Marketing The Invisible

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

• Learn to break free from overwhelm to improve productivity and focus.
• Gain insights from diverse perspectives gained from an in-depth experience in corporate, sales, and marketing that ensures a well-rounded exploration of small business challenges.
• Get help navigating growth without feeling overwhelmed.

Resources/Links:

• Asking about what do I do first and how do I get there faster? Find the answer here: howtogettherefaster.com

Summary:

Are you feeling overwhelmed as a small business owner, constantly juggling tasks and struggling to make meaningful progress? This sense of being stuck—where productivity doesn’t translate into impactful results—can paralyze growth and leave you feeling lost in a sea of to-dos.

Sharyn and Hank Yuloff are small business coaches, authors of 8 best-selling business books, hold small business breakthrough boot camps several times a year and have hosted almost 400 episodes of their podcast, The Marketing Checklist View Cast. They focus on Marketing, Sales, Public Speaking and Human Resources: the four areas where most business owners say they struggle.

Listen now as they share practical strategies to break free from this cycle of overwhelm. By focusing on high-impact tasks, time-blocking, and aligning business efforts with personal life goals, they help business owners regain clarity, scale efficiently, and create a path toward sustainable success.

Check out these episode highlights:

• 02:56 - Hank and Sharyn's ideal client: People that are attracted to us are really good at what they do, but they do suffer from overwhelm and overthinking. 
• 03:28 - The problem that they help solve: Our areas of expertise are marketing, sales, human resources, public speaking, office systems, what are the things that get in their way of being able to make the sales and make the income that they want to make. 
• 05:11 - Symptom of their client's problem:  It really very much is, 'I'm not sure.'
• 06:46 - Mistakes clients commit before reaching out to them: They're not focused on who their ideal client is.
• 07:16 - Hank's Valuable Free Action [VFA]: You can't multitask folks, either time block or make a list and don't try and get two or three things done at once.
• 07:49 - Their Valuable Free Resource [VFR]: Asking about what do I do first and how do I get there faster? Find the answer here: howtogettherefaster.com
• 08:15 - Q: Why us? A: We came into this partnership, married, but we each had a background. Sharyn came from the corporate office, I came from sales and sales management and marketing and now we team up together. Quite often one of us can answer the question even if the other, even if I can't, Sharyn can.

Tweetable Takeaways from this Episode:

"Begin with the end in mind, and then you can work backwards." - Hank Yuloff

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

• Learn valuable insights into the lessons learned of building a $12 million business, losing it all, and bouncing back.
• Discover the key to true freedom -- the often-overlooked third element of freedom which is crucial for sustainable business success.
• Find actionable steps and strategies to identify self-sabotaging traits and develop a mindset plan that helps entrepreneurs and business owners reduce stress, avoid burnout, and create a more fulfilling life.

Resources/Links: 

• Checkout and download this book, 'Win the War Within' for FREE at www.ideasintobusiness.com/win.

Summary:

Are you an entrepreneur or business owner struggling to find the right balance in your life? Many believe that achieving financial success and time freedom is the key to happiness, but often overlook the importance of mental peace. The constant pursuit of money can lead to burnout, stress, and a never-ending cycle of anxiety.

At 23, Luke Fatooros started his first business in his father’s shed with $800. It grew to $12 million, but he lost it all. He is an Ernst Young Entrepreneur of the Year awardee and an Amazon 2-time Best Seller.

In this episode, Luke, who has lived through these challenges, shares with us how to win the war within and find true freedom by embracing a balanced mindset.

Check out these episode highlights:

• 02:01 - Luke's ideal client: Business owners and entrepreneurs struggling to find balance.
• 02:17 - The problem he helps solve: Worry and stress each day and anxiety inside.
• 03:34 - Symptoms of the problem: Burnout, mental breakdowns, health issues, relationship breakups, guilt, and later on in life, regret. 
• 04:30 - Common mistakes his clients make before seeing him: Believing money is the goal.
• 06:22 - Luke's Valuable Free Action [VFA]:  Identify your self-sabotage.
• 08:38 - His Valuable Free Resource [VFR]: Checkout and download this book, 'Win the War Within' for FREE at www.ideasintobusiness.com/win.
• 09:25 - Q: Why did it take me 50 years to discover my biggest self-sabotaging trait - the fear of running out of money? A: That was my goal. And, no matter how much money I kept, I kept chasing money because the beast within, my deepest fears was controlling me. I had to confront it and overcome it.

Tweetable Takeaways from this Episode:

“Money isn't the goal. Freedom is the goal.” - Luke Fatooros

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

• Unlock a unique approach to sales which flips the script on traditional methods by focusing on buyer psychology rather than product features.
• Learn how to break free from the "sea of sameness" that many sales teams struggle with, and start selling in a way that resonates with modern buyers in competitive markets.
• Find out how to level up your pitch and deliver a narrative that truly connects with potential clients right from the first interaction.

Resources/Links:

• Check out this intro first call deck presentation template and training at https://cerebralselling.com/intro-presentations/

Summary:

Are your sales teams struggling to stand out in a sea of competitors, despite all the product training and sales tools at their disposal? It’s a challenge for many B2B companies—sales reps armed with endless product knowledge but still failing to connect with buyers in a meaningful way. But what if the problem isn’t the product or even the salesperson’s knowledge, but the way the conversation is framed? 

Often referred to as the "Sales Professor", David Priemer is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.

In this episode, David reveals how to flip the sales script and sell the way your customers actually want to buy. With his fresh approach to customer-centric selling, you’ll learn how to resonate with your buyers, overcome objections, and make lasting connections that lead to real results.

Check out these episode highlights:

01:51 - David's ideal client: B2B sales teams at high growth technology companies.

02:12 - The problem he helps solve: My clients often find themselves drowning in what I refer to as a sea of sameness.

04:02 - Symptoms of the problem: There's a lot of product-focused enablement.

05:18 - Common mistakes David's clients commit before reaching out to him: They're really not thinking about the pathways and mechanisms by which human beings make purchasing decisions.

07:20 - David's Valuable free Action [VFA]: If you follow the link that Tom's going to leave for you, I have an intro first call deck presentation template and training that you're more than welcome to steal and use as you like.

07:43 - His Valuable Free Resource [VFR]: Check out the intro first call deck presentation template and training at https://cerebralselling.com/intro-presentations/

08:29 - Q: Will AI save us? A: The answer is no. AI is not yet coming to save us. So I say focus just as much on that personal interaction as you do with the technology. 

Tweetable Takeaways from this Episode:

"What the reps and teams need to better articulate to the customer is not just the problem that they're looking to solve, but why the customer cannot solve that problem on their own." - David Priemer

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

• Find out how to boost your business by growing your confidence first, with insights tailored for women solo entrepreneurs who struggle with visibility.
• Learn practical, no-fuss strategies that work for you, whether you’re into social media or prefer alternatives.
• Discover how automating your business can take away the tech overwhelm and help you scale faster without chasing clients.

Resources/Links:

• Checkout and download the  FREE ebook, 'Five Easy Steps to Launch Your Own Online Business Without Tech Overwhelm': https://www.bibapedron.com/5steps-to-online-business

Summary:

Struggling to grow your business because you're not confident enough to be visible? This lack of confidence can lead to underselling yourself, avoiding key marketing strategies, and ultimately stalling your business growth. 

Biba Pedron helps women entrepreneurs to grow their business faster, through visibility, giving them a step-by-step roadmap to double or triple their revenues in 90 days, without

chasing clients. She authored multiple Amazon bestsellers and was featured in Forbes

Magazine France as a Woman of Influence. Nominated as one of the 100 Top Global Women Entrepreneurs to Be Inspired in 2023. And featured on the cover of the World Leaders Magazine as one of the most inspiring women leaders in 2023.

In today’s episode, Biba shares how to build confidence, leverage the right strategies, and double or even triple your revenue without the overwhelm.

Check out these episode highlights:

• 01:38 - Biba's ideal client: Women and especially women solo entrepreneurs.
• 02:19 - The problem she helps solve: Everything comes down to confidence because if they're not confident, they don't want to be visible.
• 03:07 - Symptoms of the problem: It comes from confidence, self-esteem, and imposter syndrome.
• 04:39 -  Mistakes people commit before reaching out to her: They don't understand that they have to understand the confidence, they have to understand the value that they bring to the clients in order to charge.
• 05:47 - Her Valuable Free Action [VFA]: It's not, I don't like this and I don't do anything.
• 06:41 - Biba's Valuable Free Resource [VFR]: Checkout and download the  FREE ebook,  'Five Easy Steps to Launch Your Own Online Business Without Tech Overwhelm': https://www.bibapedron.com/5steps-to-online-business
• 07:22 - Q: Reason why I want to help women? A: Because my motto is I do what I want, when I want, where I want, with who I want, making sure that money is not an issue.

Tweetable Takeaways from this Episode: 

"We work first on the mindset before we work on the marketing." - Biba Pedron

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

• Dive into a unique approach for building buy-in so you create more engaging, actionable messaging, especially for new or complex ideas.
• Learn to simplify your message and break ideas down into core approaches, focusing on what people already believe, and avoiding overwhelming details so that you truly connect with your audience.
• Find out how to master the craft of clear, impactful messaging for marketing and business success, especially in lead generation and pitching investors.

Resources/Links:

• FREE download. Get your Buy-In Building Blocks here: https://tamsenwebster.com/starthere/

Summary:

Are you struggling to get your audience to buy into your big idea? Many business owners and marketers face the challenge of capturing interest but fall short when it comes to driving action. 

Tamsen Webster is a part message designer, part English-to-English translator, and part idea strategist. She helps leaders build buy-in for large-scale change.

Here, Tamsen reveals how to bridge that gap, turning passive interest into commitment by crafting messages that resonate deeply and inspire action.

Check out these episode highlights:

• 05:04 - Tamsen's ideal client: Someone with a new or novel solution to a complicated problem. So typically I'm working with organizations' experts that are really trying to challenge the status quo.
• 05:15 - Problem she helps solve: Typically, you're coming in with something new, which means education is built into what they have to do, but typically also can't get out of their own way because that expertise that led them to see that new option is just getting in the way of their being able to articulate what the idea actually is. 
• 06:08 - The common mistakes her client commits before seeing her: You see all of the detail and all of the nuance of this beautifully complex, wonderful situation, all from the perspective and expert. It's kind of like expecting people who don't know how to play the piano to sit down and play one of the most complicated like Tchaikovsky piano sonatas or something along those lines.
• 08:24 - The symptoms of the problem she helps solve: Typically, it's not getting the traction they're looking for. Or they're saying they can't get to that 40-minute meeting.
• 11:36 - Tamsen's Valuable Free Action [VFA]: If you've only got one sentence worth of time, say what your core approach is and what question it answers.
• 15:02 - Her Valuable Free Resource [VFR]: FREE download. Get your Buy-In Building Blocks here: https://tamsenwebster.com/starthere/
• 16:17 - Q: Why is this so important to me? A: And the reason it's so important to me is because I think our society or planet needs these big ideas. There are amazing ideas out there. And the fact that the point of failure so often is the first articulation of them when that's a solvable problem is endlessly frustrating to me.

Tweetable Takeaways from this Episode:

"The best way to build buy-in is to build a story based on what people have already bought into." - Tamsen Webster

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

• Learn to move away from traditional, high-pressure launch models to a more consistent and reliable marketing approach.
• Gain insights into conversion engineering and how to apply systematic processes to marketing.
• Discover how to utilize Dean Jackson’s nine-word email to re-engage with leads to help you see immediate improvements in your marketing efforts.

Resources/Links:

• FREE: Get the exact Offer Doc template that’s sold over $1.37mil of premium offers without launches (or sales calls). click here: https://conversionengineering.co/open-every-day-offer-docs/

Summary:

Is your business stuck in the rollercoaster cycle of unpredictable launches? The high-pressure, complex campaigns can leave you exhausted and disappointed with inconsistent results. But you can transition to a model where your business has steady growth and consistent client engagement.

Ross O'Lochlainn is a former engineer-turned-marketing strategist who runs Conversion Engineering, a company that helps educate entrepreneurs to sell more programs without relying on the launch model through his proprietary Open Every Day System.

In this episode, Ross shares insights on transitioning from the traditional launch model to a more consistent business approach. He highlights the drawbacks of relying heavily on infrequent, high-pressure launches, such as their decreasing effectiveness and the unpredictability of results. Instead, he advocates for a strategy that keeps your business "open every day," allowing for ongoing client engagement and conversion opportunities throughout the year. 

Check out these episode highlights:

• 02:42 - Ross's ideal client: Someone who's in the online education expert, wisdom space. 
• 03:16 - The problem he helps to solve: They're over reliant on the launch model and they kind of bought into the launch model without realizing all the downsides to it. 
• 05:16 - Symptoms of the problem: Conversion rates in your launch are going down.
• 05:47 - Mistakes his clients make before reaching out to him: Trying to just convert people in this week-long window and then not selling you your philosophy or your ideas the rest of the year.
• 07:13 - Ross's Valuable Free Action [VFA]: Dean Jackson and his nine-word email. 
• 08:53 - His Valuable Free Resource [VFR]: FREE: Get the exact Offer Doc template that’s sold over $1.37mil of premium offers without launches (or sales calls). click here: https://conversionengineering.co/open-every-day-offer-docs/
• 09:55 - Q: Have I always been this changer? A: Yes, I have to.

Tweetable Takeaways from this Episode:

“There's an awful lot more that people could be getting out of their leads if they were just playing the longer game, building the case to work with them.” - Ross O'Lochlainn

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

• Discover a unique approach to marketing that deviates from traditional methods, like the overused social media tactics.
• Learn how to have an authentic marketing approach that is free of the typical "guru" hype, making it relatable and easy to implement for anyone looking to improve their business.
• Find out an actionable step to marketing that demonstrates the value of patience, persistence, and genuine connection and pursue strategies that align with your values.

Resources/Links:

• Improve your sales strategy and boost your profits. Click here: https://www.robinwaite.com

Summary:

Have you ever felt like your marketing efforts are more of a grind than a growth strategy? You're posting on social media, sending emails, and doing everything the so-called experts recommend, yet the results are frustratingly slow. It’s exhausting, and worse, it feels like you're bending your ethics and personality out of shape just to keep up. What if there was a smarter, more genuine way to attract leads without all the noise? 

Robin Waite is the Founder of Fearless Business, regular speaker at various business events and bestselling author of several books, including Online Business Startup,

Marketing Machine and the recent popular release, Take Your Shot.

In this episode, Robin cracked the code by focusing on intentional relationship-building. He reveals how one strategic podcast interview landed him 3,000 leads. Learn to achieve with less effort and more authenticity.

Check out these episode highlights:

• 02:08 - How Robin generated the 3,000-lead in one podcast interview: Get hyper intentional.
• 00:06 - Robin's valuable top tip to generate 3,000 leads: Align my marketing by hanging out with cool people [top 10 people in your list to get hyper intentional with]
• 10:40 - Encouraging words from Robin: "When they see somebody like Ali Abdaal or Dan Priestley they don't want to approach them. And I think they are only people. You go and speak to them, have a conversation. Be a little bit fearless. And just start that conversation and see where it goes."

Tweetable Takeaways from this Episode:

"Be intentional, write that list [10 people to get hyper intentional with]. I need to make sure I'm getting into the same room as them." - Robin Waite

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

• Discover the "two simple questions" for closing sales, which can immediately improve your sales approach. 
• Find out common pitfalls that salespeople encounter to help you avoid costly mistakes and improve your deal closure rates.
• Learn valuable tips backed by data and real-world experience making it easier to relate and apply the strategies to your own sales processes.

Resources/Links:

• Learn more about unstalling deals. Click here: https://www.unstickingdeals.com and if you want to know more about this effective two simple question, then go here: https://puremuir.com/

Summary:

Is your sales pipeline full of leads that never convert? Are your deals stalling and your sales cycles dragging on indefinitely? Learn how to close more sales with simplicity and efficiency.

James Muir is the best-selling author of the #1 book on closing sales, The Perfect Close.

In this episode, James shares his expertise on how to close more sales using two simple, non-confrontational questions. He highlights common mistakes in handling stalled opportunities, such as incorrectly assuming business case issues and mismanaging client indecision. Additionally, James offers valuable insights into identifying and addressing the root causes of stalled deals, providing practical strategies to enhance sales effectiveness.

Check out these episode highlights:

• 01:46 - James' ideal clients: My ideal clients are B2B organizations that sell into healthcare space.
• 01:54 - The problem he helps solve with his clients: Most B2B organizations are suffering from large, bloated pipelines full of deals that have stalled out.
• 03:38 - Mistakes his clients commit before seeing him: Two of the biggest traps that they make is they mishandle how they handle business case issues and client indecision. 
• 05:40 - James' Valuable Free Action [VFA]: Two questions you can use that are non-confrontational and 95% effective: Does it make sense for us to X where X is whatever the ideal advance is that you want them to take? And, what do you think is a good next step?
• 07:38 - His Valuable Free Resource [VFR]: Learn more about unstalling deals. Click here: https://www.unstickingdeals.com and if you want to know more about this effective two simple question, then go here:https://puremuir.com/
• 08:29 - Q: Why do deals get stuck in the first place or maybe how do you actually unstick them? A: There's only three things that will cause your deal to stall: sales issues, client indecision, and business case issues.But there's actually only six ways you can unstick them.

Tweetable Takeaways from this Episode:

“When your client is suffering from indecision, don't try to solve the problem by selling the benefits of the change; shift to a risk mitigation strategy.” - James Muir

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

• Discover this three-phase process that businesses can implement to improve their marketing efforts without increasing ad spend.
• Learn how to have sustainable, long-term marketing practices that ensure businesses can maintain and grow their customer base effectively.
• Find out keyword research techniques and learn the importance of understanding your customer avatar so you maximize marketing efforts. 

Resources/Links:

• Get your Free email marketing tips here: https://www.marketingcounts.com

Summary:

Are rising ad costs eating up your marketing budget without delivering profitable results? Many businesses face this challenge, struggling to achieve effective results.

Paul Counts who has over 26 years of marketing experience, a Co-Founder of Marketing Counts, Fractional CMO, Advisor to Influencers With Curriculum In 140 High Schools have mastered the art of more leads with less ad spend.

In this episode, Paul shares a three-phase process (Foundation, Traffic, Engagement) to generate more leads with free organic traffic. He emphasizes the importance of understanding your customer avatar and leveraging keyword research. He also highlights the significance of building and nurturing an email list for sustainable marketing success.

Check out these episode highlights:

• 01:42 - Paul's ideal client: A brand that is struggling with getting conversions that actually are profitable for their business.
• 02:51 - The problem he helps solve: They're spending money on ads, but they're not getting the conversions they want.
• 03:30 - Paul's three-step process to generate leads without spending more: It's three letters, FTE [foundation, traffic, and engagement]
• 05:40 - Paul's Valuable Free Action [VFA]: Everything that you do online is keyword-driven. So you need to be present with keyword phrases that people want to know about.
• 06:46 - His Valuable Free Resource [VFR]: Get your Free PDF of 26 email marketing strategies. Click here:https://www.marketingcounts.com
• 07:37 - Q: What is my favorite ad platform that I use? A: The place that I'm getting the lowest cost per click right now is Google Ads because of their targeted keyword phrases.

Tweetable Takeaways from this Episode:

"Understand that when you have a social media following that's not your following, that belongs to the social media platform; so, build your list." - Paul Counts

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

• Learn valuable insights on avoiding random acts of marketing and strategically link investments to business results. 
• Find out practical advice to help you enhance your marketing strategy and achieve better results.
• Understand the importance of a customer-centric approach to business growth.

Resources/Links:

• Fast track your business. Click here: visionedgemarketing.com

Summary:

Is it a challenge for you to connect marketing activities with real business outcomes? In a business landscape, random acts of marketing are wasted resources; finding a strategic approach is crucial.

Laura Patterson is the #1 Amazon Best-Selling author of Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth.

In this episode, Laura shares valuable insights on effective B2B marketing strategies. She emphasizes the importance of avoiding random acts of marketing and stresses the need for a strategic, customer-centric approach highlighting the significance of balancing customer value with business value for sustainable growth.

Check out these episode highlights:

• 01:14 - Laura's ideal client: We have served B2B customers and they want to be able to be very smart about how they grow organically.
• 02:12 - The problem she helps solve: We help them avoid what we call random acts.
• 03:35 - Symptoms to her client's problems: They have trouble telling their story because they have not done a good job of really thinking about their value proposition, positioning, messaging and how to differentiate themselves. 
• 05:10 - Mistake clients make before meeting Laura: Not having a strategy at all.
• 07:00 - Laura's Valuable Free Action [VFA]: The secret to doing that [link investments and activities to business results] well is to have what we call logic or metrics chains.
• 07:38 - Her Valuable Free Resource [VFR]: Check out this white paper and download for Free, 'Bring Your A-Game to a Customer Empowered Market.' Click here: visionedgemarketing.com
• 08:40 - Q: If you could give us one piece of advice to the C-Suite or the board of directors, what would it be? A: Be vigilant about maintaining the balance between creating customer value and creating business value. 

Tweetable Takeaways from this Episode:

"It's one thing to have a strategy but if you don't have the processes in place to execute, that can be a problem." - Laura Patterson