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Glen Hellman on Focus, Influence & Building a Polarizing Brand

Max Traylor

There is virtually no argument against focus under the sun, but many of us are still so resistant to it. How does focus play into our personal brands and whether or not we can attract the right customers? How can we create focus when it comes influencing people to work with us, and what are some of the biggest mistakes we make? How do we strategically influence a change in behavior by appeasing the reptilian mind? On this episode, Glen Hellman is back to talk about what gets in the way of focus, and how to get better at influencing people.

"To move or change you must be in pain— because change is a risk." -Glen Hellman

 

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Warren Shiver on Why Most Sales Transformations Fail

Max Traylor

In a sales world so saturated with solutions, processes and methodologies, they all seem to be lacking one key - leadership. Why do 70% of all sales transformations fail? How do we ensure the success of transformations with cultural change and executive buy-in? Why is follow-through so lacking in many sales transformations and what hurdles does it create on the path to successful implementation? On this episode, Symmetrics Group managing partner and author, Warren Shiver shares on how his company is doing sales enablement differently, and what we can learn from the failures of sales transformation.

"In most business functions, technology is an enabler— not the solution in and of itself." -Warren Shiver

 

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Dave Orecchio CMB Case Study Q&A: How to Sell Retainers and Putting Rocks Around Your Clients

Max Traylor

Every entrepreneur needs a healthy dose of two things: optimism and confidence. Of course, it takes much more than that (time, money, your sanity...) but if you're not confident in what you do, it's tough to make it as a business owner.

On this Content Marketer's Blueprint community Q&A, Dave Orecchio of Bristol Strategy Inc. shares how he bootstrapped his company from the ground up, selling CMB engagements with a specific process for qualifying leads and creating proposals. I think you'll get some real value out of the tips and strategies we discuss - I hit a few of the highlights after the jump.  

 

 

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[Beers with Max 14] Pete Caputa on How Agencies Can Stand Out With Data

Max Traylor

It's a special Beers with Max: like Ric Flair but with fewer "Woooos," our guest on this session is a living legend in the business. Beginning in 2009, Pete Caputa helped develop and grow HubSpot's channel partner program into a massive player in the field of marketing automation. Today there are over 2700 agency partners reselling HubSpot and its related services.

He's now the CEO of Databox, a business analytics app that gathers data from marketing automation tools, CRMs, and cloud applications, to display them in one comprehensive dashboard. Not only did Pete fully participate in the show's theme with his snazzy double IPA, he also spilled some tasty advice for marketers and agencies to soak up. 

 

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[Beers with Max 13] Adele Revella on why she hated writing her book - but did it anyway

Max Traylor

It might be episode 13, but we've got plenty of luck with us today on Beers with Max as we welcome in veteran consultant, researcher, and author Adele Revella. Adele is best known as the founder of the Buyer Persona Institute, an organization dedicated to making sure that marketers become experts in understanding how, when, and why people make purchases.

She joins us to talk about giving away what you know, one critical part of buyer personas that gets neglected, and why understanding buyers is more important than ever before. Click play on the recording to commence the flow of knowledge (and beer), and check out some of my favorite moments of the session below:  

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[Beers with Max 12] Keep your sales N.E.A.T. with Richard Harris

Max Traylor

New year, new beer: Beers with Max is back for its second season! To kick off our first show of 2017, we're hanging out with sales training expert Richard Harris. After a successful career in sales & sales management, Richard bootstrapped a sales training firm that has helped startups and global enterprises alike find more success at every stage of the sales cycle.

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Topics: Beers with Max

[Beers with Max 8] Social selling superstar dishes on selling in the new age

Max Traylor

Like tentacles on an octopus but with less suction, there are now eight Beers with Max episodes! On our latest session we're joined by social selling mastermind John Lawson. John is author of the best-selling book Kick Ass Social Commerce for E-Preneurs as well as a digital entrepreneur, strategist and highly sought-after speaker who has hosted discussions and talks on five continents.

Today John joins us for an exciting Q&A on social selling, how the digital age has disrupted the traditional sales process, and what you can do about it. Get your mitts on a cold one and check out the recording below:

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Topics: Sales and Marketing, Sales and Marketing Alignment, Sales, Beers with Max

[Beers with Max 7] Mobile Marketer of the Year Spills Her Secrets

Max Traylor

If you missed us last week, you're in luck: Beers with Max is back again with lucky episode number 7! Grab a four-leaf clover and a cold one and settle in, cause this is one you don't want to miss.

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Topics: Beers with Max, Mobile

[Beers with Max 6] Becoming an Indispensable Partner featuring Steve Lishansky

Max Traylor

It's a big moment in Beers with Max history: we have finally achieved six-pack level! In episode number 6 we are addressing the fundamental shift in the world of sales by discussing what it takes to become an indispensable partner in our clients' success.

If six-pack level wasn't enough excitement for one episode, we've also got a special guest in store for you. Steve Lishanksy is a highly-acclaimed sales trainer, founder of the Institute for Sales Innovation, and author of the best-selling book The Ultimate Sales Revolution. In this Q&A-style episode I ask Steve about today's world of sales and how to really identify what clients are looking for. Hit the jump and bring an umbrella, because it's about to rain pearls of wisdom.

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Topics: Sales and Marketing, Sales and Marketing Alignment, Sales, Beers with Max

[Beers with Max 5] How to get other companies to sell your products and services

Max Traylor

Not the Jackson 5, or even Maroon 5...it's Beers with Max 5! Depending on your point of view, the issue we discuss today is either one of the smartest or laziest questions you can ask: How do I get other companies to sell my offering for me?

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Topics: Sales, Beers with Max, Partner Sales

About Max's blog

Ideas, experiences and my network. This blog is the home base for everything I do and create. One blog for Marketers and one for Agencies.

Come along for the ride by subscribing below. 

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