Info

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.
RSS Feed Subscribe in Apple Podcasts
Predictable Prospecting's Podcast
2019
December
October
September
August
July
June
May
April
February
January


2018
December
November
October
September
August
July
June
May
April
March
February
January


2017
December
November
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August


All Episodes
Archives
Now displaying: June, 2017
Jun 27, 2017

As an Executive Coach and Consultant, Bryan Franklin has helped multiple businesses pass the one billion mark in revenue. His newest venture, OutboundWorks, is the marriage of the traditional SDR role and the future of sales -- Artificial Intelligence, or as Bryan calls it, Augmented Intelligence. In this episode we’re talking all about using automated tools in the sales process: How to implement them, how they’ll affect relationships with prospects, and what it means for the future of sales. 

Episode Highlights:

  • Bryan Franklin’s background and coaching track record
  • What is Outbound Works?
  • The future of selling: Augmented Intelligence and account-based selling
  • Automating good habits
  • Where does Bryan Franklin sit in the pipeline?
  • Bryan’s process for Implementing an automated tool
  • Will automation replace outsourcing?
  • The future of automation and the phone
  • Does automation mean the end of human relationships?
  • Working with marketing
  • Bryan’s ideal client profiles 

Resources:

Jun 20, 2017

As we march down the sales pipeline, the more information we have the easier it is to connect the dots in the sales process. Having more information and better data makes us more strategic, scalable, and consistent.

You are going to love today’s podcast because my guest is David Hoffeld, and he is all about the science of selling. He is the author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, and he is the CEO and Chief Sales Trainer of  the Hoffeld Group which offers science-backed sales training, coaching, and consulting. We are delighted to have him on our show today, because we love science, data, and research. 

Episode Highlights: 

  • David tried to translate years of research on behavioral science and data into his book
  • He became obsessed with science and the sales process and his numbers increased dramatically
  • Incremental commitments guide customers through the sales process
  • Architecting choices of buyers that will be made contextually
  • Heuristics or mental shortcuts our brains make when we make choices
  • Six commitments the brain makes for a sale to happen
  • Aligning how you sell with how the brain makes buying decisions
  • Higher perceived risk with one option as opposed to several options 

Resources: 

Jun 13, 2017

As much as every SDR loves using technology and programs to help them connect with prospects, no one likes to spend valuable time filling out endless online forms and getting crushed by an avalanche of pre-set tasks.

Our guest today is Matt Bertuzzi, VP of Sales and Marketing Operations at The Bridge Group and author of Lighting Sales Ops, a book about how to make SalesForce work for you. We’re talking all about the top issues SDRs and managers face when using CRMs like SalesForce, and how you can tweak small points of conflict in the pipeline to reduce friction and close deals. 

Episode Highlights:

  • What inspired Matt Bertuzzi to write Lightning Sales Ops
  • The issue every CRM faces
  • Encouraging leaders to lean into new tools and thought processes
  • Breaking down the concept of leads versus context and accounts
  • How to reduce the amount of effort and friction in the pipeline while maximizing impact
  • Eliminating “clicks” and letting the system do the work 

Resources:

Jun 6, 2017

How many times per day do you pick up your cellphone? We all do it -- mindlessly scrolling through our social media news feeds when we get a free minute, glancing over at every chime and vibration our phone makes throughout the day. While this behavior isn’t unusual, it’s definitely not beneficial. New research has shown that even these small interruptions are adding up to be huge distractions, sucking up tons of valuable time in the workday and leaving us feeling stressed and overwhelmed.

Today’s guest, Jill Konrath, is a recognized sales consultant and speaker whose new book, More Sales, Less Time is all about getting more done in the time that we already have!

Episode Highlights:

  • An overview of Jill Konrath’s past books
  • What can More Sales, Less Time teach us?
  • Fighting distraction: How you can get at least one hour of your day back
  • Escaping the email trap
  • Taking a break and getting more done
  • How to leverage trigger events 

Resources:

Books by Jill Konrath:

 

Visit Jill’s website for free ebooks and other resources

1