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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 6
Nov 22, 2016

Our guest today is Keenan, who is a sales expert, speaker, and owner of A Sales Guy, a leading sales management consulting company. We discuss his unique process for identifying the problems your business solves, the personal buying motivations of your prospects, and the key exercises and role play scenarios for connecting with your clients.

Episode Highlights:

  • How to get your prospects to want to talk to you
  • Selling to the current state, the gap, and the future state
  • What critical problems does your business solve? Dissecting the product
  • The buyer persona versus the personal buying motivation
  • What should your first conversation with the buyer be about?
  • Keenan’s epiphany moment
  • The “wake up the chill” campaign
  • Filling up your table
  • The mobile dry cleaner: a practical example of Keenan’s philosophy

Resources:

Quotes:

“If you want to get someone to pay attention to you, you have to know something they don’t know. You have to be the expert” - keenan

“The greater the gap, the more value there is to what you’re selling”- Keenan

Nov 15, 2016

In this episode of Predictable Prospecting, I’m interviewed by TinderBox on my predictions for the future of the world of sales and sales technology. We also discuss training sales teams to have meaningful conversations with prospects while using sales acceleration technology and the rise of social selling.

Episode Highlights:
  • What’s going to change in the world of sales in 2017?
  • Using technology to create meaningful conversation
  • Client tiers and personalizations
  • How do you train a sales team to connect with prospects?
  • Sales and the call center mindset
  • Social selling
  • Predictions for the fourth medium of selling
Resources:

SalesLoft

Outreach

Inside Sales

Nov 8, 2016

Are you running a “one-man show”, where you do absolutely everything yourself – from building the pipeline to closing the sale? How effective is your current system?

On this episode we’re joined by Pleasant Rich, the Director of Enterprise Sales at Outreach, a team-based sales communication platform. We discuss the benefits and challenges of separating roles on the sales team, why you shouldn’t try to fill every role yourself, and how to make the transition between roles as seamless as possible.

Episode Highlights:

  • Challenges with having more aware buyers
  • Passing the baton from top of funnel, to sales, to close
  • Working through the four categories of authority
  • SDRs and BDRs
  • The evolution of the 15 minute call
  • How many opportunities can you really generate?
  • Planning, testing, and executing
  • Doing every role versus following a separation model: Pleasant’s experience
  • Training and roleplaying
  • Challenges, tips, and tricks to separating roles

Resources:

Outreach.io

Connect with Pleasant on Linkedin

Quotes/Tweets:

Salespeople love to close and we love to put out fires and we love to hop on the things that are in front of us”- Pleasant

“Multitasking is common place in every company but it’s never the most effective thing to do.”- Pleasant

“The first opportunity you have to separate sales roles is when you should do it”- Marylou

Nov 1, 2016

Plenty of companies struggle with crafting the perfect cold email. It’s either too long, too short, too impersonal, or it just doesn’t connect with your buyer. Identifying what’s missing and how to fix it can seem impossible, but our guest today has the process down to a science.

We’re joined by Bob Kelly, my partner at Strategic Pipeline and contributor to my new book Predictable Prospecting. Bob is a leading chief strategist and sales expert, and an absolute genius at helping clients achieve maximum growth by writing the right messages to the right buyers. We discuss our work with Strategic Pipeline, current trends in account-based selling, and Bob’s best tips for crafting cold emails that engage your buyer.
 

Episode Highlights:

  • Introducing Bob Kelly
  • Common marketplace trends: Products and ideal customers
  • Sales conversations and buyer personas
  • How to make the most of the current trends in account-based selling
  • Engaging with the ideal contacts in a company: hyper-personalized selling
  • Selling to multiple tiered accounts v.s. Selling to core accounts
  • Strategic pipeline method
  • The major faults of the CRM tool
  • Bob Kelly’s top content generation techniques
  • Upcoming challenges and predictions for the future
 

Resources:

Predictable Prospecting: How To Radically Increase Your B2B Sales Pipeline by Marylou Tyler
 

Contact Bob Kelly by emailing him direct: bob.kelly@strategicpipeline.com or by visiting the Strategic Pipeline website

Oct 25, 2016

Recent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects?

Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to target the prospects who matter the most.

 

Episode Highlights:

  • Introducing Max Traylor
  • What are the biggest obstacles for sales professionals to overcome?
  • The gap between marketing and sales
  • Why millennials prefer speaking to sales reps over researching on the Internet
  • The technology gap in sales
  • Knowledge is power: Learning to close the gaps
  • Defining and tweaking the buyer persona
  • Personalizing sales content on a small and large scale
  • Targeting at the top of the pipeline
  • What’s next for Max Traylor?
  • Working on three tiers of accounts

 

Resources:

CSO Insights’ 2015 Sales Management Optimization Study

Visit Max Traylor’s website for blog posts, coaching and advising information, and video content

Email him at max@maxtraylor.com, connect with him on LinkedIn, or follow him on Twitter

 

Quotes/Tweets:

“Marketing’s number one consumer of their content is the buyer. But in fact there are two important audiences for the content: the buyer and the sales team”- Max

“Millennials don’t trust the Internet. We’re the first generation who grew up with it, and we don’t trust it”- Max

“Conversation is king”- Marylou

“We have a choice of who we sell to. We should put the work in to find out who’s going to be the most profitable and who aligns with our solution” -Max

“Stop going after the minnows. Go after the whales!”- Marylou

Oct 18, 2016

On this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark’s opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it’s easy to see why Mark Hunter is one of the most sought after sales consultants working today.

 

Episode Highlights:

  • Mark’s motivation behind writing High-Profit Prospecting
  • Different prospecting processes for different personas
  • Chasing an outcome
  • The worst strategy for prospecting
  • Top three strategies from High- Profit Prospecting
  • Cycling your sales calls

 

Resources:

 

Tweets/Quotes:

“If you don’t prospect right, you can’t close right”- Mark

“Prospecting is absolutely the most fun part of the selling process for one very simple reason. If you believe that you can help people achieve a level of outcome that they didn’t think was possible, how can you not get excited about that?”- Mark

“The underlying solution for success in prospecting comes down to discipline and focus. If you’re disciplined and you have focus, it’s amazing how successful you’ll be”- Mark
“Bad sales people have skinny kids”- Mark

Oct 11, 2016

On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices.

 

Episode Highlights:

  • What’s new in Predictable Prospecting?
  • Creating meaningful conversations: Email and voicemail
  • Assembling buckets and creating a value grid
  • Top account-based marketing initiatives
  • Defining the funnel and key metrics
  • Fit sequence and nurture sequence
  • The Five-Step System
  • CRM recommendations
  • Top coaching tips
  • Book recommendations
  • Sales enablement
  • Favorite forms of social proof

 

Resources:

Oct 4, 2016

Our world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups break into foreign markets. We discuss the intense planning and logistics behind expanding a business, how culture impacts sales, and Hans Peter Bech’s suggestions for anyone considering making the jump into a foreign market.

Episode Highlights:

  • Who is Hans Peter Bech?
  • Why you should take your company global
  • Partner channels and foreign markets
  • Challenges to expansion for IT companies
  • How doing business differs from country to country
  • Why planning is essential to expanding your business
  • Hans Peter Bech’s top tips for going global

Resources:

Tweets/Quotes:

“The value of an information technology company that can prove global potential and traction is dramatically higher than an IT company that only operates in a single country” - Hans Peter Bech

“Preparing a business plan is much faster and far less expensive than executing the plan”- HPB

“Understanding local culture is fundamental for designing effective business processes”- Hans Peter Bech

Sep 29, 2016

My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology.

Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn’t at his day job, you can find Jeremey serving as an adjunct professor at the NYU School of Professional Studies or writing and speaking about Public Speaking - his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally.


Episode Highlights:

  • Background : The “Why” behind Predictable Prospecting
  • The effect of automation on sales
  • Roleplay as a training tool
  • Timeblocking in the workday
  • The “Keep or Kill” technique


Resources:

Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

Check out Spin Selling by Neil Rackham, the book Marylou and Jeremey agree was fundamental to beginning their sales careers!

Connect with Jeremey Donovan on LinkedIn or through his website, Speaking Sherpa.

 

Quotes/Tweets:

“Roleplay every day”- Marylou

“If I had to point to a single factor as the key make or break in success - it’s timeblocking”- Jeremey Donovan

“There is no perfect subject line, there is no perfect email…. The thing that matters the most is personalization” - Jeremey Donovan

“Send quality down the pipeline so that the clients that you close bring in the highest revenue potential” - Marylou

Sep 27, 2016

Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions.

Episode Highlights:

  • Uncovering personality and pain points of ideal clients
  • How to learn from a “no”
  • The importance of a call to action
  • How to use immediate feedback
  • Identifying where a prospect is on the spectrum of awareness
  • Using thought stages

 

 Quotes/Tweets:

"You owe it to the right markets to really reach and serve them." - Jay

“Ask meaningful questions, not vanity questions.” - Marylou

"All categories of buyers, all stages of buyers, they're not all worth the same." - Jay

Sep 20, 2016

On this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate.  

If you’ve ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou’s thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don’t want to miss!

Episode Highlights:

  • Introducing MaryLou Tyler
  • Writing Predictable Revenue with Aaron Ross
  • Is Predictable Revenue still relevant?
  • Intraday calling and fearing the phone
  • The inspiration behind Predictable Prospecting
  • Sales Development Reps: usage, burnout, and hand-off points
  • Targeting companies with the fastest velocity and highest lifetime value
  • Ideal prospect personas within the pipeline
  • The five levels of awareness
  • Varying methods of outreach
  • How Marylou would fix stalled sales fast
  • Marylou Tyler’s top attributes
  • Must-read books and favorite music

Resources:

Sep 9, 2016

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.

 

Episode Highlights:

  • Introducing Jeb Blount
  • Why balanced prospecting is the best technique
  • Targeting direct and indirect influencers
  • Voicemail as a marketing tool
  • Jeb Blount’s method for improving sales
  • How sales has changed over time
  • Using empathy
  • Why smart companies constantly train their employees

 

Resources:

 

Sep 6, 2016

So you’ve read the books and you’ve taken the classes, but something about predictable revenue and prospecting isn’t working for you the way you’d like it to. Maybe you’ve seen some success but it hasn’t been quick enough or at the level you want. Maybe you’re a startup struggling to get the system in motion. Today’s guest has the perfect solution for you! Alicia Anderson provides the key to the process as a prospecting outsourcer. Not to be confused with a lead generation service, Predictable Revenue outsourcing builds custom client target lists, develops the conversation, finds the ideal clients, and is with you every step of the way when building your ideal pipeline.  

Alicia Anderson began her career as a fashion merchandiser. After reading Predictable Revenue and training with Aaron and I, Alicia entered the sales world as a B2B sales coach and strategist. As part of her role with Predictable Revenue, Alicia specializes in creating engaging content that encourages the customer to lean into the product.

Episode Highlights:

  • Introducing Alicia Anderson: from fashion to prospecting
  • Fast-tracking prospecting
  • Handoffs and 3-15 process
  • Building a sales stack from an outsourcing perspective
  • Coaching
  • Levels of email personalization
  • The future of Predictable Revenue

Resources:

Predictable Revenue
Connect with Alicia Anderson on LinkedIn or send her an email directly -  alicia@carb.io

Aug 30, 2016

Many of today’s startups have either time or money, rarely both. That leaves the minimal staff to handle important tasks that are usually completed by a dedicated (educated) team. How does the CEO of a lean startup write compelling sales copy on his own? Joanna Wiebe created Copyhackers to ensure that startups have a place to learn how to communicate with their audience.

Joanna Wiebe is the founder of Copy Hackers; an online resource dedicated to teaching startups how to write compelling web copy. Joanna left a position as a corporate copywriter to pursue her love of helping startups. In addition to informational products for startups the site offers certification courses for copywriters. Joanna loves the hunger of startups and is committed to growing her resource into a multi-million dollar business.

 

Episode Highlights:

  • What were Joanna’s first thoughts about the title of “copywriter”?
  • How did Joanna’s education in Humanities influence her teaching?
  • When should a startup begin considering copy?
  • The emotional “journey” of a/b testing
  • How does Joanna keep her skills sharp?
  • What does Copyhackers future look like?

 

Resources:

CopyHackers

CopyHackers for Hire

Airstory

Contact Joanna with questions and feedback at: joanna@copyhackers.com.

Follow Joanna on Twitter

Thanks for listening!  (**include Marylou’s contact info, iTunes review link, website, etc.)

 

Aug 29, 2016

For the 21st century professional, an insatiable desire to learn is crucial for staying afloat in an ever-changing market. The face of sales and marketing has seen big changes due to technology, but the constant introduction of new apps and tools can make some sales teams feel overwhelmed by the sheer mass of new information. So how do you build your skillset and education without getting lost? Companies like Sales Hacker Inc. make it easy for sales reps and developers to learn about and take advantage of these tools and techniques by hosting conferences, facilitating workshops, and compiling information for companies big and small.

Jake Spear is a leading sales executive with Sales Hacker Inc. After beginning his career as a management trainee for a semi-trailer leasing company, Jake Spear used his skills in cold calling and prospecting to move into tech sales and bring his experiences to Sales Hacker’s conferences and consulting.


Episode Highlights:

 

  • Jake Spear’s sales journey
  • Importance of continuing your education
  • Putting the right person in the right sales role
  • Know your audience: non-tech vs tech sales
  • Sales Hacker June 2016 and November 2016 conferences

 


Resources:

Sales Hacker

Read Sales Hacker Blog Posts & Educational Resources

Request to join the Sales Hacker Linkedin Group

Contact Jake Spear: jake@saleshacker.com

Podcast Listener Discount Code

Aug 26, 2016

Advancing the sales process from lead generation until the deal is closed is full of potential hiccups and nuances that many reps struggle to master. Our guest today has over thirty years of experience with qualifying and moving prospects all the way down the pipeline.

Brad Williams is the President of Doextra CRM Solutions, a partner company to Sales Force, that helps businesses implement software and technology to improve the sales cycle. Join us as we discuss the book that influenced both our careers,why CRM won’t help you without a sales system in place, and tips for re-organizing and recognizing dead opportunities in your pipeline.

 

Episode Highlights:

  • Introducing Brad Williams
  • Why we love the Getting to Closed process
  • How Doextra uses Getting to Closed to solve dysfunction in sales
  • The most common mistake businesses make
  • Technology and the “parked” prospect
  • Red flag sales skills
  • Why active listening and role playing are still the perfect training tools

 

 

 

Resources:

Any questions for today’s guest? Contact Brad Williams by emailing him at bwilliams@doextra.com or by visiting the Doextra website.

Getting to Closed by Stephan Schiffman

Lightning Experience by Salesforce

Kanban Board overview

Aug 25, 2016

Keeping the data in your pipeline fresh is crucial for running a productive system, but too many of us allow our data to get old and obsolete, clogging up the pipeline and hurting sales. Technology can help keep your contacts updated, but it’s far from a perfect solution.

My guest today is Donato Diorio,the Co-founder and General Manager of Data Services at RingLead, a company that offers the tools you need for your company’s contacts. We discuss the problem with thinking cold calling or cold emailing is dead, tips for tracking your numbers and pacing your interactions with leads, contacting multiple influencers to move prospects through the cycle, and the culprits that are keeping good sales processes down.

 Episode Highlights:

  • Introducing Donato Diorio
  • Why email and phone conversations aren’t dead yet
  • How a 3x3 approach can boost your outreach
  • Data, technology, and outreach
  • Bridging the gap between sales and marketing
  • Lead generation and data for start-up companies
  • Challenges with building buyer personas
  • Voicemails

 Resources:

Donato Diorio’s Voicemail Webinar

Donato’s blog

Connect with Donato on Linkedin or by emailing him at dd@ringlead.com

The Innovator’s Dilemma by Clayton M. Christensen

 

Aug 24, 2016

It’s easy to send a form email to a new prospect, but the key to building a pipeline is to connect with your prospects by having real conversations over the phone. Genuine moments of connection happen when a consultant truly knows and understands the pain points and persona of the buyer, but this process is much easier said than done.  

My guest today is Evan Jones, Head of Business Development at VoxGen. As an expert in lead generation, marketing, and managing accounts, Evan discusses his methods for communicating with prospects, and shares his best advice for generating the leads that matter.

 

Episode Highlights:

  • Introducing Evan Jones
  • Emails, phone calls, and texting - communicating with the prospect
  • How to be a consultant with a purpose
  • United States versus European prospects
  • Owning the buyer persona
  • Creating the perfect wrap-up note
  • Evan’s top advice for lead generation representatives

 

Resources:

Connect with Evan on Linkedin, by emailing him at ejones@voxgen.com, or by calling/texting him direct: (813) 453- 7479

The new book from Marylou Tyler, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, is available now!

Aug 23, 2016

Today’s guest is Steven Wagner, founder and CEO of Sales Ignition, a company that helps sales teams start conversations with their ideal customers for consistent growth. Sales techniques of the past are giving way to new, more efficient predictable prospecting methods. Join us as we discuss Steven’s tips for finding your perfect prospect list, why focusing on the tools in your sales stack is hurting your business, and how to tailor your message to reach the customers you want.

 

Episode Highlights:

  • Steven’s background in software, sales, and outreach
  • The death of the trade show
  • Why you shouldn’t worry about your sales stack: Tips for the first-time prospector
  • Crafting the perfect message
  • Steven’s value grid system

 

Resources:

Value Grid

Contact Steven by emailing steven@sales-ignition.com or by visiting Sales Ignition

Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline is now available!

 

Aug 22, 2016

While we might all be in different types of sales, we can learn plenty about conversation, influence, and leadership from each other. On today’s episode, Steve Underwood and I discuss all aspects of the sales business, from building a sales pipeline to the power of meditation and gratitude in your daily life.

With a family background in car sales, Steve Underwood began his career in the auto industry before moving into technology sales. Steve is currently the account executive at Workfront, a project management software company, as well as a dedicated podcaster and mentor. In his free time, Steve enjoys learning new languages and hanging out with his family at the beach.

Episode Highlights:

  • Steve Underwood’s background and journey
  • Efficiency vs Effectiveness
  • Distinctive roles in the sales and development teams
  • Building a predictable pipeline
  • Roleplaying, weekly reviews, and post-mortems
  • Handling a loss
  • Documenting calls and other data: how to reduce lag
  • The power of a positive mindset and meditation

 

Resources:

Workfront
Visit Kick SaaS Sales, Steve’s podcast and website
The Five Minute Journal
- daily gratitude journal
Think and Grow Rich by Napoleon Hill
How to Win Friends and Influence People by Dale Carnegie
The Miracle Morning for Salespeople
Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

Aug 19, 2016

Having an impact with your marketing message requires understanding. Your ideal buyer is more than their basic demographics. Our guest Samuel Woods is a growth marketing expert who helps clients experience consistent growth. Clients establish an effective funnel and create powerful campaigns by first gaining a comprehensive understanding of a buyer’s psychographics.

Samuel Woods transitioned from the design world to growth marketing and created an agency specializing in conversion copywriting. Creating copy that converts requires that we move beyond ourselves to connect with our target buyer at every stage of the buying cycle. In addition to providing value it’s increasingly important that every campaign message is crafted with the human in mind. Using a buyer’s language to address concerns is a powerful method that Samuel teaches clients and discusses with us today.

 

Episode Highlights:

  • Why sharing benefits is not enough
  • Understanding the language of your ideal buyer
  • The importance of rooting your campaign messaging in buyer language
  • Samuel’s discovery exercise
  • Exploring buyer’s motivations
  • Testing to validate message language
  • Remaining agile through processes
  • Leveraging the power of email by spacing touch points

 

Resources:

Samuel J Woods   

Response Copy

Connect on LinkedIn

Follow Samuel on Twitter

Aug 18, 2016

We’re all familiar with the famous proverb: “It takes a village to raise a child!” As more entrepreneurs launch their own startup company, perhaps the phrase should be changed to “It takes a village to make a business!” Community between entrepreneurs has become more important than ever as those with great ideas search for the people who can make their dreams come to life. In today’s episode with market specialist Jorge Soto we discuss the benefits of community, leadership style, and the new markers of success.

Jorge Soto is a self-proclaimed startup fanatic who focuses on inspiring and motivating the new entrepreneur. After leaving Twitter to work as a consultant for Node.io, a new kind of database, Soto launched Sotoventures Media which functions as a community for entrepreneur education. Soto believes in the power of a good leader and strives to encourage startup entrepreneurs and sales reps alike to break their own barriers . In his free time, Jorge enjoys painting and playing guitar.

 

Episode Highlights:

  • Jorge Soto’s journey from Twitter employee to start-up motivator
  • Fundamental truth in sales
  • How do you become a fantastic leader?
  • Inspiring the entrepreneur
  • Marylou discusses the process of writing her new book
  • Benefits (and struggle) of talking on the phone
  • Arming yourself - Getting in the right mindset for sales

 

Resources:

Sotoventures Media - Jorge's Entrepreneur Community
Node.io
Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!
Connect with Jorge Soto on Twitter @sotoventures or by shooting him an email :
jorge@sotoventures.com. You can also find him on Linkedin.

Aug 17, 2016

Getting a startup tech company off the ground and into the public sphere is no small feat, but having a team of great sales reps makes it infinitely easier. But how do you build a sales team from scratch? Focusing on hiring the doer instead of the thinker is part of creating a team, but the real key lies in hiring sales reps who actually care about the customer base they communicate with. Join me in a conversation with Kevin Chiu as we discuss the secrets to tech startup success.

Kevin Chiu is the manager of Sales and Operations at DigitalOcean, a new cloud infrastructure provider, and is the man behind DigitalOcean’s first ever sales team. Chiu’s tech sales background was built by working with companies such as Greenhouse Software and FiveStars. When he’s not hosting the NYC Sales Hacker meetups or working on his Linkedin page, Kevin enjoys writing blogs and listening to podcasts.

 

Episode Highlights:

 

  • Background on Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
  • Building a strong team- hiring the builder instead of hiring the architect
  • How to find the ideal customer and keep them with your company
  • Social Selling
  • Selling within the Pipeline

 

Resources:

DigitalOcean

Influential article from First Round Review

Follow Kevin on Twitter @kvn_chiu or connect with him on Linkedin

Sales Hacker June 2016 conference - Sales Machine Summit

Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

Aug 16, 2016

Many sellers have no idea how to begin talking to a new customer. Instead of creating honest dialogue, businesses jump into a sales pitch and lose the trust of the prospect. A good conversation begins by understanding the customer’s pain -- what core problem do they need help solving? Searching for customer feedback and developing dialogue is the first step to creating messages that speak to the heart of what the customer wants, but analyzing and using this data is where businesses stumble. Copy that reassures a customer of the value in your product is key to engaging them on a deeper level.

 

Jennifer Havice is a copywriter who specializes in helping businesses create meaningful conversations with customers while still maintaining their own brand and personality. Her new book, Finding the Right Message, is aimed at conveying the value of your product by understanding what the customer needs to hear. When she’s not speaking at conferences or writing compelling copy, Jen enjoys horseback riding and eating chocolates.

 

Episode Highlights:

 

  • Collecting data on customer conversation
  • Understanding the customer’s core problem
  • How to find places where customers are talking
  • Using customer voice research to create a compelling lead
  • Analyze your own website
  • Create the story that inspires trust between you and the customer
  • Conveying value

 

 

Resources:

Make Mention Media

Finding The Right Message: How to turn voice of customer research into irresistible website copy

Follow Jen on Twitter

Aug 15, 2016

One of the most important factors in building a predictable pipeline is continuing the conversation with prospects. My guest today is Kyle Porter, the founder and CEO of SalesLoft, a company dedicated to turning target accounts into customer accounts.

Kyle is an expert in helping companies integrate new tools and technology in their current systems to begin conversations with the buyers that matter. We discuss how targeting prospects in your market is changing, why and how you should start the conversation at the top of the funnel, and where to begin when developing your sales stack.

 

Episode Highlights:

  • Technology and the salesman: how our industry is changing
  • Targeting your prospects
  • Connecting with the person who doesn’t sign the check
  • Creating frequent touch points with buyers
  • Software and technology
  • Reducing lag in the pipeline
  • Preparing for adding new tools to your process
  • Understanding the equation of connection
  • Death of the average salesman

 

Resources:

“Why Software Is Eating The World” article by Marc Andreessen
The Challenger Customer: Selling to the Hidden Influenster Who Can Multiply Your Results
TOPO
The Sales Development Playbook
free download from SalesLoft
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler

 

Sales Stack Technology:

SalesLoft
InsideSales
Data.com
Sugar
TinderBox/ Octiv
Adobe Echo Sign
Outreach


Connect with Kyle Porter on Twitter or by emailing him: kyle@salesloft.com

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