Info

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.
RSS Feed Subscribe in Apple Podcasts
Predictable Prospecting's Podcast
2019
December
October
September
August
July
June
May
April
February
January


2018
December
November
October
September
August
July
June
May
April
March
February
January


2017
December
November
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August


All Episodes
Archives
Now displaying: Page 4
Jul 12, 2017

Sometimes old school sales people forget the importance of data. Nothing can help shape and guide the sales process better than having the right types of data. I have a wonderful guest today, who challenges the sales status quo and the ideas of what types of data are important and how to apply that data to the sales process. Then we dig even deeper into the data side of sales.

Jason Vargas works in the trenches as the Managing Director of Sales Development at Datanyze. If you aren’t familiar with Datanyze, you should check them out. Especially, if you are doing business development. They specialize in helping to find data for tracking, analytics, prospecting and more. Jason is on the rocketship of data analysis, and it shows as he shares new insights and more with us.

Episode Highlights:

  • Identifying the rights types of companies and accounts to target
  • Segmenting by other methods besides demographics
  • Leveraging technology data or technographics
  • Prioritizing segments by how sophisticated their sales methods are
  • Finely tuning who we want to go after and target
  • Maximizing everyone’s time by prequalifying accounts
  • Focusing on the pre sales conversation instead of finding prospects
  • Focus on the first meeting and taking that meeting to close
  • Offloading the data finding process including accurate phone numbers
  • Customization is important with large companies
  • Automation and sales templates can save time with small companies
  • Utilizing a database for mass personalization
  • Having reps record and transcribe a call to use for an email template
  • Hitting send and transforming a prospects day
  • Metrics for outbound 20 emails and 20 phone calls
  • Focusing on quality over volume
  • Patient and persistence persuasion
  • Outreach and finding out where people are on the ladder
  • Startups should not have sales territories, but account profiles
  • Looking outside the box and leveraging technology, process, and people

Resources:

Jul 4, 2017

The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities. 

Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales is available for pre-order and will be released in January of 2018. In our conversation, we attack the myths around prospecting and lead generation. Tony also shares some wonderful actionable tips that you can implement right away. 

Episode Highlights: 

  • Treating predictable prospecting as a process.
  • Separation of roles that actually work in large organizations.
  • How sellers need to generate their own pipeline.
  • Everyone in the organization needs to be prospecting and looking for referrals.
  • Getting to a point where the sales process is a habit.
  • After engaging with a client ask for a referral.
  • Lead with why the conversation should matter and add value.
  • Help, help, help and then ask.
  • Ask is this email helping a prospects challenge? If no, don’t send.
  • Speak to prospects at the level of a peer.
  • Combo sell with phone, email, social, etc. using the right narrative.
  • Buyers are interested in what is going on in their industry, provide value.
  • Try to reach a range of people within an organization with the right narrative.
  • More focus on customer experience and human engagement.
  • Embracing technology and the way you sell. Being politely persistent. 

Resources: 

Jun 27, 2017

As an Executive Coach and Consultant, Bryan Franklin has helped multiple businesses pass the one billion mark in revenue. His newest venture, OutboundWorks, is the marriage of the traditional SDR role and the future of sales -- Artificial Intelligence, or as Bryan calls it, Augmented Intelligence. In this episode we’re talking all about using automated tools in the sales process: How to implement them, how they’ll affect relationships with prospects, and what it means for the future of sales. 

Episode Highlights:

  • Bryan Franklin’s background and coaching track record
  • What is Outbound Works?
  • The future of selling: Augmented Intelligence and account-based selling
  • Automating good habits
  • Where does Bryan Franklin sit in the pipeline?
  • Bryan’s process for Implementing an automated tool
  • Will automation replace outsourcing?
  • The future of automation and the phone
  • Does automation mean the end of human relationships?
  • Working with marketing
  • Bryan’s ideal client profiles 

Resources:

Jun 20, 2017

As we march down the sales pipeline, the more information we have the easier it is to connect the dots in the sales process. Having more information and better data makes us more strategic, scalable, and consistent.

You are going to love today’s podcast because my guest is David Hoffeld, and he is all about the science of selling. He is the author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, and he is the CEO and Chief Sales Trainer of  the Hoffeld Group which offers science-backed sales training, coaching, and consulting. We are delighted to have him on our show today, because we love science, data, and research. 

Episode Highlights: 

  • David tried to translate years of research on behavioral science and data into his book
  • He became obsessed with science and the sales process and his numbers increased dramatically
  • Incremental commitments guide customers through the sales process
  • Architecting choices of buyers that will be made contextually
  • Heuristics or mental shortcuts our brains make when we make choices
  • Six commitments the brain makes for a sale to happen
  • Aligning how you sell with how the brain makes buying decisions
  • Higher perceived risk with one option as opposed to several options 

Resources: 

Jun 13, 2017

As much as every SDR loves using technology and programs to help them connect with prospects, no one likes to spend valuable time filling out endless online forms and getting crushed by an avalanche of pre-set tasks.

Our guest today is Matt Bertuzzi, VP of Sales and Marketing Operations at The Bridge Group and author of Lighting Sales Ops, a book about how to make SalesForce work for you. We’re talking all about the top issues SDRs and managers face when using CRMs like SalesForce, and how you can tweak small points of conflict in the pipeline to reduce friction and close deals. 

Episode Highlights:

  • What inspired Matt Bertuzzi to write Lightning Sales Ops
  • The issue every CRM faces
  • Encouraging leaders to lean into new tools and thought processes
  • Breaking down the concept of leads versus context and accounts
  • How to reduce the amount of effort and friction in the pipeline while maximizing impact
  • Eliminating “clicks” and letting the system do the work 

Resources:

Jun 6, 2017

How many times per day do you pick up your cellphone? We all do it -- mindlessly scrolling through our social media news feeds when we get a free minute, glancing over at every chime and vibration our phone makes throughout the day. While this behavior isn’t unusual, it’s definitely not beneficial. New research has shown that even these small interruptions are adding up to be huge distractions, sucking up tons of valuable time in the workday and leaving us feeling stressed and overwhelmed.

Today’s guest, Jill Konrath, is a recognized sales consultant and speaker whose new book, More Sales, Less Time is all about getting more done in the time that we already have!

Episode Highlights:

  • An overview of Jill Konrath’s past books
  • What can More Sales, Less Time teach us?
  • Fighting distraction: How you can get at least one hour of your day back
  • Escaping the email trap
  • Taking a break and getting more done
  • How to leverage trigger events 

Resources:

Books by Jill Konrath:

 

Visit Jill’s website for free ebooks and other resources

May 30, 2017

Our guest today is Alea Homison, Vice President of Sales Strategy at GLG Group. What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible.

Episode Highlights:

  • Alea Homison’s role and her unique process for training and new employees
  • GLG as a case-study for selling a service
  • Sales enablement and the SDR team
  • Alea’s 3 stage hiring process
  • Creating a positive team culture
  • Why daily role-playing with your team is the best thing you can do
  • Hyper-personalizing your messaging
  • Alea Homison’s top advice for SDR’s beginning to work with sales enablement

Resources:

Connect with Alea Homison on Linkedin or email her at ahomison@glgroup.com

May 23, 2017

Have you ever said “no” to a client and walked away from a deal? Maybe you knew that your services weren’t a good fit for their pain, or that they weren’t ready to hear the solutions you presented.

In this episode we’re joined by founder and host of SalesTuners, Jim Brown. As a sales coach who specializes in every stage of the sales pipeline, Jim is an expert in client relations. He’s here to discuss his unique method of using upfront contracts: beginning a relationship by telling the client that either party has the right to walk away from the conversation!

Episode Highlights:

  • The meaning behind the SalesTuner brand
  • Learning through failure
  • Qualification versus disqualification
  • Creating an “upfront contract” with your prospects
  • How to prepare for a team call
  • Getting a client to close: Jim’s number one question to ask a client
  • Self-diagnosing problem areas
  • Funnel math

Resources:

Want more from Jim Brown? Connect with him Linkedin, follow him on Twitter, and check out the SalesTuner podcast!

Download the SalesTuner workbook for free by visiting http://www.salestuners.com/roadmap

May 16, 2017

Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is!

Episode Highlights:

  • Introducing Tito Bohrt
  • Defining the POD and the round robin factory models
  • When to use each type of organization model
  • Client success stories
  • When is the best time to implement a new organizational structure?
  • Account based selling, prospects, and the POD and farming models
  • Being pleasantly persistent

Resources:

The tech stack Tito Bohrt uses when building early stage sales teams::

Why does he use these products?

  • Salesforce: Good to start with this from day 1. There's no better CRM, and switching CRMs later can be costly
  • Linkedin Sales Nav: The most up to date employees and titles to help you find Buyer Personas at your ICP
  • ZoomInfo: The best source for direct lines, lots of accurate emails as well.
  • Hunter.io: Good tech to help you guess emails if you don't find them on ZoomInfo
  • Outreach.io: Allows the tracking of all KPIs for SDRs and has the dialer integrated. This is a must have for SDR teams at every B2B company. Very superior to SalesLoft when it comes to analytics and customizations
  • Jabra Headset: Likely the best sound quality, but also pricey. If on a budget, any USB headset (even those for gaming) will be good enough.
  • GridBuddy: GridBuddy gives you an excel-like interface to make sales reps lives easier and allowing sales leaders to capture all the data they need for accurate forecasts and analyzing KPIs. This is another must have if you are a data-driven company (and you should be).
  • Rightsignature: All the e-sig capabilities you need for an affordable price.

Want more from Tito Bohrt? Connect with him on Linkedin or send him an email: tito@altisales.com

May 9, 2017

How many of us keep track of calls and personas using a process that feels way too complex and doesn’t deliver the desired results? Today we’re joined by Anthony Iannarino, international speaker, sales leader, and best-selling author. His new book, The Only Sales Guide You’ll Ever Need, is an absolute must-read for anyone who wants to sell more and sell better. In this episode we’re talking all about the dangers of automating your sales process, and the research and science that backs up Anthony’s methods for creating an effective and lucrative sales process.

Episode Highlights:

  • Understanding sales by using the OODA Loop
  • Why successful prospectors have the mindset of a competitor
  • When asking for a referral goes wrong: Why we can’t rely on technology to do our work for us
  • “Automation is marketing, not selling”: Why you can’t automate intimacy
  • Creating value for multiple personas
  • Getting into an efficient sales rhythm

Resources:

May 2, 2017

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people?

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult.

Episode Highlights:

  • Jeb Blount’s inspiration for writing Sales EQ
  • The fight or flight response in sales
  • How to control your own fear and anxiety while on the phone with a prospect
  • The Universal Law of Awareness in Sales
  • Identifying the different types of intelligence and making them work for you
  • Doing qualification the right way
  • Walking away from a prospect that doesn’t value your time
  • The differences between having discipline and having habits
  • Jeb’s steps for continuing your education

Resources:

Books Mentioned:

 

 

 

Jeb Blount: 

 

 

 

Apr 25, 2017

As sales professionals we’re often told to smile before speaking to a client so they can hear the friendliness in our voice, but how often are we trained on listening to the body language clues coming from the other side of the phone?

In this episode we’re joined by Nigel Green of Evergreen Consulting, a lifelong student of sales and the psychology of buying and selling. Nigel is an expert when it comes to understanding the power of listening in sales, specifically on the types of language we use while listening and communicating with a prospect.

Episode Highlights:

  • Knowing when it’s time to “get serious”: How Nigel Green decided to focus on top of funnel
  • Creating a framework for language listening
  • Is it possible to read body language over the phone?
  • Red Flags: 8 signs that you’re not listening to the prospect correctly
  • Nigel’s top three techniques for connecting better with a customer
  • Implementing a training and roleplaying schedule for your sales team
  • More from Nigel Green

Resources:

Apr 18, 2017

Have you ever taken a personality test to find out more about your strengths and weaknesses? Personality tests like the Myers-Briggs are great for revealing more about our inner selves, but they can also be useful when it comes to connecting with your prospects.

Our guest today is Dr. Diane Hamilton, author, speaker, and Emotional Intelligence expert. We’re talking all about the human side of sales how to connect with a prospect based on their personality type, doing research before the first conversation, and building up relationships over time.

Episode Highlights:

  • How can studying emotional intelligence and the psychology behind communications help us with sales?
  • Diane’s method for identifying the personality type of a prospect within seconds
  • Using social media research to create a personality profile
  • Developing a relationship with a long-term prospect based on common interests
  • Preparing for the first call
  • Techniques for improving your confidence and tone in conversation
  • Diane Hamilton’s radio show

Resources:

Apr 11, 2017

We hear it over and over -- consumers today are being bombarded with messaging and content from all sides. It’s an information overload, and many businesses are struggling to cut through the clutter and target prospects in a loud and clear way.

Today’s guest is an expert and consultant that helps companies do just that. Jessica Mehring is the CEO of Horizon Peak Consulting and the creator of a unique service called the Content Lab, which trains marketers and content creators on how to craft the perfect messaging. How does she do it? Jessica’s method dives deep into the internal pain of the prospect, and her research-based content strategy strives to display the personality of your business.

Episode Highlights:

  • The inspiration behind creating The Content Lab
  • Why results are part of Content Lab’s mantra
  • Fighting the content fatigue with targeted messaging
  • What’s driving good content?
  • Jessica’s pre-planning process for content strategy & utilizing the virtual focus group
  • Client stories and experiences
  • More than what’s on the surface: Digger deeper into prospect pain
  • Identifying the important of open and click-through rates
  • Following the customer’s emotional journey
  • What’s next for Jessica Mehring

Resources:

Apr 6, 2017

Prezi is the revolutionary new presentation software that’ll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, we discuss the how and why behind visual thinking, using Prezi to track consumer engagement, and how to begin using Prezi in your workplace.

Episode Highlights:

  • Tracking engagement
  • How a tool like Prezi can shorten the sales cycle: Conversational Presenting
  • Identifying how people think
  • Retraining your brain to see the Prezi roadmap
  • Customer examples
  • Getting started with Prezi

Resources:

Apr 4, 2017

As technology becomes a bigger and more necessary tool for doing business, Sales Development Reps who are still in the beginning stages of their career can find it difficult to truly connect with a prospect when using any form of communication other than email. The “human touch” component of sales is absolutely crucial to closing the deal with a client, but can it be taught to a new generation of SDRs?

Our guest today is Andy Paul, Founder of Zero Time Selling and host of the sales strategy podcast Accelerate!. We discuss how buyers form perceptions of SDRs, the importance of first impressions, and Andy’s process for engaging clients and connecting on a more human level.

Episode Highlights:

  • Blending sales technology with a human touch
  • When does a prospect first form an opinion about you?
  • Creating a good first impression even with non-verbal communications
  • Lock your cell phone in your desk drawer: Why multi-tasking won’t help you get more done
  • Doing prep work for your first verbal conversation with a prospect
  • Asking the right questions
  • Making yourself different from the competition
  • Breaking away from talking about the pain points of the client
  • Speaking to the CEO like he’s your peer
  • More from Andy Paul

Resources:

 

 

Mar 28, 2017

In today’s episode we’re chatting with Mark Galloway of Oppsource, a unique sales development software that organizes your sales day, keeps track of your prospects, and outlines a campaign for engaging your top clients in deal-closing conversations. We discuss the inspiration behind Oppsource and how it can help you meaningfully connect with prospects in an increasingly digital world.

Episode Highlights:

  • Why sales companies need to put money into mentoring, educating, and supporting their sales reps
  • Understanding and implementing discrete account intelligence
  • Mark Galloway’s background and Oppsource
  • How Oppsource can quadruple your communication with prospects
  • SDR touch sequences
  • The ideal client
  • Personalization versus automating contact with prospects

Resources:

 

Mar 21, 2017

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen!

Episode Highlights:

  • Pat Helmer’s biggest qualifying pet peeve
  • The SORT questions and the DUM questions: A framework for qualifying
  • Why startup companies have a difficult time pitching their product
  • How to begin the SORT and DUM process
  • Closing the sale
  • Letting go of the fear of silence

Resources:

Mar 16, 2017

In this episode we’re chatting with William Wickey, an expert in media and content strategy at LeadGenius. LeadGenius recently teamed up with Prezi and Ambition to release their 2017 Trends and Tech Guide for B2B sales and marketing professionals.

William is here to share insider tips and tricks for getting the most out of the information presented in the guide, who it can help, and how to implement these resources throughout your entire organization!

Episode Highlights:

  • Introducing William Wickey
  • The inspiration behind the ebook and who it can help the most
  • How to best use the guide to impact your company positively
  • Decoding account-based marketing: More than just a buzzword
  • Using the guide to bring every division of an organization together

Resources:

Mar 14, 2017

How many of us actually meet with clients and prospects face-to-face to pitch our products and ideas? In the USA it’s almost unheard of to show up at your client’s door wanting to talk business in person. In Brazil, “neighboorhood selling”, or building relationships with prospects and your network by making in-person connections, is the standard way to do business. In this episode we’re chatting with Victor Bruno, a Brazil-based sales professional and teacher, for a discussion on how to harness the power of social tools and the importance of connecting with your network.

Episode Highlights:Introducing Vitor Bruno

  • Using social tools to generate new business
  • Selling with pleasure instead of pain
  • Adding value and getting referrals
  • Why Brazilians prefer face-to-face contact over phone selling
  • Victor’s method for mastering social selling
  • Advice for sales rookies

Resources:

Mar 7, 2017

Curiosity might have killed the cat, but it can save the sales rep! In this episode we’re joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn’t be afraid of negative feedback, and how to build trust and rapport over email communication.

 

Episode Highlights:

  • How Deb Calvert began a career of questioning
  • The D.I.S.C.O.V.E.R model of asking questions
  • Asking questions that create value
  • Scripts to follow
  • Breaking down the acronym
  • Leveraging questions with non-voice communications
  • The data behind the movement
  • Stop selling and start leading


Resources:

 

Want to chat with Deb? Email her at: deb.calvert@peoplefirstps.com


Quotes/Tweets:

“Questions are one of the fastest ways to build bonds and create trust and rapport with people” - Deb

“You have to try some things and not be afraid that questions will get negative reactions. They really don’t, not nearly as often as we think they will” - Deb

Feb 28, 2017

Did you know that as much as 95% of our decisions are made by the unconscious mind? For a sales professional, this means that nearly all of your selling power needs to be focused on connecting with a prospect on a deeper level than automated emails and trade show booths can provide.

In this episode we’re joined by the “Bruce Lee of Revenue Generation” himself, Erik Luhrs. As an author of the bestselling book Be Do Sale, creator of the GURUS Selling System, and a sought-after speaker and consultant, Erik is an established expert at using Neuro-Linguistic Programming to target the unconscious mind of prospects and create messaging that sets one business apart from the pack. Erik explains the philosophy behind NLP and why it works, his process to becoming the Bruce Lee of the business world, and how anyone can begin using his methodology to boost sales!

Episode Highlights:

  • The Bruce Lee of Revenue Generation
  • Tweaking Neuro-Linguistic Programming for sales and business: Neuro-Revenue
  • Creating behavioral change in a buyer
  • Selling to the conscious mind versus the unconscious mind
  • How to start using Erik’s method in your business, no matter what your job title is
  • Erik Luhrs’ ideal customer
  • Stories from the field
  • Selling to the “looky loos”

Resources:


Quotes/Tweets:

“Sending a buyer 20 automated emails is kind of like trying to beat the person into submission to say ‘Yes’.  Even if the person buys, they’re not buying happy. They just succumbed to the pressure” - Erik

“Humans function 99% subconsciously. When you’re trying to talk conscious and logic to people, the subconscious just shoots that stuff right down.” - Erik

“Either you take the path of most resistance, which is how everybody does it, or you take the path of least resistance, you get to the same outcome but one gets you there faster with a lot less expenses because you don’t have to keep posting, paying and praying, and it makes you a lot happier.” - Erik

“Do you truly love what you sell? Do you think it’s really valuable? If you don’t, then get to square one which is find a job selling something you do really believe in.” - Erik

Feb 21, 2017

Today’s guest is Patty Laushman, founder of  Revenue Catapult and an expert at helping B2B companies create a sales process that puts their products in front of the prospects who need it the most. She’s here today to dispel the myth that salespeople can’t write good messaging, explain how a successful email marketing campaign will have your prospect excited to continue the conversation over the phone, and how she got started in the B2B market. This episode is a must-listen for any sales professional who wants to streamline their email engine and find a process that works!

Episode Highlights:

  • Patti’s introduction to working with the top of the sales funnel
  • Why salespeople shouldn’t back down from the challenge of writing compelling messages
  • Benefits versus features in sales messaging
  • “Warming up the chill” using email marketing

Resources:

Quotes/Tweets:

“If you are focused on a niche you can craft a compelling message there. As long as the market actually wants to solve that problem.” - Patti
“I can’t write you a compelling story if you don’t have a compelling story” - Patti

“The email engine is a fabulous engine but if you put crap in it, you’re going to get crapped out of it.” - Marylou

Feb 14, 2017

There are plenty of different resources available for sales management and sales performance, but few that offer transparency, accountability, recognition for meeting goals, motivation for your team, and development opportunities quite like Ambition. Today we’re joined by Jeremy Boudinet, the Director of Marketing at Ambition and a key player in the AAISP. Jeremy describes how Ambition can be used by your sales team at every point in the pipeline, from connecting with prospect all the way to closing the sale. Sales Managers take note, this is one episode you won’t want to miss!

 

Episode Highlights:

  • Introducing Jeremy Boudient and Ambition
  • Using Ambition: Marketing and Inbound Development Reps
  • Ambition and Account Executives
  • Sales management tools and working with the client
  • The long-lasting positive results from using Ambition

 

Resources:

 

Quotes/Tweets:

“Benchmarks keep you from being in the eleventh hour, 59th minute, questioning ‘Where am I relative to where I should be?’’ - Mary Lou Tyler

“You want your account managers calling your clients and not emailing them” - Jeremy

Feb 7, 2017

We’ve all been there -- you finally get your prospect on the phone, ready to have that conversation you’ve been chasing, and you just can’t manage to get the right message across. Or you’re trying to follow up with a promising lead, but the marketing content on your website just isn’t enough. How do you bridge the gap between sales and marketing? On today’s episode we’re joined by Matt Heinz, president of Heinz Marketing Inc, an expert at using conversation to reduce lag in the pipeline. He’s here to share his philosophy on creating a stronger content strategy and why sales and marketing departments have to redefine their working relationship.

Episode Highlights:

  • Introducing Matt Heinz
  • Why are we failing at creating content?
  • Building a relationship with prospects
  • How to create a better, more effective content strategy and sales process
  • Who's responsible for content? Marketing or sales?
  • Redefining the goals and responsibilities of marketing
  • Identifying the growth
  • Process Center marketing
  • Putting your sales ego aside

Resources:

Quotes/Tweets:

“There are an awful lot of marketers and salespeople who have great things to say and simply can’t get them across” - Matt

“Good sales is not just about nailing that call and nailing that conversation, it’s about doing that over and over and over again” - Matt

« Previous 1 2 3 4 5 6 Next »