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

Today my special guest is Marylou Tyler. She is the Founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group, and the author/contributor of two #1 bestsellers: Predictable Revenue (2011) and Predictable Prospecting (2016).

In this episode we talk in depth about the fact that sales can be a system, it can be a process and you can improve at sales as a result of just focusing on all the various elements of the sales process.

With that in mind, I am launching for the second time my Successful Sales System. If you want to learn how to attract clients through inbound and outbound marketing, closing deals, becoming more effective at customer experience and personal branding, I'd love to chat with you.

And without further ado, here's Marylou Tyler.

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http://ctt.ec/2x3tT @maryloutyler Technology is wonderful, but let's not abuse it and overuse it. http://bit.ly/2orXZAk

http://ctt.ec/MPFqc I just went out and tried to do what worked and if it didn't work I tried something else. And I tracked my results. @maryloutyler http://bit.ly/2orXZAk

Show notes

[02:15] Marylou's engineering background

[05:03] From Engineering to Sales

[08:15] Leveraging curiosity

[09:40] Becoming a thought leader

[11:30] Six general areas to focus on

[13:22] The Predictable Revenue Formula

[18:19] Predictable Prospecting

[21:19] People, Process, Technology

[22:00] Crafting the sales process that works for you and your business

[25:24] A personalized email approach

[27:15] Spend time on prospecting

[28:42] 33:33 and getting things done

[31:31] Your ideal client

[33:18] Where to find Marylou

Mentions

Visit http://maryloutyler.com/

Connect with Marylou on LinkedIn and Twitter

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Marylou Tyler

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler

Access Marylou's webinars, trainings and cheat sheets here: http://maryloutyler.com/swag/

Today my special guest is Dr. Melissa Hughes. She is the Founder and Principal of The Andrick Group and author of Happy Hour with Einstein.

We were both at the No Longer Virtual Conference in Atlanta and her talk about neuroscience and how the brain works really resonated with me. I knew I had to get her on the podcast because what she has to share is very applicable to us as entrepreneurs and sales professionals.

Without further ado, here's Dr. Melissa Hughes.

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http://ctt.ec/z2U4f Optimism isn't just about being able to see the best in everything, but how you adapt and how you react to failure. @melishughes http://bit.ly/2p05WtF

Show notes

[03:00] You can get smarter; you can get more creative

[05:57] Melissa's journey

[09:12] Understanding the brain: What happens when you're multitasking

[12:00] Things to do to give your brain a boost

[14:00] Self motivation

[16:20] Optimism and Failure

[24:10] How to work effectively in a stressed environment

[26:30] The importance of sleep

[29:20] The Gratitude Journal

[33:00] Drawing out your vision

[38:30] What Melissa's up to now

[44:00] How to get in touch with Melissa

Mentions

Visit http://www.andrickgroup.com

Connect with Melissa on LinkedIn and Twitter

Happy Hour with Einstein by Dr. Melissa Hughes

Today my special guest is Barbara Edie. She's a best-selling author, passionate writer and editor who helps entrepreneurs, nonprofit organizations and creative professionals tap into the power of their stories to promote their work and expand their business.

She's the author of the Amazon best-seller, Sparking Change Around the Globe: 5 ways to make your difference in the world, and just recently launched Creating the Impossible: What It Takes to Bring Your Vision to Life.

In this episode we talk about vision, ultimately creating the life you've been dreaming of and how these can be applied to sales and attracting ideal clients to your business.

For those who have read my book you'll know that vision is certainly something I've leveraged over the years to take quantum leaps in my life, so I really enjoyed this episode.

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http://ctt.ec/q5H4L All transformation starts with a decision. @barbaraedie http://bit.ly/2mOrCf

http://ctt.ec/8QAOf Part of building trust and credibility is authenticity and vulnerability @barbaraedie http://bit.ly/2mOrCf

Show notes

[03:09] Barbara Edie – author, writer and transformational coach

[05:09] All transformation starts with a decision

[10:30] Mentorship

[12:15] Timeline: bringing your vision into your life

[18:31] Your subconscious will manifest

[20:10] How to reprogram your subconscious mind to be more abundant and open to possibilities

[25:50] Vision VS Goals

[29:00] Focus on your end result

[33:18] Authenticity and sales

[38:35] Selling something you don't believe in

Mentions

Visit Barbara's website at http://www.barbaraedie.com/

Connect with Barbara on Facebook, Twitter and LinkedIn

http://www.creatingtheimpossiblebook.com/

Sparking Change Around the Globe: 5 ways to make your difference in the world by Barbara Edie

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink

Today my special guest is Stacey Brown Randall. Stacey is a business growth accelerator focused on helping solopreneurs, small business owners and people on commission make more money and find more time.

She helps business owners avoid business failure. She has set up a systematic approach to going at business in such a way that you create such a positive client experience that referrals come to you without even having to ask.

Our philosophies around sales, referral marketing and client experience line up almost identically and I'm so grateful for her taking the time.

This episode is focused on what she refers to as H2H – Human 2 Human – sales and business.

I hope you enjoy this episode and share it with your friends!

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http://ctt.ec/00ob4 .@staceybrandall's advice for #solopreneurs and #smallbusiness owners: Schedule business development in your routine http://bit.ly/2n6zoOU

http://ctt.ec/p3i55 You gotta do great work, because no one refers average work and no one refers crappy work. http://bit.ly/2n6zoOU

Show notes

[02:00] Stacey's entrepreneurial journey.

[03:52] Stacey's advice to solopreneurs and microbusiness owners

[07:41] Getting referrals without asking for them

[09:23] It all starts with giving high-quality service

[10:20] Your client experience has to be consistent

[11:00] The philosophy behind referrals.

[13:30] Relationship-building sales models

[17:40] How to setup a positive client experience on a shoestring budget

[26:59] Commoditizing referrals

[28:25] Stacey's programs and how to get in touch

Mentions

Gain access to all recources Stacey mentioned in the episode at http://growthbyreferrals.com/chrisspurvey/

Visit Stacey's website at http://staceybrownrandall.com/

Connect with Stacey on Twitter and LinkedIn

Join the Facebook Group Referrals Without Asking

Today my special guest is Norma Hollis. Norma and I connected through Teresa de Grosbois, whom I interviewed on the podcast earlier this year.

Norma is the founder of Authentic Speaking U, as well as a mentor and speaking coach. She has devised numerous online training programs to help you find, live and share your authentic voice through speaking.

She has a real passion and her story is really interesting and one we can all relate to.

I hope you enjoy this episode and share it with your network by clicking any of the links below.

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http://ctt.ec/02k7e What's your REAL message? Who's the #authentic you? http://bit.ly/2mrFTLe @AuthenticVoiceD on #ItsTimeToSell

http://ctt.ec/Rs130 Sometimes you get a chance to speak at organizations and that's a great way to build your list and clientele. http://bit.ly/2mrFTLe

Show notes

[02:16] Norma's story

[06:19] Being true to the gifts and talents you're born with

[14:13] Speaking is a great way to share your message

[15:03] Benefits of speaking

[15:45] Generating leads through speaking

[19:00] How to get over the fear of speaking

[20:40] The R.A.P.I.D.S. Speaking System

[25:44] Norma's vision for her business

[26:50] Next Level Business Academy

[27:50] Being authentic

Mentions

Visit Norma's website at http://www.normahollis.com/ and http://authenticspeakingu.com/

For a complimentary 30-minute 1-on-1 with Norma, head over to http://meetwithnorma.com/

Connect with Norma on LinkedIn

The Trick to Money Is Having Some by Stuart Wilde

Today on the show we have Pat Hiban. He is the founder of Rebus University, an online platform that teaches salespeople how to crack the code to success in their business, and author of the International Bestseller, 6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth and Creating Your Own Destiny.

Pat and I have a great connection all around sales and I think you'll really enjoy some of the tactics and techniques that Pat and I discuss on this particular episode.

Stick around to hear his 6 Steps to 7 Figures – I think they'll really resonate with you and get some great value from them.

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"Don't be interestING, be interestED." - James Collins http://bit.ly/2mkq6Qy #ItsTimeToSell

I didn't quit – I just kept on learning how to do it better. Each failure was just a stepping stone to how to do it right next time. @pathiban http://bit.ly/2mkq6Qy

"I had gained so much from mentors and that I needed to start sharing to mentees." #ThoughtLeadership @pathiban http://bit.ly/2mkq6Qy

Show notes

[01:31] Pat's background in real estate

[03:00] Leverage your curiosity

[05:45] "I didn't quit."

[07:04] How does a successful salesperson look like?

[08:11] When to and not to follow up

[11:20] Two numbers: Ego Commission Income VS Left To Invest

[17:40] Pat's Six Steps to Seven Figures

[24:45] Thought Leadership

[29:15] Where to find Pat

Mentions

Visit Pat's website at http://pathiban.com/

Connect with Pat on Twitter and LinkedIn

6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth and Creating Your Own Destiny by Pat Hiban

Today my special guest is Paul Roy. Paul is the Vice President of Sales for Answer 365 and he's also doing his own personal branding initiatives through coaching and his book.

I love Paul's message of sales and the authenticity side of sales, trust-based selling, and as you'll probably hear on the podcast, if you've heard my story and listen to a lot of things that I talk about, you'll see a huge resemblance between what I help and teach my clients to do and what Paul does as well.

I hope you get great value from this podcast and share it with your friends! Here's my fireside chat with Paul Roy.

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http://ctt.ec/bbrf9 Why should they buy from you? Who's your market? What's your message? #basics #entrepreneur #sales http://bit.ly/2mcCtiH

http://ctt.ec/dodPs If you aren't #authentic in your approach and how you deal with things, that's something a prospect can sniff out http://bit.ly/2mcCtiH

http://ctt.ec/Zh4NX Credibility comes first; Trust comes second. http://bit.ly/2mcCtiH #ItsTimeToSell #Entrepreneur #business

Show notes

[03:24] Paul's background and how he got into sales

[09:25] Should entrepreneurs dedicate time to learning the sales process?

[10:50] The thing that holds back entrepreneurs when it comes to sales

[14:20] The right (and wrong) approach to sales

[16:55] How do you stay away from being scripted in your approach?

[18:20] Parking lot sales management

[19:03] Price is never an issue

[20:25] CTAs and false sense of urgency

[21:40] Authenticity, Credibility and Trust

[22:45] Earning trust

[26:55] Introverts, extroverts and ambiverts

[28:07] Creating Connections

[34:00] Paul's personal brand

[39:00] Coaching

[43:11] Where to find Paul

Mentions

Connect with Paul on Twitter and LinkedIn

Visit Paul's website at http://www.paulroy.ca/

It Happened On Purpose: Value Yourself Without Being Full of Yourself by Paul Roy

Answer 365

The Science of Getting Rich: How to make money and get the life you want by Wallace D. Wattles

Today my special guest is Laura Staley, the author of Let Go Courageously and Live with Love: Transform Your Life with Feng Shui. We talk about the idea of intentions, clearing space and connecting to the energy of the things in your world, so that you can create a more inviting space to create the life that you want to live.

That said, here is myself and Laura, and I hope you enjoy this episode.

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http://ctt.ec/35S6i Ask yourself: Where do you THRIVE? #ItsTimeToSell w @laura_cherish #fengshui #entrepreneur #wisdom http://bit.ly/2l7dzwX

Show notes

[02:26] How Laura got into Feng Shui and transforming lives

[08:44] Laura's book of transformational stories

[12:07] How the wisdom of Feng Shui can help entrepreneurs

[18:35] How the wisdom of Feng Shui changed Laura's life

[22:33] Abandoning the idea of setting goals and replacing them with intentions

[28:20] Bringing gratitude into every experience (good or bad)

[31:07] Laura's ongoing intention

[32:33] Love and compassion goes a long way

[39:44] Prosperity and gratitude

Mentions

Connect with Laura on Twitter, Facebook or LinkedIn

Check out Laura's website at http://www.cherishyourworld.com/

Let Go Courageously and Live with Love: Transform Your Life with Feng Shui by Laura Staley

In this episode we have David Pitts. David is a co-founder of Off Day Trainer, a text messaging platform built specifically to help fitness professionals better connect with their network and ultimately grow their business.

With well over a decade of experience in the Health and Fitness industry, he has worked as a Personal Trainer, Fitness Manager, and Gym Owner. He's been fortunate enough to have been exposed to some of the greatest minds in marketing automation and technology.

I absolutely love David's mindset around sales and attracting clients to him. I feel that he naturally embodies everything that I promote on this podcast.

That said, I hope you enjoy this episode and share it with your friends.

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The client experience is the one thing that supersedes the results.

Show notes

[02:24] David's journey

[06:58] Hard work and pursuit of excellence lead to confidence

[09:06] Role models

[10:51] David's mindset around sales

[12:30] Getting potential clients to invest in your service

[13:37] The Client Experience

[17:15] Helping other fitness professionals become sales magnets

[19:44] How Off Day Trainer works

[23:43] Keeping customers engaged and motivated

[27:57] Discipline

[30:00] Vision

[33:50] Follow David

[35:30] Personal branding is critical

Mentions

Contact David through [email protected]

Connect with him on LinkedIn, Facebook, Twitter and Instagram

Check out his website at https://offdaytrainer.com/

Gain access to David's business growth strategies: text podcast to 56955 (US only)

Today my special guest is Calvin Simpson. This is my second episode with Calvin; you can check out our first fireside chat together here.

As you've noticed in the past few episodes, the conversations I'm having are around growing your personal brand as a means to attract clients to your business. In my personal journey, one of the ways I've done that by publishing a book about my story.

In this episode we are going to talk about self-publishing, and if you want some inspiration to help you share your story - stick around.

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Show notes

[02:24] Helping others tell their stories

[07:39] The process of writing your story

[09:10] Reasons you should write a book

[10:43] How to overcome the limiting belief saying, "I cannot write."

[11:15] Hiring a writing coach

[12:22] Finding a support team

[12:58] Message first, grammar and punctuation last.

[15:11] How to flesh out your book

[17:29] Selling your book

[19:00] "I'm not an expert - why should I share my story?"

[22:00] Vulnerability and building a platform

Understand who you want to be talking to

[28:25] Calvin's program

Mentions

Check out Calvin's program at http://happful.com/

Visit Calvin's website at http://www.calvinsimpson.com/

Connect with Calvin on Twitter and LinkedIn

Life Through The Eyes of a Smile by Calvin Simpson