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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: February, 2017
Feb 28, 2017

Did you know that as much as 95% of our decisions are made by the unconscious mind? For a sales professional, this means that nearly all of your selling power needs to be focused on connecting with a prospect on a deeper level than automated emails and trade show booths can provide.

In this episode we’re joined by the “Bruce Lee of Revenue Generation” himself, Erik Luhrs. As an author of the bestselling book Be Do Sale, creator of the GURUS Selling System, and a sought-after speaker and consultant, Erik is an established expert at using Neuro-Linguistic Programming to target the unconscious mind of prospects and create messaging that sets one business apart from the pack. Erik explains the philosophy behind NLP and why it works, his process to becoming the Bruce Lee of the business world, and how anyone can begin using his methodology to boost sales!

Episode Highlights:

  • The Bruce Lee of Revenue Generation
  • Tweaking Neuro-Linguistic Programming for sales and business: Neuro-Revenue
  • Creating behavioral change in a buyer
  • Selling to the conscious mind versus the unconscious mind
  • How to start using Erik’s method in your business, no matter what your job title is
  • Erik Luhrs’ ideal customer
  • Stories from the field
  • Selling to the “looky loos”

Resources:


Quotes/Tweets:

“Sending a buyer 20 automated emails is kind of like trying to beat the person into submission to say ‘Yes’.  Even if the person buys, they’re not buying happy. They just succumbed to the pressure” - Erik

“Humans function 99% subconsciously. When you’re trying to talk conscious and logic to people, the subconscious just shoots that stuff right down.” - Erik

“Either you take the path of most resistance, which is how everybody does it, or you take the path of least resistance, you get to the same outcome but one gets you there faster with a lot less expenses because you don’t have to keep posting, paying and praying, and it makes you a lot happier.” - Erik

“Do you truly love what you sell? Do you think it’s really valuable? If you don’t, then get to square one which is find a job selling something you do really believe in.” - Erik

Feb 21, 2017

Today’s guest is Patty Laushman, founder of  Revenue Catapult and an expert at helping B2B companies create a sales process that puts their products in front of the prospects who need it the most. She’s here today to dispel the myth that salespeople can’t write good messaging, explain how a successful email marketing campaign will have your prospect excited to continue the conversation over the phone, and how she got started in the B2B market. This episode is a must-listen for any sales professional who wants to streamline their email engine and find a process that works!

Episode Highlights:

  • Patti’s introduction to working with the top of the sales funnel
  • Why salespeople shouldn’t back down from the challenge of writing compelling messages
  • Benefits versus features in sales messaging
  • “Warming up the chill” using email marketing

Resources:

Quotes/Tweets:

“If you are focused on a niche you can craft a compelling message there. As long as the market actually wants to solve that problem.” - Patti
“I can’t write you a compelling story if you don’t have a compelling story” - Patti

“The email engine is a fabulous engine but if you put crap in it, you’re going to get crapped out of it.” - Marylou

Feb 14, 2017

There are plenty of different resources available for sales management and sales performance, but few that offer transparency, accountability, recognition for meeting goals, motivation for your team, and development opportunities quite like Ambition. Today we’re joined by Jeremy Boudinet, the Director of Marketing at Ambition and a key player in the AAISP. Jeremy describes how Ambition can be used by your sales team at every point in the pipeline, from connecting with prospect all the way to closing the sale. Sales Managers take note, this is one episode you won’t want to miss!

 

Episode Highlights:

  • Introducing Jeremy Boudient and Ambition
  • Using Ambition: Marketing and Inbound Development Reps
  • Ambition and Account Executives
  • Sales management tools and working with the client
  • The long-lasting positive results from using Ambition

 

Resources:

 

Quotes/Tweets:

“Benchmarks keep you from being in the eleventh hour, 59th minute, questioning ‘Where am I relative to where I should be?’’ - Mary Lou Tyler

“You want your account managers calling your clients and not emailing them” - Jeremy

Feb 7, 2017

We’ve all been there -- you finally get your prospect on the phone, ready to have that conversation you’ve been chasing, and you just can’t manage to get the right message across. Or you’re trying to follow up with a promising lead, but the marketing content on your website just isn’t enough. How do you bridge the gap between sales and marketing? On today’s episode we’re joined by Matt Heinz, president of Heinz Marketing Inc, an expert at using conversation to reduce lag in the pipeline. He’s here to share his philosophy on creating a stronger content strategy and why sales and marketing departments have to redefine their working relationship.

Episode Highlights:

  • Introducing Matt Heinz
  • Why are we failing at creating content?
  • Building a relationship with prospects
  • How to create a better, more effective content strategy and sales process
  • Who's responsible for content? Marketing or sales?
  • Redefining the goals and responsibilities of marketing
  • Identifying the growth
  • Process Center marketing
  • Putting your sales ego aside

Resources:

Quotes/Tweets:

“There are an awful lot of marketers and salespeople who have great things to say and simply can’t get them across” - Matt

“Good sales is not just about nailing that call and nailing that conversation, it’s about doing that over and over and over again” - Matt

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