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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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Predictable Prospecting's Podcast
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Now displaying: December, 2016
Dec 27, 2016

Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior.

Episode Highlights:

  • Introducing Marc McNamara
  • What is a Chief Enablement Strategist?
  • Understanding buyer behavior
  • Generating meaningful conversations
  • Finding the next step as a rep: Training and continuing education
  • The nuts & bolts of building a repository
  • How to track your best conversations

Resources:

Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at mmcnamara@thevalueshift.com

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


Quotes/Tweets:

“Selling is an art and a science”- Marc

“Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them.” - Marc

“Salespeople are about helping the customer”- Marc

“People, once they’re trained, will forget it all a week later”-Marylou

Dec 20, 2016

How do you become a strong leader? How do you encourage your team to be not just good, but great?  My guest today is an expert on managing sales teams and the author of Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration. Max Cates is here to discuss why sales managers should focus on continuous improvement, what separates the good managers from the bad, and using the Six Sigma process for eliminating defects and improving your team.

Episode Highlights:

  • How Max Cates got started in sales management
  • Discussing Seven Steps to Success for Sales Managers
  • Why sales superstars make poor managers
  • Implementing a tactical plan for your sales team
  • The millennial sales team
  • Six Sigma for sales
  • The McKinsey Issue Tree
  • Setting good stretch goals

Resources:

Quotes/Tweets:

“Great salespeople usually make poor managers” - Max

“The lone wolf manager can’t manage a millennial sales team. They like collaboration.” - Max

‘It’s a lot easier to be a successful leader than it is to be a poor manager.”- Max

“Stretch, but don’t overstretch when you’re making goals” - Max

Dec 13, 2016

Facebook, Twitter, Instagram, Linkedin there’s a huge chance that your ideal customer has an account on at least one of them. As our role as business developers continues to evolve, the technologies and techniques we use to connect with prospects has changed as well. My guest today is Kurt Shaver of The Sales Foundry, an expert on leveraging social selling and using Linkedin as part of the sales process. We discuss how to research and connect with prospects on Linkedin, becoming an business expert on your social media platforms, and the essential skills all new sales development reps need to have.

Episode Highlights:
  • Why is social selling important?
  • The evolution of Linkedin: Outbound prospecting and inbound marketing
  • Inbound marketing for the new SDR
  • Broadcasting and curating
  • Essential outbound marketing skills for the new SDR
  • Working in time blocks while prospecting on Linkedin
  • Researching and using Linkedin as a disqualification machine
  • What does Kurt Shaver do?

Resources:

Connect with Kurt Shaver on Linkedin, follow him on Twitter, and visit him on the web at The Sales Foundry
 

Quotes/Tweets:

“The primary function of Linkedin is lead generation”- Kurt Shaver

“When everyone is on a social network, each person is essentially a mini marketer”- Kurt

“Your number one priority is to leverage a common connection with your ideal customer”- Kurt

“Ten connections per day, 22 business days per month, means 220 more connections. That’s how you build your network” - Marylou

Dec 6, 2016

On this episode, I’m interviewed by my longtime friend and colleague Gabriel Padva. Gabriel is the founder and principal consultant at 30,000 FT Strategies, a company that focuses on helping companies communicate with their prospects. He is also a CRO at Revenue Accelerator Inc. We go in-depth into the role of the sales development rep, including how to hire them, train them, and promote them into upper management positions. We also discuss the do’s and don’ts of cold emailing, my must-have tools, and the best sales advice I’ve ever gotten.

Episode Highlights:

  • Marylou’s process for identifying new prospects and driving sales
  • Why is sales team specialization important?
  • The evolution of the SDR
  • Client metrics
  • Understanding the ideal account profile
  • Building your list
  • Is the phone still relevant for the SDR?
  • How to work the internal referral system
  • Hiring the best SDR: References, interviews, and skill tests
  • Critical KPI’s
  • The do’s and don’ts of crafting cold messaging
  • Must-have technology tools of 2016
  • The best sales advice Marylou’s ever gotten
 
Resources:

Gabriel’s question checklist for checking references of potential SDRs

Tool Recommendations:
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler
 

Quotes/Tweets:

“Always be testing, measuring, and pulling out data. Tell the truth.” - Gabriel

“Using the phone in combination with email and social selling is a great way to ‘warm up the chill’ of cold calling” - Marylou

“You are as equally important as the person that you’re trying to convince to try your product or service” - Marylou

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