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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: January, 2017
Jan 31, 2017

What would you say if someone told you your business could reach $100 million in revenue in just seven years? On this episode we’re joined by Daniel Barber, the VP of Sales at Datanyze. Daniel is an expert on analyzing the data of a business to determine where revenue goals should be set and how best to reach them, and he’s here today to share some of his best tips for 2017 revenue planning with our listeners.

Episode Highlights:

  • Exploring the purpose of Datanyze
  • 2017 Planning: Why planning around revenue makes the most sense
  • The $100 Million Mark
  • The future of specialization of the sales development team
  • Top indicators of success

Resources:

Get in touch with Daniel Barber by sending him an email at daniel@datanyze.com, following him on Twitter, or connecting with him on LinkedIn

Quotes/Tweets:

“The year of specialization is definitely here”- Daniel

“We discovered a lot of numbers, again, planning is something that it’s like that New Year’s resolution. Unless you actually plan to do it and actually execute on it, it’s just that gym membership that just never really worked.” - David

Jan 24, 2017

This week we’re chatting with the Queen of Cold Calling herself, Wendy Weiss. Many of us struggle with using the telephone in a sales world that feels like it’s moved online – it’s hard to get a prospect to pick up the phone, and we’re so out of practice that we fumble with what to say when we finally reach them. It may sound crazy or outdated, but speaking on the telephone is still the most effective way to reach your prospects and have conversations. As a speaker, sales trainer, and author, Wendy has established herself as an expert in utilizing the telephone to connect with prospects and close deal after deal.

Episode Highlights:

  • Why the telephone is the best sales tool you’ll ever use
  • Overcoming fear of the phone
  • Wendy’s steps for creating your ideal sales process
  • Creating a sales script that works
  • Cold calling in 2017
  • The triangulation method for reaching your prospects

More From Wendy Weiss:

 

  • Check out Wendy’s top-selling books:

 

Quotes:

“Being on the telephone is the next best thing to being in front of your prospect”- Wendy

“If you need to sell more, you need to use the phone!”- Wendy

“Having a script while phone prospecting enables you to be the very best self that you can possibly be”- Wendy

Jan 17, 2017

This week we’re chatting with the CEO of Score More Sales and the president of Women's Sales Pros, Lori Richardson. As an expert in helping people become better leaders, build better sales teams, and ultimately increase company sales, Lori is here to explain the most common environments that breed sales issues and what you as a salesperson deserve from your manager. Lori is also a champion for women in the sales industry, and we discuss her reasons why companies aren’t getting the strong female job candidates they want and need.

Episode Highlights:

  • Why Lori Richardson is so passionate about working in sales
  • Pinpointing the pain of sales issues in a team
  • The top triggers that breed problems in the pipeline
  • The metrics of a good salesperson
  • Coaching a sales rep
  • Why women in sales are the next big thing
  • Workplace assessments and coaching


More From Lori Richardson:

Quotes:

“It takes many ‘whys’ to get to the bottom of things”- Lori

“At the top of the funnel, companies are more alike than not”- Marylou

“You have to have somebody in your corner, specifically your sales manager, and they need to coach you and help you develop professionally”- Lori

“To see leaders who are both men and women, who are different ages, young and old, it’s really important to be able to see that because it helps people to better envision themselves in those position”- Lori

Jan 10, 2017

This week we’re chatting with Melinda Emerson, a consultant, author, and speaker otherwise known as “SmallBizLady”. Melinda is America’s #1 Small Business Expert and was selected by Forbes as the #1 Most Influential Woman for Entrepreneurs. Melinda is full of anecdotes, tips, and tricks from her 17-year career working with small businesses, and she’s here to share her expertise on connecting with entrepreneurs and having meaningful conversations.

 

Episode Highlights:

  • The top challenges that Melinda solves for her clients
  • 3 reasons why small businesses fail
  • “Servicing the market” : Customer service for big corporations and small businesses
  • Melinda’s strategies for improving retention
  • How big corporations can best connect with small business owners
  • Marketing and Sales for small businesses

 

More From Melinda:

 

Favorite Quotes:

“Anyone will buy something once, but the goal is to get them to buy over and over again”

“The best way to build a trusting relationship is through communication, especially online”

“There’s 23 million small businesses. There’s only 1800 large ones”

“I believe your business should be working for you”

Jan 3, 2017

Many readers have reached out to me wanting to know my favorite parts of my new book, Predictable Prospecting, and my advice for tackling the process I’ve outlined. This week I’m breaking down Predictable Prospecting chapter-by-chapter and picking out the most important concepts you need to know, areas that have been updated since Predictable Revenue came out, and how to get the most from the book in terms of worksheets and add-ons.

Episode Highlights:

  • The three key concepts and takeaways from Predictable Revenue that have stood the test of time
  • Predictable Prospecting Chapter One: Understanding the SWOT
  • Chapter Two: Ideal Account Profile
  • Chapter Three: Ideal Prospect Personas
  • My new Compel With Content framework for hooking your prospect
  • The Levels of Awareness framework
  • Chapter Seven: Measuring and Optimizing the Pipeline
  • Chapter Eight: Tools of the Trade
  • Chapter Nine: Managing a Sales Team

Resources From This Episode:

 

 

Favorite Quotes:

“The Predictable Prospecting process is not something that you learn and then leave. You’re continually improving.”

“The biggest thing I can tell you is that you are all fabulous writers. You have the ability to write the perfect email, an email that’s going to cause people to lean into their computer and be completely excited that you have written to them.”

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