Are you marketing backwards? Our guest today, Adam Kipnes, makes the case that many businesses are doing just that, putting their product before the desired outcomes of their prospects. Whether you lead a marketing team, are involved in sales, or lead a company, as you listen to this episode, you’ll get ideas that will help you grow your revenue. Adam is the author of How To Make More Money In Your Business: 8 Strategies You Better Start Using Today! He’s also the host of the Entrepreneur’s MBA ...
Jul 29, 2020•35 min•Season 1Ep. 19
If you want to grow your business, you need to not only generate inbound leads, you also need to make sure they get properly introduced into the sales process. Sadly, many companies fumble the ball on inbound leads. Today’s buyers are online looking for answers to their questions and solutions to their problems. Inbound marketing capitalizes on this opportunity by attracting active buyers and converting them to leads. Unfortunately, while many companies invest significant amounts in inbound mark...
Jul 22, 2020•30 min•Season 1Ep. 19
One of the most effective ways to grow business is by referrals. The challenge is that most sales professionals do not have a referral process. Our guest today, Mike Garrison, is a true expert in generating referrals, helping financial advisors generate a predictable stream of referrals for their business. Whether you own a business, lead a sales team, or work in marketing, you are going to benefit from the ideas in this episode! Mike Garrison is the founder of Values Based Mindset and co-author...
Jul 15, 2020•36 min•Season 1Ep. 18
What does it take to drive sales growth? Today’s guest, Bernadette McClelland, author of The Art of Commercial Conversations, believes that businesses need to consider three critical factors: strategy, science, and psychology. We’re going to take a deep dive today into ideas that are practical, profitable, and powerful. Today’s conversation is not about quick fixes. Bernadette McClelland believes that companies need to look a little bit deeper, doing the core work that will set up future success...
Jul 08, 2020•28 min•Season 1Ep. 17
If you want to grow revenue one of the key roles is the job of the Sales Development Representative or SDR. How is the SDR role evolving during the current economic crisis? What can we learn that will help us grow revenue? This week we’re joined by James Buckley, Director of Sales Execution & Evolution with JB Sales. Don’t let the title fool you. James is a practitioner that also trains. In addition to helping teams of SDR’s maximize their success, James works every day in the SDR role himse...
Jul 01, 2020•35 min•Season 1Ep. 16
In a world of sameness and price pressure, how can you differentiate yourself and your company from the sea of competition? Lee Salz joins us today with powerful ideas on how to differentiation. He’s the author of the one of the best seller, Sales Differentiation:19 Powerful Strategies to Win More Deals at the Prices You Want. Sales Differentiation is jam packed with practical ideas that apply to both marketing and sales ideas that are fresh from the field. As the CEO of Sales Architects, a lead...
Jun 24, 2020•35 min•Season 1Ep. 15
Have you ever wondered why two salespeople can leave a training program and one is a high performer while the other struggles? Our guest today has the answer to this question and more. Merit Kahn is the founder of Merit-based Business and the creator of the Merit Method for Sales Mastery. Merit is an expert in bringing the science of emotional intelligence to sales teams and leaders. She’s an author, a contributor to the Sales Experts Channel and a fellow advisor at the C-Suite network. She’s pa...
Jun 17, 2020•33 min•Season 1Ep. 14
Want to accelerate your revenue growth? Try focusing your sales team on ideal clients—the type of clients that can really move the needle. Our guest today, Nigel Green, has a lot to say on this topic. He’s the Author of Revenue Harvest, A Sales Leader’s Almanac for Planning the Perfect Year. This has become one of my favorite sales management books. Nigel has over 15 years of experience leading sales and marketing for Fortune 500 companies, mid-market companies, and startup. With this diverse ex...
Jun 10, 2020•34 min•Season 1Ep. 13
Have you been wondering how salespeople are REALLY doing during the past few months of the COVID Crisis? Today, we have some very encouraging data from Jim Benton. He’s the new CEO of Chorus.ai, a sales enablement company that helps sales teams capture and share their best talk tracks to create quote crushing A players. He has real-time data about sales activity, sales effectiveness, and c-suite involvement in sales conversations. And, spoiler alert, the data from the last 60 days is surprisingl...
Jun 03, 2020•26 min•Season 1Ep. 12
This week we’re going to get super-practical. If you’re in sales, you’ve always dealt with challenges and objections. This is certainly true now that we are in the middle of an economic crisis. How do you sell in this environment? To give some clarity, we’re joined by my friend, Andrea Waltz. She is the author of the best-selling book, Go For No, Yes Is the Destination and How To Get There! You’re going to get a lot from this episode so grab a pen and notepad and let’s join this conversation wit...
May 27, 2020•27 min•Season 1Ep. 11
In today’s conversation we are going to explore the critical role of sales management. Rene Zamora is the author of Part Time Sales Management. He helps companies solve the sales management dilemma faced by small companies where the owner needs to play the role of a sales manager. Rene identifies five core elements of sales management and builds them into a practical system. These ideas are great for small businesses and are also very applicable to anyone in a full-time sales management position...
May 20, 2020•32 min•Season 1Ep. 10
This week we’re joined by Jim Kahrr, author of The Science of Customer Connections. He is passionate about helping businesses manage their message so they can grow. In the Revenue Growth Engine book, I talk about how the fuel for your growth engine is a message that is focused on your ideal clients and the business outcomes they want to achieve. Jim’s ideas will help you reshape your message and ensure that everyone in your organization is saying the same thing. FREE AUDIOBOOK Get instant access...
May 16, 2020•35 min•Season 1Ep. 9
At some point, every sales person and marketer feels like they are being pulled into the commodity trap with increasing pressure on margins. Amy Franko, author of The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy, shares relevant lessons she learned from her experience in the computer industry. You'll discover new ideas to help you succeed as we explore the five attributes of successful modern sellers. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine au...
May 13, 2020•35 min•Season 1Ep. 8
In today’s economic uncertainty right now it’s more important than ever to be able to clearly articulate value. Today’s we’re going to take a deep dive into how to create and communicate value. Today, we are going to talk about value with my new friend, Mark Boundy. Mark is the author of Radical Value. He’s a fellow member of the C-Suite Advisors. Most of all, he’s passionate about helping companies understand and articulate their value proposition. FREE AUDIOBOOK Get instant access to the Reven...
May 09, 2020•34 min•Season 1Ep. 7
Last week Matt Dixon, co-author of The Challenger Customer, presented data that showed there are an average of 6.8 decision makers and influencers in a B2B buying team. This week, Carson Heady, Senior Enterprise Account Representative for Microsoft, takes it a step further. He works in sales environments where not only are there teams on the buyer side, there are also teams on the seller side. He shares field-level strategies to maximize team selling effectiveness. Carson is the best-selling aut...
May 06, 2020•39 min•Season 1Ep. 6
How do we sell in an economic downturn? The closest example in recent history is the 2008/2009 crisis. During that time, Matt Dixon and Brent Adamson wanted to find out why some reps were succeeding while many failed. This research led to the Challenger Sale and then, The Challenger Customer. These books are packed with insights on the type of sales reps (challengers) and the corresponding type of buyer (mobilizers) that will drive the most results. In this episode, you'll hear Matt's perspectiv...
May 02, 2020•38 min•Season 1Ep. 5
Boil business down to its most basic level and you have two things: people and processes. While marketing and sales teams are usually great with people, they are often like the wild west when it comes to process. To help, I've invited David Veech to the conversation. David is a systems analysis and process improvement expert. From his time as an officer in the US Army to teaching at The Ohio State University and consulting with many companies as part of the C-Suite Advisors Team, he brings deep ...
Apr 29, 2020•34 min•Season 1Ep. 4
One of the fastest ways to accelerate your growth is to sell to ideal prospects, the type of companies that are a great fit for your business. Mark Hunter, The Sales Hunter, clearly explains how to build an Ideal Client Profile in his book, High Profit Prospecting. Today, you'll learn about the power of focusing your sales and marketing efforts on ideal clients along with helpful tips to get started. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to acceler...
Apr 25, 2020•33 min•Season 1Ep. 3
Right now isn't a time to press pause, it's time to pivot. This is true of how you do business. It's also true for your message across your entire sales funnel. To help us with this, we're joined today by J.J. Peterson, co-author of Marketing Made Simple and Chief of Teaching and Facilitation at StoryBrand. You'll leave this episode with a clear vision for how to shift your message. You'll learn about the 5-stage sales funnel model beginning with a powerful one-liner that clearly explains how cl...
Apr 22, 2020•41 min•Season 1Ep. 2
This week we're joined by my friend, Jeff Bajorek. He helps people rethink the way they sell. He is the Host of The Why and the Buy Podcast. You'll get strategies to refocus your sales tactics going forward. You'll also be inspired to keep moving forward. FREE AUDIOBOOK Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book...
Apr 15, 2020•36 min•Season 1Ep. 1
Welcome to the Revenue Growth Podcast hosted by Darrell Amy, author of Revenue Growth Engine. This short episode will give you an idea of what you can expect from our weekly conversations with sales and marketing thought leaders. To help you get ideas and motivate you to take action, we’ll be talking with amazing thought leaders in sales, marketing, operations, and technology. Connect with Darrell LinkedIn Twitter Instagram xAb3U42MZSKiOCmRixAn Learn more about your ad choices. Visit megaphone.f...
Apr 15, 2020•4 min•Season 1Ep. 27
