Aaron Ross, co-author of "Predictable Revenue", along with Mary Lou Tyler from episode 14, is back with a new book, "From Impossible to Inevitable: How Hypergrowth companies create predictable revenue". Learn what Aaron had to learn the hard way about sales, and how he manages to write books, consult, and raise 12 kids.
Brennan Dunn wasn't always a whiz internet marketer. He started off pursuing a degree in electrical engineering, but switched gear to study Classical Languages (which did come in very handy later).
Along the way, he learned how to do internet marketing, how to get sales without selling, and much more.
In this week’s show:
Anil Dash has done it all, except graduate from college. He's started companies, helped launch the social media revolution, served on President Obama's Office of Digital Strategy, uses Twitter prolifically, and is the CEO of Fog Creek Software.
In this wide-ranging discussion, Anil talks about:
And much more...
Author and productivity consultant Maura Thomas talks about how she got into the field (by accident), working with David Allen, where she agrees (and disagrees) with Getting Things Done (GTD), why time management is outdated, and how to manage your attention.
Best selling author and sales guru Jill Konrath details her own struggles with digital distractions and how to sell more in less time.
Marylou Tyler of Predictable Revenue and Predictable Prospecting fame discusses how she moved from writing code to sales success by using her engineering background instead of running away from it.
Few things cause as much stress as pricing. But it doesn't have to be that way. This episode looks at how to think about pricing, how to align better to customers' needs so you can price better, how to move from cost to value-based pricing (and why most people get this wrong), how to negotiate discounts, how to present price in your proposal, and more.
Caleb Sidel discusses how he got into consulting, why his company partners sell and stay deep in tech, the advantages of partnering with someone like salesforce.com, the simple way they train consultants to be effective sales people, and more.
Attorney (and mechanical engineer) Brian Spross on when you need a lawyer and how to protect yourself and your company.
Scott Ingram, host of the Sales Success Podcast, discusses his journey from networking engineering to sales success, including:
Erik Luhrs, "The Bruce Lee of Lead Generation", talks about how effective positioning creates a foundation for successful sales, and how poor positioning leads to frustration, not matter how well you execute on the tactics.
Ash Maurya talks about how to turn great ideas into great products and avoid building things that don't matter. Because, "life’s too short to build products nobody wants."
John Livesay discusses how to pitch, including:
Master Sommelier June Rodil discusses how to pick wine as a beginner, how she became as Master Sommelier, and how she opened her own restaurant.
Plus,
Joe Williamson on how to price new offerings and more.
Adam Boyd from MarketSense, a Sandler sales trainer, discusses the importance of process, why you probably talk too much in sales, how to uncover a solution rather than prescribing it, building good habits, and more.
Jason Cohen returns for part 2, including what kind of company do you want and want to keep, why you should be honest, and more.
Serial entrepreneur, WPEngine founder, and Smart Bear blogger Jason Cohen talks about how to sell as a technical founder against professional sales teams and big companies. You have more advantages than you think, but most small companies squander them.
We also enjoy a nice rioja.