Explore every episode of the podcast How To Sell More

Want to know the secret to increasing your value by 50 percent?

Mastering the art of public speaking and communication.

In this episode of How to Sell More, host Mark Drager and speaking skills coach & Hall of Fame professional speaker, Joel Weldon, discuss how your communication skills can make or break your sales.

In Episode 109, you'll learn:

✅ The most costly communication mistake: focusing on "I" instead of "you" in your messaging

✅ How to use the "ping pong effect" to balance personal stories with audience engagement

✅ Why getting honest feedback is crucial for improvement as a communicator

✅ Joel Weldon's personal journey from being called "the worst speaker ever" to becoming a hall of fame professional speaker

✅ How to prepare your audience for your unique speaking style to increase their receptiveness

✅ Practical ways to improve your speaking skills through practice, recording yourself, and analyzing "game tape"

✅ The challenge most speakers face: knowing too much about their subject and needing to simplify

✅ The single most important element of a great presentation: focusing on results and the audience taking action, turning them to customers

Meet today's guest: With over 3,000 speaking engagements worldwide and over 10,000 personally coached speakers, Joel's impact on the communication landscape as a renowned public speaker and coach is unmatched. His "Ultimate Speaking System" is the gold standard for delivering messages with clarity and power.

Ready to learn how to master public speaking and communication so you can sell more? Listen to the full episode now!

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today's guest, Joel Weldon on LinkedIn → https://www.linkedin.com/in/joelweldon 

📖 Learn more about the Ultimate Speaking System for entrepreneurs and business owners → https://www.ultimatespeaker.com/public-speaking-courses 

🔥Learn more about Joel Welson's work → https://www.ultimatespeaker.com

If you want to sell more, you need to talk less and listen better. 

Customers don't want to deal with a pushy, aggressive salesperson–they want someone who listens to their needs and addresses their problems. 

In this episode of How to Sell More, host Mark Drager and guest Derek Roberts challenge the outdated stereotype of the aggressive salesperson. They reject the image of pushy sales reps who prioritize closing deals over customer needs and rally for a smarter, more thoughtful way to sell.

In Episode 108, you'll learn:

✅ Why sales is the only profession "defined by those who do it badly" and how to overcome this stereotype

✅ The five critical self-beliefs that can make or break a sales career

✅ Why the pressure to buy should come from the customer, not the salesperson

✅ How to sell through your customers to their customers in B2B environments

✅ The value of coaching for even your highest-performing sales team members

✅ The #1 tip for selling more effectively in today's business environment

Meet today's guest: Derek Roberts is a Sales Leadership Expert, Speaker, and the Co-Author of Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. He's the President of Roberts Business Group and an Executive Partner with Integrity Solutions.

Ready to let go of pushy strategies and supercharge your success with authentic selling? Listen to the full episode now!

🔥 Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥 Connect with today's guest, Derek Roberts on LinkedIn → https://www.linkedin.com/in/derekroberts1 

📖 Get your copy of Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance →
https://www.amazon.com/Listen-Sell-Skillset-Connections-Performance/dp/1774583763

🔥 Learn more about Derek Roberts's work → https://www.integritysolutions.com

Think you're in control of your sales process? Think again.

"You can't force people to buy stuff they don't want to," says today's guest, Brent Keltner.  And that simple statement shows who's really in charge.

But it begs the question, if the customer is king, how do we guide the sales process while allowing them to remain in control?

In episode 107 of How to Sell More, Mark Drager and guest Brent Keltner tackle this problem head-on. They cover why your team needs to shift from a "show up and pitch" approach to a guided approach to create a stickier sales process.

You'll also learn:

✅ The three-part framework for structuring effective sales conversations

✅ How to move from product-centric pitching to journey-first selling

✅ Simple ways to prepare for meetings that take just 10-15 minutes

✅ Why customer stories are your most valuable sales assets (and how to collect them)

✅ How third-party customer interviews can reveal insights your team might miss

✅ How to create follow-up emails that actually move deals forward

Meet today's guest: Brent Keltner is the President of Winalytics and the Author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success. 

Listen to the full episode now!

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today's guest, Brent Keltner on LinkedIn → https://www.linkedin.com/in/bkeltner 

📖 Get your copy of The Revenue Acceleration Playbook →

https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019

🔥Learn more about Winalytics → https://winalytics.com

Want to know what it takes to win more bids, contracts, and RFPs?

In this episode of How to Sell More, Mark Drager sits down with Alex McPhail, one of Canada's leading bid managers with over 35 years of experience in complex government procurements for defence, cyber, aerospace, and more.

Alex breaks down the realities of winning massive government contracts, as well as how to navigate the most demanding procurement processes. 

In Episode 106, you'll learn:

✅ The strategy behind winning hundred-million to billion-dollar proposals

✅ How shrewd contractors legally play the RFP "game"

✅ Why relationships don't matter in government contracting (and what actually wins contracts)

✅ What a Capture Manager does and why you need the right team in place

✅ The brutal "go/no-go" process that can dramatically improve your win rate

✅ Why making information easy to find is the #1 factor in winning proposals

✅ Who your true "customer" is during the proposal process (hint: it's not who you think)

Meet today's guest:

Alex McPhail is the President and CEO of EXA Consulting Group and the Author of Win Big The EXA Way: The Comprehensive Guide to Capture and Proposal Leadership. He is also a recognized public speaker, lecturer, and podcaster in business leadership, Canadian procurement, and government contracting processes.

Ready to play a procurement process to your advantage so you can sell more?

Listen to the full episode now!

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today's guest, Alex McPhail on LinkedIn → https://www.linkedin.com/in/alexmcphail 

📖Get your copy of Win Big The EXA Way →

https://www.amazon.ca/Win-Big-EXA-Way-Comprehensive/dp/1774583909 

🔥Learn more about The EXA Group → https://www.exa.group

You don't have to be creative to become a successful marketer.

Good marketing is systematic.

In this episode of How to Sell More, Mark Drager and guest Allan Dib explore the concept of Lean Marketing. Allan, who wrote the book on the subject, says that business owners can do less and sell more when they focus on the right things.

In Episode 105, you'll learn:

✅ Why "no marketing equals no customers" and how marketing is a skill that can be learned by anyone

✅ The importance of understanding your market deeply before creating products

✅ Why selling is the best way to build a brand (not the other way around)

✅ How attending industry conferences can teach you more in half a day than months of online research

✅ The power of focusing on one or two marketing channels instead of spreading yourself thin across many

✅ Why most success comes from subtraction (removing things) rather than addition

✅ The importance of creating "flagship assets" that work for your business over the long term

Meet today's guest: 

Allan Dib is a serial entrepreneur known for turning complex marketing ideas into actionable frameworks. He's successfully started, grown, and exited multiple businesses across various industries. He's also a sought-after business coach, consultant, and public speaker. He's the best-selling author of The 1-Page Marketing Plan: Get New Customers and Lean Marketing: More Leads. More profit. Less marketing (2024).

Want to learn how to do less with your marketing and sell more?

Listen to the full episode now!

🔥 Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥 Connect with today's guest, Allan Dib on LinkedIn → https://www.linkedin.com/in/allandib 

📖 Get your copy of Lean Marketing →

https://leanmarketing.com/books/leanmarketing 

📖 Get your copy of The -1 Page Marketing Plan →

https://leanmarketing.com/books/1pmp 

🔥 Learn more about Allan Dib → https://leanmarketing.com

You've heard time and time again that you need to diversify your products and services to sell more. Jack Bosch flips the script on that advice and says that narrowing your focus to one high-value offer can skyrocket sales and profits.

In this episode of How to Sell More, Mark Drager explores the downsides of the "ascension model" with Jack, and why he decided to abandon it to focus on one service. He outlines the strategy that helped him turn his $2 million home study course into an eight-figure education and coaching empire.

In Episode 104, you'll learn:

✅ How Jack Bosch transformed his business by focusing on one premium offering instead of multiple lower-priced products.

✅ The benefits of starting with a high-end offer before developing lower-priced offerings.

✅ How higher prices allowed Jack to invest in better customer service and hit higher customer success rates.

✅ The importance of building a strong leadership team to scale beyond $2 million.

✅ How focusing on profitability enabled Jack to hire specialized talent and create a self-sustaining business.

Meet today's guest: Jack Bosch is an expert real estate investor with over 4,000 successful real estate transactions. He now helps others build sustainable wealth through his online education and coaching programs. He's the author of Forever Cash: How to Break the Earn-Spend Cycle, Take Charge of Your Life, & Build Everlasting Wealth.

Listen to the full episode now!

🔥 Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥 Connect with today's guest, Jack Bosch on LinkedIn → linkedin.com/in/jack-bosch-a923b59

🔥 Listen to the Jack Bosch Show

podcasts.apple.com/us/podcast/the-jack-bosch-show/id980606803

🔥 Learn more about the Land Profit Generator → landprofitgenerator.com

The old way to lead a team (the "command and control" leadership style that says the boss can't make a single mistake) isn't working anymore.

If you want to improve your team's performance, you need to fail. Which means you need to be willing to fail in front of your team.

In this episode of How to Sell More, Mark Drager and guest Colin Hunter explore the power of making mistakes. Colin, the author of Be More Wrong: How Failure Makes You an Outstanding Leader, says that if you aren't making mistakes, you aren't pushing hard enough. 

In Episode 103, you'll learn:

✅ Why strong leadership seems to be missing in government and business in 2025.

✅ How embracing "Be More Wrong" can transform your leadership approach.

✅ Colin's revolutionary four key leadership styles: Host, Energizer, Disruptor, and Catalyst

✅ How to create "playgrounds" where team members can safely experiment and learn.

✅ Why recruiting for humility, hunger, and people smarts is crucial for team success.

✅ The concept of being "antifragile" as a leader by deliberately seeking challenges.

Meet today's guest: Colin is the CEO of the global leadership development company PotentialSquared, where he's helped leaders transform their teams for over two decades. How does he do it? By disrupting traditional approaches and inspiring new ways to think about leadership centered on purposeful practice. 

Ready to build a successful team that embraces experimentation, fails on purpose, and ultimately, sells more? 

Listen to the full episode now! 

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today's guest, Colin Hunter on LinkedIn → linkedin.com/in/colinhunter

🔥Get Your Copy of Be More Wrong: How Failure Makes You an Outstanding Leader

amazon.com/Be-More-Wrong-Failure-Outstanding/dp/177458039X

🔥Learn more about PotentialSquared → potential2.com

Imagine landing a large contract with a Fortune 500 company without having to pitch for the business. That's what happened to Feras Alhlou when Google referred Salesforce to his company. 

In this episode of How to Sell More, Mark Drager and seasoned entrepreneur and business advisor Feras Alhlou explore how strategic partnerships can unlock higher-quality leads, increase deal size, and create premium positioning to differentiate your company from competitors.

In Episode 102, you'll learn:

✅ The power of starting small and persisting through difficult times

✅ How a growth mindset helps you continuously move upmarket to larger, more profitable clients

✅ Why niching down your business can drive massive growth

✅ Why you must treat partnerships like a primary marketing channel 

✅ The power of becoming an evangelist of your partner's products or services

✅ How to build valuable and strategic relationships so partners refer qualified leads

✅ The crucial difference between passion and skill and why passion isn't enough

Meet Today's Guest: In 2004, Feras Alhlou drained his 401(k) to start a digital marketing company. In 2019, he sold that same company for eight figures to Dentsu, one of the world's largest marketing firms. His company's success didn't come down to luck—growth came from making strategic decisions, taking consistent action, and building lasting relationships.

Are you ready to build and leverage partnerships to get high-quality referrals and sell more?

Listen to the full episode now! 

🔥 Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥 Connect with today's guest, Feras Alhlou on LinkedIn → linkedin.com/in/ferasalhlou

🔥 Learn more about Startup With Feras → startupwithferas.com

Can a great marketing strategy make up for a damaged brand reputation? In today's market, the answer might surprise you.

In Episode 101 of How To Sell More, Dave Fulk, CEO of Reputation Rhino, reveals why even brilliant marketing falls flat when your brand's reputation is compromised. He shares why leaving your online presence unmanaged isn't just risky—it hands the control to others.

Listen to learn:

• Why the first moments of online research make or break customer relationships—and what that means for your business
• The essential three-pillar approach to reputation management: building, protecting, and repairing
• How aligning trust across company, product, and personal levels creates authentic connections that drive sales

Whether you're wrestling with negative reviews, working to reshape your corporate image, or safeguarding your hard-won reputation, this conversation is for you.

Connect with Mark Drager on LinkedIn → https://hi.switchy.io/markdrager

Do you remember your first concert? The buzz of the crowd. The kinetic energy in the air. Thousands of people singing in unison. Your people. Your tribe.

What if your company could foster that type of connection? What if you could create your own fanbase? A group of customers who love what you do and how you do it so much that they advocate on your behalf.

What would these connections allow your company to do? What would that kind of fanbase free you up from? Could you stop chasing customers? Stop competing on price?

In this landmark 100th episode of How to Sell More, Mark Drager sits down with customer experience expert Brittany Hodak to unlock the secrets of turning customers into superfans—the kind who don't just buy, but evangelize.

Along with being a wildly popular speaker, Brittany is the author of Creating Superfans: How To Turn Your Customers Into Lifelong Advocates.

In this episode, we cover:

How to transform your business from "just another option" into a movement people want to be part of

The psychology behind why some brands inspire undying loyalty while others remain forgettable

A proven framework for creating experiences so remarkable, your customers can't help but talk about them

If you're ready to stop chasing customers and start attracting advocates who champion your brand, this conversation is your backstage pass to making it happen.

Connect with Mark Drager on LinkedIn → https://hi.switchy.io/markdrager

Content is everywhere. And that makes attention, especially our prospects' and customers' attention, a hot commodity. Because every company and brand is competing for the same, very limited set of eyes.

In this episode, Mark Drager explores uncomfortable truths about paid advertising with Steve Pratt, the author of Earn It: Unconventional Strategies for Brave Marketers. Steve shares why your team needs to leverage unconventional marketing strategies to earn attention - rather than trying to buy it.

In this episode, you'll learn:

• Why traditional advertising isn't working

• How Dell transformed its brand perception without relying on ads

• Why you need to take bold, unconventional steps to gain a loyal audience

• The unexpected impact of long-form content

• Why providing value is more important than visibility 

• How you can harness creativity and storytelling to compete with major brands 

Steve Pratt is the co-founder of The Creativity Business, which offers speaking, workshops, and consulting to help companies develop differentiated content, marketing, and messaging that earns attention. He's also the co-founder of the world's first branded podcast agency, Pacific Content, named one of Entrepreneur's 100 Brilliant Companies. 

Ready to earn your audience's attention and see real results from your marketing? Listen now!

Connect with Mark Drager on LinkedIn → https://hi.switchy.io/markdrager

Newsflash: CEOs should only do three things. 

If you're a founder drowning in day-to-day operations, simplifying your job description can transform your leadership style and accelerate business growth. 

In this episode, Mark Drager discusses the role of the CEO with Trey Taylor, the author of A CEO Only Does Three Things. Trey outlines the "non-delegatable" tasks that only CEOs can complete to set the cultural agendas of their companies. 

Trey is the CEO of Taylor Insurance Services and Managing Partner of Threadneedle, where he leads strategic investments in financial services, real estate, and technology. With over two decades in the industry and more than 200 angel investments, Trey brings deep expertise in both running and scaling businesses. 

In this episode, you'll learn: 

• The three things that only the CEO can do to set the agenda of the company

• What you can learn from founding father James Madison to become a better CEO

• Why most CEOs are wearing too many hats–and why it's a trap

• How to avoid under-engineering your business so avoidable problems don't blindside you

• Why you need to schedule "CEO time" every day

• Hiring, firing, and promoting to make sure you've got the right people in the right roles

• Why you should focus on doing a few things well instead of doing it all with mediocre results

Are you ready to simplify your job description and lead your company to the next level of success? Tune in now!

Connect with Mark Drager on LinkedIn → https://hi.switchy.io/markdrager

Want to know why some brands dominate while others fight for scraps?

In this episode, Mark Drager sits down with Gair Maxwell, author of Big Little Legends, to reveal how ordinary businesses become extraordinary brands through the power of story. 

From turning a small-town car dealership into a $50 million phenomenon to helping a home renovation company scale to $1 billion in revenue, Gair shares the secrets behind creating magnetic brand narratives that make selling effortless.

Here you will learn: 

• The "Mona Lisa Effect" and why the best product rarely wins

• How changing your story (not your product) can transform your entire business

• Why most companies get brand building completely wrong 

• The four essential leadership qualities needed to become legendary 

• How to discover and leverage your unique story in a crowded market 

• The critical difference between marketing tactics and creating true legends

• Why traditional "best practices" often lead to mediocre results 

• How to know if you have the courage to truly stand out 

• The hidden power of symbolism and metaphor in business 

• Practical steps to turn your company into a "Category of One" 

• The surprising truth about what actually makes customers line up

Are you struggling to differentiate your business or ready to become a leader in your space? Tune in now!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at: https://hi.switchy.io/KcKe

Struggling to take your business to the next revenue milestone? 

In this episode, Mark Drager sits down with Trevor Mauch, founder and CEO of Carrot, a thriving SaaS company, to uncover the common obstacles businesses face as they scale and how to effectively navigate them. With Carrot's impressive journey from a startup to an eight-figure company, Trevor shares his expertise in delegation, leadership, and building systems that sustain growth across various revenue stages. He further explores the stages of business growth, sharing the specific pain points and solutions at each revenue milestone.

We cover:

• Key challenges at each revenue milestone

• How to transition from a hands-on performer to a strategic builder

• Effective delegation techniques for sustainable growth

• Strategies for evolving your leadership identity

• How to identify the key growth pain lines at $100K, $300K, $1M, and beyond

• Benefits of conducting an energy audit to optimize your business activities

• Strategies for performing an identity upgrade to align with your business growth

• When to scale your business and when it might be okay to scale back

• How to balance purpose, profits, and energy with the Entrepreneur Freedom Formula

• Real-world examples of successful scaling and leadership transformation

Are you just starting out or aiming for massive growth? Tune in to gain the knowledge and inspiration to confidently scale your enterprise!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

In today's fast-paced and competitive B2B landscape, understanding the balance between branding and marketing is more critical than ever. In this episode of How to Sell More, Mark Drager talks about why combining these two elements strategically can help your business stand out, attract better leads, and close more deals.

Mark explores why many companies focus too much on short-term marketing tactics while neglecting the long-term impact of their brand, and how this mistake can cost you big in the long run. 

We cover:

• Why first impressions matter and how your brand can instantly build trust

• The hidden costs of relying solely on quick marketing fixes like social ads and SEO

• How a strong brand acts as the foundation for all successful marketing efforts

• The importance of defining what makes your company unique in a crowded market

• A practical framework for aligning brand, marketing, and sales for sustainable growth

• Why strategic branding creates long-term value while short-term tactics fade quickly

Are you tired of losing leads to low-cost competitors, struggling to stand out, or just looking to elevate your B2B sales process? Tune in and  learn how to align your branding and marketing strategies not just to sell more, but to sell smarter.

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Is Facebook marketing dead, or are you just using outdated strategies?

In this episode, Mark Drager welcomes Megan Huber, a business strategist who has turned Facebook Groups into a revenue powerhouse. Megan shares how she effectively  built thriving communities, connecting authentically with her audience, and converting group members into paying clients without spending hours online.

Known for her 'generous authority' approach, Megan simplifies the process of creating value-driven groups that act as robust lead pipelines.

She challenges the myths about social media marketing and shares her unique strategy for building a powerful lead-generation machine using Facebook groups. 

Mark and Megan explore:

• Why Facebook Groups still work and how to leverage them effectively in 2024.

• How to position yourself as a 'generous authority' to attract and engage the right audience.

• The secret to creating a community that converts without overwhelming yourself.

• A step-by-step process to fill your group with qualified, ready-to-buy leads.

• Why content consistency and simplicity are key to driving engagement.

• How to use polls and DMs strategically to build relationships and close sales.

• Why Megan's focus on ONE audience, ONE problem, and ONE solution is the game-changer.

• Debunking the myth that Facebook is outdated and understanding where people make buying decisions today.

If you're tired of high-tech, complicated strategies and want a working way to build a client-generating community, tune in and learn how a Facebook Group can fuel your business success!

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Former Salesforce executive and Cerebral Selling founder David Priemer shows why focusing solely on product features and ROI misses what truly drives sales. Drawing from his experience leading small business sales at Salesforce and building four successful startups, Priemer shares the connection between human psychology and sales results.

Research shows buyers choose based on feelings rather than logic – a blind spot for many sales teams. When analyzing 70 sales representatives at Salesforce, Priemer found the highest performers built genuine belief in their solutions instead of relying on feature lists. This insight reshaped how their sales teams approached customer conversations.

Priemer introduces the "love-hate framework" for creating sales messages that connect. His example of Trunk Club shows this in action: "a service for men who love to dress well but hate to go shopping." This positioning helped secure their acquisition by Nordstrom by speaking to customer emotions instead of product specs.

The discussion examines why business cases alone don't close deals, how real conviction outperforms product knowledge, and what builds lasting customer relationships.

Key Takeaways:

1. Start with Emotion: Connect with how customers feel about their challenges before presenting solutions
   
   
2. Build Real Belief: Sales success comes from actually believing in your solution's impact on customers
   
   
3. Own the Outcome: Taking responsibility for customer results builds deeper business relationships

Top 3 Reasons to Listen:

1. Close More Deals: Apply the psychological principles that drive buying decisions to improve your sales conversations
   
   
2. Stand Out in Your Market: Build an authentic sales approach that sets you apart when traditional ROI pitches fall flat
   
   
3. Increase Customer Trust: Position your business using the love-hate framework that turned Trunk Club into a multi-million dollar success
   
   

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Ever tried everything to grow your business, only to feel hopeless about your marketing and sales?

Mark Drager shares a story about a business owner who, despite 10+ years of experience and an established team, found nothing generated new business. Despite trying SEO, paid ads, social media, content marketing, networking, and cold calling - nothing moved leads through the sales process.

This sparked a crucial insight: Marketing is an amplification tool. Mark illustrates this using movies - audiences don't blame theaters for bad films, they blame Hollywood. Similarly, businesses must examine what they're amplifying before focusing on distribution.

What matters is saying the right message to the right people at the right time. When multiple approaches fail, the issue often isn't the marketing channel - it's what you're trying to communicate and to whom.

Key Takeaways:

1. Marketing amplifies your message - focus on what you're saying before how you're distributing it
2. When proven approaches stop working, examine if your market has shifted
3. Look at your price point, targeting, and messaging before changing tactics again

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Former A&E and Fox television executive Brad Holcman shares how his experience evaluating thousands of TV shows translates into effective sales strategies. Drawing from 20+ years producing unscripted television, Brad explains why most pitches fail in the first 30 seconds and outlines his proven framework for capturing attention.

Brad reveals why understanding your audience's challenges matters more than perfecting your pitch deck. Through stories from his career, he demonstrates how authenticity and targeted storytelling outperform conventional sales techniques. The conversation explores the essential pre-pitch work top performers complete, why rushing to close deals often backfires, and how to build genuine connections that drive long-term success.

From structuring compelling narratives to understanding when to reveal key information, Brad provides practical guidance in modern persuasion that works across industries. His insights help reframe how businesses approach sales conversations, moving beyond features and benefits to create meaningful engagement.

Key Takeaways:

1. Start with Challenges - Identify your prospect's biggest problem before crafting your pitch. Align your story with their specific needs to create immediate connection.
2. Focus Your Opening - Structure the first 30 seconds to highlight one compelling promise that addresses your prospect's pain point.
3. Build Trust Through Content - Share expertise consistently through valuable content before asking for the sale.

Top 3 Reasons to Listen:

1. Learn TV production secrets that turn cold prospects into engaged buyers
2. Discover the psychological triggers that make your pitch impossible to ignore
3. Access proven frameworks from someone who's evaluated thousands of successful and failed pitches

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

Digital marketing veteran Ryan Deiss built his first online business in 1999 - when Google was still a university research project. Today, after generating $200 million in revenue across multiple companies, he sees a fundamental shift in how customers buy.

"The marketing funnel isn't just broken - it's dead," Deiss tells host Mark Drager. "Modern buyers don't follow a linear path. They bounce between channels, research extensively, and make decisions based on relationships, not just targeting."

In this episode, Deiss breaks down why established marketing practices fail in 2024's fragmented digital landscape. He explains how successful companies now focus on clear problem statements over hyper-targeting, why perfect attribution tracking misleads marketers, and how businesses build customer relationships without aggressive follow-up.

Key Episode Insights:

• Why broad messaging often outperforms micro-targeted ads
• How to write high-converting ads using simple problem statements
• Practical email strategies that maintain relationships without burning goodwill

Listen to discover how leading companies adapt their marketing for today's reality - and why methods that worked even three years ago might be hurting your results now.

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

Instagram: https://hi.switchy.io/KcKi

Want more free tools?

Go to our podcast page at https://hi.switchy.io/KcKe

There's a painful truth in business that nobody wants to discuss: most companies are hemorrhaging talent and money through poor culture – and throwing pizza parties won't fix it.

Meet Kate Volman – CEO of Floyd Consulting and organizational culture expert who's challenging the "perks over purpose" mentality plaguing modern businesses. As the leader behind The Dream Manager program, Kate has helped transform hundreds of organizations from talent-bleeding bureaucracies into high-performing powerhouses where people actually want to work.

In this no-holds-barred conversation with Mark Drager, Kate pulls back the curtain on:

• The hidden cost of bad culture (and why most companies vastly underestimate it)
• Why your "gut feel" hiring approach is secretly sabotaging your growth
• The counterintuitive strategy that saved one company $150,000 in turnover costs
• How to spot the toxic behaviors driving your best talent away
• The proven framework for building a coaching culture that retains top performers
• Real-world examples of turning disengaged teams into unstoppable forces
• The leadership blind spots causing your "expectations gap" crisis

Plus, you'll get guidance on:

• Building hiring processes that actually work
• Creating accountability without fear
• Converting complainers into contributors
• Making employee development a competitive advantage

Whether you're a scaling company struggling with retention, or a leader watching your culture crumble, this episode is your blueprint for building an organization where both people and profits flourish.

Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

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There's a dangerous myth in entrepreneurship: that hyper-growth is the only path to success. But what if building a sustainable, profitable business didn't require sacrificing your sanity?

Meet Ryan Crownholm – U.S. Army veteran turned multi-business founder who's challenging Silicon Valley's 'grow at all costs' mentality. As the architect behind MySitePlan.com and DirtMatch.com, Ryan has quietly built a business empire that's weathered multiple economic storms while serving thousands of satisfied customers.

In this tactical conversation with Mark Drager, Ryan rips open his entrepreneurial playbook to reveal:

• The counter-intuitive growth strategy that helped him build multiple 7-figure businesses without outside funding
• Why "slow is smooth, smooth is fast" – military wisdom that transformed his approach to scaling
• The exact systems he used to automate MySitePlan.com into a lean, profitable machine
• His controversial take on why most startups get pricing completely wrong
• The data-driven framework he uses to run multiple businesses without burning out
• Real-world examples of turning customer service into a competitive moat
• The mindset shift that helps veteran and formerly incarcerated entrepreneurs succeed

Plus, you'll get actionable insights on:

• Building recession-proof revenue streams
• Creating systems that scale without chaos
• Making decisions with incomplete information
• Turning customer feedback into product gold

Whether you're a bootstrapped founder tired of the "unicorn or bust" narrative, or an established entrepreneur, this episode is your blueprint for building a business that thrives in any economy.

Warning: This episode contains zero-fluff, battle-tested strategies that might challenge everything you think you know about scaling a business.

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Meet Dan Shute, a mechanical design expert who, along with his co-founders, transformed a basement startup into Volant Products—a mid to high eight-figure global powerhouse in oil and gas technology. As President and CEO, Dan sits down with Mark Drager to share the raw truth about building a company that's revolutionizing how the energy industry handles casing installation.

Dan breaks down the real challenges and victories of scaling Volant from its humble beginnings to serving customers across 50 countries with a team of 150. But this isn't your typical success story—it's a masterclass in sustainable growth and innovation.

Here's what you'll learn:

-How Dan and his co-founders built Volant Products from a basement startup into a global leader in casing installation technology.

-Why continuous improvement and innovation are key to surviving and thriving in a volatile industry.

-The importance of fostering a customer-centric culture focused on integrity and value delivery.

-How Volant's R&D efforts have led to groundbreaking products like the Top Drive Casing Running Tool.

-Dan's approach to building a resilient company through strong leadership and collaborative culture. 

-How staying debt-free enabled Volant to weather industry downturns and invest in growth.

-Why rushing product development can be more costly than taking time to get it right.

-The importance of being humble, hungry, and "smart" when building your team. -Why doing "the right things for the right reasons" is better than chasing quick profits.

-How to empower employees while maintaining necessary controls.

-Why building systems before you need them is crucial for sustainable growth.

Between developing breakthrough tools like their Top Drive Casing Running Tool and navigating the volatile energy sector, Dan reveals how staying true to their principles of integrity and customer value has paid off time and again.

Whether you're an entrepreneur, leader, or innovator, Dan's insights on building a recession-proof business while prioritizing innovation and customer satisfaction are pure gold. Don't miss this one.

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Simon Duffy, co-founder of Bulldog Skincare and Waken Mouthcare, joins us to discuss how he transformed from an accountant to a disruptor in men's grooming and oral care.

Simon explains how he identified gaps in saturated markets and built brands that stand out through innovative packaging and ingredients.

He shares insights on:

• Developing products based on consumer needs rather than industry norms

• Using market feedback to refine business strategies

• Balancing innovation with familiarity in brand launches

• Turning negative feedback into growth opportunities

• Overcoming challenges in fundraising and scaling

• Building a team that can challenge the status quo

• Protecting brand identity in competitive markets

• Influencing larger companies to adopt sustainable practices

This episode offers valuable lessons for entrepreneurs and business leaders on market disruption, brand building, and driving industry-wide change.

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Do you find it challenging as an introvert to handle business networking and sales?

In this episode, Mark Drager interviews Matthew Pollard, alias the "Rapid Growth Guy," to reveal innovative strategies for introverts in business. As an introvert, Matthew shares his journey from struggling salesperson to successful entrepreneur and author.

In this episode, you'll discover:

• Why being an introvert is not a barrier to success in sales and networking

• How to leverage your introverted strengths to build deeper relationships

• The power of preparation and planning in networking events

• Why differentiating yourself is crucial for business growth

• How to create a unique personal brand that stands out in a crowded market

• The importance of niching down to attract ideal clients

• Strategies for articulating your value proposition effectively

• Why Traditional Networking Advice Often Fails Introverts

• How to turn casual connections into champion relationships and momentum partners

• How to conduct painless client feedback sessions

• Why over-complicating sales processes can hinder your progress

• How to build a scalable business model as an introvert

Are you an introvert looking to boost your confidence in business or an extrovert seeking to understand your introverted colleagues better? Tune in and learn how to use your introverted superpowers and achieve rapid growth in your business, regardless of your personality type.

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Are you ready to transform your B2B strategy and forge unbreakable bonds with clients?

Today, Mark Drager sits down with Anand Sheoran, founder of Current Instrumentation & Automation Inc., a specialized instrumentation company, to uncover the secrets behind his rapid business growth. With a background in engineering and sales, Anand brings a fresh perspective to customer engagement in industrial automation.

In this conversation, you'll learn:

• Why understanding your customer is the cornerstone of sales success

• How to shift from a visit-focused to a value-focused sales approach

• The power of relationship-building in technical B2B environments

• Why LinkedIn isn't just for job seekers; it's a goldmine for B2B growth

• How to create a customer-centric culture across your entire organization

• The importance of consistency in all aspects of business development

• Why quality interactions trump quantity in building client relationships

• How to leverage social media for thought leadership in niche industries

• The challenges and rewards of working with your spouse in a startup

• Why continuous learning and adaptability are crucial in technical sales

• How to balance technical expertise with effective communication skills

• The art of turning every team member into a brand ambassador

Tune in to gain tips from Anand's journey, and learn how to apply his customer-first philosophy to drive growth in your business, regardless of your industry.

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Do you ever feel like you are disconnected from your customers and struggling to drive growth?

In this episode, Mark Drager interviews Gary Arnold, a growth leader and recently appointed Chair for the Seattle EXECUTE Mastermind Group, to explore his customer-centric philosophy for business success. Gary has established himself as a versatile leader in customer engagement and value creation. 

His career spans roles at tech giants like Amazon, GoDaddy, and PayPal, as well as innovative startups, giving him a unique perspective on driving growth across various business scales.

In this episode, you'll discover:

• Why customer focus trumps competitor analysis and internal capabilities

• How to maintain customer connection even in large organizations

• The art of uncovering customer needs without bias or preconceptions

• Strategies for quantifying and communicating your true value to clients

• Tactics for overcoming price sensitivity in competitive markets

• Why constant value reminders are crucial throughout the customer lifecycle

• How to turn small improvements into million-dollar impacts for clients

• The power of thinking beyond your product to its wider business impact

• Techniques for finding unexpected sources of value in your offerings

• Why engaging customers with no expectations can lead to surprising insights

• How to balance technical knowledge with clear, value-focused communication

• The importance of being ready to walk away when value alignment is missing

Tune in and prepare to elevate your customer relationships, unlock untapped potential, and drive business growth with Gary Arnold's proven strategies!

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Tired of the endless hustle without clear direction in your business journey?

It's time for a fresh perspective.

In this episode, Mark Drager interviews James Altucher, a Top 10 LinkedIn Influencer, bestselling author, successful entrepreneur, and venture capitalist. James has co-founded 20 companies, sold several, and advises over 30 different companies across various industries. His Wall Street Journal bestselling books, including "Choose Yourself," have made a significant impact, with USA Today ranking "Choose Yourself" second among the 12 Best Business Books of All Time.

James shares his revolutionary "Skip the Line" philosophy—a method that challenges conventional wisdom and accelerates your path to success. 

Whether you're just starting out or looking to elevate your game, James' unconventional approach will inspire you to rethink the rules and take bold steps towards your goals.

Today, you'll learn:

• Why the 10,000-hour rule is outdated and how to fast-track your expertise

• Why assuming you're the "stupidest person you know" can lead to smarter investment decisions

• How to leverage the "10,000 experiment rule" to outpace traditional learning methods

• How to turn setbacks into compelling stories and valuable lessons

• Why energy management is crucial for mastering difficult skills

• Strategies for mitigating risk and staying in the game long-term

• The importance of passion and obsession in achieving greatness

• How to use creative experiments to gain years of experience in days

• Why being different is more valuable than being marginally better

• Tips for developing a unique approach in crowded industries

• The unexpected benefits of putting yourself in uncomfortable situations

• How to apply the concept of "covers" to innovate in your chosen field

• The balance between mastering fundamentals and innovating in your field

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Conquer your fear of rejection. In this episode, Mark Drager is joined Andrea Waltz, co-author of "Go for No" and rejection expert, as she reveals transformative strategies for embracing hearing "no" and skyrocketing your success.

Andrea discusses the power of the "Go for No" philosophy and how it can revolutionize your approach to sales and life.

You'll discover:

• Why fear of rejection is holding you back and how to overcome it

• The unexpected benefits of actively seeking out "no's" in your personal and professional life

• How to reframe rejection as a stepping stone to success rather than a roadblock

• Why making assumptions is "kryptonite" for sales and how to avoid this common pitfall

• Strategies for building confidence and resilience in the face of rejection

• The benefits of asking tough questions early in the sales process

• How to provide psychological safety for prospects by permitting them to say "no"

• Tips for detaching emotionally from harsh rejections and maintaining your composure

• The balance between quantity and quality in your outreach efforts

• Why pushing beyond your comfort zone is essential for growth in sales and life

Are you ready to revolutionize your approach to rejection? Whether you're closing million-dollar deals, launching a startup, or just wanting to feel more confident in challenging conversations, tune in now and gain the mindset and strategies to transform "no" into your most powerful ally for achieving unprecedented success!

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Want to take your sales to new heights in today's quick-moving business scene? Come along for an information-packed episode featuring Victor Antonio, a sales expert, writer of 13 books, and former President of Global Sales and Marketing for a $420M company. Victor, who rose from a challenging upbringing in Chicago to become one of the most sought-after voices in sales, shares game-changing tactics to boost revenue, increase your earnings, create strong bonds with clients, and keep you ahead of your rivals.

In this episode, Victor outlines a strong plan to excel in sales blending old-school tactics with new ideas and you'll learn the following: 

The four key ways to grow your business and why upselling existing customers is often overlooked.

• Victor's unique 'trust equation' and how it can revolutionize your sales approach

• Why authenticity will be the winning factor in an AI-dominated future

• How to make the invisible visible in your sales process and demonstrate value to clients

• The importance of continuous learning and staying current in a rapidly changing business environment

• Why writing books can be a powerful tool for personal growth and establishing credibility

• How to effectively communicate with executives by focusing on increasing revenue, reducing costs, or expanding market share

• The power of sincerity and domain expertise in sales, even without a polished presentation style

• Strategies for retaining long-term clients by reminding them of your ongoing value

• The critical role of mindset in sales success and how to overcome the 'fundamental attribution error'

• Tips for balancing content, entertainment, and insight in your sales presentations

Tune in to discover how to modernize your sales approach, expand your service offerings strategically, and build lasting client relationships with Victor's expert strategies and real-world examples!

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Want to boost your marketing and adapt to changing business growth trends?

Join us for an informational conversation with Josh Golden, Quad's Chief Marketing Officer, as he shares tips on expanding services, managing complexity, and encouraging meaningful client relationships.

Today, Josh offers insights in adapting to market demands while staying true to your core strengths. 

You will learn:

• How Quad transformed from a print-focused company to a comprehensive marketing solutions provider

• The balance of adding new services without losing sight of your brand's essence

• Why understanding your core competencies is crucial for sustainable growth

• The importance of an "outside-in" approach when presenting your services to clients

• How to simplify complex internal operations for seamless client experiences

• The power of data in a post-cookie world and how Quad leverages it

• Josh's unique "tugboat" strategy for guiding organizational change

• The art of curating the perfect solution set for marketers' evolving needs

• Why maintaining genuine relationships is Josh's secret weapon for selling more

• How to effectively communicate your value proposition to potential clients

• Benefits of aligning your external marketing message with clients' needs

Are you a seasoned executive or an aspiring entrepreneur? Tune in and discover how to modernize your marketing approach, expand your service offerings strategically, and build lasting client relationships with Josh's expert strategies and real-world examples!

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Are you leaving millions on the table by focusing on individuals instead of entire organizations?

Join us as Dr. Barbara Weaver Smith, co-author of "Whale Hunting: How to Land Big Sales and Transform Your Company" and "Whale Hunting with Global Accounts," shares her expertise on how small and mid-sized businesses can successfully hunt, land, and nurture relationships with large corporate clients.

In this episode, Dr. Smith shares her knowledge on how to shift from winning over people to conquering entire accounts.

You will learn:

• Why winning over individuals isn't enough and how to capture entire organizations

• The "Scout, Hunt, and Harvest" approach to landing big fish clients

• Why sending in a "lone ranger" salesperson is costing you huge opportunities

• How to assemble the perfect team to match a complex buying group's needs

• A 10-step process for identifying your next strategic move within a large account

• Benefits of separating account management from new business development

• Why fear is the biggest obstacle for buyers and how to overcome it

• Barbara's "Whale Fears and Fear Busters" exercise for addressing client concerns

• The power of becoming a "part of the organization" to expand your footprint

• How to calculate and prioritize your next moves within a large organization

• Why research is your secret weapon when pursuing enterprise-level accounts

• Dr. Smith's 1 tip for selling more to big companies that you can implement immediately

Are you struggling to break into larger accounts or looking to maximize your existing enterprise relationships? Tune in for feasible strategies to take your sales to the next level!

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Looking to simplify your sales approach and win more business in an increasingly complex world? Join us as Bob Marsh, Chief Revenue Officer at Bluewater Technologies, shares his philosophy of "winning through simplicity." Bob offers critical insights on reducing friction in sales, building trust with clients, and simplifying the sales process to achieve better outcomes. In this episode, he provides a powerful guide on removing friction from the sales process and building deeper customer connections.

You will learn:

• Why the world is getting more complicated and how to manage overwhelm

• The four pillars of Bob's "Winning with Simplicity" framework

• How to build "noise-canceling confidence" and why it matters

• The game-changing "CEO fist bump" tactic that can drive more sales

• Why you need to aim for "third layer connections" with prospects

• How to reframe selling as an act of service, not manipulation

• The art of using options effectively without confusing customers

• Why "time management" is out and "impact optimization" is in

• Bob's top tip for selling more by smoothing out friction points

• The importance of building trust and demonstrating expertise to customers

• Benefits of understanding where friction exists in the customer's decision-making process

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Need help to make your marketing efforts truly effective in today's noisy digital landscape?

Look no further.

Tune in as Jacqueline Woods, Teradata's Chief Marketing Officer, shares her data-driven approach to modern marketing strategy!

In this episode, Jacqueline Woods shares her insights on targeted marketing, segmentation, and the science behind successful marketing campaigns.

We'll cover:

• Why precise targeting is crucial in today's crowded marketing landscape.

• How to effectively segment your audience by role, industry, and solution.

• How lower barriers to entry have increased competition.

• The power of a three-dimensional marketing matrix in reaching your customers.

• Why understanding different roles' priorities is key to effective messaging.

• How to leverage insights from one industry to innovate in another.

• Why marketing should be data-driven and intentional.

• Why some low-ROI activities might still be strategically important.

• How to balance data-driven decisions with strategic considerations.

• Why understanding customer needs is the foundation of successful selling.

• How to articulate your unique value proposition effectively.

• The critical importance of intentional, data-backed marketing decisions.

• How to avoid common pitfalls in pricing and promotion strategies.

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Are you tired of the confusing jargon and twisted theories surrounding business strategy?

Join Dr. Chuck Bamford's direct approach to strategy - a method that cuts through the noise and gets straight to the point!

In this episode, Mark Drager sits down with Dr. Chuck Bamford,  a managing partner at Bamford Associates who also teaches at the University of Notre Dame. With over two decades of experience teaching strategy and entrepreneurship, he's authored six strategy textbooks and won numerous teaching awards. Today, he's here to share his insights on creating practical strategic plans that drive real business growth. 

 In this episode, you'll learn:

• The crucial difference between strategy and planning.

• Why strategy is about getting customers to choose you over competitors.

• How to identify what truly separates your business from others.

• The importance of shouting your competitive advantage from the rooftops.

• Why your employees aren't your competitive advantage (and what is).

• How to craft a meaningful mission statement that drives success.

• The danger of over-engineering your products or services.

• Why the ability to change strategy quickly is key to long-term success.

• How to dig deep and get beyond surface-level concepts in your strategy.

• Benefits of systems and standards in creating a sustainable competitive edge.

• Why many companies' value statements are 'garbage' and how to create meaningful ones.

• How to use 'Northstar goals' to guide your organization.

• The critical step of getting all employees moving in the same strategic direction.

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Wouldn't it be nice if there was a way not to get so burned out as an entrepreneur?

There is.

It's called the "Burnout Prevention" strategy. Julie Bee discovered it while running her business and hasn't stopped using it.

She first explained the "Burnout Prevention" strategy in her book "Burn: How Business Owners Can Overcome Burnout and Fuel Success". Now, entrepreneurs everywhere are embracing these techniques.

Today, Julie joins Mark,  sharing six strategies to prevent and overcome burnout as an entrepreneur.

In this episode, you'll discover:

• How to recognize the early signs of burnout.

• Why taking a vacation isn't always the best advice for burned-out business owners.

• The importance of having a support group versus a networking group.

• Why burnout often happens after a huge success.

• How to leverage burnout for future growth and success.

• The 3-stages of burnout: attentional, emotional, and physical.

• Why entrepreneurs need to plan for potential burnout.

• How to identify your burnout "red flags" and triggers.

• The dangers of entrepreneurial "analysis paralysis".

• Why vulnerability and asking for help are crucial in preventing burnout.

• How to use the "perspective" of others to prioritize your focus.

• The importance of paying attention to insights gained during burnout.

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What if, instead of chasing your customers, you created an experience that had your customers flocking to you?

This week, Mark is joined by experiential marketing expert Brook Jay, the founder and CEO of All Terrain, an award-winning marketing agency renowned for its innovative brand strategies and activations. Her keen insights into consumer behaviour and exceptional storytelling abilities have allowed her to lead groundbreaking campaigns for global giants like Ferrari, Nike, and PepsiCo.  

In this episode, Brook shares insights on building emotional connections, standing out in crowded markets, and tracking the success of experiential marketing campaigns.

Here are some of the topics Mark and Brook discuss in this episode:

• What is experiential marketing?

• From live events to pop-up attractions: the many forms of experiential marketing

• The pros and cons of experiential marketing

• How experiential marketing helps forge strong emotional connections with consumers

• B2B or B2C - can experiential marketing work for both?

• How to sell more by engaging people in memorable and authentic ways

• Measuring your ROI when using experiential marketing

• How storytelling and community building strengthen brand loyalty

• Experiential marketing's real-time adaptability ensures campaigns stay relevant and effective

• Brook's #1 strategy for selling more

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If you're struggling to unite your team, it may be time to get back to basics.

This week, Mark is joined by Chris Costello, an executive leader with a remarkable track record of turning around struggling teams and driving significant growth. She has led multi-billion dollar revenue bases and built teams that excelled in even the most challenging environments. 

Chris is known for her ability to meet customer needs through innovative solutions and for her bold, result-driven leadership style. In this episode, she shares insights on building trust, creating clear goals, and leading both small and large teams to success.

Here are some of the topics Mark and Chris discuss in this episode:

• Why authentic leadership is so important

• The KPIs Chris focuses on as a leader

• Why your direct reports need to share your vision

• Avoiding analysis paralysis by blending data and intuition

• The importance of having leaders that trust you and leaders you can trust

• Why leaders need to show up and engage with C-suite and top-level events

• How being accessible to your team allows you to serve customers quickly

• The motivating power of recognizing your team

• Why executives need to go after those large strategic deals

• Chris Costello's #1 tip for selling more

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This week, Mark speaks with Jonah Berger, a Marketing Professor at the University of Pennsylvania's Wharton School about ways to positively leverage influence within your organization. 

Jonah is a world-renowned expert on change, word of mouth, influence, consumer behaviour, and how products, ideas and behaviours catch on. He's worked with big names like Apple, Google, and Nike, and written the bestsellers Contagious, Invisible Influence, The Catalyst, and Magic Words. He speaks with Mark about using the hidden strategies of influence to drive action and change minds. 

Here are some of the topics Mark and Jonah discuss in this episode:

• Why we are so easily influenced

• Some subtle ways we are influenced every day

• How relying on our friends and peers helps us make better decisions

• Why being influenced is perceived negatively, but it often makes us better off

• How influence can be helpful in both mundane and important decisions 

• Overcoming our ingrained anti-persuasion radar

• Why the "Ask, Don't Tell" method is so successful

• The more we understand about human behaviour, the better off we'll be

• How hedges reduce persuasion

• Why you should consider being very certain about a smaller set of things

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When was the last time you updated your LinkedIn profile? Or took the time to comment on a post while scrolling through your feed?

This week, Mark speaks with Joshua B. Lee about how a well-optimized social media presence and authentic engagement allow you to build meaningful connections and establish a robust social and professional network. 

Known as the "Dopamine Dealer of LinkedIn," Joshua is an entrepreneur, storyteller, author, and a firm believer in weaving genuine human connections into the digital tapestry. 

He is the author of Balance is Bullsh*t, and the founder of Standout Authority, where he helps professionals and entrepreneurs shine on LinkedIn by breathing life into their personal brands. 

He shares his expertise on creating authentic connections in the digital world and leveraging LinkedIn for business growth.

Here are some of the topics Mark and Joshua discuss in this episode:

• How a well-crafted LinkedIn profile can open new doors for your business

• Why regular updates and active personal branding are crucial

• The top three things business owners should be doing to maximize their presence of LinkedIn

• Why leaders should ensure their LinkedIn profiles are comprehensive and reflective of their professional journey, not just a resume

• How to use the XYZ statement approach on your LinkedIn profile

• How engaging thoughtfully by providing insights elevates your visibility

• Why you should prioritize genuine relationship building, not just making the sale

• How leveraging personal stories and experiences in interactions helps humanize connections

• Why you should be encouraging and training your teams to engage on LinkedIn 

• Josua B. Lee's #1 strategy for selling more

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If you've been relying solely on demographic and psychographic data to reach and understand your target audience, you may be missing out.

In this episode, Mark is joined by professor Dr. Marcus Collins, best-selling author of For the Culture, to explore the benefits to business leaders in finding alignment between their company's culture and the culture of their target customers and partners.

Dr. Collins believes culture is the biggest influence on how we behave and that when connecting with customers, understanding their culture is more effective than identifying their demographics or personal preferences.

As a strategist, he has helped steward some of the biggest brands in the world across a wide spectrum of industries—from tech to CPG, financial services to sport, and everything in between. 

Here are some of the topics Mark and Dr. Collins discuss in this episode:

• The difference between personas, demographics and psychographics

• Why Dr. Collins believes culture is the most powerful signal of all

• How culture shapes consumer choices more deeply than simple data like age or shopping habits

• How real engagement with customers goes beyond collecting data and focuses on understanding their lives and values

• How aligning your business's values with your customers' culture can set you apart from competitors

• Why businesses tend to target the people who see the world the way they do 

• Why you're more likely to get better work, and a more enjoyable experience from people who have similar views, than from people who just pay very well

• How to get better at understanding how people see the world, translate the world, and behave accordingly

• Why businesses often mistake information for intimacy

• Dr. Collins' #1 tip for selling more

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The rise of AI has happened faster than anything we've ever had in our lifetime. And in a few years, it will be the only tool we've ever created that's smarter than us.

So, as a leader, maximizing its use in your business is on YOU. 

This week, Mark speaks with Ryan Staley about how the key to long-term success starts with business leaders understanding AI deeply enough to implement it within their organizations effectively. 

As the Founder and CEO of Whale Boss, Ryan has been instrumental in guiding technology founders to scale their businesses from $1M to $30M by applying the powerful sales frameworks he developed while working with giants like Google, Amazon Web Services, and Salesforce. 

Known for dramatically cutting the sales learning curve, Ryan has empowered over 800 C-level executives and leaders to achieve rapid growth and operational efficiency. In his conversation with Mark, he shares some ways leaders can strategically leverage AI to transform SaaS sales and marketing, drawing from his extensive experience in driving multi-million dollar growth.

Here are some of the topics Mark and Ryan discuss in this episode:

• Challenges revenue leaders and CEOs face today

• Why leaders need to stay on top of emerging technologies to maintain a competitive edge

• How leaders can integrate AI into their workforce

• How adapting business strategies to leverage AI effectively can dramatically improve decision-making and conversion metrics

• Ways integrating AI into business processes can streamline operations and enhance productivity

• How AI can help find hidden trends and opportunities

• Role changes: why you may need to hire a chief AI officer

• How learning to use just one AI tool will help you understand the rest

• Ryan's tips for using AI to sell more

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Are your assumptions about your customer base holding you back?

This week Mark is joined by Carole Mahoney, author of Buyer First: Grow Your Business with Collaborative Selling, and the founder of Unbound Growth, to talk about how asking the right questions can make you a better salesperson. They also discuss how active listening is crucial for identifying clients' underlying challenges and objectives and review six sales mindsets that may be keeping you from selling more.

Here are some of the topics Mark and Carole discuss in this episode:

• Why successful sales are built on the foundation of deeply understanding and addressing customer needs

• How collaboration with clients leads to more innovative and fitting solutions

• How educating clients is a key strategy for building trust and establishing long-term partnerships

• Why actively listening and asking open-ended questions are essential skills for uncovering the true needs of clients

• How adapting sales approaches to focus on problem-solving and value creation enhances customer satisfaction and loyalty.

• The role empathy plays in understanding and meeting client needs

• The six mindsets that impact sales techniques

• How the "IKEA effect" leads to more sales

• How shutting up can help you win more deals

• The three questions you need a "yes" to before you close a deal

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If you're still on the fence about how AI can revolutionize your company's messaging and customer outreach, this episode is for you.

This week, Mark is joined by Ben Legg, author of Marketing for CEOs: Death or Glory in the Digital Age, to discuss the challenges CEOs face in the current digital marketing space and the proven strategies they can use to stay ahead. A former COO of Google Europe, Ben is now CEO of The Portfolio Collective which supports professionals in managing and growing their portfolio careers. 

Here are some of the topics Mark and Ben discuss in this episode:

• What inspired Ben — an engineer — to write a book about marketing

• Why every business needs to calculate customer lifetime value

• The importance of segmenting your customer base

• The move from mass to personalized marketing

• Customizing your message to where your customer is in their buying journey

• The foundational truths that have not changed since Ben wrote his book in 2015

• Why Ben has been getting all of his wine recommendations from a chatbot

• How AI is helping brands accelerate the switch to personalization

• Why a chatbot strategy is an essential part of a brand's success

• Ben's #1 strategy for selling more

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How do you remain competitive while creating a sense of community and personal connection in a world increasingly driven by technology?

This week, Mark is joined by Mari Smith, often referred to as "the Queen of Facebook." An expert in Facebook marketing, Mari is known for her ability to merge cutting-edge social media technologies with the human touch. She has helped SMBs, major brands, and direct sales organizations leverage Facebook, Instagram, and Messenger to dramatically increase their online presence and impact. In this episode, she shares her insights on creating meaningful, profitable online engagements that harmonize technology with genuine human interaction.

Here are some of the topics Mark and Mari discuss in this episode:

• How to leverage Meta's evolving advertising capabilities for improved ad targeting and customer engagement

• The importance of relationship marketing

• Why authenticity is making a comeback

• How to leverage Meta's extensive data to optimize the user experience and improve conversion rates

• How to distinguish your brand in a market saturated with generic advertising messages

• Why Mari is such a huge proponent of doing a combination of organic and paid marketing

• Why you need to pay attention to your audience and monitor comments on both paid and organic marketing efforts

• The advantage to capitalizing on the use of stories and posting less on your feed

• Why you should be using lead generation ads on Facebook and Instagram 

• How establishing a community beyond social media platforms ensures lasting relationships with audiences

Follow Mark:

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How much thought do you give to the content you post? 

And after sharing, how invested are you in reading and responding to the comments? 

Do you take the feedback to heart? 

This week, Mark is joined by Amanda Natividad, VP of Marketing at audience research startup SparkToro, to pinpoint what your audience values most. At SparkToro, Amanda has launched a popular webinar series and an audience research newsletter with over 50,000 subscribers. No stranger to innovation and engagement in her field, she previously spearheaded marketing at Growth Machine and contributed to Fitbit's B2B team. 

In this episode, they explore how prioritizing content that resonates with your audience helps enhance your brand and foster community.

Here are some of the topics Mark and Amanda discuss:

• Why community management and growth means rolling up your sleeves and doing the work

• Why often the best way to respond to other people's posts is by posting your own take

• How genuine engagement and responsiveness foster community

• The importance of showing people that you're actually engaging and listening to their feedback

• Why your content has to be a good match for the platform you're posting on

• Why you shouldn't post for the sake of posting, but post when you have something to say

• Focus on business outcomes, not marketing metrics

• How to create content that grows your business in a meaningful way

• How creating your own IP allows your content to be more sustainable over time

• What Amanda values most in her work and career

Follow Mark:

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With such a massive influx of great talent on the market right now, employers in growing industries have found themselves in a unique position: securing top-tier talent that was once out of reach.

So, if you have the budget and growth plans in place, perhaps one company's loss can be your company's gain. 

This week, Mark discusses ways employers can attract and keep top sales talent with Billy Stein, an expert in sales leadership, and the Director of Sales, Central, at Soci, Inc. Renowned for his "detective capability" — a unique listening approach to deeply understand customer needs — Billy has a proven track record with tech giants like ServiceTitan, First Resonance and Seismic. Beyond his impactful sales strategies, Billy also shares his expertise as a co-host of the Sales RX Podcast, influencing the broader sales community with his insights.

Mark and Billy discuss how leaders can use another company's downsizing to their advantage and the various ways businesses can do a better job of creating an organization where top talent wants to work.

Here are some of the topics Mark and Billy discuss in this episode:

• Why downsizing elsewhere means opportunity for your company

• How to make your company an attractive option for top-tier sales professionals

• Actionable strategies for not just attracting but retaining top sales talent

• Tips for keeping your sales team motivated

• The importance of fostering a positive and supportive environment for your sales team

• Qualities top sales professionals seek in an employer

• How employees priorities change at different stages of their career

• The critical role networking plays in navigating career transitions effectively

• Companies don't train people, people train people

 
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You've finally landed a long-sought after meeting with C-suite executives. Now what?

Time is of the essence, so forget the demo and focus on what's important to them.

This week, Mark is joined by Julie Thomas, the president and CEO of ValueSelling Associates. Julie is an expert in sales leadership and value selling strategies, specializing in helping organizations effectively engage and sell to high-level executives. They discuss some of the secrets to establishing credibility early with C-suite executives, and how aligning with their objectives rather than pushing your own agenda is key to forming successful business partnerships.

Here are some of the topics Mark and Julie discuss in this episode:

• Why time is probably one of the scarcest resources for most executives

• Why trust is the foundation of any C-suite relationship

• The importance of referrals as a key to the executive suite

• How getting to talk to the top leaders is a mix of skill and who you know

• Why selling to the C-suite requires a shift from product features to strategic outcomes

• How to prepare for C-suite meetings 

• Why C-suite executives don't care about the solution

• Why how you sell is just as important as what you sell

• The importance of being authentic

• What you put out there is what you're going to get back

Follow Mark:

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What's the secret to getting -- and keeping -- more customers? How do you make them feel more valued? Appreciated? Heard?

The answer is more straightforward than you might think.

This week, Mark is joined by Robi Ganguly, an expert in guiding businesses towards more effective and ethical customer acquisition strategies. As GM of Alchemer Mobile, Robi understands the importance of developing deeper and more meaningful relationships with customers, and that fostering truly meaningful and deep connections takes time. Mark and Robi talk about the difficulty companies face in getting and keeping customers in a saturated digital market and why the way to make a difference isn't found in shortcuts or automation alone.

Here are some of the topics Mark and Robi discuss in this episode:

• How genuine enthusiasm for solving customer problems not only enhances solution quality but also deepens customer engagement with your brand

• Why transparent communication about product capabilities and limitations builds trust and fosters long-term customer relationships

• How actively incorporating customer feedback into product development signals responsiveness and drives innovation

• How educating customers about your products and services empowers them to make informed decisions and strengthens their connection to your brand

• Why passionate advocacy for customer interests within your business promotes a customer-centric culture and leads to improved satisfaction and loyalty

• Why creating genuine connections is a skillset worth investing in

• How to develop your connection skills close to home so you're ready for when your budget allows time to travel 

• How developing strong in-person connections is an opportunity to differentiate yourself

• The magic behind getting a small group of customers and prospects together in person

• Robi's #1 tip for selling more

Follow Mark:

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What if you could effectively communicate in a way that truly engages and connects with your audience? You'd sell more, right?

This week, Mark speaks with respected leader and Intrigue Agency CEO Sam Horn about the art of turning information overload into captivating and easily understandable ideas. They discuss how simplification, visualization, and relatability can become your greatest allies in connecting with your audience, elevating your communication skills and driving success in sales, marketing, and leadership ventures.

Here are some of the topics Mark and Sam discuss in this episode:

• The importance of making verbiage visual

• Why traditional "elevator pitches" are a bore, a snore or a chore

• How asking the right questions can guide your audience to see the value of your offer 

• Strategies to overcome "infobesity"

• How to transform complex ideas into engaging concepts that resonate with your audience

• Why you need to include practical examples in your pitch

• How to engage your audience by relating your message to their experiences

• The effectiveness of props or visual aids in your pitches 

• Why you should pause and punch instead of rush and blush to capture and keep attention and keep attention

• The success behind content that offers vicarious value

• Why confused people don't say yes!

Download Sam Horns' guide to connecting with your audience! 

https://docs.google.com/document/d/1biTUd1m1v16l8pL_nMw2pXPas0_BXrvK8IODejSq740/edit?usp=sharing


Follow Mark:

LinkedIn: https://hi.switchy.io/markdrager

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Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe