Top Secrets of Marketing & Sales
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Top Secrets of Marketing & Sales
The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing so...
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The What, Why, When & How of Your Business
The success of your business is always determined by the what, why, when & how. What are you doing? Why are you doing it? When are you doing it? And H...
Choose Your Business Partners & Colleagues Wisely
It's important, no matter who you're partnering with, from a business standpoint, from an employee standpoint, from a VA standpoint. Whoever you choos...
How to Get from Ideas to Actions and Systems
We'll basically help you to look at where you are now and where you're looking to be in terms of getting something from ideas to actions and systems....
Let Ideal Clients Know You’re Alive
We're going to interact with people who are not ideal clients. But salespeople have trouble when they're afraid to disqualify a prospect. To say, okay...
Effective Sales Follow-Up: How Much is Too Much?
When we talk about the idea of effective sales follow-up, what does that mean? It’s effective in terms of making sure that we’re on the same page with...
Creating Desire in Sales: It’s All About Them
If you want to create desire in sales, it has to be about them. Their wants, their needs. The things that they're looking to accomplish from the relat...
Helping The Zero Accountability Salesperson
Last week's discussion about The Zero Accountability Salesperson seemed to resonate with a lot of people. And the biggest questions I got were related...
The Zero Accountability Salesperson
The zero accountability salesperson is at a big disadvantage. Selling is all about being able to produce. And the only way you're able to produce is i...
Your Biggest Bottleneck to Sales
There's always going to be a bottleneck in sales. There's always going to be something that is not working as smoothly or as ideally as it could or sh...
Transforming the Leverage Points in Your Business
It's one of those nuances that when you're transforming the leverage points in your business, the prequalification follow up is different than the pos...
How Printers & Promo Product Distributors Dominate Fast
Here's a quick message for printers and promo product distributors who would like to grow their businesses and dominate their markets starting in as l...
The Lead Quality Matrix: A Simple Grid to Grow Your Sales
David: Hi, and welcome back to today's episode, co-host Kevin Rosenquist and I discuss the lead quality matrix. Welcome back, Kevin.
Ke...
Getting Referrals Proactively
When it comes to getting referrals proactively, that's another thing people do as well. They think they have to wait until they have already sold some...
Tariffs Aren’t the Problem. Here’s Why…
Here's why tariffs aren't the problem. Because there's always someone who's buying. Sometimes it's harder to find them. Sometimes it's easier to find...
Why Clients Shop Your Ideas — and How to Fix It
It’s no fun when clients shop your ideas. If you ever came up with a brilliant idea for a promotion, only to have a prospect think it over, say they’d...
Stop Undercharging: Get Paid What You’re Worth
Want to stop undercharging and get paid what you're worth? In our last episode, we talked about the dangerous disconnect between effort and results. H...
Busy Doesn’t Equal Profitable
Busy doesn't equal profitable. We got a lot of great feedback from our last episode, in which we talked about how many business owners still cling to...
Is It Time for a Shift in Your Business?
Time for a shift in your business? There was a period of time when getting print and promotional product clients was a lot easier.
Peop...
Arguing with Reality in Business
Arguing with reality in business is a huge waste of time. If you've got clients who are in that head space where they're sort of scared, they're not q...
No More Unfinished Business
We'll say things like, "oh man, there's just so much going on. I'm so busy. I'm just busy, busy, busy every day." When you're saying that sort of thin...
Creating Certainty in Uncertain Times
I've been having conversations over the past couple of weeks about this very topic of creating certainty in uncertain times. So much of it boils down...
Don’t Sabotage Your Sales Success
Anytime there is any sort of issue in your business that’s not quite going the way it should, don't sabotage your sales success. Instead, just ask you...
How to Get Information from Clients
It's not always easy to get information from clients. If you're in a situation where you have good relationships with your clients, but you're struggl...
A Step-by-Step Approach to the Sales Process
When we discuss a step-by-step approach to the sales process, we're taking a scientific approach, which most people don't do. They just keep going out...
The Things You Can Control in Your Business
What are the things you can control in your business? What are the things that we can look at? Identifying the very specific companies, the very speci...
Eliminating Waste in Your Business
We'd love to help you to get from here to there in terms of eliminating waste in your business. When you're focused on getting those things done and w...
Reactivating Your Client Base
If we look at the idea of reactivating your client base in as many ways as possible, it means interacting with the people who have spent the money wit...
Why Clients Don’t Buy & the Solution That Addresses Them All
There are reasons people buy from you, and reasons they don't buy from you. Today I'd share a presentation I put together for my clients in the print...
Disrupting Sales Relationships
Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and...
Getting to Your Ideal Prospects
Getting to your ideal prospects involves identifying what our ideal prospect looks like in terms of the type of customer we’re looking for, the type o...
Turn the Tables on Rejection in Sales
In order to turn the tables on rejection in sales, there are very specific steps you can take, and we work with our clients to help them do that every...
What You Say About What You Do
"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already...
Reimagining the Essentials of Marketing & Sales
Reimagining the essentials is different for everyone. And I hear both sides of that from people. I hear people who are like, ” oh yeah, you know, I’ve...
Don’t Be Invisible to Your Target Market
Don't be invisible to your target market. Do they even know you're alive? This goes back to the idea of money versus time. Because one of the advantag...
The Truth about Call Reluctance
When we're doing business-to-business or business-to-consumer outbound calls, the truth about call reluctance is that it can seem very real. Those fea...
Creating Demand for Your Products and Services
When you're creating demand for your products and services to the point where they really want it, "listen, yes, I want to do this. I want to move for...
Let’s Hit the Ground Running in 2025
To hit the ground running in 2025, we can start by taking responsibility. Whenever we blame outside factors for things that go wrong, we immediately f...
New Year Success Planning: A Simple Framework
Today, we'll discuss a simple framework you can use this week for New Year Success Planning. Very often we say we're going to prioritize time with our...
The Best Holiday Gift to Give Yourself and Your Family
I think the best holiday gift is to make the most of ourselves, when it comes to personal development, whether that means sales and marketing training...
Stop Following the Followers
If you're just copying what everyone else is doing, and 80 percent of the market is doing that, you're just going to be seen as part of that group. So...