Do you run or sit in on sales opportunity meetings with your sales team? Do they run on time? Do they get off track? Do you think they are actually productive? Chances are you are making at least 1 or more of the top 10 mistakes I see when business owners or sales managers run sales opportunity meetings. In this episode we go over all 10 and most importantly how you can fix them…forever. You’ll not only identify where you are going wrong but precisely what you need to do to keep your sales meeti...
May 20, 2024•12 min
In this week’s episode, I had the pleasure of interviewing Lloyd Thompson from VirtualDOO. Given we are both business growth book geeks, we decided to talk about each of our top 3 books for growing your business. Lloyd’s business VirtualDOO specializes in putting in a “Director of Operations” service on a fractional basis to smaller non-corporate businesses. Because of Lloyd’s core area of focus, he had a different take on his top 3 books than what I did, which was all about revenue growth. The ...
May 06, 2024•37 min
Today I am going to share a real-life case study about a client I worked with a few years ago in the online advertising space. They came to me desperately needing to increase their sales and nothing was working. I remember walking into their office and the tension in there was palatable - you could literally feel the pressure and stress everyone was under. Fast forward 4 weeks and they had increased their sales by 500% all by making one simple change in their approach. You can apply this approac...
Apr 22, 2024•13 min
Everyone gets them… Flat spots in your business revenue… Maybe there’s been a change in the economy, maybe you are changing lead sources or maybe you’re getting back from a break and you simply need to rev things up again. This week I wanted to give you 3 simple strategies you can do to crank things up FAST. These three strategies, if you put some focus on them will cause an instant increase in your sales - right when you need them. They are simple to implement and require no additional cost to ...
Apr 01, 2024•13 min
This is another big mistake I see business owners making over and over again. It’s where they promote a great sales person into a sales manager position. The instant problem this creates is the salesperson often has no idea how to be a great sales manager, and sadly being a great salesperson offers little or any advantage. The upshot for the business is they lose a great salesperson (plus the revenue hole this creates) and they get a very average sales manager. There is a way to do this though, ...
Mar 15, 2024•12 min
This week we are going to talk about another recurring conversation I have with clients. It’s when they have just hired a new sales team member and they are trying to work out if the new guy or girl is going to cut it or if they should let them go. Now, if you get the selection, induction, training and support systems right, this is way less likely to happen, but sadly, not many businesses have these systems in place. Which puts them in a sink or swim type situation, and if that is you right now...
Feb 29, 2024•15 min
Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have. This video is brought to you by John Blake Sales Breakthrough Solutions. 💻 Visit the website: https://john-blake.com.au/ Have you ever listened to yourself or your sales team on a sales call? If you haven’t, you’re missing a massive opportunity to improve yours and your team's effectiveness on sales calls. And therefore missing out on a massive opportunity to cause a big shift in your sales r...
Feb 15, 2024•12 min
Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have. This video is brought to you by John Blake Sales Breakthrough Solutions. 💻 Visit the website: https://john-blake.com.au/ In episode 198 we cover two fast and highly effective ways you can maximise profit in your business by looking at both topline revenue and bottom line profit. I have noticed some economic forecasts that predict a slowing in the economy due to increased interest rates, slowe...
Jan 29, 2024•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 197, we had an enlightening chat with copywriting expert Scott Bywater about leveraging AI tools like ChatGPT to improve email campaigns and sales messages. With over 20 years crafting high-converting copy, Scott provides thoughtful advice for harnessing AI without compromising quality. While AI can generate text quickly, Scott explains it lacks real understandin...
Jan 14, 2024•57 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we had an enlightening discussion with leadership coach Nicky VeenVliet about the insidious mindset traps that often prevent high achievers from reaching their full potential. With over 15 years of experience empowering executives, entrepreneurs, and teams, Nicky provides insightful examples of taking ownership, cultivating self-awareness, and developing em...
Dec 31, 2023•1 hr
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In Episode 195, we're tallying down the top 10 episodes of 2023 on Master Dealmakers Secrets, sharing invaluable sales mastery secrets based on listener feedback. Starting at number 10, we discuss considerations when changing industries, highlighting competition levels, ease of lead generation, and startup costs. At number nine, we address the seven biggest revenue leaks ha...
Dec 17, 2023•17 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today in Episode 194, we're going to talk about the three most important questions to ask when qualifying leads at the start of a sales conversation. Okay, on to today's topic - the three key questions for qualifying leads upfront to avoid wasting time later. Talking to unqualified prospects costs you in multiple ways. For service businesses, you waste time and money sendin...
Nov 26, 2023•17 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. People don't just invest money when buying your product. They invest time, identity, energy, and reputation too. Ignore this at your peril. In episode 193, I explain why with an example. A Registered Training Organisation sells £6,000 courses, with most fees covered by government funding. Students pay little upfront, yet 50% drop out. Why? The sales pitch takes 2-3 minutes....
Nov 12, 2023•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 192 of the Master Dealmaker Secrets podcast, I delve into the critical difference between aggressive, ego-driven sales tactics and creating a natural, consultative sales experience. After investing over $500,000 in sales training and making every mistake imaginable, I've concluded aggressive methods are short-sighted. They're fuelled by a salesperson's ego and dr...
Oct 30, 2023•16 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 191 of the Master Dealmaker Secrets podcast, I share the three biggest red flags to watch for when reviewing sales resumes. Over the last year, I've looked at over a thousand resumes for sales roles in my company. I've gotten really skilled at screening candidates efficiently. When reviewing resumes, I watch for three instant red flags that tell me a person isn't...
Oct 15, 2023•13 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome to the Master Dealmaker Secrets podcast! In this episode, we're exploring the five reasons why business owners often stumble when they decide to build a sales team. For many entrepreneurs, the journey begins with the realisation that they no longer want to handle sales themselves. They've been the driving force behind their company's sales efforts and have decided i...
Sep 28, 2023•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome to the Master Dealmaker Secrets podcast. In today's episode, we're diving into some critical insights about sales conversations. Specifically, we'll explore the three worst questions you should never ask during the discovery phase of your sales process. These questions can be detrimental to your sales success, but don’t worry, I'm not just going to give you the ques...
Sep 10, 2023•15 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome to Master Dealmaker Secrets! Today, we're diving into the intriguing world of referrals. Buckle up as we unravel the secrets behind the seemingly baffling question: Why do only 11% of delighted customers who've had a positive experience with your product or service actually refer new business to you, despite a whopping 90% being more than willing to do so? The stati...
Aug 27, 2023•14 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome, listeners, to another insightful episode of Master Dealmaker Secrets. In this edition, we're diving into a fascinating client case study that's bound to captivate your attention. Picture this: a skilled carpenter, a modest yet growing business, and a transformative journey from 4 million to an impressive 10 million in just two years. The secret? Well, that's what w...
Aug 13, 2023•13 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Today's episode is packed with valuable insights on how you can generate cash right now by optimising your sales. I can't wait to share these strategies with you, so let's dive in. First off, we'll explore three powerful ways to boost your revenue. The first method is straightforward and surprisingly effective: increase your prices. Many businesses fear raising prices, fear...
Jul 30, 2023•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 have two special guests with me, Nicole Cox and Warrick Bidwell, who are experts in the world of trades and business. We're diving deep into the challenges and opportunities faced by trade businesses in today's ever-changing market. Nicole, who is a builder's wife, a carpenter's mom, and a pastor's daughter, shares her personal journey of stepping in to run her hus...
Jul 16, 2023•3 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Welcome to another exciting episode of Master Dealmaker Secrets! Today we have an episode that is not to be missed. In this installment, we will be delving into the three keys to engaging web leads, a topic that is especially relevant in today's digital age. With the increasing prevalence of web-generated business and the rise of digital advertising, it has become crucial f...
Jul 02, 2023•16 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode, we're going to delve into a topic that is crucial for anyone involved in sales: the 10 strategic advantages of presenting your proposals or quotes. As a sales growth strategist who has worked with numerous clients and salespeople, I've noticed a common mistake—people often send proposals or quotes via email without truly presenting them. It's like throwing ...
Jun 21, 2023•19 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 182, I’m going to share with you seven tips for tripling your results over the phone. We are going to talk about the importance of following up with leads who haven't yet made a purchase, and this is going to be big because many salespeople give up after just one follow-up attempt. To begin, I advise you to prepare and make the process as easy as possible. Having...
Jun 04, 2023•17 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In today's episode, we'll be discussing how to permanently plug the seven biggest sales revenue leaks in your business. Let's address the issue at hand. Economic uncertainty and rising interest rates require us to optimise our businesses to ensure resilience. Cash flow is king, and not all businesses have unlimited resources. If you're not optimising your business, you're i...
May 21, 2023•19 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In this episode of the Master Dealmaker Secrets Podcast, we are joined by Will Wang. Will is the owner and CEO of Growth Labs, a digital agency that focuses on marketing strategy, messaging, copywriting, and advertising for its clients. Will has a unique and highly effective process of researching and putting together campaigns for his clients. He is well aware of the const...
May 07, 2023•57 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 179, we are joined by Trevor Toe-Cracker Crook. Trevor Crook is a world-class, in demand – direct response copywriter, mentor to entrepreneurs, writers, business owners, author, and international speaker, who helps business owners and entrepreneurs to ignite their sales and profits fast, using sizzling sales copy for online and offline marketing strategies. Trevo...
Apr 23, 2023•55 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. I’m really stoked because, in this episode, we are joined by Nicky Thomas to talk about empowerment and the different processes that go along with it. Nicky and I have known each other for a while, we met doing a panel some years ago, I don't even know how many but I do know I’m really impressed by her evolution and the things she has accomplished in these years. Nicky's ha...
Apr 09, 2023•1 hr 4 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. A couple of days ago, I had a shopping experience that made me think about how we use questions as salespeople. I have had a very cool guitar for about six or seven years, and I recently booked myself a recurrent gig at a local restaurant so, I went to the music store to buy myself some new strings. When I got there, I asked the guy at the store for the same strings the gui...
Mar 27, 2023•11 min
Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. In episode 176, we continue with our Best Book Series. On this occasion, we are going to be discussing yet another book that has had a big influence on me, my business, my sales career, my coaching business, and my ability to help other clients. Last week, we talked about the Ultimate Sales Machine by Chet Holmes. Today we're going to be talking about Start with No, which w...
Mar 05, 2023•9 min
