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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.
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Now displaying: September, 2016
Sep 29, 2016

My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology.

Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn’t at his day job, you can find Jeremey serving as an adjunct professor at the NYU School of Professional Studies or writing and speaking about Public Speaking - his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally.


Episode Highlights:

  • Background : The “Why” behind Predictable Prospecting
  • The effect of automation on sales
  • Roleplay as a training tool
  • Timeblocking in the workday
  • The “Keep or Kill” technique


Resources:

Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

Check out Spin Selling by Neil Rackham, the book Marylou and Jeremey agree was fundamental to beginning their sales careers!

Connect with Jeremey Donovan on LinkedIn or through his website, Speaking Sherpa.

 

Quotes/Tweets:

“Roleplay every day”- Marylou

“If I had to point to a single factor as the key make or break in success - it’s timeblocking”- Jeremey Donovan

“There is no perfect subject line, there is no perfect email…. The thing that matters the most is personalization” - Jeremey Donovan

“Send quality down the pipeline so that the clients that you close bring in the highest revenue potential” - Marylou

Sep 27, 2016

Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions.

Episode Highlights:

  • Uncovering personality and pain points of ideal clients
  • How to learn from a “no”
  • The importance of a call to action
  • How to use immediate feedback
  • Identifying where a prospect is on the spectrum of awareness
  • Using thought stages

 

 Quotes/Tweets:

"You owe it to the right markets to really reach and serve them." - Jay

“Ask meaningful questions, not vanity questions.” - Marylou

"All categories of buyers, all stages of buyers, they're not all worth the same." - Jay

Sep 20, 2016

On this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate.  

If you’ve ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou’s thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don’t want to miss!

Episode Highlights:

  • Introducing MaryLou Tyler
  • Writing Predictable Revenue with Aaron Ross
  • Is Predictable Revenue still relevant?
  • Intraday calling and fearing the phone
  • The inspiration behind Predictable Prospecting
  • Sales Development Reps: usage, burnout, and hand-off points
  • Targeting companies with the fastest velocity and highest lifetime value
  • Ideal prospect personas within the pipeline
  • The five levels of awareness
  • Varying methods of outreach
  • How Marylou would fix stalled sales fast
  • Marylou Tyler’s top attributes
  • Must-read books and favorite music

Resources:

Sep 9, 2016

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.

 

Episode Highlights:

  • Introducing Jeb Blount
  • Why balanced prospecting is the best technique
  • Targeting direct and indirect influencers
  • Voicemail as a marketing tool
  • Jeb Blount’s method for improving sales
  • How sales has changed over time
  • Using empathy
  • Why smart companies constantly train their employees

 

Resources:

 

Sep 6, 2016

So you’ve read the books and you’ve taken the classes, but something about predictable revenue and prospecting isn’t working for you the way you’d like it to. Maybe you’ve seen some success but it hasn’t been quick enough or at the level you want. Maybe you’re a startup struggling to get the system in motion. Today’s guest has the perfect solution for you! Alicia Anderson provides the key to the process as a prospecting outsourcer. Not to be confused with a lead generation service, Predictable Revenue outsourcing builds custom client target lists, develops the conversation, finds the ideal clients, and is with you every step of the way when building your ideal pipeline.  

Alicia Anderson began her career as a fashion merchandiser. After reading Predictable Revenue and training with Aaron and I, Alicia entered the sales world as a B2B sales coach and strategist. As part of her role with Predictable Revenue, Alicia specializes in creating engaging content that encourages the customer to lean into the product.

Episode Highlights:

  • Introducing Alicia Anderson: from fashion to prospecting
  • Fast-tracking prospecting
  • Handoffs and 3-15 process
  • Building a sales stack from an outsourcing perspective
  • Coaching
  • Levels of email personalization
  • The future of Predictable Revenue

Resources:

Predictable Revenue
Connect with Alicia Anderson on LinkedIn or send her an email directly -  alicia@carb.io

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