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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: June, 2018
Jun 26, 2018

How can you keep yourself at the top of your prospects’ and clients’ minds? LinkedIn is a powerful tool that can help you do just that, but only if you know how to use it. Unfortunately, LinkedIn can also be confusing and changeable, and even if you have a LinkedIn profile, you may not know how to leverage it to get the most out of it.

Today’s guest is Viveka von Rosen. Viveka is an author, speaker, and LinkedIn expert. She’s also a CVO & Co-founder of Vangreso, a digital sales solution provider that works with people to help create their personal brand online and create content for sales. Listen to the episode to learn more about what Vangreso has to offer, as well as what Viveka has to say about the benefits of LinkedIn, the challenges of using LinkedIn more effectively, and what you should do to turn your LinkedIn profile into a useful resource.

Episode Highlights:

  • Viveka’s company and what they do
  • The benefits that Viveka sees in LinkedIn
  • The challenges of using LinkedIn
  • Where to start learning how to use LinkedIn
  • How LinkedIn can help you establish your brand within your company
  • The importance of consistency when using LinkedIn
  • Why it’s important to make your LinkedIn profile into a useful resource
  • How creating a LinkedIn community to share content can drive visibility
  • The importance of engaging with people who engage with the content on your LinkedIn feed
  • How to use LinkedIn’s analytics
  • How LinkedIn allows you to monitor and take advantage of opportunities presented when prospects move from one company to another
  • What to do after creating a client-facing LinkedIn profile

Resources:

Viveka von Rosen

Vengreso

Email Viveka at: viveka@vengreso.com

Jun 19, 2018

With artificial intelligence becoming more and more able to take over parts of the sales process, how can you make sure that you stand out as a salesperson? Your own personality can give something to the sales process that robots can’t.

In today’s episode, I’ll talk to Shawn Karol Sandy and Dianna Geairn of the SellOut Show about the importance of bringing personality into the sales process. Listen to the episode to hear what Shawn and Dianna have to say about the approach they recommend for sales conversations, how to experiment with sales scripts, and why you should try recording or videotaping yourself and listening to how you sound during a sales conversation. 

Episode Highlights:

  • Shawn’s and Dianna’s backgrounds
  • How Shawn and Dianna decided to start The SellOut Show
  • Why Shawn and Dianna take a less-structured approach to sales conversations
  • Where personality comes into the sales process
  • The recipe for bringing personality into the top of the funnel
  • Experimenting with sales scripts or templates
  • How sales and marketing can work more closely together
  • Why you should record and listen to yourself
  • The importance of practicing sales skills

Resources:

Shawn Karol Sandy

Dianna Geairn

The SellOut Show

The Irreverent Sales Girl

The Selling Agency

Jun 12, 2018

Have you ever wondered what it might be like to be make a pitch on ABC’s Shark Tank? Today’s guest has been there and done that, and in today’s episode, she’ll share some of what she learned in the process.

Today’s guest is Michelle Weinstein. She is the entrepreneur behind The Pitch Queen, and she’s successfully raised money and landed contracts with companies like Costco and The Vitamin Shoppe. She has 20 years of experience in sales to draw on, and of course, she was featured on Shark Tank. Listen to the episode to hear more about that experience, as well as Michelle’s thoughts on the importance of continued learning, the value of persistence, and what it means to be “professionally annoying.”

Episode Highlights:

  • How Michelle got started in sales
  • How continued learning can help salespeople improve
  • Michelle’s Shark Tank experience and how she prepared for it
  • How Michelle’s experience on Shark Tank figures into her work on The Pitch Queen
  • How persistence can add value in a sales context
  • How cold outreach can not only offer solutions to problems, but also let prospects know that they have a problem in the first place
  • Actionable steps that prospectors can take to improve their sales pitches

Resources:

Michelle Weinstein

The Pitch Queen

Five-Step Pitch Queen system

Success Unfiltered

Jun 5, 2018

All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations.

Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call.

Episode Highlights:

  • The worst time to think about what you’re going to say
  • The importance of word choice
  • How Phil came up with the phrases in his book Exactly What to Say
  • How the phrases from Phil’s book can be applied in both spoken and written conversations
  • The steps between a conversation and a sale
  • Sales scenarios where Phil’s phrases and formulas can be applied
  • Why you should avoid asking if now is a good time to talk when calling prospects
  • How to get to the heart of the conversation right from the start
  • Why it helps to have a framework for sales conversations
  • Why you should schedule a next action before you hang up the phone
  • The framework that works best for a cold call
  • Why it’s important to practice these conversational frameworks

Resources:

Phil M. Jones

Phil’s Website

Exactly What to Say

Exactly How to Sell

Phil’s You Tube Channel

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