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The podcast for technical people who find themselves responsible for sales and marketing, because they started a company or got promoted. We interview experts and other technical folks who have figured out how to hack the sales and marketing world the way they used to hack code. Don't believe the myth that only "natural" sales people can sell.
 
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show series
 
Diane Helbig grew up with a father who was "everything good" about sales, and still never wanted to get into the field.In this episode, learn how she overcame that mindset and realized she could be honest, helpful, and still be a great sales person. ("Stop lying!")Plus, learn how those "positive" traits serve you better than ever in the current sal…
 
Alan Weiss is a legend in the consulting world, author of dozens of books, including Million Dollar Consulting, Million Dollar Consulting Proposals, and his latest, Your Legacy Is Now. Alan joins Sales for Nerds to provide his signature direct, no-nonsense advice for consultants looking to have more impact (and make more money).…
 
Doug Brown started working when he was a young kid, and quickly learned the value of leverage, talking to customers and prospects, and building valuable referral networks. This served him well over a career that included joining the army, turning down a job in nuclear medicine because selling music equipment to bands like Aerosmith paid better, to …
 
Former engineer turned marketer turned author Mike Capuzzi shares his story and his advice on using short, helpful books ("shooks") to help Main Street Businesses attract clients.Mike covers how shooks are different from "books", why he thinks they're a great investment, why advances in digital publishing make it easier than ever to get started, ho…
 
So many people rely on referrals for business development but lack a process for generating referrals. Others ask for referrals in cheese-y, unprofessional ways. In this episode, Stacey Brown Randall, author of Generating Business Referrals without Asking, steps us through how you can get more referrals than you thought possible, without being slim…
 
No one tells the story of how you help your clients (or customers) better than your clients. Meg Cumby walks you through her journey from journalist to a consultant making use of those skills helping consultants gather, edit, and publish effective testimonials. Meg also shares what makes effective testimonials, what questions to ask, and lots of ot…
 
"The Pitch Whisperer" John Livesay returns to Sales for Nerds to discuss his latest book, Better Selling through Storytelling-- the Essential Roadmap to Becoming a Revenue Rockstar.John noticed that whoever told the best story was getting the sale. Instead of pushing information out, you pull people in with a great story. John discusses his backgro…
 
Aaron Ross is the first guest to return to Sales for Nerds-- this time to talk about the 2nd edition of From Impossible to Inevitable, with updates for a world even more saturated with information. Learn why you have to "nail your nice", how to use "seeds, nets, and spears", the importance of outbound sales, how a successful private equity firm thi…
 
Former middle school teacher and TEDx speaker Laura Briggs just released her first book, Start Your Own Freelance Writing Business, and she joins Sales for Nerds to demystify SEO for the busy small business owner. Learn: Why you don't need to spend thousands of dollars on SEO to get some traction. How to find out the right keywords. How to write fo…
 
Craig Elias goes from computer science degree to Canadian sales rock star and learns some things along the way, such as: How people end up in the Window of Dissatisfaction What they do when they get there How do be the first to know someone is in the window Why you need to analyze your wins more than your losses What kinds of words you need to use …
 
Terry Hansen was once on the verge of running away to join the circus. Literally. He's now an established sales trainer. It didn't happen overnight. In this interview, Terry shares his story, and how to prevent objections instead of trying to overcome them. Plus, learn Terry's PIMAT shorthand to make sure you've got a strong deal that won't get sab…
 
Michael Zipursky didn't mean to start consulting with giant Japanese corporations in his early 20s. It just happened. Hear how he pulled it off, and how he started multiple businesses, including his most recent venture helping consultants learn from his mistakes (this should sound familiar to long time listeners). Plus, learn to improve your result…
 
"Author" is the root of "authority". In this episode, young media mastermind Rusty Shelton shares tips for gaining authority and control over your own marketing channels, moving beyond other people's social media platforms, plus mistakes people make with their marketing. Plus, he gets me to commit to write a book.…
 
Stella Orange talks about her strange path to marketing and copywriting via Japan, school teaching, bike riding, and writing copy to raise money for an arts nonprofit in Montana. This includes the books she read to teach herself direct marketing, how she got her first clients, and mistakes that business owners make with their marketing.…
 
Maurice Cherry, host of the RevisionPath podcast, always wanted to learn computer science. But he ended up with a math degree and a job in a call center, not exactly doing advanced math. Learn how he started his own design firm, how he built his network, why he hung out (and hung up) his own shingle, and what he learned about content working for Fo…
 
MeetEdgar.com founder Laura Roeder talks about how she started her consulting, online training and software businesses, and how she decided to move on from earlier efforts. Laura also discusses: How to connect with thought leaders online How she got her own panel at SXSW when she was just 29 How she got clients for her consulting business And much …
 
Would you take marketing and customer service advice from someone who spent a decade at a cable company? In this case, you should, as Michael Katz, Chief Penguin and Blue Penguin Development, talks about the series of happy accidents that led him to a career in marketing, helping small services companies position themselves more effectively.…
 
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