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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: November, 2016
Nov 29, 2016

Are you catching minnows when you want to be catching whales? Netting the high-value prospects requires engaging many different people in the organization in conversation. In this episode, I’m interviewed by Joseph Dager of the Business901 podcast. We discuss my new book, Predictable Prospecting, why cold calling is the best method of prospecting available for netting those whales, and how to encourage your sales team to embrace the cold calling process.

 

Episode Highlights:

  • Mary Lou Tyler’s background and career path
  • How to best use Predictable Prospecting
  • Cold calling, personas, and outbound marketing
  • Why do salespeople resist the cold calling process?
  • Other methods of prospecting
  • Leaving voicemails
  • Getting past the gatekeeper
  • After the sale: Reselling, renewing, and getting referrals
  • Warming up the chill: Software recommendations
  • How important is a process to a company?
 

Resources:

Joseph Dager and Business 901

Yesware

Outreach.io

Toutapp

SalesLoft

Follow Marylou on Twitter and connect with her on Linkedin
 
Nov 22, 2016

Our guest today is Keenan, who is a sales expert, speaker, and owner of A Sales Guy, a leading sales management consulting company. We discuss his unique process for identifying the problems your business solves, the personal buying motivations of your prospects, and the key exercises and role play scenarios for connecting with your clients.

Episode Highlights:

  • How to get your prospects to want to talk to you
  • Selling to the current state, the gap, and the future state
  • What critical problems does your business solve? Dissecting the product
  • The buyer persona versus the personal buying motivation
  • What should your first conversation with the buyer be about?
  • Keenan’s epiphany moment
  • The “wake up the chill” campaign
  • Filling up your table
  • The mobile dry cleaner: a practical example of Keenan’s philosophy

Resources:

Quotes:

“If you want to get someone to pay attention to you, you have to know something they don’t know. You have to be the expert” - keenan

“The greater the gap, the more value there is to what you’re selling”- Keenan

Nov 15, 2016

In this episode of Predictable Prospecting, I’m interviewed by TinderBox on my predictions for the future of the world of sales and sales technology. We also discuss training sales teams to have meaningful conversations with prospects while using sales acceleration technology and the rise of social selling.

Episode Highlights:
  • What’s going to change in the world of sales in 2017?
  • Using technology to create meaningful conversation
  • Client tiers and personalizations
  • How do you train a sales team to connect with prospects?
  • Sales and the call center mindset
  • Social selling
  • Predictions for the fourth medium of selling
Resources:

SalesLoft

Outreach

Inside Sales

Nov 8, 2016

Are you running a “one-man show”, where you do absolutely everything yourself – from building the pipeline to closing the sale? How effective is your current system?

On this episode we’re joined by Pleasant Rich, the Director of Enterprise Sales at Outreach, a team-based sales communication platform. We discuss the benefits and challenges of separating roles on the sales team, why you shouldn’t try to fill every role yourself, and how to make the transition between roles as seamless as possible.

Episode Highlights:

  • Challenges with having more aware buyers
  • Passing the baton from top of funnel, to sales, to close
  • Working through the four categories of authority
  • SDRs and BDRs
  • The evolution of the 15 minute call
  • How many opportunities can you really generate?
  • Planning, testing, and executing
  • Doing every role versus following a separation model: Pleasant’s experience
  • Training and roleplaying
  • Challenges, tips, and tricks to separating roles

Resources:

Outreach.io

Connect with Pleasant on Linkedin

Quotes/Tweets:

Salespeople love to close and we love to put out fires and we love to hop on the things that are in front of us”- Pleasant

“Multitasking is common place in every company but it’s never the most effective thing to do.”- Pleasant

“The first opportunity you have to separate sales roles is when you should do it”- Marylou

Nov 1, 2016

Plenty of companies struggle with crafting the perfect cold email. It’s either too long, too short, too impersonal, or it just doesn’t connect with your buyer. Identifying what’s missing and how to fix it can seem impossible, but our guest today has the process down to a science.

We’re joined by Bob Kelly, my partner at Strategic Pipeline and contributor to my new book Predictable Prospecting. Bob is a leading chief strategist and sales expert, and an absolute genius at helping clients achieve maximum growth by writing the right messages to the right buyers. We discuss our work with Strategic Pipeline, current trends in account-based selling, and Bob’s best tips for crafting cold emails that engage your buyer.
 

Episode Highlights:

  • Introducing Bob Kelly
  • Common marketplace trends: Products and ideal customers
  • Sales conversations and buyer personas
  • How to make the most of the current trends in account-based selling
  • Engaging with the ideal contacts in a company: hyper-personalized selling
  • Selling to multiple tiered accounts v.s. Selling to core accounts
  • Strategic pipeline method
  • The major faults of the CRM tool
  • Bob Kelly’s top content generation techniques
  • Upcoming challenges and predictions for the future
 

Resources:

Predictable Prospecting: How To Radically Increase Your B2B Sales Pipeline by Marylou Tyler
 

Contact Bob Kelly by emailing him direct: bob.kelly@strategicpipeline.com or by visiting the Strategic Pipeline website

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