Listen to “254. Embracing a Psychology-Based Sales Approach w/ Jeff Shore” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon In today’s increasingly oversaturated market of substandard marketing and customer service offerings, it’s getting more and more difficult to come out on top. What if we told you there was a way to get into your customers’ heads … no mind reading required? Jeff Shore is the founder and president of Shore Consulting. With a focus on psychology-based selling – putting humanness back into the sales equation and selling the way your customers want to ..read more

  Listen to “The North Star of Legendary Customer Experience” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon A home is one of the most significant, important purchases people make. But that doesn’t mean the process is easy. And unfortunately, it’s not always the most enjoyable. Building and buying a new home can be an extremely stressful experience. But it doesn’t have to be! For most prospective buyers, that last sentence prompts a scoff and a shake of the head. When it comes to marketing home building and buying services, professionals have to contend with two things ..read more

  Listen to “252. Selling on Video: Beyond the Excuses w/ Chris Bogue” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   In today’s world of buying and selling, people are much less inclined to answer calls from unknown numbers and are highly unlikely to open their door to a stranger. The good news is that cold-calling and door-to-door sales can be replaced with video — and, what’s more, they should be. When you put a face to the name and a video to your digital communication, you end up with an incredibly powerful marketing tool. But for many salespeople — whether ..read more

  Listen to “251. Investing in Brand, Affinity, and Owned Media w/ Anthony Kennada” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   Customers and marketers alike are tired of the tired, old game. The constant attempts at sliding from the promo tab to the primary inbox, the cat and mouse of open rates, and the wave of automated messages create a stale relationship between sender and receiver. How do we curate affinity instead of apathy? If we think of the customer lifecycle, the brand mission is not always a bullet of that journey — that’s the first mistake many b ..read more

  Listen to “250. The Process to Drive Revenue with Video Messaging w/ Ethan Beute” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   At the root of so many of the challenges we face – and of our inability to capitalize on opportunities – are human issues. Emotion. Trust. Confidence. Communication. With the intentional, purposeful use of video messaging, those human factors can become assets, and companies can flourish. Through The BombBomb Method, you get deliver a proven strategy for driving revenue with video messaging beyond the gimmick of pattern interruption ..read more

  Listen to “249. Generating Leads (and $25M) from Customer Success w/ Trina Dunham” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   Lead generation is not a siloed feature of marketing or sales. Optimum results come from consistent collaboration company-wide to deliver high-quality sales opportunities. Lead generation is a critical part of the Customer Success puzzle and is more than funnels and data. Think of a product or brand you’ve stayed with for multiple years. The item you repurchase, the service you refer to friends, the tool you use daily, the subscript ..read more

  Listen to “248. Shifting a Culture to Customer-Centricity w/ George Essama” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   Customers don’t want to buy a product; they want to buy a solution. And they want to feel seen, heard, and appreciated while searching for, acquiring, and leveraging that solution. How we achieve that outcome requires that we shift and adapt to changing customer expectations. In the public sector, customer-centric practices are not a staple — this is a proven fact, backed up by the 2022 Sales Index report for the entire country. What if th ..read more

  Listen to “247. Building Trust in High-Stakes Environments w/ Scott Mann” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   In many ways, trust makes the world go round in all corners of civilization – trust in work, family members, resource providers, industries, and more. This fact extends to building the foundation of an unshakable team. With this truth in mind, it is critical to remember that you cannot earn genuine trust through force or intimidation. To authentically build trust as a leader in almost any situation, you must first establish common ground and ..read more

  Listen to “246. The Power of Personalization in B2B Sales w/ Samantha Stone” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   B2B gets a bad rap for impersonal communication and stale content. Business-to-business conjures images of gray cubicles, crisp professional presentations, paper coffee cups, and dimly lit conference rooms. As B2B sheds those overtones and moves towards more engaging content and increasing authenticity, sales teams reveal themselves as a critical gateway for personality, personalization, and connection. What does it mean to personalize B2 ..read more

  Listen to “245. Winning Through Relationships in the Digital Era w/ Rivers Pearce” on Spreaker. Apple Podcasts | Spotify | Google Podcasts | Amazon   Relationship building is a time-tested and proven approach to earning life-long clients across industries – and the real estate industry is no exception. That being the case, why do so many real estate and mortgage businesses lean into transaction-focused workflows? Real estate agents typically move prospects into a CRM, “nurture” them, move them through the transaction pipeline, close the deal, and detach from the relationship. Thi ..read more