Same Side Selling Podcast

You’ve heard that creating content is important for your business. You’ve heard you need a list of subscribers to market and sell to. You’ve heard the money is in the list. But what if everything you’ve heard about content marketing and list-building is all wrong? My guest today says most businesses need to re-think their approach to content marketing. They need to look at it from the point of vie...

Often times, clients ask me: what do I do if I work for an employer who is so focused on hitting a sales quota that the tenets of Same Side Selling get dismissed in favor of pitching and pushing a sale? How do you strike a balance between selling with integrity – an approach that always has the customer’s best interests at heart – and selling to meet an individual objective?

What is it about top performing salespeople who make them so successful? Is it charisma, product knowledge or luck that enables them to land the prized accounts? Does knowing the product inside and out matter more than likability? Or does personality trump expertise? Turns out, the answer lies somewhere in between. My guest today believes all sales professionals can achieve amazing results if they...

Have you ever been in the presence of someone who can make a room full of people hang on her every word? It’s as if she cast an invisible spell upon an audience with her charm and charisma. Have you ever wondered how she does it? How is it that certain people can command everyone’s attention so effortlessly, while others struggle to get noticed? My guest today believes that everyone has the abilit...

We all know what it feels like to sit through a lackluster training listening to a disinterested speaker drone on and on about a topic he may know lots about, but just can’t seem to bring to life. On the other hand, we’ve also been witness to presenters who take the most dry, mundane material and make it feel fresh and exciting. What’s their secret? How do speakers turn average talks into great ex...

We’ve all been on the receiving end of pushy, sleazy sales tactics that make us want to run for cover. It doesn’t feel good. Nobody wants to be around a salesperson whose sole focus is to convince a prospect that they need what the salesperson is selling. Instead, buyers appreciate salespeople who know the kinds of problems they solve, and show an interest in learning about their clients’ problems...

We all know what it feels like to be on the receiving end of bad marketing. We come across tasteless ads, intrusive pitches and condescending emails that make us wonder: Why do marketers think it's OK to treat customers like that? And here's one of the biggest challenges: because of marketing automation, people think it’s OK to send out stupid and bad marketing because, since it’s not taking up so...

Do networking events make you squeamish? Do they make you feel sleazy and slimy, like you just want to run home and shower after having participated in one? Or maybe it's not that bad for you. Maybe you just want to develop a professional, online relationship with someone you admire, but you have no idea where to start – or what to even say to that person. My guest today is going to explain how th...

Do ever feel like you’re putting in double the effort for less than half the results in your business? Or maybe you’re scared of turning down potential clients because you’re afraid your sales pipeline might dry up, so you wind up working with clients that drain your energy and resources? My guest today is going to explain why saying ‘yes’ to every client that walks through your door is the wrong...

There's one thing that's constant, and that's change. But why is it that some organizations seem to manage change so effortlessly, while others appear to buck it? Turns out most companies approach change all wrong. They see change as a barrier that needs to be overcome rather than the by-product of something that’s happened. On today’s episode, I talk to Tamsen Webster – part idea whisperer, part...

Have you ever wondered what top-performing sales professionals do to achieve extraordinary results? You may be tempted to think that top performers have special talents and abilities that their peers don't. And you wouldn't be entirely wrong in thinking that – high performers do take certain actions that allow them to achieve outstanding success. But where you might get it wrong is in thinking tha...

Constructive feedback and discussion is vital to the health of any organization. But what happens when that feedback triggers an adversarial response from someone that creates an impasse, rather than a bridge, to understanding? Today’s guest is CEO and executive performance coach Alison Whitmire. Alison is the President of Learning in Action Technologies, a company committed to her passion of maki...

If you’re a company with a great product or service, marketing is critical to your business growth – both online and off. In fact, creating great marketing can be the difference between booming sales and flailing sales. But great marketing doesn’t happen in a vacuum or the confines of a boardroom. Great marketing is created when organizations takes risks. When they’re creative. When they’re obsess...

The most recent presidential election in the United States proved that predicting – or as my guest today calls it, ‘probability calculation’ – is a dangerous way of reading an audience. It essentially amounts to throwing darts at a board, he says. If companies want to create products and services that best meet the needs of their ideal customers, they need to have solid research to support their b...

Have you ever wanted to peer inside a potential customer’s mind to understand how he or she makes a buying decision? Have you ever wondered what key questions a prospect asks himself when deciding whether or not to buy your product or service? Do you wish you could crack the code on how a customer thinks so you can shorten the sales cycle and achieve the business results you’re after? In today’s e...

If you’re a business with an online presence, content marketing is critical to growing your business and building relationships with customers, which can have a direct impact your bottom line. In fact, creating quality content that is both relevant and useful to your audience can be the difference between being seen as a trusted leader in your field and being ignored. Too many organizations make t...

Have you ever wished you could add more hours to your day just so you could cross more tasks off your to-do list? Do you spend most of your days going from meeting to meeting only to feel like you haven’t accomplished what you need to accomplish? Do spend countless hours going through your email and still feel like you’ve barely made a dent in it? If so, you’re probably making the kinds of mistake...

We’ve all heard the clever, catchy truisms tossed about in corporate environments that sound like sage advice: "A penny saved is a penny earned." "You get what you pay for." "You can’t switch horses mid-stream." They sound good on the surface. Some of these witty aphorisms may even hold a kernel of truth. But dig a little deeper, and you begin to discover that these widely-held and unchallenged be...

On this episode, I'll be answering these questions plus weighing in on the impact of social media in ways you may not have considered. Listen in for those topics and more on this special solo edition of Grow My Revenue. Listen to this episode and discover: · Should you use a script in sales calls? · What active listening really means, and how to apply it to your sales team. · How do you learn the...

You know how important content marketing is to your success, but how do you actually use it as a tool to build trust? Joining us to answer that question and others is my great friend and two-time visitor to the show, Marcus Sheridan. Marcus is a best-selling author of several books, and is also the quintessential case study in successful content marketing. I'm bringing him back because he is the d...

When you hear the term "go-giver" what do you think of? Do you think of someone who gives and gets nothing in return? Or do you think of someone who gives value consistently and ultimately reaps financial rewards as a result? Our guest for today's episode, Bob Burg, defines it as the latter. Bob is the co-author of the best-selling book, The Go-Giver, a book that has sold over half a million copie...

What exactly is social selling, and how do you know if you're doing it right (or wrong)? Our guest today, Jill Rowley, is the de facto expert on the subject. Jill is an international speaker, digital transformation expert and startup advisor who began her career as one of the first sales people with Salesforce. On this episode, Jill explains what social selling is, what the keys to social selling...

Do you think you know what your customers want? Have you sent them surveys? Most business owners either assume that they know what their customers want, or don't know the right questions to ask to get the most impactful answers. Today Ryan Levesque, creator of the Ask Method and national best-selling author of Ask, joins us to talk about why you shouldn't assume you know what your clients want, an...

Every year, I give a rundown of the business trends I see in the upcoming year, and today I am sharing the top 2017 business trends with you on this episode of Grow My Revenue. Specifically, I'll be talking about the different roles in sales today and which role you should be focused on, how the sales process has changed for the buyer and how you can be a key component in that process, as well as...

Is search engine optimization (SEO) simply an afterthought for your business, or is it something that is part of your marketing plan like your editorial calendar? It should be the former, but either way you'll learn a lot from today's show! On this episode, the one and only John Jantsch joins us to talk about why SEO is for growth and why it's not about likes, clicks, or shares any longer. We also...