The most recent presidential election in the United States proved that predicting – or as my guest today calls it, ‘probability calculation’ – is a dangerous way of reading an audience. It essentially amounts to throwing darts at a board, he says. If companies want to create products and services that best meet the needs of their ideal customers, they need to have solid research to support their business objectives – otherwise they might wind up guessing at the wrong outcomes. On today's episode...
Feb 27, 2017•34 min
Have you ever wanted to peer inside a potential customer’s mind to understand how he or she makes a buying decision? Have you ever wondered what key questions a prospect asks himself when deciding whether or not to buy your product or service? Do you wish you could crack the code on how a customer thinks so you can shorten the sales cycle and achieve the business results you’re after? In today’s episode I discuss a few of the common misconceptions salespeople have with regard to their prospects’...
Feb 20, 2017•16 min
If you’re a business with an online presence, content marketing is critical to growing your business and building relationships with customers, which can have a direct impact your bottom line. In fact, creating quality content that is both relevant and useful to your audience can be the difference between being seen as a trusted leader in your field and being ignored. Too many organizations make the mistake, however, of not creating a sound content strategy, which inevitably leads them to making...
Feb 13, 2017•30 min
Have you ever wished you could add more hours to your day just so you could cross more tasks off your to-do list? Do you spend most of your days going from meeting to meeting only to feel like you haven’t accomplished what you need to accomplish? Do spend countless hours going through your email and still feel like you’ve barely made a dent in it? If so, you’re probably making the kinds of mistakes productivity expert Neen James says most people make when thinking about time. “We’ve got to look ...
Feb 05, 2017•28 min
We’ve all heard the clever, catchy truisms tossed about in corporate environments that sound like sage advice: "A penny saved is a penny earned." "You get what you pay for." "You can’t switch horses mid-stream." They sound good on the surface. Some of these witty aphorisms may even hold a kernel of truth. But dig a little deeper, and you begin to discover that these widely-held and unchallenged beliefs can cost companies lots of time, money, and opportunity. My guest on this week’s episode, best...
Jan 30, 2017•31 min
On this episode, I'll be answering these questions plus weighing in on the impact of social media in ways you may not have considered. Listen in for those topics and more on this special solo edition of Grow My Revenue. Listen to this episode and discover: · Should you use a script in sales calls? · What active listening really means, and how to apply it to your sales team. · How do you learn the most about your potential client? · When are questions powerful, and when are they not? · And so muc...
Jan 23, 2017•16 min
You know how important content marketing is to your success, but how do you actually use it as a tool to build trust? Joining us to answer that question and others is my great friend and two-time visitor to the show, Marcus Sheridan. Marcus is a best-selling author of several books, and is also the quintessential case study in successful content marketing. I'm bringing him back because he is the de facto expert on this topic. Today we cover the five ways to build trust with content marketing, th...
Jan 16, 2017•33 min
When you hear the term "go-giver" what do you think of? Do you think of someone who gives and gets nothing in return? Or do you think of someone who gives value consistently and ultimately reaps financial rewards as a result? Our guest for today's episode, Bob Burg, defines it as the latter. Bob is the co-author of the best-selling book, The Go-Giver, a book that has sold over half a million copies around the globe. Bob is also an international speaker and the man behind The Go-Giver Sales Acade...
Jan 09, 2017•33 min
What exactly is social selling, and how do you know if you're doing it right (or wrong)? Our guest today, Jill Rowley, is the de facto expert on the subject. Jill is an international speaker, digital transformation expert and startup advisor who began her career as one of the first sales people with Salesforce. On this episode, Jill explains what social selling is, what the keys to social selling are, and a few things you should be doing to embrace the current digital age. We also discuss what n...
Dec 18, 2016•34 min
Do you think you know what your customers want? Have you sent them surveys? Most business owners either assume that they know what their customers want, or don't know the right questions to ask to get the most impactful answers. Today Ryan Levesque, creator of the Ask Method and national best-selling author of Ask, joins us to talk about why you shouldn't assume you know what your clients want, and how to formulate the questions to find out what they need so you can best serve them. He also expl...
Dec 12, 2016•34 min
Every year, I give a rundown of the business trends I see in the upcoming year, and today I am sharing the top 2017 business trends with you on this episode of Grow My Revenue. Specifically, I'll be talking about the different roles in sales today and which role you should be focused on, how the sales process has changed for the buyer and how you can be a key component in that process, as well as crowdfunding to test your ideas, and why you must start segmenting your marketing lists. Listen to t...
Dec 05, 2016•17 min
Is search engine optimization (SEO) simply an afterthought for your business, or is it something that is part of your marketing plan like your editorial calendar? It should be the former, but either way you'll learn a lot from today's show! On this episode, the one and only John Jantsch joins us to talk about why SEO is for growth and why it's not about likes, clicks, or shares any longer. We also explore his latest book, SEO for Growth, and how we can use SEO to become a part of our customers' ...
Nov 27, 2016•25 min
When you think of public relations (PR), what comes to mind? Swanky parties of schmoozing and martinis? Or someone who makes phone calls to their friends to land big publicity for a business? Neither of these are what PR and integrated communications are about at their core. Today our guest is Gini Dietrich, the author of international best-seller Spin Sucks, and the founder and CEO of Arment Dietrich, an integrated communications firm. She's also head of Spin Sucks Pro, and hosts the show Insid...
Nov 20, 2016•32 min
Have you ever noticed how marketing messages often pay no attention to what is on the mind of the customer they are trying to reach? Rather than find out what their audience is concerned with, most marketers prefer to expound on what's so great about their company, and why people should use their product or service. Doing so is one of the ways marketers have ruined communication today. On this episode, I'll be sharing some real-life examples of bad marketing, and why you must know what your cust...
Nov 14, 2016•31 min
If you've ever wondered how to streamline and integrate your physical marketing and your digital marketing, or how to best utilize the social media platforms available, you'll want to give today's show your full attention. On this episode, Shama Hyder joins us to talk about the current and ever-changing landscape of digital marketing. She is the founder and CEO of the award-winning agency The Marketing Zen Group and has been named one of the "Top 30 Under 30" entrepreneurs by Inc. Magazine in 20...
Nov 06, 2016•31 min
All of us have had the unpleasant experience of receiving a phone call or an email from someone trying to sell us something. But what makes it so unpleasant? Typically it's because the person writing or speaking to us is focused on what they want to give us and what they have to offer, an approach that doesn't work. On today's show, Bob London joins us to explain why so much of marketing still uses this approach even though it fails, a few great examples from his life and how to show your custom...
Oct 31, 2016•33 min
By nature, if you're like most people, you can't wait to hear a yes. But our guest on today's episode is an expert on why going for no is equally important in the business world. Andrea Waltz is the best-selling co-author of Go For No and she's a notable international speaker on the subject. Today we'll talk about why no is not a bad word, the biggest misconceptions she sees among sales people and how to strike a balance between going for no and being pushy. We will also dive into quantity versu...
Oct 24, 2016•30 min
When was the last time you received a request for a discount from a client or potential client? And how did you respond? On this special solo edition of Grow My Revenue, I'll be addressing this very topic. During my recent keynotes and workshop presentations, the audiences asked various questions about pricing pressure and discounts. Specifically, they wanted to know when it was okay to give a discount and how to respond appropriately when someone was asking for one. Today we'll be covering all ...
Oct 16, 2016•14 min
If you work within a corporation or any other organization, do you still have a personal brand? Our guest for today's episode says yes, you do. Ryan Rhoten is a speaker, podcaster, and personal brand master. He works with business professionals on creating their personal brand strategies and then elevating them. On today's show, he joins us to explain his four-step process to personal branding, why it's relevant to everyone (even if you work for someone else), and the biggest mistakes he sees pe...
Oct 09, 2016•26 min
Being able to lead a team of people with a variety of skills is an invaluable ability, and a tool to help with that process is StrengthsFinder. Today I've brought on the expert on this topic, our two-time guest, Lisa Cummings. If you've been listening for a while, you heard her first episode; it's one of our most popular! And today's discussion is equally as good. We're touching on topics like the misconceptions around StrengthsFinder, how to adapt your communication style based on someone's ass...
Oct 03, 2016•31 min
Comedy and business share a lot more parallels than you might think, at first glance. For example, the process that a comedian uses to evoke laughter is the same process you can use to engage someone's interest. Here to explain what that process is, as well as other surprising connections between comedy and business, is Ron Tite. Ron is the CEO of The Tite Group, a successful agency in Toronto. He's also a stand-up comedian who has trained with Toronto's Second City. He's also the author of Ever...
Sep 25, 2016•31 min
If you've ever been on the receiving end of a typical follow-up sales call, you know how ineffective they are, but is your sales team guilty of making these types of calls? Whether they are or not, there is a much more effective way to follow up. On this solo show, I will be talking about the importance of using valuable content as part of your follow-up system, why smart companies are now combining their marketing and sales departments, and how you can do the same. This is an information-packed...
Sep 19, 2016•17 min
Have you ever wondered how Starbucks created and sustained their culture throughout their skyrocketing growth? Our guest for today's show is the man who knows, Mr. Howard Behar. Howard is the former President of both Starbucks North America and Starbucks International. He was at the helm when they went from 28 stores to 15,000! On today's show, Howard share lessons he has learned about why culture matters in every organization, what employees really care about and want to see from their leaders,...
Sep 12, 2016•32 min
You've been told the majority of communication is non-verbal and to read someone's body language for the full picture. But have you ever tried to read someone's physicality, only to get it terribly wrong? Our guest for today's show will explain why, and how to make sure that doesn't happen again. Joining us is world-renowned body language expert, Mark Bowden. Mark is the founder of TRUTHPLANE®, where he and his team work with CEOs, politicians and other notable leaders. He's also written three b...
Sep 04, 2016•34 min
If you use a CRM to measure your sales team's performance, you may be missing out on the whole picture. To know if you are getting an accurate view of what's working and what's not working for your sales reps, you should be looking at certain key performance indicators (KPIs). On today's show, Eric Esfahanian of Gryphon Networks joins us to talk about those KPIs, why CRMs are often the bane of sales departments and the biggest mistakes most sales managers overlook regarding sales performance. Be...
Aug 29, 2016•36 min
Have you ever been talking to a potential client only for them to say they don't have any problems you can solve? On today's special solo show, I'll be sharing a specific example of how one listener can address this in his business. You'll hear how to apply it to your industry as well. Also on this episode of Grow My Revenue, I'll guide you through the conversation steps you can take to talk with a potential client who has an existing vendor. I'll explain what to say to open the conversation, le...
Aug 21, 2016•13 min
Being recognized as a thought leader is a critical component of being successful in your industry. But reaching that status doesn't happen overnight, and it doesn't happen by accident. Here to share the intentional pieces needed to reach that goal is Elizabeth Marshall. She's known as the go-to expert on becoming an expert! She's worked with clients like Seth Godin, Michael Port and Carol Roth among many others. On today's show, Elizabeth spells out the most common mistakes she sees people make ...
Aug 15, 2016•36 min
Sometimes the difference between failure and success is whether or not the person has and uses certain tools and practices. Our guest for today has created an acronym of methods and resources to help along the bumpy road to fulfillment and achievement. Dr. Jay Greenstein has built six chiropractic practices with four divisions and is the leader in research and results-based chiropractic science. That success wasn't without failure and challenges, however. Today he joins us to talk about what he ...
Aug 08, 2016•32 min
If you're like most entrepreneurs your goal is to build your business, and one day sell it for a handsome profit. Our guest on today's show has done just that, and he's here to talk about it! Matt Curry and his wife built Curry's Automotive into an auto repair shop empire before selling it for $16.5 million a few years ago. On today's edition of Grow My Revenue, Matt shares what it took to build that empire, what regrets he had after selling it and his one piece of advice if you want to sell you...
Aug 01, 2016•29 min
On this episode of Grow My Revenue, I share several personal experiences I've had recently around trust, how to listen (and how not to) and why honesty truly is the best policy. Listen in for all of that and more on today's show.
Jul 25, 2016•17 min
