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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.
125 Episodes
Episode 127: Using Sales Differentiation to Close Deals - Lee Salz
Your prospects encounter many salespeople in all areas of their lives. It’s easy for salespeople and their products and services to begin to blend together. In order to make your sale, you’ll need to convince them that there are reasons why they should choose what you’re selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product. Today’s guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He’s also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as “the best” is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others. Episode Highlights: What happens when you describe your service, product, or company as “the best” Why saying that your product is the best doesn’t help to differentiate you from other salespeople Whether buyers are really as educated as you may think Helping buyers make informed decisions Two parts to sales differentiation Five steps to profiling your sales differentiation Exercises that can help you identify your sales differentiation Your biggest competitor Customer service and account management Pre-call research Why the way you sell is also a differentiator Resources: Lee Salz Sales Architects Sales Differentation Visit this page to register for the Sales Differentiation Minute video series
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
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