How To Sell More

Want to know the secret to increasing your value by 50 percent? Mastering the art of public speaking and communication. In this episode of How to Sell More, host Mark Drager and speaking skills coach & Hall of Fame professional speaker, Joel Weldon, discuss how your communication skills can make or break your sales. In Episode 109, you'll learn: ✅ The most costly communication mistake: focusing on "I" instead of "you" in your messaging ✅ How to use the "ping pong effect" to balance personal stories with audience engagement ✅ Why getting honest feedback is crucial for improvement as a communicator ✅ Joel Weldon's personal journey from being called "the worst speaker ever" to becoming a hall of fame professional speaker ✅ How to prepare your audience for your unique speaking style to increase their receptiveness ✅ Practical ways to improve your speaking skills through practice, recording yourself, and analyzing "game tape" ✅ The challenge most speakers face: knowing too much about their subject and needing to simplify ✅ The single most important element of a great presentation: focusing on results and the audience taking action, turning them to customers Meet today's guest: With over 3,000 speaking engagements worldwide and over 10,000 personally coached speakers, Joel's impact on the communication landscape as a renowned public speaker and coach is unmatched. His "Ultimate Speaking System" is the gold standard for delivering messages with clarity and power. Ready to learn how to master public speaking and communication so you can sell more? Listen to the full episode now! 🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager 🔥Connect with today's guest, Joel Weldon on LinkedIn → https://www.linkedin.com/in/joelweldon 📖 Learn more about the Ultimate Speaking System for entrepreneurs and business owners → https://www.ultimatespeaker.com/public-speaking-courses 🔥Learn more about Joel Welson's work → https://www.ultimatespeaker.com

Think you're in control of your sales process? Think again. "You can't force people to buy stuff they don't want to," says today's guest, Brent Keltner. And that simple statement shows who's really in charge. But it begs the question, if the customer is king, how do we guide the sales process while allowing them to remain in control? In episode 107 of How to Sell More, Mark Drager and guest Brent Keltner tackle this problem head-on. They cover why your team needs to shift from a "show up and pitch" approach to a guided approach to create a stickier sales process. You'll also learn: ✅ The three-part framework for structuring effective sales conversations ✅ How to move from product-centric pitching to journey-first selling ✅ Simple ways to prepare for meetings that take just 10-15 minutes ✅ Why customer stories are your most valuable sales assets (and how to collect them) ✅ How third-party customer interviews can reveal insights your team might miss ✅ How to create follow-up emails that actually move deals forward Meet today's guest: Brent Keltner is the President of Winalytics and the Author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success. Listen to the full episode now! 🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager 🔥Connect with today's guest, Brent Keltner on LinkedIn → https://www.linkedin.com/in/bkeltner 📖 Get your copy of The Revenue Acceleration Playbook → https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 🔥Learn more about Winalytics → https://winalytics.com

You don't have to be creative to become a successful marketer. Good marketing is systematic. In this episode of How to Sell More, Mark Drager and guest Allan Dib explore the concept of Lean Marketing. Allan, who wrote the book on the subject, says that business owners can do less and sell more when they focus on the right things. In Episode 105, you'll learn: ✅ Why "no marketing equals no customers" and how marketing is a skill that can be learned by anyone ✅ The importance of understanding your market deeply before creating products ✅ Why selling is the best way to build a brand (not the other way around) ✅ How attending industry conferences can teach you more in half a day than months of online research ✅ The power of focusing on one or two marketing channels instead of spreading yourself thin across many ✅ Why most success comes from subtraction (removing things) rather than addition ✅ The importance of creating "flagship assets" that work for your business over the long term Meet today's guest: Allan Dib is a serial entrepreneur known for turning complex marketing ideas into actionable frameworks. He's successfully started, grown, and exited multiple businesses across various industries. He's also a sought-after business coach, consultant, and public speaker. He's the best-selling author of The 1-Page Marketing Plan: Get New Customers and Lean Marketing: More Leads. More profit. Less marketing (2024). Want to learn how to do less with your marketing and sell more? Listen to the full episode now! 🔥 Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager 🔥 Connect with today's guest, Allan Dib on LinkedIn → https://www.linkedin.com/in/allandib 📖 Get your copy of Lean Marketing → https://leanmarketing.com/books/leanmarketing 📖 Get your copy of The -1 Page Marketing Plan → https://leanmarketing.com/books/1pmp 🔥 Learn more about Allan Dib → https://leanmarketing.com

The old way to lead a team (the "command and control" leadership style that says the boss can't make a single mistake) isn't working anymore. If you want to improve your team's performance, you need to fail. Which means you need to be willing to fail in front of your team. In this episode of How to Sell More, Mark Drager and guest Colin Hunter explore the power of making mistakes. Colin, the author of Be More Wrong: How Failure Makes You an Outstanding Leader, says that if you aren't making mistakes, you aren't pushing hard enough. In Episode 103, you'll learn: ✅ Why strong leadership seems to be missing in government and business in 2025. ✅ How embracing "Be More Wrong" can transform your leadership approach. ✅ Colin's revolutionary four key leadership styles: Host, Energizer, Disruptor, and Catalyst ✅ How to create "playgrounds" where team members can safely experiment and learn. ✅ Why recruiting for humility, hunger, and people smarts is crucial for team success. ✅ The concept of being "antifragile" as a leader by deliberately seeking challenges. Meet today's guest: Colin is the CEO of the global leadership development company PotentialSquared, where he's helped leaders transform their teams for over two decades. How does he do it? By disrupting traditional approaches and inspiring new ways to think about leadership centered on purposeful practice. Ready to build a successful team that embraces experimentation, fails on purpose, and ultimately, sells more? Listen to the full episode now! 🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager 🔥Connect with today's guest, Colin Hunter on LinkedIn → linkedin.com/in/colinhunter 🔥Get Your Copy of Be More Wrong: How Failure Makes You an Outstanding Leader amazon.com/Be-More-Wrong-Failure-Outstanding/dp/177458039X 🔥Learn more about PotentialSquared → potential2.com

Can a great marketing strategy make up for a damaged brand reputation? In today's market, the answer might surprise you. In Episode 101 of How To Sell More, Dave Fulk, CEO of Reputation Rhino, reveals why even brilliant marketing falls flat when your brand's reputation is compromised. He shares why leaving your online presence unmanaged isn't just risky—it hands the control to others. Listen to learn: Why the first moments of online research make or break customer relationships—and what that means for your business The essential three-pillar approach to reputation management: building, protecting, and repairing How aligning trust across company, product, and personal levels creates authentic connections that drive sales Whether you're wrestling with negative reviews, working to reshape your corporate image, or safeguarding your hard-won reputation, this conversation is for you. Connect with Mark Drager on LinkedIn → https://hi.switchy.io/markdrager

Content is everywhere. And that makes attention, especially our prospects' and customers' attention, a hot commodity. Because every company and brand is competing for the same, very limited set of eyes. In this episode, Mark Drager explores uncomfortable truths about paid advertising with Steve Pratt, the author of Earn It: Unconventional Strategies for Brave Marketers. Steve shares why your team needs to leverage unconventional marketing strategies to earn attention - rather than trying to buy it. In this episode, you'll learn: Why traditional advertising isn't working How Dell transformed its brand perception without relying on ads Why you need to take bold, unconventional steps to gain a loyal audience The unexpected impact of long-form content Why providing value is more important than visibility How you can harness creativity and storytelling to compete with major brands Steve Pratt is the co-founder of The Creativity Business, which offers speaking, workshops, and consulting to help companies develop differentiated content, marketing, and messaging that earns attention. He's also the co-founder of the world's first branded podcast agency, Pacific Content, named one of Entrepreneur's 100 Brilliant Companies. Ready to earn your audience's attention and see real results from your marketing? Listen now! Connect with Mark Drager on LinkedIn → https://hi.switchy.io/markdrager

Want to know why some brands dominate while others fight for scraps? In this episode, Mark Drager sits down with Gair Maxwell, author of Big Little Legends, to reveal how ordinary businesses become extraordinary brands through the power of story. From turning a small-town car dealership into a $50 million phenomenon to helping a home renovation company scale to $1 billion in revenue, Gair shares the secrets behind creating magnetic brand narratives that make selling effortless. Here you will learn: The "Mona Lisa Effect" and why the best product rarely wins How changing your story (not your product) can transform your entire business Why most companies get brand building completely wrong The four essential leadership qualities needed to become legendary How to discover and leverage your unique story in a crowded market The critical difference between marketing tactics and creating true legends Why traditional "best practices" often lead to mediocre results How to know if you have the courage to truly stand out The hidden power of symbolism and metaphor in business Practical steps to turn your company into a "Category of One" The surprising truth about what actually makes customers line up Are you struggling to differentiate your business or ready to become a leader in your space? Tune in now! Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at: https://hi.switchy.io/KcKe

In today's fast-paced and competitive B2B landscape, understanding the balance between branding and marketing is more critical than ever. In this episode of How to Sell More, Mark Drager talks about why combining these two elements strategically can help your business stand out, attract better leads, and close more deals. Mark explores why many companies focus too much on short-term marketing tactics while neglecting the long-term impact of their brand, and how this mistake can cost you big in the long run. We cover: Why first impressions matter and how your brand can instantly build trust The hidden costs of relying solely on quick marketing fixes like social ads and SEO How a strong brand acts as the foundation for all successful marketing efforts The importance of defining what makes your company unique in a crowded market A practical framework for aligning brand, marketing, and sales for sustainable growth Why strategic branding creates long-term value while short-term tactics fade quickly Are you tired of losing leads to low-cost competitors, struggling to stand out, or just looking to elevate your B2B sales process? Tune in and learn how to align your branding and marketing strategies not just to sell more, but to sell smarter. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Former Salesforce executive and Cerebral Selling founder David Priemer shows why focusing solely on product features and ROI misses what truly drives sales. Drawing from his experience leading small business sales at Salesforce and building four successful startups, Priemer shares the connection between human psychology and sales results. Research shows buyers choose based on feelings rather than logic – a blind spot for many sales teams. When analyzing 70 sales representatives at Salesforce, Priemer found the highest performers built genuine belief in their solutions instead of relying on feature lists. This insight reshaped how their sales teams approached customer conversations. Priemer introduces the "love-hate framework" for creating sales messages that connect. His example of Trunk Club shows this in action: "a service for men who love to dress well but hate to go shopping." This positioning helped secure their acquisition by Nordstrom by speaking to customer emotions instead of product specs. The discussion examines why business cases alone don't close deals, how real conviction outperforms product knowledge, and what builds lasting customer relationships. Key Takeaways: Start with Emotion: Connect with how customers feel about their challenges before presenting solutions Build Real Belief: Sales success comes from actually believing in your solution's impact on customers Own the Outcome: Taking responsibility for customer results builds deeper business relationships Top 3 Reasons to Listen: Close More Deals: Apply the psychological principles that drive buying decisions to improve your sales conversations Stand Out in Your Market: Build an authentic sales approach that sets you apart when traditional ROI pitches fall flat Increase Customer Trust: Position your business using the love-hate framework that turned Trunk Club into a multi-million dollar success Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Former A&E and Fox television executive Brad Holcman shares how his experience evaluating thousands of TV shows translates into effective sales strategies. Drawing from 20+ years producing unscripted television, Brad explains why most pitches fail in the first 30 seconds and outlines his proven framework for capturing attention. Brad reveals why understanding your audience's challenges matters more than perfecting your pitch deck. Through stories from his career, he demonstrates how authenticity and targeted storytelling outperform conventional sales techniques. The conversation explores the essential pre-pitch work top performers complete, why rushing to close deals often backfires, and how to build genuine connections that drive long-term success. From structuring compelling narratives to understanding when to reveal key information, Brad provides practical guidance in modern persuasion that works across industries. His insights help reframe how businesses approach sales conversations, moving beyond features and benefits to create meaningful engagement. Key Takeaways: Start with Challenges - Identify your prospect's biggest problem before crafting your pitch. Align your story with their specific needs to create immediate connection. Focus Your Opening - Structure the first 30 seconds to highlight one compelling promise that addresses your prospect's pain point. Build Trust Through Content - Share expertise consistently through valuable content before asking for the sale. Top 3 Reasons to Listen: Learn TV production secrets that turn cold prospects into engaged buyers Discover the psychological triggers that make your pitch impossible to ignore Access proven frameworks from someone who's evaluated thousands of successful and failed pitches Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

There's a painful truth in business that nobody wants to discuss: most companies are hemorrhaging talent and money through poor culture – and throwing pizza parties won't fix it. Meet Kate Volman – CEO of Floyd Consulting and organizational culture expert who's challenging the "perks over purpose" mentality plaguing modern businesses. As the leader behind The Dream Manager program, Kate has helped transform hundreds of organizations from talent-bleeding bureaucracies into high-performing powerhouses where people actually want to work. In this no-holds-barred conversation with Mark Drager, Kate pulls back the curtain on: The hidden cost of bad culture (and why most companies vastly underestimate it) Why your "gut feel" hiring approach is secretly sabotaging your growth The counterintuitive strategy that saved one company $150,000 in turnover costs How to spot the toxic behaviors driving your best talent away The proven framework for building a coaching culture that retains top performers Real-world examples of turning disengaged teams into unstoppable forces The leadership blind spots causing your "expectations gap" crisis Plus, you'll get guidance on: Building hiring processes that actually work Creating accountability without fear Converting complainers into contributors Making employee development a competitive advantage Whether you're a scaling company struggling with retention, or a leader watching your culture crumble, this episode is your blueprint for building an organization where both people and profits flourish. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Meet Dan Shute, a mechanical design expert who, along with his co-founders, transformed a basement startup into Volant Products—a mid to high eight-figure global powerhouse in oil and gas technology. As President and CEO, Dan sits down with Mark Drager to share the raw truth about building a company that's revolutionizing how the energy industry handles casing installation. Dan breaks down the real challenges and victories of scaling Volant from its humble beginnings to serving customers across 50 countries with a team of 150. But this isn't your typical success story—it's a masterclass in sustainable growth and innovation. Here's what you'll learn: -How Dan and his co-founders built Volant Products from a basement startup into a global leader in casing installation technology. -Why continuous improvement and innovation are key to surviving and thriving in a volatile industry. -The importance of fostering a customer-centric culture focused on integrity and value delivery. -How Volant's R&D efforts have led to groundbreaking products like the Top Drive Casing Running Tool. -Dan's approach to building a resilient company through strong leadership and collaborative culture. -How staying debt-free enabled Volant to weather industry downturns and invest in growth. -Why rushing product development can be more costly than taking time to get it right. -The importance of being humble, hungry, and "smart" when building your team. -Why doing "the right things for the right reasons" is better than chasing quick profits. -How to empower employees while maintaining necessary controls. -Why building systems before you need them is crucial for sustainable growth. Between developing breakthrough tools like their Top Drive Casing Running Tool and navigating the volatile energy sector, Dan reveals how staying true to their principles of integrity and customer value has paid off time and again. Whether you're an entrepreneur, leader, or innovator, Dan's insights on building a recession-proof business while prioritizing innovation and customer satisfaction are pure gold. Don't miss this one. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe

Do you find it challenging as an introvert to handle business networking and sales? In this episode, Mark Drager interviews Matthew Pollard, alias the "Rapid Growth Guy," to reveal innovative strategies for introverts in business. As an introvert, Matthew shares his journey from struggling salesperson to successful entrepreneur and author. In this episode, you'll discover: Why being an introvert is not a barrier to success in sales and networking How to leverage your introverted strengths to build deeper relationships The power of preparation and planning in networking events Why differentiating yourself is crucial for business growth How to create a unique personal brand that stands out in a crowded market The importance of niching down to attract ideal clients Strategies for articulating your value proposition effectively Why Traditional Networking Advice Often Fails Introverts How to turn casual connections into champion relationships and momentum partners How to conduct painless client feedback sessions Why over-complicating sales processes can hinder your progress How to build a scalable business model as an introvert Are you an introvert looking to boost your confidence in business or an extrovert seeking to understand your introverted colleagues better? Tune in and learn how to use your introverted superpowers and achieve rapid growth in your business, regardless of your personality type. Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram: https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe