DiscoverPredictable Prospecting's Podcast
Predictable Prospecting's Podcast

Predictable Prospecting's Podcast

Author: Marylou Tyler

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Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
118 Episodes
Episode 121: Selling Effectively at the Executive Level - Steve Hall
When you want to know how to sell effectively at the executive level, you need expert training and stories that sell. Today’s guest has been called Australia’s leading Authority on “C” Level sales. Steve Hall has sold to executives in more than 20 countries. He is a writer and speaker who focuses on executive sales. He also owns the Executive Sales Coaching LinkedIn group. Steve Hall is Managing Director of Executive Sales Coaching Australia and joint founder of Executive Sales Forum International. Steve joins the podcast today to talk about how to use story when you’re talking to decision-makers and how you can tell an effective story in less time – sometimes in just a few words. Listen to the episode to hear what Steve has to say about developing stories, finding the information that you need when you talk to clients, and his Executive Sales Forum International. Episode Highlights: How Steve uses story when he speaks to decision-makers How it can be helpful to tell a story in only a few words How to get enough time with a prospect to tell your story properly The juxtaposition between what is and what should be in your story What Steve uses to help find information that helps in talking to clients Steve’s thoughts on how new salespeople just out of college are assigned How much product knowledge is necessary to get in the door Steve’s Executive Sales Forum International Resources: Steve Hall Executive Sales Forum International
Episode 118: Sales are all in the Details - Nick Hart
Making a sale is rarely a one-and-done encounter. Instead, it’s an ongoing process and a series of conversations, sometimes with multiple different people. In order to sell effectively, you need to be able to keep up with important details about each prospect, including what your last conversation entailed and when is the best time to schedule the next call or email. This can be a daunting task, but tools that allow you to streamline the process can help. is one of those tools. Outreach is designed to help salespeople remember critical details and schedule ongoing conversations. Today’s guest is Nick Hart, the customer success manager at Listen to the episode to hear what Nick has to say about what’s happening at Outreach and what he thinks about things like email personalization, referral strategies, and building and testing your processes before you implement new sales tools. Episode Highlights: New things that are happening at Key things to look at for people who are looking for a solution like Outreach Understanding the different personas that you may be selling to How to approach sales from different channels Email personalization Referrals, and the benefits of a top-down referral approach Why it’s important to test and experiment with your processes The importance of providing value with each interaction Why you need to build the processes that work for you before implementing a new tool Why understanding and mastering tech tools for sales is going to be more important as time goes on How marketing professionals can help pave the way for the sales team Resources: Nick Hart Outreach
Episode 117: Centering the Customers' Needs
It may be possible to use manipulative sales techniques to sell people things that they don’t really want or need. But do you really want to do that, and is it really a good strategy in the long run? Today’s guest talks about the importance of centering the customer’s needs, even if that means passing up an immediate sale, and how that strategy can pay off in the long run. Andrew Priestly is a business coach, chairman of the Children’s Trust, a publisher, and an author. In today’s episode, he talks about his background in teaching and then real estate sales, his psychology training, and how all of that got him to where he is today. Listen to the episode to hear what Andrew say about sales tactics, the impact of the internet, the importance of personal relationships, and his new book that features contributions from experts in the sales field. Episode Highlights: Andrew’s background in real estate sales How Andrew started researching sales tactics and where they came from How the internet has affected the sales world The impact of Facebook The importance of personal conversations in selling Andrew’s book How Andrew went about getting contributors for his book The feedback Andrew is getting from his book’s readers The psychology of sales Why Andrew believes in the using sales tactics responsibly Why building relationships matters in sales Resources: Andrew Priestly Sales Genius 1: 20 top sales professionals share their sales secrets
Episode 115: Maintaining Relationships with Prospects - Nick Hart
Prospecting involves more than just one conversation. It’s a series of conversations, and as the prospector, it’s up to you to keep the interactions going. This can result in a lot of work. You need to remember when the last time was that you talked to a particular prospect, work out when the next good time to contact them will be, and figure out what to say – and you have to repeat this process for multiple prospects. Luckily, there are tools that can help streamline this process for you. Today’s guest is Nick Hart, a strategic customer service manager for Outreach is a tool that performs much of the work for you. It can help you plan your follow-up conversations, make sure that the correct messages are being delivered at the right times and to the right people, and prevent you from forgetting or delaying crucial follow-ups. Listen the episode to hear Nick explain what Outreach does, how to use different types of messaging, and what types of email statistics Nick sees on a regular basis. Episode Highlights: What Outreach does How Outreach helps salespeople get the right message across at the right time The importance of being both efficient and effective How certain types of messaging can help prospects see salespeople as real people, which can make prospects more responsive How asking permission can be a form of a call to action How to slow down and space out value ads across multiple emails The importance of crafting different messages for different personas Statistics for email open rates, reply rates, and bounce rates Resources: Nick Hart Outreach Email Nick at:
Episode 114: Timing is Everything - Alex Greer
When you’re prospecting, having just a little bit of information can be the key to getting your foot in the door and growing your pipeline. Timing your call or email just right or having the perfect conversation starter can make all the difference when it comes to making a sale. If you know that the company you’re looking at has just launched a new project that can benefit from the products you sell or is getting ready to evaluate solutions for the type of service you’re selling, you’re better able to strike while the iron is hot. Today’s guest is Alex Greer, the founder and CEO of Signal HQ. Signal is a type of technology that you can use to help you get the kind of information that you need to make your sales pitch more effective and help you strategize more easily. Listen the episode to hear Alex explain what Signal HQ does and how it can help with sales. Episode Highlights: What Alex did before becoming the founder and CEO of Signal HQ What Signal HQ does Why Alex started Signal HQ Which types of signals Alex’s company focuses on, and which types of signals might also get focus as time goes on How Signal HQ can help prospectors prioritize and make the most effective decisions about how to use their time Why sales teams are slower than other departments to pick up on some newer technologies that can help them sell more effectively How the data provided by Signal HQ can help sales people start conversations with prospects Resources: Alex Greer Signal HQ
Episode 113: Establishing a Sales Team - Rex Biberston and Kevin Hopp
Great sales people and effective sales processes are pivotal for any organization to make money. But for startups, it can be difficult to transition from founder-led sales to establishing a good sales team and putting the structure in place for effective sales processes. This can cause some serious disruption in an otherwise good business. Today’s guests understand this problem and know how to address it. Rex Biberston and Kevin Hopp of help organizations build internal sales teams with their company, The Sales Developers. Although outsourcing is a small part of what they do, they built the company with the intent of giving companies the systems, and processes, and methodologies needed to improve their own sales companies. Listen to the episode to hear what Rex and Kevin have to say about what they do, tools that they use to improve efficiency and messaging, and what it’s like to be a millennial in sales.  Episode Highlights: Kevin’s and Rex’s company, The Sales Developers, and how they got started How The Sales Developers help their clients by giving them the tools they need to build internal sales organizations The gap between the startup phase of a company and the time when the company is a fully-formed organization, and how that affects sales How Kevin’s background showed him the difficulty of scaling a sales team inside of a startup How The Sales Developers can make sales people more effective by improving the company’s sales processes Tools that can help companies handle both full and part-time prospecting Why the number of conversations is more important than the number of dials per day in sales How salespeople can focus on the things that are going to bring them closest to revenue The Sales Developers’ Message Builder tool and how it can improve sales messaging The book Rex co-authored, Outbound Sales, No Fluff How getting the messaging right affects the closing ratio Why Rex mentioned that he and co-author Ryan Reisert were millennials in their book Resources: The Sales Developers Rex Biberston Kevin Hopp
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