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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: November, 2017
Nov 14, 2017

If you are trying to figure out what to do next when it comes to starting new business and getting doors opened with high level decision makers. This show is for you. My guest today is Caryn Kopp of Kopp Consulting. Caryn’s business is all about  opening doors and meeting with the right decision makers. If you aren’t talking to the right person it is impossible to close the deal.

Caryn is also the author of Biz Dev Done Right which is all about uncovering and managing the blind spots in the sales process. When business development is done right there is no limit to what we can do. Caryn is the Chief Door Opener at Kopp consulting, and her service has helped thousands of business owners and salespeople secure meetings with the right people. Today, she shares expert insights into the sales and business development process.

Episode Highlights:

  • Her book is an Amazon bestseller and it helps uncover the blind spots that keep sellers from executing as they should.
  • It uncovers the strategies and methodology to get the sales success we all deserve.
  • It creates a predictable selling machine to get your foot in the door.
  • The different types of salespeople that are out there. Farmers who grow the business and hunters who find the business.
  • There are many different types of hunters. Closers and those who create new relationships. These are the openers who you want to hire to get business in the door.
  • Salespeople are often strong in closing or opening. Kopp Consulting only hires openers.
  • They offer outsourced openers with a proven process for creating sales messaging for high level prospects.
  • Sometimes salespeople can’t get the meetings because of lack of time.
  • Outsourcing to keep the top of the funnel full with new relationships.
  • Then the sales people only have to go to meetings and close the sale.
  • Getting the relationship open is a very different skill set.
  • Having a full top of the funnel is a very efficient process.
  • How when working with companies it is the bigger the better. They often work on the whale accounts.
  • The client sales cycle may have different lengths, but they all want to keep the top of the funnel full.
  • How they have short term and long term ongoing sales client relationships.
  • How the right messaging, prospect, and readiness opens the door. This process takes two weeks for Caryn’s team.
  • Two week onboarding at the top of the funnel. Launch with messaging and meetings. The handoff once they get the meeting includes remote access email through the client's company. The communication is seamless.
  • They send the invite, and the meeting notification, and then an appointment report with the entire background of the meeting and client needs.

Resources:

Nov 7, 2017

Whatever role you play in a sales position, there are a lot of moving parts and specific challenges involved with your unique role. Today, I talk to an account executive who has held many roles in the sales cycle and is passionate about making life for salespeople easier. We talk about his vast knowledge and lessons learned, along with how his company OppSource has developed a platform to make salespeople more productive.

Today’s guest is Andy Zehren. I met Andy by chance, but discovered that he had so much experience that he would be a perfect guest for the podcast.  Andy is an account executive for OppSource a platform that makes B2B sales prospecting and engagement easier. They help find and prioritize prospects and enable one sales rep to do the work of three with their automated touchplans.

Episode Highlights:

  • How Andy has held a lot of different roles in sales and he started as an SDR.
  • How each different role has had specific challenges.
  • Andy works with sales people at OppSource helping them with solutions to be more productive and make their lives better.
  • The importance of building relationships and challenges with automation.
  • Challenges of spending too much time and energy on a small amount of accounts.
  • Working smarter and hyper personalization. Average attempts at cold prospecting used to be four and now it is nine.
  • Saving time using a template, but making sure that the person you are reaching out to knows that you are a person reaching out to them.
  • The importance of having strong software that helps with followups.
  • Making sure that sells people moving is a seamless experience for the company and the prospect.
  • How OppSource simplifies the process of preparing for the sales workday using a smart technology solution.
  • The importance of finding the most productive call hours.
  • Having the ability to reach out to all of the decision makers and strategic selling.

Resources:

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