Plenty of companies struggle with crafting the perfect cold email. It’s either too long, too short, too impersonal, or it just doesn’t connect with your buyer. Identifying what’s missing and how to fix it can seem impossible, but our guest today has the process down to a science. We’re joined by Bob Kelly, my partner … Read more
Episode 32: Closing the Gap between Marketing and Sales – Max Traylor
Recent studies have shown sales people fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects? Today’s guest is Max Traylor, a marketing consultant who specializes in … Read more
Episode 30: Intersection of Sales and Marketing – Stephan Spencer
On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discussed the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also gave Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a … Read more
Episode 29: The Intense Planning and Logistics behind Expanding a Business – Hans Peter Bech
Our world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups … Read more
Episode 28: The ‘Why’ behind Predictable Prospecting – Jeremey Donovan
My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the … Read more
Episode 27: Planning Inbound Marketing Efforts through Thought Stages – Jay Abraham
Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details … Read more