Marketing Genius

Hosted by Dick Wagner

Business Marketing

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Latest episode

Oct 2026

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October 30, 2026Episode 1011 min

You’re Talking Too Much 1-10

Some salespeople believe the person who talks the most controls the conversation. So, they explain everything. Then they explain the explanation. Then they share a story that reminds them of another story. Twenty minutes later, the prospect knows everything about the salesperson’s company, childhood and the salesperson’s favorite restaurant. The salesperson leaves thinking: “That meeting went great.” The prospect leaves thinking: “I should’ve pretended I had another appointment.” Talking Feels Like Selling

October 22, 2026Episode 911 min

Stop Giving Everyone the Same Pitch 1-9

Giving everyone the same pitch. Some salespeople have one presentation. One opening, one list of benefits, one story and one closing question. It doesn’t matter who’s sitting across from them. They press the imaginary play button and out comes the speech. The only problem is that the prospect may not care about any of it. Your Prospect Isn’t a Category

October 16, 2026Episode 810 min

The Decision-Maker Isn’t Always the Owner 1-8

Marketers love asking: “Can I speak with the owner?” Why? Because the owner has the biggest title and must choose every vendor, approve every purchase and handle every problem. Right? Not even close. In many businesses, asking for the owner is like asking the captain of a cruise ship where they keep the extra napkins. Somebody else knows what’s really going on. Titles Can Fool You

October 9, 2026Episode 79 min

The Gatekeeper Is Not the Enemy 1-7

It’s… The gatekeeper. You walk into an office and ask for the owner, or manager, or director, and this is REALLY bad… the decision-maker! The person at the front desk asks: “What’s this regarding?” Suddenly, some marketers act as if they’ve been stopped at an international border with a suspicious suitcase. They get nervous. They become defensive. Or they try to sneak around the person who greeted them. That’s a mistake. The gatekeeper isn’t your enemy.

October 3, 2026Episode 610 min

The Brochure Drop-Off: Marketing’s Favorite Disappearing Act 1-6

“Dropping off brochures.” The marketer walks into an office, smiles at the receptionist and says: “Hi. Can I leave some information about our company?” The receptionist says, “Sure.” The marketer places a brochure on the counter, thanks her and walks out feeling productive. Another successful sales call. Except nobody had a conversation. Nobody asked a question. Nobody learned anything. And there is a very good chance that brochure is about to begin its exciting new career underneath a pile of mail. A Brochure Is Not a Salesperson

September 24, 2026Episode 514 min

Too Many Prospects 1-5

Having too many prospects. Most route marketers believe they need more names. More offices. More contacts. More business cards. More places to visit. So, they build a giant prospect list. Two hundred names. Three hundred names. Sometimes five hundred names. It looks impressive. It feels productive. And it may be absolutely worthless. Because having 300 names on a spreadsheet does not mean you have a marketing territory. It may mean you have a phone book. A Big List Can Hide a Small Strategy

September 19, 2026Episode 59 min

They’re Just Not Ready Yet 1-5

“They’re just not ready yet.” Okay. Not ready for what? Not ready to refer you? Not ready to introduce you to the decision-maker? Not ready to give you a shot? Or maybe they’re simply not convinced yet that sending business your way is a smart move. In route marketing, you’re usually not asking someone to buy something on the spot. You’re building trust and familiarity. You’re trying to become the person they think of when the need shows up. That takes time. But “they’re not ready yet” can also become a very comfortable excuse. Sometimes They Really Aren’t Ready

September 12, 2026Episode 412 min

I Need More Leads 1-4

Where Exactly Do You Think Leads Come From? Leads don’t grow behind the company office. There isn’t a lead tree out there where the owner goes every Monday morning with a basket. Good salespeople create leads.

September 2, 2026Episode 312 min

Busy Isn’t the Same as Productive 1-3

Busy doing what? Because being busy and being productive are not the same thing. And being productive and being profitable are definitely not the same thing. I’ve seen salespeople stay busy all day long. They’re driving, calling, emailing, stopping at offices, having lunch meetings, updating the CRM. Doing everything except the thing the company actually hired them to do: Generate business.

August 29, 2026Episode 210 min

Everybody Loves You. Nobody Buys From You. 1-2

Welcome to Marketing Genius , the podcast for small business owners, marketers, and salespeople who want better results without sitting through another sales seminar where somebody tells you to “crush your goals” while pointing at a picture of a mountain. I’m Dick Wagner with AskDickWagner Coaching. Today, I want to talk about one of the strangest problems in sales. You can be well-liked… · well-known… · invited to lunch… · remember everybody’s birthday… · know the receptionist’s kids’ names… · and still produce almost no business. In other words: Everybody loves you. Nobody buys from you.