All Episodes - Predictable Prospecting's Podcast
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.
View Podcast Details40 Episodes
Episode 161: Follow up and Follow Through - Jon Ferrara
Contact management matters, maybe more than you already know. Today's guest knows it, which is why he goes out of his way to learn and understand even more about the business he's in on a regular basis. Today, you'll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, and some of the many things that Jon knows about CRM and content management. Episode Highlights: History of CRM and contact management How long Jon has been running Nimble Nimble's relationship with Microsoft Where sales professionals are today Tools and processes for building relationships Why you need a process for serving others Nimble's discount code: JON40 How a Twitter comment shifted into LinkedIn, email, and Jon's calendar Working on staying top of mind to prospects, customers, and influencers Resources: Jon Ferrara Nimble
Episode 160: The Testimonial Process - Sam Shepler
Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler's company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today's episode, you'll learn more about that company and what they do. Listen in to learn why Sam decided to start Testimonial Hero, why video testimonials are so important, and what the Testimonial Hero process is like. Episode Highlights: Why Sam decided to start a company dedicated to testimonials What Sam was doing before Testimonial Hero Why Sam specializes in video testimonials How COVID changed things for Sam's company What the process is like after testimonials are sent in What kicks a service like Sam's into high gear Who can benefit from Sam's service The specific benefits of video The process and timeline for Sam's team How listeners can learn more about Testimonial Hero Resources: Sam Shepler Testimonial Hero
Episode 159: Presentation Management - James Ontra
Compelling presentations are always difficult to create, but they're an essential part of sales. And now there's something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you're going to hear from James Ontra, the creator of the presentation management platform and communication strategy hub Shufflrr. Learn how Shufflr works, the different ways that it can help, and what inspired James to create Shufflrr in the first place. Episode Highlights: Whether presentation management is a part of pitch decks How things are changing with COVID and how Shufflrr helps Why people need a library of slides How the speaker notes work Getting metrics from slide usage How to get started with curating slides James's favorite onboarding experience Whether marketing drives the collection of assets Getting copies of a presentation What inspired James to develop Shufflrr How to check out Shufflrr Resources: James Ontra Shufflrr
Episode 158: Revenue Harvest - Nigel Green
What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today's guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader's Guide for Planning the Perfect Year. Listen in to hear more about Nigel's work, where he gets started with his clients, and why he decided to write his book the way that he did. Episode Highlights: What Nigel does What equity-backed means to Nigel Nigel's international clients Where Nigel gets started with advising companies How well the companies that Nigel works with know their audiences How long Nigel works with clients What prompted Nigel to put sales advice into a book that reads like an almanac The problem with taking a short-term view Where to find Nigel online Nigel's six-step hiring process Resources: Nigel Green Revenue Harvest
Episode 157: Mastering Transformative Habits - Brandon Bornancin
In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today's guest made it happen, and he wrote a book about it. Listen in to today's episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded Seamless.AI and the author of the soon-to-be-released book Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. Listen in to hear Brandon discuss what happened to prompt him to write his book, how his company grew during the pandemic, and why it's important to go all out for success. Episode Highlights: Brandon's book What happened to Brandon that resulted in him writing his book What Brandon's company did to grow 300% in a pandemic The daily and weekly rhythms Brandon's company used to enact their pandemic plan The okay-hour system Going all out for success Resources: Brandon Bornancin Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life
Episode 156: Alignment to Accelerate Growth - Darrell Amy
What is the best way to align sales and marketing for revenue growth? Today's guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and marketing alignment. Episode Highlights: What got Darrell interested in writing a book The alignment between marking and sales and revenue growth The revenue growth engine processes The core numbers a business needs to know The power of interest The messaging of marketing and sales alignment How to get a focused message in a large company The step by step process outlined in Darrell's book The tools available on Darrell's website Resources: Revenue Growth Engine Text "revenue" to 21000
Episode 155: Serve Don't Sell - Liston Witherill
What's the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today's guest is Liston Witherill, and his message is: serve, don't sell. Listen in to hear what Liston has to say about what "serve, don't sell" means, what the success path for selling services is, and the four steps that he recommends. Episode Highlights: Why Liston got into professional services The success path for selling services What "serve, don't sell" means Understanding that you're adding value Drawing the map Understanding clients' motivation Helping people make decisions Showing what's possible Which slides should be in your slide deck Asking questions that demonstrate that you understand the prospect's problem Case studies and testimonials What's in Liston's training Resources: Serve Don't Sell Modern Sales Podcast
Episode 154: Authentic Persuasion - Jason Cutter
What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today's guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Listen in to today's episode to hear Jason talk about his book, the persuasion framework, and how to blend urgency, empathy, and rapport when talking to a prospect. Episode Highlights: How Jason came up with the title of his book Where to start becoming more authentic and persuasive How you add value in sales Where Jason was before he got into sales The sales success fundamentals that every sales conversation has to have The persuasion framework Methods for building rapport Active listening Blending urgency with rapport and empathy Finding out why the person wants to buy How intangibles factor into the sale What authenticity and persuasion have to do with the referral process Where listeners can learn more about Jason Resources: Jason Cutter Cutter Consulting Group Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker
Episode 153: Developing a Team Selling Strategy - Trish Bertuzzi
What do you know about team selling? What are the advantages to approaching sales from a team position? In today's episode, you'll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business. Episode Highlights: What team selling means What a team selling model looks like Hybrid roles How to start looking at team selling as an option Different versions of team selling Developing a team sales strategy that makes sense for you What account hierarchy looks like The continuity of team selling What you can learn from being part of a team Why you need to think differently about your selling model Where sales goes from here Resources: Trish Bertuzzi The Bridge Group
Episode 152: What You Need to Know About Following Up - Jeff Shore
Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today's episode in which you'll hear from Jeff Shore, who's recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up. Episode Highlights: Why Jeff wrote his new book, Follow Up and Close the Sale How the book is organized What follow up isn't What follow up is for How follow up shows customers how much we care The strategy of follow up Why email shouldn't be the number one method of follow up Jeff's definition of the lead conversion hour How to get immersed in the follow up process The story of Bill Porter The knee of the curve Resources: Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit
Episode 151: The Membership Mindset - Robbie Kellman Baxter
Over the years, it's become more and more obvious that the subscription model is a viable business model for any number of products and services. How can you develop a membership mindset? What can successful subscription models teach you about sales? Today's guest is the expert on the subject. Listen in to hear from Robbie Kellman Baxter, author of The Membership Economy and the new book The Forever Transaction. In today's episode, Robbie discusses her background and qualification, what she knows about cultivating good customers, and what listeners can do to get started on a membership mindset. Episode Highlights: How Robbie came to be an expert in her subject Parallels to the SAAS world in Robbie's process B to C companies vs B to B companies How Robbie decided to write her book Where to get started with a membership mindset Indicators of good customers Putting customers on a path to success Whether surveys important at looking at where clients are Top three things listeners can do to get started The difference between customer support and customer success Resources: Robbie Kellman Baxter The Forever Transaction
Episode 150: Beyond Quotas and Commission - Clancy Clark
Sales is more than numbers, quotas, and commissions, but it can be easy to lose sight of the value that you can bring to others through sales. Today's guest is here to talk about going beyond the numbers and embracing service through sales. Clancy Clark is the author of a book called Selling by Serving: Find Fulfillment in Your Career and Sell More Than You Ever Thought Possible. He's also the author behind a method that he uses for selling and speaking and coaching that teaches about how to have a more fulfilling sales career. Listen in to hear what Clancy has to say about the steps of his method, the role of empathy in sales, and how listeners can learn how to apply Clancy's methods. Episode Highlights: How intuition and being human are the precursors for Clancy's book How Clancy was able to create a series of steps for selling by serving Whether the steps should be followed in a particular order How empathy on the part of salespeople will factor into sales post-Covid-19 Looking at sales as a way of helping people Sincerity in sales The ways that listeners can learn about how to apply Clancy's steps in their practice Method vs. Mastery Resources: Clancy Clark
Episode 149: Productized Consulting - Max Traylor
Succeeding at the top of the funnel requires some out-of-the-box thinking, and that's what today's guest has skill and experience with. Max Traylor offers his clients productized consulting services and is the author of a new book called Agency Survival Guide. In today's episode, Max discusses the impetus for the book, how he got into productized consulting, and why he uses the agency framing to talk about his clients. Episode Highlights: The impetus for Max's book How Max first started to get residual passive income Blending consistency and customizability What Max discovered interviewing people on his podcast Separating strategy from implementation Three stages to residual income Why Max uses the agency framing The importance of a healthy balance in clients How Max plans to socialize the book Where listeners can find Max's book Resources: Max Traylor
Episode 148: Navigating Through Challenges - Kendra Lee
As you start to think about what marketing and sales might look like in a post-COVID-19 world, it's worth considering how you can be more prepared for another similar type of event. We've seen that the world can change overnight, and that often means changing your message, strategy, and even the channels that you use to communicate with your contacts. Kendra Lee is the founder and President of KLA Group out of Denver. Today, she joins the podcast to talk about the habits, workflows, tools, and other things that you can do on a daily basis that would prepare you for some event like this. Episode Highlights: What type of work Kendra does with clients Why the work that Kendra does is important Leveraging the different technologies and channels available to you when you need to shift your message How the personas change when the message or channel changes What to do when you lose a channel or it becomes less effective Thinking strategically about the conversations that you need to have Involvement in the nurture sequence side of things Supporting sales reps Kendra's favorite spots in the bottom of the funnel Kendra's upcoming goals Resources: KLA Group
Episode 147: Maintaining Momentum - Simon Portwain
Whether you're new to sales or you've been in the game for a while and you're looking for a way to achieve sales mastery, today's guest has some ideas for you Simon Portwain is the author of a new book, Sales Icon: Selling in the Shadows. Simon joins the podcast today to talk about some of the ideas that he covers in his book. Listen in to hear what he has to say about sales momentum, developing a sales journey plan, and transitioners for salespeople. Episode Highlights: Why Simon was motivated to write this book What sales momentum is The framework around sales momentum How sales journey plans develop Where sales journey plans start What influences sales activity How momentum and journey are linked to transitioners Finding your success formula Resources: Simon Portwain Sales Icon: Selling in the Shadows – Amazon Sales Icon: Selling in the Shadows – Barnes and Noble Email Simon: [email protected]
Episode 146: The Importance of Practice - Michael Hageloh
Is selling just a job, or is it a lifestyle? Is it possible that people normally seen as innovators are really just masters of sales? These are some of the topics addressed by today's guest. Michael Hageloh is the author of the book Live from Cupertino. Michael spent 22 years working with Apple, then turned his attention to working with entrepreneurial startups. Listen to today's episode to hear what Michael has to say about applying strategy to process, the importance of practice, and how practice applies to the concepts that Michael explains in his book. Episode Highlights: Where Michael's work fits in along the pipeline Applying strategy to process How practice applies to the concepts in Michael's book How to put together a conversation to practice the conversation Selling as a lifestyle Disruptive revolution Building connections that lead to relationships Understanding the outlier How goals are one part of a system Resources: Live from Cupertino
Episode 145: Selling Above and Below the Line - Skip Miller
How are C-Suite buyers different from the typical inbound lead buyers? How is the conversation different with these different types of buyers? Today's guest is Skip Miller, sales training expert, President of M3 Learning, and author. In today's episode, Skip discusses ideas from his new book Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Listen in to learn more about the difference between above the line and below the lines sales, tools you can use to create an above the line narrative, and what to focus in in above the line conversations. Episode Highlights: Whether an SDR is naturally inclined to prefer inbound The different languages above and below the line Different value propositions for buyers above and below the line Tools to create an above the line narrative Whether inbounds are typically above or below the line Use cases where getting people to go above shortens the lag of time What above the line conversations focus on When to discuss what the new normal will look like Understanding above the line energy The ratio of questions in above the line conversations Call planning Importance of understanding both above the line and below the line conversations Resources: Skip Miller M3 Learning Selling Above and Below the Line
Episode 144: The Self-Reliant Entrepreneur - John Jantsch
Can daily meditations help you develop your brand or find your purpose? To talk about that, John Jantsch of Duct Tape Marketing joins the podcast today. Listen in to hear what John has to say about his new book, why he was interested in putting out a book on daily meditations, and what John learned while he worked on putting the book together. Episode Highlights: How long John has been running Duct Tape Marketing John's new book What got John interested in putting out a book on daily meditations The self-reliant part of John's meditation book Similarities between this and previous cycles in history How John's book could help entrepreneurs develop their brand or purpose What John learned while putting his book together John's thoughts on the human condition How recent college grads could benefit from John's book The daily rhythm of John's book What a passage from John's book is like Resources: Duct Tape Marketing The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business
Episode 143: Podcasting as a Sales Tool - Matt Johnson
Podcasting is still a new and growing medium, but it has a lot of exciting potential as a sales tool, among other things. Today's guest, Matt Johnson, is the founder of a podcasting production agency and he has explored some interesting ways to use the medium that may be valuable to sales professionals. Listen in to hear about Matt's LinkedIn script, his strategy using podcasting, and the results rates that he's seen from his methods. Episode Highlights: What Matt does and who he serves How Matt's LinkedIn script works Matt's response rates, and how they compare to the average The overall reaction to Matt's lead generation Matt's overall strategy Developing relationships with people in different parts of the sales process How podcasting relates to problem solving and expertise Where to start in podcasting Where to look for podcasts that are a potential fit Goals for beginning podcast hosts and guests Resources: Pursuing Results How to Get Featured
Episode 142: Diversity in the Sales and Marketing Industry - Natalie Severino
While the importance of diversity is stressed in many industries today, other fields are still known for being "old boys clubs" – and sales is one of those fields. Today's guest is here to talk about diversity in the sales and marketing industry and what has and hasn't changed for women in those fields. Natalie Severino is the Vice President of Marketing at Chorus.ai. Listen to the conversation to hear what Natalie has to say about the research studying differences between men and women in sales, how men and women respond differently to job descriptions and requirements, and what people in leadership can do to bring in more women. Episode Highlights: What's changing for women in sales and marketing What the research says about the difference between the ways men and women sell Reasons why women might outperform men in sales Building rapport and establishing status How the language in job descriptions affects female candidates The difference between how men and women respond to job requirements How marketing and sales differ in terms of diversity What leadership can do to bring in more women Women's groups that listeners can attend Resources: Natalie Severino Women Sales Pros Girls Club
Episode 141: Talking to the Right Person - Tukan Das
Who is the right person to talk to when you want to advance a prospect through the pipeline? When is the right time to talk to that person, and how should you do it? Today's guest has some ideas. Joining the podcast today is Tukan Das, CEO of a company called LeadSift. Tukan is here to talk about whether or not you really can predict who is ready to buy, what a good work flow is, and how you work those leads so that you can increase the yield and lower the time it takes to get from the initial conversation to close. Episode Highlights: The statistics mentioned on LeadSift's website Why Tuakan started the LeadSift tool Gauging intent data Hyper personalizing sales conversations Building an ideal signal profile The steps toward scaling How soon to jump into the middle term What comes after the middle term An exciting customer story How the audience can connect with Tukan Resources: Tukan Das Email: [email protected] Free Tool to Automate Research for prospecting LeadSift HomePage Google Alerts Twitter Search LinkedInSales Navigator BuiltWith BuiltWith Toolbar Alexa Ranking SEMRush
Episode 140: Marketing and Podcasting - Michael Greenberg
Should you consider podcasting as part of your multi-touch campaigns? Can podcasting improve your sales numbers, and can you use your sales skills to make a quality podcast – or use podcasting to hone your sales skills? Today's guest is here to discuss how sales professionals could be using podcasts. Michael Greenberg is the CEO of Call for Content, a podcasting agency that makes it easy for businesses and organizations to develop podcasts. Listen to the interview to hear what Michael has to say about strategies for using podcasts to drive sales, routines and duration options for beginning podcasters, and the importance of consistency in podcasting. Episode Highlights: Whether podcasting is on the radar for sales executives Success rates using podcasting strategies Inviting prospects onto the podcast as experts What sales executives can talk about on a podcast Typical rhythms of salespeople starting a podcast Building camaraderie through podcasts Coordinating guest posts with your social media Using podcast agencies Podcast duration guidelines What kind of research goes into a 30-minute podcast Consistency in podcasting Next steps for salespeople who are interested in podcasting Podcasts as an opportunity for role-playing Resources: Michael Greenberg Call for Content The B2B Podcast Playbook
Episode 139: Turning the Funnel Sideways - Carman Pirie
Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today's guest will help explain why it may be helpful to think about the funnel in a different way. Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he's excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales' involvement in building campaigns. Episode Highlights: Why Carman got excited about the work that he does How Carman is turning the funnel sideways Carman's process for starting conversations How to get companies to think in a more personalized way How to get past resistance to letting sales build campaigns What changes in marketing when dealing with a smaller number of accounts Starting the engagement process Direct mail segmentation How firms get started with Kula Partners Resources: Carman Pirie Kula Partners
Episode 138: Setting up a Pipeline to Leverage All Channels - Jonathan Soares
How do you set up a pipeline that leverages all types of channels and technology, but also keeps that human spirit alive? Today's guest will help answer that question and others. Joining the podcast today is Jonathan Soares. Jonathan is the founder and CEO of Agency Labs and has a background in both technology and consumer sales. He's been at this for 15 years and he covers the entire pipeline. Listen in to hear. Episode Highlights: Jonathan's background and how he got to his current position How to leverage cold calling with newer technology and how that can advance prospects through the pipeline What a typical warm introduction looks like and what technologies to use How many opportunities can be generated from Jonathan's process Different roles within the funnel Influencer mapping How the GDPR affects Jonathan's work How to get started leveraging LinkedIn Resources: Jonathan Soares Email: [email protected]
Episode 137: Ask the Right Questions - Chick Herbert
Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today's guest will explain how the ability to ask the right questions can help you tap into the human potential of your team. Chick Herbert is a Des Moines executive who's come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about pinpointing where people on your team are struggling, asking the right questions, and motivating your team. Episode Highlights: Chick's background Chick's working relationship with Brad Williams Pinpointing where people are struggling Asking questions that get people to contemplate their own struggles and behavior The frustration of witnessing ineffective leaders What about Chick's process motivates people Tracking progress Whether styles of coaching differ based on sales roles Extending knowledge to other team members What to do when you're not used to asking questions How to use silence The value of preparation Truth and ground truth Resources: Chick Herbert It Begs the Question Chick on Twitter Email Chick: [email protected]
Episode 136: Building Trust - Jason Treu
How does trust between team members translate to better communication and higher performance? And how can you translate your trust-building skills to your sales calls in order to build rapport quickly? To explore these questions and more, Jason Treu joins today's podcast episode. Jason is an executive coach who works with teams to help them build trust and communication skills and increase performance. He's also the author of the book Social Wealth. Listen in to hear what Jason has to say about the top issues in the sales industry today, how to turn a team into a cohesive unit, and how to build rapport in the first few minutes of a phone call. Episode Highlights: The top issues Jason sees in the industry today The importance of hiring Whether any type of team can be turned into a cohesive team Where to start in building a trust mindset The trust-building process Building rapport in the first few minutes of a call Jason's book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network What can be done to start getting teams to high performance Resources: Jason Treu Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network
Episode 135: Using Technology to Boost Sales - Jordan Stupar
How are you using technology to boost your sales prowess? Is there more that you could be doing? Do you like your CRM, and if not, how would you improve it? Today's interview may give you some ideas. Today's guest is Jordan Stupar, the founder and CEO of Sales Domination. Sales Domination is a company that provides CRM and technology tools to individuals as well as small, medium, and large companies. Listen in as Jordan talks about his company, his background, and how he thinks technology is affecting the sales landscape. Episode Highlights: What Jordan's company does Jordan's background Which areas of technology Jordan focuses on Technological enhancements that can be used to improve meaningful sales conversations Using data to improve workflow How technology is improving analytics How analytics can suggest next steps Resources: Jordan Stupar Sales Domination Jordan on Instagram
Episode 134 Adding Value vs. Helping a Prospect - Michael Pedone
What do you do when you connect with a warm lead, but they don't seem receptive? What's the difference between adding value for a prospect and actually helping that prospect? These are some of the questions that today's guest will help answer. Joining the podcast today is Michael Pedone from SalesBuzz. Michael is an advocate for sales skills and SalesBuzz is an online sales training site that provides helpful information for sales professionals that can help take you from the top of the funnel all the way to the close. Listen to today's episode to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn. Episode Highlights: The most impactful sales skill that Michael sees people bungle The definition of a cold call Throwing out the "easy" button Why you shouldn't remind a warm lead that they filled out a form Approaching leads with the intent to help The difference between adding value and helping The cadence that works best in a selling situation and how to blend it with different modalities Connecting through LinkedIn How often you should be prospecting Why people should really want to be in sales Resources: SalesBuzz Michael Pedone
Episode 133: Successful (Not Stressful) Prospecting - Jason Bay
Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it's easy to get discouraged and believe that prospecting isn't right for you. But within a predictable framework, prospecting doesn't have to be so difficult. That's part of what today's guest is here to talk about. Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting system. Listen in to hear what Jason has to say about how he got into prospecting, his approach to creating personas, and how to address common errors in messaging. Episode Highlights: What prompted Jason's interest in prospecting Mixing modalities How much time Jason spends in the planning stages with clients to develop messaging Jason's approach to personas The ideal client profile identifier Applying the research to one-person consulting businesses Errors in messaging that Jason sees frequently Jason's REPLY method Incorporating personalization in messaging Resources: Jason Bay Blissful Prospecting Selling Above and Below the Line Free Guide to Getting Started with Video Prospecting
Episode 132: The Ever-Evolving Customer Experience - Ian Moyse
The experience of being a customer has changed rapidly just over the past few decades. But while the customer experience has changed, has it improved? Is there room for further improvement? Today's guest is Ian Moyse of Natterbox. He joins the podcast today to talk about disruptions in the customer experience, how customer experience is changing, and why it matters. Listen in to hear what Ian has to say about where this kind of disruption has the biggest impact, how buyer personas can improve the customer experience, and how customer experience impacts revenue and customer loyalty. Episode Highlights: How disruptors are changing the customer experience Where disruption is having the biggest impact When consumers prefer to interact with a human rather than a machine Using buyer personas to optimize the customer experience When it's important to communicate via phone rather than email or chat Analyzing how customer experience impacts loyalty and revenue Resources: Ian Moyse Ian on Twitter Natterbox
Episode 131: The Relationship Between Sales and Marketing - Max Altschuler
You may recognize today's guest from previous episodes of this podcast. Max Altschuler is the CEO and Founder of SalesHacker Inc. and the VP of Marketing at Outreach.io. Max is also one of the co-authors of a new book, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale 1st Edition In today's conversation, Max talks about his new book, what inspired him to get involved with it, and what teachings in the book are most useful for sales professionals. Listen in to hear Max's ideas on how sales and marketing to work together, how to use sales engagement strategies in closing, and what Max sees changing in the near future. Episode Highlights: What made Max decide to get involved with this new book What teachings in the book are most impactful for sales professionals trying to start and close conversations with people they don't know Max's definition of sales engagement Which channels sales can use to better coordinate with marketing How do sales methods of advancing prospects in the pipeline align with marketing How sales engagement principles can be applicable to closing Changes in how CRMs are being used What Max sees changing in 2020 Resources: Max Altschuler SalesHacker Inc. Outreach Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale
Episode 130: The Marketing Perspective - Chris Dayley
Today's guest comes from the marketing side of the business. And while that may be an unusual choice for this podcast, what Chris Dayley has to say about digital marketing can be useful for prospectors as well. Chris is a digital marketing entrepreneur, speaker, and neuromarketer. He is also the VP of testing and site optimization at Disruptive Advertising in Utah. He's skilled at helping people understand the impact of website landing pages, testing, analytics, and psychology. Listen to the episode to hear what Chris has to say about how his work related to outbound sales and different ways to use data, metrics, and testing. Episode Highlights: How Chris's work fits into an outbound, targeted approach What Chris is doing with analytics Using data to refine the pitch Metrics that can help prepare for contacting prospects How Chris uses testing Technology used for testing in sales How best practices can vary from company to company, even within the same industry Resources: Chris Dayley Chris on Twitter Disruptive Advertising Blog
Episode 129: The Resurgence of Telephone Sales - Mark Hunter
Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today's guest talks about in this episode. Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what's new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset. Episode Highlights: What's new in prospecting Why the telephone is making a resurgence and what Millennials have to do with it Informed calling vs. cold calling The place of automated follow-up systems in prospecting Positive feedback that Mark has gotten about his book Using social media for prep work How to get into the prospecting mindset The Outbound Conference Resources: Mark Hunter The Sales Hunter High-Profit Prospecting Outbound Conference
Episode 128: Adapting to Change - Brian Keller
In any field, one thing that you can be sure of is that things will eventually change. This is as true in sales as it is in any other industry, and it's important to be able to keep up with the changes as the come. That leads to the question: can the ability to change be taught? Today's guest thinks that the answer is yes. Brian Keller is the Director of Sales Training at McKesson. He joins the podcast today to talk about his sales training workshops and the importance of learning about change in the sales field. Listen to the episode to hear what Brian has to say about why change matters for sales executives, how to connect data with the real life experience of salespeople on the ground, and how Brian's students apply what he teaches. Episode Highlights: Why change is important for sales executives Whether change can be taught How to connect the data to real life experiences in the sales field Whether tenure has an impact on whether or not to engage in change Tools Brian uses to get students to apply what he teaches What goes into planning a training workshop How the salespeople that Brian trains share their success stories The motivation for formalized training at McKesson Resources: Brian Keller
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 126: Creating Value to win over Clients - Anthony Iannarino
Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today's guest didn't just write the book on that subject, he actually wrote three books on the subject. Anthony Iannarino is the author of The Only Sales Guide You'll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it's important to separate service and product, and how to apply his four levels of value to different stakeholders. Episode Highlights: Anthony's books Separating service and product Winning clients by creating greater value than competitors The four levels of value How the four levels of value apply to the different stakeholders Winning with the intangibles Resources: Anthony Iannarino The Only Sales Guide You'll Ever Need The Lost Art of Closing Eat Their Lunch
Episode 125: Using Data to Make Quality Connections - Matt Amundson
The way that we utilize data can make all of the difference when it comes to sales. It's more important to make quality connections and have meaningful conversations with prospects than to contact a large quantity of prospects on a superficial level. Utilizing data in the right way can help you make those quality connections. Today's guest is Matt Amundson, the VP of marketing for EverString. Listen to today's episode to learn more about what EverString does and what Matt has to say about how data can be used to help prospectors learn more about their prospects and make conversations more meaningful. Episode Highlights: What EverString does How EverString's processes work How companies that engage with EverString have their data together How EverString handles different parts of the pipeline Whether EverString improves forecasting Why a meeting may not turn into an opportunity Using technology as an aid rather than a replacement Resources: Matt Amundson EverString Email Matt at: [email protected]
Episode 124: Using Video in your Sales Funnel - Daniel Crouch
Content creators know that video is a powerful tool for delivering a message, and that means that it can also be a powerful tool in the world of sales. Learning how to use video effectively can be a helpful skill in all parts of the funnel. Today's guest is Daniel Crouch, Enterprise Account Executive at Videolicious. In today's episode, Daniel will talk about using video, not just at the top of the funnel, but also after you get your foot in the door. Listen to the episode to hear what Daniel has to say about how and why he started using video, how to use videos for pre- and post-meeting contacts, and how to get started learning to use video effectively in your own sales process. Episode Highlights: Daniel's background in sales How Daniel got started using video in prospecting How Daniel uses pre-meeting videos How Daniel's videos are structured Avoiding excess words and keeping videos short Using a script or teleprompter to stay on point How to write copy to use as a video script Post-meeting videos The main purpose of using video for closing Getting started learning how to use video Resources: Daniel Crouch Videolicious
Episode 123: The Key to Sales is Human Connection - David Fisher
If you work the top of the funnel, it's easy to believe that you don't need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today's guest believes that sales is all about the human connection, no matter where you are in the sales process. David Fisher is a coach, speaker, and the author of a number of books. In today's episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much. Episode Highlights: Whether the human connection is necessary at all stages of the pipeline Why the human connection matters even at the top of the funnel How you can build rapport in just one or two minutes How you can build on your own natural traits The importance of face-to-face communication How to get started practicing the concepts in David's book Resources: David Fisher's Predictable Prospecting Landing Page Hyper-Connected Selling David on LinkedIn David on Twitter
Episode 122: Generating Leads and Closing Sales - Peter Lang
The goal of the prospector is to generate good leads and close sales, and sometimes it's worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques. Today's guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter's company works, what the onboarding process looks like for Uhuru's clients, and how the GDPR affects Peter's business. Episode Highlights: Why Peter was interested in offering agency instead of in-house The typical onboarding process for Peter's clients How the selection of accounts works How to add value while disqualifying at the same time Why providing value by giving away something that other companies charge for is a way to stay competitive How the GDPR affects Peter's model in other countries The steps it takes to close the data range Resources: Peter Lang Uhuru Network Peter's Email: [email protected]