The Front Line - Sales and Marketing Podcast

The Front Line - Sales and Marketing Podcast

By Avon Collis
Sales, Digital Transformation and CRM/Marketing Automation

3 professionals come to together to talk about all things sales and marketing, and how to put them to work in your business. We talk about the strategies that you can put in place to make your business explode.
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Ep30 - What is Smarketing - Interview with Peter Strohkorb
We welcome Peter Strohkorb, author, coach, founder & CEO of Peter Strohkorb Advisory with a focus on Sales & Marketing, sales funnel & lead generation. Peter has been on our show twice before & today, for this 3rd appearance, we will be discussing "Smarketing". Smarketing is a portmanteau coined by Peter to represent the close links between Sales and Marketing. In many organisations, Sales & Marketing are 2 separate divisions, one feeding the other, each thinking the other is subservient. Nothing is further from the truth. Sales & Marketing are potentially 2 different disciplines, but they both have the same objective: help solve a customer problem. One does it using sales techniques, the other does it using marketing techniques. Neither would work without establishing a "know like trust" relationship with the target audience. Listen in for some gems on the topic Head over to Peter's website for more resources & to download his sales funnel checklist to see where you stand. More links will be added in the comment box. Don't forget to subscribe & enable notifications after listening to the podcast.
29:20
June 1, 2020
Ep27 - Starting a new business & the importance of branding - Interview with Shonice Garnham
As a young professional, Shonice Garnham graduated from university with an increasing interest in Marketing, focused on branding. After having worked for a company for 2 years, Shonice decided to start her own marketing agency. We discussed how important branding is to an organisation & whether brands are a representation of a company's identity or are they a well-design reactive concept based on the target audience's identity? Shonice also shared with us her biggest challenge in marketing. According to Shonice, Facebook adverstising is a complex challenge. The need to be strategic & tactical on a platform that constantly changes the way it works is paramount. We also discussed the necessity of knowing who your audience is & choosing the platform that is the most relevant.Needless to say, the need for Content Marketing was also discussed We also asked Shonice what founders need to focus on to launch their ideas or scale their organisations. Join us in listening to this episode to gather valuable insight about digital marketing for young fresh companies
27:03
May 27, 2020
Ep29 - Lead generation vs. Demand generation vs. Prospect Management- Interview with Peter Strohkorb
Lead Gen vs Demand Gen vs Prospect Management? Which is best? Which should you be using, especially now, in the COVID-19 era? What should sales leaders be doing now? These are the top tips from Peter Strohkorb, author, coach, founder and CEO of Peter Strohkorb Advisory with a focus on Sales & Marketing, sales funnel & lead generation.  We discussed the effectiveness of "old school" lead generation vs demand generation, which, if done right and includes element of customer relationship management, becomes prospect management. Most relevant for today, we get Peter's view on the status of the landscape sales leaders operate in. Especially now, it is all about providing value to customers. If customers don't want to buy, you can't sell them anything. So it's not about what sales leaders want to sell, it's about what people want to buy. Peter will return to our show  to discuss the intimate relationship between sales & marketing, or Smarketing. In the mean time, head over to Peter's website for more information about his 3 core beliefs, & to download his sales funnel checklist to see where you stand. More links will be added in the website blog or LinkedIn post.  Don't forget to subscribe & enable notifications after listening to the podcast.
28:31
May 18, 2020
Ep28 - Email Marketing - Can you buy email lists?
In this episode Avon Collis from Relevate Consulting talks about the legalities of buying and scraping lists. Can you do it? Should you do it? What are the costs or benefits? In a world where we face to face interactions are going down and traditional marketing is becoming less and less effective. Many turn to email which is very cost effective but how do you make sure its effective in the long run. Have a listen as Avon shares his experience.
05:49
May 11, 2020
Ep26 - Thinking of a pivot in your career? Listen to Brian Mc Glennon explain his many pivots & how he's now looking to help others as a recruiter
Thinking of a pivot in your career? Brian Mc Glennon was a salesperson, now heads up his own recruitment company helping others who are considering a job or profession change to bridge the digital talent gap. In this episode we discuss Brian's career progression, moving from one job to another, moving from the UK to Australia, & now pivoting away from sales & setting up a recruitment company, Target Impact, helping other sales people into jobs. Brian uses his extensive experience to drill into a person's true motivations & passion to find the right fitting role to the candidate. It's a novel approach from how companies try to fit candidates into a role. We also discuss some of the traditional recruitment methods & tools, but most importantly we hit on the subject of digital talent gap & how #COVID19 is forcing people to re-skill & up-skill. As a "talent broker", Brian is focused on using the #crisis to build the back-end of the business while using his extensive efforts in network building to lay the groundwork for the future roles he'll be helping fill. Personal LinkedIn: https://www.linkedin.com/in/brian-mc-glennon-a7012a1/ Company LinkedIn: https://www.linkedin.com/company/target-impact/
31:43
May 4, 2020
Ep25 - Digital Transformation in the New Normal
On our show today, we welcome Richard Lloyd-Williams, eCommerce and Digital Transformation expert, to discuss #DigitalTransformation (#DX) in the #NewNormal, and what it means to organisations who haven't jumped on the DX Train yet. We first go through a couple of definitions of DX, then we discuss what is happening to organisations that haven't transformed, or are just now realising they need to, and what does DX means to #culture and #people in an organisations. Join us on another exciting episode discussing highly relevant COVID-19 inspired content. Definitions of Digital Transformation: Salesforce: Digital transformation is the process of using digital technologies to create new — or modify existing — business processes, culture, and customer experiences to meet changing business and market requirements. This reimagining of business in the digital age is digital transformation. Wikipedia: Digital Transformation is the use of new, fast and frequently changing digital technology to solve problems. One of the examples of digital transformation is cloud computing. It reduces reliance on user owned hardware and increases reliance on subscription based cloud services. What are the 4 main areas of digital transformation? There are four types of digital transformation: business process, business model, domain, and cultural/organizational. Richard Llyod-Williams https://www.linkedin.com/in/richard-lloyd-williams/ #Vision https://www.linkedin.com/posts/florisblok_covid19-crisis-strategy-activity-6658260011346599937-EPoK #upskilling https://www.linkedin.com/posts/florisblok_vision-covid19-crisis-activity-6658969158224490496-qKIi #Frooming https://www.linkedin.com/posts/avoncollis_frooming-nopants-videoconferencing-activity-6648744763094904833-BkeD
33:40
April 26, 2020
Ep24 - What Makes for an Effective and Successful Sales Funnel and Sales Process? An interview with Peter Strohkorb
Top 3 tips for effective sales funnels? Have a funnel, one that works, & one that is scalable.  These are the top tips from Peter Strohkorb, author, coach, founder and CEO of Peter Strohkorb Advisory with a focus on Sales & Marketing, sales funnel & lead generation.  We discussed the effectiveness of a sales funnel & streamlining it for growth. We also covered the 10 step process that Peter has set up to maximise the efficiency of a sales funnel, & pipeline management, bad sales habits & other topics. Most relevant for today, we get Peter's view on adapting the sales funnel or process during the #COVID-19 #crisis, yet maintaining a growth mindset. Peter will return to our show  to discuss the intimate relationship between sales & marketing, or Smarketing, & lead generation, A.K.A. prospect engagement. Head over to Peter's website for more information about his 3 core beliefs, & to download his sales funnel checklist to see where you stand. More links will be added in the comment box.  Don't forget to subscribe & enable notifications after listening to the podcast.
35:09
April 22, 2020
Ep23 - Thinking about moving into online services? An interview with Taliah-Kate Byron
"Plant your flag" says our guest on this episode, Taliah-Kate Byron, otherwise known as TK, founder of "Badass Beings", an organisation that supports female coaches with marketing strategy and copywriting so they can launch, scale and continue to show up and make their difference - with ease. We talk in this episode to TK about moving into online services. The macro trend was heading that way, but it seems COVID-19 pandemic is accelerating this trend. Lots of people are at home, stood down or made redundant, and creativity is being sparked. So lots of ideas are being generated. We share in this episode some insight into how people can turn these ideas into reality. Taliah-Kate Byron: https://www.linkedin.com/in/tkbyron/ Please let us know what you think, and don't forget to like and subscribe to our channel.
24:20
April 17, 2020
Ep22 - Personal branding vs Branding. An Interview with Aaron Ware
What is personal branding vs corporate branding? How can one leverage a personal brand to create more equity through monetisation? Check out this interview with Aaron Ware, who has managed through social media to build a substantial yearly revenue. Let us know if you have any questions, comments, or if you wish to appear on the show. [Explicit language]
24:33
April 13, 2020
Ep21 - The State of Recruitment in the Age of COVID-19. Interview with Connor Whitehouse
In this episode we chat with Connor Whitehouse, Sales Recruiter for the Technology industry for The Humanised Group, about the state of recruitment in a period where millions have been laid off, stood down or made redundant, where retail shops are shuttering, corporate job holders are being given the choice to stand down part-time or take a pay cut. We also discuss the use of technology in recruitment, like ATS, video interviews, AI for sentiment tracking, psychometric tests, etc... How does one stand out to get back to work in these difficult times?
19:17
April 10, 2020
Ep20 - Brand Strategy
What is a brand? What is branding? What is an effective brand strategy. Join us on our podcast where we discuss this hot topic that is quickly becoming the differentiator for successful business.
30:29
April 6, 2020
Ep19 - Prospecting or customer relationship management in the age of COVID-19
In the age of COVID-19, should brands be prospecting or managing relationships? We explore the topic with a returning guest star, Mick Wadley from IronDrake Cleaning Solutions.
23:14
April 1, 2020
Ep18 - Growth mindset and opportunities in COVID-19 Era (and beyond)
How to find opportunities during these difficult times? Can we have a growth mindset amidst shuttered businesses & lockdown? How should brands respond to the #COVID-19 crisis? Based on answers Floris Blok recorded for S02E02 of Grow Your Brand Podcast hosted by Lauren Kress, we am releasing the full version of the recording on The Front Line Podcast. These are the links refered to in the recording: Marketers perspective on how to deal with the crisis The unwritten rules of video conferencing from home "We're not going back to normal" by Technology Review "The heart of resilient leadership: Responding to COVID-19" by @Deloitte Insights Image credit: Excelsior College 
20:00
March 29, 2020
Ep17 - Interview with IronDrake Cleaning Services and starting a business in a downturn
In this episode we chat with Mick and James Wadley, two brothers who are setting up their cleaning business and what that means during the disruptive time of COVID-19. See the tips and strategies they are using to get ahead despite the disruption. 
27:07
March 22, 2020
Ep16 - COVID-19 How do you handle it?
In this episode we discuss what organisations should be doing, how it is impacting business and some strategies that you can implement to curb some of the pain of lockdown and social distancing. 
27:01
March 21, 2020
Ep15 - Interview with Louis Dooley on Customer Life Time Value
In today's episode we are joined by Louis Dooley and we talk about customer acquisition costs and lifetime value. Its more important than ever before to take care of our customers with 83% of customers paying more for a better customer experience and brand loyalty on the decline. Keep your customers to keep your business going.
19:36
March 15, 2020
Ep14 - What are we all working on in 2020
Listen to Jeremy Pearce, Floris Blok and Avon Collis discuss their current and future projects, what its like working in the industry and delve into what its like running a business and keeping on top of family life. Each of us have different things going on but we all seem to make it work. 
31:06
March 8, 2020
Ep13 - Content Marketing
In this episode we talk about Content Marketing, what it is and why you need to get it in your life. While it may be hard work upfront, content marketing can last a long time and your intellectual property can bring you leads for years to come. Just think about some of the profound youtube videos you have seen time and time again. Join us to see what its all about.
20:56
March 2, 2020
Ep12 - Authority Marketing
In a world where so much information is at our disposal, in a world where so much advertising is aimed at consumers, how does one brand or a business stand out from the rest? Join us for the discussion on Authority Marketing and how a company or brand can build its reputation by sharing information and positioning itself as subject market expert in order to draw better results by gaining the target audience's trust. Enjoy listening to the podcast and do let us know if you have any questions, or subjects you wish to discuss yourself on the show. Follow us and subscribe to our podcast on Anchor and podcast players like Google and Spotify, www.thefrontlinepodcast.com, Facebook, Twitter, Instagram, LinkedIn and YouTube.
17:39
February 23, 2020
Ep10 - Marketing Automation
In this episode we talk about marketing Automation, it's uses and abuses. Making sure you have a good customer experience is paramount. But you can also leverage the power of Automation for both good and evil. Have a listed to Avon Collis, Floris Blok and Jeremy Pearce talk about how it can be used to best effect in your business. 
21:46
February 16, 2020
Ep11 - The State of Digital Marketing
In this bonus episode one of the Hosts Jeremy Pearce from Outside Sales Training speaks with our guest Matthew Macinante from Gingerbread (A Digital Agency) here in Brisbane. We speak about the complexities of running advertisements in the digital space for small businesses, what are the challenges and common questions we run into when choosing whether or not to employ an agency to run your next online advertising campaign.  "Theres no cookie cutter(No pun intended with gingerbread)approach with any industry and each and every business needs to have their own unique approach" - Matthew Macinante
24:25
February 11, 2020
Ep9 - Inbound Vs Outbound Marketing
Where should you be spending your time as a busy business owner and which one is going to provide you with the most value? In this episode we discuss what inbound and outbound marketing is, how you can use them and in what ratio you need them for your business. 
17:35
February 9, 2020
Ep8 - How good are you at sales?
Can you close deals? Are you doing enough prospecting? In this episode we talk about sales with Jeremy Pearce, sales trainer and coach, and discuss how important sales is to an organisation. Whether you have a big or small business, the rules are the same. 
19:21
February 2, 2020
Ep7 - Managing Exponential Growth
Are you enabling exponential growth in your sales organisation? Do you know how to get it or handle it if you've got it? In this episode we talk about what exponential sales growth is, how to get it and how to keep it. Building exponential growth means you need to start NOW, link right now. Don't chase perfection, just get out there and get stuff done. Learn some strategies and kick some goals. 
14:17
January 26, 2020
Ep6 - A quick case study - Marketing Automation and CRM
Steve Brennan runs a property development sourcing company and is using CRM to manage relationships with a wide variety of stakeholders and Marketing Automation to keep those relationships engaged. Steve is also building an online course, all through this he has been mentored by Avon Collis. This podcast is a short case study on how Steve has been finding the process as well as some insights he has found along the way. 
04:20
January 19, 2020
Ep5 - What is a CRM and why do you need one?
In this episode we discuss what a CRM is and why it is one of the most critical tools in your business today. Despite this around 70% of businesses still don't have one even though almost everyone who gets one improves. It's a no brainer if you want to improve your customer service particularly since 83% of people will pay more for a better customer service.  Join Jeremy Pearce, Floris Blok and Avon Collis in this discussion and many more on The Front Line - sales and marketing podcast. Look us up on LinkedIn and feel free to connect or to ask questions. 
21:18
January 12, 2020
Ep4 - Bias in the decision making process around your sales and marketing processes
A lot of people make marketing decisions based on how they feel about something without actually testing the content or the process. Many great insights can seem odd at first or perhaps counterintuitive but without testing them we never really know if marketing activities are having a positive impact or not. In this episode, Avon Collis (CRM and Marketing Automation specialist) talks about using critical thinking and removing bias around decision making to make better marketing decisions that ultimately lead to better sales.  The Front Line sales and marketing podcast is a great place to get marketing ideas, sales tips and info on the latest digital business trends. Listen to a few more episodes and let us know if you have any questions, would like to be a guest or if you have any comments for us. 
18:20
January 6, 2020
Ep3 - Who we are - Meet the brains trust behind The Front Line
In this episode of The Front Line we delve deeper into the background and experiences of the discussion panel: Jeremy Pearce - Sales Trainer and Coach Floris Blok - Customer Experience, Marketing Strategy and Digital Transformation Avon Collis - CRM and Marketing Automation We talk about how our experiences brought us to our specialisations and how how they can help our listeners who either want to improve sales and marketing in their business or those that want to know what its like working in the industry.  If you have any like to ask questions or perhaps join us on the podcast you can connect with any of us via LinkedIn and message us directly.
31:04
December 23, 2019
Ep2 - Digital Transformation, Sales and CRM - a couch side discussion panel on customer experience
Listen to 3 heavy hitters in the sales and marketing industry having a general discussion about brands, sales and customer experience. We discuss all things in the customer lifecycle because let's face it, the customer is everything. There is a significant knowledge gap in SMBs how to follow up with people and provide better customer experiences. Little do they know that they can provide champaign customer service on a beer budget. These days there is a plethora of software that can do some of the work for you. We cover the changing trends of customer and sales team interactions and the impact it has on your marketing.  Enough chatter, listen in and enjoy. Floris Blok - Blok Business Consulting - https://www.linkedin.com/in/florisblok/ Jeremy Pearce - Outside Sales Consulting - https://www.linkedin.com/in/jeremylpearce/ Avon Collis - AvonCollis.com - https://www.linkedin.com/in/avoncollis/
46:01
December 14, 2019
Ep1 - Framing the problem and manipulating human behaviour
How to manipulate human behaviour (the nice way).
06:54
July 5, 2019