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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: March, 2018
Mar 27, 2018

It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers.

Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager Survival Guide. Listen to the episode to hear what David has to say about frontline sales.

Episode Highlights:

How Dave got started in the area of sales performance

How too many apps and tools can be detrimental to sales performance

Why the sales manager needs to be part of the plan when implementing a new tool

A sales manager’s role, and how that can be leveraged to maximize the performance of each sales person.

The qualities that make a great sales manager

The importance of determining a process that works before bringing in automation tools

Why it’s necessary to focus on fundamentals and the ideal customer profile

Dave’s new book, Sales Executive Survival Guide, coming out in May

Resources:

David Brock

Dave on Twitter

Partners in EXCELLENCE

Partners in EXCELLENCE Blog

Sales Manager Survival Guide: Lessons From Sales' Front Lines

Mar 22, 2018

A 5-minute quick listen on the 2 universal mistakes we make when holding conversations with buyers.

Mar 13, 2018

Being an entrepreneur doesn’t always stop with creating one successful business. Some entrepreneurs make a business out of creating different businesses. Today’s guest is a serial entrepreneur that creates businesses and sells them.

Mansour Salame is an engineer by training, and he is currently the CEO and founder of a company called FrontSpin. However, Mansour says that he doesn’t think of himself as an engineer or a salesperson so much as he thinks of himself as a person who can find value for customers and clients. Listen in to this interesting interview to hear Mansour’s insights about growth and scaling. 

Episode Highlights: 

  • Mansour’s first job out of college as a project manager, and how that led to his introduction to sales and startups
  • The importance of understanding a client’s needs in detail
  • How to put a process in place that you can scale to the level of growth that you’re at
  • How process can be divided into two categories: search mode and scaling mode
  • How Mansour is scaling processes at his current company now
  • The importance of improving and tweaking the process to make it more successful, even when in scaling mode
  • Why considering the customer’s process is necessary when creating your own processes
  • How measuring metrics and benchmarks fit into both search and scaling modes
  • How scaling without first figuring out the process can lead to low morale and other problems
  • How sales messaging needs to change as you scale
  • How a trend toward personalization affects production and scalability

Resources:

Mansour Salame

FrontSpin

Mar 6, 2018

When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale.

Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and worked together in the early days. This is a great episode where we talk about how to grow a team and to build a team that consists of the right people.

Episode Highlights:

  • When Paul first arrived in New York, he read Marylou’s book and then hired her as a consultant.
  • The importance of hiring. A brilliant process won’t work without the right people.
  • If you’ve hired great, people you can actually get a lot wrong in your business and still be okay.
  • Getting the right people into your business that are brilliant when it comes to your business.
  • As businesses scale, the early processes will break and need to be refined.
  • Having a hiring process and predicting who will be successful in your business by using systems.
  • Paul talks about some of the things you should look for when creating a business development team. You need people who can create great emails and have writing skills.
  • These people also have to have great phone skills and be articulate.
  • To save time, and find the right fit design your entire hiring process to look for the skills.
  • By doing this you can probably discount 75% of your applicants.
  • Also have a voice call and set up a scoring system look for things like voice clarity and vocabulary, plus the energy levels of the person.
  • What you’re hirers are in-role, check to see if you got your testing right.
  • Paul’s current business is focusing on generation Z. They engage with all types of different brands who want to reach this demographic.
  • Paul believes in splitting roles to create predictability.
  • Initiating conversations, tone of voice, and not “being in sales”.
  • Paul has a two-week training class for his new hires. He also tells a funny story about how one of his new hires prospected Jeff Bezos.
  • When your team isn’t too big you can scale fast.

Resources:

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