The customer experience has changed over the past few years. The expectations for access, immediacy, flexibility and convenience as customers have shifted and we must learn how to differentiate ourselves from competitors. In this week’s episode, Ian is joined by David Avrin. David is one of the most in-demand Customer Experience speakers and consultants in...
Scheduling a demo shouldn’t be your goal, piquing the interest of executives with the problems you solve should be your biggest priority. To successfully generate sales after demos, you want to focus on piquing interest, determine if you are a good fit and deliver evidence that you can provide results. In this week’s episode, I...
A common mistake executives make after coming up with a new product or service offering is trying to hire a sales team before knowing exactly how or why your customer would buy the offering. How can you hire any sales team before understanding what moves the needle for your potential client? In this week’s episode,...
When asking your clients questions, are you framing your questions to elicit the response you want to hear or to get the truth? One common trap that people fall into is trying to get people to agree with us. However, if you ask your clients questions with more skepticism, you can begin to uncover the...
Are you aware of what the potential is for SEO for your business? Are you currently using SEO but making one of these common mistakes? In today’s episode, Eli Schwartz, previous leader of SEO at Survey Monkey and author of Product Lead SEO, shares how you can properly use SEO for your B2B company. Eli...
LinkedIn is a useful platform for reaching potential clients but are you making this common mistake? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before hopping on a sales call. In this week’s...
Are your old sales approaches for reaching out to prospects not working anymore post pandemic? Since we can no longer rely on showing up at someone's office, facility or factory and use our charisma or personality to quickly connect with our potential clients, we must change our approach. In today's episode, I share how you...
Have you hit a plateau in sales and find yourself struggling to expand your business? In this week’s episode, learn how Rob Lynch, CEO of Dome Construction, was able to grow their business from $100 million to $600 million in six years by adopting Same Side Selling across the company. Rob shares how his team...
What are the key mistakes made when managing a sales team? In this episode, I share how you can approach your team as a sales mentor, not just a manager. As a sales manager, it is important to not just track activity but to mentor and provide guidance to help your team accomplish the best...
Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position...
