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.
109 Episodes
Episode 111: Personalizing Online Sales Interactions - Jon Ferrara
Social interaction is part of the business of selling. In the past, salespeople often met with prospects face-to-face and spent time with them in their homes or in social settings. In today’s sales environment, many of these in-person interactions have been replaced by online interactions on social media sites. However, these digital interactions are just as important as the in-person interactions that they’ve replaced. Today’s guest is Jon Ferrara. Jon is the founder and CEO of Nimble, a contact management solution that enhances basic contact information with richly detailed social information that helps you gain new insights about people in your network. This can help you deepen your social media relationships. Listen to the episode to hear what Jon has to say about the importance of social interactions in business, how Nimble can improve those interactions, and what role artificial intelligence plays in Nimble. You’ll also get a special offer from Jon. Episode Highlights: What made Jon want to start Nimble The importance of the social aspect of prospecting and business How to scale social media interactions How Nimble works What an effective curation methodology looks like Tools that can help curate content and engage prospects in conversation How Nimble is reimagining CRM and what it looks like to use Nimble How artificial intelligence factors into Nimble Why AI can automate processes but not replace human beings A special offer from Jon Resources: Jon Ferrara Email Jon at: Nimble Special Offer: Sign up for the Nimble free trial. Before the end of the 2-week free trial, enter promo code JON40 to get 40% off Nimble for the first 3 months.
Episode 110: Social Selling - Brynne Tillman
In a world powered by social media, social selling is a crucial aspect of sales. Social media allows salespeople to interact with prospects in a way that provides real value for those prospects. You can answer questions and offer useful content in a way that not only shows the prospect why they want to buy, but also why they would want to do business with you personally. Social selling allows you to create more loyal, engaged customers.  Today’s guest is Brynne Tillman. She’s an authority on social selling and the author of the book The LinkedIn Sales Playbook: A Tactical Guide to Social Selling. Listen to the episode to learn more about how social selling can be used to bring more predictability and reliability to your sales pipeline. Episode Highlights: How Brynne’s book lays out the step-by-step social selling process for LinkedIn The four major pieces of social selling How to take your LinkedIn profile from resume to resource When to connect with and message prospects on LinkedIn How you can use LinkedIn to identify and target connections of your connections How to set goals for social selling on LinkedIn Metrics that can help track the success of social sales What a typical scenario for onboarding of social selling environment for sales looks like Brynne’s work with Vangreso, and how she got started with that team Resources: Brynne Tillman The LinkedIn Sales Playbook: A Tactical Guide to Social Selling Vengreso
Episode 109: Learning how to Leverage LinkedIn - Viveka von Rosen
How can you keep yourself at the top of your prospects’ and clients’ minds? LinkedIn is a powerful tool that can help you do just that, but only if you know how to use it. Unfortunately, LinkedIn can also be confusing and changeable, and even if you have a LinkedIn profile, you may not know how to leverage it to get the most out of it. Today’s guest is Viveka von Rosen. Viveka is an author, speaker, and LinkedIn expert. She’s also a CVO & Co-founder of Vangreso, a digital sales solution provider that works with people to help create their personal brand online and create content for sales. Listen to the episode to learn more about what Vangreso has to offer, as well as what Viveka has to say about the benefits of LinkedIn, the challenges of using LinkedIn more effectively, and what you should do to turn your LinkedIn profile into a useful resource. Episode Highlights: Viveka’s company and what they do The benefits that Viveka sees in LinkedIn The challenges of using LinkedIn Where to start learning how to use LinkedIn How LinkedIn can help you establish your brand within your company The importance of consistency when using LinkedIn Why it’s important to make your LinkedIn profile into a useful resource How creating a LinkedIn community to share content can drive visibility The importance of engaging with people who engage with the content on your LinkedIn feed How to use LinkedIn’s analytics How LinkedIn allows you to monitor and take advantage of opportunities presented when prospects move from one company to another What to do after creating a client-facing LinkedIn profile Resources: Viveka von Rosen Vengreso Email Viveka at:
Episode 106: What to Say and When to Say it - Phil M. Jones
All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call. Episode Highlights: The worst time to think about what you’re going to say The importance of word choice How Phil came up with the phrases in his book Exactly What to Say How the phrases from Phil’s book can be applied in both spoken and written conversations The steps between a conversation and a sale Sales scenarios where Phil’s phrases and formulas can be applied Why you should avoid asking if now is a good time to talk when calling prospects How to get to the heart of the conversation right from the start Why it helps to have a framework for sales conversations Why you should schedule a next action before you hang up the phone The framework that works best for a cold call Why it’s important to practice these conversational frameworks Resources: Phil M. Jones Phil’s Website Exactly What to Say Exactly How to Sell Phil’s You Tube Channel
Episode 105: Perfecting Your Sales Process - Scott Leese
In sales, perfecting your process can be the key to making more sales. But how do you find the right process? When do you know that you’ve hit on a process that works, and what do you need to do to customize it or improve on it for your situation? Today’s guest is Scott Leese. Scott is the Senior Vice President of Sales at Qualia, a settlement platform for real estate professionals. Scott has also written a book about the sales process. Scott has an interesting background even before he got into sales, and this helps inform his success in the field and interest in process. Listen to the episode to hear Scott describe his history and talk about how he settled on a sales process, why he believes in the importance of delegating, and how to handle stress and pressure in a sales leadership role. Episode Highlights: Scott’s background and how he got into sales How Scott settled on a process that worked for him Why it’s important to educate a prospect on the problem before selling them on a solution Why Scott thinks it’s important to get good at delegating How to handle pressure and stress when you’re in a sales leadership role Scott’s upcoming conference in Costa Rica The top challenges that startups face Scott’s thoughts on outsourcing the startup phase of a company or part of the sales funnel The Addiction Model Framework Resources: Scott Leese Qualia Addicted to the Process The 2018 Surf and Sales Summit
Episode 104: Why AI Isn't a Threat - Rob Käll
It’s easy to be suspicious or hesitant about the rapid advances in technology, especially in the field of artificial intelligence. Many people worry about being replaced in their jobs by some type of technology, and for prospectors, the idea of artificial intelligence can seem like a direct threat to their jobs. But it turns out, AI is not the threat to prospecting jobs that it might seem. In fact, AI can actually be used to improve prospectors chances of getting great leads and closing deals.  Today’s guest is Robert Käll, the CEO and cofounder of a company called Cien. Cien produces an AI-powered sales productivity app. Far from taking opportunities away from prospectors, Robert explains how Cien can be used to empower prospectors and help them increase their opportunities and ability to close deals. Listen to the episode to hear what Robert has to say about AI and how it figures into the future of prospecting. Episode Highlights: Robert’s company, Cien, and how it got its name Why advanced AI technology doesn’t mean the end of prospecting How AI can affect pipeline quality How AI can be applied to the problem of incomplete or low-quality data The implications of using AI to help differentiate between good leads and bad leads How AI can help underperforming reps increase their sales The importance of routing tasks to people based on who can make the most out of that particular task Why it’s important to understand why some deals close and others don’t Why you shouldn’t assume that there’s a one-size-fits-all formula for closing deals How Robert’s app works with Salesforce Resources: Robert Käll Robert Käll on Twitter Cien
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