On today’s episode, I talk with speaker, author and Ph.D Mary Kelly about the nature of change and what leaders can do today to embrace change and lead their teams through shifting workplaces. Mary and I discuss the specific strategies companies can use to reduce stress that results from uncertainty and changing times. We talk about millennials and how we need to groom them for leadership, as well as the leadership skills that are going to be needed 10 or 20 years from now that may not be obviou...
Sep 25, 2017•39 min
Have you ever spent time building and nurturing relationships with clients only to have them suddenly shut down on you? They don’t return your phone calls, respond to your emails or give you any reason for their disappearance. It’s a common complaint I hear from salespeople. What do you do when a hopeful prospect suddenly goes silent? On today’s episode of Grow My Revenue, I answer that question (and others) and give you some practical advice and strategies on how to handle situations that once ...
Sep 18, 2017•16 min
On today’s episode, I talk to Howard Rogers, founder and CEO of BrightClaim. Howard was a guest on season 1 of this podcast. Today we’re going to talk about the steps he took to grow his company from $30 million in sales to $100 million in just three years.
Sep 11, 2017•33 min
My guest today is going to explain how to turn drab presentations into a powerful ones that move people to buy your products, book your services and support your ideas. He’s developed a 5-part system that is going that will help you prepare for and dominate your next sales presentation.
Sep 04, 2017•30 min
Have you ever thought to yourself, “I should write a book”; then immediately dismissed the idea because it seemed too far-fetched, time consuming or overwhelming? Whatever prejudices you may have about writing a book, set them aside because my guest today is going to make you rethink all the notions you have of what a book is (and isn’t) and what it can do for your business.
Aug 28, 2017•39 min
Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.
Aug 21, 2017•15 min
Today, we talk specifically about ways organizations can differentiate themselves by using tried-and-true story techniques and formulas that increase a brand's visibility and recognition.
Aug 14, 2017•30 min
My guest today believes that “measuring what counts” so sales teams can see what’s working and what’s not, is the first step to achieving amazing sales results.
Aug 07, 2017•37 min
My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.
Jul 31, 2017•34 min
What is it about iconic organizations that allow them to respond with innovative solutions to marketplace needs? What is it about their approach to business that allows them to create better products, sleeker designs and more efficient systems that consistently earn them top spot in their industries? Is it the creative genius of their marketing departments, or the talents of their research and development teams? Maybe it’s how they leverage technology? Or is it that innovative organizations simp...
Jul 24, 2017•32 min
This week we celebrate episode 100 of the podcast! I want to extend a personal thank you to everyone who's supported the show by leaving a review and sharing the podcast with their friends and family. When I first started the show a few years ago, I wasn’t sure I’d get to episode ten, let alone 100. But here we are, 100 episodes later. It’s because of listeners like you the show is a success.
Jul 17, 2017•13 min
On today’s episode, I talk to marketing strategy expert Tim Hayden about how businesses can generate more revenue and have greater impact by better leveraging their marketing efforts on existing customers. In fact, companies can create stronger loyalty and trust simply by getting better at gathering clear, meaningful insights into their customers’ problems and pain points. By using technology more effectively, he says, businesses can create personalized campaigns that result in higher customer e...
Jul 10, 2017•30 min
No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline. Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient...
Jul 03, 2017•32 min
If you’re a small business owner in a small town anywhere in America, you may be tempted to think there’s no way you can compete against a big chain store or an enterprise company with hundreds (maybe even thousands) of employees. You may think you don’t have the resources, the brand recognition or the manpower to go up against the corporate giants. But you’d be mistaken.
Jun 26, 2017•33 min
On today’s episode, I talk to author, speaker and executive trainer Scott Mautz about modern-day leadership and what it really takes to lead today’s mostly millennial workforce. Scott believes all great leaders can and should inspire their employee to find meaning and purpose in their work. Great leaders, he says, can unleash employees’ deepest desires for contribution by tapping into their values and instilling a sense of pride in the work they do.
Jun 19, 2017•29 min
On today’s episode, I talk to author, speaker and executive coach Michael Bungay Stanier about why the term coaching gets such a bad rap and why more organizations should embrace it. We talk about the mistakes leaders make when coaching others, and specific strategies to use in sales situations.
Jun 12, 2017•32 min
One of the key ingredients to running a successful business is being able to communicate effectively with your customers, employees and stakeholders. After all, what good does it do to have a great product or a revolutionary idea if you can’t communicate those products or ideas to others? Being able to communicate effectively with an audience in a way that’s fresh and engaging is critical to your business success. But too often business leaders fall into a communication rut that winds up doing m...
Jun 05, 2017•36 min
You’ve heard that creating content is important for your business. You’ve heard you need a list of subscribers to market and sell to. You’ve heard the money is in the list. But what if everything you’ve heard about content marketing and list-building is all wrong? My guest today says most businesses need to re-think their approach to content marketing. They need to look at it from the point of view of the customer, from the perspective of the clients they want to reach, and not as another form o...
May 29, 2017•30 min
Often times, clients ask me: what do I do if I work for an employer who is so focused on hitting a sales quota that the tenets of Same Side Selling get dismissed in favor of pitching and pushing a sale? How do you strike a balance between selling with integrity – an approach that always has the customer’s best interests at heart – and selling to meet an individual objective?
May 22, 2017•12 min
What is it about top performing salespeople who make them so successful? Is it charisma, product knowledge or luck that enables them to land the prized accounts? Does knowing the product inside and out matter more than likability? Or does personality trump expertise? Turns out, the answer lies somewhere in between. My guest today believes all sales professionals can achieve amazing results if they develop key skills — listening, curiosity and patience — to help them understand their customers at...
May 15, 2017•32 min
Have you ever been in the presence of someone who can make a room full of people hang on her every word? It’s as if she cast an invisible spell upon an audience with her charm and charisma. Have you ever wondered how she does it? How is it that certain people can command everyone’s attention so effortlessly, while others struggle to get noticed? My guest today believes that everyone has the ability to influence others and communicate in a way that captivates and motivates audiences to take actio...
May 08, 2017•34 min
We all know what it feels like to sit through a lackluster training listening to a disinterested speaker drone on and on about a topic he may know lots about, but just can’t seem to bring to life. On the other hand, we’ve also been witness to presenters who take the most dry, mundane material and make it feel fresh and exciting. What’s their secret? How do speakers turn average talks into great experiences that leave audiences feeling inspired and energized? It turns out, great presentation skil...
Apr 30, 2017•32 min
We’ve all been on the receiving end of pushy, sleazy sales tactics that make us want to run for cover. It doesn’t feel good. Nobody wants to be around a salesperson whose sole focus is to convince a prospect that they need what the salesperson is selling. Instead, buyers appreciate salespeople who know the kinds of problems they solve, and show an interest in learning about their clients’ problems to see if what they have is an appropriate solution. Genuine interest in your prospects' needs – as...
Apr 23, 2017•14 min
We all know what it feels like to be on the receiving end of bad marketing. We come across tasteless ads, intrusive pitches and condescending emails that make us wonder: Why do marketers think it's OK to treat customers like that? And here's one of the biggest challenges: because of marketing automation, people think it’s OK to send out stupid and bad marketing because, since it’s not taking up someone’s time, who cares right? My guest today is Bob London, former corporate marketing exec and fou...
Apr 17, 2017•28 min
Do networking events make you squeamish? Do they make you feel sleazy and slimy, like you just want to run home and shower after having participated in one? Or maybe it's not that bad for you. Maybe you just want to develop a professional, online relationship with someone you admire, but you have no idea where to start – or what to even say to that person. My guest today is going to explain how the same principles that apply to face-to-face, offline networking are true for online networking and,...
Apr 10, 2017•28 min
Do ever feel like you’re putting in double the effort for less than half the results in your business? Or maybe you’re scared of turning down potential clients because you’re afraid your sales pipeline might dry up, so you wind up working with clients that drain your energy and resources? My guest today is going to explain why saying ‘yes’ to every client that walks through your door is the wrong approach to building and sustaining a successful business – one that feels invigorating rather than ...
Apr 03, 2017•29 min
There's one thing that's constant, and that's change. But why is it that some organizations seem to manage change so effortlessly, while others appear to buck it? Turns out most companies approach change all wrong. They see change as a barrier that needs to be overcome rather than the by-product of something that’s happened. On today’s episode, I talk to Tamsen Webster – part idea whisperer, part message strategist and part presentation coach – about ways companies (and people) can navigate chan...
Mar 27, 2017•34 min
Have you ever wondered what top-performing sales professionals do to achieve extraordinary results? You may be tempted to think that top performers have special talents and abilities that their peers don't. And you wouldn't be entirely wrong in thinking that – high performers do take certain actions that allow them to achieve outstanding success. But where you might get it wrong is in thinking that those behaviors and actions can't be learned or practiced. They can. Today, I'm going to share wit...
Mar 20, 2017•13 min
Constructive feedback and discussion is vital to the health of any organization. But what happens when that feedback triggers an adversarial response from someone that creates an impasse, rather than a bridge, to understanding? Today’s guest is CEO and executive performance coach Alison Whitmire. Alison is the President of Learning in Action Technologies, a company committed to her passion of making the non-conscious conscious. Alison has worked with hundreds of top performing executives to help...
Mar 12, 2017•34 min
If you’re a company with a great product or service, marketing is critical to your business growth – both online and off. In fact, creating great marketing can be the difference between booming sales and flailing sales. But great marketing doesn’t happen in a vacuum or the confines of a boardroom. Great marketing is created when organizations takes risks. When they’re creative. When they’re obsessed with their customers. My guest on today’s episode of the Grow My Revenue Business Cast is marketi...
Mar 05, 2017•31 min
