Targeted Lead Generation - Helping you discover and find the best lead generation tools and techniques for your business

Manny Nowak
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Targeted Lead Generation means finding the best lead generation methods and techniques for your business. We introduce you to the experts and they teach you on the show. If you are struggling and need more leads, you have come to the right place.

  1. 1D AGO

    202 Why Most Entrepreneurs Struggle With Sales (And the 3 Shifts That Fix It)

    Sales Systems for Entrepreneurs Manny introduced the Targeted Lead Generation Podcast and discussed the topic of why most entrepreneurs struggle with sales. He explained that the issue is often not a sales problem but a sales systems problem, where inconsistent results make everything feel harder than it should be. Manny mentioned that he helps entrepreneurs build simple and consistent sales systems that produce results, and he promised to share three key shifts that can improve business outcomes. Sales Messaging Complexity Challenge Manny discussed the challenge of entrepreneurs trying to sell to too many people across different industries, explaining that when companies have too many products or solutions, their salespeople struggle to effectively communicate the value to prospects. He provided an example of an insurance company with multiple products that resulted in weak messaging and low conversion rates. Manny's discussion appeared to be building toward a solution to this common sales challenge. Target Audience Focus Strategy Manny emphasized the importance of focusing on a narrow, specific target audience, using the example of an insurance company that narrowed down to one product line and type of client. He explained that when the focus is clear, messages become more effective and sales conversations become easier, shifting from trying to convince to connecting with the prospect. Manny advised against jumping into conversations with immediate pitching, instead recommending a shift from selling to connecting with the prospect. Improving Sales Questioning Techniques Manny emphasized the importance of asking better questions and understanding the prospect's situation rather than using generic approaches. He explained that focusing on a specific niche leads to deeper understanding and more effective conversations, which helps build trust and reduces resistance. Manny illustrated his point by showing how improving the close rate from 20% to 40% could double income while requiring less selling time per deal. Business Systems and Operations Challenges Manny discussed a key challenge that keeps entrepreneurs stuck, emphasizing the importance of having systems in place for consistent business operations. He explained that operating without a real system leads to unreliable results, as many entrepreneurs rely on self-motivation and random activities rather than structured approaches. Manny highlighted that while ad-hoc efforts may work initially, they are ineffective for long-term business building. Sales System Framework Overview Manny outlined a simple sales system consisting of daily outreach, a conversion structure, and a follow-up process to achieve consistent and predictable results. He emphasized that most deals fail in the follow-up stage and highlighted the importance of building this system into a business through the Coach Manny Sales Accelerator Framework. Manny invited listeners to book a strategy session to identify and address issues in their current sales process. Targeted Lead Generation Episode Manny encouraged listeners to check the show notes link and schedule time with him for potential collaboration. He emphasized that sales doesn't have to feel hard when using the right focus, conversations, and system. The episode concluded with Manny thanking the sponsor, Covert Leadership Training, and announcing the next episode of Targeted Lead Generation. Book a free Sales Session with Coach Manny:  https://calendly.com/mannynowakcalendar/30-minute-meeting-clone   Coach Manny Email:  Manny@MannyNowak.com Website: http://coachmanny.com/ Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ Facebook: https://www.facebook.com/manny.nowak/   Covert Leadership Training: https://covertleadershiptraining.com/

    14 min

  2. MAR 31

    200 Why Most $2–10M Companies Struggle With Sales Consistency

    Sales System Framework Discussion Manny introduced the Targeted Lead Generation Podcast and began discussing the episode's topic about why $2-10 million dollar companies struggle with sales consistency. He explained that many business owners in this revenue range believe they have a sales problem, but often the actual issue is an inconsistent sales system rather than poor sales performance or lead generation. Manny outlined his framework called "Coach Manny's Sales System Framework" which he plans to discuss further to help create more predictable revenue for B2B service companies. Sales System Challenges in Growth Manny discussed the common challenges companies face as they grow beyond their initial sales processes based on referrals and word of mouth. He explained that while founders often excel at business development in early stages, as companies scale, sales become less predictable and leadership struggles with visibility into results. Manny noted that many companies try various solutions like hiring salespeople or investing in marketing, but these often don't address the root problem of never having defined a proper sales system. Structured Sales System Implementation Manny discussed the importance of a structured sales system to ensure consistency across the organization. He explained that a well-defined system should outline the stages of the sales process, actions for salespeople at each stage, and metrics for measuring success. Manny emphasized that without a clear framework, salespeople often create their own processes, leading to inconsistency and potential underperformance. He mentioned a four-part framework he uses with companies to address these challenges, and indicated that additional materials would be provided to help implement these concepts. Sales Process Framework Discussion Manny discussed a four-part framework for defining and improving sales processes. He emphasized the importance of clearly defining the sales process stages, qualifying leads, and setting expectations for salespeople. Manny also highlighted the need to ensure the right people are in the right roles, including proper hiring practices and testing. He stressed the importance of accountability through metrics tracking and noted that AI tools can enhance sales processes only when the foundation is strong. Founder's Sales Dependency Solution Manny discussed the "founder's sales trap," where companies become dependent on the founder for a significant portion of revenue, leading to unpredictable sales when the founder is unavailable. He explained that the solution involves transferring the founder's knowledge into a repeatable sales system, which makes sales more predictable, hiring easier, and enables better performance tracking. Manny offered a downloadable guide and suggested scheduling a strategy session for companies looking to improve their sales processes. Get your copy of Coach Manny's Sales System Framework https://lp.constantcontactpages.com/sl/p3bsdA7/salesa2   Coach Manny Email:  Manny@MannyNowak.com Website: http://coachmanny.com/ Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ Facebook: https://www.facebook.com/manny.nowak/   Covert Leadership Training: https://covertleadershiptraining.com/

    16 min

  3. MAR 24

    201 The Hidden Reason Leads Don't Convert: Internal Sales Friction Most Teams Ignore

    Curtis's Journey to Hypnotherapy Curtis shared his background, highlighting his Mississippi roots and transition to California, where he pursued a career in sales and personal development inspired by motivational speakers like Tony Robbins and Zig Ziglar. He emphasized the importance of mental preparation for effective communication and sales, explaining how he developed his "Legit Mindset Framework" using hypnotherapy and other modalities to facilitate rapid personal transformation. Curtis also discussed his journey from a traditional coaching role to becoming a clinical hypnotherapist and master practitioner, emphasizing the value of authenticity in professional development. Rapid Personal Change Coaching Curtis explained his coaching process, "Legit," which helps individuals make rapid personal changes by identifying and addressing root causes of unwanted behavior. He described a three-phase approach: learning about personal blocks, growing by eliminating negative emotions, and transforming through daily practice. Curtis creates bespoke mental supplements in the form of meditations for clients to continue their progress. He emphasized that his work primarily serves entrepreneurs, salespeople, and CEOs, though he also helps individuals from other walks of life. Curtis highlighted the importance of taking personal responsibility for one's actions and focusing on empowerment rather than blame. Root Cause Coaching Approach Curtis and Manny discussed the importance of identifying and addressing root causes rather than just dealing with symptoms. Curtis explained that most coaches focus on symptoms, but he aims to solve problems by uncovering underlying issues from early childhood experiences. He emphasized that his coaching sessions typically last about two hours to uncover these root causes, as opposed to traditional talk therapy which he believes is less effective. Curtis also described his approach of finding patterns in behavior, such as anger responses, and tracing them back to their origins to eliminate them permanently. Emotional Coaching and Success Strategies Curtis shared his coaching success rate of 90% and discussed his approach to helping clients manage emotions by acknowledging feelings without identifying with them. He explained how he uses Zoom for remote coaching sessions and described two special offers: "Anxious to Align" and a 60-minute "Discover Inline" breakthrough session focused on aligning core values. Curtis emphasized the importance of acknowledging emotions rather than pretending to be okay when feeling negative emotions, and advised asking "what" and "how" questions to move forward. Special Offers from Curtis: 1.    From Anxious to Aligned: The Anxiety Reframe Kit Normally $297 → $27 for your audience https://anxietyreframe.bespokehpc.com/home 2.    Discover & Align: 60-Minute Breakthrough Session Normally $500 → $97 for your audience https://valuesdiscovery.bespokehpc.com/home   Coach Manny Email:  Manny@MannyNowak.com Website: http://coachmanny.com/ Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ Facebook: https://www.facebook.com/manny.nowak/

    32 min

  4. MAR 17

    199 Marketing Strategy in 2026 and Beyond

    ABM Strategies in Healthcare Marketing Manny introduced Saul Marquez, CEO of Outcomes Rocket, a global digital marketing agency specializing in healthcare, with extensive experience in healthcare sales and marketing. Manny outlined the agenda for the podcast episode, titled "Marketing Strategy in 2026 and Beyond," focusing on account-based marketing (ABM). Saul shared his expertise in ABM, highlighting his research and practical strategies for driving pipeline revenue and sales-marketing alignment in healthcare. The episode was set to be produced as an audio podcast with some video clips, running for 20-30 minutes, depending on the content's relevance. Strategic Marketing for Business Survival Saul, a marketing and sales expert with 20 years of experience in healthcare, discussed the importance of strategic marketing to prevent business failure. He highlighted that 50% of businesses fail within 5 years and 97% within 10 years due to lack of product demand, emphasizing the need for a strategic approach over tactical methods. Saul explained account-based marketing as a collaboration between marketing and sales to target strategic accounts that can generate the most revenue, using the 80-20 principle. Account-Based Marketing Strategy Discussion Saul and Manny discussed the principles and benefits of account-based marketing (ABM), emphasizing its effectiveness in targeting large enterprise clients like healthcare systems and its potential for significant business returns. Saul highlighted that only 17.3% of companies fully map out customer journeys, suggesting better documentation could enhance ROI. Common mistakes in ABM include failing to fully commit to the process and not documenting strategies, with only 28% of organizations documenting their content strategy, according to McKinsey research. Business Strategy Documentation Insights Saul discussed the importance of documenting business strategies, noting that only 28% of businesses have documented strategies, which presents an opportunity for those who do. He emphasized the role of human involvement in marketing strategies, particularly in account-based marketing, and highlighted how AI can both help and hinder these efforts. Manny inquired about Saul's service model, and Saul explained their 3D model, which stands for Discover, Define, and Deliver, and involves a thorough analysis of the client's needs in the initial phase. Strategic Planning Framework Shift Saul explained their business strategy shift from being a "doer" of tasks to focusing on strategic planning through a 3D framework of Discover, Define, and Deliver. He emphasized that the first two phases (Discover and Define) are crucial for setting clear goals and creating a roadmap for scalable growth, rather than simply executing tasks. Saul shared that their company learned this lesson through experience, moving away from the "hamster wheel" of constant task execution without clear direction. Structured Marketing for Client Success Saul shared his experience of significantly improving client success and personal job satisfaction through a structured approach to marketing that treats programs like employees with clear responsibilities and objectives. He explained how a healthcare distribution client transformed their marketing strategy by focusing on either awareness or leads rather than trying to achieve both through social media, and emphasized the importance of holding marketing programs accountable for specific outcomes. LinkedIn Sales Navigator Lead Generation Saul discussed strategies for leveraging LinkedIn Sales Navigator to generate leads and measure awareness, emphasizing the importance of setting clear KPIs and holding programs accountable. He shared success stories from working with clients, including creative marketing approaches like content co-creation and webinars, which led to meaningful business growth. Saul advised focusing on one key goal to drive success and highlighted the importance of determining the price one is willing to pay for achieving their goals. Manny invited listeners to learn more about Saul's work through the website outcomesrocket.com and encouraged them to consider the value of his advice in their own business endeavors.   Coach Manny Email:  Manny@MannyNowak.com Website: http://coachmanny.com/ Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ Facebook: https://www.facebook.com/manny.nowak/

    32 min

  5. MAR 10

    198 Why You Need a Podcast

    Podcasting for Business Insights Manny and Vince discussed the upcoming podcast episode, where Vince, as a co-founder and CEO of SBX Productions, will share insights on the importance and benefits of podcasting for businesses and organizations. Vince highlighted his experience as a nationally syndicated radio host and his current role in providing podcasting strategy sessions. Manny introduced the episode's title and housekeeping details, including contact information and the episode's sponsor. Podcasting Career and Marketing Insights Vince Quinn, a former radio host and podcast producer, discussed his career transition from sports radio to podcast production, highlighting his experience working with Angelo Cataldi and his early success in hosting a CBS show at 29. He explained his current focus on helping businesses and individuals leverage podcasts to streamline their marketing efforts across various platforms, emphasizing community building and natural content creation. Vince also shared his approach to podcasting, which aims to reduce the common issue of early dropout by focusing on understanding and appreciating the process rather than solely chasing download numbers. Podcast Strategy and Planning Insights Vince shared insights on podcast creation, emphasizing the importance of starting with a pilot episode rather than multiple episodes. He explained that understanding the strategic goals, business value, and execution plan for a podcast is crucial before launching. Vince highlighted that many shows fail within the first three episodes, and he recommended a two-month planning cycle to ensure alignment and success. Manny agreed with the approach and noted the changing landscape of podcast production. Podcasting Objectives and Success Factors Vince discussed the evolving nature of podcasts, emphasizing that while they can do anything, this flexibility also presents challenges. He compared podcasts to different types of vehicles, highlighting how each serves a specific purpose, and stressed the importance of understanding a podcast's unique goals. Vince also explained that success in podcasting can vary widely, depending on whether the primary objective is marketing, building an audience, securing sponsors, or simply making valuable connections. Podcast Monetization Strategies for Entrepreneurs Vince and Manny discussed monetizing a podcast for entrepreneurs. They explored several strategies, including selling through new conversations, using testimonials and case studies, and leveraging SEO through blog posts. Vince emphasized the importance of defining how the podcast supports either marketing or sales initiatives and suggested reevaluating the offer, audience, and presentation if it's not working. Podcasting Strategy and Consistency Vince and Manny discussed the process of starting a podcast, emphasizing the importance of planning and consistency. Vince outlined key steps, including developing a strategy, defining the show format, creating episode topics, and identifying potential guests. He stressed the need for a regular time commitment, suggesting that consistency in scheduling can help maintain productivity and avoid delays. Manny agreed, sharing his own practice of blocking out specific times for selling, and both highlighted the importance of treating podcasting as a committed part of one's business. Podcasting Success Strategies Vince shared his experience helping a real estate podcast achieve success by establishing a release schedule and refining their focus to highlight strategic partnerships. He emphasized that podcasting requires more effort than many assume and advised focusing on meaningful conversations rather than entertainment. Vince recommended starting with audio and incorporating video clips to maximize reach. He highlighted the importance of authenticity and taking risks to provide unique perspectives. Manny and Vince discussed the misconceptions about podcasting, such as underestimating the work involved and focusing on entertainment rather than business value. Vince offered a free Compass Call to help listeners plan their podcasts and provided his website for more information. Connect with Vince and take advantage of his free offer. Free 15 minute compass call for anyone who wants to talk about starting a new show or improving an existing show. They go to freepodcasthelp.com to sign up.   Coach Manny Email:  Manny@MannyNowak.com Website: http://coachmanny.com/ Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ Facebook: https://www.facebook.com/manny.nowak/

    34 min

  6. FEB 24

    197 Seven Steps to Implement Servant Leadership in Your Organization

    In this episode of the Targeted Lead Generation Podcast, Coach Manny Nowak discussed the principles of servant leadership and its importance in creating a positive workplace environment. Manny outlined seven key steps to implement servant leadership, including assessing current leadership practices, providing training, encouraging open dialogue, celebrating achievements, establishing mentorship programs, promoting well-being initiatives, and leading by example. He emphasized the ROI of servant leadership, highlighting how it fosters trust, engagement, and retention within an organization.   Coach Manny Email:  Manny@MannyNowak.com Website: http://coachmanny.com/ Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ Facebook: https://www.facebook.com/manny.nowak/   Sponsor: Covert Leadership Training - The best in Servant Leadership Training  https://covertleadershiptraining.com/   Looking to discuss servant leadership in more detail? Schedule a 30 minute zoom call with our team: https://calendly.com/mannynowakcalendar/30min

    18 min

  7. FEB 17

    196 Marketing in an AI powered world with Dr Vanitha Swaminathan

    In this episode of the Targeted Lead Generation Podcast, Coach Manny Nowak interviewed Dr. Vanita Swaminathan, Associate Dean of Research and Strategic Initiatives at the University of Pittsburgh, about her book "Hyper Digital Marketing." They discussed the challenges and opportunities companies face in marketing during the AI-powered era, including common mistakes, successful approaches, and the importance of rethinking fundamental business processes. Dr. Swaminathan shared her six-pillar framework for organizations to adapt to the hyper-digital age, emphasizing the need for purpose, cross-functional teams, and a culture shift. They also touched on the misconceptions about AI, the role of human creativity, and the ethical considerations in AI implementation. The interview concluded with advice for audiences to embrace AI, learn about its tools, and view it as an opportunity for increased productivity and creativity. Summary Interview with Dr. Vanita Swaminathan Manny interviewed Dr. Vanita Swaminathan, an associate dean, professor of marketing, and director of the Center for Branding at Pitt Business. They discussed her background, research, and consulting work with major companies. Manny mentioned he had reviewed her book and found it insightful, suggesting it could help sharpen the knowledge of graduates. AI Marketing Strategy Evolution Dr. Swaminathan discussed her book, which explores the evolution of marketing from pre-digital to digital and now to the AI-powered era. He highlighted that many companies are using AI tactically for productivity improvements but emphasized the need for a more strategic approach. Dr. Swaminathan advised companies to rethink processes, reorganize teams, and shift culture to leverage AI effectively, noting that successful organizations focus on cross-functional teams and data-driven decision-making. AI Implementation and Organizational Culture Dr. Swaminathan and Coach Manny discussed the importance of understanding organizational culture when implementing AI tools, highlighting the fear of job loss and the need for AI literacy. They explored successful companies' approaches to AI, distinguishing between traditional AI and generative AI. Dr. Swaminathan introduced a six-pillar framework for rethinking business operations to incorporate AI effectively, emphasizing the need for fundamental reconceptualization and re-engineering of organizations. While examples of successful traditional AI implementation exist, generative AI's impact is still emerging, with innovation often coming from small, agile teams. Hyper Digital Marketing Framework Introduction Dr. Swaminathan discussed her book "Hyperdigital Marketing," which explores the concept of hyperintelligence and its application to marketing. He explained how traditional products and services can be transformed into intelligent, AI-powered offerings and outlined a six-pillar framework, including purpose, Figital (blending physical and digital experiences), platforms, personalization, participation, and partnerships. Dr. Swaminathan emphasized the importance of brand purpose in navigating the AI-driven landscape and provided case studies to illustrate how companies can implement these concepts. AI-Driven Marketing Integration Strategies Dr. Swaminathan and Coach Manny discussed the evolving landscape of marketing, emphasizing the importance of integrating physical and digital channels to create seamless customer experiences. They highlighted the role of tools like augmented reality and artificial intelligence in enhancing lead generation and sales processes, particularly for high-touch sales environments. Manny noted the growing interest in AI among entrepreneurs and the need to refine questions to optimize AI tools' effectiveness. Both agreed that entrepreneurs are well-positioned to leverage AI technology for their businesses. AI Implementation and Human Collaboration Dr. Swaminathan discussed the evolving nature of AI and addressed common misconceptions, emphasizing the importance of context in AI usage and the need for human oversight to enhance productivity rather than replace human creativity. She highlighted the necessity of designing processes for optimal human-AI collaboration and stressed the role of ethical standards and guardrails in AI implementation. Dr. Swaminathan encouraged patience from senior leadership in AI adoption, noting that while immediate productivity gains are visible, more strategic AI applications require time to yield results. She also introduced an upcoming AI Transformation Challenge for 2026 and provided resources for audiences to learn more about AI implementation. WEBSITE: https://business.pitt.edu/professors/vanitha-swaminathan/  SOCIAL MEDIA: https://www.facebook.com/PittBusinessSchool/photos/vanitha-swaminathan-thomas-marshall-professor-of-marketing-and-director-of-the-c/10158297436008280/  https://www.linkedin.com/in/vanitha-swaminathan-5924896 Instagram (vanitha_swaminathan)     Connect with Manny: Email: Manny@mannynowak.com Linkedin: https://www.linkedin.com/in/mannynowak/ Website: http://coachmanny.com/

    33 min

  8. FEB 10

    195 Marketing and the AI Journey - Please Tell Me More

    Aby Varma The podcast episode focused on AI in marketing, where Aby shared his background and expertise in guiding marketing executives through their AI journey, emphasizing the importance of responsible AI implementation and strategic business use. They discussed the challenges and misconceptions surrounding AI adoption in businesses, highlighting the need for careful integration, domain expertise, and the importance of human judgment in AI-driven decision-making. Summary AI Marketing Strategies Discussion Manny introduced the podcast episode on AI in marketing, welcoming Abby Varma as the guest. Abby shared his background as a global business and marketing leader, founder of Spark Novus, and host of the Marketing AI Sparkcast podcast. He emphasized his focus on guiding marketing executives through their AI journey and creating responsible strategies for business growth. Manny and Abby discussed the importance of AI in marketing and the episode's aim to help listeners use AI effectively for better results. AI Marketing Strategy Expert Aby shared his background in marketing and sales, highlighting his 20+ years of experience and his transition into AI during the COVID-19 pandemic.  He emphasized the importance of combining sales and marketing perspectives to enhance marketing strategies, advocating for a data-driven approach that considers the needs of sales teams. Aby also mentioned his role in founding SparkNews about three years ago, where he continues to focus on the intersection of marketing and technology. AI Evolution and Strategic Integration Aby discussed the rapid evolution of AI, particularly generative AI and the emerging concept of AI agents, noting that 2025 marked a shift from basic AI adoption to strategic business use. He highlighted the importance of education and responsible AI implementation, addressing concerns about job displacement and emphasizing the need for strategic integration of AI as an assistant to human workers rather than a replacement. AI Agents vs Traditional Automation Aby explained the concept of AI agents, distinguishing them from traditional automation by their ability to interpret and perform non-deterministic tasks based on guidelines, using Salesforce's Agent Force as an example. AI Strategy and Change Management Aby discussed the importance of viewing AI as a strategic change in operating approach rather than just a tool adoption. He emphasized that successful companies align AI initiatives with their strategic pillars and business goals, while also focusing on employee change management, literacy, and hands-on experimentation. The key success criterion he highlighted was developing an overarching AI strategy for 3 years before selecting specific tools and technologies. Strategic Technology Adoption Insights Aby advised Manny to test new technologies with a small group before scaling up to avoid disruption, drawing from his experience with companies implementing AI and other tools. He emphasized the importance of aligning technology initiatives with strategic goals, rather than chasing the latest "shiny toys," and shared a real example of a company that had to pivot from an AI project to a more strategic go-to-market initiative. Aby also highlighted the critical mistake of ignoring the human element in technology adoption, noting that employees often fear job loss and lack clarity on appropriate AI usage due to inadequate governance and training. AI Implementation Challenges in Business Manny and Aby discussed the challenges and misconceptions surrounding AI implementation in businesses. Aby emphasized the importance of domain expertise and highlighted that AI is not a silver bullet for quick results, but rather a tool that requires careful integration into existing processes. They also talked about the need for patience from executives and the importance of human judgment in AI-driven decision-making. Aby advised listeners to look for case studies and references when seeking AI expertise and to focus on how AI can enhance human capabilities rather than replace them.   How to connect with Aby: https://public.3.basecamp.com/p/GMJKy5M9ifHL7EQkiRNPVhh7 https://sparknovus.com/  https://www.linkedin.com/in/abyvarma/'     Connect with Manny: Email: Manny@mannynowak.com Linkedin: https://www.linkedin.com/in/mannynowak/ Website: http://coachmanny.com/

    35 min
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Targeted Lead Generation means finding the best lead generation methods and techniques for your business. We introduce you to the experts and they teach you on the show. If you are struggling and need more leads, you have come to the right place.

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