Down The Rabbit Hole
Why Building a Relationship Narrative is Critical in Marketing (Ft. Dacia Coffey)

Why Building a Relationship Narrative is Critical in Marketing (Ft. Dacia Coffey)

October 7, 2021

DTRH Episode 34

Why Building a Relationship Narrative is Critical in Marketing 

Ft. Dacia Coffey 

Relationships and quality conversations are critical to effective marketing experiences. There is a conversation happening between you and the consumer, whether you're present or not. This means the content you market "speaks" to them. During that conversation, a relationship and trust are formed over time. The expectation is that they will give a little more to you in the form of personal information, attention, or effort in response to a quality experience. 

 

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Key Takeaways: 

  1. Business marketing is about turning strangers into collaborators: The cold market stays cold until there's a need or desire that must be entertained. This is driven mainly by pain, the need for convenience, or the cost being too high to fulfill an action or outcome. 
     
  2. Tell the truth early and often: It is crucial to tell the truth because lying in business is a tremendous mistake. If you have to lie to keep or create a relationship, then you're targeting or working with the wrong people. 
     
  3. It's not the technology that fails, it's the people and the process: Technology can fail, but if it's a decent marketing/advertising platform, then it's not the culprit. Techn is built to execute for you. If a campaign isn't working, the culprit is likely the target, message, execution, or process itself. It means it's time to reflect. 

 

"Repitition in the buyer's journey is the only way to get them to truly advance." 

- Dacia Coffey 

 

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 Dacia Coffey. Dacia is an experienced, purpose-driven marketer. She is talented in creating content and experiences around incredibly sophisticated or complex products that make a large impact. Hands down, doing what she does is one of the most difficult tasks to be successful with. 

Dacia and Rob discuss how the process and mindset behind the content itself are driven by the purpose, the impact, and the outcomes that a product, service, or experience will deliver to the audience or consumer. The end goal is to establish trust with the viewer. To make an impact, and leave them better off than they were before, even without selling them anything. Value in the takeaway to create a natural Call To Action (CTA). 

 

About Dacia 

Dacia Coffey is the CEO of The Marketing Blender and she's known for her energy, effective marketing strategies, and her impact as a professional speaker and author. She's also a fractional CMO that offers corporate workshops, group training, and one-on-one coaching. 

The Marketing Blender helps companies in highly technical industries stand out in the sea of sameness. They mix The Seven Fundamentals of B2B Marketing: Strategy, Branding, Website, Advertising, Digital Marketing, Trade Shows, and Sales & Marketing Alignment. 

As a top-tier sales professional & copywriter, Dacia has been on the front lines and has discovered the secrets of what grabs people's interest, and what catalyzes action. We help our clients build a massive competitive advantage. 

Dacia loves to speak at conferences, trade associations, and corporate events. Her topics focus on how to maximize influence by improving communication. She believes that people disrespect their own potential by treating work like a 4-letter word. 

She believes that "safe," bland marketing sabotages sales. She asks you this; "what is "safe" about marketing that doesn't work?!" 

Her areas of expertise include KPI Development, Sales & Marketing Alignment, Sales Mapping, Marketing Plan Development, Core Values, Mission & Vision Development, Messaging Choreography & Differentiation, B2B Brand Strategy, Succession Planning, Mergers and Acquisitions (M&A) Communication Planning, Investor Strategies, Digital Technology Integration & Alignment, Distributor Relationship Optimization, Data Management & Dashboard Creation, and Fractional CMO Services. 

 

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

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Marketing #ContentStrategy #RelationshipBuilding #ConversationalIntelligence #Targeting #MarketOps

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.

 

DTRH_Subscribe_CTA.png

 

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

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

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

Social Selling: Explained (Ft. Alexander Low)

Social Selling: Explained (Ft. Alexander Low)

March 19, 2021

DTRH Ep.21: Social Selling: Explained - Ft. Alexander Low 

It's about time someone really explained how social selling works... Become a social selling Jedi by learning social sales psychology and the best practices to master the art. Alex and Rob joined forces to leak the esoteric recipe for success. 

Key Takeaways:

  1. The Paradox: The point of social selling is to sell. If you sell while social selling, you'll never sell a thing. 
  2. Do Not Pitch: The pitch is for the birds. It's not the point. The point is to connect and set a meeting.
  3. Be Human: Just because it's virtual doesn't mean you should change your typical social patterns.

 

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 Alex Low to tear away at the facade created by a virtual selling environment we call LinkedIn. 

Selling on social media platforms is not unlike any other form of selling. That is usually where people end up going wrong. They feel like they have a license to pitch at will when, in reality, nobody wants to be sold to. No one. 

Though, people love communicating and love to buy things. The key is to approach as if you were meeting someone for the first time at a cafe, and have a damn good reason to be doing so. Being genuine, showing real interest, and understanding the psychology behind what people need to be willing to engage with you is the secret sauce. 

 

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About Alex 

Alex Low likes to refer to the following story to describe his mission and purpose. 

 

In 1519, Ferdinand Magellan set sail from Spain with five ships to find a western route to the Moluccas. Battling storms, mutinies, and the unknown, Magellan died before reaching his destination. One ship ultimately returned to Spain after circumnavigating the world. 

We are in a world of firsts at the moment, all of us trying to navigate our way through 2021 and what the future will mean for us. 

Why, your digital Magellan you may well ask? 

In the world of Sales & Marketing, it may feel like at times you are all at sea, not knowing where to begin with your digital transformation journey. Or maybe you are part way through and now feel like the programme has lost its bearings. 

Alex helps teams map out a digital transformation journey, across sales and marketing, ensuring you reach your destination. 

 

Feel free to connect with Alex Low or Rob Turley on LinkedIn, or follow Alex @alexander_low and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #askdigitalaskalex #socialselling #guidedselling

Technology & Marketing Psychology - “Get Shit Done” (Ft. Angela Proffitt)

Technology & Marketing Psychology - “Get Shit Done” (Ft. Angela Proffitt)

February 25, 2021

DTRH Ep.18: Technology & Marketing Psychology "Get Shit Done" - Feat. Angela Proffitt 

"Get Shit Done." Yeah, that old chestnut. The ultimate question is, "How?" Getting shit done is a formula. An age-old recipe. How do we get shit done? By using technology, marketing effectively, and reading a potential buyer's mind before meeting them.

 

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 Angela Proffitt to discuss how to "Get Shit Done" with the "Queen of Productivity" herself to fill those sales and marketing funnels.

Growth hacks are life lessons that are essential to success. Using the tools that enable you to require far less effort yet still be able to do more with more efficiency and effectiveness is critical to getting yourself into the most advantageous position possible. Learn how to get more done in less time and how to get better results with less effort.

Reading a potential buyer's mind using key elements of marketing psychology is critical to a smooth pipeline, and a shorter sales cycle. Creating a community around a product or a service is the most effective way to generate revenue from marketing materials, such as podcasts, webinars, and blog articles.

 

About Angela

Angela Proffitt is an award-winning 8-figure entrepreneur and CEO of GSD Creative. She is no stranger to the spotlight and is currently the host of the Business Unveiled podcast. As a consultant with several books as well as an in-demand speaker, Angela has appeared on ABC, CMT, TLC, E! as well as other national networks.

With a degree in psychology and proven expertise in productivity strategies that scale your business, her work has been featured in publications such as INC, Success, US Weekly & People magazine.

When she is not speaking, writing, or creating content, Angela can be found working with other CEOs, executives, entrepreneurs and or solopreneurs to implement and master processes that can turn any business into a profitable business.

Angela’s expertise has been extended to clientele such as Kellie Pickler of American Idol, Hillary Scott of Lady A, Patrick Carney of The Black Keys, country megastar Jason Aldean, and Eddie George former, a former Tennessee Titans football player—to name a few.

Angela currently serves as Mentor Chair for the Nashville chapter of the Entrepreneur's Organization; a global business network for entrepreneurs who make over one million in revenue.

 

Click to define YOUR Ideal Customer Persona! >>

 

Feel free to connect with Angela Proffitt or Rob Turley on LinkedIn, or Follow Angela @AngelaProffitt_ and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #productivity #gsd #getshitdone #Motivation #Business #smallbusiness #productivitytips #Entrepreneur #leadership #planahead #timemanagement #goals #visionboard #vision #innovation #technology #distractions #mindset #gsdacademy #foundation #timeblock

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