In this Expert Insight Interview, Lee Caraher discusses getting on the map and how to break through to your potential customers and clients. Lee Caraher is CEO and Founder of Double Forte, a successful public relations, content marketing and social media firm.

This Expert Insight Interview discusses:

• Point A
• Point B
• Point C

Breaking Through the Noise

The most efficient way to break through the noise is to be focused. In PR and social media, like many other businesses, you can be busy all the time and still get nowhere. The trick is to avoid doing activities for the sake of being active. Instead, you should be focused on:

• Who you’re trying to reach
• What they think is important
• How you’re going to impress your potential customer

The more focused you are on a specific niche, the easier this is to do. Even if you have a thousand targets, start with ten because once you crack ten, you can get to a thousand.

Understanding the “Who”

Once upon a time, marketers might have sat down and tried to work out who they were targeting and what their message should be. However, today it is so easy to have a platform and reach a wide audience, so marketers try to do everything all at once instead of focusing on the essential parts.

Nowadays, not enough effort is put into understanding the “who,” but this is what brings results. Once you get specific about your goal and who is most likely to be interested in your message, you can be as narrow as possible. If you try to please everybody, you’re not likely to provide real value to anybody.

Creating Value

The temptation to go broad is always there, but if you do that, you’ll be struggling to figure out what value you’re bringing to the table. Trying to have a generic message to meet a broad audience rarely works and sets you up for failure.

Just because there are many things you can do doesn’t mean that you should try to chase every available niche and industry. You need to focus on what you do best and the people whose demands you’re most likely to meet.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this Expert Insight Interview, Julio Cacho & Juan Carlos Herrera discuss science-based investing. Julio Cacho & Juan Carlos Herrera are financial experts and co-founders of Quantor Capital.

This Expert Insight Interview discusses:

What the scientific method is and how it is applied to investing
Differences between traditional investing and science-based investing
Why it is almost impossible to outperform the market

Scientific Method

A lot of the investing that people do today is either gut-based, recommendation-based, or based on very little research. That’s why science-based investing sounds like such a promising idea. As you might imagine, science-based investing relies on using the scientific method to make investments.

The scientific method used in investing does not differ from the scientific method used in any other field. It is a methodology based on observing a phenomenon, posing a hypothesis, testing said hypothesis, and finally asking other people to test the same hypothesis to see if they can replicate your results.

Market Forecasting

To contrast the scientific approach to traditional investing we can use the example of market forecasting. Traditional investors believe that market swings can be predicted with certain skills and research.

The empirical evidence, however, is pretty clear on the notion that market forecasting is a near-impossible task. Nobody has a crystal ball, so according to science-based investing, the market is unpredictable, therefore market forecasting is a futile pursuit.

Outperforming the Market

For most traditional investors, the goal is to outperform the market, but the science-based approach focuses on a set target or goal to be achieved and it is more defined. Outperforming the market is a term used very loosely, and people seem to throw it around without really knowing what it means.

The academic literature is clear on how hard it is to outperform the market over the long haul, based on the simple idea of a zero-sum game by which for each person that outperforms the market, there must be one that underperforms by the same amount. When you add costs to that equation, outperforming the market becomes even more difficult.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this Expert Insight Interview, Kate Hore-Lacy discusses how to use the power of video to attract limitless leads. Kate Hore-Lacy helps entrepreneurs who have something great to offer but struggle with sales to go from unsure to unshakable.

This Expert Insight Interview discusses:

Why it is important to create value and be authentic
The importance of movement and genuine emotion in sales videos
Why your energy may be more important than the quality of your copy

Reach and Authenticity

Obviously, the use of video is becoming easier and easier each day because technology has made it so simple for people to create high-quality video. However, just because the tools are there, doesn’t mean that people know how to use them effectively.

The fact that video is usable for so many people nowadays is fantastic. Pretty much anyone can now use their smartphone to shoot a really effective video and generate leads. People love authenticity, so it doesn’t matter if you stumble over a couple of words. What does matter is that you understand who you’re speaking to, respect their time, and help them get some sort of value.

Movement and Emotion

A lot of sales-pitch videos that get sent around almost look like hostage videos, with the salesperson standing rigidly and staring directly into the camera, but not really showing any emotion. In these videos, a lot of things get unnecessarily repeated and they often don’t provide any real value.

If you’re shooting a video to generate leads, it is really important that you look natural. Movement is important as well — loosen up and use your body language. When it comes to getting people’s attention, especially if they’re just scrolling through their feeds and you expect them to stop on your video, movement is key.

Energy vs Content Quality

Once you’re able to generate leads at the top of your sales funnel — meaning people who have never seen you before — you need to make sure you create copy that grabs their attention straightaway. This starts with having a great opening line. It is also important to use your voice to sound natural, and not robotic, or like a hostage in your own video.

While the copy is important, it is not enough to make conversions unless you bring your own authentic energy to the table as well. Potentially, energy is more important than content, as counterintuitive as that may sound to a salesperson.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this Expert Insight Interview, Rhonda Mincey discusses how to live a fearless and fulfilled life. Rhonda Mincey is a speaker, strategist, author, and award-winning mentor. She is Chief Inspirational Officer at Great Success, which inspires through action, providing people with skills and techniques to grow personally and professionally.

This Expert Insight Interview discusses:

• Rhonda Mincey’s book — Unbridled Dreams
• How to get unstuck and shift your mindset
• Why mindset shifts are difficult and how self-discovery can help

Unbridled Dreams

Often people decide to live fearlessly and fulfill their hearts’ desires only to have the wind taken out of their sails. Rhonda Mincey’s book is meant to guide people to take strategic action in going after their hearts’ desires, helping them get unstuck.

Sometimes books like these begin by assuming that people know how to unstick themselves in the first place, but Unbridled Dreams starts at ground level. It helps people gain clarity of where they are and move forward.

Getting Unstuck

After the year and a half that we’ve been through, many people are probably feeling overwhelmed and more stuck than ever, not having the first clue of how to unstick themselves. Rhonda Mincey recommends starting with your mindset. She says that no matter how many things come against us, the battle begins in our minds, knowing that we are in this world for a purpose bigger than ourselves.

Overcoming your fears, self-doubts, what-ifs, and unknowns truly begins with a change in your mindset. Knowing that you’re here for a purpose and that you can accomplish what you’re here to accomplish makes a tremendous difference.

Reaching Within Oneself

Making a mindset shift isn’t easy. Sometimes voices of doubt creep in, clouding our thinking and behavior, so we have to move away from that. Most of our thoughts on a daily basis are negative, so part of getting through a problem is being aware of the negative voices and their effect on you.

Before getting unstuck, one has to perform self-analysis and self-discovery. Going within yourself seems especially difficult in this day and age because the pervasive culture is to be distracted and external. This means that going inside your mind seems contrary to the culture of today. However, this is a crucial step to truly getting unstuck.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Are you a nomad by heart? In this, Expert Insight Interview, Kevin Cottam discusses embracing a nomadic mindset to expand and evolve personal and professional life. Kevin Cottam is a Global Nomad, CEO of Go Nomading Pte Ltd, leadership coach, professional speaker, and the author of the book, The Nomadic Mindset: Never Settle for Too Long.

The interview discusses:

• Identifying a nomadic mindset
• Eliminating constraints
• Committing yourself
• Dealing with uncertainty

The Nomadic Mindset

The nomadic mindset is not necessarily about physical travel but a spiritual and mental movement of the mind. We live in a culture that limits our beliefs. Thus, we need to break barriers that dictate how we should do things and focus more on how we want to do them. People nowadays are very narrow in their views and need to get wider. By looking at different perspectives and seeing new opportunities, you expand your mind and its flexibility.

Constraints

To expand our minds, we have to eliminate the constraints that today’s culture puts on us. Spending time in nature, meditating, or traveling to meet new people and cultures are some of the ways to do it. Our minds are fed too much with distraction by the news, social media, etc. The key is to become consciously aware of the noise so that you can get rid of it.

Commitment to You

In a world where everybody complains about how busy they are, you have to commit yourself to find time for reflection. Reflection time is a time of observing and becoming still, alerted, actively listening, curious, and intuitive.

The significance of reflecting is identifying the impact that we are making on the world both individually and organizationally. To go nomading inside ourselves means figuring out where we are going and what our hearts truly want. It means finding the richness of our soul and sense of wonderment. Wonderment is like dreaming, which is indeed that creative space leading to ideas and breakthroughs.

Uncertainty

Another thing that we can hear today is that people feel disconnected from themselves. That mostly has to do with the uncertainty. The uncertainty is constant in life, yet we still try to organize and control it. We only need to be in control of who we are. Our thoughts are constantly migrating and evolving, and the nomadic mindset is about letting the freedom of movement and richness of the individualism in the community. The sense of belonging to the community disappears in the Western world. However, it is still the key to the understanding of humanity, creativity, and innovation.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this Expert Insight Interview, Kami Guildner discusses the rules of marketing that you need to break. Kami Guildner is the founder of Extraordinary Women Ignite, Extraordinary Women Connect, and Extraordinary Women Radio. She believes women’s voices matter and is a connector, storyteller and business coach for women with influence.

This Expert Insight Interview discusses:

• The five rules of marketing and how to break them
• How to build your marketing campaigns from the inside out
• How to learn to speak your clients’ love language

Building Your Marketing from the Inside Out

Marketers need to find clarity of who they are as a person and build their brands from the inside out, using the essence of who they are. People don’t tend to spend enough time figuring out who they are, especially when they’re solopreneurs. Instead, they are often very motivated, passionate, and excited to get going, only to run into a wall early on.

This is because people focus on marketing from the outside in and tend to look at what other people are doing or even what is expected by the consumer. Kami Guildner encourages her clients to take a step back and evaluate who they are at their core first.

There’s No Such Thing as Competition

Guess what? There’s no one out there just like you. No one has the same gifts, talents, experiences, stories, and everything that you’ve journeyed through. When you build your brand from the inside out, you’re able to maneuver out of the established business notion of competition.

Constantly comparing yourself to others can hinder your progress. If nobody else does things exactly the way you do them, you’re inherently going to be the best at what you do. It’s as simple as that.

Speaking Your Clients’ Love Language

Marketers need to stop the pain-based, scarcity-focused messaging prevalent in the world of sales. This doesn’t mean that we don’t have to know what the challenges are. However, we don’t have to lead with all the ugliness of taking people down and adding to their self-doubt.

Think about what keeps your client up at night and the emotions associated with that. Then, consider what they desire and aspire to. If you can really hear and understand your client’s aspirations, you can turn marketing on its head by learning to speak their love language.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Pipeliner CRM and Sales POP! recently hosted a live YouTube event that featured four top Customer Experience experts:

• Mark Boundy
• Jermaine Edwards
• Donna Weber
• Dan Gingiss

And was moderated by John Golden & Nikolaus Kimla

Some of the topics covered are:

What does Customer Experience mean today?

How have customer expectations changed?

How should organizations assess current Customer Experience?

How is Customer Experience likely to evolve in the future?

There is so much great information in this video which has been optimized with chapters to allow you to quickly locate the information you are looking for.

In this Expert Insight Interview, Matthew Pollard discusses introverts and selling, focusing on both networking and sales. Matthew Pollard is the author of The Introvert’s Edge to Networking and The Introvert’s Edge to Sales.

This Expert Insight Interview discusses:

• Why introverts are hesitant to become salespeople
• The grey area in the introvert vs extrovert classification
• How introverts can be more successful than extroverts in “extrovert arenas”

Adopting a System

There are so many introverts out there who want to be exceptional leaders and salespeople, as well as those who want to network and run their own businesses. The unfortunate thing is that these people have always thought that they could only expect sub-par performances of themselves, which prevented them from even trying.

What’s funny about this is that many people in sales leadership are introverted, too, except they gravitated to a system. There’s this widely accepted belief that introverts can’t sell, yet some of the most successful salespeople happen to be introverts.

Introvert vs Extrovert Scale

People tend to see things as very black and white in many ways. For example, we classify people as either introverts or extroverts. This is problematic because, like many things in life, introversion vs extroversion is a scale. There are many introverted extroverts and extroverted introverts out there, as counterintuitive as that may sound.

There are many nuances to this matter, which is perhaps what often prevents many introverts from going into sales. In other words, they just believe that sales are an extrovert’s game, and they don’t even dare to get involved.

Extrovert Arenas

When introverts get successful in so-called “extrovert arenas,” it is because they’ve learned the skills to be successful in them. Matthew Pollard stipulates that there is no such thing as extroverted arenas.

Introverts can out-sell, out-network and out-lead their extroverted counterparts because they focus on processes and systems, which introverts always handle more successfully. Systems and processes will always overcome over “just winging it,” but the problem is that extroverts can “wing” things from day one, which makes introverts think they should not get engaged. However, if an introvert focuses on a system from the very beginning, they can beat any extrovert at their own game.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.