How To Sell More

Have you ever wondered how successful business leaders get access to so many opportunities? Or how they become integral players in impactful projects alongside some of the most influential people?

This week, Mark talks about the importance of being in the right room. And how business leaders, entrepreneurs, and sales and marketing individuals are missing out because they aren't willing to voyage outside of their comfort zones.

Here are some of the topics Mark discusses in this episode:

• How you'll never get in the room if you don't leave your desk

• The importance of clearing your schedule to make room for more opportunities

• Mark's eye-opening trip to see Tony Robbins

• How surrounding yourself with influential and successful individuals can lead to unforeseen opportunities and growth

• How being in the room with high achievers fosters an atmosphere of mutual trust and opens doors for strategic, high-level conversations

• Why you need to actively seek out new environments and networks

• How aligning with reputable organizations or events can instantly boost your credibility

• Why collaborating with established organizations in meaningful projects can create a win-win situation

• How exploring different networks and events can help you find the right room

• Why finding the "right room" is a lot like dating

• Why your initial investment of time and money has long-term benefits that often outweigh the initial costs or discomforts

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at https://salesloopbrand.com/

When was the last time you picked up the phone to call a new prospect?

You may not want to hear this, but the days of relying solely on cleverly crafted email campaigns to reach your target audience are over. The resurgence of cold calling may be your secret weapon for truly distinguishing yourself from the competition.

This week, Mark is joined by Marcus Chan, a three-time SalesForce Top Sales Influencer to Follow and Wall Street Journal best-selling author of the book, Six-Figure Sales Secrets. Marcus walks us through his approach to cold calling and breaks down all of the barriers, fears, and reasons why most of us are not willing to cold call.

Here are some of the topics Mark and Marcus discuss in this episode:

• How cold calling helps you cut through digital noise

• Why a more direct human interaction gives you more options

• The key differences between inbound and outbound leads

• Why a well-searched/targeted prospect list is crucial for success

• How to tailor your list to specific Ideal Customer Profiles

• Why your calls should be targeting the "decision maker"

• How understanding the unique challenges and responsibilities of different decision-makers will improve the quality of your list

• Why intrapreneurs make the best salespeople

• Why frameworks work better than scripts

• The top traits of a successful salesperson

• How to avoid "commission breath"

• Marcus' #1 tip for selling more

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at https://salesloopbrand.com/

This secret will change your approach to marketing and sales.

In fact, it is the cornerstone of SalesLoop's brand strategy process.

This week, Mark shares the brand positioning framework that both he and his clients love — and that most organizations completely overlook. Once you understand and apply this framework to your own brand, it will help you with your campaigns, your lead generation, your sales, and ultimately, your customer retention.

Here are some of the topics Mark covers in this episode:

• What is brand positioning

• Where to get your copy of the framework

• How brands can position themselves on a spectrum from rational to emotional

• The six stops on the brand positioning spectrum

• Why infrastructure brands don't need to do a lot of marketing

• Where products/services are positioned on the spectrum

• Why it doesn't matter where you land on the spectrum, how you approach your positioning's needs

• Why Dyson is actually a personality brand

• Why Disney is the perfect example of an "experience" brand

• Why understanding and strategically choosing a position on this spectrum is crucial for marketing success

• How choosing the right positioning type can enhance customer engagement and brand differentiation

• How a mismatch between positioning and business operations can lead to customer confusion and reduced effectiveness

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at https://salesloopbrand.com/

Who knew that doing your homework would be just as important as an adult as it was when you were a kid? Especially as a salesperson.

This week, Mark is joined by award-winning author and sales expert Jack Daly. Jack believes that the more homework you do before a sales call, the better you'll be at connecting the dots for your prospect. And by leveraging the technology and tools available today with old-school sales techniques like building trust and creating genuine connections, you'll enjoy more sales success.

Here are some of the topics Mark and Jack discuss in this episode:

• How selling is a transfer of trust

• Ways technology has profoundly changed the game of selling

• Why people do business with people they like

• How the nature of sales calls are different today

• Why salespeople need to stop "showing up and throwing up"

• How much time you should spend listening vs. talking with a prospect

• Why the best salespeople are like chameleons

• How being prepared is a strategic advantage in sales

• Why narrowing your focus will help you sell more

• Why sports teams are run better than most businesses

• The importance of having a growth mindset

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at https://salesloopbrand.com/

Do you know what type of leader you are?

Maybe you love the freedom to innovate and explore new ideas, enjoy building a product from the ground up, continually adapting and changing to make it the best. Or perhaps you'd rather take an existing concept and scale it for profitability, or distance yourself from the day-to-day tasks and be an investor.

This week, Mark looks at the differences between startup, scale-up, and empire entrepreneurs and how discovering your place in the spectrum can empower you to make more informed strategic choices and enhance your capacity for growth and success.

Here are some of the topics Mark covers in this episode:

• The different skills and mindsets for each stage

• How to tell if you're a startup leader at heart

• Are you good at putting out fires or just an arsonist?

• When to shift from a startup to scale-up mindset

• Traits of successful scale-up entrepreneurs

• The difference between scaling and growth

• You can't scale up without these things

• Why success at one stage doesn't guarantee success at the next

• Why personal growth and adaptability are essential

• How the belief that "your personality is not permanent" can help you

• Why mismatching an entrepreneur's natural inclinations and their business stage can lead to missed opportunities

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at https://salesloopbrand.com/

Why is your customer choosing your product over competitors?

You may THINK you know why… but there's a really good chance that you don't.

Businesses often make the mistake of assuming their perception of value aligns with their customers. For many, this means lost sales and fewer opportunities for growth.

This week, Mark is joined by Stacey Danheiser, founder of SHAKE Marketing Group and co-author of Value-ology, to talk about value propositions and customer-centric marketing. Stacey's been in the game for over 15 years, shaking things up in the telecommunications, cable, and financial services industries with her customer-first strategies. In this episode, she shares how she's helping B2B companies stand out and grow.

Here are some of the topics Mark and Stacey discuss in this episode:

• Why value, like beauty, is in the eye of the beholder

• The #1 mistake even the top marketers make

• Why in-depth customer research is so important

• Ways your most loyal customers will surprise you

• How to create, communicate and deliver value

• Why every step of the customer's life cycle is important

• Understanding your industry's "table stakes"

• Using customer feedback to successfully close the loop of your customer journey

• How Stacey's favourite quote "Just because you're unique doesn't mean you're useful," can help you find your value proposition

• Reasons to look at the patterns emerging from your current customer base

• Four key strategies for developing a value proposition

• How to avoid the "sea of sameness" in your industry

• The importance of understanding your company's goals and aligning them across every department

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at https://salesloopbrand.com/

What are you doing to achieve better results in your business in 2024?

This week, Mark breaks down the three powerful campaign objectives that are often overlooked by even the most advanced salespeople, marketers, and business leaders.

Before you spend a single dollar on your next campaign, you need to step back and examine the importance of each of these three levels of objectives that exist for every single project in every campaign:

Corporate objectives: Essential for providing direction and purpose for any business investment, including marketing campaigns, product development, and staffing decisions.

Campaign objectives: Each campaign or project needs well-defined objectives to understand its role within the larger business strategy.

Objectives for each asset in the campaign: Define objectives for each element within a campaign (such as landing pages, ads, and lead magnets) to ensure proper messaging and to understand how each piece plays a part in the customer journey.

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Website: https://salesloopbrand.com/

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at -https://www.salesloopbrand.com/how-to-sell-more-podcast

We're going to let you in on a secret. The reason you're not attracting -- or keeping -- the best salespeople is likely because of your commission structure. Chances are it's just not achievable.

This week, Mark is joined by Jordana Matsos, founder of the sales-focused recruitment agency Hirequity. Using her unique background in HR and corporate sales, Jordana gives us strategies for building commission structures that allow you to recruit better salespeople and hold on to your top sales talent.

This includes creating a challenging yet achievable commission plan that allows your sales reps to feel like they're a part of the company's success story.

Here are some of the topics Mark and Jordana discuss in this episode:

• Data and insights HR should share with your sales department

• Aligning your marketing and sales departments

• Businesses that coordinate well between their sales and HR departments

• The biggest challenges small and medium-sized businesses face when hiring new salespeople

• What enterprise-level businesses do better than small businesses

• Aligning compensation with both individual and company goals

• Don't wait to set up a commission structure

• Avoid "building the plane while it's flying"

• Why every business needs an employer-value proposition

• Make on-target earnings a priority

• Ways to significantly reduce turnover in your sales personnel

• Metrics to set an achievable commission structure

• Three reasons you're struggling to keep top salespeople

• Make your commission plan challenging but achievable

Watch the episodes on YouTube: https://www.youtube.com/@SalesLoopBrand/videos

Follow Mark:

LinkedIn: https://www.linkedin.com/in/markdrager

Website: https://salesloopbrand.com/

Mark Drager Instagram: https://www.instagram.com/mark.drager/

The How To Sell More Podcast Instagram: https://www.instagram.com/salesloopbrand/

Want more free tools? Go to our podcast page at -https://www.salesloopbrand.com/how-to-sell-more-podcast

What's the key to making your brand stand out in a crowded marketplace? Is it just about being creative, or is there more to the story?

Join host Mark Drager in this episode of "How To Sell More," where we dive into the world of innovative brand campaigns. Mark sheds light on not just the creativity but also the ethics behind successful marketing.

Key Takeaways:

• Why balancing innovation with ethics is crucial in marketing.
• How user-generated content can transform your brand community.
• The secrets behind marketing strategies that stick in people's minds.

Perfect for business owners, sales and marketing professionals, this episode is more than just a discussion. It's a toolkit for anyone looking to up their marketing game with strategies that are as responsible as they are groundbreaking.

Get ready to explore the challenges of creating impactful marketing that respects ethical boundaries, all while standing out from the competition.

In this episode of "How To Sell More," host Mark Drager discusses B2B marketing with expert Pam Didner. She unpacks the complexities of Marketing Qualified Leads (MQLs) and their importance in aligning sales and marketing teams. Pam's approach simplifies the concept of what makes a lead truly valuable, highlighting its impact on team synergy and conversion success.

Key Takeaways:

• The critical role of well-defined MQLs in linking sales and marketing efforts.
• Strategies for crafting content that resonates with and nurtures potential leads.
• The importance of balancing comprehensive marketing strategies with personalized touches.

Pam brings a wealth of experience to our discussion, with over 20 years in various marketing roles. Not just an expert, Pam is a seasoned practitioner, the author of three books, and the voice behind the "B2B Marketing and More" podcast and YouTube channel. Her insights are invaluable for anyone in marketing, from beginners to veterans.