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
Creating Desire in Sales: It’s All About Them
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…
- Top Secrets of Marketing & Sales
Helping The Zero Accountability Salesperson
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…
- Top Secrets of Marketing & Sales
The Zero Accountability Salesperson
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…
- Top Secrets of Marketing & Sales
Your Biggest Bottleneck to Sales
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…
- Top Secrets of Marketing & Sales
Transforming the Leverage Points in Your Business
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…
- Top Secrets of Marketing & Sales
How Printers & Promo Product Distributors Dominate Fast
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…
- Top Secrets of Marketing & Sales
The Lead Quality Matrix: A Simple Grid to Grow Your Sales
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…
- Top Secrets of Marketing & Sales
Getting Referrals Proactively
When it comes to getting referrals proactively, that's another thing people do as well. They think they have to wait until they have already sold something and…
- Top Secrets of Marketing & Sales
Tariffs Aren’t the Problem. Here’s Why…
Here's why tariffs aren't the problem. Because there's always someone who's buying. Sometimes it's harder to find them. Sometimes it's easier to find them. So…
- Top Secrets of Marketing & Sales
Why Clients Shop Your Ideas — and How to Fix It
It’s no fun when clients shop your ideas. If you ever came up with a brilliant idea for a promotion, only to have a prospect think it over, say they’d get back…
- Top Secrets of Marketing & Sales
Stop Undercharging: Get Paid What You’re Worth
Want to stop undercharging and get paid what you're worth? In our last episode, we talked about the dangerous disconnect between effort and results. How being…
- Top Secrets of Marketing & Sales
Busy Doesn’t Equal Profitable
Busy doesn't equal profitable. We got a lot of great feedback from our last episode, in which we talked about how many business owners still cling to outdated…
- Top Secrets of Marketing & Sales
Is It Time for a Shift in Your Business?
Time for a shift in your business? There was a period of time when getting print and promotional product clients was a lot easier. People loved and appreciated…
- Top Secrets of Marketing & Sales
Arguing with Reality in Business
Arguing with reality in business is a huge waste of time. If you've got clients who are in that head space where they're sort of scared, they're not quite sure…
- Top Secrets of Marketing & Sales
No More Unfinished Business
We'll say things like, "oh man, there's just so much going on. I'm so busy. I'm just busy, busy, busy every day." When you're saying that sort of thing, it's a…
- Top Secrets of Marketing & Sales
Creating Certainty in Uncertain Times
I've been having conversations over the past couple of weeks about this very topic of creating certainty in uncertain times. So much of it boils down to the…
- Top Secrets of Marketing & Sales
Don’t Sabotage Your Sales Success
Anytime there is any sort of issue in your business that’s not quite going the way it should, don't sabotage your sales success. Instead, just ask yourself, is…
- Top Secrets of Marketing & Sales
How to Get Information from Clients
It's not always easy to get information from clients. If you're in a situation where you have good relationships with your clients, but you're struggling to…
- Top Secrets of Marketing & Sales
A Step-by-Step Approach to the Sales Process
When we discuss a step-by-step approach to the sales process, we're taking a scientific approach, which most people don't do. They just keep going out there…
- Top Secrets of Marketing & Sales
The Things You Can Control in Your Business
What are the things you can control in your business? What are the things that we can look at? Identifying the very specific companies, the very specific…
- Top Secrets of Marketing & Sales
Eliminating Waste in Your Business
We'd love to help you to get from here to there in terms of eliminating waste in your business. When you're focused on getting those things done and when…
- Top Secrets of Marketing & Sales
Reactivating Your Client Base
If we look at the idea of reactivating your client base in as many ways as possible, it means interacting with the people who have spent the money with us and…
- Top Secrets of Marketing & Sales
Why Clients Don’t Buy & the Solution That Addresses Them All
There are reasons people buy from you, and reasons they don't buy from you. Today I'd share a presentation I put together for my clients in the print and…
- Top Secrets of Marketing & Sales
Disrupting Sales Relationships
Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and if you've…
- Top Secrets of Marketing & Sales
Getting to Your Ideal Prospects
Getting to your ideal prospects involves identifying what our ideal prospect looks like in terms of the type of customer we’re looking for, the type of…
- Top Secrets of Marketing & Sales
Turn the Tables on Rejection in Sales
In order to turn the tables on rejection in sales, there are very specific steps you can take, and we work with our clients to help them do that every day of…
- Top Secrets of Marketing & Sales
What You Say About What You Do
"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already…
- Top Secrets of Marketing & Sales
Reimagining the Essentials of Marketing & Sales
Reimagining the essentials is different for everyone. And I hear both sides of that from people. I hear people who are like, ” oh yeah, you know, I’ve been…
- Top Secrets of Marketing & Sales
Don’t Be Invisible to Your Target Market
Don't be invisible to your target market. Do they even know you're alive? This goes back to the idea of money versus time. Because one of the advantages of…
- Top Secrets of Marketing & Sales
The Truth about Call Reluctance
When we're doing business-to-business or business-to-consumer outbound calls, the truth about call reluctance is that it can seem very real. Those fears can be…
- Top Secrets of Marketing & Sales
Creating Demand for Your Products and Services
When you're creating demand for your products and services to the point where they really want it, "listen, yes, I want to do this. I want to move forward with…
- Top Secrets of Marketing & Sales
Let’s Hit the Ground Running in 2025
To hit the ground running in 2025, we can start by taking responsibility. Whenever we blame outside factors for things that go wrong, we immediately forget…
- Top Secrets of Marketing & Sales
New Year Success Planning: A Simple Framework
Today, we'll discuss a simple framework you can use this week for New Year Success Planning. Very often we say we're going to prioritize time with our family…
- Top Secrets of Marketing & Sales
The Best Holiday Gift to Give Yourself and Your Family
I think the best holiday gift is to make the most of ourselves, when it comes to personal development, whether that means sales and marketing training, whether…
- Top Secrets of Marketing & Sales
Stop Following the Followers
If you're just copying what everyone else is doing, and 80 percent of the market is doing that, you're just going to be seen as part of that group. So stop…
- Top Secrets of Marketing & Sales
The Need to Say No in Business
I don't know if you've ever heard the expression, "no is a complete sentence." have you ever heard that one? It's interesting because it's very hard to just…
- Top Secrets of Marketing & Sales
Why Working Harder Isn’t Working: The Effort to Outcome Myth
Working harder won't cut it, and breaking the Effort to Outcome Myth starts with understanding that it's not going to be a 1 to 1 thing. You're not going to…
- Top Secrets of Marketing & Sales
Cold Calls: How to Reduce or Eliminate Them in Your Business
If you want to reduce or eliminate cold calls, you need to recognize that there are other, and very often more effective ways of doing this. More leveraged…
- Top Secrets of Marketing & Sales
Focus on Qualified Prospects Only
Dealing with qualified prospects only is the best. Try to get rid of some people as early on in the process as you possibly can. If you found out that you…
- Top Secrets of Marketing & Sales
Handling Objections in Sales
Each time we're handling objections in sales, we should get better at it. Every sales call you have, every objection you ever receive, if you're able to…
- Top Secrets of Marketing & Sales
How to Get More Leads… Fast!
If you're in a situation where you know you need to get more leads -- you need to generate more and better leads -- there are very specific ways of doing it…
- Top Secrets of Marketing & Sales
Scared of Selling? Get Over It!
When I say "get over being scared of selling," that doesn't mean that you have to engage in methods of contact that you're really, truly uncomfortable with…
- Top Secrets of Marketing & Sales
Change is Coming. Don’t Make it Harder.
Change is coming... because change is always coming. And we need to try to stay ahead of it. And we're not always going to be able to do that. But we do have…
- Top Secrets of Marketing & Sales
Your Competition Isn’t That Good
When I say your competition isn't that good, what I mean is that a lot of them are not taking the time to learn the things that will allow them to perform…
- Top Secrets of Marketing & Sales
Don’t Wait for the Economy to Improve
If you're at a point right now where you know you need to be selling more, but for whatever reason you're not -- and you could feel like it's the economy, you…
- Top Secrets of Marketing & Sales
Getting 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
Learning from Failure in Business
David: When we talk about learning from failure, it doesn't just have to be our failures. We can learn from the failures of others. Jay: Oh yeah. David: We can…
- Top Secrets of Marketing & Sales
Are You Investing in Yourself?
Investing in yourself isn't always easy. It is a matter of finding the time to make these investments in ourselves and to say, "okay, if I can't go to a cabin…
- Top Secrets of Marketing & Sales
Your Internal Monologue: How to Take Control
Your internal monologue is critical. The worst thing we can do is delegating our internal monologue to someone else. Let alone someone we might not know, like…
- Top Secrets of Marketing & Sales
Identifying and Attracting Ideal Clients
For me, in identifying and attracting ideal clients, I need people who have the motivation, who have the desire, who have the discipline, and just the…
- Top Secrets of Marketing & Sales
Prospects Who Can’t or Won’t Say No
When we think about prospects who can't or won't say no, and we think about people who tend not to respond to us, prospects who don't reply back after they've…
- Top Secrets of Marketing & Sales
Dealing with Unresponsive Clients & Prospects
When dealing with unresponsive clients and prospects, we have to make sure that we're doing everything on our end to be as responsive as possible. If somebody…
- Top Secrets of Marketing & Sales
Knowing vs. Doing in Sales: Implementation is Key
Knowing vs. Doing in sales is all about implementation. Implementation connects the knowledge you have to the results that you're going to get. And without…
- Top Secrets of Marketing & Sales
Ready to Expand Your Market?
A lot of people just think broadly in terms of expanding their market, without asking themselves a really important question, which is why? Why do you need to…
- Top Secrets of Marketing & Sales
What Will Motivate Buyers to Do Business With You?
When you're able to deliver what you say you're going to deliver, that will start to motivate buyers to want to do business with you. And particularly for…
- Top Secrets of Marketing & Sales
Building Trust in Sales is Critical
I mean, you have a podcast called Building Trust in Sales, you say, "yeah, be trustworthy." That's pretty obvious. But it's also necessary. It's necessary to…
- Top Secrets of Marketing & Sales
Crafting Your Customer Experience
What do we want the overall customer experience to be like? How do we want this person to be welcomed if they happen to walk into our business? Because we want…
- Top Secrets of Marketing & Sales
Why Some Exceptional Performers Can’t Get Enough Customers
Over the years, I have met some exceptional performers who still struggle to get enough customers. It's not a function of who they are as people. It's also not…
- Top Secrets of Marketing & Sales
Making Sales and Building Brands
Everybody has to make those determinations about their business when making sales and building brands. How am I going to do it? Is it going to be about me? Is…
- Top Secrets of Marketing & Sales
Creating Persuasive Communication
When we think in terms of creating persuasive communication, it's really important to consider the flow. What is the flow of the communication? In what order…