May EDGY Perspectives Show

Topic: 3 Secrets To Growing New Sales From Old Customers

May 21st

Miss the Show? We have you covered.

Here’s the entire show. Grab it. Listen to it in the car.  Or just play it right here:

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Guess what?  You can grow your business pretty quickly if you don’t have to get brand new clients all the time.

That’s right.  Imagine a world where your existing clients are your biggest and fastest sales growth.

It boggles my mind.

Lisa Magnuson has some BIG ideas about growing revenue from your existing customers.  She reached out to me a few months ago and we talked about her ideas.

I was excited enough talking to her that I asked her to join Todd and me — and you — LIVE.

She’s going to give us the EDGY Perspective on repeat business, outrageously satisfied customers, and big growth.

It’s 30 minutes you don’t want to miss.

Here are some of the questions that I want her to answer for us.

1. I’m curious, what is the 48-Hour Rule™?  What does it mean for business leaders listening?
2. Isn’t providing great products or service enough to expand business with existing customers?
3. You talk a lot about having a ‘strategic mindset’ and approach, how is that different from a traditional sales approach?
4. You mentioned the importance of call planning, how do you advise your clients to prepare for important sales calls?
5. Can you expand on ‘executive cultivation’? This seems to be a challenge for many sales people.
6. Based on your experience, what are the top sales challenges today?
7. In our conversation you mentioned that you helped one of your clients land $44M in contracts last year, can you tell us how you did that?

Todd (and his dogs) and I are here to keep Lisa on her toes. It’s going to be powerful and practical.  So join us!

Register here: http://mayedgy2013.eventbrite.com/

June EDGY Perspectives Show

Topic: The Shocking Secrets About What Sales Winners Do Differently.

June 18th

There’s a revolution underway in sales.

Sales approaches that have been working for decades are no longer getting the same results. With publications such as Harvard Business Review declaring, “The End of Solution Sales,” we wanted to know if this is true or not, how selling is changing, and what sellers need to do to maximize their success.

To find out, our friends at RAIN Group posed this question: “What are the winners of actual sales opportunities doing differently than the sellers who come in second place?”

RAIN Group studied more than 700 business-to-business purchases made across industries by buyers who represented a total of $3.1 billion in annual purchasing power. They found that the sellers who win the sale don’t just sell differently, they sell radically differently than the second-place finishers.

Todd and I asked Mike Shultz, the CEO or RAIN, to come and share with us what they learned.

1. Whether or not solution sales is dead
2. What buyers report is most important for sellers to do to win their business
3. Not only how to win more sales now, but how to maximize repeat business, referrals, and customer loyalty

There are three levels of selling behaviors that set winners apart from second-place finishers. Mike is going to explain that and more…

Register here: http://juneedgy13.eventbrite.com/