Category Archives: SALES

AUTHORS, BUSINESS, MARKETING, SALES

Rick Wong: The five abilities you need to win lifelong customers

Joined in studio today by Rick Wong, Founder and CEO of The Five Abilities LLC, and author of Winning Lifelong Customers with The Five Abilities.

Discussion guide from our conversation with Rick Wong:

Rick Wong1. The Five Abilities that people instinctively look for from the people they choose to do business with.
a. Visability
b. Credability
c. Viability
d. Capability
e. Reliability

2. Worse than not winning business is winning the wrong business. Don’t do that.

3. How to nail the personal motivations of the people making key decisions.

4. Creating a ‘suspicion-of-value’ in the mind of customers such that they ask to know more. The new value prop.

5. The best time to sell is when they’re not buying. Be in first place before the competition starts.

Find Rick Wong’s book here:

About Rick Wong:

Rick is the creator of The Five Abilities® sales methodology and is the CEO/Founder of The Five Abilities LLC. Rick has spent more than 35 years growing revenue for Fortune 100 companies as an employee, partner, and seller. He held posts at American Bank Stationery, Hewlett-Packard, and Microsoft, and exited as VP Global Device Partners, in Microsoft’s OEM Division. He spent a decade in global leadership roles including three years as VP Asia and four years as VP Global Device Partners, for Microsoft’s OEM Division. His teams drove design wins along with global sales and marketing, with Asian device manufacturers.

He has also had success in his own entrepreneurial pursuits ranging from co-owning a franchise to launching his own music production company which resulted in national press, sales, and radio play, of children’s music that he composed and performed. He used the music to raise funds for Children’s oriented non-profits in the Seattle area.

As a successful salesperson, sales manager, marketer, corporate executive, and entrepreneur, Rick learned from his own experiences and from the incredibly successful business leaders with whom he’s been blessed to work. He has documented his learnings about successful selling in his book, Winning Lifelong Customers with The Five Abilities®, which will launch on January 18, 2017.

Rick also serves as an advisor to the CEO/Founder of Simplicity Consulting, a marketing consulting firm that has been named to the Inc 5000, five years in a row. He also serves on the Board of Directors for Vision House, a Christian non-profit company that serves homeless custodial parents with children in King County, Washington.

In his spare time, Rick enjoys music, both listening and playing. He enjoys reading and watching sports of all types. He personally enjoys fly-fishing, cycling, and hiking. He’s been married to his best friend since 1981. Their son works in the high-end restaurant industry in NYC and has entrepreneurial ventures of his own. Their daughter works at Amazon in their digital media business.

Rick has a BS in Business & Food Science from Oregon State University along with an MBA from the University of Washington’s Foster School of Business.

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AUTHORS, BUSINESS, SALES

Jeb Blount: Leveraging a new psychology of selling (your Sales EQ)

Joined in studio by Jeb Blount, speaker, CEO of Sales Gravy, and author of many books including Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal!

Discussion guide from our conversation with Jeb Blount:

Jeb Blount1. Understanding the new psychology of selling.

2. Buyers now have more power – and why this matters to you, the salesman.

3. What is emotional intelligence?

4. Successful salesmen have learned how to leverage this new psychology of selling, Sales EQ (emotional intelligence).

5. Top earners are aware that the experience of buying from them is far more important than products, prices, features, and solution.

6. Scripts and processes aren’t as important as you think, but you still must “control the sales conversation.”

7. How to increase your Sales EQ / the 15 Sales Specific Emotional Intelligence Markers.

Find Jeb Blount’s latest book here:

About Jeb Blount:

Jeb is the best-selling author of eight books including Sales EQ, Fanatical Prospecting, People Follow You, People Buy You. He is a Sales Acceleration specialist who helps organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his companies – Sales Gravy, Channel EQ, and Innovate Knowledge – he advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.

Under Jeb’s leadership Sales Gravy has become a global leader in sales acceleration solutions including sales recruitment and staffing, sales on-boarding automation, custom sales training curriculum development and delivery, sales coaching, and online learning. As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. He has been named one of the top 50 Most Influential Sales and Marketing Leaders (Top Sales Magazine), a Top 30 Social Selling Influencer (Forbes), a Top 10 Sales Experts to Follow on Twitter (Evan Carmichael), a Top 100 Most Innovative Sales Blogger (iSEEIT), a Top 20 must read author (Yes Magazine & Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. His flagship website, SalesGravy.com, is the most visited sales specific website on the planet.

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BUSINESS, MARKETING, SALES

Neil Berman: Results-driven email marketing

Joined in studio today by Neil Berman, the president and CEO of Delivra, results-driven email marketing.

Discussion guide from today’s conversation with Neil Berman:

Neil Berman1. The importance of email marketing.

2. Email marketing tips for small and mid-sized businesses.

3. Using email and SMS messaging to generate revenue.

4. Do’s and Don’ts of drip campaigns.

5. What are people still doing wrong with email marketing?

6. How to properly build your mailing list.

About Neil Berman:

With nearly 20 years in the software industry, Delivra founder and CEO Neil Berman continues to be driven by a passion to find innovative solutions that help clients win in their industries. Neil draws upon his extensive skills in executive leadership, strategic planning, financial management and team building to lead his Indianapolis-based company. He promotes strong cultural values as the essential ingredient to sustaining a high performing team, which has helped the company earn the ranking as one of Indiana’s Best Places to Work. Neil also is steadfast in promoting the company’s mission to succeed by focusing on helping its clients succeed first.

In addition to helping Delivra’s clients overcome their marketing challenges, Neil regularly shares his knowledge with the business community as a speaker, blog author and interview subject for media outlets. Neil’s commitment to Delivra, his staff and clients has helped the company land on Inc. 5000’s List of the Fastest Growing Private Companies in America. The company’s clients include small- to large-size businesses across the nation, including Samsung, Red Gold, The American Legion and Butler University.

Neil, a graduate of University of Minnesota’s Business Administration School, has served as a member and leader for various industry organizations, including the Indiana CPA Society, the American Marketing Association and the Business Marketing Association.

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BUSINESS, MARKETING, SALES

Doug Karr + Jenn Lisak: Fresh thinking on marketing technology

Joined on the show by Douglas Karr and Jenn Lisak, of DK New Media!

Today’s discussion topics: Content marketing, blogging for business, podcasting for business, SEO optimization, landing page optimization, increasing conversation rates, and how to make outsourced work authentic.

About Douglas Karr + Jenn Lisak:

Douglas has co-founded several companies and been a crucial resource for several marketing and technology startups. Douglas started in the traditional marketing space in print advertising, database marketing and direct mail, and then transitioned to digital media when it was still young. He quickly raised through the ranks of search engine marketing professionals and is now known around the globe for his focus on multi-channel marketing with respect to search, pay-per-click, social and other strategies.

Working with the main brands like GoDaddy, Angie’s List, the Indianapolis Colts, Douglas is an expert at developing digital marketing strategies tailored to DK New Media’s clients’ resources and processes. He’s vendor agnostic and works especially well in coordinating lead gen efforts for companies with outbound sales departments.

Douglas has been recognized by LinkedIn in their Sophisticated Marketing Guide as a top marketer, and his blog is known internationally as a resource for marketing-related technology research and discovery. Douglas is also an Analyst for VentureBeat and is developing an organic search engine marketing report.

He also assists investors and investment firms with research and due diligence on prospective investments.

Jenn Lisak is the Vice President and Content Strategist for DK New Media, an inbound marketing agency that specializes in new media optimization, social media, infographics, and marketing strategy. She is responsible for content and infographic development, social media strategy, and managing and advocating for her clients. She writes and speaks on content marketing, infographics, and social media.

Jenn was also a 2014 committee member for the Connectivity committee for Plan 2020, the bicentennial plan for Indianapolis and Marion county. She was also a part of Class 3 of Indy Hub’s 1828 Project, a gathering of young leaders between the ages of 18 and 28, and she received Techpoint’s Tech 25 award in 2015.

Jenn graduated from Butler University with a Bachelors degree in marketing in 2010. She was also nominated for Indy’s Best and Brightest award for the technology division in 2012 and 2013. Jenn was named partner for DK New Media at 26 years old. She is also a main contributor for the Marketing Tech Blog.

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BUSINESS, MARKETING, SALES

Sunny Bonnell: Purpose-driven branding vs. traditional branding

Joined in studio by Sunny Bonnell, Co-Founder and Creative Director of Motto, an award-winning branding and design firm.

Discussion guide from my conversation with Sunny Bonnell:

Sunny Bonnell1. What is Sunny’s definition of branding?

2. Purpose, vision, and promise.

3. What are keys to successful Kickstarter campaigns?

4. Purpose-driven branding vs. traditional branding…what is the difference?

5. How to identify and capture a company’s brand personality?

6. Emotion AND meaning.

About Sunny Bonnell:

Sunny is a branding expert and serves as the co-founder and creative director at Motto, a comprehensive branding firm that works with ambitious companies and entrepreneurs who are eager to build remarkable brands. Under her leadership, Motto is the company behind several well known brand campaigns including Orison, the challenger to the Tesla Power Wall, which launched on Kickstarter and surpassed their goal by 7x, the rebranding of USA Today’s Humankind digital video initiative, and the branding and digital platform for Johnny Cupcakes’ personal brand, who has become one of the most relevant motivational business speakers for today’s generation. She holds an MFA in Design & Visual Communication from the prestigious Savannah College of Art & Design.

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AUTHORS, BUSINESS, LEADERSHIP, MARKETING, SALES

Dan Roam: Why drawing makes you a better leader, salesman, and innovator!

Joined in studio by Dan Roam, the president of Digital Roam Inc, and the author of Draw To Win: A Crash Course On How To Lead, Sell, And Innovate With Your Visual Mind. Learn more about Dan here.

Discussion guide from my conversation with Dan Roam:

Dan Roam1. We’ve always communicated visually, from our earliest days. Why have we stopped?

2. The role technology plays in today’s visual communications.

3. “But I can’t draw, Dan?”

4. Seven basic shapes that explain just about everything.

5. Are there new tools we can use for visual communication?

6. How does visual communication help you lead, sell, and innovate?

7. We’ve done this since childhood. Why you need to do it again!

Find Dan Roam’s book here:

About Dan Roam:

Dan is the author of four international bestselling books on visual communications which have been translated into 31 languages. “The Back of the Napkin: Solving Problems with Pictures” was named by Fast Company, The London Times, and BusinessWeek as ‘Creativity Book of the Year.’ Dan’s newest book, “Draw to Win” will be published by Penguin Portfolio this week. Dan has helped leaders at Google, Microsoft, Boeing, Gap, IBM, the US Navy, the United States Senate, and the White House solve complex problems with simple pictures.

Dan and his whiteboard appear frequently on CNN, MSNBC, ABC, CBS, Fox, and NPR. Dan graduated from the University of California Santa Cruz with a Bachelor of Arts in Fine Art and a Minor in Biology. Dan lives in San Francisco.

Dan Roam

Dan Roam

Dan Roam

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AUTHORS, BUSINESS, SALES

Anthony Iannarino: The core attributes you need for sales success

Joined in studio today by Anthony Iannarino, speaker, sales leaders, and author of The Only Sales Guide You’ll Ever Need. Click here to learn more about Anthony.

Discussion guide from my conversation with Anthony Iannarino:

Anthony Iannarino1. “I didn’t believe what I was actually doing was selling. It was something else…”

2. Dream clients. Do you actually have them? And are you actually going after them?

3. Are you delivering value?

4. Do you have real business acumen?

5. Mindset and skillsets.

6. The power of blogging every day.

7. Taking action, and why most don’t.

8. Self-discipline, the true key to sales success.

Find Anthony Iannarino’s book here:

About Anthony Iannarino:

Anthony Iannarino is an international speaker, an author, and entrepreneur.

Anthony is the Managing Director of B2B Sales Coach & Consultancy. He also owns part of his family’s staffing business, a company he has grown from 3M to 45M with a small sales force of 6 people. Anthony teaches Professional Selling, Persuasive Marketing, and Social Media Marketing at Capital University’s School of Management and Leadership.

Anthony graduated from Capital University with a summa cum laude dual major in Political Science and English Literature. He then attended Capital University Law School on the Dean’s Academic Scholarship. Without a break in between, he attended Harvard Business School, completing their Owner President Manager executive education.

Anthony is internationally recognized as a thought leader in sales, with his award winning The Sales Blog being read by 65,000 people each month. His Sunday newsletter reaches 80,000 people each week.

Anthony has been named one the 50 most influential people in sales by Top Sales World. He was also named one of the 25 most influential people in sales by Open View Partners.

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BUSINESS, MARKETING, SALES

Explaining The Small Business Failure Rate

Statistics about business success aren’t reassuring.

About 80 percent of new businesses fail in the first 18 months, according to Bloomberg Business research. During the economic meltdown of 2008, for the first time in decades more businesses closed than were started.

“What business owners don’t seem to understand is that what’s required, not only to survive but to thrive, is within their control,” says Pamela Herrmann, author of “The Customer Manifesto: How Business Has Failed Customers And What It Takes To Earn Lasting Loyalty.”

“The typical business owner has no idea how to create leverage, how to utilize new technologies, how to strategize to be competitive, or how to stop the hemorrhaging of cash in the form of failed online-marketing investments.”

Herrmann is co-founder with Patty Dominguez of CREATE Buzz (www.CreateBuzzNow.com), which is changing the way small businesses connect with customers – both online and offline. Dominguez and Herrmann review four business mistakes – and ways to correct them:

Missing the biggest revenue opportunity. Much of traditional marketing focuses on attracting new customers. “But the biggest revenue opportunity is in keeping existing customers,” Dominguez says. Among the ways to keep customers loyal: Always greet them warmly. If they are waiting in line, thank them for their patience and assure them you’ll be with them promptly. Make certain your business is clean and comfortable. Use words such as “my pleasure,” “absolutely” and “you’re most welcome” instead of “sure,” “no problem” or “yeah.”

Tracking the wrong metrics. Business owners often make marketing decisions based on short-term data, like how much money is in the bank or how many sales they made last month. This is reactive — not proactive.

Herrmann and Dominguez say the way to focus on the right metrics is to ask such questions as: How many new leads did you get this month? How much did it cost you to acquire that new lead or customer? What’s the average value of a single transaction?

Failing to manage their message across all customer touch points. Most businesses are unaware of all the ways consumers use technology to find them. Businesses should create a Customer Journey Map so they can see all the touch points across all channels, measure how well they are doing and then identify gaps and opportunities.

Being unaware of marketing fundamentals. Just like an archer tries to hit the bull’s-eye, an entrepreneur tries to reach customers. No matter how many arrows that may be in her quiver, if she doesn’t know how to aim, she’ll probably miss. The same is true with marketing.

“You need to know who you’re marketing to,” Dominguez says. “Why are you marketing to them? What are their wants and needs? When you do you this effectively, you shift from sinking money into fixing problems and into growing your business through strategic decision making.”

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Pamela Herrmann and Patty Dominguez cofounded CREATE Buzz (www.createbuzznow.com), an online training experience that helps business owners and their employees get powerful, positive and practical customer engagement habits that build loyalty. Herrmann and Dominguez co-host the Customers For Life podcast and The Morning Would Show, providing daily motivation.

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AUTHORS, BUSINESS, INCUBATOR, LEADERSHIP, MARKETING, SALES

Jeff Loucks: How to beat disruptive competitors at their own game

Joined in studio today by Jeff Loucks of the Cisco Digitization Office, and co-author of Digital Vortex: How Today’s Market Leaders Can Beat Disruptive Competitors at Their Own Game.

Discussion guide from my conversation with Jeff Loucks:

Jeff Loucks1. We discuss the research behind the book.

2. We hear a lot about digital disruption. Is it real or is it hype? How does competition change in the age of disruption?

3. You compare digital disruption to a vortex. How does this explain how disruption works? And what will be affected?

4. Digital disruptors focus on the value, not the value chain when they innovate.

5. Organizations must be agile to respond to disruption. “Digital business agility.”

6. Are digital disruptors always the enemy? Can established organizations use them to their advantage?

Find Jeff Loucks’ book here!

About Jeff Loucks:

Jeff is a director with the Cisco Digitization Office and a visiting scholar at the Global Center for Digital Business Transformation, an IMD and Cisco initiative.

Jeff works with Global 500 firms and innovative startups to explore the strategies and concrete steps companies must take to thrive in an era of digitization. Through fifteen years of research, writing, and consulting, Jeff has helped companies capitalize on technological change by transforming their business models. Jeff is especially interested in the strategies organizations use to adapt to accelerating change. An extensive academic background complements his technology expertise. He wrote his PhD dissertation on Machiavelli (one of the world’s great strategists) and draws upon philosophy, psychology, and political science to understand both institutional and human responses to today’s escalating challenges.

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AUTHORS, BUSINESS, MARKETING, SALES

Shama Hyder: Propel your marketing and transform your brand in the digital age

Joined in the studio by Shama Hyder, the CEO of The Marketing Zen Group, and the author of Momentum: How to Propel Your Marketing and Transform Your Brand in the Digital Age.

Discussion guide from my conversation with Shama Hyder:

Shama Hyder1. Agility through analytics.

2. Customer focus.

3. Integration.

4. Content curation.

5. Cross pollination.

6. How to spot opportunities to grow your organization.

7. Dealing with the overwhelm of today’s online ecosystem.

Find Shama Hyder’s latest book here:

About Shama Hyder:

Shama is a visionary strategist for the digital age. A web and TV personality, a bestselling author, and the award-winning CEO of The Marketing Zen Group—a global online marketing and digital PR company, she has aptly been dubbed the “Zen Master of Marketing” by Entrepreneur Magazine and the “Millennial Master of the Universe” by FastCompany.com. Under her leadership, The Marketing Zen Group has grown to include a team of 30 and serve clients ranging from publicly-held Fortune 500 companies to privately-held small businesses and nonprofit organizations across the globe.

Shama is the bestselling author of The Zen of Social Media Marketing, now in its 4th edition and Momentum: How to Propel Your Marketing and Transform Your Brand in the Digital Age, her latest book that launched in 2016. An acclaimed international keynote speaker, Shama has shared the speaking stage with the world’s top leaders, including President Obama and the Dalai Lama.

As a result of her success, Shama has been the recipient of numerous awards, including the prestigious Technology Titan Emerging Company CEO award. She was named one of the “Top 25 Entrepreneurs under 25” by Business Week in 2009, one of the “Top 30 Under 30” Entrepreneurs in America in 2014 by Inc. Magazine, and to the Forbes 30 Under 30 list of movers and shakers for 2015. LinkedIn named Hyder one of its “Top Voices” in Marketing & Social. Shama has been honored at both the White House and The United Nations as one of the top 100 young entrepreneurs in the country. Most recently her web show Shama TV was awarded a Hermes Gold award for Educational Programming in Electronic Media.

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