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Sales Lead Management Radio

2
Feb 2021

Why business owners tend to hit plateaus and struggle to grow.

Kevin McCann and Susan Finch on Sales Lead Management Radio

Kevin McCann of the Executive Strategy Group, gives actionable logical, simple, but wildly important tips in this episodes. Here's one to start, if we take something just as fundamental your website. Take the first, top five pages of your website. Look at your navigation. Print out those pages. Go grab a yellow and green highlighter. You'll have to listen to this episode for the insights and assessment you can do right now.

Then, he praises one of his partners, HubSpot, but admits there is something missing. On the buyer persona, typically, it's, "Who is your ideal customer?" What vertical industry are they in? The standard demographic, size of company, title, revenue, growth, trajectory, vertical industry, et cetera. You'll have to listen to get the rest of what's missing and how he solves it with Revenue Growth Mastery 

He also goes through what is the REAL pain you are solving. It's not what you think 90% of the time. "The value of your offer needs to be relevant to the impact that the customer is experiencing with their challenge. Most sales reps totally miss that."

About Susan's guest:

Kevin McCann, President and CEO, Executive Strategy Group

Kevin has 27 years of sales and management experience in the high-tech industry specializing in:
* Sales negotiation and objection management training
* Business development and partner program assessments
* Business model growth assessment

The Executive Strategy Group is a management consulting firm that works with growth-directed companies seeking to increase top-line revenue. They align your company’s strategy with marketing and sales efforts to increase reach, maximize marketing ROI, shorten sales cycles and generate consistently growing revenue.

In addition to one-on-one and team advisory, planning and coaching/mentoring services, the Executive Strategy Group offers on-site seminars and workshops proven to effectively teach participants the skills, understanding and methodology required to succeed in an increasingly complex business environment.

19
Jan 2021

Our Special Sauce is What Makes Us Valuable

Ledge part 2 with Susan Finch on Sales Lead Management Radio

In this episode with Ledge, we talk about taking our secret sauce for granted. To many of us, what we do is a no-brainer, but to most others, it is not. It's awesome, inspiring, valuable. He explains the four values that everything Add1Zero.co does checks back to these four focus items Revenue, Integrity, Calm Confidence, Shared Abundance. When our success fades, or explodes, we can usually attribute it to how far we have or haven't strayed from the core values and concepts.

Listen to this conversation. You'll have homework. That's good. It means you have valuable takeaways. If you missed the first episode with Ledge, you can listen here.

It’s Not a Hobby, It’s a Revenue Source - Stop Playing House.

A bit about Add1Zero.co

Lead-to-close sales execution for B2B tech companies ready to leap from 6 to 7 digits of revenue.
Their team joins your team - under your brand - to pick up your leads as soon as they hit your CRM, engage and close them, and hand a signed client over to your onboarding and CS teams. Using a proven process for 6- to 7-digit annual growth, they provide sales strategy, execution, and ops -- the real work that needs to get done to close deals.

7
Jan 2021

It’s Not a Hobby, It’s a Revenue Source - Stop Playing House.

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Passion is not enough. As a revenue generator - deal closer service provider, Ledge tells us he doesn't need to be passionate about what you do. He needs to be passionate about closing deals for you and generating revenue for you. Then you will be able to channel more of the passion you have for your business. (20:31) "...sometimes folks will try to negotiate and say, well, if you're really passionate about it and you want to be involved in this, maybe you can cut your rates. And no, I'm not at all ... I'm passionate at the price I just quoted you because I'm going to make you millions of dollars. And that's what I'm passionate about. We build revenue machines. The end." Join us for part 1 of a 3 part series. Take notes!

Read Ledge's recent article about packages >

A bit about Add1Zero.co

Lead-to-close sales execution for B2B tech companies ready to leap from 6 to 7 digits of revenue.
Their team joins your team - under your brand - to pick up your leads as soon as they hit your CRM, engage and close them, and hand a signed client over to your onboarding and CS teams. Using a proven process for 6- to 7-digit annual growth, they provide sales strategy, execution, and ops -- the real work that needs to get done to close deals.

 

28
Oct 2020

It isn’t a Matter of if AI will Replace Marketing People

This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments' current and future headcount. We interview Paul Teshima, a former Eloqua executive and CEO of Nudge.ai (acquired by Affinity in March 2020). The executives interviewed so far seem to believe that AI will create jobs while also changing the job description of those in both sales and marketing. Paul may have a different opinion. The host is Jim Obermayer.

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12
Oct 2020

Is Sales Engagement the Most Important Platform in your Marketing Stack?

SLMA-twitter_Baez9l7gu.pngLack of sales lead follow-up is a plague on B2B Companies.   Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare.  Marketing managers should listen to this podcast.

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7
Oct 2020

Increase Sales 30% in 90 Days

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Increasing sales this much is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done.  Of course, following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predictive sales communications and engagement which combined with rep motivation results in dramatic sales increases.

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5
Oct 2020

Establishing Thought Leadership Through a Holistic Content Marketing Strategy

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The importance of content marketing in the high-stakes world of wealth management is non-negotiable. How can you expect customers to let you handle their hard-earned cash when you haven’t proven your industry know-how?

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