Getting referrals is all about whom you know, building relationships with those people, and leveraging that to get to the people you really want to talk to—potential clients. As Jeremy Bromberg says, it means following the yellow brick road. Listen as Bromberg talks about how he develops partnerships with other service professionals and how he grows those relationships to generate new business.

Direct download: Bromberg_Referral_System.mp3
Category:podcasts -- posted at: 7:00am EDT

Everyone, including your buyers, has their own persona or character code. When you can identify their preferences, you can better interact with them and improve the likelihood of their working with you. Listen as Brandy Mychals, author of How to Read a Client from Across the Room, explains her Character Code System and how to use her system to attract your ideal client.

Direct download: Character_Code_System_Mychals.mp3
Category:podcasts -- posted at: 7:00am EDT

Your prospect has been in your lead nurturing process for weeks. You think by now they're ready to buy. But are you sure? In this podcast interview, Jeff Ogden discusses how to determine when your prospect is ready to buy, critical factors to consider when launching a lead-nurturing campaign, and the best content to use in a lead-nurturing campaign.

Direct download: Lead_Nurturing_Ogden.mp3
Category:podcasts -- posted at: 7:00am EDT

The benefits of cross-selling within client firms seem obvious: it takes less time, money, and effort to sell within client organizations than to new clients. But still many organizations resist doing it. In this podcast RAIN Group Co-President Mike Schultz explains why organizations are reluctant, what it takes to implement a strong cross-selling process, and the financial benefits of having cross-selling process.

Direct download: Cross-Selling_Services_Schultz.mp3
Category:podcasts -- posted at: 7:00am EDT

The single overwhelming driver when executives select a consultant, not surprisingly, is trust. Can they trust you? To gain that trust, executives look for consultants to have four particular characteristics. Listen as David Fields, author of The Executive's Guide to Consultants, explains what those characteristics are, the right way to approach a project, what you need to do after meeting with an executive, and how to get the fees you deserve.

Direct download: Consultants_Characteristics_Fields.mp3
Category:podcasts -- posted at: 7:00am EDT

What do decision makers really want to know from you as a service provider? The question is simple. The answer is also simple, but carrying out the request can be more complicated. According to Darlene Price, author of Well Said! Presentations and Conversations that Get Results, decision makers want to know how you can help them. Listen as she explains the three things they're specifically looking for, as well as how to persuade decision makers and how to conduct "powerful conversations."

Direct download: Presenting_to_decision_makers_Price.mp3
Category:podcasts -- posted at: 7:00am EDT

The best way to close more deals and develop close relationships with clients might not match what you think it is. The fact is suggesting a competitor, as contradictory as that might seem, is the best way to build loyalty and win that buyer's business. Listen as Andrea Howe explains why that works, as well as barriers that prevent service professionals from succeeding with sale

Direct download: Close_More_Deals_Howe.mp3
Category:podcasts -- posted at: 7:00am EDT

When looking at the characteristics and actions of various CEOs, it's clear that the most successful executives do things differently than their counterparts. Listen as William N. Thorndike, author of The Outsiders, explains the characteristics of the eight CEOs he profiled in his book and how their actions helped their companies achieve huge success.

Direct download: Successful_CEOs_Thorndike.mp3
Category:podcasts -- posted at: 7:00am EDT

Just like buyers have a fight or flight response when confronted with an aggressive sales approach, salespeople also have that response when dealing with challenging buyers. And that often causes them to say or do the wrong things during a sales call. In this interview, Colleen Stanley, author of Emotional Intelligence for Sales Success, discusses how to control that response and the importance of emotional intelligence in the sales process.

Direct download: Emotional_Intelligence_in_Sales.mp3
Category:podcasts -- posted at: 7:00am EDT

Many people get excited about the latest and greatest social media platforms, thinking they have to use whatever new pops up. The truth is you must assess each one to determine if it's right for you. And you have to do it regularly, as the networks are continually changing as are buyer preferences. Listen as Michelle Golden, author of Social Media Strategies for Professionals and their Firms, discusses strategy for deciding which social networks to use and how firms use them to nurture client relationships and grow business.

Direct download: Social_Media_for_Professionals_Golden.mp3
Category:podcasts -- posted at: 7:00am EDT

The key to maintaining a continual flow of clients is focus, says Mike Weinberg, author of New Sales. Simplified. Focus on new business development. More than that, however, you need a strategy to make it happen. That's where Weinberg's simple sales framework comes in. Listen as he explains the three steps to drive new sales, as well as your most effective sales weapon.

Direct download: Simple_Sales_Framework_Weinberg.mp3
Category:podcasts -- posted at: 7:00am EDT

A value proposition is crucial to conveying to potential clients what you do and why they should do business with you. Yet many people have problems communicating that value. Their statements don’t resonate with buyers, and they don’t differentiate them from competitors. Listen as RAIN Group Co-President discusses how to best explain the value you offer so that people want to work with you.

Direct download: Value_Proposition_Doerr.mp3
Category:podcasts -- posted at: 11:00am EDT

Everyone wants more clients, and higher-paying clients. But only those who claim a niche and know how to tell their story will succeed. That's because people want specialists to help them, not generalists. Listen as Nancy Juetten, contributor to the recently release book Speak More: Marketing Strategies to Get More Speaking Business, discusses the importance of specializing in an area and how to craft messages, including your profile, that attract your ideal client.

Direct download: Get_High_Paying_Clients_Juetten.mp3
Category:podcasts -- posted at: 7:00am EDT

If you have a B2B service firm or are a service professional, LinkedIn is the place to be. It allows you tremendous opportunities to connect with prospective clients and generate new business. But you have to have to have a strategy for using it, says social media strategist Neal Schaffer, and it all starts with your LinkedIn profile. Listen as Schaffer discusses how to use your profile as a sales and marketing tool, as well as how to use groups to develop new business.

Direct download: LinkedIn_Profile_for_Business_Schaffer.mp3
Category:podcasts -- posted at: 7:00am EDT

If you're at a networking event and you see the perfect prospect across the room, do you know what you would say? You need to be prepared to not just introduce yourself but get the person interested in a meeting with you. Listen as Terri Sjodin, author of Small Message, Big Impact, explains how to craft a powerful elevator speech, the three components of an effective elevator speech, and The Elevator Speech Effect.

Direct download: Elevator_Speech_Sjodin.mp3
Category:podcasts -- posted at: 7:00am EDT

If you're like most service professionals, you have a hard time asking for referrals. There are ways, however, to get referrals without asking for them outright, says Emile Paradis, a franchise owner of The Referral Institute. Listen as he discusses how to prepare clients so that they naturally refer you to your ideal prospects.

Direct download: Client_Referrals_Paradis.mp3
Category:podcasts -- posted at: 7:00am EDT

It's a given that you have to ask prospects questions so you can uncover their needs and develop a solution to help them. How you ask those questions, however, determines if they open up to you or if they shut down and dismiss everything you say. Listen as RAIN Group President John Doerr discusses when to ask questions, questions that build trust, and how to develop rapport with a prospect over the phone.

Direct download: Asking_Prospects_Questions_Doerr.mp3
Category:podcasts -- posted at: 7:00am EDT

When done right, branding helps get everybody in your firm—from receptionist to the business development team to technical staff—on the same page and everybody speaking the same language. If that isn't the case in your firm, if people have differing views about what your firm does, then you need to consider rebranding. Listen as Josh Miles, author of Bold Brand, discusses clues that rebranding is needed, misperceptions of branding, and how to get started rebranding your firm.

Direct download: Branding_Professional_Services_Miles.mp3
Category:podcasts -- posted at: 7:00am EDT

Want to advance your business? Take your competitors to lunch. That right, take them to lunch, says Michael Dalton Johnson, author Rules of the Hunt. If you do, you will view each other as human beings and disarm the situation. And that can lead to collegial relationships where you help each other.

Direct download: Competitors_to_Lunch_Johnson.mp3
Category:podcasts -- posted at: 7:00am EDT

Search engines, once the number one tool buyers used to help find service providers, have lost their appeal. Buyers have changed their behavior and now turn to friends and social network communities to help them decide who to hire. Sellers and marketers need to acknowledge this or risk losing their business, says Kristin Zhivago, author of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy.

Direct download: Buyer_Behavior_Zhivago.mp3
Category:podcasts -- posted at: 7:00am EDT

Content marketing can help you grow your business, but only if you produce remarkable, high-quality content. Anything less, and you're wasting your time. So, before you put pen to paper—or hands on keyboard—make sure you know what your customers want and have the resources and structure to produce amazing content, says content marketing evangelist Joe Pulizzi. Doing so will increase your online footprint and pull more buyers to you.

Direct download: Content_Marketing_Strategy_Pulizzi.mp3
Category:podcasts -- posted at: 7:00am EDT

You won't make a direct sale from a tweet or Facebook post, but you absolutely can use social media networks to develop relationships that lead to new business. Social media is, says marketing expert Todd Schnick, the "new networking." Listen as Schnick discusses why B2B firms should use social media, how they should use social media, and mistakes to avoid.

Direct download: B2B_Social_Selling_Schnick.mp3
Category:podcasts -- posted at: 7:00am EDT

The most powerful form of advertising isn't pay-per-click campaigns or ads on popular social networks. It is word of mouth. It's having clients and employees—all employees—acting as ambassadors who communicate wherever possible the benefits of your service. It means having a "conversation company," says Steven Van Belleghem, author of The Conversation Company. Listen as Van Belleghem discusses how being conversation company improves word of mouth and how to transform your firm into a conversation company.

Direct download: Conversation_Company_Van_Belleghem.mp3
Category:podcasts -- posted at: 7:00am EDT

When you were in third grade, you probably didn't say you wanted to be a salesperson. In fact 95% of people in sales say they never planned on being involved in sales. Yet so many, especially service professionals, are charged with bringing in new business. The good news is you can learn how to sell.  To be a great salesperson, however, you must have a certain quality, says Chris Lytle, author of The Accidental Salesperson. Listen as Lytle explains what that quality is, as well as his roadmap to sales success.

Direct download: Sales_Success_Lytle.mp3
Category:podcasts -- posted at: 12:00am EDT

Ask any email marketer when is the best time to send marketing email, and chances are they will say it depends. It depends on your business, and it depends on your ideal customers. However, company email tests have shown that certain buyers are more likely to read and respond to your email on particular days. Listen as marketing expert Matt Heinz discusses what day usually works best for contacting C-level executives, how to prevent email from being labeled as spam, and how to grow your email list.

Direct download: Email_Marketing_Send_Time_Heinz.mp3
Category:podcasts -- posted at: 7:00am EDT

Companies are sitting on a tremendous source of untapped growth—their customers. Most focus only on getting customers to buy—and keep buying, but that's only a fraction of the value firms can harvest from them, says Bill Lee, author of The Hidden Wealth of Customers. They can grow significantly more if they can turn customers into advocates—or rock stars—who will market and sell for you.

Direct download: Hidden_Wealth_Lee.mp3
Category:podcasts -- posted at: 7:00am EDT

Traditional sales techniques no longer work. You also can't create one script and expect it to have the same effect on everyone. If you want to influence the buyer, you must approach him the way he prefers to be approached. Listen as Dan Seidman, author of The Secret Language of Influence, explains how to determine what type of buyer you're dealing with and how to customize the conversation based on that.

Direct download: Influence_Buyers_Seidman.mp3
Category:podcasts -- posted at: 7:00am EDT

Most people struggle with cold calls because they just can't get prospects to give them their time. People are pounded by so much information that they block things out. They've become particularly adept at tuning out salespeople. In this podcast, Jim Keenan, author of the ebook All You Need for a Successful Cold Call, explains how to get around that coping mechanism, capture prospects' attention, and get them to talk with you.

Direct download: Cold_Calling_Keenan.mp3
Category:podcasts -- posted at: 7:00am EDT

Think you can't compete with the larger firms in your industry? Think again. Content marketing is the great leveling field that allows you to not just compete but win that battle. Listen as content marketing evangelist Joe Pulizzi discusses a simple content marketing strategy that can put small B2B service firms ahead of large competitors.

Direct download: Content_Marketing_Pulizzi_2012.mp3
Category:podcasts -- posted at: 7:00am EDT

Studies show that 60% of companies don't follow up with leads. They may not trust the leads, or they may not have a process for following up with leads. Whatever the reason is, that lack of follow-up causes businesses to lose money, says Andy Paul, author of Zero-Time Selling. In this interview, Paul discusses how one firm achieved 100% follow-up on leads and as a result saw sales increase25% to 35%.

Direct download: IncreaseSalesPaul.mp3
Category:podcasts -- posted at: 7:00am EDT

You know how to use automated email to generate leads and nurture leads. But have you thought about using transactional email, such as order confirmations or even out-of-office messages, to engage with buyers? If not, you're missing out on an opportunity to provide value-added content that can lead to sales. Listen as Matt Heinz discusses how to how to get better use out of transactional emails, mistakes that cause email campaigns to fail, and tactics to capture prospects' attention.

Direct download: Email_Marketing_Heinz.mp3
Category:podcasts -- posted at: 7:00am EDT

No matter how good a salesperson looks on paper, you can't drop that person into a new company and expect him to start generating revenue immediately. You need an onboarding program that helps new-hire salespeople fully understand the value the company offers and how to sell that value, says sales management strategist Lee Salz. Without one, you lose money on salesperson turnover or if they stay, they make less-than-optimal sales.

Direct download: Effectively_Onboard_Salespeople_Salz.mp3
Category:podcasts -- posted at: 7:00am EDT

Often companies make mistakes with their websites that cause them to leave money on the table. Potential buyers visit their site but don't take any actionable steps or they leave immediately.  And the website owners have no idea that it's happening or why. Listen as Philippa Gamse, author of 42 Rules for a Web Presence that Wins, discusses the biggest website mistakes that cause companies to lose leads and how to improve your website so that you generate more leads and more revenue.

Direct download: Website_Performance_Gamse.mp3
Category:podcasts -- posted at: 7:00am EDT

The online world is continually evolving. Buyers' behaviors change, which means your lead generation and marketing strategies must also evolve. To help you, several tools are available to identify leads, target your messaging toward them, and develop relationships with them. Listen as Jeff Quipp, CEO of Search Engine People, discusses some of those tools, as well as online marketing strategies firms must focus on.

Direct download: Online_Marketing_Quipp.mp3
Category:podcasts -- posted at: 7:00am EDT

For most service professionals, finding time to both sell and provide their services is an issue. That's why it's important that they qualify their prospects to make sure the potential buyer is worth giving their time to. You don't want to waste time on prospects who will never buy from you. Listen as RAIN Group Co-President John Doerr explains the best way to qualify prospects when it's a complex sale.

Direct download: Qualify_Prospects_Doerr.mp3
Category:podcasts -- posted at: 7:00am EDT

When you receive a generic prospecting email, what's your first reaction? To delete it? Your buyers feel the same way. If you want them to respond, you must personalize it. Listen as prospecting and lead generation expert Kendra Lee explains how to personalize prospecting emails—even when your list has hundreds of prospects, two things you must never include in prospecting emails, and the importance of follow-up email.

Direct download: Prospecting_Email_Lee.mp3
Category:podcasts -- posted at: 12:00pm EDT

Thanks to the Internet, it's never been easier to build relationships with reporters and get quoted in their publications. Journalists from all types of media outlets, including The New York Times, are always looking for sources for their articles. And if you can capture their attention, they will turn to you. Listen as Dan Janal, author of Reporters Are Looking for You! Get the Publicity You Need to Build Your Business, explains how to get on journalists' radar and respond to their queries so that they use your quotes in articles.

Direct download: Get_Quoted_Janal.mp3
Category:podcasts -- posted at: 7:00am EDT

The road to becoming a trusted advisor to clients is paved with good intentions. However, when service professionals head out with all the best goals often things trip them up. In this podcast, Andrea Howe, co-author of The Trusted Advisor Fieldbook, explains what those stumbling blocks are and how to develop your trust skills so that you have trustworthy client relationships.

Direct download: Trustworthy_Client_Relationships_Howe.mp3
Category:podcasts -- posted at: 7:00am EDT

When you make cold calls or send prospecting emails, should you try to sell the person on the value of your services—of what you have to offer? If you answered yes, you are wrong. Listen as RAIN Group Co-President John Doerr explains what you should do, as well as how to sell your services based on value so that you generate new business at higher prices.

Direct download: Cold_Calling_Doerr.mp3
Category:podcasts -- posted at: 7:30am EDT

One of the best ways to run yourself out of business is to discount your price. For once you do that, a discounting mindset takes hold and you will start to offer discounts to everyone and will end up not making any profit. Listen as Mark Hunter, author of High-Profit Selling: Win the Sale without Compromising on Price, explains how to win sales based on the value you offer—not the lowest price—and what to do when a buyer says your price is too high.

Direct download: Never_Discount_Price_Hunter.mp3
Category:podcasts -- posted at: 7:00am EDT

In the B2B world, 80% of your business comes from 20% of your clients. In fact, for some companies a few hundred clients generate millions of dollars in revenue. And they do so because they have a strong loyalty to that firm. Listen as Karen Posey, a senior consultant at Geehan Group, explains how to develop client loyalty that not only sustains your business but enables it to grow more than you thought possible.

Direct download: Developing_Client_Loyalty_Posey.mp3
Category:podcasts -- posted at: 7:00am EDT

The time has come for marketing teams to transition to revenue marketing—to play an active role in helping to generate revenue for their companies. To successfully do that, organizations need a revenue marketing team that has seven essential skills. Listen as Debbie Qaqish explains what those skills are, why they're important, and the results B2B organizations are seeing from having such a team.

Direct download: Revenue_Marketing_Skills_Qaqish.mp3
Category:podcasts -- posted at: 7:00am EDT

If sales training fails, chances are three key steps were omitted. Listen as John Doerr explains what those steps are, why they're essential, and how to make sure you include them in future sales training.

Direct download: Sales_Training_Success_Doerr.mp3
Category:podcasts -- posted at: 7:00am EDT

Clients can't stand it when your meeting with them turns into you talking at them for 15 or 20 minutes. PowerPoint presentations are just as bad. What they want is to have a conversation with you where you uncover and discuss their situation and how you can help. You initiate that by asking "power questions," says client relationship strategist Andrew Sobel.

Direct download: Power_Questions_Sobel.mp3
Category:podcasts -- posted at: 7:00am EDT

If you want a CEO to consider you a trusted advisor, you have to approach the sale differently. You can't be simply a salesperson looking to sell something. You must instead work with the CEO to understand what's going on within the organization, explore the benefits and risks of a solution, and develop a change management plan, according to sales expert Adrian Davis.

Direct download: SellingtoCEOs_Davis.mp3
Category:podcasts -- posted at: 7:00am EDT

There's a myth that you can hire a great salesperson and on day one they'll be able to bring in millions of dollars of revenue. The truth is companies need a process to bring new-hire salespeople up to speed so that they can begin generating revenue. Listen as sales management strategist Lee Salz explains how to get started with an onboarding program and the benefits companies can achieve as a result of having one.

Direct download: Onboarding_salespeople_Salz.mp3
Category:podcasts -- posted at: 7:00am EDT

You can have all of the passion and enthusiasm in the world, but unless you really listen to your prospects and clients, selling will be a challenge. Pay attention to verbal and non-verbal cues to make sure you pursue appropriate prospects and that you know definitely what drives those buyers, sales sales strategist Dan Waldschmidt.

Direct download: Sales_Strategy_Waldschmidt.mp3
Category:podcasts -- posted at: 12:00pm EDT

A difficult economy can mean the downfall for many businesses. But if your firm enters that atmosphere with a plan and a process, it can not only survive but succeed. Listen as performance management expert Sandy Blaha explains what such a plan looks like and the process she created to help businesses grow no matter what the economic climate.

Direct download: Performance_Planning_Blaha.mp3
Category:podcasts -- posted at: 7:00am EDT

Publishing a book is a challenging process, but the increased business and opportunities you get as a result are worth the effort. Listen as Stephanie Chandler, author of Booked Up! How to Write, Publish, and Promote a Book to Grow Your Business, discusses how publishing a book generates business revenue and how to get started writing your first book.

Direct download: Book_Publishing_Chandler.mp3
Category:podcasts -- posted at: 7:00am EDT





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