Top Secrets of Marketing & Sales

De: David Blaise
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  • Resumen

  • The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and salespeople get more of the customers and clients they need so they can do more of the work they love.
    Copyright © David Blaise, Blaise Drake & Company, Inc. | TopSecrets.com | 463414
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Economía Gestión Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
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Episodios
  • Creating Certainty in Uncertain Times

    Creating Certainty in Uncertain Times
    Apr 29 2025
    I've been having conversations over the past couple of weeks about this very topic of creating certainty in uncertain times. So much of it boils down to the specific steps I can put in place in my business. Reach out to the right people, say the right things, in the right order, consistently. That will not only improve your confidence in yourself. It will improve their confidence in you and their certainty that you can do the job for them. David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist, and I'll be discussing creating certainty in uncertain times. Welcome back, Kevin. Kevin: Great to see you again, David. Wow, uncertain times. There's an understatement of the year, huh? David: Yeah. There's been so much discussion on the forums and inside the social media groups and everything like that. A lot of people are uncertain about a lot of things, and that does not generally bode well for businesses. Kevin: No, no, it definitely doesn't. So what does it really mean to create certainty? When everything around you feels unstable. David: Yeah. We had talked in a previous podcast about our circles of influence. Like the things we can control and the things we can't. It really does circle back in a lot of ways to this. When we talk about creating certainty, we can only ever do that within the realms that we control. We can create certainty in specific aspects of our business. So when we're talking about things like tariffs, which obviously is a big topic these days, a lot of our clients are in the promotional products industry, and a lot of that product tends to come from overseas. Much of it is coming from China. So in those situations, we're not able to create certainty with that, right? That's not within our sphere of influence. So what we can do and what our clients can do is to look at the specific things we can create certainty around. Can we identify suppliers who are can provide products for us that are not impacted by that? Can we look at more domestic suppliers? What are the specific things we can do to create a level of certainty for our customers? Something our competitors might not be able to provide? Kevin: And I think there's a level of authenticity too that has to go with it, right? Because certainty you can sort of project certainty. but you don't wanna pretend to have all the answers when you don't. So how do you balance that? David: Yeah, you can't really fake certain, well, I guess you can fake certainty. Kevin: You can try. Yeah, David: You can pretend you're certain, but I'm not really talking about that. I think there's certainly an air of confidence that you want to be able to convey to your clients, and sometimes when you're conveying confidence, you may still not be certain about things. But in this conversation, I'd like to look at, okay, what are the things that we can do? What can we be certain of? You know, are we certain that we can help our clients? And if so, how are we certain that we can help our clients? What are the things that we know that we can do that will help them? And if it's about sourcing things that are more in line with exactly what they're looking for, trying to get around the obstacles for our clients. If we're certain we can do those types of things. Just identifying the very specific steps that we can take, what can we be certain about, and then focus on those things. Kevin: You mentioned that, a lot of our listeners are in the promotional product space. There's still a lot of uncertainty that's coming our way. A lot of flipping and flopping going on with tariffs and whatnot. What do you recommend businesses do to sort of like help prep? David: Well, first thing you should do is recognize that your clients are not unaware of this. Like they are aware of the fact that this stuff's going on. Kevin: Right. David: And I've talked to a lot of business owners recently who are just really concerne...
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    14 m
  • Don’t Sabotage Your Sales Success

    Don’t Sabotage Your Sales Success
    Apr 22 2025
    Don't sabotage your sales success. Anytime there is any sort of issue in your business that’s not quite going the way it should, you want to ask yourself, is this because the process that I have in place is not working? Or is it because the person who is supposed to be following the process just didn’t do it? David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist and will be discussing How Businesses Sabotage their Sales. Welcome back, Kevin. Kevin: Good to see you, David. How you been? David: Been doing great. It's good to see you too. Kevin: Yeah, for sure. I'm excited to talk about this. So, sabotaging sales, what do you mean by that, when you say businesses are sabotaging their sales? David: You know, I had some experiences recently and I'm like, did they intend to do this? Is this what they were trying to do? Did they set out to do this when they were doing it. One of the experiences I had recently was I was going to buy a pair of earbuds, right? And there's a particular brand of earbuds that I like. It's not the ones that would normally leap to mind. It's another one. But a good brand, they work really well. And I got a text from them saying that they were having a sale. And I was like, okay, cool. Maybe I'll buy an extra pair of earbuds even though I don't need them. And so in the link that they sent me, they said, click through and you get 35% off. I'm like, cool. So I click through the link and it takes me to a picture of what I think are the earbuds that they're selling, and it says 20% off, with a certain promo code. And I'm like, okay, well I'm looking for the 35% off, but there was a different promo code in the text, so I'm like, okay, I'll just plug the correct promo code and it'll work. Right? So finally figured out how to do that. No, it said this is not applicable to this particular product. So I'm like, okay. But they had some sort of chat person or chat being or chat AI, I don't know what it was. Kevin: Chat AI agent. Yeah. David: Yeah. Something not quite what I thought it might be, but. I thought, okay, well I'll ask the question. And none of the answers that I got were relevant to what I was asking. And I was like, I'm here. I've got my wallet open. Kevin: I'm ready to buy! David: I want to buy exactly the thing that you sent me a text to, and you're making it hard. Why are you making it so hard? Kevin: Yeah. David: And it replied quickly to a lot of questions and then, it was just like ghosting. It's like, okay, I didn't hear anything back. So I'm like, I'm like, are you AI? And I didn't get an answer. I thought if it was AI, it would at least tell me it was AI. So, I didn't get to order that day. The next day I tried again. I actually reached out to their customer support, had another non-experience there. But eventually I was able to figure out that apparently there were two sets of this earbud in a similar color, and the link took you to the wrong one and applied the wrong link. And so that's why it was saying it was wrong. And I didn't care about the color. I was like, I wouldn't have normally bought this color, but it was 35% off, so I was like... Kevin: Yeah, yeah, whatever. David: Right. Kevin: Earbuds. David: Anyway, long story short is what should have taken three to five minutes and been an exceptional experience took a whole lot longer and diminished my passion for this particular product. So I thought, you know, there are a lot of businesses that do this sort of thing, and the words that leap to my mind is that they're sabotaging their own sales, which is kind of the purpose of this conversation. Not for me to vent, but for us to talk about what businesses can do about it. Kevin: Well, I'm glad you got that off your chest, David. David: Thanks. Kevin: It's probably something you needed to do. David: I feel a lot better. Kevin: Good, good, good. Well,
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    13 m
  • How to Get Information from Clients

    How to Get Information from Clients
    Apr 15 2025
    It's not always easy to get information from clients. If you're in a situation where you have good relationships with your clients, but you're struggling to get the information you need from them, there are very specific things that you can do that will help you to accomplish that a lot faster and a lot more organically. It'll just feel better when you're doing it right, and they'll be a lot more likely to help you with it. David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist, and I will be discussing getting information out of clients. Welcome back, Kevin. Kevin: Hey, welcome back to you too. I'm really excited to talk about this because let's be honest, like we're all very conscious of the fact that everyone wants our information, so it's a bit of a struggle sometimes. David: Yeah, it really is. And when we're looking at trying to extract information from clients, sometimes it's like trying to pull teeth. Or trying to get the information that we need to either advance the sale or to be able to get an order completed and that sort of thing. And it can definitely be challenging. Kevin: Yeah, no doubt. How much of it do you think is how people ask for the information? Instead of saying like, give me this. Is it better to kind of think about it in more of a storytelling narrative kind of way to pull things out? David: That's a great question. I think a lot of it depends on your personality and the way that you communicate with people. Many salespeople, many of the best salespeople, I think are natural storytellers. You ask them what time it is and it starts with a story. Right? So... Kevin: Well, it all started back when I was eight. David: Let's talk about time, shall we? Kevin: Yeah. David: Yeah, so I think it can take that form. I think there are also situations, a lot of times, where we know what we need to get from them, and sometimes if we're just going for it all the time, that can come across as a little too pushy in some ways. So I think there's a natural give and take that needs to happen, so that people can feel engaged with us. If they feel engaged in the conversation, if they feel that we're listening to them, paying attention to what they need, and that's woven in with getting the next piece of information that I need without coming across like an interrogator. Like I'm going to shine a light on you. It's like the third degree in the cop movies. Right? If it feels like that, they're gone. But when you're able to just engage them and let them know that you care about getting them a result, then they're a lot more likely to be free with the information. Kevin: Obviously at the front end of a sales cycle, it's more basic information and it keeps going, getting more detailed as things go on. Should people change their approach as they go on from first contacting someone to maybe having a warm or even hot lead? David: Definitely, and I think you raised exactly the right point there, which is that it does generally start out more general and then it gets more and more specific as you're getting down to it. Sometimes salespeople will lead with things like, what's your budget? Right? Which is kind of intrusive, right? Kevin: Yeah. That's the one, right? David: You don't need to ask me about my budget if I'm not buying anything from you, right? Kevin: Yeah, yeah. What's your budget? What's your timeline? Right? Isn't that what everybody always says first? David: Yeah. And that's not the kind of thing that generally needs to come first. Initially, what needs to happen is they need to feel some sort of connection. They need to have a clear idea of what you do, how you can help them, and all that sort of thing. So I think a lot of times, in the early stages of a relationship when we're first meeting a prospect, it is information gathering from us, but it's about trying to find out what they need, what they're looking for,
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    15 m
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