How To Sell More

Do you find it challenging as an introvert to handle business networking and sales?

In this episode, Mark Drager interviews Matthew Pollard, alias the "Rapid Growth Guy," to reveal innovative strategies for introverts in business. As an introvert, Matthew shares his journey from struggling salesperson to successful entrepreneur and author.

In this episode, you'll discover:

• Why being an introvert is not a barrier to success in sales and networking

• How to leverage your introverted strengths to build deeper relationships

• The power of preparation and planning in networking events

• Why differentiating yourself is crucial for business growth

• How to create a unique personal brand that stands out in a crowded market

• The importance of niching down to attract ideal clients

• Strategies for articulating your value proposition effectively

• Why Traditional Networking Advice Often Fails Introverts

• How to turn casual connections into champion relationships and momentum partners

• How to conduct painless client feedback sessions

• Why over-complicating sales processes can hinder your progress

• How to build a scalable business model as an introvert

Are you an introvert looking to boost your confidence in business or an extrovert seeking to understand your introverted colleagues better? Tune in and learn how to use your introverted superpowers and achieve rapid growth in your business, regardless of your personality type.

Follow Mark:

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Are you ready to transform your B2B strategy and forge unbreakable bonds with clients?

Today, Mark Drager sits down with Anand Sheoran, founder of Current Instrumentation & Automation Inc., a specialized instrumentation company, to uncover the secrets behind his rapid business growth. With a background in engineering and sales, Anand brings a fresh perspective to customer engagement in industrial automation.

In this conversation, you'll learn:

• Why understanding your customer is the cornerstone of sales success

• How to shift from a visit-focused to a value-focused sales approach

• The power of relationship-building in technical B2B environments

• Why LinkedIn isn't just for job seekers; it's a goldmine for B2B growth

• How to create a customer-centric culture across your entire organization

• The importance of consistency in all aspects of business development

• Why quality interactions trump quantity in building client relationships

• How to leverage social media for thought leadership in niche industries

• The challenges and rewards of working with your spouse in a startup

• Why continuous learning and adaptability are crucial in technical sales

• How to balance technical expertise with effective communication skills

• The art of turning every team member into a brand ambassador

Tune in to gain tips from Anand's journey, and learn how to apply his customer-first philosophy to drive growth in your business, regardless of your industry.

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

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Do you ever feel like you are disconnected from your customers and struggling to drive growth?

In this episode, Mark Drager interviews Gary Arnold, a growth leader and recently appointed Chair for the Seattle EXECUTE Mastermind Group, to explore his customer-centric philosophy for business success. Gary has established himself as a versatile leader in customer engagement and value creation. 

His career spans roles at tech giants like Amazon, GoDaddy, and PayPal, as well as innovative startups, giving him a unique perspective on driving growth across various business scales.

In this episode, you'll discover:

• Why customer focus trumps competitor analysis and internal capabilities

• How to maintain customer connection even in large organizations

• The art of uncovering customer needs without bias or preconceptions

• Strategies for quantifying and communicating your true value to clients

• Tactics for overcoming price sensitivity in competitive markets

• Why constant value reminders are crucial throughout the customer lifecycle

• How to turn small improvements into million-dollar impacts for clients

• The power of thinking beyond your product to its wider business impact

• Techniques for finding unexpected sources of value in your offerings

• Why engaging customers with no expectations can lead to surprising insights

• How to balance technical knowledge with clear, value-focused communication

• The importance of being ready to walk away when value alignment is missing

Tune in and prepare to elevate your customer relationships, unlock untapped potential, and drive business growth with Gary Arnold's proven strategies!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

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Go to our podcast page at https://hi.switchy.io/KcKe

Tired of the endless hustle without clear direction in your business journey?

It's time for a fresh perspective.

In this episode, Mark Drager interviews James Altucher, a Top 10 LinkedIn Influencer, bestselling author, successful entrepreneur, and venture capitalist. James has co-founded 20 companies, sold several, and advises over 30 different companies across various industries. His Wall Street Journal bestselling books, including "Choose Yourself," have made a significant impact, with USA Today ranking "Choose Yourself" second among the 12 Best Business Books of All Time.

James shares his revolutionary "Skip the Line" philosophy—a method that challenges conventional wisdom and accelerates your path to success.  Whether you're just starting out or looking to elevate your game, James' unconventional approach will inspire you to rethink the rules and take bold steps towards your goals.

Today, you'll learn:

• Why the 10,000-hour rule is outdated and how to fast-track your expertise

• Why assuming you're the "stupidest person you know" can lead to smarter investment decisions

• How to leverage the "10,000 experiment rule" to outpace traditional learning methods

• How to turn setbacks into compelling stories and valuable lessons

• Why energy management is crucial for mastering difficult skills

• Strategies for mitigating risk and staying in the game long-term

• The importance of passion and obsession in achieving greatness

• How to use creative experiments to gain years of experience in days

• Why being different is more valuable than being marginally better

• Tips for developing a unique approach in crowded industries

• The unexpected benefits of putting yourself in uncomfortable situations

• How to apply the concept of "covers" to innovate in your chosen field

• The balance between mastering fundamentals and innovating in your field

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Conquer your fear of rejection. In this episode, Mark Drager is joined Andrea Waltz, co-author of "Go for No" and rejection expert, as she reveals transformative strategies for embracing hearing "no" and skyrocketing your success.

Andrea discusses the power of the "Go for No" philosophy and how it can revolutionize your approach to sales and life.

You'll discover:

• Why fear of rejection is holding you back and how to overcome it

• The unexpected benefits of actively seeking out "no's" in your personal and professional life

• How to reframe rejection as a stepping stone to success rather than a roadblock

• Why making assumptions is "kryptonite" for sales and how to avoid this common pitfall

• Strategies for building confidence and resilience in the face of rejection

• The benefits of asking tough questions early in the sales process

• How to provide psychological safety for prospects by permitting them to say "no"

• Tips for detaching emotionally from harsh rejections and maintaining your composure

• The balance between quantity and quality in your outreach efforts

• Why pushing beyond your comfort zone is essential for growth in sales and life

Are you ready to revolutionize your approach to rejection? Whether you're closing million-dollar deals, launching a startup, or just wanting to feel more confident in challenging conversations, tune in now and gain the mindset and strategies to transform "no" into your most powerful ally for achieving unprecedented success!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

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Want to take your sales to new heights in today's quick-moving business scene? Come along for an information-packed episode featuring Victor Antonio, a sales expert, writer of 13 books, and former President of Global Sales and Marketing for a $420M company. Victor, who rose from a challenging upbringing in Chicago to become one of the most sought-after voices in sales, shares game-changing tactics to boost revenue, increase your earnings, create strong bonds with clients, and keep you ahead of your rivals.

In this episode, Victor outlines a strong plan to excel in sales blending old-school tactics with new ideas and you'll learn the following: 

The four key ways to grow your business and why upselling existing customers is often overlooked.

• Victor's unique 'trust equation' and how it can revolutionize your sales approach

• Why authenticity will be the winning factor in an AI-dominated future

• How to make the invisible visible in your sales process and demonstrate value to clients

• The importance of continuous learning and staying current in a rapidly changing business environment

• Why writing books can be a powerful tool for personal growth and establishing credibility

• How to effectively communicate with executives by focusing on increasing revenue, reducing costs, or expanding market share

• The power of sincerity and domain expertise in sales, even without a polished presentation style

• Strategies for retaining long-term clients by reminding them of your ongoing value

• The critical role of mindset in sales success and how to overcome the 'fundamental attribution error'

• Tips for balancing content, entertainment, and insight in your sales presentations

Tune in to discover how to modernize your sales approach, expand your service offerings strategically, and build lasting client relationships with Victor's expert strategies and real-world examples!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Want to boost your marketing and adapt to changing business growth trends? Join us for an informational conversation with Josh Golden, Quad's Chief Marketing Officer, as he shares tips on expanding services, managing complexity, and encouraging meaningful client relationships.

Today, Josh offers insights in adapting to market demands while staying true to your core strengths. 

You will learn:

• How Quad transformed from a print-focused company to a comprehensive marketing solutions provider

• The balance of adding new services without losing sight of your brand's essence

• Why understanding your core competencies is crucial for sustainable growth

• The importance of an "outside-in" approach when presenting your services to clients

• How to simplify complex internal operations for seamless client experiences

• The power of data in a post-cookie world and how Quad leverages it

• Josh's unique "tugboat" strategy for guiding organizational change

• The art of curating the perfect solution set for marketers' evolving needs

• Why maintaining genuine relationships is Josh's secret weapon for selling more

• How to effectively communicate your value proposition to potential clients

• Benefits of aligning your external marketing message with clients' needs

Are you a seasoned executive or an aspiring entrepreneur? Tune in and discover how to modernize your marketing approach, expand your service offerings strategically, and build lasting client relationships with Josh's expert strategies and real-world examples!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Are you leaving millions on the table by focusing on individuals instead of entire organizations?

Join us as Dr. Barbara Weaver Smith, co-author of "Whale Hunting: How to Land Big Sales and Transform Your Company" and "Whale Hunting with Global Accounts," shares her expertise on how small and mid-sized businesses can successfully hunt, land, and nurture relationships with large corporate clients.

In this episode, Dr. Smith shares her knowledge on how to shift from winning over people to conquering entire accounts.

You will learn:

• Why winning over individuals isn't enough and how to capture entire organizations

• The "Scout, Hunt, and Harvest" approach to landing big fish clients

• Why sending in a "lone ranger" salesperson is costing you huge opportunities

• How to assemble the perfect team to match a complex buying group's needs

• A 10-step process for identifying your next strategic move within a large account

• Benefits of separating account management from new business development

• Why fear is the biggest obstacle for buyers and how to overcome it

• Barbara's "Whale Fears and Fear Busters" exercise for addressing client concerns

• The power of becoming a "part of the organization" to expand your footprint

• How to calculate and prioritize your next moves within a large organization

• Why research is your secret weapon when pursuing enterprise-level accounts

• Dr. Smith's 1 tip for selling more to big companies that you can implement immediately

Are you struggling to break into larger accounts or looking to maximize your existing enterprise relationships? Tune in for feasible strategies to take your sales to the next level!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Looking to simplify your sales approach and win more business in an increasingly complex world? Join us as Bob Marsh, Chief Revenue Officer at Bluewater Technologies, shares his philosophy of "winning through simplicity." Bob offers critical insights on reducing friction in sales, building trust with clients, and simplifying the sales process to achieve better outcomes. In this episode, he provides a powerful guide on removing friction from the sales process and building deeper customer connections.

You will learn:

• Why the world is getting more complicated and how to manage overwhelm

• The four pillars of Bob's "Winning with Simplicity" framework

• How to build "noise-canceling confidence" and why it matters

• The game-changing "CEO fist bump" tactic that can drive more sales

• Why you need to aim for "third layer connections" with prospects

• How to reframe selling as an act of service, not manipulation

• The art of using options effectively without confusing customers

• Why "time management" is out and "impact optimization" is in

• Bob's top tip for selling more by smoothing out friction points

• The importance of building trust and demonstrating expertise to customers

• Benefits of understanding where friction exists in the customer's decision-making process

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram:  https://hi.switchy.io/KcKi

Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Need help to make your marketing efforts truly effective in today's noisy digital landscape?

Look no further.

Tune in as Jacqueline Woods, Teradata's Chief Marketing Officer, shares her data-driven approach to modern marketing strategy!

In this episode, Jacqueline Woods shares her insights on targeted marketing, segmentation, and the science behind successful marketing campaigns.

We’ll cover:

• Why precise targeting is crucial in today's crowded marketing landscape.

• How to effectively segment your audience by role, industry, and solution.

• How lower barriers to entry have increased competition.

• The power of a three-dimensional marketing matrix in reaching your customers.

• Why understanding different roles' priorities is key to effective messaging.

• How to leverage insights from one industry to innovate in another.

• Why marketing should be data-driven and intentional.

• Why some low-ROI activities might still be strategically important.

• How to balance data-driven decisions with strategic considerations.

• Why understanding customer needs is the foundation of successful selling.

• How to articulate your unique value proposition effectively.

• The critical importance of intentional, data-backed marketing decisions.

• How to avoid common pitfalls in pricing and promotion strategies.

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram:  https://hi.switchy.io/KcKi

Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe