Articles under ‘All Audio Articles’

In this entertaining podcast I interview Mike Southon co-author of Beermat Entrepreneur and Sales on a Beermat.

Mike runs through the three elements of sales featured in his book:

• Be Liked - why it is essential to focus on prospects that like you

• Qualify - the 10 steps to turning interest into a sale

• Close - How to ask for the money

When listening make sure you have pen and paper to hand. This podcast is stuffed full of tips and references to free materials on Mike’s website http://www.beermat.biz

Mike is a salesman through and through and has been involved in building and selling many businesses.

You will need to subscribe to listen - the process is painless and will only take a minute

p.s. If you are on Twitter you can follow my daily tips and updates here

I am a big fan of Frank Furness. He is an international speaker and trainer in sales and is currently working in over 48 countries. Frank specialises in new business generation and the use of technology in generating leads. I regularly quote Frank’s saying that cold calling is the price you pay for not doing enough lead generation activity in other areas. In this recording Frank reveals 17 strategies for lead generation including some of the things you can do with online technology.

Frank puts the reason why people struggle to generate enough leads down to the fact that they typically only follow one or two strategies. They are also more focused on sales than lead generation. According to Frank, you can have the best sales technique in the world but if you do not get in front of enough of the right prospects then you will struggle. Conversely, you can be an amateur at sales and yet if you do enough prospecting then someone is likely to buy from you. Sure, work on your technique but once you have got leads coming in.

If you only listen to one audio on this site then make it this one! Frank provides a wealth of information and lots of references to free resources. I have to say that it is one of my favourite recordings and I will be listening to it myself several times to make sure that I am doing all 17 strategies.

How realistic are your goals? If you diligently follow the SMART formula for setting goals then your goals are just not big enough!! That is the conclusion that Accidental Salesman® interviewee David Hyner of Stretch Development came to after interviewing over 100 top achievers who are all creating amazing levels of success. In this recording I interview David on the 5 step model which he developed by boiling down all the wisdom generated from his research into an easy to follow process he calls ‘The Massive Goal Principle’.

In my own words the five steps are:
Step 1 – Set a big fat hairy goal!!
Step 2 – Research your goal and break down into tasks
Step 3 – Prioritise tasks and integrate into your daily calendar
Step 4 – Take action!
Step 5 – Never give up (Keep on keeping on!)

I first met David on a trek in Peru. He was talking about his research and I thought I knew what he was talking about because it all seemed so simple. It was only after I had been on his workshop and explored the mindset behind the 5 steps that I understood how profound the insights were. By listening to this audio you will begin to understand the power of the 5 step model and how to take it from theory into action. It will get you thinking bigger and give you a structure for turning your big fat hairy goals into tangible results.

Each time I listen to it I fired up all over again!! I challenge you to follow David’s insights and not get inspired! Once you have listened to this audio I promise you that you will never settle for realistic goals again!

When selling your services, reputation is everything. When you have a great reputation, prospects are more likely to listen to you and be interested in what you have to say. The reputation of products and services are just as important.

Not so long ago, the way to build your reputation was just through networking and publicity. It was time consuming and took a long time. With the internet, it is quite easy to build up a reputation relatively quickly and even easier to destroy your reputation at the click of a mouse.

There is no getting away from the fact that people will look you up on Google before meeting with you, whether for an important sales meeting or some other meeting. Either way, your reputation will be affected by what they discover about you online.

In this recording Nancy Williams, from online reputation management specialists Tiger Two, explains what it takes to monitor and cultivate your online reputation with the view towards lead generation.

Have you considered using a tele-marketing agency to generate more leads for your business? I regularly come across business owners who have invested in tele-marketing only to be left with a large bill and nothing to show for it. I also come across business owners who swear by tele-marketing and sometimes they have been using the same agency as other business owners who have had a bad experience!

What is the difference between a successful campaign and one that is doomed to failure? What should you really expect from a tele-marketing agency and is it a potential option for your business? In this teleseminar recording I interview chartered marketer Nigel Woods. Nigel runs a successful telemarketing agency and I find out from Nigel how to maximise the return from any tele-marketing campaign.

Most businesses spend time chasing all over the place trying to find new clients when there are more than enough opportunities within a 30 mile radius of their offices. In this recording, small business marketing expert Rosie Hatton covers some of the marketing options for developing a thriving business in your local area.

This is an edited recording of the teleseminar done by Andy Preston where he debunked some of the myths associated with closing the sale and presented a simple approach to closing which will prevent you from having to put any pressure at the end of the sales process.

Highly recommended listing for anyone who is involved in sales.

In this recording I am interviewing David Festenstein on how to gain appointments with senior executives within large companies. David does this professionally for IT companies and is sharing his his 7 golden secrets which he has developed over many years of experience. On this recording we go into each in some detail but to summarise the 7 secrets:

We all know we should have a marketing plan but how do you actually write a marketing plan for your business? And how do you use that marketing plan to drive forward sales?

In this recording straight talking small business marketing expert Rod Sloane outlines his 1 page marketing plan template. In his typically clear and entertaining style Rod guides us through how to write a marketing plan and how then to turn the marketing plan into a ‘to do’ list for our lead generation activity.

To listeners of this recording Rod additionally provides access to a free copy of his 1 page marketing plan template and sample marketing plan.

Highly recommended!

This is an edited recording of a free teleseminar I did with Thomas Power, Chairman of Ecademy. Thomas is a recognised visionary and thought leader in the world of online social networking and is himself a prolific networker. In this recording Thomas shares with us why online social networking is so important and how to use Ecademy as a tool for lead generation both from referrals and direct business. This is highly recommended if you are wondering what online business networking is all about and how to use it for business development.