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How to make differentiate yourself in a crowded market w/ Drew McLellan [Episode 188]

In today’s episode, Drew tells us what sales reps can do to differentiate themselves in competitive markets and how to connect and engage in a meaningful way with potential buyers.

Drew McLellan is the owner of Agency Management Institute, co-founder and CEO of McLellan Marketing Group, author, speaker, and a widely read blogger for small businesses and entrepreneurs. Among the topics we discuss are:

  • The five rules of writing a killer sales letter that commands the buyer’s attention.
  • How sales and marketing can collaborate to present a consistent value message to buyers throughout the funnel.
  • How to add value to every communication with a prospect.


What’s your most powerful sales asset?

I ask the questions prospects have never been asked before.

Name one app or tool you use for managing your sales today that you can’t live without.

The weekly meeting

Who is your sales role model?

Walt Disney

What’s one book that every salesperson should read?

Becoming a Category of One: How Extraordinary Companies Transcend Commodity and Defy Comparison by Joe Calloway

What music is on your playlist?

I like an array of music: Big Band, Black Eyed Peas, and Country.

What’s the first sales activity you do every day?

I take a minute to be grateful for what I have.