Podcasts about strategic selling

Join Mark Hunter as he empowers you to maintain focus and confidence even when the world seems uncertain. Learn how to turn challenges into opportunities and why doubling down on your industry knowledge can set you apart as the go-to expert.  Join us for a deep dive into strategic selling, where Mark challenges you to create ten solutions tailored to your industry. Discover the power of leveraging your current customer relationships and getting referrals to fortify your sales strategy.    ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

Nach einem kleinen Ausflug in Patricks Erlebnis mit der Air Zermatt, sprechen wir in dieser Episode über systematische Verkaufsansätze wie Strategic Selling, Power-Based Selling, Solution Selling, Challenger Sales und Insights Selling. Wir diskutieren, wie sich der Vertrieb vom Produktverkauf hin zu echten Lösungen entwickelt, die echten Mehrwert für den Kunden bieten. Ein weiteres Thema ist das Change Management im Vertrieb – wie können Unternehmen ihre Vertriebsteams und Kunden erfolgreich durch Veränderungen führen? Wertvolle Erkenntnisse, wie immer aus der Sendeanstalt Beromünster.  

03-01-25See omnystudio.com/listener for privacy information.

Welcome to Behind the Numbers, where host Dave Bookbinder explores the power of sales in business with expert guest Liz Heiman, CEO and Chief Sales Strategist at Regarding Sales. With over two decades of experience since 2002 in building sales infrastructures, Liz shares actionable strategies for creating successful sales systems in midsize companies. In this episode, Liz reflects on her career, starting at Miller Heiman, famous for the Strategic Selling methodology, and discusses why everyone in a company is involved in sales, from accountants to facilities managers. Together, they debunk common sales misconceptions, including the importance of a growth mindset, thorough sales preparation, and how focusing on problem-solving is more effective than the traditional "hard sell." Liz dives into the key elements of the sales funnel, emphasizing how to leverage meaningful conversations, understand sales metrics, and integrate marketing and sales to boost business growth. She also offers valuable insights on building trust and credibility in sales relationships and explains why a customer-centric approach is critical for success. Whether you're looking to refine your sales techniques, enhance your sales funnel, or better understand your customers' needs, this episode is packed with practical sales strategies and insider tips that will help you elevate your sales game. About Our Guest: Liz Heiman is the Sales Operating System Architect and the founder of Re: Sales™. Liz guides “Ready-to-Scale” founders and CEOs to take the chaos out of sales so they can create a more sustainable growth strategy that strengthens the pipeline and streamlines their process to increase revenue on a predictive basis. Early in her career, Liz trained some of the world's powerhouse sales organizations. Using Strategic Selling and Conceptual Selling, she helped them boost sales by improving their sales processes and systems. Now her focus is start-up and mid-sized companies selling into complex B2B environments, including medical, government, and enterprise. About the Host: Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.  Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.  He's on a mission to change the conversation about how the accounting world recognizes the value of people's contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company's most valuable asset.” He's also the host of the highly rated Behind The Numbers business podcast which is enjoyed in more than 100 countries.  

Today, Noah and John sit down with Jill Preschel from Serhant, a powerhouse in the NYC real estate market with over $2.5 billion (with a B!) in transactions under her belt. Jill dives deep into the nuances of the luxury market in Manhattan and Brooklyn, sharing insights on shifting buyer preferences, the challenges of pricing new developments, and the impact of economic factors like interest rates and inventory levels. She highlights how prime neighborhoods are thriving while others require creative selling strategies. As always, Jill dishes out valuable advice for aspiring real estate pros and reflects on her journey from haute couture to high-stakes real estate. Great stuff from one of the greats! Highlights: 00:56 – State of the Market 02:10 – New Dev Insights 03:30 – Today vs Yesterday 04:45 – Competitive Buying in Hot Markets 06:08 – Challenges for Sellers 07:18 – Price Gaps Between Prime and Non-Prime Areas 08:06 – Buyer Opportunities Today 10:05 – Evolution of the Uber Luxury Market 12:28 – Future of New Dev 14:10 – Key Market Factors to Watch 17:00 – Advice for New Agents 18:25 – Jill's Career Journey 20:03 – The Power of Market Data Jill's Page at SERHANT. https://serhant.com/agents/jill-preschel Connect with Jill on LinkedIn: https://www.linkedin.com/in/jill-p-881a768 Follow Jill on Instagram: https://www.instagram.com/jillpreschel --- ** FREE ** Macro Monday - LIVE every Monday at 11am! We break down what's happening in the credit, equity, and NYC real estate markets! ** Need a price cut? Want to wow a seller? Use UrbanDigs Advisor! ** Our customized pricing analysis service closes deals faster and makes you look like a hero. Plus, subscribers get a big discount, so the ROI is literally OFF. THE. CHART. Email support@urbandigs.com and let us know what you need! https://www.urbandigs.com/advisor/ Track the New York City real estate market with real-time data and charts: https://www.urbandigs.com/ Link to our overview of Manhattan or Brooklyn real estate stats: https://www.urbandigs.com/marketwide-charts/ For more Manhattan and Brooklyn real estate conversations: http://www.talkingmanhattan.com/ Got questions? We got answers! Visit our forum: https://www.urbandigs.com/forum/index.php?forums/main-forum.2/

In this episode of Silent Sales Machine Radio, co-hosts Brian and Robin Joy tackle a game-changing topic: redefining what it means to "win" in the Amazon marketplace. They explore why chasing the buy box isn't always the ultimate goal and reveal strategies for prioritizing profitability, timing, and data-driven decisions over emotional reactions.   Discover the power of the "prime window" and the In-Stock Head Start program, and learn how strategic planning can help you test, replenish, and grow your inventory sustainably. The duo shares actionable tips for developing and sticking to a plan, avoiding common pitfalls, and fostering long-term success in an ever-evolving online sales landscape.   Whether you're a seasoned Amazon seller or just starting out, this episode is packed with insights to help you rethink your approach, make better decisions, and persist until you achieve your goals.   Special guest at the conclusion of today's show, Jeff Schick of JeffSchick.com discusses the seller space scams that are "too good to be true". Jeff explains how to watch out for these alluring "companies" and how to avoid them. There's a simple test recommended by Jim and Jeff which will vet any company you may want to partner with and it's free.   Watch this episode on our YouTube channel here: https://youtu.be/NPDdYLVKrGM   Show note LINKS:   SilentJim.com/bookacall - Schedule a FREE, customized and insightful consultation with my team or me (Jim) to discuss your e-commerce goals and options.   TheProvenConference.com - Our May 2025 event - plan to join 100s of listeners to this show in Orlando May 29-31st, 2025!   My Silent Team Facebook group. 100% FREE! https://www.facebook.com/groups/mysilentteam - Join 78,000 + Facebook members from around the world who are using the internet creatively every day to launch and grow multiple income streams through our exciting PROVEN strategies! There's no support community like this one anywhere else in the world!   ProvenAmazonCourse.com - The comprehensive course that contains ALL our Amazon training modules, recorded events and a steady stream of latest cutting edge training including of course the most popular starting point, the REPLENS selling model. The PAC is updated for free for life!   https://SilentJim.com/kickstart - If you want a shortcut to learning all you need to get started then get the Proven Amazon Course and go through Kickstart.   https://SilentJim.com/360 - For the first time ever we have a full walk through tutorial for everyone from BEGINNER to the most ADVANCED users of Keepa.    

Episode Show Notes: ⁠https://sociallyausome.com/post/156-Step-Off-the-Content-Hustle-Hamster-Wheel-Create-Content-That-Converts Tired of cranking out content with no results? Learn 5 actionable strategies to stop the content chaos, build real connections, and create posts that convert. Chapters 00:00 The Content Hustle Hamster Wheel 02:02 Finding Direction in Content Creation 02:27 The Misconception of Success in Social Media Marketing 03:08 The Importance of Connection Over Quantity 03:57 Breaking the Hamster Wheel of Content Creation 05:03 Understanding Your Audience 08:54 Value Over Volume in Content Creation 11:53 The Importance of Clear Calls to Action 13:31 Building Trust Through Relationships 17:02 Strategic Selling and Confidence 20:48 Effective Communication and Language 24:04 Recap and Actionable Steps 28:01 The Myth of Content Quantity 29:22 Building Connections Over Content Sound Bites "Confused people buy nothing." "Your business is not a to-do list." "People buy from people they trust." Keywords content creation, social media strategy, audience engagement, marketing tips, building trust, effective communication, value over volume, calls to action, strategic selling, understanding audience

In this episode of the Big Skip Energy Podcast, Skip welcomes financial advisor Meredith Moore and mortgage originator Laura Witte. Meredith shares her inspiring story about beating cancer and moving on to be one of the top financial advisors in the country. And Laura talks about the challenge of having to start over again financially after the housing crash. The group discusses the importance of building meaningful referral networks, scaling businesses, and how core values impact professional relationships. Laura and Meredith also share their strategies for handling challenging clients and empowering women in their respective industries, while highlighting the balance between personal alignment and professional success.

How can combining professional coaching and emotional intelligence lead to long-term success in real estate? In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Wendy Griffis. Wendy is a Realtor®, Author and Group Leader in Jacksonville, Florida. Wendy has been serving the Jacksonville and surrounding areas since February 2000. Her experience and understanding of the area and market allows her to give accurate and thorough advice to her clients; providing successful, streamlined results, regardless of market conditions. Wendy acts in a consulting role – having an honest & direct approach with her clients. She knows how to help buyers and sellers follow her customized, but tried and true processes that gets results! Wendy has significantly outperformed the majority of the agents in our MLS in year over year sales numbers, property days on market, and list to sold price. Wendy is an advocate for her clients before, during and after the transaction. Wendy can be seen annually in the Jacksonville Journal Book of Lists. She was on the cover of Jacksonville Real Producers Magazine, and featured in articles in Florida Realtor and Buffini & Company magazines.  Wendy discusses the importance of emotional intelligence, crafting relationship-based business models, and navigating difficult market conditions with grit and grace. Listeners will hear about her approach to balancing professionalism and personal connection, the lessons she learned during the Great Recession, and how she uses insights from industry leaders like Brian Buffini to stay ahead in an ever-evolving field. Ready to transform your real estate career? Explore coaching opportunities and take time to develop your emotional intelligence.   Highlights 00:32 – 06:53 Wendy Griffis: Recognize the Difference ·       We welcome Wendy Griffis to the show! ·       How she transitioned from aspiring math teacher to successful realtor. ·       Rebounding from job loss due to Y2K and finding her path in real estate. ·       The growth and her philosophies for sustained success in the industry. 06:54 – 13:19 Emotional Intelligence in Real Estate ·       Wendy talks about her journey from selling six houses in the first year to over twenty annually by the second year. ·       Initially driven by the need for income and lacking a CRM. ·       The evolution of technology and its impact on customer service. ·       The transitioning phase of not wanting to be a sale-sy agent and choosing to build a relationship-based business.  ·       Maintaining professionalism and changing industry perceptions. 13:20 – 25:56 Coaching and Continuous Learning ·       How Wendy's journey went from hosting client events to enduring the economic turmoil of the late 2000s. ·       The emotional toll of difficult client conversations and personal financial struggles. ·       The underestimated daily tasks of a realtor. ·       Building long-term business relationships and setting personal boundaries. ·       The often-ignored emotional intelligence required in the industry. 25:57 – 36:49 Handling Tough Conversations ·       The crucial role of a seasoned real estate agent in guiding clients through complex home-buying processes. ·       The significance of soft skills like emotional intelligence. ·       The necessity of developmental learning and effective client interactions. ·       Competent service and the impact of personal growth through literature and networking. ·       Effective strategies for new which includes blending short-term client acquisition with long-term relationship management. 36:50 – 55:07 Developing Emotional Intelligence ·       Wendy's journey of personal and professional growth through reading and developing emotional intelligence. ·       How emotional intelligence helps in not taking rejection personally and swiftly moving towards solutions. ·       How handle setbacks promptly. ·       How personal notes fostered a genuine connection with clients. ·       The value of buyer consultations and the proper handling of buyer broker agreements are examined.   55:08 – 01:23:06 Strategic Selling and Pricing ·       Wendy discusses how effective pricing and negotiation tactics to the importance of deepening client relationships. ·       The challenges faced by agents dealing with new constructions and builder incentives. ·       The importance of consistent systems, client engagement through events. ·       Leveraging additional help such as transaction coordinators and operations managers. ·       Conclusion.   Quotes: “Real estate is not sales. I'm not selling anybody anything—I'm helping them achieve their goals.” – Wendy Griffis “ Emotional intelligence is about not taking things personally and focusing on solutions.” – Wendy Griffis “Price isn't always the problem, but it's often the solution” – Wendy Griffis   To contact Wendy Griffis, learn more about his business, and make her a part of your network, make sure to follow her on Instagram, Facebook, and Website. Instagram: https://www.instagram.com/wendygriffis/ Facebook: https://www.facebook.com/WendyGriffisGroup Website: https://www.wendygriffisgroup.com/   If you want to build your business and become more discoverable online, Streamlined Media has you covered. Check out how they can help you build an evergreen revenue generator all powered by content creation!   SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.

12-07-24See omnystudio.com/listener for privacy information.

In our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her father's seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations. Here's a breakdown of her expert advice on building robust sales systems that drive sustainable growth.Sales Strategy Over Process: Liz emphasizes that most companies mistakenly start with sales processes without a clear strategy. For an effective sales operating system, it's crucial to first define your business strategy. Understand your goals, target audience, and market positioning. Without a well-defined strategy, any process you put in place is just guesswork.Lead Generation & Pipeline Clarity: A successful sales system combines marketing and sales efforts to generate quality leads. Liz highlights that organizations need to understand where their leads are coming from (inbound, cold calls, trade shows, etc.) and have a clear plan for lead generation. It's not just about setting revenue targets but knowing how many leads, proposals, and conversations are required to hit those numbers.Sales Management as a Support Function: Effective sales management isn't about controlling salespeople but rather supporting them. Liz points out that management often falls into the trap of funnel reviews that lack substance. Instead, managers should focus on providing clear meeting agendas, timelines, and coaching sessions tailored to individual needs. This creates a supportive environment that helps salespeople thrive.Sales Compensation and Alignment: Misalignment between sales strategies and compensation structures can lead to salespeople prioritizing short-term wins over long-term goals. Liz stresses the importance of incentivizing behaviors that align with company objectives. If your salespeople are not following the strategy, it's often due to a lack of clear expectations and reinforcement.Leveraging Technology Wisely: While technology can enhance efficiency, Liz warns against overwhelming sales teams with multiple tools that create chaos. The goal is to streamline processes, making it easier for salespeople to focus on selling rather than managing tools. Implement technology that truly supports the sales journey and integrates seamlessly into daily workflows.Liz Heiman's insights are a masterclass in designing sales systems that are strategic, scalable, and supportive. By focusing on strategy first, aligning compensation, and using technology judiciously, companies can build a sales ecosystem that drives consistent growth. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode, John Duffin sits down with Charles Sims, a seasoned tech evangelist and investor with 15 years of experience navigating the intricate landscapes of technology. Charles shares his journey from IT management consulting to his strategic roles at the LA Clippers and United Talent Agency. Learn about Charles' unique approach to empathetic innovation, systematizing processes, and leveraging AI to drive business success. The key to Charles' unprecedented success, lies not just in the accomplishments- we also discuss the importance of authenticity, cross-departmental collaboration, effective use of generative AI tools, as well as the documented success of intuitively KNOWING how to speak with the highest level senior executives. This manner of speaking to, and with business leaders and teams, fosters respect...and results!! Charles also talks about his transition into the startup world and offers insights for business owners on integrating AI and maintaining creativity within structured frameworks. Don't miss this insightful conversation packed with valuable lessons for anyone looking to enhance their technological skills, communications ability, true authenticity, resilience, and business strategies! 00:53 Meet Charles Sims: Tech Evangelist 01:44 Empathetic Innovation in Technology 03:20 Navigating IT and Technology Shifts 05:47 From Consulting to Internal Innovation 12:22 Broadcast Technology and NBA Innovations 17:52 Strategic Selling and Budgeting 28:00 Challenges and Successes in AI 30:39 Transitioning from Major Organizations 32:02 The Crossroads of Innovation 32:42 A Life-Changing Dinner 33:35 Diving into AI 36:14 Overwhelmed but Valuable Lessons 39:35 Systematizing Success 45:34 Leveraging AI for Creativity 52:17 Authenticity in Business 58:35 Final Thoughts and Farewell https://www.linkedin.com/in/charlessims/

Episode Summary: In this episode, we dive deep into the art of creating massive income through strategic product selling and residual income models. Learn how to scale your business by leveraging smart subscription services and turning one-time customers into long-term supporters.This captures both the strategic and financial focus of your work while offering a glimpse into the mindset behind sustainable success. Would you like any adjustments?To contact Antonio T. Smith Jr.https://www.facebook.com/theatsjrhttps://www.amazon.com/stores/Antonio-T.-Smith-Jr/author/B00M3MPVJ8https://www.linkedin.com/in/antoniotsmithjrhttps://antoniotsmithjr.comhttps://www.instagram.com/theatsjr Massive Income StrategiesSelling Strategy 1:$200 product to 500 people$500 product to 200 people$1,000 product to 100 people$2,000 product to 50 people$4,000 product to 25 peopleSelling Strategy 2 (Residual Income/Subscription Model):500 people at $17 per month200 people at $42 per month100 people at $83 per month50 people at $157 per month25 people at $333 per monthSubscription-Based IncomeFocus on residual or "mailbox money"Sell a product or service people subscribe to, generating steady monthly income.Example: Teaching how to sell a $17/month product to 500 people.Course/Product Launch FrameworkInitial product idea:How to create and sell a $200 product to 500 people (totaling six figures).Residual income model:Monthly subscriptions from a small customer base that generates recurring revenue.Transition strategies:Moving from one-time product sales to subscription services.Key TakeawaysRepurpose Content:Take existing material (such as an online course) and use it to create new offers.Example: A 30-day challenge based on existing course content or a series of Facebook Live videos turned into coursework.Releasing Complacency:Address the issue of stagnation with fresh ideas.For example, creating a challenge to release complacency, possibly followed by a subscription product.Expand with New Content:Suggestions like creating a 30-day challenge (e.g., on Facebook Live) and turning it into a subscription course.Build on existing success by expanding the scope, such as focusing on topics like releasing ego or the 'Crescent Moon' concept.Additional InsightsReleasing Complacency and Ego:Concepts like releasing ego can form the basis for new products.Use emotional hooks and personal development topics to resonate with an audience.Support this podcast at — https://redcircle.com/the-secret-to-success/exclusive-contentAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

09-14-24See omnystudio.com/listener for privacy information.

Welcome to another exciting episode of Open Tech Talks, where we bring you insights and strategies from industry leaders to help you navigate your professional journey. Today we have a truly inspiring guest with us  who is the Founder and Certified Executive Coach at Human Interfaces, a renowned coaching and consulting firm dedicated to helping professionals and organizations achieve their full potential. He brings extensive experience in executive coaching, leadership development, and organizational transformation. His work has empowered countless individuals and teams to reach new heights in their careers.  In this episode, we'll delve into the corporate world and explore practical strategies for advancing your career, whether you're an individual contributor or a manager. Vladimir will share his expertise on moving up the career ladder, effectively communicate your achievements regardless of your personality type, and sell your product as a tech founder. We'll also uncover the one thing Vladimir wishes he knew before starting his current role, discuss common bad recommendations to avoid, and address the challenges technology professionals face today. Stay tuned as we dive into these topics, gaining valuable insights to help you succeed in your career. Let's get started! Episode # 139 Today's Guest: Vladimir Baranov, Founder and Certified Executive Coach, Human Interfaces As an entrepreneur and the business leader behind several successful tech companies, he knows what it takes to survive and blossom in today's chaotic business landscape. Tune in to gain valuable insights and actionable strategies to advance your career, communicate effectively, sell your products, and navigate common challenges in the technology field. Website: Human Interfaces Linkedin: Human Interface Coaching What Listeners Will Learn: Advancing Your Career in the Corporate World: Strategies for individuals and managers to move their careers to the next level within a hierarchical corporate structure. Effective Communication for Different Personalities: Tips for introverts and extroverts to effectively communicate their best work, overcoming challenges related to personality traits Strategic Selling for Tech Founders: Essential strategies for tech founders to successfully sell their products instead of just focusing on building them Lessons Learned Before Starting a New Role: Insights into the one crucial thing you should know before starting a new role, based on Vladimir Baranov's experiences Avoiding Common Bad Recommendations: Identification of common bad recommendations and strategies to avoid them in your career and business Challenges Faced by Technology Professionals: An overview of the common challenges faced by technology professionals and practical advice on how to overcome them Resources: Human Interfaces  

In this the 43rd episode in David´s CALM leadership series he looks at the role influence plays in strategic selling. He shares the details of the highly effective sales model he has used to land numerous big and complex sales across various industries. Buying decisions that involved several decision-makers all of whom had different priorities and agendas. To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min KEY TAKEAWAYS Regardless of what you are selling, you have to move the buyer emotionally to make that sale. You need to understand what the customer needs and why. It enables you to make an initial sale and retain them for the future. Taking a strategic approach to sales gives you a record and audit trail from which you can learn. Strategic sales methods are especially important for complex sales where multiple people participate in the purchasing decision. Understand who in an organization is going to make the sales decision. Minimise the uncertainty a cold call can cause. BEST MOMENTS ‘Make sure that when you win a customer, you retain that customer.' ‘Whatever got you to where you are today. May not be sufficient to keep you there.' ‘Selling today is about thinking acting and being that professional problem solver.' ‘Understand who are the parties with influence in this buying decision. '   EPISODE RESOURCES The Miller Heiman Strategic Sales Model - https://qwilr.com/blog/miller-heiman-sales-process/ ABOUT THE SHOW People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life. ABOUT THE HOST David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David's passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference. ARTWORK CREDIT Penny Roberts - https://www.instagram.com/penpennypencils CONTACT METHODS LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/ Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose David's Facebook - https://www.facebook.com/dave.roberts.5076798 Instagram - https://www.instagram.com/davidcroberts_/ Email - david@peoplewithpurpose.live

06-22-24See omnystudio.com/listener for privacy information.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at Harness, to explore the art of digging deep in discovery and aligning with your buyers. Doug shares invaluable insights from his extensive career, highlighting the importance of thorough pre-meeting research, understanding industry pressures, and developing a compelling viewpoint. This conversation is packed with practical tips for sales professionals looking to enhance their discovery process and effectively align their solutions with the strategic goals of their customers.KEY TAKEAWAYS[00:01:18] Importance of pre-discovery homework: Leveraging public information and industry insights.[00:02:20] Crafting a compelling viewpoint: Demonstrating homework to gain customer trust.[00:03:14] Industry to individual pressure: Building credibility by understanding hierarchical pressures.[00:05:54] Financial condition and competitive position: Factors influencing customer strategy.[00:07:22] Value pyramid framework: Aligning solutions with customer goals and strategies.HIGHLIGHT QUOTES[00:01:18] "The richness of information that a seller can use pre-discovery is so powerful."[00:02:20] "Customers don't really have the time to teach you their business."[00:02:55] "When you do your homework and come in with a compelling viewpoint, even if it's a bit off, you're in the meat of a discussion."[00:03:14] "You earn the right to talk about personal pressure by understanding industry, company, and departmental pressures."[00:05:54] "The trajectory of a business will tell you a lot about that organization and help you find the right people to attach to."[00:08:26] "When you can connect the dots from your product capability to the customer's strategy, that's when the magic happens."Listen to the full episode with Doug May through this link: https://revenue-builders.simplecast.com/episodes/business-value-assessments-looking-at-opportunities-through-a-value-lens-with-doug-mayCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the CEO and Founder of TRANSDEFY, Leenna Jayachaandran.Leenna Jayachaandran, the CEO and founder of the innovative company TransDefy, shared insights into sales performance improvement, the critical role of perspective in sales, and the dynamic shifts in B2B sales. This blog post highlights the valuable advice Leenna provided, which could transform sales strategies for organizations.TransDefy is not just another sales consultancy. Under Leenna's leadership, the company excels at transforming sales teams into high-performing units. Their approach transcends traditional training methods by instilling a deeper understanding of the sales process and its psychology, enabling sales teams to adapt to various scenarios and customer needs.Leenna emphasized how salespeople view their roles and how client interactions can significantly impact their success. Salespeople who see themselves as problem-solvers and partners with their clients rather than just vendors are more likely to build trust and long-term relationships. This shift in perspective leads to more meaningful engagements and better sales outcomes.Leenna also discussed the challenges sales teams face in the current environment, noting that resistance to change within sales organizations is a significant hurdle. However, she highlighted that these challenges present opportunities for growth and innovation. By embracing new technologies and methodologies, sales teams can differentiate themselves and deliver exceptional value to their clients.Key Points from the Episode:TransDefy's work in sales performance improvementThe importance of perspective in salesChanging dynamics of B2B salesChallenges and opportunities in the sales environmentRecommendations for organizations to upskill their sales teamsAbout Leenna Jayachaandran:Leenna Jayachaandran is a distinguished CEO at TRANSDEFY and a consummate sales and transformation leader with deep-seated expertise in strategic planning and client relations across top-tier Fortune 500 companies like Microsoft, IBM, and Dell. With over 25 years of experience in sales leadership, career coaching, and mentoring, Leenna has driven substantial revenue growth and enhanced service excellence. Her approach combines a rigorous methodological discipline, including Miller Heiman's Strategic Selling, and a keen focus on building robust global teams, consistently leading to strong ROI and improved bottom lines for her clients.Leenna's recognition as a leading Sales Consultant and a member of CHRO Asia's “100 Best Global Coaches” underscores her ability to exceed client expectations and foster competitive success in fast-paced environments. Her awards in “Execution Excellence” and “Excellence in increasing the Market share” are testaments to her proficiency in turning around sales strategies and winning back crucial accounts. Beyond her professional accomplishments, Leenna is passionate about painting and reading leadership books, activities that enhance her creative and strategic thinking.About TRANSDEFY:TRANSDEFY is dedicated to redefining the sales landscape by focusing on boosting numbers and transforming the entire sales ecosystem. With deep insights into the complexities of the sales process, TRANSDEFY provides a tailored suite of solutions to optimize performance, enhance sales skills, and foster a culture of sales excellence. Their holistic approach ensures that every aspect of an organization's sales operations is addressed, from skills training to strategic planning, providing a comprehensive enhancement of sales...

Robert Scarperi, Bob has been a leader in professional services, SaaS, financial services, ad tech mar tech, and management consulting for 32 years. His company, Revenue Vision Partners is the industry's leading data-driven revenue growth consulting firm. Questions · Could you share with our listeners, just a little bit about how you got from where you were to where you are today? · You wrote a book called Data and Diagnosis-Driven Selling with three other gentlemen. So, could you take a minute to kind of just go through maybe three overarching themes that the book focuses on? And just how do you believe this can really help an organization to deliver a great customer experience? · Now, I'd like for you to share with us what's the one online tool, resource, website or application that you absolutely can't live without in your business? · Can you also share with us maybe one or two books that you have read, it could be a book that you read a very long time ago, or even one that you've read recently, but it has had a great impact on your development and even your continued growth. · Now, Bob, could you also share with our listeners, what's the one thing that's going on in your life right now that you're really excited about, either something you're working on to develop yourself or your people. · Where can listeners find you online? · Now, Bob, before we wrap up, we always like to give our guests an opportunity to share. I'm not sure if you have one of these but a quote that you would tend to revert to if for any reason you are faced with some form of adversity, or challenge, but that quote will help to get you refocused, get you back on track, and just help you if for any reason you got the real or you got off track. Highlights Bob's Journey  Me: Now, we always like to give our listeners an opportunity to hear from the guest, in their own words, a little bit about your journey. And it has been quite a long journey, 32 years is a good amount of time to have under your belt in all of these wonderful areas. So, could you share with our listeners, just a little bit about how you got from where you were to where you are today?   Bob shared that right around the time he was finishing college, he had a really strong pull to get into sales, he was extremely lucky to have had a best friend's father was the top sales guy at Automatic Data Processing, ADP, which is sort of known to be one of the best and strongest sales driven cultures in the Fortune 100.  And right from the very beginning, all of their structure, rigor, process, intensity really meshed with his personality and his sort of competitive nature. And so, he was lucky enough to have some early success, he's very, very grateful for how much faith they had in him from an early age, giving him opportunities to run sales teams and move and get to experience new geographies and have really great experiences in such a phenomenally well-run company.  And then without going into too much detail, of course, his journey took him through a number of different industries, early days of ad tech, he worked for a long time as an equity sales and trading person at AllianceBernstein. He was lucky enough also to have some leadership positions, run sales teams internationally.  And then toward the last 10 years of his career, he had three Chief Revenue Officer roles in high growth technology companies where he really started to embrace being a leader who prided himself on installing a systematic data driven approach.  And toward the end of that decade, he decided he really wanted to do that as a consultant for a portfolio of companies so that he could be really working through various kind of company challenges in different industries with private equity firms as their partner. So, that's what brought him to where he is now.   About Bob's Book – Data and Diagnosis-Driven Selling and Three Overarching Themes That Can Help Organizations Enhance Customer Experience Me: Now, Bob, you wrote a book called Data and Diagnosis-Driven Selling: Leveraging insights, intelligence and the power of AI to deliver efficient, durable revenue growth with three other gentlemen, Mark Petruzzi, Ray Rike and Paul Melchiorre. So, could you take a minute to kind of just go through maybe three overarching themes that the book focuses on? And just how do you believe this can really help an organization to deliver a great customer experience? And I'd love for you to maybe segment it for us, because selling covers so many different areas. If you're selling to a business versus if you're selling to a customer….an individual, so maybe you could take one of those areas and kind of just break it down for us. And just give examples of what you wrote about in the book can really help teams that are in sales because sales is critical, it's a lifeline of any business. But how can the sales team really drive a quality customer experience that can drive to a high customer retention rate, because at the end of the day, that's really what all businesses are aiming for, as you're going to be able to keep your customers for life.   Bob shared that regarding who it's written for, it would really be for anyone selling to or trying to persuade a group of decision makers, so, usually an organization where a number of people contribute to a decision that is primarily in B2B sales. But if you find yourself in a position where you are trying to convince a town council to vote your way on a specific issue that's been a problem for the community or anything else where there are a group of people who need to kind of come together to make a decision, their book will help you.  And the way that it helps you is it lays out an approach that is not only proven by some of the most successful people in B2B sales, but it's also modern, utilizing the most high quality available B2B data. And they also talk about systems support, and AI as a tool that can help the modern salesperson navigate this very complex selling environment with multiple decisions in a tough time in the market, the macro environment is currently as complex as it's ever been. And being successful in sales at the moment is also as challenging and complex as it's ever been.   Me: So, I kind of wanted you also to maybe just go into, I would say, as I said, three overarching themes that the book focuses on. So, you mentioned AI and it's a very hot topic right across, I think, across the world, really, since it was introduced, especially since it's so accessible to everyone currently. But what does that really mean when you are selling to someone? Because at the end of the day, you're still dealing with human beings, so, what is the data really going to tell you? Or how is it going to help you to navigate that conversation? Because there has to be some human interaction, right? So, I kind of want you to walk us through that process.   Bob shared that the book talks about two different types of AI and it's really exciting because he doesn't think there is a sales book currently that, again, not only combines improving elements with AI and data approaches, but the two types of AI are generative AI, those would be systems like Chat GPT, who can help you create content in order to be compelling in a sales process. And predictive AI, technologies like and he'll use an example, Clari, which is a tool that helps sales teams understand which of their open sales opportunities have the highest probability of closing, based on a myriad of factors. So, they do get into really solid detail and they also have contributors in the book who are experts in various topics and tell stories about how they've used these tools successfully.   Me: So, that's excellent, very good explanation on the generative and predictive AI. Because I do believe that we throw toward around so much in different industries, especially in the customer experience industry, many people believe that artificial intelligence is going to replace human beings and we're all going to be obsolete and not worth any value anymore. But I'm not there yet. And I live in Kingston, Jamaica, where we use technology here a lot, but we are not going to get to that point anytime soon, definitely not in my lifetime where you're not going to need people because we are still a society that is heavily dependent on people interaction. For example, in our banks here, and I compare it to the United States all the time. The banks are still full, 50….40 people standing in the banks. I travelled to the US quite often and I go to different financial institutions, and they are empty, there's nobody physically standing in there, there are no lines lined up outside or people lined up inside. So, just in terms of the culture and the behaviour of people just don't believe that we're going to eliminate the people component in customer experience, because people still like to deal with people, right?   Bob agreed yes, absolutely. And it's funny because he does feel like and the way that they lay it out in the book, AI can put you in a position to have more and better live human interactions with the right audience, if used properly. It doesn't replace humans; it sets humans up to be the best version of themselves and optimize their approach every day.   Me: I love it. So, it's really supposed to help us to interact better, to get to decisions faster, to understand people's behaviours quicker, to find solutions that are more need based, because a lot of times salespeople sell you stuff, they're driven by the quotas that they need to meet, they're driven by the pressures that their organizations put on them. But when you match value to the experience that the person is having and are they really getting the right solution, a lot of times down the road when there is like let's say a survey that's being done, or some form of focus group, especially if they're losing customers over a period of time, you realize that it wasn't even the right solution that was given to the client, or it wasn't being managed the proper way. And I guess, if they had the right data from day one, and it was being provided in the right way, they wouldn't have lost the customer in the first place.   Bob stated yes, he couldn't agree more. The third theme of the book is utilizing simple data science in order to ensure that your sales approach is driven by your Ideal Customer Profile (IDP). And he'll just briefly state that as a sales leader, he had gotten frustrated by knowing that focusing on the ideal customer profile was the right thing and then defining that and making that approach data driven was impossible. It was a very distant and vague concept. But he believes that they own the very best definition now of what the ideal customer profile is and how to take that definition and identify score and rank specific prospects and clients that are the best match to that ideal customer profile and create an entire commercial approach with that as the foundation.   Me: All right, and what is the definition that you have identified in the book as your ideal customer profile?   Bob shared that it's basically utilizing firmographic traits to know what industry, what sub sector, what size of the company, how much it's growing, what web scraping tells you about a company, when you can build a model that identifies those common traits in your best customers, and utilize expert panels to ensure that the model has picked up on the right signals, that is the best way to create an ideal customer profile, and again, score and rank accounts. That's quite technical, but it's all in the book.   Me: Yes, agreed. And our listeners would have tapped into this episode, and they'd like to put their hands on your book, where can they find it?   Bob shared that the book, it's available in all the major outlets, but he will tell you, he's a huge fan of Amazon and is readily available on Amazon in softcover, hardcover, and they'll have an audio version available within three weeks of today (May 09. 2024).   Me: Oh, okay, that was actually going to be my next question. Do you have it available on Audible? And you better get used to this voice because it's 80% of the narration is done by him (Bob).    App, Website or Tool that Bob Absolutely Can't Live Without in His Business When asked about online resource that he cannot live without in his business, Bob shared ZoomInfo. ZoomInfo provides a backbone to a lot of the data work that they do at Revenue Vision Partners. And when they were in the marketplace to procure data assets, they did a thorough evaluation, they were convinced at the time and four plus years later, he continued to be convinced that ZoomInfo has the best B2B data available in the market.   Books that Have Had the Biggest Impact on Bob When asked about books that have had a great impact, Bob shared that he would say that far and away, Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies by Robert B. Miller and Stephen Heiman is the number one book that has contributed to the way that he has approached sales since the early 90s. He feels it lays out the most logical and powerful and consistent approach or methodology for B2B sales.  What they tried to do with the new book is take methodologies like Strategic Selling, SPIN Selling, The Challenger Sale, and modernize the approach again with Data and Diagnosis and AI and build upon those methodologies.   What Bob is Really Excited About Now! When asked about something that he's excited about, Bob shared that in their firm right now, they're doing one of these ideal customer profile-based data projects for a very large, diversified industrial company who services about a dozen different end markets. They're a multi-billion-dollar organization, they've run a pilot in one of their key divisions and it's been a phenomenally successful data model.  And he's convinced that their are hundreds of salespeople are going to utilize their time better, they're going to sell bigger and better fit accounts, they're going to be more gratified in their jobs, the company's going to gain market share in a more consistent and repeatable way.  And it's thrilling to do that, because this was the promise that they built their company on, and this couldn't be a better group of humans to work with who he just wants to see them succeed for all the right reasons. So, he's so excited about this journey, they're just far enough along where there's proof that it's working and there's so much ahead of them in terms of their ability to empower them to succeed.   Me: All right, I'm excited too, just hearing all of the great opportunities that lie ahead.   Bob shared that in his tennis game, he feels like his backhand is really ready for summer.   Me: Do you play competitively, or do you just play for fun?   Bob stated that he plays intermediate competitively. So, he can be pretty terrible. He has a couple of great shots and feel really good about himself, but it's a blast.   Where Can We Find Bob Online LinkedIn – Bob Scarperi Company LinkedIn – Revenue Vision Partners Instagram – @bobbyscarp Website - www.revenuevisionpartners.com Facebook – Bob Scarperi   Quote or Saying that During Times of Adversity Bob Uses  When asked about a quote or saying that he tends to revert to, Bob shared that it's quite a long one, so, he's not going to quote the whole thing, but unless he takes up the rest of the time, but it is, The Man in the Arena, quote by Teddy Roosevelt.  And starting a business in one's middle age with lots of financial obligations, including three kids, two step-kids, etc…etc…has been a really bold decision and quite terrifying at times. And every time he wonders if he's done the right thing, he grounds himself in that amazing speech and always feel like he comes back to believing that he was born to do something bold and that living through terrifying entrepreneurial moments are part of that and the victories that one is lucky enough to experience when they make that brave and bold decision are that much sweeter than then any other career related victories in his life. Of course, his highest highs have to do with his kids, but that whole man in the arena concept keeps him going every day. “It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”    Me: So, we will have that full quote in the Show Notes of our episode, the Teddy Roosevelt quote, along with what you shared just now as it relates to kind of getting you back refocused on why you do what you do.   Bob shared that and if you saw the Tom Brady roast on Netflix, Matt Damon does a great job of narrating the entire thing.   Me: All right, Bob, thank you so much for jumping on our podcast today and sharing all these great insights as it relates to Diagnostic Selling and Data Driven Selling, as well as Artificial Intelligence and the ICP, it's all great information. I've started consuming a part of the content of the book, but I just believe I'd get so much more from the audible. So, I'm actually going to wait until it's released in the next three weeks to continue, I just believe I get so much more listening to it rather than reading it. But I would recommend for anyone that is a listener to our podcast to tap into this awesome resource that Bob and his team have so graciously given to us in the world, it's a great resource. And I believe that if we continue to try to find ways to add value to people's lives, create opportunities that you're really providing the solutions that your customers want, that will allow them to be your customer for life, through the techniques that you use to ensure that you are selling the right way, making the decisions the right way, your customer experience will take care of itself. So, thank you so much.   Please connect with us on X @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Links •     Data and Diagnosis-Driven Selling: Leveraging insights, intelligence and the power of AI to deliver efficient, durable revenue growth by Bob Scarperi •     Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies by Robert B. Miller and Stephen Heiman    The ABC's of a Fantastic Customer Experience Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners  Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.” The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

In this episode, Dan has an engaging chat with Patrick Galleher, the managing partner of Boxwood Partners. Patrick shares insights from his extensive experience in helping franchisees and franchisors navigate the complexities of buying, selling, and raising capital. The conversation covers the importance of being well-prepared for sale, the process of engaging with potential buyers, and the strategic benefits of having a quality exit plan.   They also discuss the critical aspect of franchisee validation and economics, the role of private equity in franchise deals, and the potential of a "second bite of the apple" for sellers.   Patrick offers practical advice for both buyers and sellers in the franchise industry, highlighting the significance of professional guidance in achieving successful outcomes.   This episode is a must-listen for anyone interested in the franchise business, providing valuable tips and strategies for maximizing value and ensuring a smooth transaction process.

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In this episode of the Traction podcast, Alice Heiman, Founder, Strategist, and Podcast Host of Sales Strategies for CEOs, shares her expertise in sales, honed from a rich background that spans from teaching in public schools to excelling in corporate sales. Alice's journey from a public school teacher to a leading figure in complex corporate sales provides a unique perspective on sales strategies and customer relations.Alice discusses several key points:- The transition from education to sales and how teaching skills are beneficial in sales.- Importance of mindset change in sales, especially for CEO founders.- Utilizing networks and board advisors for business growth and sales strategies.- Emphasizing the role of sales as a team sport and the importance of a team approach in large deals.- The concept of No-Sell Selling and preparation before sales calls.- Challenges faced by sales leaders globally and strategies to overcome them.- Effective hiring and coaching strategies in sales.Resources Mentioned:Alice Heiman -https://www.linkedin.com/in/aliceheiman/Sales Strategies for CEOs -https://www.linkedin.com/company/alice-heiman-llc/“Conceptual Selling” by Robert Miller and Stephen Heiman -https://www.amazon.com/Conceptual-Selling-Robert-B-Miller/dp/0446389064 “Strategic Selling” by Robert Miller and Stephen Heiman. -https://www.amazon.com/Strategic-Selling-Successful-Americas-Companies/dp/0446386278/ref=pd_bxgy_img_d_sccl_2/135-0551963-3670142?pd_rd_w=1pMvl&content-id=amzn1.sym.7746dde5-5539-43d2-b75f-28935d70f100&pf_rd_p=7746dde5-5539-43d2-b75f-28935d70f100&pf_rd_r=HBETANRAPEWTZA3KVZS9&pd_rd_wg=atzQP&pd_rd_r=e428d300-d512-424f-9219-3b22c6e3f5ef&pd_rd_i=0446386278&psc=1 “Obviously Awesome” by April Dunford -https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005“Growth IQ” by Tiffany Bova -https://www.amazon.com/Growth-IQ-Smarter-Choices-Business/dp/0525534407“The Experience Mindset” by Tiffany Bova -https://www.amazon.com/Experience-Mindset-Changing-Think-Growth/dp/059354269X“Sales Innovation Paradox” by Dr. Howard Dover -https://www.amazon.com/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243Alice Heiman's podcast -https://www.youtube.com/@AliceHeimanThis episode is brought to you by:Leverage community-led growth to skyrocket your business. From “Grassroots to Greatness” by author Lloyed Lobo will help you master 13 game-changing rules from some of the most iconic brands in the world — like Apple, Atlassian, CrossFit, Harley-Davidson, HubSpot, Red Bull and many more — to attract superfans of your own that will propel you to new heights. Grab your copy today at FromGrassrootsToGreatness.com.Each year the U.S. and Canadian governments provide more than $20 billion in R&D tax credits and innovation incentives to fund businesses. But the application process is cumbersome, prone to costly audits and receiving the money can take as long as 16 months. Boast automates this process, enabling companies to get more money faster without the paperwork and audit risk. We don't get paid until you do! Find out if you qualify today at https://Boast.AI.Launch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit https://LaunchAcademy.ca.Content Allies helps B2B companies build revenue-generating podcasts. We recommend them to any B2B company that is looking to launch or streamline its podcast production. Learn more at https://contentallies.com.#product #marketing #innovation #startup #generativeai #AI

Thomas Helfrich is a professional sales trainer, B2B marketer, and lead generation expert. He is also the Chief Executive Officer of InstantlyRelevant.com and the author of Never Been Promoted. On this episode, we talk about how to be relevant and capture the attention and interest of your target prospects.  Learn more: https://www.instantlyrelevant.com/ https://www.linkedin.com/in/thomashelfrich/ https://www.neverbeenpromoted.com/

"The Unique Sales System Proven Successful By the World's Best Companies"

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EMAIL US ezwaypromotions@gmail.com Episode: Inspiration, motivation, ambition, can do attitude! JOIN OUR SOCIAL NETWORK EZWAYWALLOFFAME.COM HERE! Brought to you by BVC CHARITY Xspannsion K KOVIN Radio Boomers Live Like our FB Page Every Mon. 10 a.m. PST With Host: James Zuley  Hot Topic: Boomer News Updates... Jim's Gem: Stay happy, healthy and Focused Guest/s:   Seg 1 Sean Smiley Experienced Consultant and Vice President of Sales with a demonstrated history of working in the Professional Audio Visual and Digital Signage industries. Skilled in Sales, Sales Management, Business Development, Major Account Management, Strategic Selling.  Business ERC JUNCTION Seg 2 Carmelita's Corner:  Louise Jaye Louise is a prominent Hollywood personality. She has fascinating stories to tell about her life. She has held many professions including  being a model, made appearances as a mermaid, appeared on Hollywood Parade floats, won an art contest, composed published poetry, studied acting with top coaches such as Lee Strasberg.   

EMAIL US ezwaypromotions@gmail.com Episode: Inspiration, motivation, ambition, can do attitude! JOIN OUR SOCIAL NETWORK EZWAYWALLOFFAME.COM HERE! Brought to you by BVC CHARITY Xspannsion K KOVIN Radio Boomers Live Like our FB Page Every Mon. 10 a.m. PST With Host: James Zuley  Hot Topic: Boomer News Updates... Jim's Gem: Stay happy, healthy and Focused Guest/s:   Seg 1 Sean Smiley Experienced Consultant and Vice President of Sales with a demonstrated history of working in the Professional Audio Visual and Digital Signage industries. Skilled in Sales, Sales Management, Business Development, Major Account Management, Strategic Selling.  Seg 2 Carmelita's Corner:  Louise Jaye Louise is a prominent Hollywood personality. She has fascinating stories to tell about her life. She has held many professions including  being a model, made appearances as a mermaid, appeared on Hollywood Parade floats, won an art contest, composed published poetry, studied acting with top coaches such as Lee Strasberg.   

Boost Your Sales with Personalized Communication Strategies - David Graswick In a world where sales influencers typically write books to establish their expertise, Mario Martinez Jr. took a different path. Instead, he embarked on a journey that led to the creation of The Modern Selling Podcast, ultimately making him a sales influencer without ever writing a book. But what Mario didn't expect was the incredible impact he would have, with nearly seven years and 250 episodes of wisdom shared. And now, as he welcomes David Graswick, Vice President of Global Sales at DataBook, they uncover the unexpected key to sales success in the digital landscape. Brace yourself for a twist that will revolutionize the way you approach personalized communication, leaving you hungry for more. Today's special guest is David Graswick, Vice President of Global Sales at DataBook. He joins host Mario Martinez Jr. on the 250th episode of The Modern Selling Podcast. Reflecting on his journey, Mario shares that he started the podcast to become a sales influencer without writing a book, a task he wasn't particularly fond of. Instead, he opted for the medium of podcasts and short videos. With almost seven years and 250 episodes under his belt, Mario is thrilled to have David as a special guest. David, who has been with Data Book for three years, is praised for his impressive three-year tenure as a VP of Sales, which is quite rare in the industry. Mario and David delve into the importance of securing C-suite meetings and the value they bring. They emphasize the need for sellers to understand the business problems they solve, as well as the different buyer personas within an organization. Articulating these solutions effectively is crucial to capturing the attention of executives. They also discuss the significance of personalized messaging, keeping it concise and attention-grabbing. With their combined expertise, Mario and David provide valuable insights for sales professionals in the digital landscape, aiming to improve sales outcomes through personalized communication. Executives aren't moved by product features and content. Salespeople need to bring narratives and messaging that can be consumed in 30 seconds or less. - David Graswick Meet David Graswick, the Vice President of Global Sales at DataBook. With over 21 years of experience in software sales, David is a seasoned professional who understands the value of personalized communication in the sales process. He believes that connecting with C-level executives is worth the extra effort, as it opens the door to uncovering additional budget and unlocking new opportunities. David's strategic approach involves tailoring sales campaigns to address the unique needs and pain points of different buying personas, from top-level decision-makers to the doers in the middle and the end-users. His wealth of knowledge and expertise has helped countless sales professionals achieve success by focusing on personalized engagement and building meaningful relationships with key stakeholders. We are thrilled to have David join us on the podcast to share his insights and strategies for leveraging personalization in sales. Get ready to gain valuable tips and techniques that will elevate your sales game to new heights. In this episode, you will be able to: Master the art of selling to the C-suite and unlock new opportunities for business growth. Harness the power of personalization to supercharge your sales efforts and win over even the toughest prospects. Unlock the potential of AI-powered writing assistance to effortlessly craft compelling messages that resonate with your audience. Streamline your sales processes with technology and turbocharge your productivity, allowing you to focus on what truly matters – closing deals. Elevate your writing proficiency to foster stronger connections with your prospects, leaving a lasting impression that sets you apart from the competition. The key moments in this episode are: 00:00:08 - Introduction 00:01:08 - Celebrating 250 Episodes 00:03:39 - Introduction of David Graswick 00:06:33 - Fun Fact about David 00:08:38 - The Value of C-Level Meetings 00:16:36 - Articulating the Business Problem 00:18:04 - The Need for Strategic Selling 00:19:55 - Creating a Tight Narrative 00:21:18 - The Power of Brevity 00:25:34 - Effective QBRs 00:27:38 - Elevating Business Acumen 00:32:26 - Identifying and Solving a Problem 00:33:55 - Presenting to C-Level Suite 00:36:32 - Building Relationships with Executives 00:36:57 - Finding Champions 00:40:49 - Using an Omnichannel Approach 00:47:20 - Introduction to Flymsg.IO 00:47:33 - Conclusion Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and its purpose, which is to provide insights and tips to help sales professionals improve their sales numbers at scale. 00:01:08 - Celebrating 250 Episodes Mario expresses his gratitude to the listeners for making the podcast successful and announces that this is the 250th episode. 00:03:39 - Introduction of David Graswick Mario welcomes David Graswick, Vice President of Global Sales at Data Book, as the special guest for the 250th episode. David shares his background in sales and his role at Data Book. 00:06:33 - Fun Fact about David David reveals that he was a two-time horseshoe champion in Pittsburgh during his younger days, showcasing his talent in an unexpected sport. 00:08:38 - The Value of C-Level Meetings Mario asks David about the importance of getting C-level meetings. David highlights the benefits of engaging with C-level executives early in the sales process, as it can unlock additional budget and lead to more strategic conversations. 00:16:36 - Articulating the Business Problem Many sellers struggle to articulate the business problem their product or service solves, which hinders their ability to impress executives. Focusing on product features instead of business problems is a common challenge among sales professionals. 00:18:04 - The Need for Strategic Selling Economic conditions have forced organizations to realize that sales teams need to be more strategic. The product feature-focused approach that worked in the past is no longer effective. Salespeople must attach themselves to high-impact problems to capture executive interest. 00:19:55 - Creating a Tight Narrative To get the attention of executives, salespeople need to align their messaging with what the executives care about. This means understanding their personal and business goals and linking them to the solutions they provide. Concise messaging is crucial. 00:21:18 - The Power of Brevity Salespeople should assume that their messages will be read on smartphones. Keeping messages short and to the point is essential. The first two sentences of a message can determine whether an executive continues reading or moves on. 00:25:34 - Effective QBRs QBRs should be concise and focused on what executives care about. A successful QBR should include an executive summary that ties financial metrics, operational metrics, strategic priorities, and the value story together. This approach maximizes the chances of getting executive attendance. 00:27:38 - Elevating Business Acumen Sellers need 00:32:26 - Identifying and Solving a Problem The conversation starts with a discussion about identifying a problem and finding a solution. The speaker talks about how they were able to save over $100,000 a month by solving a coverage issue at their office using wireless repeaters and building a core infrastructure. 00:33:55 - Presenting to C-Level Suite The speaker discusses the importance of understanding what C-level executives care about and framing the conversation around those concerns. They share an example of how they saved $1.2 million for a company by not reducing their costs, but by reducing another provider's cost. 00:36:32 - Building Relationships with Executives The speaker shares a strategy they used to build relationships with C-level executives. They started with 15-minute coffee meetings and gradually developed strong relationships that led to attending important meetings and events together. 00:36:57 - Finding Champions The importance of finding champions in an organization is discussed. The speaker differentiates between a coach and a champion, emphasizing that a champion has access to power and is willing to help you reach the C-suite. If you don't have a champion, find someone else who is willing to break through roadblocks. 00:40:49 - Using an Omnichannel Approach The speaker emphasizes the importance of using an omnichannel approach to engage with executives. They mention that cold outreach is often necessary, but it should be combined with other channels such as personalized emails and video messages to increase 00:47:20 - Introduction to FlyMSG.io FlyMSG is a free text expander and personal writing assistant. The host expresses gratitude to the listeners and hints at the next episode. 00:47:33 - Conclusion The episode ends with the host bidding farewell with the phrase "Lam." No specific information or key takeaways are mentioned in this part. AI-powered Writing Assistant An AI-powered writing assistant, like flymsg IO, can significantly streamline and improve sales communications, addressing the ever-increasing need for efficiency and effectiveness in the highly competitive digital landscape. These tools utilize natural language processing to provide real-time, personalized writing assistance, enabling sales professionals to craft clear, concise, and impactful messages. Not only does this help to engage and capture the attention of potential customers, but it also allows sales teams to focus more on building relationships and closing deals. Master Selling to the C-suite Engaging the C-suite is a key aspect of successful sales operations. When selling to executives, it's vital to focus on the business problems that your product or service can solve, not the product features. By understanding what financial metrics and goals the executives prioritize, salespeople can tailor their messaging to align to these areas, enhancing the chance of securing a successful meeting and concluding the sale. Personalization Personalization in sales is not just a matter of courtesy; it's also a proven strategy for achieving better results. A personalized approach to sales allows salespeople to develop strong relationships with their prospects by directly addressing their needs, challenges, and objectives. By crafting personalized messages that engage and resonate with the prospects, sales professionals are more likely to drive conversions and foster long-term relationships. The resources mentioned in this episode are: Visit the FlyMSG.IO website to download the free personal writing assistant and text expander application. Subscribe to the Modern Selling Podcast on your preferred podcast platform to stay up-to-date with the latest episodes. Connect with Mario Martinez Jr. on social media to engage with his content and stay informed about sales strategies. Learn more about Data Book, the company where David Graswick is the Vice President of Global Sales, by visiting their website. Consider the benefits of targeting C-level executives and the potential for unlocking additional budgets by engaging with them in a strategic manner. Research financial metrics that are important to C-level executives and use this information to have more meaningful conversations with them. Remember that there are multiple buying influencers within an organization, so develop a sales campaign that addresses the needs and pain points of each persona. Recognize the importance of engaging with middle-level employees who are responsible for implementing solutions and may serve as champions for your product or service. Don't overlook the users and lower-level employees who will be directly using your product or service on a regular basis. Prioritize personalization and tailor your pitch to the specific needs and challenges of each executive you are pitching to.

10-14-23See omnystudio.com/listener for privacy information.

On this episode, manager Peyton Lombardo is joined by Sharon Levi, Managing Director of yes Studios, the distribution and co-production arm of yesTV, the leading streaming service and satellite broadcaster in Israel. We delve into their international distribution strategy, including: harnessing Israeli IP, selling to local vs. global players, strategies for bringing new content and formats to different regions, deal-making, MIPCOM, AI, and overall challenges faced by distributors in 2023. Stay in the content world loop

For the 6th edition of the Rental Roundtable, join Kyle Clements, Quipli Founder/CEO as we dive into the world of rental triumphs with industry luminary Elliott Vigil in an episode that redefines the rules. "Build and they will come" - a maxim that doesn't hold true in equipment rental - sets the stage.

On today's episode, Jeff sits down for an enlightening discussion with fitness franchise empire owner, Roger Martin.Roger Martin is the Co-Founder and Managing Member of the industry-leading health and wellness franchises, RockBox Fitness and beem Light Sauna. Prior to this, Roger operated as the CEO of a solid oral dosage pharmaceutical development and manufacturing organization. Roger has extensive expertise in pharmaceutical sales management, leadership, sales force deployment and strategic selling.Today, they discuss Roger's journey from pharmaceutical rep to getting his hands dirty in the world of entrepreneurship. They tap into the importance of strategic selling, and how the best in the business channel urgency into their marketing.For more information on Roger and his brands, head to https://thrivemorebrands.com/Roger's Linkedin: https://www.linkedin.com/in/roger-martin-20/ Want to own your own business? Take our business ownership quiz: https://podcast.homefrontbrands.com/en-us/business-ownership-quiz?hs_preview=UuqYSzMR-159529547022For your FREE Discernment eBook: https://podcast.homefrontbrands.com/en-us/discernmentFor exclusive content, join our Facebook Group: https://www.facebook.com/groups/1442332473300030/

On today's episode, Jeff sits down for an enlightening discussion with fitness franchise empire owner, Roger Martin.Roger Martin is the Co-Founder and Managing Member of the industry-leading health and wellness franchises, RockBox Fitness and beem Light Sauna. Prior to this, Roger operated as the CEO of a solid oral dosage pharmaceutical development and manufacturing organization. Roger has extensive expertise in pharmaceutical sales management, leadership, sales force deployment and strategic selling.Today, they discuss Roger's journey from pharmaceutical rep to getting his hands dirty in the world of entrepreneurship. They tap into the importance of strategic selling, and how the best in the business channel urgency into their marketing.For more information on Roger and his brands, head to https://thrivemorebrands.com/Roger's Linkedin: https://www.linkedin.com/in/roger-martin-20/

Join Jen as she chats with sales strategist Maree Kirkpatrick who shares her insights into the challenges female entrepreneurs face when selling. Discover how mindset plays a big role in sales success, the differences between how men and women sell, and how to handle rejection.  Maree also breaks down the psychology of pricing and highlights key metrics to measure sales performance. Learn about the importance of creativity and nurturing client relationships, and find out how to get clients to refer you.  Tune in to gain valuable tips on improving your sales! For more insights and to join Maree's sales club, visit mareekirkpatrick.com/club 

Last and final episode!!! Many moons ago, world famous Jiu Jitsu competitor asked John Danaher a question that changed his life forever. "Why ignore 50% of the human body?" That one simple question, opened John's mind to the possibilities..... of LEGLOCKS. John went on to build the most comprehensive leglock system in the history of martial arts and has FOR SURE crippled grown men. In martial arts, there is a process. A best way of doing things. And... my priests.... there is also a process... for sales. Bonding and rapport, upfront contract, pain, money, then decision. You do all of these first... Then, at that point, IF AND ONLY IF, you truly understand the prospect's needs, do you give a sales presentation. Present on exactly what they care about.. and close the deal. But just like leglocks, one step of the process is widely misunderstood, frequently ignored, and goddamn important. The decision step. And that's what we're about to learn up on today. How to navigate all the decision makers in a complex sale. What to do, how to think, and the tools you need... to ultimately close giant deals, make helly commissions, and become..... Rich. Jacked. And a god among men. Behold.

2 of 3! Many moons ago, world famous Jiu Jitsu competitor asked John Danaher a question that changed his life forever. "Why ignore 50% of the human body?" That one simple question, opened John's mind to the possibilities..... of LEGLOCKS. John went on to build the most comprehensive leglock system in the history of martial arts and has FOR SURE crippled grown men. In martial arts, there is a process. A best way of doing things. And... my priests.... there is also a process... for sales. Bonding and rapport, upfront contract, pain, money, then decision. You do all of these first... Then, at that point, IF AND ONLY IF, you truly understand the prospect's needs, do you give a sales presentation. Present on exactly what they care about.. and close the deal. But just like leglocks, one step of the process is widely misunderstood, frequently ignored, and goddamn important. The decision step. And that's what we're about to learn up on today. How to navigate all the decision makers in a complex sale. What to do, how to think, and the tools you need... to ultimately close giant deals, make helly commissions, and become..... Rich. Jacked. And a god among men. Behold.

Many moons ago, world famous Jiu Jitsu competitor asked John Danaher a question that changed his life forever. "Why ignore 50% of the human body?" That one simple question, opened John's mind to the possibilities..... of LEGLOCKS. John went on to build the most comprehensive leglock system in the history of martial arts and has FOR SURE crippled grown men. In martial arts, there is a process. A best way of doing things. And... my priests.... there is also a process... for sales. Bonding and rapport, upfront contract, pain, money, then decision. You do all of these first... Then, at that point, IF AND ONLY IF, you truly understand the prospect's needs, do you give a sales presentation. Present on exactly what they care about.. and close the deal. But just like leglocks, one step of the process is widely misunderstood, frequently ignored, and goddamn important. The decision step. And that's what we're about to learn up on today. How to navigate all the decision makers in a complex sale. What to do, how to think, and the tools you need... to ultimately close giant deals, make helly commissions, and become..... Rich. Jacked. And a god among men. Behold.

Welcome to "Building the Premier Accounting Firm" with your host, Roger Knecht. In this episode, Roger sits down with Christian Jones, the President of TaxProMarketer, a leading company specializing in digital marketing for accountants and tax practitioners. Together, they delve into a wide range of insightful topics that will revolutionize your firm's marketing strategies and help you achieve unprecedented success. Join Roger and Christian as they discuss Christian's inspiring journey towards becoming the President of TaxProMarketer. Discover the pivotal moments and challenges that shaped his path to leadership, and gain valuable insights into how you can overcome obstacles and take the helm of your own firm. One key aspect of any thriving organization is its company culture. Learn from Christian as he shares his vision for maintaining the success and fostering a supportive environment at TaxProMarketer. Discover the formula behind creating a positive workplace atmosphere that empowers your employees to thrive, ensuring both their satisfaction and the growth of your firm. In the ever-evolving digital landscape, search engine optimization (SEO) is a critical factor for accountants and tax professionals. Christian sheds light on why SEO matters and how it can propel your business forward. Uncover strategies and best practices that will enable you to enhance your online presence, boost visibility, and attract your ideal clients. Marketing and sales are fundamental pillars of any successful accounting firm. Explore with Roger and Christian the true meaning of marketing and sales, along with their various elements and phases. Gain expert advice on how to implement effective marketing campaigns and develop compelling sales strategies that drive growth and profitability for your practice. Looking for practical marketing tips and tricks? Christian shares valuable insights and tactics that you can implement right away to maximize your marketing efforts. From harnessing the power of organic Google searches to leveraging the potential of email marketing and newsletters, you'll discover the secrets to reaching your target audience and building strong client relationships. Deciding when to outsource certain aspects of your business can be challenging. Roger and Christian provide expert guidance on determining the right time to outsource and how it can benefit your firm. Gain a deeper understanding of the areas that can be effectively automated, freeing up your time and resources to focus on what truly matters: serving your clients. Are you ready to revolutionize your accounting firm's marketing and sales strategies? Tune in to this episode of "Building the Premier Accounting Firm" as Roger Knecht and Christian Jones uncover the secrets to automating your marketing and sales processes. Learn how technology can streamline your operations, increase efficiency, and ultimately lead to unprecedented growth and success. Don't miss out on this engaging and informative conversation with Christian Jones, President of TaxProMarketer, as he shares his invaluable expertise on digital marketing for accountants and tax practitioners.  Your Host: Roger Knecht, president of Universal Accounting Center Guest Name: Christian Jones Since 2007, TaxProMarketer has specialized exclusively in digital marketing for accountants and tax practitioners. Our reputation across the wide spectrum of specialties within our community is built upon how we prioritize timely, punchy, and FRESH content, nurturing authentic (and profitable) relationships with clients, technical excellence, and results — in the form of new prospects and retained clients for YOUR practice. Christian is TaxProMarketer's CEO. He oversees TaxProMarketer's website and SEO departments and helps develop tactics and strategies within each area. Developing and implementing strategies that deliver results for TaxProMarketer's clients is one of Christian's main areas of oversight. He also teaches a variety of topics in CPE webinar settings, at live events, and on other platforms where TaxProMarketer presents. The strategy Christian has developed around search marketing, and the implementation team who pull it off, is setting the standard within the tax and accounting industry.   Outside of the website and SEO departments, Christian's role as president includes overseeing key projects for TaxProMarketer and engaging with TaxProMarketer's wonderful clients. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.   Offers: Go HERE for a Discovery Call - Let's help you and your firm THRIVE … by dominating your local online market without becoming a carnival barker. By the way, do you need to refresh your online presence with a new accounting website?  As a listener of this podcast we invite you to take advantage of this special offer to get a professional accounting website for FREE! Learn what you can do to automate your marketing and sales nurturing efforts, improve customer service and so much more as you work ON your business and leverage proven best practices in your accounting firm.  This is the Universal CRM that helps you focus on what it is that you do best as you grow the business.  This is a webinar you don't want to miss.  Go HERE to learn more! Now that you have leads coming in it's time to effectively nurture and sell the contacts you have to build the business with your ideal clients.  To do so confidently we invite you to learn and apply the principles of Strategic Selling and Selling with Confidence in your business.     For Additional FREE Resources for accounting professionals check out this collection HERE!   Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss.   Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe.   Also, let us know what you think of the podcast and please share any suggestions you may have.  We look forward to your input: Podcast Feedback   For more information on how you can apply these principles to start and build your accounting, bookkeeping & tax business please visit us at www.universalaccountingschool.com or call us at 8012653777  

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Are you an entrepreneur struggling to grow your startup or established company? This episode is for you. Elzie talks to Liz Heiman, a sales consultant and expert in startup growth. Liz shares her knowledge of building a successful sales team, establishing a culture of sales within your company, and managing your sales funnel effectively. She emphasizes the importance of creating a mission, vision, and values-driven plan, conducting strategic planning sessions, and hiring people who fit those values.Liz explains the significance of having a Sales Operating System that includes strategy, lead generation, sales process, key account management, and team management. She offers valuable advice on managing a sales funnel and building relationships with customers based on trust. She also suggests that salespeople start with a simple CRM and advises looking into tools that can help put the sales process together, simplify it, and move sales forward. Don't miss out on this opportunity to learn from Liz's expertise and take your sales game to the next level. Tune in now and discover how you can achieve sustainable growth through effective sales strategies.Episode Highlights05:37 - Your sales team is the heart of your business. And everybody says, "Oh, no, no, my product is the heart of my business." Well, it may be the soul of your business, but it is not the heart, because it is the sales team that pumps the lifeblood through your organization and keeps it going. Because without that heart pumping, there's no company. And if you think about it, your heart isn't in your pinky. Because if it were in your pinky, it couldn't pump life blood through your body. It's in the center of your body for a reason, because it needs to be there. And your sales team is the center of your business, because it's all about the customer. And your sales team is the first team that really touches your customer directly. Marketing may influence them, but the sales team touches them.16:19 - In sales, there are a whole bunch of companies that have created methodologies, and you may have heard of some of them. Sandler is one of them. The Challenger Sale is one of them. There's a new one called MEDDIC. I don't know how new it is, but that's kind of a methodology. I come out of the world of Miller Heiman. So, Miller Heiman created programs called Strategic Selling, Conceptual Selling, and Large Account Management. And that was really the early days of creating methodology or process around sales. So, Solution Selling was also happening at the same time and SPIN Selling was also created about the same time. These are also methodologies. And these are the very beginning of "Hey, there's a process that you follow to do this." 20:43 - This is going to be really shocking to everyone, I know, but leads do not come out of thin air. They are not like combustion from nothing. They actually have to come from somewhere. So, either your marketing team has to generate them or your sales team has to go out to events, or you have to call people. Somewhere, these leads–and you need a plan. You need a strategy. What activities are we going to do, and what results do we need in order to pay for those activities? So, there's a strategy.28:14 - Yes, it has to be a good fit. Yes, it has to be the right solution. But people matter. People always matter. And I have customers that they have a two or three year sales cycle, that relationship matters over that time. And if you let that relationship go and don't pay attention to it, somebody else is going to go make a relationship and when it's time to make the decision, somebody else is going to be in there. So yes, it matters. You matter as an owner, as a salesperson, anybody, you matter. How people feel about you...

Liz Heiman goes over a variety of sales procedures and systems, helping you to gain insights into the best possible approaches. She explains that a framework is a set of guide rails that companies must use to communicate and define their ideal customer. She discusses various recognized methodologies within the sales world such as Sandler, Challenger Sale, MEDDIC, Solution Selling, SPIN Selling, and Miller Heiman's Strategic Selling, Conceptual Selling, and Large Account Management Process.Liz stresses that these methodologies don't offer any secrets or magic but instead they require an organized process when selling complex products or services to multiple buyers. If you're looking to improve your sales game, then don't miss this episode. Such methodologies are essential for understanding the process of selling complex products or services to multiple buyers. Tune in now to hear more about how these strategies can give you an edge in closing deals successfully.Episode Highlights01:29 - In sales, there are a whole bunch of companies that have created methodologies, and you may have heard of some of them. Sandler is one of them. The Challenger Sale is one of them. There's a new one called MEDDIC. I don't know how new it is, but that's kind of a methodology. I come out of the world of Miller Heiman. So, Miller Heiman created programs called Strategic Selling, Conceptual Selling, and Large Account Management. And that was really the early days of creating methodology or process around sales. So, Solution Selling was also happening at the same time and SPIN Selling was also created about the same time. These are also methodologies. And these are the very beginning of "Hey, there's a process that you follow to do this." Connect with ElzieLinkedInPowered By Podcast Town We Help B2B Brands grow their revenue through podcasting. Podcast Town is a full-service, white glove podcast agency dedicated to helping B2B brands grow their podcast show, grow their audience and podcast easier. - We help you launch, Grow and Maximize! Let's chat!Podcast Town WebsiteConnect with Liz HeimanLinkedInWebsite

Today’s guest is Stephanie Clarke of Stephanie Clark Real Estate. Stephanie has spent her 25+ year career helping her clients achieve their real estate goals. Whether staging and marketing homes for sale, helping buyers find their dream homes, or managing investment properties, Stephanie always exceeds her client’s expectations. You’ll hear how Stephanie started working with her agent mom, how she built her team of professionals over the years, when and how she expanded into boutique property management (now overseeing 240 rentals), and some of her marketing techniques that continue to provide leads even in this challenging market. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Stephanie’s path to real estate - working with her mom Pivotal moments - building a team of 28 Boutique property management of 240 rentals and its admin challenges Atlantic Bay - lenders that are reliable and consistent Navigating today’s challenging environment - it’s just a bump in the road Creative marketing to drum up business Staging and presentation photos need attractive staging Lending forward - leading the way as a businesswoman Resources/Links: Stephanie Clarke Real Estate FB Stephanie Clarke Real Estate Website Stephanie Clarke Real Estate on YouTube Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

With AI technology, businesses can stay competitive and gain an edge over their competitors in the B2B social selling space. This narration discusses how AI can drive B2B social selling content creation. We explore the benefits of using AI to generate content, how to implement it into your social selling strategy, and the potential challenges associated with AI-driven content.

In this week's episode of Beyond Consulting, we welcome Stephanie Holly Chang, former Deloitte consultant, and current Director, Global Strategic Accounts at Braze.   Stephanie joins us to discuss why consulting can be a great starting point for a career in strategic sales, and what it takes to succeed at a high growth venture-backed company.   Each week, we speak with leaders in venture capital, private equity, investment banking, and consulting to explore the various career options after leaving management consulting firms like McKinsey, Bain, BCG.   Braze: https://www.braze.com/   ECA: https://www.eca-partners.com/   Beyond Consulting: https://www.eca-partners.com/podcast/  

This week I am here at the Restaurant Finance & Development Conference and the Digital Signage Expo, here in Las Vegas. If you are at RFDC and are listening to this show, tomorrow, Wednesday, make sure you stick around and sign up and join the Technology Boot Camp where Zerrick Pearson, Galen Collins and myself will be teaching on various areas of technology in the restaurant industry. Get your certification while you are there… for free! Also, later in the day tomorrow, I will be speaking at the University of Las Vegas Hospitality College speaking with students there on “Restaurant and Hotel Technology.” That is going to be a blast and am really looking forward to that!I know this show was supposed to go live last week but we had to jump on the recap of MURTEC and, I promise you, this week's show was worth the wait. As previously mentioned, living on the operator side for most of my life, I had a very defined methodology for maintaining vendor relationships. I would say they were more partnerships than anything. When you engage with a vendor you need to have buy-in from both sides and you have to willing to work together to make it a fruitful and long-lasting relationship. But what does that really mean? What do vendor's think about us?My guest, for today's conversation, is none other than Bob Gibson who is a seasoned veteran supporting Global Enterprise customers with complex Franchisor/Franchisee models, building out GTM strategies to support these relationships with his Hospitality, Retail, and Technology experience.With over thirty plus years Bob is a SAAS veteran who understands how to build systems to reduce churn while helping overall revenue growth and increasing net revenue retention. His areas of expertise include but are not limited to Strategic Selling models, Go to Market Strategies and execution, Customer Service team builds and execution, Support Desk build and execution and Thought Leadership. He has over 20 years of experience in point of sale and served in leadership roles at Micros, Oracle and JOLT. Bob now serves as President and Chief Operating Office at the ConStrata group that continues to shape the technology industry in the hospitality, food and beverage space.How To Contact MeWebsite: https://SkipKimpel.com (all archived shows and show notes will be posted here)Website: https://ConStrata.ioInstagram: https://instagram.com/skipkimpelTwitter:

This week Roger invites back to the show, ‘The Pitch Queen' Michelle Weinstein for a hard-hitting and informative conversation. Michelle goes in-depth as she explains what marketing is, and the differences between marketing and sales including how and when marketing turns into sales. She also explains why we should never negotiate or lower our prices under any circumstances and talks about the different types of objections we might face and how we can overcome them and increase our closing rates. She also talks about her experience working with the Suicide Hotline and she explains how we should help a loved one or anyone who is in a dark place in their lives. Michelle also shares some resources we or our loved ones could reach out to when we are in that dark place. Your Host: Roger Knecht, president of Universal Accounting Center Guest Name: Michelle Weinstein Michelle is the founder of The Abundant Accountant and helps accountants to grow their firms to 7-figures and beyond by making selling FUN. She has successfully trained accountants, CPAs, EAs, bookkeepers, and other financial professionals how to charge higher fees and double their firm revenue. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.   Offers:   Charge top dollar for your services www.chargehigherfees.com Book: Never split the difference Get the sales training built specifically for accounting professionals so that you can Sell with Confidence by applying the principles of Strategic Selling.  Take a moment and download this overview of the process with this Cut to the Chase pdf 988 Suicide & Crisis Lifeline The resources and information on this page are designed to help states, territories, tribes, mental health and substance use disorder professionals, and others looking for information on understanding the background, history, funding opportunities, and implementation resources for strengthening suicide prevention and mental health crisis services. Podcast, before you kill yourself   For Additional FREE Resources for accounting professionals check out this collection HERE!   Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss.   Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe.   Also, let us know what you think of the podcast and please share any suggestions you may have.  We look forward to your input: Podcast Feedback   For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777  

On this week's podcast, Roger Knecht interviews finance expert & CFO Andy Cristin, who has over 30 years of experience in the commercial sector, both working for and running businesses.  They talk about Andy's journey from working in the commercial sector to starting his own business with Andy giving valuable advice to anyone looking to start up their own business.  They talk about the importance of the CFO in the business and how as a CFO you can take your client's business to a whole new level by identifying key performance indicators they should be watching, budgets, and forecasts to help them manage their cash flow better and how accountants can take up the advisory role for their clients.  Andy also discusses key concepts from his Amazon best-selling book, The Profit Mindset. Your Host: Roger Knecht, president of Universal Accounting Center Guest Name: Andy Cristin Andy Cristin is a finance director and CFO with over 30 years of experience in a broad range of commercial organizations based in the UK, Europe, and the Middle East. He qualified as an accountant while working for a major UK food distributor moved to a European vehicle logistics business and then to a privately held business in the technology sector. During his career, he's worked for 11 different start-ups, three of which grew from nothing to become multi-million-dollar turnover businesses as well as being an adviser. He has been in the business himself, Co-founding a B2B service with a serial entrepreneur. They grew the business from 0 to $1,000,000 profit with zero to 50 employees in less than five years. The company was built with a sell in mind, and they achieved an average profit multiple in a sale to a French multinational company. Andy is the author of Profit Mindset, which is an Amazon number one bestseller and was shortlisted for the business of Book Awards. The book is designed to help business owners improve the finance side of their business. He is also a regular contributor to various business-related publications outside of work and he lives in Chelmsford UK with his wife and two university-age children. He is a keen sports fan, lifelong Liverpool supporter, and a regular spectator at Lords and Wimbledon.  Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.   Offers: Andy's new book and special offer for our listener's: He is happy to make available a pdf copy of his book “The Profit Mindset”.   He says that anyone can connect with him via Linkedin and request a copy by messaging him directly and mentioning this podcast, “Building the Premier Accounting Firm” with Roger Knecht.   He is also offering a copy of his newest ebook called “Notes from a Small Business” which can be downloaded from his website https://www.pareto-fd.com   Be sure to also take advantage of this offer to receive the following training: For FREE, The Turnkey Business Plan for accounting professionals Strategic Selling &  Selling with Confidence And for FREE as well, this webinar addresses online marketing such as leveraging your social presence to get the clients you deserve.  You'll also learn how to automate the entire process from marketing to sales.  Don't miss this information-packed webinar to help you get the clients you deserve.   Get a FREE copy of this book all accounting professionals should use to work on their business and become profitable.  This is a must-have addition to every accountant's library to provide CFO & Advisory services as the premier accounting business today: “Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds” – the how-to-guide e-book for accounting professionals   Become a Profit & Growth Expert for your clients offering quality CFO and Advisory services.  Learn how to best market, sell, onboard, and fulfill long-term engagements following the Universal Business Builder Model.   For Additional FREE Resources for accounting professionals check out this collection HERE!   Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss.   Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe.   Also, let us know what you think of the podcast, and please share any suggestions you may have.  We look forward to your input: Podcast Feedback For more information on how you can apply these principles in your business please visit us at www.universalaccountingschool.com or call us at 801.265.3777

In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest, Liz Heiman, the CEO and Chief Sales Strategist for ‘Regarding Sales’. Liz primarily helps B2B companies that are trying to grow the sales infrastructure and drive revenue. In today’s episode they discuss tips and best practices to master your sales funnel. Episode Highlights 02:00 – Liz says her dad wrote a book called ‘Strategic Selling’ hence she grew up in the sales business environment, so it’s a natural thing for her. 08:08 – Liz’s first job as the Head of Department was to go to Australia, meet two Australian men, and convince them that they should be selling conceptual selling, not just strategic selling. 10:30 – Liz talks about how she got her next big deal while meeting with the VP of Coca-Cola, Japan. How her 15-minute conversation turned into a 45-minute conversation. 15:05 – Liz states that typically if you ask people, what's their priority, almost everybody says that it is closing business. 17:10 – If you look at your funnel, and you know what your ratios are, how much you qualify out, etc. then you can prioritize. 19:20 – Liz tells her clients to put their prospecting time as an appointment that's busy in their calendar because everybody will schedule over it. 21:15 - It's as important to qualify out as it is to qualify in, mentions Liz. 23:25 - If it's not an ideal customer, there's got to be a good reason for it to stay in Liz’s file/list. 27:30 - No one person decides on a multimillion-dollar deal just doesn't happen, it impacts too many parts of the organization. 29:35 – There's a difference between asking tough questions and beating people up, we're asking tough questions because we're looking for solutions, says Liz. 32:56 - The reason the deals are falling out, or pushing back is that nobody did the work up in qualifying and cultivated when they were supposed to be doing. 35:30 - When you are looking at the funnel, you need to be able to make those decisions with leadership or by yourself about what makes sense and what doesn't, says Liz. 41:40 - If we want to have the freedom to be creative, we need to put the pieces in place that help us make sure that critical work gets done. 43:20 - So I hit my numbers consistently and have the life I want because I've got the revenue coming in to support it right? 46:20 – Liz thinks process supports the creativity, takes the stress away, and it makes selling a lot nicer. Three Key Points When we create a funnel, or a sales process, which is the step of the funnel, the very thing is to think about what is a qualified lead versus a non-qualified lead. The first thing is to look at the process of qualifying not just in that stage of qualifying but throughout the entire funnel so that you can prioritize in and prioritize out those leads that are not helpful. So by understanding our funnel, we can prioritize our work, make sure that we get the stuff at the top of the funnel that we do the work to qualify. We want to make sure that the customers share the values that we have as a company. If they're not talking the same language, if the product isn't a good fit, if it's going to require a tremendous amount of change in their organization that they're not going to be able to do then maybe they're not your ideal customer. Hence, you should qualify them out and move on. If they're interested then tell them what the qualifications are for them to be able to work with you successfully. There are two kinds of funnel reviews, one is when we