Inside BS Show

In the world of sales you should always strive to be growing. There shouldn’t be a day where your business doesn’t improve in some capacity.But the best salespeople know that they can’t scale their businesses forever on their own. Eventually, you’re going to have to recruit a team to help you increase your sales.In this show I cover 5 steps on how you can build your own all-star sales team.https://youtu.be/_B6uZlN6SikThere are many steps you can take to ensure that your sales team is full of top-earners. From the way you interview and hire new members, to the way you manage the team members you already have, all of it plays a vital role in creating a winning sales team.Here's what you will discover:➜ Hiring a sales team the right way➜ Managing sales professionals & onboarding top sales talent➜ Developing the dream team in salesListen and download using the podcast player below:

What’s the difference between marketing and selling? Why do businesspeople need to do both? In this show, I talk about the purpose of your sales and marketing process – it generates awareness and converts prospects into clients.https://youtu.be/Ft2R0Qfpg0EContent creation is an example of marketing. You offer people a free taste of what you do. You provide some helpful information, and people respond by expressing their interest. This is where selling comes in. You qualify your prospects and guide them through your sales process to win them as clients.The difference between marketing and selling is that marketing is all about greasing the wheels, while selling is all about getting the car across the finish line. Your sales and marketing process can be viewed as your client’s complete journey to doing business with you.This is what marketing does:- Attracts traffic and creates buzz.- Positions you as an expert.- Differentiates you from your competitors.- Creates word-of-mouth evangelists.- Simplifies conversion.Here’s what selling does:- Converts prospects into clients.- Secures referrals.- Presents new ideas to win recurring business.- Grows revenue and deepens business relationships.Together, sales and marketing give you:- Leverage for reaching a wide audience.- The ability to help different niches.- High return on your time investment.- Confidence in your own expertise.- Optimal positioning.In my video, I offer specific case studies to illustrate the difference between marketing and selling. I talk about what the sales and marketing process might look like for a yoga instructor or for a trusts-and-estates attorney.Both professionals use a combination of sales and marketing. They educate their audience with articles and speeches, nurture prospects, and offer value – all steps leading to closing deals.Learn more about your ad choices. Visit megaphone.fm/adchoices

Having a reward system for employees is a crucial part of any business because it motivates people to go above and beyond the agreed upon quotas. In this show, I go over different types of contests so that you can choose the staff incentives that work best for you.https://youtu.be/fTscvq4KzjYSalespeople are driven by competitive forces. Your people need contests to keep them fired up.Here are three kinds of contests that have proven to be effective:The first is the annual growth contest. In this contest, people win the opportunity to go on a trip at the end of the year. You can award the top performers, or those who sell a certain amount. This can also be a reward system for employees who show measurable growth.As for prizes, monetary staff incentives are great, but keep in mind that your sales people are really in it for the recognition. When choosing the prize, just make it enough to be meaningful.Then there’s the slack time contest. If you have a slow period, then you should run a contest during that time. You can help incentivize certain products by doubling or tripling the commission on those items.There’s also the king of the hill contest. If you want to really motivate your sales staff, publish their results on a regular basis and give out a king of the hill prize each month. This type of contest could include staff incentives such as parking spots, opportunities to work from home, or the ability to earn more commission for that month.These three contest ideas are each an effective reward system for employees because they heighten the sense of competition and offer the chance to make more money. Use them and watch your sales grow.Be sure and listen to the show and download it using the player below:Learn more about your ad choices. Visit megaphone.fm/adchoices

Retain Top Salespeople with these five strategies.As a sales leader, it’s important to know the best methods for retaining staff. Learning how to keep employees engaged and motivated will ensure that your sales team remains strong and profitable over the long term.https://youtu.be/3mS6332iDtkTo keep things simple, I have five things that you SHOULD do to keep your sales staff, and five things you SHOULDN’T do.Here are a few things you SHOULD do:First, recognize the success of your salespeople. Show your top performers how important they are on a regular basis.You should also give your sales people a great manager. Think of the manager as the glue that holds everything together. They can help salespeople develop and reach their potential.A third method I’ve learned for how to keep employees engaged and motivated is to make the work environment fun. Offer opportunities to win contests, organize group outings, and hold team bonding activities. This helps with retaining staff because it makes everyone feel like they’re part of something bigger than themselves.Now, here are a few things you SHOULDN’T do:First, do not waste time with too many meetings. It’s important that everyone stays on the same page and communicates regularly but if you have boring or unproductive meetings, your sales staff will be likely to go elsewhere.You also don’t want to treat everyone the same. This may seem counterintuitive but everyone needs different things. Your top performers need to be recognized and given more freedom than rookies who haven’t yet proven their abilities.Learning how to keep employees engaged and motivated is a HUGE part of being a sales leader. However, by following these strategies, you’ll have a good chance of retaining staff and building a loyal sales team that you can depend on.Listen and download the podcast using the player below.Learn more about your ad choices. Visit megaphone.fm/adchoices

Within the sales department of any company, there should be appropriate incentive plans for employees so that they stay motivated to keep improving. This show is about the performance management techniques that can help you to develop your sales staff and boost efficiency.https://youtu.be/mUCMC8qb1O8First, you should never promote your best salespeople to managerial positions. When this happens, you often lose top performers and gain inadequate managers.Instead, you should develop a sales track that compensates people well for relationship development. In some organizations the top performing salespeople can even make as much as the top managers. Appropriate incentives will help to motivate your staff from the very beginning.Aside from having appropriate incentive plans for employees who perform well, one of the best performance management techniques is to track everyone’s performance and publish the rankings. This way, the best salespeople are elevated within the organization and everyone below them can have something to aim for.Beyond that, you should give lots of attention to the salespeople in the top 30 percent of the organization. The top 10 percent should be recognized for their achievements while the next 20 percent should be given additional training and support so that they can move into the top 10 percent.The bottom 10 percent should be cut loose every year. Your energy should be put toward improving the performance of the rest of your sales staff.The performance management techniques that you implement should be designed to elevate the performance of all salespeople at once. Remember to pay special attention to those who have the potential to improve. Likewise, make sure that any incentive plans for employees that you implement reflect the importance of your top performers.Be sure to listen to the podcast and download using the player below.Learn more about your ad choices. Visit megaphone.fm/adchoices

How To Get A Raise In Sales: This show is not only important to those who want a raise, it is important to sales managers who want to keep the best people.https://youtu.be/4xxDKF_zvyUIf you’re a salesperson and you want to make more money, focus on business value creation. Although you can get paid well within the scope of your compensation plan, if you want to negotiate a raise, you’ll have to prove that you’re going above and beyond for the company.To do this, the first thing you’ll need to do is keep track of the value you’re delivering. This value can come in a variety of forms. It could be creating additional revenue for the company, helping your manager succeed, or helping the entire team grow.In each case, it’s the value that you deliver that will allow you to negotiate for higher pay.If you want to know how to get a raise in sales today, try these methods:First, you can potentially negotiate a higher commission rate on types of business that are difficult to obtain. For example, if you have a connection with the oil and gas industry, you can leverage that relationship and propose a higher commission. This is a good example of business value creation because it’s an industry that your company might not otherwise have had the chance to break into.You can also demonstrate that you’ve fostered lasting relationships. You could propose a longevity bonus for retaining a client over a long period of time. Your ability to retain a client is extremely important to the company because it ensures them ongoing business.These are just two of the methods for how to get a raise in sales. Depending on your company, some might work better than others. What’s important is the business value creation. This will allow you to prove that you deserve more for the work that you do.Be sure and listen to the entire show and download it with the podcast player below. Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is the first in a five part series all about the different sales commission plans and compensation methods that go into sales team motivation.https://youtu.be/Rj14XyDksUI It’s extremely important to motivate your salespeople in the right way. But what’s the best way to do it?I’ll go over a few different examples of sales compensation methods so that you can decide for yourself which one you think would work the best for you.One method is the straight commission model. This means that when you go out and sell something you get a certain percentage of revenue or profit. In this scenario your income is uncapped but you don’t make any money unless you sell something.Another one of the more common sales commission plans is the variable commission model. This means that you get paid different levels of commission based on how much you sell. For example, the first ten units you could get paid 10 percent and the next ten you could get paid 15 percent. Some companies provide variable commission based on what kind of product is sold. This is a way of directing sales team motivation toward certain strategic items.Another method is residual commission. This means that when you sell a product you get paid both today and for the length of the customer’s relationship. Even if you stop working, as long as the customer continues doing business with the company, then you still get paid that residual income.There are several other sales compensation methods that I cover in the video but these three sales commission plans are common options among sales teams. I invite you to explore the rest of the series and think about which method of sales team motivation would work the best for you.Be sure and listen to the show on the podcast and download on the player below: Learn more about your ad choices. Visit megaphone.fm/adchoices

If you want to close more sales deals, this is the show for you. These six questions will have prospects telling you their deepest secrets and you can help them solve problems. Watch here but be sure to listen for bonus content on the podcast:https://youtu.be/KAPRrsPVLXwIs asking questions really the key to closing more deals? You bet it is! In this video, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients.When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals:1. “What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help.2. “If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve.3. “How much is this situation costing you?” This information helps you establish the return on investment you can promise.4. “Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now.5. “Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board.6. “What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.Be sure to listen and download using the player below: Learn more about your ad choices. Visit megaphone.fm/adchoices

The best place to start in any sales process, in any industry with any client is at the top. Today's show will help you set your strategy for selling to the boss. Be sure to listen to the entire podcast (player and download link at the bottom) because I've included some bonus content that is not on the video.Watch here:https://youtu.be/QqYe5vpb_-oWhether you’re trying to sell your services to a corner shop or a Fortune 500 business, you should always aim to start at one place, the top.In this video I give 5 of my secrets for selling to the c suite of any business and I explain why you should always go straight to the executives to sell in the first place.When making sales, going after people in lower positions will often lead to unnecessarily long and drawn-out sales processes. This is because when you’re trying to sell, the decision has to make its way up to the top anyways.Instead of going through this lengthy process, cut out the middle man and just go straight for the top yourself. When you sell directly to the executives of a company, you’re saving yourself valuable time and energy. This is because when you sell to the c-suite, you’re speaking directly to the people who make all the decisions.Don’t waste time trying to sell to the people who aren’t making the decisions. Save yourself the effort and learn how to deal directly with the people at the top.Now here's the bonus content:B2B Mistakes to AvoidThis bonus section will help you blow the deal once you get to the meeting with the CEO. Be sure and listen because it is exclusive to this show only.Listen or download the podcast below: Learn more about your ad choices. Visit megaphone.fm/adchoices

In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to. Be sure to listen to the podcast for BONUS content via the player at the bottom of this article.https://youtu.be/jvIA20qP4N4The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.Be sure to listen to the podcast for BONUS content via the player below:Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you ready for some success tips to help you become the best salesperson? We've got that for your on this episode of the Do This Sell More show.https://youtu.be/hh9eAV95ERMToday's show contains:➜ 5 sales tips and tricks to get more business ➜ The key habits of any successful salespersonSucceeding in sales is no easy feat. No matter what you're trying to sell, it takes a lot of work. But even more than just hard work, you need to have the right mindset and knowhow if you want to see fast and consistent growth.Luckily it's never been easier to get information than is now through the internet, but there's still a problem.With all of the "sales gurus" out there each with their own brand of advice, which one are you supposed to follow?As someone who's been in the world of sales for some time, I know what it takes to achieve success. In this show, I give 5 actionable tips and tricks that you can start using to see consistent growth in your numbers.Be sure to listen to the podcast (player and download below) for some bonus content:Learn more about your ad choices. Visit megaphone.fm/adchoices

If you don't tell people how good you are, nobody will ever know. Alan Weiss always says: "If you don't blow your own horn, there is no music." The thought of this makes most people uncomfortable. There are ways to advertise your services and promote yourself without looking foolish. I outline them in this episode of the Do This Sell More Show.https://youtu.be/7otgFJ_hbGMAdvertising yourself and promoting the services you offer is an essential part of any business. In order to grow your business at a steady rate, you’ve got to get out there and promote what you do, but many times self-promotion can come off more like bragging instead.No one wants to sit and hear you brag about your business, and if you come off as bragging while trying to promote your business it will likely chase away many of your would-be clients. In this video I explain how you can promote the services you offer without bragging.The line between promoting your business and bragging about it can be thin at times. But if done correctly, self-promotion can easily become one of the most powerful tools at your disposal.Listen and download the podcast using the player below: Learn more about your ad choices. Visit megaphone.fm/adchoices

Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose.Today's episode of the Do This Sell More Show - the podcast - contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show.https://youtu.be/p4P-BjtfGvUHow to Start a Networking ConversationOur second segment of the show is all about networking.The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this.If you're wondering how to start a conversation, here is the script:Hello.My name is ____What's your name?What do you do for work?How did you get into that?How is business?If you could change one thing about your business what would it be?Would you like some help with that?I want to introduce you to a friend of mine...There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event.Fear of RejectionThe third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone.There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are:1. Acknowledge it as Normal2. Disassociate it with You (About Them)3. Learn from Each Attempt4. Ask Why, When, How, and WhoFear of failure and rejection are often linked together but they shouldn't be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video.You don't want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts. Learn more about your ad choices. Visit megaphone.fm/adchoices

This show has two specific segments. The first is a referral script that is guaranteed to make you more money. The video and the description to that show segment is below:https://youtu.be/zU0RG_uXtawIf you want to learn how to ask for referrals in sales, then this show is for you. The best way to get referrals is to focus on delivering value in every interaction. You’ll probably end up giving much more value than you receive. Don’t worry; it’s worth it. In order to make the referral process easier for you, I’ve decided to take you through my referral script.This script is meant to provide you with the following information about your acquaintance:- What they do for a living.- How their business is doing.- Their challenges and goals.- Who they would like to be connected with.By getting this information I can determine which of my contacts I can introduce them to.You see, the best way to get referrals is to build a relationship with someone BEFORE you ask for anything in return. In terms of learning how to ask for referrals in sales, asking questions is useful because it’ll show you how you can help your acquaintance.After getting the information that I want, I then set up the meeting with my contact.Of course, in this example I didn’t actually get a referral, I GAVE one. This is the key.You have to give value first.Inevitably, the person will thank you for the referral and you can say, “You're welcome. I know you would do the same for me.”Now, you hopefully see why delivering value is the key to learning how to ask for referrals in sales. Too many people come right out and ask before offering anything themselves. However, the best way to get referrals is to give value so that the other person will feel glad to give you a referral in return.The second segment of the show centers around the common client objection: "I want to Think It Over." This is totally preventable and it can be easily handled if you know what you're doing.https://youtu.be/MWRVQ4dxnmcWe’ve all been there, you’ve put in a great pitch and it should be a done deal, but the client leaves you hanging with those dreaded words, “I have to think about it”. In this video I share some simple steps to help you combat these stall tactics, and better yet, to make sure you never have to hear those words again.First things first, if you hear these words it means you’ve neglected a very important aspect of your initial dealings with your client; the qualifying process. If you qualify them properly right from the start you’ll make it virtually impossible for them to hit you with an ‘I have to think about it’ excuse. To do this, you need to ask the right questions to find out these three things:- What resources they’ve got available (can they afford to work with you?)- What problem they want solved (is it something you can achieve?)- Are they ready to make a decision now? (Have they got a time-specific goal in mind?)Now you’re armed with valuable information that will help you close the deal and avoid stall tactics. The next thing to do is set up a first consultation and let them know how it’ll go down. Make sure they understand that at the end of this meeting you will both decide whether or not to work together. This leaves no room for stalling when decision time comes as they’ve been well informed that this is the expectation.If on the off chance you do get a “I have to think about it” after all that, then use the strategies shared in this video to overcome all stall tactics and objections and turn the situation around.This show is packed with actionable ideas. Listen on the podcast player below and if you want to become a member of our community, subscribe on YouTube and to the podcast.Listen to this episode here:Learn more about your ad choices. Visit megaphone.fm/adchoices

Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.https://youtu.be/o-D_EGCJ2wIHere are those six sales objection handling examples:- Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.- Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.- Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.- Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.- Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.- Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.Be sure to listen and download the podcast using the player below: Learn more about your ad choices. Visit megaphone.fm/adchoices

Strategic alliance partnerships are the fastest way to grow business revenue. As a definition: A strategic alliance partnership is when you and another company (or person) who targets your ideal client, get together and share marketing opportunities. This show is a "How to guide " for developing and leveraging these opportunities to grow your business. If you want to grow your business quickly, you don't want to miss this show.https://youtu.be/-6OAdqWgiL0Strategic partnerships come with many advantages. However, one of the biggest is the access you gain to a new market. When you develop a partnership with someone, you’ll be able to connect with their audience.A second advantage is the trust that you’ll gain through your new relationship. Once you start a successful collaboration, your partner will start endorsing you and thus your reputation will improve, making it that much easier to find new clients.Now, what exactly does this kind of relationship look like? Here are two examples of working together in a strategic partnership:Barnes and Noble and Starbucks provide a good example. Although they’re independent businesses, when you go to a Barnes and Noble you can also get a coffee at Starbucks because of the agreement they’ve made that allows Starbucks to open restaurants in Barnes and Noble.With this agreement, Barnes and Noble and Starbucks end up sharing customers and Starbucks gets the endorsement of Barnes and Noble by being featured in their stores.A second example is a dentist and a wedding photographer. In this example, the wedding photographer could include teeth whitening in their premium package. This way, the bride gets a free whitening, while the rest of the wedding party end up getting a whitening as well, which they’ll pay for.These are just two examples of working together in a partnership but they illustrate the mutual benefits of these kinds of relationships. Successful collaboration can be a gateway to new markets and better sales opportunities.Listen or download the podcast by using the player below: Learn more about your ad choices. Visit megaphone.fm/adchoices

Not everyone fully appreciates the importance of networking in business. However, learning how to start networking effectively can be one of the best ways to build your client base and grow your business. In this show, I cover the types of groups you can target when networking and how to actually go about doing it.[embedyt] https://www.youtube.com/watch?v=H70zAWRxmP8[/embedyt]First of all, let’s address one-on-one networking. This is when, for example, you go out to lunch with someone and at the end of the meal you exchange business cards. This is not an effective networking strategy because it takes time and often nothing ever comes of the meeting.Group networking is far more effective because it allows you to become known to large groups of people. The importance of networking in business is that it allows you to build contact with people who can lead to more business. If you can learn how to start networking within various organizations you can market yourself to hundreds of people at once.One type of group that can be beneficial for networking is the industry group. For example, if you sell medical devices, you can join an industry group that has a lot of doctors. This is the type of group that your ideal client would be a part of, and thus you could find other clients by becoming a member.Now, to make the best use of these groups it’s important to be referable. Show up to the meetings, be polite, and don’t gossip. The importance of networking in business is that it makes you known to people. Make sure that people know you as a reliable person.Once you know how to start networking effectively, you’ll have access to a large pool of potential clients, which will expand your business opportunities.Here is the podcast: Learn more about your ad choices. Visit megaphone.fm/adchoices

In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.[embedyt] https://www.youtube.com/watch?v=9wE0Lfbu1Zc[/embedyt]One mistake that’s important to avoid on LinkedIn is accepting just anyone who wants to connect with you. You should be connecting with clients or with people who can provide you with referrals.Likewise, other people should be able to go through your network and request to connect with your people. This means you should know who’s in your network and you should be able to trust them. It’s a good idea to have at least introduced yourself to the people in your network.Aside from knowing how to prospect on LinkedIn, it’s also important to familiarize yourself with some of the uses of Youtube. I recommend doing an interview show each week in which you talk to potential clients about their businesses. You can then share the video with your LinkedIn network. This is a mutually beneficial proposition because both you and the interviewee will be gaining visibility.Another way you can use Youtube to your advantage is to take the video that you upload and just use the audio to create a podcast. There’s nothing wrong with having both a video and audio format of the same content.If you know how to prospect on LinkedIn, it can be an extremely useful resource. By learning how to do it in an effective way, along with learning the different uses of Youtube, you can expand the number of potential clients that you have while delivering valuable content.Learn more about your ad choices. Visit megaphone.fm/adchoices

There are many effective lead generation examples that are available to you if you don’t want to cold call. In this show I specifically cover the publishing process and how you can use written content to find clients.[embedyt] https://www.youtube.com/watch?v=KZPuLfLZeUo[/embedyt]First of all, let me mention some reasons why written content can be so beneficial. For one thing, it establishes credibility. When people read what you’ve written, they know that you know what you’re talking about.Written content can also offer lots of visibility because when you publish in an industry journal or newsletter, people in that industry will discover you. This is a huge benefit because these people may not have otherwise found you.For these reasons just listed, written content is one of the best lead generation examples that I can think of.Now, how do you actually get published?As for the publishing process, there are a few steps you should follow to ensure that you eventually get your article accepted by an editor. It all comes down to convincing the magazine that your article will help them.I always write an outline describing what the magazine can expect from the article, why it’s unique, and who my readers are.I also describe my marketing plan. I explain that I’ll promote it at speaking engagements, on social media, and however else I may choose to market it. Once I’ve written the outline, I send it out to editors, making sure to follow-up with a phone call and a physical copy of the outline.Once you get to know the publishing process, following these steps will make getting yourself into publications simple and straightforward. There are many lead generation examples but perhaps none establish credibility and put you in front of such a large audience as written content does.Here is the podcast, listen now: Learn more about your ad choices. Visit megaphone.fm/adchoices

This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below).One of the most effective ways to get more leads is through public speaking. By learning how to deliver an effective presentation, you can leverage your position as a speaker to generate leads and get client referrals.Public speaking is effective because it produces instant credibility. Someone invited you and introduced you on stage. No matter what you’re selling, you’ll be seen as the expert in that product or service because you’re the only one speaking.Watch this episode on YouTube:[embedyt] https://www.youtube.com/watch?v=_1qyNgMeEUw[/embedyt]Another benefit is that it creates rapid relationship development. You’re talking to 100 people and they’re carrying on a conversation in their minds. This means that all of those people will have thought about you and what you’re offering, which brings you that much closer to working together.These benefits can help you immensely in building up a client base. However, it’s important to know how to deliver an effective presentation that will indeed allow you to reap these benefits. Speaking engagements are considered lead generation activities only if you actually end up with leads.In order to get leads, you’ll need some way to qualify the audience in terms of their interest. For example, you can create a free report on the topic that you’ve chosen to give a speech on and offer it to people during the event. Those who express interest in the free report will then become your potential clients because you know that they’ve heard you and are possibly looking to go further.Whether it’s a keynote address, a breakout session, or a training session, public speaking can be one of the best lead generation activities if you know how to deliver an effective presentation. Get in front of people and create value. That’s how you get more clients.Listen to the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

This is show is 1 of 6 Lead Generation & Sales Prospecting Series:➜ How to start prospecting new customers for your business WITHOUT cold calling ➜ Position yourself as a lead generation expert ➜ Grow revenue by delivering value and building relationshipsWatch Now: https://www.youtube.com/watch?v=RIzD2GqPmq8Lead generation is a crucial element of any business. Without a consistent flow of new prospects, there’s no way for a business to continue to grow.To achieve that constant flow of prospects, businesses often use cold-calling as the go-to strategy. But the list of problems with cold calling goes on and on. It’s a high-failure strategy, and if you want to see fast and consistent growth you need to avoid using it.This video is the first in a six-part series where I introduce my No Cold Call Prospecting System. I’ve been using this system for 30 years in various sales industries to grow businesses and generate high-quality prospects that convert into customers.At the end of this series, my goal is to have you on your way to becoming a lead generation expert without EVER having to cold call.Listen to this show on the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

Small business sales strategy can be a sophisticated as sales strategy in a FORTUNE 500 company. That doesn't mean it needs to be complicated. This show is about breaking down your small business sales strategy into manageable steps you can execute to grow rapidly.Watch the show:https://www.youtube.com/watch?v=8xYWtMX5l-USmall business sales growth is not a mystery. With a focused process you can increase your small business sales quickly.If you searched for "How to Grow your small business" This video is ideal for you.I use this episode of The Dave Lorenzo daily to answer a viewer's question about growing a small business but these aren't sales tips for just one entrepreneur. This is a video that's important fo if you're in sales management for small business or a big business.During this session I show you:How to grow your small business sales with marketing. You begin by identifying the key problems your best clients are facing and then offering solutions. Next you demonstrate how you are different from the people currently trying to solve that problem.What you can do to increase your sales right now. There are five things you can do today to increase your sales right now.1). Call everyone in your network and ask them how you can help them. Mention your business during that call.2). Start a weekly educational newsletter3). Offer to speak to every group or gathering of over 15 business owners in your area4). Start a strategic alliance partnership with other business owners in your area5). Run a contest to attract people to your business to ample your product or serviceThese are just a few of the ways my average client is driving small business sales growth. Be sure to sign-up for push notifications on this website so you receive an update each time we share another small business sales strategy.Here is the podcast from this show:Learn more about your ad choices. Visit megaphone.fm/adchoices

Ask for the sale! That's a cry heard from every sales manager in every office in every industry. But just how do you do it without seeming like you're a pushy person out solely for your own interests? In this show I provide you with the script to do exactly that. Watch the video:https://www.youtube.com/watch?v=SesqK-IL0ckHow To Ask for The SaleThis video provides you with the best script for closing sales over the phone or in person.There are many sales techniques out there and you can find hundreds of videos on how to close a sale but this one is the easiest method for closing sales over the phone or in person.Before we get into closing techniques and how to ask for the sale we begin with the qualifying process. It doesn't make sense to try some of the best sales strategies on people who can only say "NO."After the qualifying process, I demonstrate how you offer options to the prospect. This is one of the best strategies to increase sales because people love to buy (but they hate to be manipulated). Offering options will increase your dollars per transaction.The final point to remember when you are closing sales is simply to ask if the person wants help. that is the essence of closing the sale. That's what closing a sale really is: Offering to help someone in return for financial compensation.This process seems simple because it is. Many people who offer closing techniques make them overly complicated. Be yourself. Take a genuine interest in helping your client and you'll succeed at relationship based sales.Here is the podcast: Learn more about your ad choices. Visit megaphone.fm/adchoices

What is consultative selling? It is asking a series of questions to diagnose the real problem a client is facing and then crafting a solution.In this show I share five questions you can start using today to help you understand and solve client problems. This consultative selling approach is the best way to diagnose pain points and prescribe solutions in order to make sales.[embedyt] https://www.youtube.com/watch?v=rsqZZ9Ism24[/embedyt]Remember, sales people get paid to solve client problems and as such your job is to find out exactly what the problems are and offer solutions for a price.By adopting a consultative selling approach and acting like a consultant, not a salesman, you can get to the heart of the problem and determine whether or not it is a real opportunity for you to make a sale.In most sales situations it is the client that is in control. However, by asking these five diagnostic and prescriptive questions, it swings the balance of control in favor of the sales person so you can solve the pain point and get paid!Learn more about your ad choices. Visit megaphone.fm/adchoices

If you want a fast start in sales with strategic alliance partnerships, this is the show for you. In this episode I explain strategic alliance partnerships and why they should be a big part of your sales and marketing strategy.https://www.youtube.com/watch?v=zuTvYriUm7UBefore you begin to develop partnerships in business, it’s important to know what exactly it entails. A strategic alliance partnership is when you and someone else who you’re in a relationship with target the same market together in order to maximize benefits. You’re going to combine your expertise, combine contacts, and share everything equally.When you share your expertise, you’ll be sharing with both your partner and their audience. This is a huge benefit because it allows you to target twice as many people.Sharing could happen in the form of a joint event, a joint article, or it could be the creation of a joint educational program.One of the main reasons to develop partnerships is that you get a new audience that you normally might not have connected with.Credibility is another great benefit. By letting your partner introduce you to their audience, they’ll be passing their credibility on to you and thus you’ll gain easy access to a whole new set of people.Now, who should you partner with?Vendors who are selling to your ideal client are a great choice. Banks are another good option. You can also look at people who are sponsoring events associated with your ideal client. Look for who’s in charge of growing that company and approach them with your offer.When you make your pitch, make sure you lay everything out in detail. What are the benefits? What are the shared risks? What is the value of the new market?Show them how easy it’ll be to work with you and focus on the value that they’ll receive. By offering value first, the clients you approach will be much more likely to want to develop partnerships with you.Learn more about your ad choices. Visit megaphone.fm/adchoices

High paying clients are the solution to many problems for entrepreneurs and sales professionals. If you're looking to give your business a boost, this is the show for you.https://www.youtube.com/watch?v=HMdn03VtjW8Two of the challenges I receive most often are: How to attract high paying clients & How to get more clients and master high ticket sales.You spend a great deal of time thinking about and working on lead generation, but you’re focused on the wrong clients. As a sales leader, you only want to invest your time with the most valuable leads. Those are high ticket leads. That means people who have the most money to invest in your services.In this video I show you how to find high ticket clients and how to build a high ticket funnel to accelerate your business success.The work you do for high paying clients is the exact same work you will do for everyone else, but you will make more money for doing the same work.Here is your step-by-step guide: How to get high paying clients:Step one: Evaluate the experience clients have when they work with you. The key to high ticket selling is differentiating your business from every other business based upon the experience the customer has in working with you. You need to be easy to work with, you need to be reliable and you need to anticipate the needs of your client so he isn’t ever caught by surprise. This is essential in your quest to discover how to attract high end clients.Step two: Change your behavior so you surround yourself with the people who are in your target demographic.Step three: Produce educational material for the people in your target audience that helps them make better decisions. This will also position you as an expert. Your expertise is what will get the high end clients to ask for your help.You look to me and you watch the videos here on the Dave Lorenzo Daily because you want to discover how to get more clients for your business. My philosophy is, if you’re going to attract clients you might as well attract high paying clients.Here is the podcast: Learn more about your ad choices. Visit megaphone.fm/adchoices

Brand culture has a big impact on sales and your ability to close deals. https://www.youtube.com/watch?v=adavg6eh6LUA brand culture is built on a promise, the delivery of that promise, and the feeling that people are left with when they use your product or service.A good example of a company embodying their brand promise is Spirit airlines. Spirit airlines promises you more “go.” They get you safely from point A to point B at the lowest prices, thereby leaving you with more money to travel.When Spirit airlines fulfills their promise, the customer is left with the feeling, “Wow, I can afford to go wherever I want because I’m flying Spirit!”It’s essential to create this kind of feeling in customers so that they feel passionate about being associated with your brand.It’s also important to care about your brand culture. If you don’t define it yourself, your customers will define it for you. In order to define your culture, you have to do more than just make an empty promise. Your culture needs to be evident to the customer at every point of interaction. This means that training for your sales team is crucial. Your sales team should be good brand advocates. They should live out the elements of the brand promise everyday.By consistently living up to your brand promise, customers will be able to trust your brand and they’ll feel proud to use your products or services. If your customer can’t invest their pride in your brand, then you’re probably failing in some way.Create a promise that people will be attracted to and then build a brand culture that reflects that promise everyday. This is the key to building trust and thus, a better business.Here is the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

Sales objectives are vital to the success of your team. You set them each year and hope each of your sales representatives hits his or her targets. Deep down, you know the only way to get your salespeople to make their numbers is if they own their goals. How do you get them to take ownership?The answer lies within this episode of The Do This Sell More Show.https://www.youtube.com/watch?v=XTIKI57eaokSales managers always struggle with getting their sales team to buy-in on the sales objectives that they set.By getting buy-in, I mean finding a way to make the team feel invested so that they’re motivated to hit their bonus numbers.Here are four ways to get more buy-in from your team:The first way to get buy-in is to have your salespeople write the objectives for themselves. Sit down with a member of your sales team and ask them to write five objectives for the upcoming year. There will be five categories that they’ll create targets for.Let them know that each of these targets will be worth 20% of their overall bonus.The second way to get buy-in on sales objectives is to offer three different options and have a salesperson choose one. By giving them the power to choose, they’ll feel more invested in the targets than if you had simply set the targets yourself.The third way is to set an objective for the entire group. In this scenario, you offer them three options that they can vote on. This is similar to the second method but here you’re letting the whole team decide rather than one person.The fourth method to get buy-in is to pair people up. I take the top two performers and pair them together and then go down the ranking, pairing each of the subsequent salespeople.By reaching their shared target, they’ll get bonus compensation. The target should be 100 percent growth.Setting sales objectives is a win-win strategy because the money you pay them for hitting their targets will be taken out of the additional revenue they’ve brought in.Use these methods to make sure that your team is fully invested in their goals.Listen to this episode on the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

Sales Representative Compensation: Should you pay a salary to your sales reps? Should they be on commission only? We answer those questions and more on this episode of The Do This Sell More Show.https://www.youtube.com/watch?v=SV35kNszht4Should you offer straight commission, a sales rep salary, or a combination of both? Does it make sense to dangle bonuses, incentives, or spiffs? What’s the best way to compensate your top sales performers?The first thing that springs to mind when it comes to how salespeople make money is, of course, commission. When they’re paid on commission, salespeople have incentive to close high-ticket deals and sell at premium prices.How much should salespeople make in straight commission? You have to decide which sales reps on your team get what percentage, when, and why. Reward salespeople who maintain long-term client relationships and bring in repeat business.If your sales cycle is really long (mine was once typically 18 months), you may find that salespeople get discouraged midstream. In B2B sales, it’s good to offer a sales rep salary in addition to commission. A consistent base salary helps keep your salespeople afloat while they wait for commission checks.You can structure compensation in many different ways. Try a combination of commission and salary if it works for your business. Set up a schedule that follows the success of your sales team; that is, increase commission as your sales reps build stronger client relationships and sell more.What about incentives, bonuses, or spiffs? This kind of compensation works well in specific situations. Incentives are great when you’re entering a new market, selling a new product or service, or trying to hit certain sales targets within set time frames.Focus on commission, because that’s the type of compensation that motivates your best salespeople the most. If necessary, add a sales rep salary. Offer bonuses in special cases. Whatever you do, compensate your sales team based on performance above all else.Listen to the podcast here:Learn more about your ad choices. Visit megaphone.fm/adchoices

Everyone loves a great sales contest, but do contests work? In this show, I give you some awesome sales contest prize ideas. I talk about the benefits of having competitions. And I tell you just how to motivate your team to do well.Why should you run a sales contest? There are a few instances in which a competition can quickly drive up your team’s productivity:- When you want to boost revenue within a defined time period.- When you’re entering a new market.- When you want to promote a specific product or service.Make sure that when you plan a sales contest, you’re clear on what you hope to accomplish.Watch the video:https://www.youtube.com/watch?v=5QMO9peVwL0What behaviors do you want to inspire in your salespeople? You want your team:- To be autonomous in making targeted sales.- To focus on specific objectives.- To track and measure their own progress against that of others.Now, you may be thinking, “How do I come up with sales contest prize ideas?” Well, put yourself in a salesperson’s shoes. What sorts of prizes will energize your sales team to compete and try to outperform one another? What will they want to win so badly that their sales numbers skyrocket? What’s important to them, and what feeds their egos?Here are prizes that motivate:- Compensation prizes (we all know money is motivational).- Recognition prizes that elicit the admiration of the entire team.- Inclusion prizes, such as invitations to be part of trips, events, or elite groups.- Status prizes, such as promotions or special parking spaces.Sales contests are an important tool in the sales manager's took box.Here is the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

Sales managers, entrepreneurs, and business leaders: Stop! Don’t set your performance goals just yet. Watch this video first, to avoid missing something important.These are three often overlooked, critical goals for every salesperson:1. Create and nurture new customer relationships. 2. Get more revenue from existing customers. 3. Increase dollars per transaction.Track and measure your team’s success in each of these areas. How much revenue comes from new relationships? How much more did your existing clients spend this year compared with last year? What’s your average transaction amount?In my video, I dive deeper into these three performance goals. I explain how to find new customers, how to sell more to existing clients, and how to get more money per transaction.Watch the video here: https://www.youtube.com/watch?v=enRT7Pec4KwHow do you attract new customers? - Allocate 10% of your time to pursuing big whales and huge deals. - Spend 20% of your time receiving referrals. - Use 20% of your time on passive attraction methods by repurposing content. - Devote 50% of your time to primary attraction activities, depending on what works. For example, if you’re a great speaker, spend half your time doing speaking engagements.How do you get more revenue from existing clients? - Pitch new products. - Sell upgraded services. - Increase buying frequency. - Promote automatic orders and subscriptions.How do you increase dollars per transaction? - Raise your rates. - Offer good, better, and best options. - Bundle products and accessories together. - Offer multiple opportunities to upgrade. - Become more valuable by creating a community of clients who do business with one another.Here is the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

Your current clients are the key to growing your revenue. In this show, I talk about recognizing the importance of customer lifetime value – how your customers help you grow over the long term.There are three ways to bring in revenue and grow client lifetime value: find new customers, increase purchasing frequency, and increase money spent per transaction.This is where the importance of customer value comes in. Your client relationships are valuable because you can leverage them to build revenue in all three ways.How do your current clients help you find new customers?- They refer you to others.- They tell you what they read and watch, so you can create similar content.- They lead you to their organizations, where you can get involved by sponsoring or speaking at events.Watch the video for more:https://www.youtube.com/watch?v=WYuxEX9dVSYAcknowledge the importance of customer lifetime value. Build strong relationships with your clients – educate them, solve their problems, and connect with them frequently. In return, your existing clients will help you find new clients.Another way to grow revenue is through repeat sales:- Communicate more often, in various ways.- Deliver new information.- Solve new, industry-wide problems.- Notice upcoming industry trends and prepare for them.- Develop a recurring offer.- Set up auto orders based on industry best practices.The importance of customer value is also clear when it comes to high-dollar transactions:- Always offer options with different prices.- Get testimonials from high-spending, satisfied customers.- Provide a competitor analysis to show how your offer is superior.- Demonstrate a high return on investment.- Ask your clients to invest more in you.Are you starting to understand the importance of customer value for growing your business? If you are interested in growing client lifetime value and for more information on leveraging your current client relationships, give me a call: 888.444.5150Here is the podcast:Learn more about your ad choices. Visit megaphone.fm/adchoices

Business-to-business lead generation tools help you make more money. That's a fact. In this show I introduce you to four specific B2B lead generation strategies I use each day. I teach these B2B lead generation techniques to my clients and they thrive when they implement them properly.My B2B lead generation process includes the following B2B marketing tools:Speaking for lead generationPublishing for prospectingNetworking as a B2B relationship development toolYouTube and LinkedIn lead generationI provide you with an overview of all of these in this show.Watch on YouTube and Listen on the PodcastYouTube Link: https://youtu.be/OaDse6XFrJ0Here is a link to the Do This Sell More Podcast and a player for this episode:Learn more about your ad choices. Visit megaphone.fm/adchoices

There are a few rules for consultative sales and I outline them here. This is the first episode of our new daily format. Watch the Do This Sell More Show on my YouTube Channel The Dave Lorenzo Daily.https://www.youtube.com/watch?v=jvIA20qP4N4In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to:The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.

Is a Recession Coming in 2020? Dave Lorenzo Interviews Leading Economist Jason Schenker Friends, clients and subscribers have been asking me about a recession in 2020 in the United States. I can try and guess about the answer but I'd rather ask the experts. That's the purpose of this interview. In this interview you will discover a lot about economics. We discuss: The current state of the economy The difference between a corporate driven economy and a consumer driveLearn more about your ad choices. Visit megaphone.fm/adchoices

How To Sell Professional Services to Businesses. An interview with entrepreneur and intellectual property attorney Bradley J. Gross. During this sales training video Dave Lorenzo and Brad Gross discuss how to sell professional services. During the past ten years, Brad has employed professional speaking and nice marketing to grow his personal brad and develop a massive book of business. In this interview you will discover the four keys to selling services. They are: PersonalLearn more about your ad choices. Visit megaphone.fm/adchoices

How to Fire a Problem Sales Representative and Other Legal Issues. Dave Lorenzo interviews Russell Berger the Practice Director for Labor and Employment at Offit Kurman, Attorneys at Law.In this episode Dave and Russ discuss:How to fire a problem employee in salesThe big mistake most sales managers make when they discipline as sales team memberSales Representatives: When to sign a non-compete agreement and when not to sign oneSales Managers: How to make sure your non-compete agreement is enforceableHow to avoid sexual harassment in the workplace Learn more about your ad choices. Visit megaphone.fm/adchoices

How to Build a winning Culture in Sales. Dave Lorenzo interviews Jeff Grimshaw is a Partner with MG Strategy about how to build a winning culture in sales. Jeff is an author and expert in business culture.In this episode Dave and Jeff discuss:How you have to align the hearts, minds and hands in your businessHow to make sure sales managers are rewarding and recognizing people appropriatelyWhy informal communication in a company is often more powerful than the structure

How to use LinkedIn for Sales. Join us for this episode of The Do This Sell More show. Dave’s guest is Karen Yankovich, LinkedIn Expert, Digital Strategist and Owner of Uplevel Media.In this episode, Dave and Karen discuss:How to optimize your LinkedIn profile.What types of photos to use on LinkedIn (vs. Facebook and Instagram).The Importance of Keywords on LinkedIn.How to grow your network THE RIGHT WAY.Key Takeaways and actionable tips:LinkedIn is a community You must interact with people.Posting content is great but commenting and sharing should be the bulk of your activity.You must extend the relationships into the "real world" to be successful.Research is key if you use LinkedIn for referrals.

How to be a successful entrepreneur. Join us for this episode of The Do This Sell More show. This week Dave’s guest is John Tabis, Founder and CEO of The Bouqs Company.In this episode, Dave and John discuss:How and why John and JP started Bouqs.The Bouqs Company’s Shark Tank experience.The ebbs and flows of the startup journey.The competitive advantage of The Bouqs Company.Key Takeaways and actionable tips:As a small company, getting on Shark Tank is one of the greatest things you can do.Rejection is naturally part of the startup investment game.Don’t sell something you don’t have. Transparency and honesty with the customer is a great value they do not always get from other companies.Not all companies need a physical, brick-and-mortar store. Look at the channels you have and see what your options are.

The power of public relations to grow sales. Join us for this episode of The Do This Sell More show. Dave's guest is Scott Lorenz, President of Westwind Communications.In this episode, Dave and Scott discuss: How press releases and getting PR for your company has changed through the years. Staying up on current events. Writing books and proving expertise.Different types of books and different ways of writing books.Key Takeaways and actionable tips: Press releases still work – they are your introduction to the media and the public. Get the right person and pitch them the idea that is relevant. Ask questions, don’t just start selling right away.Things can live forever online. If done right, your press release can be forever searchable.

Billionaires are different than everyone else. Do you want to discover their habits? Join us for this episode of The Do This Sell More show. Dave's guest is Rafael Badziag, author of The Billion Dollar Secret.In this episode, Dave and Rafael discuss:Why millionaires are mediocre entrepreneurs. The gap between millionaires and billionaires and the mindset behind those sets of individuals. The 6 Habits of Wealth. How the maximization of performance that comes with consistency. Key Takeaways and actionable tips:Millionaires and billionaires work for different reasons – the why, your main motivation, is the biggest difference. BOAT – Belief, Optimism, Assertiveness, Trust in yourself You have a choice to be an optimist or a pessimist – but pessimists never achieve anything. The discipline of habits is a power that will help you on your way to a Billion Dollar Status.

Cody Reed shares how to sell cars using social media on The Do This Sell More Show. Dave's guest is Cody Reed, General Sales Manager for GMC.In this episode, Dave and Cody discuss: How the car sales business has changed and evolved. How social media has changed the automotive industry. Using social media to educate and impact the audience.Stimulating referrals and self-promotion. Key Takeaways and actionable tips: There is always a beginning, a middle, and a close of every sale. Meet your audience in a niche that is comfortable and easy for you – blogs, videos, email, phone, podcast, etc. Regardless of who your customer is, be consistent.If it has always worked, keep doing it.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Lacy Boggs , Content Creation Guru.In this episode, Dave and Lacy discuss:Lacy’s journey to becoming the content creation guru she is today. Getting written content into the hands of the right people.How to create great blog content, white papers and free reports as marketing tools.The way to write for marketing (it's different than academic writing or writing for the court).How, when, and where to repurpose content.Putting your personality into your writing.Key Takeaways and actionable tips:Without great content, nobody is going to stay and read it. Think about the goals of the content you are creating. We read differently in different formats. We are more likely to commit to reading something on paper.Quality and consistency over quantity.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Chris Cicchinelli CEO of Pure Romance.In this episode, Dave and Chris discuss:Why Pure Romance has grown the way it has and the culture of its sales force. How people sell with more than just their words. Recruiting consultants.Success stories of committing to the process.Key Takeaways and actionable tips:Know how to have a conversation. Knowing how to talk to people is the key to selling. The consultant is a creator of experience, not just a salesperson. Make a connection with people and engage them; don’t just assume what they need and want.The biggest currency in life isn’t money, it’s choices.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Patrick Murphy of Heartland Payment Systems.In this episode, Dave and Pat discuss:The power of having an external orientation. Why relationship sales is better than transactional sales.How to attract more referrals and build relationships with referral sources.The power of a great networking group and networking meetings.Key Takeaways and actionable tips:Have a strong pipeline by having a minimum of 5 first time appointments each week. Cultivate referral sources. Discipline yourself, force yourself, to be out and selling.Think about strategic networking partners, not just your usual contacts.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Gerry Oginski.In this episode, Dave and Gerry discuss: How Gerry got into video and how it has grown his business. His secret to making all information interesting. The evolution of YouTube and creating content for your videos. The beginnings and growth of Lawyers’ Video Studio. Key Takeaways and actionable tips: Develop trust with your viewer and teach them something they didn’t know. The more you continue to give great information in an interesting way, they will continue to watch. Provide content for your audience, not just about you. Use the same topic for your video, your blog, your article, and your FAQs. Expand your online content at the same time.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Deb Gabor.In this episode, Dave and Deb discuss:How your brand is your target and the 3 questions to ask to raise their profile. Building your brand and story around a specific avatar. How to get inside the head of your ideal client.Consistency and authenticity in brand success.Key Takeaways and actionable tips:Don’t try and be everything to everyone. Focus everything on your best customer and build the brand for the best customer. Your ideal customer is a human being, not a business. Irrational loyalty is available to any company as long as you understand your customer’s hero story.Don’t get stuck in the middle of the pyramid, go to the top of the pyramid.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Adam Hergenrother.In this episode, Dave and Adam discuss:Maximizing each moment. The importance of meditation and Transcendental Meditation. Eradicating mediocrity.Increasing your mental fitness and training yourself to handle the problems that show up.Key Takeaways and actionable tips:Discipline equals freedom. Go to your appointments you have now and cut them in half. Clarity equals speed.Every day you have the opportunity to create self-mastery – to overcome the voice inside your head that says “no”.

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Michele Barard.In this episode, Dave and Michele discuss: Michele’s mission to help 350 women become entrepreneurs by starting or expanding their side hustles. Success stories in her career. Converting your passion into your full time.Maintaining productivity in a work-from-home environment. Key Takeaways and actionable tips:What do you do well that other people see value in? Utilize your natural network whenever possible. If you’re writing a book, start building your audience on the front end. Don’t multitask – there’s no such thing. Either you’re doing one thing really well, or a bunch of things not as well.