In a field as competitive as sales, earning high commissions is top priority. Jeff Lipsius is the president and founder of Selling to the Point, which is a sales training and consulting umbrella platform. He developed Selling to the Point sales training during his 30 years of sales training experience. Back in the late ‘70s, he pioneered inside selling for the natural foods industry, successfully training the first sales force of this type in that industry. As a result, Jeff’s sales model is now being used by many natural food industry brands. Learn how to cultivate great relationships and enjoy your career as a salesperson – the Jeff Lipsius way.
Our guest on The Successful Pitch is Ava Kaufman. She has an incredible story of getting a new heart, a heart transplant. We're all being disrupted in our business and in our life, but what happens when we get disrupted with our health? She has some great insights about how do you start a non-profit, what obstacles do you overcome and what life lessons do you learn when you have a new heart and literally a new start? Like starting over in your career or starting over and pivoting with your startup. She said, “You’ve got to let go of the small stuff.” She has some real insights in the ability to turn fear into courage. Finally she said, “Your waiting has to turn to patience or you'll lose your mind.” Find out how she did it and you can too.
The Laws of Physics is the number one cause of aging. This means that it doesn’t matter if the subject is biologically alive or not, everything is subject to aging caused mainly by the damage that occurs through the normal operation of a subject through a natural course of time. As Aubrey de Grey would put it, if we can fix a car or an air plane when its parts are damaged and defective, we can do so too with the human body. But the human is different from a machine so defeating biological aging, while it is possible with today’s technology and as it progresses, will not happen overnight.
A lot of successful business owners keep saying that for you to get ahead of everyone else, you need to see the disruption before it happens. But how exactly do you do that? David Burkus, the world’s top business thought leader believes that best way to do this is creating connections to build a network so you can see what other people are seeing and then you can connect the dots to the disruption. This authentic and collaborative relationship starts when you become a friend of a friend.
The key to success is not about being perfect but having the confidence to pursue your vision in your market. Haydn Sonnad takes smart marketing to another level with TESLOOP and how he pitched this to Elon Musk. The first thing he knew was to not compete with Uber or Lyft. Rather, his company puts the customer first. To do this, Haydn becomes the customer first before giving out something to other people. Haydn explains how TESLOOP offers a cheaper way of traveling in the long haul from San Diego to Palm Springs.
Parents often teach their kids that there are many ways to solve a problem. Whether its fossils fuels, climate change, or connecting the millennial generation, Josh Tickell will find a way to solve it. As America’s number one strategist for generational conflict, Josh has filmed many movies geared towards millennials. He creates a future and works around it backwards so everyone can tag along his non-linear journey. His concept of reverse engineering the concept of business is the future of storytelling and a great blueprint for success and scaling.
Hopes starts when we believe that change is possible. Being a hope-driven leader means believing that whatever you do makes a difference for the entire team. If hope is one of your foundations in leadership, you are leading by inspiring and informing; not by demanding and ordering. Libby Gill believes that when you become this kind of leader, you will be able to determine the outcome of your team’s performance. She shares that hope and happiness are key to keeping up with the velocity of technological changes as leader.
It is no longer enough to just be reactive and agile in this fast-paced world of technology and disruption. More than agility, we need to learn how to anticipate disruption and become the disruptors of today’s age. Dan Burrus has been predicting technological change for 30 years and encourages people to start speaking in future facts so that you can solve the problems before they comes to you. If you think things can be done, then it can be done. The question is are you going to be the one doing it? Dan shares how you can become the disruptor and strategically position yourself when the disruption happens.
Have you ever tried not pitching for fifteen minutes? It’s not always easy but you can get better at it by developing the skill set of the ask. Tracy Chadwell shares how this method will help you clearly identify all you need to know to create that perfect pitch, things like creating an investible market, identifying your competitors, learning how to stand out, and more importantly, pricing your products or services to create a successful pitch and close that deal.
Building a successful business is one of the most challenging yet rewarding things you’ll ever do in your life. The path can be rocky, to say the least, and you’ll encounter numerous learning experiences along the way. Sean Hyde, Founder of Ideation Digital, is no different. He’s made a lot of mistakes when he was starting out. He learned how to transform those mistakes into learning opportunities in order to develop the tools he needs to grow his business. One of the key nuggets Sean shares is the importance of getting the right team to engage people on social media to tell their story to win the clients.
What happens when businesses put purpose at the top of the list? Companies that focus on purpose and people are happier and more successful than the ones that don’t. The Purpose Revolution drives people to do better and be better. Employees become committed to work because they don’t feel like its work when they enjoy doing what they do and where they do it. John Izzo, President of Izzo Associates teaches clients that by connecting with people, you gain competitive advantage with a value level that goes past the product or the service. Learn how you can use purpose to compete with all the disruption and contribute to the social good.
A good team makes good business, so screening for the right person is very critical for every business owner. Chris Dyer, Founder of PeopleG2, know that the key to communicating well with applicants is being honest and transparent. When he does screenings, Chris controls the conversation. He doesn’t just look at the negative patterns of an applicant, but also the positive ones leading people to be more open towards him and communicative. Chris shares the power of company culture as way to know what you should and shouldn’t do during a background check.
When successful entrepreneurs look back on their journey, they realize that the obstacles is the path. Failing forward is the first step to success, you just need to learn how to change the rules and change the game so that opportunities line up for you. Founder of Avanti and entrepreneur since the age of six David Mammano teaches his students that every entrepreneur suffers failures, but their success is dictated by their ability and willingness to keep going forward and learn from mistakes to figure things out. David shares how he helps businesses see that failure is the next step go to the next level.
In the digital world and in its marketing space, consistency is key. And from that consistency comes the ability to tell stories to win clients. But like most speakers who are just starting up, we get butterflies when we speak in front of people. The trick is to not get rid of the butterflies but make them fly in a formation that will work for you. One other technique by Michael Brenner is to tell a story that seeks to help people instead of promoting your product or service to them. He also developed the Content Formula that’s been used by Pixar Movies to tell their stories. Michael shares his stories of overcoming his fear of speaking by speaking in front of many people and telling them great stories.
The easiest part of the business is having the idea. The more challenging part is bringing life to that idea and finding the right people to help you do it. Director of 3311 Ventures Anton Zietsman adds that a company needs the ability to transition from the founding members to the expansion team that will develop culture and that will promote high and hyper growth. However, before all of these, founders need to develop the ability of creative storytelling as well as developing deep working relationships. Learn how strategic partnerships can provide capital and future leverage.
Gratitude trumps suspicion all the time. Instead of looking for the things that your people are doing wrong, intentionally look for the things that they are doing right and acknowledge it so that trust is built. This is the reason Doug Sandler believes that nice guys finish first. The people inside the organization are more important than the products and services its sells, because being high tech may get you to places but going high touch with the entire team makes everyone see your vision. Doug shares more tips on building trust through a culture of nice and the moments that formed his life.
Successful people see themselves being successful. There is a completely different motivation framework where business owners hate losing more than they love winning. The speaker of champions Don Yaeger believes that to avoid losing, every company needs to have a huddle where everyone is present and invested on the vision and the mission. There are 16 things that great teams do differently, and one of them is figuring out the next step when mistakes happen instead of blaming teammates.
Many people want to “get in” on the new cryptocurrency innovations, but are nervous about all the ups and downs as well as the fact that it is “not backed on anything but trust.”
Imagine if the real estate market got disrupted by a cryptocurrency token that would help people take equity out of their home without increasing their monthly mortgage. What if that new token also provided everyday people a way to get in to the cryptocurrency game, but do it with a token that was backed by assets in real estate?
Well you don’t have to imagine it because Quantm.one is launching to help people get cash in exchange for a small percent of equity in their home. The social impact of this is huge as people who need money out of their home to send their child to college can now do so without causing their mortgage payment to go up.
A product or a service becomes a powerful tool to a client when they can clearly see the good it can do for them and their business. Entrepreneurs tend to tell clients what they think and tell these clients what they want. Greg Logan turns this around and tells investors to be good listeners for their clients. To define your business brand helps once this is established because it will give the client a clear idea of the service and experience they can get. Learn more of Greg’s genius way of copywriting a business model and turn it into a brand no one has heard before.
For every company to able to raise revenue, there is a need for the sales process and marketing methods to be aligned. Accelerating sales to 30% annually is an easing thing to do for Marketing Outfield CEO Dave Hubbard because he has an engineering background combined with a sales personality. This allows him to get into the gritty parts of sales and marketing. Instead of focusing on the sales process, what’s important is getting the customers into the buying process quickly. By aligning to what customers are trying to do, the sales process becomes dynamic, effective and gets on the same page with the marketing. Learn more on how to turn a suspect to a qualified lead, into a forecast, into and opportunity and then close deals.
Clients want content that inspire them to push themselves and do things that are irrational. This irrational behavior according to author of Friction: Passion Brands In The Age Of Disruption, Jeff Rosenblum, will create loyalty from your customers. If loyalty becomes the core of a big company where people trust each other, then disruption happens and an emotional connection between the customers take place. Jeff shares his stories of being a disruptor in the business world from the get go and his belief why brands are built and not bought.
Clients will always say yes to pitchers who tell a great story, and a great story invites listeners to keep wondering what happens next. If your audience can predict the end of your story before you even get there, then their interest level goes down. Stories that chase answers pique the interest of clients, and to do this your pitch needs to be molded into a story where the ideas are simplified and the focus is not on you, your product or service, but on what you can do to help solve the problem of your potential investors. Author of Brandscaping Andrew Davis learned the secrets to telling a compelling story that was fueled by his dream of working in The Muppets Show. Learn more about the rules of Brandscaping and how partnering with like-minded people can get you your audience.
Being tenacious, creative and authentic is what pulls clients in and say yes to your pitch. Sebastian Terry has been all three since he was 24 when he started listing 100 things he wanted to do to find himself. From invading a red carpet event to helping a complete stranger deliver her baby, Sebastian's passion is inspiring other's passion as well. Because he had a healthy internal conversation with himself, Sebastian saw what he stood for.
Having to restart a business from almost nothing and coming up on top is one proud experience Mike Michalowicz likes to share with business owners. But this is one life experience Mike doesn’t want to ever encounter again, because now he has learned that by letting go of his ego he rediscovered the meaning of entrepreneurship and felt that he wanted others to learn from his experiences of correcting himself. He is the author of four books including Profit First which Business Week calls “The Entrepreneur’s Cult Classic.” Learn how hiding money from himself made his business profitable because it forced him to find innovative ways to market for fast business growth.
In order to earn more, every business owner needs to learn more. Knowledge transforms into confidence that lets business owners try things and not be fearful of change. Even after operating 64 trucks in the transportation industry in Sydney at the age of 24, Ben Fewtrell felt that he was not getting anywhere in life. Now he helps business owners to grow their businesses using the five stages of the Business Exceleration Blueprint. If you are still asking, "How can I max my profit?", the simple answer is by working on your business to give it value and making it a valuable solution to your prospects. Learn why making time, people and money as the foundation of your business can help it grow and make people invest in it.