The Liston.io Show // B2B Sales and Marketing For Consultants-logo

The Liston.io Show // B2B Sales and Marketing For Consultants

Business & Economics Podcasts >

B2B sales and marketing advice for agencies and consultants who want to go beyond the referral and create a predictable service business. Your host, Liston Witherill, will give you expert advice on how to sell your services and what to say during the process, how to build a sales process in the first place, and which B2B sales tools are driving leads and sales for agencies. You'll also learn how to generate leads, execute social selling, make cold email and outbound marketing work, and improve your overall B2B marketing strategy. If you like Seth Godin, Gary Vaynerchuk, Storybrand, Masters of Scale, or The Knowledge Projecct, you'll love this podcast.

B2B sales and marketing advice for agencies and consultants who want to go beyond the referral and create a predictable service business. Your host, Liston Witherill, will give you expert advice on how to sell your services and what to say during the process, how to build a sales process in the first place, and which B2B sales tools are driving leads and sales for agencies. You'll also learn how to generate leads, execute social selling, make cold email and outbound marketing work, and improve your overall B2B marketing strategy. If you like Seth Godin, Gary Vaynerchuk, Storybrand, Masters of Scale, or The Knowledge Projecct, you'll love this podcast.
More Information

Location:

United States

Description:

B2B sales and marketing advice for agencies and consultants who want to go beyond the referral and create a predictable service business. Your host, Liston Witherill, will give you expert advice on how to sell your services and what to say during the process, how to build a sales process in the first place, and which B2B sales tools are driving leads and sales for agencies. You'll also learn how to generate leads, execute social selling, make cold email and outbound marketing work, and improve your overall B2B marketing strategy. If you like Seth Godin, Gary Vaynerchuk, Storybrand, Masters of Scale, or The Knowledge Projecct, you'll love this podcast.

Language:

English


Episodes

Ep057: Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online

1/17/2019
More
Increasing your agency's reach and exposure can be accomplished in many different styles and methods, like SEO, social media marketing, content sharing, and more. Referral programs, though, can add a little sweetness (literally) to your outreach process. Dan Golden, President and Chief Search Artist of Be Found Online, shares how a "happy accident" set his business apart from others through a unique referral program. Recognizing that there was a need for referrals, Dan and his team were...

Duration:00:33:56

Ep056: Overcoming Objections, and the Real Meaning of "No"

1/15/2019
More
Overcoming objections starts at the first sound of the word "no." How you respond to objections can actually advance your sales conversations. Oftentimes, we confuse objection for rejection, but by actively engaging in our conversations, we can better understand what clients are really trying to say. It's a fact of prospecting that you'll hear the word "no" on multiple occasions. The real question is, what does it mean when you hear it? It's often not what you think. In this episode, I'll...

Duration:00:19:05

Ep055: B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam

1/10/2019
More
You’ve taken the first step. You know that content marketing is a viable way to grow your consulting business. Building trust with your customers on the front end puts you at a huge competitive advantage over companies who rely heavily on outbound sales and do not have a content marketing strategy. Draw customers to you by letting them do the initial legwork of familiarizing themselves with your company through your content. You'd do it in the sales process anyway, so your content can go a...

Duration:00:41:10

Ep054: Demonstrating Sales Leadership to Your Client

1/8/2019
More
Leadership can be interpreted in many different ways, but its true meaning is defined through thoughtful action. When it comes to demonstrating leadership to your clients, it's important to really listen to them (regardless if they're wrong) and bring empathy, along with strategy, to the sales process. Yes: leadership starts from the moment you begin selling! As a service provider, your clients are watching your every move to understand what it might be like to work with you. Show...

Duration:00:20:04

Ep053: Optimizing Your Clutch.co Listing with Ryan Stevens (Part 2 of 2)

1/4/2019
More
Welcome back to The liston.io Show! As promised, today I’m sharing part 2 of my interview with Ryan Stevens of Clutch.co. In part 1 of this episode, we shared how to drive leads and traffic to your agency. A big piece of the lead generation puzzle is your position. Optimizing your Clutch listing is the missing piece to landing the client or project you’ve been searching for, and Ryan teaches us how to do just that. In this episode, we'll cover:You’ve heard it before that less is more. It...

Duration:00:21:45

Ep052: Driving Leads and Traffic to Your Agency Using Clutch.co with Ryan Stevens (Part 1 of 2)

1/3/2019
More
Getting found online with credible reviews isn't just for local businesses - it's also critical for your agency or consulting business. In part one of this episode, I’m joined by Ryan Stevens, Senior Business Manager of Clutch.co. The online database connects service providers with customers through listings of verified reviews, case studies, and background. Ryan’s here to share with us how to get leads and make the most of your Clutch listing. While most businesses turn to Adwords, there...

Duration:00:20:58

(Rebroadcast) Ep027: Sales Strategy to Scale Beyond the Referral

12/31/2018
More
Ready to scale your service business sales beyond referrals? Most grow from existing contacts, networking, and referrals. But that's not a viable way to scale. In this episode, I'll tell you what it takes to scale your company's sales without relying strictly on referrals.

Duration:00:27:39

(Rebroadcast) Ep004: Sales Questions to Ask in Discovery

12/27/2018
More
The earliest part of your sales process is the time when your client will tell you exactly how to sell them, but only if you listen. That's the power of questions during discovery. Do it right, and you'll have happy clients who buy. Do it wrong, and...you won't.

Duration:00:23:39

(Rebroadcast) Ep002: Serve Don't Sell

12/24/2018
More
The key to selling your consulting expertise is to serve, not sell. I know it sounds weird, but it’ll unlock better relationships, more clients, and a whole lot better feeling about every sales step you take. In this episode I’ll cover: Why I focus on consulting sales, and why you should get better at it too How to fulfill the obligation that comes with your expertise How to sell more effectively through service Why you need to play the long game with every client How to best serve...

Duration:00:26:21

Ep051: Automating Your Business to Help Scale with Greg Hickman (Part 2 of 2)

12/21/2018
More
Picking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business.

Duration:00:23:19

Ep050: From Agency to Productized Service with Greg Hickman (Part 1 of 2)

12/20/2018
More
Picking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business.

Duration:00:24:19

Ep049: Social Selling with LinkedIn, Part 1

12/17/2018
More
Social selling is a buzzword and everyone's telling you to do it. The one place to focus is LinkedIn, and I'll give you a rundown of some of the best ways to start social selling using LinkedIn in Part 1 of a series of episodes on how you could use LinkedIn to start more conversations.

Duration:00:25:56

Ep048: Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 2 of 2)

12/13/2018
More
Executing your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned.

Duration:00:22:35

Ep047: Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 1 of 2)

12/12/2018
More
Executing your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned.

Duration:00:22:35

Ep046: Expanding and Derisking a Large Account

12/10/2018
More
Having large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts.

Duration:00:18:12

Ep045: How to Delegate Work In Your Agency with Karl Sakas (Part 2 of 2)

12/7/2018
More
Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies.

Duration:00:28:10

Ep044: How to Delegate Work In Your Agency with Karl Sakas (Part 1 of 2)

12/6/2018
More
Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies.

Duration:00:22:02

Ep043: Buying Behavior - What You Need to Know to Sell More Effectively

12/3/2018
More
What you want doesn't matter when it comes to selling. What matters is what your clients want, so you have to understand why they buy and their buying behavior.

Duration:00:32:41

Ep042: Podcast Marketing for Agency Growth with Ben Shapiro (Part 2)

11/30/2018
More
How to use podcasting and personal branding to market and grow your B2B company.

Duration:00:23:18

Ep041: Podcast Marketing for Agency Growth with Ben Shapiro (Part 1)

11/29/2018
More
How to use podcasting and use personal branding to build growth within your company.Mentioned in this episode:Strategy CallMartech Podcast

Duration:00:24:01