Cold calling might get you one or two meetings out of a hundred. But warm intros and referrals? You’ll probably meet with at least 80% of those prospects.
Listen in as Bubba Page, founder of Outro, shares a way to get more referrals in a fraction of the time—making your job 10 times easier.
We all know what bad cold emails look like: they’re long, wordy, and self-absorbed.
Emails that intrigue, on the other hand, are personal, friendly, and inviting.
Wanna learn how to write an incredible cold email that actually gets your prospect to respond? Check out some awesome advice from today’s guest: Will Dinkel, co-founder of nova.ai.
Ever feel like your dream client is somewhere up in the clouds, completely unreachable?
Is it possible to get in front of someone like that? Absolutely.
Today’s guest is Stu Heinecke, a Hall of Fame-nominated marketer and the author of How to Get a Meeting With Anyone.
In this episode, Stu talks about how he and his clients have secured meetings with hundreds of VIP prospects using an approach called “contact marketing”.
Wouldn’t you rather have people coming to you instead of you going to them?
That’s exactly what Matthew Smith, VP of Business Development for RealNex, has experienced—all from producing quality content on social media.
Check out this interview to learn how he did it.
“Feeding the Champion” is the idea that as your customer’s (Champion’s) product or service grows, yours grows with it.
Our guest today is Brian Douglas, Vice President of Business Development for InDemand Interpreting. He’s a big proponent of “Feeding the Champion,” a concept he believes will allow you to become so closely tied to your clients that they’ll see you as one of their own team members.
Tools and gadgets are awesome, but they should never automate human discussion.
In this second interview with Hampus Jakobsson, James and Hampus talk about five types of meetings that can work for every sales team.
Oh...and why men love golf so much. :)
Customer success is when your customers achieve their desired outcome through their interactions with your company.
Those two words—”desired outcome”—should affect everything you do in sales, aligning your vision with the outcome the customer will achieve.
Listen in as Lincoln Murphy makes a compelling case for emphasizing customer success.
In B2B sales, your ultimate goal is to be a trusted advisor—but how do you become one?
In this episode Anthony Iannarino, the sales giant behind thesalesblog.com, breaks down “trust” and “advice,” sharing his wisdom on how to realistically help your customers and gain enough knowledge to back up their trust.
It’s hard to get people to buy into the word “nonprofit.”
Yet, that’s exactly what Kerrin Mitchell and the Fluxx team were able to do, bootstrapping their startup and launching their technology into the marketplace.
Listen in to hear Kerrin tell their story.
People should buy tools when they have a problem, not before. That seems obvious, but so often we just buy tools because they’re cool to have.
Today’s guest is Hampus Jakobsson, founder of brisk.io. Listen in as Hampus shares three problems a tool should solve before you even think about buying it.
It’s easy to overlook your current customers as sources of new business. But you don’t want to make that mistake.
Studies show that 91% of your customers are willing to give referrals, so why not take advantage?
Listen in as Donald Kelly, founder of The Sales Evangelist, shares three insanely easy ways to double your customer referrals. (You can follow this link for access to a free video training course on The Sales Evangelist.)
Great leaders start everything they do with “why.”
Why do you get up out of bed every morning to go work? Why is your sales team motivated to sell?
Today’s guest is Josk Keck, COO of RAN Services in Augusta, GA. Listen in to hear his insight on how “why” can motivate people to work harder, better, and more purposefully.
Business owners don’t want to be pummeled with numbers and technical talk. But that’s exactly what most sales pitches sound like.
Listen in to hear how Matt Remuzzi uses a genuine care for entrepreneurs and their businesses to fuel the effectiveness of his B2B sales conversion success.
When most people send cold emails, they immediately vomit their sales pitch. But without establishing a relationship, they have almost no hope of getting conversions.
In this episode, Justin Christianson, bestselling author of Conversion Fanatic, shares the hard lessons he’s learned from sending thousands of cold emails—from defining his target market to treating people like people.
In the last half-century, B2B sales techniques have undergone significant change.
In this episode, Jeff Thull, author of Mastering the Complex Sale, talks about the evolution of B2B selling and lays out a bulletproof map for ensuring results.
Today, the customer really needs outside expertise—and that’s where your sales team steps in.