What’s the secret to boosting your revenue through AI? Tune in as we dive into this fascinating topic with our guest for the day, Glenn Schmelzle , who carries with him a refreshing wave of optimism. In this intellectually stimulating conversation, Glenn and I navigate through the myriad avenues in which cutting-edge generative AI technologies, demonstrated in ChatGPT, could be harnessed to supercharge your sales and marketing game. Don’t miss this chance to catch a glimpse of how AI can be your...
Jun 14, 2023•31 min•Season 2Ep. 68
When I think innovation, what comes to mind are think tanks for large enterprise companies or startups huddled up in the conference room of a shared office space around an iPad. However, if anyone needs to innovate, it's small and medium-sized business. Our guest, Michael Haynes, author of Listen Innovate Grow, A Guidebook to Acquire B2B Customers , believes that SME's need to innovate in five core areas to be able to drive growth. In this conversation, he shares powerful strategies you can put ...
May 03, 2023•29 min•Season 2Ep. 67
Why do your sales reps win or lose deals? The reason they enter in the CRM probably isn’t accurate. In fact, today’s guest demonstrates that the vast majority of the intel you are getting on why you win and lose may be wrong. In this rapidly evolving marketplace, bad data on what’s working can quickly put your revenue in the ditch. Today’s guest, Spencer Dent is the Founder of Clozd , a startup that is revolutionizing the way businesses connect with their customers. His team conducts tens of tho...
Apr 19, 2023•30 min•Season 2Ep. 66
Do you need ideas to land better clients, bigger deals, and higher fees? You are going to love this conversation with David Newman, the author of Do It! Selling. David works with leading consultants, coaching, and speakers who want to expand their business. And, the ideas he shares are very applicable to every sales professional. If you're ready to get some ideas and take action, you're going to love Do It! Selling. David Newman, CSP, is the author of the #1 business bestseller, DoIt! Marketing,...
Apr 05, 2023•32 min•Season 2Ep. 65
Client Experience is the frontier of value creation. The companies that get this right develop a tremendous competitive advantage. In order to make Client Experience consistent, we need to leverage technology. Our guest today, Ryan Arcoraci, is an expert in helping companies use technology to deliver an amazing client experience. Ryan Arcoraci is an official tech nerd! He’s the host of Business Stories with Ryan Arcoraci . His expertise is in sales technology, sales automation, and CRM. The valu...
Mar 22, 2023•28 min•Season 2Ep. 64
Today's guest offers a powerful alternative to stale webinars and lunch and learns. Chris Colt , The Challenge Champion, has developed a proven framework for launching multi-day challenge events that create transformational experiences. Get ready to consider new possibilities as Chris shares how different companies are leveraging challenges to drive revenue growth. Chris Colt is the founder of The Challenge Champion™ Academy. He teaches service-based entrepreneurs how to turn strangers into loya...
Mar 15, 2023•34 min•Season 2Ep. 63
Darrell here and it is March 1st. If you’re looking back over your revenue results for first two months of the year and wondering what it’s going to take to hit your goals, I’m excited to announce two new programs that can help you accelerate your growth. The first program will get you focused on the types of clients that can really move the needle. The One Ideal Client Away Challenge will help you focus your growth as you refresh your Ideal Client profile with the types of clients that can crea...
Mar 01, 2023•3 min•Season 2Ep. 62
Join us as we delve into the exciting world of Artificial Intelligence and its impact on sales and revenue. Our guest, Denise Murtha Bachman n, is a seasoned expert in the field and on a mission to bridge the gap between sales and AI. She believes that the key to success lies in finding the right balance between technology and human skills. Denise will show you how to harness the power of AI to drive revenue and sales growth, without sacrificing the human touch. During the podcast, you will disc...
Feb 14, 2023•29 min•Season 2Ep. 61
Think email is ineffective these days? Marketing expert Nigel Thomas , CEO of Alpha Inbound is here to prove you wrong. He breaks down the exact cold email strategy that allowed him to have 80% open rates, 15% response rates and a close rate of 2%. You'll learn a ton of practical ideas that you can put to work right away. Make sure to grab a pen and a notepad so you can take action on what you learn from Nigel. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way...
Dec 21, 2022•32 min•Season 2Ep. 60
If you want to grow your revenue you need to grow your network. Our guest today, Drew Sechrist , was one of the first employees at Salesforce. Now, he’s co-founder of Connect the Dots . The ideas he brings to us today will be powerful. A cold email to Marc Benioff in 1999 landed Drew an account executive job at Salesforce , where he was employee number 36. Drew became the company’s highest-producing seller, then the highest-producing sales manager as Salesforce scaled from zero to more than a bi...
Nov 30, 2022•30 min•Season 2Ep. 59
Do you want more time, attention, and money from your prospects and clients? You will love this conversation with one of my all-time favorite authors, Joseph Pine , author of The Experience Economy . Our guest today is Joseph Pine II. He is an internationally acclaimed author, speaker, and management advisor to Fortune 500 companies and entrepreneurial start-ups. He is co-founder of Strategic Horizons LLP , a thinking studio dedicated to helping businesses conceive and design new ways of adding ...
Oct 19, 2022•29 min•Season 2Ep. 58
Do you need top executive-level talent in your organization but wonder if you have the budget to pull it off? Today’s guest, Ben Wolf , has a very compelling alternative idea to share. Ben helps small- and mid-sized entrepreneurial business owners break through when they're hitting the ceiling. He’s the host of the podcast: Win Win Podcast. He’s also the author of the book, " Fractional Leadership: Landing Executive Talent You Thought Was Out of Reach " Fractional Leadership shows you step-by-st...
Sep 28, 2022•34 min•Season 2Ep. 57
Learn how to turn mundane case studies into compelling case stories. Today’s guest, John Livesay , is known as The Pitch Whisperer. John shows sales teams how to turn mundane case studies into compelling case stories to win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars. John’s new book, The Sale Is in the Tale , is a business fable set in Austin, TX, is about a sales representative whose old ways o...
Sep 21, 2022•29 min•Season 2Ep. 56
One of the most overlooked sources for revenue growth is winning back lost customers. Get ready to discover smart ways to win back lost customers to find new revenue as Dan Pfister coaches us today. Dan Pfister , is the founder of WinBack Labs . He believes there's GOLD buried in your lost customers. Winning back lost customers offers a tremendous opportunity to scale revenue at a very low cost. The average customer win-back campaign generates $485K and costs less than $5K to execute. If you hav...
Sep 07, 2022•29 min•Season 2Ep. 55
If you are responsible for driving growth in your business but have run out of levers to pull, you are frustrated with dead-in-the-water marketing ideas and have sales that just never seem to get closed, then you are going to enjoy this conversation with Sean M. Doyle . Sean is the author of Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task . He is principal at FitzMartin Inc , a leading consultancy focused on sales marketing and mana...
Jul 27, 2022•32 min•Season 2Ep. 54
Are you struggling with prospects and clients that are unreceptive to you and your value proposition? You’re in the right place. Our guest, Tom Stanfill , author of the book, Unreceptive , coaches us on how to create receptivity! Customers’ willingness to work with sellers to evaluate their solutions has declined by 120% in the last three years. The success rate in getting meetings with new prospects is less than 2%. In this environment, Tom believes the only way to guarantee success in sales is...
Jul 13, 2022•31 min•Season 2Ep. 53
Do you want to become one of the elite sales professionals in the top 1%? You are in the right place! Today’s guest, bestselling author, Anthony Iannarino shares powerful ideas from his latest book, Elite Sales Strategies. Anthony, is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sales. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industr...
Jun 22, 2022•30 min•Season 2Ep. 52
We’ve all heard the line that 50% of our marketing is working, we just don’t know which 50%! Our guest today has answers. Mark Stouse is the CEO of Proof Analytics ( www.proofanalytics.ai ), a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a com...
May 18, 2022•28 min•Season 2Ep. 51
For my marketing friends, do you ever feel overwhelmed? Our guest today knows how to create a lot of marketing impact with a small amount of time. Sarah Noel Block is the founder of Tiny Marketing . For seven years, she was a marketing team of one for five companies…simultaneously. To pull this off, she built a system that allowed her to expand my bandwidth without expanding my budget. Did it work? Check out these results: She increased organic search traffic by 1,696%, using SEO and content mar...
May 11, 2022•25 min•Season 2Ep. 50
We are in the midst of the biggest migration of human capital in history as key contacts at your client and prospect companies get promoted or change jobs. The way you handle this could create incredible sales opportunities for you, or, it could be a massive threat. Today you’re going to get to know one of the world’s foremost experts in relationship signal intelligence and social selling, Jamie Shanks , the CEO of both Pipeline Signals and Sales for Life . Pipeline Signals is a pioneer in Relat...
Mar 30, 2022•29 min•Season 2Ep. 49
Today you’re going to get to know one of the world’s foremost experts in customer service, John DiJulius . You’ll discover how you can succeed in the relationship economy. John is an authority on world-class customer service. He’s the Chief Revolution Officer of The DiJulius Group , a customer experience consulting firm that helps clients to become the brand their customers cannot live without while making price irrelevant. John is a keynote speaker, international customer experience consultant,...
Mar 16, 2022•33 min•Season 2Ep. 48
Public relations tactics like press releases can be a powerful way for businesses of all sizes to grow—even ones that have not traditionally thought about PR as a viable strategy. Our guest, Mickie Kennedy is an expert at helping small businesses, authors, and startups increase their visibility and credibility. While working in the public relations field, he came face to face with customers that wanted to use press releases due to their effectiveness at bringing in business, but could not afford...
Mar 02, 2022•31 min•Season 2Ep. 47
Today we’re going to talk about selling to an unsellable generation. Right now buyers are more skeptical than ever, quickly putting up walls when they are triggered by sales professionals that don't understand the behavioral science behind effective communication. In today's marketplace, it is critical to rethink the way we communicate so that we can gain attention and build trust. Our guest, Jeremy Miner , will apply the latest behavioral science concepts to coach us on the way we need to appro...
Feb 23, 2022•33 min•Season 2Ep. 46
How can you accelerate sales revenue in a dynamic and rapidly-changing marketplace? Our guest, Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and international bestselling author of the book Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections . In this episode, you'll discover key areas to optimize to grow sales revenue. Doug shares what he looks for in sales teams that are underperforming. He also gives some practical insights that will get you think...
Feb 16, 2022•30 min•Season 2Ep. 45
Today you’re going to learn about new ways to leverage technology to boost sales productivity while improving client interactions. Right now it's critical that we enable our sales teams to be productive. At the same time, reps need to be able to have consistent interactions with prospects and clients that are both authentic and personalized. To help us with this, we’re going to talk with Joel Stevenson , CEO of Yesware , a leader in sales productivity software. He’s an expert in helping business...
Feb 02, 2022•30 min•Season 2Ep. 44
If you want to drive consistent sales results you need sales playbooks. Relevant sales playbooks give your sales team the resources they need to move deals through the pipeline. Today we’re going to talk about creating effective sales playbooks and how to add a marketing twist. Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years of experience in B2B Sales, Marketing, and Recruitment. Mark curre...
Jan 26, 2022•27 min•Season 2Ep. 43
Today we’re going to talk about how to create engaging content based on research with over 1 million people. You’re going to get practical ideas to enhance your content and those your engagement with clients and prospects in our conversation with Ben Worthen , founder of Message Lab . The difference between great content and mediocre content can result in a massive swing between 70% engagement and 15% engagement. In this conversation, we discuss how to create compelling content. You'll go inside...
Jan 19, 2022•33 min•Season 2Ep. 42
Today we’re going to talk about technology! Specifically, what is in your marketing and sales tech stack. I look forward to introducing you to Dan McGaw author of Build Cool Sh*t: A Blueprint to Creating a Marketing Technology Stack . Dan is the founder and CEO of McGaw.io, a company that focuses on helping marketers get the most out of their technology stack. He is the founder and CEO of Effin Amazing, a marketing technology and analytics agency, and the creator of UTM.io, a campaign management...
Jan 05, 2022•30 min•Season 2Ep. 41
If you want a fresh perspective on your revenue growth you're going to enjoy today's conversation with Andrew Gershfeld . He's an entrepreneur who turned to be a venture capitalist after selling his company online couponing company to a larger eCommerce group. His main expertise is in consumer internet services, eCommerce, b2b SaaS, and virtualization. As Andrew shares what VC companies are looking for when it comes to growth, you'll get ideas that will help you enhance your strategy for 2022 an...
Dec 08, 2021•27 min•Season 2Ep. 40
What trends are shaping inbound marketing in 2022? Our guest today is Ben Sailer. He is a skilled writer and marketer with deep expertise in content strategy, search engine optimization, marketing analytics, project management, and more. He is the Inbound Marketing Director at CoSchedule , a provider of agile software products that help marketing teams get organized and achieve greater results. In this conversation, we discuss what we learned in 2021. We look ahead to 2022 and talk about how inb...
Dec 01, 2021•29 min•Season 2Ep. 39
