Growing Your B2B Small Business with Robert Poole
Do you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies. Where do we go to get answers? How do we grow our companies consistently while still keeping our sanity? That’s the question, and this podcast is the answer.If you're listening to this podcast, you're part of an elite group of achievers who aren't willing to settle for just a nine to five job. You are one of the heroes in our society and you should be proud of it. Welcome to the tribe and welcome home.
Episodes
96 episodes
How to Identify and Hire Top Salespeople
Hiring top salespeople is one of the most difficult things small business owners do. In this episode, we are going to talk about the top 5 things that superstar salespeople have that mediocre salespeople don't. Then we are going to talk about h...
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Season 1
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Episode 3
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25:03
Creating Recurring Income for Your Business
So what’s one of the biggest problems with generating revenue? Consistency. How would you like to create a recurring revenue stream, regardless of your product or service? In this episode, we are going to let you in on the secret to making mone...
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Season 1
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Episode 2
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19:57
The 5 Chemicals You Must Trigger to Sell Anything
Have you as a consumer ever bought something even though you didn't feel great about it, didn’t like the salesperson, but you felt you needed it so you bought it in spite of the salesperson? The reason you didn’t enjoy it is because the salespe...
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Season 1
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Episode 1
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26:21
Supercharge your Sales Conversion with Effective Closing
In this podcast episode i'm teach you how to effectively close deals and get those sweet, sweet conversions. Below are the key topics I talk about in this episode. 1. “I'll Think About It…”Have you ever heard the class...
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Season 1
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Episode 94
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23:33
Change Prospects Beliefs and Get Them to Love Buying From You
When I started out in B2B sales as a young man in my 20s, I learned all I could about selling techniques. I learned all the classic sales techniques, even things like the “Ben Franklin” close.For many years I struggled as I tried to impl...
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Episode 93
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17:24
What Happens to Me, Happens for Me
Business challenges are expected and we can deal with them. What about the more serious, catastrophic, or even just “bad things” we encounter? How do we keep from getting totally derailed in our business?
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Season 1
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Episode 90
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15:20
If I gave you $100, would you give me $10
Have you ever implemented a new tactic that seemed like it was really paying off well, but then you wake up a year later and realize it’s not coming close to what you thought it would? Or even worse, you are actually losing money? I know I have...
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Season 1
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Episode 89
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20:34
Getting Through to B2B Decision Makers Part 2 - Offline Methods
Have you ever thought, “If I could only get through the gatekeeper, I know I could sell the decision maker?”Getting through to decision makers is the Holy Grail of marketing and sales. It’s critical, but it also happens to be difficult.<...
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Season 1
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Episode 88
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18:20
Getting Through to B2B Decision Makers Part 1 - Online Methods
What is the number one problem small business owners and salespeople face when it comes to getting sales and generating revenue?It’s not how competitive our product or service is, and it’s not our marketing or sales presentations. <...
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Season 1
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Episode 87
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18:28
The Best PhD You Can Get For Making Money
Have you ever had someone tell you or thought, “you know, I need to go back to school to learn more. That way I will make more money? That might be true for an employee in corporate America. For us business owners, however, there is only one de...
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Season 1
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Episode 86
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20:31
Preventing Buyer's Remorse
Have you ever bought something and then said to yourself shortly after, “why did I buy that?” Then you returned it or felt duped you bought it? This is classic buyer’s remorse. We’ve all experienced it in our personal lives. Buyer’s remorse can...
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Season 1
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Episode 85
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22:31
Get Your Prospects High
We all do drugs. Yes, even you. A lot of drugs are bad for you. The ones you manufacture in your brain are natural and even more effective than illicit drugs. If you want your customers to love buying from you and get an actual physical high du...
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Season 1
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Episode 84
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18:08
How To Be Effective On a "Bad Day"
Ever had a time when things were just clicking, you were kicking butt at work, and you felt on top of the world? What about the opposite? You woke up grumpy, everything was going wrong, you didn’t want to go to work, or you felt like giving up....
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Season 1
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Episode 83
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19:59
B2B Sales Is NOT Emotional (or is it?)
B2B sales is all about logical, dollars and cents analysis of options, right? All selling is emotionally based. It doesn’t matter if it is selling to consumers or to sophisticated business owners and executives. Listen to this episode and I’ll ...
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Season 1
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Episode 82
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17:14
The 3 Types of Objections and How to Overcome Them
Ever feel like you are playing ping pong going back and forth trying to convince a customer to buy your product or service? The reason for this is rooted in objections and how sometimes we almost ask for prospects to question us. Let’s talk ...
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Season 1
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Episode 81
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18:17
Shiny Object Syndrome (SOS) and Mastering Boredom
Have you ever found yourself chasing too many ideas, businesses, or strategies, and realized later that you are spread too thin and accomplished none of them? This is called Shiny Object Syndrome. The question is how do we avoid this pitfall an...
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Season 1
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Episode 80
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22:18
Where Most Of the Money Is Made
As entrepreneurs and salespeople, we tend to focus on closing the big deal, getting the sale, and going after the “low hanging fruit.” While this is important, we are ignoring where most of the money is actually made if we focus just on this. L...
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Season 1
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Episode 79
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22:46
Simplicity Is the Key to Making Money
Have you ever looked at a business’s website and thought, “...what do they actually do?” Often, we assume our prospects speak the same language we do, and we overcomplicate both our communication and our solution, turning off a lot of prospects...
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Season 1
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Episode 78
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19:15
Gentlemen, This Is a Football
Do you sometimes feel like you are running 24/7 without coming up for air in your business? This is a dangerous place to be which will eventually put you out of business. How do you prevent this from destroying your business and continually gro...
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Season 1
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Episode 77
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22:16
How to Prepare for Covid-20 (or the next crisis)
What happens when Covid-20 hits (or the next economic crisis)? Why have so many businesses failed in the last year and why did some of us survive? Most importantly, how do we prepare for the next crisis? It’s not an if, it’s a when.
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Season 1
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Episode 76
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21:04
Bridging the Gap in Client Expectations and Yours
What’s one of the biggest reasons clients and customers are dissatisfied? They have totally different expectations and perceptions of your products or service than you do. How do we bridge this gap and turn disgruntled clients into raving fans?...
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Season 1
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Episode 75
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20:41
Appointments, Appointments, Appointments...Right? (Part 2)
So you got the appointment with the prospect. What now? How do you turn this appointment into a sale? How do you maximize your time and process to take advantage of your appointment and grow your business. This is part two on how to do this. Ta...
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Season 1
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Episode 74
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14:32
Appointments, Appointments, Appointments...Right? (Part 1)
When it comes to B2B, we are all focused on getting in front of our prospects. If you are successful, that’s only the first step. What do you do after setting an appointment, and how do you maximize your effectiveness? This is part one of what ...
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Season 1
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Episode 73
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19:28
Don't Be Hatin' - Dealing with Jerks
Ever had someone call your office and go off on your team or you? Or maybe bravely post a really nasty review or social media post? These people are a fact of business and life, but the question is how do we deal with them. Listen to find out h...
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Season 1
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Episode 72
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10:05
Don't Be Afraid of Feedback-Be Afraid of No Feedback
Ever been nervous to reach out to a client and ask them what they think of your service or product? Sometimes, it’s easier to stick our heads in the sand. Why? It’s tough to hear both haters nasty and loud opinions, and sometimes it’s equally t...
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Season 1
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Episode 71
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16:03