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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: July, 2017
Jul 25, 2017

Building, training, and growing a sales team can be expensive and time consuming. New businesses and especially growing businesses will need a team to move the sales and business process foreword and generate revenue to continue the growth. Our guest today is someone who has come up with a solution to the problem of creating and growing a sales team.  

Today, I speak with Stephen Hayes the founder of Inside Sales. Which is a group of on demand sales professionals that assist growing businesses with the sales process and with additional sales team help. This process is cost efficient with ready to go sales professionals that also bring tools, techniques, and technology that can be plugged into a growing business to accelerate the process.

Episode Highlights:

  • How companies were struggling with building an inside sales model
  • Stephen noticed the need and created the service solution for inside sales help
  • They will often augment an existing sales team and help them scale
  • They also help businesses that have no team or a sales bottleneck
  • Demand generation, lead generation and opportunity generation
  • With new companies they help build the entire go to market and playbook
  • Importance of having systems in place to measure if the strategy is working
  • They only work with products they like and believe in
  • How being in too much of a hurry causes false starts and loss of credibility
  • Having a full program up and running in 45 days is the timeline
  • Sales cycles and learning curves could extend the timeframe
  • It’s important to treat SDRs well and keep them motivated
  • Tools used are multi touch, multi channel including phone and email and social
  • They also have micro and macro events and direct mail
  • Customized landing pages and video and animation are also used
  • They also focus on great data sources that allow them to work at scale
  • Revisiting lost leads
  • Rewarding and empowering all representatives

Resources:

Jul 18, 2017

Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent.  

Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sales training and coaching platform that combines technology with people for optimum results. Patrick is leading and building the sales organization for this bootstrapped company. We talk about the idea of prospecting as a sales function and some of the challenges when expecting AEs to close and prospect.

Episode Highlights:

  • Challenges of scaling a bootstrapped company
  • Difficulty of finding AEs who would go through the entire sales cycle
  • Starting a 9 - 12 month sales training focused on prospecting
  • Learning the process from start to finish they became top producers
  • The program allowed growth acceleration and attracted talent
  • Getting a perspective from different sales representatives
  • Sales roles in the sales funnel process
  • Shadowing into different areas and hitting sales goals
  • Opening doors for the team and making it an easier path
  • Challenges getting AEs to value the meetings set up by SDRs
  • Having a blueprint for AEs so that SDRs and AEs work together
  • Moving from sheer will to habit when changing roles
  • Breaking down the training perspective into a career path

Resources:

Jul 12, 2017

Sometimes old school sales people forget the importance of data. Nothing can help shape and guide the sales process better than having the right types of data. I have a wonderful guest today, who challenges the sales status quo and the ideas of what types of data are important and how to apply that data to the sales process. Then we dig even deeper into the data side of sales.

Jason Vargas works in the trenches as the Managing Director of Sales Development at Datanyze. If you aren’t familiar with Datanyze, you should check them out. Especially, if you are doing business development. They specialize in helping to find data for tracking, analytics, prospecting and more. Jason is on the rocketship of data analysis, and it shows as he shares new insights and more with us.

Episode Highlights:

  • Identifying the rights types of companies and accounts to target
  • Segmenting by other methods besides demographics
  • Leveraging technology data or technographics
  • Prioritizing segments by how sophisticated their sales methods are
  • Finely tuning who we want to go after and target
  • Maximizing everyone’s time by prequalifying accounts
  • Focusing on the pre sales conversation instead of finding prospects
  • Focus on the first meeting and taking that meeting to close
  • Offloading the data finding process including accurate phone numbers
  • Customization is important with large companies
  • Automation and sales templates can save time with small companies
  • Utilizing a database for mass personalization
  • Having reps record and transcribe a call to use for an email template
  • Hitting send and transforming a prospects day
  • Metrics for outbound 20 emails and 20 phone calls
  • Focusing on quality over volume
  • Patient and persistence persuasion
  • Outreach and finding out where people are on the ladder
  • Startups should not have sales territories, but account profiles
  • Looking outside the box and leveraging technology, process, and people

Resources:

Jul 4, 2017

The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities. 

Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales is available for pre-order and will be released in January of 2018. In our conversation, we attack the myths around prospecting and lead generation. Tony also shares some wonderful actionable tips that you can implement right away. 

Episode Highlights: 

  • Treating predictable prospecting as a process.
  • Separation of roles that actually work in large organizations.
  • How sellers need to generate their own pipeline.
  • Everyone in the organization needs to be prospecting and looking for referrals.
  • Getting to a point where the sales process is a habit.
  • After engaging with a client ask for a referral.
  • Lead with why the conversation should matter and add value.
  • Help, help, help and then ask.
  • Ask is this email helping a prospects challenge? If no, don’t send.
  • Speak to prospects at the level of a peer.
  • Combo sell with phone, email, social, etc. using the right narrative.
  • Buyers are interested in what is going on in their industry, provide value.
  • Try to reach a range of people within an organization with the right narrative.
  • More focus on customer experience and human engagement.
  • Embracing technology and the way you sell. Being politely persistent. 

Resources: 

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