I recently had the pleasure of interviewing David Hoffeld the author of a newly released book entitled “The Science of Selling“.  If you are someone who is in sales or marketing, then I would highly recommend you reading David’s new book.

David spent ten years studying what effects the buying patterns of consumers.  During this time David learned about the behavioral science behind “why” someone purchases goods or services from you versus from someone else.  He refers to this as the Six Whys, which starts with “Why Change?”, second is “Why Now?, third “Why Your Industry Solution?”, fourth “Why You and Your Company?”, fifth “Why Your Product or Service? sixth “Why Spend the Money“.

These are obviously great questions and throughout the book David answer the questions that will make you a better salesperson.  You will literally learn how to sell the way the brain constructs a buying decision, how to ethically sell to your potential customers emotions , how to ask questions the way our brains intuitively disclose information, how to boost your ability to influence other.

If you want more information about David Hoffeld you can check him out at his website by clicking here, or you can watch a great video at YouTube by clicking here.

I hope you enjoy this great interview with a thought leader in the area of sales and selling.

 

Do you own a business?  Are you thinking about venturing out and becoming an entrupauner?  Then you need to listen to this podcast with author John Warrillow and our discuss about his new book entitled “Built to Sell-Creating a Business that Can Thrive Without You.”  I know many of your reading this might be thinking, wouldn’t that be great.  According to John having a business that will thrive without you, is entirely possible.

John’s book revolves around a parable about an advertising agency where the owner is doing many of the wrong things to attain the ultimate of having a business that will thrive without him.  He meet a business guru who provides him with some sound advice, and his business starts to turn around.  Are you wondering what some of that advice was?

Well, here you go:

Tip#1, Don’t generalize;specialize. If you focus on doing one thing well and hire specialists in that area, the quality of your work will improve and you will stand out among the competitors.

Tip#2, Relying too heavily on one client is risky and will turn off potential buyers of your business.  Make sure that no one client makes up more than 15% of your revenue.  

Tip #3, Owning a process make it easier to pitch and puts you in control.  Be clear about what you are selling, and potential customers will be more likely to buy your product.

Tip#4, Don’t become synonymous with your company.  If buyers aren’t confident that your business can run without you in charge, they won’t make their best offer.

Tip#5, Avoid the cash suck. Once you’ve standardized your service, charge up front or use progress billing to create a positive cash flow cycle.

If you are looking to create greater value for your customers, and develop a business that is salable at the highest price then I highly recommend that you listen to my interview with author and businessman John Warrillow “Built to Sell“.  His advice and wisdom when it comes to developing a business that is salable and can thrive without you being present are extremely important to you not becoming a slave to your business.  I see to many people that this happens to, and it does not have to be the case if you develop your personal blueprint and follow John’s advice.

If you want more information about the book and John’s company click here for Value Builders System, or please click here to be directed to the book website.

I hope you enjoy this wonderful interview with someone who can lift most business people out of the doldrums of being chained to their businesses.

 

If all salespeople would follow the philosophy of Lisa Earle McLeod the author of “Selling with Noble Purpose” our world would be a better place.  Let’s face it we are all consumers of goods and services, and much of the time we are interacting with salespeople to purchase  goods and services.   We all have our horror stories of incredibly bad or dishonest salespeople, and it is never pleasant.

Lisa’s approach is so refreshing and needed in our world of commerce today.  As Lisa states ” Our deepest desire is to make a difference in the world–and our darkest fear is that we won’t.”   A Noble Sales Purpose is the secret of igniting a higher level of thinking and acting so that we are focused on the big picture.  What is our purpose, and are we fulfilling it by providing our products and services to our clients?  When you come from purpose is is proven that you outperform the market by 15:1, organizations that center their business on improving people’s lives have a growth rate triple of their competitors.

Having a focus on something greater than money itself will lead to greater performance, and more satisfied customers.

If you are interested in turning your organization into a purpose driven sales team then I would recommend reading Lisa new book, and listening to the podcast.

You can visit Lisa’s website by clicking here or you can visit her Facebook page.  Enjoy this wonderful interview with Lisa Earle McLeod.

I recently had the pleasure of interviewing author Lisa Nirell.  She has another new book that has just been released entitled ” The Mindful Marketer.”  

In Lisa’s new book she questions traditional marketing methodology, and provides the reader with alternative ways to implement effective marketing strategies.   Lisa states that the traditional chief marketing officers are facing extinction because of the use of big data, and how it is transforming the way we work as marketers.  She states that that modern marketing leaders are expected to be tech savvy, data driven brand ambassadors on the vanguard of change.

I appreciate Lisa’s approach to this book.  She exposes how our always-on mindset and the consistent need for speed and innovation has created an environment of mindlessness.  She states we need to stop, breathe and reflect mindfully on future opportunities and daily decisions if we are to effectively make deep meaningful connections with our customers.    Lisa recommend a “middle path”, a nexus between data-fueled, analytical thinking and creativity to a humanistic approach to marketing.

I hope you enjoy this wonderful interview with a leader in the marketing industry.  If you want to learn more about Lisa you can click here to be directed to her website.

 

I frequently come across wonderful software that makes life so much easier. I recently stumbled across Pipedrive a CRM (customer relations management) system that is really easy to use and quite comprehensive.

I reached out to the company, and was referred to Mohammad Ocean the Growth Development Officer. In my interview with Mohammad we discuss the benefits of Pipedrive, and its amazing user interface. If you are working in an organization now and are using some form of customer relationship management software, then I recommend seriously considering taking a test drive on the Pipedrive Cloud based platform.

I found Pipedrive to have all the features of the larger brand name systems, but is so much easier to utilize and maneuver around. I imported my 7,000 person database in hours, and every field was mapped perfectly.

If you want to test is out for a couple of months just click here to sign up for a two month free trial.

If you want to watch an overview video just click on the video below to get an idea of the power of Pipedrive.  I hope you find this software as beneficial as I have in keeping me focused and organized.