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    Marketing

    Inside BS Show

    Would you like to work with better clients, make more money, and build a business that gives you true freedom?

    Have you struggled with the loneliness that comes with working long hours and solving the dozens of complex problems you face as an entrepreneur?

    Do you ever feel like the most valuable business secrets are shared behind closed doors—where only insiders have access?

    Welcome to The Inside BS Show—your daily invitation to step behind the velvet rope and into the room where real business leaders talk strategy, success, and scale.

    These are your people. They’ve been where you are, and they’ve gone where you want to go. But most importantly, they feel your pain and can help it go away.

    If you’re an entrepreneur, CEO of a private company, or leader of a professional firm, this show is your secret weapon.

    On each show we break down the business growth strategies that insiders use to win—revenue generation, building influence, succession planning, hiring top talent, navigating legal minefields, and crafting an exit strategy that maximizes value.

    But this isn’t just a podcast—it’s a community. We don’t just talk at you; we bring you into the conversation.

    Your host, Dave Lorenzo (The Godfather of Growth), gives you an exclusive front-row seat to the insights, strategies, and behind-the-scenes conversations that drive business success.

    A new episode drops each Wednesday at 6 AM.

    Want to connect with Dave? Call (305) 692-5531.

    What are you waiting for? Join us ON THE INSIDE.

    Advertise
    • Apple Podcasts
    • Google Play
    • Spotify

    Latest Episodes:
    How to Coach a Great Sales Team | 400 Nov 07, 2021
    Show notes

    How to Coach a Great Sales Team

    We often focus on Sales Managers as guardians who protect the company from things that could happen if the salespeople get "out of control." Sometimes Sales Managers are viewed a compliance officers who get the reports done on time and hold meetings that are mundane and tedious.

    If you want to be one of the great sales leaders in your company and in your industry, become a coach who gets the best out of your team each day. Today's show is a guide to doing that.

    Chapters:
    00:00 How to Coach a Great Sales Team
    00:35 To Build a Great Sales Team Hire Based Upon Personality
    04:50 Talent Knows Talent - Hire Based Upon Referrals
    05:48 To Motivate a Sales Team Focus on What Individuals Want
    07:40 To Get The Most from The Members of Your Team Outline Expectations Up Front
    08:37 Great Sales Managers Focus on Building a Winning Culture


    5 Secrets to Selling to the CEO | 398 Nov 06, 2021
    Show notes

    5 Secrets to Selling to the CEO

    The best way to grow your business is to connect with and sell to the CEO. Today's Inside BS Show gives you five secrets to getting in front of the ultimate decision-maker in any business.

    Chapters:
    00:00 How to Sell to the CEO
    00:49 Get Walked In
    03:17 How to Get an Intro to a CEO
    04:30 To Sell to CEO BE Invited In as an Expert
    05:10 Use an Ascension Strategy to Sell to the CEO
    07:05 Sell to the CEO by Using a Common Interest or Hobby
    08:09 Connect with and Sell to the CEO with Persistent, Professional Communication


    The Day I Almost Died Changed the Way I Think About Business and Life | 397 Nov 05, 2021
    Show notes

    The Day I Almost Died Changed the Way I Think About Business and Life

    Where are you right now, in your career and in your life?
    Are you where you thought you would be?
    Does your business enhance your life or detract from it?

    One cold winter morning ten years ago I was not focused on those three questions. I was not focused on anything. I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway. Everything below my shoulders was numb.

    My mind was making up for the lack of motion in my body. It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return. I was thinking about my priorities. I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist.

    It is amazing how your life can change in a split second.

    Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch. I could have sent a messenger with the file. I could have emailed the documents. I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback.

    I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk. I was not on my mobile phone. I was not distracted. I was thinking about crossing the street.

    When the Yellow Cab hit me time stood still. I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud. I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab. I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance.

    Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers. The only thing louder than the annoying hum of the equipment was the sound of my thoughts. Thoughts of things I had yet to do. Things I had put off. Quality time I had not spent with people in my life that really mattered.

    Things worked out for me after that day…in more ways than one.

    By the grace of God, I suffered no lasting injuries from that accident. But it served as a wake-up call. I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy. I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate. I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.

    Timestamps:
    00:00 The Day I Almost Died Changed Everything - Intro
    00:45 Dave Lorenzo's Taxi Cab Story
    06:30 Is Your Business FREE or is it FAKE?


    6 Most Powerful Sales Questions to Open Doors and Close Deals | 396 Nov 04, 2021
    Show notes

    6 Most Powerful Sales Questions to Open Doors and Close Deals

    Today Inside BS Show is all about Opening Doors and Closing Deals. If you want to be great at consultative sales, you must watch today’s show.


    6 Steps to Manage a Sales Team Effectively | 395 Nov 03, 2021
    Show notes

    Today we discuss how to manage a remote sales team and Dave Lorenzo shares some remote sales representative success tips.

    As we enter a post-pandemic world, we face the reality that most of the sales representatives who work with us will be working in a remote environment. This means they will not start and end their day at an office. In stead, they will be starting their day from home, approaching their prospects on their own and setting their own strategy for sales success.

    If you're managing a remote sales team or if you are a remote sales representative these success tips will help you enormously.

    Timestamps:
    00:00 6 Steps to Manage a Sales Team Effectively
    00:19 Set Clear Expectations
    02:24 Check-In
    03:45 Have a System
    05:06 Focus on Outcomes
    07:44 Use Video to Help Sales Representatives Improve
    09:46 Secret to Remote Sales Team Growth and Success


    10 Ways to Improve Your Sales Process and Increase Your Business | 394 Nov 02, 2021
    Show notes

    10 Ways to Improve Your Sales Process and Increase Your Business

    What can we do to increase sales? The answer to that question is my list of 10 simple ways to increase your sales. All you need to do to grow your sales results is to follow along with this check list. Some of the things we include are:

    -- Facebook and Google advertising to increase sales
    -- LinkedIn Outreach to grow revenue
    -- Cold email as a business development strategy
    -- Speaking engagements
    -- Direct mail
    -- Events
    -- Writing articles
    -- Joint Venture Mailing
    -- Joint events
    -- Educational videos (like this one)

    And for sales tip number 11 I share a killer secret designed to help you make more money immediately.

    Enjoy this video on ways to increase sales and let me know down in the comments what other questions you have about sales strategy.

    Chapters:
    00:00 Introduction to 10 Ways to Improve Your Sales Process and Increase Your Business
    00:20 Online Advertising As Part of Your Sales Process
    02:43 LinkedIn Outreach to Increase Business
    03:22 Add Cold Email to Your Sales Process to Increase Business
    04:31 Speaking Engagements will Increase Your Sales
    05:26 Events You Host Will Help Boost Sales in Your Business
    07:25 Writing and Posting Articles
    08:14 Joint Venture Mailings Will Increase Sales Dramatically
    09:47 Joint Venture Events Are a Certainty to Increase Sales
    10:41 Educational Video Works Like Magic to Increase Sales
    11:45 Killer Secret to Increase Sales the easy way


    How to Teach Your Sales Team Consultative Sales Approach | 393 Nov 01, 2021
    Show notes

    This is a great Inside BS Show that will give you the step-by-step guidance necessary to teach your sales team a consultative sales approach. If you are looking for a a great consultative sales tutorial or consultative sales training session, look no further. This is it.

    Chapters:
    00:00 How your Approach to Sales Can Be a Competitive Advantage
    00:34 When You Focus on Relationship Sales You help the Client Achieve Their Goals
    01:55 If you Focus on Consultative Sales, everyone wins
    02:03 To Grow Relationships You Interact and Not Interrupt
    02:44 If You Don't Get a Deal Today, with Consultative Sales, you'll Get a Deal in the Future
    03:12 Consultative Sales Builds Long Term Loyalty
    04:00 Consultative Sales Makes your Business Resistant to Economic Issues
    05:51 The Step-by-Step Guide to a Consultative Sales Approach


    Why and How To Create a Marketing Plan: A Step By Step Guide | 392 Oct 31, 2021
    Show notes

    Why and How to Create a Marketing Plan: A Step By Step Guide

    Today’s Inside BS Show is all about your marketing plan. Yes, your business needs one and today, Dave Lorenzo teaches you how to create a marketing plan for your business.
    Here is your step-by-step guide to creating a marketing plan.

    Chapters:
    00:00 Why is a Marketing Plan Important to Your Business
    00:17 A Marketing Plan is a Roadmap to Growing a Business
    00:46 A Marketing Plan Helps You Stay Focused
    01:27 A Marketing Plan is a Checklist for Your Daily Activity
    02:00 A Marketing Plan Will Help You Target the Right Clients
    03:04 Your Marketing Plan Will help You Attract Great Referral Sources
    04:50 A Great Marketing Plan Will Add Value to Your Business
    05:55 Here is Your Free Marketing Plan. Download and Customize it for Your Business


    How to Get More Referrals | Million Dollar Sales Script | 391 Oct 30, 2021
    Show notes

    How to Get More Referrals | Million Dollar Sales Script

    Many people are uncomfortable asking for referrals. They feel awkward, salesy or pushy asking people to introduce them to future clients.

    There is no need to feel this way ever again.

    Watch as Dave Lorenzo demonstrates how to ask for referrals. He actually gives you a script you can use right now, in your business.

    Chapters:
    00:00 How to Get More Referrals | Million Dollar Sales Script
    00:15 Introduction
    01:00 The First Question You Ask In a Referral Conversation
    02:09 The Follow Up That Keeps People Talking
    03:00 The Question that Makes You a Valuable Partner for a Referral Source
    04:11 How to Practice Your Referral Script (and Why You Need to Practice)
    05:12 How to Unlock Someone's Referral Potential
    05:55 Using Stories to Get People Comfortable and Into a Referral Mindset


    6 Ways Sales Managers Help Their Team Make More Money | 390 Oct 29, 2021
    Show notes

    6 Ways Sales Managers Help Their Team Make More Money

    If you want to be successful as a sales manager, this Inside BS Show is a MUST WATCH event. On today’s show, Dave Lorenzo shares the 6 ways sales managers help their sales representatives make more money.

    Chapters
    00:00 6 Ways Sales Managers Help Their Team Make More Money Intro
    00:20 Sales Managers Must Streamline Customer Service
    01:30 Sales Managers Can Help Their Sales Team by Being Proactive with Accounts Receivable
    03:10 Giving your Sales team Outstanding Administrative Support is a Great Way a Sales Manager Can Help the Sales Team
    04:37 Stop Holding Sales Meetings
    05:46 Allow Your Sales Team to Introduce Their Clients to Each Other
    06:55 Sales Managers Help Their Sales Team by Fighting for them to Get Paid on Time


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