Same Side Selling Podcast

If you've ever tried to reach an executive but been stymied by their gatekeeper today's episode will strike a chord with you! One of the most common challenges sales people have is reaching their potential client when that potential client has a gatekeeper. Is there a way to work with that gatekeeper or do you have to resort to tricks like dropping by without an appointment?

On this special solo show I'll answer those questions. I'll explore how you can work with the gatekeeper to create a valued relationship, and how to make sure you're getting the right people involved in the decision-making process. It's all here on this edition of Grow My Revenue.

Listen to this episode and discover:

Why you need to know your potential clients' elevator rants.

What is the same-side quadrant and how do you use it?

What is the difference between impact and importance?

What is BANT and why doesn't it apply today?

What is the hidden question executives ask themselves?

And so much more…

Episode Overview

Whether you've been in sales for a few months or a few decades you have most likely come across a gatekeeper: the assistant or secretary to a potential client you are trying to meet. Maybe you've tried the less-than-honest approach of pretending to be that potential client's friend or you've dropped by unannounced. And if you did you discovered neither tactic is effective.

Today I share what does work when you approaching gatekeepers as well as how to earn the attention of senior executives - two topics that go hand in hand. And finally I'll also give you specific questions to ask to ensure you have all the necessary people involved in the sales process.

When you first attempt to get around a gatekeeper ask yourself why you are trying to go around this person? Why aren't you enrolling them to be your ally? This person is someone to build a valuable relationship with for two reasons: first they control the calendar of your potential client and second they are in that role because they want to help people. So if you truly are genuine in asking for their assistance they will give it to you. But if you try to steamroll past them to get to their boss, you'll be kicked to the curb (as you should be).

The gatekeeper is someone who has been hired because they are sharp, they are responsible, they are knowledgeable and have authority. Treat them as such, they are not a means to your end. Listen to this episode to hear a real-life example of how I created a lasting friendship with a gatekeeper named Mary, and take note of how you can use my approach for the gatekeepers you encounter.

If you are working with your gatekeeper you're going to need to know how to gain the attention of their boss, the senior executive you want to speak to. The best way to do this is to think of what is important to that executive? You can do this by answering the three most common questions executives ask themselves: What problem does this solve? Why do I need it? And what is the likely outcome or result if I move forward with this?

Speak to those questions and share what problem you solve, why it's important to the client and the possible end result. By approaching the gatekeeper with that information you've made it known you value the client's time and you genuinely care about your client's needs. Clearly this will take some advanced research on your part but that is your job as a sales person: know your client and their needs.

Finally we wrap up this episode by talking about BANT and why it no longer works, and the hidden question executives ask themselves. Both of which you'll want to hear about so listen in to this edition of Grow My Revenue.

Discover more at http://www.growmyrevenue.com/business-cast/

If you've ever tried to reach an executive but been stymied by their gatekeeper today's episode will strike a chord with you! One of the most common challenges sales people have is reaching their potential client when that potential client has a gatekeeper. Is there a way to work with that gatekeeper or do you have to resort to tricks like dropping by without an appointment?

On this special solo show I'll answer those questions. I'll explore how you can work with the gatekeeper to create a valued relationship, and how to make sure you're getting the right people involved in the decision-making process. It's all here on this edition of Grow My Revenue.

Listen to this episode and discover:

Why you need to know your potential clients' elevator rants.

What is the same-side quadrant and how do you use it?

What is the difference between impact and importance?

What is BANT and why doesn't it apply today?

What is the hidden question executives ask themselves?

And so much more…

Episode Overview

Whether you've been in sales for a few months or a few decades you have most likely come across a gatekeeper: the assistant or secretary to a potential client you are trying to meet. Maybe you've tried the less-than-honest approach of pretending to be that potential client's friend or you've dropped by unannounced. And if you did you discovered neither tactic is effective.

Today I share what does work when you approaching gatekeepers as well as how to earn the attention of senior executives - two topics that go hand in hand. And finally I'll also give you specific questions to ask to ensure you have all the necessary people involved in the sales process.

When you first attempt to get around a gatekeeper ask yourself why you are trying to go around this person? Why aren't you enrolling them to be your ally? This person is someone to build a valuable relationship with for two reasons: first they control the calendar of your potential client and second they are in that role because they want to help people. So if you truly are genuine in asking for their assistance they will give it to you. But if you try to steamroll past them to get to their boss, you'll be kicked to the curb (as you should be).

The gatekeeper is someone who has been hired because they are sharp, they are responsible, they are knowledgeable and have authority. Treat them as such, they are not a means to your end. Listen to this episode to hear a real-life example of how I created a lasting friendship with a gatekeeper named Mary, and take note of how you can use my approach for the gatekeepers you encounter.

If you are working with your gatekeeper you're going to need to know how to gain the attention of their boss, the senior executive you want to speak to. The best way to do this is to think of what is important to that executive? You can do this by answering the three most common questions executives ask themselves: What problem does this solve? Why do I need it? And what is the likely outcome or result if I move forward with this?

Speak to those questions and share what problem you solve, why it's important to the client and the possible end result. By approaching the gatekeeper with that information you've made it known you value the client's time and you genuinely care about your client's needs. Clearly this will take some advanced research on your part but that is your job as a sales person: know your client and their needs.

Finally we wrap up this episode by talking about BANT and why it no longer works, and the hidden question executives ask themselves. Both of which you'll want to hear about so listen in to this edition of Grow My Revenue.

Discover more at http://www.growmyrevenue.com/business-cast/

If I told you having a business that does good in the community can actually grow your bottom line would you believe me? It's the truth and the man here to back that up is ultra-successful digital marketer and repeat best-selling Yanik Silver.

On this episode of Grow My Revenue Yanik shares what he means by the term evolved enterprise, why he wrote a book on that subject and why it is the business model of the future. This is an eye-opening, thought-provoking episode you won't want to miss, it'll change how you look at your business going forward.

Listen to this episode and discover:

- What does corporate social responsibility mean?

- What motivated Yanik to write the Evolved Enterprise book?

- Is there a link between boostrapping a business and your creativity? Yanik explains.

- Do companies with culture outperform the S&P 500?

- Why we are hardwired to support businesses with real purpose.

- And so much more…

Episode Overview

If you've never heard of Yanik Silver you've missed out on an incredible businessman's journey. He got started online in 2000, the early days of the Internet and he quickly found remarkable success. Eight years into that journey he had earned in the millions and had published several books, all the while helping thousands of people.

But one day he asked himself a simple question: "Am I really happy?" The brutally true answer was no, he was not. He felt there could be more; he could be giving more meaningful work to the world. So he spent time journaling and sorting through what to do next.

From there Maverick 1000 was born. He created a company that combined fun things he liked to do as a kid, with ways to grow businesses and also serve his community by contributing to charities. He invited his friends and business partners to participate, that was part of the fun. They went off on an adventure, spent time talking business growth strategies and then made sure to give to a charity through their participation fee.

Over time he changed up the business model a bit and tweaked things to become what is the present day Maverick 1000.

His book, Evolved Enterprise, also came from that experience. He believes the premise of the book, aligning the soul of your business with more impact, more meaning and more happiness will invariably produce more profits, is the business model of the future.

On today's episode we discuss why businesses should embrace this concept now or they'll be left in the dust within 4-7 years. He also highlights some of the biggest mistakes businesses make when trying to do good in their business and their community, and plus the first steps to take to turn your business into an evolved enterprise.

A few of the mistakes Yanik sees businesses making when trying to do good internally and within their community is the language they use. Look at the most common description used today: corporate social responsibility. Does that sound like fun? Does it sound like something people get to do, or is it something they have to do? It sounds like an obligation, something they have to do. And that isn't going to inspire hearts and minds to embrace the experience!

Yanik gives some great examples of companies already doing this as well as a company that didn't do this well: Kentucky Fried Chicken and its pink buckets for breast cancer. He shares why this didn't work for KFC and how to avoid falling into the same trap with your business.

He also gives three steps to start with when becoming an evolved enterprise plus the greatest lesson he has to evolve your enterprise, and how this business model ties into the millennial community so strongly. There's all of that and so much more in this episode of Grow My Revenue with Yanik Silver. Tune in, it's well worth your time and attention.

Discover more at http://www.growmyrevenue.com/business-cast/

If I told you having a business that does good in the community can actually grow your bottom line would you believe me? It's the truth and the man here to back that up is ultra-successful digital marketer and repeat best-selling Yanik Silver.

On this episode of Grow My Revenue Yanik shares what he means by the term evolved enterprise, why he wrote a book on that subject and why it is the business model of the future. This is an eye-opening, thought-provoking episode you won't want to miss, it'll change how you look at your business going forward.

Listen to this episode and discover:

- What does corporate social responsibility mean?

- What motivated Yanik to write the Evolved Enterprise book?

- Is there a link between boostrapping a business and your creativity? Yanik explains.

- Do companies with culture outperform the S&P 500?

- Why we are hardwired to support businesses with real purpose.

- And so much more…

Episode Overview

If you've never heard of Yanik Silver you've missed out on an incredible businessman's journey. He got started online in 2000, the early days of the Internet and he quickly found remarkable success. Eight years into that journey he had earned in the millions and had published several books, all the while helping thousands of people.

But one day he asked himself a simple question: "Am I really happy?" The brutally true answer was no, he was not. He felt there could be more; he could be giving more meaningful work to the world. So he spent time journaling and sorting through what to do next.

From there Maverick 1000 was born. He created a company that combined fun things he liked to do as a kid, with ways to grow businesses and also serve his community by contributing to charities. He invited his friends and business partners to participate, that was part of the fun. They went off on an adventure, spent time talking business growth strategies and then made sure to give to a charity through their participation fee.

Over time he changed up the business model a bit and tweaked things to become what is the present day Maverick 1000.

His book, Evolved Enterprise, also came from that experience. He believes the premise of the book, aligning the soul of your business with more impact, more meaning and more happiness will invariably produce more profits, is the business model of the future.

On today's episode we discuss why businesses should embrace this concept now or they'll be left in the dust within 4-7 years. He also highlights some of the biggest mistakes businesses make when trying to do good in their business and their community, and plus the first steps to take to turn your business into an evolved enterprise.

A few of the mistakes Yanik sees businesses making when trying to do good internally and within their community is the language they use. Look at the most common description used today: corporate social responsibility. Does that sound like fun? Does it sound like something people get to do, or is it something they have to do? It sounds like an obligation, something they have to do. And that isn't going to inspire hearts and minds to embrace the experience!

Yanik gives some great examples of companies already doing this as well as a company that didn't do this well: Kentucky Fried Chicken and its pink buckets for breast cancer. He shares why this didn't work for KFC and how to avoid falling into the same trap with your business.

He also gives three steps to start with when becoming an evolved enterprise plus the greatest lesson he has to evolve your enterprise, and how this business model ties into the millennial community so strongly. There's all of that and so much more in this episode of Grow My Revenue with Yanik Silver. Tune in, it's well worth your time and attention.

Discover more at http://www.growmyrevenue.com/business-cast/

You've heard the phrase "content is king" but that's not true for all content. How do you know if you are creating valuable, quality content that is actually reaching your audience and growing your business? You're about to find out on this episode of Grow My Revenue.

Today we are joined by none other than the godfather of content himself, Mr. Joe Pulizzi. Joe is the founder and creator of the Content Marketing Institute, he won the John Caldwell Lifetime Achievement award in 2014 and has authored several best-sellers including his latest, Content Inc. We'll talk about all of that and more on this episode.

Listen to this episode and discover:

- What is Joe's definition of content?

- Why you must tell a different story with your content.

- What can the El Gaucho restaurant chain teach you about content marketing?

- Why you should give away your secret sauce.

- How do you create content that isn't biased?

And so much more…

Episode Overview

If there's one thing Joe Pulizzi knows about it's content. In addition to starting the Content Marketing Institute and hosting the annual Content Marketing World event, Joe has published several books on the topic and also released the first documentary on content. But he will be the first to tell you he doesn't know everything there is to know about content, and in fact he continues to learn every day.

And he shares what he has learned on this episode. He lets us in on the biggest mistakes companies make with the content they produce, along with a valuable and insightful lesson from John Deere on how to educate, engage and create an intensely loyal following.

Joe says there are three missteps companies most commonly make and they are talking about your products and services, not telling a unique story and providing inconsistent content.

Most organizations provide content that is primarily about what they offer: their latest bells and whistles, why their features are so great and what benefits they offer to their customers. But the truth is most people don't care! They care about their problems and finding solutions. So stop focusing on your needs and start addressing what your audience needs and wants in your content.

The second common mistake is telling the same old story everyone else is. If you aren't unique you aren't going to stand out. If you don't stand out how will anyone find you? If they can't find you they can't become part of your audience, and they'll never become a loyal customer. Find a unique way to tell your story.

Third is providing content but doing so inconsistently. Think about it like this: you know when your paper is going to be delivered right? You know exactly when to turn on the TV for the news or for SportsCenter. Your content has to be the same way: exact same day of the week at the exact same time, every single week. Do that and you're on the right track.

Another mistake Joe sees is to make a pitch in the content. Don't do it! If you are providing valuable content to someone they are already know you are a resource so you don't have to say it. If you tell them to contact you at the end of your content they're not going to trust you anymore.

John Deere is a great example of how to provide content, no strings attached. Since 1885 they've been sending out The Furrow, a magazine for farmers. The magazine addresses farmers' biggest pain points and helps them solve those pain points.

Today that magazine is the largest media property in the farming industry: it has 1.5 million subscribers in over 40 different countries and is produced in 14 different languages. In their 120 year history they've pitched their own products or services 12-15 times total. And that's why they are John Deere, the top company in their industry with a fervent following.

Discover more at http://www.growmyrevenue.com/business-cast/

You've heard the phrase "content is king" but that's not true for all content. How do you know if you are creating valuable, quality content that is actually reaching your audience and growing your business? You're about to find out on this episode of Grow My Revenue.

Today we are joined by none other than the godfather of content himself, Mr. Joe Pulizzi. Joe is the founder and creator of the Content Marketing Institute, he won the John Caldwell Lifetime Achievement award in 2014 and has authored several best-sellers including his latest, Content Inc. We'll talk about all of that and more on this episode.

Listen to this episode and discover:

- What is Joe's definition of content?

- Why you must tell a different story with your content.

- What can the El Gaucho restaurant chain teach you about content marketing?

- Why you should give away your secret sauce.

- How do you create content that isn't biased?

And so much more…

Episode Overview

If there's one thing Joe Pulizzi knows about it's content. In addition to starting the Content Marketing Institute and hosting the annual Content Marketing World event, Joe has published several books on the topic and also released the first documentary on content. But he will be the first to tell you he doesn't know everything there is to know about content, and in fact he continues to learn every day.

And he shares what he has learned on this episode. He lets us in on the biggest mistakes companies make with the content they produce, along with a valuable and insightful lesson from John Deere on how to educate, engage and create an intensely loyal following.

Joe says there are three missteps companies most commonly make and they are talking about your products and services, not telling a unique story and providing inconsistent content.

Most organizations provide content that is primarily about what they offer: their latest bells and whistles, why their features are so great and what benefits they offer to their customers. But the truth is most people don't care! They care about their problems and finding solutions. So stop focusing on your needs and start addressing what your audience needs and wants in your content.

The second common mistake is telling the same old story everyone else is. If you aren't unique you aren't going to stand out. If you don't stand out how will anyone find you? If they can't find you they can't become part of your audience, and they'll never become a loyal customer. Find a unique way to tell your story.

Third is providing content but doing so inconsistently. Think about it like this: you know when your paper is going to be delivered right? You know exactly when to turn on the TV for the news or for SportsCenter. Your content has to be the same way: exact same day of the week at the exact same time, every single week. Do that and you're on the right track.

Another mistake Joe sees is to make a pitch in the content. Don't do it! If you are providing valuable content to someone they are already know you are a resource so you don't have to say it. If you tell them to contact you at the end of your content they're not going to trust you anymore.

John Deere is a great example of how to provide content, no strings attached. Since 1885 they've been sending out The Furrow, a magazine for farmers. The magazine addresses farmers' biggest pain points and helps them solve those pain points.

Today that magazine is the largest media property in the farming industry: it has 1.5 million subscribers in over 40 different countries and is produced in 14 different languages. In their 120 year history they've pitched their own products or services 12-15 times total. And that's why they are John Deere, the top company in their industry with a fervent following.

Discover more at http://www.growmyrevenue.com/business-cast/

Did you know one of the most critical steps for the success of any business is having an advisory board? No matter how big or small your organization is an advisory board is a necessary component to developing and growing your business and your revenue with integrity.

On this episode of the Grow My Revenue Business Cast our guest is an expert on this topic. She is Marissa Levin, successful business owner and author of Built to Scale, a book on how to find and implement your ideal advisory board using her S.C.A.L.E. model. Get ready to take some insightful notes as we dig into all of that and more today!

Listen to this episode and discover:

- When do you need to think about your advisory board?

- Why you must be ready and committed to change when you bring on an advisory board.

- The 4 biggest mistakes Marissa sees companies make when selecting an advisory board.

- Should your compensation for your advisory board be performance-based?

- What is a restricted stock agreement and should you have one?

- And so much more…

Episode Overview

Marissa Levin learned firsthand how valuable advisory boards are: her first company is now 20 years old and thriving, but several years ago she felt they had hit a plateau. With over 70 projects going on a time there seemed to be chaos constantly, and she couldn't figure out how to create structure and order. One of her personal advisors suggested she create an advisory board.

With that brilliant idea in mind Marissa set out to find out how to do it, she wanted the formula and the process for finding, creating and implementing her board. But there was nothing out there aside from people who said it was a good idea and it should be done.

So she used herself as a guinea pig: she went through the process and meticulously documented what worked, what didn't and what she learned. From that came her book Built to Scale and the now-international formula of S.C.A.L.E. On today's show we discuss both the book and what the formula stands for so you can apply it to your advisory board.

Also on this episode she explains the top mistakes she sees people making when choosing their board members and how to avoid following in their footsteps, plus a great lesson on how beneficial it is to operate with integrity and the intention to help others. Listen in for all of that and more on this edition of the Grow My Revenue Business Cast! Discover more at http://www.growmyrevenue.com/business-cast/

Did you know one of the most critical steps for the success of any business is having an advisory board? No matter how big or small your organization is an advisory board is a necessary component to developing and growing your business and your revenue with integrity.

On this episode of the Grow My Revenue Business Cast our guest is an expert on this topic. She is Marissa Levin, successful business owner and author of Built to Scale, a book on how to find and implement your ideal advisory board using her S.C.A.L.E. model. Get ready to take some insightful notes as we dig into all of that and more today!

Listen to this episode and discover:

- When do you need to think about your advisory board?

- Why you must be ready and committed to change when you bring on an advisory board.

- The 4 biggest mistakes Marissa sees companies make when selecting an advisory board.

- Should your compensation for your advisory board be performance-based?

- What is a restricted stock agreement and should you have one?

- And so much more…

Episode Overview

Marissa Levin learned firsthand how valuable advisory boards are: her first company is now 20 years old and thriving, but several years ago she felt they had hit a plateau. With over 70 projects going on a time there seemed to be chaos constantly, and she couldn't figure out how to create structure and order. One of her personal advisors suggested she create an advisory board.

With that brilliant idea in mind Marissa set out to find out how to do it, she wanted the formula and the process for finding, creating and implementing her board. But there was nothing out there aside from people who said it was a good idea and it should be done.

So she used herself as a guinea pig: she went through the process and meticulously documented what worked, what didn't and what she learned. From that came her book Built to Scale and the now-international formula of S.C.A.L.E. On today's show we discuss both the book and what the formula stands for so you can apply it to your advisory board.

Also on this episode she explains the top mistakes she sees people making when choosing their board members and how to avoid following in their footsteps, plus a great lesson on how beneficial it is to operate with integrity and the intention to help others. Listen in for all of that and more on this edition of the Grow My Revenue Business Cast! Discover more at http://www.growmyrevenue.com/business-cast/

If you'd like to grow your business by attracting your ideal clients there's a simple way to do so: integrity. There are a few key ways to have integrity when engaging with potential clients, and I'll explain exactly what those are and how to use them in this episode.

On this special solo show I'll share the importance of disarming customers in a conversation, why the same-side pitch is a new (and better) variation of the elevator pitch and the proper format to use for an effective case study on your web site. It's just and you me talking about business and integrity on today's episode of Grow My Revenue.

Listen to this episode and discover:

- Why we usually say "no thanks" when a sales person offers to help us.

- The three questions executives answer when making a decision.

- What is the same-side pitch?

- What is an elevator rant and why is it valuable?

- And so much more…

Episode Overview

When you walk into a store and a clerk approaches you to see if you need any help do you automatically say no? Most people do. Why? Because we don't yet trust them. We automatically assume they are simply asking so they can sell us something, and no one wants to be sold to even if they are in a store with the intent to buy!

The same goes for your clients and the conversations you have with them. If going into a conversation you already know they are assuming you are selling to them you can disarm them using authenticity and integrity.

To understand what it means to disarm you first have to understand how executives make decisions. They first look at what problem you solve, or why they may need you. Next they evaluate the likely results or outcome they'll receive from working with you. And finally they evaluate alternatives they have vs. reasons they would choose you. Tune in to hear all of that and so much more on this episode of Grow My Revenue.

To discover other episodes of this podcast go to http://www.growmyrevenue.com/business-cast/

If you'd like to grow your business by attracting your ideal clients there's a simple way to do so: integrity. There are a few key ways to have integrity when engaging with potential clients, and I'll explain exactly what those are and how to use them in this episode.

On this special solo show I'll share the importance of disarming customers in a conversation, why the same-side pitch is a new (and better) variation of the elevator pitch and the proper format to use for an effective case study on your web site. It's just and you me talking about business and integrity on today's episode of Grow My Revenue.

Listen to this episode and discover:

- Why we usually say "no thanks" when a sales person offers to help us.

- The three questions executives answer when making a decision.

- What is the same-side pitch?

- What is an elevator rant and why is it valuable?

- And so much more…

Episode Overview

When you walk into a store and a clerk approaches you to see if you need any help do you automatically say no? Most people do. Why? Because we don't yet trust them. We automatically assume they are simply asking so they can sell us something, and no one wants to be sold to even if they are in a store with the intent to buy!

The same goes for your clients and the conversations you have with them. If going into a conversation you already know they are assuming you are selling to them you can disarm them using authenticity and integrity.

To understand what it means to disarm you first have to understand how executives make decisions. They first look at what problem you solve, or why they may need you. Next they evaluate the likely results or outcome they'll receive from working with you. And finally they evaluate alternatives they have vs. reasons they would choose you. Tune in to hear all of that and so much more on this episode of Grow My Revenue.

To discover other episodes of this podcast go to http://www.growmyrevenue.com/business-cast/