008: From Engineer to Entrepreneur with Mark SA Smith
Your First Thousand Clients with Mitch Russo
Mitch Russo
5.0 • 104 Ratings
🗓️ 19 June 2017
⏱️ 50 minutes
🧾️ Download transcript
Summary
Mark SA Smith is an electrical engineer, author, speaker, and customer acquisition guru. He's co-authored three books in the legendary Guerrilla Marketing series and 10 other business books. His clients are Fortune 500 high-tech firms and entrepreneurial companies that need to scale rapidly. His area of expertise is product launches and sales force development. And he loves to figure out how to get customers buying.
In this episode, Mark SA Smith and I discuss:
- Background and filling in the gaps
- The big change after graduating college
- On becoming a successful salesperson
- What education-based selling is all about
- Importance of providing value first
- Dream-based selling versus pain-based selling
- Dealing with challenges and hardships
- Going from being an employee to a boss
- How your small business can compete with a big business
- On choosing the right tribe
Resources Mentioned in This Episode:
- Zig Ziglar
- Tommy Hopkins
- Anthony Robbins
- Dale Carnegie Courses
- Mark’s Book – 49 Ways to be Your Best at Trade Show Selling
- Mark’s articles at LinkedIn
Podcast Sponsor:
- Oscar Hamilton - Podcast Editing & Production services
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Transcript
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| 0:00.0 | You're listening to your first thousand clients with |
| 0:06.2 | Mitch Russo. Okay entrepreneurs, strap in today we got a good one for you. I'm about to introduce you to a gentleman who |
| 0:16.0 | like me was trained as an electrical engineer and you know how kinky those electrical engineers can be. |
| 0:24.0 | Well, this guy actually didn't even go into electrical engineering. |
| 0:31.0 | He went right into marketing at Hewlett-Packard and it was in |
| 0:35.7 | Hewlett-Packard that he learned to sell disruptive products but don't let that fool |
| 0:41.9 | you. His skill as an engineer served him well later as he grew |
| 0:47.6 | through many different areas of the company of being a software marketer and then eventually a business owner. |
| 0:54.5 | Now Mark has written 13 books, technology playbooks and sales guides targeting |
| 1:00.9 | government, education, and health care. |
| 1:04.3 | Plus much more. |
| 1:05.6 | Let me introduce you to Mr. Mark S.A. Smith. |
| 1:10.0 | Hello, Mitch. |
| 1:10.6 | It's great to be on a podcast with a fellow engineer. You know what makes us really special is our view, we view the world as a process, which is once we figure out how it works, we can make it work repetitively over and over and over again which makes this show that |
| 1:23.4 | first thousand customers such a powerful idea. You are creating a system for |
| 1:28.0 | generating a thousand first customers by doing the show. Thank you for having |
| 1:32.0 | me on it. My pleasure and to add to that, you know, |
| 1:35.0 | one of the other things that I find engineers like to do is they're never quite happy with the way things are. |
| 1:42.0 | Yeah, we're tweakers, we're fekers, we're fiddlers, or tuners. |
| 1:44.4 | Right. |
| 1:44.8 | So if we could find a better way, I think that's |
| 1:48.1 | going to happen with engineers. |
... |
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