Same Side Selling Podcast

On today’s edition of the Grow My Revenue podcast, I speak with international speaker, best-selling author and certified handwriting analyst, Jamie Mason Cohen. Jamie says a person’s handwriting reveals a great deal about a person’s personality and leadership style. Analyzing someone’s handwriting, he says, can be a valuable tool in business to determine whether a job applicant, a colleague, or a...

On today’s episode of the Grow My Revenue podcast, I speak with Wayne Washington, an expert and veteran in the field of operation management. Wayne has been called “The Doctor of of Operations” because of his ability to diagnose ailing operations and figure out where their hidden costs are. Wayne and I talk about the blind spots companies have when looking to sustain growth; the value drains on th...

On today's episode, our guest is Tom Webster, Vice President of Strategy and Marketing for Edison Research, the organization behind exit polling for national elections in the U.S. for more than two decades, Tom has conducted political polling for U.S. elections, as well as market research, for some of the top companies across the nation. Tom rejoins us on the podcast to share his insights into how...

On this episode of the Grow My Revenue podcast, we discuss the do’s and don’ts of customer transition, that delicate point in a transaction between the completion of a sale and kick-off or implementation. We talk about the right way to handle transitions so that customers feel confident and secure that they made the right decision to purchase with you.

On this episode, I discuss the fundamentals of prospecting — how to determine the number of clients you need to contact to meet your goals; what to say once you get through them; how to follow up properly; and how to manage your time efffectively so you’re maximizing your efforts.

We all know someone who exudes confidence and control — the type of person who can walk into a high-stakes situation and, without breaking a sweat, knock it out of the park. Not only are they cool and collected, these folks also have the uncanny ability to inspire confidence and poise among their colleagues and peers. How do they do it?

On today’s edition of the Grow My Revenue podcast, I speak with Alison Stratten, co-author of five business books on marketing & sales and co-owner of UnMarketing Inc. Alison and her husband, Scott Stratten, have written a new book, UnBranding: 100 Branding Lessons In The Age Of Disruption. In it, they profile 100 companies who have gotten braning right. Alison and I talk about the biggest mistake...

On today’s edition of the Grow My Revenue podcast, I speak with Simcha Gluck, the co-founder of FreshBiz, a training and development company that uses game-based learning to improve the performance of organizations around the world. Simcha and I talk about the biggest mistakes companies make when it comes to employee engagement and development; how fun and games can be leveraged in business to cre...

On today’s episode, I talk with speaker, author and Ph. D Mary Kelly about the nature of change and what leaders can do today to embrace change and lead their teams through shifting workplaces. Mary and I discuss the specific strategies companies can use to reduce stress that results from uncertainty and changing times. We talk about millennials and how we need to groom them for leadership, as wel...

Have you ever spent time building and nurturing relationships with clients only to have them suddenly shut down on you? They don’t return your phone calls, respond to your emails or give you any reason for their disappearance. It’s a common complaint I hear from salespeople. What do you do when a hopeful prospect suddenly goes silent? On today’s episode of Grow My Revenue, I answer that question (...

On today’s episode, I talk to Howard Rogers, founder and CEO of BrightClaim. Howard was a guest on season 1 of this podcast. Today we’re going to talk about the steps he took to grow his company from $30 million in sales to $100 million in just three years.

My guest today is going to explain how to turn drab presentations into a powerful ones that move people to buy your products, book your services and support your ideas. He’s developed a 5-part system that is going that will help you prepare for and dominate your next sales presentation.

Have you ever thought to yourself, “I should write a book”; then immediately dismissed the idea because it seemed too far-fetched, time consuming or overwhelming?  Whatever prejudices you may have about writing a book, set them aside because my guest today is going to make you rethink all the notions you have of what a book is (and isn’t) and what it can do for your business.

Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was imp...

Today, we talk specifically about ways organizations can differentiate themselves by using tried-and-true story techniques and formulas that increase a brand's visibility and recognition.

My guest today believes that “measuring what counts” so sales teams can see what’s working and what’s not, is the first step to achieving amazing sales results.

My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.

What is it about iconic organizations that allow them to respond with innovative solutions to marketplace needs? What is it about their approach to business that allows them to create better products, sleeker designs and more efficient systems that consistently earn them top spot in their industries? Is it the creative genius of their marketing departments, or the talents of their research and dev...

This week we celebrate episode 100 of the podcast! I want to extend a personal thank you to everyone who's supported the show by leaving a review and sharing the podcast with their friends and family. When I first started the show a few years ago, I wasn’t sure I’d get to episode ten, let alone 100. But here we are, 100 episodes later. It’s because of listeners like you the show is a success.

On today’s episode, I talk to marketing strategy expert Tim Hayden about how businesses can generate more revenue and have greater impact by better leveraging their marketing efforts on existing customers. In fact, companies can create stronger loyalty and trust simply by getting better at gathering clear, meaningful insights into their customers’ problems and pain points. By using technology more...

No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline. Today I talk to Marylou Tyler, a sales and process expert who helps busi...

If you’re a small business owner in a small town anywhere in America, you may be tempted to think there’s no way you can compete against a big chain store or an enterprise company with hundreds (maybe even thousands) of employees. You may think you don’t have the resources, the brand recognition or the manpower to go up against the corporate giants. But you’d be mistaken.

On today’s episode, I talk to author, speaker and executive trainer Scott Mautz about modern-day leadership and what it really takes to lead today’s mostly millennial workforce. Scott believes all great leaders can and should inspire their employee to find meaning and purpose in their work. Great leaders, he says, can unleash employees’ deepest desires for contribution by tapping into their values...

On today’s episode, I talk to author, speaker and executive coach Michael Bungay Stanier about why the term coaching gets such a bad rap and why more organizations should embrace it. We talk about the mistakes leaders make when coaching others, and specific strategies to use in sales situations.

One of the key ingredients to running a successful business is being able to communicate effectively with your customers, employees and stakeholders. After all, what good does it do to have a great product or a revolutionary idea if you can’t communicate those products or ideas to others? Being able to communicate effectively with an audience in a way that’s fresh and engaging is critical to your...