The Selling Show

028: Solving the Speaking Puzzle with Mary Kelly Mary Kelly is an internationally renowned author and keynote speaker on leadership, productivity, and business growth. In 21 years as a Navy intelligence and logistics officer, Mary trained more than 40,000 military and civilian personnel. Mary and David discuss the struggles of emerging speakers finding ways to create value, adding distinction to your business, overlapping expertise, and the daunting task of selling themselves. Mary and David also give props to other fellow speakers and colleagues. In This Episode, You'll Learn… Your clients are not tired of hearing from you Some of Mary's pet peeves in the business There's no 40 hour work week in entrepreneurship (There's way more) Using other people's material (Tastefully with credit) Why books are better than handouts Plan your business to serve your clients Links and Resources Mentioned in This Episode Mary's Vault of Resources Mary's Website

027: Master the Art of Connecting with Lou Diamond Lou Diamond is THE Master Connector. He has over a quarter century of experience in sales, relationship management, business development and executive coaching. Lou is an energetic, humorous, and inspirational business development strategist and performance coach. He has consulted with and mentored leading performers from companies all over the world. Lou tells David the pivotal story of pitching to Compaq and winning their bid as a consulting firm through the ability to read a room and the power of empathy. Lou also discusses the importance of listening over talking and the difference between connecting and networking. In This Episode, You'll Learn… How you can truly connect with your clients The power of empathy Difference between connecting and networking Leave room for curiosity Door opening strategies for those without referral systems Links and Resources Mentioned in This Episode Lou's Website Thrive Loud Podcast

026: High Output Selling with Howard Olsen Howard Olsen is a leading sales speaker, trainer and consultant with over 30 years of sales, management and entrepreneurial experience. Howard's track record is a testament to his real-world knowledge and extensive expertise in knowing how to apply it. His career is defined by the relentless pursuit of excellence and strategies that build unshakeable, business winning trust. He is impassioned about lifting the proficiency and agility in others by using his experience to inspire and encourage them with practical road-maps to increased success. Howard breaks down the important aspects of sales into two words, trust and relevance, with everything else revolving around it. David also talks with him about the line of questioning used when conducting initial interviews with clients and how you can structure your fees based on that initial line of questioning. In This Episode, You'll Learn… Some 'low-output' habits Creating trust and relevance Talk about the problem before the price People buy outcomes, not products or services Ways to de-commoditize yourself 2 dirty words in selling Links and Resources Mentioned in This Episode High-Output Website Howard's Scheduling Website

025: Monetizing Your Expertise with Dorie Clark Dorie Clark is a marketing strategy consultant, professional speaker, and frequent contributor to the Harvard Business Review. Recognized as a "branding expert" by the Associated Press, Fortune, and Inc. magazine, she is the author of Entrepreneurial You (Harvard Business Review Press), Reinventing You, and Stand Out, which was named the #1 Leadership Book of 2015 by Inc. magazine and one of the Top 10 Business Books of the Year by Forbes. Dorie talks about how she went from journalism to speaking and what to be prepared for when you're a C-level executive making the move to becoming a speaker and entrepreneur. She also discusses how she created her Mastermind sessions, earning credibility as a speaker, and her thoughts on the future of the conference and meetings industry. In This Episode, You'll Learn… 3 critical components to becoming a recognized expert Shortcuts to getting a publications attention Growing your brand to earn credibility as a speaker Pitfalls of experienced and inexperienced speakers Be relevant and useful to those who are more experienced Links and Resources Mentioned in This Episode Dorie Clark's Website Additional resources from Dorie

024: How to Sell Smarter to Associations with Andy Masters Andy Masters, MA, CSP is an award-winning author and international speaker who has written 5 books, earned 4 degrees, and presented over 750+ leadership, sales/service, and personal development programs. Andy helps leaders across many industries ignite a cultural transformation to cultivate & empower employees, boost sales & customer loyalty, and solve the succession planning crisis--all within a fun & high-morale work environment. Andy and David talk about how sales and service relationships can be the same as dating and maintaining a personal relationship. As well as specific client prospecting by narrowing down the number of targets and choosing an executive with a specific title with an association. In This Episode, You'll Learn… Things not to do in a sales process Give prospects a reason to remain in contact How to make a 'cold' email 'warm' The magic of small numbers when prospecting Humanizing and personalizing your marketing Andy's favorite executive to target within a company/association Links and Resources Mentioned in This Episode andy-masters.com Andy Masters on Twitter

023: Write Your Book in a Flash with Dan Janal Dan Janal and David Newman bring forth an obvious reality many struggle to face: writing a book is much easier than it seems! And they would know, both are successful authors! Tune in to see how a simple change of mindset can smooth out your book writing process. In This Episode, You'll Learn… Start with the easy stuff You may already have the content you need for your book No research required. Just insight! Getting rich from book sales? Your book=The Silent Salesman Your book title is your brand How a creative director can be helpful to the book writing process There's no need to ghost the ghost writer Links and Resources Mentioned in This Episode Write Your Book in a Flash Website

022: Online Course Palooza with David Siteman Garland David Siteman Garland, the enthusiastic and extroverted creator of The Rise to the Top and Create Awesome Online Courses, has more than an earful to say about his own Rise To The Top! So have your pen and notepad ready to go, because there's a lot to learn if you're an expert interested in making some real money through online courses…..and then some! In This Episode, You'll Learn… How David got into creating web courses Diversifying your business within its focus Achieving growth through delegation Dealing with copycats in your business Conquering the fear of marketing yourself Why a quality online course is much better in the long run An online course is more than just that The biggest objection to creating an online course and how to reverse it Links and Resources Mentioned in This Episode 7 Steps to Creating, Promoting & Profiting from Online Courses The Rise To The Top Podcast

021: Social Selling Secrets with Brynne Tillman Brynne Tillman talks with David on how she helps build sales pipelines for her clients through Social Selling and leveraging LinkedIn. In this episode, you'll hear tips on prospecting, developing, initiating, and maintain sales relationships with LinkedIn! In This Episode, You'll Learn… What areas to focus on in LinkedIn LinkedIn does NOT replace making phone calls to prospects A typical sales relationship building process through LinkedIn Prospecting through mutual connections Common mistakes made on LinkedIn Using LinkedIn Groups Utilizing skills and endorsements on your profile The importance of recommendations on LinkedIn Links and Resources Mentioned in This Episode Brynne Tillman on LinkedIn Social Sales Link Website

020: What's the Real Deal with Speaker's Bureaus with Shawn Ellis Shawn Ellis is responsible for finding the perfect speakers for meeting planners and is the founder of The Speakers' Group. Shawn provides a perspective in the speaking business that can be extremely valuable to fellow speakers in multiple industries. In This Episode, You'll Learn… When to approach a bureau What speaking bureaus really do Getting into a speaker's bureau The realistic amount of work you could get from a bureau Avoiding an obsolete status A bureau's real target market Myths of speaking bureaus Shawn's must have marketing tools Common mistakes speakers make in their marketing Links and Resources Mentioned in This Episode Succeed Speaking Website The Speaker's Group Website

019: Podcast Niche Mastery with Tom Davidson Tom Davidson, CSP, PCC, SPHR is a forester and leadership expert who has coached hundreds of new managers, emerging leaders, and senior executives in the private and public sector. Tom and David discuss leveraging media outlets, mainly in the form of podcasts to establish and maintain connections within their niche industries and establishing target audiences. Pay attention as you may learn a thing or two on how to truly utilize and run a podcast at its best! In This Episode, You'll Learn… Podcasting as a source of media and prospecting How Tom started doing theme-based seasons for his podcast Tom's pre-interview prep Maintaining relationships post-interview Tom's preferred CRM What is 'premium editing' Benefits of re-distributing your podcast Links and Resources Mentioned in This Episode Leadership Nature on Twitter Leadership Nature Website