No matter what you want these days “there’s an app for that.” And while technology has been incredibly helpful in lead generation activities, perhaps we have jump a little too far a little too fast into tech. Maybe there are some simple secrets of lead generation that no app can do for you. What if the “key” to increased leads that we have been seeking isn’t on your computer or iPad? What if it’s something you already have access to and have just ignored? To delve into these deep questions I asked Tom Hopkins, author of How to Master the Art of Selling, to return as a guest on my show. During the interview we discussed: *The art of tracking leads *How salespeople cost themselves leads *The “itch cycle” *And much more Be sure to download your FREE Ultimate Qualified Lead Profile Toolkit - a $97 value - by clicking here!

She's baaaaack! Y'know I love Wendy Weiss, the Queen of Cold Calling™, and that is because she loves to put the heat into cold calling! In this show Wendy is here to tell us how to use your iphone for something more than just playing Angry Birds. She'll show you how to use it to create new appointments, with viable leads in just 24 hours. During the interview we covered: *Why cold calling is not only not dead but more viable than ever *The real deal on voicemail *How to get over your own junk so you can actually pick up a phone and call someone *And much more Be sure to get your FREE Ultimate Qualified Lead Profile Toolkit - a $97 value - by Clicking Here!

When folks first start into using information to market their product or service they often believe "I have a lot to say." Shortly thereafter they end up thinking "what haven't I already said?" And in a world where readers are looking for more info/thoughts/ideas to feed on everyday a lack of content to feed them can spell doom for you marketing efforts. So how can we feed the brains of our prospects without having to spend all of our time coming up with stuff to say? To help me tackle that question I asked Robert Drew, from Emedia, to join me on my show. During the interview we discovered: *The real B2B content marketing model *How to chose which marketing collateral to use *Why you need a 2 prong approach in lead generation with content *And much more

We all know the old adage “Sales is the lifeblood of Business.” But what many people forget is that Lead Generation is the lifeblood of Sales. And with sales becoming more and more competitive, the lifeblood of Leads is becoming more difficult to sustain. This has lead to ever longer, more expensive and more complicated lead generation processes. But is this how it should be? Should complex sales really be created from even more complex lead generating processes? Isn’t there an easier way? To tackle these questions I asked my friend Brian Carroll, author of Lead Generation for the Complex Sale, to join me on my show. During the interview we covered: *The real big challenge for generating leads in today’s market *How to increase sales revenue while maintaining or even reducing sales and marketing expenses *Why traditional marketing sabotages lead generation *And much more Be sure to download your FREE Ultimate Qualified Lead Profile Toolkit by CLICKING HERE

In the good old days, you know before the internet, salespeople had an advantage. The buyer only knew as much about the salesperson and his company as he could see from brochures and advertising.  Today, a buyer can learn more about you then you know, or would want them to know, with just a few mouse clicks. And that is just the beginning! So, if the field has been so tilted, some might say “leveled,” how can we address that? How do we handle the challenge of the “well informed” buyer? To help me tackle this question I invited John Golden, CEO of Huthwaite, to be my guest on the show.   During the interview we covered: *Can salespeople control sales situations anymore? *How can we adapt to the new “everybody knows everything” marketplace? *How and why is alignment the key to success? *And much more Be sure to download the Ultimate Qualifid Lead Profile Toolkit - normally a $97 video training program - Yours FREE!!! - Just CLICK HERE

One of the oldest clichés in sales is: “The Customer is always right.” Well, that might be true, but I can also tell you – and you’d probably agree with me - that the Prospect is usually wrong! Nonetheless, in today’s hopeful but still nervous marketplace, we tend to give the prospect a lot of latitude and little, if any, attitude. And we do this because the common wisdom is that if you treat people nice, they will treat you nice. But does nice equal sales…? What if all this “whatever you want” junk is actually LOSING you sales? In order to address this pressing issue, I asked Matthew Dixon and Brent Adamson, co-authors of The Challenger Sale to join me on my show. During the interview we covered: *What can be done to increase sales in a still-down economy? *What are the 5 types of salespeople? And which one sells the most? *How can pushing back against a prospect actually accelerate and increase the sale? *And much more? Be sure to download your 3 FREE chapters of BE DO SALE by CLICKING HERE!

Every business owner, consultant and salesperson I speak to wants the same thing: More sales right now! Of course, the fastest way to generate more sales is to increase the amount of viable (qualified) prospects you are talking to on regular basis.   And there’s the rub! How do we increase the amount of qualified leads in our pipeline? And how can we make that happen starting today?   Well, obviously, that is the entire focus of my work. Nonetheless, I wanted to get a new POV on this issue. I wanted to get a POV from “down under” (New Zealand actually), so I asked my friend Graham McGregor, creator of The Unfair Business Advantage Report, to join me on my show.   During the interview we discussed: *What is the ‘hiding in plain sight’ prospecting problem everyone is missing today? *What are some fast and simple adjustments a salesperson can make to immediately improve their lead generation? *How can we use testimonials in our prospecting without it coming off as blah-bah-blah? *And much more Be sure to download your 3 free chapters of BE DO SALE by CLICKING HERE!

You may have a great and wonderful professional wardrobe, but what if it is also killing your sales numbers? One thing I’ve learned after all these years is that “appearance” is a two-way street. There is how you dress, which is based on how you think you should look. And there is also the way the client or prospect sees you, which is based on how they thy think you should look. Basically, their first impression of you is all in their head and not on your body. So, how do we compensate for this? How can we dress in a way that is a genuine expression of who we are that also creates a positive appearance for us to our clients and prospects? To undress this tricky situation I asked Angel Tucker, the author of Stop Squatting with Your Spurs On, to join me on my show. During the interview we covered: *How much of an impact do first impressions, based on appearance, have to do with getting or not getting the sale? *What are Personality Types and what have they got to do with appearance in sales? *What are the ground rules for men and women to dress to generate more sales? *And much more? Be sure to download your 3 FREE Chapters of BE DO SALE by CLICKING HERE!

We all know the old adage “people buy people,” and this tells us that the client wants to get to know you before they will buy from you. It is a sound principle. The big question, then, becomes: Do you know you? After all, if the client wants to know you, you must be fully know yourself or you’ll end up being a fake, which clients can smell a mile away. So, how do we do it? How do we truly “know” ourselves? And how do we translate that self-knowledge into the tangible world of day to day sales? To help me work through this deeply personal issue, I asked Christine Clifford, author of You, Inc. The Art of Selling Yourself, to join me on my show. During the interview we discussed: *Why and how to sell yourself first *What are truly useful questions all effective salespeople ask themselves regularly? *Why your personal passion is more sellable than your product’s benefits *And much more! Get 3 FREE chapters of BE DO SALE by CLICKING HERE!

What makes you different? What makes you special? Why should a client choose to spend their time, money and energy on you and your solution over someone else? If you haven’t asked yourself these questions you’re already in trouble! The truth is that a buyer can spit and hit 20 salespeople ready to sell him the same product or service at the “best price” with the “best quality” and the “best service.” If that’s your shtick, you are the same as everyone else, which means you’ll get lost in the herd! So how can we break from the pack? How can we position ourselves to be someone worth a buyer’s attention when everyone else wants it just as bad? Well, I know how to start: Choose a niche! And to help me focus down on the how-to of creating and owning a niche, I asked Stephanie Chandler, author of “Own Your Niche,” to join me on my show. During the interview we discovered: -How to define your niche -How to build credibility in your niche -Why your knowledge will create more sales once you put it on paper, video or audio -And much more! Want to create a brand new niche that you can own forever? Then check out the book BE DO SALE by CLICKING HERE!

“My sales cycle is getting longer, while my commissions get smaller and my boss gets madder.” Sound familiar? Yes, the economy seems to be improving, but that still isn’t speeding up the decision making process of buyers these days. And if you’re livelihood depends on their decisions you’re probably hurting right now. So, what can we do? What choice do we have? How can we help our prospects speed up their decisions so they can benefit from our offering, and we can benefit from a healthy commission check? To help me tackle this time-sensitive issue I invited Kevin Graham, Managing Director of Empowered Sales Training, to join me on my show. During the interview we covered: *How salespeople are increasing their sales cycles without realizing it *How much does mindset have to do with the speed of a sale? *What steps can be taken right now to accelerate sales speed? * And much more! Be sure to download your three free chapters of BE DO SALE by CLICKING HERE

You call. You email. You stop in. You do whatever you can to get in front of a prospect. And all you hear is “Sorry he is busy.” Even when you get their attention for a second, keeping their attention, let alone their interest, is also a Herculean effort. So what do we do? How do we connect with and create sales with buyers who are too busy to breathe? To help me with that question I invited Jill Konrath, author of SNAP Selling, to join me on my show. During the interview we covered: *How, exactly, crazy-busy buyers’ schedules effect their sales preferences *Why your biggest competitor is not another vendor but your prospect’s status quo *A new spin on consultative selling for crazy-busy folks *And much more Be sure to DOWNLOAD YOUR 3 FREE CHAPTERS OF 'BE DO SALE'

“I’ll make my millions by being a salesperson!” It’s a nice idea. But the truth is that not everyone is designed to work in sales. And many folks who get into sales also drop out of it quickly, after they realize sales isn’t just taking purchase orders and handling clients’ checks. But if you are determined to get into or succeed in sales there are some things you should know upfront. To give us some real insight into what happens when you get into sales, I invited Louis Lautman, creator of The Young Entrepreneur Society, to join me on my show. During the interview we covered: *How to choose where, when and how to start in sales *How to deal with your own fears when it comes to sales *Actions you can take to improve your sales skills *And much more! Be sure to DOWNLOAD OUR FREE REPORT

Presentations are one of the basic tenets of sales processes. And it seems like everyone is trying to figure out how to create a “killer” presentation. But is there such a thing as a “killer” presentation we can reuse over and over? What are presentations actually doing for – and possibly against – us? and why is there so much trouble delivering presentations? To tackle these “presenting problem” I asked Tom abbott,  author of The SOHO Solution, to join me on my show. During the interview we covered: *The real reason presenting is always a problem for salespeople *Why the audience zones out and how to wake them up *How to use a “proof device” in a presentation *And much more! Be sure to DOWNLOAD THE FREE REPORT!

It is estimated that up 50% of all inbound sales leads are never followed up! 50%!!!!! Why not?! Now you might be thinking “I’d never let a lead just wither and die.” Or, perhaps, you’re one of the folks who does leave leads just sitting on the table – forever! How does this happen? Why does it happen? And how can we change it and add those sales that are literally just waiting for us to call? In order to address this issue I asked Andy Paul, author of Zero-Time Selling, to join me on my show. During the interview we discovered: *The common reasons leads get left behind *Step sales managers and CEOs can take to ensure lead follow up *The fundamental pieces of good lead follow up *And much more! Be sure to DOWNLOAD YOUR FREE REPORT

So you have a profile on LinkedIn. And your looking to create leads and sales from it…now what do you do? Maybe you’ve tried answering some questions or searching for contacts, but you just can’t seem to get any traction! Well, good news/bad news, you’re not alone! Most of the folks ON LinkedIn don’t know how to USE LinkedIn. So, what is the secret? How can we use LinkedIn to get through to decision makers? Or create opportunities? Or drive qualified traffic to our site? To address these questions I asked Lori Ruff and Mike O’Neill, co-authors of Rock the World with Your Online Presence, to join me on my show. During the interview we discovered: *Simple ways to identify decision makers on LinkedIn *How to edit and leverage your LinkedIn profile for more interest *Do’s and don’ts of connecting with folks on LinkedIn *And much more! Please be sure to CHECK OUT OUR WEBISTE for Blogs, Videos, Interviews, Reports and other free resources!