Summary In today's episode, I break down how GPT and large language models will reshape sales roles by automating the language-heavy parts of the job. Here's what this means for you. You will save enormous time on administrative work and craft sharper, more personalized outreach that actually lands with each prospect. You'll also learn these…
Summary In today's episode, I discuss why value is entirely relative and depends on context, using personal airline seating stories to drive the point home. Here's what this means for you. You discover how the mental comparisons customers make shape whether they see your product as worth buying. You'll also learn these concepts: how context…
Jake asks, “Can you talk about tone of voice and how to try and keep it consistent between sales and marketing?” If there’s a big difference in tone between sales and marketing, it means that your messaging is not unified. This can be a problem if there’s no governance or plan in place. To fix…
Summary In today's episode, I break down how agency owners can keep clients renewing month after month by matching the value they deliver to the value they charge. Here's what this means for you. You gain a simple framework that turns renewals into a confidence-building routine rather than a recurring sales pitch. You'll also learn…
The role of brand is to create trust. Brand is a series of experiences and the cumulative impact, and ultimately the outcome we’re after is trust. Thus every bit of marketing that touches branding MUST be about building trust for it to succeed in the big picture. Can’t see anything? Watch it on YouTube here.…
Jamie asks, “How can marketing help report on Sales and use analytics to improve sales?” Watch, listen, or read to find out my answer. Can’t see anything? Watch it on YouTube here. Listen to the audio here: Download the MP3 audio here. Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors…
Summary In today's episode, I explain how marketing can report on sales and use analytics to drive better sales performance. Here's what this means for you. You'll gain a framework for thinking about the relationship between marketing and sales functions and how data can bridge them effectively. You'll also learn these concepts: building a full…
Summary In today's episode, I break down the most common objections you face when selling data science and analytics services to companies, and why those objections usually have nothing to do with price. Here's what this means for you. You discover that most buyer pushback signals a failure to communicate value and results rather than…
Summary In today's episode, I explain why selling analytics is so hard and reveal the one shift that makes the sale work. Here's what this means for you. When you stop selling the analytical process and start selling the outcome your customer actually wants, your pitches land and your deals close. You'll also learn these…
Summary In today's episode, I walk through how to develop a winning strategy for targeting larger clients by understanding their purchasing process. Here's what this means for you. You'll discover that mapping your tactics to how buyers actually make decisions beats any one-size-fits-all approach. You'll also learn these concepts: how informal and formal procurement systems…
