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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: Page 3
Mar 22, 2018

A 5-minute quick listen on the 2 universal mistakes we make when holding conversations with buyers.

Mar 13, 2018

Being an entrepreneur doesn’t always stop with creating one successful business. Some entrepreneurs make a business out of creating different businesses. Today’s guest is a serial entrepreneur that creates businesses and sells them.

Mansour Salame is an engineer by training, and he is currently the CEO and founder of a company called FrontSpin. However, Mansour says that he doesn’t think of himself as an engineer or a salesperson so much as he thinks of himself as a person who can find value for customers and clients. Listen in to this interesting interview to hear Mansour’s insights about growth and scaling. 

Episode Highlights: 

  • Mansour’s first job out of college as a project manager, and how that led to his introduction to sales and startups
  • The importance of understanding a client’s needs in detail
  • How to put a process in place that you can scale to the level of growth that you’re at
  • How process can be divided into two categories: search mode and scaling mode
  • How Mansour is scaling processes at his current company now
  • The importance of improving and tweaking the process to make it more successful, even when in scaling mode
  • Why considering the customer’s process is necessary when creating your own processes
  • How measuring metrics and benchmarks fit into both search and scaling modes
  • How scaling without first figuring out the process can lead to low morale and other problems
  • How sales messaging needs to change as you scale
  • How a trend toward personalization affects production and scalability

Resources:

Mansour Salame

FrontSpin

Mar 6, 2018

When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale.

Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and worked together in the early days. This is a great episode where we talk about how to grow a team and to build a team that consists of the right people.

Episode Highlights:

  • When Paul first arrived in New York, he read Marylou’s book and then hired her as a consultant.
  • The importance of hiring. A brilliant process won’t work without the right people.
  • If you’ve hired great, people you can actually get a lot wrong in your business and still be okay.
  • Getting the right people into your business that are brilliant when it comes to your business.
  • As businesses scale, the early processes will break and need to be refined.
  • Having a hiring process and predicting who will be successful in your business by using systems.
  • Paul talks about some of the things you should look for when creating a business development team. You need people who can create great emails and have writing skills.
  • These people also have to have great phone skills and be articulate.
  • To save time, and find the right fit design your entire hiring process to look for the skills.
  • By doing this you can probably discount 75% of your applicants.
  • Also have a voice call and set up a scoring system look for things like voice clarity and vocabulary, plus the energy levels of the person.
  • What you’re hirers are in-role, check to see if you got your testing right.
  • Paul’s current business is focusing on generation Z. They engage with all types of different brands who want to reach this demographic.
  • Paul believes in splitting roles to create predictability.
  • Initiating conversations, tone of voice, and not “being in sales”.
  • Paul has a two-week training class for his new hires. He also tells a funny story about how one of his new hires prospected Jeff Bezos.
  • When your team isn’t too big you can scale fast.

Resources:

Feb 27, 2018

Troy Kirby is a sports business consultant who builds relationships and revenue for sports organizations. He is the owner of Tao of Sports where he consults for B2B vendors, professional teams, and college athletic departments. He also hosts the Tao of Sports podcast.

We have a really interesting conversation on today’s show. Troy comes from the world of sports, and he is an expert in sports sales. He is going to share some of his great stories in the area of sales, education, where he came from, and what he was trained for. He is also going to share his sales experience from the perspective of focusing on engaging people and getting them to come to his events.  

Episode Highlights:

  • When people give you time and opportunity it is a gift, and you need to give back.
  • Stand up comedy and open mic night helped Troy become relatable.
  • If you have a speaking opportunity. Go and screw up. The whole idea is to get practice relating to people.
  • Listen to other people and be interested in what they do. Build a relationship that way.
  • People want to do business with people who listen to them not talk at them.
  • Change your mindset and have a yes mentality.
  • Troy ended up having a great conversation interviewing the Octomom and allowing her to talk more and treating her with equity and respect.
  • Qualifying people by how much money they have, yet they might be a great source of referrals.
  • If someone tells you not to do something, they probably don’t know what they are talking about.
  • Troy is known in the sports industry as the sales ticket guy.
  • Take an active investment in other people, but also take a chance on yourself.
  • Play the long game and really knock the cover off the ball. Plan for the long term.
  • Do the work in advance and build your contact over time. Don’t use other people as an excuse for not achieving.
  • How we are overly entertained. Put the time in your business, and it will yield out so much more.
  • The importance of the daily commitment to the process. It takes time to build relationships and work and work that system.
  • Thinking outside of the box and getting people to come to your events. Troy shares his red turf story where the turf could be seen from space.
  • You have to be able to tell a story, sell a narrative, and believe in yourself. Take risks and don’t be threatened by what you are doing.

Resources:

Feb 20, 2018

Shimon Lazarov the CEO of LiveCoach is here today to talk about you as a person. I focus on sales and spend a lot of time focused on the ins and outs of the sales process, but the person behind the sales matters too. Shimon is here to shed some light on coaching and the importance of having a coach.

Coaching can increase productivity, success, and life satisfaction. Ongoing coaching is usually more useful than a one-time coaching session. Finding and connecting with the right coach for you isn’t that easy. Shimon created LiveCoach to connect coaches and clients through an easy to use online platform.

Episode Highlights:

  • Business coaching versus life coaching. People work with coaches to accomplish something that they don’t know how to do or to be held accountable, so that they follow through or to aspire to new horizons.
  • People usually prefer a coach over a peer to help them be held accountable.
  • Some people only need specific help for one thing. Other people want accountability or they want their life to be better.
  • There is a link between something in life bothering people and their work success and productivity.
  • Personal and professional success are interrelated.
  • How coaches have neutral objectivity and your best interest in mind.
  • The more neutral a coach is the better and more effective that coach will be.
  • The LiveCoach platform can help you find a coach by describing your situation or you can be matched through their algorithms.
  • You can talk to several coaches for free to help find the best coach fit for you.
  • When you start talking to people, you will be surprised by the amount of insights that you will get.
  • Shimon suggests talking to as many coaches as you can.
  • Many coaches do a questionnaire or a review as prep work. Some part of the initial work will be reflection about what you want to achieve and gaining clarity.

Resources:

Feb 13, 2018

Carson V. Heady is an author and sales leader that I am really excited about talking to. He is in the trenches when it comes to sales. He is there digging in the dirt making sure that those sales are happening. I asked him to come on the show is because he is diving into an becoming an expert at social selling.

When it comes to prospecting, we are habit machines that block out times to do single tasks, and we get stuck when it comes to integrating all of the social tasks into our process. Carson is going to talk about best practices around integrating social into the sales process and specifically the prospecting side of things.

Episode Highlights:

  • How social selling is bubbling up as something that we should pay attention to.
  • Sales is still a relationship game, but social will enable us to build relationships and stay top of mind.
  • How platforms have caught on and integrated into people’s day.
  • These platform enable us to target specific areas and when people make changes.
  • We can keep at the pulse of what is going on.
  • It also enables to continue the post sales relationship.
  • Display etiquette and be succinct and state your desired value that you are bringing.
  • It comes down to adding value.
  • How social selling allows us to do a lot of experimentation.
  • These social tools can help us take the cold out of cold calling and introducing ourselves in a relatively passive way.
  • Consistently reaching out to 5 to 10 people a day and stacking it into your daily routine.
  • How it takes a long time to craft and cultivate social relationships, but the returns are unbelievable.
  • Gearing messages for your audience and understanding what is working and what is not.
  • The stuff that works can be transferred over to your email sequences.
  • Assimilate social selling into your evolving sales process.
  • Finding the right tools that will work specifically for you and using them to be more effective.
  • Begin with the end in mind. What your goal is? Social selling is a wonderful way to share and connect with people.

Resources:

Feb 6, 2018

The telephone is a vital instrument for us to use when having sales conversations. Telephone sales expert Art Sobczak is here today to share some of his amazing telephone sales knowledge. I consider Art Sobczak a mentor. I have been following him since 1985. He is the president of Business by Phone and the author of books like Smart Calling, Sell More in Less Time, and Telephone Tips that Sell. He is an expert in utilizing the phone for sales conversations.

Art shares how selling is the greatest profession in the world, and how he wakes up everyday knowing that there are people out there that he can serve in this profession. A lot has changed over the years, but people still buy from people, and aside from face-to-face, voice-to-voice is the best way to sell to those people. This is a great conversation, and Art shares tips and selling knowledge from his 35 years of selling experience.

Episode Highlights:

  • Art wakes up everyday knowing that there are people out there waiting to be served.
  • Making a difference through the greatest profession in the world which is sales.
  • How a lot has changed over the years, but people still buy from humans and the most effective way to sell is by speaking with people.
  • Other than face to face, the best way to sell is voice to voice.
  • How sales enablement tools can be distracting if not used correctly or effectively.
  • The importance of examining what your sales process looks like and who you are selling to.
  • How using the phone is a permission based tool that can cut through a lot of the clutter.
  • How fear of the phone stems from a lack of knowledge.
  • The importance of having relevant and targeted messaging.
  • Different calls require varying degrees of preparation and research.
  • The problems of disguising call avoidance as research.
  • When you get voicemail, your purpose is to leave a question in that person's mind.
  • The importance of call quality and investing in good equipment.   

Resources:

Jan 30, 2018

Henry Schuck is the Co-Founder and CEO of DiscoverOrg a platform for finding, connecting, and selling to more prospects using a accurate high-quality contact database. The company was founded in 2007, and Henry has led it through rapid growth going from the original three employees to over 500 today.

Henry is the list expert, so put your seatbelts on. We have a great conversation about lists. In this episode, he shares the story of how he and a friend founded DiscoverOrg and how they grew the company. They even had to refine their product to meet their own sales needs. Once they got the process down, their sales numbers went through the roof.

Episode Highlights:

  • DiscoverOrg is a sales intelligence tool that profiles who's who in about 175,000 corporations.
  • They use a mix of proprietary technology and a team of 300 human researchers.
  • Maintaining the data is one of the most difficult aspects.
  • It takes 70 hours to count to a million. They profile almost 3 million contacts across their database.
  • Henry has been in this space for more than half of his life. He began with a small intelligence company called iProfile.
  • Then he went to law school.
  • In 2007, Henry and a friend from iProfile started DiscoverOrg and grew it organically.
  • They were missing projections by 6 million dollars in 2010. They started thinking about how to plug that hole.
  • Working backwards to reach a goal. They found the resources they needed, but they needed to build the list datasets for themselves.
  • They realized they needed a team of English speaking humans to solve their information gap in their lists.
  • They would score fits on a scale of 1 through 5 using what they called fit rank. Then they would have the human team build out the lists of the companies that fit.
  • Knowing what companies and people to talk to and their contact information and what tools they use and then target the approach to them.
  • Once they got the processes into place to deliver high quality information, they blew their sales numbers out.
  • The biggest lever you have to pull is the data you feed your SDR team allowing them to focus on messaging and follow up.
  • You want your datatool to cleanse and maintain the numbers, emails, and contact info.
  • This is an investment that pays off through everything in your organization.
  • They looked at performance metrics to see how many calls needed to be made to hit sales numbers and then worked backwards to provide that amount of contacts.
  • If a company doesn’t respond, you still continue to call them. They are still in your market. Organization priorities are constantly changing.
  • List fatigue and a 30% attrition rate. Refreshing the lists is absolutely critical.

Resources:

Jan 23, 2018

Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.

Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance.

Episode Highlights:

  • Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling.
  • Digital is just using your online presence to establish and create a personal and professional presence.
  • It’s about discovering a platform to engage with your clients.
  • After engaging with clients, we need to connect with them to sell to them.
  • Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients.
  • It’s also a good idea to automate what you can.
  • The sales job is to prospect one-on-one. Marketing is one to many.
  • The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have.
  • The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet.
  • Asking for a 30 minute as opposed to a 15 minute appointment.
  • The sole purpose of identifying whether a prospect has a problem that you can solve.
  • Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.

Resources:

Jan 9, 2018

Account based marketing or ABM is an alternative to B2B. It’s a strategy where an individual account is treated as its own market of one. Brandon Redlinger manages growth at Engagio which provides software products for account based marketing and account based sales.

Brandon is going to share his experiences and strategies working in this funnel. I’m hoping that you will come away with some key takeaways and educational points that you can apply right away. Brandon also shares how account based everything may be more appropriate because bigger companies are now pushing account based success in all aspects of sales and marketing.

Episode Highlights:

  • The account based approach is strategic marketing that is personal and relevant coordinated between different functions.
  • It can be used in the top of the funnel to open doors or lower in the funnel for account expansion, upsells, and more.
  • This concept is similar to strategic selling targeted at a smaller set of accounts but at bigger deals.
  • Technology is enabling marketing to help sales open doors by using intelligence, predictive modeling, and engagement scoring.
  • Casting a wide net with marketing, inbound, content, demand generation, and ABM.
  • How account based marketing helps in all five levels of awareness.
  • Large companies have global accounts with many divisions. This is why working with relationships within the accounts is important.
  • How engagio allows tracking with a different customer touchpoints like SalesForce, Marketo, your CRM, or Google Apps.
  • The importance of retention and how many VCs are looking at these numbers over growth numbers.
  • How a lot of people will jump into ABM and get it wrong. How important it is to look at if it is right for you and fits within your business model.
  • The importance of not executing before you have a plan.
  • The co-founder of Engagio was actually the co-founder of Marketo, and he left because he feels that account based marketing is the future of B2B.

Resources:

Jan 2, 2018

Having issues with mindset and skill set can amplify issues that we may have at the top of the sales funnel. Will Barron the host of The Salesman Podcast is here today to talk about mindset. He has so many skills and there are so many topics that we can talk about, but I wanted to hone in on mindset because having the right mindset can amplify our sales success.

Will has interviewed so many people and has had so many conversations that he brings a wealth of knowledge to the show. The Salesman Podcast is the most downloaded award winning B2B sales show on iTunes. The reason Will started his podcast was because he was hitting his sales marks, but he wanted to go beyond that and smash it. Now he shares some of his deep dive sales knowledge with us here today.

Episode Highlights:

  • How Will has personally beat his chronic procrastination through habits.
  • His biggest sales mind hack was actually understanding why he wanted to work in sales in the first place.
  • He worked in sales because he wanted to save up cash to start a business.
  • Once he made this plan he worked harder, put his head down, and got things done.
  • Having an end goal can be an underrated sales tool.
  • How he started asking the questions of what he wanted to achieve through his sales work throughout his life and minimize regrets.
  • Projecting your future happiness and asking if what you are doing now will lead to your happiness.
  • Marginally acceptable goals, acceptable goals, and whoopie goals!
  • Focusing on blocking out time for productive single focused goals.
  • Will’s passion is getting people excited about science. His motivation for doing the sales podcast is leading to his goal of starting his new Excited About Science podcast.
  • He wants to break the mundaneness of life by giving people fun facts about science every morning.
  • Will shares his routine and how he timeblocks and protects himself from distractions. Then it is habit and process.
  • How getting a 25 minute pomodoro task done helps to build momentum.
  • It is easier to carry on with the work then to change the task.
  • Start in small blocks and work your way up. Start with 25 minutes and work up.
  • Being specific with our goals and making sure you physically have the time to fill in the slots or else you have to be more efficient.
  • Use trial and error to move your blocks around until you find the best nuggets of time to get stuff done.
  • It’s about highest impact and lowest effort.
  • Working the way your prospects work to have those conversations.

Resources:

Dec 26, 2017

The top of the funnel and improving, augmenting, and optimizing the ability to start conversations with whales on a consistent basis for higher revenue and a higher lifetime value is at the top of most listeners minds. Hardy Kalisher is the Executive Director of  Parallel Path out of Boulder, CO. He is here today to talk about more of the marketing side of things.

His focus is generating awareness and serving up those great opportunities for us. Parallel Path is a digital marketing agency, and Hardy shares his strategies for getting quality responses to bubble up to the top, so that we can get these potential clients into the pipeline and start those all important conversations.

Episode Highlights:

  • How sports create a certain amount of discipline and focus.
  • Getting too many minow leads that are muddying up the pipeline.
  • How digital marketing is best implemented on the outreach side of things.
  • How sales and marketing are both working towards the same goal of growth.
  • Foundationally building a data collection infrastructure for marketing to feed the funnel so that the sales team can engage.
  • Optimizing the marketing for a sales funnel that creates revenue.
  • Optimizing for campaigns that actually close deals.
  • Parallel Path has a proprietary solution structure that closes that loop.
  • Holding on to clients by making relationships last and closing the loop end-to-end and continuing to optimize.
  • Finding the lifetime value of customers.
  • Finding a cost per lead threshold that makes sense.
  • Creating solutions for sales and marketing people to work together to create the golden leads.
  • Having a checklist that leaves no stone unturned.
  • Working on process for efficiency and effectiveness even though each deployment will be custom.
  • From data collection to implementation in three weeks. Challenges are related to allocated sales and marketing resources.
  • The unlimited potential of the future state of digital and marketing.

Resources:

Dec 19, 2017

George Bronten the founder and CEO of Membrain is here today to talk about sales effectiveness and how to drive winning behaviors. Membrain is a sales effectiveness platform that helps complex B2B sales. There goals are to make it easy to execute your process, enable your team, coach effectively, and optimize your strategy.

George is a lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. Because of the Internet and global competition, George knew the sales process needed to evolve. It is his vision to increase sales effectiveness using modern SaaS technology.

Episode Highlights:

  • After failing to build a successful sales team. George realized that he had some wrong assumptions.
  • George started Membrain to create a way of working and selling that gives a strategy for sales people to use.
  • Everything needs to be centered around the buyer.
  • How can we differentiate when everything looks the same.
  • How we sell is going to be even more important in the future.
  • Having a buyer centered strategy that is centered around the buyer.
  • Making sure everyone has the skillset to execute things properly.
  • Then empowering everyone with the processes to be successful.
  • The huge importance of management and being a better coach.
  • Sales people having multiple roles and problems that arise around that.
  • Focus first by starting with the clients.
  • Reducing the number of mistakes made and having technical people and sales people onboard with new technology.
  • Getting the right people onboard in the right stage of the process. Systemizing this process.
  • The importance of milestones and points of interest in a checklist. Go down the checklist in relevance of the goal.
  • Autonomy and resistance to a checklist.
  • How the sales process is dynamic and needs to be flexible.
  • The process is living, lean, and constantly getting adjusted. The importance of analytics.
  • Start planning what area of the pipeline you can address in the first quarter.

Resources:

Dec 12, 2017

Jamie Crosbie is here today to talk about the top of the funnel. Jamie has experience all the way through the funnel and knows a lot about the pipeline. For the show, I asked her to focus on the top of the funnel, but if you like her processes and workflows by all means get in touch with her because she has a lot to share.

Jamie has over 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 13 years ago. ProActivate partners globally with forward thinking leaders of organizations to achieve their revenue goals. We provide the top-shelf sales talent you need to amplify your message, leverage your position, and expand your base. Our unique model is the next generation of sales talent acquisition. We qualify talent through an in-depth, precise methodology based on behavioral modeling, digging deep into both skill-set, mindset and simulation evaluations. This allows us to offer only the most qualified sales professionals for your continuing strong growth.

Jamie is a certified speaker in The High Performance Mindset ® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders. During these trainings she shares both the science and working tools that you can use immediately to enhance performance both for yourself and your team members. It's proven that human performance is limited not primarily by skills and knowledge, but by the nature of our thinking, our mental preparation for success and the environment within which we choose to operate.

Episode Highlights:

  • The passion behind ProActivate is to help organizations achieve revenue goals, increase productivity, and maximize talent and performance.
  • They help replace C players with A players and build talent to help organizations create a peak performance culture.
  • They mostly focus on the people piece, but skillset, mindset, and toolset enable people to be successful.
  • How mindset is a peak interest of students.
  • The importance of mindset for any industry. We have 60,000 thoughts everyday and 80% are negative. The impact on a sales person who deals with rejection is huge.
  • How engaging in higher level thinking enables us to perform at higher levels.
  • How habits are something that you do. Moving from discipline and sheer will to habits of work processes.
  • Hiring the best and upgrading the rest.
  • How the workshop has a step-by-step framework for developing mindset skills in a tangible way.
  • How rewarding it is to unleash someone’s mindset to the highest level.
  • For the next year, write down your goals and know your bigger why behind them.

Resources:

Dec 5, 2017

Process and metrics are so important, but there is a whole other side to selling. In this episode, I have a conversation with sales expert Mark SA Smith. We talk about selling professionally and being authentic. We talk about polishing the saw not only with systems and frameworks, but when it comes to the conversational side and speaking from the heart.

Mark shares stories of exceptional sales professionals. Ones who have skills like caring about their customers success, having foresight, choosing who you do business with, and being pragmatic. He talks about the importance of trust, and how the number one salesperson is usually the most trusted salesperson. We also talk about the importance of customer motivation and more.

Episode Highlights:

  • How life can be easier when you are in build mode because you have a path planned out.
  • Moving from knowing what’s next to being OK with uncertainty.
  • Having a growth mindset and progressing in a way that is comfortable for you.
  • How life is a series of challenges and triumphs.
  • How the person who signs the checks is the person who actually closes the sale.
  • Being a trusted partner as opposed to a sales person.
  • Creating customer success through foresight. Making a mutually profitable transaction.
  • Characteristics of a closer are caring about customer success, having foresight, picking your customers, and being pragmatic.
  • Working consistently instead of working hard.
  • The importance of trust and relationships with customers.
  • The product line is only 10% of the sales equation. Most sales people focus on the product. Focus on helping the customer relationship instead.
  • FAB charts or features and advantages. Attempting to map product to customer motivation. It should be mapping motivation to product.
  • Stop pitching and start asking questions and listening.
  • Offering permission to defer helps with building relationship.
  • Where the empathy comes into play and being open.

Resources:

Nov 14, 2017

If you are trying to figure out what to do next when it comes to starting new business and getting doors opened with high level decision makers. This show is for you. My guest today is Caryn Kopp of Kopp Consulting. Caryn’s business is all about  opening doors and meeting with the right decision makers. If you aren’t talking to the right person it is impossible to close the deal.

Caryn is also the author of Biz Dev Done Right which is all about uncovering and managing the blind spots in the sales process. When business development is done right there is no limit to what we can do. Caryn is the Chief Door Opener at Kopp consulting, and her service has helped thousands of business owners and salespeople secure meetings with the right people. Today, she shares expert insights into the sales and business development process.

Episode Highlights:

  • Her book is an Amazon bestseller and it helps uncover the blind spots that keep sellers from executing as they should.
  • It uncovers the strategies and methodology to get the sales success we all deserve.
  • It creates a predictable selling machine to get your foot in the door.
  • The different types of salespeople that are out there. Farmers who grow the business and hunters who find the business.
  • There are many different types of hunters. Closers and those who create new relationships. These are the openers who you want to hire to get business in the door.
  • Salespeople are often strong in closing or opening. Kopp Consulting only hires openers.
  • They offer outsourced openers with a proven process for creating sales messaging for high level prospects.
  • Sometimes salespeople can’t get the meetings because of lack of time.
  • Outsourcing to keep the top of the funnel full with new relationships.
  • Then the sales people only have to go to meetings and close the sale.
  • Getting the relationship open is a very different skill set.
  • Having a full top of the funnel is a very efficient process.
  • How when working with companies it is the bigger the better. They often work on the whale accounts.
  • The client sales cycle may have different lengths, but they all want to keep the top of the funnel full.
  • How they have short term and long term ongoing sales client relationships.
  • How the right messaging, prospect, and readiness opens the door. This process takes two weeks for Caryn’s team.
  • Two week onboarding at the top of the funnel. Launch with messaging and meetings. The handoff once they get the meeting includes remote access email through the client's company. The communication is seamless.
  • They send the invite, and the meeting notification, and then an appointment report with the entire background of the meeting and client needs.

Resources:

Nov 7, 2017

Whatever role you play in a sales position, there are a lot of moving parts and specific challenges involved with your unique role. Today, I talk to an account executive who has held many roles in the sales cycle and is passionate about making life for salespeople easier. We talk about his vast knowledge and lessons learned, along with how his company OppSource has developed a platform to make salespeople more productive.

Today’s guest is Andy Zehren. I met Andy by chance, but discovered that he had so much experience that he would be a perfect guest for the podcast.  Andy is an account executive for OppSource a platform that makes B2B sales prospecting and engagement easier. They help find and prioritize prospects and enable one sales rep to do the work of three with their automated touchplans.

Episode Highlights:

  • How Andy has held a lot of different roles in sales and he started as an SDR.
  • How each different role has had specific challenges.
  • Andy works with sales people at OppSource helping them with solutions to be more productive and make their lives better.
  • The importance of building relationships and challenges with automation.
  • Challenges of spending too much time and energy on a small amount of accounts.
  • Working smarter and hyper personalization. Average attempts at cold prospecting used to be four and now it is nine.
  • Saving time using a template, but making sure that the person you are reaching out to knows that you are a person reaching out to them.
  • The importance of having strong software that helps with followups.
  • Making sure that sells people moving is a seamless experience for the company and the prospect.
  • How OppSource simplifies the process of preparing for the sales workday using a smart technology solution.
  • The importance of finding the most productive call hours.
  • Having the ability to reach out to all of the decision makers and strategic selling.

Resources:

Sep 26, 2017

The current trend with sales teams is moving away from generic messages and the batch and blast approach. The method that everyone's talking about and trying to focus on now is personalization. Customized methods can be incredibly difficult for an SDR to create. My guest today is an expert at personalization for sales teams and we discuss challenges and solutions for crafting personalized emails for effective sales.

On today’s show, I am speaking with Kristina McMillan from TOPO a research and advisory firm that focuses exclusively on sales and marketing organizations. They have dedicated practices for sales, sales development, and marketing. The focus is on market research, executive advisory, and the study of high-growth organizations to understand the processes, levers, and best practices that contribute to high growth.

Episode Highlights:

  • Challenges with creating personalization at scale and having a repeatable structure that allow customization.
  • The four stage messaging framework research, crafting the message, 2-3 touches a week, and using technology to automate.
  • Knowing what to look for in the research stage.
  • The three steps to crafting a message: setup, engage, and offer.
  • The importance of understanding the role of the contact person.
  • The offer should draw the client into the conversation to learn how I can help them.
  • Using the touch patterns together with the framework. Sequencing and cadencing.
  • Touch at least two to three times a week. A frequency that builds familiarity.
  • Recognition and having a multifaceted profile for contacting a client.
  • The importance of telling stories or having cliffhangers and persuasive copywriting.
  • How people will respond when you offer something of value to them.
  • Maximizing your return on effort.

Resources:

Sep 12, 2017

There are a lot of definitions of sales enablement. What is it? How do we do it? Why does it matter? Having a process and mindset that extends across an entire organization can help enable salespeople to be successful. Still, it would help to have a clear plan and goal to get the most impact out of the enablement process.

Today, I have two guests Cory Bray and Hilmon Sorey.  Cory and Hilmon just happen to know a little bit about sales enablement. They are the authors of The Sales Enablement Playbook and they run ClozeLoop a sales enablement platform. They are based in San Francisco, and this is a fun and lively episode with two guests diving into the topic of sales enablement.

Episode Highlights:

  • Cory and Hilmon share their definition of sales enablement and focusing on the prospect.
  • How there isn’t a one thing silver bullet type solution to sales enablement.
  • Every department needs to contribute to sales enablement.
  • Having a mindset based on customer engagement where every team contributes.
  • Having the customer conversation at the center of the bullseye. Then as the concentric circles move out there are other team members contributing.
  • Understanding your messaging and how it relates to buyer personas.  
  • Pain points and features and how they relate to customer stories.
  • Issues with a disconnect between marketing and sales. Creating micro content for the salespeople.
  • The three types of sales conversations: lone wolf, scripting, or finding the sweet spot of the entire team's effort.
  • Creating a playbook that allows a natural feedback loop.
  • Knowledge management is about the conversations.

Resources:

Aug 22, 2017

When people in sales hear the word story, they think the focus is on marketing. What if I told you that there was a way for sales executives to use story to frame their sales conversations? Story can be used to explain what a company does, the value they deliver, and how they are different. Story can also be used to begin a conversation, continue a conversation, and feed that all important sales pipeline.

This week’s guest is Jim O’Gara the founder and CEO of Story Dimensions. Jim shares why he began his company. Along with how sales professionals can use story throughout their sales process, and how Story Dimensions can help automate, organize, and publicize the process. Story can be a valuable tool in the sales process, and Jim shows us easy ways to implement story into the process.  

Episode Highlights:

  • How Story Dimensions came into being and what they offer
  • Lack of relevant customer stories and insights in the buying process
  • Providing salespeople with a consistent stream of relevant stories
  • Tactics for using story in different phases of the buying journey
  • Connecting with buyers on a more human level
  • Compartmentalizing the most relevant part of content
  • Structuring content for salespeople to easily share
  • Tracking usage and capturing analytics for matching stories and personas
  • Account based selling and meeting with multiple stakeholders

Resources:

Aug 8, 2017

Starting a conversation is the first step in the sales process, and it is also a step that most salespeople would like to be more successful at. There are a lot of channels that can be used to start that all important first conversation, but today we are going to discuss an emerging channel that can generate curiosity and add that personal touch.

Today, I am speaking with Fernando Silva who is a solutions associate at Wistia which is really the same role as a sales development rep or SDR. Wistia is a professional video hosting platform that offers analytics along with video marketing tools. They also offer advanced marketing integrations for video that can help create the ultimate lead nurturing tool. I met Fernando at a conference, and I was intrigued with how he is using video to reach out and start conversations.

Episode Highlights:

  • How Marylou tripled her response rates with cold video
  • How Wistia targets large and small accounts but they focus on the SMB space
  • Fernando works more on the inbound model of contacts who go to the website
  • They use free accounts for signups, then they begin outreach with customers who fit their target personas
  • SDRs reaching out and introducing themselves with video
  • Researching the customer and their website and pointing out tips and suggestions in personalized video
  • There is a learning curve to making great video, but Fernando can make about 30 in a 2 hour period
  • Putting the word [video] in the subject line
  • Touchpoints and replies help nurture the conversation with more embedded video
  • The easiest way to get started is with the Soapbox Chrome extension

Resources:

Aug 1, 2017

Every business from solo entrepreneurs to small business owners and people working within larger businesses need systems to create consistency, make the work easier, and achieve better results. Today, I speak with Nancy Gaines the CEO and Founder of Gain Advantages on systems and the process of creating systems to free up time and money and create opportunities for businesses of all sizes to scale.

 

Nancy Gaines has been advising small businesses and Fortune 100 companies on how to increase revenues through proven systems for almost two decades. She is a best-selling author and international keynote speaker. Nancy has been named in the Top 100 Productivity Experts to follow on Twitter and has a global podcast downloaded in over 70 countries. Her main focus is creating business processes with actionable steps so her clients achieve more consistency, ease, and ultimate success.

 

Episode Highlights:

 

 

  • Nancy helps small business owners to scale
  • She creates systems and processes to avoid trading hours for dollars

 

  • Models for productivity that help us to scale
  • Five systems in every business
  • Following up with sales, marketing, operations, your team, and money
  • Starting with systemizing your biggest pain point
  • The 24 hours, 7 days and 30 day method for following up (24,7,30)
  • The cold contact email method using video
  • Following up with personalized cards and handwritten notes
  • Customizing the cadence of follow up for different customers
  • Chunking up tasks and doing similar tasks together
  • Having a single focus and single task for phone time
  • Working for 50 minutes and then taking a 10 minute break
  • Taking time to think and ask questions about your business
  • Delegating tasks that are below your pay rate

 

Resources:

 

Jul 25, 2017

Building, training, and growing a sales team can be expensive and time consuming. New businesses and especially growing businesses will need a team to move the sales and business process foreword and generate revenue to continue the growth. Our guest today is someone who has come up with a solution to the problem of creating and growing a sales team.  

Today, I speak with Stephen Hayes the founder of Inside Sales. Which is a group of on demand sales professionals that assist growing businesses with the sales process and with additional sales team help. This process is cost efficient with ready to go sales professionals that also bring tools, techniques, and technology that can be plugged into a growing business to accelerate the process.

Episode Highlights:

  • How companies were struggling with building an inside sales model
  • Stephen noticed the need and created the service solution for inside sales help
  • They will often augment an existing sales team and help them scale
  • They also help businesses that have no team or a sales bottleneck
  • Demand generation, lead generation and opportunity generation
  • With new companies they help build the entire go to market and playbook
  • Importance of having systems in place to measure if the strategy is working
  • They only work with products they like and believe in
  • How being in too much of a hurry causes false starts and loss of credibility
  • Having a full program up and running in 45 days is the timeline
  • Sales cycles and learning curves could extend the timeframe
  • It’s important to treat SDRs well and keep them motivated
  • Tools used are multi touch, multi channel including phone and email and social
  • They also have micro and macro events and direct mail
  • Customized landing pages and video and animation are also used
  • They also focus on great data sources that allow them to work at scale
  • Revisiting lost leads
  • Rewarding and empowering all representatives

Resources:

Jul 18, 2017

Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent.  

Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sales training and coaching platform that combines technology with people for optimum results. Patrick is leading and building the sales organization for this bootstrapped company. We talk about the idea of prospecting as a sales function and some of the challenges when expecting AEs to close and prospect.

Episode Highlights:

  • Challenges of scaling a bootstrapped company
  • Difficulty of finding AEs who would go through the entire sales cycle
  • Starting a 9 - 12 month sales training focused on prospecting
  • Learning the process from start to finish they became top producers
  • The program allowed growth acceleration and attracted talent
  • Getting a perspective from different sales representatives
  • Sales roles in the sales funnel process
  • Shadowing into different areas and hitting sales goals
  • Opening doors for the team and making it an easier path
  • Challenges getting AEs to value the meetings set up by SDRs
  • Having a blueprint for AEs so that SDRs and AEs work together
  • Moving from sheer will to habit when changing roles
  • Breaking down the training perspective into a career path

Resources:

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