As a salesperson, you need to find the right people to talk to if you want to make progress and successfully complete a sale. But how do you determine your customer’s criteria to choose one proposal over the other? Steve Gielda, from Ignite Selling, has the answer. During this episode, you will learn how to develop decision criteria, who are decision-makers in sales, and price is not the number one reason people buy from you. The takeaway here is that what is important is constructing information and what you do with it.   Links 345 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

Build Live Give Podcast

345 - Ignite Your Sales With Steve Gielda

There is not a sales system without a clear and organised follow up process. During this episode, Paul explains how common it is for business owners to lose opportunities when they don’t implement a few actions to follow up on potential clients. Here you will learn what are those common mistakes, what are the 3 ways to solve them and learn some scripts to help you nail your follow ups.   Links 344 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

344 - 3 Ways To Nail Sales Followup

If you think your messaging doesn’t reflect exactly what you do and you don’t know how to communicate your expertise to the rest of the world, Dallin Nead, from Content Supply, is here to help. During the episode, Paul and Dallin discuss why messaging is so important to improve your sales, the ideal framework for breaking down your story, and the importance of video in every step of this process.     Links 343 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

343 - Nail Your Sales Messaging With Dallin Nead

If you are interested in expanding your network of referral partners or thinking of starting a referral program, this episode is for you. Leverage the power of LinkedIn and implement these 5 actions to grow your business.   Links 341 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

342 - 5 LinkedIn Tips To Increase Referrals

Business owners spend a lot of time on admin tasks necessary to keep the company running, but not enough on the ones that will make it grow. If that is your case, it might be time to get some help so you can focus on what you are really good at.   Linh Podetti is here to help. She is the director of Outsourcing Angels, an Australian recruitment agency that specialises in providing premium Virtual Assistants from the Philippines to companies worldwide.   In this episode, you will learn how you can use a virtual assistant (VA) to remove 66% of your sales admin work, how to leverage video for sales, and why you should be on YouTube.   Links 341 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

341 - Find Your Sales Angel With Linh Podetti

Every person has a unique story to tell about how they got where they are today. And when you work as a consultant or mentor, a 3-minute video gets people to know you, and they can decide if they really want to meet you. Hence, it’s a great way to prequalify your potential clients and find the right fit for your business. In this solo episode, I share my story, so you can have an idea of how to create yours. I also tell you all the places you can use your video to reach your audience.   Links 340 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

340 - Stories Matter In Sales

Have you used a booking platform to organise an event, sell products directly from them and integrate your other sales tools? Book Like a Boss does this and so much more for business owners and companies of any size. In this episode, Paul invited Nachum Kligman, CEO and co-founder of this fantastic tool, to talk about how he helps millions of entrepreneurs connect easily for made more sales in an ever-increasing virtual world. Kligman is an author, speaker and podcaster and has been an entrepreneur for more than 25 years.     Links 339 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

339 - Book Like A Boss With Nachum Kligman

If you can't get clients, you may not have the fundamentals of your offer in place to make it easy for people to buy your product or service. And as James Schramko says, you don't have a business until you have an offer that converts.   Paul is here to help. During this solo episode, he lists some actions that you can take to package your offer and make it clearer for your clients. First, you need to choose a certain amount of offers and select which one will be the priority to get the expected revenue. From there, implement the other elements, and you will have an offer that converts.   Links 338 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

338 - How To Nail Your Offers

 Eric Albertson is a certified EOS implementer and a business growth expert that is here to share his knowledge on how this set of tools will help entrepreneurs to get more of what they want from their business, and less of what they don't want. If you haven’t heard of EOS before, you will learn what it is, how it helps your company to get vision, traction and turn into a healthy business, and how to position yourself in sales.   Links 337 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

337 - How To Not Kiss A Lot Of Frogs In Sales With Eric Albertson

The pandemic has had a huge impact on businesses from different industries. But consultants and small businesses owners have agreed that 2021 ​​has been one of the quietest on record for sales.   In this show, Paul shares 9 levers you can implement to pull through your revenue. From obvious actions like getting referrals from your existing clients to new ones such as thinking like a doctor or selling on other people's stages. There are also some bonuses at the end of the episode.     Links 336 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

336 - 9 Sales Levers To Pull To Lift Revenue

A salesperson spends 66% of their time on non-selling activities, and 54% miss their quota. A shocking number, right? If you are one of those sellers who only use a CRM platform to input information, schedule appointments, and enter deals, you might be part of that percentage.   Tiffany Bova, a global evangelist for Salesforce, is here to help. During our interview, she explains how you can get some output to become a smarter seller and use the system to tell you who are the 10 best people most likely to do business with you.   Links 335 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

335 - Optimising Sales With Tiffani Bova

Did you know that there are 2.3 billion active users on YouTube, 70% of internet users have their own account and it’s the second most popular search channel? So if you're thinking of starting a YouTube channel or focusing your attention on your existing one, this is the right time.   If you are already creating content, why not repurpose it for YouTube? During this solo show, Paul shares 7 powerful tips to make your YouTube strategy more effective so you can get more sales.     Links 334 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

334 - 7 Ways To Get More Sales With Youtube

For those who come from the corporate world, the term sales enablement might sound familiar. However, for small business owners, it has been a methodology out of reach for years. Why? It was simply not affordable for many in the past. But what is sales enablement, and what does it do for your business? Craig Potts from Orchid Black is here to answer these and more questions around this topic. He shares six steps to transform sales, six elements around messaging, and sales enablement platforms that you can now use in your consulting business.   Links 333 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

333 - Sales Enablement with Craig Potts

Following up on messages from current and potential clients could be a challenging task. Whether they come from email or LinkedIn, you need to make sure you don’t miss a single one. But, what is the best one for the sales messages?   In this episode, Paul will explain why you should combine email and LinkedIn messages, how to use email for your sales, and, finally, how you are going to keep track of all the messages to turn them into leads. He also shares some tools that will make your life easier.   Links 332 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Twitter: @BuildLiveGive On Facebook On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

332 - Email And LinkedIn Messages In Sales

If you’re planning to launch a podcast or think your show needs a refresh, you need to listen to this episode. David Perez, from Audiencecoach.com, helps coaches and consultants to launch their podcasts and use them to fill their sales pipeline.   During our conversation, he guides us through the launch of a podcast, explains the formula to create engaging content, and shares why research is essential to deliver what is relevant for your audience.     Links 331 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Twitter: @BuildLiveGive On Facebook On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

331 - Creating A Podcast To Build Your Authority With David Perez

Tune in as Paul Higgins podcaster, business coach and mentor interviews Solopreneurs on their journey of Building, Living and Giving. He also does solo shows covering personal effectiveness, ideal clients, business models, lead generation, building teams and much more. Some past guests include: Josh Stanton Screw the Nine to Five Ep53 James Schramko Super Fast Business Ep61 Nathan Chan Foundr magazine Ep72 Matt Barnet Bonjoro Ep73 Lydia Lee Screw the Cubicle Ep84 Lisa Sweeney Business in Heels Ep90 Find show notes at https://buildlivegive.com/podcast

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Build Live Give Podcast

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