Shows / Top Secrets of Marketing & Sales
Top Secrets of Marketing & Sales
The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and…
Episodes
- Top Secrets of Marketing & Sales
Do Your Best Prospects Know You Exist?
Your best prospects may not know you exist. Do they even know you’re alive? This goes back to the idea of money versus time. Because one of the…
- Top Secrets of Marketing & Sales
The Activity Trap: Why More Work Isn’t the Solution
More work is not always the solution. Some people wear “busy” as a badge of honor. I don’t really see it that way anymore. And there was a…
- Top Secrets of Marketing & Sales
The Promotional Products Industry Has Changed. Have You?
There is no doubt that the promotional products industry has changed. The question is, have you? There was a period of time when getting print and promotional…
- Top Secrets of Marketing & Sales
How to Get More Sales Without Relying on Cold Calls
To get more sales without relying on cold calls, we don’t want to turn the alternatives into something as clumsy and uncomfortable as a typical cold…
- Top Secrets of Marketing & Sales
How to Outperform Your Competition Without Competing on Price
If you need to outperform your competition, you want to look at who is the primary competition and what are their advantages? In what areas are they…
- Top Secrets of Marketing & Sales
Stay Focused: Get More Done in Less Time
Stay focused. It’s easy to say, but harder to do. Anybody who’s been in sales has probably been in a situation where you’ve been in a room…
- Top Secrets of Marketing & Sales
How to Rule Your Territory and Dominate Your Market
It’s not like there’s just one method to rule your territory. But the one thing that is critical to all of it, is identifying your area…
- Top Secrets of Marketing & Sales
Is Customer Service Really Dead?
Is customer service really dead? Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on how it’s used…
- Top Secrets of Marketing & Sales
How to Lower Customer Acquisition Cost and Improve Conversions
What’s your customer acquisition cost? I’ve been accused of being a bit of a maniac when it comes to lead tracking and making sure that we know…
- Top Secrets of Marketing & Sales
How to Monetize Your Sales Pipeline and Close More Sales
To monetize your sales pipeline, you need to fill it, prioritize it and tackle it. This whole idea of knowing what to do and not doing it, is rampant. It seems…
- Top Secrets of Marketing & Sales
How to Increase Sales, Profit, Cash Flow, and Personal Income
To increase sales, profit, cash flow, and personal income, understand that money is always flowing in one direction or another. In a business, it needs to flow…
- Top Secrets of Marketing & Sales
Uncover Customer Needs and Sell More Effectively
Knowing how to uncover customer needs is critical. Essentially, Maslow's hierarchy of needs implies that when one need is satisfied, another one is likely to…
- Top Secrets of Marketing & Sales
How to Overcome Call Reluctance: Make First Contact Easier
I would say the number one thing that helped me to overcome call reluctance is when I realized the people who are likely to yell or scream or be angry or be…
- Top Secrets of Marketing & Sales
Turning Your Million-Dollar Ideas into Cash
Million-dollar ideas don’t always create million-dollar results. Only focused implementation can do that. I remember the day that I got a phone call from a…
- Top Secrets of Marketing & Sales
Are You Afraid of Being a Pest in Sales?
Jay: I'm not lying when I tell you that I struggle with this idea that I'm being a pest in sales. So I think it'll help my sales, I think it'll help my daily…
- Top Secrets of Marketing & Sales
How to Get Better Sales Leads (without Burning Time or Wasting Money)
Want to get better sales leads? It starts with tracking what works. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will…
- Top Secrets of Marketing & Sales
Grow the Value of Your Business: Make it Worth More
To grow the value of your business, consider this. If your business burns down, you've got whatever... desks, furniture and things like that. That stuff's all…
- Top Secrets of Marketing & Sales
Get Responses: Create High-Value Communication
To get responses, create high-value communication. When you're doing this, obviously, you're not actually telling your customer "I'm here to create value in…
- Top Secrets of Marketing & Sales
The Follow-Up Mistake That Costs Sales
The follow-up mistake that costs sales (and kills communication) is a lack of sequencing. If I've got a sequence in place that says, all right, when I get a…
- Top Secrets of Marketing & Sales
How to Achieve Your Goals: A Practical System for Success
Wondering how to achieve your goals? Well, achieving goals is quite different than just setting them. So while the first step may be to set the goals you…
- Top Secrets of Marketing & Sales
Increase Revenue with Upselling and Cross-Selling
If you want to increase revenue, upselling and cross-selling can help. So what's the difference? Upselling means selling a better or a higher priced version of…
- Top Secrets of Marketing & Sales
Still Chasing Prospects Who Will Never Buy?
How much time do you spend chasing prospects who will never buy? If somebody is not responsive, you can decide, do I want to continue to pursue this person? Or…
- Top Secrets of Marketing & Sales
Social Media in Business: Conversations Over Clicks
A lot of people think the goal is to get likes and engagement, but when it comes to using social media in business, conversations and conversions are the…
- Top Secrets of Marketing & Sales
Are Your Priorities BS? Aligning Actions With Goals
Are your priorities BS? Well, focusing on that area in particular, looking at what are the things in my life that really are important to me? What are the…
- Top Secrets of Marketing & Sales
Stop Wasting Time on Unqualified Prospects
Unqualified prospects can be a huge waste of time. Lately, I've been on a bit of a kick in terms of commitment versus interest. If you're interested in the…
- Top Secrets of Marketing & Sales
Stand Out from Competitors: What Makes You Different?
To stand out from competitors, start with what makes you different. Identify your ideal target market. It's largely going to consist of people who want to do…
- Top Secrets of Marketing & Sales
Strengthen Client Relationships & Increase Repeat Business
Strengthen client relationships if you want to increase repeat business. Some people feel like they can get more attention from a salesperson calling than they…
- Top Secrets of Marketing & Sales
Earning What You’re Worth? If Not, Here’s How to Fix It
Don't feel like you're earning what you're worth? Consider this: When you outproduce what you earn, it creates friction. It creates a bit of tension. And in…
- Top Secrets of Marketing & Sales
Losing Business to Inferior Competitors?
Very often, inferior competitors play the price card: Jay: I get that question. "Well, I talk to your competitor and they're less expensive than you are." Now…
- Top Secrets of Marketing & Sales
Still Feeling Overwhelmed? Fix These 2 Things First
If you're still feeling overwhelmed, it's often just a good idea to take a moment and consider: What exactly is it that I'm struggling with at the moment? What…
- Top Secrets of Marketing & Sales
How to Stop Feeling Overwhelmed at Work (and Get More Done!)
To stop feeling overwhelmed at work and get more done, consider which version of you is showing up. Some days the you that shows up is the focused, motivated…
- Top Secrets of Marketing & Sales
How to Get Prospects to Respond
When you need to get prospects to respond, it's time to fix your follow-up strategy. Think in terms of what gets your attention, what gets you to respond? What…
- Top Secrets of Marketing & Sales
Stop Making Excuses Instead of Sales
I've seen situations like that where people are making excuses instead of sales. Somebody planned to sell something and was talking about it for a long time…
- Top Secrets of Marketing & Sales
Dealing with Indecisive Prospects
When dealing with indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I willing to wait?…
- Top Secrets of Marketing & Sales
Most of Your Competition Is Average
When I say your competition isn't that good, that most of your competition is average, what I mean is that a lot of them are not taking the time to learn the…
- Top Secrets of Marketing & Sales
How to Get Results from Social Media
We get results from social media when we're able to identify the result that we're looking to get, and identify the messaging that we need to create to be able…
- Top Secrets of Marketing & Sales
Improve Business Communication Fast
To improve business communication fast, consider this... If nothing that you convey in your communication, instills any sort of belief in the other person as…
- Top Secrets of Marketing & Sales
What is Your Process for Goal Achievement?
Your process for goal achievement is key. Because you're doing a lot behind the scenes before anyone even knows that you're alive. So we're essentially moving…
- Top Secrets of Marketing & Sales
Your Market Domination Engine
What does it mean to install a Market Domination Engine in your business? Is that a real thing? If so, what is it? What does it do? What does it consist of?…
- Top Secrets of Marketing & Sales
The Power of Storytelling in Sales
If our storytelling allows us to build trust, build credibility, and build a bond in sales, then we're telling the right stories. If it's just designed to be…
- Top Secrets of Marketing & Sales
Choosing Worthy Clients for Your Business
Choosing worthy clients for your business means making decisions about whether or not a prospect deserves your time and attention, whether they're worthy of…
- Top Secrets of Marketing & Sales
How to Leverage the Law of Attraction
To leverage the law of attraction, you have to get beyond the book and the movie. If you're feeling stuck in your business, ask yourself this. "Am I really…
- Top Secrets of Marketing & Sales
Get Off to a Flying Start in 2026
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…
- Top Secrets of Marketing & Sales
The High, Hidden Cost of Inadequate Sales
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…
- Top Secrets of Marketing & Sales
First Contact with a New Prospect
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?…
- Top Secrets of Marketing & Sales
The Trouble with Targeting in Business
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…
- Top Secrets of Marketing & Sales
Breaking Through Your Sales Plateau
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…
- Top Secrets of Marketing & Sales
The AI Approach to Multiply Your Sales: Part 4
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…
- Top Secrets of Marketing & Sales
The AI Approach to Multiply Your Sales: Part 3
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…
- Top Secrets of Marketing & Sales
The AI Approach to Multiply Your Sales: Part 2
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…
- Top Secrets of Marketing & Sales
The AI Approach to Multiply Your Sales: Part 1
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…
- Top Secrets of Marketing & Sales
Want to Multiply Money in Your Business?
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…
- Top Secrets of Marketing & Sales
How to Create Explosive Growth in Your Business, Part 2
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…
- Top Secrets of Marketing & Sales
How to Create Explosive Growth in Your Business
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…
- Top Secrets of Marketing & Sales
Turn Focus into Profit by Growing Sales
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…
- Top Secrets of Marketing & Sales
The What, Why, When & How of Your Business
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…
- Top Secrets of Marketing & Sales
Choose Your Business Partners & Colleagues Wisely
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…
- Top Secrets of Marketing & Sales
How to Get from Ideas to Actions and Systems
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…
- Top Secrets of Marketing & Sales
Let Ideal Clients Know You’re Alive
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…
- Top Secrets of Marketing & Sales
Effective Sales Follow-Up: How Much is Too Much?
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…