What’s the secret to boosting your revenue through AI? Tune in as we dive into this fascinating topic with our guest for the day, Glenn Schmelzle, who carries with him a refreshing wave of optimism. In this intellectually stimulating conversation, Glenn and I navigate through the myriad avenues in which cutting-edge generative AI technologies, demonstrated in ChatGPT, could be harnessed to supercharge your sales and marketing game. Don’t miss this chance to catch a glimpse of how AI can be your ally in revenue growth.

Glenn Schmelzle (pronounced Sh-Melt-Slee) is a multifaceted individual – a marketing maven, devoted husband, enthusiastic hockey dad, and an ardent supporter of local communities. He was a pioneer in recognizing the immense potential of the internet for marketing, and efficiently harnessed it to generate a plethora of leads for his employers. Observing other businesses flounder in lead generation deeply concerned him, and this impelled Glenn to begin sharing his strategies through blogging in 2009. His unwavering conviction in reinvigorating the marketing funnel led him to establish Marketing What’s New agency in 2013, and launch forward-thinking initiatives such as GAFast4ward workshops. Not one to be limited by mediums, Glenn soon began voicing his insights and perspectives under the moniker Funnel Reboot - initially through a Twitter account and subsequently broadening the scope through a podcast. This platform fosters an inclusive dialogue, inviting marketers from all corners to participate and engage.

If you’re leading a sales team and aiming to skyrocket performance, it's time you acquaint yourself with Selling From the Heart. What sets Selling From the Heart apart is its refreshing take on driving sales. It zeroes in on rapidly establishing trust with clients and prospects by embracing authenticity. The upshot? Enhanced prospecting efficiency, elevated closing rates, and a surge in referrals. Learn more at www.sellingfromtheheart.net.

Connect with Glenn
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When I think innovation, what comes to mind are think tanks for large enterprise companies or startups huddled up in the conference room of a shared office space around an iPad. However, if anyone needs to innovate, it's small and medium-sized business. Our guest, Michael Haynes, author of Listen Innovate Grow, A Guidebook to Acquire B2B Customers, believes that SME's need to innovate in five core areas to be able to drive growth. In this conversation, he shares powerful strategies you can put to work to innovate to add value and grow revenue!
Michael Haynes is the Founder and Principal Consultant at Listen Innovate Grow.

For over 25 years, Michael has worked with companies ranging from micro-businesses to large corporates across Australia, Asia, Canada and the USA to develop and implement customer strategies and programs to drive business growth.

His passion is helping CEOs and Business owners of small and medium-sized businesses operating in B2B markets to achieve the growth and impact they seek. Michael is also an avid traveler and is regularly invited to be a guest speaker and panelist for an array of SME events and podcasts across Australia, Canada and the United States.

Listen Innovate Grow

Connect with Michael
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Do you want more time, attention, and money from your prospects and clients? You will love this conversation with one of my all-time favorite authors, Joseph Pine, author of The Experience Economy.

Our guest today is Joseph Pine II. He is an internationally acclaimed author, speaker, and management advisor to Fortune 500 companies and entrepreneurial start-ups. He is co-founder of Strategic Horizons LLP, a thinking studio dedicated to helping businesses conceive and design new ways of adding value to their economic offerings.

In 2020 Joseph Pine and James Gilmore released a new edition of one of my all-time favorite business books, The Experience Economy: Competing for Customer Time, Attention, and Money. This book demonstrates how goods and services are no longer enough; what companies must offer today are experiences – memorable events that engage each customer in an inherently personal way. I'm not alone in being a fan of this book. The Experience Economy has been published in fifteen languages and was named one of the 100 best business books of all time by 800ceoread.

Joe is also a contributor to the Harvard Business Review. He co-authored a thought-provoking article in the January 2022 edition, "The New You Business." This article is packed with powerful ideas we will explore in our conversation today.

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What's excellent about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

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In today’s conversation we are going to explore the critical role of sales management. Rene Zamora is the author of Part Time Sales Management. He helps companies solve the sales management dilemma faced by small companies where the owner needs to play the role of a sales manager. Rene identifies five core elements of sales management and builds them into a practical system. These ideas are great for small businesses and are also very applicable to anyone in a full-time sales management position.

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This week we’re joined by Jim Kahrr, author of The Science of Customer Connections. He is passionate about helping businesses manage their message so they can grow. In the Revenue Growth Engine book, I talk about how the fuel for your growth engine is a message that is focused on your ideal clients and the business outcomes they want to achieve. Jim’s ideas will help you reshape your message and ensure that everyone in your organization is saying the same thing. 

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At some point, every sales person and marketer feels like they are being pulled into the commodity trap with increasing pressure on margins. Amy Franko, author of The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy, shares relevant lessons she learned from her experience in the computer industry. You'll discover new ideas to help you succeed as we explore the five attributes of successful modern sellers. 

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In today’s economic uncertainty right now it’s more important than ever to be able to clearly articulate value. Today’s we’re going to take a deep dive into how to create and communicate value. Today, we are going to talk about value with my new friend, Mark Boundy. Mark is the author of Radical Value. He’s a fellow member of the C-Suite Advisors. Most of all, he’s passionate about helping companies understand and articulate their value proposition.  

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Last week Matt Dixon, co-author of The Challenger Customer, presented data that showed there are an average of 6.8 decision makers and influencers in a B2B buying team. This week, Carson Heady, Senior Enterprise Account Representative for Microsoft, takes it a step further. He works in sales environments where not only are there teams on the buyer side, there are also teams on the seller side. He shares field-level strategies to maximize team selling effectiveness. Carson is the best-selling author of The Birth of a Salesman Series and widely regarded as a top sales influencer. 

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How do we sell in an economic downturn? The closest example in recent history is the 2008/2009 crisis. During that time, Matt Dixon and Brent Adamson wanted to find out why some reps were succeeding while many failed. This research led to the Challenger Sale and then, The Challenger Customer. These books are packed with insights on the type of sales reps (challengers) and the corresponding type of buyer (mobilizers) that will drive the most results. In this episode, you'll hear Matt's perspective on what salespeople and marketers should be considering as we work to recover and grow revenue. 

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Boil business down to its most basic level and you have two things: people and processes. While marketing and sales teams are usually great with people, they are often like the wild west when it comes to process. To help, I've invited David Veech to the conversation. David is a systems analysis and process improvement expert. From his time as an officer in the US Army to teaching at The Ohio State University and consulting with many companies as part of the C-Suite Advisors Team, he brings deep expertise that can benefit your marketing and sales team. He teaches organizations how to obliterate obstacles, accelerate innovation, and elevate performance by teaching leaders how to love, learn, and let go. 

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One of the fastest ways to accelerate your growth is to sell to ideal prospects, the type of companies that are a great fit for your business. Mark Hunter, The Sales Hunter, clearly explains how to build an Ideal Client Profile in his book, High Profit Prospecting. Today, you'll learn about the power of focusing your sales and marketing efforts on ideal clients along with helpful tips to get started. 

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Right now isn't a time to press pause, it's time to pivot. This is true of how you do business. It's also true for your message across your entire sales funnel. To help us with this, we're joined today by J.J. Peterson, co-author of Marketing Made Simple and Chief of Teaching and Facilitation at StoryBrand. You'll leave this episode with a clear vision for how to shift your message. You'll learn about the 5-stage sales funnel model beginning with a powerful one-liner that clearly explains how clients benefit from what you do. J.J. shares his research about story-based marketing. He also gives a beautiful overview of the StoryBrand framework. This is an episode you'll want to bookmark and come back to!

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This week we're joined by my friend, Jeff Bajorek. He helps people rethink the way they sell. He is the Host of The Why and the Buy Podcast. You'll get strategies to refocus your sales tactics going forward. You'll also be inspired to keep moving forward. 

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Do you need top executive-level talent in your organization but wonder if you have the budget to pull it off? Today’s guest, Ben Wolf, has a very compelling alternative idea to share. Ben helps small- and mid-sized entrepreneurial business owners break through when they're hitting the ceiling. He’s the host of the podcast: Win Win Podcast. He’s also the author of the book, "Fractional Leadership: Landing Executive Talent You Thought Was Out of Reach"

Fractional Leadership shows you step-by-step how to land the experienced, been-there-done-that executive talent you thought was out of reach. If you’re ready to step up your game in marketing, sales, or other executive positions but can’t hire a top-dollar executive full-time, a fractional leader can help you bridge the gap. Today, Ben will talk with us about how to make this happen.

This episode is brought to you by the Breakthrough Sales Leader’s Retreat. If you are a sales leader get ready to breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. I and Larry Levine will be joined by Dave Sanderson and our special guest, Holly Dowling, to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.

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Welcome to the Revenue Growth Podcast hosted by Darrell Amy, author of Revenue Growth Engine. This short episode will give you an idea of what you can expect from our weekly conversations with sales and marketing thought leaders. To help you get ideas and motivate you to take action, we’ll be talking with amazing thought leaders in sales, marketing, operations, and technology. Connect with Darrell LinkedIn Twitter Instagram xAb3U42MZSKiOCmRixAn Learn more about your ad choices. Visit megaphone.fm/adchoices

Learn how to turn mundane case studies into compelling case stories. Today’s guest, John Livesay, is known as The Pitch Whisperer. John shows sales teams how to turn mundane case studies into compelling case stories to win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars.

John’s new book, The Sale Is in the Tale, is a business fable set in Austin, TX, is about a sales representative whose old ways of selling are not working anymore. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships.

In this episode you’ll discover how to tell compelling stories that capture attention, get to the heart, and get results! Get a pen and notepad out for this one as you are about to learn some powerful strategies!

This episode is brought to you by the Breakthrough Sales Leader’s Retreat. If you are a sales leader get ready to breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. myself and Larry Levine will be joined by Dave Sanderson along with our special guest, Holly Dowling, to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.

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One of the most overlooked sources for revenue growth is winning back lost customers. Get ready to discover smart ways to win back lost customers to find new revenue as Dan Pfister coaches us today.

Dan Pfister, is the founder of WinBack Labs. He believes there's GOLD buried in your lost customers. Winning back lost customers offers a tremendous opportunity to scale revenue at a very low cost. The average customer win-back campaign generates $485K and costs less than $5K to execute.

If you have a sales role or have a sales team at your company make sure they know about the 2022 Trust Building Challenge. From September 12-16 we will be coached by some of the world’s leading experts on how to build trust with prospects and clients. We all can benefit from more trust! To learn more and register go to www.trustbuildingchallenge.com. You can come live each day or get the recordings. That’s www.trustbuildingchallenge.com.

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If you are responsible for driving growth in your business but have run out of levers to pull, you are frustrated with dead-in-the-water marketing ideas and have sales that just never seem to get closed, then you are going to enjoy this conversation with Sean M. Doyle.

Sean is the author of Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task. He is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers.

Today’s episode is brought to you by the Breakthrough Sales Leader’s Retreat coming October 20th to Fort Worth Texas. If you are a sales leader, or you know one, you don’t want to miss this event. I’ll be joined by an incredible team of coaches including Larry Levine and Dave Sanderson. You’ll get the mindset, skillset, and toolset to build an authentic selling culture to grow sales. You’ll leave with a 100-day Breakthrough Plan so you can build your team, develop your culture, and grow your sales. Learn more and register at www.breakthroughsalesretreat.com.

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Are you struggling with prospects and clients that are unreceptive to you and your value proposition? You’re in the right place. Our guest, Tom Stanfill, author of the book, Unreceptive, coaches us on how to create receptivity!

Customers’ willingness to work with sellers to evaluate their solutions has declined by 120% in the last three years. The success rate in getting meetings with new prospects is less than 2%. In this environment, Tom believes the only way to guarantee success in sales is to acquire a new mindset and skill set so we can stop selling and start focusing on creating receptivity.

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
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Do you want to become one of the elite sales professionals in the top 1%? You are in the right place! Today’s guest, bestselling author, Anthony Iannarino shares powerful ideas from his latest book, Elite Sales Strategies.

Anthony, is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sales. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results. He’s also the author of the new bestseller, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and build Revenue Growth Engines®. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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We’ve all heard the line that 50% of our marketing is working, we just don’t know which 50%! Our guest today has answers. Mark Stouse is the CEO of Proof Analytics (www.proofanalytics.ai), a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels.

An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders.

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
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For my marketing friends, do you ever feel overwhelmed? Our guest today knows how to create a lot of marketing impact with a small amount of time.

Sarah Noel Block is the founder of Tiny Marketing. For seven years, she was a marketing team of one for five companies…simultaneously. To pull this off, she built a system that allowed her to expand my bandwidth without expanding my budget. Did it work? Check out these results: She increased organic search traffic by 1,696%, using SEO and content marketing strategy. She achieved an 80% email open rate with a 22% click-through rate for 63% CTA conversion! She also created a 1,702% increase in social media followers. If you want to get results on a tiny budget, you’re going to enjoy this conversation.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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We are in the midst of the biggest migration of human capital in history as key contacts at your client and prospect companies get promoted or change jobs. The way you handle this could create incredible sales opportunities for you, or, it could be a massive threat.

Today you’re going to get to know one of the world’s foremost experts in relationship signal intelligence and social selling, Jamie Shanks, the CEO of both Pipeline Signals and Sales for Life. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your current and target accounts for relationship connections, competitive Intelligence, and compelling events like job changes, allowing companies to buy back their sellers' time so they can focus on selling, not researching. At Sales for Life, Jamie and his team have trained over 250,000 sales and marketing professionals, in dozens of industries.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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Why do your sales reps win or lose deals? The reason they enter in the CRM probably isn’t accurate. In fact, today’s guest demonstrates that the vast majority of the intel you are getting on why you win and lose may be wrong. In this rapidly evolving marketplace, bad data on what’s working can quickly put your revenue in the ditch.

Today’s guest, Spencer Dent is the Founder of Clozd, a startup that is revolutionizing the way businesses connect with their customers. His team conducts tens of thousands of win-loss interviews. What he shares in this conversation will definitely grab your attention and challenge your assumptions.

FIND OUT WHY YOU LOST A RECENT DEAL
Claim your free win-loss interview HERE.

Connect with Spencer.
Connect with Darrell. 

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Today you’re going to get to know one of the world’s foremost experts in customer service, John DiJulius. You’ll discover how you can succeed in the relationship economy.

John is an authority on world-class customer service. He’s the Chief Revolution Officer of The DiJulius Group, a customer experience consulting firm that helps clients to become the brand their customers cannot live without while making price irrelevant.

John is a keynote speaker, international customer experience consultant, and best-selling author of four books, including The Relationship Economy. John has worked with world-class companies like the Ritz-Carlton, Lexus, Starbucks, Chick-fil-A, as well as our friends at Entrepreneurs Organization and YPO!

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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Public relations tactics like press releases can be a powerful way for businesses of all sizes to grow—even ones that have not traditionally thought about PR as a viable strategy. Our guest, Mickie Kennedy is an expert at helping small businesses, authors, and startups increase their visibility and credibility. While working in the public relations field, he came face to face with customers that wanted to use press releases due to their effectiveness at bringing in business, but could not afford to pay the extremely high startup fees that most agencies charged.

Realizing that small businesses desperately need a press release service they can afford, Mickie founded eReleases to give small businesses access to the media and a national newswire – all with a personal touch.

Today Mickie is going to coach us on how we can take advantage of PR strategy to increase our visibility and credibility. We’ll discover how to get regular local media coverage without spending a dime. And you’ll learn how to make your Unique Selling Proposition irresistible to the media!

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Today we’re going to talk about selling to an unsellable generation. Right now buyers are more skeptical than ever, quickly putting up walls when they are triggered by sales professionals that don't understand the behavioral science behind effective communication. In today's marketplace, it is critical to rethink the way we communicate so that we can gain attention and build trust.

Our guest, Jeremy Miner, will apply the latest behavioral science concepts to coach us on the way we need to approach selling in today’s skeptical world. Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest-growing companies in the United States by INC magazine. He believes that the single most effective way to sell anything to anyone in 2022, is to be a problem finder and a problem solver, not a product pusher.”

During his 17-year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer, out of more than 100 million salespeople - selling anything, worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures, EVERY year.

Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology, reflective of his deep studies in the subject from Utah Valley University. Jeremy is the host of the podcast, Closers are Losers, and his new book, The New Model of Selling Selling to an Unsellable Generation is coming out this fall. 

Learn more about Jeremy's Group: www.salesrevolution.group/

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
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How can you accelerate sales revenue in a dynamic and rapidly-changing marketplace? Our guest, Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and international bestselling author of the book Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections. In this episode, you'll discover key areas to optimize to grow sales revenue. Doug shares what he looks for in sales teams that are underperforming. He also gives some practical insights that will get you thinking differently about growth in today's marketplace.

He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others. During this period, Doug created over 35 companies. Today, his mission is to help companies grow their sales revenue and to have better-performing sales teams.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
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Today you’re going to learn about new ways to leverage technology to boost sales productivity while improving client interactions. Right now it's critical that we enable our sales teams to be productive. At the same time, reps need to be able to have consistent interactions with prospects and clients that are both authentic and personalized.

To help us with this, we’re going to talk with Joel Stevenson, CEO of Yesware, a leader in sales productivity software. He’s an expert in helping businesses become more efficient and productive in the way they interact with clients and prospects.

Over the years, Joel has developed a keen understanding of how technology can be used to improve productivity in vastly different environments and business types. From solopreneurs to the banking industry, Joel has valuable tips and advice for all.

In this episode, we refer to this fantastic report: Sales Engagement Data Trends for Sales Managers.

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

If you want to drive consistent sales results you need sales playbooks. Relevant sales playbooks give your sales team the resources they need to move deals through the pipeline. Today we’re going to talk about creating effective sales playbooks and how to add a marketing twist.

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years of experience in B2B Sales, Marketing, and Recruitment.

Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders, and coaching 100’s of SDRs through his Outbound Prospecting course via The Sales Impact Academy.

Mark currently lives and works from Lisbon, is addicted to traveling and exploring new cultures and places. You’ll often hear him saying “Por qué no?” (why not?) to anything that sounds fun or gets the heart racing like wing walking, skydiving, and paramotoring.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Today we’re going to talk about how to create engaging content based on research with over 1 million people. You’re going to get practical ideas to enhance your content and those your engagement with clients and prospects in our conversation with Ben Worthen, founder of Message Lab.  

The difference between great content and mediocre content can result in a massive swing between 70% engagement and 15% engagement. In this conversation, we discuss how to create compelling content. You'll go inside the mind of one of a journalist turned marketer to get fresh ideas on how to create content that people actually want to read. At the end of the episode, we unpack a fictional scenario to understand the core components of good content.  

Our guest today, Ben Worthen, is CEO of Message Lab, an award-winning agency that combines journalism, data, and design to craft content and create experiences that get real results. Ben developed his storytelling and investigative savvy working as a journalist for 13 years, winning many national awards for news and feature-writing. In 2007, he joined The Wall Street Journal, where he covered the tech industry and wrote more than 50 Page One stories. His current and former clients include Facebook, Google, GoDaddy.  

A special thanks to this episode’s sponsor, Selling From the Heart, and the 2022 Authentic Selling Challenge.   If you have a sales team and want to get the year off to an incredible start, make sure to enroll yourself and your reps in the 2022 Authentic Selling Challenge. It runs every day from January 17-21 from 12-1 Eastern. We’ll be coached by incredible leaders like Jeffrey and Jennifer Gitomer, Heather Monahan, Carson Heady, Morgan Ingram, and Revenue Growth Podcast alumni Scott Schilling! You don’t want to miss this. To register for free to go www.authenticsellingchallenge.com. If you can’t come live each day, no worries. The sessions will be recorded.

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Today we’re going to talk about technology! Specifically, what is in your marketing and sales tech stack. I look forward to introducing you to Dan McGaw author of Build Cool Sh*t: A Blueprint to Creating a Marketing Technology Stack.

Dan is the founder and CEO of McGaw.io, a company that focuses on helping marketers get the most out of their technology stack. He is the founder and CEO of Effin Amazing, a marketing technology and analytics agency, and the creator of UTM.io, a campaign management, and data governance tool. Dan has decades of experience in digital marketing, technology, and analytics.

In this episode, we discuss the importance of aligning your marketing and sales tech stack. Dan shares the two biggest blind spots companies have regarding their tech stack. We also discuss what's ahead for sales and marketing technologies in 2022. You're going to get a lot out of this conversation!

A special thanks to this episode’s sponsor, Selling From the Heart, and the upcoming 2022 Authentic Selling challenge. If you have a sales team and want to get the year off to an incredible start, make sure to enroll yourself and your reps in the 2022 Authentic Selling Challenge. It runs every day from January 17-21 from 12-1 Eastern. We’ll be coached by incredible leaders like Jeffrey and Jennifer Gittomer, Heather Monihan, Carson Heady, Morgan Ingram, and Revenue Growth Podcast alumni Scott Schilling! You don’t want to miss this. To register for free go to www.authenticsellingchallenge.com. If you can’t come live each day, no worries. The sessions will be recorded. Go to  www.authenticsellingchallenge.com and get your tickets now!

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

If you want a fresh perspective on your revenue growth you're going to enjoy today's conversation with Andrew Gershfeld. He's an entrepreneur who turned to be a venture capitalist after selling his company online couponing company to a larger eCommerce group. His main expertise is in consumer internet services, eCommerce, b2b SaaS, and virtualization. As Andrew shares what VC companies are looking for when it comes to growth, you'll get ideas that will help you enhance your strategy for 2022 and beyond.

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

What trends are shaping inbound marketing in 2022? Our guest today is Ben Sailer. He is a skilled writer and marketer with deep expertise in content strategy, search engine optimization, marketing analytics, project management, and more. He is the Inbound Marketing Director at CoSchedule, a provider of agile software products that help marketing teams get organized and achieve greater results.

In this conversation, we discuss what we learned in 2021. We look ahead to 2022 and talk about how inbound marketing continues to evolve as it grows in importance.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Do you need ideas to land better clients, bigger deals, and higher fees? You are going to love this conversation with David Newman, the author of Do It! Selling. David works with leading consultants, coaching, and speakers who want to expand their business. And, the ideas he shares are very applicable to every sales professional.

If you're ready to get some ideas and take action, you're going to love Do It! Selling.

David Newman, CSP, is the author of the #1 business bestseller, DoIt! Marketing, and he's the creator of the Do It! MBA mentorship (www.doitmba.com). David is the host of the highly-rated podcast, The Selling Show. As a revenue growth mentor, David and his team have worked with over 1,800 successful consultants and business coaches.

Connect with David Newman

Connect with Darrell Amy

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Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Do you have a strategy for 2022? Whether you lead a company, lead a sales team, or manage a sales territory, you need a strategy--especially in these turbulent times.

Today you're going to learn about the powerful and practical VOLTE strategy model from my friend, Simon Hares. He’s the Founder and Managing Director at SerialTrainer7. He's developed a wealth of experience having trained thousands of sales professionals and leaders. The VOLTE model is a tool you can use to help set yourself up for success in 2022 and beyond!

Simon is also a curator of knowledge, having read hundreds of books in sales, marketing, and leadership. When you follow him on LinkedIn you’ll get to know Simon’s book garden where he features his favorite books. Just this past year, Revenue Growth Engine made it onto the garden path! Simon is the co-author of The B2B Sales Tips Guidebook, coming out in November.

If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Our guest today is Grady Gibbs. He’s going to bring a fresh perspective to the Revenue Growth Podcast. He helps healthcare companies engage more doctors. He also helps doctors sell more products and procedures. In his work at Evolve Medical Consulting, he helps medical practices improve patient outcomes while growing revenue. Grady cohosts The Docpreneur Power Hour.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Let's be honest, most corporate videos are terrible. They all look and sound the same, beginning with predictable scripts like, "In a world where..." All of this becomes white noise as the videos we are so proud of get ignored.

Our guest today believes there is a better way. Guy Bauer is the Founder and Creative Director of Umault, an agency that makes wildly creative B2B video marketing campaigns people actually want to watch. Guy has been making commercial videos for over 20 years and is the author of Death to the Corporate Video: A Modern Approach that Works. He’s going to coach us on how to simplify a complex B2B sales message. We’ll also talk about the biggest mistake that B2B marketers make with video.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

What do you need to let go of to allow you to grow faster? Today guest, Paul Higgins, coaches us through the process of letting to grow.

After a career with legendary companies like Coca-Cola, Paul helped create a tech consultancy which he sold to a Google partner. Today, he helps tech consultants and cloud partners to scale to either exit or have someone run it for them. If you want to scale your business, you’re going to enjoy this conversation with Paul. 

We are now Live on Video, so feel free to subscribe to our Revenue Growth Podcast Youtube Channel.

A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

What's the number one killer of successful businesses? Our guest, Len Herstein, believes that success can be deadly in business, leadership, and relationships. He's the author of the book, Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success. In this conversation, Len talks about how to overcome complacency in business by being vigilant. He gives us practical steps we can take to ensure we sustain our success.

Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

How can you accelerate growth while making it predictable? Processes! This week we're joined by Lobsterpreneur and Certified EOS Implementer, Dan Zawacki. He scaled a startup business delivering fresh lobstergrams from $0 to $15 million. He now helps top companies implement the Entrepreneurial Operating System (EOS) to scale with excellence. Dan shares relevant stories from the lobster business, explaining how defining, documenting, and doing sales and marketing processes drive sustainable growth.

A special thanks to this episode’s sponsor, Convergo. If you want to grow your business faster, you need a revenue growth plan. Convergo is a team of sales and marketing coaches that helps entrepreneurial companies create and execute sales and marketing plans to grow faster. To learn more visit www.convergo.co.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

We’ve got a great episode lined up for today with my friend, Ethan Beute. He’s the author of Rehumanize Your Business and the new book that was just released yesterday, Human-Centered Communication, A Business Case Against Digital Pollution.

Ethan is the Chief Evangelist a BombBomb, one of my favorite communication tools. He is passionate about helping people communicate, connect, and convert in a more personal and human way. He wakes up every day excited to make things and to make things more effective.

We talk about the incredible danger of digital pollution. We explore the damage that this pollution causes to companies, brands, and sales professionals. Then we discuss how the principles of human-centered design can be used to make our marketing and sales communication much more effective while being less destructive.

Get access to the Human-Centered Communication book and resources at  www.bombbomb.com/book.

A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Are you struggling to differentiate from your competition? Do you find it challenging to hold margins? Maybe the key is telling your story more effectively. That's what today's guest, Marc Gutman believes. He's the host of the Baby Got Backstory podcast and the founder of Wildstory, a brand strategy studio for companies that want to outmaneuver their competition. Starting his career in screenwriting with Academy Award-winning director Oliver Stone, Marc now helps companies drive results by blending storytelling, psychology, and design to help brands outmaneuver their competition.

In this episode, we discuss how the story creates a competitive advantage. Marc shares practical ways you can use your story. He also provides some tools on his website: www.wildstory.com.

Make sure to register for the 2021 Trust Building Challenge: www.2021trustchallenge.com.

A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Frustrated with your sales and marketing technologies? Get clarity, ideas, and encouragement from today's guest, Kevin Snow. In his work helping multiple companies optimize their sales and marketing technology, Kevin knows what works and what doesn't. We discuss the best practices he's seeing for companies that are growing. We also introduce two ideas that are critical for success. The conversation ends with a peek into the future of sales and marketing tech.

Kevin Snow is the Founder/CEO of Time On Target, an army veteran, an entrepreneur, a sales expert, and a serious technology geek. His expertise is helping businesses take their sales and marketing automation processes to a higher level. His knowledge, skills, and understanding of communication and technology are getting real results for the businesses he works with. Kevin knows how to integrate digital technology with your sales process in an authentic, professional way. He’ll show you what you’ve been missing in terms of ensuring an effective system of outreach, and trust-building.

Make sure to register for the 2021 Trust Building Challenge: www.2021trustchallenge.com.

A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Need more results from your website? Today's Guest, Michael "Buzz" Buzinski, shares the rule of 26. This simple three-part strategy has helped companies quickly increase the effectiveness of their websites by 100%.

Michael Buzinski, CEO of Buzzworthy Integrated Marketing, is a life-long entrepreneur, digital marketing thought leader and author. Dubbed a “visionary marketer” by the American Marketing Association, Michael’s sole mission is to help entrepreneurs avoid the time drain and frustration of managing profitable digital marketing campaigns.

In this episode, Buzz makes a special offer. Purchase a Kindle digital copy of The 26 Rules book and email him a snapshot of your order. When you do, he'll mail you a signed paper copy of the book! His email is buzz@buzzworthy.biz.

Make sure to register for the 2021 Trust Building Challenge: www.2021trustchallenge.com.

A special thanks to this episode’s sponsor, Convergo. If you want to grow your business faster, you need a revenue growth plan. Convergo is a team of sales and marketing coaches that helps entrepreneurial companies create and execute sales and marketing plans to grow faster. To learn more visit www.convergo.co.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

Client Experience is the frontier of value creation. The companies that get this right develop a tremendous competitive advantage.

In order to make Client Experience consistent, we need to leverage technology. Our guest today, Ryan Arcoraci, is an expert in helping companies use technology to deliver an amazing client experience.

Ryan Arcoraci is an official tech nerd! He’s the host of Business Stories with Ryan Arcoraci. His expertise is in sales technology, sales automation, and CRM. The value he provides is in helping businesses grow in creative ways by integrating web development, digital sales strategies, digital marketing, and software solutions. To sum it up, Ryan knows how to make things work–which can be a challenge for every business.

Connect with Ryan Arcoraci

Connect with Darrell Amy

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

If you want to grow your business, grow your network. Whether you are a sales professional, marketing leader, or business owner, you’re going to appreciate the perspective of our guest today, Scott Schilling. You'll learn how to leverage the power of your network and the heart of service to explode your results.

A master networker, Scott helps others grow their businesses, increase their bottom line and ultimately live a far more fulfilled life. Scott is a keynote speaker, world-class trainer, and incredible coach. He’s the author of multiple sales books including his latest, THAT SUCKS WHAT NOW?: Real-World Solutions for Getting Through What You're Going Through.

A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

When it comes to revenue growth, we like to talk about sales tactics and marketing strategies. However, all the strategies and tactics in the world will be ineffective if there is a low level of leadership. Today we're joined by Jeremie Kubicek, founder of GiANT Worldwide and author of 5 Voices: How to Communicate Effectively with Everyone You Lead and The 100X Leader: How to Become Someone Worth Following. We discuss the importance of leadership when it comes to driving growth. For those who are struggling to get their teams to buy into the growth mindset, Jeremie shares strategies to bring them along. We also discuss how to create a culture of growth.

In the episode, Jeremie shares some powerful resources which you can access here: giantcoach.com/revenuegrowth

A special thanks to this episode’s sponsor, Convergo. If you want to grow your business faster, you need a revenue growth plan. Convergo is a team of sales and marketing coaches that helps entrepreneurial companies create and execute sales and marketing plans to grow faster.

To learn more visit www.convergo.co.

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

What if you could make sure your sales reps are talking with prospects about relevant topics? Today’s guest shares how artificial intelligence is changing the game of sales by making conversations more relevant. Harry Hardman is the Senior Vice President of Sales at Sales Talk Technologies, a company that helps sellers maximize their effectiveness through conversational intelligence and sales effectiveness. He’ll share how artificial intelligence empowers sales development reps to say the right thing to the right prospects. We’ll explore the power of AI to make salespeople and marketing teams more efficient and effective. Today’s topic is at the front lines of innovation and revenue growth. 

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book 

If you run your business with the Entrepreneur’s Operating System presented in the book, Traction, you are going to enjoy this conversation with an integrator. Even if you don’t use EOS, you’ll appreciate our guest’s perspective on how to make revenue growth consistent and predictable. Our guest for this episode is Bill Poole. He is my business partner at Convergo, a team that helps entrepreneurial companies develop and execute plans to accelerate revenue growth. Bill and I run our business using the Entrepreneurial Operating System outlined in the book, Traction by Gino Wickman. In this model, our business has two core leadership positions: visionary and integrator. As the visionary, I’m looking toward the future, developing new business models, and building alliances. As the integrator, Bill is less concerned about the future and more aware of what’s happening today. His role is critical for execution. Today, Bill is going to share how he thinks about revenue growth from the perspective of an integrator. Whether or not you use the EOS system to run your business, I think you’re going to get a lot from this conversation. 

FREE AUDIOBOOK
Get instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth.
www.revenuegrowthengine.com/book