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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: April, 2017
Apr 25, 2017

As sales professionals we’re often told to smile before speaking to a client so they can hear the friendliness in our voice, but how often are we trained on listening to the body language clues coming from the other side of the phone?

In this episode we’re joined by Nigel Green of Evergreen Consulting, a lifelong student of sales and the psychology of buying and selling. Nigel is an expert when it comes to understanding the power of listening in sales, specifically on the types of language we use while listening and communicating with a prospect.

Episode Highlights:

  • Knowing when it’s time to “get serious”: How Nigel Green decided to focus on top of funnel
  • Creating a framework for language listening
  • Is it possible to read body language over the phone?
  • Red Flags: 8 signs that you’re not listening to the prospect correctly
  • Nigel’s top three techniques for connecting better with a customer
  • Implementing a training and roleplaying schedule for your sales team
  • More from Nigel Green

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Apr 18, 2017

Have you ever taken a personality test to find out more about your strengths and weaknesses? Personality tests like the Myers-Briggs are great for revealing more about our inner selves, but they can also be useful when it comes to connecting with your prospects.

Our guest today is Dr. Diane Hamilton, author, speaker, and Emotional Intelligence expert. We’re talking all about the human side of sales how to connect with a prospect based on their personality type, doing research before the first conversation, and building up relationships over time.

Episode Highlights:

  • How can studying emotional intelligence and the psychology behind communications help us with sales?
  • Diane’s method for identifying the personality type of a prospect within seconds
  • Using social media research to create a personality profile
  • Developing a relationship with a long-term prospect based on common interests
  • Preparing for the first call
  • Techniques for improving your confidence and tone in conversation
  • Diane Hamilton’s radio show

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Apr 11, 2017

We hear it over and over -- consumers today are being bombarded with messaging and content from all sides. It’s an information overload, and many businesses are struggling to cut through the clutter and target prospects in a loud and clear way.

Today’s guest is an expert and consultant that helps companies do just that. Jessica Mehring is the CEO of Horizon Peak Consulting and the creator of a unique service called the Content Lab, which trains marketers and content creators on how to craft the perfect messaging. How does she do it? Jessica’s method dives deep into the internal pain of the prospect, and her research-based content strategy strives to display the personality of your business.

Episode Highlights:

  • The inspiration behind creating The Content Lab
  • Why results are part of Content Lab’s mantra
  • Fighting the content fatigue with targeted messaging
  • What’s driving good content?
  • Jessica’s pre-planning process for content strategy & utilizing the virtual focus group
  • Client stories and experiences
  • More than what’s on the surface: Digger deeper into prospect pain
  • Identifying the important of open and click-through rates
  • Following the customer’s emotional journey
  • What’s next for Jessica Mehring

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Apr 6, 2017

Prezi is the revolutionary new presentation software that’ll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, we discuss the how and why behind visual thinking, using Prezi to track consumer engagement, and how to begin using Prezi in your workplace.

Episode Highlights:

  • Tracking engagement
  • How a tool like Prezi can shorten the sales cycle: Conversational Presenting
  • Identifying how people think
  • Retraining your brain to see the Prezi roadmap
  • Customer examples
  • Getting started with Prezi

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Apr 4, 2017

As technology becomes a bigger and more necessary tool for doing business, Sales Development Reps who are still in the beginning stages of their career can find it difficult to truly connect with a prospect when using any form of communication other than email. The “human touch” component of sales is absolutely crucial to closing the deal with a client, but can it be taught to a new generation of SDRs?

Our guest today is Andy Paul, Founder of Zero Time Selling and host of the sales strategy podcast Accelerate!. We discuss how buyers form perceptions of SDRs, the importance of first impressions, and Andy’s process for engaging clients and connecting on a more human level.

Episode Highlights:

  • Blending sales technology with a human touch
  • When does a prospect first form an opinion about you?
  • Creating a good first impression even with non-verbal communications
  • Lock your cell phone in your desk drawer: Why multi-tasking won’t help you get more done
  • Doing prep work for your first verbal conversation with a prospect
  • Asking the right questions
  • Making yourself different from the competition
  • Breaking away from talking about the pain points of the client
  • Speaking to the CEO like he’s your peer
  • More from Andy Paul

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