Insights and Skills from Successful Entrepreneurs and Business Owners
Join us for 30 minutes of inspiring business owners' lessons and advice!
Join us for 30 minutes of inspiring business owners' lessons and advice!
BizIn30 features compelling stories from successful business owners and entrepreneurs. Each episode dives deep into their unique challenges and experiences, providing valuable advice and lessons for aspiring and current small and medium business owners and entrepreneurs.
Mini podcast videos focused on consultative sales skills and stories from the author of Short Cycle Selling, McGraw Hill, and Creating the #1 Sales Force, Kaplan Publishing. Learn the skills which will "shorten sales cycles" and provide tools to close faster. Share them with your team.
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Turning Your Key Customers Into Revenue Generating Engines
"Mr./Ms. Key Customer, there’s no question you are one of our key partners. I feel we have built a strong and trusting relationship. I hope you feel the same. (pause) I’d love to take the next few minutes to do a bit of collaborative planning for next year. The goal is to better understand your priorities—both company and personal—and explore how we can support your growth, goals, and success in the coming year. As a strategic supplier, this would allow us to tailor solutions, support, and innovations that directly contribute to your success. One of our other key customers saw significant success with this process."
“How would you rate our company’s performance on helping you achieve your goals so are?”
Follow that up with, “What are some recommendations for our performance improvement?” In fact, I recommend you use these two questions with every customer of yours.
"Confidentially, please share any major initiatives you are planning where you envision us helping in goal achievement. What are your company’s top priorities for the next 12–18 months?"
"What big changes or initiatives are coming up that we should be aware of?"
"Where are you hoping to see the most growth or improvement this year?"
"What KPIs or success metrics are you most focused on hitting?"
"What do you need from a top partner to help achieve those goals?"
"What internal challenges might get in the way of reaching your objectives?"
"What would a successful year look like for you personally?"
"What goals are you're working toward in your role that we could help support?"
"What can we do to make you look great in front of your leadership?"
"What pain points impact you day-to-day that we might be able to help with?"
"If you had a 'wish list' for how we could make your job easier, what would be on it?"
Uncover what your key customer think of a competitor and then replace them.
“In looking for ways to bring more value to you, please help me understand where you might not be fully satisfied with existing suppliers or solutions.”
“What areas aren’t current vendors quite meeting expectations—on service, quality, lead time, or support?” With Key Customers always use the word “vendor” to describe your competitor, not “supplier” and certainly not “partner.” You are not a vendor; you are a Key Partner.
“If there was one product or service you wish worked better, or one vendor that caused a few headaches, what would it be?”
“What product lines or categories would you’d consider a new option if the value or support were stronger?”
“How do you evaluate your current vendors overall?”
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Win A Larger Share of Your Customer's Wallet
June 22, 2025 Mini Episode
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THE TELL ME TOOL!
June 18, 2025 Mini Episode
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Get More Referrals and Fill That Sales Pipeline
May 26, 2025 Mini Episode
Be Quiet After Asking! No RAMBLING ON!
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70/20/10 Customer Questions Presented in the mini podcast Week of May, 12, 2025 Mini Episode
All available on Rumble.com, YouTube (BizIn30.com), Spotify, Truth Social, X and LinkedIn.
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Turning Your Key Customers Into Revenue Generating Engines
"Mr./Ms. Key Customer, there’s no question you are one of our key partners. I feel we have built a strong and trusting relationship. I hope you feel the same. (pause) I’d love to take the next few minutes to do a bit of collaborative planning for next year. The goal is to better understand your priorities—both company and personal—and explore how we can support your growth, goals, and success in the coming year. As a strategic supplier, this would allow us to tailor solutions, support, and innovations that directly contribute to your success. One of our other key customers saw significant success with this process."
“How would you rate our company’s performance on helping you achieve your goals so are?”
Follow that up with, “What are some recommendations for our performance improvement?” In fact, I recommend you use these two questions with every customer of yours.
"Confidentially, please share any major initiatives you are planning where you envision us helping in goal achievement. What are your company’s top priorities for the next 12–18 months?"
"What big changes or initiatives are coming up that we should be aware of?"
"Where are you hoping to see the most growth or improvement this year?"
"What KPIs or success metrics are you most focused on hitting?"
"What do you need from a top partner to help achieve those goals?"
"What internal challenges might get in the way of reaching your objectives?"
"What would a successful year look like for you personally?"
"What goals are you're working toward in your role that we could help support?"
"What can we do to make you look great in front of your leadership?"
"What pain points impact you day-to-day that we might be able to help with?"
"If you had a 'wish list' for how we could make your job easier, what would be on it?"
Uncover what your key customer think of a competitor and then replace them.
“In looking for ways to bring more value to you, please help me understand where you might not be fully satisfied with existing suppliers or solutions.”
“What areas aren’t current vendors quite meeting expectations—on service, quality, lead time, or support?” With Key Customers always use the word “vendor” to describe your competitor, not “supplier” and certainly not “partner.” You are not a vendor; you are a Key Partner.
“If there was one product or service you wish worked better, or one vendor that caused a few headaches, what would it be?”
“What product lines or categories would you’d consider a new option if the value or support were stronger?”
“How do you evaluate your current vendors overall?”
*
Win A Larger Share of Your Customer's Wallet
June 22, 2025 Mini Episode
*
THE TELL ME TOOL!
June 18, 2025 Mini Episode
*
Get More Referrals and Fill That Sales Pipeline
May 26, 2025 Mini Episode
Be Quiet After Asking! No RAMBLING ON!
*
70/20/10 Customer Questions Presented in the mini podcast Week of May, 12, 2025 Mini Episode
All available on Rumble.com, YouTube (BizIn30.com), Spotify, Truth Social, X and LinkedIn.
From the author of Short Cycle Selling (McGraw Hill - 4 international translations) and Creating the #1 Sales Force (Kaplan Publishing - 1 international translation).
Find the written narrative below.
BizIn30.com podcast features Mr. Glenn Cunningham, CEO/Owner of G R Capital Management, veteran advisor/broker to business sellers and buyers.
BizIn30.com hosts Mr. Bill Dawson. Bill founded his business over 35 years ago with one location. He now has seven locations due to his savvy management style. You will hear him speak about:
130 Combined Years of Successful, Entrepreneurial/Small Business Ownership Experience: Australia & U.S.
Successful Business Owners discuss:
How they built their respective small business cultures.
If they would make those personal sacrifices (episode 2) again for business ownership.
130 Combined Years of Successful, Entrepreneurial/Small Business Ownership Experience: Australia & U.S.
Business Owners discuss the personal sacrifices necessary for small business success.
130 Combined Years of Successful, Entrepreneurial/Small Business Ownership Experience: Australia & U.S.
A BizIn30 Business Owners' Conclave discusses one word to describe their business ownership experience
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