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183 | Your Customer's Secret Language | Jeffrey Shaw

Jeffrey Shaw shares a glimpse into his proven 5-Step Secret Language Strategy that helped his business to go from being overlooked to being overbooked in less than one year. Jeffrey explains how to make your business irresistible to your ideal customers by showing them that you get them. With his game-changing insights, practical action steps, and relatable examples, you are going to learn a ton from Jeffrey Shaw. Listen and Discover > The 5-Step Secret Language Strategy. > How LINGO as a...


182 | Achieve Your Limitless Potential, Laura Gassner Otting

Laura Gassner Otting is the brilliantly talented author of the new book Limitless. Laura inspires people to push past the doubt and indecision that keep great ideas in limbo. She dares us to find our voice, and generate the confidence needed to tackle larger-than-life challenges. In this interview with Laura, we talk about the greatest misconception people have about defining your purpose or calling in life, how that can apply to not only you but people with whom you work and then how we...


181 | Sales Differentiation, Lee Salz

Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your...


180 | The Alter Ego Effect On Business Success, Todd Herman

Todd Herman as a high-performance coach for top athletes, entrepreneurs, and companies around the world. His programs have been twice recognized as being the world's top leadership and skill development program by the Stevie awards. In this episode, Todd discusses his new book, The Alter Ego Effect - The Power of Secret Identities to Transform Your Life. Truthfully when I hear about Todd’s new book, I was a little bit skeptical. My first thought was people are going to pretend to be somebody...


179 | Help Non-Salespeople Become Rainmakers, David Campbell

This Same Side Selling podcast episode features David Campbell, the Chief Operating Officer at Optimal Networks, an IT services company that helps their clients achieve remarkable results. I've worked with David and his team over the years to integrate Same Side Selling into their business processes. In this episode, David shares how Optimal Networks successfully engaged non-salespeople to grow revenue and built an amazing culture within their organization around growth. You're going to...


178 | Winning Customers Away from Your Competition With Integrity - Part 2 of 2

My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance. In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed for of valuable insight and...


177 | Winning Customers Away from Your Competition With Integrity - Part 1 of 2

My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance. In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed full of valuable insight and...


176 | How One B2B Company Grew By 40% Last Year, Chris Yoko

On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone. Chris and his team have been big advocates of Same Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results with their customers and specific things you can do to make it clear to your customers that you really care about them versus just about making money. You’re going to learn a ton on this episode with...


175 | Why 'About Us' Explanations Repel Potential Clients

Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whatever you do might apply to their own situation. In the research I've conducted on how executives make and approve decisions, there are two critical questions people ask before approving a purchase. On this Same Side Selling episode, I share insight to help you effectively overcome one of the biggest...


174 | Innovative Business Growth, Linda Quarles

On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda shares insight into how to really uncover your clients' underlying challenge, why innovative initiatives fail, and what to recognize when trying to...


173 | Generate Better Results In Sales, Wes Schaeffer

On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities you may be lacking, what you should be implementing, and how you can ultimately pivot your business to generate better results. You're going to learn a ton on this...


172 | This Is Marketing, Seth Godin

No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this episode with Seth Godin. Listen to this episode and discover: > Biggest mistakes people make in the world of marketing and business growth. > How to...


171 | Understanding Today's B2B Buyer, Jack Quarles

There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative ways to work with purchasing and procurement to achieve better results. Listen to this episode and discover: > The biggest challenges...


170 | Speak Comfortably To A Crowd Of Any Size, Amy Port

Public speaking isn't just those times when you're communicating in front of a large group of people. In fact, public speaking is anything other than the times you're whispering to yourself or talking in your own head. If someone else hears you communicating, it is public speaking. Publically communicating ideas and information is essential in business, especially sales. Yet many times we have a hard time articulating the right message to our clients and coworkers. This challenge to...


169 | Hidden Networks That Can Transform Your Career And Life, David Burkus

When someone says networking, you likely think meeting strangers in order to grow your connections. What if the best way to grow your network isn't by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online networking tool. Instead, you focus on developing a better understanding of the existing network that’s already around you? Best-selling author, David Burkus joins me on this episode of Sale Side Selling to share a startling...


168 | Gain Customer Insight The Right Way, Bob London

Could renting an Airbnb to traveling employees near the headquarters of your ideal customer be the secret to gaining intel about your potential customer? One of our podcast listeners thought it might work and wanted an opinion about this interesting approach. When it comes to uncovering what customers think, I turn to Bob London, founder and CEO of Chief Listening Officers, for insight and wisdom. Bob helps B2B companies develop marketing strategies that start with learning the customer’s...


167 | Avoid The Sales Quota Trap, Ian Altman

Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you put so much at risk for your business. I've seen too many sales professionals make rash decisions in order to meet a quota. For example, many might decide to offer huge, irresponsible discounts just so that they can close the deal before their incentive deadline hits. On this episode, I share...


166 | Recruiting Strategies To Build a High Performance Sales Force, Sean Sykes

The best candidates and top performers are not looking for a job right now. To grow your sales force with executives and salespeople you need to a different approach find and attract the right talent. Sean Sykes of Peak Sales Recruiting joins me on this episode of Sale Side Selling to discuss how you can find and attract the best candidates for your team. We talk about hiring challenges facing businesses today and strategies to overcome these challenges. Sean offers expert advice on building...


165 | Rethinking the Customer Experience, Geoff Ramm

Discover (and fix) the gap in customer service you never knew existed. Businesses can easily fall into the trap of thinking the customer service experience is all about ‘going the extra mile’ or ‘trying to exceed exceptions’. When in fact as Geoff Ramm explains in this episode these phases are 30- 40 years old and misconceptions about how to approach our level of service. There is a better approach to completely redefine our levels of customer service. On this Same Side Selling episode,...


164 | Overcoming Fear in Sales And Business, Waldo Waldman

Fear and sales don't usually mix well. When you're paralyzed by fear, it's hard to perform at the highest possible level. But, as Waldo Waldman points out, it's inescapable. We're all afraid of something and, at every level of a career, we inevitably encounter things that we're afraid of. Whether it's a skill like public speaking or a particular situation like leading a team, certain things are going to leave us shaking in our boots. However, fear isn't necessarily a bad thing. Instead, it's...