Outliers in Sales and Marketing

For this episode I interviewed Kyle Bailey, a sales and marketing consultant with a decade of experience helping small business owners grow their topline revenue through improvement of their search rankings, sales process, and online marketing campaigns.

0:00 - Introduction of Kyle Bailey

1:25 - Kyle’s unique combination of skills

2:15 - General perception of sales

3:08 - Sales is attached to your soul

8:50 - Covering objections before they come up

11:15 - Shady sales tactics - how they backfire

12:45 - Getting people to let their guard down

15:29 - What to do when a potential customer does not seem interested

19:00 - Importance of belief in the product

27:23 - Quitting a job where you don’t believe in the product

35:12 - How to put up a lot of content

40:21 - Qualifying people early

50:45 - Discussion of books

For this episode I interviewed uber successful real estate agent Phillip Chang.

Like myself, he dropped out of college after becoming disillusioned with the merits of pursuing his degree over starting his career in business. Now he's an incredibly successful real estate agent (and person) and has some powerful lessons to share with you!

Enjoy!

O:00 - Introduction of Phillip Chang

1:40 - How Phillip decided to drop out of college

7:58 - How Zach decided to drop out of college

10:45 - The quality of education in college

11:40 - Learning by doing over in a classroom

13:10 - Problems with higher education in the United States

14:27 - Resistance from your parents on dropping out

15:55 - Figuring out success in the real estate industry

19:09 - What words Phillip's mirror that have changed his life

21:00 - Daily reflection

22:49 - The importance of follow-up

24:34 - Ultimate tip for selling through Facebook

27:10 - Million ways to make money

29:13 - Controlling your anxiety

31:12 - The power of consistency

31:48 - Adapting habits permanently

This week's guest is Nathan Green, a friend and an old boss of mine from my college days. More importantly, Nathan is a highly successful entrepreneur and businessman. Having seen him work up close, I know how unique his combination of grit, resourcefulness, and charm is at accomplishing the things that Nathan sets out to do.

He's currently the Co-Founder and Chief Revenue Officer of the College Consortium, an online platform helping colleges take their courses online. He's previously founded a company called Campus2Careers, which ended up with a successful exit, the founder of the Austin Young Chamber of Commerce, and before that a successful business executive at multiple large companies.

I hope a bit of his magic mix of talents can rub off on you from listening to the podcast, and that if you're in a situation with long sales cycles or in an early-stage business-to-business startup that you can benefit from Nathan's recent experience mastering those domains.

Enjoy!

O:00 - Introduction of Nathan Green

2:05 - Explaining the College Consortium

4:15 - What are the advantages of moving courses online?

7:30 - How and why Zach dropped out of school

9:40 - The alternative to online courses

11:00 - Automating manual pen-and-paper processes as a business idea

12:15 - What does Nathan Green do as VP of Growth? (Now CRO)

12:50 - Product responsibilities

15:08 - The sales cycle at College Consortium

16:00 - Decision makers College Consortium deals with

17:15 - The long and difficult sales cycle of Higher Ed

18:45 - Not charging upfront to speed up the sales cycle

23:09 - Raising money as a startup in Texas

30:37 - Pricing strategies for startups

31:05 - Multistage startup strategies

31:55 - Tapping into natural senses of urgency (good section!!)

36:33 - Managing a sales process with multiple key stakeholders

37:30 - Know what problems your product solves for each stakeholder

39:54 - Story about selling to higher ed vs. businesses

41:55 - Neutralize the other people in a deal besides decision maker

44:00 - Make your product ridiculously easy to on-board

45:00 - Changing your customer's orientation and mindset

47:32 - Sales is a long hallway, closing doors before you get to them

50:08 - Why channel partnerships are so effective

52:40 - How the first channel partnership was established

54:27 - How Nathan first discovered channel parternships

1:00:23 - Strategically aligning your mission with channel partners

I recently had the pleasure of interviewing Taylor Watts for my podcast Outliers in Sales and Marketing. Taylor is the founder and CEO of a jewelry company headquartered in Austin, Texas called ROX Jewelry.

O:00 - Introduction of Taylor Watts

1:00 - Grew ROX Jewelry Insta account to 20,000 followers in 12 months

2:55 - Building the first 1,000 followers on your instagram account

4:07 - Responding to comments on your account

6:17 - 99% of advice on growing your Instagram account doesn't work

7:39 - Don't buy fake followers

8:42 - Know your target audience

9:39 - Benefits of connecting with your target audience on social media

10:59 - Personalizing your brand

12:08 - The importance of saying thank you

14:56 - What marketers don't understand about millenials

17:08 - Handling disappointed customers

20:00 - How she quit her high-paying corporate job to start ROX

22:13 - Appreciation for the fact that you only have one life

25:10 - Taylor's lung collapse

28:09 - The daily challenges of running a business

29:55 - Dealing with stress

On this episode I interview Kevin Arevalo, an entrepreneur, salesperson, and young hustler who is really on top of his game in the car business.

We go deep on topics like follow-up, how to discuss price with potential customers, creating a buying atmosphere, and more. This one is a must listen!

0:00 - Introducing Kevin Arevalo

2:45 - Basics of follow-up

7:45 - Authenticity always wins

10:28 - Lessons from an entrepreneurial father

14:30 - Joining a startup

23:40 - Dedication to your career

30:50 - How a bad salesperson discusses price

37:00 - Don't give the customer the price until you know they want to buy

41:15 - Listening skills

45:22 - Showing a customer that you care

Hope you get something valuable out of this episode!

Learn more about Kevin Arevalo and how he can get you in a new whip at the link below :)

https://www.facebook.com/Capitol-Chevy-Kevin-A-Financial-Consultant-172803930108541/

On this episode I interview Nick Reinert, a young hustler just breaking into the real estate industry in Austin. We go back and forth about how to make it in sales, and he shares some powerful lessons coming off of his first (successful) year in a full-time sales role.

0:00 - Introducing Nick Reinert

6:30 - Commission only positions

9:01 - "Commission-only" positions are everywhere

10:28 - Sales is applicable to everything

12:41 - Real estate investments

14:26 - Top 3 lessons from Nick's first year in sales

17:25 - Value of networking and meetups for salespeople

18:55 - Don't throw the baby out with the bathwater

20:00 - Salespeople die from obscurity

21:33 - Scammy salestrainers

23:23 - #1 Thing I've learned from Grant Cardone

24:45 - Getting referrals

27:05 - The importance of follow-up

29:05 - "Hammer calling"

Learn more about Nick Reinert's available investment Real Estate opportunities at: https://www.facebook.com/NickReinertRealty/

Recent talk I gave at Texas State to the American Marketing Association club members at one of their invitational speaker events.

I discussed how important personal sales is in starting new companies, how I got to $1M per year in annual revenue in my first company through personal sales, and tips to building your company's sales team.

The second episode of Outliers in Sales and Marketing is an interview with John Oberg. John has over 2 decades of sales leadership experience. John’s been incredibly successful in sales leadership roles both at Vector marketing and later as a partner of a management consulting firm where he worked with companies to create scalable revenue growth.

He has a vast wealth of knowledge when it comes to building successful sales teams and processes. Not only does he have that critical knowledge, he also has a talent for communicating it well and explaining the key concepts to other people. That’s what made him such a phenomenal guest for the podcast.

0:00 - Introducing John Oberg

1:55 - Most common problems companies have regarding sales

6:30 - Building a culture of coaching

8:00 - Dave Kurlan, Objective Management - https://www.objectivemanagement.com

9:10 - Training Sales reps to use a sales script

18:09 - Employee’s success as a function of actions, skill set, mindset, and resources

22:00 - How to recruit great salespeople

27:15 - On making accurate forecasts

30:45 - Training sales reps to not pressure the customer

36:00 - Meeting customers where they’re at

40:42 - Sales and marketing getting along

46:25 - Discussing Gary Vaynerchuck

I hope you enjoy this one and get a lot out of it. Feedback is appreciated!

First episode of Outliers in Sales and Marketing is an interview with Joshua Stralko, a highly successful Territory Sales Manager managing a team of insurance salespeople. He's been a high-performing professional in sales and sales management for over 7 years and has some great wisdom to share in this conversation.

Please give me your feedback and enjoy!