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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: July, 2019
Jul 30, 2019

Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way.

Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales’ involvement in building campaigns. 

Episode Highlights:

  • Why Carman got excited about the work that he does
  • How Carman is turning the funnel sideways
  • Carman’s process for starting conversations
  • How to get companies to think in a more personalized way
  • How to get past resistance to letting sales build campaigns
  • What changes in marketing when dealing with a smaller number of accounts
  • Starting the engagement process
  • Direct mail segmentation
  • How firms get started with Kula Partners

Resources:

Carman Pirie

Kula Partners

Jul 16, 2019

How do you set up a pipeline that leverages all types of channels and technology, but also keeps that human spirit alive? Today’s guest will help answer that question and others. 

Joining the podcast today is Jonathan Soares. Jonathan is the founder and CEO of Agency Labs and has a background in both technology and consumer sales. He’s been at this for 15 years and he covers the entire pipeline. Listen in to hear. 

Episode Highlights: 

  • Jonathan’s background and how he got to his current position
  • How to leverage cold calling with newer technology and how that can advance prospects through the pipeline
  • What a typical warm introduction looks like and what technologies to use
  • How many opportunities can be generated from Jonathan’s process
  • Different roles within the funnel
  • Influencer mapping
  • How the GDPR affects Jonathan’s work
  • How to get started leveraging LinkedIn 

Resources: 

Jonathan Soares

Email: jonathan@agencylabs.com

Jul 12, 2019

Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today’s guest will explain how the ability to ask the right questions can help you tap into the human potential of your team. 

Chick Herbert is a Des Moines executive who’s come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about pinpointing where people on your team are struggling, asking the right questions, and motivating your team. 

Episode Highlights: 

  • Chick’s background
  • Chick’s working relationship with Brad Williams
  • Pinpointing where people are struggling
  • Asking questions that get people to contemplate their own struggles and behavior
  • The frustration of witnessing ineffective leaders
  • What about Chick’s process motivates people
  • Tracking progress
  • Whether styles of coaching differ based on sales roles
  • Extending knowledge to other team members
  • What to do when you’re not used to asking questions
  • How to use silence
  • The value of preparation
  • Truth and ground truth 

Resources: 

Chick Herbert

It Begs the Question

Chick on Twitter

Email Chick: Chick.Herbert2@gmail.com

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