Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Just as in any other profession, being in business merits that every now and then you hold a mirror up, and go, okay, where am I at? What are my results? What I’ve found over the 17 years I’ve been a sales coach, consultant strategist, and another 20 years in business prior to that, is that when things go wrong there are one of two paths that you can take. You can blame cir...
Nov 01, 2020•19 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we are going to be talking about the four decision-makers that you need to be aware of in higher ticket sales. These are the people that have the most influence over the decision-making process so, especially in enterprise-level purchases, you have to know who they are and understand how their process works if you want them to buy from you. You know, when you're selli...
Oct 25, 2020•11 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. When you are selling a product, you and whoever is working with you must know some things about it, right? How it works, what it does, fairly technical stuff. You’d think that would be enough to make people want to buy it because you are being clear with its specifications and providing useful information to your clients, but is that approach really making people buy? Well,...
Oct 18, 2020•12 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As promised, this week we continue our discussion on sales managers, but this time we are going to talk about the three core things that you need to look for when you hire one. So far, we know that the biggest mistake people make when they bring a sales manager to their team is that they just take somebody who is good at sales and take for granted the fact that he or she is...
Oct 11, 2020•9 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Hiring a sales manager is a big step for a business. If turnover is at a certain point, if they’ve got a sales team that is performing, this may seem like the next logical step. The thing is, it is a decision that should not be taken lightly. Making the step to employ a sales manager is a pretty big deal. What happens next might be problematic, in fact, I’ve seen many busin...
Oct 04, 2020•10 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we are going to be talking about another part of the sales process that business owners often fail to properly implement, the disqualification process. This term may sound a little harsh if what comes to mind is that you're saying to somebody “look we're too good for you, we don’t want your business”. That is a common misconception that happens mostly because some bus...
Sep 27, 2020•11 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we are going to talk about a fundamental part of sales conversations which is often left aside. How to use tonality in your voice to increase sales. As we’ve said before, most of the communication that happens between people is not language-based. In fact, the words you use are only 6% of your communication. The other 94% contains your facial expressions, your body la...
Sep 20, 2020•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Over the years that I have been working with different businesses, I’ve learned that there are untapped areas of hidden revenue in almost all of them. Where should you look? What should you do to extract more out of what you do in your business in terms of sales revenue? That is exactly what we are going to talk about in today’s episode. Before we get started, we have to kn...
Sep 14, 2020•13 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we have an incredible guest with us. His name is Brad Hart and I am so thrilled to have him on the show because he is a man with a very impressive background, and I think we can all learn a lot from him. He’s got twenty years of experience as an entrepreneur and sixteen years managing wealth under his belt. He also has got experience in real estate, investments, tradi...
Sep 06, 2020•33 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we’re going to talk about Valid Business Reasons and why it is important to be aware of them whenever you are dealing with a client or potential client. So, Valid Business Reasons or "VBR's" are mostly related to those two contexts, you can use VBR's to get in contact with a client that you're not currently working with and provide them with knowledge on the value you...
Aug 30, 2020•14 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I’m really excited because we have Heather Monahan with us. She is an entrepreneur, best-selling author, keynote speaker, creator of the Creating Confidence podcast, and founder of Boss in Heels. In this episode, we are going to talk about confidence. As you know, confidence is key to being successful in sales, the majority of the communication that happens in sales i...
Aug 23, 2020•29 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today we are going to talk about what I call The Inevitability Principle, this is an idea that I like a lot because of its simplicity and because of what it actually means. You know, we’ve talked about some complex ideas in the past because we had to. Because there is some important stuff that we must know if we want to make our businesses work. Even if it takes us a while ...
Aug 16, 2020•8 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. I think we all have dreamed of having clients that are renowned all around the world, to work with the big corporate names. Is it impossible? Absolutely not, but how can you get them? Well, that is precisely what we are going to be talking about in this week’s episode. These ideal clients won’t come to you through your normal marketing for obvious reasons. You have to use a...
Aug 09, 2020•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. What should you do when a client has just asked for your services? What do you need to know about anyone who comes to you? This week’s episode is dedicated to answering these questions. I think it is a very fundamental topic as it relates to a key moment in the sales process. We’re going to talk about how you should approach a sales conversation regarding the fact that you ...
Aug 02, 2020•13 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. When you own a business, working on developing it is one of the toughest parts of the whole process, but it is also where you should be paying more attention since working it right will get you to grow faster and expand, however, it is also one of the things we normally don’t think about. Where is the business developing? Is my business going in the right direction? If not,...
Jul 26, 2020•9 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. How great would it be if we could always hit our goals and get consistent results regardless of the circumstances? I know it sounds great, but reality has always had other ideas. As we’ve discussed before, the business world has taught us that there are always ups and downs. It is pretty difficult for everybody to maintain the same levels of profitability and success withou...
Jul 19, 2020•6 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. When I get called into a business because they need help to sort out some issues, the people in charge often say to me: “I want to get more out of my team and I want my sales manager to become better at getting more out of my team”. When this happens my first question always is: “Is there an agreement on what represents the ideal behaviours that would underpin great results...
Jul 12, 2020•17 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As in any field, in the business world, there are many concepts and terms that can be overlooked when opposed to one another, as far as its functionality concerns. Sometimes we make some words equivalent to others when they actually mean completely different things. I don’t intend to talk about this topic in general but to point out a distinction that we all must have very ...
Jul 05, 2020•8 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As a result of the way our world is organized, in the market as well as in other areas there are always going to be things that escape our control, even if we work hard trying to get them right. Living in society brings many challenges but also possibilities. We’ve learned to live with others and to work with others and we cannot, for one moment, forget about that. That sch...
Jun 28, 2020•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Along the way, we have talked about many different topics concerning sales and business, however, people ask me, quite frequently, about the best sales books I know. On some occasions, we have had guests with us who share a bit about theirs, but we haven’t really dedicated time to the bigger spectrum. Today I decided to make room in the podcast to answer that question and t...
Jun 21, 2020•13 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Let us imagine a situation, one that may seem completely irrelevant for the purposes of this podcast, but bear with me, there is a reason for it. You are surfing on a beautiful beach, enjoying the sea and yourself, but suddenly, you have an accident and black out. Can you imagine the terror? What would you do? I know this can be a fatal scenario to imagine, and a lot of tim...
Jun 14, 2020•50 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In my experience, having worked with hundreds of different salespeople and businesses I’ve found that there are steps that they have to go through if they want to be at the top of their game. I think of these as levels on a ladder, which the higher you are, the better results you get. So, today we are going to be talking about the five levels of the sales conversion ladder....
Jun 08, 2020•13 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Have you ever felt like there is something missing from your sales process? Maybe you feel like you are not getting enough from it, or that it is not bringing you the same results as before. Well, I have a tool that may come in handy, and is one of my favorites, because each time I use it, it works. I am talking about stories. Are you aware of the incredible power that lies...
Jun 03, 2020•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. The other day I did a presentation with a high-end business group about ways to maximise revenue and I thought it would be a great idea to share those ideas with you. In previous episodes, we’ve talked about converting your leads. About how to constantly push further to make your conversion rate bigger each time. It can indeed be pulled off, there is massive on bank cash si...
May 31, 2020•14 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Building a successful business in sales is not an easy task to do. As you may have noticed by now, there is a vast spectrum of elements that converge in building a model able to adapt in a continuously moving market. That´s why today we are going to discuss a very important topic, some of the biggest threats affecting companies with salespeople. Things that can really give ...
May 24, 2020•18 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Pretty much anywhere we look these days, we can find lots of different information on how to attract customers or on how to build an effective sales process. Nevertheless, there is one key element that is often unseen, and it should be taken in count, it really should. That is precisely what we are going to talk about today. What are we doing with our customers once we have...
May 17, 2020•50 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. As we all know, nowadays we are living in incredibly unique times. We are all affected in some way or another by the current situation and as a result, this has taken its toll on the whole economy. There is no way to deny that the challenge is certainly big and that it can be overwhelming, but I think there are things that can be done to improve the way we manage our money ...
May 10, 2020•33 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I’m really psyched because we’ve got Adam Lewis Hawker with us, an amazing talker, and an inspiring teacher who I’ve had the pleasure to know since 2013. He is the author of the Awaken Your Alpha podcast, one of the highest-ranked podcasts on the internet today with almost 400 episodes already. But first, I want to introduce you to his work a little bit more in detail...
May 03, 2020•49 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Have you ever felt your performance is not as good as you know you are able to accomplish? Or that stress and fatigue are consuming time and energy that could be spent somewhere else? There is a good chance that interference you are experiencing is being produced by unhealthy management of emotions, and overall, a lack of awareness about the issue and your position in it. T...
Apr 26, 2020•49 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today I'm very stoked because we are going to be talking to Gavin Bassett, a man that has a very extensive background in business and that I've known for many years. In this week's episode, he is going to be sharing some of his wisdom with us around some of the biggest deals he's made in his career and some of the insides. I find this information very useful as Gavin has al...
Apr 19, 2020•26 min
