Short term versus long termMechanical versus organicPhilip's MessageTomorrow I want to hear about your lead gen model and in particular the mechincal method. i think that's potentially a sticky, powerful term for you to use. it's evocative, but

If you were to start building your authority today, how would you do it?

Feb 5th, 2021 33m 43s

L - What I did then, What I'd do todayThen: aligned with another entrepreneur, website, email newsletter, LinkedIn, specializedToday: Specialize, Outbound (LinkedIn + email), Content, SEO, paid traffic, event marketing

What happens when trust declines?

Jan 29th, 2021 39m 24s

(Philip here) This was a fun one! It's music to my ears to hear Liston say "I think you're right about that", and he said this a lot in this episode.I'm kidding a little bit, but it really was an interesting episode. We started out by acknowled

Email Newsletters Are Dead

Jan 22nd, 2021 37m 12s

Continuing our flagrant clickbait-ifying of show titles, we talk about how email newsletters are dead. Over. Cooked. Kaput.We are really talking about one manifestation of a larger issue, which is the oversupply of information on the Internet,

Should Philip buy ads to promote his workshop?

Jan 15th, 2021 31m 48s

Liston likes to tilt at windmills. One of his favorites is trying to get +Philip to seriously consider using paid advertising to gain visibility for his workshop offerings.Today, Liston tries again, this time tempting Philip with a 30-minute wa

Content is Dead

Jan 8th, 2021 29m 22s

Liston and I are wading into the shark-infested waters of speculating. Of bloviating about trends.The first trend we have something to say about today is content.

Authority or Training

Dec 11th, 2020 22m 43s

Should You Start a Podcast in 2020

Nov 20th, 2020 35m 9s

Philip's Live Streaming Experiment

Nov 17th, 2020 36m 2s

Philip has been... livestreaming. Does that mean he is surrounded by pulsating purple LED lights, grinding away at a first-person shooter?No. No it does not.It does raise some questions, though, as to why he has been livestreaming and what he h

Why you shouldn't sell to your audience the way you want to buy

Nov 6th, 2020 41m 21s

The curse of knowledge is a very versatile curse! It interferes with our ability to explain things to those who are less experienced than we are, and...as we become more sophisticated marketers, we develop a sort of hypersensitivity to certain

Learnings From a Productized Service

Nov 2nd, 2020 35m 56s

Recently, Liston concieved, designed, implemented, and shut down a productized service in about 2 months time. During that time, he sold 2 clients on the service, and created+shipped a website, outbound email sequence, and sales deck for the se

Selling Pain vs Aspiration

Oct 23rd, 2020 28m 31s

In today's episode, Liston and I tackle the question: is pain or gain the greater motivator?I (Philip) somewhat reluctantly arrive at a conclusion I don't want to after examining my own experience with change and motivation.Is pain the greater

Approaches to Email Marketing

Oct 2nd, 2020 41m 13s

This episode is a fast-and-loose overrview of various approaches to email marketing.Liston and I start with describing the 3 forms of value creation that email marketing can be based on, and then move on to defining 5 sub-genres and the tradeof

Designing and Running an Online Event

Sep 25th, 2020 32m 46s

Liston is in the middle of running an online event called ClientCon. What better time to find out what it's like to envision, plan, and execute a sizeable (30 speakers) online event?Of course, Philip starts with the question "what makes ClientC

Offline featuring Tom Critchlow (Part 2)

Sep 11th, 2020 29m 26s

Tom Chritchlow is an independent strategy consultant, and a wealth of knowledge about how to open up new opportunity with questioning.Read Tom's in-progress book: https://tomcritchlow.com/strategy/Helsinki Lab's Recipes for Systemic Change:

Offline featuring Tom Critchlow

Sep 4th, 2020 29m 34s

Tom Chritchlow is an indepedent strategy consultant, and a weath of knowledge about how to open up new opportunity with questioning.Read Tom's in-progress book: https://tomcritchlow.com/strategy/Helsinki Lab's Recipes for Systemic Change: ht

Lessons learned from launching the workshop

Aug 28th, 2020 31m 6s

Liston has twice launched a workshop (https://servedontsell.com/workshop/) and it's sold reasonably well both times.In today's episode we discuss what Liston learrned. We cover the different sales approaches he considered, the marketing experim

Structuring expertise into IP (#1 in what might become a series)

Aug 7th, 2020 30m 25s

Intellectual property. Two serious-sounding words that make it seem like you need lawyers and contracts and DRM and who knows what else.Liston and I think, nope!, you don't need any of that.What you do need is:A specializationA few years of r

Philip's recent awakening to the fact that he's not as empathetic as he likes to think he is...

Jul 31st, 2020 31m 54s

Philip is not actually as empathetic as he thinks. Or is he?!?!That's the starting point for this episode of Offline. The ending point is:Maybe it's the curse of knowledge; not empathy. We all have to deal with one or both of these issues as w

All Sales is Becoming Marketing

Jul 24th, 2020 27m 52s

At some point, Liston said "something something ALL SALES IS BECOMING MARKETING." Philip wanted to know more.In today's episode, Liston obliges.Main points from the episode:People are doing more research independentlySalespeople don't act as

Jeb Blount: How to be a great podcast guest

Jul 17th, 2020 27m 16s

Philip has gone on record saying you shouldn't try to emulate superstar performers. HOWEVER, you can learn a lot from way-above-average performers.Liston recently interviewed Jeb Blount, and this brush with greatness led to some interesting les

Coffee is for Closers: Why Closing is Overrated

Jun 30th, 2020 26m 21s

Closing is overrated. But that doesn't mean you can skip it. You do need to understand some context.It might be best to think of closing as a diagnostic. If you find that closing represents more than about 1% of the importance of your sales pro

The dark side of sponsorship revenue (what Liston has learned from getting almost $10k/mo in sponsorship revenue)

Jun 26th, 2020 33m 10s

Sponsorship revenue is a panacea of easy money, as we all know. The passive-ist of passive income. Better than being born with a trust fund!OK, nothing thus far in these show notes is true. At all. :)Sponsorship revenue, as it turns out, is a f

Is Technology a Distraction for a Professional Services Business?

Jun 12th, 2020 32m 37s

Is technology a distraction for a professional services business?Of course not. But... we have to wonder how to be smart about it so it doesn't become a distraction.The SaaS and monthly subscription model has made it so easy to throw new digita

Sales Models for Professional Services Firms

Jun 5th, 2020 34m 1s

Can a well-functioning professional services firm take the principal out of sales completely by adding a salesperson?Probably not. Why?Because there are there are actually 5 models for how sales can work in a services firm. Some of these models