Carlos was burnt out as an engineer.  He began suffering from anxiety & stress.  Then, he experienced a stroke at a young age.  So what did he do?  He turned his life around one step at a time.  He's now a successful business coach that turns overwhelmed business owners into Thriving Iconic CEOs. He discusses the meaning behind this phrase, "WHO TO BE, not WHAT TO DO" How do you get into your Genius Zone? What makes a good leader? We end with advice for aspiring entrepreneurs & how to thrive in this faster and faster paced environment Check out his new book -> Organic Client Secrets (https://www.theiconicceo.com/organic-clients-secrets)

When is a lead a 'lead'? When is it qualified? Who determines this? How do apply relationship building with your prospects? How do you effectively apply the power of demand gen?

So, you want to excel in sales?  Do you know how to find the decision-maker?  Do you know how to effectively listen so you can respond w/ the right message?  How many licks does it take to get to the center of the tootsie pop?  Ergo, on average, how many touches do you need to make to get a meeting with your prospect?

To be or not to be? The real CTA (call-to-action) question is, "Request a demo or not?" Yvonne Hangsterfer (owner & founder of Flowspoke) discusses a relatively new trend that companies are finally opening up with being more transparent with providing website content about their product or solution What if you said, "Watch a demo" instead of trying to force them to submit their contact information? How do you balance running your own consulting firm & personal time?   Yvonne discusses this in greater detail.  She experienced the pain of over-working the first two years of her business.   At the time, she was reacting to her clients' needs w/o realizing how much work was required for each client.   Her 'Ah-a' moment was realizing that she can't do it all on her own.   She hired her first intern and started to delegate work that they can do while freeing up personal time for herself.

How do you differentiate your business?   - What is your 'Why'?  - Think out of the box  - Take risks  - Gather insight from your clients & employees  - Make your core values reflect something new 

How do you cultivate a friction-free buyer's experience? I rap w/ Jason Fair from WireBuzz about this very topic. Do you still have 'Get a Quote' plastered all over your website? - We discuss why you need to pivot to a frictionless, service-oriented experience to effectively acquire new customers. - DYK -> 80% of buyer's research is already being done online We then discuss, The Importance of Marketing & Why Businesses Need to Pivot As a business, here is some food for thought: - Downsizing your sales staff (really? yes!) - Provide more resources to the marketing team - Thinking differently about your Sales Reps: Instead of being just the closer, they become more of a consultant as a buyer journey seller Then we get into the importance of Pricing Transparency on your Website. - Good timing as I just went down a rabbit-hole to find pricing for various virtual conference platforms, and I was astounded at how many didn't have easy-to-find pricing variables on their website. Great insights from Jason: - 80% of your buyers' research is already being done online. If your pricing options aren't easily accessible, then they're bouncin' to your competitors. - Presenting pricing options is an excellent opportunity to present your company's value proposition. Finally, we talk about how sales experience helps marketers become more effective. - Two Common Themes: "The Power of Listening" & "Buyers are in Control" - Sales tip: 80/20 rule -> 80% should be spent listening to the prospects' needs/pain

Let Greg Coyne from Sandler Training explain. It's a repeatable process. You don't have to reinvent the wheel every time you call a new prospect. Bonus: Use the (3) P's - Understand the Purpose, Process, & Payoff for each prospecting call you make Did you know only 5% of salespeople today are using video to prospect and sell? Dumbfounded yet? Greg then talks about the power of adopting and embracing video to effectively prospect, create compelling testimonials, and using the power of reference selling. You need to adopt video now! Because guess what, your competitors are already doing it

Katie Mullen (MMS Consulting) drops some serious sales knowledge when prospecting. When making prospecting calls, 'silence is golden' after you introduce yourself. -> Why? it allows the prospect to respond appropriately and builds immediate trust with them If you catch them at a bad time, quickly get them off the phone without going into details -> Why? it builds trust and they will thank you when you call them back Try Different Calling Techniques When Prospecting -> There is no one-size-fits-all approach. She became an expert through reading & taking meticulous notes through a previous onboarding sales training class -> Katie applied those different techniques. She took notes on what did and didn't work. She then spent hours upon hours practicing w/ the ones that did work, and voila!...she became an expert.

Are you leveraging all of the free & effective SEO tools to rank on 'Page One' of Google searches? Fun fact: Did you know your 'About Us' page is typically the 2nd or 3rd page clicked on your website? Curtis Hays from collideascope discusses the benefits of each free tool at your disposal to improve your ranking on Google: - Google Analytics - Google Tag Manager - Google Search Console - Screaming Frog Have you embraced video yet? Curtis then talks about some staggering statistics on why you must embrace video. - Are you on YouTube yet?   - Gnaw on this stat: it's the second-largest search engine!

As Tylar Masters tells us, engagement is truly feeling a connection to anything.  As humans are we rely on our senses for everything.  The goal is to create content and opportunities that disrupt innocuously. Tylar then talks about the "cash me outside" meme gone wild on TikTok and creating the concept for Amazon. - Imagine a world where your creative video goes viral. Imagine the possibilities of creating videos so compelling that people want to buy your product that doesn't exist. - I challenge you to challenge her to come up with a sticky (viral) video that resonates with your audience. I can promise you one thing...she won't disappoint She also talks about overcoming obstacles like living out of her car in high school to make ends meet. And, hear about her climb as an entrepreneur by teaching herself the skills she wanted to become successful & steer her own career path In this world of vanity, selfishness, & narcissism, take a step back and be thankful for what you have 👍