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

Ways to contact Sam Mallikarjunan:

• Website: www.mallikarjunan.com
• Twitter: @Mallikarjunan
• Website: thinkgrowth.org

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!