114 | Money Is An Echo Of Value With Bob Burg

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Many people mistakenly interchange “money” and “value.” However, value comes first. Value is the relative worth of a service or product. Value is always from the perspective of the buyer. Our guest today is Bob Berg, Wall Street Journal bestselling author. Bob has written many books on sales and his perspective on value is critically important for leaders. Bob clarifies what he means with the quote “money is an echo of value.”

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Bob’s Target Audience: Bob serves the entrepreneurial market. Specifically, he targets those who love what they do, understand what they provide but are also uncomfortable with the sales process. They may not be completely aware of their worth. Bob aims to helps them develop better communication skills. Inevitably he then shows them how to make more money and serve more people.

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113 | Discovering Your Big Why with David Mead

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David MeadEveryone knows WHAT they do, some people know HOW they do it, and yet very few people know their WHY. The WHY is really the most important part. David Mead shares with us how to discover your big why. David is a business partner with a hero of mine, Simon Sinek. who also wrote one of my favorite business books- “Start With Why.” Simon and David have been taking this concept of “the WHY” to corporations for years now to help them define and understand this concept. This interview with David will help you understand the importance of knowing your WHY.

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David’s Target Audience: Includes anyone who is interested in creating an environment where people feel inspired to come to work and leave fulfilled by the work they’ve done by the end of the workday. This includes leaders with organizations. But really, David focuses on anybody who has a desire to create an environment where the people and the relationships between them are what’s most important. That and to provide them opportunities to contribute something that matters to them.

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112 | How To Eliminate The Sales Process with Jack Mize

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112-Jack-Mize-featuredIf you hate to sell, listen in here to this episode. Positioning yourself prior to the sale allows you to bypass the traditional sales process. Jack Mize, host of Influencers Radio, tells us how being the educator and the advocate allows you to eliminate the sales process. You probably understand what it takes to educate before the sale, but the “advocate” is someone that will really stand up for the success of their customers. Jack talks about positioning yourself as the authority simply by being an educator and advocate. Listen in to this episode to see what this means in your business.

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Jack’s Target Audience: Jack has been in the marketing business for several years serving business owners, coaches, and consultants where he helps them to focus on positioning themselves as educators and advocates for their prospects. Educators and advocates are also known as authorities. Essentially this is the position he helps them to take in their industry.

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111 | Overcoming the Challenges of Customer Onboarding with Sujan Patel

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111-Sujan-Patel-featuredAdding new customers is the name of the game. There are many moving parts to growing a SAAS (Software As A Service) business to add those new customers. It takes savvy marketing and the ability to really solve a problem. Sujan Patel, VP of Marketing for When I Work, talks about the challenges of onboarding trial users-what not to do and the important aspects of success. Sujan shares the ins and outs he has learned to add 250,000 users in four years. Discover the fine line in marketing that Sujan had to learn the hard way.

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Sujan’s Target Audience: Small businesses seeking for more organization and ease within the workplace.

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110 | Understanding and Developing Your Strengths with Scott Barlow

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ScottBarlow380x380Understanding the strengths you have will help you grow your business faster than your weaknesses. When you develop your strengths to a point of mastery, you increase your chances of success. Scott Barlow with Happen to your Career shares how your strengths become the foundation to grow and move to higher levels of success. Listen in to understand and develop your strengths with this episode.

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Scott’s Target Audience: people who are trying to get their first customers and also people who are just getting started and are not sure what they want to do (whether it’s to start a business or discovering what they are meant to do).

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109 | Making The Move to Premium Pricing with Gene Hammett

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109-gene-hammett-featuredGrow your business with more customers, more offers or higher pricing. Having all three is ideal. Developing your own plan to create premium pricing will help you grow your business. With this episode, we unpack the whole process of developing premium pricing for your service business. Increase your awareness around ‘enemies’ to pricing and get the 5 steps you need to implement to increase your prices.

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Gene’s Target Audience: Gene works with entrepreneurs who want to find the perfect match between their unique value and the people who will become their best clients and biggest fans.

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108 | Why Listening to Podcasts is Hurting You with Cliff Ravenscraft

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108-cliff-ravenscraft-featuredPodcasts are awesome.  Podcasts are informative. Podcasting is one of the most intimate and transformational forms of content. Yet podcasting (and other ways of learning) are keeping you from your success.  Cliff Ravenscraft, founder of PodcastAnswerMan.com  and Podcasting A to Z, shares his views of the power of podcasting and the dangers of consuming too much.  Cliff talks about being intentional with your time and how that will help you achieve your goals and dreams.  Consuming too much of anything will hurt your success (even podcasts).

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Cliff’s Target Audience: Cliff works with small to medium sized business owners, solopreneurs and leaders of organizations where he helps them through training, coaching and consulting on how to create their own audio podcasts.

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107 | Facing Your Fears with Gene Landrum

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107-GeneLandrum-featuredEveryone will have fears to face as they build their businesses. The battle of fear and courage is constant, because there are always new parts to explore. For some it is sales, others struggle with speaking to strangers, or maybe it is just raising your prices. The point is, fear is part of business. Gene Landrum, former president of Chuck E. Cheese restaurants, shares insights about fear that he has learned within the decade of his career building multiple businesses from the ground up. Watch out for some of the funny moments where Gene talks about fears that he encountered while launching Chuck E. Cheese restaurants.

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Gene’s Target Audience: Gene writes books and gives lectures for entrepreneurs to help them understand the trials and tribulations he’s been through in building his own businesses. His consulting work aims to help and empower individuals develop marketing plans, business opportunity analyses and licensing/franchising organization.

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106 | The Authority Mindset with Brian Horn

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106-brian-horn-featuredBecoming an authority in your marketplace will allow you to stand out from your peers. However, this “authority” thing comes with some limiting beliefs that you have to overcome. Welcome Brian Horn from Authority Alchemy who is going to share with you how to embody the authority mindset. Brian breaks it down into two parts so you can engineer your own authority.

Brian’s company is called Authority Alchemy. The mission of Authority Alchemy is to help clients focus on their mindset above all else by guiding their clients into owning that they are the educators and advocates in their industries.

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Brian’s Target Audience: Includes coaches, speakers, authors and entrepreneurs whom he guides in developing their authority to become experts in their industry and increase their exposure.

 

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105 | Be the Authority with Gene Hammett

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105-gene-hammett-featured copyWhat does it take to position yourself before the sale? Who is an AUTHORITY? An individual who embodies the term Authority distinguishes themselves from being A choice to being THE choice. Like so many other podcasts on Leaders in the Trenches, this heavily stems down to having a healthy mindset. It’s also becoming aware of the part of yourself that could be sabotaging you and your business.

An AUTHORITY is perceived as the professional. They are seen as the choice. They embody influence, impact and income (get paid more). Those are three essential elements to an Authority. An Authority is also someone who is not “absolute” in their ways- but someone who is constantly growing and changing.

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Gene’s Target audience: Gene works with entrepreneurs who want to find the perfect match between their unique value and the people who will become their best clients and biggest fans.

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