How To Sell More

Are you leaving millions on the table by focusing on individuals instead of entire organizations? Join us as Dr. Barbara Weaver Smith, co-author of "Whale Hunting: How to Land Big Sales and Transform Your Company" and "Whale Hunting with Global Accounts," shares her expertise on how small and mid-sized businesses can successfully hunt, land, and nurture relationships with large corporate clients. In this episode, Dr. Smith shares her knowledge on how to shift from winning over people to conquering entire accounts. You will learn: Why winning over individuals isn't enough and how to capture entire organizations The "Scout, Hunt, and Harvest" approach to landing big fish clients Why sending in a "lone ranger" salesperson is costing you huge opportunities How to assemble the perfect team to match a complex buying group's needs A 10-step process for identifying your next strategic move within a large account Benefits of separating account management from new business development Why fear is the biggest obstacle for buyers and how to overcome it Barbara's "Whale Fears and Fear Busters" exercise for addressing client concerns The power of becoming a "part of the organization" to expand your footprint How to calculate and prioritize your next moves within a large organization Why research is your secret weapon when pursuing enterprise-level accounts Dr. Smith's 1 tip for selling more to big companies that you can implement immediately Are you struggling to break into larger accounts or looking to maximize your existing enterprise relationships? Tune in for feasible strategies to take your sales to the next level! Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe  

Looking to simplify your sales approach and win more business in an increasingly complex world? Join us as Bob Marsh, Chief Revenue Officer at Bluewater Technologies, shares his philosophy of "winning through simplicity." Bob offers critical insights on reducing friction in sales, building trust with clients, and simplifying the sales process to achieve better outcomes. In this episode, he provides a powerful guide on removing friction from the sales process and building deeper customer connections. You will learn: Why the world is getting more complicated and how to manage overwhelm The four pillars of Bob's "Winning with Simplicity" framework How to build "noise-canceling confidence" and why it matters The game-changing "CEO fist bump" tactic that can drive more sales Why you need to aim for "third layer connections" with prospects How to reframe selling as an act of service, not manipulation The art of using options effectively without confusing customers Why "time management" is out and "impact optimization" is in Bob's top tip for selling more by smoothing out friction points The importance of building trust and demonstrating expertise to customers Benefits of understanding where friction exists in the customer's decision-making process Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe      

Need help to make your marketing efforts truly effective in today's noisy digital landscape? Look no further. Tune in as Jacqueline Woods, Teradata's Chief Marketing Officer, shares her data-driven approach to modern marketing strategy! In this episode, Jacqueline Woods shares her insights on targeted marketing, segmentation, and the science behind successful marketing campaigns. We’ll cover: Why precise targeting is crucial in today's crowded marketing landscape. How to effectively segment your audience by role, industry, and solution. How lower barriers to entry have increased competition. The power of a three-dimensional marketing matrix in reaching your customers. Why understanding different roles' priorities is key to effective messaging. How to leverage insights from one industry to innovate in another. Why marketing should be data-driven and intentional. Why some low-ROI activities might still be strategically important. How to balance data-driven decisions with strategic considerations. Why understanding customer needs is the foundation of successful selling. How to articulate your unique value proposition effectively. The critical importance of intentional, data-backed marketing decisions. How to avoid common pitfalls in pricing and promotion strategies. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe  

Are you tired of the confusing jargon and twisted theories surrounding business strategy? Join Dr. Chuck Bamford's direct approach to strategy - a method that cuts through the noise and gets straight to the point! In this episode, Mark Drager sits down with Dr. Chuck Bamford,  a managing partner at Bamford Associates who also teaches at the University of Notre Dame. With over two decades of experience teaching strategy and entrepreneurship, he's authored six strategy textbooks and won numerous teaching awards. Today, he's here to share his insights on creating practical strategic plans that drive real business growth.   In this episode, you’ll learn: The crucial difference between strategy and planning. Why strategy is about getting customers to choose you over competitors. How to identify what truly separates your business from others. The importance of shouting your competitive advantage from the rooftops. Why your employees aren't your competitive advantage (and what is). How to craft a meaningful mission statement that drives success. The danger of over-engineering your products or services. Why the ability to change strategy quickly is key to long-term success. How to dig deep and get beyond surface-level concepts in your strategy. Benefits of systems and standards in creating a sustainable competitive edge. Why many companies' value statements are 'garbage' and how to create meaningful ones. How to use 'Northstar goals' to guide your organization. The critical step of getting all employees moving in the same strategic direction. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Wouldn't it be nice if there was a way not to get so burned out as an entrepreneur? There is. It's called the "Burnout Prevention" strategy. Julie Bee discovered it while running her business and hasn't stopped using it. She first explained the "Burnout Prevention" strategy in her book "Burn: How Business Owners Can Overcome Burnout and Fuel Success". Now, entrepreneurs everywhere are embracing these techniques. Today, Julie joins Mark,  sharing six strategies to prevent and overcome burnout as an entrepreneur. In this episode, you’ll discover: How to recognize the early signs of burnout. Why taking a vacation isn't always the best advice for burned-out business owners. The importance of having a support group versus a networking group. Why burnout often happens after a huge success. How to leverage burnout for future growth and success. The 3-stages of burnout: attentional, emotional, and physical. Why entrepreneurs need to plan for potential burnout. How to identify your burnout "red flags" and triggers. The dangers of entrepreneurial "analysis paralysis". Why vulnerability and asking for help are crucial in preventing burnout. How to use the "perspective" of others to prioritize your focus. The importance of paying attention to insights gained during burnout. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

What if, instead of chasing your customers, you created an experience that had your customers flocking to you? This week, Mark is joined by experiential marketing expert Brook Jay, the founder and CEO of All Terrain, an award-winning marketing agency renowned for its innovative brand strategies and activations. Her keen insights into consumer behaviour and exceptional storytelling abilities have allowed her to lead groundbreaking campaigns for global giants like Ferrari, Nike, and PepsiCo.   In this episode, Brook shares insights on building emotional connections, standing out in crowded markets, and tracking the success of experiential marketing campaigns. Here are some of the topics Mark and Brook discuss in this episode: What is experiential marketing? From live events to pop-up attractions: the many forms of experiential marketing The pros and cons of experiential marketing How experiential marketing helps forge strong emotional connections with consumers B2B or B2C - can experiential marketing work for both? How to sell more by engaging people in memorable and authentic ways Measuring your ROI when using experiential marketing How storytelling and community building strengthen brand loyalty Experiential marketing’s real-time adaptability ensures campaigns stay relevant and effective Brook’s #1 strategy for selling more Follow Mark:  LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

If you’re struggling to unite your team, it may be time to get back to basics. This week, Mark is joined by Chris Costello, an executive leader with a remarkable track record of turning around struggling teams and driving significant growth. She has led multi-billion dollar revenue bases and built teams that excelled in even the most challenging environments.  Chris is known for her ability to meet customer needs through innovative solutions and for her bold, result-driven leadership style. In this episode, she shares insights on building trust, creating clear goals, and leading both small and large teams to success. Here are some of the topics Mark and Chris discuss in this episode: Why authentic leadership is so important The KPIs Chris focuses on as a leader Why your direct reports need to share your vision Avoiding analysis paralysis by blending data and intuition The importance of having leaders that trust you and leaders you can trust Why leaders need to show up and engage with C-suite and top-level events How being accessible to your team allows you to serve customers quickly The motivating power of recognizing your team Why executives need to go after those large strategic deals Chris Costello’s #1 tip for selling more Follow Mark:  LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Join Jonah Berger, a marketing professor at the Wharton School and bestselling author, as he unveils the hidden strategies of influence. Discover why we’re so easily swayed and how our peers can help us make better choices. Berger shares insights into the psychological nuances of persuasion, including why asking questions is more effective than telling. He discusses the importance of certainty and the potential risks of anti-persuasion behavior. Learn how to leverage influence for positive decision-making in your organization!

When was the last time you updated your LinkedIn profile? Or took the time to comment on a post while scrolling through your feed? This week, Mark speaks with Joshua B. Lee about how a well-optimized social media presence and authentic engagement allow you to build meaningful connections and establish a robust social and professional network.  Known as the "Dopamine Dealer of LinkedIn," Joshua is an entrepreneur, storyteller, author, and a firm believer in weaving genuine human connections into the digital tapestry.  He is the author of Balance is Bullsh*t, and the founder of Standout Authority, where he helps professionals and entrepreneurs shine on LinkedIn by breathing life into their personal brands.  He shares his expertise on creating authentic connections in the digital world and leveraging LinkedIn for business growth. Here are some of the topics Mark and Joshua discuss in this episode: How a well-crafted LinkedIn profile can open new doors for your business Why regular updates and active personal branding are crucial The top three things business owners should be doing to maximize their presence of LinkedIn Why leaders should ensure their LinkedIn profiles are comprehensive and reflective of their professional journey, not just a resume How to use the XYZ statement approach on your LinkedIn profile How engaging thoughtfully by providing insights elevates your visibility Why you should prioritize genuine relationship building, not just making the sale How leveraging personal stories and experiences in interactions helps humanize connections Why you should be encouraging and training your teams to engage on LinkedIn  Josua B. Lee’s #1 strategy for selling more Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

If you’ve been relying solely on demographic and psychographic data to reach and understand your target audience, you may be missing out. In this episode, Mark is joined by professor Dr. Marcus Collins, best-selling author of For the Culture, to explore the benefits to business leaders in finding alignment between their company's culture and the culture of their target customers and partners. Dr. Collins believes culture is the biggest influence on how we behave and that when connecting with customers, understanding their culture is more effective than identifying their demographics or personal preferences. As a strategist, he has helped steward some of the biggest brands in the world across a wide spectrum of industries—from tech to CPG, financial services to sport, and everything in between.  Here are some of the topics Mark and Dr. Collins discuss in this episode: The difference between personas, demographics and psychographics Why Dr. Collins believes culture is the most powerful signal of all How culture shapes consumer choices more deeply than simple data like age or shopping habits How real engagement with customers goes beyond collecting data and focuses on understanding their lives and values How aligning your business's values with your customers' culture can set you apart from competitors Why businesses tend to target the people who see the world the way they do  Why you're more likely to get better work, and a more enjoyable experience from people who have similar views, than from people who just pay very well How to get better at understanding how people see the world, translate the world, and behave accordingly Why businesses often mistake information for intimacy Dr. Collins’ #1 tip for selling more Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe