Welcome back to TrustBuilders! In this episode, our host Hannah Eisenberg sits down with Rob Durant, a seasoned expert in social media engagement and the author of "The Social Enablement Blueprint: Stop Pitching, Start Selling." Rob shares invaluable strategies for engaging and building trust on social media, with an emphasis on starting authentic conversations, being generous with your content, and disregarding the temptation to chase algorithms or go viral.

We'll hear Rob discuss the importance of being known for what you know and preparing for opportunities influenced by lessons from his father, a dedicated math teacher. Rob also addresses the current challenges in sales due to changing buyer behaviors and overwhelming access to information.

In this episode, you'll learn about the "ignite" sales methodology, the significance of being approachable, and how to build intentional networks online. Plus, Rob's insights on personal branding, genuine connection outreach, and online profile consistency are not to be missed. Whether you're a seasoned seller or just starting, Rob's advice on social enablement will equip you with tools to build lasting, meaningful connections. So, tune in and get ready to elevate your social selling game with TrustBuilders!

TIMESTAMPS:

• 04:05 The Secret to Success
• 07:57 Changes in Buying Behavior
• 11:44 The Ignite Methodology
• 22:08 Personal Comfort and Social Media Profiles
• 23:07 Crafting an Engaging Headline
• 27:13 Making Genuine Connections
• 30:55 Effective Follow-Up Strategies
• 34:27 The Balance of Generosity in Networking
• 39:36 Book Recommendations and Influences
• 41:14 Rant on Influencers and Gurus
• 43:18 Connecting with Rob Durant

ABOUT THE HOST

Hannah owns and is CEO of 3P Creative Group. She has coached and trained marketing and sales teams for over a decade. She is a certified “They Ask You Answer” coach, a highly successful sales and marketing framework developed by Marcus Sheridan to help companies become the most trusted voice in their space, driving sales and revenue regardless of the economy.

Hannah helps construction businesses and prefab/modular home companies overcome their sales and marketing challenges with her unique blend of strategic acumen and years of boots-on-the-ground experience.

Hannah is available for coaching, consulting, and strategy engagement. You can connect with Hannah here:

• LinkedIn: https://www.linkedin.com/in/hannaheisenberg/
• Podcast Website: https://trustbuilders.captivate.fm/
• Hannah's Website: https://www.3pcreativegroup.com/

LINKEDIN NEWSLETTER

If you liked the episode and would like to subscribe to our LinkedIn TrustBuilders newsletter, you can do so here.

REVIEW THE PODCAST

Finally, if you enjoyed this episode, please leave a review at PodChaser or your favorite streaming platform.

Meet Cary Weston, a fellow They Ask You Answer Certified Coach and the host of the podcast "The Chat GPT Experiment," where he explores the transformative potential of artificial intelligence in the business world.

Today's episode discusses the growing relevance of AI tools like ChatGPT, particularly in marketing and sales. Cary shares insightful strategies for integrating AI into business practices, emphasizing education, ethical considerations, and the importance of customer-focused engagement.

From using AI for pre-call research and content creation to enhancing efficiency and scalability, Cary offers practical advice for leveraging AI to strengthen your organization's trustworthiness. We'll also touch on noteworthy resources from the Marketing AI Institute and human input's role in the AI age.

Episode Takeaways:

• Don't worry about mastering AI. Start by trying to use Chat GPT in one repetitive daily task.
• Remember always to use the three magic words: "Tell me more."
• AI is like an intern to whom you hand tasks. It isn't a computer that you use to complete a task.
• Implement ethical guidelines to ensure responsible AI use.
• Foster a culture of curiosity and cautious empowerment regarding AI.

Timestamps:

• 00:00 Introduction and Guest Welcome
• 01:29 Cary's Journey with ChatGPT
• 04:12 Understanding ChatGPT's Impact
• 06:43 Practical Uses of ChatGPT in Marketing
• 23:28 ChatGPT for Sales Professionals
• 28:39 Implementing AI in Business Culture

ABOUT THE HOST

Hannah owns and is CEO of 3P Creative Group. She has coached and trained marketing and sales teams for over a decade. She is a certified “They Ask You Answer” coach, a highly successful sales and marketing framework developed by Marcus Sheridan to help companies become the most trusted voice in their space, driving sales and revenue regardless of the economy.

Hannah helps construction businesses and prefab/modular home companies overcome their sales and marketing challenges with her unique blend of strategic acumen and years of boots-on-the-ground experience.

Hannah is available for coaching, consulting, and strategy engagement. You can connect with Hannah here:

• LinkedIn: https://www.linkedin.com/in/hannaheisenberg/
• Podcast Website: https://trustbuilders.captivate.fm/
• Hannah's Website: https://www.3pcreativegroup.com/

LINKEDIN NEWSLETTER

If you liked the episode and would like to subscribe to our LinkedIn TrustBuilders newsletter, you can do so here.

REVIEW THE PODCAST

Finally, if you enjoyed this episode, please leave a review at PodChaser or your favorite streaming platform.

In this episode of Trust Builders, Hannah welcomes Jose Palomino to share his expertise on helping B2B companies overcome revenue plateaus and drive purposeful growth.

They discuss what a revenue plateau is, identifying signs of stagnation, and strategies to break through. Jose emphasizes the importance of diagnosing core issues, establishing a solid value proposition, and aligning marketing efforts with the company’s strategic vision.

The conversation includes actionable insights on differentiating in competitive markets, the significance of owner-led leadership, and how to communicate trust and value to customers effectively. Jose also shares anecdotes and practical examples, making this episode a comprehensive guide for business leaders looking to grow intentionally.

00:34 Understanding Revenue Plateaus

02:42 Breaking Through the Plateau By Growing On Purpose

08:25 Importance of Value Proposition

15:27 Leadership's Role in Defining Value

21:40 The Three I's of a Strong Value Proposition

23:56 The Importance of Meaningful Innovation

24:08 Indispensability: Are you truly indispensable to your customers?

24:39 Inspiration and the 'Wow' Factor

25:52 Evaluating Your Value Proposition

30:59 Live Value Proposition Teardown

38:21 Final Thoughts and Key Takeaways

41:45 Two-Minute Rant: You're Not That Different

45:22 Recommended Reading: The Checklist Manifesto

Hello listeners, welcome to another episode of *Trustbuilders*. I'm your host, Hannah Eisenberg, and today we’re diving into a critical topic that might just transform the way you look at sales and marketing in the age of AI.

In this episode, we'll explore the powerful role trust plays in driving sales and bridging the trust gap with your customers. We'll uncover four mantras to help you build trust by answering buyer's questions honestly and transparently—especially when others won't. We'll also discuss why ignoring buyer's questions, a strategy known as "ostrich marketing," is a surefire way to lose potential customers.

Additionally, we'll share five pivotal topics guaranteed to boost your traffic, leads, and sales. Empathy in emails, the use of AI avatars for personalized video interactions, and the impact of educational, transparent content will all be covered. We’ll highlight the importance of updating your content to keep it relevant and introduce effective video strategies to capture your audience within seconds.

You'll learn why Marcus Sheridan’s article on cost and price generation was worth $35 million in revenue and why your sales team should collaborate closely with content creators to deliver real, expert knowledge. We’ll touch on the evolution of marketing from the days of SEO and blogging to today’s AI-driven era, where trust and expertise are more critical than ever.

Before we dive in, don't forget to check out Marcus Sheridan's book "They Ask, You Answer," and consider completing our workbook and booking a 30-minute discussion for personalized feedback.

Get ready for a value-packed episode that promises to elevate your sales and marketing game—let’s get started!

04:19 Shift to chatbots for instant answers predicted.

07:17 Buyers are impatient, distrusting and wary.

11:14 Always prioritize building trust with your buyers.

13:22 Buyer's trust gap overcome by asking questions.

19:16 Prefab vs. traditional homes, ventilation, features.

22:56 Marcus Sheridan saved failing pool company, earned $35M.

24:44 Use bottom-of-the-funnel content, engage sales team.

29:30 Prospect lead - meet before actual interaction.

31:38 Questions on price, value, and fit explained.

35:54 Tips for video production and editing tools.

37:31 Buyers want trusted advisor, not pushy salesperson.

43:34 Authenticity, empathy, and pausing in sales conversations.

44:57 Demonstrate empathy in emails, use AI avatars.

49:04 Seeking feedback and questions, grateful for input.

Welcome to Trustbuilders. In this episode, we take a closer look at the art of crafting compelling brand messages that resonate with audiences. Erin Fults, a certified StoryBrand guide and They Ask, You Answer coach, explains the power of clear messaging in marketing as we discuss the StoryBrand framework, the importance of making the customer the story's hero, and how to effectively engage customers by addressing their needs and desires.

Episode Highlights:

03:20 The Importance of Clear Messaging

11:25 Understanding Customer Desires and Needs

22:04 The StoryBrand Framework Breakdown

25:20 Balancing Success and Failure in Messaging

26:04 The Seven-Part StoryBrand Framework

27:31 Common Struggles with StoryBrand Implementation

37:31 Real-Life Success Stories with StoryBrand

45:05 The Importance of Consistent Marketing Efforts

Join us as we uncover the keys to unlocking impactful brand communication and connecting with your audience on a deeper level.

Welcome to another episode of TrustBuilders! Today, I am thrilled to have Thad Barnette, Senior Video Producer at Mazella Companies and Sheffield Metals and the creator of The Metal Roofing Channel, a wildly successful YouTube channel, as my guest. Thad brings a wealth of knowledge on creating compelling video content that educates customers and builds trust in the B2B metal roofing industry.

In this episode, we dive deep into what it takes to be a successful content creator, from being a subject matter expert and a self-starter to the importance of collaboration and independent work. Thad shares invaluable tips on reviewing video producer resumes, focusing not just on portfolios but practical assignments when necessary.

We also tackle the challenges of creating controversial content, dealing with location filming mishaps, and the essential tools and resources for video production. Plus, Thad gives us a peek into the inner workings of Sheffield Metal's YouTube strategy, how it drives sales, and why educational content is key.

Timestamps:

00:41 Building a Successful YouTube Channel

02:02 The Metal Roofing Channel: Brand and Content

05:05 Content Creation and Audience Engagement

13:22 Impact on Sales and Business

23:24 Getting Started with Video Production

26:10 Hiring the Right Video Producer

34:29 Final Thoughts and Recommendations

Tune in for a wealth of insights, practical advice, and more on how to leverage video content to build enduring trust with your audience.

Welcome to another episode of Trustbuilders! Today, we have a very special guest, Gregory Dirick, a seasoned HubSpot consultant and certified trainer, joining us to dive deep into optimizing HubSpot portals and leveraging this powerful tool to build trust in sales and marketing strategies.

In this episode, Greg will share his expertise on maintaining clean data, aligning teams across departments, and utilizing HubSpot’s integrated solutions to enhance customer engagement and confidence. We’ll explore key metrics for measuring trust, the essentials of sales cycle optimization, and how to handle common pitfalls like neglected HubSpot portals that could potentially derail your efforts.

Time Stamps:

00:00 Aligning departments and systems improves data integration.

05:35 Auditing and organizing a HubSpot portal.

07:26 Evaluate content delivery, subscriptions, duplicates, and workflows.

11:24 Lack of accountability leads to errors and chaos.

14:25 HubSpot's GDPR tool ensures email compliance.

16:30 HubSpot offers personalized content based on data.

21:59 Metrics to measure trust within Hubspot.

33:05 Suggest splitting knowledge to avoid dependence.

Stay tuned as we unlock the secrets to creating a seamless customer journey, ensuring data-driven decisions, and maintaining a secure and efficient operational environment with HubSpot. Whether you're a HubSpot veteran or new to the platform, you're in for a wealth of actionable insights. Let's build some trust together!

Today's episode is truly a master class in selling. If you are a salesperson or business owner, get a notepad and pencil or be ready to pause and rewind because Connor DeLaney, Impact's Director of Revenue Operations and a fellow They Ask You Answer fan, shares tons of ready-to-use soundbites and tips and tricks you can start implementing today! You do not want to miss this one!

In our discussion, we will explore how salespeople can adapt to the well-informed, modern buyer, emphasizing the necessity of moving beyond surface-level conversations to offer truly personalized solutions. Connor will share his insights on the challenges and crucial elements of building authority and maintaining momentum in sales interactions through techniques such as assignment selling and proactive customer engagement.

About Connor DeLaney

Over the last three years, Connor has been heading Impact's efforts in building its membership community Impact+, and now he is leading the sales team at IMPACT. In his role, Connor is helping businesses see the opportunity with the framework and how it can help them grow their personal careers and businesses. In his private life, Connor is a family-focused, dog-loving athlete. His favorite quote that he lives by is by Sir Ken Robinson: "If you're not prepared to be wrong, you'll never come up with anything original."

Timestamps:

03:40 Pre-sales buyer education is vital.

06:43 Revamping the sales playbook for the digital buyer.

13:00 Trust, authority, and confidence build successful relationships.

14:29 Building trust in sales is about establishing authority.

20:40 What happens when salespeople acknowledge and validate clients' feelings?

24:19 Acknowledge and validate to connect authentically.

29:32 How you can assess client commitment through assignment selling.

33:26 The importance laying out a path for your buyer to follow.

39:06 How to build momentum in a sales process

43:47 Book Recommendation

46:40 Two-Minute Rant

Whether you are a novice or a veteran in sales, this episode will equip you with the tools to enhance your understanding and execution of an effective sales process. Stay tuned as we unlock the secrets to transforming sales challenges into successful outcomes.