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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: December, 2017
Dec 26, 2017

The top of the funnel and improving, augmenting, and optimizing the ability to start conversations with whales on a consistent basis for higher revenue and a higher lifetime value is at the top of most listeners minds. Hardy Kalisher is the Executive Director of  Parallel Path out of Boulder, CO. He is here today to talk about more of the marketing side of things.

His focus is generating awareness and serving up those great opportunities for us. Parallel Path is a digital marketing agency, and Hardy shares his strategies for getting quality responses to bubble up to the top, so that we can get these potential clients into the pipeline and start those all important conversations.

Episode Highlights:

  • How sports create a certain amount of discipline and focus.
  • Getting too many minow leads that are muddying up the pipeline.
  • How digital marketing is best implemented on the outreach side of things.
  • How sales and marketing are both working towards the same goal of growth.
  • Foundationally building a data collection infrastructure for marketing to feed the funnel so that the sales team can engage.
  • Optimizing the marketing for a sales funnel that creates revenue.
  • Optimizing for campaigns that actually close deals.
  • Parallel Path has a proprietary solution structure that closes that loop.
  • Holding on to clients by making relationships last and closing the loop end-to-end and continuing to optimize.
  • Finding the lifetime value of customers.
  • Finding a cost per lead threshold that makes sense.
  • Creating solutions for sales and marketing people to work together to create the golden leads.
  • Having a checklist that leaves no stone unturned.
  • Working on process for efficiency and effectiveness even though each deployment will be custom.
  • From data collection to implementation in three weeks. Challenges are related to allocated sales and marketing resources.
  • The unlimited potential of the future state of digital and marketing.

Resources:

Dec 19, 2017

George Bronten the founder and CEO of Membrain is here today to talk about sales effectiveness and how to drive winning behaviors. Membrain is a sales effectiveness platform that helps complex B2B sales. There goals are to make it easy to execute your process, enable your team, coach effectively, and optimize your strategy.

George is a lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. Because of the Internet and global competition, George knew the sales process needed to evolve. It is his vision to increase sales effectiveness using modern SaaS technology.

Episode Highlights:

  • After failing to build a successful sales team. George realized that he had some wrong assumptions.
  • George started Membrain to create a way of working and selling that gives a strategy for sales people to use.
  • Everything needs to be centered around the buyer.
  • How can we differentiate when everything looks the same.
  • How we sell is going to be even more important in the future.
  • Having a buyer centered strategy that is centered around the buyer.
  • Making sure everyone has the skillset to execute things properly.
  • Then empowering everyone with the processes to be successful.
  • The huge importance of management and being a better coach.
  • Sales people having multiple roles and problems that arise around that.
  • Focus first by starting with the clients.
  • Reducing the number of mistakes made and having technical people and sales people onboard with new technology.
  • Getting the right people onboard in the right stage of the process. Systemizing this process.
  • The importance of milestones and points of interest in a checklist. Go down the checklist in relevance of the goal.
  • Autonomy and resistance to a checklist.
  • How the sales process is dynamic and needs to be flexible.
  • The process is living, lean, and constantly getting adjusted. The importance of analytics.
  • Start planning what area of the pipeline you can address in the first quarter.

Resources:

Dec 12, 2017

Jamie Crosbie is here today to talk about the top of the funnel. Jamie has experience all the way through the funnel and knows a lot about the pipeline. For the show, I asked her to focus on the top of the funnel, but if you like her processes and workflows by all means get in touch with her because she has a lot to share.

Jamie has over 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 13 years ago. ProActivate partners globally with forward thinking leaders of organizations to achieve their revenue goals. We provide the top-shelf sales talent you need to amplify your message, leverage your position, and expand your base. Our unique model is the next generation of sales talent acquisition. We qualify talent through an in-depth, precise methodology based on behavioral modeling, digging deep into both skill-set, mindset and simulation evaluations. This allows us to offer only the most qualified sales professionals for your continuing strong growth.

Jamie is a certified speaker in The High Performance Mindset ® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders. During these trainings she shares both the science and working tools that you can use immediately to enhance performance both for yourself and your team members. It's proven that human performance is limited not primarily by skills and knowledge, but by the nature of our thinking, our mental preparation for success and the environment within which we choose to operate.

Episode Highlights:

  • The passion behind ProActivate is to help organizations achieve revenue goals, increase productivity, and maximize talent and performance.
  • They help replace C players with A players and build talent to help organizations create a peak performance culture.
  • They mostly focus on the people piece, but skillset, mindset, and toolset enable people to be successful.
  • How mindset is a peak interest of students.
  • The importance of mindset for any industry. We have 60,000 thoughts everyday and 80% are negative. The impact on a sales person who deals with rejection is huge.
  • How engaging in higher level thinking enables us to perform at higher levels.
  • How habits are something that you do. Moving from discipline and sheer will to habits of work processes.
  • Hiring the best and upgrading the rest.
  • How the workshop has a step-by-step framework for developing mindset skills in a tangible way.
  • How rewarding it is to unleash someone’s mindset to the highest level.
  • For the next year, write down your goals and know your bigger why behind them.

Resources:

Dec 5, 2017

Process and metrics are so important, but there is a whole other side to selling. In this episode, I have a conversation with sales expert Mark SA Smith. We talk about selling professionally and being authentic. We talk about polishing the saw not only with systems and frameworks, but when it comes to the conversational side and speaking from the heart.

Mark shares stories of exceptional sales professionals. Ones who have skills like caring about their customers success, having foresight, choosing who you do business with, and being pragmatic. He talks about the importance of trust, and how the number one salesperson is usually the most trusted salesperson. We also talk about the importance of customer motivation and more.

Episode Highlights:

  • How life can be easier when you are in build mode because you have a path planned out.
  • Moving from knowing what’s next to being OK with uncertainty.
  • Having a growth mindset and progressing in a way that is comfortable for you.
  • How life is a series of challenges and triumphs.
  • How the person who signs the checks is the person who actually closes the sale.
  • Being a trusted partner as opposed to a sales person.
  • Creating customer success through foresight. Making a mutually profitable transaction.
  • Characteristics of a closer are caring about customer success, having foresight, picking your customers, and being pragmatic.
  • Working consistently instead of working hard.
  • The importance of trust and relationships with customers.
  • The product line is only 10% of the sales equation. Most sales people focus on the product. Focus on helping the customer relationship instead.
  • FAB charts or features and advantages. Attempting to map product to customer motivation. It should be mapping motivation to product.
  • Stop pitching and start asking questions and listening.
  • Offering permission to defer helps with building relationship.
  • Where the empathy comes into play and being open.

Resources:

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