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
What Makes Us Different from Our Competitors?
When we think in terms of what makes us different from our competitors, a lot of it should be addressing who is our ideal target market? And it's largely going…
- Top Secrets of Marketing & Sales
Building & Strengthening Client Relationships
Building and strengthening client relationships is critical. Some people feel like they can get more attention from a salesperson calling than they get at home…
- Top Secrets of Marketing & Sales
Earn What You’re Worth: Find and Eliminate the Bottlenecks
To earn what you're worth, you need to find and eliminate the bottlenecks. Consider this: When you're outproducing what you are earning, that creates friction…
- Top Secrets of Marketing & Sales
Don’t Let Inferior Competitors Win
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."…
- Top Secrets of Marketing & Sales
Is Call Reluctance Real?
When we're doing business-to-business or business-to-consumer outbound calls, those fears can be founded. Call reluctance can seem very real. They might very…
- Top Secrets of Marketing & Sales
How to Avoid Feeling Overwhelmed II
If you want to avoid 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?…
- Top Secrets of Marketing & Sales
How to Avoid Feeling Overwhelmed
To avoid feeling overwhelmed, consider which version of you is showing up. Some days we start out and the you that shows up is the focused, motivated…
- Top Secrets of Marketing & Sales
How to Handle Indecisive Prospects
When we think about how to handle indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I…
- Top Secrets of Marketing & Sales
When Prospects Don’t Respond
When prospects don't respond, think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is…
- Top Secrets of Marketing & Sales
Are You Making Excuses Instead of Sales?
I've seen situations like that where people are making excuses instead of sales. Somebody had planned to sell something and was talking about it for a long…
- Top Secrets of Marketing & Sales
Grow Your Client Base Proactively Because Referrals are Not Enough
To grow your client base proactively, you have to do more than just post stuff. It's about initiating conversations. And if you think of your social media…
- Top Secrets of Marketing & Sales
How to Master Counter-Seasonal Selling
If you think in terms of seasonality and counter-seasonal selling, does your business have a normal seasonality? Something that you know and can plan for? It's…
- Top Secrets of Marketing & Sales
Selling Beyond Features and Benefits
When we talk about selling beyond features and benefits, we did sort of discuss the idea of trying to elicit some emotions from people. try to find out what…
- Top Secrets of Marketing & Sales
How to Maximize Trade Show Revenue
To maximize trade show revenue, switch the mindset from, "I'm here to meet people and give away stuff" to "I'm here to collect leads." This changes the entire…
- Top Secrets of Marketing & Sales
Hit the Ground Running in 2023
To hit the ground running in 2023, we can start by taking responsibility. Whenever we blame outside factors for things that go wrong, we immediately forget…
- Top Secrets of Marketing & Sales
Use the Big APE to Plan the New Year
Today, we'll discuss how to use the Big APE™ this week to plan the new year. Very often we say we're going to prioritize time with our family and our loved…
- Top Secrets of Marketing & Sales
The Best Holiday Gift You Can 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
Alternatives to Quiet Quitting
When you think about the idea of quiet quitting, and sticking with it, that just seems to me to be a soul-sucking activity. If you keep going back to the same…
- Top Secrets of Marketing & Sales
Are You Invisible to Your Target Market?
Are you 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
Become a 100K a Month Producer Without Losing Your Marbles
To become a 100K a month producer without losing your marbles means building your business properly. The issue that I've seen with a you-centric business is…
- Top Secrets of Marketing & Sales
What Top Performers Do Better and Differently
When you think about what top performers do better and differently, consider this. It's almost impossible to overfill your sales pipeline. So if you focus on…
- Top Secrets of Marketing & Sales
A Decent, Worthy Goal for Promo Distributors
In a special Saturday edition of the Top Secrets podcast, David Blaise explains to co-host Jay McFarland why 100K per month in promo sales is not just doable…
- Top Secrets of Marketing & Sales
Your Next 100K in Promo Sales
Hi, I'm David Blaise and over the past few days, I've been sharing some resources designed to help professionals in the promotional products industry to…
- Top Secrets of Marketing & Sales
How to Compete with Internet Sellers
I think for people who are looking to compete with internet sellers, one of the things they can do is say, "Yeah, you know, now anybody can set up a website…
- Top Secrets of Marketing & Sales
More is Never the Solution to Too Much
If you recognize that more is never the solution to too much, then you can really start to think about what actually has to be done? What could potentially be…
- Top Secrets of Marketing & Sales
Initiating First Contact with a New Prospect
I think just the idea of initiating first contact versus cold call is a lot more exciting. It's a lot less intimidating in most cases. I started using that…
- Top Secrets of Marketing & Sales
Overcoming Call Reluctance: Beyond “Shut Up and Make the Calls”
I would say the number one thing that helped me the most with overcoming call reluctance is when I realized the people who are likely to yell or scream or be…
- Top Secrets of Marketing & Sales
Uncovering Customer Needs in Sales
Uncovering customer needs is critical. Essentially, Maslow's hierarchy of needs implies that when one need is satisfied, another one is likely to pop up. Once…
- Top Secrets of Marketing & Sales
How to Monetize Your Sales Pipeline
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
Sales, Profit and Personal Income
Money is always flowing in one direction or another. And in a business, it needs to flow in from the customers. It needs to flow through to the employees and…
- Top Secrets of Marketing & Sales
The Antidote to Brute Force Selling
Brute force selling usually comes about when someone feels like they have to sell their product or service, regardless of the needs, wants, or desires of their…
- Top Secrets of Marketing & Sales
Capturing Leads Online to Grow Your Sales and Profit
When we talk about capturing leads online, we're referring to lures and lead magazines. It could be a free report. It could be a cheat sheet. It could be some…
- Top Secrets of Marketing & Sales
Is Customer Service Dead?
Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on how it's used. It's like a weapon. You can use a knife to…
- Top Secrets of Marketing & Sales
Being Profitable, Even with Higher Costs
Being profitable is important, even with higher costs. Generally small and medium-sized businesses want to hang onto their staff. We want to keep our people…
- Top Secrets of Marketing & Sales
Increasing Order Size & Frequency
If you don't think increasing order size and frequency is important, consider the alternative. Small orders and one-time clients can kill a business. You can…
- Top Secrets of Marketing & Sales
Creating Explosive Growth in Your Business
Why is it that some businesses take off like a rocket while others can languish for months or years without creating explosive growth? Why do some businesses…
- Top Secrets of Marketing & Sales
Ruling Your Territory to Grow Your Business
It's not like, well, there's just one method for ruling your territory. But the one thing that is critical to all of it, is identifying your area. Identifying…
- Top Secrets of Marketing & Sales
Maintaining Focus to Improve Results
Anybody who's been in sales has probably been in a situation where you've been in a room with someone and you're looking at them and you're having a…
- Top Secrets of Marketing & Sales
Building Your Business Proactively
All of the things that we're talking about, go to the idea of building your business proactively. From the standpoint of a business owner, how am I going to do…
- Top Secrets of Marketing & Sales
Getting Past Your Sales Plateau
Particularly in the early stages, you can do more of what you're doing to get past a sales plateau. But generally, at some point, we hit a plateau that is…
- Top Secrets of Marketing & Sales
Reactivating Your Client Base
Reactivating your client base is easier when you create a community. This is overlooked by a lot of business people. If you're interested in keeping your…
- Top Secrets of Marketing & Sales
Protecting Yourself from Recession
Protecting yourself from recession isn't always easy. You've probably been through a recession or two in your time. And so for people who haven't done this…
- Top Secrets of Marketing & Sales
Outperforming Your Competition
If outperforming your competition is an issue for you, 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
Alternatives to Cold Calling
When we’re looking for alternatives to cold calling, we don’t want to turn the alternatives into something as clumsy and uncomfortable as a typical cold call…
- Top Secrets of Marketing & Sales
Reimagining the Essentials of Sales and Marketing
David: Hi and welcome to the podcast. Today, co-host Jay McFarland and I will be discussing reimagining the essentials. Welcome, Jay. Good to have you here…
- Top Secrets of Marketing & Sales
It’s Good to Have a Plan — with Tracie Domino
There’s things we forget. And it’s good to have a plan. It’s good to be reminded of very key things that are specific, even to this industry, and just knowing…
- Top Secrets of Marketing & Sales
Building Relationships & Generating Profit with Matt Eysoldt
If you're recommending bad products at high prices, and you're trying to gouge people? Well, that's evil. Right? So don't do that. But other than that, if you…
- Top Secrets of Marketing & Sales
The 4 Quadrants of Promo Sales: The Four Mores
The idea of The Four Quadrants of Promo Sales (i.e. The Four Mores) is to recognize that if you're just focusing on one thing -- bringing in more clients --…
- Top Secrets of Marketing & Sales
Creating Customer Loyalty in the Mind of the Client
Creating customer loyalty? "Oh yes. I'm all about building relationships." Until I sell you something and then I'm off doing the next thing, and I forget about…
- Top Secrets of Marketing & Sales
The Four Levels of Content
Today I'd like to share with you the recording of a live interview I did yesterday with Brandon Pecharich from Promo Corner, in which we discussed The Four…
- Top Secrets of Marketing & Sales
Growing Your Client Base Proactively
When I think in terms of building a client base proactively, to me, that means deciding in advance, what type of clients do I want? What types of clients do I…
- Top Secrets of Marketing & Sales
Improving Your Quality of Life
When people think about becoming an entrepreneur, they're not thinking about working 24 hours a day. They're thinking about getting to some point where there…
- Top Secrets of Marketing & Sales
How Sole Proprietors Delegate to Grow Freedom & Profit
Last week I mentioned that we're addressing the topic of Breaking Free of Your Business in our Inner Circle group. And a question came up about how…
- Top Secrets of Marketing & Sales
Breaking Free of Your Business
Michael Gerber and David Blaise speaking at The ASI Show (many years ago!) One of my earliest business mentors, Michael Gerber, author of The E-Myth Revisited…
- Top Secrets of Marketing & Sales
Making Prospects Comfortable Enough to Buy from You
Last week, we talked about the entry-level awareness that's required before you can start selling to anyone. This week, we'll kick it up a notch. Let's discuss…
- Top Secrets of Marketing & Sales
Creating Awareness: Do Your Best Prospects Know You’re Alive?
If there's one ability necessary to begin creating an environment in which the people best suited to doing business with you have an opportunity to do so, it's…
- Top Secrets of Marketing & Sales
Leadership Characteristics of Market Dominators
Leadership is critical. Over the past few weeks, I talked a lot about the idea of dominating your market. It's a topic that resonates with a lot of business…
- Top Secrets of Marketing & Sales
Your Biggest Business Decision
There are many decisions you will need to make when building your business. But your biggest business decision is often how you plan to grow your sales and…
- Top Secrets of Marketing & Sales
How to Get It All Done (Without Doing More)
We get a lot of comments and questions from people asking "how can I get it all done?" There seems to be so much that has to be completed on a given day. We…
- Top Secrets of Marketing & Sales
The Disconnect Between Social Media & Your Sales Funnel
There is a huge disconnect in business today -- one that wastes enormous amounts of time and causes salespeople and business owners to miss out on enormous…