Inside BS Show

The first thing you must do if you want to get rich is fire yourself from the activity you hate and fire yourself from the activity that is not in alignment with your strengths.

Chapters:
00:00 Fire Yourself if You Want to Get Rich - Introduction
00:35 Get Away from Day-to-Day Activities of Your Business
01:36 Help Your Clients Win
02:58 Help Evangelists Win
03:40 Help Employees Win
04:40 Focus on Strategy

How to Coach a Great Sales Team

We often focus on Sales Managers as guardians who protect the company from things that could happen if the salespeople get "out of control." Sometimes Sales Managers are viewed a compliance officers who get the reports done on time and hold meetings that are mundane and tedious.

If you want to be one of the great sales leaders in your company and in your industry, become a coach who gets the best out of your team each day. Today's show is a guide to doing that.

Chapters:
00:00 How to Coach a Great Sales Team
00:35 To Build a Great Sales Team Hire Based Upon Personality
04:50 Talent Knows Talent - Hire Based Upon Referrals
05:48 To Motivate a Sales Team Focus on What Individuals Want
07:40 To Get The Most from The Members of Your Team Outline Expectations Up Front
08:37 Great Sales Managers Focus on Building a Winning Culture

5 Secrets to Selling to the CEO

The best way to grow your business is to connect with and sell to the CEO. Today's Inside BS Show gives you five secrets to getting in front of the ultimate decision-maker in any business.

Chapters:
00:00 How to Sell to the CEO
00:49 Get Walked In
03:17 How to Get an Intro to a CEO
04:30 To Sell to CEO BE Invited In as an Expert
05:10 Use an Ascension Strategy to Sell to the CEO
07:05 Sell to the CEO by Using a Common Interest or Hobby
08:09 Connect with and Sell to the CEO with Persistent, Professional Communication

The Day I Almost Died Changed the Way I Think About Business and Life

Where are you right now, in your career and in your life?
Are you where you thought you would be?
Does your business enhance your life or detract from it?

One cold winter morning ten years ago I was not focused on those three questions.  I was not focused on anything.  I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway.  Everything below my shoulders was numb.

My mind was making up for the lack of motion in my body.  It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return.  I was thinking about my priorities.  I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist.   

It is amazing how your life can change in a split second.

Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch.  I could have sent a messenger with the file.  I could have emailed the documents.  I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback.

I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk.  I was not on my mobile phone. I was not distracted.  I was thinking about crossing the street. 

When the Yellow Cab hit me time stood still.  I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud.  I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab.  I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance.

Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers.  The only thing louder than the annoying hum of the equipment was the sound of my thoughts.  Thoughts of things I had yet to do.  Things I had put off.  Quality time I had not spent with people in my life that really mattered.

Things worked out for me after that day…in more ways than one.

By the grace of God, I suffered no lasting injuries from that accident.  But it served as a wake-up call.  I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy.  I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate.  I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.

Timestamps:
00:00 The Day I Almost Died Changed Everything - Intro
00:45 Dave Lorenzo's Taxi Cab Story
06:30 Is Your Business FREE or is it FAKE?

6 Most Powerful Sales Questions to Open Doors and Close Deals

Today Inside BS Show is all about Opening Doors and Closing Deals. If you want to be great at consultative sales, you must watch today’s show. 

Today we discuss how to manage a remote sales team and Dave Lorenzo shares some remote sales representative success tips.

As we enter a post-pandemic world, we face the reality that most of the sales representatives who work with us will be working in a remote environment. This means they will not start and end their day at an office. In stead, they will be starting their day from home, approaching their prospects on their own and setting their own strategy for sales success.

If you're managing a remote sales team or if you are a remote sales representative these success tips will help you enormously.

Timestamps:
00:00 6 Steps to Manage a Sales Team Effectively
00:19 Set Clear Expectations
02:24 Check-In
03:45 Have a System
05:06 Focus on Outcomes
07:44 Use Video to Help Sales Representatives Improve
09:46 Secret to Remote Sales Team Growth and Success

10 Ways to Improve Your Sales Process and Increase Your Business

What can we do to increase sales?  The answer to that question is my list of 10 simple ways to increase your sales. All you need to do to grow your sales results is to follow along with this check list. Some of the things we include are:

-- Facebook and Google advertising to increase sales
-- LinkedIn Outreach to grow revenue
-- Cold email as a business development strategy
-- Speaking engagements
-- Direct mail
-- Events
-- Writing articles
-- Joint Venture Mailing
-- Joint events
-- Educational videos (like this one)

And for sales tip number 11 I share a killer secret designed to help you make more money immediately.

Enjoy this video on ways to increase sales and let me know down in the comments what other questions you have about sales strategy.

Chapters:
00:00 Introduction to 10 Ways to Improve Your Sales Process and Increase Your Business
00:20 Online Advertising As Part of Your Sales Process
02:43 LinkedIn Outreach to Increase Business
03:22 Add Cold Email to Your Sales Process to Increase Business
04:31 Speaking Engagements will Increase Your Sales
05:26 Events You Host Will Help Boost Sales in Your Business
07:25 Writing and Posting Articles
08:14 Joint Venture Mailings Will Increase Sales Dramatically
09:47 Joint Venture Events Are a Certainty to Increase Sales
10:41 Educational Video Works Like Magic to Increase Sales
11:45 Killer Secret to Increase Sales the easy way

This is a great Inside BS Show that will give you the step-by-step guidance necessary to teach your sales team a consultative sales approach. If you are looking for a a great consultative sales tutorial or consultative sales training session, look no further. This is it.

Chapters:
00:00 How your Approach to Sales Can Be a Competitive Advantage
00:34 When You Focus on Relationship Sales You help the Client Achieve Their Goals
01:55 If you Focus on Consultative Sales, everyone wins
02:03 To Grow Relationships You Interact and Not Interrupt
02:44 If You Don't Get a Deal Today, with Consultative Sales, you'll Get a Deal in the Future
03:12 Consultative Sales Builds Long Term Loyalty
04:00 Consultative Sales Makes your Business Resistant to Economic Issues
05:51 The Step-by-Step Guide to a Consultative Sales Approach

Why and How to Create a Marketing Plan: A Step By Step Guide

Today’s Inside BS Show is all about your marketing plan. Yes, your business needs one and today, Dave Lorenzo teaches you how to create a marketing plan for your business.
Here is your step-by-step guide to creating a marketing plan.

Chapters:
00:00 Why is a Marketing Plan Important to Your Business
00:17 A Marketing Plan is a Roadmap to Growing a Business
00:46 A Marketing Plan Helps You Stay Focused
01:27 A Marketing Plan is a Checklist for Your Daily Activity
02:00 A Marketing Plan Will Help You Target the Right Clients
03:04 Your Marketing Plan Will help You Attract Great Referral Sources
04:50 A Great Marketing Plan Will Add Value to Your Business
05:55 Here is Your Free Marketing Plan. Download and Customize it for Your Business

How to Get More Referrals | Million Dollar Sales Script

Many people are uncomfortable asking for referrals. They feel awkward, salesy or pushy asking people to introduce them to future clients.

There is no need to feel this way ever again.

Watch as Dave Lorenzo demonstrates how to ask for referrals. He actually gives you a script you can use right now, in your business.

Chapters:
00:00 How to Get More Referrals | Million Dollar Sales Script
00:15 Introduction
01:00 The First Question You Ask In a Referral Conversation
02:09 The Follow Up That Keeps People Talking
03:00 The Question that Makes You a Valuable Partner for a Referral Source
04:11 How to Practice Your Referral Script (and Why You Need to Practice)
05:12 How to Unlock Someone's Referral Potential
05:55 Using Stories to Get People Comfortable and Into a Referral Mindset