Inside BS Show

Today's Inside BS Show provides you with a detailed strategy on how to set an appointment with anyone at any time. Chapters:00:00 5 Steps to Getting a Sales Appointment with Anyone00:40 Use Direct Mail to Get an Appointment with Anyone03:27 How to Use Email to Get a Meeting with Anyone04:10 How to Connect with Gatekeeper to get a Meeting with Anyone05:25 Get a Referral to Set an Appointment with Anyone07:27 Follow-Up Strategy to Get a Meeting with Anyone

On today’s Inside BS Show Dave Lorenzo shares 5 ways you can grow your revenue without cold calling. If you are in a professional practice – if you are a CPA, attorney, engineer, architect, or consultant, today’s show is a guide to improve your sales without ever feeling pushy. Chapters:00:00 5 Ways to Grow Revenue00:30 Answer the Question: What Problem Do You Solve?01:00 How Dave Helped an Intellectual Property Differentiate Himself02:25 If You Want to Start a Relationship, Overwhelm that Person with Referrals03:36 Start a Relationship by Delivering an Educational Presentation04:38 You Can Start a Relationship Quickly by Helping a Prospect Achieve a Goal07:18 Grow Your Relationship by Creating a Networking Opportunity08:25 Get Your Free Gift from Dave

5 B2B Sales Prospecting Tips to Explode Your B2B SalesOn today's show, Dave Lorenzo, The Godfather of Growth highlights how you can EXPLODE your B2B lead generation with 5 amazing tips and techniques.If you'd like more B2B sales, you cannot miss today's Inside BS Show. Chapters:00:00 5 Sales Prospecting Tips To Explode Your B2B Sales, Business Development, & Lead Generation00:20 B2B Sales Prospecting Tip 1: Call Everyone You Know01:19 Here is a Script for B2B Sales Prospecting02:49 Explode B2B Leads with a Learn at Lunch04:15 To Get More B2B Leads Pass One Referral Each Day05:31 For More B2B Sales Write a Note to Someone Each Day06:42 To Attract More B2B Leads By Becoming an Object of Interest

Ignore the Pretenders and Sell to the CEOIt takes more work to get an appointment and to close a deal with the CEO but it is worth it. On Today's Inside BS Show, I share the five reasons why you must sell to the CEO and ONLY to the CEO.Chapters:00:00 How to Sell to the CEO00:26 Make Sure You Are Talking to the Decision-Maker01:00 When you Sell to the CEO You Get Guaranteed Compliance01:39 When you Sell to the CEO You Are Likely to Have a Long-Term Relationship03:34 When You Sell to the CEO You've Got a Great Reference04:37 If you have a Relationship with the CEO Everyone in the Organization will Pay Attention to You

Can A Sales Pitch Save Your Life?Well it can certainly save your business. Join me for today's show and I'll share a story about how I gave a killer sales pitch that saved my business and set us up with work for an entire year.Even if that stakes are not that high, you need to develop these skills to help you win in sales. Invest 8 minutes in discovering the strategy that has helped hundreds of professionals win thousands of deals. Chapters:00:00 How to Create a Winning Sales Pitch00:29 Step 1 to a Winning Sales Pitch: What Problem Are You Solving?02:42 Step 2 to a Winning Sales Pitch: Use Three Reasons Model04:40 Step 3 to a Winning Sales Pitch: Frame the Situation05:40 Step 4 to a Winning Sales Pitch: Emotionally Compelling and Logically Sound07:20 Step 5 to a Winning Sales Pitch: What Happens if They Don't Solve This Problem?

What Do You Say When The Client says "NO?"There are lots of business development training videos you can watch that give you old advice. That advice is not bad, it is just outdated by about 10-15 years. Your prospective clients have already heard every rebuttal and every slick response. On today's show I share the real Inside BS on handling this rejection. Your client has already said "NO" and now you're wondering what to say.Here are five responses I use (and I teach my clients to use). These are natural and conversational. Try them the next time a client says "no" to you. Chapters:00:00 What Do you Do When a Prospect Says No?00:38 When a Client Says No Say This: How Can We Develop a Relationship?01:27 When a Client Says No Say: How Can I Help You With...02:55 When a Client Says No Say: Can We Try...03:58 When a Client Says No Say: Let's Make It a Competition05:27 When a Client Says No Say: Ok. I respect Your Decision. If You Could Change One Thing What Would It Be?06:39 Bonus Business Development Tip

5 Ways to Beat Your Competitors and Steal ClientsIs it wrong to steal clients from your competition? NO WAY! One of the ways to be certain a client is qualified to work with you is to lure them away from one of your competitors. Many people believe this just requires superior service or offering a superior product. In fact, you have to do much, much more. We share this process on today's show. Chapters:00:00 5 Ways to Beat Your Competitors and Steal Clients00:30 If you want to steal clients from your competitors you must offer help first.04:50 To attract clients away from your competitors offer to do difficult things.06:55 To steal clients from your competition put money in their pocket.07:52 To lure clients away from your competitors you must make those clients personally successful.09:17 To steal clients from your competitors you must be an expert and convey expert status.

This is one of the most effective business development strategies you can implement. Find the money hidden in your clients business. In this video, Dave Lorenzo shares five steps to find hidden money as a business development strategy. Chapters:00:00 Business Development Strategy: 5 Hidden Ways to Grow Sales00:25 Develop Relationship First and You'll Find Money Hidden in Your Business03:40 Do Careful Research and You Will Find Money Hidden in Your Client's Business05:29 Deliver Solutions for Your Clients and You Will Immediately be Asked to Solve More Problems06:52 Connect Your Clients with People and They Will Connect You With Other Clients07:40 Be Positive and Promote Hope and Your Business Will Grow

Referral Marketing Strategy Pick Low Hanging FruitIt should be easy to get referrals. The process Dave Lorenzo outlines in today's Inside BS Show will help you attract more referrals easily and frequently. Chapters:00:00 Referral Marketing Strategy Pick Low Hanging Fruit00:25 Referral Marketing Strategy Do Great Work02:51 Referral Marketing Strategy Pass More Referrals04:35 Referral Marketing Strategy Invest in Your Clients05:45 Referral Marketing Strategy Increase Communication Frequency06:54 Referral Marketing Strategy As for Someone Specific

The first thing you must do if you want to get rich is fire yourself from the activity you hate and fire yourself from the activity that is not in alignment with your strengths. Chapters:00:00 Fire Yourself if You Want to Get Rich - Introduction00:35 Get Away from Day-to-Day Activities of Your Business01:36 Help Your Clients Win02:58 Help Evangelists Win03:40 Help Employees Win04:40 Focus on Strategy

How to Coach a Great Sales TeamWe often focus on Sales Managers as guardians who protect the company from things that could happen if the salespeople get "out of control." Sometimes Sales Managers are viewed a compliance officers who get the reports done on time and hold meetings that are mundane and tedious. If you want to be one of the great sales leaders in your company and in your industry, become a coach who gets the best out of your team each day. Today's show is a guide to doing that. Chapters:00:00 How to Coach a Great Sales Team00:35 To Build a Great Sales Team Hire Based Upon Personality04:50 Talent Knows Talent - Hire Based Upon Referrals05:48 To Motivate a Sales Team Focus on What Individuals Want07:40 To Get The Most from The Members of Your Team Outline Expectations Up Front08:37 Great Sales Managers Focus on Building a Winning Culture

5 Secrets to Selling to the CEOThe best way to grow your business is to connect with and sell to the CEO. Today's Inside BS Show gives you five secrets to getting in front of the ultimate decision-maker in any business. Chapters:00:00 How to Sell to the CEO00:49 Get Walked In03:17 How to Get an Intro to a CEO04:30 To Sell to CEO BE Invited In as an Expert05:10 Use an Ascension Strategy to Sell to the CEO07:05 Sell to the CEO by Using a Common Interest or Hobby08:09 Connect with and Sell to the CEO with Persistent, Professional Communication

The Day I Almost Died Changed the Way I Think About Business and LifeWhere are you right now, in your career and in your life?Are you where you thought you would be?Does your business enhance your life or detract from it?One cold winter morning ten years ago I was not focused on those three questions. I was not focused on anything. I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway. Everything below my shoulders was numb.My mind was making up for the lack of motion in my body. It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return. I was thinking about my priorities. I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist. It is amazing how your life can change in a split second.Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch. I could have sent a messenger with the file. I could have emailed the documents. I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback.I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk. I was not on my mobile phone. I was not distracted. I was thinking about crossing the street. When the Yellow Cab hit me time stood still. I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud. I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab. I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance. Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers. The only thing louder than the annoying hum of the equipment was the sound of my thoughts. Thoughts of things I had yet to do. Things I had put off. Quality time I had not spent with people in my life that really mattered. Things worked out for me after that day…in more ways than one. By the grace of God, I suffered no lasting injuries from that accident. But it served as a wake-up call. I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy. I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate. I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.Timestamps:00:00 The Day I Almost Died Changed Everything - Intro00:45 Dave Lorenzo's Taxi Cab Story06:30 Is Your Business FREE or is it FAKE?

6 Most Powerful Sales Questions to Open Doors and Close DealsToday Inside BS Show is all about Opening Doors and Closing Deals. If you want to be great at consultative sales, you must watch today’s show.

Today we discuss how to manage a remote sales team and Dave Lorenzo shares some remote sales representative success tips. As we enter a post-pandemic world, we face the reality that most of the sales representatives who work with us will be working in a remote environment. This means they will not start and end their day at an office. In stead, they will be starting their day from home, approaching their prospects on their own and setting their own strategy for sales success.If you're managing a remote sales team or if you are a remote sales representative these success tips will help you enormously. Timestamps:00:00 6 Steps to Manage a Sales Team Effectively00:19 Set Clear Expectations02:24 Check-In03:45 Have a System05:06 Focus on Outcomes07:44 Use Video to Help Sales Representatives Improve09:46 Secret to Remote Sales Team Growth and Success

10 Ways to Improve Your Sales Process and Increase Your BusinessWhat can we do to increase sales? The answer to that question is my list of 10 simple ways to increase your sales. All you need to do to grow your sales results is to follow along with this check list. Some of the things we include are:-- Facebook and Google advertising to increase sales-- LinkedIn Outreach to grow revenue-- Cold email as a business development strategy-- Speaking engagements-- Direct mail-- Events-- Writing articles-- Joint Venture Mailing-- Joint events-- Educational videos (like this one)And for sales tip number 11 I share a killer secret designed to help you make more money immediately. Enjoy this video on ways to increase sales and let me know down in the comments what other questions you have about sales strategy. Chapters:00:00 Introduction to 10 Ways to Improve Your Sales Process and Increase Your Business00:20 Online Advertising As Part of Your Sales Process02:43 LinkedIn Outreach to Increase Business03:22 Add Cold Email to Your Sales Process to Increase Business 04:31 Speaking Engagements will Increase Your Sales05:26 Events You Host Will Help Boost Sales in Your Business07:25 Writing and Posting Articles08:14 Joint Venture Mailings Will Increase Sales Dramatically09:47 Joint Venture Events Are a Certainty to Increase Sales10:41 Educational Video Works Like Magic to Increase Sales11:45 Killer Secret to Increase Sales the easy way

This is a great Inside BS Show that will give you the step-by-step guidance necessary to teach your sales team a consultative sales approach. If you are looking for a a great consultative sales tutorial or consultative sales training session, look no further. This is it. Chapters:00:00 How your Approach to Sales Can Be a Competitive Advantage00:34 When You Focus on Relationship Sales You help the Client Achieve Their Goals01:55 If you Focus on Consultative Sales, everyone wins02:03 To Grow Relationships You Interact and Not Interrupt02:44 If You Don't Get a Deal Today, with Consultative Sales, you'll Get a Deal in the Future03:12 Consultative Sales Builds Long Term Loyalty04:00 Consultative Sales Makes your Business Resistant to Economic Issues05:51 The Step-by-Step Guide to a Consultative Sales Approach

Why and How to Create a Marketing Plan: A Step By Step GuideToday’s Inside BS Show is all about your marketing plan. Yes, your business needs one and today, Dave Lorenzo teaches you how to create a marketing plan for your business.Here is your step-by-step guide to creating a marketing plan.Chapters:00:00 Why is a Marketing Plan Important to Your Business00:17 A Marketing Plan is a Roadmap to Growing a Business00:46 A Marketing Plan Helps You Stay Focused01:27 A Marketing Plan is a Checklist for Your Daily Activity02:00 A Marketing Plan Will Help You Target the Right Clients03:04 Your Marketing Plan Will help You Attract Great Referral Sources04:50 A Great Marketing Plan Will Add Value to Your Business05:55 Here is Your Free Marketing Plan. Download and Customize it for Your Business

How to Get More Referrals | Million Dollar Sales ScriptMany people are uncomfortable asking for referrals. They feel awkward, salesy or pushy asking people to introduce them to future clients.There is no need to feel this way ever again.Watch as Dave Lorenzo demonstrates how to ask for referrals. He actually gives you a script you can use right now, in your business. Chapters:00:00 How to Get More Referrals | Million Dollar Sales Script00:15 Introduction01:00 The First Question You Ask In a Referral Conversation02:09 The Follow Up That Keeps People Talking03:00 The Question that Makes You a Valuable Partner for a Referral Source04:11 How to Practice Your Referral Script (and Why You Need to Practice)05:12 How to Unlock Someone's Referral Potential05:55 Using Stories to Get People Comfortable and Into a Referral Mindset

6 Ways Sales Managers Help Their Team Make More MoneyIf you want to be successful as a sales manager, this Inside BS Show is a MUST WATCH event. On today’s show, Dave Lorenzo shares the 6 ways sales managers help their sales representatives make more money.Chapters00:00 6 Ways Sales Managers Help Their Team Make More Money Intro00:20 Sales Managers Must Streamline Customer Service01:30 Sales Managers Can Help Their Sales Team by Being Proactive with Accounts Receivable03:10 Giving your Sales team Outstanding Administrative Support is a Great Way a Sales Manager Can Help the Sales Team04:37 Stop Holding Sales Meetings05:46 Allow Your Sales Team to Introduce Their Clients to Each Other06:55 Sales Managers Help Their Sales Team by Fighting for them to Get Paid on Time

7 Steps To Building a Great Sales TeamThis is your sales team playbook. Today we talk about the 7 steps to building a great sales team. Follow along with Dave as he outlines the step-by-step guide to a multi-million-dollar sales team.Chapters:00:00 How to Build a Great Sales Team00:20 To Build a Great Sales Team Set Clear Expectations02:26 Step two in Building a Great Sales Team is Focus on Outcomes04:35 Step three: Track and Measure a Few Key Performance Indicators06:00 To Build a Great Sales Team You Must Have Frequent Communication08:13 An Essential Step in Building a Great Sales Team is Removing All Barriers10:18 Recognize and Reward Successes – Large and Small12:12 To Build a Great Sales Team Put Relationships First

5 Ways a Sales Manager Can Lead a Sales Team by ExampleToday's Inside BS Show is all about leading a sales team. If you have people working for you, this show will help you set a positive example for them. Dave Lorenzo details the five steps you can take to lead your team with your actions and not just your words.Be sure and watch all the way to the end as we answer a question from a member of the audience. Chapters:00:00 How Sales Managers Can Lead a Sales Team by Example00:20 Make Sales Calls and Carry a Book of Business02:16 Relieve the Administrative Burden from the Sales Team05:14 Be Generous with Recognition06:17 Fight Hard for your Salespeople to Get Paid08:34 Be Consistent in Your Behavior11:20 When Does a Sales Manager Give Up On a Sales Team Member?

Sales Managers Use These 7 Steps to Increase SalesIn this video we answer the question: “How do I increase sales in a service business?” It doesn’t matter of your service business is home services – like landscaping or extermination, personal services – like a personal trainer in a gym or a nail technician, or professional services like an attorney or CPA. This video and this series of videos will help you increase sales. Step one: Educational Speech: Professional speaking is a great way to increase sales in service businesses. Giving a speech increases your visibility, enhances your credibility, and differentiates you from everyone else who does what you do. Step two: Educational Event Hosted by you: Another great way to grow your sales is by hosting an event and teach people how to do what you do. While this may seem contrary, because people can take your ideas and implement them on their own, it is a great way to demonstrate your expertise. In the video I show you how to use this “do it yourself” mindset to grow sales for your service business. Step three: Direct Mail Sequence: One of my favorite ways to increase sales is with a direct mail sequence. I demonstrate how to use direct mail to grow your business sales rapidly. Step four: Facebook and Google Advertising: Of course, advertising is one of the fastest ways to increase your sales. Today I show you how to do this without spending a huge amount of money.Step five: LinkedIn Outreach: One of the most valuable tools we have in business-to-business sales is LinkedIn. If you want to increase sales in b2b, this step will help you enormously.Step Six: Cold Email: Many people think cold email is not as effective as it used to be. These days a cold email works about 1 – 2 percent of the time. If you’d like to discover the way I use cold email to increase sales, this step is a must. Step Seven is the killer secret that you cannot afford to miss. When it comes to increasing sales, this last step is one of the fastest ways to grow your revenue, increase your sales productivity and make more money. DON’T MISS the KILLER SECRET to increasing sales in step seven. Chapters:00:00 How do I increase sales in a service business?01:08 Deliver an Educational Speech and use it to increase your sales.03:40 Host an event and use that to help you get a sales increase.04:24 How to craft a fantastic direct mail sequence designed to grow sales in a service business.06:15 The awesome power of online advertising for sales growth.07:39 The correct way to use LinkedIn outreach to increase sales.08:25 The magic of cold email to increase sales when it is done correctly. 10:10 How to get a sales increase in a service business using Dave’s FREE gift.10:50 The Killer Secret strategy to increase sales in your business.

How to Follow Up and Close SalesIf you are looking for the key to making more money and closing more sales, I have solution for you today on this edition of The Inside BS Show.Follow-Up has been the key to my success as a sales leader. I want you to enjoy the same type of success. Join me for today show and you’ll discover my follow-up system that has helped generate millions in new revenue.Chapters:00:00 Follow Up. Close Sales. Repeat!00:17 The Four Types of Revenue In Any Business02:15 How to transition into the other three types of revenue.02:50 How important is it to stay in contact with your client database?04:03 The magic of customer follow-up.04:52 How can you bring your clients together?

Today on the Inside BS Show, we're talking about the 3 daily habits that will make you more money, making you a successful salesman. As a salesperson, you need to stay top of mind. You meet a lot of clients every day. Some of those interactions turn into sales, and some don’t. But what happens after you interact with those clients? Consider the fact that your clients also encounter different salespeople daily and are presented with other product offerings. It's no wonder that they may easily forget you or your products and services. The market is competitive.So how can you stay top of mind, ensuring that your customers remember you when the time comes for buying?Apply these 3 sales habits daily and become a successful salesman with explosive sales numbers!Chapters:00:00 - 3 Daily Habits That Increase Your Sales Guaranteed00:32 - How effective are handwritten notecards?02:35 - How likely are you to get a positive response from a prospective client?03:03 - Should you help people connect with each other?03:31 - Demonstrating your external orientation: how to stay top of mind.04:30 - Should calls to your clients always be sales calls?05:49 - How can you recommend your clients to other people?

If you want to know what makes a good sales manager, I have some tips for you in this video. Leading a sales team is all about everyone EXCEPT for you. As a leader, your job is to make everyone else on your team better, so that they can shine.So, to help you take your leadership to the next level, here are a few things you should keep in mind.If you’re doing reports on your sales team, just stop. These reports create more work for everyone and they’re often not accurate. If you want to know how your team is doing, just ask them about their results each week. Secondly, don’t waste time with meetings. Sales meetings are often not very productive. What makes a good sales manager in my experience is being able to get out of the way. So get out of the way and let your team sell, don’t take up their time with meetings.Third, be sure you’re asking your team what they need in order to be successful. If you’re leading a sales team you really need to be the person that can make their jobs easier. Whether that’s helping them out with corporate, with customers, or by marking boundaries, make sure you’re doing whatever you can to improve their sales.Fourth, pay your team on time and fight for higher commissions. If you show your dedication to the team, they will return it in full.And finally, it’s not about you. Keep that in mind the next time you get in front of your team. Let them know what you can do for them, and they will show you what they can do for you. Remember, what makes a good sales manager is often just getting out of the way.Chapters:00:00 - What makes a good sales manager?00:18 - Tips for leading a sales team00:40 - Create a Distraction Free Environment02:04 - Great Sales Managers Provide the Sales Team with a System02:40 - Steal Dave Lorenzo's Sales System03:30 - Constantly Train and Coach Your Team05:10 - Focus on Outcomes06:02 - Dave's Success Story with Focus on Outcomes08:35 - Share Best Practices09:33 - Recognize and Reward Positive Behavior

reat B2B Sales Advice from a Horrible PersonDave Lorenzo shares the advice Newt Gingrich gave his team during a speech. The advice Newt gave is awesome. You don't want to miss it. Chapters:00:00 Newt Gingrich Gives Dave Lorenzo B2B Sales Advice00:30 Who is Newt and Why You Should Care01:20 How to Shorten the Sales Cycle in High Ticket Sales04:00 How to Apply Newt's Advice

5 Keys to Professional Speaking for Lead Generation in Business DevelopmentIf you’ve ever used professional speaking in your business development process, you must watch this video. During this episode of the Inside BS Show Dave Lorenzo shares his 5 Keys to Professional Speaking for Lead Generation in Business Development.Don’t miss this compelling episode of our show. Chapters:00:00 Business Development Training Video: Professional Speaking for Lead Generation 00:30 The Foolproof Process for Using Speaking to Get New Clients00:54 Adjust Your Mindset01:08 The Story of How an Attorney Went from Failure to Success with Public Speaking03:30 Provide a Massive Amount of Information04:20 Dave’s Jerry Seinfeld Story06:43 Offer Your Honeypot09:28 Close with a Transformational Story

What is Client Lifetime Value?If you want to be great at consultative sales, you need to understand and focus on client lifetime value. On today's Inside BS Show, Dave Lorenzo shares a definition of client lifetime value and why it is so important. Chapters:00:00 What is Client Lifetime Value?00:30 Client Lifetime Value Means Focusing on relationships Not Transactions04:20 If You Want to Be a HUGE Success in B2B Sales Client Lifetime Value Must Be Your Focus05:20 To Keep Your Clients for the Long Term Constantly Deliver Value

How to Stay Motivated While Working From HomeWhen you are working from home it can be easy to become distracted and lose your motivation. On this episode of The Inside BS Show, we share some critical strategies to help you stay focused and motivated while working in a remote environment.This video contains my five most effective strategies for increasing productivity while working from home and I have been doing it for the past 15 years. Chapters:00:00 How to Stay Motivated While Working from Home Introduction00:20 To Stay Focused While Working From Home Make Your Process As Simple as Possible01:27 To Stay Motivated While Working from Home Either Make the Distractions Work for You or Remove Distractions01:45 Motivation in Sales Can Be Developed and Enhanced By Celebrating Small Wins02:56 If You Want to Be More Productive While Working at Home Give Yourself Permission to Relax for An Hour Each Day in the Middle of Work03:55 To Maintain Focus While Working at Home, Change Your Perspective05:48 If You Are Struggling to Stay Focused While Working at Home Take Time to Reflect Upon The Reason Why You Got Into This Business in the First Place

7 Insider Secrets To B2B Sales SuccessIn this video, I am going to be sharing how to increase sales by building a relationship with your potential buyers and customers. It is important to build a long term relationship with each person, to make sure they become a returning buyer. The key is to get yourself and your business out there, promotion and advertising is important for growth. When you are speaking to an audience or even a few people, you must show that you care and are passionate about the product or service, people love fairness and authenticity. #RelationshipMarketing #Business #Clients #Buyers #Customers #IncreaseSales #Speaking #Speeches #Advertising #Promotion Chapters:00:00 Intro How Can I use relationship marketing to increase sales?00:45 What is relationship marketing?01:27 Step one: Educational speeches work like magic03:25 Step two: Host an educational event04:39 Step three: Direct mail sequence05:40 Step four: Digital advertising to increase sales07:04 Step five: LinkedIn outreach07:37 Step six: Cold email for lead generation08:40 Free gift from Dave: https://RevenueRoadmapGuide.com09:25 Step seven: The secret shortcut that will change everything

7 Simple Marketing Techniques to Increase Sales in Your BusinessBusiness growth requires lead generation and that is the key to increasing sales in your business. In this video I (Dave Lorenzo) cover seven ways to increase sales in business and the final step may be the most important. You see, the seventh step is a shortcut you can use to grow your revenue, make more sales and drive profit in your business. Here are all the steps that lead up to that seventh way to increase sales. Step one: Facebook and Google Advertising – This is a great strategy to grow your sales. In the video we discuss the optimal way to leverage online advertising. Step two: LinkedIn Outreach – Many sales executives and professional service providers are using LinkedIn as a tool for sales. It is not only a research center for your business, it can also be a lead generation tool for sales. Step three: Cold Email – Can you effectively increase sales by sending email to people you don’t know? The answer is “Yes,” and I show you how in this video. Step four: Speaking – One of the best ways to increase sales is through delivering educational speeches to audiences that a comprised of prospects that look like your ideal client. This video demonstrates how you can make the most of the sales tactic to increase business. Step five: Direct Mail – Sending letters is an effective way to increase sales. It has been for a long time. We demonstrate how to do this in a way that gets results. Step six: Events – People love the interaction from a live event. If you are serious about increasing sales in your business, you must host at least one or two events each year.Step seven: This is the secret strategy that is a shortcut to increasing sales quickly. If you watch the video all the way to the end, you’ll discover how every business can benefit from this sales strategy that will increase your business, fast. You’ll want to watch this video all the way to the end, not only because the final step is the one that will help you grow your business the fastest, but also because I give you a free gift to help you increase sales in your business immediately. Chapters:00:00 7 Simple Marketing Techniques to Increase Sales in Your Business introduction00:59 How to make the best use of Facebook and Google Advertising without spending a fortune to increase sales02:45 There are many ways to annoy people with LinkedIn Outreach. We teach you the correct way. 03:31 How do you use cold email to increase sales in business? We show you.04:15 Speaking engagements are a great lead generation strategy that can help you increase sales. 05:31 Direct mail works to grow your business. This portion of the video may surprise you. 07:02 Events you host are fantastic opportunities to increase sales. In business, you should host events at least a couple of times each year.08:28 FREE Gift from Dave: This is your chance to get your own customizable marketing plan to increase sales in your business. 09:16 Now it is time for the secret strategy that is a shortcut to increasing sales quickly.

6 Keys to Selecting Topics for Lead Generation VideosToday's Inside BS Show is a shortcut designed to help you select video topics for lead generation. YouTube can be one of the best B2B lead generation tools in your business arsenal. Today Dave Lorenzo shows you how he selects topics for his videos.Enjoy this B2B lead generation tutorial using YouTube. Timestamps:00:00 6 Keys to Selecting Topics for Lead Generation Videos03:16 How to do Topic Research for Lead Generation Videos04:15 What does YouTube Autofill Say?05:15 What Phrases are Advertisers Using?06:20 How VidIQ and Tube Buddy can Help07:19 What To Do When You Find a Winning Topic09:30 Get a FREE Gift From Dave10:15 The Secret Shortcut to Selecting Topics for Lead Generation on YouTube

Chapters:00:00 You’re Focusing on the Wrong Thing00:30 Story About How Dave Wasted Years On His Weaknesses04:45 What Makes Dave’s Palms Sweat?05:30 What Should You Do When You Discover Your Strengths?05:55 Sales Manager You Must Assess Each Person’s Strengths, Here’s How07:20 Match Your Team with Sales Strategies that Allow them to Leverage Their Strengths08:09 This is What You’ve Been Doing Wrong as a Sales Manager

To Be Successful in Sales Stop Hustling and Start Building RelationshipsChapters:00:00 Gary Vee is Wrong01:05 B2B Sales is About Relationships and Not Transactions01:46 How a Stock Broker Blew It and Lost a $10,000 Investment3:00 60 Pieces of Content Per Day Doesn't Get You Into the CEO's Office3:36 Client Lifetime Value Must be Your Focus4:08 Hustle and Focus on Transactions if You're in Consumer Sales

Description:If you’re looking to increase your sales leads this is the video for you. Today I share my seven-step formula for increasing sales leads in any service business. Here’s what we cover:Step one: Identify Ideal Client: This is a critical component of any sales funnel. You must know who the appropriate target is before you begin selling to them. We help you with this in step one. Step two: Target Clients Through Trade Associations: This is where you target your sales leads in groups. If you want to increase sales, you must target them through trade associations or organizations. This is a fast-acting sales lead generation strategy. Step three: Offer an Educational Product: This step in the lead generation process is all about converting suspects into prospects. May people look to jump right into selling a service or a product without taking the time to build a relationship. This step forces you to increase sales leads through relationship development. Step four: Follow-up with a Phone Call: Need a lead generation call script? This step has it. Step five: Follow-up with an Invitation to an Event: Get them in front of you and teach them why they need you. That is the next step in the process. Step Six: Send an Educational Email Each Week: Following up and nurturing your sales leads is critical. This is how you do it.BIG SECRET: Don’t miss this step. It will help you grow quickly.Timestamps:00:00 Intro to How to increase sales leads00:39 Identify Ideal Client01:55 Target Clients Through Trade Associations03:06 Offer an Educational Product04:20 Follow-up with a Phone Call05:04 Follow-up with an Invitation to an Event05:35 Send an Educational Email Each Week06:10 BIG SECRET: Don’t miss this step. It will help you grow quickly and with less effort

Attention Sales Managers: Fire Everyone Who Is LateSales Managers: People who are chronically late are not deserving of your trust for three reasons:1. They don't respect you2. They don't respect themselves3. They don't respect your clients or the business you are doing with them.This is not your usual sales management video. In this episode of The Inside BS Show, Dave Lorenzo makes the argument that people who are chronically late cannot be trusted. If you are a person who has trouble managing your schedule or scheduling your time, this video is your wake up call. If you are a sales manager and you manage these people, realize, it is your choice. You don't have to put up with this behavior. Fire these people immediately. Timestamps:00:00 Fire Everyone Who Is Late00:30 Story of the CIA Operative Who Was Late: "When you're late someone dies."03:15 What If They Are Only Late One Time?03:37 Bad Things Happen When People in Sales Show up Late05:07 Being Late is a Sign of Disrespect05:56 Salespeople Who Are Late Lack Discipline06:49 Sales Representatives Who are Late Have No External Orientation07:41 If Your Salespeople are Late They are Irresponsible

Sales Managers: How To Prepare Your Sales Team for AdversityIf you're a sales manager one of the biggest responsibilities, you have is to prepare your team to give a presentation (a pitch) to a client. Today's show is all about how you can get the team ready not only for giving a standard presentation but to be ready for ANYTHING that can happen. Timestamps:00:00 How to Prepare Your Sales Team for Adversity00:20 What Happened When Dave Fell Into a Fountain Before His Big Meeting01:22 The Five Ways to Prepare Your Sales Team for Adversity04:37 Have Your Sales Team Members Do Presentations in Front of Random Strangers06:05 Make Your Sales Representatives Present Without Warning07:18 Have New Sales Reps "Second Chair" Meaning Have Them Attend Someone Else's Presentation08:02 Do a Red Team Before Any Big Presentation09:10 Have Your Sales Team Members Present After an Emotionally Difficult Situation10:27 The Biggest Adversity Dave Ever Faced Before a Presentation

How Great Sales Managers Start Their DayThis episode of The Inside BS Show is a blueprint for starting your day as a sales manager. This is the second part of a two part series. Timestamps:00:00 Million Dollar Miracle Morning for Sales Managers and Their Sales Team01:20 How Dave Lorenzo Developed These Winning Sales Habits03:25 Send Thee Handwritten Notes06:14 Make Three Phone Calls07:38 Write an Article11:51 Pass a Referral13:43 Schedule a Meeting

The Real Miracle Morning | Daily Habits of Successful SalespeopleHave you read the book The Miracle Morning by Hal Elrod? If you haven't, don't bother. It's basically junk. There's noting new in it. Today's inside BS Show is Part 1 in a two-part series dedicated to helping you get your day started.The Real Miracle Morning habits in this video and in Part 2, will help you jump start each day whether you are a sales representative or a sales manager. Follow these guidelines and share your successes with me. Timestamps:00:00 Daily Habits of Successful Salespeople00:30 Why Dave Decided to talk About Choices That Set You Up For Success in Sales03:20 What Time You Wake Up Makes a Difference in Sales05:38 Do You Attack Your Biggest Project First Thing in the Morning?07:06 Don't Check Your Email Early in the Morning. Do This Instead08:15 Consume Business News Not JUNK News10:08 Do You Focus on Relationships or on Closing Deals?

How to Go From Failure to Success in Selling in Less Than 12 MonthsToday's show is a step-by-step guide to turning around your sales career. If you are struggling with sales, this who will help you break out of your slump and go from being a failure to being a success in under 12 months.Join me (Dave Lorenzo) as I take you down the actual path I followed to go from being a miserable failure to being a huge success in sales. Timestamps:00:00 How to Go From Failure to Success in Sales in Under 12 months00:45 When Dave was a Miserable Failure at Sales01:00 How Dave Turned His Sales Career Around01:26 Stop Chasing Deals and Start Solving Problems04:08 Put Relationships Before Transactions05:40 Focus on Increasing Client Lifetime Value06:37 Refer Business in a 3 to 1 Ratio

How To Prepare Your Sales Team for AdversityIf you're a sales manager one of the biggest responsibilities you have is to prepare your team to give a presentation (a pitch) to a client. Today's show is all about how you can get the team ready not only for giving a standard presentation but to be ready for ANYTHING that can happen. Timestamps:00:00 How to Prepare Your Sales Team for Adversity00:20 What Happened When Dave Fell Into a Fountain Before His Big Meeting01:22 The Five Ways to Prepare Your Sales Team for Adversity04:37 Have Your Sales Team Members Do Presentations in Front of Random Strangers06:05 Make Your Sales Representatives Present Without Warning07:18 Have New Sales Reps "Second Chair" Meaning Have Them Attend Someone Else's Presentation08:02 Do a Red Team Before Any Big Presentation09:10 Have Your Sales Team Members Present After an Emotionally Difficult Situation10:27 The Biggest Adversity Dave Ever Faced Before a Presentation

Why Should You Learn Consultative Selling?If you watched the TV series The Wire, you're familiar with Omar Little (Michael K. Williams). Omar was many things and among those he was a "street philosopher." There is much wisdom to be gleaned from Omar Little and I've found some for us today about Consultative Sales. Timestamps:00:00 Why Should You Learn Consultative Selling?00:30 Who is Omar Little and What Can He Teach Us About Consultative Sales?01:12 The BIG Opportunity Consultative Sales Offers Professionals and Business Leaders01:40 THE GAME for Long Sales Cycles is to Develop as Many Relationships as You Can02:00 What You Should Do If You are Starting a Career in High Ticket Sales Today03:24 Consultative Sales Means Putting Relationships Before Transactions

Joe Rogan Teaches Us How to be Great at Consultative SellingOn today's show we examine what has made Joe Rogan the top podcast host in the world and look at how that applies to consultative selling. Joe has a lot to teach us and how to be great at sales is just the beginning. If you are a professional and you want to grow your business, today's Inside BS Show is a tutorial on Consultative selling techniques you should be using to increase revenue. Timestamps:00:00 Joe Rogan Teaches Us How to be Great at Consultative Selling00:23 Who is Joe Rogan?01:00 Joe Rogan's Controversial COVID Treatment Increased his Influence02:12 To Be Great at Consultative Selling you Must Be Intellectually Curious04:04 Consultative Sales Experts Have a Strong Network of People They Call Upon06:12 Consultative Selling Experts Have Empathy07:35 Dominate a Niche Market First if You Want to be a Paler in Consultative Sales11:23 Become a Person of Interest and Watch Your Revenue Explode

Today's Inside BS show shares how Dave Lorenzo become known as the Godfather of Consultative selling. This will help you discover why consultative selling is right for you.

The Day The Taxi Hit Me Changed EverythingWhere are you right now, in your career and in your life?Are you where you thought you would be?Does your business enhance your life or detract from it?One cold winter morning ten years ago I was not focused on those three questions. I was not focused on anything. I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway. Everything below my shoulders was numb. My mind was making up for the lack of motion in my body. It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return. I was thinking about my priorities. I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist. It is amazing how your life can change in a split second.Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch. I could have sent a messenger with the file. I could have emailed the documents. I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback. I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk. I was not on my mobile phone. I was not distracted. I was thinking about crossing the street. When the Yellow Cab hit me time stood still. I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud. I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab. I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance. Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers. The only thing louder than the annoying hum of the equipment was the sound of my thoughts. Thoughts of things I had yet to do. Things I had put off. Quality time I had not spent with people in my life that really mattered. Things worked out for me after that day…in more ways than one. By the grace of God I suffered no lasting injuries from that accident. But it served as a wake-up call. I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy. I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate. I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.Timestamps:00:00 Motivational Sales Speech - Intro00:45 Dave Lorenzo's Taxi Cab Story06:30 Is Your Business FREE or is it FAKE?

Sales Prospecting for B2B Sales and Business DevelopmentIn today's show we outline and entire B2B sales system and offer you a free guide to replicate it in your business. If you are in business development, this video will revolutionize the way you attract new prospects and close sales. Timestamps:00:00 Sales Prospecting for B2B Sales and Business Development00:42 Step One in B2B Sales Prospecting: Find Ideal Client02:29 Step Two in B2B Sales Prospecting: Lead Generation Leverage03:40 Step Three in B2B Sales Prospecting: Use an Engagement Device05:20 Step Four in B2B Prospecting: Qualify the Prospective Client06:21 Step Five in B2B Prospecting: Nurture Prospects07:35 B2B Prospecting Best Practice

Sales Motivation Lessons from the Girl ScoutsIf you are interested in learning how to motivate your team to sell more, you need to look to the Girl Scouts as a fantastic example. Today's show identifies five ways the Girl Scouts provide a blueprint for sales success. Timestamps:00:00 Sales Motivation Lessons from the Girl Scouts00:46 Build a Community of Sales Professionals and Clients03:42 How to Best Blow Away Their Sales Quota05:38 Focus on Training and then Focus on Training Again and Again08:06 If You Want to Sell More Connect with Clients in Creative Ways09:56 Key to Success in Sales is to Make an Emotional Connection with Client

Five Habits that Will Get You More Referralsyou mom was right. The habits she taught you when you were a child will payoff for you in business. Today's show is all about the habits you need to attract more referrals. Timestamps:00:00 Five Habits that Will get You More Referrals00:58 Habit One: The Referablity Habits from Dan Sullivan03:23 Habit Two: Don't Talk Behind People's Back04:22 Habit Three: Seek to Understand Others05:43 Habit Four: Give First06:50 Habit Five: Treat People The Same On the Way Up and Down the Ladder

Timestamps:00:00 How to Spot a Fake Guru01:07 Fake Gurus Have Aspirational Trappings03:47 Fake Gurus are Emotionally Manipulative06:20 Fake Gurus Make Promises That are "Too Good To Be True"09:56 Fake Gurus Never Give You Actual References11:09 Fake Gurus Have Zero Experience in Building a Business12:32 Fake Gurus Don't Have an Original Body of Work13:13 Fake Gurus Never Put Skin in the Game15:14 Here are Three Real Gurus Dave Lorenzo Trusts