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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Nov 13, 2018

When you want to know how to sell effectively at the executive level, you need expert training and stories that sell. Today’s guest has been called Australia’s leading Authority on “C” Level sales. Steve Hall has sold to executives in more than 20 countries. He is a writer and speaker who focuses on executive sales. He also owns the Executive Sales Coaching LinkedIn group.

Steve Hall is Managing Director of Executive Sales Coaching Australia and joint founder of Executive Sales Forum International. Steve joins the podcast today to talk about how to use story when you’re talking to decision-makers and how you can tell an effective story in less time – sometimes in just a few words. Listen to the episode to hear what Steve has to say about developing stories, finding the information that you need when you talk to clients, and his Executive Sales Forum International.

Episode Highlights:

  • How Steve uses story when he speaks to decision-makers
  • How it can be helpful to tell a story in only a few words
  • How to get enough time with a prospect to tell your story properly
  • The juxtaposition between what is and what should be in your story
  • What Steve uses to help find information that helps in talking to clients
  • Steve’s thoughts on how new salespeople just out of college are assigned
  • How much product knowledge is necessary to get in the door
  • Steve’s Executive Sales Forum International


Steve Hall

Executive Sales Forum International

Nov 6, 2018

Everybody has a story. In fact, everybody has a number of different stories, and one way or another, most people wind up sharing their stories with other people at some point. Stories help us relate to others and make connections as well as illustrate important points. And if you work in sales, you can use your stories to help you connect with prospects and close deals. Today’s guest has literally written the book on how salespeople should use stories.

Mike Adams is an engineer-turned-salesperson from Australia. He’s also the author of the book Seven Stories Every Salesperson Must Tell, a book that’s designed to help those in sales discover the power of stories, what kinds of stories are important in sales, and how you can use stories to help you close. Listen to the episode to hear more about Mike’s background, why he wrote the book and arranged it the way that he did, and how stories can help you connect with your prospects.

Episode Highlights:

  • How Mike got into sales
  • Mikes book, and why he chose seven as the number of stories to tell
  • What kinds of stories are important in sales
  • The different ways that different stories help you connect with clients
  • Why Mike organized his book the way that he did
  • Which stories can help salespeople close a deal


Mike Adams

Seven Stories Every Salesperson Must Tell

Oct 23, 2018

Sales automation tools can help at all kinds of different places in the funnel. is a sales automation platform that helps you start conversations and improve sales teams productivity. Today’s guests, Forster Perelsztejn and Iulian Boia are Prospect’s Head of Acquisition and Head of Customer Success respectively. They’re joining today’s episode from Brussels.

Listen to today’s episode to learn more about, who they serve, and how their platform works. Forster and Iulian talk about their roles at Prospect, patterns in customer pain points, how onboarding works, and how the GDPR is affecting their work and platform.

Episode Highlights:

  • Forster and Iulian’s roles at Prospect
  • How Forster and Iulian’s roles at Prospect are aligned
  • How customer pain points change or don’t change depending on where they are in the funnel
  • How to order customer conversations based on experience with previous customers’ pain points
  • The market that Prospect serves
  • Prospect’s onboarding procedure
  • What kind of work Prospect is doing with telephone numbers in light of the GDPR
  • How Prospect is using analytics with their data
  • Testing smaller samples sizes before moving onto larger audiences


Forster Perelsztejn

Iulian Boia

Oct 9, 2018

Making a sale is rarely a one-and-done encounter. Instead, it’s an ongoing process and a series of conversations, sometimes with multiple different people. In order to sell effectively, you need to be able to keep up with important details about each prospect, including what your last conversation entailed and when is the best time to schedule the next call or email. This can be a daunting task, but tools that allow you to streamline the process can help. is one of those tools. Outreach is designed to help salespeople remember critical details and schedule ongoing conversations. Today’s guest is Nick Hart, the customer success manager at Listen to the episode to hear what Nick has to say about what’s happening at Outreach and what he thinks about things like email personalization, referral strategies, and building and testing your processes before you implement new sales tools.

Episode Highlights:

  • New things that are happening at
  • Key things to look at for people who are looking for a solution like Outreach
  • Understanding the different personas that you may be selling to
  • How to approach sales from different channels
  • Email personalization
  • Referrals, and the benefits of a top-down referral approach
  • Why it’s important to test and experiment with your processes
  • The importance of providing value with each interaction
  • Why you need to build the processes that work for you before implementing a new tool
  • Why understanding and mastering tech tools for sales is going to be more important as time goes on
  • How marketing professionals can help pave the way for the sales team


Nick Hart


Sep 25, 2018

It may be possible to use manipulative sales techniques to sell people things that they don’t really want or need. But do you really want to do that, and is it really a good strategy in the long run? Today’s guest talks about the importance of centering the customer’s needs, even if that means passing up an immediate sale, and how that strategy can pay off in the long run.

Andrew Priestly is a business coach, chairman of the Children’s Trust, a publisher, and an author. In today’s episode, he talks about his background in teaching and then real estate sales, his psychology training, and how all of that got him to where he is today. Listen to the episode to hear what Andrew say about sales tactics, the impact of the internet, the importance of personal relationships, and his new book that features contributions from experts in the sales field.

Episode Highlights:

  • Andrew’s background in real estate sales
  • How Andrew started researching sales tactics and where they came from
  • How the internet has affected the sales world
  • The impact of Facebook
  • The importance of personal conversations in selling
  • Andrew’s book
  • How Andrew went about getting contributors for his book
  • The feedback Andrew is getting from his book’s readers
  • The psychology of sales
  • Why Andrew believes in the using sales tactics responsibly
  • Why building relationships matters in sales


Andrew Priestly

Sales Genius 1: 20 top sales professionals share their sales secrets

Sep 11, 2018

Today’s guest is someone that you’ve heard on the podcast before. Donato Diorio joined us on a previous episode to talk about the virtue of voicemail and how to handle voicemail properly. Today he’s with us to talk about a different subject. 

Donato is the founder and principal consultant at a company called DataZ, and today he’s going to talk about data. Listen to the episode to hear what Donato has to say about what led him to put together a strategy for assessments, where the data that he uses comes from, and the importance of considering sentiment in data assessment. 

Episode Highlights: 

  • What got Donato interested in putting together a strategy for assessment
  • What led Donato to build the systems and frameworks at DataZ
  • How Donato differentiates between different roles
  • How Donato can quickly assess the health of the pipeline based on the data
  • Where Donato’s data comes from
  • How sentiment factors into Donato’s work
  • How to get a data assessment from Donato
  • How Donato’s services can help clients in specialized industries 


Donato Diorio


Aug 7, 2018

Prospecting involves more than just one conversation. It’s a series of conversations, and as the prospector, it’s up to you to keep the interactions going. This can result in a lot of work. You need to remember when the last time was that you talked to a particular prospect, work out when the next good time to contact them will be, and figure out what to say – and you have to repeat this process for multiple prospects. Luckily, there are tools that can help streamline this process for you.

Today’s guest is Nick Hart, a strategic customer service manager for Outreach is a tool that performs much of the work for you. It can help you plan your follow-up conversations, make sure that the correct messages are being delivered at the right times and to the right people, and prevent you from forgetting or delaying crucial follow-ups. Listen the episode to hear Nick explain what Outreach does, how to use different types of messaging, and what types of email statistics Nick sees on a regular basis.

Episode Highlights:

  • What Outreach does
  • How Outreach helps salespeople get the right message across at the right time
  • The importance of being both efficient and effective
  • How certain types of messaging can help prospects see salespeople as real people, which can make prospects more responsive
  • How asking permission can be a form of a call to action
  • How to slow down and space out value ads across multiple emails
  • The importance of crafting different messages for different personas
  • Statistics for email open rates, reply rates, and bounce rates


Nick Hart


Email Nick at:

Jul 31, 2018

When you’re prospecting, having just a little bit of information can be the key to getting your foot in the door and growing your pipeline. Timing your call or email just right or having the perfect conversation starter can make all the difference when it comes to making a sale. If you know that the company you’re looking at has just launched a new project that can benefit from the products you sell or is getting ready to evaluate solutions for the type of service you’re selling, you’re better able to strike while the iron is hot.

Today’s guest is Alex Greer, the founder and CEO of Signal HQ. Signal is a type of technology that you can use to help you get the kind of information that you need to make your sales pitch more effective and help you strategize more easily. Listen the episode to hear Alex explain what Signal HQ does and how it can help with sales.

Episode Highlights:

  • What Alex did before becoming the founder and CEO of Signal HQ
  • What Signal HQ does
  • Why Alex started Signal HQ
  • Which types of signals Alex’s company focuses on, and which types of signals might also get focus as time goes on
  • How Signal HQ can help prospectors prioritize and make the most effective decisions about how to use their time
  • Why sales teams are slower than other departments to pick up on some newer technologies that can help them sell more effectively
  • How the data provided by Signal HQ can help sales people start conversations with prospects


Alex Greer

Signal HQ

Jul 24, 2018

Great sales people and effective sales processes are pivotal for any organization to make money. But for startups, it can be difficult to transition from founder-led sales to establishing a good sales team and putting the structure in place for effective sales processes. This can cause some serious disruption in an otherwise good business. Today’s guests understand this problem and know how to address it.

Rex Biberston and Kevin Hopp of help organizations build internal sales teams with their company, The Sales Developers. Although outsourcing is a small part of what they do, they built the company with the intent of giving companies the systems, and processes, and methodologies needed to improve their own sales companies. Listen to the episode to hear what Rex and Kevin have to say about what they do, tools that they use to improve efficiency and messaging, and what it’s like to be a millennial in sales. 

Episode Highlights:

  • Kevin’s and Rex’s company, The Sales Developers, and how they got started
  • How The Sales Developers help their clients by giving them the tools they need to build internal sales organizations
  • The gap between the startup phase of a company and the time when the company is a fully-formed organization, and how that affects sales
  • How Kevin’s background showed him the difficulty of scaling a sales team inside of a startup
  • How The Sales Developers can make sales people more effective by improving the company’s sales processes
  • Tools that can help companies handle both full and part-time prospecting
  • Why the number of conversations is more important than the number of dials per day in sales
  • How salespeople can focus on the things that are going to bring them closest to revenue
  • The Sales Developers’ Message Builder tool and how it can improve sales messaging
  • The book Rex co-authored, Outbound Sales, No Fluff
  • How getting the messaging right affects the closing ratio
  • Why Rex mentioned that he and co-author Ryan Reisert were millennials in their book


The Sales Developers

Rex Biberston

Kevin Hopp

Jul 17, 2018

Marketing and sales may intersect more than you previously thought. In fact, there are good reasons why sales should have some involvement in designing marketing for a product or service – after all, it’s the sales team that ultimately has to convince their prospects to buy, so it makes sense for sales to have some input into the marketing process. 

Today’s guest is Sean Campbell, CEO of Cascade Insights, a B2B market research firm. Sean is also the host of his own podcast, called B2B Revealed. In today’s episode, Sean brings his perspective from the marketing side of things to talk about what’s going on in sales. Listen to what Sean has to say about some sales terms that you may not have heard yet, how saying “no” can actually help you sell, and why the sales team should be involved in the marketing process.

Episode Highlights:

  • What Sean’s research firm does and how he got into it
  • New sales and marketing terminology
  • Why it’s important for companies to define boundaries
  • How saying “no” can help you sell
  • Why sales needs to be involved in marketing
  • The importance of choosing the right people for a sales research study
  • How the GDPR is affecting email lists
  • The reason why salespeople should send more tailored messages in narrower channels
  • Why you need to have a waterfall
  • How to stack good habits


Sean Campbell

Cascade Insights

Email Sean at

Jul 10, 2018

Social interaction is part of the business of selling. In the past, salespeople often met with prospects face-to-face and spent time with them in their homes or in social settings. In today’s sales environment, many of these in-person interactions have been replaced by online interactions on social media sites. However, these digital interactions are just as important as the in-person interactions that they’ve replaced.

Today’s guest is Jon Ferrara. Jon is the founder and CEO of Nimble, a contact management solution that enhances basic contact information with richly detailed social information that helps you gain new insights about people in your network. This can help you deepen your social media relationships. Listen to the episode to hear what Jon has to say about the importance of social interactions in business, how Nimble can improve those interactions, and what role artificial intelligence plays in Nimble. You’ll also get a special offer from Jon.

Episode Highlights:

  • What made Jon want to start Nimble
  • The importance of the social aspect of prospecting and business
  • How to scale social media interactions
  • How Nimble works
  • What an effective curation methodology looks like
  • Tools that can help curate content and engage prospects in conversation
  • How Nimble is reimagining CRM and what it looks like to use Nimble
  • How artificial intelligence factors into Nimble
  • Why AI can automate processes but not replace human beings
  • A special offer from Jon


Jon Ferrara

Email Jon at:


Special Offer: Sign up for the Nimble free trial. Before the end of the 2-week free trial, enter promo code JON40 to get 40% off Nimble for the first 3 months.

Jul 3, 2018

In a world powered by social media, social selling is a crucial aspect of sales. Social media allows salespeople to interact with prospects in a way that provides real value for those prospects. You can answer questions and offer useful content in a way that not only shows the prospect why they want to buy, but also why they would want to do business with you personally. Social selling allows you to create more loyal, engaged customers. 

Today’s guest is Brynne Tillman. She’s an authority on social selling and the author of the book The LinkedIn Sales Playbook: A Tactical Guide to Social Selling. Listen to the episode to learn more about how social selling can be used to bring more predictability and reliability to your sales pipeline.

Episode Highlights:

  • How Brynne’s book lays out the step-by-step social selling process for LinkedIn
  • The four major pieces of social selling
  • How to take your LinkedIn profile from resume to resource
  • When to connect with and message prospects on LinkedIn
  • How you can use LinkedIn to identify and target connections of your connections
  • How to set goals for social selling on LinkedIn
  • Metrics that can help track the success of social sales
  • What a typical scenario for onboarding of social selling environment for sales looks like
  • Brynne’s work with Vangreso, and how she got started with that team


Brynne Tillman

The LinkedIn Sales Playbook: A Tactical Guide to Social Selling


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


Viveka von Rosen


Email Viveka at:

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


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


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


Phil M. Jones

Phil’s Website

Exactly What to Say

Exactly How to Sell

Phil’s You Tube Channel

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


Scott Leese


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


Robert Käll

Robert Käll on Twitter


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


Phill Keene


Phill’s Email:

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


David Priemer

Cerebral Selling

Apr 24, 2018

For prospectors, referrals are important. When you’re a business developer, it’s helpful if you can engage clients to the point that they’re willing to refer another business to you.

Today’s guest is Brandon Bruce, the COO and Co-founder of Cirrus Insight. In today’s episode, Bruce will be talking about the top of the funnel. Listen to the episode to hear what Brandon has to say about referrals and about the tips, techniques, and strategies that he’s using in his own company that may also be useful for you.

Episode Highlights:

  • Brandon’s unusual height
  • Brandon’s company, Cirrus Insight, and what they do
  • What Brandon has found does and doesn’t work when it comes to prospecting
  • When is the best time to bring up the topic of referrals with a client
  • Incentives that can encourage clients to make referrals
  • How making a job fun can help build energy and get people excited
  • How customer feedback can lead to great ideas for improvements
  • How to use personalization in prospecting
  • The small batch approach, and how new technologies have improved it


Brandon Bruce

Cirrus Insight

Apr 17, 2018

There are a lot of different things that you can try when you need to make more sales. But one of the most effective things that you can do to become a great salesperson is work on your leadership skills.

Today’s guest is Deb Calvert, President of People First Productivity Solutions. In today’s episode, she’ll be talking about her new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen. Listen to the episode to hear what she has to say about what buyers really want and how sellers can make sure that they deliver, and stay tuned for a special offer at the end.

Episode Highlights:

  • Deb’s interest in doing real research into what buyers really want, and how that led to her new book
  • The surprises that Deb found in the course of researching her book
  • The importance of sellers establishing credibility with buyers by doing what they say they will do
  • The backstory on the co-authors that Deb worked with when writing her new book
  • The 30 behaviors that buyers respond to when sellers adopt them
  • How the behaviors Deb describes in her book apply in different stages of the funnel
  • Deb’s Five Practices of Exemplary Leadership that sellers can apply in their relationships with buyers
  • How leadership behaviors can help sellers stand out from the crowd
  • Deb’s online e-learning course, and a special offer for podcast listeners 


Deb Calvert

People First Productivity Solutions

Stop Selling and Start Leading

For free access to Deb’s online e-learning training course, Workplace Conversations, email a receipt for Stop Selling and Start Leading to Deb at

Apr 10, 2018

You may not think of yourself a performer, but prospecting and performing have some important things in common. In both cases, it’s important to get yourself noticed and stand out from the crowd. Today’s guest is an expert in the art of getting yourself noticed.

Tsufit is a former lawyer who left the legal profession in order to become a performer. She has performed as a singer and a comedian, in the theater and on television. Now she is an author, speaker, and PR and marketing coach. Listen to the episode to hear what Tsufit has to say about getting noticed, attracting people, and the importance of a good story.

Episode Highlights: 

  • Tsufit’s legal background and how it informed her work as a performer
  • Where to start with getting noticed
  • How communicating one-on-one differs from communicating with a room full of people
  • The importance of being able to tell a story that interests people
  • How to catch people’s interest during the first 30 seconds of speaking to them
  • Why you should start in the middle of a story, rather than the beginning
  • How Tsufit’s methods can work for enterprise sales
  • The power of an authentic voice
  • How you can create dramatic moments by doing the unexpected
  • Why tone matters, especially when speaking over the phone
  • Tsufit’s free tip series
  • How a well-crafted email can make a big difference



Tsufit’s Website

Step into the Spotlight

Spotlight Secrets: Free Tip Series

Step into the Spotlight: LinkedIn Group

Apr 3, 2018

My guest today is Matt Benati, the CEO, and co-founder of LeadGnome. As salespeople, we tend to focus on the perfect pitch, the hottest leads, and the smartest marketing strategies. With all this noise and bustle we forget that there is an existing client base that needs just as much attention as a new client. The best way to keep the lines of communication open with an existing client is to use automated systems.

LeadGnome is an automated email system that collects data from email replies. The information it provides allows companies to clean out contact lists and remind clients of changing contact information. Matt gives us an in-the-trenches look at automated systems. He also shares why he started LeadGnome and why automation is an important component of  the future of sales.

Episode highlights:

  • How LeadGnome came to be.
  • How automated messages help a business keep clients informed.
  • The useful information automated messages provide.
  • Automation’s role in bringing marketing and sales together.
  • Building an influence map and how automation makes that easier.
  • The service LeadGnome provides to their clients.
  • When to implement an automated system in your business.



Matt Benati’s email


Mar 27, 2018

It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers.

Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager Survival Guide. Listen to the episode to hear what David has to say about frontline sales.

Episode Highlights:

How Dave got started in the area of sales performance

How too many apps and tools can be detrimental to sales performance

Why the sales manager needs to be part of the plan when implementing a new tool

A sales manager’s role, and how that can be leveraged to maximize the performance of each sales person.

The qualities that make a great sales manager

The importance of determining a process that works before bringing in automation tools

Why it’s necessary to focus on fundamentals and the ideal customer profile

Dave’s new book, Sales Executive Survival Guide, coming out in May


David Brock

Dave on Twitter

Partners in EXCELLENCE

Partners in EXCELLENCE Blog

Sales Manager Survival Guide: Lessons From Sales' Front Lines

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