What would you say if someone told you your business could reach $100 million in revenue in just seven years? On this episode we’re joined by Daniel Barber, the VP of Sales at Datanyze. Daniel is an expert on analyzing the data of a business to determine where revenue goals should be set and how best to reach them, and he’s here today to share some of his best tips for 2017 revenue planning with our listeners.
“The year of specialization is definitely here”- Daniel
“We discovered a lot of numbers, again, planning is something that it’s like that New Year’s resolution. Unless you actually plan to do it and actually execute on it, it’s just that gym membership that just never really worked.” - David
This week we’re chatting with the Queen of Cold Calling herself, Wendy Weiss. Many of us struggle with using the telephone in a sales world that feels like it’s moved online – it’s hard to get a prospect to pick up the phone, and we’re so out of practice that we fumble with what to say when we finally reach them. It may sound crazy or outdated, but speaking on the telephone is still the most effective way to reach your prospects and have conversations. As a speaker, sales trainer, and author, Wendy has established herself as an expert in utilizing the telephone to connect with prospects and close deal after deal.
More From Wendy Weiss:
“Being on the telephone is the next best thing to being in front of your prospect”- Wendy
“If you need to sell more, you need to use the phone!”- Wendy
“Having a script while phone prospecting enables you to be the very best self that you can possibly be”- Wendy
This week we’re chatting with the CEO of Score More Sales and the president of Women's Sales Pros, Lori Richardson. As an expert in helping people become better leaders, build better sales teams, and ultimately increase company sales, Lori is here to explain the most common environments that breed sales issues and what you as a salesperson deserve from your manager. Lori is also a champion for women in the sales industry, and we discuss her reasons why companies aren’t getting the strong female job candidates they want and need.
More From Lori Richardson:
“It takes many ‘whys’ to get to the bottom of things”- Lori
“At the top of the funnel, companies are more alike than not”- Marylou
“You have to have somebody in your corner, specifically your sales manager, and they need to coach you and help you develop professionally”- Lori
“To see leaders who are both men and women, who are different ages, young and old, it’s really important to be able to see that because it helps people to better envision themselves in those position”- Lori
This week we’re chatting with Melinda Emerson, a consultant, author, and speaker otherwise known as “SmallBizLady”. Melinda is America’s #1 Small Business Expert and was selected by Forbes as the #1 Most Influential Woman for Entrepreneurs. Melinda is full of anecdotes, tips, and tricks from her 17-year career working with small businesses, and she’s here to share her expertise on connecting with entrepreneurs and having meaningful conversations.
More From Melinda:
“Anyone will buy something once, but the goal is to get them to buy over and over again”
“The best way to build a trusting relationship is through communication, especially online”
“There’s 23 million small businesses. There’s only 1800 large ones”
“I believe your business should be working for you”
Many readers have reached out to me wanting to know my favorite parts of my new book, Predictable Prospecting, and my advice for tackling the process I’ve outlined. This week I’m breaking down Predictable Prospecting chapter-by-chapter and picking out the most important concepts you need to know, areas that have been updated since Predictable Revenue came out, and how to get the most from the book in terms of worksheets and add-ons.
Resources From This Episode:
“The Predictable Prospecting process is not something that you learn and then leave. You’re continually improving.”
“The biggest thing I can tell you is that you are all fabulous writers. You have the ability to write the perfect email, an email that’s going to cause people to lean into their computer and be completely excited that you have written to them.”