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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

13:49

Reactivating Your Client Base

Top Secrets of Marketing & Sales ·

2025/03/18

If we look at the idea of reactivating your client base in as many ways as possible, it means interacting with the people who have spent the money with us and doing that at a personal level, building the relationship, that’s about the best thing we can do.David: Hi, and welcome to the podcast. In today’s episode, cohost Jay McFarland, and I will be discussing reactivating your client base. Welcome Jay. Jay: It’s good to be here. You know, it’s funny. I hear this everywhere I go now. If I watch

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12:45

Why Clients Don’t Buy & the Solution That Addresses...

Top Secrets of Marketing & Sales ·

2025/03/11

There are reasons people buy from you, and reasons they don't buy from you. Today I'd share a presentation I put together for my clients in the print and promotional products industry that reveals many reasons why clients don't buy from you, and the one solution that addresses them all. Hi and welcome to today's presentation Why Promo Clients Don't Buy from You and the One Solution that Addresses Them All. I am so happy to have you with me today. This is a topic I find extremely interesting and

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15:09

Disrupting Sales Relationships

Top Secrets of Marketing & Sales ·

2025/03/04

Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and if you've got an arsenal of responses that you can come back with to demonstrate to them why you are obviously the better choice, then they're going to be a lot more likely to at least give you a shot at that business, than if you don't have those things in place.David: Hi, and welcome back in today's episode, cohost Jay McFarland and I will be

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14:09

Getting to Your Ideal Prospects

Top Secrets of Marketing & Sales ·

2025/02/25

Getting to your ideal prospects involves identifying what our ideal prospect looks like in terms of the type of customer we’re looking for, the type of industry they’re in, the number of people in their organization if we're selling B2B. All these considerations that are going to add up to the ideal prospect, because until we know who it is we're going to go after, we have absolutely no idea where to go to find them.David: Hi, and welcome back. In today's episode cohost Jay McFarland and I will

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12:26

Turn the Tables on Rejection in Sales

Top Secrets of Marketing & Sales ·

2025/02/18

In order to turn the tables on rejection in sales, there are very specific steps you can take, and we work with our clients to help them do that every day of the week. David: Hi and welcome back in today's episode co host Jay McFarland and I will be discussing the idea of turning the tables on rejection in sales. Welcome back, Jay. Jay: Hey Dave, it's always good to talk with you and I love these topics. They're so important I think more than anything, at least for me, rejection, fear of

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13:13

What You Say About What You Do

Top Secrets of Marketing & Sales ·

2025/02/11

"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already positioned better and differently. So when you think about the idea of what you say about what you do, you're doing it in a way that is actually appealing to people rather than repellent."David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing the topic "what you say about what you do." What it is, Jay? Jay:

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13:42

Reimagining the Essentials of Marketing & Sales

Top Secrets of Marketing & Sales ·

2025/02/04

Reimagining the essentials is different for everyone. And I hear both sides of that from people. I hear people who are like, ” oh yeah, you know, I’ve been doing this forever. I know exactly what I’m doing and all that sort of thing.”And then I have people on the other side who are like, “Hey, I’m doing all the things that I’ve done before. I’m doing it more aggressively. I’m doing much more of it. I’m doing it with more people and it’s not working.” And so for the people who are struggling with

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15:20

Don’t Be Invisible to Your Target Market

Top Secrets of Marketing & Sales ·

2025/01/28

Don't be invisible to your target market. Do they even know you're alive? This goes back to the idea of money versus time. Because one of the advantages of social media is that if you have more time than you have money, you can spend more time posting and contacting people directly on social media.If you have more money than you have time, then you can run ads and you can get your ads in front of people without having to sit in front of the computer all day. So there are definitely different ways

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12:54

The Truth about Call Reluctance

Top Secrets of Marketing & Sales ·

2025/01/21

When we're doing business-to-business or business-to-consumer outbound calls, the truth about call reluctance is that it can seem very real. Those fears can be founded.They might very well say no. Or they might be rude, obnoxious, belligerent. It's possible they say all kinds of things that you don't want to hear. So that's all true. That could happen. One of the things that helped me a lot though, is recognizing that we are not doing it for them. We are not doing this for the people who react

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14:08

Creating Demand for Your Products and Services

Top Secrets of Marketing & Sales ·

2025/01/14

When you're creating demand for your products and services to the point where they really want it, "listen, yes, I want to do this. I want to move forward with you." That is extremely powerful.David: Hi, and welcome back. In today's episode, co host Jay McFarland and I discuss creating demand for your solution. Welcome back, Jay. Jay: Hey, David. Thank you so much. Once again, a great topic. If we could all do that, if we could all accomplish this simple goal, then none of us would have to

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21:04

Let’s Hit the Ground Running in 2025

Top Secrets of Marketing & Sales ·

2025/01/07

To hit the ground running in 2025, we can start by taking responsibility. Whenever we blame outside factors for things that go wrong, we immediately forget that there are things we can evaluate in ourselves to say, okay, well even if this is the case, even if this was just a terrible prospect, are there things that I could have done better and differently in this circumstance to create a better outcome? And almost inevitably, the answer is going to be yes.But in order for that to happen, we have

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12:04

New Year Success Planning: A Simple Framework

Top Secrets of Marketing & Sales ·

2024/12/31

Today, we'll discuss a simple framework you can use this week for New Year Success Planning. Very often we say we're going to prioritize time with our family and our loved ones. And we do this every year, January 1st, going to spend more time with the people we care about, the people we love. And then by March, it's back to life as usual, right? So if we decide what we're going to prioritize, who we're going to prioritize, and again, the flip side, what am I going to deprioritize? Who am I no

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11:29

The Best Holiday Gift to Give Yourself and Your Family

Top Secrets of Marketing & Sales ·

2024/12/24

I think the best holiday gift is to make the most of ourselves, when it comes to personal development, whether that means sales and marketing training, whether it means personal training, whether it means meditation, whatever it is for you, prayer, whatever it is that allows you to get to a place where you can really focus, really be present, and be your best for yourself, and those around you, is really important. David: Hi and welcome to the podcast. In today's episode, co-host, Jay McFarland

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13:23

Stop Following the Followers

Top Secrets of Marketing & Sales ·

2024/12/17

If you're just copying what everyone else is doing, and 80 percent of the market is doing that, you're just going to be seen as part of that group. So stop following the followers! If you want to differentiate, it starts with that. How am I communicating my strengths to an audience that actually needs the strengths that I'm able to deliver? David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing the topic, Stop Following the Followers. Welcome back,

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11:48

The Need to Say No in Business

Top Secrets of Marketing & Sales ·

2024/12/10

I don't know if you've ever heard the expression, "no is a complete sentence." have you ever heard that one? It's interesting because it's very hard to just say no in business when someone asks you something. That was an old Nancy Reagan thing, right? "Just say no." Say no to drugs. Just say no. But when somebody asks you to do something, you just say "no." I think there was an episode of Seinfeld like that...David: Hi, and welcome back. In today's episode, co host Jay McFarland and I discuss

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13:39

Why Working Harder Isn’t Working: The Effort to...

Top Secrets of Marketing & Sales ·

2024/12/03

Working harder won't cut it, and breaking the Effort to Outcome Myth starts with understanding that it's not going to be a 1 to 1 thing. You're not going to put in more effort and just immediately generate a corresponding amount of result. That's why it's necessary to look for points of leverage -- in the form of systems, technology, and delegation.David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing the Effort to Outcome Myth. Welcome back, Jay. Jay:

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13:11

Cold Calls: How to Reduce or Eliminate Them in Your...

Top Secrets of Marketing & Sales ·

2024/11/26

If you want to reduce or eliminate cold calls, you need to recognize that there are other, and very often more effective ways of doing this. More leveraged ways to be able to do this. More ways of being more focused, more specific...David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing how to reduce or eliminate cold calls. Welcome back, Jay. Jay: Hey David, I'm so glad we're talking about this. I hate cold calls and who loves them? Right? I mean, if

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15:36

Focus on Qualified Prospects Only

Top Secrets of Marketing & Sales ·

2024/11/19

Dealing with qualified prospects only is the best. Try to get rid of some people as early on in the process as you possibly can. If you found out that you invested some time with them and you later discover, okay, this person is no longer qualified. Cut the cord, move on. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing Qualified Prospects Only. Welcome back, Jay. Jay: Thank you, David. Wow, this is the dream, right? This is the dream. If you could

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12:35

Handling Objections in Sales

Top Secrets of Marketing & Sales ·

2024/11/12

Each time we're handling objections in sales, we should get better at it. Every sales call you have, every objection you ever receive, if you're able to document the primary questions and objections and concerns that you get, and you can properly document your best responses to that -- the ones that have gotten you the best results -- now you build up an arsenal of material that allows you to stage those responses up front, make them part of the presentation, part of the reason to buy from you

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13:31

How to Get More Leads… Fast!

Top Secrets of Marketing & Sales ·

2024/11/05

If you're in a situation where you know you need to get more leads -- you need to generate more and better leads -- there are very specific ways of doing it.One of the things that we do with our clients is we focus on, what are the different methods of lead generation that they're currently using? What are some of the methods they could be using, if they're not already using those. And then testing those out as quickly as possible to find out what actually works and what doesn't. Some people

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193 results

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