It's Time To Sell Podcast: Strategies For 21st Century Selling

Today my special guest is Marylou Tyler. She is the Founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group, and the author/contributor of two #1 bestsellers: Predictable Revenue (2011) and Predictable Prospecting (2016). In this episode we talk in depth about the fact that sales can be a system, it can be a process and you can improve at sales as a result of just focusing on all the various elements of the sales process. With that in mind, I am launching for the second time my Successful Sales System. If you want to learn how to attract clients through inbound and outbound marketing, closing deals, becoming more effective at customer experience and personal branding, I’d love to chat with you. And without further ado, here’s Marylou Tyler. Share this episode!   Click to Tweet http://ctt.ec/2x3tT @maryloutyler Technology is wonderful, but let’s not abuse it and overuse it. http://bit.ly/2orXZAk http://ctt.ec/MPFqc I just went out and tried to do what worked and if it didn’t wo

Today my special guest is Dr. Melissa Hughes. She is the Founder and Principal of The Andrick Group and author of Happy Hour with Einstein. We were both at the No Longer Virtual Conference in Atlanta and her talk about neuroscience and how the brain works really resonated with me. I knew I had to get her on the podcast because what she has to share is very applicable to us as entrepreneurs and sales professionals. Without further ado, here’s Dr. Melissa Hughes. Share this episode!   Click to Tweet http://ctt.ec/z2U4f Optimism isn’t just about being able to see the best in everything, but how you adapt and how you react to failure. @melishughes http://bit.ly/2p05WtF   Show notes [03:00] You can get smarter; you can get more creative [05:57] Melissa’s journey [09:12] Understanding the brain: What happens when you’re multitasking [12:00] Things to do to give your brain a boost [14:00] Self motivation [16:20] Optimism and Failure [24:10] How to work effectively in a stressed environment [26:30] The importance of

Today my special guest is Barbara Edie. She’s a best-selling author, passionate writer and editor who helps entrepreneurs, nonprofit organizations and creative professionals tap into the power of their stories to promote their work and expand their business. She’s the author of the Amazon best-seller, Sparking Change Around the Globe: 5 ways to make your difference in the world, and just recently launched Creating the Impossible: What It Takes to Bring Your Vision to Life. In this episode we talk about vision, ultimately creating the life you’ve been dreaming of and how these can be applied to sales and attracting ideal clients to your business. For those who have read my book you’ll know that vision is certainly something I’ve leveraged over the years to take quantum leaps in my life, so I really enjoyed this episode. Share this episode using any of the buttons below!   Click to Tweet http://ctt.ec/q5H4L All transformation starts with a decision. @barbaraedie http://bit.ly/2mOrCf http://ctt.ec/8QAOf Part of

Today my special guest is Stacey Brown Randall. Stacey is a business growth accelerator focused on helping solopreneurs, small business owners and people on commission make more money and find more time. She helps business owners avoid business failure. She has set up a systematic approach to going at business in such a way that you create such a positive client experience that referrals come to you without even having to ask. Our philosophies around sales, referral marketing and client experience line up almost identically and I’m so grateful for her taking the time. This episode is focused on what she refers to as H2H – Human 2 Human – sales and business. I hope you enjoy this episode and share it with your friends!   Click to Tweet http://ctt.ec/00ob4 .@staceybrandall’s advice for #solopreneurs and #smallbusiness owners: Schedule business development in your routine http://bit.ly/2n6zoOU http://ctt.ec/p3i55 You gotta do great work, because no one refers average work and no one refers crappy work. http://bi

Today my special guest is Norma Hollis. Norma and I connected through Teresa de Grosbois, whom I interviewed on the podcast earlier this year. Norma is the founder of Authentic Speaking U, as well as a mentor and speaking coach. She has devised numerous online training programs to help you find, live and share your authentic voice through speaking. She has a real passion and her story is really interesting and one we can all relate to. I hope you enjoy this episode and share it with your network by clicking any of the links below.   Click to Tweet http://ctt.ec/02k7e What’s your REAL message? Who’s the #authentic you? http://bit.ly/2mrFTLe @AuthenticVoiceD on #ItsTimeToSell http://ctt.ec/Rs130 Sometimes you get a chance to speak at organizations and that’s a great way to build your list and clientele. http://bit.ly/2mrFTLe   Show notes [02:16] Norma’s story [06:19] Being true to the gifts and talents you’re born with [14:13] Speaking is a great way to share your message [15:03] Benefits of speaking [15:45] Ge

Today on the show we have Pat Hiban. He is the founder of Rebus University, an online platform that teaches salespeople how to crack the code to success in their business, and author of the International Bestseller, 6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth and Creating Your Own Destiny. Pat and I have a great connection all around sales and I think you’ll really enjoy some of the tactics and techniques that Pat and I discuss on this particular episode. Stick around to hear his 6 Steps to 7 Figures – I think they’ll really resonate with you and get some great value from them. Click any of the share buttons below!     Click to Tweet “Don’t be interestING, be interestED.” - James Collins http://bit.ly/2mkq6Qy #ItsTimeToSell I didn’t quit – I just kept on learning how to do it better. Each failure was just a stepping stone to how to do it right next time. @pathiban http://bit.ly/2mkq6Qy “I had gained so much from mentors and that I needed to start sharing to mentees.” #ThoughtLe

Today my special guest is Paul Roy. Paul is the Vice President of Sales for Answer 365 and he’s also doing his own personal branding initiatives through coaching and his book. I love Paul’s message of sales and the authenticity side of sales, trust-based selling, and as you’ll probably hear on the podcast, if you’ve heard my story and listen to a lot of things that I talk about, you’ll see a huge resemblance between what I help and teach my clients to do and what Paul does as well. I hope you get great value from this podcast and share it with your friends! Here’s my fireside chat with Paul Roy.   Click to Tweet http://ctt.ec/bbrf9 Why should they buy from you? Who’s your market? What’s your message? #basics #entrepreneur #sales http://bit.ly/2mcCtiH http://ctt.ec/dodPs If you aren’t #authentic in your approach and how you deal with things, that's something a prospect can sniff out http://bit.ly/2mcCtiH http://ctt.ec/Zh4NX Credibility comes first; Trust comes second. http://bit.ly/2mcCtiH #ItsTimeToSell #Entr

Today my special guest is Laura Staley, the author of Let Go Courageously and Live with Love: Transform Your Life with Feng Shui. We talk about the idea of intentions, clearing space and connecting to the energy of the things in your world, so that you can create a more inviting space to create the life that you want to live. That said, here is myself and Laura, and I hope you enjoy this episode. Share this podcast with your network!   Click to Tweet   http://ctt.ec/35S6i Ask yourself: Where do you THRIVE? #ItsTimeToSell w @laura_cherish #fengshui #entrepreneur #wisdom http://bit.ly/2l7dzwX Show notes [02:26] How Laura got into Feng Shui and transforming lives [08:44] Laura’s book of transformational stories [12:07] How the wisdom of Feng Shui can help entrepreneurs [18:35] How the wisdom of Feng Shui changed Laura’s life [22:33] Abandoning the idea of setting goals and replacing them with intentions [28:20] Bringing gratitude into every experience (good or bad) [31:07] Laura’s ongoing intention [32:33] Love

In this episode we have David Pitts. David is a co-founder of Off Day Trainer, a text messaging platform built specifically to help fitness professionals better connect with their network and ultimately grow their business. With well over a decade of experience in the Health and Fitness industry, he has worked as a Personal Trainer, Fitness Manager, and Gym Owner. He’s been fortunate enough to have been exposed to some of the greatest minds in marketing automation and technology. I absolutely love David’s mindset around sales and attracting clients to him. I feel that he naturally embodies everything that I promote on this podcast. That said, I hope you enjoy this episode and share it with your friends. Click to Tweet The client experience is the one thing that supersedes the results. Show notes [02:24] David’s journey [06:58] Hard work and pursuit of excellence lead to confidence [09:06] Role models [10:51] David’s mindset around sales [12:30] Getting potential clients to invest in your service [13:37] The C

Today my special guest is Calvin Simpson. This is my second episode with Calvin; you can check out our first fireside chat together here. As you’ve noticed in the past few episodes, the conversations I’m having are around growing your personal brand as a means to attract clients to your business. In my personal journey, one of the ways I’ve done that by publishing a book about my story. In this episode we are going to talk about self-publishing, and if you want some inspiration to help you share your story - stick around. Share this episode with your friends!   Show notes [02:24] Helping others tell their stories [07:39] The process of writing your story [09:10] Reasons you should write a book [10:43] How to overcome the limiting belief saying, “I cannot write.” [11:15] Hiring a writing coach [12:22] Finding a support team [12:58] Message first, grammar and punctuation last. [15:11] How to flesh out your book [17:29] Selling your book [19:00] “I’m not an expert - why should I share my story?” [22:00] Vulnera

Today my special guest is Cameron Herold. Cameron is the author of Double Double, Meetings Suck and Miracle Morning for Entrepreneurs. He is the founder of COO Alliance and known around the world as the Business Growth Guru. In this episode, he shares with us how he grew his personal brand and attracted his clients through thought leadership. I hope you enjoy this episode, and do share it with your friends by clicking any of the social buttons below. Share this episode:   Click to Tweet Sales is fundamentally the delivery of value and service. You might be starting small right now, but have the mindset of building something bigger. Just because we’ve always done it for six months doesn’t mean we shouldn’t change it. Show notes [01:43] Coming from a family of entrepreneurs [04:05] Cameron’s approach to sales [06:46] Speaking Events, PR and Social Media Outreach [09:25] Starting with the end in mind [11:18] Double Double and Having a Vision [13:30] Having a Personal Vision: The 5 F’s [16:20] Meetings don’t have

Today we have LinkedIn Coach Bruce Johnston. Bruce teaches people and companies how to solve their problems and get more opportunities, connections and leads out of LinkedIn. In this episode we talk about how to best use LinkedIn as a sales professional or a sales-minded entrepreneur.   Show notes [02:07] How Bruce got started on LinkedIn [06:31] Optimizing your LinkedIn profile [08:15] Connecting with others on LinkedIn [11:30] My own strategy of connecting with people [12:50] The strategy of publishing content [17:07] How to get traction if you’re new to LinkedIn publishing [19:20] LinkedIn pods [25:00] Sales Navigator [28:51] LinkedIn as a database [31:47] Creating authentic connections [36:06] Connecting with Bruce   Mentions Connect with Bruce on Twitter and LinkedIn Contact Bruce through email: brucejohnston115@gmail.com  

In this episode we’ll talk about standing out and personal branding with Dorie Clark. Dorie and I connected for one of my earliest podcast episodes which you can listen to here. She is a strategy consultant and professional speaker who has worked with clients including Google, Microsoft, Morgan Stanley, Fidelity, Yale University, the International Monetary Fund, and the World Bank. Her book, Stand Out, was named the #1 Leadership Book of 2015 by Inc. magazine and one of the Top 10 Business Books of the Year by Forbes. Without further ado, here’s my fireside chat with Dorie Clark. Show notes [02:15] Getting to know Dorie [04:43] Dorie’s approach to business [06:41] How to get started [09:14] Saying YES to everything [11:41] The smartest thing you can do as a professional [14:17] Leveraging a coach [16:55] Building a personal brand [22:30] Who should be building a personal brand? [26:50] Dorie’s advice [27:45] How to improve in public speaking [30:41] Having your own podcast vs being a guest on podcasts   Menti

Today is our second episode with Teresa de Grosbois. In case you missed it, last week Teresa and I talked a lot about how to increase your influence online and offline and grow your personal brand. In this episode we talk more about the personal side of things; more specifically limiting beliefs and how they can hold you back or propel you forward. I hope you enjoy this episode, and if you do, please go to the iTunes store and leave us a review, or share this episode with a friend. Click to Tweet Limiting beliefs hinder you from making a contribution to the world. @teresadee http://bit.ly/2iiPrsf You need to confront your limiting beliefs and negative self-talk before you step into leadership and influence @teresadee http://bit.ly/2iiPrsf   Show notes [02:04] Limiting beliefs, leadership and influence [03:43] Confronting your limiting beliefs [05:04] Teresa talks about her experience with limiting beliefs [07:35] Authenticity: when your thoughts, words and actions are in alignment, that’s what makes you fee

Today my special guest is Teresa de Grosbois. This episode is jam-packed with so much value around growing a mass influence. Teresa is a four-time bestselling author and an international speaker sought by entrepreneurs and large corporations wanting to better understand how local word of mouth can suddenly turn into epidemic. She is the author of the book, Mass Influence: The Habits of the Highly Influential. She just brings so much value and service in this particular episode, so if you’re interested in growing your personal brand and improving your sales and increasing your influence, this is the episode to listen to. Don’t forget to comment below and give us a review on iTunes if you’ve gotten some value in this episode. Share this episode!   Click to Tweet Influence is basically “Do people like and trust you enough to take action based on your suggestions?” The things we’re really good at, we often don’t even realize we’re really good at it. @teresadee #ItsTimeToSell #Vulnerability is the quickest route t

Today my special guest is David Hoffeld. David and I connected about a year and a half ago on LinkedIn and it took a bit of time for us to connect and actually do this podcast. David is the author of The Science of Selling. He’s a true sales trainer and has spent decades researching science-based approaches to relationship-building and sales. He developed a revolutionary sales approach based on neuroscience, social psychology and behavioral economics. I learned a ton from this episode, and I hope you do too. Share this episode with your peers!   Click to Tweet How do you serve your customers? If you want to have a thriving business, you have to be relentlessly focused on your customer. Interrupt, WITH value.   Show notes [02:35] The science-based approach to sales [04:26] Keep your attention on your customers [07:04] Your vision will help you make easier decisions [08:45] Getting into sales by accident [11:20] The upfront cost of starting a business [13:00] Freedom [14:05] Sales as an acquirable skill [16:05]

Today my special guest is Steve Foran. Steve is the CEO of Gratitude at Work, a behavior and culture-changing institution, which he founded in 2006. What started as GiveRaising has grown into work with leaders across Canada and into the United States - shifting culture and helping teams bring more gratitude to work each day. Steve has been on the leading edge of gratitude-based research, writing and teaching for more than 15 years. His science-based program is a simple, yet innovative approach to business growth. If you enjoy this podcast, don’t forget to head over to the iTunes store and give it a review. And share it with a friend!   Click to Tweet “If you’re only doing this for the money, it ain’t gonna work.” A grateful mindset is the foundation upon which you build other things. What kind of disposition do you bring in your sales conversation?   Show notes [03:12] The Gratitude Guy [03:50] AHA moments and emotional impacts [08:09] Steve quits his job [10:10] How Gratitude at Work started I saw my life wa

Today, my special guest is Damion Lupo. Damion and I kicked it off by talking about Financial Blueprint and creating a financially successful life – I think you’ll really enjoy this. He is a sought after financial consultant for high profile private clients. Using a vast depth and breadth of knowledge on financial markets, money psychology and unconscious pattern motivation he’s an expert at quickly assessing hidden financial cancers and holistically healing his clients and organizations through awareness, empowerment and vision development. If you enjoyed this episode, don’t forget to head over to iTunes and give us a rating and a review! Thanks in advance!   Click to Tweet “I was serving to a degree, but it was all about ME, and they were secondary. And I flipped that.” “The first time we make money – before we lose it – we think it’s all us, and nothing else is part of the equation.” You can’t grow to new heights without making mistakes.   Show notes [02:36] An 11-year-old entrepreneur [05:00] Having an en

Today my guest is Jay Wong. Jay is the host of the Inner Changemaker podcast and Jay Wong TV. Jay and I go back roughly two years back and his transformation has been absolutely amazing to watch. He is an entrepreneur and speaker from Toronto, Canada, who most recently released his e-book “Become Fearless - How to overcome fear and start living your dream TODAY!” Wong is a life-long student of self-development, and graduate of the School of Hard Knocks. He believes that the world can be an even better place as long as people can change their limiting beliefs and conquer their fears of stepping out of the norm. There’s a lot of golden nuggets in this episode. We had a raw discussion around personal development and his story of transformation. If you enjoy this episode, don’t forget to head over to iTunes and leave us a review! Click to Tweet Go and create what you need to create in the world to get your message out there. @thejaywong Why don’t you focus on being overflowing? And when you’re overflowing, people

Today’s podcast is going to be a little bit different. We will be talking about health and fitness, and how it fits in our entrepreneurial journey. How we feel about ourselves is ultimately what dictates the success that we have, and it’s impossible to be successful unless we feel healthy and fit. Karan Nijhawan, Life Changer at FitOpportunity, is joining us today. Karan and I have known each other for a couple of years and has actually coached me and mentored me in the area of health and fitness. Karan shares fundamental advice on how you can enhance your health, feel better about yourself and grow confidence and self-esteem. I hope that after today, you will be inspired to take consistent action when it comes to taking care of your well-being. Share this episode!   Click to Tweet “Don’t wait until the doctor tells you to get in shape.” @KaranNL “I was never a morning person until I became a morning person – and it absolutely just changed my life.” @KaranNL   Show notes [02:37] The desire to be an entreprene