If you're involved in sales, getting a meeting with a prospect is one of the hardest things to do. And if it involves cold calling, people hate it so much they will do what they can to get out of having to do it. Fortunately, there are ways to turn cold calls into warm calls and improve your chances of getting a meeting. Listen as Tim Hurson, co-author of Never Be Closing, explains what you can do.

Direct download: Turn_Cold_Calls_into_Warm_Calls_Hurson.mp3
Category:podcasts -- posted at: 7:00am EST

Traditional marketing and sales approaches that focus on pushing out a campaign or pushing a particular service no longer work. Instead you need a more direct approach in which you educate prospects, have interesting conversations with them, and solve problems. Robert Rosenthal, author of Optimarketing: Marketing Optimization to Electrify Your Business, explains why the indirect approach is better and why firms can't be afraid to try imaginative marketing ideas.

Direct download: Indirect_Approach_to_Sales_Rosenthal.mp3
Category:podcasts -- posted at: 7:00am EST

Recording of Helen Overland's July 17, 2014, webinar.

Direct download: 0771714_Overland_Webinar_audio.mp3
Category:general -- posted at: 9:05am EST

Most businesses don't to online lead generation well. Their websites have bounce rates higher than 80%. And sometimes they have response rates lower than 5%. They fail to convert visitors into buyers because the websites don't fulfill their need—they don't help solve the problem that sent them to the search engine in the first place. Listen as Helen Overland discusses what successful lead generation websites do that convert visitors into customers.

Direct download: Convert_Website_Visitors_into_Buyers_Overland.mp3
Category:podcasts -- posted at: 7:00am EST

You can take classes about business and read about how to succeed in business, but it isn't until you hear from business owners about their experiences that you get the whole picture. Their stories bring to life challenges they're dealing with and provide ideas for how similar businesses can address those same issues. In this podcast, Michael Mazzeo, co-author of Roadside MBA, talks about the 100-plus small businesses he and his co-authors met with as research for the book and shares the stories of B2B service firms dealing with the perennial challenge of getting new clients.

Direct download: Small_Business_Stories_Mazzeo.mp3
Category:podcasts -- posted at: 7:00am EST



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