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...
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...
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...
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...
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.
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...
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...
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...
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...
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...
