Do you have specific steps outlined for each stage in your sales process? In this episode, Frank and Joe walk through the intent and function of the remaining 4 steps of their 5 step sales process when selling to B2B organizations.

• Step 1 - Introduction/Connect
• Step 2 - Discovery
• Step 3 - Planning
• Step 4 - Presentation
• Step 5 - Agreement

For an in-depth dive into step 1, listen back to episode 14.

Podcast Brought to you by - Digitopia

Is your sales pipeline reliable and full of prospects that match your ideal customer profile? Do you have a tried and true sales process established within your organization? In this episode, Frank and Joe dive into a critical component that should be included at the start of an effective sales process, the introductory call. They expand on 3 crucial practices needed to shift your team's mindset with prospects, so every new contact feels like your team is there to help them achieve their goals.

 Podcast Brought to you by - Digitopia

Are your sales and marketing departments working together? Explore why most organizations are misaligned and what processes can be put into place to foster collaboration in the future. A first step includes understanding your company's engine. Are you a marketing-centric business or you're a sales-centric business? In turn, what does that mean in regard to your company's structure, focus, and priorities? Do you have SLAs (Service Level Agreements) in place? See how a straightforward agreement can create clarity and trust between Sales and Marketing. 

Books mentioned in the episode: 

• Ogilvy on Advertising - David Ogilvy 
• Building Your Digital Utopia - Frank Cowell

 Podcast Brought to you by - Digitopia

Do your platforms empower and inform your team to make strategic shifts to help push the growth of your organization? In this episode, Frank and Joe go over 3 considerations to always keep front of mind when building or reviewing your organization's platforms. Your platforms must provide:

1. ALIGNMENT - How to use technology to align your marketing, sales and service teams 
2. INSIGHTS - How to get actionable insights...not just data...from your business analytics 
3. ENABLEMENT - How to use technology features to increase efficiencies and personalization at scale 

Books mentioned in the episode: 

•  Never Lose A Customer Again - Joey Coleman
•  Building Your Digital Utopia - Frank Cowell

 Podcast Brought to you by - Digitopia

Are you interested in unlocking a new level of clarity and consistency around client acquisition? Does your acquisition process feel haphazard and elusive at times? In this episode, Frank and Joe walk through basic business math and marketing metrics every business leader should be tracking and sharing with their team. See how to evaluate the health and sustainability of your client acquisition programs. Learn the impact of aligning your marketing, sales, and service teams around your business math and client acquisition numbers. Explore how this newly gained awareness can empower each team member with an understanding of how they impact and support client acquisition processes.

Books mentioned in the episode: 

•  Good to Great - Jim Collins
•  Building Your Digital Utopia - Frank Cowell

 Podcast Brought to you by - Digitopia

Are you aligning a customer-centric approach, buyer personas, and content strategy to build one cohesive brand experience that will convert strangers into the ultimate brand fans? In this episode, Frank and Joe will walk you through the Digital Utopia Blueprint to help orient you further with the methodology and practice. Re-explore the seven relationship levels to help illustrate all the activities needed at each level. You will also review the content and offers at each of the levels so you can get a sense of the full brand experience. 

Podcast Brought to you by - Digitopia

Are you using content to elevate your brand, increase awareness, and generate sales? Listen to Frank and Joe talk through what makes content good or bad. Learn how to build a content strategy to support different stages in the buyer’s journey. What methods you can utilize to identify relevant content topics you and your team should create and how to operationalize a culture of content creation in your organization.

Books mentioned in the episode: 

• They Ask, You Answer - Marcus Sheridan
• Atomic Habits - James Clear
• Building Your Digital Utopia - Frank Cowell

Podcast Brought to you by - Digitopia

Wondering how to build a useful buyer persona? Wish your departments were better aligned? In this episode, Frank Cowell and Joseph Freeman talk through the process of creating a buyer persona that is routinely referenced by your various teams. Learn what steps to take to avoid the mistakes most B2B companies make when creating personas. See how you can actually make your Buyer Persona document useful day-in and day-out for your tactical teams along with why your sales, marketing, and service departments need to be operating off of your buyer personas. 

Podcast Brought to you by - Digitopia

Do you know what emotions are influencing the buying decision of your B2B customers? Are you looking for methods to operationalize storytelling across your marketing, sales, and service teams? Frank Cowell and Joseph Freeman explore the impact of highlighting your buyers' transformation when they engage with your product or service. In this episode, gain clarity around why stories of transformation are likely the biggest missing link in your growth strategy.

Books mentioned in the episode: 

• Never Lose A Customer Again - Joey Coleman
• The Tipping Point - Malcolm Gladwell
• Building Your Digital Utopia - Frank Cowell

Podcast Brought to you by - Digitopia

Is your B2B organization committed and consistent when it comes to strategy and initiatives? In this episode, Frank Cowell and Joseph Freeman explore Commitment and Consistency, the 5th and final philosophy outlined in Building Your Digital Utopia. Explore the leading causes of why businesses fail in their first several years and how to avoid them. The difference between a goal and objective and how to best use them to align your team. Lastly, learn how you can instill the fundamentals of commitment and consistency to successfully breakthrough plateau and continually take your business to new levels.

Books mentioned in episode: 

•  Principals - Ray Dalio  
•  Building Your Digital Utopia - Frank Cowell
  
  

 Brought to you by - Digitopia