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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: March, 2017
Mar 28, 2017

In today’s episode we’re chatting with Mark Galloway of Oppsource, a unique sales development software that organizes your sales day, keeps track of your prospects, and outlines a campaign for engaging your top clients in deal-closing conversations. We discuss the inspiration behind Oppsource and how it can help you meaningfully connect with prospects in an increasingly digital world.

Episode Highlights:

  • Why sales companies need to put money into mentoring, educating, and supporting their sales reps
  • Understanding and implementing discrete account intelligence
  • Mark Galloway’s background and Oppsource
  • How Oppsource can quadruple your communication with prospects
  • SDR touch sequences
  • The ideal client
  • Personalization versus automating contact with prospects

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Mar 21, 2017

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen!

Episode Highlights:

  • Pat Helmer’s biggest qualifying pet peeve
  • The SORT questions and the DUM questions: A framework for qualifying
  • Why startup companies have a difficult time pitching their product
  • How to begin the SORT and DUM process
  • Closing the sale
  • Letting go of the fear of silence

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Mar 16, 2017

In this episode we’re chatting with William Wickey, an expert in media and content strategy at LeadGenius. LeadGenius recently teamed up with Prezi and Ambition to release their 2017 Trends and Tech Guide for B2B sales and marketing professionals.

William is here to share insider tips and tricks for getting the most out of the information presented in the guide, who it can help, and how to implement these resources throughout your entire organization!

Episode Highlights:

  • Introducing William Wickey
  • The inspiration behind the ebook and who it can help the most
  • How to best use the guide to impact your company positively
  • Decoding account-based marketing: More than just a buzzword
  • Using the guide to bring every division of an organization together

Resources:

Mar 14, 2017

How many of us actually meet with clients and prospects face-to-face to pitch our products and ideas? In the USA it’s almost unheard of to show up at your client’s door wanting to talk business in person. In Brazil, “neighboorhood selling”, or building relationships with prospects and your network by making in-person connections, is the standard way to do business. In this episode we’re chatting with Victor Bruno, a Brazil-based sales professional and teacher, for a discussion on how to harness the power of social tools and the importance of connecting with your network.

Episode Highlights:Introducing Vitor Bruno

  • Using social tools to generate new business
  • Selling with pleasure instead of pain
  • Adding value and getting referrals
  • Why Brazilians prefer face-to-face contact over phone selling
  • Victor’s method for mastering social selling
  • Advice for sales rookies

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Mar 7, 2017

Curiosity might have killed the cat, but it can save the sales rep! In this episode we’re joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn’t be afraid of negative feedback, and how to build trust and rapport over email communication.

 

Episode Highlights:

  • How Deb Calvert began a career of questioning
  • The D.I.S.C.O.V.E.R model of asking questions
  • Asking questions that create value
  • Scripts to follow
  • Breaking down the acronym
  • Leveraging questions with non-voice communications
  • The data behind the movement
  • Stop selling and start leading


Resources:

 

Want to chat with Deb? Email her at: deb.calvert@peoplefirstps.com


Quotes/Tweets:

“Questions are one of the fastest ways to build bonds and create trust and rapport with people” - Deb

“You have to try some things and not be afraid that questions will get negative reactions. They really don’t, not nearly as often as we think they will” - Deb

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