On this episode, I discuss the fundamentals of prospecting — how to determine the number of clients you need to contact to meet your goals; what to say once you get through them; how to follow up properly; and how to manage your time efffectively so you’re maximizing your efforts.

We all know someone who exudes confidence and control — the type of person who can walk into a high-stakes situation and, without breaking a sweat, knock it out of the park. Not only are they cool and collected, these folks also have the uncanny ability to inspire confidence and poise among their colleagues and peers. How do they do it?

On today’s edition of the Grow My Revenue podcast, I speak with Alison Stratten, co-author of five business books on marketing & sales and co-owner of UnMarketing Inc. Alison and her husband, Scott Stratten, have written a new book, UnBranding: 100 Branding Lessons In The Age Of Disruption. In it, they profile 100 companies who have gotten braning right.
Alison and I talk about the biggest mistakes companies make when it comes to branding; how companies can remain relevant and ready in the age of disruption; and why companies should encourage and empower their employees to be brand ambassadors.

On today’s edition of the Grow My Revenue podcast, I speak with Simcha Gluck, the co-founder of FreshBiz, a training and development company that uses game-based learning to improve the performance of organizations around the world.
Simcha and I talk about the biggest mistakes companies make when it comes to employee engagement and development; how fun and games can be leveraged in business to create tangible results; and why companies should encourage their employees to think like entrepreneurs.

On today’s episode, I talk with speaker, author and Ph.D Mary Kelly about the nature of change and what leaders can do today to embrace change and lead their teams through shifting workplaces.

Mary and I discuss the specific strategies companies can use to reduce stress that results from uncertainty and changing times. We talk about millennials and how we need to groom them for leadership, as well as the leadership skills that are going to be needed 10 or 20 years from now that may not be obvious today.

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 goes silent?

On today’s episode of Grow My Revenue, I answer that question (and others) and give you some practical advice and strategies on how to handle situations that once seemed promising then suddenly turned cold.

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 book is (and isn’t) and what it can do for your business.

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.