Episode 111: Teach Clients What to Do — Not How to Do It, with Sam Mallikarjunan

Sam Mallikarjunan is a Marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs, the somewhat-secret experimental arm of the world’s #1 Sales & Marketing platform. Sam teaches Advanced Digital Marketing at the Harvard Division of Continuing Education, and he is also the co-author of the book How To Sell Better Than Amazon (which, thanks to the publisher, is ironically available for purchase on Amazon).

 

 

What you’ll learn about in this episode:

  • The way the internet has changed selling so that there’s almost too much information
  • How salespeople can help consumers sift through the breadth of information out there
  • Structuring sales calls so they’re all about asking the buyers questions about their business
  • The power of inbound: competition where no one else is competing
  • Learning to say no to bad revenue
  • Why you need to build buyer personas — both for your ideal customers and customers that you don’t want to do business with because they’re going to cost you money
  • Why clients need agencies to teach them what to do — not how to do it
  • Getting involved with your client’s complete business — including the sales side of their business
  • How to get your clients to treat your agency like a partner instead of a vendor

The Golden Nugget:

“The ‘always be closing’ methodology is completely dead. The new way is more fulfilling.” – @Mallikarjunan Click To Tweet

 

Subscribe to Build A Better Agency!

Itunes Logo          Stitcher button

Ways to contact Sam Mallikarjunan:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!