Marketing The Invisible

Why you've got to check out this episode:

• Discover how to deliver the perfect discovery call and guide potential clients through a structured process.
• Learn the common mistakes businesses make when trying to convert leads and how to avoid them.
• Get actionable tips on how to create a more engaging and effective sales conversation without feeling salesy.

Resources / Links:

• Download the OCGC Call Script Template at stephensteers.com/podcast for a structured approach to your discovery calls.

Summary:

Are you struggling to convert leads into clients during your sales calls? Many professionals find themselves unsure of how to effectively engage potential clients after generating interest. 

In this episode, Stephen Steers shares his expertise on delivering the perfect discovery call, emphasizing the importance of a structured approach to guide conversations and increase conversion rates. He discusses the common pitfalls that salespeople encounter and provides valuable insights on how to create a more human and engaging sales experience.

Check out these episode highlights:

02:01- Stephen's ideal clients: Professional services companies, coaches, consultants, agencies, and software companies. 

02:31 - The problem Stephen helps clients solve: Increasing conversion rates and guiding leads through a structured discovery process. 

03:33 - Symptoms of the problem: Not converting calls and uncertainty about why leads are not moving forward. 

04:36 - Stephen’s Valuable Free Resource: Download the OCGC Call Script Template at stephensteers.com/podcast. 

05:50 - Common mistakes clients make: Winging it during calls and not using a script to guide the conversation. 

06:33 - Stephen's top tip: Record your calls to identify areas for improvement and learn from your conversations.

07:12 - Q: What are the four questions a business owner or a salesperson should ask before they tell any stories? A: Understand what's at stake, what the audience wants, how to evoke feelings, and what action to guide them towards.

Tweetable Takeaways from this Episode:

“If you don't use a script, you don't know where you went wrong. If you aren't following through on a process, if you don't know where the constraint is, you can't fix it.” - Stephen Steers

Why you've got to check out this episode:

• Discover how to transform your sales team's approach to customer engagement and move beyond order-taking.
• Learn the common mistakes businesses make when trying to improve their sales processes and how to avoid them.
• Get actionable tips on how sales leaders can effectively coach their teams and identify key behaviors in the field.

Resources / Links:

• Develop your own customer-centric sales culture. Visit www.thesalesdr.com.au for a free chapter of her book.

Summary:

Are you struggling to engage your customers effectively and hit your sales targets? Many sales teams find themselves stuck in a cycle of order-taking rather than actively engaging with clients. 

In this episode, Ingrid Maynard, known as the Sales Doctor, shares her insights on how to revolutionize your sales approach and create a culture that prioritizes customer engagement. Ingrid discusses the importance of understanding the symptoms of a struggling sales team and how to identify the root causes of poor performance. She emphasizes the need for sales leaders to spend time in the field, observing their teams and understanding customer interactions.

Check out these episode highlights:

01:41 - Ingrid's ideal clients: B2B sales teams, particularly in the blue-collar industry.

02:29 - The problem she helps clients solve: Moving from order-taking to proactive customer engagement.

03:54 - Symptoms of the problem: Not hitting targets and account management teams acting like customer service representatives.

05:19 - Common mistakes clients make: Treating symptoms instead of addressing root causes and focusing solely on lagging indicators.

06:42 - Ingrid's top tip for sales leaders: Spend more time in the field to understand team dynamics and customer interactions.

07:33 - Her Valuable Free Resource: Visit www.thesalesdr.com.au for a free chapter of her book, The Sales Revolution.

08:12 - Q: What is the Sales Revolution? A: An organization-wide approach to transforming sales culture and enhancing customer engagement.

Tweetable Takeaways from this Episode:

“…spend more time in the field.” - Ingrid Maynard

Why you've got to check out today's episode:

• Discover how to network with intention and build a sales process that delivers consistent results.
• Learn the common mistakes businesses make when trying to fix their sales teams and how to avoid them.
• Get actionable tips on how to approach networking events with a clear mission and purpose.

Resources/Links:

• Develop your own simple and effective sales process. Visit https://www.strongersalesteams.com/salesprocess 

Summary:

Are you struggling to build a predictable sales process for your business? Many sales leaders find themselves overwhelmed, managing individual personalities rather than focusing on a streamlined approach. 

In this episode, Ben Wright, a builder of sales teams, shares insights on how to network with intention and create a sales process that not only drives results but also allows you to enjoy your personal life without the constant worry of where your next sale will come from.

Ben discusses the importance of knowing your audience when networking and how to prepare effectively for networking events. 

Check out these episode highlights:

01:21 - Ben's ideal clients: Sales leaders or business owners looking to build a standard process in their sales teams.

02:03 - The problem he helps clients solve: The nagging worry about bringing in sales consistently.

03:25 - Symptoms of the problem: Constantly fighting sales fires and managing individual team members instead of a cohesive strategy.

04:11 - Common mistakes clients make: Trying to be everything to everyone and focusing on short-term results rather than long-term strategies.

05:34 - Ben's top tip for networking: Know your audience and have specific targets to talk to at networking events.

06:56 - Valuable Free Resource: Visit www.strongersalesteams.com/salesprocess for resources on developing a sales process.

07:42 - Q: Where do I start with lead generation? A: Start by doubling down on what has worked for you in the past.

Tweetable Takeaways from this Episode:

“Networking with intention means you go with a mission rather than feeling a little bit lost. Know your audience and have specific targets you want to talk to.” - Ben Wright

Why you've got to check out today's episode:

• Discover how to simplify your marketing and attract more leads without the overwhelm.
• Learn why social media alone won’t get you clients—and what actually works instead.
• Get a powerful question to ask past clients that reveals exactly how to refine your messaging.

Resources/Links:

• Grab your FREE secret Google doc of strategies to turn your words into clients. Click here: https://www.fromwordstoclients.com/

Summary:

Are you getting enough consistent leads with your service-based business? It's easy to get caught up in client work and rely on random social media posts, only to find your pipeline running dry. You need to simplify your marketing, craft a clear message, and build a steady flow of clients without the guesswork.

Veronica Di Polo is a marketing expert helping entrepreneurs craft clear messaging and build strong brands.

In this episode, Veronica shares how service-based business owners can simplify their marketing and attract clients with a clear, compelling message. She explains why social media alone won’t bring leads and reveals a smarter approach to cutting through the noise. Plus, she gives a powerful question to ask past clients that helps refine your messaging for better results.

Check out these episode highlights:

01:49 - Veronica's ideal clients:  They are service-based business owners.

02:43 - The problem she helps her clients solve: The thing is that I try to explain to my ideal potential clients that, yes, you may be busy. Yes, you might have clients, but you have to continue to build that pipeline of leads.

04:11 - Symptoms of her clients' problem: They don't actually know how to speak to their potential clients.

05:04 - Common mistakes clients make before reaching out to her: Throwing spaghetti on the wall won't cut it today, or, trying to post something because you have to post something on social media.

05:58 - Veronica's Valuable Free Action [VFA]: Try and sit down with somebody that was already a client right now, and say, 'Okay, tell me what was the moment that you decided that you actually wanted to work with me?'

07:01 - Her Valuable Free Resource [VFR]: Grab your FREE secret Google doc of strategies to turn your words into clients. Click here: https://www.fromwordstoclients.com/

07:52 - Q: What makes me different from everybody else? A: I am a southerner, I'm here, but also I understand what is to sell in marketing because we're selling air.

Tweetable Takeaways from this Episode:

“Social media is not marketing. The only way to get those leads is to listen and hear what the struggling people are out there in the world saying, 'Oh my God, I need your help.' And use those words to get them into your world.” - Veronica Di Polo

Why you've got to check out today's episode:

• Get actionable insights on how high-ticket coaches and consultants can generate clients more effectively, without relying on complicated or expensive marketing tactics.
• Learn a straightforward, low-risk approach to marketing, something anyone can implement easily and for free.
• Discover practical, free tools on taking your resources on tour to boost client acquisition.

Resources/Links:

• Claim your FREE tools: partner discovery cheat sheet, pitch template, a 30-minute training on how to take your best tool on tour. Click here: https://lp.growthtools.com/tom

Summary:

Tired of feeling invisible in a crowded market despite offering great services? Many high-ticket coaches and consultants pour time into content creation and networking but still struggle to attract clients predictably, leading to financial stress and frustration. Here's a simple solution that offers a free, easy-to-implement strategy that generates consistent leads and sales calls without the complexity of traditional marketing.

Bryan Harris, a CEO of Growth Tools makes it almost impossible for high ticket coaches to fail at getting new clients by borrowing other people's audiences.

In this episode, Bryan shares how high-ticket coaches and consultants can generate clients predictably by leveraging their best resources and having others promote them, instead of relying on complex or expensive marketing tactics.

Check out these episode highlights:

• 02:03 - Bryan's ideal client: Coaches, people that love working with other humans and helping them achieve the transformation that the coaches received.
• 02:54 - The problem he helps clients with: We help them get clients.
• 04:01 - Symptoms of the problem: Getting clients is a mystery, not math. 
• 05:00 - Mistakes clients make before reaching out to him: People will go to Facebook, some version of ads, as their first marketing channel. It's a terrible first marketing channel.
• 06:00 - Bryan's Valuable Free Action [VFA]: Take the single best resource, the single best tool you have to coach other people and have other people share it with their list.
• 07:19 - His Valuable Free Resource [VFR]: Claim your Free tools: partner discovery cheat sheet, pitch template, a 30-minute training on how to take your best tool on tour. Click here: https://lp.growthtools.com/tom.
• 08:28 - Q: Why did I get into this when I was nine? A: I got into this because somebody paid attention to me and spent time with me and coached me. And I want to do that for other people and I just really enjoy that.

Tweetable Takeaways from this Episode:

“Take your resource on tour and go get 20 other people to share that resource with their list. And you'll generate more sales off that than any other stupid stuff.” - Bryan Harris

Why you've got to check out today's episode:

• Discover proven strategies for recruiting, interviewing, and hiring truly driven salespeople that impacts sales team performance.
• Learn about the four pillars of sales success designed to build and sustain high-performing sales teams.
• Hear unconventional but impactful tips to drive sales team performance.

Resources/Links:

• Free download, a plug and play interview template to improve your chances of making a great salesperson higher. Click here: https://www.insidesalesexpert.com

Summary:

Is hiring driven, result-oriented salespeople who can truly propel your business forward a challenge? Many leaders unknowingly repeat costly mistakes, from ineffective hiring processes to poor onboarding and lack of proper coaching, leading to low performance and high turnover. By leveraging Kevin Gaither's proven four-pillar framework, you can build a sales team that consistently achieves and exceeds goals, driving your business to new heights.

Kevin Gaither helps early-stage tech startup leaders grow their sales teams, sharing 25+ years of experience from building teams and avoiding mistakes he made along the way.

In this episode, Kevin shares insights on avoiding common hiring mistakes and building high-performing sales teams through his four-pillar framework of recruiting, onboarding, coaching, and performance management.

Check out these episode highlights:

• 01:44 - Kevin's ideal client: A coachable and humble CEO, founder or head of sales in a growing pre-IPO tech company.
• 02:22 - The problem he helps clients solve: The number one thing that I see these leaders mess up is hiring.
• 03:25 - Symptoms of the problem he helps solve: Five things: slow rep ramp times, high rep turnover, low sales team motivation, poor conversion rates, and low team quota attainment.
• 05:20 - Mistakes his clients make before seeing him:  I like to refer back to these four pillars.
• 07:20 - Kevin's Valuable Free Action [VFA]:  Do [develop an intentional, thorough, yet speedy interview process to increase the chances of hiring great people for your sales team] it yourself. Don't pay me for it. 
• 08:08: His Valuable Free Resource: Free download of a plug and play interview template to improve your chances of making a great salesperson higher. Click here:  https://www.insidesalesexpert.com
• 09:07 - Q: KG, do you have any non-obvious pieces of advice sales leaders should know? A: And here's my top six: Sales Kickoffs are an absolute waste of time and money. Sales leaders' mission should be to see their reps quit and go someplace better. Curiosity cannot be taught. Motivation isn't something that is done to somebody. And finally, and most controversial, your salespeople are not your friends.

Tweetable Takeaways from this Episode:

"You can have the best culture and the best comp and the best product, but if you put the wrong butts in the seat, you're going to have a rough time being successful." - Kevin Gaither

Why you've got to check out today's episode:

• Learn how to earn substantial fees through small group coaching models that would allow you to scale your expertise while maintaining a personal touch.
• Discover the power of intimate group settings, where deeper connections and tailored guidance can drive more impactful results for your clients.
• Explores strategies for seasoned professionals transitioning to coaching, focusing on innovative approaches to maximize value and profitability.

Resources/Links:

• Supercharge scaling up your business! Click here: www.expertinyou.biz

Summary:

How can seasoned professionals transition into business coaching and still command high fees while serving multiple clients effectively? Many professionals looking to build a profitable coaching practice struggle with balancing scalability and personalization. Without a structured approach, they risk burnout or leaving significant revenue on the table.

Ann Carden is a top business growth expert, marketing and sales strategist, and consultant. Ann has more than forty-three years of business, marketing, and sales experience, with over thirty-four years as an entrepreneur. She has built seven successful businesses (selling five) and is the current owner of two.

In this episode, Ann shares the sweet spot for scaling a coaching business revealing strategies that deliver high-value services in intimate group settings that foster connection, impactful results and achieving sustainable growth.

Check out these episode highlights:

• 01:50 - Ann's ideal client: Coaches and consultants, typically in the B2B space. They are excellent at what they do and they want to scale. 
• 02:02 - Problem she helps solve: They're either stuck in their business revenue and they can't grow. Or they are stuck in fulfillment and they can't grow. 
• 03:05 - Symptoms of the problem: They're getting exhausted with all the things that they're doing or they're working too much in their client's businesses. 
• 04:14 - Mistake her clients make before reaching out to her: They stay on sort of the feast-and-famine-revenue rollercoaster. 
• 05:56 - Ann's Valuable Free Action [VFA]: One thing that they can do is how can they use a more one-to-many approach?
• 07:18 - Her Valuable Free Resource [VFR]: Supercharge scaling up your business! Click here: www.expertinyou.biz
• 08:06 - Q:Can anyone do this? A: If you are great at what you do and you really know your stuff, yes you can do it.

Tweetable Takeaways from this Episode:

"You can still get paid really high fees for a one-to-many. You're talking about small cohorts versus something bigger. When you do that, you can work at a premium level." - Ann Carden

Why you've got to check out today's episode:

• Learn how to shift from traditional sales tactics to a structured approach that fosters authentic, human-centered conversations, increasing conversions and team confidence.
• Discover practical strategies for creating a purpose-driven sales culture for lasting impact.
• Uncover the secrets behind harmonizing short-term sales goals with long-term pipeline strategies.

Resources/Links:

• Unlock your revenue potential today! Click here: http://www.revenue-bydesign.com

Summary:

Are your sales teams struggling with low engagement, poor conversions, and ineffective leadership? Without the right leadership and frameworks, these challenges persist, leaving teams frustrated and unmotivated.

A 25+-year sales veteran and executive, Dionne Mejer leverages her superpower of a recovering perfectionist and people-pleaser to teach leaders and sales professionals how to have Sales with Soul™! Clients see increases in conversion rates, closing rates, quality conversations, sales rep confidence, appointments set, and so much more! She's the author of The Stepped Approach and a highly sought after speaker.

In this episode, Dionne shares a transformative, step-by-step approach to sales training, combining workshops, coaching, and leadership development to build sustainable structures. Her proven methods improve team confidence, foster authentic client connections, and align short-term goals with long-term success.

Check out these episode highlights: 

• 02:33 - Dionne's ideal client: They are typically B2B organizations, about 80 million and under working at a leadership level as well as working with teams that wanna get better. 
• 02:48 - The problem she helps solve: The problem we're truly solving is employee engagement as well as lack of effective leadership and structure.
• 03:51 - Symptoms of the problem: A lot of what we see is simply a lack of clarity.
• 07:25 - Dionne's Valuable Free Action [VFA]: Involve your team in creating a team purpose statement.
• 08:38 -  Her Valuable Free Resources [VFR]: Unlock Your Revenue Potential Today! Click here: www.revenue-bydesign.com 
• 09:25 - Q: What's the typical feedback from the engagements we do? A: Our leaders tell us, 'Oh gosh, I'm really not as good as what I thought I was good at.' But they go, 'Huh, I'm not as good at that as I thought I was.' And their defenses are down because we're giving them a safe space to get better at something. 

Tweetable Takeaways from this Episode:

"Involve your team in creating a team purpose statement." - Dionne Mejer

Why you've got to check out today's episode:

• Discover the strategic power of books in business opening doors to marketing opportunities, credibility, and revenue streams you may not have considered.
• Gain unique insights into the publishing process and how to maximize your book’s potential.
• Learn to debunk the myth that you need to be a seasoned writer to author a successful book, providing encouragement for anyone with valuable ideas or a story to share.

Resources/Links:

• Find out more about publishing your book and succeed in it. Click here: http://www.Readkp.com

Summary:

Do you feel overwhelmed by the complexities of publishing and marketing a book? Many aspiring authors struggle to navigate the maze of traditional publishing, self-publishing, and creating a clear plan for their book’s purpose, often leading to missed opportunities and disorganized content.

Anthony Raymond is the publisher at Kallisti Publishing Inc.

In this episode, Anthony shares actionable strategies to turn your book into a powerful marketing tool. By focusing on the book's role in your broader business strategy and avoiding common pitfalls, such as overloading content, Anthony reveals how to create a polished product that drives revenue through courses, coaching, and speaking engagements.

Check out these episode highlights:

• 02:36 - Anthony's ideal client: My ideal client is ideally a speaker or a business person, even a writer.
• 03:58 - The problem he helps solve: I take that idea or that book that that person has written and give it a place to go. 
• 05:42 - Symptoms of the problem he is solving: Feeling overwhelmed looking at all the publishing options from the traditional publishing experience to self-publishing and not understanding what would be best for them.
• 06:32 - Mistakes clients commit before seeing him: Two things: One, trying to do everything by him or herself. And number two is what I call kitchen sinking a book. 
• 07:38 - Anthony's Valuable Free Action [VFA]: Share your work and listen to feedback.
• 08:31 - His Valuable Free Resource [VFR]: Find out more about publishing your book and succeed in it. Click here: http://www.Readkp.com
• 09:06 - Q: What's the difference between a writer and an author? A: A writer is someone who actually writes all the time and more than likely makes their living from it in one form or another. An author is anyone; anyone can be an author.

Tweetable Takeaways from this Episode:

"Anyone could be the author of a book, but very few people are writers. And to win it, have a bestselling book, you do not have to be a writer." - Anthony Raymond

Why you've got to check out today's episode:

• Discover the three essential pillars for building a successful business coaching practice.
• Learn how to transition from corporate life to coaching with a structured, relationship-driven approach that ensures authenticity and trust.
• Uncover the common mistakes aspiring business coaches make and how to avoid random acts of marketing to achieve consistent results.

Resources/Links:

• Want an overview of what done-for-you means to solve those three areas that you got to solve in coaching? Click here: businesscoachmastery.com

Summary:

Finding it hard to turn your business expertise into a profitable coaching practice? Many seasoned professionals feel overwhelmed by the lack of structure and direction needed to launch and sustain a successful coaching business. 

BJ O'Neal is featured in Forbes, also a founding partner with the renowned Maxwell Leadership team as a speaker, trainer, and coach. Today, he leads Business Coach Mastery, a network of nearly 70 coaches across the US. His passion is empowering people to build a profitable business coaching practice, allowing them to live life on their own terms. He provides a done-for-you approach, equipping them with the tools and support needed to succeed.

In this episode, BJ shares his proven “done-for-you” approach, emphasizing the importance of building systems for lead generation, client conversion, and coaching delivery, enabling you to achieve freedom and profitability on your own terms.

Check out these episode highlights:

02:13 - BJ's ideal Client: Ideal client for us would be men who are seasoned.

02:37 - The problem he helps them solve: They want to do it, but they don't know how to.

03:23 - Symptoms of his client's problem: The bigger portion of all this is that they want freedom.

04:58 - Mistakes client makes before reaching out to him: Just going out there and just trying it with zero process, zero structure, zero strategy to it.

05:59 - BJ's Valuable Free Action [VFA]: Build the three processes that's going to do everything in coaching: Where do I get leads and prospects? How do I convert those leads and prospects into ongoing high paying monthly clients? And then how do I coach them to get simplicity?

07:30 - His Valuable Free Resource [VFR]: Want an overview of what done-for-you means to solve those three areas that you got to solve in coaching? Click here: businesscoachmastery.com

08:01 - Q: Why does someone fail at business coaching? A: No systems, no process and no structure.

Tweetable Takeaways from this Episode:

"You have to have a structure that absolutely builds a relationship that matters, that you become the hunted. That's the goal." - BJ O'Neal