Top Secrets of Marketing & Sales Podcast Por David Blaise arte de portada

Top Secrets of Marketing & Sales

Top Secrets of Marketing & Sales

De: David Blaise
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The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and salespeople get more of the customers and clients they need so they can do more of the work they love. Economía Gestión Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
Episodios
  • The AI Approach to Multiply Your Sales: Part 3

    The AI Approach to Multiply Your Sales: Part 3
    Nov 25 2025
    David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is episode three in our series, and it's about upselling, sales funnels, and your CRM. David: Welcome back, Jay. Jay: Thank you, David. This has been fascinating for me as I look at what AI recommends. And even just apply some of those basics to my own business but also realizing that these are kind of general, and figuring out how to apply them to everybody's individual circumstances is no easy feat. David: Exactly. And one of the things that I've really liked about this series is having the opportunity to talk about the "how" of a lot of this stuff, because as business owners, as salespeople, we've heard these recommendations forever. But the question is always, "well, how do you go about doing it?" And so what I've been trying to do in this series is to say, okay, here's the general what you ought to do, but then there's the, how do you go about doing it? And this is exactly what we help our clients with. So it's been really fun for me to be able to go through these and say, okay, there are probably lots of ways to do these things, but this is how we do it. Because our goal is to simplify it for our clients. So you don't have to say, Oh, well, should I do this? Should I do that? Should I do this? It's like, okay. Implement this, gauge the results, see how it goes, report back, if we need to tweak it, if we need to do something different, we can, but you have an instant starting point, and that allows you to get actions taken, get results back quickly, and then be able to adapt as you go. Jay: Yeah, I love that, that you're able to kind of cut through all of the noise out there because there's so much noise, and help them identify for their individual situation what they need because they may have asked AI and we have some of those lists here and items from AI, but again, it's just a starting point. David: Exactly. So let's take a look at the things that we already discussed in the previous episodes. And once again, what we're doing here is we asked AI, what are the things that will allow us to multiply our sales? It came back with number one, define your target audience. Number two, develop a compelling value proposition. Number three, optimize your marketing channels. We covered that in previous episodes. Number four was enhance your customer experience. Number five was implement a referral program. Number six was leverage and the power of content marketing. So now in this episode, we're going to tackle numbers seven, eight, and nine, which is upselling, sales funnels, and your CRM. So let's get to number seven. 7. Utilize upselling and cross selling strategies: Offer complementary products or services to increase the average transactional value and maximize customer value. What do you think? Jay: Yeah. I mean, it makes a lot of sense. I will tell you this was much easier to grasp in my mind when I was in the restaurant business, right? It's like, you want fries with that? You know, let's make it a value meal. Let's make it a, you know, a combo, whatever. I will tell you, we've spent a lot of time in my current business identifying what are the other things, other products that we can offer that our customers will want, not things that we can shove down their throat, but what other things can we add that they may be looking for because they came to us? David: Yes, exactly. And I think people hear about upselling and cross selling and they're like, Oh yeah, that sounds like a good idea. Most people are familiar with the restaurant, the McDonald's example, "want fries with that." So it makes sense, but it's like, okay, how do I apply that to my business? And one of the ways that we help our clients do that is to identify, okay, well, what does this mean? What is upselling versus cross selling and all that sort of thing? And in a nutshell, the way that I view it, upselling is when you're selling them a better version of the thing that they're considering buying or a more expensive version of the thing that they're considering buying. Cross selling is the idea of "want fries with that." It's okay. You're already getting this. This goes with it. Would you like to do that as well? In the promotional products industry, where I do a lot of my work, cross selling is, "ah, you're buying t shirts, want sweatshirts with that." Or if you're buying sweatshirts, want sweatpants with that, right? Want caps with that. Shirts and caps go together, that type of thing. So, It's pretty simple when we boil it down, and it's even better and it's even easier when we turn it into a process so that everybody knows the words you say when someone is ordering a particular type of product. Jay: Yeah. So I think that there's two steps, right? Identifying what those things are based upon your industry. And I think the key to that, honestly, for me is just listening....
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    14 m
  • The AI Approach to Multiply Your Sales: Part 2

    The AI Approach to Multiply Your Sales: Part 2
    Nov 18 2025
    Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will be continuing our discussion on the AI approach to multiply your sales. This is part two in our series, and today we'll be discussing service, referrals, and content marketing. David: Welcome back, Jay. Jay: Thank you so much, David. I'm really enjoying this discussion about AI because I think we've already established there are some great tools and resources with AI, but it's not exactly to the point where it needs to be. But more specifically, can it really speak to your individual situation? How do you pick through that and know what's right for you? David: Exactly, and last week we were talking about the first three recommendations it made, which were define your target audience, develop a compelling value proposition, and optimize your marketing channels. This week, we're going to be talking about its next set of recommendations. And it starts with number four on its list is: 4. Enhance Your Customer Experience. Focus on delivering exceptional customer service and creating a positive experience at every touch point to build loyalty and encourage repeat business. That sounds nice. Jay: It sounds fantastic. Again, just do that. You know, but how do you do that? I think I mentioned in the last podcast that so often people go into business not because they're great at customer service, but because they have a great recipe, or they have a great product. And they don't really think about how to offer that in a great way. I'm in the accounting field now, which kind of blows my mind and is a different conversation. But I find generally, David, that accountants don't know how to give good customer service. And they kind of feel like they have a captured audience and so they don't even try to give good customer service. David: And a lot of accountants also really struggle with marketing because they feel like it's Jay: Yes, yes. David: Kind of, if not beneath them, they feel uncomfortable with it. They don't want to come across as a salesperson. They're very good at what they do and they're less good at finding the people they need to do that sort of thing. And that's why a lot of them, a lot of small business accountants struggle, because they're great at accounting and not so great at the things that we're talking about here that will actually allow them to service more customers. Jay: Yeah, you're exactly right. Where I've come from, the retail side, the customer service side, that's been my whole background. So, we're kind of owning our little space in the marketplace, because we're focusing on that up front, and people recognize a difference immediately. David: Yeah, exactly. So, one of the things we talked about in the previous podcast related to AI telling us how to multiply sales is that some of these recommendations come across as rather general. Okay, so enhance your customer experience is not really the kind of thing you would think of as "okay, this will allow me to multiply sales." It's a necessity. You have to have exceptional customer service in your business if you want to survive, let alone thrive, let alone multiply business. But it doesn't seem to me to be a multiplier in and of itself. However, when we think about this idea, what can we do to make the experience better, what can we do to expedite the experience, make these things happen better and more consistently, that will allow us to get the velocity we need, in my opinion, to be able to then Multiply your sales. In other words, it's not enough to just do a great job with customer service. We need to be able to do it with a cadence of accountability. We need to be able to do it in a way where it's happening consistently. People are able to move through our process, get what they need, feel like they've been extremely well taken care of, and then we can move on to the next person. Jay: Yeah, when I hear enhance their customer experience, for some reason, I think of Disneyland, like better rides or better signage or, you know, things like that. It's very ethereal, like, how do I apply that to my individual experience? I think a key here is that our attention span with TikTok and all of these things is so low. And so when somebody lands on your website or when they've picked up a phone to call you, if they're not moving through that process fast enough, you're going to lose them. And that's just the reality of the world that we live in. David: Absolutely. And I think this general idea of enhancing your customer experience is good. And again, some of the words they use are delivering exceptional customer service and creating a positive experience at every touch point to build loyalty and encourage repeat business. So those are all great recommendations. But again, the question is, how are we doing those things? And in our work with our clients, the way that we do those things is through procedures and processes. Jay: Yes. David: And the next time method ...
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    15 m
  • The AI Approach to Multiply Your Sales: Part 1

    The AI Approach to Multiply Your Sales: Part 1
    Nov 11 2025
    Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will discuss the AI Approach to Multiply Your Sales. This is the first in a multiple part series, and we'll start off with targeting, communication, and reach. David: Welcome back, Jay. Jay: Hey, David, it's great to be with you. I'm really excited about this series because I think a lot of people shy away from AI. Or they're getting into it and they're hearing a lot of the things that it can do, but they're not sure how to approach it or even if it's the right thing to do for their business. David: Yes. Agreed. The way this actually came about is that we've been talking for a while over the course of the past several weeks in particular about multiplying your sales. And some people really struggle with this concept. And I thought, well, what does AI have to say on the topic, and how does what AI says about it relate to what we do, and how we help our clients, and do these things line up? So I thought what I'd do is I'd take the answer to the question when we asked AI, "What are your best recommendations in terms of multiplying sales," to see what AI says and then compare that with what we're doing. And so the first three recommendations that it had were based on targeting, communication, and reach. Those are my words, not AI words in particular. But that's pretty much what it broke down to, so I figured that's what we'd start with. Jay: I love it. We're going to do a podcast on AI, and we've asked AI what it thinks first, and now we're going to psychoanalyze AI to see if it's in line. David: Well, to see how it lines up. Because one of the things that I found interesting was that when I asked it about multiplying sales, it was coming back with responses that talked about increasing sales. And so I asked it specifically to come up with recommendations based on multiplying sales. And at first it seemed resistant to that. So it talked about growing sales and multiplying sales. But this is where it landed. So I figured we'd start with this. Now, I had asked it to prioritize these things. I'm not quite sure if it did. But this is what it came back with. So the very first recommendation that it had in terms of multiplying sales. I'll tell you specifically what it said first and then we can discuss it. So the first thing that it recommended is it said: 1. Define Your Target Audience. Clearly identify your ideal customers and understand their needs, preferences, and pain points. So, that's how it started. What do you think of that take? Jay: It sounds very, very traditional, very typical, common knowledge. The first thing that I learned in a sales class years ago, identifying your target audience. But I feel like that's so basic, and when you talk about multiplying sales, I tend to think that's more about taking the existing clientele and getting them to spend more. That's what I think about. David: I tend to think that way as well, but I thought it's a pretty good jumping off point because whether your target audience means your existing clients and the new clients that you want to go after, I think it makes a whole lot of sense to lead with, determining who it is that you're going to be going after. I relate a lot of this to what we do in our Total Market Domination course. One of the very first things we do in our course is we have a three level system of targeting. So what AI is recommending here in sort of a general sense, in terms of defining your target market, is something that we really dive into pretty heavily with our clients. Because without that targeting up front, if you don't know exactly who it is that you're going after, who your ideal client is, the likelihood of bringing an ideal client through the door is Is generally slim to none. Jay: Yeah. And you know, we've talked a lot about this in the past that knowing who your target audience is, is so important because you may spend a lot of time spinning your wheels, going after a really large base of customers and getting leads for people who are not going to turn into customers. So you're going to save time and money and effort if you can really hone that in. David: Yes, I completely agree. So I thought the first thing that it came back with is pretty good. A little general. It seemed to me to be the kind of thing that one might get at a Chamber of Commerce session on growing your sales, to find your target audience. Yes. Makes perfect sense. For me, with a lot of these, the devil is in the details, right? It's going to be, well, how do we do these things? This is essentially the what to do, but it's really the how to do it where the money comes from. So, the second thing that it recommended is to: 2. Develop a Compelling Value Proposition: Create a unique selling proposition that clearly communicates the value your products or services offer to customers. So, that's what it said. What's your take? Jay: Once again, I think that you need to understand your ...
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    14 m
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