Same Side Selling Podcast

Humor is a great skill no matter who you are. It's a particularly valuable tool for businesspeople. If we can make people laugh, or at least entertain them a bit, we can use that skill to achieve all kinds of goals. We can build rapport, get people to pay attention, help them to understand complex topics, and boost energy in meetings.

Unfortunately, many people avoid it because they think they're not funny.

However, Andrew Tarvin believes that everyone has the potential to be funny, or at least funnier. He's spent the past decade studying the science of humor. He joins me on this episode of Same Side Selling to discuss how humor works and how anyone can learn to use it. You're going to learn a ton from our conversation!

Listen to this episode and discover:

>Why everyone has the capacity for humor.

>How humor can be utilized to achieve better business results. 

>Some techniques you can use to build your humor muscle.

And so much more…

Marketing events have always been important in business. Trade shows, for example, give companies the chance to educate the public about their products and connect with potential customers. But, as Erin Gargan King points out, today's consumers can get most of their education online. After all, companies should already have that information on their website.

Just because we use the internet to educate our customers, though, doesn't mean that marketing events are obsolete. In fact, they may be more important than ever. They still give us the opportunity to meet our future clients face-to-face. When they go well, they allow us to form real human relationships with our online audiences.

On this episode of Same Side Selling, Erin joins me to discuss the ways in which companies can get the most out of marketing events in the social media age. You're going to love our conversation!

Listen to this episode and discover:

Some mistakes that companies make during even preparation.

The traps that keep companies stuck in the past.

How you can use social media to get the biggest ROI from marketing events

And so much more…

Amy Franko has a keen sense of the ways in which B2B sales are changing. After all, today's business landscape looks a lot different than it did a decade ago. Companies don't simply buy products any more. Instead, they seek out long-term relationships with other companies, hoping that their investment will give them a competitive advantage.

Of course, these changes create all kinds of challenges for salespeople. In order to thrive, sellers and sales leaders must adopt new techniques. But what do those techniques look like? What skills do today's salespeople need?

On today's episode of Same Side Selling, Amy joins me to answer those questions and more. You're going to learn a lot from our conversation!

Listen to this episode and discover:

>The old-school sales habits you need to kick.

>Why a modern approach to selling is necessary.

>5 specific skills that will help you thrive in today's B2B business world.

>And so much more…

On this episode of Same Side Selling, I discuss LinkedIn. It's one of the most powerful tools that sales and marketing professionals have ever had access to. However, sales and marketing folks often find ways to ruin great things. In my experience, many people use the platform in profoundly stupid ways.

LinkedIn is a great place to connect with potential customers, prospective employees, and other likeminded folks. But to optimize the platform's potential, you need to be smart about how you use it.

If you're looking to optimize the potential of LinkedIn, you're going to love this episode of Same Side Selling.

Listen to this episode and discover:

> Some common ways that people misuse this great platform.

> Why being smart about your interactions is better for business.

> Specific things you can do to form stronger connections

And so much more...

On today's episode, returning guest Bob London joins me to discuss some potentially scary B2B marketing and prospecingz gimmicks. With everyone competing for attention, some folks are resorting to outrageous levels to find prospects.

We start by answering a question from one "listener". They want to know if 23andMe could make a good prospecting tool. Think about it--they get their results, see who their cousins are, and reach out to all of their relatives who could have buying power.

The question sparked an interesting discussion about good and bad prospecting techniques. Tune in to hear some marketing gimmicks you and your business should avoid.

Listen to this episode and discover:

> How marketing gimmicks can hurt your reputation

> Why authenticity is the best approach to sales

> The things you can do to form stronger connections with prospects

> And so much more…

On this episode of the Same Side Selling podcast, Alison Levine shares valuable insight on leadership and how to have the right mindset to propel your success to new levels. As a history-making adventurer, Alison has survived sub-zero temperatures, hurricane-force winds, sudden avalanches….and a career on Wall Street. Alison learned a lot on her numerous expeditions and she uses that wisdom to help people become better leaders.

No matter what mountain you’re trying to climb, you’re going to learn a ton from Alison in this episode of Same Side Selling.

Listen to this episode and discover:

> Some common misconceptions about leadership.

> Why taking a step backward is different than accepting defeat.

> How to shift your mindset to take your business to a new level.

> And so much more…

On this episode of Same Side Selling, Alan Stein, Jr. stops by to discuss what salespeople can learn from professional athletes. As someone who’s spent the last 15 years working with the world’s greatest sports stars, he believes that they can teach us a lot about maximizing our own potential.

Whether you’re a sports fan or not, I know you’re going to learn a lot from the conversation Alan and I have on this episode of Same Side Selling.

Listen to this episode and discover:

> Why Alan believes that fundamental skills are the basis of any successful career.

> How to identify the gaps in your own skill set that are holding you back.

> The steps you can take to start performing at a higher level.

> And so much more…

On this episode of the Same Side Selling podcast I talk with Manny Medina, CEO, and co-founder of Outreach, the market-leading customer engagement platform. Manny and I discuss the challenges of growth in terms of revenue, the good and bad aspects of sales playbooks, and the inspection process you can conduct to pinpoint the problems you may be facing within your company.

We start by talking about a personal philosophy of Manny’s, which is the importance of a strong memory. After reading a book called Moonwalking with Einstein: The Art and Science of Remembering Everything, Manny decided to challenge his own memory by learning each employee’s name at Outreach. For the record, there are about 300 people currently working for the company!

Manny says, “I think that when you mention somebody’s name, that means that person is important to you.”

Listen to this episode and discover:

>Why there needs to be a framework in place for playbook execution.

>The important things that a playbook should include.

>How looking at sales rep participation can help to pinpoint specific problems.

>The importance of an inspection process in all industries, not just sales.

>The 3 by 2 method, and how it can help you and your business.

And so much more…

On this episode of the Same Side Selling podcast, I discuss the most common mistakes that sales professional make when trying to gain business and achieve sales. I share some of the typical slip-ups that professionals can easily make, and some strategies for how to avoid those situations. Discover how to effectively get in the door with new clients, how to focus on customer problems instead of a simple sale, and how to realistically discuss budget with your client.

Listen to this episode and discover:

> Why some of your techniques may be undermining your pursuits.

> Why it's never okay to be disingenuous or dishonest.

> How a simple lie to a client can ruin the relationship later on.

> The importance of using a network to receive warm introductions.

> And so much more...

This week's guest is Marty Wilson, former Australian Comic of the Year. Marty currently works as an international keynote speaker and has authored 15 books to date. Today, we discuss some of the biggest roadblocks people face when using humor in business, what topics you need to avoid and which to embrace, and how to find a common thread in your storytelling.

First, we talk about the biggest mistake people make when trying to connect with others in the business world. Marty explains that many people inadvertently skip right over the rapport building stage, which is critical in any business-type relationship.

Marty elaborates, saying, "You need to establish the connection, feel the client out, and take some time."

You're going to learn and laugh a lot in this episode!

Listen to this episode and discover:

> How to connect with people naturally and organically.

> Why humor in business is not at all inappropriate.

> What it really means to connect on a human level.

> How to get on the same side with your audience.

> The most important things to avoid in your humor.

> Why you shouldn't be making fun of other people.