Top Secrets of Marketing & Sales

To get off to a flying start in 2026, we can start by taking responsibility. Whenever we blame outside factors for things that go wrong, we immediately forget that there are things we can evaluate in ourselves to say, okay, well even if this is the case, even if this was just a terrible prospect, are there things that I could have done better and differently in this circumstance to create a better...

If you’re not generating the level of sales you’re capable of in your business, the real cost of inadequate sales is a lot more than you think. And it’s not just the cost of the sales you’re missing out on. When you operate a business that consistently generates inadequate sales, revenue, and income, you’re effectively starving your business of the oxygen it needs to survive. Inadequate sales chok...

What is your first contact with a new prospect? Another good question to ask yourself is how does that first contact happen? And is it proactive on my part? David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will be discussing your first contact with a new prospect. Welcome back, Jay. Jay: Hey, it’s good to be with you again. David. When you say firs...

The trouble with targeting in business is that a lot of people don’t do it well. It reminds me of that line from one of the Godfather movies where Michael Corleone says something along the lines of, “if history has taught us nothing else, it’s that you can get to anybody.” Right? And that is now true in terms of advertising. You can get to anybody, but what is the cost? Dav...

Particularly in the early stages, breaking through your sales plateau may just mean doing more of what you’re doing. But generally, at some point, we hit a plateau that is created by the fact that we can’t run any faster. We can’t do any more by ourselves. So we either need to implement new procedures and new processes, we need to get some help, or something needs to change funda...

David: Hi, and welcome to the podcast. In today’s episode, co host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is part four in our series, and today we’ll be talking about learning, segmenting, and the Three Ds. Welcome back, Jay. Jay: Hey, thank you so much, David. I really, really enjoyed this. I know I’ve said that in previous podcas...

David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is episode three in our series, and it’s about upselling, sales funnels, and your CRM. David: Welcome back, Jay. Jay: Thank you, David. This has been fascinating for me as I look at what AI recommends. And even just apply...

Hi, and welcome to the podcast. In today’s episode, co host Jay McFarland and I will be continuing our discussion on the AI approach to multiply your sales. This is part two in our series, and today we’ll be discussing service, referrals, and content marketing. David: Welcome back, Jay. Jay: Thank you so much, David. I’m really enjoying this discussion about AI because I think we...

Hi, and welcome to the podcast. In today’s episode, co host Jay McFarland and I will discuss the AI Approach to Multiply Your Sales. This is the first in a multiple part series, and we’ll start off with targeting, communication, and reach. David: Welcome back, Jay. Jay: Hey, David, it’s great to be with you. I’m really excited about this series because I think a lot of peop...

If you want to multiply money in your business, it means you have to figure out the very specific steps that you need to take in order to make that happen. David: Hi and welcome to the podcast. In today’s episode, co host Jay McFarland and I will discuss the topic, Can You Multiply Money? Welcome back, Jay. Jay: Hey David, of course you can. I have a tree in my backyard. Money grows on it an...

I got a lot of great feedback from last week’s episode on how to create explosive growth in your business. So today I’d like to expand on that topic a bit and start laying out the steps to make it happen. If you’re serious about creating explosive growth in your business, let’s start by discussing where that sort of growth begins. It’s not in your marketing, not yet....

Want to create explosive growth in your business? If so, consider this: Why is it that some businesses take off like a rocket while others can languish for months or years without getting the traction they need to grow? Why do some businesses plateau at a certain level and struggle to break through, while others are able to grow consistently? In my experience, it boils down to three things we&#821...

To turn focus into profit, consider this. Your focus determines the level of profit that you generate. Because the people you meet, the conversations you have, all of that flows from your focus. So when you focus on those activities, the likelihood of increasing your profit increases dramatically. David: Hi and welcome back. In today’s episode, co-host Kevin Rosenquist and I discuss How to T...

The success of your business is always determined by the what, why, when & how. What are you doing? Why are you doing it? When are you doing it? And How? If you don’t have the desire to help your clients, if it’s all about you making money, or if it’s all about you accomplishing a personal result for yourself, and you don’t have enough care or consideration for the pers...

It’s important, no matter who you’re partnering with, from a business standpoint, from an employee standpoint, from a VA standpoint. Whoever you choose as your business partners and colleagues have to have the skills that you lack, if you want to be able to accomplish the things that you need to get done. David: Hi. Welcome back. In today’s episode, co-host Kevin Rosenquist and I...

We’ll basically help you to look at where you are now and where you’re looking to be in terms of getting something from ideas to actions and systems. Because without those three levels and without prioritizing it correctly, you can spend a lot of time, invest a lot of effort, and not get to the results you’re looking for. David: Hi, and welcome back. In today’s episode, co-...

We’re going to interact with people who are not ideal clients. But salespeople have trouble when they’re afraid to disqualify a prospect. To say, okay, I’m no longer going to follow up with this person. I’ve always viewed it a little like the game musical chairs that you played as a kid? You have a certain number of people going around, and a certain number of chairs. When...

When we talk about the idea of effective sales follow-up, what does that mean? It’s effective in terms of making sure that we’re on the same page with the person, making sure that our conversations are moving forward, making sure that their questions are being answered, and ultimately getting to a decision. Are we going forward with this? Are we not? And if so, when is that going to happen? David:...

If you want to create desire in sales, it has to be about them. Their wants, their needs. The things that they’re looking to accomplish from the relationship, because that’s where all their desire comes from. David: Hi, and welcome to the podcast. In today’s episode, co host Jay McFarland and I will discuss creating desire with your communication in sales. Welcome back, Jay. Jay:...

Last week’s discussion about The Zero Accountability Salesperson seemed to resonate with a lot of people. And the biggest questions I got were related to how to fix this. How can I help myself and/or my salespeople to be more conscious of the actions we need to take, and to take those actions on a consistent basis? Hi and welcome back. In our last episode, we touched on a lot of important po...

The zero accountability salesperson is at a big disadvantage. Selling is all about being able to produce. And the only way you’re able to produce is if whoever is doing the selling has some level of accountability, whether it’s to themselves or to a sales manager, or to your spouse, whoever it is, right? If you get home from work, and you didn’t sell anything as a salesperson, yo...

There’s always going to be a bottleneck in sales. There’s always going to be something that is not working as smoothly or as ideally as it could or should. And our job is to constantly identify, what is it now? What is it today? Now that I got this other thing fixed, what’s the new thing that’s slowing us down? David: Hi, and welcome back. In today’s episode, co-host...

It’s one of those nuances that when you’re transforming the leverage points in your business, the prequalification follow up is different than the post qualification follow up, but they are both very important leverage points. David: Hi. Welcome back in today’s episode, cohost. Kevin Rosenquist and I discuss transforming the leverage points in your business. Welcome back, Kevin....

Here’s a quick message for printers and promo product distributors who would like to grow their businesses and dominate their markets starting in as little as 22 minutes a day. If you own a such a business, even if it’s a small one, that may sound impossible to you, but give me just 45 seconds and I’ll explain why it’s not. First, it never occurs to most business owners in...

David: Hi, and welcome back to today’s episode, co-host Kevin Rosenquist and I discuss the lead quality matrix. Welcome back, Kevin. Kevin: Good to be here. Excited to chat about this, because I don’t know what you’re talking about. Kevin: So what is this lead quality matrix and why is it important? David: Well, a lot of times in my work with clients, we’re talking about le...