The Liston.io Show // B2B Sales and Marketing For Consultants

45 EpisodesProduced by Liston Witherill

B2B sales and marketing advice for agencies and consultants who want to go beyond the referral and create a predictable service business. Your host, Liston Witherill, will give you expert advice on how to sell your services and what to say during the process, how to build a sales process in the firs… read more

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Ep046: Expanding and Derisking a Large Account

December 10th, 2018

18:12
So you have a large account, huh? Congrats! That's fantastic. Except it's riddled with all kinds of risk. 
There's the risk of losing your contact at that account. There's the risk of them significantly changing their …

Ep045: How to Delegate Work In Your Agency with Karl Sakas (Part 2 of 2)

December 7th, 2018

28:10
Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate …

Ep044: How to Delegate Work In Your Agency with Karl Sakas (Part 1 of 2)

December 6th, 2018

22:03
Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate …

Ep043: Buying Behavior - What You Need to Know to Sell More Effectively

December 3rd, 2018

32:41
Your clients buy for many different reasons, but buying behavior can be distilled into a single sentence: because they want it. How people make decisions about what they buy, and why they choose you (or someone) else is …

Ep042: Podcast Marketing for Agency Growth with Ben Shapiro (Part 2)

November 30th, 2018

23:18

Ep041: Podcast Marketing for Agency Growth with Ben Shapiro (Part 1)

November 29th, 2018

24:01

Ep040: Sales Mindset - How to Think About Selling as a Service Provider

November 26th, 2018

21:10
Doing the right things won't matter nearly as much if you're not thinking the right things when you sell. It's often referred to as "mindset," and having the right one when you sell will make an immediate difference in …

Ep039: Gratitude in Sales? And Happy Thanksgiving!

November 19th, 2018

21:10

Ep038: Building a Personal Brand While Running an Agency with Matt Inglot (Part 2 of 2)

November 16th, 2018

25:35

Personal branding is 1) hard work and 2) enormously beneficial for your business in the long run. In Part 2 of my discussion with Matt Inglot, he talks about why and how he's building his personal brand.

Mentioned in …

Ep037: Technology as a Differentiator For Your Agency with Matt Inglot (Part 1 of 2)

November 15th, 2018

10:45

How is your agency different? Using special or even proprietary technology can help you stand out, which is exactly what Matt Inglot did with his …

Ep036: Sales Cycle - Should You Push It Forward, or Stay Patient?

November 12th, 2018

24:02

Some clients seem ready to start with you right away, but then something happens and they cool off. They want to wait a month, or even indefinitely. …

Ep035: Telling Your Brand Story to Boost Sales with Raj Nathan aka "The Startup Hypeman" (Part 2 of 2)

November 9th, 2018

23:07

Ready to tell a story that makes your clients stop dead in their tracks and start working with you? Raj Nathan, aka The Startup Hypeman, helps …

Ep034: Telling Your Brand Story to Boost Sales with Raj Nathan aka "The Startup Hypeman" (Part 1 of 2)

November 8th, 2018

26:22

Ready to tell a story that makes your clients stop dead in their tracks and start working with you? Raj Nathan, aka The Startup Hypeman, helps …

Ep033: Outsourcing, Podcasting, and Cold Email, Oh MY! (November Update)

November 5th, 2018

21:47

Ep032: Cold Email and Productizing Your Service Offering with Jason Bay of Blissful Prospecting (Part 2 of 2)

November 2nd, 2018

23:47

Are you fisher, or a hunter? Your sales and marketing strategies should have a mix of both. Jason Bay of Blissful Prospecting walks through the …

Ep031: Cold Email and Outbound Marketing with Jason Bay of Blissful Prospecting (Part 1 of 2)

November 1st, 2018

30:00

Are you fisher, or a hunter? Your sales and marketing strategies should have a mix of both. Jason Bay of Blissful Prospecting walks through the …

Ep030: Inbound v. Outbound Marketing - How to Choose the Right Balance

October 29th, 2018

26:16

Ep029: Growing an Ecommerce Agency with Ben Chafetz (Part 2 of 2)

October 26th, 2018

22:04

Ecommerce is a competitive landscape, and Ben Chafetz has found a way to build a thriving consulting firm focused on Magento development. He'll share …

Ep028: Growing an Ecommerce Agency with Ben Chafetz (Part 1 of 2)

October 25th, 2018

17:49

Ecommerce is a competitive landscape, and Ben Chafetz has found a way to build a thriving consulting firm focused on Magento development. He'll share …

Ep027: Scale Agency Sales Beyond the Referral

October 22nd, 2018

27:39

Ready to scale your agency sales beyond referrals? Most agencies grow from existing contacts, networking, and referrals. But that's not a viable way to scale. In this episode, I'll tell you what it takes to scale your …

Ep026: How to Create a Simple Consulting Website with Jared Gold (Part 2 of 2)

October 19th, 2018

24:52

If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest …

Ep024: Do you need more leads, or better selling skills?

October 15th, 2018

28:58

If you're falling short of your revenue goals, you need to make a change. Do you need more leads, or better selling skills? In this episode I'll give you some ideas for how to pinpoint the issue(s) - and there are …

Ep023: Cold Email Outreach Excellence with Jon Buchan of The Charm Offensive (Part 2)

October 12th, 2018

24:45

Jon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 2 of 2.

Mentioned in …

Ep022: Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 1)

October 11th, 2018

22:14

Jon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 1 of 2.

Mentioned in …

Ep021: Start a Podcast as Content Marketing for Your Consulting Biz

October 8th, 2018

26:25

Ep020: Digital Marketing Agency Growth with Brent Weaver

October 3rd, 2018

21:44

Ep019: Podcast Promotion, Personal Growth, Vacation, and Being Lazy - Monthly Monday October 2018 Update

October 1st, 2018

30:28

In my October 2018 update, I'll tell you why I'm doubling down on podcast promotion and letting it lead all of my content efforts. Plus I talk about an event I attended, my vacation, and my newfound running addiction.

Ep018: How Your Website Should Help Your Selling

September 26th, 2018

25:19

It seems so obvious, but it's worth saying: your website is a critical sales tool. Do it the right way, and it'll pay huge dividends. I'll tell you …

Ep017: Why Service Providers Need a Podcast with Simon Thompson

September 12th, 2018

26:38

Having a podcast is one of the best medium to show your expertise. But do you know that podcasting is also a great channel to increase the quality and number of your leads? Learn from Simon Thompson as we discuss why …

Ep016: Promoting Your Content With Ben Dell

September 5th, 2018

23:43

Your content is one of the best ways to show your expertise. However, creating great content alone is not enough. Getting people to actually see it …

Ep015: Monthly Update, September 2018

September 3rd, 2018

24:15

Here's my September 2018 update of all the happenings in my business. In this episode, I'll cover:

  • Podcast update and the road to 2k downloads
  • Moving …

Ep014: How Many Options to Include In Your Proposal

August 29th, 2018

19:29

There are two rules for presenting your proposal: 1) include options, 2) don't include too many options. I'll tell you why, and what to do about it.

Ep013: LinkedIn Prospecting For the Win with Jake Jorgovan

August 22nd, 2018

31:10

LinkedIn is a powerful prospecting tool that consultants can use to find new clients. Jake Jorgovan shares his thoughts and expertise on how …

Ep012: How to do a Sales Proposal Presentation, and Why You Shouldn't Email It

August 16th, 2018

21:17

Have you ever experienced being ghosted by your potential clients after sending your proposal via email? Please, don't ever send your proposal over email without presenting it first. Here's why.

During my early years as …

Ep011: When to Write a Consulting Proposal

August 15th, 2018

15:33

Writing a proposal can take a lot of our time and can be incredibly expensive depending on the scope of the project. The problem is, not all …

Ep010: Why Hourly Billing Could Be Killing You with Jonathan Stark

August 8th, 2018

25:12

I am a big proponent of the idea that hourly billing is a really bad way to price your services and grow your business. Learn from Jonathan Stark as …

Ep009: Monthly Update, August 2018

August 6th, 2018

28:00

Welcome to the first installment of my monthly update, where I'll pull back the curtain on my business and share with you how it's going. In this …

Ep008: Qualifying Prospects - How much, and how to?

August 1st, 2018

24:25

One of the challenges of being a consultant is how to spend your time wisely. Want to be sure not to waste your time, or other people's time? Find …

Ep007: How to Get More Referrals with Steve Gordon

July 25th, 2018

24:21

I believe that the best leads are those that come through referrals. However, getting referrals by directly asking your clients is not the best way to generate leads. There's a better way, and Steve Gordon has the …

Ep006: The Consultant's Conundrum

July 18th, 2018

22:58

Every consultant faces The Consultant’s Conundrum: you get paid for your thinking and advice, but you should listen more than talk early in the sales …

Ep005: Margo Aaron Interviews Me

July 11th, 2018

36:17

Want to know more about me than you already do? You're in luck! Margo Aaron interviews me about my journey and how a rap career and building …

Ep004: The Power of Questions In Discovery

June 28th, 2018

23:39
Asking questions is a powerful way to start any relationship, and the way you sell is no different. Learn the reasons why asking good questions is so …

Ep003: Creating a $1M Book on Pricing to Leverage Consulting Expertise with Blair Enns

June 28th, 2018

45:16

Ever wonder why it feels like you’re not netting the profits you should? It might be that you’re pricing is a big problem.

In this in-depth …

Ep002: Serve, Don't Sell

June 28th, 2018

26:21

The key to selling your consulting expertise is to serve, not sell. I know it sounds weird, but it’ll unlock better relationships, more clients, and …

Ep001: Welcome to The Liston.io Show

June 28th, 2018

8:25
Welcome to The Liston.io Show! I want to help you build a better consulting business. Hang out here to learn about marketing, selling, and improving …
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