Alignment-Based Sales: Don’t Be A “One Way”

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Image source: https://www.flickr.com/photos/vshioshvili/

Image source: https://www.flickr.com/photos/vshioshvili/

Sales shouldn’t be a win-lose relationship. It you’re focusing on the knockout punch of closing the deal, like the “ABCs of Sales” approach, you’re creating a dynamic with those clients that’s really not sustainable. It’s an incredibly short-sighted way to do business, but it’s also surprisingly common.

I even have a term for people like this. I call them “one ways.” Why? It comes from one of the first dates I had with the woman who would later become my wife.

When we first started dating, I was a different guy. It was a lot younger back then, and I was both clueless and a little selfish. On one of our earliest dates, we were hanging out at my apartment watching a movie. We were a good ways into the film, and I realized I was getting a little hungry. Continue reading →

Ep. 153 – Donald Miller’s “How to Tell a Story” eBook – An Introduction: Why Does Story Matter?

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StoryBy the second sentence of How To Tell A Story, host and business coach Tom Ryan was hooked. Here was a short, straightforward book about telling a great story, written by an established expert in brand narrative. In a world where content marketing can make or break a business, it was exactly the kind of thing Tom could use to give his clients and students a starting point for creating their company narratives.

In today’s episode, Tom and co-host/producer Jason Pyles talk about Donald Miller’s How To Tell A Story. They also talk about what makes a great story, and why stories are so effective for reaching your audience and customers. Continue reading →

Alignment-Based Sales: Why The ABCs of Sales is Junk

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GGR-Image“The ABCs of Sales” is junk. I know I’m going to disappoint some of you by saying this, but it’s true. Let me tell you why.

I’ve worked on the sales side of the business world for a long time, and been on almost every rung of the sales ladder in the process. Along the way, I’ve seen what works and what doesn’t. When I hear people repeating the idea that the right approach to take in sales is to “Always Be Closing,” I cringe. That’s a terrible sales philosophy, particularly when it comes to building a sustainable business. Continue reading →

Ep. 152 – The Core of Content Marketing: Storytelling

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StoryIn today’s social media-driven culture, content is king. But not all content is created equal. If you want your content marketing to resonate with your audience, it needs to tell a compelling story. Master storytelling, and people will crave every piece of content you create.

In today’s episode, host and business coach Tom Ryan talks about his struggles finding a reliable system for creating great business content. Not only did he find a great resource that changed his entire approach to storytelling, but all it cost him was his email address. Tom is joined, as always, by co-host and producer Jason Pyles. Continue reading →

Ep. 151 – Why Content Marketing Matters

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SIBP-Blog-NEW-3What is it about content marketing that makes it so compelling and effective? Is it purely a function of the way we consume media, or is there a generational shift at work? And what does it mean for how customers relate to brands?

In today’s episode of the Success In Business podcast, host and coach Tom Ryan answers some of these questions using both the hard data about how it works, and the deeper common knowledge about the effectiveness of storytelling. As always, Tom is joined in this discussion by co-host and producer Jason Pyles. Continue reading →

Ep. 150 – What Is Content Marketing?

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SIBP-Blog-NEW-1The way businesses connect with customers is constantly changing. There’s no better example of this than the current move towards using “content marketing” to reach those customers directly. Content marketing is a big deal, particularly in a world where social media has become a primary marketing channel, but is it really that different from traditional marketing and advertising?

As host and business coach Tom Ryan explains, “If you don’t get onboard the content marketing train, you’re going to be left at the station.” As always, Tom is joined in this discussion by co-host and producer Jason Pyles. Continue reading →

The Four Ps Of Scaling: An Overview

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IMG_2329Growing a business is always a challenge. Even with great founders, outstanding products or services, encouraging profits and exceptional momentum, there is no guarantee that scaling that business will be a smooth process. Not only are there the logistical issues when it comes to things like opening new locations, training new staff and creating a consistent customer experience, but there are other, easily overlooked elements to consider as an operation expands.

On a personal level, scaling a business is also stressful. Operating a single-shop business is demanding enough, and it can easily take a huge toll on your personal life. Expanding your operation by even a single location can have an exponential impact on your family life, friendships. and your health. From your ability to sleep to the simple sanity of downtime, every part of your life will be affected. Continue reading →

Ep. 149 – New Year’s Resolutions for Your Business: Part 2

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SIBP-Blog-NEW-2In the last episode of the Success In Business Podcast, host Tom Ryan and co-host Jason Pyles discussed their 2016 business resolutions. In part two, they talk about two more resolutions for the New Year, one to start doing and one to stop. Learn why a profit-focused mindset matters for every entrepreneur, and why being unbalanced can result in needless stress as you build your business.

In addition to his work as a podcaster, Tom Ryan is a business coach and Kauffman Foundation Entrepreneur In Residence based in Asheville, NC. Co-host Jason Pyles is a producer for several successful podcasts, including Movie Podcast Weekly. Continue reading →

Startup Capital: 5 Steps For Determining How Much Money You Need To Raise

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SIBP-Blog-NEW-B-5In my last post, I explained how to determine your startup expenses. That’s an important step for determining your outside capital needs, but it’s not the whole story. To get an accurate idea of how much money your business will need to reach the place where it is generating a profit, you need to see the bigger picture.

By following these five steps, you will have a much better idea of your actual funding needs. This is the exact kind of information investors and lenders will need to see before they open up their checkbooks. Continue reading →

Ep. 148 – New Year’s Resolutions for Your Business: Part 1

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SIBP-Blog-NEW-2A new year bring with it the promise of a fresh start, both for you and your business. For many entrepreneurs out there, this means it’s time to start getting serious. Are you ready to stop “playing business”? Are you ready to get out of the mindset of working “in your business” and start working “on your business”? If so, today’s podcast is for you.

Host and business coach Tom Ryan talks about his business resolutions for this year, from “stop doing” to “start doing” goals. As always, Tom is joined by producers and co-host Jason Pyles. Continue reading →