Accelerate Podcast with Andy Paul
April 7, 2017

#426. How to Use High-Quality Content To Fill Your Funnel. With Eric Siu.

Eric Siu, CEO of Single Grain, and host of Growth Everywhere, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[:38] Eric has a marketing agency, Single Grain, and two podcasts: Marketing School, and Growth Everywhere. Eric’s mission is to build great online businesses with a foundation of education first. Eric explains the name, Single Grain.

[1:42] Single Grain works with technology and education companies to help them with advertising and SEO. They also implement their own strategies to grow their business.

[2:29] Eric sees conversion from one stage of the buying process to the next as the biggest challenge facing B2B clients. The process is a sales funnel with a logical sequence of steps.

[3:33] Eric recommends a mix of inbound, outbound, SEO and paid advertising. Eric explains his company’s inbound and outbound activities.

[6:15] Eric suggests looking at Buzz Sumo to find relevant topics for content marketing. Evaluate content for value and depth, and differentiate yourself by putting a unique spin on it. Be patient. Eric tells how his podcast downloads have grown.

[8:44] Eric explains Brian Dean’s skyscraper technique to get higher SEO results by getting more links.

[10:15] Link building is an important element of SEO, and will likely continue to be, for the next five years.

[11:06] Eric tells why content still works to push through the buying decision. Start building your brand, including content. It takes years to establish. People don’t make a final decision before talking to, or connecting with the seller; content counts.

[16:17] Eric covers stages of the funnel — top, middle, bottom, and purchase. Contacts at the top are invited to read a blog post. Contacts that have already engaged with your brand are at the middle of the funnel.

[17:28] Eric explains retargeting people who have visited your site, with ads on Google and Facebook. After retargeting, people move to the bottom of the funnel. Content for each level of the funnel should meet the needs at that level.

[20:10] It is important to be able to target people with content based on their behaviors on your site. It will increase your conversion rate.

[21:04] Eric talks about sales pages. They work. If you’re at the bottom of the funnel, it’s time to make a decision.

February 19, 2017

How to Build Your Winning Brand. With Kraig Kleeman.

Joining me for the second time, on this special episode of Accelerate! is Kraig Kleeman, author, speaker, consultant, expert on cold calling and prospecting to the C-suite. He has a brand new book out, called A Winning Brand, on personal branding. Kraig tells how he built his brand by claiming the moniker, The World’s Greatest Cold Caller. Find out more in this episode, and in A Winning Brand!

SUMMARY

An effective personal brand is a prerequisite to success. Your brand transmits who you are, through a series of digital assets, to your audience. Kraig’s book provides a simple recipe you can use to create your personal brand through his Five Core Principles. In this episode we take you on a tour of all five principles and along the way Kraig provides plenty of takeaways you can use right now to start building the brand of You.  

December 3, 2016

What’s Your Unique Promise of Value? With John Smibert. #321

Joining me on this episode of Accelerate! is John Smibert, Co-founder and CEO of Strategic Selling Group. Among the many topics that John and I discuss are the importance of building your personal brand — your unique promise of value; how you as a salesperson can become a domain expert; and why every salesperson should publish on social media.

November 26, 2016

How to Build Your Personal Brand with Networking. With Matt Holmes. #315

Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that Matt and I discuss are how Matt realized he could teach others about personal branding, some of his strategies to build and protect personal brand; the importance of online networking; and using networking to build your personal brand.

October 8, 2016

How to Align Your Value with Your Ideal Client. With Wendy Y Bailey. #274

Wendy Y Bailey is a sales speaker, business coach, and President & CEO of Business Beyond Limits. Join us on this episode as we discuss the importance of personal branding, why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospects, why upgrading your ideal client profile is essential to amping up your sales, and the critical role of value alignment in sales.

October 1, 2016

How to Build an Extraordinary Brand. With Sunny Bonnell. #268

My guest on Accelerate is Sunny Bonnell, the co-founder of Motto, a comprehensive branding agency based in Dallas, Texas. Motto works with bold and ambitious companies and big thinkers with an audacious vision, to help them build inspiring and magnetic brands. Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal brand, that is authentic and extraordinary.

June 17, 2016

Why the Details Matter in Sales. With Bridget Gleason.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about why you need to pay close attention to the details in how you present yourself to your prospects and customers. Whether it’s in person, on the phone, in writing, and on social, your personal presentation at every stage of your sales process has a significant impact on your sales success. Among the topics we discuss are:

  • How personal presentation is a fundamental component of your personal branding.
  • How your choice of words and your body language impact your sales.
  • Why strong writing skills are a vital sales skill both with buyers and your internal customers.
  • Why title doesn’t exempt you paying attention to the details. Everybody in the company always needs to exude the business’s brand.
  • How the details impact the way people make emotional decisions.

Special announcement for Accelerate listeners! Bridget and I will devote an upcoming show to answer your sales questions. Share your sales challenge with us and we’ll use our collective sales wisdom to help you solve your sales question. Just send an email to me at andy@zerotimesselling.com, with your name, title, your question and a short description of your situation to provide us some context. (If we don’t get to your question on the show, Bridget and I promise to answer your question via email.)

 

May 18, 2016

On Accelerate! Now: Episode 158 with Evan Carmichael. Build Your Brand To Build Your Sales.

Evan Carmichael breathes and bleeds entrepreneurship. He runs a hugely popular website, www.evancarmichael.com, that specifically caters to entrepreneurs. Evan was named one of the Top 100 Great Leadership Speakers for your Next Conference by Inc Magazine and considered one of the Top 40 Social Marketing Talents by Forbes. In this episode, Evan and I focus on how to build your personal brand to elevate your sales. Among the topics we discuss are:

• How to build your strong personal brand.

• How to expand your influence from one business to a thousand

• Learning what you really stand for and how to translate that into action

• Simple steps to creating your online persona

• How to create interesting content for your audience

December 14, 2015

On Accelerate! Now: Episode 50 with Jim Keenan. Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. Part 1.

Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. In this episode, which is Part 1 of my extended conversation with Keenan, we talk about his new playbook for success in the 21st century. He describes how the conventional career rules that we all have been taught, have become obsolete. It doesn’t matter which generation you’re part of or what stage of your career you’re at, if you’re not listening to Keenan’s recommendations for taking charge of your own success, then you’re going to fall behind. This is a must listen episode. And come back next week and listen to Part 2 of our conversation.

 

October 15, 2015
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On Accelerate! Now: Episode 17 with Peter Winick. Using Thought Leadership to Create Tangible Differentiation in Sales and Marketing

Episode 17: Peter Winick, is the Founder and CEO of Thought Leadership Leverage, Inc., a widely respected consulting firm that helps authors, speakers and thought leaders build sustainable and profitable businesses through differentiated thought leadership. In this episode we talk about how thought leadership must be an important component of any company’s sales and marketing strategy. Peter shares effective thought leadership strategies that any SME, or any individual seller, can implement to accelerate the pace of winning new business. And, he shows how thought leadership can tilt the playing field in your favor if you’re a new market entrant competing against market share leaders or a small business competing against a large enterprise. Don’t miss this episode!