Explore every episode of the podcast Marketing vs Sales

Hamilton Sales Training has been the project of passion for Rob over the past decade.  It has been there, in maybe several forms, without the butcher paper pulled down.  But now, with the help of Doctor Dave's EPIER situation analysis, the whole project will begin to take form!  Have a great holiday season listeners and join us back in January 2025!

Interesting to note that Doctor Dave cites that 3/4s of those he wishes to reach know they are in need of mentors.  Only 1/3 have one.  What is Mentorvention?  It is a solution for those who need mentorship in order to build control and confidence in the careers they have chosen.  It is vital.  
Doctor Dave speaks about a minimum viable product and a minimum viable audience.  It is a mistake to attract everyone in the world, but who is next?  Who is the next who needs this solution?  Well, they can be those who might be early in their respective careers or in a transition point.  All of us have either been there or will be there.  The timing of this offering is perfect.  Join Doctor Dave as he meets out his offering and what it will mean to so many.  This is what we need.  Comment at MvSRobDave@gmail.com and keep the demand coming!

Ramblin' Rob uses Doctor Dave's "You Own Your Origin Story" to tell his history.  It is one of continuous learning and growing confidence.  The "You Don't Have to Say No!" concept and program is remembered, as is the introduction to the concepts of Feigned Indifference and The Technique.  Doctor Dave improves on the mission statement for Hamilton Sales Training...  "To alter the careers of sales consultants for the better by providing materials teaching advanced methods."  Choosing a niche and changing one life at a time rather than changing the world is highlighted.  Motivation for what it is:  Use the great ones as a spark, but motivate yourself!  The benefit of anxiety and stress is discussed with examples.  Don't miss this one!

Doctor Dave offers a Master Class on how to identify and create an identity for a project, product, service, or solution from the ground up!  Welcome to Marketing vs. Sales Season Two!  Dave Aron's creative Own Your Origin Story is at the center of this issue.  It defines everything we do in Sales and Marketing.  Take a listen.  Make it ten.  And share it!

As Marketing vs. Sales moves into its second year, Doctor Dave and Ramblin' Rob discuss major takeaways from the first 30 issues!  Many thanks to listeners as they jump into new waters and attempt to help anyone who might want to brand and sell themselves and take new products to market!  Stay tuned for Season Two of Marketing vs. Sales coming soon in October 2024...

Doctor Dave concludes his Marketing Process with the 10th step - Execution.  The difference between "Marketing Strategy" and "Go-to-Market Strategy" is discussed with respect to AI...  Continuing on to execution, the entire process is skillfully told through story and example.  This gives the listener an entire grasp of the idea within a single issue.  Marvelous listen!!  Tune in!

Ramblin' Rob talks about a few nuances and intricacies while continuing to focus on basics.  This is a really pertinent augmentation to the prior sales-centric podcasts.  The key ideas represented in this issue will immediately make all salespeople more efficient and productive.  And don't forget the value picked up by utilizing skillful counters, positive value statements, warm fuzzies, etc...

What actually goes into the Marketing Plan?  It is important to all businesses, and how much do you have dedicated to this plan after you account for forecasted revenue and all costs.  Doctor Dave dives into detail and talks specifically to this.  What steps to take and what are the considerations?  Doctor Dave speaks to the EPIER analysis vs. the older school SWOT analysis.  Concepts such as sustainability and DEI are brought up and talked about.  What are the new responsibilities with respect to the environment?  CSR, Corporate Social Responsibility is a thing, and it's important.   How does this all play in to the Marketing Plan?

POST-SALE follow-up and IN-SALE follow-up is discussed in detail.  Making the tough calls and connections is something all sales consultants must learn to love.  It's part of you and part of your personal Brand or Promise to the customer.  Keeping all of this in mind, follow-up is necessary and we, in the industry, do not generally do it well.  Ramblin' Rob tells us how to get this done.  As with anything, we have to embrace the opportunity, and just get good at it!  

Doctor Dave is talking about money!  The Return on Investment.  Financials and Budgets are discussed - they are vital.  What will we spend and how will that relate to our forecasted revenue?  That will dictate ROI, of course!  How are budgets determined?  How can they be adjusted, how can they be influenced?  How is the money distributed?  

Ramblin' Rob speaks in detail about reinforcing the promise made by the consultant to the customer with respect to the product, service, or solution that has just been agreed to.   Sorry, I know - preposition!  We'll get over that.   The importance of these steps also are designed to eliminate any potential buyer's remorse and solidify the deal!  Once the documentation is accomplished, now the consumer must know HOW to use what they have just purchased.  Nothing can have a more negative result than a customer not being able to use your product, service, or solution to it's full potential.  If this does not happen, they might feel as though they overspent, did not receive full value, or worse, cheated.  Repeat business and referrals are dependent upon the ability to feel full value in the item purchased.  Implementation, in the proper way, fulfills this and makes the future more of a certainty!

Doctor Dave's students are doing a case-study of the automotive manufacturer, Subaru.  The are reading the book Where the Suckers Moon, a book from 30 years ago about the advertising campaign developed for Subaru.  The students have hypothetically hired Ramblin' Rob as a Executive Vice President of Business Development and have a whole host of questions for him.  Kind of a departure for this podcast, but not so much!  It is marvelous!

The first order of business is to recognize your KPI or Key Performance Indicators.  This has to be done while not losing sight of relationship building and understanding how this might influence everything.  Revenue must be targeted, of course, but considering the cost of getting your product, service, or solution into the customer's hands.  There are many factors to finely balance and Doctor Dave gives keen insight to these, all the while taking into account how these KPIs relate to the target market.  Desire vs. Require vs. Acquire.  Total cost management and what can we do with what we have...

For all sales consultants, no matter what you are selling, THIS issue is paramount!  Ramblin' Rob talks about numerous subjects including the Argument vs. Defined Close, Setting Up the Close:  Positive Value Statements, Warm Fuzzies (to continue building comfort) and 3rd Party Examples, Getting to the "Yes,"  and the Technique (a counter/transition/close tactic).  Having multiple arguments and the ability to circle back to the close is shown to be vital.  And the benefits of disagreement with the customer are also discussed...  Don't miss this one!

How is 2024 starting out?  Rob and Dave talk about that and what plans they have to expand their respective influences in the market.  The passion to be elite is highlighted as well as the dangers a lack of focus might bring.  Don't chase too much!

Isn't a trial close just a close?  Well, not really.  It is how a sales representative gets the idea he or she might be ready to go to the Purchase Consultation wherein total outlay of costs will be presented.  Then a whole host of things might come up, including concerns or anything which might prevent the consumer from moving forward.  Transitioning is discussed along with the necessary communication with respect to what is happening or about to happen.  The Price Consultation gets right to the crux of what MvS is all about.  Doctor Dave and Ramblin' Rob talk about how to make the dollars match the vision of the customer.   

This Issue: Mind-bending branding!

• SQUEEZE! The boys squish years of teaching and living brand management into under an hour of podcasting power!
• DEGREES! Doctor Dave takes Ramblin’ Rob goes back to school on brand positioning and Jung’s Archetype approach to the psychology of branding!
• PLEAS! The boys forgive themselves for breaking their NY resolutions and you can too!
• KNEES! And stay to the end to hear Doctor Dave (accidentally) break Ramblin’ Rob’s leg!

Issue 18 awaits!

Learn the most effective practices with respect to building and performing a world-class, dinner-topic presentation which will give you the best chance to land the business you seek.  Doctor Dave and Ramblin' Rob talk about the importance of imagery and story-telling to bring a product or service to life.  

Doctor Dave goes over External and Internal Audits in detail.  The SWOT method is defined and discussed.  The revolutionary EPIER method is then introduced.  Discover how to find out what influences your marketing vision most and how to utilize them to your greatest benefit.

This is SO good marketers and sales consultants!  The truth of the matter is that we have to be able to select the right product, service, or solution for our customers or we really don't have a chance.  This is our job.  We must place the answer in front of the consumer all of the time.  Ramblin' Rob and Doctor Dave discuss the ins and outs of this idea and make it clear also that we have to ask for the business once we have accomplished this.  Or at least move toward that end.  Artificial Intelligence is also talked about and how the prospect of sales in general has a great upside for the future.  Tune in!  Pull up a chair!  We are here for you.  

When what you have to offer, with respect to a product, service, or solution and what the customer needs, overlaps, this represents your Value Proposition.  Who then benefits from this?  Your Ideal Customer, of course!  Doctor Dave and Ramblin' Rob discuss this and many other topics to include:  the four Ps of marketing,  different customer segments, how competitive comparison is vital, what AI is beginning to accomplish, and Ben Franklin's clothes!  Pull up a chair and relax.  This is great information for all Marketers and Sales Consultants.  MvSRobDave@gmail.com.  Listen and contact us now.

Find out what information you need to close the sale.  Increase comfort and confidence with the right questions.  Learn about tie-downs and tag-ons.  The customer will tell you how to sell them your product, service, or solution.  It begins here!  And who is the stealth customer?  Please contact us at your leisure:  MvSRobDave@gmail.com.

This issue launches Doctor Dave's marketing process as he waxes professorial on a number of topics, as well as examples of successes and failures of companies stepping outside of their original blueprint.  Play ball gets more intense!  Be sure to e-mail with thoughts or comments to MvSRobDave@gmail.com.  If you would like to be a guest, let us know!

Ramblin' Rob talks about Strategies and Tactics vs.  Real-Life applications.  Thought experiments are so important to the success of an effective Introduction!  Professional courtesy and acknowledgement to and of the customer are vital.  How to handle an advisor to the customer is discussed.  A defined greeter is proposed.  And video engagement is talked about with emphasis on how we really look during an encounter such as this.  It is innovative and important, but care must be taken...

An amalgam of the previous issues in preparation for a wonderful dive into both the marketing and sales processes!  Doctor Dave talks about the intricasies of Consumer Persona!  Much more!  "Keep This Train A Rollin'"  Doobie Brothers...  Comments or Questions at MvSRobDave@gmail.com.  We are at your service!  Have a great two weeks!

Indeed, we said the last issue was the best of the bunch!  No more!  Doctor Dave irons out his Marketing Process and grants more insight into how to build an image and brand into your product or service.  Must listen information for anyone in marketing as well as those in sales who wish to have a greater understanding into what goes into the product or service he/she is selling!  MvSRobDave@gmail.com!  Boom!

Perhaps the BEST issue yet!  Until next issue, of course!  As a precursor to upcoming issues, a ten-step sales process is defined and discussed by Ramblin' Rob and Doctor Dave.  This is a must-listen for any and all sales representatives and marketers who are committed to excellence.  Please feel free to comment at MvSRobDave@gmail.com.

Doctor Dave and Ramblin' Rob begin to gear up toward the detailed descriptions of their Sales and Marketing Processes.  The ongoing and necessary activities within the sales process are introduced with some important elaboration.  Some of the ideas which might be avoided in marketing are related and discussed.  A couple of key concepts in selling and career are pointed out during the Play Ball segment!

Doctor Dave speaks to deception , the disingenuous, and deceit vs. straight-forward, honest advertising.  Is it truly deceit or does it simply enhance the image and message of the product?  Ramblin' Rob introduces and talks about the subject in a bit of a circle and Dave skillfully helps him out of the spin!  And it really comes down to story-telling...

Dave and Rob talk about the key to a world-class presentation:  Making yourself a dinner topic.  A DTP, Dinner Topic Presentation.  The power of making the customer feel more important and more Intelligent - Warm Fuzzies.  Then the idea of Artistry vs. Effect...  Who is it for?  The creator or the customer?  And what is the result?  More play ball with Dave and Rob!  We invite listeners to comment and be a part of this podcast!  mvsrobdave@gmail.com.  All are welcome!

Doctor Dave recalls his process and sacrifices with respect to the PhD journey.   Ramblin' Rob ties in with the Customer Satisfaction subject and potential for consumers losing face during the buying decision.   Time for Dave to take a swing during Play Ball with Rob and Dave!

Dave and Rob speak to many topics in this issue.  Can a trained individual compete or surpass those with natural abilities?  How important is Aptitude and Passion?  What is the difference between a growth mindset and a fixed mindset?  Is inundation more important than quality of message with respect to advertising?  Then... Play ball with Dave and Rob!

Dave and Rob introduce a couple of major concepts within the Foundations of Marketing and Sales.  Feigned Indifference is defined as a major concept and skill within the sales process.  The pitfalls of premature advertising are discussed.   Finally, Doctor Dave and Ramblin' Rob outline their Foundations of Marketing and Sales.  A great level of information which can send marketers and sales representatives to immediate success!

An introduction to Marketing vs. Sales and your hosts, Doctor Dave and Ramblin' Rob!