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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, 2019
May 28, 2019

How are you using technology to boost your sales prowess? Is there more that you could be doing? Do you like your CRM, and if not, how would you improve it? Today’s interview may give you some ideas. 

Today’s guest is Jordan Stupar, the founder and CEO of Sales Domination. Sales Domination is a company that provides CRM and technology tools to individuals as well as small, medium, and large companies. Listen in as Jordan talks about his company, his background, and how he thinks technology is affecting the sales landscape.   

Episode Highlights: 

  • What Jordan’s company does
  • Jordan’s background
  • Which areas of technology Jordan focuses on
  • Technological enhancements that can be used to improve meaningful sales conversations
  • Using data to improve workflow
  • How technology is improving analytics
  • How analytics can suggest next steps 

Resources: 

Jordan Stupar

Sales Domination

Jordan on Instagram

May 21, 2019

What do you do when you connect with a warm lead, but they don’t seem receptive? What’s the difference between adding value for a prospect and actually helping that prospect? These are some of the questions that today’s guest will help answer.

Joining the podcast today is Michael Pedone from SalesBuzz. Michael is an advocate for sales skills and SalesBuzz is an online sales training site that provides helpful information for sales professionals that can help take you from the top of the funnel all the way to the close. Listen to today’s episode to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn.

Episode Highlights:

  • The most impactful sales skill that Michael sees people bungle
  • The definition of a cold call
  • Throwing out the “easy” button
  • Why you shouldn’t remind a warm lead that they filled out a form
  • Approaching leads with the intent to help
  • The difference between adding value and helping
  • The cadence that works best in a selling situation and how to blend it with different modalities
  • Connecting through LinkedIn
  • How often you should be prospecting
  • Why people should really want to be in sales

Resources:

SalesBuzz

Michael Pedone

May 14, 2019

Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it’s easy to get discouraged and believe that prospecting isn’t right for you. But within a predictable framework, prospecting doesn’t have to be so difficult. That’s part of what today’s guest is here to talk about.

Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting system. Listen in to hear what Jason has to say about how he got into prospecting, his approach to creating personas, and how to address common errors in messaging.

Episode Highlights:

  • What prompted Jason’s interest in prospecting
  • Mixing modalities
  • How much time Jason spends in the planning stages with clients to develop messaging
  • Jason’s approach to personas
  • The ideal client profile identifier
  • Applying the research to one-person consulting businesses
  • Errors in messaging that Jason sees frequently
  • Jason’s REPLY method
  • Incorporating personalization in messaging

Resources:

Jason Bay

Blissful Prospecting

Selling Above and Below the Line

Free Guide to Getting Started with Video Prospecting

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