Podcasts

Today’s Sales Culture Is Killing Sales Performance

Published: Oct. 22, 2015, 11 a.m.
Duration: 17 minutes 46 seconds

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The Improv Comedy Tactic that Keeps Sales Moving Forward

Published: Oct. 1, 2015, 8:54 p.m.
Duration: 24 minutes 15 seconds

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A One-Two Sales Punch: Email and the Phone

Published: Sept. 24, 2015, 11 a.m.
Duration: 20 minutes 52 seconds

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Big Changes Ahead for Professional Services Delivery and Sales

Published: Sept. 18, 2015, 7 p.m.
Duration: 18 minutes 18 seconds

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4 Ways to Keep a Client Buying from You

Published: Sept. 10, 2015, 11 a.m.
Duration: 18 minutes 22 seconds

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The Best Prospecting Tool for Sales Teams

Published: Sept. 3, 2015, 11 a.m.
Duration: 12 minutes 45 seconds

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Advanced Tools that Boost Sales Results

Published: Aug. 27, 2015, 11 a.m.
Duration: 15 minutes 6 seconds

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New Era of Sales Calls for a New Type of Seller

Published: Aug. 20, 2015, 11 a.m.
Duration: 12 minutes 27 seconds

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Improve Key Account Management, Create a Selling Center

Published: Aug. 13, 2015, 6:22 p.m.
Duration: 28 minutes 21 seconds

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The Customer Is Always Right, Even If They’re Wrong

Published: Aug. 5, 2015, 8:02 p.m.
Duration: 14 minutes 14 seconds

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Sales Enablement Critical to Sellers' Effectiveness

Published: July 23, 2015, 1:44 p.m.
Duration: 15 minutes 51 seconds

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3 Tactics to Grow Revenue and not Sound Like a Pushy Salesperson

Published: July 10, 2015, 5:05 p.m.
Duration: 19 minutes 20 seconds

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3 Ways Salespeople Can Boost Productivity and Sell More

Published: July 1, 2015, 7:07 p.m.
Duration: 12 minutes 3 seconds

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Power Language that Persuades Customers

Published: June 10, 2015, 7:50 p.m.
Duration: 20 minutes 48 seconds

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Sell More, Sell Faster: Sell to the Subconscious Mind

Published: June 4, 2015, 9:02 p.m.
Duration: 21 minutes 47 seconds

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To Win More Sales, Tell More Stories

Published: May 28, 2015, 6:56 p.m.
Duration: 21 minutes 4 seconds

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Talking with Customers Is Like Talking with Hostage Takers

Published: May 21, 2015, 3:03 p.m.
Duration: 25 minutes 55 seconds

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How to Ask for—and Receive—Qualified Referrals

Published: May 14, 2015, 11 a.m.
Duration: 24 minutes 43 seconds

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Buyer Personas Improve the Buying Process and Increase Sales

Published: May 7, 2015, 11 a.m.
Duration: 22 minutes 1 second

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6 Sales Email Tactics that Trigger Replies

Published: April 29, 2015, 7:21 p.m.
Duration: 18 minutes 49 seconds

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Turning Sales Teams into High-velocity Sales Machines

Published: April 23, 2015, 11 a.m.
Duration: 10 minutes 58 seconds

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The Ultimate Form of Career Insurance for Sales Professionals

Published: April 15, 2015, 7 p.m.
Duration: 16 minutes 23 seconds

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The Sales Training Model that Creates World-Class Sellers

Published: April 9, 2015, 7:05 p.m.
Duration: 16 minutes 52 seconds

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Generate Quality Referrals in Just 3 Steps

Published: April 3, 2015, 6:28 p.m.
Duration: 21 minutes 24 seconds

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Lean Selling Can Dramatically Improve Your Sales Process--An Interview with Robert Pryor

Published: March 26, 2015, 6:04 p.m.
Duration: 21 minutes 16 seconds

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LinkedIn for Sales: 3 Steps to Generate Leads, Win Sales—An Interview with Melonie Dodaro

Published: March 18, 2015, 7:20 p.m.
Duration: 15 minutes 58 seconds

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2 Value Propositions Are Better than 1—An Interview with Skip Miller

Published: March 12, 2015, 6:24 p.m.
Duration: 10 minutes 54 seconds

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The Key to Getting Appointments with Decision Makers—An Interview with EksAyn Anderson

Published: Feb. 27, 2015, 7:12 p.m.
Duration: 12 minutes 45 seconds

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Turning Sales into a Science--An Interview with Mark Roberge

Published: Feb. 19, 2015, 6:04 p.m.
Duration: 13 minutes 2 seconds

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3 Qualities that Lead to Loyal Customers

Published: Feb. 11, 2015, 8:39 p.m.
Duration: 20 minutes 51 seconds

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2 Steps to Expand the Value You Offer Accounts—An Interview with John Doerr

Published: Feb. 9, 2015, 5:47 p.m.
Duration: 13 minutes 43 seconds

The "key of all keys" when maximizing sales with existing accounts is expanding the value you offer. It goes further than your value positioning statement, however. Listen as John Doerr explains the other things high-performing firms do to expand the value they offer and grow business with accounts.

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Do You Have What It Takes to Be a Strong Sales Leader?—An Interview with Scott Edinger

Published: Jan. 28, 2015, 8:15 p.m.
Duration: 16 minutes 15 seconds

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Are You Doing Enough to Win Customers' Love?—An Interview with Jack Vincent

Published: Jan. 21, 2015, 5:54 p.m.
Duration: 13 minutes 28 seconds

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3 Things Every Executive Listens for During a Meeting—An Interview with Sally Williamson

Published: Jan. 16, 2015, 5:07 p.m.
Duration: 14 minutes 22 seconds

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3 Ways to Provide Value and Win the Sale—An Interview with Scott Edinger

Published: Jan. 9, 2015, 7 p.m.
Duration: 19 minutes 13 seconds

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Why Firms Need Visible Experts on Staff—An Interview with Lee Frederiksen

Published: Jan. 6, 2015, noon
Duration: 11 minutes 19 seconds

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The Best Way to Open a Sales Presentation—An Interview with Patricia Fripp

Published: Dec. 9, 2014, noon
Duration: 19 minutes 29 seconds

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3 Steps to Simplify Selling—An Interview with Andy Paul

Published: Dec. 2, 2014, noon
Duration: 17 minutes 6 seconds

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How to Use Big Data to Increase Sales—An Interview with Russell Glass

Published: Nov. 18, 2014, noon
Duration: 19 minutes 59 seconds

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How to Stay Out of Commodity Hell—An Interview with Jon Kolko

Published: Nov. 11, 2014, noon
Duration: 14 minutes 9 seconds

For many businesses, the danger is that customers make buying decisions based solely on price and they end up in commodity hell. To prevent that from happening, you need to create products that are experiential and cause people to have an emotional reaction to them. You need the secret sauce: empathy, says Jon Kolko, author of Well Designed.

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4 Challenges Business Leaders Face in the 21st Century—An Interview with Alan Cutler

Published: Nov. 4, 2014, noon
Duration: 21 minutes 46 seconds

Whether you are a sales leader or customer service manager, all business leaders face four common challenges: innovation, talent management, communication, and globalization. Listen as Alan Cutler, author of Leadership Psychology, explains those challenges, discusses challenges unique for sales managers, and offers advice for motivating employees.

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How to Use LinkedIn as a Lead Generation Tool—An Interview with Kevin Knebl

Published: Oct. 28, 2014, 11 a.m.
Duration: 14 minutes 17 seconds

When you know how to use LinkedIn, it becomes a powerful sales and lead generation tool. Listen as social selling Kevin Knebl explains how to use the social media network to prospect for new customers, as well as attract buyers to you.

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How to Turn Your Passion into Profit—An Interview with Lee Frederiksen

Published: Oct. 21, 2014, 11 a.m.
Duration: 15 minutes 39 seconds

When you are a widely known expert on a topic, your and your firm's opportunities increase. What was once a passion of yours becomes highly sought-after expertise that people are willing to pay high fees for. To get to that level, though, you have to increase your visibility. Listen as Lee Frederiksen, co-author of The Visible Expert, explains the qualities of visible experts and the process to become a visible expert.

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The Key to Winning Government Contracts: Partnerships—An Interview with David Frazier

Published: Oct. 14, 2014, 11 a.m.
Duration: 16 minutes 36 seconds

Government contracts: it's great work if you can get it, many contracting firms say. It's the getting it that can be challenging, for often agencies stick with their preferred vendors. Listen as David Frazier, author of A Survival Guide for Government Contractors, discusses how to get initial government contracts and the pros and cons of doing contract work for the government.

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Webinar -- How to Convert and Qualify More Sales-Ready Leads

Published: Oct. 9, 2014, 8:19 p.m.
Duration: 58 minutes 22 seconds

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The Hazards of Going for the Quick Sale—An Interview with Mark Hunter

Published: Oct. 7, 2014, 11 a.m.
Duration: 18 minutes 9 seconds

Thanks to the Internet, buyers are more informed than ever when they go to make a purchase. It's tempting, therefore, for salespeople to go for the quick sale when customers call. After all, they've already done the research and they're ready to buy. There are repercussions to going after the quick sale, though. Listen as Mark Hunter, co-author of Advisor Selling, explains what they are and why B2B salespeople should consider following an advisory selling approach.

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3 Steps You Can Take to Generate Qualified Leads—An Interview with Scott Armstrong

Published: Sept. 30, 2014, 11 a.m.
Duration: 15 minutes 40 seconds

Making sure sales teams receive qualified leads can be a challenge. The problem can be alleviated if marketing teams take these three steps in their online marketing campaigns: focus on measurable objectives, focus on the customer, and monetize engagement with prospects. Listen as Scott Armstrong discusses each of those, as well as explains what to include in an online marketing program.

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Webinar: 4 Essential Keys for Sales Negotiation Success

Published: Sept. 23, 2014, 9:02 p.m.
Duration: 59 minutes 39 seconds

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Language Patterns that Help You Persuade Customers—An Interview with Peter McLaughlin

Published: Sept. 23, 2014, 11 a.m.
Duration: 23 minutes 10 seconds

Salespeople are often taught to offer buyers rational-sounding reasons for them to buy something. The reality is decisions are made on an emotional and unconscious level. And sellers can use language patterns to affect buyers' decisions. Listen as Peter McLaughlin, author of Becoming the Customer, discusses how to use language patterns alongside sales techniques to persuade customers.

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2 of the Biggest Mistakes Sellers Make During Negotiations—An Interview with Mike Schultz

Published: Sept. 16, 2014, 11 a.m.
Duration: 18 minutes 10 seconds

Lack of confidence can be a huge detriment when negotiating deals with buyers. But even if you have all of the confidence in the world, you might still make a mistake that negatively affects the outcome. Listen as Mike Schultz discusses the two most common mistake sellers make during negotiations, as well as offers advice to improve your ability to negotiate deals.

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You Must Persuade and Direct Buyers, Not Just Inform—An Interview with Juliet Huck

Published: Sept. 9, 2014, 11 a.m.
Duration: 19 minutes

People often mistakenly think that by providing a lot of information, buyers will make a decision based on that information. The truth is you could have really impactful information, but if you don't direct people to take action, that information has no influence. Listen as Juliet Huck, author of The Equation of Persuasion, discusses the difference between informing and persuading and explains how to be more persuasive in your presentations and conversations with buyers.  

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How to Shrink the Gap between Sales and Strategy—An Interview with Frank Cespedes

Published: Sept. 2, 2014, 11 a.m.
Duration: 23 minutes 42 seconds

For a business to grow, it must have a strategy and that strategy must be aligned with sales. The problem is often companies don't have a strategy, or if they do, there's a gap between that strategy and what their sales teams are doing. Listen as Frank Cespedes, author of Aligning Strategy and Sales, discusses what make a good strategy, how to reduce the gap between strategy and sales, and how to improve financial performance.

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How to Create a Marketing System in 5 Days—An Interview with Mark Satterfield

Published: Aug. 26, 2014, 11 a.m.
Duration: 15 minutes 28 seconds

You can't assume because you do good work that clients are going to find you and hire you. You need a marketing system that will work for you seven days a week, consistently generating new leads and nurturing those leads. Listen as Mark Satterfield, author of The One Week Marketing Plan, discusses how to create a system in just five days that does that, as well as builds trust and credibility.

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Why Salespeople Need to Care about Content Marketing—An Interview with Matt Heinz

Published: Aug. 19, 2014, 11 a.m.
Duration: 15 minutes

People incorrectly assume content, thanks to the prevalent use of the term "content marketing," is the marketing department's sole responsibility. What they don't realize is salespeople can use content at every stage of the sales cycle to help buyers through the sales journey and ultimately buy. If salespeople share content that adds value and helps prospects do their jobs better, they'll speed up sales process and increase conversions.

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3 Reasons Why Firms Experience Boom/Bust Sales Cycles—An Interview with Colleen Francis

Published: Aug. 12, 2014, 11 a.m.
Duration: 18 minutes 21 seconds

Many firms experience boom/bust sales cycle. They go through periods of high sales followed by no sales. But those cycles don't have to exist. They are completely self-inflicted, and companies can easily get themselves out of them, says Colleen Francis, author of Nonstop Sales Boom. Listen as Francis explains what companies can do to break those cycles and ensure consistent sales.

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3 Areas in Content Marketing Where Service Firms Go Wrong—An Interview with Joe Pulizzi

Published: Aug. 5, 2014, 11 a.m.
Duration: 25 minutes 4 seconds

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How to Turn a Cold Call into a Warm Call and Get the Meeting—An Interview with Tim Hurson

Published: July 29, 2014, 11 a.m.
Duration: 20 minutes 55 seconds

If you're involved in sales, getting a meeting with a prospect is one of the hardest things to do. And if it involves cold calling, people hate it so much they will do what they can to get out of having to do it. Fortunately, there are ways to turn cold calls into warm calls and improve your chances of getting a meeting. Listen as Tim Hurson, co-author of Never Be Closing, explains what you can do.

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Why an Indirect Approach to Sales and Marketing Works Best—An Interview with Robert Rosenthal

Published: July 22, 2014, 11 a.m.
Duration: 16 minutes 14 seconds

Traditional marketing and sales approaches that focus on pushing out a campaign or pushing a particular service no longer work. Instead you need a more direct approach in which you educate prospects, have interesting conversations with them, and solve problems. Robert Rosenthal, author of Optimarketing: Marketing Optimization to Electrify Your Business, explains why the indirect approach is better and why firms can't be afraid to try imaginative marketing ideas.

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Webinar: Get Leads While You Sleep: How to Turn Website Visitors into Customers

Published: July 18, 2014, 1:05 p.m.
Duration: 1 hour 26 minutes 26 seconds

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Why Visitors to Your Website Don't Buy—An Interview with Helen Overland

Published: July 8, 2014, 11 a.m.
Duration: 11 minutes 15 seconds

Most businesses don't to online lead generation well. Their websites have bounce rates higher than 80%. And sometimes they have response rates lower than 5%. They fail to convert visitors into buyers because the websites don't fulfill their need—they don't help solve the problem that sent them to the search engine in the first place. Listen as Helen Overland discusses what successful lead generation websites do that convert visitors into customers.

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Lessons All Businesses Can Learn from Small Business Owners—An Interview with Michael Mazzeo

Published: July 1, 2014, 11 a.m.
Duration: 12 minutes 1 second

You can take classes about business and read about how to succeed in business, but it isn't until you hear from business owners about their experiences that you get the whole picture. Their stories bring to life challenges they're dealing with and provide ideas for how similar businesses can address those same issues. In this podcast, Michael Mazzeo, co-author of Roadside MBA, talks about the 100-plus small businesses he and his co-authors met with as research for the book and shares the stories of B2B service firms dealing with the perennial challenge of getting new clients.

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How to Build Your 'Boldness Muscle' and Win More Sales—An Interview with Jeff Shore

Published: June 24, 2014, 11 a.m.
Duration: 20 minutes 43 seconds

The entire sales process is a series of discomforts, such as prospecting, follow-up, and negotiation. Successful salespeople and professionals involved in business development know how to handle those discomforts, though. When they identify them, prepare for them, and work through them they have much greater success than those who refuse to break out of their comfort zone. Listen as Jeff Shore, author of Be Bold and Win the Sale, discusses how to break your comfort addictions and win more sales.

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Webinar: What It Takes to Sell with Insight presented by John Doerr

Published: June 23, 2014, 12:59 p.m.
Duration: 1 hour 25 minutes 19 seconds

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How to Respond When the Buyer Says No—An Interview with Tom Hopkins

Published: June 17, 2014, 11 a.m.
Duration: 15 minutes 47 seconds

When the average person hears a "no" from a buyer, their automatic response is to think they're not the buyer isn't interested and to end the conversation. The reality is a no is an opportunity to continue the discussion, uncover the buyer's concerns, and possibly turn the no into a yes. Listen as Tom Hopkins, author of When Buyers Say No, explains how to respond to buyer objections and keep the sale moving forward.

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Ditch Traditional Networking Events; Start Un-Networking Instead—An Interview with Derek Coburn

Published: June 10, 2014, 11 a.m.
Duration: 20 minutes 52 seconds

You know all of those conferences, trade shows, and industry events where you're supposed to network and meet potential new clients? You should probably skip those and instead create your own "un-networking" group where you connect clients and become an extension of your clients' business development team. Not only will you help your clients, but you will get more business in return, says Derek Coburn, author of Networking Is Not Working.

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Creative Ideas to Help Even 'Boring' Firms Stand Out—An Interview with Jason SurfrApp

Published: June 3, 2014, 11 a.m.
Duration: 20 minutes 46 seconds

Many companies do not sound exciting on the surface. When you think of an accounting or insurance firm, for example, you probably picture something rather boring. Chances are, however, those firms are doing some unique and interesting things. It's those things—told through stories—that will help them stand out from others in their industry and draw buyers to them.

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New Mobile Technology that Helps Improve Sales—An Interview with Tien Wong

Published: May 20, 2014, 11 a.m.
Duration: 13 minutes 12 seconds

The advent of smartphones and tablets has led to a new type of sales force. New mobile technology gives sales reps fast and easy access to marketing and sales materials, while also enabling them to answer prospects' questions and fulfill requests faster. The end result is more deals are closed faster.

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Don't Give Up on Prospects Who Go Silent—An Interview with Nancy Fox

Published: May 13, 2014, 11 a.m.
Duration: 20 minutes 46 seconds

The fortune is in the follow-up, but sometimes it might feel like the follow-up is a waste of time—especially if your prospect goes silent. Don't be put off by that silence, says Nancy Fox. Chances are they're busy or aren't ready to move forward. So, until the person says "stop contacting me," continue to reach out to them.

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3 Strategies that Help Lawyers Develop New Business—An Interview with David Ackert

Published: May 6, 2014, 11 a.m.
Duration: 20 minutes 39 seconds

For the most part, professionals still enter a field expecting to do just client work only to eventually discover they also have to bring in new business. College did not prepare them for how to do it, and the idea of selling scares them. With some guidance and practice, however, they can become successful business developers.

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Buyers Want and Need Insight from Sellers—An Interview with John Doerr

Published: April 29, 2014, 11 a.m.
Duration: 17 minutes

You might think that because buyers have access to so much information about services and providers that they don't want or need sellers to provide insight and ideas. And you would be mistaken. According to research included in Insight Selling, providing insight is the number one thing sales winners do that separates them from second-place finishers. Listen as John Doerr, co-author of the book, explains how providing insight and collaborating with buyers helps you sell more.

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4 Dos and Don'ts for Prospecting Emails—An Interview with Kendra Lee

Published: April 22, 2014, 11 a.m.
Duration: 17 minutes 7 seconds

We all get so many emails that if the subject line doesn't capture our attention, it's gone. Or if the subject line does interest us but the message fails, it is deleted almost as quickly. There are things you can do to your emails, however, to prevent your prospecting emails from being instantly deleted. Listen as Kendra Lee explains what you should do—and not do—to get prospects to pay attention to your emails.

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How to Create and Use Stories to Capture Buyers' Attention—An Interview with Paul Smith

Published: April 15, 2014, 11 a.m.
Duration: 25 minutes 50 seconds

Stories inspire, are easy to remember, are contagious, and everyone likes to hear them. Because of that, they're excellent tools for capturing buyers' attention and getting them to do something. The key is to tell the story correctly. Listen as Paul Smith, author of Lead with a Story, discusses why storytelling is effective in business, the components of a compelling business story, and how to best use stories in sales and marketing.

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Use Digital Tools to Humanize the Sales Process, Not Dehumanize It—An Interview with Adrian Davis

Published: April 8, 2014, 11 a.m.
Duration: 33 minutes 20 seconds

Digital tools have helped make the sales process easier, but in some cases they also hurt it by dehumanizing the process. Salespeople should not hid behind those tools because they're hesitant to call prospects or use them as simply transactional items. Instead, they should use them to build connections and develop relationships. Listen as Adrian Davis, author of Human to Human Selling, discusses how to do that and how his five phase strategy for human-to-human selling can help.

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The Biggest Mistake that Will Derail a Sales Presentation—An Interview with Sims Wyeth

Published: April 1, 2014, 11 a.m.
Duration: 16 minutes 50 seconds

When giving a presentation to a prospect or client, the fastest way to turn them away is to talk just about you. You can't stand up and beat your chest and expect people to be impressed. The best way to capture and hold a buyer's attention is to first demonstrate an understanding of them and their situation. Once you do that, then you can talk about how your services can help them, says Sims Wyeth, author of The Essentials of Persuasive Public Speaking.

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Your Marketing Is an Asset, Not a Cost—An Interview with Grant Leboff

Published: March 14, 2014, 1 p.m.
Duration: 21 minutes 14 seconds

It used to be marketing was a net cost to a business. You spent, for example, $10,000 on direct marketing piece and got $25,000 back in new business. That has changed. Marketing has now become an asset to a business, as well as a lead generation tool, says Grant Leboff, author Stickier Marketing. Listen as Leboff explains why marketing has become an asset and who your greatest marketers are today.

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Creative Habits You Can Apply to Sales that Help You Differentiate—An Interview with Mark Donnolo

Published: March 11, 2014, 11 a.m.
Duration: 22 minutes 48 seconds

Best practices can become old hat, resulting in lackluster client solutions that look and sound like everyone else's. To break from that and differentiate, you need to think creatively, says Mark Donnolo, author of The Innovative Sale. The key is to make creativity practical and functional. In this podcast, Donnolo explains four creative habits successful salespeople have that help them develop better client solutions.

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Why Introverts Make Great Salespeople—An Interview with Alen Mayer

Published: March 4, 2014, noon
Duration: 12 minutes 22 seconds

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5 Strategies for Successful Meetings with C-Level Executives—An Interview with Andrew Sobel

Published: Feb. 25, 2014, noon
Duration: 14 minutes 26 seconds

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Want to Be a Better Salesperson? Start By Being a Better Person

Published: Feb. 18, 2014, noon
Duration: 15 minutes 24 seconds

Education, wealth, race, and other factors do not determine your success. Who you are is the ultimate factor. Specifically successful people have four attitudes: they are extreme, are disciplined, are giving, and understand the human factor. All of those make you a better person, which in turn makes you a better salesperson, says Dan Waldschmidt, author Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.

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The Best Way to Cross-Sell and Up-Sell within an Organization

Published: Feb. 11, 2014, noon
Duration: 15 minutes 48 seconds

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2 Factors that Determine a Salesperson's Success—An Interview with Lee Salz

Published: Feb. 4, 2014, noon
Duration: 17 minutes 31 seconds

Hiring a new salesperson is more than just adding headcount. It's an investment in revenue, and companies must treat it that way, says Lee Salz, author of the new book Hire Right, Higher Profits. If you want salespeople who succeed, you need a hiring process that matches the candidate to the role and an onboarding process that both protects the investment and ensures a high rate of return on it.

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You Can No Longer Compete on Just Quality—An Interview with David Pearson

Published: Jan. 28, 2014, noon
Duration: 17 minutes 36 seconds

The world is full of great products and services. That means quality alone will not set you apart from the competition. In addition to having a great service, you have to consider how buyers feel about your brand and give them emotional satisfaction. Buyers must perceive you to be a firm that provides value, says David Pearson, author of The 20 Ps of Marketing.

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Why Salespeople Must Use Social Media—An Interview with Shannon Belew

Published: Jan. 21, 2014, noon
Duration: 33 minutes 49 seconds

If you're involved in sales, you have to be on social media today. That's because it's where your customers are, as well as your competitors, says Shannon Belew, author of The Art of Social Selling. Your buyers are using social media well before they're ready to buy to find information about your services and your company, and you need to have a presence there. Listen as Belew explains her 10 rules for online social interactions and offers advice for how to best use LinkedIn and Twitter to generate sales.

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8 Steps for Creating a Brain-Friendly Sales Process

Published: Jan. 14, 2014, noon
Duration: N/A

When you think about some of the older sales approaches where they talk about overcoming a buyer's objections and wrestling them until they say yes, they sound rather combative. Instead Simon Hazeldine, author of Neuro-Sell, says sellers need a brain-friendly sales process, one that makes the customer's brain feel comfortable with you.

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The Worst Possible Way to Ask for a Referral

Published: Jan. 6, 2014, noon
Duration: 13 minutes 54 seconds

Email is easy, and it's tempting to rely on it when you're afraid to address a person directly or are afraid of rejection. But it's the worst possible way to ask for a referral or a testimonial. Listen as marketing expert Alex Goldfayn explains why email is the worst way to ask for a referral and what you should use instead.

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Are Your Marketing Efforts Contributing to Revenue Growth?

Published: Dec. 3, 2013, noon
Duration: 15 minutes 21 seconds

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4 Sales and Marketing Practices that Prevent Company Growth

Published: Nov. 19, 2013, noon
Duration: 18 minutes 39 seconds

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Building Trust with Buyers Doesn't Have to Take a Long Time

Published: Nov. 12, 2013, noon
Duration: 13 minutes 55 seconds

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5 Steps for Collaborating with Buyers and Increasing Sales

Published: Nov. 5, 2013, noon
Duration: 16 minutes 30 seconds

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To Win You Have to Do More than Create Better Services

Published: Oct. 29, 2013, 11 a.m.
Duration: 14 minutes 44 seconds

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2 Methods to Help Prove the Benefits of Content Marketing

Published: Oct. 22, 2013, 11 a.m.
Duration: 20 minutes 19 seconds

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Money Isn't the Best Motivator for Long-Term Sales Success

Published: Oct. 15, 2013, 11 a.m.
Duration: 20 minutes 11 seconds

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3 Gaps between Buyers and Sellers that Create Friction

Published: Oct. 8, 2013, 11 a.m.
Duration: 12 minutes 51 seconds

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Don't Think B2B; Think C2C—Customer to Customer—An Interview with Simon Pont

Published: Oct. 1, 2013, 11 a.m.
Duration: 13 minutes 23 seconds

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The First Step in Achieving Outrageous Sales Growth

Published: Sept. 17, 2013, 11 a.m.
Duration: 20 minutes 47 seconds

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How to Communicate with Prospects So They Respond

Published: Sept. 6, 2013, 11 a.m.
Duration: 16 minutes 51 seconds

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Get the Fee You Deserve When Dealing with RFPs

Published: Sept. 3, 2013, 11 a.m.
Duration: 21 minutes 44 seconds

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Why You Want to Be a Storydoer, Not a Storyteller

Published: Aug. 27, 2013, 11 a.m.
Duration: 17 minutes 14 seconds

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Buyers Don't Need Traditional Salespeople Anymore

Published: Aug. 20, 2013, 11 a.m.
Duration: 13 minutes 2 seconds

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SEO Practices Businesses Should Not Follow

Published: Aug. 13, 2013, 11 a.m.
Duration: 17 minutes 53 seconds

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How to Craft Stories that Trigger Emotion and Lead to Sales

Published: Aug. 6, 2013, 11 a.m.
Duration: 12 minutes 4 seconds

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Having a Noble Sales Purpose Puts You on the Fast Track to More Revenue

Published: July 30, 2013, 11 a.m.
Duration: 21 minutes 35 seconds

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Specialists, Not Generalists, Are More Profitable

Published: July 23, 2013, 11 a.m.
Duration: 15 minutes 44 seconds

Listed in: Business

Use Content Marketing to Regain Some Control of the Buying Process

Published: July 16, 2013, 11 a.m.
Duration: 12 minutes 58 seconds

Listed in: Business

Networking: The Fortune Is In the Follow-Up

Published: July 9, 2013, 11 a.m.
Duration: 29 minutes 4 seconds

Listed in: Business

How to Ask for—and Receive—Referrals without Sounding Pushy—An Interview with Bill Cates

Published: July 2, 2013, 11 a.m.
Duration: 26 minutes 9 seconds

Listed in: Business

How to Create Useful Content that Buyers Love

Published: June 25, 2013, 11 a.m.
Duration: 14 minutes 33 seconds

Listed in: Business

How to Make Price a Non-issue with Buyers

Published: June 18, 2013, 11 a.m.
Duration: 18 minutes 52 seconds

Listed in: Business

The Biggest Barrier to Implementing a Marketing Planning System—and How to Eliminate It—An Interview with Mike Meldrum

Published: June 11, 2013, 11 a.m.
Duration: 22 minutes 4 seconds

Companies know they need a marketing planning system. However, 80% of organizations don't have an integrated and coordinated plan. Many barriers prevent them from implementing one, but the biggest is the lack of line management support, says Mike Meldrum, co-author of The Complete Marketer. Listen as he explains why this is a problem, how to eliminate it, as well as other challenges marketers face in organizations.

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Listed in: Business

The Best Way to Reach and Sell to C-level Executives

Published: June 4, 2013, 11 a.m.
Duration: 17 minutes 13 seconds

Listed in: Business

If You Aren't Getting Clients, this Might Be Why

Published: May 28, 2013, 11 a.m.
Duration: 14 minutes 5 seconds

Listed in: Business

'Happy Meal Marketing': Make Sure No Prospect Leaves Hungry

Published: May 21, 2013, 11 a.m.
Duration: 29 minutes 54 seconds

Listed in: Business

Why Sellers Must Collaborate with Buyers

Published: May 14, 2013, 11 a.m.
Duration: 15 minutes 45 seconds

Listed in: Business

Relationship-based Selling: Report of Its Death Is Greatly Exaggerated

Published: May 7, 2013, 11 a.m.
Duration: 18 minutes 53 seconds

Listed in: Business

How Techno-speak and Jargon Impede Business Development

Published: April 30, 2013, 11 a.m.
Duration: 16 minutes 2 seconds

Listed in: Business

A Paradigm Shift in Marketing

Published: April 23, 2013, 11 a.m.
Duration: 13 minutes 32 seconds

Listed in: Business

The New Rule for Length of Prospecting Email Messages

Published: April 16, 2013, 11 a.m.
Duration: 11 minutes 25 seconds

Listed in: Business

How Top Sellers Use LinkedIn to Get Clients

Published: April 9, 2013, 11 a.m.
Duration: 19 minutes 31 seconds

Listed in: Business

3 Ways Marketing Can Improve Relations with Sales and their Executive Board

Published: April 2, 2013, 11 a.m.
Duration: 18 minutes 36 seconds

Listed in: Business

The Business Benefits of Having a Strong Personal Brand

Published: March 26, 2013, 11 a.m.
Duration: 15 minutes 43 seconds

Listed in: Business

What Kanye West Can Teach You about Sales and Marketing

Published: March 19, 2013, 11 a.m.
Duration: 25 minutes

Listed in: Business

The Number 1 Thing Top Sellers Do Differently

Published: March 12, 2013, 11 a.m.
Duration: 14 minutes 21 seconds

Listed in: Business

How to Succeed in the New Relationship Era of Marketing

Published: March 5, 2013, noon
Duration: 18 minutes 51 seconds

Listed in: Business

Don't Persuade Clients, Influence Them

Published: Feb. 26, 2013, noon
Duration: 17 minutes 7 seconds

Listed in: Business

An Alternative Path to Developing Trust with Buyers

Published: Feb. 19, 2013, noon
Duration: 16 minutes 45 seconds

Listed in: Business

How to Turn Unhappy Customers into Raving Fans

Published: Feb. 12, 2013, noon
Duration: 24 minutes 7 seconds

Paul Gillin, co-author of Attack of the Customers, explains how negative online reviews are opportunities to turn unhappy customers into raving fans.

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Listed in: Business

2 Keys for Successful Email Prospecting—An Interview with Kendra Lee

Published: Feb. 5, 2013, noon
Duration: 23 minutes 9 seconds

Kendra Lee, author The Sales Magnet, explains the two keys for successful email prospecting: the glimpse factor and the delete barrier.

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Listed in: Business

The Key to Effectively Using Stories in Sales

Published: Jan. 29, 2013, noon
Duration: 12 minutes 2 seconds

Listed in: Business

Update Your Sales Process to Meet Changing Buyer Needs

Published: Jan. 22, 2013, noon
Duration: 19 minutes 32 seconds

Listed in: Business

How to Turn Customers into Advocates and Marketers for Your Brand

Published: Jan. 15, 2013, noon
Duration: 10 minutes 49 seconds

Thanks to social media, word of mouth has been "massively amplified." Where once talk about favorite restaurants or companies were limited to the few people around the water cooler, now millions of people can hear about an experience you had with a business. That doesn't mean companies have to sit by while this happens. Listen as Rob Fuggetta explains how companies can tap this powerful source and use passionate customer as advocates and "virtual marketers."

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Listed in: Business

7 Steps to Align Sales and Marketing

Published: Jan. 8, 2013, noon
Duration: 16 minutes 18 seconds

Listed in: Business

Following the Yellow Brick Road to Referrals and New Clients

Published: Dec. 11, 2012, noon
Duration: 16 minutes 39 seconds

Listed in: Business

3 Steps to Attract Your Ideal Client Using Character Codes

Published: Dec. 4, 2012, noon
Duration: 18 minutes 10 seconds

Listed in: Business

How You Know When a Prospect Is Ready to Buy

Published: Nov. 27, 2012, noon
Duration: 14 minutes 28 seconds

Listed in: Business

Cross-Selling: One of the Greatest Areas of Untapped Potential Revenue

Published: Nov. 13, 2012, noon
Duration: 13 minutes 54 seconds

Listed in: Business

4 Characteristics Consultants Must Have to Get Hired

Published: Nov. 6, 2012, noon
Duration: 23 minutes 9 seconds

Listed in: Business

What Decision Makers Really Want to Know

Published: Oct. 30, 2012, 11 a.m.
Duration: 29 minutes 46 seconds

Listed in: Business

The Best Way to Close More Deals

Published: Oct. 23, 2012, 11 a.m.
Duration: 12 minutes 33 seconds

Listed in: Business

4 Characteristics of Successful CEOs

Published: Oct. 16, 2012, 11 a.m.
Duration: 9 minutes 39 seconds

Listed in: Business

How to Control Your Fight or Flight Response when Dealing with Challenging Buyers

Published: Oct. 9, 2012, 11 a.m.
Duration: 14 minutes 29 seconds

Listed in: Business

Social Media Is Not a Strategy; It's a Channel—An Interview with Michelle Golden

Published: Oct. 2, 2012, 11 a.m.
Duration: 19 minutes 29 seconds

Listed in: Business

A Simple Sales Framework to Acquire and Retain New Clients

Published: Sept. 21, 2012, 11 a.m.
Duration: 11 minutes 27 seconds

Listed in: Business

Why Should Clients Work with You?

Published: Sept. 14, 2012, 3 p.m.
Duration: 14 minutes 56 seconds

Listed in: Business

How to Get More—and Higher-Paying—Clients

Published: Sept. 11, 2012, 11 a.m.
Duration: 23 minutes 11 seconds

Listed in: Business

How to Use Your LinkedIn Profile to Generate New Business

Published: Sept. 4, 2012, 11 a.m.
Duration: 11 minutes 34 seconds

Listed in: Business

3 Components of a Powerful Elevator Speech

Published: Aug. 28, 2012, 11 a.m.
Duration: 15 minutes 52 seconds

Listed in: Business

How to Get Referrals without Asking for Them

Published: Aug. 21, 2012, 11 a.m.
Duration: 16 minutes 2 seconds

Listed in: Business

The Art of Asking Prospects Questions

Published: Aug. 14, 2012, 11 a.m.
Duration: 15 minutes 12 seconds

Listed in: Business

You Might Need to Rebrand Your Firm If ...

Published: Aug. 7, 2012, 11 a.m.
Duration: 15 minutes 30 seconds

Listed in: Business

Why You Should Take Your Competitors to Lunch

Published: July 31, 2012, 11 a.m.
Duration: 17 minutes 11 seconds

Listed in: Business

Buyer Behavior Changes You Can't Afford to Ignore

Published: July 24, 2012, 11 a.m.
Duration: 19 minutes 41 seconds

Search engines, once the number one tool buyers used to help find service providers, have lost their appeal. Buyers have changed their behavior and now turn to friends and social network communities to help them decide who to hire. Sellers and marketers need to acknowledge this or risk losing their business, says Kristin Zhivago, author of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy.

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Listed in: Business

Don't Write One Piece of Content Until You Do This

Published: July 17, 2012, 11 a.m.
Duration: 13 minutes 40 seconds

Listed in: Business

Yes, You Can Get New Business via Social Media

Published: July 10, 2012, 11 a.m.
Duration: 19 minutes 44 seconds

Listed in: Business

The Most Powerful Form of Advertising

Published: July 1, 2012, 11 a.m.
Duration: 20 minutes 17 seconds

Listed in: Business

Sales Advice for the Accidental Salesperson

Published: June 26, 2012, 4 a.m.
Duration: 15 minutes 11 seconds

Listed in: Business

The Best Time to Send Marketing Email

Published: June 19, 2012, 11 a.m.
Duration: 13 minutes 8 seconds

Listed in: Business

A Growth Opportunity Most Companies Ignore

Published: June 12, 2012, 11 a.m.
Duration: 17 minutes 54 seconds

Listed in: Business

The Best Way to Influence Buyers and Advance the Sale

Published: June 5, 2012, 11 a.m.
Duration: 16 minutes 40 seconds

Listed in: Business

The Only Thing You Need for a Successful Cold Call

Published: May 29, 2012, 11 a.m.
Duration: 14 minutes 35 seconds

Listed in: Business

How Content Marketing Helps Small Firms Win the David vs. Goliath Battle

Published: May 22, 2012, 11 a.m.
Duration: 18 minutes 13 seconds

Listed in: Business

One Sure Way to Increase Sales

Published: May 15, 2012, 11 a.m.
Duration: 17 minutes 20 seconds

Listed in: Business

Email Marketing Opportunities Most Firms Overlook

Published: May 8, 2012, 11 a.m.
Duration: 14 minutes 35 seconds

Listed in: Business

You Can't Afford Not to Have Onboarding Programs for Salespeople

Published: May 1, 2012, 11 a.m.
Duration: 17 minutes 38 seconds

Listed in: Business

Is Your Website Causing You to Lose Leads?

Published: April 24, 2012, 11 a.m.
Duration: 19 minutes 42 seconds

Listed in: Business

Online Marketing Tools that Give You a Lead over Competitors

Published: April 17, 2012, 11 a.m.
Duration: 20 minutes 19 seconds

The online world is continually evolving. Buyers' behaviors change, which means your lead generation and marketing strategies must also evolve. To help you, several tools are available to identify leads, target your messaging toward them, and develop relationships with them. Listen as Jeff Quipp, CEO of Search Engine People, discusses some of those tools, as well as online marketing strategies firms must focus on.

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Listed in: Business

The Best Way to Qualify Prospects When Selling Services

Published: April 10, 2012, 11 a.m.
Duration: 17 minutes 49 seconds

Listed in: Business

The Key to Getting Buyers to Respond to Prospecting Email

Published: April 5, 2012, 4 p.m.
Duration: 11 minutes 53 seconds

Listed in: Business

How to Get Quoted in The New York Times

Published: March 27, 2012, 11 a.m.
Duration: 21 minutes 30 seconds

Listed in: Business

4 Things Preventing You from Having Trustworthy Client Relationships

Published: March 20, 2012, 11 a.m.
Duration: 17 minutes 50 seconds

Listed in: Business

The Biggest Mistake People Make when Cold Calling Prospects

Published: March 13, 2012, 11:30 a.m.
Duration: 18 minutes 44 seconds

Listed in: Business

Never Discount Your Price

Published: March 6, 2012, noon
Duration: 14 minutes 29 seconds

One of the best ways to run yourself out of business is to discount your price. For once you do that, a discounting mindset takes hold and you will start to offer discounts to everyone and will end up not making any profit. Listen as Mark Hunter, author of High-Profit Selling: Win the Sale without Compromising on Price, explains how to win sales based on the value you offer—not the lowest price—and what to do when a buyer says your price is too high.

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Listed in: Business

How to Develop Strong Client Loyalty that Generates Millions in Revenue

Published: Feb. 28, 2012, noon
Duration: 13 minutes 32 seconds

Listed in: Business

7 Vital Skills of a High-Performance Revenue Marketing Team

Published: Feb. 21, 2012, noon
Duration: 27 minutes 11 seconds

Listed in: Business

Do These 3 Things to Make Sure Sales Training Succeeds

Published: Feb. 14, 2012, noon
Duration: 17 minutes 8 seconds

Listed in: Business

Power Questions that Get Prospects to Pay Attention to You

Published: Feb. 7, 2012, noon
Duration: 16 minutes 2 seconds

Listed in: Business

How to Become a CEO's Trusted Advisor

Published: Jan. 31, 2012, noon
Duration: 12 minutes 24 seconds

Listed in: Business

The Best Way to Get New Salespeople Up to Speed and Generating Revenue Quickly

Published: Jan. 24, 2012, noon
Duration: 21 minutes 37 seconds

Listed in: Business

A Key Component to Winning More Sales

Published: Jan. 13, 2012, 5 p.m.
Duration: 13 minutes 24 seconds

Listed in: Business

How Your Business Can Succeed Despite Tough Economy

Published: Jan. 10, 2012, noon
Duration: 17 minutes 43 seconds

Listed in: Business

How Publishing a Book Can Generate Business Revenue

Published: Jan. 3, 2012, noon
Duration: 13 minutes 23 seconds

Listed in: Business

Automated Marketing and Sales Tools Help Drive Business Growth

Published: Dec. 6, 2011, noon
Duration: 21 minutes 45 seconds

Listed in: Business

Top Challenges of B2B Firms—and How to Address Them

Published: Nov. 29, 2011, noon
Duration: 17 minutes 18 seconds

Listed in: Business

The Trade Show Is Not Dead, but Your Show Strategy Might Be

Published: Nov. 15, 2011, noon
Duration: 22 minutes 33 seconds

Listed in: Business

The Trait that Causes Salespeople to Fail

Published: Nov. 8, 2011, noon
Duration: 16 minutes 7 seconds

Listed in: Business

3 Essential Elements of Successful Sales Presentations

Published: Nov. 1, 2011, 11 a.m.
Duration: 15 minutes 15 seconds

Listed in: Business

Why Users, Not Customers, Are Key to Business Success

Published: Oct. 25, 2011, 11 a.m.
Duration: 15 minutes 47 seconds

Listed in: Business

Professional Services Marketing Enters a New Phase

Published: Oct. 18, 2011, 11 a.m.
Duration: 22 minutes 9 seconds

Listed in: Business

Are You Meeting Your Client's True Needs?

Published: Oct. 11, 2011, 11 a.m.
Duration: 13 minutes 31 seconds

Listed in: Business

The Most Important Thing You Can Do to Be More Productive

Published: Oct. 4, 2011, 11 a.m.
Duration: 14 minutes 35 seconds

Listed in: Business

90% of Sales Training Fails—but You Can Fix That

Published: Sept. 27, 2011, 11 a.m.
Duration: 19 minutes 9 seconds

Listed in: Business

Why You Need to Rethink Your Marketing Strategy

Published: Sept. 20, 2011, 11 a.m.
Duration: 12 minutes 39 seconds

Listed in: Business

SEO, SEM, and Advertising, Oh My!

Published: Sept. 13, 2011, 11 a.m.
Duration: 11 minutes 14 seconds

Listed in: Business

How Being Likable Helps You Win Sales

Published: Sept. 6, 2011, 11 a.m.
Duration: 17 minutes 24 seconds

Listed in: Business

Sales Is Not a Dirty Word

Published: Aug. 30, 2011, 11 a.m.
Duration: 25 minutes 53 seconds

Listed in: Business

Are Mind Viruses Destroying Your Sales Efforts?

Published: Aug. 23, 2011, 11 a.m.
Duration: 20 minutes 9 seconds

Listed in: Business

The Best Way to Sell Professional Services

Published: Aug. 16, 2011, 11 a.m.
Duration: 14 minutes 6 seconds

Listed in: Business

Don't Convince and Coerce Prospects, Influence Them

Published: Aug. 9, 2011, 11 a.m.
Duration: 16 minutes 40 seconds

Listed in: Business

Networking Mistakes that Hurt Your Business

Published: July 29, 2011, noon
Duration: 17 minutes 31 seconds

Listed in: Business

Win the Heart of the CEO and Win the Sale

Published: July 26, 2011, 11 a.m.
Duration: 13 minutes 33 seconds

Sales are not made financially; they're made emotionally. So, if you win the heart of the CEO, his emotional investment can temper any pessimistic financial opinions that might be brought to the table. The key is to be perceived as a peer to the chief executive and provide valuable guidance and advice, says Adrian Davis, CEO of Whetstone, Inc.

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Listed in: Business

Avoid this Mistake When Asking for a Referral or Testimonial

Published: July 19, 2011, 10:30 a.m.
Duration: 14 minutes 2 seconds

The kiss of death when asking a referral or a testimonial is to ask an open-ended question. Asking, "Do you have any referrals for me?" or "Who else do you know?" will only make the client resent you.  It will not lead to an introduction to a quality prospect because you're asking the client to do too much work. Listen as Colleen Francis explains the best way to ask for a referral.

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Listed in: Business

Why You Need to Stop Trying to Beat Your Competition

Published: July 12, 2011, 11 a.m.
Duration: 15 minutes 26 seconds

Listed in: Business

A Ridiculous Way to Get Referrals

Published: June 30, 2011, 6:30 p.m.
Duration: 15 minutes 11 seconds

Listed in: Business

How to Keep Wired and Dangerous Customers Happy

Published: June 28, 2011, 11 a.m.
Duration: 20 minutes 40 seconds

Listed in: Business

The Most Important System for Your Business: A Marketing System

Published: June 21, 2011, 4 p.m.
Duration: 12 minutes 21 seconds

Listed in: Business

The Formula to Rapid Growth for Your Business

Published: June 14, 2011, 11 a.m.
Duration: 15 minutes 16 seconds

Listed in: Business

Do You Have What It Takes to Lead a Successful Business?

Published: June 7, 2011, 11 a.m.
Duration: 11 minutes 50 seconds

Listed in: Business

2 Forces that Drive Professional Services Sales

Published: May 31, 2011, 11 a.m.
Duration: 22 minutes 29 seconds

When firms are equally competent in the services they provide, two things compel a buyer to choose one firm over another: comfort and passion. When someone feels comfortable with you and sees you are passionate about what you do, they will want to work with you. Listen as Harry Beckwith, author of Selling the Invisible and Unthinking: The Surprising Forces Behind What We Buy, discusses how firms can use those forces to increase sales.

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Listed in: Business

When You Know Your Buyers' Personas, You'll Sell More

Published: May 24, 2011, 11 a.m.
Duration: 14 minutes 47 seconds

Listed in: Business

3 Things that Sink Most Companies

Published: May 17, 2011, 11 a.m.
Duration: 27 minutes 17 seconds

Listed in: Business

Getting Through to Your Buyers' Crocodile Brains

Published: May 10, 2011, 11 a.m.
Duration: 25 minutes 36 seconds

Listed in: Business

Get Prospects to Come to You—Start Podcasting

Published: May 3, 2011, 11 a.m.
Duration: 22 minutes 23 seconds

Listed in: Business

What Top Rainmakers Do that You Probably Don't

Published: April 26, 2011, 11 a.m.
Duration: 16 minutes 9 seconds

Listed in: Business

What to Say to Get More Sales Wins and the Biggest Deals

Published: April 19, 2011, 11 a.m.
Duration: 19 minutes 34 seconds

Listed in: Business

Marketing via LinkedIn: Opportunities You Might Be Missing

Published: April 12, 2011, 11 a.m.
Duration: 14 minutes 14 seconds

Listed in: Business

One Sure Way to Get New Clients

Published: April 5, 2011, 11 a.m.
Duration: 22 minutes 28 seconds

Listed in: Business

Dealing with a Client Objection? Don't Do This

Published: March 29, 2011, 11 a.m.
Duration: 18 minutes 34 seconds

Listed in: Business

Marketing's Role in Generating Revenue Increasing

Published: March 22, 2011, 11 a.m.
Duration: 23 minutes 36 seconds

Listed in: Business

Lead Generation: Prospects Need a Human Touch

Published: March 15, 2011, 11 a.m.
Duration: 14 minutes 53 seconds

Listed in: Business

It's Time for B2B Firms to Be More Like Publishers

Published: March 8, 2011, noon
Duration: 17 minutes 36 seconds

Listed in: Business

Email Now the Number One Prospecting Tool

Published: March 1, 2011, noon
Duration: 20 minutes 17 seconds

Listed in: Business

Do You Have What It Takes to Be an Effective Leader?

Published: Feb. 22, 2011, noon
Duration: 14 minutes 6 seconds

Listed in: Business

What C-Level Executives Want from Sales Meetings

Published: Feb. 15, 2011, noon
Duration: 12 minutes 43 seconds

Listed in: Business

The Secret to Effective Voice Mail Messages

Published: Feb. 8, 2011, noon
Duration: 11 minutes 11 seconds

Listed in: Business

Marketing Doesn't Get You Clients. Trust Does

Published: Feb. 1, 2011, noon
Duration: 17 minutes 44 seconds A lot of people say marketing gets you clients, but Michael Port, author of Book Yourself Solid, disagrees. Marketing creates awareness of who you are and the products and services you offer, but that isn't enough. You must have a system that builds on that awareness and helps you develop trust. Listen as Port explains how to implement a system that will help you sell more and grow your business.

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Listed in: Business

The Most Important Thing in a Successful Sales Organization

Published: Jan. 25, 2011, noon
Duration: 18 minutes 24 seconds

Listed in: Business

Mistakes that Keep You from Getting the Referrals You Deserve

Published: Jan. 18, 2011, noon
Duration: 12 minutes 44 seconds

Listed in: Business

Why Consultants Must Embrace Selling

Published: Jan. 11, 2011, noon
Duration: 15 minutes 16 seconds

Listed in: Business

How Professional Services Firms Can Benefit from Entrepreneurial Thinking

Published: Jan. 4, 2011, noon
Duration: 18 minutes 33 seconds

Listed in: Business

Content Marketing: Share or Solve Problems, Don't Shill

Published: Dec. 7, 2010, noon
Duration: 17 minutes 46 seconds

Listed in: Business

Accelerated Lead Generation via Virtual Events

Published: Nov. 30, 2010, noon
Duration: 22 minutes 38 seconds

Listed in: Business

Don't Let these Myths and Misperceptions Derail Your Cold Calling Efforts

Published: Nov. 16, 2010, noon
Duration: 15 minutes 2 seconds

Listed in: Business

Why You Must Resist the Urge to Take Any Client

Published: Nov. 9, 2010, noon
Duration: 14 minutes 7 seconds

Listed in: Business

Metaphors: Don't Leave Home to See a Buyer without One

Published: Nov. 2, 2010, 11 a.m.
Duration: 16 minutes 36 seconds

Listed in: Business

Perk Up Their Ears: Sales Techniques that Get Prospects to Take Notice

Published: Oct. 26, 2010, 11 a.m.
Duration: 10 minutes 56 seconds

Listed in: Business

The One Thing Every Professional Services Website Must Do

Published: Oct. 19, 2010, 11 a.m.
Duration: 21 minutes 40 seconds

Listed in: Business

Uncover Hidden Pockets of Profit in Your Business

Published: Oct. 12, 2010, 11 a.m.
Duration: 16 minutes 19 seconds

Listed in: Business

How to Turn Client Objections into New Sales

Published: Oct. 5, 2010, 11 a.m.
Duration: 13 minutes 19 seconds

Listed in: Business

Ditch Your Boring Bio and Attract More Clients

Published: Sept. 28, 2010, 10 a.m.
Duration: 18 minutes 44 seconds

Listed in: Business

How to Use Your Value Proposition to Stop Competing Against Price

Published: Sept. 21, 2010, 11 a.m.
Duration: 18 minutes 32 seconds

Listed in: Business

New Rules for Marketing Professional Services

Published: Sept. 14, 2010, 11 a.m.
Duration: 17 minutes 6 seconds

Listed in: Business

Setting the Foundation for a Strong and Wealthy Company

Published: Sept. 6, 2010, 6 p.m.
Duration: 16 minutes 53 seconds

Listed in: Business

Stop Practicing Random Acts of Content

Published: Aug. 31, 2010, 11 a.m.
Duration: 13 minutes 19 seconds

Listed in: Business

How to Attract Clients and Make Money Using Webinars

Published: Aug. 24, 2010, 11 a.m.
Duration: 19 minutes 3 seconds

Listed in: Business

Tap Into the Power of Blogs to Grow Business

Published: Aug. 12, 2010, 3 p.m.
Duration: 14 minutes 10 seconds

Listed in: Business

Is Your Body Language Hurting Your Sales Efforts?

Published: Aug. 10, 2010, 11 a.m.
Duration: 16 minutes 15 seconds

Listed in: Business

What Sales Training Program is Right for You?

Published: Aug. 3, 2010, noon
Duration: 17 minutes 52 seconds

Listed in: Business

How to Avoid Becoming a Commodity in a Buyer-Centric World

Published: July 27, 2010, 1 p.m.
Duration: 19 minutes 36 seconds

Listed in: Business

The Secret to Turning Browsers into Buyers—An Interview with Scott Ginsberg

Published: July 19, 2010, 3:51 p.m.
Duration: 15 minutes 45 seconds

Listed in: Business

Solve Business Problems and Think Creatively Using Freewriting

Published: July 13, 2010, 1:30 p.m.
Duration: 23 minutes 31 seconds Problem solving requires creative thinking, but too often people get stuck coming up with the same tired solutions. How can you break out of that rut and think of ideas that solve your business problems? Mark Levy suggests using a process called freewriting, which allows you to explore ideas you might never come up with using traditional methods.

 

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Listed in: Business

How to Get Prospects to Sit Up, Pay Attention, and Buy Your Services

Published: July 7, 2010, 2:30 p.m.
Duration: 16 minutes 26 seconds

Listed in: Business

The Right Way to Market Technology Services

Published: June 30, 2010, 2:30 p.m.
Duration: 13 minutes 49 seconds

Listed in: Business

Employee Happiness Key to Driving Profit and Growth

Published: June 23, 2010, 2:30 p.m.
Duration: 20 minutes 22 seconds

Listed in: Business

What You Must Do to Keep Your Sales Pipeline Full

Published: June 16, 2010, 2:30 p.m.
Duration: 14 minutes 43 seconds

Listed in: Business

Are Your Sales Lagging? Poor Leadership Principles May Be the Cause

Published: June 9, 2010, 2:30 p.m.
Duration: 17 minutes 57 seconds

Listed in: Business

What Firms Must Do to Achieve Sustainable Growth

Published: June 2, 2010, 2:30 p.m.
Duration: 20 minutes 12 seconds

Listed in: Business

You Might Be a Trust Killer—and Not Even Know It

Published: May 26, 2010, 2:30 p.m.
Duration: 11 minutes 44 seconds

Listed in: Business

Why You Must Invest in Existing Clients

Published: May 19, 2010, 2:30 p.m.
Duration: 18 minutes 21 seconds

Listed in: Business

The Best Way to Generate Referrals and Get More Leads

Published: May 12, 2010, 2:30 p.m.
Duration: 19 minutes 56 seconds

Listed in: Business

Preferred Lead Generation Tactics for Professional Services

Published: May 5, 2010, 2:30 p.m.
Duration: 9 minutes 32 seconds

Listed in: Business

Social Media Marketing Better than SEO for Web Traffic

Published: April 28, 2010, 2:30 p.m.
Duration: 15 minutes 46 seconds

Listed in: Business

Economy Recovering: What Firms Must Do Now

Published: April 21, 2010, 2:30 p.m.
Duration: 18 minutes 3 seconds

Listed in: Business

How a Strong Brand Helped Accenture Withstand the Tiger Woods Scandal

Published: April 14, 2010, 2:30 p.m.
Duration: 20 minutes 15 seconds

Listed in: Business

Turn Your Firm into a High-Performance Machine

Published: April 7, 2010, 2:30 p.m.
Duration: 17 minutes 52 seconds

Listed in: Business

Client Objections: No Doesn't Have to Mean No

Published: March 31, 2010, 2:30 p.m.
Duration: 14 minutes 10 seconds

Listed in: Business

The Best Path to Profitability for Professional Services Firms

Published: March 24, 2010, 2 p.m.
Duration: 22 minutes 15 seconds

Listed in: Business

Why Clients Leave and What You Can Do About It

Published: March 17, 2010, 2 p.m.
Duration: 13 minutes 48 seconds

Listed in: Business

So, You Want to Become a Thought Leader?

Published: March 10, 2010, 3 p.m.
Duration: 18 minutes 4 seconds

Listed in: Business

Is the Traditional Website Dead?

Published: March 3, 2010, 3 p.m.
Duration: 17 minutes 21 seconds

Listed in: Business

Do You Have What it Takes to Compete?

Published: Feb. 24, 2010, 2 p.m.
Duration: 14 minutes 41 seconds

Listed in: Business

Using Case Studies to Build Trust and Facilitate Sales

Published: Feb. 17, 2010, 3 p.m.
Duration: 21 minutes 52 seconds

Listed in: Business

How Search Engine Marketing Can Improve the Sales Cycle

Published: Feb. 10, 2010, 1 p.m.
Duration: 15 minutes 23 seconds

Listed in: Business

Get Prospects to Notice You: What Every Marketing Campaign Must Have

Published: Feb. 3, 2010, 3 p.m.
Duration: 17 minutes 9 seconds

Listed in: Business

Want to Attract New Clients? Think Like a Publisher

Published: Jan. 27, 2010, 3 p.m.
Duration: 25 minutes 42 seconds

Listed in: Business

The Number 1 Sales Mistake People Make

Published: Jan. 20, 2010, 3 p.m.
Duration: 17 minutes 6 seconds

Listed in: Business

Don't Let Bad Presentation Skills Cost You Clients

Published: Jan. 13, 2010, 3 p.m.
Duration: 14 minutes 59 seconds

Listed in: Business

Firms Must Break Down Marketing and Business Development Silos

Published: Jan. 6, 2010, 4:10 p.m.
Duration: 16 minutes 34 seconds

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Modern Marketing Strategies for Professional Services

Published: Dec. 9, 2009, 1 p.m.
Duration: 17 minutes 27 seconds

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How to Become a Marketing Success on Twitter

Published: Dec. 2, 2009, 3:30 p.m.
Duration: 16 minutes 12 seconds

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How a CRM System Can Improve Your Sales Efforts

Published: Nov. 18, 2009, 3 p.m.
Duration: 17 minutes 29 seconds

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Embrace New Emarketing Strategies or Lose Sales

Published: Nov. 11, 2009, 2:30 p.m.
Duration: 16 minutes 27 seconds

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Acquire the Ideal Client, Not Just Any Client

Published: Nov. 4, 2009, 3:50 p.m.
Duration: 14 minutes 33 seconds

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Stop Pitching Your Services and Facilitate the Buying Decision

Published: Oct. 28, 2009, 2:30 p.m.
Duration: 16 minutes 45 seconds

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Improve Your Value Proposition with Performance Benchmarking

Published: Oct. 21, 2009, 2:30 p.m.
Duration: 13 minutes 44 seconds

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Cold Calling: 7 Tips to Help You Get Meetings with Prospects

Published: Oct. 14, 2009, 3:30 p.m.
Duration: 13 minutes 9 seconds

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Using Pictures to Solve Problems and Engage Clients

Published: Oct. 7, 2009, 11 a.m.
Duration: 22 minutes 35 seconds

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Tap Into the Power of Social Media

Published: Sept. 30, 2009, 4:15 p.m.
Duration: 11 minutes 56 seconds

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Marketing Tactics that Grab People's Attention

Published: Sept. 23, 2009, 2:30 p.m.
Duration: 11 minutes 17 seconds

Want people to notice your firm? Make sure your marketing not only informs but also provides a memorable experience. That's what the authors of Guerrilla Marketing for Dummies say. Jonathan Margolis and Patrick Garrigan, who also work at The Michael Alan Group, say you want to educate and entertain people. Do things that get you noticed—and get people talking.

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Listed in: Business

What Makes People Buy?

Published: Sept. 16, 2009, 4:35 p.m.
Duration: 13 minutes 7 seconds

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Speaking Engagements: How to Get Big-League Gigs

Published: Sept. 9, 2009, 2 p.m.
Duration: 10 minutes 38 seconds

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Achieve Marketing Success with Social Media Networks

Published: Sept. 2, 2009, 2 p.m.
Duration: 12 minutes 44 seconds

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Use a Universal Lead Definition to Find Ideal Clients

Published: Aug. 26, 2009, 1:40 p.m.
Duration: 17 minutes 7 seconds

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Cold Calling Dos and Don'ts

Published: Aug. 19, 2009, 3:27 p.m.
Duration: 11 minutes 56 seconds

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Don't Let Your Sales Proposal Turn into a Horror Story

Published: Aug. 12, 2009, 5 p.m.
Duration: 15 minutes 58 seconds

Providing sales proposals for prospective clients can be challenging. You want to win the client, but it's often a lot of work with low chance of success. And sometimes things can happen that can turn the process into a horror story.  These tips from Michael McLaughlin, a Principal with MindShare Consulting, LLC and coauthor of Guerrilla Marketing for Consultants, can help prevent that from happening.

Listen as Mike discusses whether you should charge for a diagnostic, methods for establishing trust with a prospective client, steps for following up after the proposal has been submitted, and what to do when you're denied access to the decision makers.


(Time: 15:58)

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Best Practices for Making Cold Calls

Published: Aug. 5, 2009, 4 p.m.
Duration: 12 minutes 55 seconds

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The Reality of Selling Professional Services

Published: July 29, 2009, 2 p.m.
Duration: 11 minutes 44 seconds

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How to Turn Your Marketing into Internet Sensations

Published: July 22, 2009, 6:12 p.m.
Duration: 15 minutes 5 seconds

With more people turning to the Internet for information, you have a great opportunity to turn your marketing ideas into Internet sensations and create what David Meerman Scott calls World Wide Raves. It's all about creating good content that gets people blogging about it, Tweeting about it, and downloading it. Get people doing that, and you'll generate sales.

Scott, author of World Wide Rave, talks with Mike Schultz, Publisher of RainToday.com and President of Wellesley Hills Group, about what you need to do to create a World Wide Rave around your marketing ideas, how to treat this type of marketing effort, and how to measure results.


(Time: 15:04)

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How to Save a Difficult Client Relationship

Published: July 15, 2009, 4:12 p.m.
Duration: 13 minutes 24 seconds

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How to Expand Your Consulting Services into Global Markets

Published: July 8, 2009, 2:30 p.m.
Duration: 14 minutes 52 seconds Now is the perfect time to expand your consulting services into global markets, according to famed consultants Alan Weiss and Omar Khan. Opportunities are abundant, as there are many industries that are doing well despite the depressed economy, and technology makes it so that you don't need a physical presence.

Weiss and Khan, authors of The Global Consultant: How to Make Seven Figures Across Borders, talk with Mike Schultz, President of Wellesley Hills Group and Publisher of RainToday.com, about how to get started working internationally, how to make inroads in developing markets, and how to build critical mass and establish yourself in overseas markets.



(Time: 14:52)

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Listed in: Business

Use Triggering Events to Improve Your Chance of Making the Sale – With Jill Konrath

Published: July 1, 2009, 7:35 p.m.
Duration: 12 minutes 4 seconds

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3 Keys to Forming Partnerships with Your Clients - With Andrew Sobel

Published: June 17, 2009, 2 p.m.
Duration: 11 minutes 26 seconds

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Tips for Creating a Social Media Marketing Strategy for Your Firm - With Dana VanDen Heuvel

Published: June 10, 2009, 2 p.m.
Duration: 10 minutes 54 seconds

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Tips for Marketing on LinkedIn (Without Upsetting Your Prospects)

Published: June 3, 2009, 2 p.m.
Duration: 8 minutes 31 seconds

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Making Change Happen: Insights for Creating Remarkable Things at Your Firm - An Interview with Dr. John Kotter

Published: May 27, 2009, 3:06 p.m.
Duration: 11 minutes 57 seconds

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Breakthrough Strategies for Building Trusted Client Partnerships for Life - An Interview with Andrew Sobel

Published: May 20, 2009, 2 p.m.
Duration: 14 minutes 28 seconds

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How to Transition from Hourly Fees to Value-Based Fees - An Interview with Alan Weiss

Published: May 13, 2009, 1:30 p.m.
Duration: 9 minutes 30 seconds

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How to Make Yourself Memorable in Networking Conversations - With Scott Ginsberg

Published: May 6, 2009, 3:57 p.m.
Duration: 8 minutes 6 seconds

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Keys to Becoming More Approachable and More Referable in Business - An Interview with Scott Ginsberg

Published: April 22, 2009, noon
Duration: 13 minutes 30 seconds

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How Marketers are Using Social Media to Grow Their Business

Published: April 15, 2009, 3:01 p.m.
Duration: 11 minutes 9 seconds

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Building Up Your Brand in a Downturn - An Interview with Mike Schultz

Published: April 8, 2009, 2 p.m.
Duration: 11 minutes 40 seconds

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Using Social Media for Marketing and Selling Professional Services - An Interview with Paul Dunay

Published: April 1, 2009, 3:23 p.m.
Duration: 8 minutes 52 seconds

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Delivering Client Experiences that Differentiate Your Firm - An Interview with Peter Merholz

Published: March 25, 2009, 3:57 p.m.
Duration: 13 minutes 48 seconds

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The Business Case for Long-Term Lead Nurturing in a Recession - An Interview with Dan McDade

Published: March 18, 2009, 1:41 p.m.
Duration: 9 minutes 8 seconds

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Building a Value Proposition that Sells in Recessionary Times - An Interview with Paul Collins

Published: March 11, 2009, 3:31 p.m.
Duration: 10 minutes 53 seconds

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Keys to Being a Trusted Seller of Professional Services

Published: March 4, 2009, 3 p.m.
Duration: 10 minutes 14 seconds

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Keeping Your Revenue Flowing: 6 Key Business Development Factors (Part I)

Published: Feb. 11, 2009, 1:49 p.m.
Duration: 10 minutes 1 second

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Marketing in a Recession

Published: Feb. 4, 2009, 6 p.m.
Duration: 8 minutes 9 seconds

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How to Create a Culture of Growth, with Suzanne Lowe

Published: Jan. 28, 2009, 7:17 p.m.
Duration: 9 minutes 28 seconds

Listed in: Business

The Top 5 Ways Professionals Sabotage Their Own Sales Conversations

Published: Jan. 21, 2009, 2:57 p.m.
Duration: 8 minutes 38 seconds

Listed in: Business

Professional Services Spending Looking Down in 2009, Yet Buyers Open to Switching

Published: Jan. 13, 2009, 10:20 p.m.
Duration: 8 minutes 5 seconds

Listed in: Business

The Top 5 Ways Clients Find Professional Service Providers

Published: Jan. 6, 2009, 1:27 p.m.
Duration: 8 minutes 59 seconds

Listed in: Business

Becoming a Global Consultant, with Alan Weiss

Published: Nov. 18, 2008, 5:42 p.m.
Duration: 10 minutes 39 seconds

Listed in: Business