[Legacy post: Small Business Talent] My guest on the podcast today, Peter McLaughlin, is a salesman at heart. In his 25-year career he’s run the gamut, from serving as Sales and Marketing Director for a Wall Street publisher, to selling to the C-suite in the technology and healthcare sector, to his current role as a business-to-business sales trainer, speaker, coach and consultant.
One of factors that sets Peter apart from other sales experts is his deep knowledge of Neuro Linguistic Programming (NLP), direct and indirect language patterns and hypnosis. He’s been studying the principles and practice of subconscious influence since his certification as a hypnotherapist almost a decade ago. It was this education and his subsequent work as a hypnotherapy practitioner that led him to combine the skills of two worlds that rarely, if ever, intersect – sales and subconscious persuasion.
In 2013, Peter wrote Becoming the Customer: Empathy, Influence and Closing the Sale, a fascinating book that we’ll be discussing today. In his role as owner of BTC Sales Development Peter leads sales trainings on the theoretical underpinnings and the practical techniques described in his book.
Peter’s unique approach to sales training and coaching helps his clients to master the human-to-human aspect of effective selling. Of course, that’s vital to all of us as self-employed professionals — so don’t miss this interview — scroll down to the Podcast Player and listen now!
[Legacy post: Small Business Talent] My guest on the podcast today, John Bell, spent 19 years as a self-employed global strategy consultant to some of the world’s most respected corporations. Before launching his consulting practice in 1994, John also served as CEO for a major consumer products company in Canada.
John is a prolific writer. His excellent articles on strategy, leadership, and branding have appeared in various marketing journals and business publications, including Fortune and Forbes.
John’s new book, Do Less Better: The Power of Strategic Sacrifice in a Complex World, has its roots in his early career. At that time, John and a young leadership team faced the daunting task of resurrecting a struggling company with a complex range of products. He and his team took steps that few business leaders do, setting aside their own egos and trimming down the product portfolio. The business that remained grew rapidly because they had fewer distractions and were able to focus on running it far more effectively.
The lessons John learned by facing down this kind of adversity served him well throughout his career as a CEO and then as a solo consultant. The bottom-line? He learned that “smart sacrifice” is the surprising secret to success.
So, are you ready for some no nonsense advice on how to take your business to the next level of achievement and personal fulfillment? If you said yes, then get ready to take some notes – this is a fascinating interview. Scroll down to the Podcast Player below and listen now!
[Legacy post: Small Business Talent] My guest on the podcast today, Paulette Ensign, had no idea she would sell over a million copies of her 16-page booklet, 110 Ideas for Organizing Your Business Life, (without spending a penny on advertising) when she wrote it in 1991.
Paulette has been monetizing her content, and that of her clients, for decades now. In the process, she has used radio and TV shows, teleseminars, speaking, in-flight audio programming and much more to leverage her promotional efforts and generate more revenue.
Paulette has also had hundreds of articles published by and about her, and has contributed to more than a dozen books on publishing, business, personal growth, and marketing. As Founder and Chief Visionary of TipsBooklets.com, she has more than 30 years of experience working with solo entrepreneurs, small business owners, corporations, and professional associations in numerous industries worldwide.
If you’re like most solo professionals, you’ve probably been creating content and social media posts with the hope of generating more leads and sales. Today, Paulette is here to share an approach to monetizing your content that’s different than the typical B2B marketing advice we’ve all heard. Scroll down to the Podcast Player below and listen now!