Make It Matter

Do you love winning new business but hate to close? Or, maybe you've found closing to be a bit of an enigma; part contact sport and part magic. Don't worry. Closing is easy once you understand a few key ideas. In this episode Mike finishes up our series on sales by sharing his approach to closing deals. Listen and learn how to take make closing a great experience for you and your customers.

Ever hire a sales rep only to be disappointed with their performance? It could be that you just need to understand what kind of sales person they are. In this episode Mike explains the difference between the two main kinds of sales people: farmers and hunters and how to better utilize each one. Listen and learn how you can avoid a great deal of frustration and missed revenue goals while building the perfect sales machine.

In this episode Mike shares his approach to sales that he's developed over 25 years of working with prospects and clients. Boiling it all down to three key points, he shares how listeners can transform the way they sell, making both their own and the lives of their prospects much better.

Why not start the new year with a smarter approach to your prospects? Most agree that prioritizing prospects makes sense, but hardly anyone does it. Mike shares a simple approach that will help you better allocate precious resources, while driving impressive sales.

This year has witnessed many proclamations of the demise of cold calling—everyone from low-level sales reps to the founder of Hubspot are all saying the cold call is dead. But, is it really? In this episode Mike shares his perspective on the much-maligned cold call and how this may be the best time ever to embrace it.

2017 is just around the corner and you're thinking about what you'd like to accomplish next year. Odds are this includes increasing your revenues. What better way to grow your business than through sales? And yet, most people hate selling. In this episode I address two main obstacles to becoming an expert salesperson and how you can overcome them.

We've all had money problems at one time or another. But there's one problem we've all got with money that we don't realize. Learn what it is, why it's effecting you, and what to do about it.

Mike reviews Cal Newport's book, Deep Work, Rules for Focused Success in A Distracted World. Learn about the book's main ideas and decide for yourself if it's worth the read.

Get up. Do combat with your inbox. Try to keep your customers happy while juggling employee requests. Bang out a proposal while trying to catch up on a deadline. Then, call it a day. Rinse, dry and repeat. That's what it often feels like to be an entrepreneur. Good news: there's a better way. In this episode Mike shares with you the single major contributor to out-of-control days and what you can do to take back your life.

If there's anything constant in this world, it's the steady flow of destabilizing news—the latest being Brexit. What are we to do? How do we run our businesses? Whether it's Brexit today or the American presidential election tomorrow, you're going to be faced with challenges. In this episode Mike shares three simple things that will make running your business during difficult times much easier.

Whether you're a king or queen, mom or dad, executive or clerk; there's one resource that everyone has in a limited supply—time. Time is the one thing that no one can get more of. In this episode, recorded on Father's Day, Mike reflects on how we as entrepreneurs spend our time.

Do your marketing efforts seem to be returning fewer results for the same amount of work? It's likely that you're stuck in a rut. Don't worry—it happens. In this episode Mike shares a powerful approach to invigorating your marketing program; one that will get you closer to your prospects while regularly delivering excellent results.

How do you know when it's time to hire new employees and grow your team? As entrepreneurs we often like to rely on our gut. The problem is, hiring is a big decision; one that's painful if you get wrong. In this episode I share my process that allowed me to move away from relying on my gut and move towards a fail-proof system for knowing when to hire and when to wait.

With so much needing attention, it's easy to get caught in the trap of your business' day-to-day operations. But did you know that doing so will stunt you company's growth? In this episode Mike talks about the difference between working on and in your business and how to break free of the day-to-day in order to build something greater than yourself.

Have you ever been guilty of not paying yourself what you're worth? It's an easy trap to fall into and a hard one to get out of. In this episode Mike tackles the issue of entrepreneurs underpaying themselves. He explain how taking a proper salary out of your business is critical if you really want to see your business succeed and shares some of the added benefits of paying yourself properly.

A quick intro episode—the episode behind the episode—to get the show launched. In it host Mike Gastin explains what Make It Matter is about and what listeners can expect going forward.