Push Pull Sales & Marketing
By Push Pull Sales and Marketing
Push Pull Sales & MarketingOct 12, 2019
10 Stories Great Leaders Tell - New Book by Paul Smith (ep 70)
Paul Smith is back for a third episode! Paul is an expert in storytelling & how it applies to business. He has certainly done his research in this field, & now he is able to share it with us in a very meaningful way. His most recent book, The 10 Stories Great Leaders Tell, walks you through the importance of storytelling as a leader. PushPullSales.com
Plan an Entire Year of Content (ep 69)
Make Things Happen QUICKLY with Jeremy Dale (ep 68)
Finish Out the Year Strong with these Sales Strategies (ep 67)
Interview with Paul Smith - Author of Sell with a Story (ep. 31)
Stop Selling and Start Leading - Interview with the Co-Author (ep. 66)
Marketing Advantages of Being a Small Business (ep. 65)
Integrations that Save Sales Reps Time (ep. 64)
No, You Don’t Need a “Blog” (ep. 63)
Sales Fundamentals for Success with Jeb Blount (ep. 62)
Adapting to Change as a Content Publisher with Dan Seaman (ep. 61)
Discovering Your Company’s DNA with Andy Cunningham (ep. 60)
Capturing Email Addresses with Quizzes with Josh Haynam (ep. 59)
Sell without Being Sleazy with Michelle (ep. 58)
Sell the Way Your Customers Want to Buy with Kristin Zhivago (ep. 57)
Creating & Promoting a Blog Post - Beginning to End (ep. 56)
Your No Fear Career with Robin Fisher Roffer (ep. 55)
Experiential Marketing Meets Tech with Steve Alexander (ep. 54)
Don’t Be Afraid of the Internet (ep. 53)
Branding & Logo Design Advice with Yali Saar (ep. 52)
In this episode, Shari is speaking with Yali Saar who is the co-founder of Tailor Brands, which is a company that helps you create professional logos within minutes. We have used Tailor Brands for both this podcast & the parenting website that I co-founded & are excited to talk all things branding & logo design with Yali. Music: BenSound.com
Interview with Stan Sher - President of Dealer eTraining (ep. 51)
In this episode, Marcello & Stan talk about the evolution of car buying & selling models, current trends, compliance for automotive sales reps, & more. Stan focuses on the automotive industry specifically, & helps dealership owners & sales reps improve their processes. Music: BenSound.com
Why We Started the Podcast (ep. 50)
For episode 50, Marcello & Shari sit down to talk about the podcast! They talk about why they started Push Pull Sales & Marketing, what they’ve learned along the way, which tools & resources they use, & how they manage it all. Music: Ben
Write Great Website Copy (ep. 49)
Your website needs to look clean, needs to work seamlessly, but it also needs succinct & effective content. The best website copy communicates quickly & clearly with each & every visitor to the site (whether they are browsing on desktop or mob
Mistakes I’ve Made in My Sales Career (ep. 48)
In this episode, Marcello talks about some of the mistakes that he’s made throughout his sales career. As well as, what he’s learned from those mistakes.
Interview with Jon Gordon - Author, Speaker, Consultant (ep. 47)
Marcello speaks with Jon Gordon, author of The Energy Bus, The Power of Positive Leadership, & 13 others! They discuss leadership, dealing with negativity in the workplace, & changing company culture.
Create Better Emails (ep. 46)
In this episode, Shari talks about creating better emails by considering your writing, design, subject lines, calls to action, & more. She covers somes Do’s & Dont’s & provides examples along the way.
Interview with Jenn Scalia – Best-Selling Author, Consultant, & Entrepreneur (ep. 26)
In this episode, Shari speaks with Jenn Scalia. She shares information that has helped her grow her business from nothing to $500k in just two years. Jenn has great insight into what it takes to become a successful entrepreneur, & I loved hearing her story of how she has gotten to where she is today....
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Interview with Kurt Mortensen – Author of Maximum Influence (ep. 25)
Marcello had the pleasure of speaking with Kurt Mortensen in this episode. Kurt is a best-selling author, podcaster, consultant, & a dad to four children! He obviously has a lot going on & a lot of knowledge & experience to back it up. His main focus is on the subject of persuasion & all of...
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Automation in Sales & Marketing (ep. 24)
In this episode we discuss the pros & cons of automation in business. Automation can be a valuable tool when used well, but like anything else… you need to have the great content & people behind automation to make it successful. We go over a few things that you should avoid & share some of...
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Interview with Nikolaus Kimla – CEO of Pipeliner CRM (ep. 23)
We have another interview for this episode where Marcello speaks with Nikolaus Kimla. He is the CEO of Pipeliner CRM & very knowledgeable in the realm of sales & business in general. Nikolaus has a clear passion for the sales industry, & he created Pipeliner CRM to be an incredible tool for businesses in a...
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Interview with Doug Stewart: TEDx Speaker, Dale Carnegie Instructor, & Director of Training (ep. 22)
Special thanks to Doug Stewart for reaching out & making this interview happen! Him & Marcello provide a lot of great info & insight into the sales industry. It is clear that Doug keeps busy & has a passion for what he does. He is able to balance a variety of professional pursuits after overcoming...
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Pricing Strategies (ep. 21)
We all like to think that we make rational purchasing decisions, but the reality is that the majority of purchases are emotional on some level. In this episode, we talk about some of the psychology & strategies behind pricing your product or services. You can also go here for a great list of ideas &...
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Appointment Setting (ep. 20)
When contacting new leads, you are almost always met with some sort of objection from your potential customer. In this episode, we do some role playing to give you examples of how to handle the most common types of objections – “don’t need it,” “don’t want it,” “can’t afford it,” “not right now.” Our sponsor...
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Get to the Point (ep. 19)
Time is money, right? So let’s get to the point. Getting your message across quickly is beneficial to you & your customer. It takes more effort & preparation to be clear & concise, but it can help close sales, gain leads, & establish credibility. Our sponsor for this episode is Blinkist. Blinkist takes full-length books...
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Sales Presentations (ep. 18)
The key points for any sales presentation include: prepare up front, know how much time you have, know who you’re talking to, make your strongest argument first, prepare for worst case scenarios, & save time for the close. Resources: PikToChart.com & BatchGeo.com How long do you take to prepare for sales presentations? Tweet us @pushpullsales...
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Target Audience & Lead Generation (ep. 17)
Marketing & selling to your target audience is a great way to increase the efficiency of your sales process & improve your conversion rate. In this episode, we discuss some ideas surrounding leads from both the marketing & sales perspectives. If you’re talking to everyone, you’re talking to no one Create target personas for your...
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How to Coach Outside Sales Reps (ep. 16)
As a business owner or as a sales manager, it is very important to be able to train new outside sales reps. You don’t want to just throw them into things to test if they will sink or swim so here are a few suggestions to help coach outside sales reps… You need to show...
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Shorten the Sales Cycle (ep. 15)
It’s simple math… the shorter the sales cycle, the more you can sell. In this episode, we cover many of the ways that you can shorten the sales cycle regardless of your business, product, or service. Don’t put pressure on people for things out of their control Have efficient processes & systems in place within...
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Nice Ways to Get Ahead (ep. 14)
You want it all, but you don’t have to stoop too low to get it. Getting ahead in business doesn’t have to mean leaving a trail of destruction behind you. We dive into some of the basics listed below and share how we firmly believe that being a good, honest, helpful person will serve you...
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Ask the Right Questions to Get the Sale (ep. 45)
Marcello gives specific examples of which questions to ask & when to ask them in various sales scenarios. The sales industry is continually changing, & what worked in the past won't necessarily work today. Stay up to date with your tactics & k
Interview with Marylou Tyler - Fortune 1000 Consultant (ep. 44)
Marylou Tyler is an author, CEO, & a Fortune 1000 consultant. Marcello & Marylou discuss the beginning stages of pipeline management such as role segmentation & specialization within the sales process.
Mindset & Motivation for Sales Reps (ep. 43)
Marcello goes into details about how sales reps can improve their mindset heading into various sales situations. We also discuss the importance of finding that baseline that is best for you & your personality. Look to your sales team to help you with both your mindset & your motivation.
Using Instagram for Business (ep. 42)
Shari and Marcello talk about how to use Instagram for your business. They discuss how to build a following, use of hashtags, content ideas, & other instagram strategy. Shari has created multiple, successful Instagram accounts including the @PushPullSales account that led to Tom Hopkins coming on the show!
Interview with Tom Hopkins - Sales Legend and Best-Selling Author (ep. 41)
Marcello had the honor of speaking with Tom Hopkins for this episode. Tom has sold over a million copies of his book, How to Master the Art of Selling, & you currently have the opportunity to sign up for his Advanced Sales Academy. Listening to this episode gives you a free ticket to 40 years of sales experience & knowledge.
Interview with Louie La Vella - Entertainment Branding Expert (ep. 40)
Louie La Vella is a former music TV host who has become an entertainment branding expert. Louie crafts social marketing & branding strategies that result in hugely successful events, concerts, & festivals. The tools & experience that Louie uses in the music industry easily translate to other industries. Listen to this episode with Shari & Louie to make your next event a great success.
Interview with Coyte Cooper - Best-Selling Author & Speaker
Coyte Cooper is a speaker, coach, & an Amazon best-selling author, as well as being a world-class athlete. In this episode, Coyte talks to Marcello about some of the life-lessons that he has learned through wrestling, & how he made the leap from b
Territory Management for Outside Sales Reps (ep. 38)
In this episode, Marcello & Shari discuss the different elements that go into territory management, & why managing your territory well is so important. Marcello introduces some of the key concepts that he focuses on such as: Routing, Resources, Research, Right Timing/Frequency, & Reason to Go Back.
Interview with Henry Geddes - Professional Photographer & Creator of Chatlight (ep. 37)
Henry Geddes is the creator of Chatlight, which is an affordable lighting tool to help make your livestreams, photos, & other images look more professional. He is a professional photographer who was looking to bring a simple solution to the mass market - businesses & individuals who were livestreaming & taking smartphone photos in poor lighting conditions. Shari & Henry discuss what goes into taking a great picture, & how that can affect your overall brand.
Interview with Dinesh K - Founder, Mentor, Speaker, Entrepreneur (ep. 36)
Dinesh K is a founder, mentor, speaker, & entrepreneur who has been involved in over 13 companies. He encourages people to ask the right questions, navigate difficult decisions, & seek out tough answers in order to transform your business. Shari & Dinesh talk about a variety of issues facing companies & individuals.
Second Interview with Paul Smith - Author, Speaker, Podcaster, & More (ep. 35)
Paul Smith is back for a second episode, & this time Marcello had the chance to speak with him. Paul is an expert in storytelling & how it applies to business. He has certainly done his research in this field, & now he is able to share it with us in a very meaningful way. His most recent book, Sell with a Story, walks you through the importance of storytelling in sales, but it also gives you a very detailed guide to begin putting together your own toolbox of go-to stories. Listen to his first episode here.
Overview of The Challenger Sale (ep. 34)
In this episode, we cover the basics of the book The Challenger Sale. This book explains that there are 5 selling profiles, & we go over the basics of each one. The 5 selling profiles are as follows: The Hard Worker, The Lone Wolf, The Relationship Builder, The Problem Solver, & The Challenger.
Interview with Anthony Iannarino - Author of The Only Sales Guide You'll Ever Need (ep. 33)
Author, speaker, & fellow podcaster Anthony Iannarino joins Marcello on the podcast for this episode. Anthony's latest book The Only Sales Guide You'll Ever Need is doing really well... like USA Today bestseller well, & it is easy to see why. Anthony shares insight into how any salesperson can sell more & sell better based on a few key things.
Interview with Nick Raithel – Creator of The 7-Hour Book (ep. 32)
In this episode, Marcello speaks with Nick Raithel, the creator of The 7 Hour Book. Nick created this service to help professionals get their voice out into the marketplace, share their ideas, & establish themselves as experts in their field. The goal of The 7 Hour Book is to have you put in some time through...
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What Your Customers Won’t Say (ep. 30)
Being in sales or marketing means that you need to establish relationships with your customers & work with them to figure out what will be best for their businesses. However, there are a few things that may be lurking beneath the surface that your customers just won’t say. Marcello & Shari talk about some of...
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Interview with Richard Shaw – Founder of Seedling.io (ep. 29)
Shari speaks with Richard Shaw in this episode where they discuss many of the variables in business & startups. Richard is the founder of Seedling.io & has a very research & numbers-based approach to helping businesses, In this episode, he shares that unique perspective with us. He reminds us that we should not just be...
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Interview with Ryan Stewman of HardcoreCloser.com (ep. 28)
In this episode, Marcello speaks with Ryan Stewman of HardcoreCloser.com. Ryan is transparent about both his struggles & successes, & after years of being a salesman himself, he now has tools to help others become better sales people. Resources from Ryan Stewman: Free Online Trainings The Hardcore Closer Podcast Clyxo.com – Display your social profiles in one...
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Establish Yourself as an Expert (ep. 27)
Marcello & Shari discuss the importance of establishing yourself as an expert & setting yourself apart from all of the noise. They cover some specific ideas & examples that will help your customer’s respect your insight & advice & ultimately want to do business with you. Sponsor for this episode: Blinkist How do you establish...
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Negotiate Effectively (ep. 13)
Everyone negotiates at some point or another whether you are trying to close million dollar deals, buying a new car, or simply trying to get your child to eat their dinner. This episode covers some practical tips to use in your future negotiations. Click here for the affiliate link to The Art of Negotiating the...
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Shortcuts to Decision Making (ep. 12)
Dr. Robert Cialdini has a book that covers six universal shortcuts to decision making. These six concepts can help you shorten your sales process and close more leads on a regular basis. Click here for the affiliate link to Dr. Cialdini’s book Reciprocity – people like to give back Something as small as a mint...
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Blogging for Business (ep. 11)
Blogging might seem like another time-consuming task that you feel like you have to add to your company’s website, but when done correctly, blogging can be very valuable. It allows new people to find your business in a way that is interesting to them while giving you a great ROI. Find Your Voice & Use...
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Using Stories to Sell (ep. 10)
Sit back, relax, & let us tell you a story. The bottom line is that people are more interested in hearing “stories” than hearing a stiff presentation, which means that you can keep your customer engaged & grow rapport simply by telling (true) stories. A word picture is a great way to open a...
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Scripting for Sales (ep. 9)
In this week’s podcast, we discuss the importance of using a script when handling sales call. No, not an annoying, canned customer service type script; but you need to have a good idea of what you are going to say, & how you are going to say it. A script is not the same...
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Qualifying Leads (ep. 8)
It’s important to ask the right questions so that you can get the right answers. You want to be able to establish a relationship with your potential customer & qualify them for the sale. This week’s podcast will cover how you can go about doing that effectively. Follow Kenny Rogers’ advice You can’t chase everyone...
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Best Times to Post, Email, & Call (ep. 7)
You are trying to get your product or services in front of the right people at the right time, but that is easier said than done. What are the times to publish blog posts, send out social media posts, email newsletters, or even call someone? A lot of this is going to vary based on...
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Get Past the Gatekeeper (ep. 6)
In this podcast we give helpful tips for getting past the gatekeeper. You need to be able to get to the decision maker before selling your product so be sure to listen & gain some resources for your next call. The book Marcello references is Smart Selling on the Phone and Online by Josiane Chriqui...
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Selling Yourself (ep. 5)
In this podcast we talk about the importance of being able to sell yourself and the value that you bring in a variety of situations. We also discuss how to go about selling yourself without being pushy & annoying. Doesn’t matter how good you are at what you do if no one knows about you...
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Resources for Bloggers (ep. 4)
Blogging can be exhausting. If you don’t post constantly to your blog & on social media, people forget about you. If your site doesn’t look great or isn’t easy to navigate, people click away. A lot of times, blogging is a one man show; and we have some great (free!) tools to make it manageable!...
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Cold Calling (ep. 3)
Contrary to what you may have heard, cold calling is not dead. Cold calling is one of the most important skills that any sales person can have. Even if you are not a sales person by trade, we will give some advice on how to better present yourself in those initial situations. What is cold...
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Interview Strategies for Employers & Candidates (ep. 2)
This week we cover the issues having to do with landing a new sales job or hiring the right sales rep. We talk about how you can better prepare for your interview, impress throughout your interview, & follow up in an effective way. Businesses looking to hire new employees will also learn about some great...
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How to Handle Objections (ep. 1)
This week we cover the three general categories of sales objections – preference, price, & postponement. We give strategies to overcome all of these objections in a way that is effective and does not involve high pressure sales. Preference Ask probing questions like what does “We’re all set.” really mean Ask if they have a...
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