161 Telling Your Story with Brad Marley

Public relations and sales are both trying to tell stories, transfer messages and help people solve problems, and yet; they go about this job in distinctly different ways.

Today’s guest, Brad Marley, helps outline those key similarities and differences in a fascinating look into not only PR but someone who decided to go out on his own and succeed in a crowded field. Whether you are an aspiring entrepreneur, current business owner or someone that wants to build your own brand, Brad  will give you valuable insight into how to get your message heard.

On today’s podcast

3:41 – What do most companies get wrong about telling their story?
8:15 – How do you figure out what a company’s story really is?
13:31 – A sound PR strategy takes time but pays bigger dividends
19:53 – PR measurables are different from sales measurables
22:27 – What is Brad’s story and how is he telling it?
26:31 – Brad’s newsletter 5 and 1 is asking tough questions and getting valuable answers
28:00 – Brad’s “why”

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160 Monday Musing: Queen

Christie has Queen on the brain this week. Not the Queen of England, Queen the rock band. There is a new film out all about the famous rockers and while it may seem like pure entertainment at first glance, a look deeper reveals lessons we can all take into our next sales presentation.

So “Don’t Stop Us Now”  as we “Break Free” and talk about this “Crazy Little Thing Called” sales.

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159 Not All Content is Created Equally with David Masover

How lucky would you feel to be one of the first people to discover Twitter, Facebook or Snapchat? You’d probably have a better username! Our guest today, David Masover, was one of the first one million members of LinkedIn and since then has become an expert coach and mentor with a specialty in social media. He’s also the author of two books on the sales process.

David Masover was thrown into his first sales job almost 30-years ago with no sales training at all, and struggled to find his own way to success through self-study, experimentation and the sheer force of stubborn determination. No he helps people find a MUCH easier path.

Today we talk about social media. How it’s used AND how it’s abused. Not all content is created equally. David’s story is one of trial and error and he’s ready to share his mistakes so that you can succeed.

On today’s podcast

4:24 – What LinkedIn was like in it’s first days and how has it changed
8:15 – “You have to start by saying, ‘What is it that I’m trying to accomplish here?’ And as with so many things, I think a lot of people don’t ask that question.”
13:08 – David tries a brand new prospecting strategy on LinkedIn
17:47 – “I think sales is simple, but sales is also tricky and I think if you’re able to communicate with people who are also trying to solve the puzzle, that’s a positive.”
20:30 – Prospecting success strategies are based on when you need results
27:30 – “I enjoyed posting content. I enjoyed engaging with people. What really changed for me was I changed my market and and I think that my market started to match up to the content that I was doing.”
30:50 – What 2018 and 2019 have in store for David

34:40 – There’s a lot of content out there. Not all of it is great.

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158 Monday Musing: Partnerships

When’s the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built all along her career that have led her to success.

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157 James Bawden

James Bawden is transitioning to a new role as a BDR in Raleigh, North Carolina for the startup data analytics company Cognetik. He’s facing a bevy of new challenges including moving from an established company to a startup AND being the first person in his company to drive outbound sales.

James brings us the lessons he learned in his first 60 days, the major revelations he’s had about BDR sales, empathetic leadership and setting core values as a salesperson and a sales team. This is ground level amazing analysis from someone who is out there doing it every day.

On today’s podcast

2:30 – The first man in the charge gets the bloodiest
5:20 – The challenges of joining a startup as a BDR
13:34 – The ONE skill you need to focus on most as a BDR/SDR
19:16 – The amazing difference an empathetic leadership team can make
27:00 – Setting core values for the sales team
33:26 – The ideal client for James and Cognetik

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156 Monday Musing: Slow Down

Fall has finally arrived, for a lot of us that means it’s time to kick it into another gear. The kids go back to school. You feel like you’re out of that summer doldrum. You’re trying to push through and you take on a lot of new projects. You’re exposed to a lot of new environments and running like crazy. It’s all very good. It’s mostly productive, but sometimes your body gets sick when it’s doing more than it should. What steps can we take to slow things down and recover so that we don’t “Fall” out?

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155 Reclaiming the Human Touch with Mark Watts

Mark Watts has a fire in his belly for sales, for leading his team, for helping customers and reclaiming lost business. These are qualities we often associate with young sales leaders or entrepreneurs spearheading their business. But guess what? Mark helms a sales team of over 700 people at one of the world’s largest media companies and he’s been in sales for over 35 years.

 

On today’s podcast

3:29 – Going home to home to reclaim customers
7:00 – How do you coach a young team to deal with and counteract overwhelmingly negative responses
12:41 – The tactics of Mark’s most successful salespeople
15:48 – The biggest change in home service sales in 35 years
22:15 – The importance of diversity in the salesforce
25:13 – What kind of salespeople can best make one on one connections with customers?

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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154 Monday Musing: It Doesn’t Take an Extrovert

Jeff is not an extrovert and he doesn’t think you are either. There are very few and extroverts out there and most people in sales don’t identify as extroverts, at least not by the classic definition. It’s one of those stereotypes out there that makes people reluctant to enter a sales profession.

A lot of people, particularly small business owners, are reluctant to even admit that they have to be in sales, that they have to sell something in order to keep their doors open because they don’t think they are extroverts. That’s wrong and today’s musing explains why.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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153 Playing To Our Strengths with David Weiss and Andy Racic

You get two amazing minds for the price of one. David Weiss and Andy Racic join us today. David and Andy are best friends working together on a book all about the reasons and motivations for getting into a career in sales. They believe that the level of talent, ethics and standards can all stand to be raised higher and that starts with understanding what kind of people are built for a career in sales and what their true motivations are. Do they want to help people or do they just want to cash a check? Your biggest sales growth years are your early ones, finding those early growers can be key to a sales team’s success.

These two care about our industry in a unique way and they need your help. Please fill out this survey and help inform their research.

Stay up to date on when and where you can get your hands on their book by signing up for our newsletter on thewhyandthebuy.com

David Weiss is Sales Executive, Sales Leadership at ADP RPO.

Andy Racic is Director of Sales at Tango Health, Inc.

On today’s podcast…

3:00 – There are a million books on sales. What will make their’s different?
8:38 – Early missteps of those that “fall into sales”
13:45 – Who will this book be for?
18:35 – Are sales books even useful anymore?
28:00 – What are these aspiring authors reading?
33:30 – How do you help people become not just sales professionals but professional salespeople?

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

Click here to buy the Sales Success Stories book!

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152 Monday Musing: Volunesia

On today’s Monday Musing Christie is introducing you to a new term called “Volunesia.”  It is the cross point between volunteering and amnesia, when you are having so much fun volunteering, making a difference in the lives of others that you forget..that it is making a difference in your own life.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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