Liston Witherill

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Heavier than a boat anchor

By Liston Witherill / April 23, 2019 / Comments Off on Heavier than a boat anchor

When Tesla kickstarted the hype machine for the release of their Model 3, it was fueled by a simple and attractive promise. Namely, that they’d finally mass-produce a car, and it would be $30k. All of that Tesla tech, over-the-air software updates, insane mode, and the social status to boot for the low low price…

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Ep020 – How to Establish Authority with Bob Lalasz

By Liston Witherill / April 23, 2019 / Comments Off on Ep020 – How to Establish Authority with Bob Lalasz

One of the most powerful ways to establish authority is through thought leadership. It is all about sharing ideas, insights and valuable information to your target audience with the goal of solving their problem and improve lives. Being a respected expert is essential in new customer acquisition and retention. Acting as a visionary expert makes…

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Ep071 – Lead Qualification Using AI with Francis Brero of MadKudu

By Liston Witherill / April 17, 2019 / Comments Off on Ep071 – Lead Qualification Using AI with Francis Brero of MadKudu

Fast-evolving AI and machine learning algorithms are helping sales and marketing teams engage elusive prospects more contextually than in days prior. They do this by accurately picking up on signs that indicate a shift in a prospect’s readiness to enter the buyer’s journey. Today, our guest is Francis Brero from MadKudu. MadKudu is a software…

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Ep019 – Building a Personal Brand While Running a Successful Agency with Kurt Schmidt

By Liston Witherill / April 16, 2019 / Comments Off on Ep019 – Building a Personal Brand While Running a Successful Agency with Kurt Schmidt

A personal brand is one of the most powerful ways to differentiate you and your company from the competition. Developing a personal brand in the digital age requires a whole lot of time, strategy, and patience. My guest today is Kurt Schmidt of The Foundry, who prides himself on being an inspirational leader who solves…

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Ep070 – Managing Remote Sales Teams with Derek Rahn of Lead Genius

By Liston Witherill / April 10, 2019 / Comments Off on Ep070 – Managing Remote Sales Teams with Derek Rahn of Lead Genius

With the rise of digital entrepreneurs came the need to have virtual teams. Finding remote employees and getting them on board is one part of the equation. Then comes the time to start managing them. Today, our guest is Derek Rahn. He is the VP of Sales over at Lead Genius. Derek manages his own…

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Ep018: Lead Qualification Process That’s Automatic, with Tom Miller

By Liston Witherill / April 9, 2019 / Comments Off on Ep018: Lead Qualification Process That’s Automatic, with Tom Miller

Leads can be acquired in many different ways, from referrals through customers, white papers, social media and more. Deploying a survey with customized questions will help you be sure that you’re only talking to the most qualified people, who are most likely to buy. My guest today is Tom Miller, founder of Email for Experts.…

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(Rebroadcast) Ep046: Expanding and Derisking a Large Account

By Liston Witherill / April 3, 2019 / Comments Off on (Rebroadcast) Ep046: Expanding and Derisking a Large Account

We’ve all heard the saying “Don’t put all your eggs in one basket.” If you have more than one income stream, you still have a source or two if one of those streams dry up. If you get it right, diversification could be your biggest driver of growth and profitability. In this episode, you’ll learn…

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Ep017: Conference Networking Tips with Andy Storch

By Liston Witherill / April 2, 2019 / Comments Off on Ep017: Conference Networking Tips with Andy Storch

One of the main reasons we go to conferences is to make new relationships. Understanding how to network at a conference, and going in with the right strategy, can be a turning point for your business or career. My guest today is Andy Storch, from Advantage Performance Group. He reveals his strategy to network efficiently…

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Too many choices = bad

By Liston Witherill / March 27, 2019 / Comments Off on Too many choices = bad

How you sell isn’t as relevant as the compelling story you tell while you do it. One of the biggest problems I see with selling services is we tend to be too “me” focused. “Here’s why I’m the best…” “We solved that exact problem for a client once…” “We focus on 14 primary service lines…”…

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Ep069: Order Takers in Sales, and How to Not Be One

By Liston Witherill / March 27, 2019 / Comments Off on Ep069: Order Takers in Sales, and How to Not Be One

Consultants fix problems and identify opportunities for their clients. That’s how you apply your expertise. The inverse of that would be to just do whatever your client wants. There’s two issues with this: you’re abdicating your role and responsibility as a consultant; and your client isn’t the expert, you are, and therefore they not know…

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