Have you ever spent time building and nurturing relationships with clients only to have them suddenly shut down on you? They don’t return your phone calls, respond to your emails or give you any reason for their disappearance. It’s a common complaint I hear from salespeople. What do you do when a hopeful prospect suddenly...
On today’s episode, I talk to Howard Rogers, founder and CEO of BrightClaim. Howard was a guest on season 1 of this podcast. Today we’re going to talk about the steps he took to grow his company from $30 million in sales to $100 million in just three years.
My guest today is going to explain how to turn drab presentations into a powerful ones that move people to buy your products, book your services and support your ideas. He’s developed a 5-part system that is going that will help you prepare for and dominate your next sales presentation.
Have you ever thought to yourself, “I should write a book”; then immediately dismissed the idea because it seemed too far-fetched, time consuming or overwhelming? Whatever prejudices you may have about writing a book, set them aside because my guest today is going to make you rethink all the notions you have of what a...
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,...
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.
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.
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...
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...
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...
