most times they gave themselves around a B. Buyers, however, gave these sellers an F rating. Not only do buyers need to be emotionally aroused, but they also need SOMETHING unique from you as a seller. One of the KEY things that buyers want to know is: What are their competition and others like them doing? Think about it, a seller knows your product incredibly well and has met with several different executives or buyers. Buyers, meanwhile, completely understand their problem but don't know what others like them are doing. They want to know this, however. Executives don't want you to listen to their issues, then repeat their problem back. They already intimately understand their problem. Instead, they want you to point out things that they DIDN'T know, based on what others like them don't know or are doing. One of the most POWERFUL tools in your arsenal as a seller is Voyeurism. When meeting with an executive, set benchmarks. Ask the exec how they think they stack up to others, then actually show them how they perform. Tell them how they can improve their performance. Data Insight Question Another POTENT tool in your arsenal as a seller is data insight questions or DIQ. The data in DIQ highlights the scope of the problem to your seller. Essentially, you're revealing the true extent of their problem and giving them a REASON to buy your product or service. After providing the data, you then offer insights. Offer some insights on WHY the data looks the way it is, or why things are the way they are. Finally, you ask the question. Ask them whether or not they're willing to try your product or service, and transfer ownership of the conversation to the buyer. This gets them INVESTED in the conversation. The Importance of Contrast Buyers come to sellers to address issues they have. However, one of the MAIN factors that determine whether or not a buyer will move through with a sale is: How much will they get out OF the sale? If they get marginally more, or the same, results as they currently are, they WON'T make the sale. You as a seller HAVE to show a noticeable contrast between the buyer's current state, and their state AFTER buying your product or service. If you want to learn more, or get in touch with Tim Riersterer, you can go to the website www.corporatevisions.com or www.b2bdecisionlabs.com. Tim also has a book, The Sales Expansion, available on Amazon.

In the US, 1 TRILLION dollars is lost every year because sales and marketing teams don't coordinate together. In today's episode of Aligned, our host Sean Doyle meets with Tim Parkin to talk about how to optimize your marketing and sales departments. The Unpopular Truth Although people don't enjoy hearing it, as a consultant, the NUMBER ONE thing Parkin tells clients is: Marketing is processing. Creativity and other factors come into play, but the key aspect of marketing is processing. Having reliable and proven processes to follow is CRITICAl for marketing teams. A Common Language Beyond processes, another thing that prevents proper coordination between sales and marketing teams is Communication. Sales teams and marketing teams speak two COMPLETELY different languages from each other. There are three different suggestions Parkin has for bridging the language barrier: Having table stakes meetings, hosting revenue operations, and again, having solid processes. Late Stage Marketing Another issue that prevents marketers from working effectively with sellers is how marketers often step OUT of the process after-sales take over when marketing teams should be involved throughout the ENTIRE sale cycle. In marketing, there's a concept called centricity. Centricity refers to the client being the CENTER of the sales process. Sellers and marketers have to focus on centricity. Marketers can contribute to the sales cycle by reminding buyers of their current issue and how whatever they're thinking of buying can solve their issue. When buyers prepare to buy, they'll often look back on their current situation and avoid making the purchase, because change requires effort. The Monkey Bar Method Parkin utilizes a technique called the Monkey Bar method whenever he's working with different clients. He's seen TREMENDOUS success from it. Essentially, the method focuses on providing buyers with ALL the information they need. Buyers come into sales with a lot of different questions. In one instance, Parkin worked with a trade school that taught students a few different skills. Whenever students would go onto the school's website, they would find different programs. In the pages for the programs, instead of keeping things short, Parkin gave students an extra page discussing career opportunities for different skills. By focusing on centricity, and offering extra information, Parkin saw a SURGE in lead transformation and success. Focus on centricity, and provide ALL the information leads need. 5 Key Attributes of Great Processes Parkin has identified 5 KEY attributes that all of the best marketing processes share. The first attribute is: Being written down. The second attribute is: Having some sort of visual. The third attribute is: Being shared and communicated. The fourth attribute is: Being measurable. The final attribute is: Being regularly evaluated and adjusted. If you want to get in contact with Parkin, you can go to his website or call him at 407-499-0303.

2023-01-17 Weekly News - Episode 180Watch the video version on YouTube at https://youtu.be/eHXm3DA9Jzk Hosts:  Eric Peterson - Senior Developer at Ortus Solutions Dan Card - Senior Developer at Ortus Solutions Thanks to our Sponsor - Ortus SolutionsThe makers of ColdBox, CommandBox, ForgeBox, TestBox and all your favorite box-es out there. A few ways  to say thanks back to Ortus Solutions: Like and subscribe to our videos on YouTube.  Help ORTUS reach for the Stars - Star and Fork our ReposStar all of your Github Box Dependencies from CommandBox with https://www.forgebox.io/view/commandbox-github  Subscribe to our Podcast on your Podcast Apps and leave us a review Sign up for a free or paid account on CFCasts, which is releasing new content every week BOXLife store: https://www.ortussolutions.com/about-us/shop Buy Ortus's Books 102 ColdBox HMVC Quick Tips and Tricks on GumRoad (http://gum.co/coldbox-tips) Learn Modern ColdFusion (CFML) in 100+ Minutes - Free online https://modern-cfml.ortusbooks.com/ or buy an EBook or Paper copy https://www.ortussolutions.com/learn/books/coldfusion-in-100-minutes  Patreon Support ( distinguished )Goal 1 - We have 42 patreons providing 100% of the funding for our Modernize or Die Podcasts via our Patreon site: https://www.patreon.com/ortussolutions. Goal 2 - We are 37% of the way to fully fund the hosting of ForgeBox.io New Releases and Updatesqb 9.0.0-beta.1 ReleasedLots of great features and bug fixes SQLite Grammar (Thanks to Jason Steinshouer) SQLCommenter Support (https://google.github.io/sqlcommenter/) Many bug fixes and performance improvements The docs are currently being updated: https://qb.ortusbooks.com/v/9.0.0/whats-newWebinar / Meetups and WorkshopsOrtus Event Calendar for Googlehttps://calendar.google.com/calendar/u/0?cid=Y181NjJhMWVmNjFjNGIxZTJlNmQ4OGVkNzg0NTcyOGQ1Njg5N2RkNGJiNjhjMTQwZjc3Mzc2ODk1MmIyOTQyMWVkQGdyb3VwLmNhbGVuZGFyLmdvb2dsZS5jb20 Ortus Fridays are back in Full Effect in 2023 ICYMI - Ortus Office Hours - Jan 6th, 2023 - 11 AM CST Ortus Webinar - Jan 20th 2023 - CBWIRE Coding Session - Let's build an app with CBWIRE with Grant Copley - 11 AM CST Koding with the Kiwi - Jan 27th, 2023 - 2 PM CST Ortus Office Hours - Feb 3rd, 2023 - 11 AM CST Software Craftsmanship Book Club - Feb 10th, 2023 - 2 PM CST (Patreon exclusive) ICYMI - Mid Michigan CFUG - Adobe's Ray Camden will be presenting Intro to Alpine.jsAlpine calls itself the jQuery for the modern web. So if you're not ready to move to React or Vue you many want to give it a serious look. They've also done the behind the scenes work to integrate it with charting programs, online rich text editors and online calendars.If you're unable to make the livestream we will make Ray's presentation available on our YouTube channel at a later date. https://youtube.com/@CFMLView Recording on Youtube: https://youtu.be/cW6CyxxRAzQ CFCasts Content Updateshttps://www.cfcasts.comRecent Releases ITB 2022 - All videos released to subscribers - 30+!!!! 2022 ForgeBox Module of the Week Series - 1 new Video https://cfcasts.com/series/2022-forgebox-modules-of-the-week 2022 VS Code Hint tip and Trick of the Week Series - 1 new Video https://cfcasts.com/series/2022-vs-code-hint-tip-and-trick-of-the-week  Coming Soon Brad with more CommandBox Videos More ForgeBox and VS Code Podcast snippet videos ColdBox Elixir from Eric Getting Started with ContentBox from Daniel Box-ifying a 3rd Party Library from Gavin  Conferences and TrainingCF Summit Online All the webinars, all the speakers from Adobe ColdFusion Summit 2022 – brought right to your screen. All sessions will soon be streamed online, for your convenience. Stay tuned for more! ICYMI - MODERNIZING THROUGH EVOLUTION NOT REVOLUTIONGuust NieuwenhuisJanuary 10, 2023 | 15:00 - 16:00 EST (1 hour)Our company has grown over a quarter of a century, and across those years we have matured as developers and IT companies, refining both our tools and practices to a degree that the past seems hardly recognizable. Counter to this are the inevitable compromises, products of constrained timeframes, limited client budgets or strained resources. Projects inevitably lean more towards growth and depth than general modernization, to the point that they become difficult to maintain. So, what happens when the bugs add up and the monster emerges? Refactor? Rewrite from scratch? We've been involved in many such projects, internally and inherited both, and have learned there is no simple answer to the question “how do we move forward?” Through case studies and anecdotes I will explain what to look out for, from both a technical and business perspective.https://www.youtube.com/watch?v=hIZ0S-4WxDUICYMI - EASIER API DEVELOPMENT AND TESTING - USE POSTMAN, WEBHOOK.SITE, AND NGROK TO ENHANCE YOUR WORKFLOWDaniel GarciaJanuary 12, 2023 | 12:00 - 13:00 EST (1 hour)Postman, Webhook.site, and ngrok are great tools that can really enhance your API development and testing workflow. PostMan is a cross-platform API Testing Tool with lots of awesome features, Webhook.site allows you to easily inspect, test, and automate any incoming HTTP request or e-mails, and ngrok enables you to expose a web server running on your local machine to the internet. These are must-have tools for any API developer (either creating or consuming). In short, these tools solve problems and best of all, they all have free versions which allow you to be very productive. My goal is that after this conference, you will start using at least one, if not all three, tools when you get home. I'm not saying using these tools will be life-changing, but I am also not not saying that eitherhttps://www.youtube.com/watch?v=uBgYHzPxDCsICYMI - LEVERAGING AI / COGNITIVE SERVICES VIA COLDFUSIONMichael HayesJanuary 17 | 12:00 - 13:00 pm EST (1 hour)Azure Cognitive Services is API that leverages AI and Machine Learning to provide capability such as Sentiment Analysis, Entity Recognition, Auto Translator, Text to Speech, speech translation, and many more. All this would be written in ColdFusion 2021 of course and a GIT repo of the code will be shared with the community. There may be a secondary package that will be shared that would convert PostMan / Swagger collections to ColdFusion for rapid development via API's.SPREADSHEET MAGICKevin WrightJanuary 19 | 12:00 - 13:00 pm EST (1 hour)Microsoft Office is the 'de facto' standard in most business environments. In this session we will look at different ways of integrating with one of the most used applications of the MS office suite, Excel. Come learn how to create, access and manipulate spreadsheets programmatically with the CFSPREADSHEET tag in ColdFusion. We will go beyond basic read and write features, and will delve into more advanced techniques like working with formulas and formatting, and creating multiple sheets. We will also look at examples of more complex types of spreadsheets by using lookups and even creating and embedding dynamic charts. FORMAT: Presentation with slides / live code reviewOPPORTUNITIES FOR BLOCKCHAIN TECHNOLOGY AND NFTS IN THE REAL WORLDMasha Edelen and Nick JuntillaJanuary 24 | 14:00 - 15:00pm EST (1 hour)Understanding the value and practical use cases of Non-Fungible Tokens in modern business applications. Learn how to get started using the blockchain and building your Web 3 strategy.Website for CF Summit Onlinehttps://cfsummit-online.meetus.adobeevents.com/ VUE.JS NATION CONFERENCEJanuary 25th & 26th 2023https://vuejsnation.com/ VUEJS AMSTERDAM 20239-10 February 2023, Theater AmsterdamWorld's Most Special and Largest Vue ConferenceCALL FOR PAPERS AND BLIND TICKETS AVAILABLE NOW!https://vuejs.amsterdam/ VueJS Live MAY 12 & 15, 2023ONLINE + LONDON, UKCODE / CREATE / COMMUNICATE35 SPEAKERS, 10 WORKSHOPS10000+ JOINING ONLINE GLOBALLY300 LUCKIES MEETING IN LONDONhttps://vuejslive.com/ Dev NexusApril 4-6th, 2023 in AtlantaGeorgia World Congress Center285 Andrew Young International Blvd NWAtlanta, GA 30313https://devnexus.com/ No Ortus speakers this year. :-(Into the Box 2023 - 10th EditionMay 17-19, 2023 The conference will be held in The Woodlands (Houston), TexasThis year we will continue the tradition of training and offering a pre-conference hands-on training day on May 17th and our live Mariachi Band Party! However, we are back to our Spring schedule and beautiful weather in The Woodlands! Also, this 2023 will mark our 10 year anniversary. So we might have two live bands and much more!!!Still time - call for speakers for the Into The Box Conference for 2023 is open until Jan 31sthttps://www.intothebox.org/blog/into-the-box-2023-call-for-speakers https://itb2023.eventbrite.com/ CFCamp is backJune, 22-23rd 2023Marriott Hotel Munich Airport, FreisingCall for Speakers is now open!https://www.papercall.io/cfcamp2023https://www.cfcamp.org/More conferencesNeed more conferences, this site has a huge list of conferences for almost any language/community.https://confs.tech/https://github.com/scraly/developers-conferences-agenda Blogs, Tweets, and Videos of the Week 1/13/23 - Blog - Ben Nadel - Testing Performance Overhead Of Creating Java Classes In Lucee CFMLOne of the most powerful features of ColdFusion is the fact that it is built on top of Java; and, at any time, we can reach down into the Java layer for additional functionality. The typical way in which we do this is to call createObject("java") and pass in a Java class name. Historically, I've tended to cache the returned Java class value, operating under the assumption that createObject() had a lot of overhead. But, I don't think I ever based this assumption on any concrete evidence. As such, I wanted to perform a trite performance exploration regarding the createObject() function in Lucee CFML.https://www.bennadel.com/blog/4387-testing-performance-overhead-of-creating-java-classes-in-lucee-cfml.htmUpdates about using `createObject` with 3rd-party jars:https://luceeserver.atlassian.net/browse/LDEV-2952https://luceeserver.atlassian.net/browse/LDEV-4064 1/15/23 - Blog - Ben Nadel - Overriding Form Submission Properties Using Button Attributes In Native HTMLFor the last few weeks, I've been [very slowly] looking into the Hotwire framework from Basecamp. One of the guiding principles of Hotwire seems to be, "HTML has a bunch of great stuff, let's use it!" Case in point, I was reading through a Thoughtbot article on rendering live previews by Sean Doyle when I saw something that I had never seen before: submit buttons with form "action" and "method" attributes. Apparently, this has been supported by browsers going back to IE 10; but, since I've never seen it before, I wanted to try it out for myself in ColdFusion.https://www.bennadel.com/blog/4389-overriding-form-submission-properties-using-button-attributes-in-native-html.htm 1/14/23 - Blog - Ben Nadel - CUID2 For ColdFusion / CFMLA couple of years ago, I built a ColdFusion port of the CUID library which we've been using successfully at InVision. The CUID library provides collision-resistant IDs that are optimized for horizontal scaling and performance. Just recently, however, Eric Elliott released Cuid2 - an updated version of the library intended to address some philosophical security issues. I wanted to create a ColdFusion port of his new Cuid2 library.https://www.bennadel.com/blog/4388-cuid2-for-coldfusion-cfml.htm 1/16/23 - Blog - Ben Nadel - Dynamically Instrumenting ColdFusion Component Methods With GetTickCount() To Locate Performance BottlenecksColdFusion is a highly dynamic language. Which means, we can perform all manner of runtime mutations and reflections on our data structures and components. In fact, I've talked about this concept many times before, from applying StatsD metrics to creating tracked transactions in FusionReactor to adding retry logic around database access calls. All of these approaches use a variation on the same theme: generating proxy methods that add logic around lower-level component method execution. And today, in an effort to identify the performance bottlenecks in my CUID2 for ColdFusion implementation, I'm doing it again!https://www.bennadel.com/blog/4390-dynamically-instrumenting-coldfusion-component-methods-with-gettickcount-to-locate-performance-bottlenecks.htmComment about performance on Ben's last post: https://www.bennadel.com/blog/4388-cuid2-for-coldfusion-cfml.htm#comments_54105 CFML JobsSeveral positions available on https://www.getcfmljobs.com/Listing over 39 ColdFusion positions from 25 companies across 22 locations in 5 Countries.4 new jobs listed this weekFull Time - Cold Fusion Developer (REMOTE) - NASA Houstonhttps://jobs.smartrecruiters.com/MoriAssociates/743999877816700-cold-fusion-developer-remote-nasa-houston?trid=463ac537-35c8-4256-8fe4-47ea285de0a6Full-Time - ColdFusion Developer at Remote - United Kingdom Jan 11https://www.getcfmljobs.com/jobs/index.cfm/united-kingdom/ColdFusion-Developer-at-Remote/11544Full-Time - Web/ColdFusion Developer at isummation technologies - India Jan 14https://www.getcfmljobs.com/jobs/index.cfm/india/WebColdFusion-Developer-at-India/11545Full-Time - Middle ColdFusion Developer at EPAM Systems - India Jan 17https://www.getcfmljobs.com/jobs/index.cfm/india/Middle-ColdFusion-Developer-at-India/11546Other Job LinksOrtus Solutionshttps://www.ortussolutions.com/about-us/careers South of Shasta - https://southofshasta.com/blog/cfml-developer-wanted/ There is a jobs channel in the CFML slack team, and in the Box team slack now tooForgeBox Module of the Weekqb 9.0.0-beta.1Lots of great features and bug fixes SQLite Grammar (Thanks to Jason Steinshouer) SQLCommenter Support (https://google.github.io/sqlcommenter/) Many bug fixes and performance improvements The docs are currently being updated: https://qb.ortusbooks.com/v/9.0.0https://www.forgebox.io/view/qb/version/9.0.0-beta.1VS Code Hint Tips and Tricks of the WeekZen ModeZen Mode lets you focus on your code by hiding all UI except the editor (no Activity Bar, Status Bar, Side Bar and Panel), going to full screen and centering the editor layout. Zen mode can be toggled using View menu, Command Palette or by the shortcut `⌘K Z`. Double `Esc` exits Zen Mode.https://code.visualstudio.com/docs/getstarted/userinterface#_zen-modeThank you to all of our Patreon SupportersThese individuals are personally supporting our open source initiatives to ensure the great toolings like CommandBox, ForgeBox, ColdBox,  ContentBox, TestBox and all the other boxes keep getting the continuous development they need, and funds the cloud infrastructure at our community relies on like ForgeBox for our Package Management with CommandBox. You can support us on Patreon here https://www.patreon.com/ortussolutionsDon't forget, we have Annual Memberships, pay for the year and save 10% - great for businesses. Bronze Packages and up, now get a ForgeBox Pro and CFCasts subscriptions as a perk for their Patreon Subscription. All Patreon supporters have a Profile badge on the Community Website All Patreon supporters have their own Private Forum access on the Community Website All Patreon supporters have their own Private Channel access BoxTeam Slack Live Stream Access to streams like “Koding with the Kiwi + Friends” and Ortus Software Craftsmanship Book Club https://community.ortussolutions.com/ Top Patreons ( distinguished ) John Wilson - Synaptrix Tomorrows Guides Jordan Clark Gary Knight Mario Rodrigues Giancarlo Gomez David Belanger Dan Card Jeffry McGee - Sunstar Media Dean Maunder Nolan Erck  Abdul Raheen You can see an up to date list of all sponsors on Ortus Solutions' Websitehttps://ortussolutions.com/about-us/sponsors Thanks everyone!!! ★ Support this podcast on Patreon ★

How Men Can Create Friendships As Adults(a.k.a. The Epidemic Of Male Loneliness)I have seen an epidemic of male loneliness in my clients over the past decade. This observation is borne out by research. Men are socialized to be self-reliant, to fear intimacy, to be stoic, and to be tough. This leads to a loss of friendships as we age for most men. Other factors entering into this epidemic include divorce, moving for employment, difficulty with repairing relationships after conflict, and more. What's more, loneliness has been shown to be as dangerous for our physical health as smoking 15 cigarettes a day. Lonely people are 50% more likely to die than those with social connections. And more than 50% of the U.S. reports feeling lonely and isolated. Given that there is a problem with loneliness for men, what do we DO about it? How can we begin to build new connections to prevent loneliness and isolation?Join me in a revealing and useful conversation with Sean Doyle, poet, lawyer and positive psychology professor. About Our Guest:John “Sean” Doyle is poet and lawyer and taught psychology at North Carolina State University for close to a decade. Sean has worked on matters of happiness, meaning and resilience with a wide range of individuals and groups, including army drill sergeants, federal appellate judges, Buddhist monks, and foreign governments.  Called the “poetic voice of positive psychology,” Sean's essays and stories are invitations to inject more hope, affection and meaning into the world.  His book, Mud and Dreams, is a call to embrace everything that is hard and beautiful about the world, so that we may fall even deeper in love with life. Sean studied philosophy at Rutgers, received his Juris Doctorate from Loyola University-New Orleans, and his Masters of Applied Positive Psychology from the University of Pennsylvania. A husband and father of three, Sean lives and writes in North Carolina.  For more, please visit www.JohnSeanDoyle.com, or contact Sean directly at LiveFully@JohnSeanDoyle.com.If you like what you've heard at The Evolved Caveman podcast, support us by subscribing, leaving reviews on Apple podcasts. Every review helps to get the message out! Please share the podcast with friends and colleagues.Follow Dr. John Schinnerer on| Instagram | Instagram.com/@TheEvolvedCaveman| Facebook | Facebook.com/Anger.Management.Expert| Twitter | Twitter.com/@JohnSchin| LinkedIn | Linkedin.com/in/DrJohnSchinnererOr join the email list by visiting: GuideToSelf.comPlease visit our YouTube channel and remember to Like & Subscribe!https://www.youtube.com/user/jschinnererEditing/Mixing/Mastering by: Brian Donat of B/Line Studios www.BLineStudios.com

According to LinkedIn, a whopping 1 TRILLION dollars are lost per year because sales teams and marketing teams don't coordinate together. In today's episode of the Aligned Podcast, our host Sean Doyle goes over how you CAN coordinate your sales and marketing teams to avoid losses and improve profits. Generating quality leads: Getting leads for your business is easy. But making sure they're QUALITY is the hard part. One reason why salespeople don't trust marketers is that marketers are just there to get leads INTERESTED in the product. They answer questions and show off a product or service. That will generate leads, however, those leads aren't guaranteed to be good, profitable ones. One scenario mentioned in the episode is a lead already having the product being offered. Imagine if your marketing team generated 100 leads, but 90 of them didn't have any NEED for your product. Your sales reps have just then wasted time that could've been spent finding QUALITY leads. What sales teams want from marketers: The MAIN thing that sales reps want from marketers is Communication. Communication is key in business and in life. If your marketers and sales reps are properly communicating, this prevents any wasted time. Marketers can let the sales team know of potential leads, what they're looking for, what they have, etc. Once proper communication is established, the sales team can focus on quality, profitable leads and discard the ones that they can't sell to. How to align marketing and sales teams: Collaboration, collaboration, collaboration. Have your sales and marketing teams actually WORK TOGETHER. Focusing solely on your marketing team will prevent sales from working at maximum efficiency. Focusing solely on your sales team will prevent marketing from working at maximum efficiency. Make sure the needs of both marketing and sales align. Alongside having your marketing and sales teams work together, prioritize COMMUNICATION. As said, communication is key. Too often, marketers are unaware of what leads should be prioritized, leading to wasted time. Flip the conversation. Focus on what the BUYER ACTUALLY WANTS and how to meet their needs. Have sales reps and marketers work together to figure out a.) What a buyer wants and b.) How to best deliver your product or service to them. Making sure that your marketing and sales teams are aligned is CRUCIAL for increasing profitability. One can't function maximally without the other. Utilize these tips, and watch your profit grow. This episode is sponsored in part by FitzMartin's Sales and Marketing Alignment: Why does proper sales and marketing alignment result in a 32% average lift in revenue? Because a unified company centered around its prospects can't help but thrive. FitzMartin's Sales and Marketing Alignment program will analyze your current sales and marketing structure to deliver a plan based on the needs of your prospects, bringing you increased revenue, expansion opportunities, and (above all) a unified front when communicating with prospects.  To set your company up for success, visit fitzmartin.com/solutions to discover how to unify your sales and marketing for the best results.  This episode is sponsored in part by Fitzmartin's Organization and Culture Alignment: Company culture and retention are directly connected. After all, if you fail to build good company culture, you fail to retain top talent. At FitzMartin, we help leaders like you raise their NPS scores from the low 60s to the high 80s (and, more importantly, present a plan to help you do the same.) Create your company culture based on a shared mission to attract and retain top talent. Visit fitzmartin.com/solutions to learn more.

Sean has done in-depth over 5,000 sales and marketing consulting engagements over his 30ish year career. Chances are if you are an executive that is facing a sales and marketing problem Sean has seen it before and can help you apply a solution within your specific organization and industry.   He has spent the last 27 years running a B2B sales and marketing consultancy helping executives of businesses grow and overcome sales and marketing barriers based on groundbreaking research in behavioral change. He's an author, speaker, and advisor for Small to Mid-Sized businesses from $5MM to $250MM. Sean helps larger companies through the firm FitzMartin. For those rapidly growing firms under 25FTEs, SeanMDoyle.com offers 1-2-1 executive coaching, a video training series, strategic insights, and leadership retreats. His vision, to change the way executives at small and mid-sized businesses think about and leverage marketing as a serious business tool. You can connect with Sean through linkedin: linkedin.com/in/sean-m-doyle What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Principle & Co-Founder of Fitz Martin,  Sean Doyle  joins Joseph to talk about how to help prospects make sense of working with you.  GUEST LINKS FitzMartin.com  SUBSCRIBE  First100K.com  EliteMensCoach.com  BUSINESS & LIFE MASTERY FOR MEN™  Helping 7-9 Figure Husbands, Dads & Businessmen Go From Angry & Unfulfilled to PEACE & PURPOSE in 90 Days or Less ... GUARANTEED! See REAL Results at: EliteMensCoach.com  Music: Purple-Planet.com

[00:04:42] Jason and Andrew had an incident at work, they were bamboozled, and we find out what happened. [00:05:40] In other Ruby news, here is where the laughs begin…Andrew sent a picture to Jason declaring that an adult human hand can fit inside an eagle's talon. Is this true?[00:07:30] We find out what did Andrew do with code this week that was so terrible, and Andrew gives us an example of something he's had to do three times, and Chris explains his issue with physically printing a PDF to debug.  Chris mentions a previous episode with Cameron Dutro and the ttfunk gem.  [00:14:44] “Tech the Halls” is happening at Podia where they'll make some minor improvements to the app the last two weeks of the year, and Jason tells us how he finally went back to removing Webpacker work that he started two months ago.  [00:19:26] Chris tells us what he did with Stimulus imports stuff and then made the esbuild node module.[00:21:38] Jason brings up submitting and tells us about a function they use at Podia now where they look at form validity and using CSS will disable buttons if a form is not valid.  [00:22:37] Chris was searching for the issues about the form disabled stuff and found a PR that Sean Doyle made that is really cool and he explains it. Andrew gets triggered at something Jason said about Bootstrap. [00:29:25] The guys discuss building UI components, the React community doing a good job, and Jason thinks he should give Alpine a shot to see what happens. Speaking of Ruby, as part of Tech the Halls, Jason explains they've started to rename some models that have changed their domain naming in the past couple of years.[00:37:09] Andrew shares his thoughts on why bundle opening a gem should be the encouraged way to debug and he highly recommends using bundle open the next time you encounter an issue, and Chris shares some advice for juniors. Panelists:Jason CharnesChris OliverAndrew MasonSponsor:HoneybadgerLinks:Jason Charnes TwitterChris Oliver TwitterAndrew Mason TwitterDavid Attenborough WikipediaRemote Ruby Podcast-Episode 134: Kubernetes, JSX for Ruby, and more with Cameron Dutrottfunk 1.1.1Hotwired Turbo-pull request-Toggle [disabled] on form submitter #386 (Sean Doyle)Tip: Search and debug gems with ‘bundle open' (Boring Rails)Ruby Radar NewsletterRuby Radar TwitterRuby for All Podcast

This week on the show we have an amazing man of God, leader, father, brother, coach entrepreneur and so much more. Sean Doyle is the Director and Operations at McKinley Architecture and Engineering. I'm grateful he was able to jump on the podcast. God is always good! In this episode, we discussed things such as: - His backstory! - How he got into wrestling? - How he developed his leadership philosophy? Please take a listen and replay it too! The Original Golf Game's OG Website: www.fantasygolfsog.com JB's IG: @jbthemasses Show IG:: @_forthemassespodcast Facebook: @forthemasses Youtube Page: https://www.youtube.com/channel/UCkrZZqhWk-AeGPP1yVdtZWA Anchor Page: https://anchor.fm/jonathan-barrett4/message Support this podcast: https://anchor.fm/jonathan-barrett4/support Spotify's link to the podcast: https://open.spotify.com/show/0kq3kvcWnxVowveIjRiv6k?si=8fe5e46aef994a2c Apple link to the podcast: https://podcasts.apple.com/us/podcast/for-the-masses-podcast/id1572672464 --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/jonathan-barrett4/message Support this podcast: https://anchor.fm/jonathan-barrett4/support --- Send in a voice message: https://podcasters.spotify.com/pod/show/forthemasses/message Support this podcast: https://podcasters.spotify.com/pod/show/forthemasses/support

This episode is shareable because it is practical, insightful and surprising. Shareable Content —Episode Key Takeaway— It's not about you. It's about them. Focus on your buyer and let that be the center, guiding your marketing and sales. Marketing and Sales can be predictable and scientific. It doesn't have to be “blue-sky creative” based on a hope and a prayer. —To Read— A River Runs Through It: https://amzn.to/3akO4ac —To Watch— Leading with Lollipops: https://www.youtube.com/watch?v=hVCBrkrFrBE —To Listen— —To Learn— We all have Agency — the capacity, condition, or state of acting or of exerting power. We forget this too often. About Sean Sean M. Doyle is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Sean and his team at FitzMartin are focused on long term value creation through a sales-first, scientific approach to driving revenue. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers. Connect Fitz Martin Get Free Help: https://www.fitzmartin.com/freehelp Connect with Jeff

Selling and marketing for today's consumers according to behavioral science You got to start with a belief that selling is about helping people, not manipulating people to do something. In Marketing, we call it a consumer decision journey or a buyer's journey. Sales know the pipeline report, which is just a codification of that. We all know that.   But the behavioral science that we follow is called the Trans theoretical theorem of behavioral change. There are nine codified best practices to help people as they make the decision, from no action to action, from being unaware of your product to understand the need of your product, to buying your product.   And there are some things that sales can do intuitively and intuitively that can be codified by these nine best practices. It's countering. It's environmental controls. It's rewarding for private, for good behavior. It's helping relationships. It's social liberation. That's a bunch of scientific terms. That's what sales do.  (If you want to grow your sales from $60K to $350K per year, I invite you to join the live Catapulting Commissions workshop this Aug 17-18! Get your slot here)   Buyer-centered We call it centricity because it's centered not on sales need, not on marketing need. It's centered on the buyer. And if you center all your company's thinking, your sales teams, and your marketing team's thinking on the understanding of the buyer, there's an alignment that's created out of that. Sales and marketing should never align with each other. They should align with the customers. The result that is they'll be aligned with each other.   What is Private-Public commitment? Private-public commitment is effective from the middle of the buying journey to the very end. In sales barrier analysis we break down a pipeline and understand where there are problems in this pipeline. And in a client's pipeline, we almost always find there's more money to be made in late-stage deals and fixing late-stage deal problems than there is in creating more awareness where most marketing advertising starts.    So private public commitment is one of the most powerful tools because you've got to equip both sales and marketing to understand what it is. So if you can fix that, you'll close more deals that get stuck.    Why you should have Private Commitment in sales Buyers have to have safety first as they make a change. So if you're going to buy a new service or product, if you're going to put risk, you're not going to do it without understanding privately first whether this is good to proceed.    Founders, you're leading your sales and marketing efforts. Have you created an intentional way where a buyer can, without revealing to anybody else, explore your product or your service? And if your marketing team and your sales team don't have a way to create a private commitment, then that's a gap that you've got to add. You've got to fix that. It's going to stop people from moving forward.   Take a look at what Sean did with his company FitzMartin. His prospect has eight agencies to choose from. So Sean offered to pay $10,000 of service for his prospect so they could see if it's going to be a good fit. (It cost him around $5,000 in actual employee time and materials and costs. He lowered his internal cost of sales and given his prospect value, and gave the prospect enough safety in that journey.)   So the prospect gets to (safely) experience the service, while Sean's company gets to evaluate his company's ability to help him and the prospect's capability to purchase. FitzMartin gave them the equipment and eliminated the risk through this journey and lowered his cost of sales.   *Take note that Sean said he, as a founder, is going to pay for it and not say it's free.   Frictionless buyers journey Remember that time you decided you were going to get in shape and lose weight? Right? You didn't post it on your social media first. You went to the gym and you're like, ‘okay, I've been going for a month now. I might post it on my social media. I've lost ten pounds.' Now you are comfortable telling people about it.   Well, think about your salesperson. You've set up a commission structure or some sort of motivator, and your goal as an owner is to fire up that salesperson to close deals. So now they're in front of a prospect, and they are fired up to slow the deal down. But the buyer isn't where you are. If you're a buyer, it's taken you a long time to understand and get to the point of preparation to purchase.   Slowing down, offering a helping relationship and a private commitment where there's no risk, gives the buyer the time to come around and understand the solutions with full transparency. It's giving frictionless buyers' journeys.   We would call it Stage five closed or exchange relationship. But you should have a stage five closed deals, diagnostic or private commitment stage. It is a true engagement. It's an ongoing relationship. So add that little step to your pipeline.   Triage Use triage as your scaled-down version of the private commitment stage. So you've been pushed out of late-stage deals by sales for a long time. Why? Because sales don't trust marketing when the deal is close to the finish line.   Why? Because you don't know what the buyers need. You're good at early stage stuff, but you've never studied this late stage. You've never studied what it takes to close a deal. So you should be understanding things like private-public commitment and you should be bringing ideas to the table. Role of marketing And by using marketing automation technology, you'll know if your prospect read the report or not or how far down the report they read. Marketers, you can do so much to help a salesperson close late-stage deals. If your marketing team is not doing this, then that's a gap in your organization.   You're going to close more deals, you're going to make more revenue. If you get somebody that understands how to close deals in the marketing role, you don't need a salesperson in the marketing role. You need a marketer in the marketing role. Marketers have long views. Marketers are not driven by this week's commission or this quarter.  Sales should be focused on this week. Marketers should be focused, though, on a full pipeline approach.   So in finding an agency for you, ask about the agency's theology, understanding of a full pipeline, buyer's journey, and how marketing impacts every step in it. Build a deal page Build a deal page for your most important deals. If you build a page where you look at this business and you know from your experience with other clients, you know that they're looking for safety, right? So build a deal page where a previous client does a little video or has a dialogue with you, or be a written quote that says, ‘I trusted Anthony when we were at this stage in my series, as investors said he was the best thing that happened to us.'   Build a deal page where you know there are specific weaknesses that you don't want to be public about, per se, and then guide and direct people to that deal page. It's marketing. It's not closing deals.   So deal pages are incredibly effective if you've got an agency helping you. There's a term called account-based marketing where you can deliver advertising just to one business.    So at the very least, your marketing should equip your sales team with a deal page. It's not a page on your website that anybody else can find, but it would say, ‘ABC Manufacturing rapid Growth Medical.' The language changes. It becomes very specific. You could use people's names.   It's a way to represent. Privately looking at it, the prospect might forward it to other people in the executive team and say, ‘hey, Anthony sent me this. I'd love your opinion, and marketers can track that engagement.' It's a trackable metric that you can realistically, you can learn a ton.   About Sean Doyle Sean is a principal at FitzMartin, and our leading mind and voice on sales and marketing strategy. Sean is particularly adept at applying the science of behavior change to the art of sales and marketing. It's an approach that he and FitzMartin have developed over thousands of client engagements since 1992.   Sean is an author and speaker. His first book, Shift: 19 practical, business-driven ideas for an executive in charge of marketing but not trained for the task, was published by Rockbench Publishing in 2018.   Website: seanmdoyle.com Company website: fitzmartin.com Get Free Help from FitzMartin

Sean M. Doyle is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Sean and his team at FitzMartin are focused on long term value creation through a sales-first, scientific approach to driving revenue. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers.   Sean's latest book, Shift, explores 19 practical ideas, grounded in the science of behavioral change, that can transform a business's marketing efforts and, by natural extension, its profitability. A native Pennsylvanian who's put down deep Southern roots, Sean is a man of family and faith who strives to be a selfless leader. On weekends, you'll find him out fishing local streams and teaching the art of fly fishing to anyone who wants to tag along.   Listen to this informative Publish. Promote. Profit. episode with Sean Doyle about transforming a business through behavioral change.   Here are some of the beneficial topics covered on this week's show: - Why someone else sending your book as a referral is a great way to get new clients. - How we've learned to tune advertising out making it less effective than having a book. - Why positioning yourself in a specific market will make your book stand out more. - How the value of having a book hasn't changed over the years. - Why authors must find ways to get their book into their ideal clients' hands.   Connect with Sean: Links Mentioned: https://www.fitzmartin.com https://www.fitzmartin.com/freehelp https://www.fitzmartin.com/freehelp Guest Contact Info: Twitter https://twitter.com/fitzmartinb2b Instagram https://www.instagram.com/fitzmartinmarketing/?hl=en Facebook https://www.facebook.com/fitzmarketing LinkedIn https://www.linkedin.com/company/fitzmartin/ Connect with Rob: Website https://bestsellerpublishing.org Twitter https://twitter.com/bspbooks Instagram https://www.instagram.com/bspbooks/?hl=en Facebook https://www.facebook.com/bestsellerpub YouTube https://www.youtube.com/c/BestSellerPublishingOfficial Learn more about your ad choices. Visit megaphone.fm/adchoices

Sean and his team are focused on long term value creation through a sales-first, scientific approach to driving revenue.