The Front Line - Sales and Marketing Podcast

Ep52 - Scaling a business and setting up a sales process isn't beyond the reach of any founder following these simple steps

"Live your truth in the world of sales" says Tom Briccetti, sales coach and founder of Sales Team Go. Want to know how to build a framework to help you scale? Tom lays out in this episode his process to scaling a business by using tried and tested methods, principles, but most importantly, mindset. Tom also explains how knowing your customers, understanding their needs and wishes is the minimum for building a sales process that is reflective of the customers' journeys. Additionally, Tom shares some thoughts about which technology can help support and enable these objectives. Listen to this episode to find out more about setting up a sales process and scaling a business!

Ep51 - How Kevin McCann took a company from $6m to $60m in 18 months

Want to find out how to grow your business 10x in 18 months? Join us on this episode where we get incredible insight from the man who helps entrepreneurs grow their businesses Kevin McCann started off as an inside sales rep and grew through the ranks until he got to a position where he could create the strategy for a business to grow. Unsurprisingly, Kevin focused on understanding his customers' problems, the impact of their problems on their own business, then suggested a solution that was relevant and proportional to the value of the impact on the business. As President and CEO of the Executive Strategy Group in Portsmouth, New Hampshire, USA, Kevin specialises in strategy, marketing and sales for high-tech companies. Kevin shares the strategies that he uses to build massive revenue in a short time. He talks about how to stand out in a competitive market and to get the right mix of activities to make sales grow. He talks about having a defined niche and selling proposition that puts the customer first.   He talks about how to do technical sales without needing a technical sales specialist in every meeting. Showing sales reps how to ask the right questions to move the prospect forward with the right allocated sales resources.  Kevin talked through what he calls the Highlighter test to make sure your website is going to do a lot of the sales heavy lifting for you.

Ep49 - "People buy from people they know, like & trust", "automation is pesonalisation at scale"! An interview with founder & CEO of Macanta CRM, Peter Daly-Dickson.

In this episode, we discuss how creating a CRM system that responds to specific needs from an organisation is a sure way of creating a successful CRM platform. We also discussed how CRM systems can help sales processes into converting leads into closed deals, by managing relationships between different parties who are attempting and hopefully succeeding at building mutually beneficial relationships based on "know, like, trust" concept. In short, CRM platforms, and the discipline to add information to it, is a digital recreation of basic human nature, of using stored information to have a meaningful conversation! Find out more in this episode dedicated to CRM, its impact on sales process, marketing automation, and what the predictions for the future sales landscape may be.

Ep48 - Brand names that improve business performance. An interview with Louise Karch

Why are brand names so important? How do you create a brand name that will see your business grow? What makes a brand sticky? Listen to Louise Karch, a multi-award winning marketer & best-selling author of Word Glue: Find your Million-Dollar Brand Name, give us all the answers. As an accomplished marketer, coach and athlete, Louise has set out to help people improve their business performance by making sure that their brand name pulls people's focus, in the attention economy that we find ourselves in. Louise has helped many people dramatically improved their business revenue when she helped facilitate coming up with a new name for brands or products. Listen to Louise explain the intricacies of a brand and its impact on people's mind, their perception and ultimate loyalty. Join the discussion in the comments below & listen to the podcast. Make sure you follow Louise Karch for the latest info on her upcoming book on Tagline.

Ep47 - AI in sales and Marketing. How is the sales process being affected? A fireside conversation with Jeremiah "The Shark" Sarkett from Keap

"Change is coming" say Senior Partner Manager from Keap (formely known as Insusionsoft), Jeremiah "The Shark" Sarkett With the advent of AI in Marketing & sales, how is the sales process being affected? "The sales process is moving closer to where the customer is", Jeremiah says. And right he is. From a customer experience point of view, customer & consumer behaviours & expectations have changed. Listen to the episode for more information about the impact on sales process, tech used in sales & marketing, how AI will support & enhance human behaviours Join the discussion in the comments below & listen to the podcast. Make sure you follow Jeremiah Sarkett for the latest info on Keap and sales techniques on his website https://jeremiahshark.com/ Image credit: AI4marketing