Growing Your B2B Small Business with Robert Poole

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

October 17, 2022 25 mins

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 how to use these attributes to hire the right people.

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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 money while you sleep.

You  can also view the video version on Youtube here: https://youtu.be/3fw1gVflr3M

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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 salesperson didn’t sell you the correct way. 

Check out this episode on how to get your customers to enjoy buying from your company so much that they start referring their friends befo...

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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 classic objection in sales, “I’ll think about it”? That is a sign the prospect is nervous to move forward.

 

2. Sales Gurus

Maybe you can relate to what I was experiencing. Maybe you have listened to all the sales g...

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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 implement a lot of techniques that sales trainers taught. I memorized scripts, learned about how to close people with techniques like scarcity and urgency, but it was an uphill battle. I can’t tell you ...

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October 28, 2021 15 mins

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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September 30, 2021 20 mins

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. 

It comes down to effectively evaluating return on investment, both with hard dollars and the not so easy to quantify use of resources. 

Listen to this episode to find out how to ke...

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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.

Let’s talk about some techniques to get through gatekeepers, particularly when you are selling high ticket items that aren’t an online click a button type of sale.


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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. 

It comes down to the most critical but most difficult part of the marketing and sales process - getting in front of decision makers who have the need, resources to afford our product or service, and the a...

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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 degree that matters and will make us money in the long run. Unfortunately, it can cost us a lot more than the cost of a Harvard PhD if we are not careful.  Check out this episode to find out ho...

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August 17, 2021 22 mins

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 cause us to lose a lot of money in the short term, but the long term damage is much worse. Listen to find out how we can prevent buyer’s remorse.

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August 10, 2021 18 mins

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 during the process, you need to help them trigger the release of the drugs in their brain that all humans love.



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August 3, 2021 19 mins

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. How effective are you at work on those “bad days”? More importantly, how do you make sure you don’t have too many of those “bad days” to start off with?



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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 prove this to be true.



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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 about the three major types of objections or reasons people resist buying and how to overcome them and make the sale.



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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 and keep our focus on the things that really matter. Let's talk about some ideas to mitigate distraction.

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June 21, 2021 22 mins

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. Listen to find out where that money is.



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June 14, 2021 19 mins

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 before we even have a chance to sell them. Listen to find out how to remedy and use communication to grow your business.

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June 7, 2021 22 mins

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 grow?



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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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