3 episodes
Outliers in Sales and Marketing Outliers Podcast
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- Business
We interview guests who are exceptional at Sales and/or Marketing. Guests who have built high performance sales teams, run advertising firms, and/or built amazing brands.
People who are exceptional at getting brands known and products sold!
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#009 - Kyle Bailey - Selling from the Soul
For this episode I interviewed Kyle Bailey, a sales and marketing consultant with a decade of experience helping small business owners grow their topline revenue through improvement of their search rankings, sales process, and online marketing campaigns.
0:00 - Introduction of Kyle Bailey
1:25 - Kyle’s unique combination of skills
2:15 - General perception of sales
3:08 - Sales is attached to your soul
8:50 - Covering objections before they come up
11:15 - Shady sales tactics - how they backfire
12:45 - Getting people to let their guard down
15:29 - What to do when a potential customer does not seem interested
19:00 - Importance of belief in the product
27:23 - Quitting a job where you don’t believe in the product
35:12 - How to put up a lot of content
40:21 - Qualifying people early
50:45 - Discussion of books -
#008 - Phillip Chang - Dropping out of college, the power of daily habits, and real estate sales
For this episode I interviewed uber successful real estate agent Phillip Chang.
Like myself, he dropped out of college after becoming disillusioned with the merits of pursuing his degree over starting his career in business. Now he's an incredibly successful real estate agent (and person) and has some powerful lessons to share with you!
Enjoy!
O:00 - Introduction of Phillip Chang
1:40 - How Phillip decided to drop out of college
7:58 - How Zach decided to drop out of college
10:45 - The quality of education in college
11:40 - Learning by doing over in a classroom
13:10 - Problems with higher education in the United States
14:27 - Resistance from your parents on dropping out
15:55 - Figuring out success in the real estate industry
19:09 - What words Phillip's mirror that have changed his life
21:00 - Daily reflection
22:49 - The importance of follow-up
24:34 - Ultimate tip for selling through Facebook
27:10 - Million ways to make money
29:13 - Controlling your anxiety
31:12 - The power of consistency
31:48 - Adapting habits permanently -
Episode #007 - Nathan Green - Long sales cycle, channel partners, and higher education startups
This week's guest is Nathan Green, a friend and an old boss of mine from my college days. More importantly, Nathan is a highly successful entrepreneur and businessman. Having seen him work up close, I know how unique his combination of grit, resourcefulness, and charm is at accomplishing the things that Nathan sets out to do.
He's currently the Co-Founder and Chief Revenue Officer of the College Consortium, an online platform helping colleges take their courses online. He's previously founded a company called Campus2Careers, which ended up with a successful exit, the founder of the Austin Young Chamber of Commerce, and before that a successful business executive at multiple large companies.
I hope a bit of his magic mix of talents can rub off on you from listening to the podcast, and that if you're in a situation with long sales cycles or in an early-stage business-to-business startup that you can benefit from Nathan's recent experience mastering those domains.
Enjoy!
O:00 - Introduction of Nathan Green
2:05 - Explaining the College Consortium
4:15 - What are the advantages of moving courses online?
7:30 - How and why Zach dropped out of school
9:40 - The alternative to online courses
11:00 - Automating manual pen-and-paper processes as a business idea
12:15 - What does Nathan Green do as VP of Growth? (Now CRO)
12:50 - Product responsibilities
15:08 - The sales cycle at College Consortium
16:00 - Decision makers College Consortium deals with
17:15 - The long and difficult sales cycle of Higher Ed
18:45 - Not charging upfront to speed up the sales cycle
23:09 - Raising money as a startup in Texas
30:37 - Pricing strategies for startups
31:05 - Multistage startup strategies
31:55 - Tapping into natural senses of urgency (good section!!)
36:33 - Managing a sales process with multiple key stakeholders
37:30 - Know what problems your product solves for each stakeholder
39:54 - Story about selling to higher ed vs. businesses
41:55 - Neutralize the other people in a deal besides decision maker
44:00 - Make your product ridiculously easy to on-board
45:00 - Changing your customer's orientation and mindset
47:32 - Sales is a long hallway, closing doors before you get to them
50:08 - Why channel partnerships are so effective
52:40 - How the first channel partnership was established
54:27 - How Nathan first discovered channel parternships
1:00:23 - Strategically aligning your mission with channel partners
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