Master Deal Maker Secrets

A few weeks ago I shared a client case study where they went from 600K to 1MM in sales per week by implementing one critical change in how they engage new paid leads in their business. This one shift allowed them to go from 30% connection to 80% connection rate on new leads. This week I am explaining exactly what they did to make that happen around Engaging, getting Responses and the Converting these leads into actual appointments.

Want to know the 1 spark plug that will make your sales team engine perform better without doing anything else? In my experience it's helping them to become more confident. So the next question is of course, how do you do that? In this episode we break that down for you..I share with you 3 things you can do with your team to give them the rocket fuel that powers sales success. Tune in below to check it out.

Sometimes there are some very simple changes you can make to the sales process within a business can can cause really big changes. Today I am going to share one with you that will blow you away. It's a real life case study of a client I recently worked with with who increase their sales from 600K - 1 million per week in sales just by implementing one idea. Click the link below to listen in and learn exactly how they did it and the massive shift it cased in their results.

This week we caught up with tech sales expert Ricky Pearl. We covered  a wide range of sales topics in our discussion including some of the most cutting edge strategies being deployed in the sales tech world today including... - AI (of course)  and how every business needs to have a data strategy.  - How automation fits into the sales process (I wasn't expecting Ricky's answer on this one) - Ricky's take on what a great CRM should do - What personality traits great sales people (still) need Plus a stack of other timely information on how teach is being successfully blended to accelerate sales success in many markets.

This week, you're going to peek behind the scenes of exactly how I helped a remote high ticket sales rep increase his sales results by 58% in 12 months.  You'll learn how he went from falling way short each month to a consistent top performer with a repeatable high converting sales process. We'll explore what was stopping this guy from earning the commission he deserved PLUS we'll break down step by step exactly how we got him firing on all cylinders. You'll learn the mistakes he was making in his calls with potential clients plus exactly what we did to turn his performance around through coaching.

In business and certainly in sales, at the end of every month, even if we've had a great month we need to start again. And if you're good, and you have a great sales growth plan, you will be stringing together consistent months. But what happens when we have a down month? It's not if it's going to happen, it's when. Here's how to fix that - fast  Listen in this week for my 7 minute sales reset - ideas to get sales and get you back on track fast...like today.

Could you be killing sales without knowing?  Could there be subtle (and not so subtle) things you're doing that are stopping sales that would otherwise have converted? If you suspect that you are, then you need to listen to this week's episode. You'll learn 5 simple things to stop (and start) doing now that will help you make more sales today !

This week I had Will Wang back on for a conversation about direct marketing. Will, in fact. has just successfully sold his consulting business and was super generous with me asking him a stack of questions about a subject I have been fascinated with for a long time now... How do you get the attention of your ideal clients by going direct to them rather than spending a truck load on marketing and waiting for them to hopefully come to you? There's a stack of gold in Will's and My chat - I'm sure you'll get a heap out of it.

If you are noticing a reduction in the number of leads that you are getting that are converting into buyers is declining this weeks episode will be super helpful. Even if you are happy with your sales, it's important to be aware of where to look if things start to drift. In this week's episode we look at the 3 best places to look as well as some other places within each of the three main areas to work out what to fix. It will be really helpful if you are a sales leader or business owner or if you are in direct sales.

How do I get my sales team performing better with the time they have? How can I manage my time better than I do? I constantly get these get these questions... In fact, in the 21 years I have been doing this, It would easily be the top question I get from business owners and sales reps alike. Why? We live in a world of distractions... The better we manage our own energy and our own state the better we can extract the highest amount from ourselves and our teams. This week you will learn 5 simple but powerful strategies to do just that.

In this week's episode we caught up with digital marketing strategic expert Marlon Lockyear. In our conversation we cover some really interesting ground around... How to best prepare for your transition into paid marketing  How to get the most out of your investment in a digital agency  How to know if you are being taken advantage of by your digital agency  The current status of AI in automated appointment making and client re-engagement  Most businesses I talk to are not using a digital agency but at some point understand they will need to. Regardless if you are working with a digital agency or not you will get a lot out of this week's episode.

I have coached a lot of sales people over the last 21 years. In that time I’ve noticed 5 things that make the biggest difference in turning around sales people’s performance and results. In this weeks episode we will cover… 3 ways to quickly work out if someone should stay in sales or do something else The simplest and fastest way to instantly improve results The most powerful tool for sustainable, long term shifts in sales performance  The little known sales management strategy to motivate even the most underperforming sales people Tune in here to find out what it is.

Relax…mate ! have a beer ! This week I had a fascinating interview with James Swanwick who is a give up drinking coach. In this fascinating conversation we cover… What alcohol really is Both James’s and my journey to giving up alcohol  How alcohol imbibes (sorry couldn’t help myself) itself into so many different cultures  The million dollar business case for giving up alcohol (this blew my mind) Even if you are not planning on giving up soon, I think you’ll get a lot out of this episode. Tune in here to find out what it is.

There’s no denying… Burnout in business is real  Recent data shows that 60% of people in business experience some sort of burnout at some point in their career. And guess what ?  It’s actually worse for sales people  why?  because we experience more rejection than other people in business. So how do we avoid it? Well I’m glad you asked because that’s what we are talking about in today's podcast - the 5 ways you can avoid burnout in your sales role. Tune in here to find out what it is.

Don’t make this deadly hiring mistake Ok, that sounded a bit dramatic. But I really can’t overstate how damaging hiring a salesperson without this one thing in place can be. I mean, you could get everything else right and have the other 4 hiring pillars I talk about in place (Selection - Induction - Training and Management Systems) but if you’re missing this - you are toast. Tune in here to find out what it is.

This week I outline the top 10 most watched and listened to podcasts for 2024. Of all the podcasts released this year, these were the most listened to. Counting down from 10 to 1. Listen in to get a brief summary of the best episodes. I have also listed the top 10 episode numbers below ranked from most popular down so you can check them out individually as well. Episodes:  202 Increase your sales results in just 2 weeks  197 Interview with master copywriter Scott Bywater  207 Top Mindset shifting books with Lloyd Thompson  211 3 ways to lift yourself out of a sales rut  212 How to get the best out of every sales opportunity  209 The two types of businesses that invest in sales training  199 How to put your sales results on steroids by reviewing sales call recordings  208 5 Top time management tips for maximising productivity  205 Top mistakes businesses make in sales meetings  200 3 big warning signs a new sales team member is not going to make it

I love this time of the year. I love the way it has a natural ebb to it and how each year I am drawn to literally pull my business apart and look at how I can add more value to clients this year. (more on this soon)  One of the things I am super focused on right now is the concept of strategy and strategic planning. In fact, I have 3 brand new clients who I am running strategic planning sessions within the next week to help them make 2025 their biggest year in business ever. That’s what makes this week’s podcast so timely. If you are doing some planning for 2025 you will love what we cover in this week’s episode. If you want some help with your own planning, click here - https://johnblake.wufoo.com/forms/s1e2bc6q1sw4zyn/ I am working on something that will be incredibly helpful if you’re serious about growth for 2025. Listen to this week’s podcast.

If you are like the majority of clients I speak to, you may not be working with a digital agency yet, but it’s probably on your radar to do at some point. If you are paying a digital agency to generate leads for you, then this week's episode will be a super important one for you. This week we are going to talk about what you should expect from a digital agency in terms of performance but just as importantly, how to spot it early if they are not doing the right thing. Paid lead generation is so important and can literally make or break a business. (new enquiries are like oxygen for most businesses) I have seen and had first hand experience with a number of my clients who stayed way too long with digital agencies who were underperforming. Here’s how to spot the warning signs early so you can get out fast and stop the bleeding before the rot sets in.

Are you only getting low-level buying motivators in your client discovery before you make an offer? If you are, you’re probably not converting a lot of sales. Today we spend a whole episode talking about how to uncover the core buying motivators BEFORE you make an offer. Failure to do this will leave you with very low conversion rates. Listening to this episode will give you a number of ways you can go way deeper with clients in terms of uncovering their motivators to buy. Your clients will feel way more “heard” and have so much more trust in you when you get this right.  

How are your sales tracking for the year? More importantly, how is your planning for the last quarter of the year looking? What about the first quarter of next year? In this week's episode, we will cover the 8 keys to planning an insanely successful quarter of sales. What you will learn in this episode will help you get crystal clear at the planning stage on precisely what you want to achieve.  Getting the planning part right will make the deployment of your strategy way more smoother. It will also make hitting your key outcomes way more likely. After all, you can’t hit a target you don’t aim for.