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In this, The Faces of Business, Sean M Doyle, CEO and Principal, Sales, and Client Strategy, FitzMartin, Inc., will talk about optimizing sales and marketing operations to make smooth and fast business progress. Sean is a seasoned B2B sales and marketing consultant with over 25 years of experience assisting mid-sized businesses with their most pressing issues. As a sales optimization and marketing operations expert, Sean applies the science of behavioral change to business disciplines such as planning, positioning, branding, and promotion. Check out the Blog post here: Optimizing Sales and Marketing Operations Thanks for taking the time to listen today. Find Damon Pistulka on LinkedIn talking about life & building businesses you can sell or succeed. On Twitter as @dpistulka with inspiration and sharing thoughts. Find out more about Damon when he's not working. @damonpistulka on Instagram, or Damon Pistulka on Facebook. More information on building businesses you can sell or succeed and the Exit Your Way method on our website View our blog page for this episode here. Email us for more information info@exityourway.com
If you are responsible for driving growth in your business but have run out of levers to pull, you are frustrated with dead-in-the-water marketing ideas and have sales that just never seem to get closed, then you are going to enjoy this conversation with Sean M. Doyle. Sean is the author of Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task. He is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. 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. Today's episode is brought to you by the Breakthrough Sales Leader's Retreat coming October 20th to Fort Worth Texas. If you are a sales leader, or you know one, you don't want to miss this event. I'll be joined by an incredible team of coaches including Larry Levine and Dave Sanderson. You'll get the mindset, skillset, and toolset to build an authentic selling culture to grow sales. You'll leave with a 100-day Breakthrough Plan so you can build your team, develop your culture, and grow your sales. Learn more and register at www.breakthroughsalesretreat.com.
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
Today the Biz Bros chat with Sean about taking a deeper dive into company plateaus and ways to move past them! 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! To learn about Sean and his work, check out: https://seanmdoyle.com/ Stay Tuned for more ~
When you try to please everyone, you end up pleasing nobody! It can be a hard pill to swallow, but 99.9% of the world isn't interested in your thought leadership. Focusing on a vast, wide audience only ends up wasting your time - and might cause you to miss the people who really need your content. When you figure out what the 0.1% needs from you, and how you can serve them, that's when the magic happens. Today's guest is Sean M Doyle, Sean is a speaker and advisor helping small-business owners improve their marketing so that they can increase sales and work with more profitable customers. He is also the author of Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task We talk with Sean about what a thought leadership practitioner can do when great ideas just don't get traction, and what to do to boost them. He also discusses how thought leaders are their own harshest critics, and why content needs to be bespoke if it is really going to reach and connect with a target audience. Over the last two years, we've seen massive changes in the speaking industry. Sean shares insights into the changes speakers have had to make in order to thrive in this new environment. No longer are generic speeches acceptable, nor can speakers rely on choreographed music, lights, or entrance to create energy. To succeed, speakers must have strong content, clear talking points, and shining authenticity. If you want insight into ways that thought leadership practitioners can raise consciousness, uplift ideas that haven't reached their pinnacle, and make a difference to clients, you'll want to listen to this episode. Three Key Takeaways: Thought leaders are often the worst judge of their own content, due to stubbornness or ego. Thought leadership should be bespoke and feel personal to your audience. Once you recognize and understand patterns in people, you can use thought leadership to reach them and create long-lasting culture change.
So agencies keep creating awareness and awareness and awareness. It's not helping. Our guest, Sean Doyle's firm helps companies with what has become like breathing and very obvious to some, but not too many companies. The way FitzMartin is better is the application of science. Understanding that this prospect list didn't need more awareness. They needed a reason to consider taking that step to plan. He tells a story about a firm they were helping. They needed to understand why should I maybe contemplate yet one more banker at my door? Why should I do that? So we created the whole campaign around that. They changed the voice, the group that did the, testing. They had this brilliant IP, but they kept talking about themselves. Well, guess what? Your prospect doesn't care about you. So the ad that worked so much that got that $800,000 deal, all it said is, do you want to reduce your workman's comp costs? It actually had nothing to the product has nothing to do with workman's comp the outcome of using the product is lowered workman's comp. And that was the motivator for the buyer. And they got their single largest deal because they talked about what mattered to them. ----more---- Listen to the first half of this episode, "Guess What? Your Prospect Doesn't Care About You." About Susan's guest: 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 for B2B companies. Sean and his team at FitzMartin are focused on long-term value creation through a sales-first, scientific approach to driving revenue. Sean knows that the split personality of marketing is inhibiting growth aspirations. Budget and impact conversations often become contentious: revenue operation marketers tout their ability to drive sales while brand builders argue for longer-term brand investments. The executive team thinks both struggle to demonstrate the near-term value. It is for this reason that Sean's team believes a thoughtful and data-driven full-funnel marketing strategy can drive significant value. 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.
CEO Pulse Podcast EP 41 with Sean Doyle. 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. CEO Pulse. The Real, The Raw & The Mind of Entrepreneurship. This is your backstage pass into the stories, strategies, and psychology of top-performing entrepreneurs. L.E.S.S Business, More Profits Lean | Effective | Strategic | Simple Full Access Links: https://linktr.ee/Rafaelcortez Follow, Subscribe, Like & Share! CEO Pulse - Youtube | iTunes | Spotify #ceopulse,#lessbusinessmoreprofits,#business,#startups,#entrepreneurs,#entrepreneurship,#levelup,#lifebydesign STAY FOCUSED, YOU GOT THIS!
Sean M. Doyle, principal of FitzMartin Inc. and author of Shift, shares effective evidence-based marketing strategies to convert more leads into sales. Learn how to identify and overcome barriers in your customers' decision journey and streamline the process from discovery to purchase.
The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing. Sean M. Doyle is with FitzMartin, a sales first consultancy firm that helps companies with their sales, marketing, and alignment. Their approach towards marketing and sales is based on science that drives revenue for their clients, while integrating sales and marketing. The idea of science-based framework Most of us love superheroes. As the last touch, salespeople can be seen as the hero for their clients. Most salespeople don't want the marketing team involved because they have a different process. While the marketing team complains about bad leads, science has a different view. 80% of these leads should be considered to be in a cycle of consideration, preparing to change, and then retreating. Behavioral science is the transtheoretical theorem of behavioural change according to Prochaska & DiClemente. There's more to human behavior than just awareness. When interviewing an ad agency, ask them to articulate what they feels is the most effective marketing approach just before closing a deal. If they fail to answer the question, move on. A good marketer knows how to impact a deal all the way through the process. Looking back, Looking forward The book Changing for Good: A Revolutionary Sic-Stage Program for Overcoming Bad Habits and Moving your Life Positively Forward by James O. Prochaska is recommended reading. It talks about the change of behavior that is applicable to everyone who seeks to change. From a marketing and sales point of view, there are specific ways to help when the customers want to move forward. When people are contemplating a purchase, they go to your website. Just because the prospects haven't bought, it doesn't mean they forget what they know of your company and their needs. They don't need any more brand awareness. They need the later stage processes to help them finalize their decision. Marketers need to help people move from contemplation to preparation, and eventually to action. “Looking Back/Looking Forward - The Secret To Closing More Deals” episode resources Follow Sean M. Doyle on LinkedIn or visit his personal website. You can also get his book, Shift for free by clicking this link. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Contact info Sean Doyle Principle at FitzMartin Inc. sean@fitzmartin.com https://fitzmartin.com/ Phone: (205)322-1010 Bio: 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. While he has consulted with several major clients including Georgia Pacific, his forte is helping $5MM to $70MM companies — which makeup the largest segment of American businesses — to improve operations and grow revenue. Learn more about your ad choices. Visit megaphone.fm/adchoices
Does adding new martech tools always tackle problems and challenges for marketers? What matters most is finding the best technology solutions to solve the right problems at the right times for you, your team, and your organization. Today’s guest is Sean Doyle, co-founder, principal, and director of strategy at FitzMartin. Sean applies the science of behavior change to the art of sales and marketing. Rather than only choosing to make decisions based on thoughts and emotions, choose to use the power of data. Some of the highlights of the show include: Reason Behind Sean’s Book: Change how B2B marketers are respected or not FitzMartin: Modern marketing/sales that demonstrates ability to provide products Point of View: Comes from behavioral science—how people change Changing for Good: Book on transtheoretical theory of behavioral science Firings/Failures: Focus framework on capital and commitment to measurement Martech: Why it continues to expand? Measurable and customer-focused Vanity Metrics: Meaningful when understood by peers, clients, or customers Problem: Takes talent to read data, view analytics, and communicate effectively Martech Behavioral Science Categories: Demand generation Sales enablement Customer success Simplify Scale: Ease of use wins over powerful and sophisticated martech Sales Barrier/Gap Analysis: Audit of all sales and marketing efforts Subjective Theory of Value: Three ways people buy Revenue gain Cost reduction Emotional and strategic contribution Links: Sean Doyle’s Email Shift: 19 Practical, Business-driven Ideas for an Executive in Charge of Marketing but not Trained for the Task by Sean M. Doyle FitzMartin Sean Doyle on LinkedIn Changing for Good by James O. Prochaska, John Norcross, and Carlo DiClemente Web Analytics by Avinash Kaushik Google Ads HubSpot AdRoll Ignitium Salesforce Ben Sailer on LinkedIn CoSchedule
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