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Radio Show - Old School Lessons for New Lead Generation
Clean
August 07, 2012 08:11 AM PDT
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No matter what you want these days “there’s an app for that.” And while technology has been incredibly helpful in lead generation activities, perhaps we have jump a little too far a little too fast into tech. Maybe there are some simple secrets of lead generation that no app can do for you.

What if the “key” to increased leads that we have been seeking isn’t on your computer or iPad? What if it’s something you already have access to and have just ignored?

To delve into these deep questions I asked Tom Hopkins, author of How to Master the Art of Selling, to return as a guest on my show.

During the interview we discussed:

*The art of tracking leads

*How salespeople cost themselves leads

*The “itch cycle”

*And much more

Be sure to download your FREE Ultimate Qualified Lead Profile Toolkit - a $97 value - by clicking here!

Radio Show - Get New Appointments in Just 24 Hours
Clean
July 20, 2012 01:18 PM PDT
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She's baaaaack!

Y'know I love Wendy Weiss, the Queen of Cold Calling™, and that is because she loves to put the heat into cold calling!

In this show Wendy is here to tell us how to use your iphone for something more than just playing Angry Birds. She'll show you how to use it to create new appointments, with viable leads in just 24 hours.

During the interview we covered:

*Why cold calling is not only not dead but more viable than ever

*The real deal on voicemail

*How to get over your own junk so you can actually pick up a phone and call someone

*And much more

Be sure to get your FREE Ultimate Qualified Lead Profile Toolkit - a $97 value - by Clicking Here!

Radio Show - B2B Content Marketing for Lead Generation 101
Clean
July 20, 2012 01:07 PM PDT
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When folks first start into using information to market their product or service they often believe "I have a lot to say." Shortly thereafter they end up thinking "what haven't I already said?"

And in a world where readers are looking for more info/thoughts/ideas to feed on everyday a lack of content to feed them can spell doom for you marketing efforts.

So how can we feed the brains of our prospects without having to spend all of our time coming up with stuff to say?

To help me tackle that question I asked Robert Drew, from Emedia, to join me on my show.

During the interview we discovered:

*The real B2B content marketing model

*How to chose which marketing collateral to use

*Why you need a 2 prong approach in lead generation with content

*And much more


Radio Show - How to Simplify Lead Generation for Complex Sales
Clean
May 31, 2012 01:44 PM PDT
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We all know the old adage “Sales is the lifeblood of Business.” But what many people forget is that Lead Generation is the lifeblood of Sales.

And with sales becoming more and more competitive, the lifeblood of Leads is becoming more difficult to sustain. This has lead to ever longer, more expensive and more complicated lead generation processes.

But is this how it should be? Should complex sales really be created from even more complex lead generating processes? Isn’t there an easier way?

To tackle these questions I asked my friend Brian Carroll, author of Lead Generation for the Complex Sale, to join me on my show.

During the interview we covered:

*The real big challenge for generating leads in today’s market

*How to increase sales revenue while maintaining or even reducing sales and marketing expenses

*Why traditional marketing sabotages lead generation

*And much more

Be sure to download your FREE Ultimate Qualified Lead Profile Toolkit by CLICKING HERE

Radio Show - All Hail the Mighty Buyer
Clean
May 07, 2012 03:22 PM PDT
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In the good old days, you know before the internet, salespeople had an advantage. The buyer only knew as much about the salesperson and his company as he could see from brochures and advertising. 
Today, a buyer can learn more about you then you know, or would want them to know, with just a few mouse clicks. And that is just the beginning!
So, if the field has been so tilted, some might say “leveled,” how can we address that? How do we handle the challenge of the “well informed” buyer?
To help me tackle this question I invited John Golden, CEO of Huthwaite, to be my guest on the show.
 
During the interview we covered:
*Can salespeople control sales situations anymore?
*How can we adapt to the new “everybody knows everything” marketplace?
*How and why is alignment the key to success?
*And much more
Be sure to download the Ultimate Qualifid Lead Profile Toolkit - normally a $97 video training program - Yours FREE!!! - Just CLICK HERE

Radio Show - The “Common Wisdom” to Avoid When Selling in a Still-Down Economy
Clean
March 22, 2012 11:56 AM PDT
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One of the oldest clichés in sales is: “The Customer is always right.” Well, that might be true, but I can also tell you – and you’d probably agree with me - that the Prospect is usually wrong!

Nonetheless, in today’s hopeful but still nervous marketplace, we tend to give the prospect a lot of latitude and little, if any, attitude. And we do this because the common wisdom is that if you treat people nice, they will treat you nice. But does nice equal sales…?

What if all this “whatever you want” junk is actually LOSING you sales?

In order to address this pressing issue, I asked Matthew Dixon and Brent Adamson, co-authors of The Challenger Sale to join me on my show.

During the interview we covered:

*What can be done to increase sales in a still-down economy?

*What are the 5 types of salespeople? And which one sells the most?

*How can pushing back against a prospect actually accelerate and increase the sale?

*And much more?

Be sure to download your 3 FREE chapters of BE DO SALE by CLICKING HERE!

Radio Show - How to Increase the Number and Quality of Your Leads Starting Now
Clean
March 16, 2012 01:09 PM PDT
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Every business owner, consultant and salesperson I speak to wants the same thing: More sales right now! Of course, the fastest way to generate more sales is to increase the amount of viable (qualified) prospects you are talking to on regular basis.

 

And there’s the rub! How do we increase the amount of qualified leads in our pipeline? And how can we make that happen starting today?

 

Well, obviously, that is the entire focus of my work. Nonetheless, I wanted to get a new POV on this issue. I wanted to get a POV from “down under” (New Zealand actually), so I asked my friend Graham McGregor, creator of The Unfair Business Advantage Report, to join me on my show.

 

During the interview we discussed:

*What is the ‘hiding in plain sight’ prospecting problem everyone is missing today?

*What are some fast and simple adjustments a salesperson can make to immediately improve their lead generation?

*How can we use testimonials in our prospecting without it coming off as blah-bah-blah?

*And much more


Be sure to download your 3 free chapters of BE DO SALE by CLICKING HERE!

Radio Show - Appearances Can Be Deceiving Deal-Killers in Sales
Clean
March 11, 2012 10:40 AM PDT
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You may have a great and wonderful professional wardrobe, but what if it is also killing your sales numbers?

One thing I’ve learned after all these years is that “appearance” is a two-way street. There is how you dress, which is based on how you think you should look. And there is also the way the client or prospect sees you, which is based on how they thy think you should look.

Basically, their first impression of you is all in their head and not on your body.

So, how do we compensate for this? How can we dress in a way that is a genuine expression of who we are that also creates a positive appearance for us to our clients and prospects?

To undress this tricky situation I asked Angel Tucker, the author of Stop Squatting with Your Spurs On, to join me on my show.

During the interview we covered:

*How much of an impact do first impressions, based on appearance, have to do with getting or not getting the sale?

*What are Personality Types and what have they got to do with appearance in sales?

*What are the ground rules for men and women to dress to generate more sales?

*And much more?

Be sure to download your 3 FREE Chapters of BE DO SALE by CLICKING HERE!

Radio Show - Great Sales Come From Playing the Inside Game
Clean
March 03, 2012 10:34 AM PST
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We all know the old adage “people buy people,” and this tells us that the client wants to get to know you before they will buy from you. It is a sound principle.

The big question, then, becomes: Do you know you? After all, if the client wants to know you, you must be fully know yourself or you’ll end up being a fake, which clients can smell a mile away.

So, how do we do it? How do we truly “know” ourselves? And how do we translate that self-knowledge into the tangible world of day to day sales?

To help me work through this deeply personal issue, I asked Christine Clifford, author of You, Inc. The Art of Selling Yourself, to join me on my show.

During the interview we discussed:

*Why and how to sell yourself first

*What are truly useful questions all effective salespeople ask themselves regularly?

*Why your personal passion is more sellable than your product’s benefits

*And much more!

Get 3 FREE chapters of BE DO SALE by CLICKING HERE!

Radio Show - How Top Salespeople Own Their Niche
Clean
February 23, 2012 01:28 PM PST
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What makes you different? What makes you special? Why should a client choose to spend their time, money and energy on you and your solution over someone else? If you haven’t asked yourself these questions you’re already in trouble!

The truth is that a buyer can spit and hit 20 salespeople ready to sell him the same product or service at the “best price” with the “best quality” and the “best service.” If that’s your shtick, you are the same as everyone else, which means you’ll get lost in the herd!

So how can we break from the pack? How can we position ourselves to be someone worth a buyer’s attention when everyone else wants it just as bad? Well, I know how to start: Choose a niche!

And to help me focus down on the how-to of creating and owning a niche, I asked Stephanie Chandler, author of “Own Your Niche,” to join me on my show.

During the interview we discovered:

-How to define your niche

-How to build credibility in your niche

-Why your knowledge will create more sales once you put it on paper, video or audio

-And much more!

Want to create a brand new niche that you can own forever? Then check out the book BE DO SALE by CLICKING HERE!

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