Cheeky Sales Coach Episode 50 - Nothing Happens By Itself

My motto for life and business. Some thoughts on putting it all together and fifty weeks of the Cheeky Sales Coach.

This is the final Cheeky Sales Coach podcast. We might occasionally add something here, but our goals to create fifty weeks of content, and we've completed that.

PLEASE send me your questions and feedback. I'm always going to create something new. Tell me what you need!

More fun at https://www.cheekysalescoach.com

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Cheeky Sales Coach Episode #49 - You Control Almost Nothing

You control almost nothing

This is not a negative statement

Take stock of what you do control

Target your audience

You need to evolve like an animal

You can control your process

Track your progress

This game never ends

More cheeky videos at https://www.cheekysalescoach.com

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You might have heard of the "New Economy." It's a specific belief that the fundamental rules of the economy have changed. Here's a shocker: That's not true.

We look at the New Economy approach and explain why attempting this strategy will lead to many bad things for you marketing.

More details and goodies at https://www.cheekysalescoahc.com. 

Regard the books mentioned (The Innovator's Dilemma and The Innovator's Solution), see https://claytonchristensen.com/books/the-innovators-dilemma/. 

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What role does Serendipity play in your marketing? It could play a very big role, if you pay attention to it. Here we present six or seven tips on getting the most out of serendipity in your business.

More videos and goodies at https://www.cheekysalescoach.com .

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The Biggest Secrets about Marketing Secrets - Cheeky Sales Coach Episode 37.

Do you want to know a secret? YES! Yes you do. We all love secrets. And that makes secrets a great marketing tool. But there is great power in this technique, so you need to use it carefully.

More information at https://www.cheekysalescoach.com.

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Cheeky Sales Coach Episode 36 - The Awesome About Page

You primary web page (home page) is the second most important page on your set site. Number one is your About Page - at least when it comes to helping people find you on the Internet.

Site mentioned for related download: https://www.cheekysalescoach.com 

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The Three Most Important Elements of Marketing - Cheeky Sales Coach Episode 35.

We address two topics here. We cover the most important element of marketing in the modern era. Then we talk about the effort you need to put into each of these. Oddly enough, this is a rare case where the most important thing you need to do takes the least effort.

More videos and information at https://www.cheekysalescoach.com

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Episode 34 - Content Marketing Funnels

Content Marketing is awesome - but you need to coordinate the distribution of content within in your marketing funnels. Here are some notes to make the most of it.

More info and videos at https://www.cheekysalescoach.com

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Content marketing is the second greatest tool for modern marketing. Here's the down-low. 

Some links mentioned here:

• https://www.SOP4SMB.com
• http://www.SOPFriday.com
• and my other channel for the SOP Videos - https://www.youtube.com/smallbizthoughts

Also mentioned: - Google "68-Point Checklist"

More info and contents at https://www.cheekysalescoach.com

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Wherein we take a lesson from Goldilocks. Not too much. Not too little. Just right. 

But how do you set things up so you do the "just right" amount of marketing? We've got some tips.

More information and downloads at https://www.cheekysalescoach.com.

Episode 31 - Be a Harsh Critic of Your Marketing

Most of us spend a lot on marketing without evaluating whether it's a good spend. Here are some tips and tricks.

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Cheeky Sales Coach Episode #48 - Start with Why

If you haven't read Start with Why by Simon Sinek, Do So Immediately!

Also read Relax Focus Succeed.

Everything in your life and business is a lot better if you begin by examining why you're in business and why you're doing what you do.

More Cheeky goodness at https://www.cheekysalescoach.com 

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Episode 30 - The All-Powerful Sales Letter

Perhaps the the most successful marketing tool of all time is the "long sales letter." Of course, you need to do things the right way for them to be effective. Here are some tips for building the long sales letter into your marketing strategy.

More information at https://www.cheekysalescoach.com.

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Cheeky Sales Coach Episode 29 - Social Media Strategy.

Social media is great - but it's only useful for marketing or sales if you have a strategy to make the most of it! Here are some tips on using your social media to achieve you goals.

More videos at https://www.cheekysalescoach.com

Episode 28 - The Call to Action

You need a call to action. In fact, you need a lot of them. You need one for every element of your sales and marketing funnels. This video is full of "dos" - and a few don'ts.

More sales and marketing videos at https://www.cheekysalescoach.com

Branding is Everything - Cheeky Sales Coach Episode 27.

Branding is much more than your logo or color scheme. In this Cheeky Sales Coach podcast, Karl talks about the role of branding in defining your entire organization. Your marketing is a piece of that.

More information and videos at https://www.cheekysalescoach.com

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The blog post I reference is here: https://heidicohen.com/marketing-definition/

As you can tell by the seventy-two definitions, there's not much agreement on what marketing is. I am particularly frustrated with the number of definitions that confuse marketing and sales.

I highly recommend you listen to Episode One if you have not done so recently. It's all about defining Sales. And marketing is not sales.

More information, audios, and videos are available at https://www.cheekysalescoach.com.

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Cheeky Sales Coach Episode 25 - Building a Sales Process

The final "Sales" video in this 50-video series is all about bringing the last 24 episodes together. You can't just "do" sales - you need a process. What does that mean? What does it look like?

In this episode, Karl walks through the pieces you need to build your sales process, document it, and then use that documentation to manage your sales campaigns and set targets for the next campaign. A key piece of this is to document your Sales Funnel with an Excel spreadsheet. 

Cheeky Sales Coach members can download a model sales funnel spreadsheet at https://www.cheekysalescoach.com.

Program note: Beginning next week, we start the Cheeky Marketing Videos. As with sales, we will present 25 videos on the most important things you need to know about marketing in the 2020's.

Catch up on all the videos and podcasts at https://www.cheekysalescoach.com.

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Cheeky Sales Coach Episode 24 - The 7 Channels of Sales Success

What are the seven things you have to do consistently to be successful in sales?

(Note: consistent does not mean daily or hourly. Some of these items need to be done weekly or quarterly.)

See also Episode 13 on Sales Timing. https://www.youtube.com/watch?v=9qb2j91GvhU

See also Episode 6 on Every Piece Has to Work. https://www.youtube.com/watch?v=egAK7mCRX-M

More info and videos at https://www.cheekysalescoach.com

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Cheeky Sales Coach Episode 23: Create an Amazing Proposal and Presentation

Here I outline the key elements of a proposal and demonstrate how you can step through the proposal as a PowerPoint presentation.

And then we look at recording an actual presentation of your proposal recorded on Zoom video.

More great information and associated downloads at https://www.cheekysalescoach.com

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Cheeky Sales Coach Episode 22: Managing Sales People

One of the hardest things you'll do is manage sales people. They're expensive and they need to perform.

Here are six or seven things you need to know about managing sales people.

More episodes at https://www.cheekysalescoach.com.

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The word of the day is Prospect. You need to maintain your list - see Episode 12 - and nurture them into long-term prospects. This might be a long play. Here are some things you need to know.

More info and videos at https://www.cheekysalescoach.com

Cheeky Sales Coach Episode #47 - Beware the Bad Fit

Just like dating - you need to avoid a bad fit with your marketing. Avoid the Bad Fit. 

The way you do one thing is the way you do everything.

Is it all about the price?

Communications Count.

You don't have to help every stray dog.

You don't have to pick up every nickel.

Your clients are your brand.

More cheeky goodness at https://www.cheekysalescoach.com 

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Wherein we cover six or seven things you need to know about pricing, including Anchor pricing and why your price should includes lots of 9s.

The following links are referenced in this video:

• https://www.profitwell.com/recur/all/end-prices-in-9s
• https://link.springer.com/article/10.1023/A:1023581927405
• https://theamericangenius.com/business-marketing/why-prices-ending-9-sell-best-mit-study/
• https://www.gsb.stanford.edu/insights/asking-consumers-compare-may-have-unintended-results

Book referenced: Predictably Irrational by Dan Ariely - https://amzn.to/3rdyS13

(This is an Amazon Affiliate link)

More Cheeky Sales videos at https://www.cheekysalescoach.com.

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The most important thing you need to know about your Offer is that it's just the beginning of a sales discussion. That doesn't make it any less important. In fact, your offer is extremely important because it is the beginning of every sales discussion.

More information and cheeky advice at https://www.cheekysalescoach.com

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Inbound vs. Outbound Sales. Also, you may refer to these as passive vs. active sales. One of these you will probably like more - but it's probably the less effective one. 

There are a handful of things you need to know about passive vs. active sales. Here they are.

More information and videos at https://www.cheekysalescoach.com.

Episode 17: Sales Scripts

Six or seven things you need to know about sales scripts.

More episodes at https://www.cheeckysalescoach.com

Sales commissions are a never-ending source of discussion - and even arguments. There's a primary reason for this: As a rule, sales people are more motivated by money than other employees.

Sales people want to be paid more, and are willing to work for it. At the same time, business owners want to pay as little as possible and achieve the same sales totals.

We touch on motivations, as well as a few ideas about create commission structures. What's a fair sales commission? And should it be based on revenue, profit, or something else?

Finally: If you run a very small company, can you afford a sales person at all?

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Cheeky Sales Coach Episode 15 - The Truth about SEO

As I mentioned in an earlier episode, Marketing is very different from Sales. SEO is part of your marketing process. It is not part of the sales process, except to the extent that it gets people into the sales process.

Many people are convinced that SEO is good simply because they're not paying for advertising. So, they spend thousands of dollars on something that cannot bring sales. Here we discuss seven important things you need to know about SEO.

More videos at https://www.cheekysalescoach.com

Cheeky Sales Coach Episode 14 - A/B Testing or Split Testing

A/B testing (or split testing) is a methodology for comparing the effectiveness of two or more elements in your sales process.

Here we examine what you need to know.

Referenced episodes:
- Episode Five: Buyers and Liars = https://www.youtube.com/watch?v=SFCht5B2A0Q
- Episode Six: Everything Matters = https://www.youtube.com/watch?v=egAK7mCRX-M

More information and videos at https://www.cheekysalescoach.com

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There are many ways that timing - and momentum - affect your sales process. We dig into six or seven things in this episode.

More videos and information at https://www.cheekysalescoach.com

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Episode 12 - Build Your List!

Perhaps the most important thing you can do TODAY is to start building your big list of contacts. This is the basis for future sales to customers as well as strangers.

Here are seven tips you need to know. More info and an index to the 50-week video series at https://www.cheekysalescoach.com.

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More than anything else, quoting a sale is a process!

Referenced episodes:

- See Episode 5: Buyers are Liars

- See Episode 7: Value

Book referenced: The Secrets of Question Based Selling More information and indexing of content at https://www.cheekysalescoach.com

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Tell Your Story - But How? - Episode 46

Stories are a great way to market. But there are several ways to tell a story.

Books mentioned (Yes, these are Affiliate links):

Russell Brunson, DotCom Secrets: The Underground Playbook for Growing Your Company Online
https://www.amazon.com/gp/product/B07JCVSY5W/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=B07JCVSY5W&linkCode=as2&tag=smallbizthoug-20&linkId=c1388592b941a8277978a67aefef694b 

Donald Miller, Building a StoryBrand: Clarify Your Message So Customers Will Listen
https://www.amazon.com/gp/product/0718033329/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=0718033329&linkCode=as2&tag=smallbizthoug-20&linkId=aa9670d62272b413454dac5c068685ec 

Daniel H. Pink, A Whole New Mind: Why Right-Brainers Will Rule the Future
https://www.amazon.com/gp/product/B07JGJTRF6/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=B07JGJTRF6&linkCode=as2&tag=smallbizthoug-20&linkId=b183c1acbf321a9b4cbafceb06f34e3d 

Sheridan, They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer
https://www.amazon.com/gp/product/1119610141/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=1119610141&linkCode=as2&tag=smallbizthoug-20&linkId=e7c2b3fb664d9398f719d19839613327 

More cheeky goodness at https://www.cheekysalescoach.com 

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What can you learn by posting an ad on Craigslist? Turns out - a lot! Here are six or seven things I think you can learn.

More info at https://www.cheekysalescoach.com

Whether you like it or not: You have to ask for the sale!

On this episode of the Cheeky Sales Coach podcast, we look at six important things you need to remember about asking for the sale.

More information at https://www.cheekysalescoach.com

Can You Annoy People Into Buying? Cheeky Sales Coach Episode 8.

There are three primary kinds of "annoying" sales categories. We define them and then look at why you might and might not use them.

Plus: One of the absolute truths about defining your business.

More videos and information at https://www.cheekysalescoach.com

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Cheeky Sales Coach Episode 7 is all about Value.

As the seller, you don't get to determine the value of your product. Only the buyer can determine the value.

More details and information at https://www.cheekysalescoach.com

First, a few notes about the Cheeky Sales Coach class. There's a Sales Campaign Construction Kit over at cheekysalescoach.com. If you're a paid subscriber, you can download that document. If you're not a subscriber, that's okay. You can figure this out for yourself.

Note also that we've added subtitles (captions) and chapters to all these videos and all the videos on the Relax Focus Succeed YouTube channel. Lot more details on that process are in this video: https://www.youtube.com/watch?v=3my9CCDUqoY.

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Now for today's content. In Episode Two we discussed the Sales Funnel. Today we're dig into the pieces of the funnel to look at a very important point: Every single piece of your process has to do its job!

The word of the day is Entropy. That means a decline into disorder. What's that got to do with sales? Well . . . you can only pay attention to a limited number of things. And whatever piece you're not paying attention to right now will naturally start to fall apart and decay.

Here's a very simplified funnel:

• Leads
• Call-Down script
• Offer
• Appointment
• Proposal
• Contract

Each of these needs attention in turn. How do you fix this? You have to build self-fixing into the process. You have to give every piece the attention it deserves. Some things need attention every years; others need it constantly, every week.

After all, there's no magic in sales: It's a process!

Feedback is always welcome. Fill out the form at https://www.cheekysalescoach.com.

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You do it. I do it. When we're in the "buyer" persona, we lie to sales people. There are lots of reasons for this. Most of them are not really bad. But they're real.

Part of the reason buyers are liars is that they have been trained to be by previous sales people. So they learned to lie long before you came along. I hope that makes you feel better.

One reason that "classic" sales training doesn't work most of the time is that it assumes buyers are telling the truth. Even worse: It assumed that they're logical and rational. We all know that we buy based on emotion and justify it with logic. And yet, we're trained to engage prospects in a debate that is bound to fail.

Remember: You can't control people; but you can control your process. I discuss that in some detail.

Feedback is always welcome. Fill out the form at https://www.cheekysalescoach.com.

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One of the most important elements of a successful sales process is a good sales campaign. In this week's podcast, we define a sales campaign and discuss what it takes to make it successful.

Let's be clear: There's no politics in these campaigns. But you do need goals, a timeline, a budget, and a theme.

AND this is the first podcast that includes a bonus download for paid members at CheekySalesCoach.com. It Karl's Sales Campaign Construction Kit!

Remember: Every single element of your sales process has to work. And that starts with your campaign.

Feedback is always welcome. Fill out the form at https://www.cheekysalescoach.com.

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In order to have sales . . . you have to have customers. Here we talk about focusing on a niche (or "vertical") market. After all, you can't sell to everyone. Really.

As Stephen Covey says, you need to start with the end in mind. In this case, that means you have to define your ideal client so you can begin building a sales process.

Other important tidbits:

• Your sales should be done in campaigns. And campaigns should be managed like projects. More to come on that topic.
• Every single element of your sales process has to work.

Feedback is always welcome. Fill out the form at https://www.cheekysalescoach.com.

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Episode 2 - Sales Funnels

Introduction to sales funnels. Your sales funnel is an analogy for your sales process. This is the first video on funnels, so we're defining some terms and components. Also, some big tips on things to do and thing to avoid.

Why must your funnels have filters? This show should help you starting thinking about your sales process - and maybe even documenting it.

Resource mentioned: Loral Langemeier. Google her.

Feedback is always welcome. Fill out the form at https://www.cheekysalescoach.com.

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Episode 1 - What is Sales?

Introduction to the 50-week series. We define Sales, Marketing, and our word of the day: Asymptote!

Why do you need to make such a clear distinction between marketing and sales? Because marketing costs money and sales brings in money.

Feedback is always welcome. Fill out the form at https://www.cheekysalescoach.com.

Cheeky Sales Coach Episode #45 - Schedule Your Success

Wherein we talk about sales calendars, marketing calendars, and how to effectively plan your activities to maximize success.

More videos and goodness at https://www.cheekysalescoach.com 

Other videos mentioned:

Episode 29 = https://www.youtube.com/watch?v=wlH4IQcQZm8 

Episode 42 = https://www.youtube.com/watch?v=xQaLDI_yb-4 

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One video a week for 50 weeks. My goal is simply to help you learn what works and what doesn’t work – in bite-size pieces you can apply every day.

Should you be using sales techniques that seem sleazy, but you know they work? 

That's a great question - here are my thoughts.

Cheeky Sales Coach Episode 44 - Know Your Buyers' Habits

Past behavior is an excellent indicator of future decision making!

Everyone's a buyer sometime. Don't talk about the thing you're selling. There's always another alternative. You are not likely to change anyone's buying behavior.

More cheeky videos at https://www.cheekysalescoach.com 

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Cheeky Sales Coach #43 - Build Your Marketing Budget

Your marketing budget is definitely not just about money. You need to market time as well. And once you start outsourcing, you need to manage marketing projects.

Nothing's free. Money, time, or outsourcing: Nobody rides for free.

Handout for this video is available to members at https://www.cheekysalescoach.com 

More Cheeky goodness at https://www.cheekysalescoach.com

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Cheeky Sales Coach Episode 42 - Marketing is Forever

The word of the day is "Consistency." That's what you need to keep your marketing funnel full - and therefore your sales funnel as well.

More videos and downloads at https://www.cheekysalescoach.com.

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