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212 | The DIY Guide To PR, Christina Daves

Christina Daves, the DIY (Do-It-Yourself) PR strategist joins us to share a ton of tips and pointers that can help with public relations and getting free publicity for your business. Having no resources for advertising or hiring a PR firm, Christina taught herself everything she could about generating her own publicity. She has appeared in over 1000 local and national media outlets and has a regular segment on Good Morning Washington. Christina, together with her clients, reached over 873...


211 | Stop Convincing Your Prospects, Ian Altman

As soon as you start trying to convince someone, you sound like a stereotypical salesperson and you don’t want to fall into that trap. On this episode discover how to shift your focus away from convincing clients and prospects. Instead, you want your prospect to convince YOU they have a problem that's worth solving. This mindset shift can really make a difference in your business and the top-performing clients the I work with see measurable results from it. Listen and Discover > How to...


210 | Building Relationships Through Video, Ethan Beute

Every day we entrust some of our most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. Ethan Beute explains how to dramatically improve relationships and results with your customers, prospects, and team by adding personal videos to emails, text messages, and social messages. Ethan is the Chief Evangelist at BombBomb - a company helping people become more successful in implementing simple, personal videos to...


209 | What Clients REALLY Want in Product Demos, Greg Dickinson

It’s not possible (or smart) for sales to give a product demo to every potential customer. Technology has changed the buying and selling process. Companies have invested hundreds of millions of dollars to help transform the customer engagement experience during the buyer’s journey. Despite this investment, many companies still have parts of their customers’ journey stuck in the past. In the episode, we talk about ways to satisfy buyer needs in the pre-sales process by applying technology to...


208 | Avoid Ghosting in B2B Sales, Ian Altman

You know the scenario... you've been working with a client or potential client for awhile. You maybe even had a meeting with them, you may have sent them a detailed proposal about all the things that you can offer them in response to what they told you was important. And now they just go silent. They don't even have the common courtesy to get back to you and to tell you that they're not interested. It's almost like they've disappeared. They've become a ghost. On this Same Side Selling...


207 | How To Overcome B2B Deal Killing Obstacles, Tom Williams

Tom Williams shares how companies and individuals can overcome some of the most common deal-killing obstacles sellers encounter in the sales process that can kill an opportunity. Tom is the Chairman & Founder at Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. In our discussion, Tom shares concepts from his new book The Seller’s Challenge, How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Tom’s current research, best practices, and real-life...


206 | Secret Habits of Championship Athletes, Dana Cavalea

Dana Cavalea believes there is a ‘champion’ in all of us and it is his duty to bring that champion to life. Using the same techniques he applied to working with professional athletes and teams; Dana helps companies and individuals maximize their performance, productivity, and results. Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. He led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award...


205 | Discover the Missing Skill of Humor That Works, Andrew Tarvin

If you want to increase team productivity, relieve stress, and be happier at work, this is the episode for you! Tap into Andrew Tarvin’s expertise when it comes to adding humor in the workplace. Andrew is the world's first humor engineer. He teaches people how to get better results by strategically using humor in the workplace. We're not talking about needing to have clowns and jugglers running around the office. Rather how to strategically use humor better in the workplace. The goal is not...


204 | Email Campaigns That Entice, Disarm, and Discover, Ian Altman

On this episode, we're talking about email campaigns for sales and marketing efforts. I've received a lot of emails or LinkedIn messages lately from people trying to pitch me some product or service. When will organizations learn it is a complete waste of resources and money to pitch their stuff blindly in an email? They're not focused on the problems they solve, they're just trying to pitch whatever it is they have to sell and it turns people off. What I want you to realize is that when you...


203 | Reduce Friction, Increase Loyalty, Roger Dooley

The notion of delighting, amazing and just generally creating an overall great experience for your customers just isn't enough anymore. In fact, what people find is that if their level of effort is too great, if it takes too long to get a problem resolved, then 96% of those customers who expend a lot of effort are disloyal to the brand. Roger Dooley calls this “Friction”. Often times B2B Organization are not aware of what causes friction for their customers? Friction frustrates customers,...


202 | Content Experience vs. Content Marketing, Randy Frisch

Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that almost 70% of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create. Randy is the CMO and Co-Founder at Uberflip, a content experience platform that empowers marketers to create content experiences...


201 | Selling With Noble Purpose, Lisa Earle McLeod

Do you have a sense of purpose or do you just show up to sell stuff? Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention...


200 | Sell Like An Expert Not a Salesperson, Ian Altman

Welcome to the 200th episode of the Same Side Selling podcast! Traditionally businesses and salespeople take an always be closing approach to sales. This idea that you should constantly push for a sale. On the other hand, leading organizations achieving remarkable growth and success with their clients take a very different approach. They know how to sell like an expert and not like a salesperson. Instead of focusing on always trying to make the sale and pushing for a close in every...


199 | The Best Way To Build Sales Leaders, Halelly Azulay

So often, especially people in sales leadership roles, think that their job is to monitor the performance of others. When in fact the most successful, top performing leaders are the people who constantly coach and mentor their team members, not just monitor their progress. In this episode, Halelly Azulay shares the best way to build and cultivate leaders for your sales organization. Halelly founded TalentGrow LLC, a consulting company focused on developing leaders and teams, especially for...


198 | The Rumored Death of the B2B Sales Rep, Tom Pisello

Tom Pisello, also known as the ROI Guy, is the chief evangelist at Mediafly. In the episode, Tom & I discuss the impending death of the B2B sales rep. Tom shares what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way. Tom is a successful serial entrepreneur, popular speaker, and author. He has great research and insight for those in the world of B2B Sales. You’re...


197 | Influence Redefined, Stacey Hanke

Influence is not something you can turn on or turn off during high stakes moments. Instead, it comes down to constant practice. Stacey Hanke is the author of the book: Influence Redefined - Be the leader you were meant to be Monday to Monday. Stacey shares everything you need to successfully build trust and influence others to take action. You’re going to learn a ton from Stacey Hanke! Listen and Discover > Three key elements that can really enhance your ability to influence others. > Ways...


196 | Steal The Show During Pitches and Presentations, Michael Port

Every interaction you have is a performance, whether you’re speaking up in a meeting, pitching a client, or walking into a job interview. Your day is full of moments when you must persuade, inform, and motivate others effectively. Each of those moments requires you to play a role, to heighten the impact of your words —if you want to ‘steal the show’, as Michael Port calls it. Michael Port is a seven-time best selling author and co-founder of Heroic Public Speaking. Micheals shares a...


195 | Find Hidden Gaps in Business Relationships, Zvi Band

Our professional relationships are the most important asset we have when it comes to growing our careers and our businesses. Most people think of this as “networking.” But in today’s hyperconnected market, the most cost-effective and high-return route to new, repeat, and referral business is through our existing networks, not through adding more social media “friends” and “connections.” In this episode, relationship marketing expert Zvi Band shows you how to deepen your personal connections...


194 | The Decision Maker Myth, Skip Miller

The founder and president of M3 Learning, Skip Miller, is on a mission to destroy the term decision maker because he believes, there are really two, not just a single decision maker. According to Skip, you have people above the line and below the line. Skip joins us to talk about some of the great misconceptions related to decision making in the sales process and the difference between above the line and below the line buyers. Skip shows us how to specifically navigate above and below the...


193 | Conflict - Why You Shouldn't Avoid it, Liane Davey

Best-selling author, Liane Davey, joins us to discuss her latest book, The Good Fight: Use Productive Conflict to Get Your Team and Organization Back on Track. Liane shares so much great information about why we need to change the image we have in our heads about what conflict can and should look like. Conflict is not only inevitable, it is actually necessary for business. According to Liane, if there isn't a conflict in your organization, you'd actually be worse off rather than better. On...