Marketing The Invisible

Discover why it is important to visualize your sales territory to find your best opportunities

Know what is happening in your field/industry so you can manage your business

Understand how to lower the new-rep failure rate in your organization by allowing them to instantly visualize their accounts and all their data on a map

Resources/Links:

Grab Your Free Trial of Badger Route Planner: https://www.badgermapping.com/

Summary

Steve Benson is the founder and CEO of Badger Maps, a route planning and scheduling app for sales reps. He's also the host of the Outside Sales Talk podcast, where he interviews top leaders and experts in outside sales about the strategies and tactics that made them successful. He was previously a regional sales manager at Google, where he was recognized as the top-performing sales rep in the world for Google Enterprise in 2009.

In this episode, Steve explains why it is important to visualize your sales territory to find your best opportunities.

Check out these episode highlights:

01:51 – Steve's ideal client: My ideal client is a field salesperson or a team of field salespeople.

02:17 – Problem he helps solve: So, field salespeople have a challenge in figuring out who they're going to focus on, given where they're already going to be. Meaning they often have, they have some customer meetings scheduled, but they want to fill out their day with the best other customers to work with. So, we have is a pretty robust program that allows them to build a route and a schedule for their day, and focus on the best prospects with their time in the field, given where they're going to be. We also help them find new leads around where they're going to be as well. So, we're hooked up the data systems that show them, if they sold to dentist for example, we tell them where all the dentists are in a given area.

03:11 – Typical symptoms that clients do before reaching out to Steve: often they'll, so everyone has to do this, and kind of optimize and figure out where they're going to spend their time, what their schedule is going to be. And they'll spend a lot of time kind of looking at their CRM, trying to figure out how to focus on if they have a big spreadsheet that they sort based on where they're going to be. Or if they just try to juggle it in their mind. And then they maybe are building a route or their schedule in their calendar or in Google Maps, that's often an indication that they're doing something inefficiently.

04:45 – Common mistakes people make when trying to solve that problem: Field salespeople end up zigzagging around town not following the best route. They often will spend time revisiting the same customers that aren't the best customers to visit. Doing it in an inefficient way.

05:33 – Steve's Valuable Free Action(VFA):" We have a free trial that people can use our software for a couple weeks for free. And for your listeners just mention this show and each one of our sales reps will give you two months for free just because, for enduring me for seven minutes, you deserve it. ."

06:12 – Steve's Valuable Free Resource(VFR): https://www.badgermapping.com/

07:17 – Q: "How leads work in badger??" A: And the way they work is we have access to databases that show basically what every business is, that people could be trying to sell to..

Tweetable Takeaways from this Episode:

“Field salespeople end up zigzagging around town not following the best route. They often will spend time revisiting the same customers that aren't the best custome...

Discover the fastest path to be known as a trusted and in-demand expert

Get outrageous confidence to be authentic online while still keeping your privacy

Gain clarity on your "next steps" so that you can create a magnetic online presence that Attracts and Wows!

Resources/Links:

Grab Your Free Visibility Checklist Here: https://VisibilityChecklist.com

Summary

Cindy J. Holbrook, aka The Visibility Wiz, is uniquely gifted at guiding entrepreneurs to thrive as they go up the ladder from being the best-kept secret to trusted and in-demand online authority.

In this episode, Cindy explains why you need to be visible to people who want what you have to offer and gives valuable tips on how to get you there.

Check out these episode highlights:

01:19 – Cindy's ideal client: a coach, an author, speaker, small business owner, who wants to know how to easily attract their ideal clients online

01:42 – Problem she helps solve: I help my clients gain clarity on exactly what it is they want to be known for.

02:24 – Typical symptoms that clients do before reaching out to Cindy: It's definitely confusion. They're not clear on their message.

03:10 – Common mistakes people make when trying to solve that problem: Basically, what they're doing is they start one strategy and they expect it to work like overnight or within a month.

04:40 – Cindy's Valuable Free Action(VFA):"There are actually a few steps to this action. Number one is they really need to determine what they want to be known for. And number two is who their ideal client is, because you can't be known for anything unless you know what it is you want to be known for."

06:19 – Cindy's Valuable Free Resource(VFR): Grab Your Free Visibility Checklist https://VisibilityChecklist.com

07:12 – Q: "How I became known as the Visibility Wiz?" A: I started out as a coach for divorced women. And because I live in a very remote area, I only had to use online visibility tactics to be seen. And so, what I found happening is my colleagues would start asking me if I could show them how I got on Huffington Post, how I got on eHarmony, how I got on Prevention. And so, I sort of morphed into being the Visibility Wiz because of how I created my own visibility and expertise in the divorce coaching field.

Tweetable Takeaways from this Episode:

“Understand how to make real connections so that you can engage with your audience. And that creates the know-like-trust factor which is needed before somebody's going to pay you for your services and products.” -@cindyj_holbrookClick To Tweet

Info about our correspondent host:Jigar Poojar is Leadsology's man on the ground in India. Just like CNN has reporters worldwide, Leadsology is developing a small but selective network of hosts to interview guest so our reach is deeper and wider than ever before.

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Jigar Poojara: 0:09

Very warm welcome to one more Marketing The Invisible Podcast. I'm Jigar, joined today by Cindy J. Holbrook. Thank you, Cindy, for joining. Where are you hanging out in the world by the way, Cindy?

Cindy J. Holbrook: 0:21

Thank you for having me, it's my pleasure. And I live in middle of the Mojave Desert in California.

Jigar Poojara: 0:27

Wow. Okay. Cindy, let me introduce you to my audience.

Learn how to capture decision makers from your target audience and pique their interest in your products or services using a wide range of inbound marketing techniques.

Discover why having a funnel is a must in lead generation

Know why personalization is important in sales prospecting

Resources/Links:

Visit Peal Lemon Leads' Website: https://pearllemonleads.com/

Summary

Deepak Shukla’s the Founder of The Pearl Lemon Group. He bootstrapped the company from $0-20k per month in less than 6 months! He attributes much of the growth of the company to various lead generation activities. Deepak’s passionate about not only implementing lead generation campaigns for clients but also empowering them by teaching them how to generate qualified leads.

In this episode, Deepak shares how he takes care of lead generation needs so that your team can focus on what they do best and focus on scaling.

Check out these episode highlights:

01:29 – Deepak's ideal client: My ideal client is a company that's got 2000 pounds plus to spend, has a developed sales team that can regularly, actually, close the leads that we bring in.

02:04 – Problem he helps solve: Getting actually quality leads that actually booked into their calendar for an appointment.

02:55 – Typical symptoms people experience when trying to solve that problem: No shows, number one, for an appointment. Number two is the company or the lead doesn't know what the actual business actually does. Number three is that the leaders is S-H-I-T, it's a freelancer or an outsourcer, or someone's trying to sell them something. Issue number four is the lag time between when a company says I'll deliver you need and then it takes three and a half weeks before a lead comes in. And the number four is very poor communication, in that, a lot of agencies have a lack of transparency as to how they actually generate leads, and that leads to a lack of trust.

03:24 – Common mistakes that people make when trying to solve that problem: Not having a funnel to put people into..

04:59 – Deepak's Valuable Free Action(VFA): To improve the quality of leads, use LinkedIn Boolean Search within Sales Navigator..

06:44 – Deepak's Valuable Free Resource(VFR):Visit Peal Lemon Leads' Website: https://pearllemonleads.com/

07:38 – Q: "What's the one unique thing that you do, Deepak, those other agencies don't?" A: Use voice notes, and video. If I'm doing lead generation for myself, close a ton more, if I follow up with a voice note after automation say, 'Hey, Travis, what's up dude?' I just thought I'd pop you a little voice note on LinkedIn to say hello.

Tweetable Takeaways from this Episode:

“To improve the quality of leads, use LinkedIn Boolean Search within Sales Navigator.” -@deepakpshukla1Click To Tweet

Info about our correspondent host:Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago to start his own agency. As a copywriter by trade, his biggest skill is putting the right words, in front of the right people, at the right time. Travis has developed go-to-market strategies for grassroots apps to Fortune 500 and helped optimize up to $50k per day in Facebook Ad spend for one of the biggest startups in Asia.

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Travis Bennett: 0:09

Hi everyone and welcome to another episode of Marketing The Invisible. My name is Travis Bennett and I'm rocking it to you out of Yangon in Mya...

Learn how to use the connector’s mindset and become a networking pro on LinkedIn

Discover why instead of waiting for people to come to you and hope for the best, you need to have the strategy, assets, and accountability in place and be consistent with your social marketing efforts

Know why you need to be a connector if you want to get MORE REFERRALS, be top of mind all the time, and if you want to generate even more revenue from LinkedIn

Resources/Links:

How to Use the Connector's Mindset and Become a Networking Pro on LinkedIn: socialsellinwebinar.com

Summary

Joe Apfelbaum is the CEO of Ajax Union, a B2B digital marketing agency based in Brooklyn, NY. Joe is a business strategist, marketing expert and certified Google trainer.

In this episode, Joe shares how he helps coaches, consultants, and entrepreneurs, sales professionals move up to the next level, become an influencer and be consistent with their success by leveraging their relationships on LinkedIn.

Check out these episode highlights:

01:19 – Joe's ideal client: Our ideal clients are coaches, consultants, and entrepreneurs, sales professionals that want to be able to leverage their relationships on LinkedIn.

02:14 – Problem he helps solve: Help his ideal clients overcome the fear of putting themselves out to the world and be visible to their market.

03:39 – Typical symptoms people experience when trying to solve that problem: They're not going to have clients, that's number one, they're not going to be getting on phone calls with people. The clients that they are going to get are going to be based through desperation, whoever reaches out to you randomly, instead of getting your most ideal client.

05:00 – Common mistakes that people make when trying to solve that problem: The biggest mistake that people face when it comes to LinkedIn is that they spend all their time in the feed wasting time.

06:07 – Joe's Valuable Free Action(VFA): Set a goal as to how many people you want to speak to each day.

07:04 – Joe's Valuable Free Resource(VFR):How to Use the Connector's Mindset and Become a Networking Pro on LinkedIn : socialsellinwebinar.com

Tweetable Takeaways from this Episode:

“Set a goal as to how many people you want to speak to each day.” -@joeapfelbaumClick To Tweet

Info about our correspondent host:Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago to start his own agency. As a copywriter by trade, his biggest skill is putting the right words, in front of the right people, at the right time. Travis has developed go-to-market strategies for grassroots apps to Fortune 500 and helped optimize up to $50k per day in Facebook Ad spend for one of the biggest startups in Asia.

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Travis Bennett 0:09

Hi everyone, and welcome to another edition of Marketing The Invisible. My name is Travis Bennett. And I'm rocking it to you out of Yangon in Myanmar, proving you can literally be anywhere in the world and make your business a success. I'm joined today by Joe Apfelbaum. Joe, a very, very warm welcome.

Joe Apfelbaum 0:24

Thank you. Yay, I'm so excited to be here. Boom.

Travis Bennett 0:27

Where are you hanging out today?

Joe Apfelbaum 0:29

So today I am hanging out in Brooklyn, New York. I'm actually in my man cave and this is what it looks like.

The fastest and most effective way on the planet to create and sell your online course

How to make sure your course will sell well before even recording the first piece of content

How to get some of the most influential people in the world promote your course

Resources/Links:

Every Tool You Need to Create and Sell Online Courses: https://ultimatecourseformula.com/ultimatetoolbox1

Summary

​Brady Patterson is the COO of Success Road Academy, one of the largest Information Marketing Training Centers in the world. On top of running day to day operations, he speaks on the topics of "Course Creation" and "Webinar Funnels", while working to find and create multi-win joint venture partnerships to help other business owners grow their companies, and professionals position themselves as the go-to experts in their fields. Brady is the Organizer of Entrepreneurs International Network, one of the world's fastest-growing business with more than 29 chapters in six countries and more than 75,000 members. He supports Iman Aghay in teaching "Ultimate Course Formula" which helps experts create & sell online courses with a simple step-by-step process in 60 days or less.

In this episode, Brady shares how he helps coaches, consultants, authors, and speakers all over the world build profitable online courses from scratch.

Check out these episode highlights:

01:14 – Brady's ideal client: Essentially,someone who has an information-based business -a coach, consultant, speaker, author

01:31 – Problem he helps solve: Making courses effectively.

02:23 – Typical symptoms people experience with that problem? They're spending all their time chasing clients.

03:20 – Common mistakes they're going to make? The biggest mistake people make is that they start from too far down the plan.

05:46 – Brady's Valuable Free Action(VFA): The most important thing they could do is figure out what is that reason that you want to build courses.How do you actually want to use it in your business.

06:39 – Brady's Valuable Free Resource(VFR):Every Tool You Need to Create and Sell Online Courses: https://ultimatecourseformula.com/ultimatetoolbox1

Tweetable Takeaways from this Episode:

“The most important thing they could do is figure out what is that reason that you want to build courses. How do you actually want to use it in your business.” -@bradypattersonClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 0:09

Hello everyone, a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, but far more importantly, I have Brady Patterson with me. Brady good day, very warm welcome sir. Where are you hanging out?

Brady Patterson 0:20

Hanging out in Vancouver, Canada,

Tom Poland 0:22

A beautiful part of the world, you've got dolphins in the morning in the harbor, and you got skiing in the afternoon in the hills. Yeah, not a bad part of the world at all. So, for those of you don't know, Brady, he's a whirlwind, he's COO of Success Road Academy, which is actually now, one of the world's, if not one of them, well, certainly one of the world's largest information marketing training centers. And our topic today is, an interesting one, is "How to Monetize Your Knowledge Through Online Courses. So, a lot of coaches, a lot of consultants, a lot of people with some form of IP, deliver value,

Learn why virtual summit is the game-changer for your business

Learn the best lead generation strategy that actually works for virtual summits

Know virtual summit secrets so you too can launch a profitable virtual event

Resources/Links:

Why Virtual Summits Are Going To Be A Game-Changer For Your Business (And How To Host A Successful Online Summit): https://entrepreneurshq.com/virtual-summit/

Summary

Liam Austin is the co-founder of Entrepreneurs HQ, an online community and resource hub for entrepreneurs featuring over 175,000 members in their LinkedIn group, an email list of 50,000 subscribers, and tons of content in the form of video tutorials, blog posts, digital guides all geared toward helping entrepreneurs grow their businesses faster.

In this episode, Liam shares why virtual summits generate audiences that webinars can only dream of and his simple, foolproof system to launch a summit in just 90 days.

Check out these episode highlights:

01:28 – Liam's ideal client: Someone who wants to run a virtual summit is anyone who is looking to get more clients, increase their authority, generate more revenue and build relationships with influences in their niche

02:22 – Problem he helps solve: Getting more clients

03:38 – Typical symptoms people experience with that problem? Struggled quite a bit trying to get a business off the ground. It was just wasn't getting enough traction, it's struggling each day to bring in more clients, more revenue, putting more dollars in my pocket

04:35 – Common mistakes they're going to make? A lot of people are looking for just that quick win.

05:48 – Liam's Valuable Free Action(VFA): Building something that's really going to work for my business long term. But be really valuable because it's that high conversion rate, right, into the opt-in, into the email list. But what you're building is relationships with some influences in your niche

07:06 – Liam's Valuable Free Resource(VFR):Why Virtual Summits Are Going To Be A Game-Changer For Your Business (And How To Host A Successful Online Summit): https://entrepreneurshq.com/virtual-summit/

07:37 – Q:'What is the best lead generation source, what actually works for the summit?' A:It's all about partnerships and relationships.

Tweetable Takeaways from this Episode:

“Turning your subscribers or your attendees into ambassadors for your brand, and in this case for your virtual summit.” -@liamaustClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 0:09 Hello everyone, a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Liam Austin. Liam, good day, thanks for being here. Where are you hanging out?

Liam Austin 0:19 Hey, good day mate. I'm hanging out in Malta right now, which anyone doesn't know it's just south of Sicily in Italy.

Tom Poland 0:26 Having just come back from Croatia for three weeks, I'm feeling very jealous right now. But I'm sure you work pretty hard over there. And if you're in an office, well, it's nice to step out the door into the sunshine in Malta, I'm sure. So, Liam, we'll skip off geography and get back on to you as the subject. For those of you don't know Liam, he's, I'm surprised he's still smiling because he's actually put together 15 virtual summits. Now, if you as a listener know anything about the virtual summit,

Learn why increasing self-confidence and letting go of self-doubt as an audacious leader is not just a matter of the mind.

Discover how an audacious leader can actually use their bodies to shift their thinking, change our attitudes, and foster greater poise and self-assurance

Learn why you need to be audacious to move forward in your life, to not live according to our doubts and insecurities but to really press forward with courage strength and vulnerability

Resources/Links:

Top 10 Breakthrough Steps You Can Start Today: https://app.audaciousnow.com/Breakthrough

Summary

Nancy Jonker, Ph.D. has over 31 years of experience in the leadership transformation space and has mentored over 220 leaders on four different continents. She is the founder of Audacious Leaders M.O. -- a program that catapults leaders to new heights through leveraging mindset and the four key strengths of their team.

In this episode, Nancy shares how she helps audacious leaders become confident and effective in business, life, and relationships and rapidly remove roadblocks, leverage the four key strengths of their leadership team and get the freakin job done!

Check out these episode highlights:

01:21 – Nancy's ideal client: My ideal clients are high-level business leaders, business owners, leaders of organizations. I like to refer to them as audacious leaders. They're visionary, they've got their eye on how to position the company or organization into the future but they're not always sure how to get their team to enact their vision.

01:47 – Problem she helps solve: These leaders are often exhausted and frustrated. They're doing too much troubleshooting, trying to make up for what their teams aren't doing. And so, I help them turn that scenario around because what happens is, they start having health issues and relationship issues and have less fun in life. So, we come in, we identified their signature strengths and those in their team and we determine what the roadblocks are so we can remove them.

02:38 – Problem she helps solve: Oftentimes they're overwhelmed, they're overworked and then they start walking this tightrope of not knowing how much they can expect from their team. They don't know how tolerant or patient to be. When to push for better performance. And that since they don't really know what the roadblocks are, they don't know how to solve it and they can't get the frickin’ job done.

03:27 – Common mistakes people make when trying to solve that problem: These leaders end up just working harder. They take on more. They sometimes blame themselves.

05:03 – Nancy's Valuable Free Action(VFA): If you don't know what your own strengths are as a leader, that's the first place to start. Do a strengths inventory, write down all the things that you believe you're good at that come naturally to you.

07:30 – Nancy's Valuable Free Resource(VFR):Top 10 Breakthrough Steps You Can Start Today: https://app.audaciousnow.com/Breakthrough

07:37 – Q:’Why audacious?’ A: We need to be audacious to move forward in our lives. To not live according to our doubts and insecurities but to really press forward with courage strength and vulnerability.

Tweetable Takeaways from this Episode:

“ We need to be audacious to move forward in our lives. To not live according to our doubts and insecurities but to really press forward with courage, strength, and vulnerability.” -@NancyJonkerClick To Tweet

Info about our correspondent host:Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago...

Learn about John Jantsch’s book: The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business

Learn how to identify your ideal client and then articulate your core marketing messages and strategy

Know how to design the best path to profit for your business

Resources/Links:

The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business:Pre-order your COPY here:https://ducttapemarketing.com/the-self-reliant-entrepreneur

Summary

John Jantsch is a small business marketing speaker, consultant, and bestselling author of Duct Tape Marketing, Duct Tape Selling and The Referral Engine. He is known as the world's most practical small business marketing speaker and expert. John Jantsch is a veteran marketing speaker and workshop leader with over 200 successful events under his belt. Event organizers and attendees frequently comment on the nature of the practical, actionable “takeaway” value of his presentations.

In this episode, John shares how he helps small business owners design the best path to profit through understanding the most important element in marketing. John also shares his latest book, The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business that taps into the wisdom of 19th-century transcendentalist literature and the author’s own 30-year entrepreneurial journey to challenge today’s entrepreneur to remain fiercely self-reliant while chasing their own version of success.

Check out these episode highlights:

01:17 – John's ideal client: It's really the small business owner with local businesses

02:34 – Problem he helps solve: The biggest one is that they buy everything ala carte. They buy social media from somebody’s nephews of brother, and they buy SEO, they buy a pay per click, and what happens is, or worse, so they start with a web designer, to get their website done. And what happens is none of those people, none of those things are talking to each other, none of them have a cohesive strategy, that they're trying to accomplish.

03:11 – Typical symptoms people experience with that problem? SOne of my favorites is that when they come to me and say we're just in a commodity business, and all people care about is price.

04:14 – Common mistakes they're going to make? The biggest one is that they buy everything ala carte.

05:19 – John's Valuable Free Action(VFA): Interview half a dozen of your happy clients. Get them on the phone, ask them, why did you pick us in the first place? What do we do that other people don't do? If you were going to refer us to your friends, what would you say? And what you're looking for there really are the themes. See, what people don't understand is they don't, our customers are happy customers don't buy what we sell. They buy what they get, they buy the problem that we solve.

06:33 – John's Valuable Free Resource(VFR):ducttapemarketing.com

07:37 – Q:'John, do you have a new book coming out?' A: I'm releasing a book called "The Self-Reliant Entrepreneur" and it's a daily 366 lessons of hopefully the wisdom and some of the things that I've gained to give you some inspiration and give you a hard question to answer every single day. So, you can just read for 30 seconds and you're done.

Tweetable Takeaways from this Episode:

“ Customers don't buy what we sell.They buy the problem that we solve.” -@ducttapeClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words us...

Discover the 3 critical elements that’ll transform any online course into a viral phenomenon

Learn how to make your program sell more, eliminate refunds, boost completion rates and get pages of success stories

Know how to make your program or course look irresistible for just pennies on the dollar

Resources/Links:

The 10-Step "Viral Product Checklist": How to Make More Sales, Eliminate Refunds, Boost Completion Rates & Get Pages of Success Stories*: https://www.liveyourmessage.com/tom

Summary

Marisa Murgatroyd is the Founder of Live Your Message and the creator of the Experience Product Masterclass where she helps entrepreneurs sell more online programs and get better, faster results for their students. Marisa started her career as an artist who was told by her father that she had no marketable skills. She figured out how to build a mid-seven figure online business anyway and she's shown over 5,000 students how to succeed online -- many of whom also felt like they had no marketable skills or were told they couldn't do it.

In this episode, Marisa shares how she helps online entrepreneurs get off the technology treadmill, find their true voice, and build an enduring online platform that will long outlive the “trend-of-the-moment”.

Check out these episode highlights:

01:52 – Marisa's ideal client: People, entrepreneurs, who want to grow their business using some kind of online program, digital course or info product.

02:34 – Problem she helps solve: The problem I solve is people have trouble either selling enough programs or getting the people who do buy all the way to the end. So, they get results and want to buy from them again and refer them.

02:24 – Typical symptoms people experience with that problem? Some of the symptoms might be having a program that's either not selling, or a program that is selling but you know could be performing better.

04:17 – Common mistakes they're going to make? one big mistake is actually designing the wrong product for your stage of business growth.

06:49 – Marisa's Valuable Free Action(VFA): I recommend a single point program, especially if you've got something under like 5000 bucks. And the way you decide on the single outcome as you want something so clear, and so specific that you could almost film someone crossing the finish line to Mission accomplished. It's binary, either someone's done it, or they haven't done it. There's no ambiguity and no uncertainty.

08:58 – Marisa's Valuable Free Resource(VFR): The 10-Step "Viral Product Checklist": How to Make More Sales, Eliminate Refunds, Boost Completion Rates & Get Pages of Success Stories*: https://www.liveyourmessage.com/tom

08:58 – Q:'One piece of advice?' A: So many people approach product creation based on what they want to sell, what they want to offer, what they want to provide. So, I recommend taking the opposite approach. It's based on a quote by Zig Zigler, you can have everything you want in life if you'll just help enough other people get what they want. So, figure out what you can do for people, what result you can get them, how you can transform their lives in a very specific way. And everything will change in your business. If you just focus on getting people results and delivering on your promise.

.

Tweetable Takeaways from this Episode:

“You can have everything you want in life if you'll just help enough other people get what they want.” Marisa Murgatroyd, quoting Zig ZiglarClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may ...

Why founders get stuck making sales

The single greatest selling tool (and why you avoid it...)

A common sales move that's probably killing your sales

Resources/Links:

Ready for some Knowledge Bombs? Just fill out the form on the right to learn the mistakes that keep most founders from having the success they work so hard for.https://www.salesability.com/mistakes

Summary

Damian is the Founder of Salesability where he helps turn small businesses into sales machines. Sales is the most important skill for an entrepreneur but the one they least want to learn.

In this episode, Damian shares how he helps reluctant founders unleash their ability to sell.

Check out these episode highlights:

01:55 – Damian's ideal client: I call them the reluctant salesperson. These are service providers, entrepreneurs, small business owners that were forced to sell because they started a business, but they aren't professional salespeople and don't believe that they want to be.

02:37 – Problem he helps solve: I help them create the systems and processes they need to win more business in less time.

03:28 – Typical symptoms people experience with that problem? They're just not winning enough business.

04:36 – Common mistakes they're going to make? They all believe they have a lead problem when they really have a sales problem

06:07 – Damian's Valuable Free Action(VFA): Have a very clear understanding of who you serve and how you serve them.

06:58 – Damian's Valuable Free Resource(VFR): https://www.salesability.com/mistakes

07:42 – Q:'Why does this matter?' A: I think it matters because, you know, again, the premise I've built this business on and I spent three decades in selling is that, sales is the most important skill for a business owner, but the one that is least likely to learn. And this is because of their misperceptions. The head trash we carry with us sometimes as founders that aren't sales pros, you know, and also falling that bad advice like follow up until you die. You know, if you want to enjoy selling more, or at least not hate it, there are some things you can do. Don't give up your power base, don't act like, act as an equal, right? As a pear, don't be a beggar, right? Learn how to believe in not just what you sell, but how you sell, right, to have better results. If you don't believe in what you sell, that's a product problem. And if you're the founder of the business, and you've got a product problem, well, you got a real problem, right? So that's generally not the issue. But most business owners and entrepreneurs I talked to about this. They're very passionate about their products and services. They're very passionate about the customers in their market, they're passionate about how they're going to help them and they really do think of them in a way of how can I help them have success. But they just haven't put the sale systems and process in place so they can win more deals.

Tweetable Takeaways from this Episode:

“Have a very clear understanding of who you serve and how you serve them.” -@DamianThompsonClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland: 0:09 Hello everyone and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, beaming out to you from on the sand next to the waves at Little Castaways Beach, Queensland, Australia. Joined today by Damian Thompson. Damian, good day sir,