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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: October, 2016
Oct 25, 2016

Recent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects?

Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to target the prospects who matter the most.

 

Episode Highlights:

  • Introducing Max Traylor
  • What are the biggest obstacles for sales professionals to overcome?
  • The gap between marketing and sales
  • Why millennials prefer speaking to sales reps over researching on the Internet
  • The technology gap in sales
  • Knowledge is power: Learning to close the gaps
  • Defining and tweaking the buyer persona
  • Personalizing sales content on a small and large scale
  • Targeting at the top of the pipeline
  • What’s next for Max Traylor?
  • Working on three tiers of accounts

 

Resources:

CSO Insights’ 2015 Sales Management Optimization Study

Visit Max Traylor’s website for blog posts, coaching and advising information, and video content

Email him at max@maxtraylor.com, connect with him on LinkedIn, or follow him on Twitter

 

Quotes/Tweets:

“Marketing’s number one consumer of their content is the buyer. But in fact there are two important audiences for the content: the buyer and the sales team”- Max

“Millennials don’t trust the Internet. We’re the first generation who grew up with it, and we don’t trust it”- Max

“Conversation is king”- Marylou

“We have a choice of who we sell to. We should put the work in to find out who’s going to be the most profitable and who aligns with our solution” -Max

“Stop going after the minnows. Go after the whales!”- Marylou

Oct 18, 2016

On this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark’s opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it’s easy to see why Mark Hunter is one of the most sought after sales consultants working today.

 

Episode Highlights:

  • Mark’s motivation behind writing High-Profit Prospecting
  • Different prospecting processes for different personas
  • Chasing an outcome
  • The worst strategy for prospecting
  • Top three strategies from High- Profit Prospecting
  • Cycling your sales calls

 

Resources:

 

Tweets/Quotes:

“If you don’t prospect right, you can’t close right”- Mark

“Prospecting is absolutely the most fun part of the selling process for one very simple reason. If you believe that you can help people achieve a level of outcome that they didn’t think was possible, how can you not get excited about that?”- Mark

“The underlying solution for success in prospecting comes down to discipline and focus. If you’re disciplined and you have focus, it’s amazing how successful you’ll be”- Mark
“Bad sales people have skinny kids”- Mark

Oct 11, 2016

On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices.

 

Episode Highlights:

  • What’s new in Predictable Prospecting?
  • Creating meaningful conversations: Email and voicemail
  • Assembling buckets and creating a value grid
  • Top account-based marketing initiatives
  • Defining the funnel and key metrics
  • Fit sequence and nurture sequence
  • The Five-Step System
  • CRM recommendations
  • Top coaching tips
  • Book recommendations
  • Sales enablement
  • Favorite forms of social proof

 

Resources:

Oct 4, 2016

Our world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups break into foreign markets. We discuss the intense planning and logistics behind expanding a business, how culture impacts sales, and Hans Peter Bech’s suggestions for anyone considering making the jump into a foreign market.

Episode Highlights:

  • Who is Hans Peter Bech?
  • Why you should take your company global
  • Partner channels and foreign markets
  • Challenges to expansion for IT companies
  • How doing business differs from country to country
  • Why planning is essential to expanding your business
  • Hans Peter Bech’s top tips for going global

Resources:

Tweets/Quotes:

“The value of an information technology company that can prove global potential and traction is dramatically higher than an IT company that only operates in a single country” - Hans Peter Bech

“Preparing a business plan is much faster and far less expensive than executing the plan”- HPB

“Understanding local culture is fundamental for designing effective business processes”- Hans Peter Bech

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