Archive for April, 2008

An Inside/Out Approach to Marketing and Sales

Tuesday, April 22nd, 2008

I recently had the opportunity to interview Richard Reardon of R&R Business Development (based in Santa Monica, California; I initially met Richard several years ago, when he was a co-founder (with Thomas Leonard, arguably known as the “father of coaching”) of CoachVille’s School of Small Business Coaching.

For me, part of Richard’s competitive advantage is the way he combines practical marketing and sales techniques with what I would call a “New Age” perspective. He emphasizes doing the inner work on understanding your own needs, in order to be successful at marketing and selling.

In our interview, we touched on a broad array of marketing and sales topics, including his “inside/out approach”, selling value vs. services, why tiered pricing allows the prospect to co-create their solution, and how to handle the question of price at the beginning of the sales call. The interview runs approximately 70 minutes. You can download it or listen online.

Richard is also my co-host of April’s Marketing Q&A session, which will be recorded and available in the audio archives.

For more information, check out my website: