Ep. 4 How to Get a Meeting with Anyone with Stu Heinecke The Sales Conversation Podcast Episode Overview Our guest, Stu Heinecke, is a master of getting a meeting with anyone. Stu is a Wall Street Journal Cartoonist, a hall of fame nominated marketer, and author of the book, How to Get a Meeting with Anyone. I know it can be frustrating trying to get meetings with key decision makers and buyers. Stu will share with us ways to focus on the right areas to up our percentage on
Ep. 3 How to sharpen your social outreach strategy with A. Lee Judge The Sales Conversation Podcast Episode Overview In this episode, you'll hear us talk about how to connect with potential buyers online, how to build trust over time by contributing content and closing new business with the buyers you've been building relationships with. I met our guest, A Lee Judge, on LinkedIn, where I sent a connection request knowing he'd be someone I would want to follow. He has a beautiful podcast - the Business of Content
Ep. 2 Getting Your Stories to Work with Theresa Francomacaro The Sales Conversation Podcast Episode Overview There has been a primary theme in storytelling over the past few years in sales. Stories are the #1 way to connect with a buyer and help them see their situation in a new way. In this episode we will push into how to tell better stories with Theresa Francomacaro? a chief storyteller for a construction company and a facilitator/learning professional who consults for individuals and businesses. We will talk about understanding story
Ep. 1 How to Sell Based on Business Value with Darrin Fleming The Sales Conversation Podcast Episode Overview Sellers struggle with selling business value. They are taught to sell products, but not how to sell based on business value. In this episode, my former college roommate, business partner, and lifelong friend, Darrin Fleming, speaks about why we should be selling based on business value. Darrin is the founder and CEO of ROI-Selling.com and a business leader with experience in marketing and sales across different sizes of businesses, from small
Please ask yourself this question: Are sales reps at your organization equipped with a “big idea” that compels your target audience to buy your organization’s solutions? I see very few organizations equipping their reps with a big idea, and would like to offer an approach to teasing out a big idea your reps can use to improve selling performance.
A mentor of mine mentioned this truism, “you can’t afford to go to market twice!” It’s imperative to get it right the first time. However, the way that most b2b sales and marketing organizations create demand and revenue from their go-to-market initiatives is dysfunctional. They are pushing out thought leadership content (webinars, white papers and other demand gen and sales enablement content) without tying it to a big idea theme that resonates with target buyers. They don’t even have predictable insights on their buyers to increase market penetration with the right people. The results are squandered growth opportunities and millions
A few weeks ago I was in Boulder, CO for a client engagement. I ordered Uber first thing in the morning, and walked outside to wait for the driver. A minute or two passed, and in pulled a minivan…not my normal ride. I hopped in, said hi, confirmed with my driver who I was and where I was going, and then started the journey. My driver seemed to be in his early 30s. We started a conversation, and when appropriate I asked him why he was driving. In a chirpy response, he mentioned he was driving to pay back his