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PODCAST

Top Secrets of Marketing & Sales

The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and salespeople

business marketing

All Episodes

15:06

Increase the Value of Your Business

Top Secrets of Marketing & Sales ·

2023/08/23

To increase the value of your business, consider this: If your business burns down, you don't want that to happen, right? But if your business burns down and you've got whatever, desks and furniture and things like that, that stuff's all insured. You should be able to come back from that okay. But if your book of business burns down, right? If you still have all this overhead, but you don't have that book of business anymore, you are really in trouble. Because if you've got desks and you've got

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13:54

How Do You Qualify Your Leads?

Top Secrets of Marketing & Sales ·

2023/08/15

When you want to qualify your leads and you approach it from the standpoint of looking for relationships that are going to be mutually beneficial, then it does become a lot easier. Because it's not just about me saying, okay, I'm going to disqualify this person because of A, B, and C. If part of that equation is I don't feel like I can help them, then you're really acting with integrity. Because you're not wasting their time and you're not trying to sell them something that they can't use, don't

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13:00

Creating Value in Your Communication

Top Secrets of Marketing & Sales ·

2023/08/08

Most people don't consider the idea of creating value in their communication. So if you're doing this, obviously, you're not telling your customer "well, I'm here to create value in our communication," right? You're just doing it. You're adding value in the conversation. You're thinking about, "what can I say when I reach out to this person the next time to make this communication more interesting, more beneficial?" By doing that, you're going to create that in their brains and they're not even

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15:47

Are You Choosing Worthy Clients?

Top Secrets of Marketing & Sales ·

2023/08/01

When you are choosing worthy clients and making decisions about whether or not a prospect is worthy of your time and attention, whether or not they're worthy of follow up, you are bound to make some mistakes in that process. And so when you do this, you have to recognize that some of that is going to come with the territory. You may make a wrong decision that will cost you some business down the line. So you have to weigh that against quality of life issues. David: Hi, and welcome to the podcast

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17:51

Maximize Profit with The Four Mores

Top Secrets of Marketing & Sales ·

2023/07/25

The idea of The Four Mores is to recognize that if you want to maximize profit but you're just focusing on bringing in more clients -- you are very likely missing out on 75% of the available profits that are going to come from these other three quadrants. Maximize Profit with The Four Mores David: Hi, and welcome to the podcast. Today, co-host Jay McFarland and I will be talking about The Four Mores: More clients, more money, more margin, more often. Great to see you again, Jay. Jay: Yeah, it's

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15:37

Get More Responses: Sequence Your Communication

Top Secrets of Marketing & Sales ·

2023/07/18

The best way to get more responses from your prospects and clients is to sequence your communication. If I've got a sequence in place that says, all right, when I get a lead from a networking function, what I'm going to do is I'm going to initially, either same day or next morning, send out this email message, which essentially says, "it was great meeting you at the networking function. Nice having a chance to talk." And then. you've got something that is said in that email that is designed to

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15:24

Achieving Goals Means More than Just Setting Them

Top Secrets of Marketing & Sales ·

2023/07/12

Achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want, then we have to prioritize our actions from high to low. What is the most important thing that I need to do in order to get there? Because generally, you can come up with a dozen or a hundred different things that you're going to need to do to reach your goals. But there's probably one to three things on there that are going to be more important than the other 97. David: Hi,

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14:04

Declare Independence from Poor Quality Clients

Top Secrets of Marketing & Sales ·

2023/07/04

I know people who have been in business for decades and they've held onto clients 5, 10, 15 years longer than they should have, because they never got this simple thing down. Declare independence from poor quality clients. If you've got a way to generate new clients consistently, like clockwork, you don't have to deal with that. You can become independent from poor quality clients, but you have to have that plan in place. David: Hi, and welcome to the podcast. It is Independence Day in the United

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18:08

From Obscurity to Loyalty in the Mind of the Client

Top Secrets of Marketing & Sales ·

2023/06/27

Getting from Obscurity to Loyalty in the mind of the client is all about building relationships, and I'm all about that! Until I sell you something and then I'm off doing the next thing, and I forget about you completely, until and unless you call again. David: Hi, and welcome to the podcast. Today, co-host Jay McFarland and I will be discussing how you get from obscurity to loyalty in the mind of a new prospect. Welcome back, Jay. Great to have you here... Jay: Thank you, David. And once

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13:50

The Power of Storytelling to Increase Sales

Top Secrets of Marketing & Sales ·

2023/06/20

If our storytelling allows us to build trust, build credibility, build a bond, and increase sales, then we're telling the right stories. If it's just designed to be manipulative, then save your breath. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the power of storytelling in sales. Jay, tell me a story. Jay: Listen, I am a storyteller. I love to tell stories and I like to build when I tell stories, right? And so this is something

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13:47

Upselling and Cross-Selling: Increase Value and Help...

Top Secrets of Marketing & Sales ·

2023/06/13

When I think in terms of upselling versus cross-selling, what's the difference? Upselling to me means selling a better or a higher priced version of the thing that they're looking at. Whereas cross-selling is making a recommendation of something that's compatible. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the topic of upselling and cross-selling. Are you doing it? Welcome back, Jay Jay: Yeah, hey, thank you, David. Listen, have

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12:28

Convert More Sales: Turn Leads into Customers

Top Secrets of Marketing & Sales ·

2023/06/06

To convert more sales and turn leads into customers you need to be dealing with qualified prospects. If somebody is not responsive, you can decide, do I want to continue to pursue this person, or do I want to leave them to my competitors? Let my competitors chase that person. If they're disqualified, you don't have to spend time with them at all. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the idea of converting more sales: turning

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13:13

Fix Your Messaging: Improve Business Communication...

Top Secrets of Marketing & Sales ·

2023/05/30

To fix your messaging and improve business communication with the TBDs, consider this... If nothing that you convey in your communication, instills any sort of belief in the other person as to why they should take the action that you're requesting in the third step, then it's not at all likely they're going to take that action. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the TBDs. Welcome back, Jay. Jay: Hey, it's such a pleasure to

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13:21

The Best Use of Social Media in Business: Metrics...

Top Secrets of Marketing & Sales ·

2023/05/23

A lot of people think the goal is to get likes and engagement, but when it comes to the best use of social media in business, conversations and conversions are the metrics that matter. That's what results in sales. The rest are vanity metrics. Those who think it's all about views and clicks might be missing the point. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the best use of social media in business. Welcome back, Jay. Jay: Hey,

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13:43

Are Your Priorities BS? Here’s How to Know for Sure…

Top Secrets of Marketing & Sales ·

2023/05/16

Are your priorities BS? Well, focusing on that area in particular, looking at what are the things in my life that really are important to me? What are the actions that I want to take and need to take that are important to me? Even if they're not urgent, how can I get those things scheduled so that they have a better likelihood of getting done? David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will discuss the topic Are Your Priorities BS? Welcome, Jay. Jay:

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14:53

Your First Contact with a New Prospect

Top Secrets of Marketing & Sales ·

2023/05/09

So what is your first contact with a new prospect? Another good question to ask yourself is how does that first contact happen? And is it proactive on my part? David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing your first contact with a new prospect. Welcome back, Jay. Jay: Hey, it's good to be with you again. David. When you say first contact, I always think about Star Trek with their first contact with the aliens, and I feel like you're

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13:10

The Trouble with Targeting in Business

Top Secrets of Marketing & Sales ·

2023/05/02

The trouble with targeting in business is that a lot of people don't do it well. It reminds me of that line from one of the Godfather movies where Michael Corleone says something along the lines of, "if history has taught us nothing else, it's that you can get to anybody." Right? And that is now true in terms of advertising. You can get to anybody, but what is the cost? David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I discuss the trouble with targeting

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15:53

Are You Pursuing Unqualified Prospects?

Top Secrets of Marketing & Sales ·

2023/04/18

Pursuing unqualified prospects is a waste of time. Lately, I've also been on a bit of a kick in terms of commitment versus interest. If you're interested in the possibility of working with us, that's very different than if you're committed to getting the results you want in your business and working with us to do it. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the pursuit of unqualified prospects. Welcome, Jay! Jay: Hey, it's so

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12:33

What Makes Us Different from Our Competitors?

Top Secrets of Marketing & Sales ·

2023/04/12

When we think in terms of what makes us different from our competitors, a lot of it should be addressing who is our ideal target market? And it's largely going to consist of people who want to do business the way that we do business, and then matching up our style of business with the way that they want to do it. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will ask the question, what makes you different? Welcome back, Jay. Jay: Thank you for asking me

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15:24

Building & Strengthening Client Relationships

Top Secrets of Marketing & Sales ·

2023/04/04

Building and strengthening client relationships is critical. Some people feel like they can get more attention from a salesperson calling than they get at home because maybe they feel like this person's listening, paying attention and then asking about it. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing strengthening client relationships. Welcome back. Jay: Hey, David, once again. It's great to be here and I think that this is another

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193 results

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