Same Side Selling Podcast

Have you ever thought to yourself, “I should write a book”; then immediately dismissed the idea because it seemed too far-fetched, time consuming or overwhelming? 

Whatever prejudices you may have about writing a book, set them aside because my guest today is going to make you rethink all the notions you have of what a book is (and isn’t) and what it can do for your business.

Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.

Today, we talk specifically about ways organizations can differentiate themselves by using tried-and-true story techniques and formulas that increase a brand's visibility and recognition.

My guest today believes that “measuring what counts” so sales teams can see what’s working and what’s not, is the first step to achieving amazing sales results.

My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.

What is it about iconic organizations that allow them to respond with innovative solutions to marketplace needs? What is it about their approach to business that allows them to create better products, sleeker designs and more efficient systems that consistently earn them top spot in their industries?

Is it the creative genius of their marketing departments, or the talents of their research and development teams? Maybe it’s how they leverage technology? Or is it that innovative organizations simply are more clever than the rest of us? Turns out, innovation has far less to do with “thinking outside the box” than it does with finding a better box.

This week we celebrate episode 100 of the podcast! I want to extend a personal thank you to everyone who's supported the show by leaving a review and sharing the podcast with their friends and family. When I first started the show a few years ago, I wasn’t sure I’d get to episode ten, let alone 100. But here we are, 100 episodes later. It’s because of listeners like you the show is a success.

On today’s episode, I talk to marketing strategy expert Tim Hayden about how businesses can generate more revenue and have greater impact by better leveraging their marketing efforts on existing customers. In fact, companies can create stronger loyalty and trust simply by getting better at gathering clear, meaningful insights into their customers’ problems and pain points. By using technology more effectively, he says, businesses can create personalized campaigns that result in higher customer engagement and bigger returns.

No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline.

Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient and predictable way. Marylou shares with us the secrets to effective cold-calling and the biggest mistakes salespeople make when reaching out to potential clients.

If you’re a small business owner in a small town anywhere in America, you may be tempted to think there’s no way you can compete against a big chain store or an enterprise company with hundreds (maybe even thousands) of employees. You may think you don’t have the resources, the brand recognition or the manpower to go up against the corporate giants. But you’d be mistaken.