It's Time to Sell Podcast: Strategies for 21st Century Selling

We are back!

On this episode we have Kaye Putnam.

Kaye is a psychology-driven brand strategist who’s best at building brands and customer experiences that are rich in personality and brand values, with 13 years of digital marketing experience under her belt.

For the month of September, I will be focusing on the mindset of entrepreneurship and how we can, as entrepreneurs with a sales focus, can use our mindset to push our agenda forward in a means whereby clients feel good about doing business with us, and we reap the rewards of a steady, consistent flow of new clients.

September is going to be all about mindset, and I’m going to end the month with a webinar and publish an e-book on the same topic.

Without further ado, here’s my fireside chat with Kaye Putnam.

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“I actually like working with clients that are a lot like myself”

“You need action to get to consistency."

“You have to start and you have to start small.”

How to close clients and get them to work with you

“My whole methodology has been to build something that attracts people to me so that I don’t have to chase them down.”

“So often the technology holds us back, but it doesn't have to.”

Show Notes

[01:07] My secret to getting things done: Follow your heart and run with your ideas

[05:22] You squared by Price Pritchett

[06:33] Kaye’s journey

[09:13] The ideal client

[10:15] How to stay consistent

[12:45] Planning everything out

[13:40] Be realistic

[14:10] Celebrating small wins

[15:55] Closing clients

[16:52]Tips on creating content

[17:31] Kaye’s assessment tool

[18:45] The perfect personality type for sales

[19:45] Keeping yourself at the top of your game

[21:25] Getting things done – low-tech style

[25:24] How to hack it when the going gets tough

[27:01] Kaye’s branding advice

Mentions

Connect with Kaye through LinkedIn, Twitter @marketingkaye, Facebook and Instagram @kayeputnam

Check out her website at http://kayeputnam.com/

You 2: A High Velocity Formula for Multiplying Your Personal Effectiveness in Quantum Leaps by Price Pritchett

Brand Trifecta: 3 Keys To Attract The Best Clients For You

Today we have Deb Helfrich and Dr. Gary Sharpe, founders of Out-Thinking Parkinson’s. They focus on highlighting quality of life interventions for people affected by Parkinson's disease.

Dr Gary Sharpe, PhD is a scientist, engineer, writer and digital media expert, diagnosed with Early Onset Parkinson's Disease seven years ago. Deb Helfrich is a philosopher, author and wellness mentor who specializes in astute listening and keen observation. Together they are developing a method for recovering from Parkinson's disease. They also share their knowledge, philosophies and experience of more general wellness issues too.

In this episode, we talk in depth about the passion side of business and pursuing a business that feels right in our hearts and how it can drive us towards success.

Without further ado, here’s Deb and Gary.

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“In social media…you need to be a real, genuine person out to meet people.” @InsightsOccur @DrGarySharpe #ItsTimeToSell http://bit.ly/2a7Lv9v

“Putting your health first is what matters.” @InsightsOccur @DrGarySharpe #ItsTimeToSell http://bit.ly/2a7Lv9v

“How do you go about having a career while being true to yourself?” @InsightsOccur @DrGarySharpe #ItsTimeToSell http://bit.ly/2a7Lv9v

“Is it important to take online connections offline?” @InsightsOccur @DrGarySharpe #ItsTimeToSell http://bit.ly/2a7Lv9v

Show notes

[02:45] Building relationships

[08:57] Be authentic

[10:28] Trust is the cornerstone of all relationships

[14:42] How Out-Thinking Parkinson’s started

[19:12] Put your health first

[19:58] Use what you have and build a business around what you’re passionate about

[24:14] Surrounding yourself with the right people

[30:00] My story

[38:54] From online to offline connections

[43:11] People sell people

[44:14] Advice on how to keep your pipeline full

[48:00] From friends to clients and vice versa

Mentions

Check out Dr. Sharpe’s latest video update, Out-Dancing Parkinson’s Disease.

Connect with them through their website at http://www.outthinkingparkinsons.com/ or their Facebook page

Connect with Dr. Gary Sharpe through Twitter, @DrGarySharpe and LinkedIn

Connect with Deb Helfrich through Twitter, @InsightsOccur and LinkedIn

Second: A Tale of Grief and Puppy Love by Deb Helfrich

Today on the show we have Tsufit. We connected on LinkedIn about a month ago when I joined a group Jim Murray suggested – Step into the Spotlight.

Tsufit practiced as a downtown litigation lawyer before, one day, leaving law for the limelight, performing comedy on national television and gaining international attention for her debut music CD.

Featured in Entrepreneur Magazine and hundreds of other media interviews, Tsufit is now a marketing strategist who coaches professionals, entrepreneurs and CEOs to be stars!

Our conversation was filled with so many tips on how to get noticed and getting started as an entrepreneur, so I hope you enjoy this episode.

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If you think you’re selling you, it’s going to be hard. #rightmindset #sales #service http://bit.ly/29OSTpW

All business is show business. #ItsTimeToSell #Podcast with @Tsufit http://bit.ly/29OSTpW

Attract, don’t chase. #Strategy #Business #entrepreneur #sales http://bit.ly/29OSTpW

It’s all about being visible, being credible, being irresistible and making them come to you. #ItsTimeToSell with @Tsufit http://bit.ly/29OSTpW

“Figure out what you’re really selling.” Great advice by @Tsufit on #ItsTimeToSell http://bit.ly/29OSTpW

When you finally figure out really what you stand for and what you want to get known for, write a book. http://bit.ly/29OSTpW

Better isn’t better. Different is better than better. #word @Tsufit on #ItsTimeToSell #entrepreneur #advice http://bit.ly/29OSTpW

Show notes

[04:09] Tsufit’s story – from lawyer to comedian to entrepreneur

[07:08] Coaching people how to get noticed

[11:31] Promoting yourself and your business

[13:01] Having the right sales mindset will make selling easier

[15:50] The secret to attracting clients

[18:48] Selling vs attracting

[20:16] Understand what you’re selling

[24:00] Three things you need to figure out first before diving deep into different forms of marketing

[27:21] How does an entrepreneur get visible and credible?

[33:00] Becoming an entrepreneur – where to start

[34:33] Leverage humor

[40:00] Get in front of other people’s audience

[46:24] Tsufit’s advice for those who are just starting out

Mentions

Step into the Spotlight LinkedIn Group

Check out http://www.tsufit.com/ and www.spotlight101.com

Connect with Tsufit on Twitter, @Tsufit and LinkedIn

Check out the book, Step Into the Spotlight! By Tsufit

Get tips on how to get noticed if you only have 30 seconds at www.spotlightsecrets.com

Today I have a very special guest, and it’s none other than Candice Galek, CEO of BikiniLuxe.

She is a young female entrepreneur who has a knack for asking the question, "Why?"

A Cuban coffee connoisseur, INC Columnist, and hobby tennis player, Candice has done such a great job at promoting her personal and business brand on various social media platforms, so you will certainly get a ton of value from this episode.

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Business advice from @bikinigeek: Focus on your strengths. #ItsTimeToSell #sales http://bit.ly/29d2et0

Ask yourself “What am I interested in that I can do long-term?” @bikinigeek Candice Galek on #ItsTimeToSell #Podcast http://bit.ly/29d2et0

When you know that it’s good, it’s so much easier. #sales #truth #ItsTimeToSell http://bit.ly/29d2et0

“Understand each platform and what it’s good for.” #socialmedia #marketing #digitalmarketing #ItsTimeToSell http://bit.ly/29d2et0

When it comes to buying something, you want to feel like you’re making your own choices. #sales #strategy http://bit.ly/29d2et0

Show notes

[02:58] A little bit about Candice

[04:40] Leveraging your strength/s

[06:00] Excel in customer service

[06:49] How BikiniLuxe started

[09:25] How Candice got into sales

[10:38] Believe in your product

[12:42] Doing good, meaningful work

[14:23] How to get yourself out there

[15:36] Taking advantage of social media

[21:45] Dealing with criticism.

[25:35] Not everyone likes to be sold to 24/7

[26:45] Retargeting

[28:50] Personal branding – don’t put all your apples in one basket

[33:39] Don’t spread yourself too thin

[34:08] Writing for Inc Magazine

[41:14] Focus on platforms where you can grow your business

Mentions

Connect with Candice through Twitter, @bikinigeek and LinkedIn

https://www.bikiniluxe.com/

Check out Candice’s articles on Inc Magazine

If You Have To Cry, Go Outside by Kelly Cutrone

Fascinate: How to Make Your Brand Impossible to Resist by Sally Hogshead

In this fireside chat I interview a great gentleman from Toronto, Canada, a guy who I met about a year ago through LinkedIn – his name is Jim Murray. Jim is a freelance creative guy who does a ton of work in the writing space.

Jim works with Small to Medium Sized Enterprises to create strong strategic focus, brand identity and communications programs that make them look as professional as they can in a highly competitive world.

There’s a lot of golden nuggets in this episode, so I hope you enjoy it.

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“Tell me about your business and I’ll tell you what you need to do.” @jimbobmur on #ItsTimeToSell

“There’s only one job on the planet – it’s selling.”

“80% of the time, it’s just the hardworking stuff that sells.”

“I write about stuff that I know.” #ContentMarketing

“When you know that you’re writing something that means something to you – that’s all that really

matters.”

“People have more on their minds than reading their content

Show notes

[04:45] Jim’s background

[08:36] Publishing on LinkedIn

[22:14] The only job on the planet

[27:33] Sales tactics

[29:20] The psychology of human beings

[36:30] Jim’s sales process

[38:55] Hiring freelancers vs agencies

[41:00] Content marketing

[44:42] What to write about

[46:12] Writing to educate others

[56:50] Digital Marketing

[58:50] Merchandise your story

Mentions

Connect with Jim through Twitter, @jimbobmur, LinkedIn and beBee

Visit Jim’s website at http://www.onandup.ca/ and https://onwordsandupwords.wordpress.com/

Download Jim Murray’s free e-book, Small Business Communications For The Real World

Bob Hoffman

In today’s episode we have ghostwriter, speaker, Inc. Magazine contributing editor and LinkedIn Influencer, Jeff Haden.

He’s got one of the largest followers on LinkedIn and I love how he tells his story of following his heart and how it rewarded him.

Jeff shared a lot of gems in this episode, so sit back and enjoy.

Show notes

[04:09] Building connections through social media

[05:07] Building your network through LinkedIn

[06:23] About Jeff Haden

[08:11] Getting into ghostwriting

[11:22] How to get people to read what you write

[12:33] Moving on to Inc Magazine

[12:48] Publishing on LinkedIn

Something will change and something will be different and you constantly have to be looking for whatever is next.

What doesn’t change is if you can make connections that are genuine, then you got it long-term.

If you nurture them and foster them, those can last forever. #connections

Tools come and go, but the people part of it – if you do it right – will stick.

[16:31] Driving traffic through Facebook

[19:07] Running a business and writing go hand-in-hand

[19:25] Targeted audiences

What is it that you want to accomplish with that traffic?

Numbers don’t matter if you don’t know what you’re trying to accomplish.

[24:07] What are you focusing on?

I focused solely on trying to do really good work.

[24:51] If you do good work, people will find you.

[25:30] Starting out small

Saying no sometimes is more important than saying yes.

[29:00] Jeff’s sales process

[35:07] Successful people

Can you make the decision that your happiness will come through the success of other people? If you can, you will be happy, and you will be successful.

Mentions

Connect with Jeff on Twitter @jeff_haden and LinkedIn

Check out Jeff on Inc Magazine

Today on the It’s Time to Sell Podcast we have Cheryl Snapp Conner, founder and CEO of SnappConner PR and creator of Content University (TM). She is a popular speaker, author and national columnist on business communication and PR.

In this episode, we dive into content marketing, thought leadership and why these types of activities are important for entrepreneurs and salespeople today.

I hope you get some great insights in this episode.

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I thought, “I can do hard things,” and it was worth attempting. http://bit.ly/1UGp8aA

The best salespeople of the future are also going to be good marketers. http://bit.ly/1UGp8aA

Every kind of great selling – it focuses on adding value and serving others first, and your self-interest second. http://bit.ly/1UGp8aA

If you’re not comfortable writing, start with video. #ContentMarketing tip http://bit.ly/1UGp8aA

If you’re not going to create your brand online, somebody else will do it for you. http://bit.ly/1UGp8aA

Show notes

[02:55] Cheryl’s background in PR

[04:28] Taking the jump to entrepreneurship

[07:01] Your reputation precedes you

[08:07] Get serious on personal branding

[09:03] Cheryl talks about Content University

[11:07] Hiring salespeople

[11:35] Catching the vision

[12:05] Good salespeople are adaptable

[12:45] Every entrepreneur should produce content

[13:40] Developing relationships and collaboration

[14:52] Creating content by accident

[15:58] How to find ideas to write about

[18:10] Developing relationships in the comments section

[21:49] Authenticity

Mentions

Connect with Cheryl on Twitter, @CherylSnapp and LinkedIn

Beyond PR: Communicate Like A Champ In The Digital Age by Cheryl Snapp Conner

Stand Out by Dorie Clark

Check out Ann Handley at http://www.annhandley.com/

http://snappconner.com/

Today I really excited to be interviewing John White.

John is a marketing executive specializing in both organizational and personal branding utilizing social media to develop a compelling online presence, enhancing reputations and driving ever higher levels of social engagement. He is also a nationally recognized blogger contributing to LinkedIn Pulse, Dice Insights, The Good Men Project, Babble.com, (Disney affiliate) and more.

He is the ambassador for a new social platform called beBee. You’ve probably heard me reference beBee a few times on past episodes; it’s an up and coming platform that I’m really excited about.

So without further ado, here’s John White. Enjoy.

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Content syndication is really the key. @juanblanco76

Use Linkedin as a prospecting tool and not just something to use when you need a job.

How do I leverage my personal interest and turn it into a business interest?

When you know what you’re doing, people come to you. People will want to work with you

Show notes

[05:07] John’s rich sales background

[09:39] Sales is an enjoyable career

[10:15] Transitioning into something different

[11:22] Social selling – leveraging LinkedIn

[13:10] How one blog post changed John’s career

[22:00] LinkedIn changes and how it affects the independent writer

[26:07] How John became beBee’s brand ambassador

[31:13] The vision for beBee

[36:09] Content syndication is the key

Mentions

Connect with John on beBee, Twitter @juanblanco76 and LinkedIn

Check out John’s website https://socialmarketingsolutionsllc.net/

John’s pivotal blog post

beBee

Platform: Get Noticed in a Noisy World by Michael Hyatt

Discovering Your True Gift with Amanda Maynard, Intuitive Strategies

Today I have a special guest, and her name is Amanda Maynard.

Amanda specializes in helping people move forward. She teaches them how to really connect with their own inner wisdom and have the tools to move through any life situation with ease.

On this episode, we talk about the gifts and strengths that sales professionals and entrepreneurs can bring to the table. We talk a little bit about business coaching and the importance of coaching in terms of an entrepreneur who wants to get ahead further, faster.

I really enjoyed this chat with Amanda and I hope you enjoy it as well.

You’re not necessarily getting into business just for the numbers. If you are, I’ll say you’re deluding yourself.

What you really want to do is make a difference – an energetic impact.

It’s that part of you that you’re putting in your business that’s making the impact – not your product or service.

The “easiest path” doesn't always feel easy.

You gotta have revenue. Otherwise, it’s a hobby.

[03:50] How Amanda got into coaching

[06:02] Are your thought patterns conducive for manifesting the success that you want?

[07:01] How Amanda started her own business

[08:53] Finding your true gift – we tend to hide the gifts that are most obvious.

[10:17] Using your gifts

[11:44] What does “intuitive” mean?

[13:08] Lying to yourself

[14:24] Connect with a great business coach

[16:57] The energy of numbers, progress and impact

[19:59] What is your purpose for having your business?

[22:40] Leveraging your gifts and strengths to become better salespeople

[26:12] Your true gift is the obvious thing you do all the time that you take for granted

[27:17] Amanda’s advice on how to find your true gift

[29:27] Owning your gift

Mentions

Discover your entrepreneurial strengths and gifts

Richard Brooke’s interview

Connect with Amanda on Twitter, Facebook and LinkedIn

Check out Amanda in the Tribe Sellers Mini Course

I’m really excited today to bring a phenomenal guest, a lady by the name of Sarah Elkins.

Sarah’s area of expertise is in storytelling, and I’m a real believer in the fact that storytelling is a huge asset that we have as sales professionals and entrepreneurs to go out there and make our business happen.

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“If you’re not asking the right questions, you’re not gonna get the right story.”

“Depending on your audience, they want to hear that you’re human and they want to hear how you overcame something.”

“If people can tell their story better, their lives will improve.”

Show notes:

[02:50] Sarah’s story.

[07:24] Find something to connect about

[08:50] Zone in to your strengths

[10:05] Why storytelling is important

[11:00] Different stories you can tell

[14:30] Reframing stories

[17:40] Learning from experience

[18:20] The importance of body language

[19:20] There is no such thing as coincidence

[24:03] Stories that you should have in your arsenal

[25:06] For entrepreneurs and salespeople: Come up with a story about one of the first times you sold something.

[28:36] You cannot separate your personal and professional lives

[29:04] Telling vulnerable stories will make you relatable

[33:20] Put stories together with the audience in mind

Mentions:

Amy Cuddy’s TED Talk on Body Language

The Tipping Point by Malcolm Gladwell

Check out http://elkinsconsulting.com/

Follow Sarah on Twitter @SarahElkins or connect with her on LinkedIn