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Grow My Revenue Business Cast

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105 | Breaking Bad Habits, and Why Questions Are Way More Powerful Than Statements and Giving Demos

Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.

Duration: 00:14:57

104 Gerry Lantz | How To Make Boring Messages Come Alive With Brand Storytelling

Today, we talk specifically about ways organizations can differentiate themselves by using tried-and-true story techniques and formulas that increase a brand's visibility and recognition.

Duration: 00:25:40

103 John Cousineau | How Curiousity Leads to Better Results

My guest today believes that “measuring what counts” so sales teams can see what’s working and what’s not, is the first step to achieving amazing sales results.

Duration: 00:30:56

102 Phil Jones | Learn 'Exactly What To Say' in Sales Conversations

My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.

Duration: 00:30:11

101 Stephen Shapiro | Why Companies Fail At Innovation (And What They Can Do About It)

What is it about iconic organizations that allow them to respond with innovative solutions to marketplace needs? What is it about their approach to business that allows them to create better products, sleeker designs and more efficient systems that consistently earn them top spot in their industries? Is it the creative genius of their marketing departments, or the talents of their research and development teams? Maybe it’s how they leverage technology? Or is it that innovative...

Duration: 00:30:06

100 | Celebrating Episode 100

This week we celebrate episode 100 of the podcast! I want to extend a personal thank you to everyone who's supported the show by leaving a review and sharing the podcast with their friends and family. When I first started the show a few years ago, I wasn’t sure I’d get to episode ten, let alone 100. But here we are, 100 episodes later. It’s because of listeners like you the show is a success.

Duration: 00:11:42

099 Tim Hayden | Strategic Marketing to Build and Retain Repeat Business

On today’s episode, I talk to marketing strategy expert Tim Hayden about how businesses can generate more revenue and have greater impact by better leveraging their marketing efforts on existing customers. In fact, companies can create stronger loyalty and trust simply by getting better at gathering clear, meaningful insights into their customers’ problems and pain points. By using technology more effectively, he says, businesses can create personalized campaigns that result in higher...

Duration: 00:30:20

098 Marylou Tyler | How To Consistently Fill Your Sales Pipeline With Qualified Prospects

No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline. Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an...

Duration: 00:25:40

097 Susan Wilson Solovic | How Small Changes Can Have An Enormous Impact On Your Business

If you’re a small business owner in a small town anywhere in America, you may be tempted to think there’s no way you can compete against a big chain store or an enterprise company with hundreds (maybe even thousands) of employees. You may think you don’t have the resources, the brand recognition or the manpower to go up against the corporate giants. But you’d be mistaken.

Duration: 00:26:57

95 Scott Mautz | How Leaders Can Increase Employee Engagement In A Smart And Meaningful Way

On today’s episode, I talk to author, speaker and executive trainer Scott Mautz about modern-day leadership and what it really takes to lead today’s mostly millennial workforce. Scott believes all great leaders can and should inspire their employee to find meaning and purpose in their work. Great leaders, he says, can unleash employees’ deepest desires for contribution by tapping into their values and instilling a sense of pride in the work they do.

Duration: 00:24:47

095 Michael Bungay Stanier | How Leaders Can Be "Coach-like" With Their Teams To Achieve Results

On today’s episode, I talk to author, speaker and executive coach Michael Bungay Stanier about why the term coaching gets such a bad rap and why more organizations should embrace it. We talk about the mistakes leaders make when coaching others, and specific strategies to use in sales situations.

Duration: 00:26:54

094 Leslie Ehm | How To Deliver A Message That Doesn't Fall On Deaf Ears

One of the key ingredients to running a successful business is being able to communicate effectively with your customers, employees and stakeholders. After all, what good does it do to have a great product or a revolutionary idea if you can’t communicate those products or ideas to others? Being able to communicate effectively with an audience in a way that’s fresh and engaging is critical to your business success. But too often business leaders fall into a communication rut that winds up...

Duration: 00:47:31

093 Robert Rose | How To Create A Content Strategy That Builds An Audience of Loyal Fans

You’ve heard that creating content is important for your business. You’ve heard you need a list of subscribers to market and sell to. You’ve heard the money is in the list. But what if everything you’ve heard about content marketing and list-building is all wrong? My guest today says most businesses need to re-think their approach to content marketing. They need to look at it from the point of view of the customer, from the perspective of the clients they want to reach, and not as another...

Duration: 00:40:42

092 | Why Sales Is Not Just About The Numbers

Often times, clients ask me: what do I do if I work for an employer who is so focused on hitting a sales quota that the tenets of Same Side Selling get dismissed in favor of pitching and pushing a sale? How do you strike a balance between selling with integrity – an approach that always has the customer’s best interests at heart – and selling to meet an individual objective?

Duration: 00:10:37

091 Steve Benson | How Top Producers Achieve Amazing Results

What is it about top performing salespeople who make them so successful? Is it charisma, product knowledge or luck that enables them to land the prized accounts? Does knowing the product inside and out matter more than likability? Or does personality trump expertise? Turns out, the answer lies somewhere in between. My guest today believes all sales professionals can achieve amazing results if they develop key skills — listening, curiosity and patience — to help them understand their...

Duration: 00:41:23

090 Mark Jeffries | How to Win Over Audiences Using the BRAINS of Influence

Have you ever been in the presence of someone who can make a room full of people hang on her every word? It’s as if she cast an invisible spell upon an audience with her charm and charisma. Have you ever wondered how she does it? How is it that certain people can command everyone’s attention so effortlessly, while others struggle to get noticed? My guest today believes that everyone has the ability to influence others and communicate in a way that captivates and motivates audiences to take...

Duration: 00:46:12

089 Rob Jolles | How To Turn Boring Presentations into Engaging Experiences

We all know what it feels like to sit through a lackluster training listening to a disinterested speaker drone on and on about a topic he may know lots about, but just can’t seem to bring to life. On the other hand, we’ve also been witness to presenters who take the most dry, mundane material and make it feel fresh and exciting. What’s their secret? How do speakers turn average talks into great experiences that leave audiences feeling inspired and energized? It turns out, great...

Duration: 00:31:48

088 | Why F.I.T. is the Antidote to Pushy Selling

We’ve all been on the receiving end of pushy, sleazy sales tactics that make us want to run for cover. It doesn’t feel good. Nobody wants to be around a salesperson whose sole focus is to convince a prospect that they need what the salesperson is selling. Instead, buyers appreciate salespeople who know the kinds of problems they solve, and show an interest in learning about their clients’ problems to see if what they have is an appropriate solution. Genuine interest in your prospects'...

Duration: 00:14:21

087 Bob London | Stupid Marketing: The Biggest Marketing Mistakes Companies Make

We all know what it feels like to be on the receiving end of bad marketing. We come across tasteless ads, intrusive pitches and condescending emails that make us wonder: Why do marketers think it's OK to treat customers like that? And here's one of the biggest challenges: because of marketing automation, people think it’s OK to send out stupid and bad marketing because, since it’s not taking up someone’s time, who cares right? My guest today is Bob London, former corporate marketing exec...

Duration: 00:28:22

086 Dave Delaney | How Nice People Network

Do networking events make you squeamish? Do they make you feel sleazy and slimy, like you just want to run home and shower after having participated in one? Or maybe it's not that bad for you. Maybe you just want to develop a professional, online relationship with someone you admire, but you have no idea where to start – or what to even say to that person. My guest today is going to explain how the same principles that apply to face-to-face, offline networking are true for online...

Duration: 00:27:41

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