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




All Episodes
Now displaying: Page 1
Jun 4, 2019

How does trust between team members translate to better communication and higher performance? And how can you translate your trust-building skills to your sales calls in order to build rapport quickly?

To explore these questions and more, Jason Treu joins today’s podcast episode. Jason is an executive coach who works with teams to help them build trust and communication skills and increase performance. He’s also the author of the book Social Wealth. Listen in to hear what Jason has to say about the top issues in the sales industry today, how to turn a team into a cohesive unit, and how to build rapport in the first few minutes of a phone call.

Episode Highlights:

  • The top issues Jason sees in the industry today
  • The importance of hiring
  • Whether any type of team can be turned into a cohesive team
  • Where to start in building a trust mindset
  • The trust-building process
  • Building rapport in the first few minutes of a call
  • Jason’s book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network
  • What can be done to start getting teams to high performance


Jason Treu

Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network


May 28, 2019

How are you using technology to boost your sales prowess? Is there more that you could be doing? Do you like your CRM, and if not, how would you improve it? Today’s interview may give you some ideas. 

Today’s guest is Jordan Stupar, the founder and CEO of Sales Domination. Sales Domination is a company that provides CRM and technology tools to individuals as well as small, medium, and large companies. Listen in as Jordan talks about his company, his background, and how he thinks technology is affecting the sales landscape.   

Episode Highlights: 

  • What Jordan’s company does
  • Jordan’s background
  • Which areas of technology Jordan focuses on
  • Technological enhancements that can be used to improve meaningful sales conversations
  • Using data to improve workflow
  • How technology is improving analytics
  • How analytics can suggest next steps 


Jordan Stupar

Sales Domination

Jordan on Instagram

May 21, 2019

What do you do when you connect with a warm lead, but they don’t seem receptive? What’s the difference between adding value for a prospect and actually helping that prospect? These are some of the questions that today’s guest will help answer.

Joining the podcast today is Michael Pedone from SalesBuzz. Michael is an advocate for sales skills and SalesBuzz is an online sales training site that provides helpful information for sales professionals that can help take you from the top of the funnel all the way to the close. Listen to today’s episode to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn.

Episode Highlights:

  • The most impactful sales skill that Michael sees people bungle
  • The definition of a cold call
  • Throwing out the “easy” button
  • Why you shouldn’t remind a warm lead that they filled out a form
  • Approaching leads with the intent to help
  • The difference between adding value and helping
  • The cadence that works best in a selling situation and how to blend it with different modalities
  • Connecting through LinkedIn
  • How often you should be prospecting
  • Why people should really want to be in sales



Michael Pedone

May 14, 2019

Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it’s easy to get discouraged and believe that prospecting isn’t right for you. But within a predictable framework, prospecting doesn’t have to be so difficult. That’s part of what today’s guest is here to talk about.

Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting system. Listen in to hear what Jason has to say about how he got into prospecting, his approach to creating personas, and how to address common errors in messaging.

Episode Highlights:

  • What prompted Jason’s interest in prospecting
  • Mixing modalities
  • How much time Jason spends in the planning stages with clients to develop messaging
  • Jason’s approach to personas
  • The ideal client profile identifier
  • Applying the research to one-person consulting businesses
  • Errors in messaging that Jason sees frequently
  • Jason’s REPLY method
  • Incorporating personalization in messaging


Jason Bay

Blissful Prospecting

Selling Above and Below the Line

Free Guide to Getting Started with Video Prospecting

Apr 16, 2019

The experience of being a customer has changed rapidly just over the past few decades. But while the customer experience has changed, has it improved? Is there room for further improvement?

Today’s guest is Ian Moyse of Natterbox. He joins the podcast today to talk about disruptions in the customer experience, how customer experience is changing, and why it matters. Listen in to hear what Ian has to say about where this kind of disruption has the biggest impact, how buyer personas can improve the customer experience, and how customer experience impacts revenue and customer loyalty.

Episode Highlights:

  • How disruptors are changing the customer experience
  • Where disruption is having the biggest impact
  • When consumers prefer to interact with a human rather than a machine
  • Using buyer personas to optimize the customer experience
  • When it’s important to communicate via phone rather than email or chat
  • Analyzing how customer experience impacts loyalty and revenue


Ian Moyse

Ian on Twitter


Apr 9, 2019

You may recognize today’s guest from previous episodes of this podcast. Max Altschuler is the CEO and Founder of SalesHacker Inc. and the VP of Marketing at Max is also one of the co-authors of a new book, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale 1st Edition

In today’s conversation, Max talks about his new book, what inspired him to get involved with it, and what teachings in the book are most useful for sales professionals. Listen in to hear Max’s ideas on how sales and marketing to work together, how to use sales engagement strategies in closing, and what Max sees changing in the near future.

Episode Highlights:

  • What made Max decide to get involved with this new book
  • What teachings in the book are most impactful for sales professionals trying to start and close conversations with people they don’t know
  • Max’s definition of sales engagement
  • Which channels sales can use to better coordinate with marketing
  • How do sales methods of advancing prospects in the pipeline align with marketing
  • How sales engagement principles can be applicable to closing
  • Changes in how CRMs are being used
  • What Max sees changing in 2020


Max Altschuler

SalesHacker Inc.


Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale

Feb 26, 2019

Today’s guest comes from the marketing side of the business. And while that may be an unusual choice for this podcast, what Chris Dayley has to say about digital marketing can be useful for prospectors as well.

Chris is a digital marketing entrepreneur, speaker, and neuromarketer. He is also the VP of testing and site optimization at Disruptive Advertising in Utah. He’s skilled at helping people understand the impact of website landing pages, testing, analytics, and psychology. Listen to the episode to hear what Chris has to say about how his work related to outbound sales and different ways to use data, metrics, and testing.

Episode Highlights:

  • How Chris’s work fits into an outbound, targeted approach
  • What Chris is doing with analytics
  • Using data to refine the pitch
  • Metrics that can help prepare for contacting prospects
  • How Chris uses testing
  • Technology used for testing in sales
  • How best practices can vary from company to company, even within the same industry


Chris Dayley

Chris on Twitter

Disruptive Advertising Blog

Feb 19, 2019

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode.

Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset.

Episode Highlights:

  • What’s new in prospecting
  • Why the telephone is making a resurgence and what Millennials have to do with it
  • Informed calling vs. cold calling
  • The place of automated follow-up systems in prospecting
  • Positive feedback that Mark has gotten about his book
  • Using social media for prep work
  • How to get into the prospecting mindset
  • The Outbound Conference


Mark Hunter

The Sales Hunter

High-Profit Prospecting

Outbound Conference

Feb 5, 2019

In any field, one thing that you can be sure of is that things will eventually change. This is as true in sales as it is in any other industry, and it’s important to be able to keep up with the changes as the come. That leads to the question: can the ability to change be taught? Today’s guest thinks that the answer is yes.

Brian Keller is the Director of Sales Training at McKesson. He joins the podcast today to talk about his sales training workshops and the importance of learning about change in the sales field. Listen to the episode to hear what Brian has to say about why change matters for sales executives, how to connect data with the real life experience of salespeople on the ground, and how Brian’s students apply what he teaches.

Episode Highlights:

  • Why change is important for sales executives
  • Whether change can be taught
  • How to connect the data to real life experiences in the sales field
  • Whether tenure has an impact on whether or not to engage in change
  • Tools Brian uses to get students to apply what he teaches
  • What goes into planning a training workshop
  • How the salespeople that Brian trains share their success stories
  • The motivation for formalized training at McKesson


Brian Keller

Jan 29, 2019

Your prospects encounter many salespeople in all areas of their lives. It’s easy for salespeople and their products and services to begin to blend together. In order to make your sale, you’ll need to convince them that there are reasons why they should choose what you’re selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product.

Today’s guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He’s also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as “the best” is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others.

Episode Highlights:

  • What happens when you describe your service, product, or company as “the best”
  • Why saying that your product is the best doesn’t help to differentiate you from other salespeople
  • Whether buyers are really as educated as you may think
  • Helping buyers make informed decisions
  • Two parts to sales differentiation
  • Five steps to profiling your sales differentiation
  • Exercises that can help you identify your sales differentiation
  • Your biggest competitor
  • Customer service and account management
  • Pre-call research
  • Why the way you sell is also a differentiator


Lee Salz

Sales Architects

Sales Differentation

Visit this page to register for the Sales Differentiation Minute video series

Jan 22, 2019

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today’s guest didn’t just write the book on that subject, he actually wrote three books on the subject.

Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it’s important to separate service and product, and how to apply his four levels of value to different stakeholders.

Episode Highlights:

  • Anthony’s books
  • Separating service and product
  • Winning clients by creating greater value than competitors
  • The four levels of value
  • How the four levels of value apply to the different stakeholders
  • Winning with the intangibles


Anthony Iannarino

The Only Sales Guide You’ll Ever Need

The Lost Art of Closing

Eat Their Lunch

Jan 15, 2019

The way that we utilize data can make all of the difference when it comes to sales. It’s more important to make quality connections and have meaningful conversations with prospects than to contact a large quantity of prospects on a superficial level. Utilizing data in the right way can help you make those quality connections.

Today’s guest is Matt Amundson, the VP of marketing for EverString. Listen to today’s episode to learn more about what EverString does and what Matt has to say about how data can be used to help prospectors learn more about their prospects and make conversations more meaningful.

Episode Highlights:

  • What EverString does
  • How EverString’s processes work
  • How companies that engage with EverString have their data together
  • How EverString handles different parts of the pipeline
  • Whether EverString improves forecasting
  • Why a meeting may not turn into an opportunity
  • Using technology as an aid rather than a replacement


Matt Amundson


Email Matt at:

Jan 8, 2019

Content creators know that video is a powerful tool for delivering a message, and that means that it can also be a powerful tool in the world of sales. Learning how to use video effectively can be a helpful skill in all parts of the funnel.

Today’s guest is Daniel Crouch, Enterprise Account Executive at Videolicious. In today’s episode, Daniel will talk about using video, not just at the top of the funnel, but also after you get your foot in the door. Listen to the episode to hear what Daniel has to say about how and why he started using video, how to use videos for pre- and post-meeting contacts, and how to get started learning to use video effectively in your own sales process.

Episode Highlights:

  • Daniel’s background in sales
  • How Daniel got started using video in prospecting
  • How Daniel uses pre-meeting videos
  • How Daniel’s videos are structured
  • Avoiding excess words and keeping videos short
  • Using a script or teleprompter to stay on point
  • How to write copy to use as a video script
  • Post-meeting videos
  • The main purpose of using video for closing
  • Getting started learning how to use video


Daniel Crouch


Dec 11, 2018

If you work the top of the funnel, it’s easy to believe that you don’t need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today’s guest believes that sales is all about the human connection, no matter where you are in the sales process.

David Fisher is a coach, speaker, and the author of a number of books. In today’s episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much.

Episode Highlights:

  • Whether the human connection is necessary at all stages of the pipeline
  • Why the human connection matters even at the top of the funnel
  • How you can build rapport in just one or two minutes
  • How you can build on your own natural traits
  • The importance of face-to-face communication
  • How to get started practicing the concepts in David’s book


David Fisher's Predictable Prospecting Landing Page

Hyper-Connected Selling

David on LinkedIn

David on Twitter

Nov 20, 2018

The goal of the prospector is to generate good leads and close sales, and sometimes it’s worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques.

Today’s guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter’s company works, what the onboarding process looks like for Uhuru’s clients, and how the GDPR affects Peter’s business.

Episode Highlights:

  • Why Peter was interested in offering agency instead of in-house
  • The typical onboarding process for Peter’s clients
  • How the selection of accounts works
  • How to add value while disqualifying at the same time
  • Why providing value by giving away something that other companies charge for is a way to stay competitive
  • How the GDPR affects Peter’s model in other countries
  • The steps it takes to close the data range


Peter Lang

Uhuru Network

Peter’s Email:

Nov 13, 2018

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

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

Episode Highlights:

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


Steve Hall

Executive Sales Forum International

Nov 6, 2018

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

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

Episode Highlights:

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


Mike Adams

Seven Stories Every Salesperson Must Tell

Oct 23, 2018

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

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

Episode Highlights:

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


Forster Perelsztejn

Iulian Boia

Oct 9, 2018

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

Episode Highlights:

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


Nick Hart


Sep 25, 2018

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

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

Episode Highlights:

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


Andrew Priestly

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

Sep 11, 2018

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

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

Episode Highlights: 

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


Donato Diorio


Aug 7, 2018

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

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

Episode Highlights:

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


Nick Hart


Email Nick at:

Jul 31, 2018

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

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

Episode Highlights:

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


Alex Greer

Signal HQ

Jul 24, 2018

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

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

Episode Highlights:

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


The Sales Developers

Rex Biberston

Kevin Hopp

Jul 17, 2018

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

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

Episode Highlights:

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


Sean Campbell

Cascade Insights

Email Sean at

1 2 3 4 5 6 Next »