Latest Growing small businesses Podcast Episodes
The Right Way to Get Quality Referrals
Growing Your B2B Small Business with Robert Poole - April 28, 2021 17:00 - 22 minutes ★★★★★ - 4 ratingsHave you ever been asked by a salesperson after a sale, “Hey, who do you know who would be interested in my product?”. That has to be one of the most annoying and ineffective ways of getting referrals. Let’s talk about how to do it right. Highlights There are strong and weak referrals. A good...
Intentional Culture
Growing Your B2B Small Business with Robert Poole - April 22, 2021 19:00 - 16 minutes ★★★★★ - 4 ratingsIs company “Culture” a fluff statement? I used to think so. We all have a culture in our company, whether we realize it or not. The real question is, is that culture intentional and has your team bought in to it? Culture can either sink your business or turn on the afterburners of growth in your...
Use Spock's Vulcan Mind-Meld
Growing Your B2B Small Business with Robert Poole - April 16, 2021 17:00 - 13 minutes ★★★★★ - 4 ratingsI’m not that smart. Neither are you. Most of us have heard of modeling as a way to shortcut success by learning from those more successful than us. What if there was a way to hyper accelerate this modeling to go even faster and achieve success quicker? Highlights A mastermind is a group of pee...
You Know More Than You Think
Growing Your B2B Small Business with Robert Poole - April 12, 2021 15:00 - 20 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
Hero Interview: Jack Eames-Choose Your Partners Wisely
Growing Your B2B Small Business with Robert Poole - April 08, 2021 15:00 - 21 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
Be Creative and Broke or a Copycat and Rich
Growing Your B2B Small Business with Robert Poole - April 05, 2021 15:00 - 16 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
The Fanatics, the Ambivalent, and the Disgruntled
Growing Your B2B Small Business with Robert Poole - March 26, 2021 19:00 - 19 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
Tell Me a Story
Growing Your B2B Small Business with Robert Poole - March 22, 2021 15:00 - 16 minutes ★★★★★ - 4 ratingsStory telling is a critical strategy in the sales process. In this episode we outline a 4 step process to building stories and give examples of ways that good and bad stories can influence a prospect. Highlights A good story can get the brain to search for similarities to something in your own...
The Difference Between Mediocre and Top Salespeople
Growing Your B2B Small Business with Robert Poole - March 16, 2021 15:00 - 15 minutes ★★★★★ - 4 ratingsThere are 5 traits that separate a poor or average salesperson from a top producer. In this episode we go through each trait offering explanations and examples. Highlights The same sales skills that make a great salesperson are the same skills that leave you feeling satisfied after a purchase....
Clark Kent and the Phonebooth
Growing Your B2B Small Business with Robert Poole - March 11, 2021 16:00 - 11 minutes ★★★★★ - 4 ratingsIn this episode, we talk about the critical nature of understanding the identity of the prospects that you are selling to and how to think about shifting their identity in a way that aligns with your offer. Highlights Sales and marketing process of Hook, Story, and Offer. The Hook is somethin...
Go All Hollywood (or at least model them)
Growing Your B2B Small Business with Robert Poole - March 09, 2021 17:00 - 11 minutes ★★★★★ - 4 ratingsHollywood uses marketing techniques to promote projects far in advance of the release date and this is a great strategy for businesses to use to grow awareness and create a strong launch. Highlights With most companies, their customers heard about a new product or campaign the day it was relea...
Is Cold Calling Dead?
Growing Your B2B Small Business with Robert Poole - March 05, 2021 18:00 - 19 minutes ★★★★★ - 4 ratingsLet's talk about the current state of cold calling for consumers and businesses, some of the reasons that cold calling is still a good prospecting technique, and the value of outsourcing to professional telemarketers. Highlights You should always be asking if you are prospecting in a relevant...
Stop Wasting Your Most Valuable Personal Asset
Growing Your B2B Small Business with Robert Poole - March 01, 2021 20:00 - 14 minutes ★★★★★ - 4 ratingsThis episode is about the importance of managing time in your daily activities as a leader. Keep focused on revenue generating activities and find a way to delegate or outsource tasks to free up critical time. Highlights Most of us spend too much time on non-revenue producing activities. Some...
Making an Offer the Customer Can't Refuse
Growing Your B2B Small Business with Robert Poole - February 25, 2021 16:00 - 15 minutes ★★★★★ - 4 ratingsHow do we create an irresistible offer for our product or service? Let's talk about common reasons that a buyer will reject an offer and some strategies for building an irresistible offer. Highlights Why don’t prospects buy? They Don’t trust you. They don’t see the value. They don’t want to m...
Be a Slacker. Really.
Growing Your B2B Small Business with Robert Poole - February 22, 2021 16:00 - 15 minutes ★★★★★ - 4 ratingsFor all the entrepreneurs and type A personalities - quit trying to achieve perfection. Listen for some strategies to manage perfection when working toward goals. Highlights It is ok to fall short of perfection. Insisting on perfection is bad but focusing on perfection is good. Focusing on p...
Focus On This and You'll Be Out of Business
Growing Your B2B Small Business with Robert Poole - February 19, 2021 00:00 - 15 minutes ★★★★★ - 4 ratingsIt can be very easy to fall into the trap of building your business with straw instead of brick. In this episode we discusses short-term thinking versus long term thinking and why it is critical to focus on the long-term consequences of every decision. Highlights If you build a business that...
Revenue and New Customers Are All That Matters, Right?
Growing Your B2B Small Business with Robert Poole - February 15, 2021 15:00 - 10 minutes ★★★★★ - 4 ratingsWhy it is important to understand the difference between revenue, profit, cash flow, and net cash in the bank? This understanding is critical to a successful business, but it's not as simple as it seems. Listen to find out more. Highlights Revenue and sales are obviously critical. The market ...
Sell Benefits, Not Features, Right? Wrong.
Growing Your B2B Small Business with Robert Poole - February 12, 2021 15:00 - 12 minutes ★★★★★ - 4 ratingsEpisode Summary In this episode, Robert talks about what you should be talking about with clients instead of the traditional features and benefits-based sale. Highlights At some point almost everyone that works at a company is called upon to explain what the company does. Poor salespeople...
Get a New Employee Profitable Quickly
Growing Your B2B Small Business with Robert Poole - February 10, 2021 14:00 - 13 minutes ★★★★★ - 4 ratingsIn this episode, Robert talks about onboarding new hires quickly so that they become an asset quickly so that they can add to the bottom line instead of being an expense. He discusses a new system that his company has recently tried with great success. Highlights It can be difficult to convinc...
Be Premium, Not Bargain
Growing Your B2B Small Business with Robert Poole - February 08, 2021 14:00 - 18 minutes ★★★★★ - 4 ratingsEpisode Summary In this episode, Robert talks about the trap of competing on price, the consequences of the strategy, and how to really position your company to grow. Highlights If you are the low-price leader, it can attract the wrong types of clients to the business. Most of them are not ...
Selling the Meeting
Growing Your B2B Small Business with Robert Poole - January 15, 2021 17:00 - 16 minutes ★★★★★ - 4 ratingsThe most important concept for getting a meeting with the right decision-maker, is convincing them that it’s in their best interest to take time to meet with you – you need to demonstrate that you’re either going to save them money, make them more money, make life easier, improve their image, or...
More New Year’s Goal Setting? Ugh. Please, No.
Growing Your B2B Small Business with Robert Poole - January 01, 2021 18:09 - 14 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
Raise Your Prices
Growing Your B2B Small Business with Robert Poole - December 31, 2020 16:59 - 14 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
Combat Force Multiplier
Growing Your B2B Small Business with Robert Poole - December 30, 2020 17:00 - 14 minutes ★★★★★ - 4 ratingsDo you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies...
Scope - A Danger or a Stress Reliever
Growing Your B2B Small Business with Robert Poole - December 23, 2020 17:00 - 17 minutes ★★★★★ - 4 ratingsHighlights “Without clearly defined rules, parameters, and expectations, we can easily get ourselves in a bind when we don’t deliver what the customer expects.” “It goes the other way too – if the customers are not given specific expectations as to their responsibilities, you’re going to find ...
Selling to the Wrong Customers
Growing Your B2B Small Business with Robert Poole - December 21, 2020 17:00 - 14 minutes ★★★★★ - 4 ratingsHighlights We need to find ways to take on clients that fit our business culture and expectations, and someone who we enjoy working with. “Life is too short to spend around people you don’t like.” “Money is great, but at the end of the day, if you’re not getting the satisfaction of knowing yo...
The Most Noble Profession
Growing Your B2B Small Business with Robert Poole - December 18, 2020 17:00 - 12 minutes ★★★★★ - 4 ratingsThere is a common misconception that sales people are sleazy, unethical, and greedy. Sales is seen as a sort of low-end profession. Robert reminds us that without salespeople, there would be no functioning economy – so we should be thanking them for the conveniences we have every day. Robert te...
Be a Hero
Growing Your B2B Small Business with Robert Poole - December 16, 2020 17:00 - 13 minutes ★★★★★ - 4 ratingsIn this episode, Robert talks about the importance of your role as a business owner – this could apply whether you’re in B2B or in B2C. Robert reminds us that small businesses make up the vast majority of all existing businesses – the Fortune 500 or major corporations account for a very small p...
Your Customers Are Confused
Growing Your B2B Small Business with Robert Poole - December 14, 2020 17:00 - 14 minutes ★★★★★ - 4 ratingsIn this episode, Robert talks about how we tend to confuse customers and how we can remedy that. Consumers nowadays are overwhelmed with choices – we see this in shopping centers where we can choose between 15 different kinds of soaps, or on Netflix where there are thousands of shows. This mean...
The Most Powerful Force in Your Life
Growing Your B2B Small Business with Robert Poole - December 03, 2020 17:00 - 13 minutes ★★★★★ - 4 ratingsIn this episode, Robert talks about the power of influence that the people you surround yourself with have on you – whether physically or virtually. Robert tells us about his experience in the army and his experience with the concept that “we become like those around us.” We learn about the 3 s...
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