Blog

What Separates Top Performing Salespeople From Average Salespeople? (Ep. 217)

by Todd Hartley • December 4, 2019

If you gave two salespeople the same script, product, and territory…why is one able to crush their sales goal while the other struggles to hit their quota?

What’s the real problem that separates top performers from the “average sales dude?” (Hint: it’s not skill or talent, although those factors do matter at a certain point).

Dan Lier, a two-time collegiate basketball national champion and sales training expert, explains that the underlying problem keeping salespeople stuck is their psychology, or belief system.

Read More


Using Video to Increase Conversion Rates (Ep. 216)

by Todd Hartley • November 7, 2019

Conversion rate optimization (CRO) is simply a process for getting more return on your investment in traffic — be that filling out a form, becoming customers, or otherwise.

The CRO process involves understanding how users move through your site, what actions they take, and what stops them from completing your goals.

When you understand these things, you can apply CRO strategies and tactics to plug leaks and improve your business results.

So how does this work with video? 

Read More


Discover How to Maximize Your Prospects Attention Span (Ep. 215)

by Todd Hartley • October 8, 2019

Let’s talk about your prospect’s decreasing attention span.

You’ve probably heard the statistic that human beings have an average attention span of 8 seconds, which is less than a goldfish.

But if that were true, you wouldn’t hear stories of people binge-watching entire seasons of their favorite Netflix show in one day, or video gamers engaging in 24-hour long marathon sessions.

The truth is, we’ll pay infinite attention to things that are interesting and relevant to us.

For business leaders and marketers, that means getting the right people to pay attention long enough to consume your marketing message so they feel certain enough to make a buying decision.

Read More


Why “More Leads” Might Not Be The Answer (Ep. 214)

by Todd Hartley • September 20, 2019

Generating new leads is great, but if they aren’t converting then what’s the point? 

Typically, this happens for one of two reasons: they either don’t see your solution as an urgent priority, or they don’t understand how your product or service solves their most pressing problem. The latter being a marketing communication problem.

The leads you already have may very well be good leads. They just might not have the clarity and confidence to commit to the purchase. The buying journey shouldn’t be a confusing one. It should be as easy as following a FedEx package with a tracking number. 

Read More


Show & Tell: The Power of Visual Sales & Marketing Assets (Ep. 213)

by Todd Hartley • September 6, 2019

Effective communication is more subtle than you may think. Sure, we communicate with friends, family, and co-workers daily, but there is still a lot of nuances we can learn, especially in a business context.

The good news is, effective communication is a learnable skill. If you focus on small improvements over time, you can use your communication to influence and lead others.
When I’m in sales meetings, everything is show-and-tell. If I’m telling the client how to use retargeting pixels to bring people back to their customer journey page, I’m going to create a slide for that. I do that because showing and telling is more powerful and persuasive.

Read More