90 episodes

A show that deconstructs world-class deal makers, digging deep to uncover the philosophies, tools, and tactics entrepreneurs can use to put together the biggest deals of their careers.

Master Deal Maker Secrets Master Deal Maker Secrets

    • Marketing
    • 5.0 • 5 Ratings

A show that deconstructs world-class deal makers, digging deep to uncover the philosophies, tools, and tactics entrepreneurs can use to put together the biggest deals of their careers.

    Episode 088 - Compound Marketing with guest Dan Norris

    Episode 088 - Compound Marketing with guest Dan Norris

    Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
    This week we have an amazing guest with us, his name is Dan Norris. He is a serial entrepreneur, award-winning content maker, international speaker, and author of six books, including a new one, Compound Marketing which we're going to be talking about today.
    I wanted to have him on the show so he could talk with us about this topic in particular, but first, let me tell you a bit about his background.
    After failing at entrepreneurship for seven years, he founded wpcurve.com, a worldwide team of WordPress developers, providing unlimited small fixes and support 24/7 for a low monthly fee. It became profitable in 23 days, and some years later it was sold to GoDaddy.
    With over 65,000 copies sold, Dan's books have been translated into 13 languages and inspired thousands of people around the world to launch their businesses. Dan currently works full time as co-founder and CEO of Australia's fastest-growing craft beer breweries, Black Hops Brewing.
    Dan is now in his 15th year as an entrepreneur and over those years his ideas around what an entrepreneur is, and how to build a business, have changed a lot.
    His University lessons in Marketing weren’t really of good use, but even as a business owner for many years, he found himself in the recurring habit of looking for someone to give him the answer. Seeking permission.
    It didn’t work, but what did work was spending years piecing together a new way of marketing through trial, error and some chance encounters with generous people.
    I'm super stoked to have him on the podcast, and we're definitely going to be talking about the brewery, but mostly about the new book because Compound Marking is the way Dan has built his businesses.
    If you don’t know what it is, or even if you do, I´m sure that Dan’s thoughts on this matter will help you a lot.
    He has worked this way for several years and he has found that businesses can work with a far below average spend on marketing and advertising. While most businesses spend 7-10% of their revenue on marketing, there are plenty of modern great businesses out there who spend just 0-1% and they do great.
    How can that be done? Well, what can be better than learning how from someone who has done it himself?
    If you want to implement this way of doing things too it will give you a pretty decent advantage.
    So, if you want to know how Compound Marketing works and what is in store for you if you choose to make use of it, I really encourage you to listen to this interview.
    To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
    Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
     

    • 59 min
    Episode 087 - Aggresive vs Conversational Sales

    Episode 087 - Aggresive vs Conversational Sales

    Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
    Today we're going to be talking about a very polarizing topic, the aggressive close versus the conversational close.
    Some people may argue that having an aggressive attitude with your clients, pushing them relentlessly towards a certain goal regardless of the circumstances is a good thing because you are getting them on board quickly and effectively, straight to the point.
    But is this a good practice in the long run? I'm going to give you my take on it. It is my version of the truth. Is it the only version of the truth? No, but I think you'll find it interesting and useful.
    To be clear, what I understand for an aggressive approach is closing the deal at all costs, don't letting the client go, don't letting them off the phone, don't letting them out of your sight until you've got the signature on the dotted line.
    You may find it useful, some people might go with it, but when it gets to the point where there's an imbalance, and it becomes more about you wanting to hit a number or get an outcome, leaving the concern of adding value and helping somebody out of the equation, that's a problem.
    If you don't plan on being in that role for very long maybe it will work. But long-term, word of mouth, especially if you live in a small place, is going to reflect badly on you.
    Remember that the way your clients feel about you is essential, people that have gone through the ordeal of working with unpleasant manners are very unlikely to subject anybody that they know to the same experience.
    So, this is a problem among people that get into sales. Think about it, everyone who starts in this business understands that they have to get good at it, so they learn what they believe is what they should be doing. These inexperienced people could learn that from somebody who has a very aggressive, hardcore, closed approach thinking that’s the best way to go.
    What I'm about to share with you is my take on what I believe, and what I have seen to work most effectively both short and long term. If you are interested, I really encourage you to join me in this episode as we'll talk about this topic in detail.

    To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
    Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
     

    • 13 min
    Episode 086 - Maximum Impact With Your Message with guest Matthew J Peters

    Episode 086 - Maximum Impact With Your Message with guest Matthew J Peters

    Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
    Today I’m super excited because we have an amazing guest with us, Matthew Peters. He is the CEO and founder of Asynd Media, an Academy Award winner, and two-time Amazon bestseller and he’s helping elite-level entrepreneurs become the preeminent voice in their space. His media and messaging strategies focus on clear communication and compelling calls to action. 

    Matthew has a lot of experience in modern media and has gone very deep into all sorts of the different aspects of producing videos, podcasts, magazines, books, and this December, his first Documentary Film. So, I thought it would be really valuable for you to listen to what he has to say about the three core elements of creating maximum impact with your message.  

    He's actually the producer of my podcast and he has helped me a lot in this journey, so I am convinced that his way of doing things works. 

    If you happen to be a content creator (or if you are interested in becoming one), you have to know some things about how to get your best content out there in front of as many of your key prospects as possible. You also have to have a deep understanding of your content and your role as a leader because those elements are key in having your message spread throughout the world.  

    As Matthew says, ‘no one is going to follow a wanderer.’ As human beings, we constantly look towards people with certainty. When someone doesn’t have it, we notice, and we distance ourselves from it. If you don’t project certainty, your chances of producing deep connections and meaningful interactions are reduced significantly. 

    So, as you can see, there are a lot of elements involved in being able to get your voice to be heard. Often the process can be discouraging if you don’t see any progress after investing some time and effort in your message through blog posts, podcasts, videos, or even books. The thing is, dedicating your energy to creating content without the proper knowledge and assessment is very likely going to get you stuck and keep you there indefinitely. 

    So, what can you do about it?  

    Fortunately, Matthew is here to illustrate how you can carry on with this process in a way that works well for you and your audience. We’re going to be talking about each one of the core elements in detail so you have a better understanding of how modern media works and how you can take advantage of it, save heaps of time and propel yourself out there into the marketplace.  

    If you are interested, I really encourage you to listen to this interview. 

    To learn more about how Matthew and the great people at Asynd Media can help you get your message super clear, your calls to action even more compelling and your presence elevated and your influence expanded, reach out to him over at https://AsyndMedia.com 

    To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
    Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

    • 38 min
    Episode 085 - Taking Responsibility

    Episode 085 - Taking Responsibility

    Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
    Just as in any other profession, being in business merits that every now and then you hold a mirror up, and go, okay, where am I at? What are my results?
    What I’ve found over the 17 years I’ve been a sales coach, consultant strategist, and another 20 years in business prior to that, is that when things go wrong there are one of two paths that you can take. You can blame circumstances and other external things to yourself for your results, or you can take responsibility for the role you take in those circumstances.
    These two have different outcomes. Today we are going to talk about what they are, and about the consequences of choosing one over the other.
    Let’s be honest, the list of things that you could blame is huge and quite handy at first glance. You can blame the economy, the competition, all sorts of things. But by doing so you are also disempowering yourself for a number of reasons.
    If you think about it, when you're blaming where you are on other things, then the only way that you can change those circumstances is if those external things change. In order to fix something that’s wrong you first have to have control over it. How can you have any control over something if you are not taking responsibility for it?.
    But, what is the payoff? there must be something people get out of avoiding these responsibilities, otherwise, we wouldn’t be talking about it. Is it worth it in the end?
    Today we are going to be discussing these questions so you can evaluate your situation and decide which path you want to take. I’d also like to share with you a personal experience that taught me a very valuable lesson about this some time ago, hoping it will help you.
    So, if you are interested in learning more about this I really encourage you to listen to this week’s episode.
    To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
    Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
     
     

    • 18 min
    Episode 084 - The Four Decision-Makers in Large Enterprise-Level Sales

    Episode 084 - The Four Decision-Makers in Large Enterprise-Level Sales

    Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
    Today we are going to be talking about the four decision-makers that you need to be aware of in higher ticket sales. These are the people that have the most influence over the decision-making process so, especially in enterprise-level purchases, you have to know who they are and understand how their process works if you want them to buy from you.
    You know, when you're selling to a small business, with one owner, who’s got just a small team employed you really only have one or perhaps two people that you've got to get across the line. In a bigger organisation there are a number of different decision-makers so, the complexity is higher.
    One of them, probably the most heard of, is the economic buyer. He or she is the person that has the final sign off in terms of the money, the one that can sign the check. There is a certain school of thought that says that we need to get in front of the economic buyer and that's the only person that we need to be worried about, that’s not true.
    It is a mistake people make quite often. They just try to sell to the economic buyer, they pitch their proposal to him and they don’t bring the other decision-makers into the process. Eventually, the whole thing gets sidetracked.
    In fact, the economic buyer usually has a pretty big influence in the decision-making process but, what about the technical aspects of the purchase, who takes care of making sure that whatever it is that the company buys is compliant? Have you considered how important is his or her influence over the final verdict?
    There are other aspects as well that you have to consider because these big companies take care of evaluating many different aspects of a product or service before signing that check.
    The thing is, there is no common rule. In every company the decision-makers are different and have different levels of authority, you may have to deal with two of them or you may have to deal with all four at once, that’s why you should be prepared.
    So, if you want to know what these decision-makers are, I really encourage you to listen to this episode. I’m confident you will get something very useful out of it.
    To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
    Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

    • 11 min
    Episode 083 - How to Build Product Knowledge into Your Sales Conversations

    Episode 083 - How to Build Product Knowledge into Your Sales Conversations

    Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
    When you are selling a product, you and whoever is working with you must know some things about it, right? How it works, what it does, fairly technical stuff.  
    You’d think that would be enough to make people want to buy it because you are being clear with its specifications and providing useful information to your clients, but is that approach really making people buy? Well, the answer is no, at least not on its own. 
    Today, I want to talk about a really important subject which is how to build product knowledge into your sales conversations.  
    Let’s be clear, product knowledge is necessary and very useful but when it is driven into a conversation without the proper timing and without building some rapport with the client it really does not provide good value for them. Your client doesn't care about your product until they understand that you understand their problem. 
    This is essential because, nine out of ten times, it looks like the only thing salespeople learn in their training is all of the technical aspects of the product. That leaves a huge gap in the learning process. 
    Obviously, the more technical the product is, the more stuff that they need to know, and the more stuff they need to know, the more they start to bring that knowledge into a conversation with a client. 
    What ends up happening is, on one side, you've got all of this product knowledge that forms part of this conversation, but on the other end, you've got the actual sales process and the process that you need to bring a client through in order to maximise the possibility of them actually buying something, and often they exist as two separate things. 
    So, what I want to tell you is how you can approach any sales conversation and any sales training in a way that both aspects get taken care of. This is a very useful tool that works everywhere, so you will see good results disregarding the product you sell.  
    If you want to know how to do it, I encourage you to listen to this episode. Believe me, it is really simple and rewarding to incorporate. 
    To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
    Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

    • 12 min

Customer Reviews

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5 Ratings

5 Ratings

NancyMarmolejo ,

Behind the scenes and in the minds of sales masters

As a business owner, I find it so important to stay plugged in to what people are doing in sales because that's the part of business where our inner game makes all the difference. John's guests are raw, real and all in. (Jody Jelas cracked me up!) Great motivation and reminders of what to do to stay in the game!

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