[Legacy post: Small Business Talent] If I ranked my guests based on their sales expertise and their enthusiasm for sharing great sales lessons, then Paul Castain might be at the top of the list. Paul clearly loves teaching, and today he’s here to teach you how to target and win more of your ideal clients using LinkedIn Groups.
Prior to launching his company, Castain Training Systems, Paul was the VP of Business Development for Consolidated Graphics, a billion dollar printing company. Before that he was the Director of Corporate Solutions Sales for Dale Carnegie & Associates.
Over the past 30 years, Paul has trained and mentored over 10,000 sales professionals and business owners. He has also written B2B sales training content for several Fortune 500 companies and is the author of Paul Castain’s Social Networking Playbook and The Sales Playbook Podcast on iTunes. In addition, his work been featured in various business publications, including Forbes Magazine and Success Magazine.
Paul is the creator of the popular LinkedIn Group called Sales Playbook which is an active community of over 48,000 members. He’s a well-known expert on the topic of using LinkedIn Groups to develop productive networking relationships and new business.
Isn’t it time to make your social networking and sales prospecting efforts more efficient and successful? Used properly, LinkedIn Groups can help you do this with less pain and more gain than almost anything else. So, don’t miss the practical insights and social selling tips that Paul shares in this interview. Scroll down to the Podcast Player and listen now!
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Mastering Ethical Persuasion: Peter McLaughlin on NLP and Sales for Solopreneurs
[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!
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John R. Bell on ‘Do Less Better: The Power of Strategic Sacrifice in a Complex World’
[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!
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