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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: August, 2017
Aug 22, 2017

When people in sales hear the word story, they think the focus is on marketing. What if I told you that there was a way for sales executives to use story to frame their sales conversations? Story can be used to explain what a company does, the value they deliver, and how they are different. Story can also be used to begin a conversation, continue a conversation, and feed that all important sales pipeline.

This week’s guest is Jim O’Gara the founder and CEO of Story Dimensions. Jim shares why he began his company. Along with how sales professionals can use story throughout their sales process, and how Story Dimensions can help automate, organize, and publicize the process. Story can be a valuable tool in the sales process, and Jim shows us easy ways to implement story into the process.  

Episode Highlights:

  • How Story Dimensions came into being and what they offer
  • Lack of relevant customer stories and insights in the buying process
  • Providing salespeople with a consistent stream of relevant stories
  • Tactics for using story in different phases of the buying journey
  • Connecting with buyers on a more human level
  • Compartmentalizing the most relevant part of content
  • Structuring content for salespeople to easily share
  • Tracking usage and capturing analytics for matching stories and personas
  • Account based selling and meeting with multiple stakeholders

Resources:

Aug 8, 2017

Starting a conversation is the first step in the sales process, and it is also a step that most salespeople would like to be more successful at. There are a lot of channels that can be used to start that all important first conversation, but today we are going to discuss an emerging channel that can generate curiosity and add that personal touch.

Today, I am speaking with Fernando Silva who is a solutions associate at Wistia which is really the same role as a sales development rep or SDR. Wistia is a professional video hosting platform that offers analytics along with video marketing tools. They also offer advanced marketing integrations for video that can help create the ultimate lead nurturing tool. I met Fernando at a conference, and I was intrigued with how he is using video to reach out and start conversations.

Episode Highlights:

  • How Marylou tripled her response rates with cold video
  • How Wistia targets large and small accounts but they focus on the SMB space
  • Fernando works more on the inbound model of contacts who go to the website
  • They use free accounts for signups, then they begin outreach with customers who fit their target personas
  • SDRs reaching out and introducing themselves with video
  • Researching the customer and their website and pointing out tips and suggestions in personalized video
  • There is a learning curve to making great video, but Fernando can make about 30 in a 2 hour period
  • Putting the word [video] in the subject line
  • Touchpoints and replies help nurture the conversation with more embedded video
  • The easiest way to get started is with the Soapbox Chrome extension

Resources:

Aug 1, 2017

Every business from solo entrepreneurs to small business owners and people working within larger businesses need systems to create consistency, make the work easier, and achieve better results. Today, I speak with Nancy Gaines the CEO and Founder of Gain Advantages on systems and the process of creating systems to free up time and money and create opportunities for businesses of all sizes to scale.

 

Nancy Gaines has been advising small businesses and Fortune 100 companies on how to increase revenues through proven systems for almost two decades. She is a best-selling author and international keynote speaker. Nancy has been named in the Top 100 Productivity Experts to follow on Twitter and has a global podcast downloaded in over 70 countries. Her main focus is creating business processes with actionable steps so her clients achieve more consistency, ease, and ultimate success.

 

Episode Highlights:

 

 

  • Nancy helps small business owners to scale
  • She creates systems and processes to avoid trading hours for dollars

 

  • Models for productivity that help us to scale
  • Five systems in every business
  • Following up with sales, marketing, operations, your team, and money
  • Starting with systemizing your biggest pain point
  • The 24 hours, 7 days and 30 day method for following up (24,7,30)
  • The cold contact email method using video
  • Following up with personalized cards and handwritten notes
  • Customizing the cadence of follow up for different customers
  • Chunking up tasks and doing similar tasks together
  • Having a single focus and single task for phone time
  • Working for 50 minutes and then taking a 10 minute break
  • Taking time to think and ask questions about your business
  • Delegating tasks that are below your pay rate

 

Resources:

 

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