Top Secrets of Marketing & Sales
The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and salespeople get more of the customers and clients they need so they can do more of the work they love.
Episodes
Uncover Customer Needs and Sell More Effectively
Knowing how to uncover customer needs is critical. Essentially, Maslow’s hierarchy of needs implies that when one need is satisfied, another one is likely to pop up. Once I’ve got this satisfied, then I’m going to be working on this. And then I’m going to be working on this. It’s human nature. So if you recognize the fact that the needs are constantly going to be chan
How to Overcome Call Reluctance: Make First Contact Easier
I would say the number one thing that helped me to overcome call reluctance is when I realized the people who are likely to yell or scream or be angry or be obnoxious or belligerent, they’re not the people we’re doing it for.
We are doing it for the needles in the haystack. We’re doing it to find that perfect-fit customer that needs what we have to offer, and who was waiting for
Turning Your Million-Dollar Ideas into Cash
Million-dollar ideas don’t always create million-dollar results. Only focused implementation can do that. I remember the day that I got a phone call from a client who said, “Hey, we hit a million dollars in sales for this year. I’m really excited.” It’s a huge thing, because when you’re looking to grow like that — when you’re talking about multiplying your
Are You Afraid of Being a Pest in Sales?
Jay: I’m not lying when I tell you that I struggle with this idea that I’m being a pest in sales. So I think it’ll help my sales, I think it’ll help my daily attitude towards what I do.
David: Well, I’ll tell you something, Jay, many of the most conscientious human beings feel this way. I mean, if you’re one of those sales guys who, “Hey, everybody loves m
How to Get Better Sales Leads (without Burning Time or Wasting Money)
Want to get better sales leads? It starts with tracking what works.
David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will discuss the topic of where are your best leads coming from? Welcome back, Jay.
Jay: Thank you. And I’m just going to answer the question. I don’t know. (laughing) I’m just…
David: Short podcast. Thanks for lis
Grow the Value of Your Business: Make it Worth More
To grow the value of your business, consider this. If your business burns down, you’ve got whatever… desks, furniture and things like that. That stuff’s all insured. You should be able to come back from that okay.
But if your book of business burns down, right? If you still have all this overhead, but you don’t have that book of business anymore, you are really in trouble.
Get Responses: Create High-Value Communication
To get responses, create high-value communication. When you’re doing this, obviously, you’re not actually telling your customer “I’m here to create value in our communication.” You’re just doing it: Adding value in the conversation. You’re thinking about, “what can I say when I reach out to this person the next time to make this communication more in
The Follow-Up Mistake That Costs Sales
The follow-up mistake that costs sales (and kills communication) is a lack of sequencing. If I’ve got a sequence in place that says, all right, when I get a lead from a networking function, I’m going to initially, either same day or next morning, send out this email message, which essentially says, “it was great meeting you at the networking function. Nice having a chance to talk
How to Achieve Your Goals: A Practical System for Success
Wondering how to achieve your goals? Well, achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want, then we have to prioritize our actions from high to low. What is the most important thing that I need to do in order to get there? Because generally, you can come up with a dozen or a hundred different things that you’re going
Increase Revenue with Upselling and Cross-Selling
If you want to increase revenue, upselling and cross-selling can help. So what’s the difference? Upselling means selling a better or a higher priced version of the thing that they’re looking at. Whereas cross-selling is making a recommendation of something that’s compatible.
David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will be disc
Still Chasing Prospects Who Will Never Buy?
How much time do you spend chasing prospects who will never buy? If somebody is not responsive, you can decide, do I want to continue to pursue this person? Or do I want to leave them to my competitors? Let my competitors chase that person. If they're disqualified, you don't have to spend time with them at all.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and
Social Media in Business: Conversations Over Clicks
A lot of people think the goal is to get likes and engagement, but when it comes to using social media in business, conversations and conversions are the metrics that matter. That's what results in sales. The rest are vanity metrics. Those who think it's all about views and clicks might be missing the point.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I
Are Your Priorities BS? Aligning Actions With Goals
Are your priorities BS? Well, focusing on that area in particular, looking at what are the things in my life that really are important to me? What are the actions that I want to take and need to take that are important to me? Even if they're not urgent, how can I get those things scheduled so that they have a better likelihood of getting done?
David: Hi, and welcome to the podcast. In today's e
Stop Wasting Time on Unqualified Prospects
Unqualified prospects can be a huge waste of time. Lately, I've been on a bit of a kick in terms of commitment versus interest. If you're interested in the possibility of working with us, that's very different than if you're committed to getting the results you want in your business and working with us to do it.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland an
Stand Out from Competitors: What Makes You Different?
To stand out from competitors, start with what makes you different. Identify your ideal target market. It's largely going to consist of people who want to do business the way that we do business. Then matching up our style of business with the way that they want to do it.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will ask the question, what makes you
Strengthen Client Relationships & Increase Repeat Business
Strengthen client relationships if you want to increase repeat business. Some people feel like they can get more attention from a salesperson calling than they get at home because maybe they feel like this person's listening, paying attention and then asking about it.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will discuss how to strengthen client rel
Earning What You’re Worth? If Not, Here’s How to Fix It
Don't feel like you're earning what you're worth? Consider this: When you outproduce what you earn, it creates friction. It creates a bit of tension. And in most well-run businesses, the organization says, "this person needs to be compensated more."
If that's not happening in the organization you're with, if you are outproducing what you're earning, it means that there are plenty of opportunities
Losing Business to Inferior Competitors?
Very often, inferior competitors play the price card:
Jay: I get that question. "Well, I talk to your competitor and they're less expensive than you are." Now I have to find a way to let them know, yeah, we are more expensive, but there's a reason. It's because we're very good at what we do. We have certain guarantees that they don't, or whatever it is.
David: Yeah. A pack of cigarettes is cheap
Still Feeling Overwhelmed? Fix These 2 Things First
If you're still feeling overwhelmed, it's often just a good idea to take a moment and consider: What exactly is it that I'm struggling with at the moment? What are the specific things that make me feel overwhelmed? Then, what's the one thing I really need to be doing right now and what's the next step I can take toward making that happen?
David: Hi, and welcome to the podcast. In today's episod
How to Stop Feeling Overwhelmed at Work (and Get More Done!)
To stop feeling overwhelmed at work and get more done, consider which version of you is showing up. Some days the you that shows up is the focused, motivated, energized, action-taking you. And some days the you that shows up is the unfocused, unmotivated, lethargic, non-action-taking you.
When we recognize this in advance, we can do a couple of things. One is to say, "okay, I don't really like th
How to Get Prospects to Respond
When you need to get prospects to respond, it's time to fix your follow-up strategy. Think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is reaching out to you? That can also be a great indicator of what you may want to be saying to the other person to try to get a response from them. Now, they might not respond to exactly the same
Stop Making Excuses Instead of Sales
I've seen situations like that where people are making excuses instead of sales. Somebody planned to sell something and was talking about it for a long time. But all the dominoes had to be lined up just right before they'd flick it. Flick one of them and get it going. And ultimately, nothing happened. Sometimes we have a great idea, but then it's like, "oh, it seems like too much work" or "I don't
Dealing with Indecisive Prospects
When dealing with indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I willing to wait? What am I willing to sacrifice in terms of my own time and my own self-esteem? Right? And it's different at different stages of life.
I spent so much time in the past just trying to accommodate people who, ultimately, it wouldn't have made se
Most of Your Competition Is Average
When I say your competition isn't that good, that most of your competition is average, what I mean is that a lot of them are not taking the time to learn the things that will allow them to do things better.
David: Hi, and welcome back. In today's episode, co host Jay McFarland and I say, your competition isn't that good. Right, Jay?
Jay: Yeah, absolutely. Do you even know who your competition
How to Get Results from Social Media
We get results from social media when we're able to identify the result that we're looking to get, and identify the messaging that we need to create to be able to get in front of these ideal prospects to have them raise their hands and express interest. When we do those things correctly, then you can get to the point where nearly everybody you talk to is actually qualified to do business with you.
Improve Business Communication Fast
To improve business communication fast, consider this... If nothing that you convey in your communication, instills any sort of belief in the other person as to why they should take the action that you're requesting, then it's not at all likely they're going to take that action.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the TBDs. W
What is Your Process for Goal Achievement?
Your process for goal achievement is key. Because you're doing a lot behind the scenes before anyone even knows that you're alive. So we're essentially moving from being invisible and working hard behind the scenes -- to ideally, at some point, bursting on the scene and being recognized as a force in your marketplace. But none of that happens by accident and it doesn't just come from setting goals
Your Market Domination Engine
What does it mean to install a Market Domination Engine in your business? Is that a real thing? If so, what is it? What does it do? What does it consist of? And what does it allow you to do, that your competitors are likely to struggle with?
Hi and welcome back, in today's quick episode, we'll talk about what it means to install a market domination engine in your business.
But before we do, I
The Power of Storytelling in Sales
If our storytelling allows us to build trust, build credibility, and build a bond in sales, then we're telling the right stories. If it's just designed to be manipulative, then save your breath.
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the power of storytelling in sales. Jay, tell me a story.
Jay: Listen, I am a storyteller. I lo
Choosing Worthy Clients for Your Business
Choosing worthy clients for your business means making decisions about whether or not a prospect deserves your time and attention, whether they're worthy of follow up, and you are bound to make some mistakes in that process. When you do this, you have to recognize that some of that is going to come with the territory. You may make a wrong decision that will cost you some business down the line. So
How to Leverage the Law of Attraction
To leverage the law of attraction, you have to get beyond the book and the movie. If you're feeling stuck in your business, ask yourself this. "Am I really clear on exactly what it is that I'm building here?
And to the extent that it's not coming together, how's your vision? Are you very clear on what that means?
David: Hi, and welcome to the podcast. In today's episode, co host Jay McFarland
Get Off to a Flying Start in 2026
To get off to a flying start in 2026, we can start by taking responsibility. Whenever we blame outside factors for things that go wrong, we immediately forget that there are things we can evaluate in ourselves to say, okay, well even if this is the case, even if this was just a terrible prospect, are there things that I could have done better and differently in this circumstance to create a better
The High, Hidden Cost of Inadequate Sales
If you’re not generating the level of sales you’re capable of in your business, the real cost of inadequate sales is a lot more than you think.
And it’s not just the cost of the sales you’re missing out on.
When you operate a business that consistently generates inadequate sales, revenue, and income, you’re effectively starving your business of the oxygen it needs to survive. Inadequate sales ch
First Contact with a New Prospect
What is your first contact with a new prospect? Another good question to ask yourself is how does that first contact happen? And is it proactive on my part?
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing your first contact with a new prospect. Welcome back, Jay.
Jay: Hey, it's good to be with you again. David. When you say first contac
The Trouble with Targeting in Business
The trouble with targeting in business is that a lot of people don't do it well. It reminds me of that line from one of the Godfather movies where Michael Corleone says something along the lines of, "if history has taught us nothing else, it's that you can get to anybody." Right?
And that is now true in terms of advertising. You can get to anybody, but what is the cost?
David: Hi, and welcome
Breaking Through Your Sales Plateau
Particularly in the early stages, breaking through your sales plateau may just mean doing more of what you're doing. But generally, at some point, we hit a plateau that is created by the fact that we can't run any faster. We can't do any more by ourselves.
So we either need to implement new procedures and new processes, we need to get some help, or something needs to change fundamentally in the b
The AI Approach to Multiply Your Sales: Part 4
David: Hi, and welcome to the podcast. In today’s episode, co host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is part four in our series, and today we’ll be talking about learning, segmenting, and the Three Ds. Welcome back, Jay.
Jay: Hey, thank you so much, David.
I really, really enjoyed this. I know I've said that in previous podcasts
The AI Approach to Multiply Your Sales: Part 3
David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is episode three in our series, and it's about upselling, sales funnels, and your CRM.
David: Welcome back, Jay.
Jay: Thank you, David. This has been fascinating for me as I look at what AI recommends.
And even just apply some o
The AI Approach to Multiply Your Sales: Part 2
Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will be continuing our discussion on the AI approach to multiply your sales. This is part two in our series, and today we'll be discussing service, referrals, and content marketing.
David: Welcome back, Jay.
Jay: Thank you so much, David. I'm really enjoying this discussion about AI because I think we've already es
The AI Approach to Multiply Your Sales: Part 1
Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will discuss the AI Approach to Multiply Your Sales. This is the first in a multiple part series, and we'll start off with targeting, communication, and reach.
David: Welcome back, Jay.
Jay: Hey, David, it's great to be with you.
I'm really excited about this series because I think a lot of people shy away from AI.
Want to Multiply Money in Your Business?
If you want to multiply money in your business, it means you have to figure out the very specific steps that you need to take in order to make that happen.
David: Hi and welcome to the podcast. In today's episode, co host Jay McFarland and I will discuss the topic, Can You Multiply Money? Welcome back, Jay.
Jay: Hey David, of course you can. I have a tree in my backyard. Money grows on it and
How to Create Explosive Growth in Your Business, Part 2
I got a lot of great feedback from last week's episode on how to create explosive growth in your business. So today I'd like to expand on that topic a bit and start laying out the steps to make it happen.
If you're serious about creating explosive growth in your business, let's start by discussing where that sort of growth begins.
It's not in your marketing, not yet. It's not in your sales scr
How to Create Explosive Growth in Your Business
Want to create explosive growth in your business? If so, consider this: Why is it that some businesses take off like a rocket while others can languish for months or years without getting the traction they need to grow?
Why do some businesses plateau at a certain level and struggle to break through, while others are able to grow consistently?
In my experience, it boils down to three things we'll
Turn Focus into Profit by Growing Sales
To turn focus into profit, consider this. Your focus determines the level of profit that you generate. Because the people you meet, the conversations you have, all of that flows from your focus.
So when you focus on those activities, the likelihood of increasing your profit increases dramatically.
David: Hi and welcome back. In today's episode, co-host Kevin Rosenquist and I discuss How to Tur
The What, Why, When & How of Your Business
The success of your business is always determined by the what, why, when & how. What are you doing? Why are you doing it? When are you doing it? And How? If you don't have the desire to help your clients, if it's all about you making money, or if it's all about you accomplishing a personal result for yourself, and you don't have enough care or consideration for the person you're selling to, I thin
Choose Your Business Partners & Colleagues Wisely
It's important, no matter who you're partnering with, from a business standpoint, from an employee standpoint, from a VA standpoint. Whoever you choose as your business partners and colleagues have to have the skills that you lack, if you want to be able to accomplish the things that you need to get done.
David: Hi. Welcome back. In today's episode, co-host Kevin Rosenquist and I discuss the to
How to Get from Ideas to Actions and Systems
We'll basically help you to look at where you are now and where you're looking to be in terms of getting something from ideas to actions and systems. Because without those three levels and without prioritizing it correctly, you can spend a lot of time, invest a lot of effort, and not get to the results you're looking for.
David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquis
Let Ideal Clients Know You’re Alive
We're going to interact with people who are not ideal clients. But salespeople have trouble when they're afraid to disqualify a prospect. To say, okay, I'm no longer going to follow up with this person.
I've always viewed it a little like the game musical chairs that you played as a kid? You have a certain number of people going around, and a certain number of chairs. When the music stops, everyb
Effective Sales Follow-Up: How Much is Too Much?
When we talk about the idea of effective sales follow-up, what does that mean? It’s effective in terms of making sure that we’re on the same page with the person, making sure that our conversations are moving forward, making sure that their questions are being answered, and ultimately getting to a decision.
Are we going forward with this? Are we not? And if so, when is that going to happen?
Da
Creating Desire in Sales: It’s All About Them
If you want to create desire in sales, it has to be about them. Their wants, their needs. The things that they're looking to accomplish from the relationship, because that's where all their desire comes from.
David: Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will discuss creating desire with your communication in sales. Welcome back, Jay.
Jay: Hey, David. I
Helping The Zero Accountability Salesperson
Last week's discussion about The Zero Accountability Salesperson seemed to resonate with a lot of people. And the biggest questions I got were related to how to fix this. How can I help myself and/or my salespeople to be more conscious of the actions we need to take, and to take those actions on a consistent basis?
Hi and welcome back. In our last episode, we touched on a lot of important point
The Zero Accountability Salesperson
The zero accountability salesperson is at a big disadvantage. Selling is all about being able to produce. And the only way you're able to produce is if whoever is doing the selling has some level of accountability, whether it's to themselves or to a sales manager, or to your spouse, whoever it is, right?
If you get home from work, and you didn't sell anything as a salesperson, you might get in mo
Your Biggest Bottleneck to Sales
There's always going to be a bottleneck in sales. There's always going to be something that is not working as smoothly or as ideally as it could or should. And our job is to constantly identify, what is it now? What is it today? Now that I got this other thing fixed, what's the new thing that's slowing us down?
David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist and I disc
Transforming the Leverage Points in Your Business
It's one of those nuances that when you're transforming the leverage points in your business, the prequalification follow up is different than the post qualification follow up, but they are both very important leverage points.
David: Hi. Welcome back in today's episode, cohost. Kevin Rosenquist and I discuss transforming the leverage points in your business. Welcome back, Kevin.
Kevin: Hey, Da
How Printers & Promo Product Distributors Dominate Fast
Here's a quick message for printers and promo product distributors who would like to grow their businesses and dominate their markets starting in as little as 22 minutes a day.
If you own a such a business, even if it's a small one, that may sound impossible to you, but give me just 45 seconds and I'll explain why it's not.
First, it never occurs to most business owners in our industry that
The Lead Quality Matrix: A Simple Grid to Grow Your Sales
David: Hi, and welcome back to today's episode, co-host Kevin Rosenquist and I discuss the lead quality matrix. Welcome back, Kevin.
Kevin: Good to be here. Excited to chat about this, because I don't know what you're talking about.
Kevin: So what is this lead quality matrix and why is it important?
David: Well, a lot of times in my work with clients, we're talking about leads. "I need more l
Getting Referrals Proactively
When it comes to getting referrals proactively, that's another thing people do as well. They think they have to wait until they have already sold something and the client is happy. And that's not the case. I mean, when you're talking about asking about referrals, you can do that at any stage, and at every stage, I mean, ask always, right? Why not?
David: Hi, and welcome back. In today's episode
Tariffs Aren’t the Problem. Here’s Why…
Here's why tariffs aren't the problem. Because there's always someone who's buying. Sometimes it's harder to find them. Sometimes it's easier to find them. So if, as a result of tariffs or anything else, it's going to be harder to find people, we understand that. But it doesn't mean that business is over and it doesn't mean that we can just sit and stew, because that just doesn't work.
David: H
Why Clients Shop Your Ideas — and How to Fix It
It’s no fun when clients shop your ideas. If you ever came up with a brilliant idea for a promotion, only to have a prospect think it over, say they’d get back to you, but then ghost you and buy it from someone cheaper, you know the pain of being the unpaid consultant in the room.
Being the brains behind a competitor’s sale is not ideal.
You’re the one who did the work, thought it through, creat
Stop Undercharging: Get Paid What You’re Worth
Want to stop undercharging and get paid what you're worth? In our last episode, we talked about the dangerous disconnect between effort and results. How being busy isn’t the same as being profitable, and why aligning your actions with your outcomes is the only sustainable way to grow.
But what happens when you do align your actions…
You do deliver real value…
And you’re still not making what you
Busy Doesn’t Equal Profitable
Busy doesn't equal profitable. We got a lot of great feedback from our last episode, in which we talked about how many business owners still cling to outdated methods that used to work, but don’t work anymore.
We addressed the hard truth that more of the wrong activity won’t fix a broken approach.
We looked at the reasons typical performers feel stuck, waiting things out, hoping for a turnarou
Is It Time for a Shift in Your Business?
Time for a shift in your business? There was a period of time when getting print and promotional product clients was a lot easier.
People loved and appreciated your work. They answered and returned your phone calls. They placed orders proactively. Sometimes they even referred enough new clients that your customer base practically grew all by itself. Sounds like a fantasy! But does that still happ
Arguing with Reality in Business
Arguing with reality in business is a huge waste of time. If you've got clients who are in that head space where they're sort of scared, they're not quite sure what to do next. If you call them and you're in that same head space, then you're not helpful to them. But if you call them with some thoughts or ideas on how you can help them to accomplish the things they want to accomplish, now you have
No More Unfinished Business
We'll say things like, "oh man, there's just so much going on. I'm so busy. I'm just busy, busy, busy every day." When you're saying that sort of thing, it's a strong indication that you've got a bunch of unfinished business. You've got open loops, and maybe you're not capturing it.
David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist and I will be discussing the topic of n
Creating Certainty in Uncertain Times
I've been having conversations over the past couple of weeks about this very topic of creating certainty in uncertain times. So much of it boils down to the specific steps I can put in place in my business. Reach out to the right people, say the right things, in the right order, consistently. That will not only improve your confidence in yourself. It will improve their confidence in you and their
Don’t Sabotage Your Sales Success
Anytime there is any sort of issue in your business that’s not quite going the way it should, don't sabotage your sales success. Instead, just ask yourself, is this because the process that I have in place is not working? Or is it because the person who is supposed to be following the process just didn’t do it?
David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist and will b
How to Get Information from Clients
It's not always easy to get information from clients. If you're in a situation where you have good relationships with your clients, but you're struggling to get the information you need from them, there are very specific things that you can do that will help you to accomplish that a lot faster and a lot more organically. It'll just feel better when you're doing it right, and they'll be a lot more
A Step-by-Step Approach to the Sales Process
When we discuss a step-by-step approach to the sales process, we're taking a scientific approach, which most people don't do. They just keep going out there and getting in front of people, smiling and dialing, whatever it is they're doing. And when you take a more strategic approach, you just get far more consistent results.
David: Hi, and welcome back. In today's episode, co-host Kevin Rosenqu
The Things You Can Control in Your Business
What are the things you can control in your business? What are the things that we can look at? Identifying the very specific companies, the very specific industries that we need to be able to interact with, to be able to get our customers as close to what they need as possible.
We might not be able to get them exactly what they want at the price they want it. But most of them are going to underst
Eliminating Waste in Your Business
We'd love to help you to get from here to there in terms of eliminating waste in your business. When you're focused on getting those things done and when you've got processes and procedures in place to allow you to accomplish it more quickly, then everything gets a whole lot better.
David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist, and I will be discussing eliminating w
Reactivating Your Client Base
If we look at the idea of reactivating your client base in as many ways as possible, it means interacting with the people who have spent the money with us and doing that at a personal level, building the relationship, that’s about the best thing we can do.
David: Hi, and welcome to the podcast. In today’s episode, cohost Jay McFarland, and I will be discussing reactivating your client base. Wel
Why Clients Don’t Buy & the Solution That Addresses Them All
There are reasons people buy from you, and reasons they don't buy from you. Today I'd share a presentation I put together for my clients in the print and promotional products industry that reveals many reasons why clients don't buy from you, and the one solution that addresses them all.
Hi and welcome to today's presentation Why Promo Clients Don't Buy from You and the One Solution that Address
Disrupting Sales Relationships
Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and if you've got an arsenal of responses that you can come back with to demonstrate to them why you are obviously the better choice, then they're going to be a lot more likely to at least give you a shot at that business, than if you don't have those th
Getting to Your Ideal Prospects
Getting to your ideal prospects involves identifying what our ideal prospect looks like in terms of the type of customer we’re looking for, the type of industry they’re in, the number of people in their organization if we're selling B2B. All these considerations that are going to add up to the ideal prospect, because until we know who it is we're going to go after, we have absolutely no idea where
Turn the Tables on Rejection in Sales
In order to turn the tables on rejection in sales, there are very specific steps you can take, and we work with our clients to help them do that every day of the week.
David: Hi and welcome back in today's episode co host Jay McFarland and I will be discussing the idea of turning the tables on rejection in sales. Welcome back, Jay.
Jay: Hey Dave, it's always good to talk with you and I love th
What You Say About What You Do
"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already positioned better and differently. So when you think about the idea of what you say about what you do, you're doing it in a way that is actually appealing to people rather than repellent."
David: Hi, and welcome back. In today's episode, co host J
Reimagining the Essentials of Marketing & Sales
Reimagining the essentials is different for everyone. And I hear both sides of that from people. I hear people who are like, ” oh yeah, you know, I’ve been doing this forever. I know exactly what I’m doing and all that sort of thing.”
And then I have people on the other side who are like, “Hey, I’m doing all the things that I’ve done before. I’m doing it more aggressively. I’m doing much more of
Don’t Be Invisible to Your Target Market
Don't be invisible to your target market. Do they even know you're alive? This goes back to the idea of money versus time. Because one of the advantages of social media is that if you have more time than you have money, you can spend more time posting and contacting people directly on social media.
If you have more money than you have time, then you can run ads and you can get your ads in front o
The Truth about Call Reluctance
When we're doing business-to-business or business-to-consumer outbound calls, the truth about call reluctance is that it can seem very real. Those fears can be founded.
They might very well say no. Or they might be rude, obnoxious, belligerent. It's possible they say all kinds of things that you don't want to hear. So that's all true. That could happen.
One of the things that helped me a lot tho
Creating Demand for Your Products and Services
When you're creating demand for your products and services to the point where they really want it, "listen, yes, I want to do this. I want to move forward with you." That is extremely powerful.
David: Hi, and welcome back. In today's episode, co host Jay McFarland and I discuss creating demand for your solution. Welcome back, Jay.
Jay: Hey, David. Thank you so much. Once again, a great topic.
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