What is 'No Pressure Selling'?  How do you sell based on relationships and nurturing?  How do you develop a connection with someone by not being too pushy, aggressive, or salesy?

The idea is to record yourself, listen to it, and play it back a few times so that it goes into the mind.

How do you avoid talking from a script when engaging w/ prospects?  

Dogs as good salespeople? We can learn a lot from dogs about how to be 'pleasantly persistent' & 'positively expectant'

Carlos was burnt out as an engineer.  He began suffering from anxiety & stress.  Then, he experienced a stroke at a young age.  So what did he do?  He turned his life around one step at a time.  He's now a successful business coach that turns overwhelmed business owners into Thriving Iconic CEOs.

He discusses the meaning behind this phrase, "WHO TO BE, not WHAT TO DO"

How do you get into your Genius Zone?

What makes a good leader?

We end with advice for aspiring entrepreneurs & how to thrive in this faster and faster paced environment

Check out his new book -> Organic Client Secrets (https://www.theiconicceo.com/organic-clients-secrets)

When is a lead a 'lead'? When is it qualified? Who determines this? How do apply relationship building with your prospects? How do you effectively apply the power of demand gen?

So, you want to excel in sales?  Do you know how to find the decision-maker?  Do you know how to effectively listen so you can respond w/ the right message?  How many licks does it take to get to the center of the tootsie pop?  Ergo, on average, how many touches do you need to make to get a meeting with your prospect?

To be or not to be? The real CTA (call-to-action) question is, "Request a demo or not?"

How do you balance running your own consulting firm & personal time?  

How do you differentiate your business? 

 - What is your 'Why'?

 - Think out of the box

 - Take risks

 - Gather insight from your clients & employees

 - Make your core values reflect something new 

How do you cultivate a friction-free buyer's experience?

I rap w/ Jason Fair from WireBuzz about this very topic. Do you still have 'Get a Quote' plastered all over your website?

- We discuss why you need to pivot to a frictionless, service-oriented experience to effectively acquire new customers.

- DYK -> 80% of buyer's research is already being done online

We then discuss, The Importance of Marketing & Why Businesses Need to Pivot

As a business, here is some food for thought:

- Downsizing your sales staff (really? yes!)

- Provide more resources to the marketing team

- Thinking differently about your Sales Reps: Instead of being just the closer, they become more of a consultant as a buyer journey seller

Then we get into the importance of Pricing Transparency on your Website.

- Good timing as I just went down a rabbit-hole to find pricing for various virtual conference platforms, and I was astounded at how many didn't have easy-to-find pricing variables on their website.

Great insights from Jason:

- 80% of your buyers' research is already being done online. If your pricing options aren't easily accessible, then they're bouncin' to your competitors.

- Presenting pricing options is an excellent opportunity to present your company's value proposition.

Finally, we talk about how sales experience helps marketers become more effective.

- Two Common Themes: "The Power of Listening" & "Buyers are in Control"

- Sales tip: 80/20 rule -> 80% should be spent listening to the prospects' needs/pain

Let Greg Coyne from Sandler Training explain. It's a repeatable process. You don't have to reinvent the wheel every time you call a new prospect.

Bonus: Use the (3) P's - Understand the Purpose, Process, & Payoff for each prospecting call you make

Did you know only 5% of salespeople today are using video to prospect and sell? Dumbfounded yet?

Greg then talks about the power of adopting and embracing video to effectively prospect, create compelling testimonials, and using the power of reference selling.

You need to adopt video now! Because guess what, your competitors are already doing it

Katie Mullen (MMS Consulting) drops some serious sales knowledge when prospecting.

Try Different Calling Techniques When Prospecting

-> There is no one-size-fits-all approach. She became an expert through reading & taking meticulous notes through a previous onboarding sales training class

Are you leveraging all of the free & effective SEO tools to rank on 'Page One' of Google searches?

Have you embraced video yet?

 - Gnaw on this stat: it's the second-largest search engine!