Down The Rabbit Hole
Top-of-the-Funnel Optimization (Ft. Patrick Joyce)

Top-of-the-Funnel Optimization (Ft. Patrick Joyce)

November 18, 2021

DTRH Episode 38

Top-of-the-Funnel Optimization

Ft. Patrick Joyce

Optimizing the top-of-the-funnel is not an easy job, but it doesn't have to be difficult. Multi-threading is a misunderstood process, it takes time and effort, but the fruits you can bear from being an effective multi-threader speaks for itself. Engagements we have with prospects and how we interact with their network and environment is critical to a new buyer feeling safe, familiar, and comfortable. 

 

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Key Takeaways: 

  1. Build your network: The age-old saying of "it's who you know, not what you know" has a lot of truth behind it. Modern sales do need the consultative expertise driving the conversation to achieve successful outcomes, though the connections you have and are able to leverage are a great way to connect with a new prospect through introductions
     
  2. Multi-thread your outreach: Multi-threading is a powerful thing. It enables you to have something we like to call "coverage." The more coverage you have, the better the outcome—usually. 
     
  3. 30:70 rep to prospect talking ratio is ideal: According to Sandler Sales Training's theory, it is ideal to have a 30:70 talking ratio. Rule of thumb, "If your lips are moving, you're not learning." 

 

"'Approach those with pain but aren't ready to visit the doctor yet." 

- Patrick Joyce

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Patrick Joyce. Patrick is a top-of-the-funnel expert. We discuss how Patrick became a salesperson after being a math teacher, how he evolved into an entrepreneur, and how he got to where he's at now. Patrick specializes in sophisticated multi-threaded outreach to penetrate and navigate difficult enterprise accounts. 

 

About Patrick 

Patrick trains sales reps and builds outbound sales funnels that reliably start new business in new markets. The techniques I use to penetrate new accounts are unprecedented and have proven highly effective. Patrick helps businesses ranging from $6M-$1B valuations. 

 

Feel free to connect with Patrick Joyce or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #SalesEnablement #MultiThreading #TopOfTheFunnel #SalesStrategy #Prospecting

How to Use Existing Resources to Ignite Business Growth (Ft. Khalil Stultz)

How to Use Existing Resources to Ignite Business Growth (Ft. Khalil Stultz)

October 21, 2021

DTRH Episode 36

How to use Existing Resources to Ignite Business Growth 

Ft. Khalil Stultz

Often a large majority of potential revenue lies within your existing client and partner ecosystem. Many business owners do not realize how much revenue can be produced with what they already have. Growth does not mean you necessarily have to scale your business or your team. 

 

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Key Takeaways: 

  1. There’s a difference between growth and scale: Scaling requires more resources, while growth does not. Growth can be blood squeezed from the blood bag disguised as a stone. 
     
  2. Your strongest allies often are your closest competitors: Adjacent competition is more than likely one of the most powerful partnership moves a business can establish. They are not your enemy. 
     
  3. You can achieve resources by being “resourceful” rather than obtaining investment: There is power in “thinking broke.” Almost all entrepreneurs have been there and experienced it. Being broke forces people to become as resourceful as possible and make the most out of what you’ve got, so getting into that mindset, even with funds available, can create incredibly profitable opportunities by stretching resources to their limit. 

 

"'Toxic growth' is when a business puts more money into marketing efforts or growth which often dilutes your success and elongates your goals." 

- Khalil Stultz 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Khalil Stultz. Khalil is an expert growth architect. He has been successful in building successful businesses with little to no resources. 

Khalil and Rob discuss how making the proper use of existing resources while lacking the capital needed to make significant investments in marketing, and new employees can be as effective as having the budget to throw at the problem. Growth does not have to be a resource-heavy achievement. It can be done, but the question is... “How?” 

 

About Khalil 

As an Operating Partner of I Know A Guy Network, Khalil brings his experience as an investor and entrepreneur to the table. Before launching I Know A Guy Network with G. Wayne, Khalil churned and burned in the field of phone sales, converting cold calls into cold hard cash. 

Khalil now works with business owners so that they don’t have to waste their time with outdated and inefficient marketing methods. 

His growth strategies have grown his business, and he’s excited about doing the same for others. 

Khalil and his wife Precious have been married for eight years and have three boys. He and his wife raise their family in Central Florida, and they love traveling just as much as they love lounging at the beach.

To reach out to Khalil - Go here: https://directkonnection.com/training/

 

Feel free to connect with Khalil Stultz or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #SalesEnablement #Sales #Growth #ROI #GrowthStrategy #Startup #Resourceful

How to Increase Conversion Using Identity Graphing & Psychographics - Part 2 (Ft. Tommy Liantonio)

How to Increase Conversion Using Identity Graphing & Psychographics - Part 2 (Ft. Tommy Liantonio)

September 30, 2021

DTRH Episode 33

How to Increase Conversion Using Identity Graphing & Psychographics - Part 2 

Ft. Tommy Liantonio 

Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled. 

 

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Key Takeaways: 

  1. Marketing starts before a product is even created: The market must be asked about a set of problems, and asked if those problems need, or are even worth being solved. "If we build it they will come" is the greatest lie ever told. 
     
  2. Don't change your target, remove the wrong people within that target: Doubling the sales, doubling the emails, doubling the team, doubling everything is not the answer when trying to scale. The key is a removal process. We don't need more leads, we need more focus on the individuals who will buy. 
     
  3. When a sale fails, it's usually because we fail to execute properly: Enough said. 

 

"You need to prove to that it is a good buying decision. Most things that people buy are because it's how it makes them 'feel,' so salespeople should be building relationships and helping to solve a problem, not products or services." 

- Rob Turley

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing. 

Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another’s lifeblood. They share the same heart, lungs and need each other to survive. 

Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.  

 

About Tommy 

Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C. 

 

Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 (Ft. Tommy Liantonio)

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 (Ft. Tommy Liantonio)

September 23, 2021

DTRH Episode 32

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 

Ft. Tommy Liantonio 

Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled.

 

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Key Takeaways: 

  1. Matching personas from historic sales can increase conversion by 30-40%: Your data tells a story of who, what, and why prospects decide to become a customer. 
     
  2. Looking at a person’s behavior and psychographics will tell you what is important to them: What people do, follow, and act upon representing who they are, what they believe in, and what core values they have. 
     
  3. Finding the one who resonates with you best to pinpoint the champion within your deals: People buy from people they like, trust, and can relate to. The champion of any deal is likely to feel all three ways about you as the seller and is critical to building a strong, successful relationship. 

 

"There are only two reasons why somebody doesn't buy into what you're offering. Either your have the right message for the wrong audience, or the wrong message for the right audience." 

- Tommy Liantonio 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing. 

Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another’s lifeblood. They share the same heart, lungs and need each other to survive. 

Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.  

 

About Tommy 

Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C. 

 

Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

How to Build and Train Sales Teams (Ft. Fred Copestake)

How to Build and Train Sales Teams (Ft. Fred Copestake)

July 8, 2021

DTRH Episode 30 

How to Build and Train Sales Teams

Ft. Fred Copestake 

Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' book, Tech-Powered Sales, "SDR teams fail 80% of the time, and the sales industry is the only industry that this failure rate is considered acceptable." 

 

Key Takeaways: 

  1. Drive selling with the 6 Elements of Sales: Trust, win-win focus, interdependence, transparency, comfort with change, future-oriented. 
     
  2. End the "Olde Worlde" sales function: Selling as if it were 1985 is not only out-of-date but straight-up, ineffective. People don't buy the way they used to. Empathy is everything, and mutual benefit is the way. 
     
  3. PQ (Partnering Quotient): You may have heard of IQ, EQ, or TQ, but PQ is one of the largest drivers for establishing a successful sales or partnership relationship. Remember this: Companies don't partner, people do.  

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Fred Copestake who has trained quite literally tens of thousands of salespeople and hundreds of sales teams. 

Fred and Rob talk about the mistakes that sales organizations make, constantly, and the damage that it causes. They talk about what needs to be done to repair this tragedy of a situation. The failure rate of sales teams and coaching programs is borderline pathetic, and the willingness/awareness of the change within the sales industry is far from understood by the majority within it. 

 

About Fred 

Fred Copestake is the Founder of Brindis, a sales training consultancy. Over the last 22 years, he has traveled around the world 14 times visiting 36 countries, and worked with over 10,000 salespeople. 

He has taken aspects that make a significant impact on modern selling and put them into his book Selling Through Partnering Skills. The ideas within form the basis of Fred's work with sales professionals who are involved in complex B2B sales—to develop their approach and ensure that it is up-to-date, and has maximum impact. 

 

"Organizations don't partner, people do." 

- Steve Dent 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Fred Copestake or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Fred @FredCopestake on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PQSales #SAFFG #Career #ProcessImprovement

How to Accelerate Your Sales Career: The Adaptable Seller (Ft. Steve Bookbinder)

How to Accelerate Your Sales Career: The Adaptable Seller (Ft. Steve Bookbinder)

July 1, 2021

DTRH Episode 29 

How to Accelerate Your Sales Career

Ft. Steve Bookbinder 

Accelerating your sales career involves an unlimited ability to adapt, adopt, and embrace change. Adaptation is an essential element when it comes to navigating an ever-changing industry. Adoption is critical to the learning process, and no one process is correct—adopting attributes from multiple processes is key. Navigating the sales industry, an industry in a perpetual state of change is only possible by accepting and embracing it. 

 

Key Takeaways: 

  1. Experiment with the habits and mannerisms that successful people express: Experiment with the processes, qualities, or habits that are manifested by the successful individuals you follow closely and look up to—branch out from there and add your own personal flair or uniqueness. 
     
  2. There is no "right" or "wrong" way to do anything: "Right" and "wrong" are simply an opinion. Whether something is right or wrong isn't relevant, though what is relevant is what's working. Focusing on effectiveness first, and efficiency second will set you on a path that leads to accelerated success. 
     
  3. Be open to criticisms: Being open to others' opinions and critiques are how we learn and grow. Finding comfort in constructive criticism is far easier said than done—though it is essential to learn how not to take critique personally, and use it to your advantage by re-assessing yourself, your process, and your approach to drive improvement

  4. Don't be influenced by the exception(s): Just because something worked one time does not mean it will continue to work again and again. Be wise and think through the "why(s)" before making a concrete decision to adopt a new habit, practice, or process. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Steve Bookbinder to talk about how being adaptive and adoptive accelerates your career in sales. That, and pipeline management. Being flexible and open to criticism is the key to accelerated success. 

Steve has mastered the way of pipeline and pipeline management, though he is also a "jack of all practices"—meaning that he has adopted practices and processes from dozens of different sales methodologies, and has learned how to adapt and leverage aspects of each and every one of them, rather than following a single method. 

 

About Steve 

Clients rely on Steve to bring them best-practice tactics, strategies and habits observed first-hand around the world and deliver them with humor and passion. Participants report a dramatic increase in confidence and measurable improvements in performance. 

A consistent theme to Steve’s long career in sales, sales management, coaching, and training is "Adapt & Adopt." 

Steve’s latest breakthrough, Echo selling, introduces today’s salespeople to the influences of psychology, digital media, and word-of-mouth on buying decisions. Covid-19 has accelerated changes to the marketplace and to the way salespeople can effectively train for success. 

Steve’s company Digital Media Training (DMT) has developed new training methods, blending virtually-delivered training with on-demand videos and sales manager support. By leveraging technology with best practices, Steve and DMT have enabled Watch-Listen-Read-and DO learning methods—leveraging everyone’s preferred learning style. 

 

Fun Facts About Steve: 

  • Steve successfully swam the English Channel as part of a 4-man relay in August 2008. 
  • Steve has traveled more than 4-million air miles to train more than 50,000 people, conduct more than 5,000 in-person workshops. 
  • Steve has delivered over 500 keynote speeches in more than 20 countries throughout North and South America, Europe, Asia, and the Middle East. 

 

"The typical B2B customer is now behaving like a B2C customer." 

- Steve Bookbinder 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Steve Bookbinder or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Steve @DM_Training on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PipelineManagement #SAFFG #Career #ProcessImprovement

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

June 10, 2021

DTRH Episode 28 

Why "Salesborgs" are the Future of Sales & Marketing 

Ft. Justin Michael 

What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output. 

This is an image of a fractal pattern. These are found in all of nature. 

Fractal Pattern

 

Key Takeaways: 

  1. Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.
     
  2. Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably. 
     
  3. The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect’s alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity.

  4. Relevance at Scale: If you can’t find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies. 

Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect. 

 

About Justin 

Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades.

Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” 

Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks.

Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Salesborgs.ai.

Take the TQ test! See how tech-smart you are! >>> 

 

"Use resonance, pain, and fear to trigger people emotionally." 

- Justin Michael 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

May 27, 2021

DTRH Episode 27 

Why Cold Calling Isn't Dead 

Ft. Jason Bay 

Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered. 

 

Key Takeaways: 

  1. Leverage your prospect's value prop to strengthen your own: By doing so, you make the principal point of your conversation about their core values, beliefs, and overall company mission. It creates a well-defined way to make the prospect the hero while strengthening your own value prop in the process. 
     
  2. Share wins that clients are having over sales successes: Driving your team's knowledge and morale by sharing wins that your clients are having. It creates belief in the product, and each win becomes a powerful story for future selling efforts. A sales success on the other hand means the salespeople are literally just doing their jobs. 
     
  3. Proof + Passion x Persuasion = The Equation: It's the golden combo. Proof of concept by telling stories, passion while doing so (true belief in what is being sold), and the ability to persuade, and sell past the "no" is necessary for a successful cold call

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jason Bay to discuss the cold-calling process, how to effectively sell while using a phone, and talk about the best practices to get the outcomes you desire. 

Cold calling has recently had another boom, though that boom is driven by mobile number access. Cold-calling has been dead for quite some time, though it has resurrected itself as a reprieve in our noisy digital world. 

 

About Jason 

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects but hates no-to-low-response cold emailing, and salespeople who do not feel confident while making cold calls.

Jason works with reps and sales teams from companies such as Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and numerous others. Selling is the only "adult job" Jason's ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to help hundreds of reps master cold outreach.

 

"80% of prospecting success is the art of conversation." 

- Jason Bay 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Jason Bay or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ColdCalling #Prospecting #Sales #Coaching #SalesTips #SDR #BDR #SAFFG

Making Sales a Force for Good (Ft. Marcus Cauchi)

Making Sales a Force for Good (Ft. Marcus Cauchi)

May 6, 2021

DTRH Episode 26 

Making Sales a Force for Good 

Ft. Marcus Cauchi 

When did the sales industry go down the proverbial toilet?  What happened to a customer-centric business model or buyer safety? The customer is not an afterthought. Value is delivered through transparency, commitment, and constructive conflict. Competency is measured by solving problems without fearing confrontation. 

 

“67% of buyers consider sales and salespeople to be 'morally bankrupt'.” 

- LinkedIn State of Sales 

 

Key Takeaways: 

  1. Engaged employees create 273% more profit: Salespeople and other employees are not "assets." They're human beings that need a mission, vision, and purpose to see value in who they are and confidence in what they do. 
     
  2. Buyer safety should be central: The customer should NEVER be an afterthought. Centralizing a business around protecting and serving the customer is proven to keep growth at a high trajectory. Play an infinite game. 
     
  3. Decision-makers want to be challenged: Do not avoid conflict with the customer or prospect. They're not "always right." If what they believe is actually hurting them—help them realize there's a better way

  4. Fact: quota-based sales are not effective: The performance of a sales team that doesn't have to "meet quota" with leadership that has a solid ethical foundation who have the freedom to build quality relationships sell more. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Marcus Cauchi to talk about how sales have become "morally bankrupt" and what we need to change to make selling a force for good. 

The sales industry has plummeted into a deep, dark hole that was dug by incompetence and tragic desperation. Salespeople have become feared and avoided and this has caused serious issues with the way we view business development. 

Something fell off in the 70s and 80s where salespeople became predatory, aggressive, and were told that "it's okay to lie if it gets you the sale." Sales leaders must work together to reconstruct the industry to become a force for good. 

 

About Marcus 

With over 30 years of experience in sales, Marcus believes that selling is a service profession, not a self-service profession. 

Unfortunately, he’s found not everyone sees it this way, which is why he’s a man on a mission to rewrite the sales industry. This is due to where the practice has been driven by the unscrupulous and incompetent. 

Marcus is furious that the financial cart is being put before the customer success horse. He's livid that salespeople are being trained, encouraged, and incentivized to lie, manipulate, and mis-sell by managers and leaders who make the customer pay a heavy price for their greed, lack of competence, and soulless immorality. 

 

"1/3 of B2B buyers want a 100% seller-free buying experience." 

- Gartner 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Marcus Cauchi or Rob Turley on LinkedIn, or follow Rick @The_Inquisitor or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #buyersafety #procustomer #SAFFG #channelsales #customerfirst #Scale #Growth #Mindset

How Entrepreneurs Embrace Change (Ft. Rick Meekins)

How Entrepreneurs Embrace Change (Ft. Rick Meekins)

April 29, 2021

DTRH Episode 25 

How Entrepreneurs Embrace Change 

Ft. Rick Meekins 

Embracing change and keeping what we like to call "change management skills" sharp is critical to master as an entrepreneur, no matter the phase you're in. Always maintain your entrepreneurial mindset, and listen to the market. Align your vision to it. It's not what you want; it's what they want. 

 

Key Takeaways: 

  1. Getting Comfortable is NOT a good thing: A perpetual state of discomfort is what you should be feeling at all times. Embrace it. If you become comfortable, you've given up. 
     
  2. NEVER lose your "entrepreneurial mentality": Being open to and embracing change is key. Always be prepared to pivot your business on a dime. Change is good. Change is the lifeblood of the market. 
     
  3. "If we build it, they will come" is a bald-faced lie: Enterprises make this mistake constantly. Building a solution around a vision without market demand is a HUGE potential loss. Build what the people want, not what you want. At the very least, try to make those two things align. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Rick Meekins to gain insight into a man who constantly faces the beast we call "change." 

As entrepreneurs, Rick and Rob dive into the mechanics behind change management and company-wide pivots. They have seen it all when dealing with and driving change within businesses because they quite literally do it for a living at a personal level, a services level, and a product level. 

This episode will help you learn to become "an agent of change." Doing so is one of the most important parts of becoming a successful entrepreneur, so listen up close because there is a lot to learn, ladies and germs. 

 

About Rick 

Over the past 30 years, Rick Meekins has started several companies and consulted for many more across various industries. 

He is passionate about working with small businesses to help them develop effective infrastructures and strategies that will support a business's growth. 

Rick enjoys working with individuals who are focused on bringing their unique gifts, abilities, ideas, passions, and inventions to the marketplace. Maintaining the status quo has never been enough for him. Instead, he always strives to make things stand out—beyond the superficial. 

Rick founded the company Aepiphanni Business Consulting in 2005 to serve the operational and strategic needs of small businesses. Aepiphanni has evolved into a global team of consultants and support specialists who work virtually but personally. They specialize in guiding companies to build extraordinary businesses positioned to achieve long-term goals. 

 

“When things change we need to just go ahead and dig back in.” 

- Rick Meekins 

 

Feel free to connect with Rick Meekins or Rob Turley on LinkedIn, or follow Rick @RickMeekins or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Change #ChangeManagement #SalesEnablement #Entrepreneurship #Pivot #StartUps #Scale #Growth #Mindset

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