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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: May, 2018
May 29, 2018

In sales, perfecting your process can be the key to making more sales. But how do you find the right process? When do you know that you’ve hit on a process that works, and what do you need to do to customize it or improve on it for your situation?

Today’s guest is Scott Leese. Scott is the Senior Vice President of Sales at Qualia, a settlement platform for real estate professionals. Scott has also written a book about the sales process. Scott has an interesting background even before he got into sales, and this helps inform his success in the field and interest in process. Listen to the episode to hear Scott describe his history and talk about how he settled on a sales process, why he believes in the importance of delegating, and how to handle stress and pressure in a sales leadership role.

Episode Highlights:

  • Scott’s background and how he got into sales
  • How Scott settled on a process that worked for him
  • Why it’s important to educate a prospect on the problem before selling them on a solution
  • Why Scott thinks it’s important to get good at delegating
  • How to handle pressure and stress when you’re in a sales leadership role
  • Scott’s upcoming conference in Costa Rica
  • The top challenges that startups face
  • Scott’s thoughts on outsourcing the startup phase of a company or part of the sales funnel
  • The Addiction Model Framework

Resources:

Scott Leese

Qualia

Addicted to the Process

The 2018 Surf and Sales Summit

May 22, 2018

It’s easy to be suspicious or hesitant about the rapid advances in technology, especially in the field of artificial intelligence. Many people worry about being replaced in their jobs by some type of technology, and for prospectors, the idea of artificial intelligence can seem like a direct threat to their jobs. But it turns out, AI is not the threat to prospecting jobs that it might seem. In fact, AI can actually be used to improve prospectors chances of getting great leads and closing deals. 

Today’s guest is Robert Käll, the CEO and cofounder of a company called Cien. Cien produces an AI-powered sales productivity app. Far from taking opportunities away from prospectors, Robert explains how Cien can be used to empower prospectors and help them increase their opportunities and ability to close deals. Listen to the episode to hear what Robert has to say about AI and how it figures into the future of prospecting.

Episode Highlights:

  • Robert’s company, Cien, and how it got its name
  • Why advanced AI technology doesn’t mean the end of prospecting
  • How AI can affect pipeline quality
  • How AI can be applied to the problem of incomplete or low-quality data
  • The implications of using AI to help differentiate between good leads and bad leads
  • How AI can help underperforming reps increase their sales
  • The importance of routing tasks to people based on who can make the most out of that particular task
  • Why it’s important to understand why some deals close and others don’t
  • Why you shouldn’t assume that there’s a one-size-fits-all formula for closing deals
  • How Robert’s app works with Salesforce

Resources:

Robert Käll

Robert Käll on Twitter

Cien

May 8, 2018

What skills and attributes make for a good prospector? When companies are looking to hire prospectors, what traits are they looking for? Today’s guest has a good idea, and has had great success in hiring and training for his business.

Phill Keene is the Director of Sales at Costello. Over the course of his career, he’s had the opportunity to get familiar with every part of the pipeline. Listen to the episode to hear Phill talk about the importance of self-learning, how pattern recognition relates to business, and the hiring process that Phill uses to bring on new prospectors at his own company.

Episode Highlights:

  • How Costello got its name
  • How to get people to put time into mastering prospecting techniques
  • The importance of being a motivated self-learner in prospecting
  • The skills that a good prospector needs to have
  • How pattern recognition can help in prospecting
  • Phill’s success rate for hiring prospectors
  • Phill’s hiring process
  • How Phill determines which person gets hired for which role
  • Phill’s process for onboarding

Resources:

Phill Keene

Costello

Phill’s Email: phill@ncostello.com

May 1, 2018

The sales machine is constantly changing, which means that sales professionals need to be constantly learning to keep up with the changing environment, especially at the top of the funnel. Today’s guest is an authority on sales training with some interesting insights on the education side of selling.

David Priemer is the Founder and Chief Sales Scientist of the sales training company Cerebral Selling. Listen to the episode to hear what David has to say about what he calls the “sea of sameness” and how sales professionals can differentiate themselves in that sea.

Episode Highlights:

  • The state of selling on the education side of things, and the difficulty of differentiating useful information when so much information is available
  • David’s advice for people who are looking for useful ways to differentiate information
  • How to demonstrate overt benefit
  • How the exclusionary principle can be applied at the top of the funnel
  • The importance of understanding human behavior in sales
  • Why messaging and delivery mechanism are two of the most important things for sales professionals to understand
  • How to mobilize authentic voices in the sales cycle
  • How to showcase value in a delivery mechanism
  • The importance of engaging customers in your messaging synthesis

Resources: 

David Priemer

Cerebral Selling

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