About Do This Sell More: Sales And Marketing for Entrepreneurs and Business Leaders

Sales and Marketing Strategy for Entrepreneurs and Business Leaders: Take control of your future by focusing on relationship-based sales with Dave Lorenzo. Dave delivers a new sales strategy each day and interviews entrepreneurs, business leaders, and industry experts about ways you can grow your revenue. If you own a business or want to make more money, this is the show for you. A new show is released each day at 9AM, 365 days per year.

    DateTime Object ( [date] => 2019-11-17 08:42:18.014758 [timezone_type] => 3 [timezone] => UTC )
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    ➜ Sales manager skills & qualities to improve your team’s performance

    ➜ Development areas for managers in sales

    ➜ How to lead your team, grow your revenue and make more money


    As a sales manager, it can be easy to just play the backseat when managing your team. 


    It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves.


    But the best sales managers do just the opposite.


    One of the most important skills for a sales manager to learn is the ability to lead from the front. You have to develop the willingness to show that you aren’t afraid to get your hands dirty, even as a leader.


    It’s not your job to sit back and watch your team’s performance, it’s your job to lead by example.


    In this show I talk about the 5 ways you can start leading your team from the front and increasing their sales.

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  • ➜ Sales manager skills & qualities to improve your team’s...
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    ➜ How to be viewed as a consultant and not a salesperson

    ➜ The one question to help you sell consulting services

    ➜ How to implement customer centric selling as a consultant


    As a consultant, it’s your job to serve your clients and help them get to where they want to be.


    This can make it seem like a really tough job. None of your clients are going to be the same, so helping them all reach their different goals might seem like quite the mountain to climb.


    But what if I told you that it was much easier than it seems?


    In fact, to be a successful consultant, there’s just one question you need to ask your clients.


    “Why?”


    “Why” is the most important word for anyone offering consultant services. That’s because it does everything you need in order to create unique plans centered around each of your customers.


    Consulting doesn’t have to be as complicated as it seems. 


    After learning how to use just this one word, you’ve already made it a huge part of the way towards success.

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  • ➜ How to be viewed as a consultant and not...
  • Array ( [id] => a32ab958-0796-11ea-bcef-0761adc8ff99 [createdAt] => 2019-11-15T04:56:55.205-06:00 [updatedAt] => 2019-11-17T02:31:54.589-06:00 [title] => DTSM 89: Use YouTube To Build Trust, Attract Clients and Close Sales [pubdate] => 2019-11-15T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 89 [subtitle] => In this show, I explain to you how trust is built as well as how to promote yourself on Youtube once you’ve leveraged that trust. [summary] =>

    In this show, I explain to you how trust is built as well as how to promote yourself on Youtube once you’ve leveraged that trust. The key to building trust on Youtube comes down volume and consistency. 


    Who was the most trusted man in America during the 1960s and 1970s? Walter Cronkite. But what was so special about him that made everybody trust him?


    Was it his look? His voice? 


    The real reason that people trusted him was because of volume and consistency. Walter Cronkite was being seen in homes around the country; people knew him because his name was so firmly attached to the news. 


    People also knew when they could tune in to hear him every day. 


    When learning how to promote yourself on Youtube, it’s essential that you try to recreate the same level of volume and consistency. This is the secret to how trust is built. Just do these things:


    - Post your videos as often as possible – weekly is good but daily is better.

    - When you post your videos, make sure to always do it at the same time.

    - Have a predictable format.

    - Offer your opinion.

    - Speak like you’re talking to a friend.

    - Display some vulnerability (self-deprecating humor is great for this).

    - Show some behind-the-scenes footage.


    This is how to promote yourself on Youtube: volume and consistency. 


    It’s also how trust is built. 


    People must know you, like you, and trust you in order to feel comfortable buying from you. If you can structure every Youtube show to make that happen, your sales will grow.

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  • In this show, I explain to you how trust is...
  • Array ( [id] => 5f534ba0-06ce-11ea-84c3-b3a266c3f079 [createdAt] => 2019-11-14T05:03:22.044-06:00 [updatedAt] => 2019-11-17T02:32:30.598-06:00 [title] => DTSM 88: Every Entrepreneur Needs A Coach To Help with B2B Sales [pubdate] => 2019-11-14T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 88 [subtitle] => In this show I cover some of the many benefits that you can get by hiring your own sales mentor. [summary] =>

    ➜ Why a coach is a great resource for mastering the B2B sales experience

    ➜ The benefits of having a mentor in sales

    ➜ How to select the correct coach


    No matter what you’re doing in life, there’s no way to make progress without learning from others.


    Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.


    Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.


    Selling to businesses is a skill, and like any other skill, you need people to help you hone it.


    If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.


    In this show I cover some of the many benefits that you can get by hiring your own sales mentor.

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  • ➜ Why a coach is a great resource for mastering...
  • Array ( [id] => d765970a-05cb-11ea-b6eb-0bd3274a3c33 [createdAt] => 2019-11-12T22:12:43.836-06:00 [updatedAt] => 2019-11-17T02:33:02.447-06:00 [title] => DTSM 87: How To Survive Recession 2020: Don't Wait. Act Now. [pubdate] => 2019-11-13T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 87 [subtitle] => In this show I talk about why now is the time to create your business’ recession strategy rather than later. [summary] =>

    ➜ How to survive a recession

    ➜ Why you can’t wait around to start building your own recession strategy

    ➜ What your recession 2020 strategy should look like


    In today's show I share a sure-fire strategy to help you survive the 2020 recession.


    See, when it comes to businesses, recessions are a kind of the “boogeyman”.


    Everyone is scared of what the next recession might do to their business and livelihoods.


    But instead of prepping for it now, many people wait until the effects start to hit their business before they ever try to change.


    I’m here to tell you that’s completely wrong.


    I’ve survived through recessions, so I know a thing or two about how businesses are affected. In fact, I’ve even seen growth during recessions where many others saw losses.


    So how can you do the same?


    Well, first you need to make your action plan NOW rather than later.


    Waiting for the recession to hit is a recipe for running your business into the ground.


    In this show I talk about why now is the time to create your business’ recession strategy rather than later.

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  • ➜ How to survive a recession➜ Why you can’t wait...
  • Array ( [id] => 7a144088-055d-11ea-ad30-6b4b0f6284f9 [createdAt] => 2019-11-12T09:02:42.635-06:00 [updatedAt] => 2019-11-17T02:33:36.536-06:00 [title] => DTSM 86: How To Establish Credibility In Your Industry With LinkedIn [pubdate] => 2019-11-12T09:02:49.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 86 [subtitle] => In this show I cover exactly how you can use LinkedIn effectively to establish credibility in your industry. [summary] =>

    ➜ How to establish trust and credibility in your industry

    ➜ Using LinkedIn effectively to position yourself as an industry expert

    ➜ What you should NOT do on LinkedIn


    No matter what businesses you’re in, credibility is vital.


    See, without establishing yourself as an authority in your industry, you’re not going to get very far.


    People prefer to buy from the experts in any given industry. This is because being an expert is one of the quickest ways to build rapport and trust with your audience.


    If you’re not viewed as an expert in your industry, it’s likely that people will flock to the competition instead.


    So how are you supposed to build the authority that allows you to be seen as an expert then?


    Luckily, social media platforms make now an easier time than ever to position yourself as an authority figure.


    In this show I cover exactly how you can use LinkedIn effectively to establish credibility in your industry.

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  • ➜ How to establish trust and credibility in your industry➜...
  • Array ( [id] => 21bfbef2-0473-11ea-8f08-d35ec41bd012 [createdAt] => 2019-11-11T05:05:12.205-06:00 [updatedAt] => 2019-11-17T02:34:29.023-06:00 [title] => DTSM 85: How To Recognize Buying Signals [pubdate] => 2019-11-11T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 85 [subtitle] => In this show we cover 5 ways to recognize buying signals. [summary] =>

    In this show we cover 5 ways to recognize buying signals. 


    Buying Signals in Sales Training tip 1: Prospect comes into your office for a consultation. Buying signals over the phone are similar. The prospect calls your office for a consultation. 


    Buying Signals in Sales Training tip 2: The prospect comes to an event you host. This is not because you can read buying signals body language. The simple fact that people are taking time out of their day, traveling to, and participating in an event you are hosting is a buying signal. 


    Buying Signals Sales Training tip 3: The person presents a problem you can solve. When prospect begins to tell you his story it includes something you can help them with, that's a buying signal. 


    Buying Signal 4: The customer willing participates in the buying process. If you outline the customer buying process and the client opts into it, they want to buy. For example: You put out a video with a case study that walks the viewer through the buying process. The clients that come to see you, watch that video in advance and then follow that process themselves. 


    Buying Signal 5: The prospect asks about price or financing or the start-up process.  


    These five buying signals are often not obvious to people who have not been focused on them. The hope is that this video will help you recognize buying signals in the future.


    If you work in b2b marketing or b2b sales Dave Lorenzo offers sales training, sales techniques and sales tips you can't miss. Be sure to subscribe. 

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  • In this show we cover 5 ways to recognize buying...
  • Array ( [id] => 01142dda-0231-11ea-9092-f7b2713debf6 [createdAt] => 2019-11-08T08:06:48.283-06:00 [updatedAt] => 2019-11-10T09:07:50.680-06:00 [title] => DTSM 84: How To Break Out Of A Sales Slump [pubdate] => 2019-11-10T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 84 [subtitle] => In this show, I give you five ideas for how to get out of a sales slump. I talk about the importance a positive attitude and the benefits of self confidence to get you back in business. [summary] =>

    What do you do when sales are down? In this show, I give you five ideas for how to get out of a sales slump. I talk about the importance a positive attitude and the benefits of self confidence to get you back in business.


    Keep in mind that it hasn’t been long since you were making deals left and right. Remember the winning attitude that enabled your success and tap into the benefits of self confidence that will help you succeed again.  


    Here’s how to get out of a sales slump: 


    1. Focus on what we teach kids in baseball. Don’t worry about winning the game; just win the at-bat. In sales, take things step by step: nail the call to get the appointment, to make the proposal, to eventually win the business. 


    2. Read testimonials. Take pride in positive things people have said about doing business with you. Recognize the benefits of self confidence and self esteem for getting your sales groove back.


    3. Call your current and former clients. Look for upselling or repeat sales opportunities and find ways to deliver additional value to those who appreciate you.


    4. Get in front of an audience. Volunteer to speak at the Rotary Club, Chamber of Commerce, or even Career Day at school. Dress up, share your passion, demonstrate value, and soak in the applause.

     

    5. Do a mass mailing. Send 100 snail-mail letters to ideal potential clients, describing something new and exciting about your business. One week later, start following up, and prepare for your next sales boom.


    Confident about how to get out of a sales slump? Ready to reclaim your spot at the top of the sales leaderboard? Start today!

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  • What do you do when sales are down? In this...
  • Array ( [id] => aebfa656-022e-11ea-9f13-37ee53edefeb [createdAt] => 2019-11-08T07:50:11.166-06:00 [updatedAt] => 2019-11-08T08:01:50.288-06:00 [title] => DTSM 83: How To Handle Rejection In Sales [pubdate] => 2019-11-09T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 83 [subtitle] => The importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.” [summary] =>

    As salespeople – and as human beings – we inevitably face rejection from time to time. In this show, I explain how to handle rejection in sales. I talk about the importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.”


    We all want to be liked, so when potential clients tell us they’re not interested, it hurts. Although you can’t diminish the sting of being turned down, you have to recover. You need to find the next “yes.”


    Here’s how to handle rejection in sales, build up your rejection armor, and get back in the game:


    1. Keep a gratitude journal. Write down three things you’re grateful for every day. Focus on areas of your life that are going right. Review your journal morning and night. 


    2. Before calling a new prospect, read a testimonial from a client you’ve helped. If the call doesn’t go well, read two or three more testimonials from satisfied clients. 


    3. Contact a client with whom you have an especially good relationship. Enjoy a positive conversation and boost to your self-confidence. 


    4. Teach someone something. Teaching is giving, and when you give, you feel good about yourself. Realize the importance of believing in yourself as a valuable person who matters to others. 


    5. Think about your unshakable beliefs and values. Remember that you’re a good person who’s doing good things. 


    Learning how to handle rejection in sales is all about realizing the importance of believing in yourself. Overcome your fear of being rejected by recognizing all that you offer. And when you do get turned down, concentrate on the next deal – it’s right around the corner.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/aebfa656-022e-11ea-9f13-37ee53edefeb/stripped_efe4f63986505b339ccfc44f523573a9.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN2130487311.mp3 [size] => 22052362 [duration] => 689.14 [uid] => CSN2130487311 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/aebfa656-022e-11ea-9f13-37ee53edefeb/id3/8077ab928d2b0258d16e7448e81672ab.mp3 [id3FileProcessing] => [id3FileSize] => 102319 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 9 2019 DTSM How to Handle Rejection.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • As salespeople – and as human beings – we inevitably...
  • Array ( [id] => 7cc3e992-01ba-11ea-bf8d-5730caf0f0d7 [createdAt] => 2019-11-07T17:58:25.684-06:00 [updatedAt] => 2019-11-07T18:00:40.400-06:00 [title] => DTSM 82: How A Coach Can Help You Master B2B Sales [pubdate] => 2019-11-08T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 82 [subtitle] => In this show I cover some of the many benefits that you can get by hiring your own sales mentor. [summary] =>

    ➜ Why a coach is a great resource for mastering the B2B sales experience

    ➜ The benefits of having a mentor in sales

    ➜ How to find and hire the right sales coach


    No matter what you’re doing in life, there’s no way to make progress without learning from others.


    Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.


    Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.


    Selling to businesses is a skill, and like any other skill, you need people to help you hone it.


    If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.


    In this show I cover some of the many benefits that you can get by hiring your own sales mentor.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/7cc3e992-01ba-11ea-bf8d-5730caf0f0d7/stripped_13097f5fa9d5df10109462e1e3eb553b.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN9548806498.mp3 [size] => 42261524 [duration] => 1320.67 [uid] => CSN9548806498 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 780.933514739229 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/7cc3e992-01ba-11ea-bf8d-5730caf0f0d7/id3/c585c25ba8854ed9923d5a405892f2ae.mp3 [id3FileProcessing] => [id3FileSize] => 100843 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 08 DTSM 82 B2B Coach.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • ➜ Why a coach is a great resource for mastering...
  • Array ( [id] => 806f23d0-ff27-11e9-88ea-cbe4f40647c0 [createdAt] => 2019-11-04T11:21:13.496-06:00 [updatedAt] => 2019-11-07T01:17:56.896-06:00 [title] => DTSM 81: Lead Generation With Direct Mail [pubdate] => 2019-11-07T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 81 [subtitle] => The targeted nature of direct mail makes it a highly effective part of any prospecting plan. Follow these five steps and you’ll be able to increase your customer leads with a well-designed campaign. [summary] =>

    What does your prospecting plan look like? Have you considered using direct mail to increase customer leads? If not, you should consider it. 


    Using direct mail is beneficial because it can be very cost-effective and highly targeted. Compared to email, direct marketing material is far more likely to be read by the prospect. 


    However, it’s important to know how to be successful with direct marketing. There are a few steps that you can take in order to make this an effective part of your prospecting plan.


    The first step is to identify 100 companies that you want to work with. It’s important to do some research and find companies that would make for good customer leads. This will help you to target your campaign.


    The second step is to find five people in each company who are good targets. These are the people who you’ll want to direct your campaign at.


    Then, outline 12 topics you’ll use in the campaign. When coming up with your topics, make sure that they’re interesting, entertaining, and emotionally provocative.


    The fourth step is to send one letter to each person on the list each month. Make sure you’re consistent about this.


    And the final step is to follow-up with a phone call one week after mailing each letter. After having received and read the letter, your phone call won’t seem cold and your chances of building a good rapport will be much better than if you had just called with no introduction.


    The targeted nature of direct mail makes it a highly effective part of any prospecting plan. Follow these five steps and you’ll be able to increase your customer leads with a well-designed campaign.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/806f23d0-ff27-11e9-88ea-cbe4f40647c0/stripped_af04e0a430f16d8ee19d5c285823d7dc.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6846422354.mp3 [size] => 56044147 [duration] => 1751.38 [uid] => CSN6846422354 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 852.6367346938775 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/806f23d0-ff27-11e9-88ea-cbe4f40647c0/id3/ed0b94899855997ab8068b9c5759d54a.mp3 [id3FileProcessing] => [id3FileSize] => 102401 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 06 DTSM 80 Consultative and Relationship Sales.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • What does your prospecting plan look like? Have you considered...
  • Array ( [id] => 8453570c-fef3-11e9-a417-e33c8c47bb38 [createdAt] => 2019-11-04T05:09:06.195-06:00 [updatedAt] => 2019-11-06T03:21:02.385-06:00 [title] => DTSM 80: Consultative Selling, Relationship Selling and Transactional Selling: A Tutorial [pubdate] => 2019-11-06T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 80 [subtitle] => This is a tutorial on Consultative Selling, Relationship Selling and Transactional Selling. [summary] =>

    In this show, I discuss some reasons why relationship selling is so effective, no matter what your product or service is. If you want to know how to win a client, there are a couple of approaches that you can try; however, only one will help you be more successful.


    I’ve worked with Pat Murphy of Heartland Payment Systems since 2008. During that time, we’ve had many conversations about the ways to sell credit card processing. I use that company as a case study to demonstrate the effectiveness of relationship selling.


    The way most people do it is to go into one store after another – one pizza shop after another. You knock on doors and ask the owner if they want to save money on credit card processing. 


    This transactional approach to selling focuses on the product that you’re offering. You talk about the benefits and features and hope that the client will be interested. This approach can work for some people but if you really want to know how to win a client, I think there’s a better way.


    The other way is the consultative sales approach. This approach demonstrates why relationship selling works because you first get to know the business owner. Once you get to know them, you introduce him/her to people who can do business with them or people who can solve a problem. This way, you’re offering value before you’ve even made a deal. 


    Rather than knocking on the door of a business and immediately talking about your credit card processing, you start with rapport, which leads to trust.


    This is the perfect illustration of how to win a client using relationships. The reason why relationship selling is effective is that it allows you to demonstrate your value. If it works with credit card processing, it can work in any business.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/8453570c-fef3-11e9-a417-e33c8c47bb38/stripped_af04e0a430f16d8ee19d5c285823d7dc.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN8312726662.mp3 [size] => 56044147 [duration] => 1751.38 [uid] => CSN8312726662 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 898.0549659863946 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/8453570c-fef3-11e9-a417-e33c8c47bb38/id3/b1a7b87e9de9f442ec0091f9243b14fa.mp3 [id3FileProcessing] => [id3FileSize] => 102467 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 06 DTSM 80 Consultative and Relationship Sales.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • In this show, I discuss some reasons why relationship selling...
  • Array ( [id] => 06732a66-fef2-11e9-81bc-4377c765bd43 [createdAt] => 2019-11-04T04:58:25.512-06:00 [updatedAt] => 2019-11-04T05:13:49.649-06:00 [title] => DTSM 79: How Your Role As A Sales Manager Can Help Increase Revenue [pubdate] => 2019-11-05T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 79 [subtitle] => In this show I share 6 ways you can drastically increase sales for your team as a sales manager. [summary] =>

    In this show I share 6 ways you can drastically increase sales for your team as a sales manager.

    ➜ How you can make more money for your team as a sales department manager

    ➜ 6 key tips for managing a sales team

    ➜ The one thing you must STOP doing Immediately to boost sales team productivity

    As a sales manager, you have a lot of responsibility for your team.

    Your reps may be the ones out in trenches, but you’re the one who makes sure operations are running smoothly so they can do their work well. 

    You’ve got to be willing to do things and get in the thick of it to make sure your team not only meets their goals, but exceeds them.

    I see sales managers all the time who fail to take key steps that lessen the loads on their teams, and this only ends up in reduced sales.

    Reducing meetings, makings collection calls, and fighting for every penny your reps make are just some of the many things you can do to help your department sell more.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/06732a66-fef2-11e9-81bc-4377c765bd43/stripped_855a152cafd986d3d4d79b3a6d692acc.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN3567636014.mp3 [size] => 34815164 [duration] => 1087.97 [uid] => CSN3567636014 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 783.6270294784581 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/06732a66-fef2-11e9-81bc-4377c765bd43/id3/505e266c0796f9cc1bfe6749c82550cc.mp3 [id3FileProcessing] => [id3FileSize] => 100719 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 05 DTSM 79 Sales Manager Increase Revenue.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • In this show I share 6 ways you can drastically...
  • Array ( [id] => c4af2cf8-feef-11e9-b669-f3eefc9c8a48 [createdAt] => 2019-11-04T04:42:16.185-06:00 [updatedAt] => 2019-11-04T04:52:48.908-06:00 [title] => DTSM 78: Five Ways to Connect With Affluent Clients [pubdate] => 2019-11-04T07:00:00.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 78 [subtitle] => In this show, I share five business networking ideas that will help you grow your network of wealthy clients. [summary] =>

    When building contact with affluent clients, there are a few strategies that you can use to be successful. In this show, I share five business networking ideas that will help you grow your network of wealthy clients.


    The first strategy is to focus on delivering sophisticated, high-level programs that affluent people will find valuable. Package your programs so that they come off as high-end. Offer end-to end luxury turnkey service.


    Affluent people are busy. They don’t want to waste their time waiting around for documents to be finalized. There are a plethora of options for offering more convenience to them.


    Another method of building contact is to join the clubs where affluent people socialize. Join clubs that require people to have a lot of money to join. This way, you can talk about things related to the club and once the other members find out about you, they’ll want to do business because they’ll trust you.


    The third of the business networking ideas is to speak, publish, and network with the trusted advisors to high-end clients. Educate the people who do the evangelizing. Give seminars to these people so that they will then pass on your name to the people they work for.


    Fourth, host events that will attract the affluent. Private performances, wine tastings, scotch tastings, cooking classes – these are all great offerings that your prospects will enjoy. 


    Finally, get referrals from existing affluent clients. If you currently have an affluent client, sit down with them to a dinner and ask them who else they know that could use your services; then ask them to introduce you.


    Use these business networking ideas to attract affluent clients so that you can make more money. Building contact is about building trust; with these five strategies, you can become a trusted part of the affluent community.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/c4af2cf8-feef-11e9-b669-f3eefc9c8a48/stripped_04cb1084ff0b5a069106189f4ee02f3d.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4964976364.mp3 [size] => 38808346 [duration] => 1212.76 [uid] => CSN4964976364 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 667.2486167800454 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/c4af2cf8-feef-11e9-b669-f3eefc9c8a48/id3/c993ed0ca17aa82aed36d7d6e32beb84.mp3 [id3FileProcessing] => [id3FileSize] => 102623 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 04 DTSM 78 Five Ways to Connect With Affluent Clients.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • When building contact with affluent clients, there are a few...
  • Array ( [id] => 466851e0-fe30-11e9-9883-3f38bfa6c6e9 [createdAt] => 2019-11-03T05:51:30.448-06:00 [updatedAt] => 2019-11-03T08:23:55.340-06:00 [title] => DTSM 77: Six Questions That Close More Sales Deals [pubdate] => 2019-11-03T08:23:41.000-06:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 77 [subtitle] => In this show, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients. [summary] =>

    s asking questions really the key to closing more deals? You bet it is! In this show, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients. 


    When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals: 


    1. “What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help. 


    2. “If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve. 


    3. “How much is this situation costing you?” This information helps you establish the return on investment you can promise.


    4. “Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now. 


    5. “Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board. 


    6. “What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.


    Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/466851e0-fe30-11e9-9883-3f38bfa6c6e9/stripped_d62aee1e6637f2341540f5205f5ae215.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN9694405879.mp3 [size] => 24110393 [duration] => 753.45 [uid] => CSN9694405879 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/466851e0-fe30-11e9-9883-3f38bfa6c6e9/id3/4e420080765d6511b56960f6f085568b.mp3 [id3FileProcessing] => [id3FileSize] => 102263 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 03 DTSM Six Questions That Close More Sales Deals.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • s asking questions really the key to closing more deals?...
  • Array ( [id] => 7c07feb2-fe2c-11e9-b67f-e79724526fdd [createdAt] => 2019-11-03T05:24:22.419-06:00 [updatedAt] => 2019-11-03T05:25:53.988-06:00 [title] => DTSM 76: How to Set Sales Goals [pubdate] => 2019-11-02T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 76 [subtitle] => In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time. [summary] =>

    If your sales manager’s idea of goal setting activities has you making a ton of cold calls and booking an arbitrary quota of appointments, it’s time to rethink your goal setting strategy. In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time.


    Smart sales goals are Specific, Measurable, Action-oriented, Realistic, and Time-bound. Your sales goals and objectives have to make sense; if they don’t, you won’t make the deals you need to make in order to reach your targets.


    Instead of throwing your efforts into the wind and hoping for good results, use these specific goal setting activities to plan your course of action:


    - Identify 24 potential clients and put the full court press on them.


    - Research these prospects. Find out everything you can about them on social media and in real life.


    - Keep files on your prospects. Include their name, title, company, industry, their problems, your solutions, and how much you want them to invest.


    - Meet with these prospects by being referred in or by offering them an educational opportunity.


    The result of these goal setting activities will be a deep understanding of your potential clients, and an opportunity to let them know how you can help them. You will convert people quickly. 


    Ultimately, your sales goals and objectives are all about building relationships and doing business together. Concentrate on putting yourself in the path of your 24 prospects. Don’t pitch to them; rather, demonstrate value to them. Your goals and action items will spring from there, and sales will follow.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/7c07feb2-fe2c-11e9-b67f-e79724526fdd/stripped_b6b92587f1041daf0f68097ac658647c.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1893017086.mp3 [size] => 13950641 [duration] => 435.96 [uid] => CSN1893017086 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/7c07feb2-fe2c-11e9-b67f-e79724526fdd/id3/d32ce8912b3b5adf038d18fdc5a3ea5c.mp3 [id3FileProcessing] => [id3FileSize] => 102147 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 02 DTSM How To Set Sales Goals.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • If your sales manager’s idea of goal setting activities has...
  • Array ( [id] => e37a7cc6-fc8f-11e9-8c79-6fb6d335a27b [createdAt] => 2019-11-01T05:10:53.829-05:00 [updatedAt] => 2019-11-01T05:12:04.750-05:00 [title] => DTSM 75: How To Overcome The 6 Most Common Objections In Sales [pubdate] => 2019-11-01T05:30:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 75 [subtitle] => In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest. [summary] =>

    Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.


    Here are those six sales objection handling examples:


    - Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.


    - Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.


    - Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.


    - Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.


    - Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.


    - Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.


    By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/e37a7cc6-fc8f-11e9-8c79-6fb6d335a27b/stripped_b3a4fa7980ef8a3c875f1be40627e7c1.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4217329736.mp3 [size] => 24827611 [duration] => 775.86 [uid] => CSN4217329736 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/e37a7cc6-fc8f-11e9-8c79-6fb6d335a27b/id3/acda2639f023927618b93623e14bfb4e.mp3 [id3FileProcessing] => [id3FileSize] => 102695 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => November 01 DTSM Objections.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Understanding the psychology of buying is an essential part of...
  • Array ( [id] => 2be642c4-fbc8-11e9-a958-dfc578ab659c [createdAt] => 2019-10-31T05:21:15.990-05:00 [updatedAt] => 2019-10-31T05:29:01.695-05:00 [title] => DTSM 74: How Your Attitude Impacts Sales - The Best Way To Start Your Day [pubdate] => 2019-10-31T05:30:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 74 [subtitle] => Starting your day right for maximum productivity. [summary] =>

    Ask any successful person in business and they’ll you the same thing:


    Your morning ritual is CRUCIAL if you want to build consistent success.


    As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day.


    There’s no better way to ruin your productivity than to neglect a good morning routine, so it’s important you get it right.


    That’s why I want to share some of my trade secrets with you today..


    In this show I share my best tips for how to start your day off right.


    Learn to master your mornings and watch your days become more productive than ever.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/2be642c4-fbc8-11e9-a958-dfc578ab659c/stripped_2a24acd2120bbbcde6e9bf24fae48836.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4503521013.mp3 [size] => 42250658 [duration] => 1320.33 [uid] => CSN4503521013 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/2be642c4-fbc8-11e9-a958-dfc578ab659c/id3/f2d9ad9ed25f296470489f291e91faee.mp3 [id3FileProcessing] => [id3FileSize] => 100173 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => October 31 Podcast Final How Your Attitude Impacts Sales.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Ask any successful person in business and they’ll you the...
  • Array ( [id] => 4beaa50a-fafc-11e9-99d9-eb5009a092b1 [createdAt] => 2019-10-30T05:01:52.372-05:00 [updatedAt] => 2019-10-30T05:14:07.497-05:00 [title] => DTSM 73: 5 Habits Of Highly Successful Salespeople [pubdate] => 2019-10-30T05:30:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 73 [subtitle] => This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success. [summary] =>

    What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.


    The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent.


    The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies.


    If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do.


    Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from. 


    And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.


    If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/4beaa50a-fafc-11e9-99d9-eb5009a092b1/stripped_ebfe90cf2a7c699a09c18d874205cf65.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN8697113252.mp3 [size] => 21652793 [duration] => 676.65 [uid] => CSN8697113252 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/4beaa50a-fafc-11e9-99d9-eb5009a092b1/id3/d5394bcc2bd8ece32a7984222931e2fe.mp3 [id3FileProcessing] => [id3FileSize] => 102271 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => 5 Habits Of The Most Successful Salespeople.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • What are good habits for sales and why are they...
  • Array ( [id] => 39cecb9a-fa2e-11e9-9b3a-6bd4b03e5269 [createdAt] => 2019-10-29T04:26:45.659-05:00 [updatedAt] => 2019-10-29T04:31:15.337-05:00 [title] => DTSM 72: Communication Skills For The Sales Professional [pubdate] => 2019-10-29T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 72 [subtitle] => How to close deals by using professional communication skills. [summary] =>

    Professional communication skills are essential for sales positions because whether you’re addressing a roomful of people or a single client, the way you express yourself will have a significant impact on how you’re perceived. In this video, I share a few tips for effective public speaking in order to help you be seen as the expert you are.


    The first thing is to look professional. If you’re speaking to a room of bankers, you’ll want to wear a suit and tie and be dressed in conservative colors. However, for a technology conference, you may be just fine in a nice t-shirt, jacket, and jeans. Dress appropriately for the occasion.


    Another element is your personal brand. If you have something that’s important to your identity, you should develop that into a signature look. However, only do this once you’ve become an established name in your industry. 


    The other crucial component to professional communication skills is, of course, the speech itself. Your word choice plays a big role in effective public speaking.


    Keep in mind that you’re not just representing yourself; you’re also representing the person who got you in front of the room. Make sure your vocabulary is appropriate.


    You should also make sure that your language reflects the geographic area where you’re presenting. This holds true as much for domestic events as it does for international ones.


    And finally, it’s important to be familiar with the industry jargon. You don’t have to include those kinds of words in your speech, but if the audience asks you questions, you’ll need to be able to respond using their language in order to maintain your credibility.


    By keeping in mind these tips for effective public speaking, you can improve your professional communication skills and make your presentations the best that they can be.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/39cecb9a-fa2e-11e9-9b3a-6bd4b03e5269/stripped_3004a7ac05c91babcd028ae7eb385fb1.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4396068089.mp3 [size] => 37499298 [duration] => 1171.85 [uid] => CSN4396068089 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 629.539410430839 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/39cecb9a-fa2e-11e9-9b3a-6bd4b03e5269/id3/b54dc5441238c7f8457d22cc4c3636cc.mp3 [id3FileProcessing] => [id3FileSize] => 102497 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => October 29 Professionalism and Sales.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Professional communication skills are essential for sales positions because whether...
  • Array ( [id] => 4a5fccd2-f927-11e9-a2ba-d3703e871003 [createdAt] => 2019-10-27T21:04:35.817-05:00 [updatedAt] => 2019-10-27T21:05:59.706-05:00 [title] => DTSM 71: Ignore Critics & Unsolicited Advice [pubdate] => 2019-10-28T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 71 [subtitle] => [summary] =>

    No matter who you are or what you do, not everyone is going to like you.

    You could be the most successful person in the world, be nothing but kind to anyone you meet, and you’ll still get TONS of hate.

    But here’s the thing:

    It Doesn’t Matter.

    Stop explaining yourself to the haters online. Learn to accept that not everyone will like you, because at the end of the day, it doesn’t matter.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/4a5fccd2-f927-11e9-a2ba-d3703e871003/stripped_3ee3482d7229fd083a8509fc406aa0d3.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN3309529965.mp3 [size] => 11437871 [duration] => 357.43 [uid] => CSN3309529965 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 0 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/4a5fccd2-f927-11e9-a2ba-d3703e871003/id3/b825909cf551de2e594753b920f4a2cb.mp3 [id3FileProcessing] => [id3FileSize] => 99307 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => DTSM 10282019 Haters.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • No matter who you are or what you do, not...
  • Array ( [id] => 81a617d8-f85e-11e9-959b-b7bc7ba6f1a9 [createdAt] => 2019-10-26T21:07:19.725-05:00 [updatedAt] => 2019-10-26T21:14:53.314-05:00 [title] => DTSM 70: Get Your Sales Team Ready For Recession 2020 [pubdate] => 2019-10-27T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 70 [subtitle] => Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn. [summary] =>

    Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn.


    We don’t know exactly when the recession will come in 2020, but we know that it will. 


    So, here are four things you can do to prepare your sales team for the downturn:


    First, you should condition your clients for referrals. Every time you interact with a client you need to deliver something of value above and beyond the product you offer. By delivering value, you can ask for introductions to specific people in return. Referrals are important when there is a recession coming because once it starts you’re not going to want to invest in advertising and client acquisition.


    The second thing you should do is to focus on energy, healthcare or government. These are considered recession proof businesses because they’ll always be needed. Start filling your contacts with people who are in these areas.


    The third thing is to identify new market segments. Every recession gives rise to new opportunity. In the 2008 recession there was opportunity for people who could buy houses and resell them. Look for these segments and start moving toward them before the recession comes. 


    Lastly, focus on deep relationships. Figure out how you can provide multiple revenue streams for your clients. Think about expanding your service or product line so that you can do everything you can to help them.


    You don’t need to wonder if there is a recession coming because we know that it is. Instead, think about how you can get more referrals, focus on recession proof businesses, and find new opportunity. 


    Those are the things that will get you through the recession.

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  • Is a recession coming in 2020? The answer is YES....
  • Array ( [id] => 504a8b0c-f79f-11e9-8290-63a03681fe00 [createdAt] => 2019-10-25T22:18:43.029-05:00 [updatedAt] => 2019-10-25T22:35:38.916-05:00 [title] => DTSM 69: Affluent Individuals and Families Are Ideal Clients [pubdate] => 2019-10-26T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 69 [subtitle] => In this show Dave Lorenzo talks about the reasons that the wealthy should be your business’ target market. [summary] =>

    The affluent are people with a net worth of at least $10 million dollars. Many people are intimidated by the prospect of selling to high-end clients like these. 


    But here’s the thing, they’re the people you NEED to be focusing on for your business.


    While selling to high-value clients may seem like an extremely difficult task at first, it’s one of the best ways to ensure your business generates you consistent, stable income.


    In this show I talk about the reasons that the wealthy should be your business’ target market.

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  • The affluent are people with a net worth of at...
  • Array ( [id] => 4d5005f0-f4e1-11e9-88d2-6f11e906530f [createdAt] => 2019-10-22T10:33:31.328-05:00 [updatedAt] => 2019-10-22T12:13:59.318-05:00 [title] => DTSM 68: Sell Me This Pen: How To Answer This Stupid Sales Interview Question [pubdate] => 2019-10-25T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 68 [subtitle] => [summary] =>

    Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach.


    In order to effectively tackle this question, here are a few things you should ask the interviewer:


    - Why do you want the pen?

    - Why is this the right time to buy the pen?

    - How much is the lack of a pen costing you?

    - Who else do we need to involve?

    - Here’s the ROI of this pen. Give it a try.


    These are good interview answers to the “sell me this pen” question because they allow you to get the information you need in order to determine if you can help the client.


    For example, when you ask “why is now the right time to buy the pen?” you can gauge their level of urgency; by asking them who else needs to be involved in the transaction, you determine whether or not they’re the sole decision-maker, and if not, who else you may need to contact.


    With these questions, you’re essentially qualifying the client. What is their sense of urgency? What is their budget? What is the ROI that they need?


    When you address each of these points, the client will be able to make a decision knowing that the pen will fulfill their needs.


    The next time the “sell me this pen” question arises, go ahead and use these tips. After all, they’re good interview answers that could help you get hired. At the very least, this will let the employer know that you can sell products or services using a consultative selling approach.

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  • Although I think the “sell me this pen” question is...
  • Array ( [id] => a5958cfe-f4e0-11e9-a670-8fd9d104eeaa [createdAt] => 2019-10-22T10:28:49.923-05:00 [updatedAt] => 2019-10-22T12:18:11.603-05:00 [title] => DTSM 67: Inspirational Sales Quotes To Motivate Your Team [pubdate] => 2019-10-24T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 67 [subtitle] => [summary] =>

    In this video I share 5 inspirational sales quotes and the meaning behind them. Each one of these quotes can motivate you and your team to make more sales. Learn and implement these - you’ll thank me for it.


    1) "Every battle is won or lost before it's ever fought" - Sun Tzu


    Preparation is critical for sales. You need to prepare on multiple levels. Do your research before a meeting and understand what the company's priorities are and how you can help them with these. If it's a public company there will be lots of information available for you but remember that the company will seek to put a positive spin on most information it releases so dive deeper and read analysts reports so you know what those inside the company are really talking about. Your research should include:


    - understanding how the industry works

    - understanding how economic forces affect the industry

    - knowing how the economic forces affect your client

    - knowing how industry forces affect your client

    - the internal dynamics of the company and what customers and staff say about it


    2) "The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will" - Vince Lombardi


    The way you approach your work will determine your success. You should have an iron will to succeed at all costs as long as it's legal, moral and ethical. That's a will to win, and that's how you get ahead in sales.


    3) "People don't want to buy a drill. They want a hole" - Theodore Levitt


    Nobody cares about your product or service. People only care about the outcome that's important to them. That's why this is such an inspirational sales quote. Find out what they want, then focus on selling that! The extent to which you can identify and fill your clients’ needs and wants will determine your success in sales. Don't make the schoolboy error of selling products and features - sell benefits and outcomes.


    4) "The secret of getting ahead is getting started" - Mark Twain


    Always take progress over perfection. Your goal should be to start something new and move forward as rapidly as possible. Have a sense of urgency at all time. Remember, mistakes may happen, but if you're moving forward you can adjust quicker than your competition. It's difficult to adjust if you're static and you don't have the momentum. Attack new methods with vigour. Be first, be fast and you will win!


    5) "Grow up, show up and you'll blow up" - Dave Lorenzo


    My favorite quote of all :) I might be biased but heck, if you stop making excuses and do what you say you'll do, you'll be successful. Stop making excuses, keep your commitments and your word to your clients, forget about excuses and get going! This isn’t just an inspirational sales quote – this is great life advice, period!

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  • In this video I share 5 inspirational sales quotes and...
  • Array ( [id] => 43ae657a-f4df-11e9-a670-2f2543e3339f [createdAt] => 2019-10-22T10:18:56.164-05:00 [updatedAt] => 2019-10-22T11:58:53.559-05:00 [title] => DTSM 66: Is Religion Bad For Business? [pubdate] => 2019-10-23T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 66 [subtitle] => [summary] =>

    Religion and sales don't mix.


    As a person of faith myself, let me start off by saying this.


    There’s nothing wrong with being religious.


    Your spirituality is your choice, but the business setting is not where you should be spreading your faith.


    I see plenty of people in sales and in business make this mistake. Don’t use your business as a platform to spread your religion. You’re going to be working with people from all walks of life in business, and many of them may not be religious or follow a different faith than you.


    Using your business to spread your faith can get in the way of building effective relationships with clients.


    The last thing you want to do is alienate any of your following.

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  • Religion and sales don't mix.As a person of faith myself,...
  • Array ( [id] => 035e2548-f4a6-11e9-9980-df5de7d156f1 [createdAt] => 2019-10-22T03:29:06.911-05:00 [updatedAt] => 2019-10-22T03:36:20.498-05:00 [title] => DTSM 65: Building Your Credibility As An Expert [pubdate] => 2019-10-22T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 65 [subtitle] => [summary] =>

    Credibility is a vital part of any sales relationship.


    When first meeting any new client, it’s essential that you start establishing credibility with them right away.


    You’re an expert at what you do, and you want to make sure any prospect knows this right from the start.


    When all other factors are equal, a prospect is going to pick the person who seems like they know what they’re doing.


    So how do you position yourself as the expert in your industry?


    In this show I talk about how to establish credibility with new prospects as well as the importance of becoming an expert in a given field.


    Remember, sometimes the only differentiating factor between you and your competition is your perceived level of expertise, so make sure you stand apart from the crowd.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/035e2548-f4a6-11e9-9980-df5de7d156f1/stripped_84e9c91a1a7b51f993d0082a2faf14f2.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN7956097616.mp3 [size] => 46926785 [duration] => 1466.46 [uid] => CSN7956097616 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 770.3800453514739 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/035e2548-f4a6-11e9-9980-df5de7d156f1/id3/0a40765b3088cd0dae81f9de15203cb6.mp3 [id3FileProcessing] => [id3FileSize] => 100215 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => DTSM 10222019 Credibility.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Credibility is a vital part of any sales relationship.When first...
  • Array ( [id] => b127e748-f264-11e9-8098-e7364ebfb31b [createdAt] => 2019-10-19T06:36:29.420-05:00 [updatedAt] => 2019-10-19T06:44:50.378-05:00 [title] => DTSM 64: How To Target Your Ideal Clients In A Marketing Plan [pubdate] => 2019-10-21T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 64 [subtitle] => [summary] =>

    A good marketing plan is essential.

    For businesses of all types and sizes, you’ve got to have systems and objectives in place that help you get customers all year round.

    And one of the most important parts of your plan is to identify your target client.

    In order to consistently get clients, you have to know who you’re going after, so identifying your target customer is a vital part of the plan.

    In this show I talk about some of the most important things to include in your business’ marketing plan.

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  • A good marketing plan is essential.For businesses of all types...
  • Array ( [id] => 3eee64ac-f25c-11e9-9036-5f1e3bf69216 [createdAt] => 2019-10-19T05:36:01.805-05:00 [updatedAt] => 2019-10-21T14:54:42.351-05:00 [title] => DTSM 63: Client Says: "How Much?" You Say... [pubdate] => 2019-10-20T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 63 [subtitle] => How to overcome this objection [summary] =>

    When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question:

    “How much will it be?”

    For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach.

    Giving a prospect your price right away lets them compare you to your competitors without any context for why you’re the better choice. Before you ever name a price for your services, you need to make sure the client understands your unique value.

    In this video I talk about how you can overcome this common objection in sales and consistently close the deal.

    Don’t be fooled by playing into this question. While it might seem harmless enough, it’s actually a sales objection in disguise. And like any sales objection, if you want to make the sale, you’ve got to learn the right way to respond.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/3eee64ac-f25c-11e9-9036-5f1e3bf69216/stripped_032b9a50d0cace15d331f47eb36b6bf7.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6317911286.mp3 [size] => 19154233 [duration] => 598.57 [uid] => CSN6317911286 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/3eee64ac-f25c-11e9-9036-5f1e3bf69216/id3/d91cf20e7d07b358492c02e13937b918.mp3 [id3FileProcessing] => [id3FileSize] => 100507 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => DTSM 10202019 Client Says How Much.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • When prospecting for sales, you’re often going to get prospects...
  • Array ( [id] => 45e39732-f257-11e9-849a-5b46c5744f1b [createdAt] => 2019-10-19T05:00:25.993-05:00 [updatedAt] => 2019-10-19T05:01:53.926-05:00 [title] => DTSM 62: The Truth About Motivation And Sales [pubdate] => 2019-10-19T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 62 [subtitle] => [summary] =>

    In order to accomplish your goals in sales, you need to know how to motivate yourself to be productive. In this show, I share a few tips that will help you to focus on your sales dreams.

    Now, motivation is personal so you’ll need to figure out what works for you; however, these are some things that have worked for me:

    The first tip is to immerse yourself in the world that you want to occupy in the future. For me, this meant that because I wanted to buy a bigger house, I drove to the neighborhood where I wanted to buy it. I looked at the houses, drove up and down the streets, and ate in local restaurants. I did all of this so that I would get used to the idea of living there.

    The second tip that will help you learn how to motivate yourself to be productive is to treat yourself well. This is key if you want to accomplish your goals because you are the most important person in your world. Specifically, start treating yourself the way you want to live in the future. Stay in a suite every few trips that you take; fly first class every once in a while. Convince yourself that you deserve the things you want.

    A third tip is to create a success routine. What did you do to attract your best client? Figure out the things that make you effective and do those things every day. This way, as long as you’re doing that routine, you can be sure that you’ll accomplish your goals.

    Learning how to motivate yourself to be productive isn’t necessarily easy. Everyone uses different strategies. However, the tips in this video have helped me immensely and I encourage you to give them a try.

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  • In order to accomplish your goals in sales, you need...
  • Array ( [id] => 8e9462d4-f19b-11e9-b553-03bcbffb2f0c [createdAt] => 2019-10-18T06:36:42.567-05:00 [updatedAt] => 2019-10-19T04:45:48.939-05:00 [title] => DTSM 61: Sell More By Building A Friction Free Business [pubdate] => 2019-10-18T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 61 [subtitle] => [summary] =>

    The key to knowing how to make your business better comes down to removing the things that cause friction. In this video, I talk about several business improvement ideas that can make your business or law firm work more efficiently.

    The first idea is to focus on your strengths rather than your weaknesses. At a certain point, it will take a lot of time and effort to make any improvements on your weaknesses. However, by leveraging your strengths, you’ll be far more productive. For example, if you’re good at speaking, try to book as many public speaking events as you can. Part of learning how to make your business better is to use your talents to your advantage.

    Another one of my business improvement ideas is to simplify payment. I like to get paid upfront. Many large companies have a net 90-day policy. However, by insisting on getting paid upfront, you can eventually become known for your upfront policy. Just because other people accept later payment doesn’t mean you have to.

    The third idea is to communicate effectively. Too much is better than too little. Keep your clients in the loop. If you do happen to have a client who asks for frequent updates, be sure to tell them something even if you have no new information. You can send out a weekly email to let them know that there’s nothing new to report.

    Learning how to make your business better will ultimately make you more efficient. By using some of the business improvement ideas from this video, you can eliminate all those things that cause friction.

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  • The key to knowing how to make your business better...
  • Array ( [id] => f5fb1828-f074-11e9-b388-57ca443e3adb [createdAt] => 2019-10-16T19:27:54.508-05:00 [updatedAt] => 2019-10-18T19:04:52.206-05:00 [title] => DTSM 6o: LinkedIn Connection Porn Is Killing Your Business [pubdate] => 2019-10-17T08:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 60 [subtitle] => [summary] =>

    If you’re using LinkedIn to grow your business, I want to give you a key piece of advice.

    Stop hunting for connections.

    While it may seem like a no-brainer to get all of the connections you can on LinkedIn, I want you to ask yourself.

    What do all of those connections for you?

    If you have hundreds(or even thousands) of connections on LinkedIn, that means you’ve got to be accepting requests from people you don’t even know.

    When you clutter your account with tons of meaningless connections, you’re taking away the value you can get out of the platform.

    LinkedIn is a great platform for sales, but you have to know how to use it. Don’t get me wrong, there IS a way to prospect with LinkedIn, and gaining a base of followers is great for business.

    But if your marketing strategy for LinkedIn revolves around getting as many connections as you can, it’s time to end that now.

    LinkedIn should be used to create just as meaningful of a relationship as you would in person, not to get the largest number of meaningless connections you can.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/f5fb1828-f074-11e9-b388-57ca443e3adb/stripped_02dedb0af693f8f7aab3ac6fd23007fc.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4921967730.mp3 [size] => 25778050 [duration] => 805.56 [uid] => CSN4921967730 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/f5fb1828-f074-11e9-b388-57ca443e3adb/id3/ebbf6bc0e9cafe0e7c4ab57e2a1a8882.mp3 [id3FileProcessing] => [id3FileSize] => 100677 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => DTSM 10172019 Relationships Not Connections.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • If you’re using LinkedIn to grow your business, I want...
  • Array ( [id] => e21d5b9c-f0c7-11e9-8e1d-1b4c69e12695 [createdAt] => 2019-10-17T05:21:29.410-05:00 [updatedAt] => 2019-10-18T18:31:01.425-05:00 [title] => DTSM 59: Powerful Sales Questions That Make You More Money [pubdate] => 2019-10-16T05:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 59 [subtitle] => [summary] =>

    Wouldn’t it be great if you had the exact right question to ask to start a sales conversation? What about asking a client for money or finding the right words to get the client to tell you all of his problems and disclose his budget.

    Join me as I reveal the exact questions you can ask to help with all of these situations and more. This episode of the Do This Sell More Show is guaranteed to make you money.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/e21d5b9c-f0c7-11e9-8e1d-1b4c69e12695/stripped_968e682cfafabec77e29f192fbf33a62.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN2207182139.mp3 [size] => 62826788 [duration] => 1963.34 [uid] => CSN2207182139 [originalUrl] => [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/e21d5b9c-f0c7-11e9-8e1d-1b4c69e12695/id3/f1ebdfe20dadd843bbabc8d0b82ef0e8.mp3 [id3FileProcessing] => [id3FileSize] => 99219 [parentId] => [guid] => [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => DTSM 10162019 Powerful Sales Questions That Make You Money.mp3 [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Wouldn’t it be great if you had the exact right...
  • Array ( [id] => 9862f7d4-f0c5-11e9-b55e-3f49287534c9 [createdAt] => 2019-10-17T05:05:06.720-05:00 [updatedAt] => 2019-10-18T18:32:03.983-05:00 [title] => DTSM 58: Ways To Add Value in Sales [pubdate] => 2019-10-15T05:00:00.000-05:00 [author] => [imageFile] => [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 58 [subtitle] => [summary] =>

    Are you ready to discover five ways to add more value in sales? Are you ready to deliver more to your clients? Are you ready to deepen client relationships and increase lifetime value?

    That’s what this episode of the Do This Sell More Show is all about.

    In sales, there’s a universal truth that we all know.

    You need clients.

    It doesn’t matter what you’re selling or how you’re selling it. If there’s one thing you need to keep your business afloat, it’s a steady stream of clients to do business with.

    But there’s a problem with how the vast majority of people approach networking.

    Listen to this episode of the Do This Sell More Show for more.

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  • Are you ready to discover five ways to add more...
  • Array ( [id] => b2530716-eeb2-11e9-9c3d-1345e43e912d [createdAt] => 2019-10-14T13:44:47.457-05:00 [updatedAt] => 2019-10-18T19:06:12.355-05:00 [title] => DTSM 57: Magic Words That Close Deals [pubdate] => 2019-10-14T06:54:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b2530716-eeb2-11e9-9c3d-1345e43e912d/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => [episodeNumber] => [subtitle] => close deals, sales, marketing [summary] =>

    When pitching an idea to a company, what do you say to close? In this show, I describe how to close a sale every time using a series of five statements and questions.

    https://youtu.be/3NVnHnT37x8

    First, remind the client of the problem that they’re having and then offer to help with that problem. The client will ask what you can do for them. You can tell them exactly what you have to offer.

    If the client seems lukewarm about you helping, ask why you aren’t working together if it’s in their budget and you have the solution. This statement will preemptively thwart many of the possible objections.

    If you reach this point in pitching an idea to a company and they say they don’t know, suggest that they just give it a try. This simple suggestion is key to knowing how to close a sale every time. This is because if it works, they’ll be thrilled and will want to buy.

    If they still don’t agree by the time you offer to give it a try, ask them if they’d work with you if it were free. If they say, yes, show them what the return on investment will be. Offer them a deferred payment plan, which will allow you to demonstrate that return on investment.

    If they don’t want to work with you even if it’s free, just offer to be friends. Now you’ve taken the pressure off of them and they’ll feel much better about the prospect of making a deal.

    If you’d like to know how to close a sale every time, try this progression of statements and questions. Next time you’re pitching an idea to a company, these magic words will help you get the most out of your relationship.

    Be sure to listen to the podcast and download it using the player below.

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  • When pitching an idea to a company, what do you...
  • Array ( [id] => b270a82a-eeb2-11e9-9c3d-8fbf3c823460 [createdAt] => 2019-10-14T13:44:47.671-05:00 [updatedAt] => 2019-10-18T19:03:43.451-05:00 [title] => DTSM 56: How To Build A Great Sales Team [pubdate] => 2019-10-13T07:22:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b270a82a-eeb2-11e9-9c3d-8fbf3c823460/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 56 [subtitle] => In the world of sales you should always strive to be growing. There shouldn’t be a day where your business doesn’t improve in some capacity. But the best salespeople know that they can’t scale their businesses forever on their own. Eventually,... [summary] =>

    In the world of sales you should always strive to be growing. There shouldn’t be a day where your business doesn’t improve in some capacity.

    But the best salespeople know that they can’t scale their businesses forever on their own. Eventually, you’re going to have to recruit a team to help you increase your sales.

    In this show I cover 5 steps on how you can build your own all-star sales team.

    https://youtu.be/_B6uZlN6Sik

    There are many steps you can take to ensure that your sales team is full of top-earners. From the way you interview and hire new members, to the way you manage the team members you already have, all of it plays a vital role in creating a winning sales team.

    Here's what you will discover:

    ➜ Hiring a sales team the right way

    ➜ Managing sales professionals & onboarding top sales talent

    ➜ Developing the dream team in sales

    Listen and download using the podcast player below:

     

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  • In the world of sales you should always strive to...
  • Array ( [id] => b28ca282-eeb2-11e9-9c3d-53a85978c5e6 [createdAt] => 2019-10-14T13:44:47.855-05:00 [updatedAt] => 2019-10-18T19:29:22.610-05:00 [title] => DTSM 55: The Difference Between Sales And Marketing [pubdate] => 2019-10-12T08:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b28ca282-eeb2-11e9-9c3d-53a85978c5e6/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 55 [subtitle] => What’s the difference between marketing and selling? Why do businesspeople need to do both? In this show, I talk about the purpose of your sales and marketing process – it generates awareness and converts prospects into clients.... [summary] =>

    What’s the difference between marketing and selling? Why do businesspeople need to do both? In this show, I talk about the purpose of your sales and marketing process – it generates awareness and converts prospects into clients.

    https://youtu.be/Ft2R0Qfpg0E

    Content creation is an example of marketing. You offer people a free taste of what you do. You provide some helpful information, and people respond by expressing their interest. This is where selling comes in. You qualify your prospects and guide them through your sales process to win them as clients.

    The difference between marketing and selling is that marketing is all about greasing the wheels, while selling is all about getting the car across the finish line. Your sales and marketing process can be viewed as your client’s complete journey to doing business with you.

    This is what marketing does:

    - Attracts traffic and creates buzz.

    - Positions you as an expert.

    - Differentiates you from your competitors.

    - Creates word-of-mouth evangelists.

    - Simplifies conversion.

    Here’s what selling does:

    - Converts prospects into clients.

    - Secures referrals.

    - Presents new ideas to win recurring business.

    - Grows revenue and deepens business relationships.

    Together, sales and marketing give you:

    - Leverage for reaching a wide audience.

    - The ability to help different niches.

    - High return on your time investment.

    - Confidence in your own expertise.

    - Optimal positioning.

    In my video, I offer specific case studies to illustrate the difference between marketing and selling. I talk about what the sales and marketing process might look like for a yoga instructor or for a trusts-and-estates attorney.

    Both professionals use a combination of sales and marketing. They educate their audience with articles and speeches, nurture prospects, and offer value – all steps leading to closing deals.

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  • What’s the difference between marketing and selling? Why do businesspeople...
  • Array ( [id] => b2ac3aca-eeb2-11e9-9c3d-fb301cb1a2e3 [createdAt] => 2019-10-14T13:44:48.061-05:00 [updatedAt] => 2019-10-18T19:42:31.342-05:00 [title] => DTSM 54: The Power Of Sales Contests | Sales Compensation Series 5 [pubdate] => 2019-10-11T06:25:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b2ac3aca-eeb2-11e9-9c3d-fb301cb1a2e3/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 54 [subtitle] => Having a reward system for employees is a crucial part of any business because it motivates people to go above and beyond the agreed upon quotas. In this show, I go over different types of contests so that you can choose the staff incentives that work... [summary] =>

    Having a reward system for employees is a crucial part of any business because it motivates people to go above and beyond the agreed upon quotas. In this show, I go over different types of contests so that you can choose the staff incentives that work best for you.

    https://youtu.be/fTscvq4KzjY

    Salespeople are driven by competitive forces. Your people need contests to keep them fired up.

    Here are three kinds of contests that have proven to be effective:

    The first is the annual growth contest. In this contest, people win the opportunity to go on a trip at the end of the year. You can award the top performers, or those who sell a certain amount. This can also be a reward system for employees who show measurable growth.

    As for prizes, monetary staff incentives are great, but keep in mind that your sales people are really in it for the recognition. When choosing the prize, just make it enough to be meaningful.

    Then there’s the slack time contest. If you have a slow period, then you should run a contest during that time. You can help incentivize certain products by doubling or tripling the commission on those items.

    There’s also the king of the hill contest. If you want to really motivate your sales staff, publish their results on a regular basis and give out a king of the hill prize each month. This type of contest could include staff incentives such as parking spots, opportunities to work from home, or the ability to earn more commission for that month.

    These three contest ideas are each an effective reward system for employees because they heighten the sense of competition and offer the chance to make more money. Use them and watch your sales grow.

    Be sure and listen to the show and download it using the player below:

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  • Having a reward system for employees is a crucial part...
  • Array ( [id] => b2c778e4-eeb2-11e9-9c3d-6f7a4247c23d [createdAt] => 2019-10-14T13:44:48.237-05:00 [updatedAt] => 2019-10-18T20:10:30.295-05:00 [title] => DTSM 53: How to Retain Top Salespeople | Sales Compensation Series 4 [pubdate] => 2019-10-10T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b2c778e4-eeb2-11e9-9c3d-6f7a4247c23d/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 53 [subtitle] => [summary] =>

    Retain Top Salespeople with these five strategies.

    As a sales leader, it’s important to know the best methods for retaining staff. Learning how to keep employees engaged and motivated will ensure that your sales team remains strong and profitable over the long term.

    https://youtu.be/3mS6332iDtk

    To keep things simple, I have five things that you SHOULD do to keep your sales staff, and five things you SHOULDN’T do.

    Here are a few things you SHOULD do:

    First, recognize the success of your salespeople. Show your top performers how important they are on a regular basis.

    You should also give your sales people a great manager. Think of the manager as the glue that holds everything together. They can help salespeople develop and reach their potential.

    A third method I’ve learned for how to keep employees engaged and motivated is to make the work environment fun. Offer opportunities to win contests, organize group outings, and hold team bonding activities. This helps with retaining staff because it makes everyone feel like they’re part of something bigger than themselves.

    Now, here are a few things you SHOULDN’T do:

    First, do not waste time with too many meetings. It’s important that everyone stays on the same page and communicates regularly but if you have boring or unproductive meetings, your sales staff will be likely to go elsewhere.

    You also don’t want to treat everyone the same. This may seem counterintuitive but everyone needs different things. Your top performers need to be recognized and given more freedom than rookies who haven’t yet proven their abilities.

    Learning how to keep employees engaged and motivated is a HUGE part of being a sales leader. However, by following these strategies, you’ll have a good chance of retaining staff and building a loyal sales team that you can depend on.

    Listen and download the podcast using the player below.

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  • Retain Top Salespeople with these five strategies.As a sales leader,...
  • Array ( [id] => b2fb7180-eeb2-11e9-9c3d-efab60dfd053 [createdAt] => 2019-10-14T13:44:48.580-05:00 [updatedAt] => 2019-10-18T20:14:19.241-05:00 [title] => DTSM 52: Commission Plans That Actually Work |Sales Compensation Series Show 3 [pubdate] => 2019-10-09T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b2fb7180-eeb2-11e9-9c3d-efab60dfd053/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 52 [subtitle] => [summary] =>

    Within the sales department of any company, there should be appropriate incentive plans for employees so that they stay motivated to keep improving. This show is about the performance management techniques that can help you to develop your sales staff and boost efficiency.

    https://youtu.be/mUCMC8qb1O8

    First, you should never promote your best salespeople to managerial positions. When this happens, you often lose top performers and gain inadequate managers.

    Instead, you should develop a sales track that compensates people well for relationship development. In some organizations the top performing salespeople can even make as much as the top managers. Appropriate incentives will help to motivate your staff from the very beginning.

    Aside from having appropriate incentive plans for employees who perform well, one of the best performance management techniques is to track everyone’s performance and publish the rankings. This way, the best salespeople are elevated within the organization and everyone below them can have something to aim for.

    Beyond that, you should give lots of attention to the salespeople in the top 30 percent of the organization. The top 10 percent should be recognized for their achievements while the next 20 percent should be given additional training and support so that they can move into the top 10 percent.

    The bottom 10 percent should be cut loose every year. Your energy should be put toward improving the performance of the rest of your sales staff.

    The performance management techniques that you implement should be designed to elevate the performance of all salespeople at once. Remember to pay special attention to those who have the potential to improve. Likewise, make sure that any incentive plans for employees that you implement reflect the importance of your top performers.

    Be sure to listen to the podcast and download using the player below.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b2fb7180-eeb2-11e9-9c3d-efab60dfd053/stripped_0034d7712ce8eab29e5a311ed7e40b7a.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1977857015.mp3 [size] => 35845015 [duration] => 1120.16 [uid] => CSN1977857015 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_52_10092019_Sales_Incentives.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b2fb7180-eeb2-11e9-9c3d-efab60dfd053/id3/91cc5b7556e43135cfa5c198fb39ccf3.mp3 [id3FileProcessing] => [id3FileSize] => 102435 [parentId] => [guid] => ca1bb03051864ff3b5f3c41ae3346f7a [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Within the sales department of any company, there should be...
  • Array ( [id] => b315823c-eeb2-11e9-9c3d-ffa94be746d4 [createdAt] => 2019-10-14T13:44:48.752-05:00 [updatedAt] => 2019-10-18T20:17:02.275-05:00 [title] => DTSM 51: How To Get A Raise In Sales [pubdate] => 2019-10-08T05:35:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b315823c-eeb2-11e9-9c3d-ffa94be746d4/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 51 [subtitle] => How To Get A Raise In Sales: This show is not only important to those who want a raise, it is important to sales managers who want to keep the best people. https://youtu.be/4xxDKF_zvyU If you’re a salesperson and you want to make more money, focus... [summary] =>

    How To Get A Raise In Sales: This show is not only important to those who want a raise, it is important to sales managers who want to keep the best people.

    https://youtu.be/4xxDKF_zvyU

    If you’re a salesperson and you want to make more money, focus on business value creation. Although you can get paid well within the scope of your compensation plan, if you want to negotiate a raise, you’ll have to prove that you’re going above and beyond for the company.

    To do this, the first thing you’ll need to do is keep track of the value you’re delivering. This value can come in a variety of forms. It could be creating additional revenue for the company, helping your manager succeed, or helping the entire team grow.

    In each case, it’s the value that you deliver that will allow you to negotiate for higher pay.

    If you want to know how to get a raise in sales today, try these methods:

    First, you can potentially negotiate a higher commission rate on types of business that are difficult to obtain. For example, if you have a connection with the oil and gas industry, you can leverage that relationship and propose a higher commission. This is a good example of business value creation because it’s an industry that your company might not otherwise have had the chance to break into.

    You can also demonstrate that you’ve fostered lasting relationships. You could propose a longevity bonus for retaining a client over a long period of time. Your ability to retain a client is extremely important to the company because it ensures them ongoing business.

    These are just two of the methods for how to get a raise in sales. Depending on your company, some might work better than others. What’s important is the business value creation. This will allow you to prove that you deserve more for the work that you do.

    Be sure and listen to the entire show and download it with the podcast player below.

     

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  • How To Get A Raise In Sales: This show is...
  • Array ( [id] => b331bee8-eeb2-11e9-9c3d-a3f697384ce4 [createdAt] => 2019-10-14T13:44:48.937-05:00 [updatedAt] => 2019-10-23T15:10:11.989-05:00 [title] => DTSM 50: Sales Commission and Compensation Plans - Part 1 [pubdate] => 2019-10-07T08:19:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b331bee8-eeb2-11e9-9c3d-a3f697384ce4/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 50 [subtitle] => This show is the first in a five part series all about the different sales commission plans and compensation methods that go into sales team motivation. https://youtu.be/Rj14XyDksUI   It’s extremely important to motivate your salespeople in the... [summary] =>

    This show is the first in a five part series all about the different sales commission plans and compensation methods that go into sales team motivation.

    https://youtu.be/Rj14XyDksUI

     

    It’s extremely important to motivate your salespeople in the right way. But what’s the best way to do it?

    I’ll go over a few different examples of sales compensation methods so that you can decide for yourself which one you think would work the best for you.

    One method is the straight commission model. This means that when you go out and sell something you get a certain percentage of revenue or profit. In this scenario your income is uncapped but you don’t make any money unless you sell something.

    Another one of the more common sales commission plans is the variable commission model. This means that you get paid different levels of commission based on how much you sell. For example, the first ten units you could get paid 10 percent and the next ten you could get paid 15 percent. Some companies provide variable commission based on what kind of product is sold. This is a way of directing sales team motivation toward certain strategic items.

    Another method is residual commission. This means that when you sell a product you get paid both today and for the length of the customer’s relationship. Even if you stop working, as long as the customer continues doing business with the company, then you still get paid that residual income.

    There are several other sales compensation methods that I cover in the video but these three sales commission plans are common options among sales teams. I invite you to explore the rest of the series and think about which method of sales team motivation would work the best for you.

    Be sure and listen to the show on the podcast and download on the player below:

     

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  • This show is the first in a five part series...
  • Array ( [id] => b358362c-eeb2-11e9-9c3d-93fba4fb8c22 [createdAt] => 2019-10-14T13:44:49.190-05:00 [updatedAt] => 2019-10-23T15:13:53.525-05:00 [title] => DTSM 49: Close More Sales Deals With These Six Questions [pubdate] => 2019-10-06T07:48:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b358362c-eeb2-11e9-9c3d-93fba4fb8c22/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 49 [subtitle] => If you want to close more sales deals, this is the show for you. These six questions will have prospects telling you their deepest secrets and you can help them solve problems.  Watch here but be sure to listen for bonus content on the podcast:... [summary] =>

    If you want to close more sales deals, this is the show for you. These six questions will have prospects telling you their deepest secrets and you can help them solve problems. Watch here but be sure to listen for bonus content on the podcast:

    https://youtu.be/KAPRrsPVLXw

    Is asking questions really the key to closing more deals? You bet it is! In this video, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients.

    When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals:

    1. “What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help.

    2. “If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve.

    3. “How much is this situation costing you?” This information helps you establish the return on investment you can promise.

    4. “Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now.

    5. “Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board.

    6. “What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.

    Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.

    Be sure to listen and download using the player below:

     

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  • If you want to close more sales deals, this is...
  • Array ( [id] => b37663cc-eeb2-11e9-9c3d-43c605ad5d32 [createdAt] => 2019-10-14T13:44:49.387-05:00 [updatedAt] => 2019-10-23T15:17:29.223-05:00 [title] => DTSM 48: Secrets Of Selling To The C-Suite [pubdate] => 2019-10-05T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b37663cc-eeb2-11e9-9c3d-43c605ad5d32/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 48 [subtitle] => The best place to start in any sales process, in any industry with any client is at the top.  Today's show will help you set your strategy for selling to the boss.  Be sure to listen to the entire podcast (player and download link at the... [summary] =>

    The best place to start in any sales process, in any industry with any client is at the top. Today's show will help you set your strategy for selling to the boss. Be sure to listen to the entire podcast (player and download link at the bottom) because I've included some bonus content that is not on the video.

    Watch here:

    https://youtu.be/QqYe5vpb_-o

    Whether you’re trying to sell your services to a corner shop or a Fortune 500 business, you should always aim to start at one place, the top.

    In this video I give 5 of my secrets for selling to the c suite of any business and I explain why you should always go straight to the executives to sell in the first place.

    When making sales, going after people in lower positions will often lead to unnecessarily long and drawn-out sales processes. This is because when you’re trying to sell, the decision has to make its way up to the top anyways.

    Instead of going through this lengthy process, cut out the middle man and just go straight for the top yourself. When you sell directly to the executives of a company, you’re saving yourself valuable time and energy. This is because when you sell to the c-suite, you’re speaking directly to the people who make all the decisions.

    Don’t waste time trying to sell to the people who aren’t making the decisions. Save yourself the effort and learn how to deal directly with the people at the top.

    Now here's the bonus content:

    B2B Mistakes to Avoid

    This bonus section will help you blow the deal once you get to the meeting with the CEO. Be sure and listen because it is exclusive to this show only.

    Listen or download the podcast below:

     

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  • The best place to start in any sales process, in...
  • Array ( [id] => b39213b0-eeb2-11e9-9c3d-170ec2f7633b [createdAt] => 2019-10-14T13:44:49.568-05:00 [updatedAt] => 2019-10-23T15:20:44.573-05:00 [title] => DTSM 47: Consultative Sales Rules [pubdate] => 2019-10-04T07:10:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b39213b0-eeb2-11e9-9c3d-170ec2f7633b/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 47 [subtitle] => In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to. Be sure to listen to the... [summary] =>

    In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to. Be sure to listen to the podcast for BONUS content via the player at the bottom of this article.

    https://youtu.be/jvIA20qP4N4

    The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.

    The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.

    The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.

    The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.

    The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.

    These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.

    Be sure to listen to the podcast for BONUS content via the player below:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b39213b0-eeb2-11e9-9c3d-170ec2f7633b/stripped_365d23dbd8e0769e709093b931fdf718.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4628979521.mp3 [size] => 27218338 [duration] => 850.57 [uid] => CSN4628979521 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_47_10042019_Consultative_Sales_Rules.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b39213b0-eeb2-11e9-9c3d-170ec2f7633b/id3/30100421246a70e0ff9022407b09de63.mp3 [id3FileProcessing] => [id3FileSize] => 102795 [parentId] => [guid] => 9d58f36f7ef3467fb2b0fea7289b59a1 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • In consultative selling, discovery sales questions are fundamental because they...
  • Array ( [id] => b3a9bf24-eeb2-11e9-9c3d-df9bcaa573b6 [createdAt] => 2019-10-14T13:44:49.725-05:00 [updatedAt] => 2019-10-23T15:24:25.123-05:00 [title] => DTSM 46: Success Tips To Become The Best Salesperson [pubdate] => 2019-10-03T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b3a9bf24-eeb2-11e9-9c3d-df9bcaa573b6/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 46 [subtitle] => Are you ready for some success tips to help you become the best salesperson? We've got that for your on this episode of the Do This Sell More show. https://youtu.be/hh9eAV95ERM Today's show contains: ➜ 5 sales tips and tricks to get more business... [summary] =>

    Are you ready for some success tips to help you become the best salesperson? We've got that for your on this episode of the Do This Sell More show.

    https://youtu.be/hh9eAV95ERM

    Today's show contains:

    ➜ 5 sales tips and tricks to get more business

    ➜ The key habits of any successful salesperson

    Succeeding in sales is no easy feat. No matter what you're trying to sell, it takes a lot of work. But even more than just hard work, you need to have the right mindset and knowhow if you want to see fast and consistent growth.

    Luckily it's never been easier to get information than is now through the internet, but there's still a problem.

    With all of the "sales gurus" out there each with their own brand of advice, which one are you supposed to follow?

    As someone who's been in the world of sales for some time, I know what it takes to achieve success. In this show, I give 5 actionable tips and tricks that you can start using to see consistent growth in your numbers.

    Be sure to listen to the podcast (player and download below) for some bonus content:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b3a9bf24-eeb2-11e9-9c3d-df9bcaa573b6/stripped_fdbe73003c66cbf2cb8dc548991d090f.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN2998578450.mp3 [size] => 40790308 [duration] => 1274.7 [uid] => CSN2998578450 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_46_10032019_Success_Tips_To_Become_The_Best_Salesperson.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b3a9bf24-eeb2-11e9-9c3d-df9bcaa573b6/id3/76557bbf0cfb9ecff54c6bdb209d8a59.mp3 [id3FileProcessing] => [id3FileSize] => 101229 [parentId] => [guid] => dfeda5e38c064fc2b5ffa9fdaaf7b7f1 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Are you ready for some success tips to help you...
  • Array ( [id] => b3c6fb16-eeb2-11e9-9c3d-3bceff8e87fa [createdAt] => 2019-10-14T13:44:49.914-05:00 [updatedAt] => 2019-10-23T15:29:46.898-05:00 [title] => DTSM 45: How To Promote Yourself Without Bragging [pubdate] => 2019-10-02T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b3c6fb16-eeb2-11e9-9c3d-3bceff8e87fa/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 45 [subtitle] => If you don't tell people how good you are, nobody will ever know. Alan Weiss always says: "If you don't blow your own horn, there is no music."  The thought of this makes most people uncomfortable. There are ways to advertise your services and... [summary] =>

    If you don't tell people how good you are, nobody will ever know. Alan Weiss always says: "If you don't blow your own horn, there is no music." The thought of this makes most people uncomfortable. There are ways to advertise your services and promote yourself without looking foolish. I outline them in this episode of the Do This Sell More Show.

    https://youtu.be/7otgFJ_hbGM

    Advertising yourself and promoting the services you offer is an essential part of any business. In order to grow your business at a steady rate, you’ve got to get out there and promote what you do, but many times self-promotion can come off more like bragging instead.

    No one wants to sit and hear you brag about your business, and if you come off as bragging while trying to promote your business it will likely chase away many of your would-be clients. In this video I explain how you can promote the services you offer without bragging.

    The line between promoting your business and bragging about it can be thin at times. But if done correctly, self-promotion can easily become one of the most powerful tools at your disposal.

    Listen and download the podcast using the player below:

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b3c6fb16-eeb2-11e9-9c3d-3bceff8e87fa/stripped_c81c0548b58062868fb0807ed1d243bf.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1678046902.mp3 [size] => 21610161 [duration] => 675.32 [uid] => CSN1678046902 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_45_10022019_How_to_Promote_Yourself.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b3c6fb16-eeb2-11e9-9c3d-3bceff8e87fa/id3/f72a3a6be4e7696df11053e31bfd261f.mp3 [id3FileProcessing] => [id3FileSize] => 101477 [parentId] => [guid] => 0c48be6d2a50416db387eeb33815f4bf [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • If you don't tell people how good you are, nobody...
  • Array ( [id] => b3e96e58-eeb2-11e9-9c3d-ab5011d80e4d [createdAt] => 2019-10-14T13:44:50.142-05:00 [updatedAt] => 2019-10-23T15:32:15.729-05:00 [title] => DTSM 44: Discovery Questions, Networking Script and Overcoming Fear of Rejection [pubdate] => 2019-10-01T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b3e96e58-eeb2-11e9-9c3d-ab5011d80e4d/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 47 [subtitle] => Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose. Today's episode of the Do This Sell More Show -... [summary] =>

    Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose.

    Today's episode of the Do This Sell More Show - the podcast - contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show.

    https://youtu.be/p4P-BjtfGvU

    How to Start a Networking Conversation

    Our second segment of the show is all about networking.

    The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this.

    If you're wondering how to start a conversation, here is the script:

    Hello.

    My name is ____

    What's your name?

    What do you do for work?

    How did you get into that?

    How is business?

    If you could change one thing about your business what would it be?

    Would you like some help with that?

    I want to introduce you to a friend of mine...

    There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event.

    Fear of Rejection

    The third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone.

    There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are:

    1. Acknowledge it as Normal

    2. Disassociate it with You (About Them)

    3. Learn from Each Attempt

    4. Ask Why, When, How, and Who

    Fear of failure and rejection are often linked together but they shouldn't be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video.

    You don't want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts.

     

     

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  • Asking great questions is the key to uncovering a clients...
  • Array ( [id] => b40b4a64-eeb2-11e9-9c3d-536fa86deed2 [createdAt] => 2019-10-14T13:44:50.363-05:00 [updatedAt] => 2019-10-23T15:48:22.689-05:00 [title] => DTSM 43: Referral Script And "I Want To Think It Over Response" [pubdate] => 2019-09-30T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b40b4a64-eeb2-11e9-9c3d-536fa86deed2/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 43 [subtitle] => This show has two specific segments. The first is a referral script that is guaranteed to make you more money. The video and the description to that show segment is below: https://youtu.be/zU0RG_uXtaw If you want to learn how to ask for referrals in... [summary] =>

    This show has two specific segments. The first is a referral script that is guaranteed to make you more money. The video and the description to that show segment is below:

    https://youtu.be/zU0RG_uXtaw

    If you want to learn how to ask for referrals in sales, then this show is for you. The best way to get referrals is to focus on delivering value in every interaction. You’ll probably end up giving much more value than you receive. Don’t worry; it’s worth it. In order to make the referral process easier for you, I’ve decided to take you through my referral script.

    This script is meant to provide you with the following information about your acquaintance:

    - What they do for a living.

    - How their business is doing.

    - Their challenges and goals.

    - Who they would like to be connected with.

    By getting this information I can determine which of my contacts I can introduce them to.

    You see, the best way to get referrals is to build a relationship with someone BEFORE you ask for anything in return. In terms of learning how to ask for referrals in sales, asking questions is useful because it’ll show you how you can help your acquaintance.

    After getting the information that I want, I then set up the meeting with my contact.

    Of course, in this example I didn’t actually get a referral, I GAVE one. This is the key.

    You have to give value first.

    Inevitably, the person will thank you for the referral and you can say, “You're welcome. I know you would do the same for me.”

    Now, you hopefully see why delivering value is the key to learning how to ask for referrals in sales. Too many people come right out and ask before offering anything themselves. However, the best way to get referrals is to give value so that the other person will feel glad to give you a referral in return.

    The second segment of the show centers around the common client objection: "I want to Think It Over." This is totally preventable and it can be easily handled if you know what you're doing.

    https://youtu.be/MWRVQ4dxnmc

    We’ve all been there, you’ve put in a great pitch and it should be a done deal, but the client leaves you hanging with those dreaded words, “I have to think about it”. In this video I share some simple steps to help you combat these stall tactics, and better yet, to make sure you never have to hear those words again.

    First things first, if you hear these words it means you’ve neglected a very important aspect of your initial dealings with your client; the qualifying process. If you qualify them properly right from the start you’ll make it virtually impossible for them to hit you with an ‘I have to think about it’ excuse. To do this, you need to ask the right questions to find out these three things:

    - What resources they’ve got available (can they afford to work with you?)

    - What problem they want solved (is it something you can achieve?)

    - Are they ready to make a decision now? (Have they got a time-specific goal in mind?)

    Now you’re armed with valuable information that will help you close the deal and avoid stall tactics. The next thing to do is set up a first consultation and let them know how it’ll go down. Make sure they understand that at the end of this meeting you will both decide whether or not to work together. This leaves no room for stalling when decision time comes as they’ve been well informed that this is the expectation.

    If on the off chance you do get a “I have to think about it” after all that, then use the strategies shared in this video to overcome all stall tactics and objections and turn the situation around.

    This show is packed with actionable ideas. Listen on the podcast player below and if you want to become a member of our community, subscribe on YouTube and to the podcast.

    Listen to this episode here:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b40b4a64-eeb2-11e9-9c3d-536fa86deed2/stripped_9b70b19c6df7ee1b99cb43f180b25302.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN2620097816.mp3 [size] => 49433704 [duration] => 1544.8 [uid] => CSN2620097816 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_43_9302019_Referral_Script_and_I_Want_To_Think_It_Over.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 813.7200907029479 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b40b4a64-eeb2-11e9-9c3d-536fa86deed2/id3/56d2b4d8e010d71c52d4634f27494cfb.mp3 [id3FileProcessing] => [id3FileSize] => 106865 [parentId] => [guid] => 8d202c72e4d446ccb4c780845eaa3786 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • This show has two specific segments. The first is a...
  • Array ( [id] => b4274584-eeb2-11e9-9c3d-77892e8dc137 [createdAt] => 2019-10-14T13:44:50.545-05:00 [updatedAt] => 2019-10-23T16:18:43.770-05:00 [title] => DTSM 42: How To Handle Sales Objections [pubdate] => 2019-09-29T06:21:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b4274584-eeb2-11e9-9c3d-77892e8dc137/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 42 [subtitle] => Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest. https://youtu.be/o-D_EGCJ2wI... [summary] =>

    Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.

    https://youtu.be/o-D_EGCJ2wI

    Here are those six sales objection handling examples:

    - Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.

    - Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.

    - Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.

    - Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.

    - Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.

    - Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.

    By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.

    Be sure to listen and download the podcast using the player below:

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4274584-eeb2-11e9-9c3d-77892e8dc137/stripped_12b2c33bff64cbd56ea2f6e78f7d9bc9.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN7028001261.mp3 [size] => 25485479 [duration] => 796.42 [uid] => CSN7028001261 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_42_92919_Mastering_Sales_Objections_.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4274584-eeb2-11e9-9c3d-77892e8dc137/id3/dea44f6eeb58c7a01912410e2005c586.mp3 [id3FileProcessing] => [id3FileSize] => 102967 [parentId] => [guid] => d428b60805104933895f770ce4200319 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Understanding the psychology of buying is an essential part of...
  • Array ( [id] => b447f518-eeb2-11e9-9c3d-430d03451c68 [createdAt] => 2019-10-14T13:44:50.761-05:00 [updatedAt] => 2019-10-23T16:21:29.417-05:00 [title] => DTSM 41: Strategic Alliance Partnerships In Marketing [pubdate] => 2019-09-28T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b447f518-eeb2-11e9-9c3d-430d03451c68/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 41 [subtitle] => Strategic alliance partnerships are the fastest way to grow business revenue. As a definition: A strategic alliance partnership is when you and another company (or person) who targets your ideal client, get together and share marketing opportunities.... [summary] =>

    Strategic alliance partnerships are the fastest way to grow business revenue. As a definition: A strategic alliance partnership is when you and another company (or person) who targets your ideal client, get together and share marketing opportunities. This show is a "How to guide " for developing and leveraging these opportunities to grow your business. If you want to grow your business quickly, you don't want to miss this show.

    https://youtu.be/-6OAdqWgiL0

    Strategic partnerships come with many advantages. However, one of the biggest is the access you gain to a new market. When you develop a partnership with someone, you’ll be able to connect with their audience.

    A second advantage is the trust that you’ll gain through your new relationship. Once you start a successful collaboration, your partner will start endorsing you and thus your reputation will improve, making it that much easier to find new clients.

    Now, what exactly does this kind of relationship look like? Here are two examples of working together in a strategic partnership:

    Barnes and Noble and Starbucks provide a good example. Although they’re independent businesses, when you go to a Barnes and Noble you can also get a coffee at Starbucks because of the agreement they’ve made that allows Starbucks to open restaurants in Barnes and Noble.

    With this agreement, Barnes and Noble and Starbucks end up sharing customers and Starbucks gets the endorsement of Barnes and Noble by being featured in their stores.

    A second example is a dentist and a wedding photographer. In this example, the wedding photographer could include teeth whitening in their premium package. This way, the bride gets a free whitening, while the rest of the wedding party end up getting a whitening as well, which they’ll pay for.

    These are just two examples of working together in a partnership but they illustrate the mutual benefits of these kinds of relationships. Successful collaboration can be a gateway to new markets and better sales opportunities.

    Listen or download the podcast by using the player below:

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b447f518-eeb2-11e9-9c3d-430d03451c68/stripped_d21f1490a794c676b7bb409cbef34f29.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4085749860.mp3 [size] => 50347363 [duration] => 1573.36 [uid] => CSN4085749860 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_41_92819_Strategic_Alliance_Partnerships.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 711.7380498866213 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b447f518-eeb2-11e9-9c3d-430d03451c68/id3/bd123a27b649a70dd2f9c7c2237f947c.mp3 [id3FileProcessing] => [id3FileSize] => 103279 [parentId] => [guid] => 70db908bf6324b76b4907d03becaf87e [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Strategic alliance partnerships are the fastest way to grow business...
  • Array ( [id] => b463d652-eeb2-11e9-9c3d-af12017afc43 [createdAt] => 2019-10-14T13:44:50.943-05:00 [updatedAt] => 2019-10-23T16:24:50.854-05:00 [title] => DTSM 40: How To Start Networking BETTER [pubdate] => 2019-09-27T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b463d652-eeb2-11e9-9c3d-af12017afc43/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 40 [subtitle] => Not everyone fully appreciates the importance of networking in business. However, learning how to start networking effectively can be one of the best ways to build your client base and grow your business. In this show, I cover the types of groups you... [summary] =>

    Not everyone fully appreciates the importance of networking in business. However, learning how to start networking effectively can be one of the best ways to build your client base and grow your business. In this show, I cover the types of groups you can target when networking and how to actually go about doing it.

    [embedyt] https://www.youtube.com/watch?v=H70zAWRxmP8[/embedyt]

    First of all, let’s address one-on-one networking. This is when, for example, you go out to lunch with someone and at the end of the meal you exchange business cards. This is not an effective networking strategy because it takes time and often nothing ever comes of the meeting.

    Group networking is far more effective because it allows you to become known to large groups of people. The importance of networking in business is that it allows you to build contact with people who can lead to more business. If you can learn how to start networking within various organizations you can market yourself to hundreds of people at once.

    One type of group that can be beneficial for networking is the industry group. For example, if you sell medical devices, you can join an industry group that has a lot of doctors. This is the type of group that your ideal client would be a part of, and thus you could find other clients by becoming a member.

    Now, to make the best use of these groups it’s important to be referable. Show up to the meetings, be polite, and don’t gossip. The importance of networking in business is that it makes you known to people. Make sure that people know you as a reliable person.

    Once you know how to start networking effectively, you’ll have access to a large pool of potential clients, which will expand your business opportunities.

    Here is the podcast:

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b463d652-eeb2-11e9-9c3d-af12017afc43/stripped_1b1c8415e50080f842c7b4c78bb1a411.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1953317801.mp3 [size] => 33427539 [duration] => 1044.61 [uid] => CSN1953317801 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_40_92719_How_to_Start_Networking_Better.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b463d652-eeb2-11e9-9c3d-af12017afc43/id3/b5dfa60d9752eb8b6830f7fcfde292a9.mp3 [id3FileProcessing] => [id3FileSize] => 102609 [parentId] => [guid] => eed9d64c7458471fac24e0a5beee4789 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Not everyone fully appreciates the importance of networking in business....
  • Array ( [id] => b484ff8a-eeb2-11e9-9c3d-6f383db1c6ee [createdAt] => 2019-10-14T13:44:51.160-05:00 [updatedAt] => 2019-10-23T16:30:26.467-05:00 [title] => DTSM 39: YouTube and LinkedIn As Lead Generation Tools [pubdate] => 2019-09-26T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b484ff8a-eeb2-11e9-9c3d-6f383db1c6ee/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 39 [subtitle] => In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.... [summary] =>

    In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.

    [embedyt] https://www.youtube.com/watch?v=9wE0Lfbu1Zc[/embedyt]

    One mistake that’s important to avoid on LinkedIn is accepting just anyone who wants to connect with you. You should be connecting with clients or with people who can provide you with referrals.

    Likewise, other people should be able to go through your network and request to connect with your people. This means you should know who’s in your network and you should be able to trust them. It’s a good idea to have at least introduced yourself to the people in your network.

    Aside from knowing how to prospect on LinkedIn, it’s also important to familiarize yourself with some of the uses of Youtube. I recommend doing an interview show each week in which you talk to potential clients about their businesses. You can then share the video with your LinkedIn network. This is a mutually beneficial proposition because both you and the interviewee will be gaining visibility.

    Another way you can use Youtube to your advantage is to take the video that you upload and just use the audio to create a podcast. There’s nothing wrong with having both a video and audio format of the same content.

    If you know how to prospect on LinkedIn, it can be an extremely useful resource. By learning how to do it in an effective way, along with learning the different uses of Youtube, you can expand the number of potential clients that you have while delivering valuable content.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b484ff8a-eeb2-11e9-9c3d-6f383db1c6ee/stripped_4baa40888e8745b2dacac8424a64eb49.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4668232549.mp3 [size] => 27484995 [duration] => 858.91 [uid] => CSN4668232549 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_39_92519_YouTube_and_Linkedin.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b484ff8a-eeb2-11e9-9c3d-6f383db1c6ee/id3/ae9bd2487af8bd8861a28e040c87a632.mp3 [id3FileProcessing] => [id3FileSize] => 102449 [parentId] => [guid] => e85db1b025404b0f909ecf71c89f75bd [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • In this show, I cover how to prospect on LinkedIn...
  • Array ( [id] => b49cb2ce-eeb2-11e9-9c3d-3b19c12eb271 [createdAt] => 2019-10-14T13:44:51.315-05:00 [updatedAt] => 2019-10-23T16:35:08.368-05:00 [title] => DTSM 38: Publishing For Profitable Relationships [pubdate] => 2019-09-25T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b49cb2ce-eeb2-11e9-9c3d-3b19c12eb271/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 38 [subtitle] => There are many effective lead generation examples that are available to you if you don’t want to cold call. In this show I specifically cover the publishing process and how you can use written content to find clients. [embedyt]... [summary] =>

    There are many effective lead generation examples that are available to you if you don’t want to cold call. In this show I specifically cover the publishing process and how you can use written content to find clients.

    [embedyt] https://www.youtube.com/watch?v=KZPuLfLZeUo[/embedyt]

    First of all, let me mention some reasons why written content can be so beneficial. For one thing, it establishes credibility. When people read what you’ve written, they know that you know what you’re talking about.

    Written content can also offer lots of visibility because when you publish in an industry journal or newsletter, people in that industry will discover you. This is a huge benefit because these people may not have otherwise found you.

    For these reasons just listed, written content is one of the best lead generation examples that I can think of.

    Now, how do you actually get published?

    As for the publishing process, there are a few steps you should follow to ensure that you eventually get your article accepted by an editor. It all comes down to convincing the magazine that your article will help them.

    I always write an outline describing what the magazine can expect from the article, why it’s unique, and who my readers are.

    I also describe my marketing plan. I explain that I’ll promote it at speaking engagements, on social media, and however else I may choose to market it. Once I’ve written the outline, I send it out to editors, making sure to follow-up with a phone call and a physical copy of the outline.

    Once you get to know the publishing process, following these steps will make getting yourself into publications simple and straightforward. There are many lead generation examples but perhaps none establish credibility and put you in front of such a large audience as written content does.

    Here is the podcast, listen now:

     

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  • There are many effective lead generation examples that are available...
  • Array ( [id] => b4b6e6d0-eeb2-11e9-9c3d-874e8ca3887e [createdAt] => 2019-10-14T13:44:51.486-05:00 [updatedAt] => 2019-10-23T16:39:22.351-05:00 [title] => DTSM 37: How To Deliver A Great Presentation And Get More Leads [pubdate] => 2019-09-24T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b4b6e6d0-eeb2-11e9-9c3d-874e8ca3887e/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 37 [subtitle] => This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below). One of the most effective ways to... [summary] =>

    This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below).

    One of the most effective ways to get more leads is through public speaking. By learning how to deliver an effective presentation, you can leverage your position as a speaker to generate leads and get client referrals.

    Public speaking is effective because it produces instant credibility. Someone invited you and introduced you on stage. No matter what you’re selling, you’ll be seen as the expert in that product or service because you’re the only one speaking.

    Watch this episode on YouTube:

    [embedyt] https://www.youtube.com/watch?v=_1qyNgMeEUw[/embedyt]

    Another benefit is that it creates rapid relationship development. You’re talking to 100 people and they’re carrying on a conversation in their minds. This means that all of those people will have thought about you and what you’re offering, which brings you that much closer to working together.

    These benefits can help you immensely in building up a client base. However, it’s important to know how to deliver an effective presentation that will indeed allow you to reap these benefits. Speaking engagements are considered lead generation activities only if you actually end up with leads.

    In order to get leads, you’ll need some way to qualify the audience in terms of their interest. For example, you can create a free report on the topic that you’ve chosen to give a speech on and offer it to people during the event. Those who express interest in the free report will then become your potential clients because you know that they’ve heard you and are possibly looking to go further.

    Whether it’s a keynote address, a breakout session, or a training session, public speaking can be one of the best lead generation activities if you know how to deliver an effective presentation. Get in front of people and create value. That’s how you get more clients.

    Listen to the podcast:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4b6e6d0-eeb2-11e9-9c3d-874e8ca3887e/stripped_149eecc67d6db54311d7d8ef05a217a0.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN5859847687.mp3 [size] => 34802625 [duration] => 1087.58 [uid] => CSN5859847687 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_37_Speaking_for_Lead_Generation.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4b6e6d0-eeb2-11e9-9c3d-874e8ca3887e/id3/3d032cbffe6fd2e5a2569e95944ef4d0.mp3 [id3FileProcessing] => [id3FileSize] => 103267 [parentId] => [guid] => 584aab4843854d89a61f58bbfe8aaf5e [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • This is show 2 of a 6 part series on...
  • Array ( [id] => b4d12702-eeb2-11e9-9c3d-5fce9e78176c [createdAt] => 2019-10-14T13:44:51.661-05:00 [updatedAt] => 2019-10-23T16:41:27.077-05:00 [title] => DTSM 36: How To Become A Lead Generation Expert And Avoid Cold Calling [pubdate] => 2019-09-23T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b4d12702-eeb2-11e9-9c3d-5fce9e78176c/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 36 [subtitle] => This is show is 1 of 6  Lead Generation & Sales Prospecting Series: ➜ How to start prospecting new customers for your business WITHOUT cold calling ➜ Position yourself as a lead generation expert ➜ Grow revenue by delivering value and... [summary] =>

    This is show is 1 of 6 Lead Generation & Sales Prospecting Series:

    ➜ How to start prospecting new customers for your business WITHOUT cold calling

    ➜ Position yourself as a lead generation expert

    ➜ Grow revenue by delivering value and building relationships

    Watch Now:

    https://www.youtube.com/watch?v=RIzD2GqPmq8

    Lead generation is a crucial element of any business. Without a consistent flow of new prospects, there’s no way for a business to continue to grow.

    To achieve that constant flow of prospects, businesses often use cold-calling as the go-to strategy. But the list of problems with cold calling goes on and on. It’s a high-failure strategy, and if you want to see fast and consistent growth you need to avoid using it.

    This video is the first in a six-part series where I introduce my No Cold Call Prospecting System. I’ve been using this system for 30 years in various sales industries to grow businesses and generate high-quality prospects that convert into customers.

    At the end of this series, my goal is to have you on your way to becoming a lead generation expert without EVER having to cold call.

    Listen to this show on the podcast:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4d12702-eeb2-11e9-9c3d-5fce9e78176c/stripped_4be5eacf1687b0a68345e0a6dc0ae956.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4236303032.mp3 [size] => 19173459 [duration] => 599.17 [uid] => CSN4236303032 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_36_How_To_Become_A_Lead_Generation_Expert.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4d12702-eeb2-11e9-9c3d-5fce9e78176c/id3/df9854620ccab4de5f1bf7809bcbd89d.mp3 [id3FileProcessing] => [id3FileSize] => 101461 [parentId] => [guid] => b277174732fc4087a15d66e91c2c604f [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • This is show is 1 of 6 Lead Generation & Sales...
  • Array ( [id] => b4edad78-eeb2-11e9-9c3d-7bdac0176d93 [createdAt] => 2019-10-14T13:44:51.849-05:00 [updatedAt] => 2019-10-23T16:47:04.467-05:00 [title] => DSTM 35: Small Business Sales: Five Strategies To Grow Your Business [pubdate] => 2019-09-22T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b4edad78-eeb2-11e9-9c3d-7bdac0176d93/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 35 [subtitle] => Small business sales strategy can be a sophisticated as sales strategy in a FORTUNE 500 company. That doesn't mean it needs to be complicated. This show is about breaking down your small business sales strategy into manageable steps you can execute to... [summary] =>

    Small business sales strategy can be a sophisticated as sales strategy in a FORTUNE 500 company. That doesn't mean it needs to be complicated. This show is about breaking down your small business sales strategy into manageable steps you can execute to grow rapidly.

    Watch the show:

    https://www.youtube.com/watch?v=8xYWtMX5l-U

    Small business sales growth is not a mystery. With a focused process you can increase your small business sales quickly.

    If you searched for "How to Grow your small business" This video is ideal for you.

    I use this episode of The Dave Lorenzo daily to answer a viewer's question about growing a small business but these aren't sales tips for just one entrepreneur. This is a video that's important fo if you're in sales management for small business or a big business.

    During this session I show you:

    How to grow your small business sales with marketing. You begin by identifying the key problems your best clients are facing and then offering solutions. Next you demonstrate how you are different from the people currently trying to solve that problem.

    What you can do to increase your sales right now. There are five things you can do today to increase your sales right now.

    1). Call everyone in your network and ask them how you can help them. Mention your business during that call.

    2). Start a weekly educational newsletter

    3). Offer to speak to every group or gathering of over 15 business owners in your area

    4). Start a strategic alliance partnership with other business owners in your area

    5). Run a contest to attract people to your business to ample your product or service

    These are just a few of the ways my average client is driving small business sales growth. Be sure to sign-up for push notifications on this website so you receive an update each time we share another small business sales strategy.

    Here is the podcast from this show:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4edad78-eeb2-11e9-9c3d-7bdac0176d93/stripped_e65e65a54cd895c1403c78c093b209d5.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6911905070.mp3 [size] => 27898775 [duration] => 871.84 [uid] => CSN6911905070 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_35_92219_How_to_Increase_Small_Businness_Sales.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b4edad78-eeb2-11e9-9c3d-7bdac0176d93/id3/fe2190896495b63622e48dd2dde6935a.mp3 [id3FileProcessing] => [id3FileSize] => 102995 [parentId] => [guid] => d50e63e650e8408fa3da38cb3edd9d50 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Small business sales strategy can be a sophisticated as sales...
  • Array ( [id] => b5084962-eeb2-11e9-9c3d-3745bca8239f [createdAt] => 2019-10-14T13:44:52.023-05:00 [updatedAt] => 2019-10-23T16:50:15.709-05:00 [title] => DTSM 34: Ask For The Sale: How To Do It Without Being Pushy [pubdate] => 2019-09-21T04:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b5084962-eeb2-11e9-9c3d-3745bca8239f/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 34 [subtitle] => Ask for the sale! That's a cry heard from every sales manager in every office in every industry. But just how do you do it without seeming like you're a pushy person out solely for your own interests?  In this show I provide you with the script... [summary] =>

    Ask for the sale! That's a cry heard from every sales manager in every office in every industry. But just how do you do it without seeming like you're a pushy person out solely for your own interests? In this show I provide you with the script to do exactly that. Watch the video:

    https://www.youtube.com/watch?v=SesqK-IL0ck

    How To Ask for The Sale

    This video provides you with the best script for closing sales over the phone or in person.

    There are many sales techniques out there and you can find hundreds of videos on how to close a sale but this one is the easiest method for closing sales over the phone or in person.

    Before we get into closing techniques and how to ask for the sale we begin with the qualifying process. It doesn't make sense to try some of the best sales strategies on people who can only say "NO."

    After the qualifying process, I demonstrate how you offer options to the prospect. This is one of the best strategies to increase sales because people love to buy (but they hate to be manipulated). Offering options will increase your dollars per transaction.

    The final point to remember when you are closing sales is simply to ask if the person wants help. that is the essence of closing the sale. That's what closing a sale really is: Offering to help someone in return for financial compensation.

    This process seems simple because it is. Many people who offer closing techniques make them overly complicated. Be yourself. Take a genuine interest in helping your client and you'll succeed at relationship based sales.

    Here is the podcast:

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5084962-eeb2-11e9-9c3d-3745bca8239f/stripped_d9573887ef74299d74930089f3ad6e22.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN9759219044.mp3 [size] => 15977743 [duration] => 499.3 [uid] => CSN9759219044 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_34_092119_Ask_For_The_Sale.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5084962-eeb2-11e9-9c3d-3745bca8239f/id3/730580089747e082a17c145a667ac7fa.mp3 [id3FileProcessing] => [id3FileSize] => 102277 [parentId] => [guid] => 9016fd0a80584af68eb75929ed251571 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Ask for the sale! That's a cry heard from every...
  • Array ( [id] => b53aa736-eeb2-11e9-9c3d-4b1af428bc5e [createdAt] => 2019-10-14T13:44:52.351-05:00 [updatedAt] => 2019-10-23T16:54:33.174-05:00 [title] => DTSM 33: Consultative Selling Approach: An Introduction [pubdate] => 2019-09-20T04:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b53aa736-eeb2-11e9-9c3d-4b1af428bc5e/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 33 [subtitle] => What is consultative selling? It is asking a series of questions to diagnose the real problem a client is facing and then crafting a solution. In this show I share five questions you can start using today to help you understand and solve client... [summary] =>

    What is consultative selling? It is asking a series of questions to diagnose the real problem a client is facing and then crafting a solution.

    In this show I share five questions you can start using today to help you understand and solve client problems. This consultative selling approach is the best way to diagnose pain points and prescribe solutions in order to make sales.

    [embedyt] https://www.youtube.com/watch?v=rsqZZ9Ism24[/embedyt]

    Remember, sales people get paid to solve client problems and as such your job is to find out exactly what the problems are and offer solutions for a price.

    By adopting a consultative selling approach and acting like a consultant, not a salesman, you can get to the heart of the problem and determine whether or not it is a real opportunity for you to make a sale.

    In most sales situations it is the client that is in control. However, by asking these five diagnostic and prescriptive questions, it swings the balance of control in favor of the sales person so you can solve the pain point and get paid!

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b53aa736-eeb2-11e9-9c3d-4b1af428bc5e/stripped_bf63739e886689cc74e19c9968b816a9.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1517983012.mp3 [size] => 14932845 [duration] => 466.65 [uid] => CSN1517983012 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_33_092019_Consultative_Selling_Understand_and_Solve.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b53aa736-eeb2-11e9-9c3d-4b1af428bc5e/id3/aa789ca2079e1ffc3f3666c47b747889.mp3 [id3FileProcessing] => [id3FileSize] => 101167 [parentId] => [guid] => 11afac33d72547b4bab335a9e300fbe5 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • What is consultative selling? It is asking a series of...
  • Array ( [id] => b555f842-eeb2-11e9-9c3d-033961007832 [createdAt] => 2019-10-14T13:44:52.529-05:00 [updatedAt] => 2019-10-23T16:59:18.945-05:00 [title] => DTSM 32: Get A Fast Start In Sales With Strategic Alliance Partnerships [pubdate] => 2019-09-19T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b555f842-eeb2-11e9-9c3d-033961007832/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 32 [subtitle] => If you want a fast start in sales with strategic alliance partnerships, this is the show for you. In this episode I explain strategic alliance partnerships and why they should be a big part of your sales and marketing strategy. [embedyt]... [summary] =>

    If you want a fast start in sales with strategic alliance partnerships, this is the show for you. In this episode I explain strategic alliance partnerships and why they should be a big part of your sales and marketing strategy.

    https://www.youtube.com/watch?v=zuTvYriUm7U

    Before you begin to develop partnerships in business, it’s important to know what exactly it entails. A strategic alliance partnership is when you and someone else who you’re in a relationship with target the same market together in order to maximize benefits. You’re going to combine your expertise, combine contacts, and share everything equally.

    When you share your expertise, you’ll be sharing with both your partner and their audience. This is a huge benefit because it allows you to target twice as many people.

    Sharing could happen in the form of a joint event, a joint article, or it could be the creation of a joint educational program.

    One of the main reasons to develop partnerships is that you get a new audience that you normally might not have connected with.

    Credibility is another great benefit. By letting your partner introduce you to their audience, they’ll be passing their credibility on to you and thus you’ll gain easy access to a whole new set of people.

    Now, who should you partner with?

    Vendors who are selling to your ideal client are a great choice. Banks are another good option. You can also look at people who are sponsoring events associated with your ideal client. Look for who’s in charge of growing that company and approach them with your offer.

    When you make your pitch, make sure you lay everything out in detail. What are the benefits? What are the shared risks? What is the value of the new market?

    Show them how easy it’ll be to work with you and focus on the value that they’ll receive. By offering value first, the clients you approach will be much more likely to want to develop partnerships with you.

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b555f842-eeb2-11e9-9c3d-033961007832/stripped_ed6f04b1db63a380efe26a25da7d070a.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1148611636.mp3 [size] => 21877655 [duration] => 683.68 [uid] => CSN1148611636 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_31_91919_Strategic_Alliance_Partnerships_.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b555f842-eeb2-11e9-9c3d-033961007832/id3/6e15dc0db3ea1a8280da4a174b1c5777.mp3 [id3FileProcessing] => [id3FileSize] => 102991 [parentId] => [guid] => fb315e307d0c476989b750b54d6cc84a [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • If you want a fast start in sales with strategic...
  • Array ( [id] => b582572a-eeb2-11e9-9c3d-8bde31941525 [createdAt] => 2019-10-14T13:44:52.823-05:00 [updatedAt] => 2019-10-23T17:06:46.736-05:00 [title] => DTSM 31: High Paying Clients: Why You Want Them And How To Get Them [pubdate] => 2019-09-18T06:10:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b582572a-eeb2-11e9-9c3d-8bde31941525/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 31 [subtitle] => High paying clients are the solution to many problems for entrepreneurs and sales professionals. If you're looking to give your business a boost, this is the show for you. [embedyt] https://www.youtube.com/watch?v=HMdn03VtjW8[/embedyt] Two of the... [summary] =>

    High paying clients are the solution to many problems for entrepreneurs and sales professionals. If you're looking to give your business a boost, this is the show for you.

    https://www.youtube.com/watch?v=HMdn03VtjW8

    Two of the challenges I receive most often are: How to attract high paying clients & How to get more clients and master high ticket sales.

    You spend a great deal of time thinking about and working on lead generation, but you’re focused on the wrong clients. As a sales leader, you only want to invest your time with the most valuable leads. Those are high ticket leads. That means people who have the most money to invest in your services.

    In this video I show you how to find high ticket clients and how to build a high ticket funnel to accelerate your business success.

    The work you do for high paying clients is the exact same work you will do for everyone else, but you will make more money for doing the same work.

    Here is your step-by-step guide: How to get high paying clients:

    Step one: Evaluate the experience clients have when they work with you. The key to high ticket selling is differentiating your business from every other business based upon the experience the customer has in working with you. You need to be easy to work with, you need to be reliable and you need to anticipate the needs of your client so he isn’t ever caught by surprise. This is essential in your quest to discover how to attract high end clients.

    Step two: Change your behavior so you surround yourself with the people who are in your target demographic.

    Step three: Produce educational material for the people in your target audience that helps them make better decisions. This will also position you as an expert. Your expertise is what will get the high end clients to ask for your help.

    You look to me and you watch the videos here on the Dave Lorenzo Daily because you want to discover how to get more clients for your business. My philosophy is, if you’re going to attract clients you might as well attract high paying clients.

    Here is the podcast:

     

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  • High paying clients are the solution to many problems for...
  • Array ( [id] => b59e3e72-eeb2-11e9-9c3d-e7ffb333226d [createdAt] => 2019-10-14T13:44:53.004-05:00 [updatedAt] => 2019-10-23T17:11:00.972-05:00 [title] => DTSM 30: Brand Culture Has An Impact On Sales [pubdate] => 2019-09-17T05:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b59e3e72-eeb2-11e9-9c3d-e7ffb333226d/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 30 [subtitle] => Brand culture has a big impact on sales and your ability to close deals. [embedyt] https://www.youtube.com/watch?v=adavg6eh6LU[/embedyt] A brand culture is built on a promise, the delivery of that promise, and the feeling that people are left with... [summary] =>

    Brand culture has a big impact on sales and your ability to close deals.

    https://www.youtube.com/watch?v=adavg6eh6LU

    A brand culture is built on a promise, the delivery of that promise, and the feeling that people are left with when they use your product or service.

    A good example of a company embodying their brand promise is Spirit airlines. Spirit airlines promises you more “go.” They get you safely from point A to point B at the lowest prices, thereby leaving you with more money to travel.

    When Spirit airlines fulfills their promise, the customer is left with the feeling, “Wow, I can afford to go wherever I want because I’m flying Spirit!”

    It’s essential to create this kind of feeling in customers so that they feel passionate about being associated with your brand.

    It’s also important to care about your brand culture. If you don’t define it yourself, your customers will define it for you. In order to define your culture, you have to do more than just make an empty promise. Your culture needs to be evident to the customer at every point of interaction. This means that training for your sales team is crucial. Your sales team should be good brand advocates. They should live out the elements of the brand promise everyday.

    By consistently living up to your brand promise, customers will be able to trust your brand and they’ll feel proud to use your products or services. If your customer can’t invest their pride in your brand, then you’re probably failing in some way.

    Create a promise that people will be attracted to and then build a brand culture that reflects that promise everyday. This is the key to building trust and thus, a better business.

    Here is the podcast:

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  • Brand culture has a big impact on sales and your...
  • Array ( [id] => b5bd35d4-eeb2-11e9-9c3d-03a9500f9c0f [createdAt] => 2019-10-14T13:44:53.209-05:00 [updatedAt] => 2019-10-24T05:03:29.800-05:00 [title] => DTSM 29: Sales Objectives: 4 Ways To Get Your Team To Own Their Goals [pubdate] => 2019-09-16T08:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b5bd35d4-eeb2-11e9-9c3d-03a9500f9c0f/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 29 [subtitle] => Sales objectives are vital to the success of your team. You set them each year and hope each of your sales representatives hits his or her targets. Deep down, you know the only way to get your salespeople to make their numbers is if they own their... [summary] =>

    Sales objectives are vital to the success of your team. You set them each year and hope each of your sales representatives hits his or her targets. Deep down, you know the only way to get your salespeople to make their numbers is if they own their goals. How do you get them to take ownership?

    The answer lies within this episode of The Do This Sell More Show.

    https://www.youtube.com/watch?v=XTIKI57eaok

    Sales managers always struggle with getting their sales team to buy-in on the sales objectives that they set.

    By getting buy-in, I mean finding a way to make the team feel invested so that they’re motivated to hit their bonus numbers.

    Here are four ways to get more buy-in from your team:

    The first way to get buy-in is to have your salespeople write the objectives for themselves. Sit down with a member of your sales team and ask them to write five objectives for the upcoming year. There will be five categories that they’ll create targets for.

    Let them know that each of these targets will be worth 20% of their overall bonus.

    The second way to get buy-in on sales objectives is to offer three different options and have a salesperson choose one. By giving them the power to choose, they’ll feel more invested in the targets than if you had simply set the targets yourself.

    The third way is to set an objective for the entire group. In this scenario, you offer them three options that they can vote on. This is similar to the second method but here you’re letting the whole team decide rather than one person.

    The fourth method to get buy-in is to pair people up. I take the top two performers and pair them together and then go down the ranking, pairing each of the subsequent salespeople.

    By reaching their shared target, they’ll get bonus compensation. The target should be 100 percent growth.

    Setting sales objectives is a win-win strategy because the money you pay them for hitting their targets will be taken out of the additional revenue they’ve brought in.

    Use these methods to make sure that your team is fully invested in their goals.

    Listen to this episode on the podcast:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5bd35d4-eeb2-11e9-9c3d-03a9500f9c0f/stripped_d4cc7ff289a57b8278aae0c671d844b1.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN9450691939.mp3 [size] => 17361188 [duration] => 542.54 [uid] => CSN9450691939 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_29_91619_4_Ways_to_Get_Buy-In_On_Sales_Objectives_Guaranteed.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5bd35d4-eeb2-11e9-9c3d-03a9500f9c0f/id3/5f7f4cc478fccdfb1b75382225a8ccb6.mp3 [id3FileProcessing] => [id3FileSize] => 103405 [parentId] => [guid] => 891b8b3f991d43e9af7d2941931b8e0e [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Sales objectives are vital to the success of your team....
  • Array ( [id] => b5d8c0a6-eeb2-11e9-9c3d-ffa70b6bca3f [createdAt] => 2019-10-14T13:44:53.388-05:00 [updatedAt] => 2019-10-24T05:09:29.152-05:00 [title] => DTSM 28: Sales Representative Compensation: Salary Or Commission? [pubdate] => 2019-09-15T08:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b5d8c0a6-eeb2-11e9-9c3d-ffa70b6bca3f/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 28 [subtitle] => Sales Representative Compensation: Should you pay a salary to your sales reps? Should they be on commission only? We answer those questions and more on this episode of The Do This Sell More Show. [embedyt]... [summary] =>

    Sales Representative Compensation: Should you pay a salary to your sales reps? Should they be on commission only? We answer those questions and more on this episode of The Do This Sell More Show.

    https://www.youtube.com/watch?v=SV35kNszht4

    Should you offer straight commission, a sales rep salary, or a combination of both? Does it make sense to dangle bonuses, incentives, or spiffs? What’s the best way to compensate your top sales performers?

    The first thing that springs to mind when it comes to how salespeople make money is, of course, commission. When they’re paid on commission, salespeople have incentive to close high-ticket deals and sell at premium prices.

    How much should salespeople make in straight commission? You have to decide which sales reps on your team get what percentage, when, and why. Reward salespeople who maintain long-term client relationships and bring in repeat business.

    If your sales cycle is really long (mine was once typically 18 months), you may find that salespeople get discouraged midstream. In B2B sales, it’s good to offer a sales rep salary in addition to commission. A consistent base salary helps keep your salespeople afloat while they wait for commission checks.

    You can structure compensation in many different ways. Try a combination of commission and salary if it works for your business. Set up a schedule that follows the success of your sales team; that is, increase commission as your sales reps build stronger client relationships and sell more.

    What about incentives, bonuses, or spiffs? This kind of compensation works well in specific situations. Incentives are great when you’re entering a new market, selling a new product or service, or trying to hit certain sales targets within set time frames.

    Focus on commission, because that’s the type of compensation that motivates your best salespeople the most. If necessary, add a sales rep salary. Offer bonuses in special cases. Whatever you do, compensate your sales team based on performance above all else.

    Listen to the podcast here:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5d8c0a6-eeb2-11e9-9c3d-ffa70b6bca3f/stripped_5c612520f702806e08a25c176e935511.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN3581268497.mp3 [size] => 23703301 [duration] => 740.73 [uid] => CSN3581268497 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_28_91519_Sales_Rep_Salary_or_Commission.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5d8c0a6-eeb2-11e9-9c3d-ffa70b6bca3f/id3/5e59f8ffbda319332c4cbfbf97e54b6c.mp3 [id3FileProcessing] => [id3FileSize] => 103159 [parentId] => [guid] => f6236600a1bd43fe9b82d0ebe1edc758 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Sales Representative Compensation: Should you pay a salary to your...
  • Array ( [id] => b5f80268-eeb2-11e9-9c3d-df408066584e [createdAt] => 2019-10-14T13:44:53.593-05:00 [updatedAt] => 2019-10-24T05:13:29.201-05:00 [title] => DTSM 27: Sales Contests Ideas: How To Motivate A Sales Team To Achieve a Goal [pubdate] => 2019-09-14T08:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b5f80268-eeb2-11e9-9c3d-df408066584e/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 27 [subtitle] => Everyone loves a great sales contest, but do contests work? In this show, I give you some awesome sales contest prize ideas. I talk about the benefits of having competitions. And I tell you just how to motivate your team to do well. Why should you run... [summary] =>

    Everyone loves a great sales contest, but do contests work? In this show, I give you some awesome sales contest prize ideas. I talk about the benefits of having competitions. And I tell you just how to motivate your team to do well.

    Why should you run a sales contest? There are a few instances in which a competition can quickly drive up your team’s productivity:

    - When you want to boost revenue within a defined time period.

    - When you’re entering a new market.

    - When you want to promote a specific product or service.

    Make sure that when you plan a sales contest, you’re clear on what you hope to accomplish.

    Watch the video:

    https://www.youtube.com/watch?v=5QMO9peVwL0

    What behaviors do you want to inspire in your salespeople? You want your team:

    - To be autonomous in making targeted sales.

    - To focus on specific objectives.

    - To track and measure their own progress against that of others.

    Now, you may be thinking, “How do I come up with sales contest prize ideas?” Well, put yourself in a salesperson’s shoes. What sorts of prizes will energize your sales team to compete and try to outperform one another? What will they want to win so badly that their sales numbers skyrocket? What’s important to them, and what feeds their egos?

    Here are prizes that motivate:

    - Compensation prizes (we all know money is motivational).

    - Recognition prizes that elicit the admiration of the entire team.

    - Inclusion prizes, such as invitations to be part of trips, events, or elite groups.

    - Status prizes, such as promotions or special parking spaces.

    Sales contests are an important tool in the sales manager's took box.

    Here is the podcast:

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5f80268-eeb2-11e9-9c3d-df408066584e/stripped_309f888b374ee2fcd2ca31d090b0170a.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN3550055649.mp3 [size] => 23409893 [duration] => 731.56 [uid] => CSN3550055649 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_27_91419_Sales_Contests.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b5f80268-eeb2-11e9-9c3d-df408066584e/id3/b7de8ed3ac54b6c45e50cc3d444a0fff.mp3 [id3FileProcessing] => [id3FileSize] => 102587 [parentId] => [guid] => 3bb3bbaa4ec54f6b84f7cc5bfcff6644 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Everyone loves a great sales contest, but do contests work?...
  • Array ( [id] => b61363a0-eeb2-11e9-9c3d-d70dcdef0196 [createdAt] => 2019-10-14T13:44:53.774-05:00 [updatedAt] => 2019-10-24T05:44:11.592-05:00 [title] => DTSM 26: Setting Sales Goals? Do This First [pubdate] => 2019-09-13T08:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b61363a0-eeb2-11e9-9c3d-d70dcdef0196/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 26 [subtitle] => Sales managers, entrepreneurs, and business leaders: Stop! Don’t set your performance goals just yet. Watch this video first, to avoid missing something important. These are three often overlooked, critical goals for every salesperson: 1. Create and... [summary] =>

    Sales managers, entrepreneurs, and business leaders: Stop! Don’t set your performance goals just yet. Watch this video first, to avoid missing something important.

    These are three often overlooked, critical goals for every salesperson:

    1. Create and nurture new customer relationships.

    2. Get more revenue from existing customers.

    3. Increase dollars per transaction.

    Track and measure your team’s success in each of these areas. How much revenue comes from new relationships? How much more did your existing clients spend this year compared with last year? What’s your average transaction amount?

    In my video, I dive deeper into these three performance goals. I explain how to find new customers, how to sell more to existing clients, and how to get more money per transaction.

    Watch the video here:

    https://www.youtube.com/watch?v=enRT7Pec4Kw

    How do you attract new customers?

    - Allocate 10% of your time to pursuing big whales and huge deals.

    - Spend 20% of your time receiving referrals.

    - Use 20% of your time on passive attraction methods by repurposing content.

    - Devote 50% of your time to primary attraction activities, depending on what works. For example, if you’re a great speaker, spend half your time doing speaking engagements.

    How do you get more revenue from existing clients?

    - Pitch new products.

    - Sell upgraded services.

    - Increase buying frequency.

    - Promote automatic orders and subscriptions.

    How do you increase dollars per transaction?

    - Raise your rates.

    - Offer good, better, and best options.

    - Bundle products and accessories together.

    - Offer multiple opportunities to upgrade.

    - Become more valuable by creating a community of clients who do business with one another.

    Here is the podcast:

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  • Sales managers, entrepreneurs, and business leaders: Stop! Don’t set your...
  • Array ( [id] => b62bdf5c-eeb2-11e9-9c3d-83b37048075b [createdAt] => 2019-10-14T13:44:53.932-05:00 [updatedAt] => 2019-10-24T05:50:56.240-05:00 [title] => DTSM 25: Make Your Revenue Explode! Focus On Client Lifetime Value [pubdate] => 2019-09-12T08:17:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b62bdf5c-eeb2-11e9-9c3d-83b37048075b/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 25 [subtitle] => Your current clients are the key to growing your revenue. In this show, I talk about recognizing the importance of customer lifetime value – how your customers help you grow over the long term. There are three ways to bring in revenue and grow... [summary] =>

    Your current clients are the key to growing your revenue. In this show, I talk about recognizing the importance of customer lifetime value – how your customers help you grow over the long term.

    There are three ways to bring in revenue and grow client lifetime value: find new customers, increase purchasing frequency, and increase money spent per transaction.

    This is where the importance of customer value comes in. Your client relationships are valuable because you can leverage them to build revenue in all three ways.

    How do your current clients help you find new customers?

    - They refer you to others.

    - They tell you what they read and watch, so you can create similar content.

    - They lead you to their organizations, where you can get involved by sponsoring or speaking at events.

    Watch the video for more:

    https://www.youtube.com/watch?v=WYuxEX9dVSY

    Acknowledge the importance of customer lifetime value. Build strong relationships with your clients – educate them, solve their problems, and connect with them frequently. In return, your existing clients will help you find new clients.

    Another way to grow revenue is through repeat sales:

    - Communicate more often, in various ways.

    - Deliver new information.

    - Solve new, industry-wide problems.

    - Notice upcoming industry trends and prepare for them.

    - Develop a recurring offer.

    - Set up auto orders based on industry best practices.

    The importance of customer value is also clear when it comes to high-dollar transactions:

    - Always offer options with different prices.

    - Get testimonials from high-spending, satisfied customers.

    - Provide a competitor analysis to show how your offer is superior.

    - Demonstrate a high return on investment.

    - Ask your clients to invest more in you.

    Are you starting to understand the importance of customer value for growing your business? If you are interested in growing client lifetime value and for more information on leveraging your current client relationships, give me a call: 888.444.5150

    Here is the podcast:

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  • Your current clients are the key to growing your revenue....
  • Array ( [id] => b645523e-eeb2-11e9-9c3d-d3408033b5e5 [createdAt] => 2019-10-14T13:44:54.101-05:00 [updatedAt] => 2019-10-24T05:55:44.694-05:00 [title] => DTSM 24: Four Powerful Lead Generation Tools That Help You Make More Money [pubdate] => 2019-09-11T08:40:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b645523e-eeb2-11e9-9c3d-d3408033b5e5/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 24 [subtitle] => Business-to-business lead generation tools help you make more money. That's a fact. In this show I introduce you to four specific B2B lead generation strategies I use each day. I teach these B2B lead generation techniques to my clients and they thrive... [summary] =>

    Business-to-business lead generation tools help you make more money. That's a fact. In this show I introduce you to four specific B2B lead generation strategies I use each day. I teach these B2B lead generation techniques to my clients and they thrive when they implement them properly.

    My B2B lead generation process includes the following B2B marketing tools:

    1. Speaking for lead generation
    2. Publishing for prospecting
    3. Networking as a B2B relationship development tool
    4. YouTube and LinkedIn lead generation

    I provide you with an overview of all of these in this show.

    Watch on YouTube and Listen on the Podcast

    YouTube Link: https://youtu.be/OaDse6XFrJ0

    Here is a link to the Do This Sell More Podcast and a player for this episode:

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  • Business-to-business lead generation tools help you make more money. That's...
  • Array ( [id] => b65f39e2-eeb2-11e9-9c3d-1ffd63dd537e [createdAt] => 2019-10-14T13:44:54.267-05:00 [updatedAt] => 2019-10-24T06:00:25.207-05:00 [title] => DTSM 23: Rules For Consultative Sales [pubdate] => 2019-09-10T10:22:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b65f39e2-eeb2-11e9-9c3d-1ffd63dd537e/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 23 [subtitle] => There are a few rules for consultative sales and I outline them here. This is the first episode of our new daily format. Watch the Do This Sell More Show on my YouTube Channel The Dave Lorenzo Daily. [embedyt]... [summary] =>

    There are a few rules for consultative sales and I outline them here. This is the first episode of our new daily format. Watch the Do This Sell More Show on my YouTube Channel The Dave Lorenzo Daily.

    https://www.youtube.com/watch?v=jvIA20qP4N4

    In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to:

    The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.

    The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.

    The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.

    The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.

    The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.

    These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.

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  • There are a few rules for consultative sales and I...
  • Array ( [id] => b68a0bea-eeb2-11e9-9c3d-cf93c107c3a2 [createdAt] => 2019-10-14T13:44:54.551-05:00 [updatedAt] => 2019-10-24T06:14:48.333-05:00 [title] => DTSM 22: Will We Have A Recession in 2020? This Economist Has The Answer [pubdate] => 2019-08-29T16:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b68a0bea-eeb2-11e9-9c3d-cf93c107c3a2/image/11194757..bin?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 22 [subtitle] => Is a Recession Coming in 2020? Dave Lorenzo Interviews Leading Economist Jason Schenker Friends, clients and subscribers have been asking me about a recession in 2020 in the United States. I can try and guess about the answer but I'd rather ask the ex... [summary] =>

    Is a Recession Coming in 2020? Dave Lorenzo Interviews Leading Economist Jason Schenker Friends, clients and subscribers have been asking me about a recession in 2020 in the United States. I can try and guess about the answer but I'd rather ask the experts. That's the purpose of this interview. In this interview you will discover a lot about economics. We discuss: The current state of the economy The difference between a corporate driven economy and a consumer drive

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b68a0bea-eeb2-11e9-9c3d-cf93c107c3a2/stripped_8e32eb96be0f6f635ab6bd72d97eeadc.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6220344463.mp3 [size] => 49731291 [duration] => 1554.1 [uid] => CSN6220344463 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_22_Jason_Schenker.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b68a0bea-eeb2-11e9-9c3d-cf93c107c3a2/id3/07c10f34306b05f705774fc8f76172e1.mp3 [id3FileProcessing] => [id3FileSize] => 100007 [parentId] => [guid] => https://davelorenzo.com/?p=2938 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Is a Recession Coming in 2020? Dave Lorenzo Interviews Leading...
  • Array ( [id] => b6b2bab8-eeb2-11e9-9c3d-4f51ee16bd06 [createdAt] => 2019-10-14T13:44:54.815-05:00 [updatedAt] => 2019-10-24T06:17:39.625-05:00 [title] => DTSM 21: Brad Gross: How to Sell Professional Services to Businesses [pubdate] => 2019-08-15T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b6b2bab8-eeb2-11e9-9c3d-4f51ee16bd06/image/11194760..bin?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 21 [subtitle] => How To Sell Professional Services to Businesses. An interview with entrepreneur and intellectual property attorney Bradley J. Gross. During this sales training video Dave Lorenzo and Brad Gross discuss how to sell professional services. [summary] =>

    How To Sell Professional Services to Businesses. An interview with entrepreneur and intellectual property attorney Bradley J. Gross. During this sales training video Dave Lorenzo and Brad Gross discuss how to sell professional services. During the past ten years, Brad has employed professional speaking and nice marketing to grow his personal brad and develop a massive book of business. In this interview you will discover the four keys to selling services. They are: Personal

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  • How To Sell Professional Services to Businesses. An interview with...
  • Array ( [id] => b6df7508-eeb2-11e9-9c3d-239ac06fe65b [createdAt] => 2019-10-14T13:44:55.104-05:00 [updatedAt] => 2019-10-24T06:23:42.660-05:00 [title] => DTSM 20: Russell Berger: How to Fire a Problem Sales Rep and Other Legal Issues [pubdate] => 2019-08-08T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b6df7508-eeb2-11e9-9c3d-239ac06fe65b/image/11194763..bin?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 20 [subtitle] => How to Fire a Problem Sales Representative and Other Legal Issues. Dave Lorenzo interviews Russell Berger the Practice Director for Labor and Employment at Offit Kurman, Attorneys at Law. In this episode Dave and Russ discuss: - [summary] =>

    How to Fire a Problem Sales Representative and Other Legal Issues. Dave Lorenzo interviews Russell Berger the Practice Director for Labor and Employment at Offit Kurman, Attorneys at Law.

    In this episode Dave and Russ discuss:

    • How to fire a problem employee in sales
    • The big mistake most sales managers make when they discipline as sales team member
    • Sales Representatives: When to sign a non-compete agreement and when not to sign one
    • Sales Managers: How to make sure your non-compete agreement is enforceable
    • How to avoid sexual harassment in the workplace

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b6df7508-eeb2-11e9-9c3d-239ac06fe65b/stripped_9ef97f7cd413e9dbcbd97c2f4c482576.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6261338463.mp3 [size] => 56253962 [duration] => 1757.94 [uid] => CSN6261338463 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_20_Russ_Berger.mp3?dest-id=1537700 [bitrate] => 256 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b6df7508-eeb2-11e9-9c3d-239ac06fe65b/id3/2c7b06a72c21b293e100abfa1de11a64.mp3 [id3FileProcessing] => [id3FileSize] => 100315 [parentId] => [guid] => https://davelorenzo.com/?p=2899 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • How to Fire a Problem Sales Representative and Other Legal...
  • Array ( [id] => b6fb4300-eeb2-11e9-9c3d-23ea90d87fa5 [createdAt] => 2019-10-14T13:44:55.290-05:00 [updatedAt] => 2019-10-24T06:32:11.465-05:00 [title] => DTSM 19: Jeff Grimshaw: How to Build a Winning Culture in Sales [pubdate] => 2019-08-01T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b6fb4300-eeb2-11e9-9c3d-23ea90d87fa5/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 19 [subtitle] => How to Build a winning Culture in Sales. Dave Lorenzo interviews Jeff Grimshaw is a Partner with MG Strategy about how to build a winning culture in sales. Jeff is an author and expert in business culture. In this episode Dave and Jeff discuss: - [summary] =>

    How to Build a winning Culture in Sales. Dave Lorenzo interviews Jeff Grimshaw is a Partner with MG Strategy about how to build a winning culture in sales. Jeff is an author and expert in business culture.

    In this episode Dave and Jeff discuss:


    How you have to align the hearts, minds and hands in your business

    How to make sure sales managers are rewarding and recognizing people appropriately

    Why informal communication in a company is often more powerful than the structur

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  • How to Build a winning Culture in Sales. Dave Lorenzo...
  • Array ( [id] => b714a728-eeb2-11e9-9c3d-5f90059dfb2c [createdAt] => 2019-10-14T13:44:55.460-05:00 [updatedAt] => 2019-10-24T07:27:51.104-05:00 [title] => DTSM 18: Karen Yankovich: How To Use LinkedIn For Sales [pubdate] => 2019-07-25T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b714a728-eeb2-11e9-9c3d-5f90059dfb2c/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 18 [subtitle] => How to use LinkedIn for Sales.  Join us for this episode of The Do This Sell More show. This week Dave’s guest is Karen Yankovich, LinkedIn Expert, Digital Strategist and Owner of Uplevel Media. In this episode, Dave and Karen discuss: - [summary] =>

    How to use LinkedIn for Sales. Join us for this episode of The Do This Sell More show. Dave’s guest is Karen Yankovich, LinkedIn Expert, Digital Strategist and Owner of Uplevel Media.


    In this episode, Dave and Karen discuss:

    • How to optimize your LinkedIn profile.
    • What types of photos to use on LinkedIn (vs. Facebook and Instagram).
    • The Importance of Keywords on LinkedIn.
    • How to grow your network THE RIGHT WAY.


    Key Takeaways and actionable tips:

    • LinkedIn is a community You must interact with people.
    • Posting content is great but commenting and sharing should be the bulk of your activity.
    • You must extend the relationships into the "real world" to be successful.
    • Research is key if you use LinkedIn for referrals.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b714a728-eeb2-11e9-9c3d-5f90059dfb2c/stripped_d73ba6b3368bd556819843f80402b87b.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1989291184.mp3 [size] => 43922808 [duration] => 2196.14 [uid] => CSN1989291184 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_18_Karen_Yankovich_Final.mp3?dest-id=1537700 [bitrate] => 160 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b714a728-eeb2-11e9-9c3d-5f90059dfb2c/id3/960a8bcf958f1989a7e50673e38dd03e.mp3 [id3FileProcessing] => [id3FileSize] => 100757 [parentId] => [guid] => https://davelorenzo.com/?p=2842 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • How to use LinkedIn for Sales. Join us for this episode...
  • Array ( [id] => b7363280-eeb2-11e9-9c3d-6bc270c81a13 [createdAt] => 2019-10-14T13:44:55.679-05:00 [updatedAt] => 2019-10-24T06:46:32.491-05:00 [title] => DTSM 17: John Tabis: The Bouqs Company and the Shark Tank Experience [pubdate] => 2019-07-18T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b7363280-eeb2-11e9-9c3d-6bc270c81a13/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 17 [subtitle] => How to be a successful entrepreneur.  Join us for this episode of The Do This Sell More show. This week Dave’s guest is John Tabis, Founder and CEO  of The Bouqs Company. In this episode, Dave and John discuss: - [summary] =>

    How to be a successful entrepreneur. Join us for this episode of The Do This Sell More show. This week Dave’s guest is John Tabis, Founder and CEO of The Bouqs Company.

    In this episode, Dave and John discuss:

    • How and why John and JP started Bouqs.
    • The Bouqs Company’s Shark Tank experience.
    • The ebbs and flows of the startup journey.
    • The competitive advantage of The Bouqs Company.


    Key Takeaways and actionable tips:

    • As a small company, getting on Shark Tank is one of the greatest things you can do.
    • Rejection is naturally part of the startup investment game.
    • Don’t sell something you don’t have. Transparency and honesty with the customer is a great value they do not always get from other companies.
    • Not all companies need a physical, brick-and-mortar store. Look at the channels you have and see what your options are.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7363280-eeb2-11e9-9c3d-6bc270c81a13/stripped_50804ab3445d45af714ff0494a877d2a.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4862472604.mp3 [size] => 35614720 [duration] => 2225.92 [uid] => CSN4862472604 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_John_Tabis.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7363280-eeb2-11e9-9c3d-6bc270c81a13/id3/c000d0ea7069e4131ba77bcd33d0d667.mp3 [id3FileProcessing] => [id3FileSize] => 100919 [parentId] => [guid] => https://davelorenzo.com/?p=2832 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • How to be a successful entrepreneur. Join us for this episode...
  • Array ( [id] => b74ed40c-eeb2-11e9-9c3d-0b492b251adb [createdAt] => 2019-10-14T13:44:55.838-05:00 [updatedAt] => 2019-10-24T07:28:14.929-05:00 [title] => DTSM 16: Scott Lorenz: The Power Of Public Relations To Grow Sales [pubdate] => 2019-07-11T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b74ed40c-eeb2-11e9-9c3d-0b492b251adb/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 16 [subtitle] => The power of public relations to grow sales.  Join us for this episode of The Do This Sell More show. This week Dave's guest is Scott Lorenz, President of Westwind Communications. In this episode, Dave and Scott discuss:  - [summary] =>

    The power of public relations to grow sales. Join us for this episode of The Do This Sell More show. Dave's guest is Scott Lorenz, President of Westwind Communications.


    In this episode, Dave and Scott discuss: 

    • How press releases and getting PR for your company has changed through the years. 
    • Staying up on current events.  
    • Writing books and proving expertise.
    • Different types of books and different ways of writing books.


    Key Takeaways and actionable tips: 

    • Press releases still work – they are your introduction to the media and the public. 
    • Get the right person and pitch them the idea that is relevant. 
    • Ask questions, don’t just start selling right away.
    • Things can live forever online. If done right, your press release can be forever searchable.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b74ed40c-eeb2-11e9-9c3d-0b492b251adb/stripped_45a577cff14f5ffc9dcafd4159e79b70.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6188768139.mp3 [size] => 33719275 [duration] => 2107.45 [uid] => CSN6188768139 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Scott_Lorenz.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b74ed40c-eeb2-11e9-9c3d-0b492b251adb/id3/86c8ba53605a7a1a217a576c2e99e45a.mp3 [id3FileProcessing] => [id3FileSize] => 100825 [parentId] => [guid] => https://davelorenzo.com/?p=2803 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The power of public relations to grow sales. Join us for...
  • Array ( [id] => b76ac5b8-eeb2-11e9-9c3d-3b8027035997 [createdAt] => 2019-10-14T13:44:56.024-05:00 [updatedAt] => 2019-10-24T07:28:41.569-05:00 [title] => DTSM 15: Rafael Badziag: The Billion Dollar Secret [pubdate] => 2019-07-04T02:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b76ac5b8-eeb2-11e9-9c3d-3b8027035997/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 15 [subtitle] => Billionaires are different than everyone else. Do you want to discover their habits? Join us for this episode of The Do This Sell More show. This week Dave's guest is Rafael Badziag, author of The Billion Dollar Secret. In this episode, [summary] =>

    Billionaires are different than everyone else. Do you want to discover their habits? Join us for this episode of The Do This Sell More show. Dave's guest is Rafael Badziag, author of The Billion Dollar Secret.

    • In this episode, Dave and Rafael discuss:Why millionaires are mediocre entrepreneurs. 
    • The gap between millionaires and billionaires and the mindset behind those sets of individuals. 
    • The 6 Habits of Wealth. 
    • How the maximization of performance that comes with consistency. 


    • Key Takeaways and actionable tips:Millionaires and billionaires work for different reasons – the why, your main motivation, is the biggest difference. 
    • BOAT – Belief, Optimism, Assertiveness, Trust in yourself 
    • You have a choice to be an optimist or a pessimist – but pessimists never achieve anything. 
    • The discipline of habits is a power that will help you on your way to a Billion Dollar Status. 
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b76ac5b8-eeb2-11e9-9c3d-3b8027035997/stripped_28ef7cdeab348cd14bf8e7d744653fdb.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1057980432.mp3 [size] => 32034899 [duration] => 2002.18 [uid] => CSN1057980432 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Rafael_Badziag.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b76ac5b8-eeb2-11e9-9c3d-3b8027035997/id3/8e0284d8233e89d9c379275528fee331.mp3 [id3FileProcessing] => [id3FileSize] => 101035 [parentId] => [guid] => https://davelorenzo.com/?p=2786 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Billionaires are different than everyone else. Do you want to...
  • Array ( [id] => b79292be-eeb2-11e9-9c3d-f76cb2516501 [createdAt] => 2019-10-14T13:44:56.284-05:00 [updatedAt] => 2019-10-24T07:29:12.136-05:00 [title] => DTSM 14: Cody Reed: How To Sell Cars Using Social Media [pubdate] => 2019-06-27T02:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b79292be-eeb2-11e9-9c3d-f76cb2516501/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 14 [subtitle] => Cody Reed shares how to sell cars using social media on The Do This Sell More Show. This week Dave's guest is Cody Reed, General Sales Manager for GMC. In this episode, Dave and Cody discuss:  How the car sales business has changed and evolved. [summary] =>

    Cody Reed shares how to sell cars using social media on The Do This Sell More Show. Dave's guest is Cody Reed, General Sales Manager for GMC.


    In this episode, Dave and Cody discuss: 

    • How the car sales business has changed and evolved. 
    • How social media has changed the automotive industry. 
    • Using social media to educate and impact the audience.
    • Stimulating referrals and self-promotion.

     

    Key Takeaways and actionable tips: 

    • There is always a beginning, a middle, and a close of every sale. 
    • Meet your audience in a niche that is comfortable and easy for you – blogs, videos, email, phone, podcast, etc. 
    • Regardless of who your customer is, be consistent.
    • If it has always worked, keep doing it.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b79292be-eeb2-11e9-9c3d-f76cb2516501/stripped_2dd45849f970fa2ed4369f211dff4c90.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4230041928.mp3 [size] => 32684826 [duration] => 2042.8 [uid] => CSN4230041928 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Cody_Reed.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b79292be-eeb2-11e9-9c3d-f76cb2516501/id3/58bdc53c871c8b05d3b950832ff9af08.mp3 [id3FileProcessing] => [id3FileSize] => 100717 [parentId] => [guid] => https://davelorenzo.com/?p=2778 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • Cody Reed shares how to sell cars using social media...
  • Array ( [id] => b7c0416e-eeb2-11e9-9c3d-dbc4b217897f [createdAt] => 2019-10-14T13:44:56.580-05:00 [updatedAt] => 2019-10-24T07:32:28.312-05:00 [title] => DTSM 13: Lacy Boggs: The Content Creation Guru [pubdate] => 2019-06-20T02:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b7c0416e-eeb2-11e9-9c3d-dbc4b217897f/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 13 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Lacy Boggs , Content Creation Guru.

    In this episode, Dave and Lacy discuss:

    • Lacy’s journey to becoming the content creation guru she is today. 
    • Getting written content into the hands of the right people.
    • How to create great blog content, white papers and free reports as marketing tools.
    • The way to write for marketing (it's different than academic writing or writing for the court).
    • How, when, and where to repurpose content.
    • Putting your personality into your writing.

    Key Takeaways and actionable tips:

    • Without great content, nobody is going to stay and read it. 
    • Think about the goals of the content you are creating. 
    • We read differently in different formats. We are more likely to commit to reading something on paper.
    • Quality and consistency over quantity.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7c0416e-eeb2-11e9-9c3d-dbc4b217897f/stripped_e81c24f8a97a2ec926606fde7a1f954a.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN1607896989.mp3 [size] => 29898710 [duration] => 1868.67 [uid] => CSN1607896989 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Lacy_Boggs.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7c0416e-eeb2-11e9-9c3d-dbc4b217897f/id3/a4c4c2578b296aecfe6c76b66b08f094.mp3 [id3FileProcessing] => [id3FileSize] => 100577 [parentId] => [guid] => https://davelorenzo.com/?p=2766 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b7e190e4-eeb2-11e9-9c3d-83c26ac0bdbd [createdAt] => 2019-10-14T13:44:56.792-05:00 [updatedAt] => 2019-10-24T07:32:02.826-05:00 [title] => DTSM 12: Chris Cicchinelli: Committing to the Process [pubdate] => 2019-06-13T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b7e190e4-eeb2-11e9-9c3d-83c26ac0bdbd/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 12 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Chris Cicchinelli CEO of Pure Romance.

    In this episode, Dave and Chris discuss:

    • Why Pure Romance has grown the way it has and the culture of its sales force. 
    • How people sell with more than just their words. 
    • Recruiting consultants.
    • Success stories of committing to the process.

    Key Takeaways and actionable tips:

    • Know how to have a conversation. Knowing how to talk to people is the key to selling. 
    • The consultant is a creator of experience, not just a salesperson. 
    • Make a connection with people and engage with them, don’t just assume what they need and want.
    • The biggest currency in life isn’t money, it’s choices.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7e190e4-eeb2-11e9-9c3d-83c26ac0bdbd/stripped_67e90381cc0ffd1d2d8272de0ddea3ea.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN4047097994.mp3 [size] => 19810429 [duration] => 1238.15 [uid] => CSN4047097994 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Chris_Cicchinelli.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7e190e4-eeb2-11e9-9c3d-83c26ac0bdbd/id3/c865abf494ec5065a85f2cb082983823.mp3 [id3FileProcessing] => [id3FileSize] => 100271 [parentId] => [guid] => https://davelorenzo.com/?p=2753 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b7fb73f6-eeb2-11e9-9c3d-df79f75edd06 [createdAt] => 2019-10-14T13:44:56.968-05:00 [updatedAt] => 2019-10-24T07:33:15.557-05:00 [title] => DTSM 11: Patrick Murphy: Relationship Based Sales [pubdate] => 2019-06-06T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b7fb73f6-eeb2-11e9-9c3d-df79f75edd06/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 11 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Patrick Murphy of Heartland Payment Systems.

    In this episode, Dave and Pat discuss:

    • The power of having an external orientation. 
    • Why relationship sales is better than transactional sales.
    • How to attract more referrals and build relationships with referral sources.
    • The power of a great networking group and networking meetings.


    Key Takeaways and actionable tips:

    • Have a strong pipeline by having a minimum of 5 first time appointments each week. 
    • Cultivate referral sources. 
    • Discipline yourself, force yourself, to be out and selling.
    • Think about strategic networking partners, not just your usual contacts.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7fb73f6-eeb2-11e9-9c3d-df79f75edd06/stripped_69f543b37b5f9e66758917645fa87665.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN9780473293.mp3 [size] => 27313214 [duration] => 1707.08 [uid] => CSN9780473293 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Pat_Murphy.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b7fb73f6-eeb2-11e9-9c3d-df79f75edd06/id3/0f528ad71f7618f6656dbd035ccaf8fe.mp3 [id3FileProcessing] => [id3FileSize] => 100261 [parentId] => [guid] => https://davelorenzo.com/?p=2741 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b81e65b4-eeb2-11e9-9c3d-1f7e27513263 [createdAt] => 2019-10-14T13:44:57.198-05:00 [updatedAt] => 2019-10-24T07:45:44.233-05:00 [title] => DTSM 10: Gerry Oginski: Using Video to Grow Your Business [pubdate] => 2019-05-30T02:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b81e65b4-eeb2-11e9-9c3d-1f7e27513263/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 10 [subtitle] => The Do This Sell More Show is a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Gerry Oginski. In this episode, Dave and Gerry discuss: How Gerry got into video and how it has grown his business. [summary] => The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Gerry Oginski.
    In this episode, Dave and Gerry discuss:
    • How Gerry got into video and how it has grown his business. 
    • His secret to making all information interesting. 
    • The evolution of YouTube and creating content for your videos. 
    • The beginnings and growth of Lawyers’ Video Studio.
    Key Takeaways and actionable tips:
    • Develop trust with your viewer and teach them something they didn’t know. 
    • The more you continue to give great information in an interesting way, they will continue to watch. 
    • Provide content for your audience, not just about you. 
    • Use the same topic for your video, your blog, your article, and your FAQs. Expand your online content at the same time. 


    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b81e65b4-eeb2-11e9-9c3d-1f7e27513263/stripped_1ac2231f51e4eb53dc844c632207a0ff.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6472187332.mp3 [size] => 31580995 [duration] => 1973.81 [uid] => CSN6472187332 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Gerry_Oginski.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b81e65b4-eeb2-11e9-9c3d-1f7e27513263/id3/54593db077d0287a2cd68e055c6ce3bb.mp3 [id3FileProcessing] => [id3FileSize] => 100851 [parentId] => [guid] => https://davelorenzo.com/?p=2698 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b83aa03a-eeb2-11e9-9c3d-c79ce15a5493 [createdAt] => 2019-10-14T13:44:57.384-05:00 [updatedAt] => 2019-10-24T07:45:11.005-05:00 [title] => DTSM 09: Deb Gabor: A Branding Clinic for Your Self Brand [pubdate] => 2019-05-23T02:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b83aa03a-eeb2-11e9-9c3d-c79ce15a5493/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 9 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Deb Gabor.

    In this episode, Dave and Deb discuss:

    • How your brand is your target and the 3 questions to ask to raise their profile. 
    • Building your brand and story around a specific avatar. 
    • How to get inside the head of your ideal client.
    • Consistency and authenticity in brand success.

    Key Takeaways and actionable tips:

    • Don’t try and be everything to everyone. Focus everything on your best customer and build the brand for the best customer. 
    • Your ideal customer is a human being, not a business. 
    • Irrational loyalty is available to any company as long as you understand your customer’s hero story.
    • Don’t get stuck in the middle of the pyramid, go to the top of the pyramid.

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b83aa03a-eeb2-11e9-9c3d-c79ce15a5493/stripped_feba4f7fe1f5cba56c0472dd6cc59865.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN8007959012.mp3 [size] => 28637309 [duration] => 1789.83 [uid] => CSN8007959012 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Deb_Gabor.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b83aa03a-eeb2-11e9-9c3d-c79ce15a5493/id3/9b4dca65b1ace46375e3c6c7dfeaefca.mp3 [id3FileProcessing] => [id3FileSize] => 100403 [parentId] => [guid] => https://davelorenzo.com/?p=2688 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b85e97ba-eeb2-11e9-9c3d-1f0a712f161f [createdAt] => 2019-10-14T13:44:57.620-05:00 [updatedAt] => 2019-10-24T07:53:58.508-05:00 [title] => DTSM 08: Adam Hergenrother: Let Your Business Enable Your Lifestyle [pubdate] => 2019-05-16T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b85e97ba-eeb2-11e9-9c3d-1f0a712f161f/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 8 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Adam Hergenrother.

    In this episode, Dave and Adam discuss:

    • Maximizing each moment. 
    • The importance of meditation and Transcendental Meditation. 
    • Eradicating mediocrity.
    • Increasing your mental fitness and training yourself to handle the problems that show up.


    Key Takeaways and actionable tips:

    • Discipline equals freedom. 
    • Go to your appointments you have now and cut them in half. 
    • Clarity equals speed.
    • Every day you have the opportunity to create self-mastery – to overcome the voice inside your head that says “no”.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b85e97ba-eeb2-11e9-9c3d-1f0a712f161f/stripped_7f12b2a036084001de3b43740c6bf727.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN7386643759.mp3 [size] => 25494674 [duration] => 1593.42 [uid] => CSN7386643759 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Adam_Hergenrother.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b85e97ba-eeb2-11e9-9c3d-1f0a712f161f/id3/2edfb1f8048e067342f4507c51c38900.mp3 [id3FileProcessing] => [id3FileSize] => 100115 [parentId] => [guid] => https://davelorenzo.com/?p=2674 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b8797eb8-eeb2-11e9-9c3d-3bb040d11b41 [createdAt] => 2019-10-14T13:44:57.798-05:00 [updatedAt] => 2019-10-24T07:59:24.584-05:00 [title] => DTSM 07: Michele Barard: Discovering Your Superpower [pubdate] => 2019-05-09T02:05:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b8797eb8-eeb2-11e9-9c3d-3bb040d11b41/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 7 [subtitle] => [summary] => The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Michele Barard.
    In this episode, Dave and Michele discuss:
    • Michele’s mission to help 350 women become entrepreneurs by starting or expanding their side hustles. 
    • Success stories in her career. 
    • Converting your passion into your full time.
    • Maintaining productivity in a work-from-home environment.
      Key Takeaways and actionable tips:
    • What do you do well that other people see value in? 
    • Utilize your natural network whenever possible. 
    • If you’re writing a book, start building your audience on the front end.  
    • Don’t multitask – there’s no such thing. Either you’re doing one thing really well, or a bunch of things not as well.


    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b8797eb8-eeb2-11e9-9c3d-3bb040d11b41/stripped_161640182999ae63dbc79c6ac211ceb9.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN3534675252.mp3 [size] => 31214863 [duration] => 1950.93 [uid] => CSN3534675252 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Michele_Barard_NEW.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b8797eb8-eeb2-11e9-9c3d-3bb040d11b41/id3/8c4a47a0f4d5d78b470624f66620c025.mp3 [id3FileProcessing] => [id3FileSize] => 100271 [parentId] => [guid] => https://davelorenzo.com/?p=2665 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b88d2b48-eeb2-11e9-9c3d-473aa4eb237a [createdAt] => 2019-10-14T13:44:57.925-05:00 [updatedAt] => 2019-10-24T08:05:35.048-05:00 [title] => DTSM 06: Steven Sashen: Creating and Connecting with a Purpose [pubdate] => 2019-05-02T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b88d2b48-eeb2-11e9-9c3d-473aa4eb237a/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 6 [subtitle] => [summary] => The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Steven Sashen.
    In this episode, Dave and Steven discuss:
    • The Shark Tank Experience. 
    • Why Xero Shoe is a movement. 
    • Building a community. 
    • The reality of the guarantee. 
    •   
    Key Takeaways and actionable tips:
    • Create your product to support the purpose. 
    • Build your marketing based on the customer lifecycle. 
    • A guarantee isn’t dangerous if you have a good product. 
    • Just be a nice person. Don’t let the anonymity of the internet change the way you interact with humans as a human being.


    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b88d2b48-eeb2-11e9-9c3d-473aa4eb237a/stripped_04fd978c6d27609269782dc5bfb7435b.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN9528547474.mp3 [size] => 28967497 [duration] => 1810.47 [uid] => CSN9528547474 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Steven_Sashen.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b88d2b48-eeb2-11e9-9c3d-473aa4eb237a/id3/1bbe9b17afeccab64de9c0396f8eea8f.mp3 [id3FileProcessing] => [id3FileSize] => 100021 [parentId] => [guid] => https://davelorenzo.com/?p=2624 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b8a77bb0-eeb2-11e9-9c3d-6374c04f94b6 [createdAt] => 2019-10-14T13:44:58.099-05:00 [updatedAt] => 2019-10-24T07:34:18.357-05:00 [title] => DTSM 05: Barry Conchie: Sales and Leadership [pubdate] => 2019-04-25T06:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b8a77bb0-eeb2-11e9-9c3d-6374c04f94b6/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 5 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Barry Conchie.

    In this episode, Dave and Barry discuss:
    • Lessons of leadership. 
    • Mindset shift before change is made. 
    • Building complementary partnerships.
    • Variations on the sales ladder within a company.
      Key Takeaways and actionable tips:
    • Don’t operate on the pretense of success, when evidence says it won’t. 
    • We cannot assess ourselves without bias, take an objective assessment to know your strengths and weaknesses. 
    • Being a brilliant performer in the sales role, is not a guarantee you will be a great sales leader.  
    • Numbers-game sellers and relationship sellers are two different personalities of people.

     

    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b8a77bb0-eeb2-11e9-9c3d-6374c04f94b6/stripped_92e774c053d3d2fca6f6e9b3dc77bac4.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6463791129.mp3 [size] => 31226148 [duration] => 1951.63 [uid] => CSN6463791129 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/barry_conchie.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b8a77bb0-eeb2-11e9-9c3d-6374c04f94b6/id3/98be463d410c8091ca459f3f11ce2990.mp3 [id3FileProcessing] => [id3FileSize] => 100229 [parentId] => [guid] => https://davelorenzo.com/?p=2587 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b8cf25ac-eeb2-11e9-9c3d-4b47703ebf20 [createdAt] => 2019-10-14T13:44:58.360-05:00 [updatedAt] => 2019-10-24T07:36:43.412-05:00 [title] => DTSM 04: Jeremy Leveille: Maximize Your Inbound Sales [pubdate] => 2019-04-18T02:05:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b8cf25ac-eeb2-11e9-9c3d-4b47703ebf20/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 4 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Jeremy Leveille.

    Inbound sales is a significant focus for every business. On this episode of the Do This Sell More show, we focus on the best ways to grow inbound sales.

    In this episode, Dave and Jeremy discuss:

    • What clicked for Jeremy in sales.
    • Jeremy’s approach – both in social settings and in sales settings.
    • How your mindset shifts when you just go in without a fear of rejection.
    • The connection between comedy and sales.

    Key Takeaways and actionable tips:

    • Interact with strangers in public, and your sales skills will become better.
    • A brushoff doesn’t mean they aren’t interested, it means they aren’t paying attention, so reframe your question and get their attention.
    • Be strategic in your prospecting – not everyone will connect to the same pitch.
    • Be human, not a robot, in your interactions with others.
    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b8cf25ac-eeb2-11e9-9c3d-4b47703ebf20/stripped_2d517c861cfed7ed76a7331606a9aabd.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN5621673005.mp3 [size] => 26200607 [duration] => 1637.54 [uid] => CSN5621673005 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/Jeremy_Leveille.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b8cf25ac-eeb2-11e9-9c3d-4b47703ebf20/id3/9f22c0114710bf6da14b0c55d99cd667.mp3 [id3FileProcessing] => [id3FileSize] => 100665 [parentId] => [guid] => https://davelorenzo.com/?p=2538 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b9851fb0-eeb2-11e9-9c3d-4b308596f53d [createdAt] => 2019-10-14T13:44:59.550-05:00 [updatedAt] => 2019-10-24T07:38:15.227-05:00 [title] => DTSM 03: Lou Diamond: Thrive With The Master Connector [pubdate] => 2019-04-11T11:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b9851fb0-eeb2-11e9-9c3d-4b308596f53d/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 3 [subtitle] => [summary] =>

    The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Lou Diamond.

    Are you ready to become a master connector?

    Each week Dave Lorenzo interviews a business leader who knows how to grow revenue with relationship sales. He does this on his YouTube Show titled Do This Sell More. The show is also released as a podcast. This week Dave interviews master connector and best selling author Lou Diamond.

    In this episode, Dave and Lou discuss:
    • The most effective way to sell.
    • Understanding the people we are trying to sell to and how we can best help them.
    • The critical mistake not to make when you’re looking to connect.
    • Customizing as you prospect.
    Key Takeaways and actionable tips:
    • The excess of screen time is affecting not only our eyes, but also our souls.
    • The only person that matters in the room is the person that you are pitching and connecting to.
    • Ask great questions.
    • The most successful people are the ones that prepare the most.


    [audioFile] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b9851fb0-eeb2-11e9-9c3d-4b308596f53d/stripped_3977d9f1346de0bfac1032bd650d83a3.mp3 [downloadUrl] => http://traffic.megaphone.fm/CSN6516631822.mp3 [size] => 19932891 [duration] => 1245.81 [uid] => CSN6516631822 [originalUrl] => https://traffic.libsyn.com/secure/davelorenzo/DTSM_Lou_Diamond.mp3?dest-id=1537700 [bitrate] => 128 [samplerate] => 44100 [channelMode] => stereo [vbr] => [audioFileProcessing] => [podcastId] => b1518356-eeb2-11e9-9426-8f12c1de9e5f [preCount] => 1 [postCount] => 1 [insertionPoints] => Array ( [0] => 948.5815873015873 ) [id3File] => https://megaphone-prod.s3.amazonaws.com/podcasts/b1518356-eeb2-11e9-9426-8f12c1de9e5f/episodes/b9851fb0-eeb2-11e9-9c3d-4b308596f53d/id3/71b8bb4e6c549358e2db0e6595610def.mp3 [id3FileProcessing] => [id3FileSize] => 100811 [parentId] => [guid] => https://davelorenzo.com/?p=2501 [pubdateTimezone] => Eastern Time (US & Canada) [originalFilename] => [preOffset] => 0.0 [postOffset] => 0.0 [spotifyIdentifier] => [expectedAdhash] => [audioFileUpdatedAt] => [draft] => [externalId] => [customFields] => )
  • The Do This Sell More Show began as a weekly...
  • Array ( [id] => b9a88388-eeb2-11e9-9c3d-bbc0b8029a9b [createdAt] => 2019-10-14T13:44:59.784-05:00 [updatedAt] => 2019-10-24T07:40:23.650-05:00 [title] => DTSM 02: Alan Weiss: No Guilt, No Fear, No Peer [pubdate] => 2019-04-04T02:00:00.000-05:00 [author] => [imageFile] => https://megaphone.imgix.net/podcasts/b9a88388-eeb2-11e9-9c3d-bbc0b8029a9b/image/DTSM-V4.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 2 [subtitle] => The Do This Sell More Show is a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Alan Weiss. In this episode, Dave and Alan discuss: Moving beyond your own cocoon and taking in the rest of the world. [summary] =>

    The Do This Sell More Show is a weekly interview between Dave Lorenzo and a special guest. This week Dave's guest is Alan Weiss.

    In this episode, Dave and Alan discuss:
    • Moving beyond your own cocoon and taking in the rest of the world.
    • Differentiating yourself as someone you and others want to know.
    • Networking – it’s a process, not an event.
    • Creating and maintaining a healthy self-esteem when you’re an independent professional or sales executive.
    Key Takeaways and actionable tips:
    • Be well-read and well-traveled.
    • Stop talking about your field and start talking about other things.
    • Charge for value.
    • Appear in the public square that makes sense to your clients frequently with new intellectual property.
    • Do not listen to unsolicited feedback.


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  • The Do This Sell More Show is a weekly interview...
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    Make a Great Living and Live a Great Life®️


    Welcome to Do This Sell More! In this podcast, you will learn how to develop more and deeper relationships to make more money and still get home on time every night. Dave introduces himself and why you should listen to this show. You can change everything and take control of your future by focusing on relationship-based sells. When you learn how to build relationships, you learn how to generate revenue on demand. This podcast is for everyone. So co

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  • Make a Great Living and Live a Great Life®️Welcome to...

Do This Sell More: Sales And Marketing for Entrepreneurs and Business Leaders

David Lorenzo

Business Growth Expert 🚀Sales Strategy 💰 Sales Training Academy Developer 👨🏻‍🎓👩🏼‍🎓 Award-Winning Author🏆 Media Host 🎙

Attention professionals and business leaders:

If you have trouble articulating your sales strategy...
If you want to grow your revenue…
If you hate cold calling…
If you'd like a step-by-step process to help you grow sales though relationship-development…
If you're looking for sales training or relationship-based sales tips...

This might be the most important LinkedIn profile you review this week, this month, or even this year.

Spend a few minutes watching some of my FREE sales training videos.

In these videos you will discover:

- Thousands of FREE Sales Training ideas
- Why cold calling is dead and leads to burnout and wasted time
- How to initiate and deepen relationships with C-Level executives
- Sales training to cut high-ticket, long sales cycles in half are more fun and make them your path to financial freedom
- Five ways to develop relationships with affluent families and why they NEED You
- The relationship-based system to shorten the B2B sales cycle
And much, much more

I give away all this great sales training for FREE on my YouTube Channel.

I do this because I believe in delivering value FIRST as a way to build relationships.

During the past 28 years I’ve built 5 professional service businesses and lead the sales effort in each.

I’m glad you found me here on LinkedIn. I hope we get to know each other.

Toll Free: (888)444-5150
Direct: (786)436-1986

Expertise: Sales Training, Sales Acceleration, Sales Enablement, Leadership, Sales, Business Development, Marketing, Account Management, Sales Strategy, Sales Force Effectiveness, Law Firm Marketing, Legal Marketing, Attorney Marketing, Marketing for Lawyers, Sales for Professional Firms #Sales
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