051: Leveraging scorecard marketing for generating leads and sales ft. Glen Carlson of Dent
11/15/21 • 57 min
Do you want to learn how to leverage scorecard marketing for generating leads and sales?
In this interview with Glen Carlson of Dent, we discuss:
00:00 Introducing Glen Carlson
01:35 Why Glen and Daniel Priestley started Key Person of Influence
02:00 Why focus on building influence?
06:29 Launching Dent during the GFC
07:53 What makes a business recession-proof?
11:27 You’re standing on a mountain of value that you don’t recognize
15:56 What is a scorecard?
25:36 How many questions should your scorecard have?
27:59 Success stories of Scoreapp clients using scorecards
31:40 The psychology behind scorecards and why they work better as a lead magnet
36:18 The power of case studies and why Dent invests in them
40:20 The secret to building your profile is through your client successes
43:14 Why Glen suggests focusing on marketing ecosystems, not specific tactics
45:20 Glen’s tip for producing effective case studies that help sell
47:28 Glen’s recommended resource for improving your marketing
50:00 One thing that Glen does for mental health
About Glen Carlson
Glen Carlson is an award winning entrepreneur and co-founder of Dent.
Dent is a multi-award winning business and leadership development company with structured training programs facilitated by successful business speakers and mentors.
Glen and his team are best known for helping business owners develop an unfair advantage in their industry by effectively creating what he calls a ‘personal monopoly’.
Dent believe there has never been a better time to build a thriving business and a respected personal brand doing something you love.
Resources Mentioned
Connect with me:
Join the Authentic Influence community: https://www.simplecreativemarketing.com/community/
Subscribe to my newsletter: https://anferneec.com/newsletter
Want free coaching? Submit your question: https://anchor.fm/authenticinfluence/message
#authenticinfluence #b2b #podcast
Do you want to learn how to leverage scorecard marketing for generating leads and sales?
In this interview with Glen Carlson of Dent, we discuss:
00:00 Introducing Glen Carlson
01:35 Why Glen and Daniel Priestley started Key Person of Influence
02:00 Why focus on building influence?
06:29 Launching Dent during the GFC
07:53 What makes a business recession-proof?
11:27 You’re standing on a mountain of value that you don’t recognize
15:56 What is a scorecard?
25:36 How many questions should your scorecard have?
27:59 Success stories of Scoreapp clients using scorecards
31:40 The psychology behind scorecards and why they work better as a lead magnet
36:18 The power of case studies and why Dent invests in them
40:20 The secret to building your profile is through your client successes
43:14 Why Glen suggests focusing on marketing ecosystems, not specific tactics
45:20 Glen’s tip for producing effective case studies that help sell
47:28 Glen’s recommended resource for improving your marketing
50:00 One thing that Glen does for mental health
About Glen Carlson
Glen Carlson is an award winning entrepreneur and co-founder of Dent.
Dent is a multi-award winning business and leadership development company with structured training programs facilitated by successful business speakers and mentors.
Glen and his team are best known for helping business owners develop an unfair advantage in their industry by effectively creating what he calls a ‘personal monopoly’.
Dent believe there has never been a better time to build a thriving business and a respected personal brand doing something you love.
Resources Mentioned
Connect with me:
Join the Authentic Influence community: https://www.simplecreativemarketing.com/community/
Subscribe to my newsletter: https://anferneec.com/newsletter
Want free coaching? Submit your question: https://anchor.fm/authenticinfluence/message
#authenticinfluence #b2b #podcast
Previous Episode
050: How to Free the Owner from their Business ft. David Jenyns of SYSTEMology
Do you want to learn how to free yourself from your business?
Listen to this interview with David Jenyns of SYSTEMology, where we discuss:
00:00 David Jenyns’ experience with freeing himself from his business
05:07 Going from a service business to software business
08:44 The 4 stages of all businesses
14:00 finding hard to let go and guilt as the owner, and how to overcome that
16:23 the SYSTEMology 7 stages for systemizing a business
21:16 How Dave launched the SYSTEMology program with a workshop
25:00 Tips for launching a successful online course
29:35 Challenges with software companies
30:37 Dave’s philosophy on marketing
33:50 SYSTEMology’s Content strategy
38:30 How to stand out in your marketing
48:00 How do you measure the effectiveness of case studies
50:25 Dave’s recommended resource for learning marketing
52:43 What Dave does for mental health
About David Jenyns
In 2016, David successfully systemised himself out of his business, one of Australia’s most trusted digital agencies, melbourneSEOservices.com.
Through this process, he became a systems devotee – founding systemHUB & SYSTEMology.
Today, his mission is to free all business owners worldwide from the daily operations of running their business.
Resources Mentioned
- SYSTEMology website
- SystemHUB website
- Case study for Nick Ruddle (a SYSTEMology client)
- Check out David’s books on Amazon
Connect with me:
Join the Authentic Influence community: https://www.simplecreativemarketing.com/community/
Subscribe to my newsletter: https://anferneec.com/newsletter
Want free coaching? Submit your question: https://anchor.fm/authenticinfluence/message
#authenticinfluence #b2b #podcast
Next Episode
052: How to win high-value clients using Linkedin ft. Adam Franklin of Bluewire Media
Do you want to learn how to win high-value clients using Linkedin?
Watch this interview with Adam Franklin of Bluewire Media, where we’ll discuss:
– Adam’s 5-Step Nurturing System to convert contacts into clients.
– Tips for outreach and connecting with ideal buyers
– How to stay top of mind with your connections
Topics discussed:
00:00 How Adam Franklin got into marketing
03:18 What’s working today that was working in 2005?
05:20 Why is generosity a good strategy?
07:30 The shift from protected IP to shareable information
10:11 What makes effective lead magnets (aka. Flagship content)?
15:00 Why is now the time to invest in Linkedin for marketing?
18:20 Why posting a lot of content on Linkedin doesn’t work for generating sales
20:00 Adam’s 5-Step Nurturing System to convert contacts into clients on Linkedin
23:25 Example conversation starters – What to say when you connect with someone on Linkedin
28:31 Why Adam doesn’t ask for an email address when delivering the flagship content
33:40 When is a good time to make the ask?
35:31 How to move to the sales conversation
40:37 Tips for outreach and connecting with ideal buyers
41:50 A 2-step strategy to stay top of mind with your connections
46:00 Tips for managing messages in the Linkedin inbox
51:24 How to use case studies in your content to pre-sell
54:49 Adam’s recommended resource for all marketers
56:46 One project Adam is super excited about right now
57:75 2 Things Adam does for mental health
About Adam Franklin:
Adam is the co-author of Web Marketing That Works.
He is also an international social media speaker and marketing manager of Bluewire Media – the web marketing firm he co-founded in 2005 with school mate Toby Jenkins.
Adam is a social media commentator on 2UE and writes for two of the Top 25 Business Blogs in Australia (Startup Smart and Bluewire Media). Plus he lives and breaths Twitter, Facebook, YouTube, LinkedIn, Google+ and email marketing.
Adam co-created the Web Strategy Planning Template and co-wrote the e-book Web Strategy Secrets which have been downloaded by thousands of people worldwide.
Adam has featured on Smart Company’s Hot 30 Under 30 and the Dynamic Business 2010 Young Guns lists of young entrepreneurs, as well as in the latest edition of the book “The New Rules of Marketing & PR.”
Resources mentioned:
If you enjoyed this episode, make sure to subscribe, tune in, and share this podcast!
Connect with me:
Join the Authentic Influence community: https://www.simplecreativemarketing.com/community/
Subscribe to my newsletter: https://anferneec.com/newsletter
Grab my free case study guide: http://simplecreativemarketing.com/caseStudyGuide
Want free coaching? Submit your question: https://anchor.fm/authenticinfluence/message
#contentmarketing #casestudymarketing #contentstrategy #authenticinfluence #b2b #systems #podcast
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