Closing sales requires trust, and trust is built through conversation. As Chris Beall notes, in B2B, the gateway to ongoing dialogue is the discovery meeting. Yet, too often, sales teams fail to view the meeting itself as the product they are selling. As Bruce Lewolt highlights, sellers must frame their sincere care for the customer’s success. This care is best conveyed interpersonally. By securing that initial meeting, the sales rep opens the door to relationship-building. As Jennifer Standish explains, delivery matters as much as content in piquing interest. With the right tonality and empathy, a seller can turn cold calls into warm introductions. James Thornburg and Matt McCorkle build on this idea: the meeting is a gift, saving the prospect time and money. When sellers view appointment-setting as customer service, their conviction carries through. The discovery meeting enables the sales conversation to continue. Building trust starts with booking that first meeting. Join us for episode 209: Your Only Product Is the Meeting.
Having built several companies from the ground up, Deborah Fell’s guest, Tien Wong, shares how human connections and nurturing an interconnected community have been his competitive edge time and again. Whether it’s obsessive customer experience or organic relationship building, he provides invaluable insights for leaders seeking to foster belonging in the modern workplace.
Integrating generative AI into marketing workflows is a move only a select few forward-thinking leaders are making. We’re excited to collaborate with the Test. Learn. Grow. podcast to feature discussions with two such trailblazers—Tessa Burg, host of Leader Generation and CTO at Mod Op, and Patrick Patterson, CEO at Level. These leaders are at the forefront, not just employing generative AI but also setting the standard for its application. They join the podcast to share their excitement, expert tips, bold opinions, and the valuable lessons they’ve learned along the way. Listen to a conversation filled with actionable advice for anyone looking to elevate their organization’s AI journey. This episode was originally published by the Test. Learn. Grow. podcast, hosted by Dale Riether and sponsored by Level.
This week’s show is entitled “How Change Management Unlocks Marketing Transformation,” and my guest is our own Tom Swanson, Engagement Manager at Heinz Marketing.
Listen to unleash the power of marketing orchestration with strategies to drive predictable outcomes and create a seamless marketing process. You will also discover how change management impacts marketing success and learn how to reduce inefficiencies without burning out your team. And finally, you’ll gain actionable tips to enhance collaboration, communication, and strategic alignment for maximum marketing impact.
Being a parent comes with navigating the labyrinth of babysitters, daycare, activities, and programming so that your child can be taken care of while you work and do the things you need to. With this problem in mind, Carleen Haylett founded Enriched HQ, a marketplace of life-skills-building programs for kids in 5th grade and up.
Susan Finch welcomes Jason Beck for this episode of Rooted in Revenue. If you are in sales, you’d better know if you are transactional-focused or lifetime-focused when it comes to how you approach prospects and customers. There is no wrong version, but you need to know which you are. Your sales manager needs to know which you are too. That deep honesty will allow you to play to your strengths. The theme of this episode is two-fold – being in awe of the fantastic things people you encounter do and who they are, and knowing yourself to the core. If you don’t like it, change it. There is also homework at the end from both of us.
The Legg family has welcomed over 30 foster children through their home and each one receives and leaves with a Binky Patrol blanket. They also have adopted four children from the foster system. She tells us about a child that arrived two weeks ago at her home. And just two Fridays ago, we received a, a little baby girl. And during the drop off of them inspecting our homes and whatnot. I had six blankets that had been delivered to our house and they were sitting on the porch. And, uh, the case worker that had come through said are those Binky blankets? And I said, they are. And she said, “I’m headed back to the command post. I have 18 teenagers that are sleeping in the command post right now. There aren’t a lot of available foster homes.” And so a lot of the older children are staying in the command post, and she said, “Can I take them? At least six will have blankets tonight.”
Kimberly Legg’s 19-year-old daughter says, “Mom if there’s any other child that has a circumstance like mine, I wanna help to make sure that they have something that they can call their own for no matter how many years they’ve been in the system or how many years they’ve been when they’re adopted or, that they have something they can call their own.” Listen to the rest of this full-circle story.
Finally, Deacon Brett wants us to know that this weekend’s homily title is meant to be playful, but there is a point here. To be desirable, attractive, special – that’s one of those deep desires of the human heart we all experience. In the end, the more we try to manufacture our own acceptance and attractiveness, the more we’re bound to be frustrated.
