Chris is diving into a perplexing sales practice – coaching cold calls. Perplexing because everyone talks coaching up, yet so few actually do it. He explains why this type of coaching is critical yet so scarce, why both the coach and the call induce fear, and how to actually make coaching work. With compelling examples from golf and hostage negotiations, Chris breaks down the elements of an effective coaching framework. The key – simplify each call into bite-sized pieces and target very specific first failures to drive rapid gains.
Learn how to boost your company’s sales strategy. Deborah and her guest, Barry Trailer, Co-Founder of Sales Mastery Advisors, discuss research-backed approaches to building customer relationships and implementing effective sales processes. Discover common pitfalls in forecasting, analytics, and sales team structure and how to avoid them. You will gain insights from Barry on shifting dynamics between buyers and sellers, plus practical steps to capture more business. Whether you lead a startup or enterprise company, this episode provides battle-tested wisdom to navigate uncertain waters and accelerate revenue growth.
Host Tessa Burg joins Sharon Toerek to discuss how AI is reshaping the services agencies can offer. Together, they explore how to set up the right policies, use AI responsibly, and have transparent conversations with clients to manage risks. While legal topics might not usually grab your attention, Sharon makes them interesting while delivering important information for anyone in the marketing field. Visit the AI + Your Agency Resource Center for helpful downloads from Legal+Creative.
On Rooted in Revenue, Susan Finch and Tessa Burg dive deep into the ethical and strategic incorporation of AI tools, such as ChatGPT, into business workflows and educational systems. They discuss the importance of understanding biases, setting up standards across the company, and adopting a cautious approach to the usage of generative AI tools. They emphasize the need for a strong QA process and internal policies to protect clients and businesses. Additionally, they touch on the importance of educating students and teachers on how to properly use AI tools to enhance creativity and communication.
This week’s Sales Pipeline Radio episode is “Using Intent Signals to Optimize Content & Sales Outreach.” Host Matt Heinz’s guest is Jennifer Ross, CMO at Intentsify. Tune in to Discover how intent signals go beyond mere buying indicators. Dive into the intricacies of intent data and why treating all signals as buying signals can be counterproductive. Learn how to effectively activate intent data across your organization, from marketing and sales to customer success, and why it’s becoming the new currency in marketing.
Take a trip to your local grocery store, and you will find produce, fish, and other consumables from different countries across the world. However, when it comes to medications, especially with increased pharmacy costs, why do we not take the same approach? Bill Hepscher and Casey MacPherson from RxManage/Global Rx Management join Leigh and Sally on this week’s episode of The Granite List Live to discuss the savings that international pharmacies can provide your plan!
