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