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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: January, 2019
Jan 29, 2019

Your prospects encounter many salespeople in all areas of their lives. It’s easy for salespeople and their products and services to begin to blend together. In order to make your sale, you’ll need to convince them that there are reasons why they should choose what you’re selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product.

Today’s guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He’s also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as “the best” is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others.

Episode Highlights:

  • What happens when you describe your service, product, or company as “the best”
  • Why saying that your product is the best doesn’t help to differentiate you from other salespeople
  • Whether buyers are really as educated as you may think
  • Helping buyers make informed decisions
  • Two parts to sales differentiation
  • Five steps to profiling your sales differentiation
  • Exercises that can help you identify your sales differentiation
  • Your biggest competitor
  • Customer service and account management
  • Pre-call research
  • Why the way you sell is also a differentiator

Resources:

Lee Salz

Sales Architects

Sales Differentation

Visit this page to register for the Sales Differentiation Minute video series

Jan 22, 2019

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today’s guest didn’t just write the book on that subject, he actually wrote three books on the subject.

Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it’s important to separate service and product, and how to apply his four levels of value to different stakeholders.

Episode Highlights:

  • Anthony’s books
  • Separating service and product
  • Winning clients by creating greater value than competitors
  • The four levels of value
  • How the four levels of value apply to the different stakeholders
  • Winning with the intangibles

Resources:

Anthony Iannarino

The Only Sales Guide You’ll Ever Need

The Lost Art of Closing

Eat Their Lunch

Jan 15, 2019

The way that we utilize data can make all of the difference when it comes to sales. It’s more important to make quality connections and have meaningful conversations with prospects than to contact a large quantity of prospects on a superficial level. Utilizing data in the right way can help you make those quality connections.

Today’s guest is Matt Amundson, the VP of marketing for EverString. Listen to today’s episode to learn more about what EverString does and what Matt has to say about how data can be used to help prospectors learn more about their prospects and make conversations more meaningful.

Episode Highlights:

  • What EverString does
  • How EverString’s processes work
  • How companies that engage with EverString have their data together
  • How EverString handles different parts of the pipeline
  • Whether EverString improves forecasting
  • Why a meeting may not turn into an opportunity
  • Using technology as an aid rather than a replacement

Resources:

Matt Amundson

EverString

Email Matt at: matt@everstring.com

Jan 8, 2019

Content creators know that video is a powerful tool for delivering a message, and that means that it can also be a powerful tool in the world of sales. Learning how to use video effectively can be a helpful skill in all parts of the funnel.

Today’s guest is Daniel Crouch, Enterprise Account Executive at Videolicious. In today’s episode, Daniel will talk about using video, not just at the top of the funnel, but also after you get your foot in the door. Listen to the episode to hear what Daniel has to say about how and why he started using video, how to use videos for pre- and post-meeting contacts, and how to get started learning to use video effectively in your own sales process.

Episode Highlights:

  • Daniel’s background in sales
  • How Daniel got started using video in prospecting
  • How Daniel uses pre-meeting videos
  • How Daniel’s videos are structured
  • Avoiding excess words and keeping videos short
  • Using a script or teleprompter to stay on point
  • How to write copy to use as a video script
  • Post-meeting videos
  • The main purpose of using video for closing
  • Getting started learning how to use video

Resources:

Daniel Crouch

Videolicious

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