Sales & Marketing Answermen

Dan Stalp and Bill Brelsford answer your sales and marketing questions. They also interview business owners, sales professionals, and marketers to bring you the latest in "what's working now" in sales and marketing.

Episode #51 02/04/2019

Episode #51 Dan and Bill visit with Rick Allen of Informed Athlete.com to discuss how to turn inbound phone calls and emails into paid consultations. We also talk about setting expectations, helping vs. supporting, and how to use up-front contracts. Informed Athlete helps student athletes and their parents make sense out of the complex NCAA, NAIA, and JUCCO rules: Some of the common questions Rick helps with include: Questions about academic eligibility for a transferring athlete to be eligible at their next college Questions from families of high school athletes about eligibility requirements or scholarship offers, and College athletes asking about waivers or appeals for medical hardship situations or appeals for immediate eligibility. Resources mentioned during the show Special Offer - Rick was nice enough to offer a special discount to any student athlete and/or parents of athletes who listen to this show. Just mentioned that you hear him on our show to receive a discount on your consultation. Rick's Contact Info: Phone - 913.766.1235 Email - Website - Facebook - Twitter - /episode/index/show/salesandmarketinganswermen/id/8513324

Episode #50 04/27/2017

Episode #50 The one where we talk about success - how you define success, how you know when you are being successful. /episode/index/show/salesandmarketinganswermen/id/5305517

Episode #49 03/05/2015

Episode #49 The one where we continue our conversation with Dick Paschall and Shane Kinsch of Converg Media. We continue to learn more about their business and discuss: Pre-roll marketing and selling on YouTube Achieving high organic search rankings for clients How to solicit business away from a competitor without having to throw the competition under the bus /episode/index/show/salesandmarketinganswermen/id/8494217

Episode #48 02/26/2015

Episode #48 The one where we sit down with Dick Paschall and Shane Kinsch of . They’ll explain the Converg competitive advantage using generic domains to drive traffic to your website. Plus you’ll find out what you should be on the lookout for the next time someone claims they can send your SEO through the roof overnight. /episode/index/show/salesandmarketinganswermen/id/8494304

Episode #47 02/12/2015

Episode #47 The one where Dan turns the tables and interviews Bill about his journey from being a CPA, to a software developer, to a marketing consultant. /episode/index/show/salesandmarketinganswermen/id/8494334

Episode #46 02/05/2015

Episode #46 The one where Bill interviews Dan and learns about Dan's journey from his early days as a computer programmer to his dream job of being a sales trainer. /episode/index/show/salesandmarketinganswermen/id/8494358

Episode #45 01/22/2015

Episode #45 The one where we talk about Geo-Targeting. We also discuss: The results of Bill’s recent marketing survey Using surveys to find out what your prospects and customers want Managing your email database How email “opens” are measured and how email open reports can be deceptive. Discount on Dan’s upcoming – /episode/index/show/salesandmarketinganswermen/id/8494544

Episode #44 01/16/2015

Episode #44 The one where we talk about sales playbook and sales scripts – whether you should ditch them or just modify them for the modern selling environment. We also discuss: How to handle a prospect with multiple points How to get your prospects executive assistant to help, rather than hinder your sale FireFox changing it’s default search engine to Yahoo and what it means for small business owners Discount on Dan’s upcoming training seminar – Bill’s free training webinar – ““ /episode/index/show/salesandmarketinganswermen/id/8494580

Episode #43 01/01/2015

Episode #43 The one where we talk about how to streamline scheduling your next sales appointment. We also talk about email marketing techniques and how to minimize “unsubscribes” to your email marketing list. /episode/index/show/salesandmarketinganswermen/id/8494598

Episode #42 12/27/2014

Episode #42 Part Two of our interview with Brandy McCombs, founder and president of International Builders and Consultants. IBC has worked on several interesting Kansas City projects including work at Childrens Mercy Hospital, Country Club Bank, Hollywood casino and Kansas City’s LEGOLAND ans Sea Life Aquarium at Crown Center. In this episode, Dan and Bill field Brandy’s questions about taking the next steps towards growing her business and branching out as a general contractor. If you missed part 1 of our visit with Brandy, you can . /episode/index/show/salesandmarketinganswermen/id/8494646

Episode #41 12/18/2014

Episode #41 The one where we visit with Brandy McCombs, founder and president of International Builders and Consultants. IBC has worked on several interesting Kansas City projects including work at Childrens Mercy Hospital, Country Club Bank, Hollywood casino and Kansas City’s LEGOLAND ans Sea Life Aquarium at Crown Center. /episode/index/show/salesandmarketinganswermen/id/8494661

Episode #40 12/11/2014

Episode #40 The one where we talk about How to Negotiate with a Player. We also discuss the resurgence (and importance) of marketing calendars along with some ideas for staying in touch when prospects are in the middle of the funnel – that time when they know about you, but they’re not ready to have a conversation yet. /episode/index/show/salesandmarketinganswermen/id/8494676

Episode # 39 12/04/2014

Episode # 39 The one where we talk about how to manage your sales staff – both new and experienced. We also discuss: New ways to sell on Twitter When marketing should hand off a new prospect to the sales department. Accountability vs. Control (see ) Building a LinkedIn Action Plan (see ) /episode/index/show/salesandmarketinganswermen/id/8494952

Episode #38 11/27/2014

Episode #38 The one where we talk about Marketing Qualified Leads (MQL) vs. Sales Qualified Leads (SQL). We also discuss: 1. Tips for handling the Request for Proposal (RFP) process 2. How to get prospects to call you back 3. The use of video in small business marketing 4. Accountability vs. Control (see ) 5. Building a LinkedIn Action Plan (see ) /episode/index/show/salesandmarketinganswermen/id/8494976

Episode #37 11/20/2014

Episode #37 The one where we talk about Lead Scoring and what companies can do while waiting to receive their patent. We also discuss: How Facebook provides more control over what you see in your Identities vs Roles Building a LinkedIn Action Plan () Accountability vs. Control () /episode/index/show/salesandmarketinganswermen/id/8494988

Episode #36 11/13/2014

Episode #36 The one where we talk about how become a Trusted Advisor. Other topics discussed include: -How to use stories in your marketing and sales efforts -The new /episode/index/show/salesandmarketinganswermen/id/8494994

Episode #35 11/06/2014

Episode #35 The one where we talk about whether Salespeople are born or made. Other topics discussed include: How to recycle your advertising budget The mobile app How to reconnect with prospects who don’t call you back /episode/index/show/salesandmarketinganswermen/id/8495981

Episode #34 10/30/2014

Episode #34 The one where we continue our conversation with Marty Stanley, President of Dynamic Dialog, Inc., author and professional speaker. Marty is a frequent keynote and conference presenter for professional and trade associations and is certified as both a life and business coach. She is seeking advice on how to broaden her reach outside the Kansas City market. /episode/index/show/salesandmarketinganswermen/id/8496008

Episode #32 10/23/2014

Episode #32 The one where we talked with author, speaker, facilitator and executive coach Marty Stanley. Marty explains how she uses her entrepreneurial, traditional business, and international business experiences to help leaders plan, implement and communicate organizational changes that are aligned with strategic objectives. /episode/index/show/salesandmarketinganswermen/id/8496071

Episode # 32 10/16/2014

Episode # 32 The one where we talk about retargeting, also known as remarketing. We also talk about the right way and wrong way for sales supervisors to conduct ride alongs. /episode/index/show/salesandmarketinganswermen/id/8496104

Episode #31 10/09/2014

Episode #31 The one where we talk about How to get your cold call prospects to call you back. Some of the other topics we cover in this episode include: behavioral marketing – what is it and how is it used eliminating negative self talk new apps available to make your job easier /episode/index/show/salesandmarketinganswermen/id/8496125

Episode #30 10/02/2014

Episode #30 The one where we talked about tracking visitors to your website, testing and optimizing your messages, and using virtual assistants to stay on track and productive. /episode/index/show/salesandmarketinganswermen/id/8496146

Episode #29 09/25/2014

Episode #29 The one where we talk about listening” on social media and how you can keep tabs on your competitors, customers, prospects, and even what people are saying about you. /episode/index/show/salesandmarketinganswermen/id/8496296

Episode #28 09/18/2014

Episode #28 The one where we continue our conversation with Jeff Hagen, President of Grafton Staffing Companies, and talk about some ideas for getting his company’s message out to both business owners and prospective employees in various fields of expertise, including science and engineering. /episode/index/show/salesandmarketinganswermen/id/8496311

Episode #27 09/11/2014

Episode #27 The one where we visit with Jeff Hagen, President at Grafton, Inc., and talk about sales and marketing in the staffing industry. Grafton is doing some great things bring together employers, employees, and community colleges – listen to the recording to learn more. /episode/index/show/salesandmarketinganswermen/id/8496326

Episode #26 09/04/2014

Episode #26 The one where we talk about overcoming sales call reluctance. We also discuss Facebook “dark posts” and how they’re being used by advertisers. Google wants to make the internet world safer for all of us and it will start using SSL as a ranking factor. /episode/index/show/salesandmarketinganswermen/id/8496359

Episode #25 08/27/2014

Episode #25 The one where we continue our conversation with Terry Garberg, President and Owner of Bark to Basics (), Midwest distributors of healthy raw pet foods and treats. We continue to learn about all of the pets that eat better than Bill. We also discuss ideas for getting more out of trade shows and issues related to growing a sales staff. /episode/index/show/salesandmarketinganswermen/id/8496374

Episode #24 08/27/2014

Episode #24 The one where where we chat with Terry Garberg, President and Owner of Bark to Basics and learn all about selling and marketing healthy raw pet foods. Terry has one of those great stories of someone who has turned their passion into a business that helps others. /episode/index/show/salesandmarketinganswermen/id/8496383

Episode #23 08/07/2014

Episode #23 Part 2 of our interview with Joe Polo of Original Juan’s Specialty Foods, where we learn more about the specialty foods business and talk about ways to get more out of your trade show dollar. /episode/index/show/salesandmarketinganswermen/id/8496401

Episode #22 07/31/2014

Episode #22 The one where we meet the man who may have brought some “pain” into your life – Joe Polo. Joe is the CEO and President of Original Juan’s Specialty Foods and has a great story of how he built his Kansas City based business. Tune in and find out if that bottle of “100% Pain” sauce that has been in Dan’s office for several years is still fit for consumption. /episode/index/show/salesandmarketinganswermen/id/8496422

Sales & Marketing Answermen

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