“Businesses that are driven by purpose and powered by creativity are the ones that win” - Colt Briner

1. Consistently practice your craft. If you stop practicing something—whatever it may be, you will slowly lose your hard-earned skill and expertise behind it. You won't only lose efficiency and effectiveness—you will fall out of touch because everything is always in constant change, though do so at different speeds.   
2. Creativity is more than just using a pencil. Little do people know that there are numerous "types" of creativity, and each type has a range of depth. Creativity is not exclusive to artists and designers. Creativity comes in many forms, including analytical creativity. It seems like a juxtaposition—but it's true! 
3. Progressive creativity requires structure within a company. Being creative is often easy, though creative people often have difficulty operationalizing things. The work process ends up looking like a chaotic mess. Design, marketing, and ad departments and/or agencies often struggle to operationalize properly. Remember: creativity is best served with a side of operational order to ensure a team is efficient AND effective while making an idea come to life!  
4. A business's goals must be aligned with the creative team's initiatives. If your creative team doesn't understand the bigger picture in detail, they can't properly help you accomplish what you're trying to achieve as an organization. The assets the creative team makes end up being useless, may have the risk of being irrelevant to your ideal customer, and/or the assets drive a lot of engagement or attention because the viewer/prospect "likes it." However, it fails to convert them to paying customers. 

About Colt 

Colt has over 20+ years of experience as a marketing and business development executive supporting early-stage startups and full-fledged unicorns. He has built benchmark-crushing marketing departments from the ground up for five companies as an employed exec and supported dozens of others in doing the same as a consultant. 

As Founder & CEO of Scrappy AF Marketing, he helps young organizations capture market share from industry incumbents and supports established businesses in accelerating growth. During his time as CMO for Ensemble Health, they secured 60% of all contracts written in their industry nationwide. He has helped to transform both healthcare and education in the United States. 

Feel free to connect with Colt Briner or Rob Turley on LinkedIn or @RobTurley2 on Twitter! 

#DTRHpodcast #HighVolumeIsDead #ScrappyAF #Creativity #Marketing #Goals #MarketingTips #Design #Mindset #CreativeThinking #Optimization  

1. It's about quality closes, not quantity meetings. The number of meetings you set has nothing to do with effectiveness or success. The fact that a deal closes is the only measurement that matters in the end. We need to stop focusing on indicators of sales activity and start focusing on the strategy behind the results—what counts.   
2. The number of touches is rising. Don't be impatient. The average number of touches to get someone's reply is approximately 18 touches to date. We're headed in the wrong direction, and fast. 10 years ago, it was 7-9 touches; 10 years before that, it was 3-4. You do the math. It's a cumulative problem, and the way to cut through the noise is to win. 
3. "Don't confuse 'attention' with 'intention.'"  A "smartass" marketer came up with the term "intent data" because it sells better and is more palletable. Truth is, intent cannot be measured until the outcome has happened and is just behavioral data that measures a person's attention and action—nothing more. You can't predict someone's intent, and "intent data" does not predict whether someone will buy—or otherwise. It can only indicate some loosely correlated "buyer signals"... or maybe not... you get the point. 
4. Selling to the wrong client will damage your engineering team… What? Everything within every business is interwoven and connected, whether you'd like to think so or not. Listen to the podcast to learn more about this because it's honestly too cumbersome to explain in text. 

About Adem 

Adem is the Founder of Disruptur. A full-cycle sales company like no other. It replaces output management with outcome management. 

Adem leverages "Dark Prospecting" and hyper-targeting techniques, coupled with "growth-by-magnification" methods at every touch of the sales process outlined in "Closed-Circuit Selling."

The Disruptur framework has gained worldwide exposure on the global, critically acclaimed podcast, #UNGOOGLEABLE, by Jonny Stofko in 2022.

Feel free to connect with Adem Manderovic or Rob Turley on LinkedIn or @disruptur @RobTurley2 on Twitter! 

#DTRHpodcast #HighVolumeIsDead #DarkProspecting #PredictableProspecting #ClosedCircuitSelling #Sales #Marketing #SalesEnablement #SalesTips #FutureOfBusiness #BusinessDevelopment #AI #SalesProcess  

"You can't grow professionally unless you are willing to grow personally" —James Buckley

1. It's YOUR responsibility to learn, grow, and succeed as a sales professional.  Don't solely rely on your employer, your boss, or any external factor to enable you to become successful in sales. Often employers do not get you the training or provide the right resources to help you get to where you want to be, so don't be afraid to acquire the right training or mentorship of your own volition.   
2. You must EARN the opportunity to sell to somebody.  A salesperson's job is to help find a solution to a problem that is presented to them, not sell a product or service. You must discuss the prospect's current situation to understand the cause rather than shove a solution in their face to help patch a symptom. Dig deep and understand the situation. 
3. Avoid saying “I” or "we" when reaching out to a prospect.  IT'S NOT ABOUT YOU! Using "I" or "we" make it about you. Stop and re-read the message you're about to send and think, "Is this message about them or me?" Put yourself in the buyer's shoes and think about the idea behind your messaging. "Is that how I'd want to be approached?" 
4. Invest the time to build a personal brand.  Your sales numbers and success rates can be top-notch at the company you're working at, but you can't take 'em with you. You can take a personal brand with you!  If you have a decent one, you're far more likely to get hired somewhere, and it becomes easier to sell since you appear trustworthy and reliable publicly. 

About James 

As Chief Evangelist at JB Sales, James Buckley has the pleasure of joining some of the best minds in business and "edutaining" millions of salespeople on their journey. JB Sales events and memberships are helping sellers become the best sales professionals they can be... Because they deserve it. 

The front lines of sales have never been more valuable. They need the skills and techniques to help them achieve goals consistently, grow personally and professionally, and ultimately become leaders in their industries. Salespeople now have the power (and choice) to take their destiny into their own hands. 

His organization’s mission is to help salespeople set more meetings, close more deals, build the best personal brands, and win more often with resources that constantly help them level up their game. 

Reach out to James directly - james@jbarrows.com. He always says, "Let’s connect! I’ve never met a stranger in my life!"

Feel free to connect with James Buckley or Rob Turley on LinkedIn or @saywhatsales @RobTurley2 on Twitter! 

#DTRHpodcast #SayWhatSales #HighVolumeIsDead #Sales #SalesEnablement #SalesTraining #SalesTips #FutureOfSales #FutureOfBusiness #BusinessDevelopment #RelationshipBuilding #SalesProcess #BeHuman  

"99% of the messaging out there is awful, so you HAVE to do your research ahead of time to stand out. If you're not willing to do that, you're going to have a real hard time (prospecting)." —Landon Hobbs

1. Research who you reach out to BEFORE meeting them. They'll know if you didn't. When you're selling to leadership, THEY WILL KNOW if you haven't researched them and their business. When you don't, it's literally insulting to the person who's taking the time they don't have and giving it to you. Your chance at a sale goes right down the proverbial toilet.   
2. Prospecting is like a game of chess.  Different people with different job functions of different hierarchies exist within a business. Intelligently decide who is best to reach out to and build relationships with. This is only possible if you DO the research. Make the wrong move or get too narrow/wide—you will fail. 
3. Don't pitch unless you are directly asked to do so. Pitching is dead. No one wants to be pitched. Pitching is a bunch of scripted words sprayed in the prospect's face about why they should buy the thing you're selling without consent. Think about it... Who in the f*ck wants that? Ever?—Unless they specifically ask for it? 
4. Don't force an agenda on someone. Your job is to guide them on the BUYER'S journey. No one wants to sit through a bulleted list of subjects they may or may not (and probably don't) want to talk about or sit through. Ask the buyer what they want to talk about and what problem THEY are trying to solve. Not the problem you know you solve. They may not even see it the way you or your organization does. 

About Landon 

Landon Hobbs, Account Executive at Reprise, advocates for all things related to the mental health of salespeople. 

He wants to humanize vulnerability and bring back the human element to selling.

Feel free to connect with Landon Hobbs or Rob Turley on LinkedIn or @RobTurley2 on Twitter! 

#DTRHpodcast #Sales #SalesEnablement #BusinessDevelopment #RelationshipBuilding #SDR #AE #Ethics #BeHuman #HighVolumeIsDead 

1. Know where your potential customer "lives."  You must find out where you're customers are or "hang out" to be able to market and communicate with them.   
2. Marketing doesn't stop after the sale.  Marketing to your clients (or the lack thereof) is one of the most common mistakes that businesses make. They practically forget they exist, and marketing to current clients is 4-5x less expensive than marketing to net new. 
3. Personalize gifts to your clients.  If a picture says a thousand words, then how many words do personal thank you cards (yes, paper and handwritten) or gifts say to someone? 
4. Focus your A/B testing on fewer experiments for longer. If you lack a marketing budget or want to save on costs, then be sure to still A/B test, but perhaps do the A and the B at separate times at a slower drip for a longer period. This way you can still have variation AND save money when you need to. 

About Mike 

Mike is a 20+year marketing veteran, CEO at Problem Solver's Consultants marketing agency, husband, father, and golf nut. He spends his days helping SMBs scale and grow using proven marketing tactics mixed with the latest marketing strategies. If he's not in the office he's on the links enjoying some of the best courses in the country.

Feel free to connect with MIke Ruffing or Rob Turley on LinkedIn or follow @PrblemSolvers or @RobTurley2 on Twitter! 

#DTRHpodcast #Marketing #Budgeting #ABtesting #SMB #Scaling #DigitalMarketing #GTM #GoToMarket #MarketingStrategy

1. Verify and compare measurable metrics.  Daily, weekly, and monthly metrics that represent progress and/or regress, such as the number of form submissions, website visits, conversions, etc.   
2. Eliminate the silos within your business.  Whether it's a RevOps process or any other operational structure, keeping your business from siloing is critical. Silos create undesirable division. It "divides" a business and creates barriers that make it difficult to work together as a single unit. 
3. Run tests constantly in parallel.  Always be Testing (AbT). Everything is a work in progress and nothing is perfect. there is always room for improvement so be sure to be testing all measurables within your organization to ensure there aren't points of failure or blockages present. 

About Simon 

Simon Severino is the author of "Strategy Sprints" & "Habits of Success," CEO of global consultancy Strategy Sprints, creator of the "Strategy Sprints Method," seen in Forbes & Entrepreneur Magazine, member of the SVBS Silicon Valley Blockchain Society, and the #1 speaker on agile strategy and agile sales.

Feel free to connect with Simon Severino or Rob Turley on LinkedIn or follow @strategysprints or @RobTurley2 on Twitter! 

#DTRHpodcast #Agile #ProcessImprovement #Operations #SalesOps #RevOps #SalesEnablement #TechStack #AgileSales

1. Start with a hook!  People using TikTok have extremely short attention spans and must be gripped by the video content within the first 2 seconds—otherwise, you lose them immediately.   
2. Customize your content to fit the TikTok platform.  Content that you post on TikTok will NOT reflect your post anywhere else unless you're posting "Instagram Reels," so do not create "informative content" unless it's easily digestible and simplified. 
3. Use humor your audience can resonate with.  People like funny sh*t. 'Nuff Said. It's easily consumable and resonates at an emotional level. 
4. Niche down for leads, generalize for views, and always use hashtags.  Niching down the audience and creating more specific content will drive down your viewership but will specifically resonate with a particular audience. If your objective is to generate leads, this is the route you want to take. Suppose you're looking to drive awareness and gain a following. In that case, generalizing your content is essential, though always, be sure to "direction" your content by using relevant hashtags to ensure people will find your content. 

About Will Aitken 

Will is a content creator & active voice in the technology sales space with seven years of Individual contributor sales experience. He works as an evangelist at Sales Feed, a Vidyard media company subsidiary, producing entertaining and educational sales shows & short videos for the sales industry. 

Will runs several B2B TikTok accounts with over 100K followers on each. 

Feel free to connect with Will Aitken or Rob Turley on LinkedIn or follow @JustWillAitken or @RobTurley2 on Twitter! 

#DTRHpodcast #TikTok #TikTokforBusiness #B2B #Marketing #SocialMedia #SocialMediaMarketing #Awareness #Influencing #Influencer #Sales #DemandGeneration #VideoContent

Key Takeaways: 

1. Focus on providing value to educate listeners—do not flaunt your status... NO ONE CARES!  People listen to podcasts for a few reasons: educate themselves, entertain themselves, or improve actions/behavior. No one cares how many awards you've won, how successful you are, or how much money you make. It's irrelevant and comes off as egotistical and arrogant.   
2. Never sell or pitch anything... Again, NO ONE CARES!  People do not listen to podcasts to hear a sales pitch. They would talk to one of the million sales reps who are constantly hounding them over their LinkedIn DMs to have that kind of experience. 
3. Publish podcast episodes consistently—never "forget" to post an episode.  If you're a podcaster and publish episodes weekly, be sure to release them at the exact same time on the same day, NO MATTER WHAT. If you skip a beat, your listenership will drop like a rock. 
4. Use dialogue to build and strengthen your relationship with the host or guest.  The conversation between the host(s) and guest(s) is generally quite intimate. Podcasts are a fantastic way to truly get to know people and make a strong, genuine connection in a short period of time. Use that to your advantage, whether you're the one hosting or featuring. 

- Kristin Molenaar, CEO at YesBoss 

About Kristin 

Kristin Molenaar is an entrepreneur-enthusiast who lives by the mantra "work less and make more." She enjoys helping entrepreneurs ditch vanity metrics for genuine, profitable connections. 

Kristin's the CEO of YesBoss, a podcast booking agency that helps entrepreneurs elevate their visibility and credibility, so they can scale their business without becoming full-time marketers. 

Feel free to connect with Kristin Molenaar or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter! 

#DTRHpodcast #podcasting #podcastguest #yesboss #podcast #relationshipbuilding #featured #media